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SEMA: Find Answers to Your Accessory Problems

Article Highlights:

  • Find out what to look for while at the 2016 SEMA Show.
  • "The answers to your accessory questions can be found at SEMA."

A sales plateau is upon us. With fewer cars being sold and profits still decreasing, the question on many dealers’ minds is, “how will I continue to be profitable?”

The answer: a new profit center focused on accessories. For dealers, accessories have always been a challenge. Selling them is typically the easy part; it’s the back-end processes – catalog building, pricing, ordering, tracking, and installation – that present most of the problems.

The SEMA Show is a perfect opportunity to explore these back-end challenges and find a new way to effortlessly sell accessories while providing a streamlined process.

Not familiar with SEMA? It is the largest annual automotive accessory show held this year in Las Vegas, November 1–4. SEMA draws the industry’s brightest minds and hottest products to one place. It is your opportunity to explore the world of accessories with over 2,500 new products on display by over 2,400 exhibiting companies.

Here are a few things to look for at SEMA if you’re considering accessories as your new profit center:

1. Comprehensive catalog, with accurate pricing and parts.

An accessories profit center won’t work without a comprehensive, up-to-date catalog. Paper brochures are a thing of the past; consumers today want electronic catalogs that can engage them in the buying process. A good partner is necessary to build and maintain a catalog.

2. Established network of suppliers and restylers.

If you’re going to get into the accessory game you’ll need parts suppliers, and in some cases specialty installers or restylers. You’ll be able to do most of the work, but things like window tint, upholstery, or leather work might need to be outsourced.

It’s recommended to look for established networks of suppliers and restylers, so you don’t have to learn from trial and error who you can trust, who is reliable, and who does good work.

3. Easy communication.

Communication between all the different dealership departments, the customer, and the supplier and restyler shops is one of the biggest fail points for accessory departments. You’ll need to look for solutions that provide easy communication methods, with tracking and alerts based on changes to the order.

The answers to your accessory questions can be found at SEMA. Reynolds’ industry leading accessory solution, AddOnAuto, will be on display at booth #12823, located in the North Hall.

You can also catch me speaking on a SEMA panel with three other industry experts. The session is, “Vehicle Accessorization: Capturing Accessory Sales at Auto Dealerships, powered by PRO (VA1).” We will share knowledge and insights on how dealerships can start capturing a portion of the accessory market to grow their business and their bottom line.

If you’d like to read more about the accessory market, check out this other Fuel article, “Welcome to Your Dealership’s New Profit Center.”

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Vice President, AddOnAuto, Reynolds and Reynolds

Sidney Haider is founder and leader of AddOnAuto, the leading digital platform for marketing and selling vehicle accessories. Haider was previously general sales manager at Keyes Automotive and e-commerce director at Galpin Motors.

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