Enjoying what you’re reading? Sign up now.

Subscribe
Search

Show Some Accessory Love to Your Used Car Buyers

Man driving
Article Highlights:

  • Stop missing out on used market accessory sales.
  • Used car buyers deserve the same experience.

The accessories market is a hot topic right now for dealerships. With less profit coming from the actual car sale, how are you going to continue to survive and make money in the future? 40 years ago, we faced the same question. The result was the creation of the F&I department. It’s been a standard in dealerships ever since.

Today, accessories are the new profit center. When I say accessories, your mind probably goes instantly to the new shiny models loaded with all sorts of fancy gadgets. But that is too easy; many OEMs provide software to showcase their OEM accessories for the shiny new models. What about used car personalization? What about selling accessories to your used car buyers?

Some dealers are selling almost as many used cars as they are new. Used car buyers are your customers too, and deserve the same buying experience as your new car buyers.

Let’s take a look at why used car customers are great prospects for accessories…

  • Used vehicles are usually a less expensive option, leaving more cash in the customer’s wallet to spend on accessories.
  • It’s rare a customer will find everything they want in one used model at your dealership. Offering personalization options up-front, like DVD or navigation systems, roof racks, and even leather or heated seats will make your used car selection more desirable.
  • Use pre-loading as a way to spruce up a less than desirable trade-in. For example, if the seats are dirty, upgrade by pre-loading leather seats.

Accessories aren’t just for new cars anymore. Stop letting profits from used car accessory sales leave your store. By offering a great mix of accessories for both new and used, you’ll create awareness with your customers, improving your repeat and referral business.

Share this Article

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.

Related Articles:

Baseball resting on foul line

Three Things Baseball Can Remind Us About Funding a Deal

As we head into summer, there are many things to look forward to, like children laughing in the park and ice cream trucks spreading familiar

Understanding the FTC’s Enforcement Tools and How You Can Create Your…

The Federal Trade Commission (FTC) has intensified its focus on dealerships and is attempting to add new regulatory practices to their already robust arsenal. If

Is your sales team staying in tune?

Everybody enjoys a good musical performance. The singer producing an amazing melody on the microphone and the band backing them up with their instruments.  The

aerial shot of a parking lot; some of the parking spots are filled with vehicles and some of them are empty

Utilizing Tech to Acquire Highly Profitable Inventory

Over the last few years, you’ve probably grown accustomed to sourcing used vehicles from a variety of places, but acquiring a decent sized inventory is