Enjoying what you’re reading? Sign up now.

Subscribe
Search

A Surprise Benefit to Selling Accessories

Group high-fiving
Article Highlights:

  • There are more benefits to accessory sales than just the added profit!
  • Give your salespeople the opportunity to make more money.

Many dealerships would agree, the most obvious benefit to selling accessories is the profit potential. You might even be able to picture the added OEM bonus money if you believe accessory sales will help you hit those goals.

But there is one benefit many dealerships never consider up front. What effect will accessory sales have on your employees?

According to NADA’s 2016 Dealership Workforce Study, employee turnover for sales consultants was 67% and the average tenure was just 18 months.

Investing in the wrong employees can cost you upwards of 150% of an employee’s annual salary, but investing in accessory sales might actually help you:

  • Improve employee satisfaction.
  • Increase employee retention.
  • Lower turnover.

Firsthand Experience:

With new car sales falling flat and profit margins continuing to shrink, there is little money to be made on the car sale itself. Many dealerships investing in an accessories department find their employees are more satisfied because they are given the opportunity to make more money in other ways, besides selling the car.

Manhattan Beach Toyota in California is seeing the employee benefits from accessories. “Our pay structure helped make accessory sales a success. Salespeople and managers get paid a flat percentage based on the selling price. This keeps things transparent and they know exactly how much they are going to make with each accessory sale.”

Manhattan Beach Toyota’s General Manager, Ron Vartanian, agrees it’s not easy keeping good salespeople today because it’s hard to make good money. But accessories are an easy way to keep them happy with more money.

What’s In It for You:

In addition to keeping your employees happier and at your dealership longer, accessory sales might also bring in more applicants for you to choose from. If word starts spreading around town that your salespeople have the opportunity to make more money on each car they sell, you’ll be one up on the competition already.

So, could you see accessories benefiting your dealership in more ways than just profit?

Check out Manhattan Beach Toyota’s testimonial video to learn other ways accessory sales have impacted their dealership.

Share this Article

Vendor Relations Business Manager, AddOnAuto, Reynolds and Reynolds

Joe Witt started as an implementation consultant with the AddOnAuto team in 2011 and became the Vendor Relations Business Manager for AddOnAuto soon after.

Related Articles:

tech reading someone's thumbprint

Protecting the Omnichannel Buying Experience with Effective Verification…

The US economy entering 2023 was much more strained compared to even the early days of the pandemic just a few short years ago. Inflation

Robot hand fist bumping a human hand in a collaborative way

The Benefits of AI: Perfecting the Chat-to-Sales Hand-off

Over the last year, artificial intelligence (AI) has made headlines; and although it’s not necessarily new, it’s worth revisiting every so often to really consider

3 Steps to Better Lead Generation

It’s no secret: cars are expensive these days. The average new car price is up almost five percent from where it was a year ago

Salesperson shaking couple's hands

Revitalize Your Sales Strategy: Transparency through the Transaction

You probably wouldn’t be working in sales if you didn’t have a stellar sales pitch. But, what if I told you the perfect sales pitch