Global lessons could help UK dealers boost add-on and accessory sales

Insight from international markets could help UK dealers enhance the performance of add-on products and accessory sales.

Supagard’s head of sales Alan Graham will share tips from around the world with attendees at its best practice masterclass as part of Automotive Management Live.

Graham will lead Supargard’s best practice seminar exploring how dealers in other markets sell add-ons and accessories.

By highlighting alternative approaches and their results, UK dealers could further improve their sales models and even boost profitability.

He said: “UK dealers certainly deliver some outstanding performances in this field, but they may find some practices in place elsewhere which have not been tried here are worth considering.

“We are not saying one market or dealer group has the best strategy in place, but we have been quite amazed at the extensive differences in approaches to selling add-ons and accessories.

“We think the variety will provide food for thought for many dealers.

“For example, some dealer groups integrate the sales of such products very closely with the car sale itself whilst others separate it entirely operating add-ons and accessories as a stand-alone function with dedicated specialists and focused marketing activity.

“Many dealers we work with worldwide have also adopted a wide variety of pay plans. Understanding a number of different strategies and their successes, dealers here may decide to experiment with a new model or try out what they think could have an impact.”

The session will also look at the growing influence of digital and the role it can play in boosting add-on and accessory sales.

“The sale of add-ons and accessories needs to catch up with the sale of new and used vehicles in digital terms,” said Graham.

“As consumers are now digital savvy, they expect every aspect of the vehicle sale to be accessible online. We are starting to see the periphery areas such as add-ons and accessories becoming digitised which includes increased product showcasing, e-commerce platforms and consumer engagement.”

Automotive Management Live

Automotive Management Live is free to attend for automotive retailers and manufacturers upon pre online registration and incorporates more than 60 exhibitors, a host of best practice seminars and the F&I Theatre where experts will provide their thoughts on the current regulatory landscape and potential changes on the horizon.

Taking place at ArenaMK on November 16, the event is unique in the sector.

Register

Dealer and manufacturer delegates, can pre-register at the event's website or contact Nicola Baxter by email nicola.baxter@bauermedia.co.uk or call on 01733 468289.