When it comes to dealership revenue, accessory sales often don’t get the attention they deserve. For many dealerships, accessories can feel like an afterthought, tucked in as an extra during the vehicle purchase process. But accessory sales are a huge opportunity to boost both your bottom line and customer satisfaction.
This guide covers how to seize this opportunity and start boosting your dealership’s accessory revenue with straightforward steps that lead to big results.
The auto accessories market is huge and growing fast
Let’s talk about why this market is such a great opportunity. The automotive accessories market has exploded in recent years.
The Global Car Accessories Market is projected to grow from USD 529.5 billion in 2023 to USD 831.3 billion by 2032, with a compound annual growth rate (CAGR) of 5.80%.
That’s a pretty substantial increase, and your dealership stands to gain a lot by capitalizing on this market shift.
But here’s the thing: you’re not the only dealership noticing this opportunity. The competition is out there, and the dealerships that make accessory sales a priority are the ones who will win.
How the growing SUV and pickup truck market fuels accessory sales
When we talk about accessory sales, we can’t ignore the growing popularity of SUVs and pickup trucks. These vehicles are the most accessorized types on the market. In 2023, full-size SUV sales reached 480,842 units, showing an 11.7% increase from the previous year, and pickup trucks now account for 20.5% of new vehicle sales, up from 16.8% in 2016.
Whether it’s roof racks, all-weather floor mats, or cargo trays, buyers of these vehicles are looking for ways to personalize and enhance their rides. This creates a massive opportunity for your dealership to tap into accessory sales.
Last year, 80% of vehicles sold were SUVs or light trucks, meaning the market for accessories is larger than ever before.
Top accessories to promote: What’s selling?
You’re probably wondering: “Okay, but which accessories should I be focusing on?”
Good question. Here’s the breakdown of the top 5 OEM accessories that generate the most revenue:
- All-Weather Floor Mats
These are a great upsell for customers buying new or used vehicles, and they’re one of the most commonly purchased accessories.
- Cargo Tray
Cargo trays are popular with SUV and truck owners, especially those who use their vehicle for outdoor activities, family trips, or work.
- Trailer Hitch
Many truck and SUV owners use their vehicles for towing, making trailer hitches a high-demand item.
- Roof Rack Cross Bars
Another accessory perfect for adventure-loving customers. Perfect for transporting kayaks, bikes, skis, fishing poles, or luggage.
- Plug-In Home Vehicle Charger
With the rise of electric vehicles (EVs), home chargers are becoming a more popular accessory. This is a growing market segment that shouldn’t be overlooked.
How to get started with boosting accessory sales
Now that you understand the opportunity and what to focus on, let’s dive into how you can boost accessory sales at your dealership.
Train Your Sales Team
Your salespeople should be knowledgeable about accessories and ready to pitch them at the right moment. Incorporate accessory sales into your sales training so that your team can confidently recommend accessories during the buying process.
Offer Package Deals
Bundle accessories into attractive packages. For example, if someone’s buying an SUV, offer them a package deal that includes all-weather floor mats, a cargo tray, and a roof rack. This creates a sense of added value for the customer while increasing your sales.
Promote Accessories for Used Vehicle Buyers
Don’t forget about used vehicle buyers! They often have more need for accessories to personalize their ride. Promote accessories in your used car section and market them as ways to make their “new” vehicle feel more unique.
Used vehicle accessory sales generate 14% more revenue and 38% more profit than new vehicle accessory sales.
Use Digital Tools to Market Accessories
Make your accessories easy to find and purchase online. Use your dealership’s website to showcase featured accessories, and make it simple for customers to buy or add them to their vehicle. Digital tools like RevolutionParts can make this process easier and more seamless for your customers.
Over 70% of car buyers research accessories online before making a purchase decision.
Leverage the SUV and Pickup Market
With SUVs and trucks accounting for the majority of vehicle sales, make sure to target this audience with tailored accessory promotions. Highlight accessories that are particularly popular among truck and SUV buyers.
Don’t let this opportunity pass you by
The automotive accessory market is growing rapidly, and your dealership has a golden opportunity to capitalize on it.
The key is to make accessories a priority. By training your team, offering value-packed bundles, and bringing in digital tools to promote your offerings, you can boost your dealership’s accessory sales and see increased revenue in no time.
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