If you’re a general manager at a dealership, you already know that accessory sales are a key revenue stream, but are you really making the most of them? Accessories often take a back seat when it comes to the sales process, but they shouldn’t. Customers are increasingly looking for ways to personalize their vehicles, and accessories provide a fantastic opportunity to boost your dealership’s profits without the added complexity of vehicle sales.
In this article, we’ll explore some proven strategies to help you increase accessory sales at your dealership. These strategies don’t require overhauling your entire operation, just a few smart shifts in approach can lead to higher sales and greater customer satisfaction.
1. Make accessories part of the car selling process
Think about it like this: when someone’s buying a new car, it’s like they’re getting a blank canvas, and you have the chance to show them how they can make it truly theirs.
Make sure your sales team is trained to offer accessories at the right moment. There are all huge areas of opportunity at the time of sale:
- all-weather floor mats
- cargo trays
- roof racks
These items add value to your customers’ vehicles and should be presented as an essential part of their purchase experience.
Read more: Top Selling OEM Auto Accessories Online
It’s about timing and relevance. For example, if a customer is purchasing an SUV, a roof rack or trailer hitch could be a natural upsell.
2. Leverage your used vehicle sales
When we talk about accessories, we often think about new car buyers. But here’s something you might not know…
Used car buyers spend 14% more on accessories and generate 38% more profit than new car buyers.
This means used vehicles are an untapped goldmine for accessory sales.
Buyers of used vehicles are often looking for ways to personalize their purchase, and accessories offer the perfect solution. Make sure your used vehicle customers know what accessories are available for their vehicles.
3. Use OEM accessories to build lifelong trust
When it comes to accessories, OEM is where the money is. Customers trust genuine parts because they know they’re getting a perfect fit and high-quality performance.
In fact, 50% of auto accessories sold in 2024 were OEM accessories.
Customers understand the value of OEM products, and as a dealership, you have a huge advantage over aftermarket suppliers because you can provide customers with the peace of mind that they’re buying accessories designed specifically for their vehicle.
4. Bundle accessories to increase average sale value
One of the most effective strategies for increasing accessory sales is by bundling accessories together. When a customer buys a new or used vehicle, they’re often focused on the big purchase, but accessories can be easily bundled into packages that add value without overwhelming the buyer.
For example, offer a package deal for an SUV that includes all-weather floor mats, a cargo tray, and roof racks. Offering these products as a bundle creates a sense of added value and encourages customers to purchase more items. Not only does this increase the overall sale, but it also enhances the customer experience, giving them a complete solution for their vehicle.
5. Make it easy for customers to buy accessories online
Online shopping isn’t going anywhere.
55% of consumers are researching auto parts and accessories online before making a purchase, and they’re expecting a seamless shopping experience.
Make sure your dealership is set up to drive accessory sales online, with your own web store and on Amazon and eBay. You want customers to be able to easily find what they’re looking for, with clear descriptions, photos, and an easy checkout process. If you’re not already offering online purchasing, you’re likely missing out on a chunk of business.
6. Promote accessories through social media
Social media isn’t just for marketing your dealership’s vehicle inventory—it’s also a great tool for promoting accessories and educating enthusiasts on ways they can modify their ride. Your customers are already on Instagram, Facebook, and TikTok, so why not use these platforms to showcase your accessories?
You can create engaging posts and ads that show off how accessories make a car more personal, or share customer testimonials highlighting how the right accessories have improved their vehicle’s functionality.
7. Customer loyalty and repeat business
Accessories aren’t just a one-time purchase. They’re an opportunity to build long-term customer relationships. After a customer buys their vehicle and accessories, don’t just forget about them. Follow up with email campaigns, promotions, or even personalized messages encouraging them to purchase additional accessories later on.
For instance, if they purchased floor mats for their new SUV, you can send a follow-up email a few months later offering roof racks or cargo organizers. This boosts your sales and helps keep your dealership at the top of their mind for future purchases.
Accessory sales can transform your dealership
Boosting accessory sales doesn’t have to be complicated. With the right strategies in place, like driving the importance of OEM products, bundling accessories, selling in online marketplaces, and building long-term customer relationships, you can significantly increase your dealership’s accessory revenue.
It’s all about being proactive and making accessories a key part of the customer experience. When you make accessories easy to buy, easy to understand, and easy to find, your customers will keep coming back for more.
So, what’s holding you back? Start implementing these strategies today, and watch your dealership’s accessory sales grow. Get the General Manager’s Guide to Boosting Profitable Accessory Sales and unlock the future of dealership profits.
WATCH NOW: 2025 Online Parts and Accessories Report
See how RevolutionParts helps dealerships sell more OEM and aftermarket accessories—online, in-store, and beyond.
