Case study from AddOnAuto demonstrates how cutting-edge accessories process drove accessories revenue from $0 to $150,000 per month, provided new vehicle sales training process, and increased F&I product sales for Scott Clark’s Toyota
AddOnAuto (AOA) the in-store accessories solution that is changing the way accessories are bought and sold in dealerships, released a case study today revealing how North Carolina auto dealership Scott Clark’s Toyota, leveraged a new accessories sales tool and process to provide a better consumer experience, greater conversion and revenue, and improved F&I sales — all while educating rookie sales representatives on a better way to sell vehicles.
“Through the example of Scott Clark’s Toyota, this case study reveals that not only are the old obstacles to successful accessories sales disappearing, but implementing the right process drives benefits far beyond accessory sales, and to improved F&I sales and higher customer retention,” said Sidney Haider, President of AddOnAuto. “As Scott Clark’s Toyota discovered, the time is ripe for accessories sales – if done right – and can not only boost revenue and profits, but can also offer surprising results in other areas of the dealership.”
Scott Clark’s Toyota has been in business since 1985, and sells approximately 450-475 new and used vehicles a month. Prior to implementing their ground-breaking accessories sales process, Scott Clark’s Toyota made zero dollars in monthly sales of vehicle accessories. So, in 2010, the dealership made the decision to focus on this revenue stream, and implemented AddOnAuto (AOA), an in-store digital sales tool that allows customers to virtually add or remove car accessories and instantly view them on their vehicle of choice, along with a cross-dealership process that integrated department buy-in from new car sales to F&I. The new process drove dealership vehicle accessories sales growth from $0 to $150,000 per month, with an average of approximately $300 in vehicle accessory sales per transaction. And perhaps one of the most important benefits of the dealership’s new focus on accessories sales is that, rather than seeing a decline in F&I product sales (one of the traditional obstacles to accessories sales implementation), F&I revenue actually increased.
Not only did the dealership increase accessories sales exponentially, they also discovered that the program could also be leveraged as a powerful training tool for new employees who previously had little to no car sales experience. By designating these new employees as “accessories consultants”, and assigning them to the accessories sales station, after just one month of giving each and every customer a 5-10 minute presentation on accessories (using AOA’s web-based visualization tool), and helping customers accessorize their new vehicle on screen, these employees became experts on the dealership’s main product – the cars themselves. This granular vehicle knowledge, combined with their experience as customer consultants, translated into valuable vehicle sales expertise.
“The decision to focus on accessories sales was a logical one because we wanted to be the place that our customers associate with all their service and repair needs,” said Chris Cady, Managing Partner of Scott Clark’s Toyota. “The use of AOA creates a flawless approach to accessory sales. Customers can manipulate and manage their virtual dream car, in an apple-store like environment, all while waiting for their vehicle financing – it’s genius.”
To read the complete AddOnAuto case study on Scott Clark’s Toyota, click here: http://www.izmocars.com/aoa/Scott-Clarks-Toyota.pdf About AddOnAuto
AddOnAuto (AOA) is an in-store accessories sales technology that helps dealerships effortlessly sell accessories within their dealership, and streamlines what was once a cumbersome, arduous (and unprofitable) task for dealers, producing significant results for hundreds of dealers across the country over the past 3 years. AOA has demonstrated that accessories sales are an excellent source of added – and diversified – dealer income: dealers using the AOA product average $500 in accessories sales per new vehicle sold, and closed over 50% of the customers who were presented with accessories, reaping an average gross profit of 48%(1).
To learn more about the AddOnAuto Digital Dashboard, please visit: http://www.izmocars.com/solutions/aoa.html
(1) 2013 AOA Auto Accessories Trend Report: http://www.izmocars.com/aoa-trend-report/AOA-Trend-Report-2013.pdf
About izmocars izmocars is a leading provider of Automotive Business Solutions including: Website and Online Marketing Solutions, Enterprise-level Automotive CRM, iConsult – Sales Performance Coaching and AddOnAuto – an In-Store Accessories Sales Solution.
izmocars is also the world’s leader in Interactive Media Content for the automotive industry. Founded in 2002, izmocars services some of the most successful eDealers in the country.
izmocars is based in San Francisco, with offices in Long Beach, CA and Brussels in Europe.
