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I'm hoping to get some of your opinions and experience selling accessories.

My company does a lot of market research in the automotive aftermarket and we're always a little surprised to see how few vehicles leave a dealership without any accessories installed. Of consumers who purchase accessories for a newly-purchased new or used vehicle, the largest group now do it in the first three weeks of owning the vehicle. Yet, depending on the type of accessory, only 5% to 10% of these accessory sales come through a dealer.

On the low (inexpensive) end, accessories like custom floor mats are purchased by consumers mostly through chain stores, mail order/Internet retailers, and specialty stores. On the high end, accessories like tonneau covers and bed liners tend to be purchased through specialty retailers or franchises that perform installation. But with so many consumers doing this shortly after purchasing a vehicle it seems like there is an opportunity to capture more of these sales at the dealership and roll it into the financing.

So, those of you in the trenches, please give me your feedback. What are your experiences selling accessories, either good or bad? Have you had any success selling accessories? Do you see any interest in accessories from vehicle buyers or are they just looking at the sticker price of the vehicle? Has anyone partnered with a specialty retailer or installer to display non-OEM accessories on the show floor? Do your customers have warranty concerns?

Thanks in advance for your comments.

Regards,

Jon Hedges

HedgesCompany.com

Tags: &, Company, Hedges, SEMA, accessories, automotive, market, research, statistics, vehicle

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