LAKE FOREST, CA, August 2020 – As we all contend with a rapidly changing sales scape, sudden market dips and stalled sales cycles appear to be the most common trend. Now in the early rebound stages, we can look back and begin to ascertain why some weathered the storm better than others. Incubation from a world of extremes may or may not be hard to achieve, and best practices are identified for the future when similar trends may shake the automotive world.
Sales for customers with factory line and port fit accessory models stayed flat - notched back to match 2019 pace, while others saw a sharp downward spiral.
Many like us have found the recent pandemic and social unrest a challenging business environment to navigate successfully. Yet some seem to continue sailing while the rest of us are trying to keep our heads above water. Surprisingly, on average customers with some version of accessory preload are only down 4% on average, while customers with traditional aftersales methods fell 26% overall. Admittedly, some customers with a strong ecommerce presence fared better than others, but this added benefit still could not combat the downward trend in full.
Preloads create efficiencies, whereas marketing only needs to focus on moving cars. As vital corporate resources are focused on the most essential business functions, vehicle sales automatically push accessories adding profit for both departments. This rings true both at the OEM and the dealership level, as car sales naturally generate accessory movement - a true case of two birds, one stone.
As with any calamity, there are lessons to be learned that can better prepare us for the environment ahead. As vehicle shopping turns to the virtual world and dealership foot traffic decreases, the days of old-school accessory sales via the parts department are numbered. The sales environment is changing, and we are here to assist you in exploring new methods and opportunities. As a partner we are only successful when our customers flourish, so let's work together for a better, more robust future ahead.