More and more, OEMs see that the availability of accessories improves their dealers’ ability to sell vehicles. And they acknowledge that aftermarket manufacturers, who are in touch with enthusiastic car owners, are often the first to recognize important trends. Smart dealers are increasingly recognizing that a customized vehicle in the showroom can bring more customers through the door and get them more excited about a purchase. But until now, there was not much real data on the “accessory effect.”
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A new study commissioned by SEMA indicates that aftermarket products influence about a million new-vehicle sales each year. The automotive marketing research and consultancy firm AutoPacific collected and analyzed consumer data to quantify the effect that accessorization has on the sale of new vehicles. The resulting report, “Influence of Accessories on New-Vehicle Sales,” details the findings.
The study looked at the persuasive effects created by accessory products, including which ones are likely to create the greatest influence.
It’s been a few years since SEMA began reaching out to educate auto dealers about the benefits of incorporating accessory sales into their businesses. The association has developed a series of best practices for dealers, launched a dedicated Dealer Day program at the annual SEMA Show and will be speaking at this month’s NADA convention in San Francisco, California.
2013 Ford Fusion, Lincoln MKZ, 2012 Chrysler 200, Ford Fiesta-Based CUV, Volkswagen’s New Midsize Sedan
Chevy Volt, Cadillac CTS-V Wagon, MINI Cooper S, Ford Falcon
The ProPledge Program—Why You Need to Be Involved
SEMA News recently had an opportunity to catch up with ProPledge Director of Operations Joe Sebergandio. Having just returned from the annual National Automobile Dealers Association (NADA) conference, where he and the rest of the ProPledge staff met with potential participants, Sebergandio took time out to discuss the fundamentals of ProPledge as well as provide insight into the program’s future.