The accessories test

To gauge how well your business is doing with accessories sales, John Spader — president of Spader Business Management — advises dealers to ask themselves these questions. “If you’re not doing these things,” Spader says, “you’re not taking it seriously.”

Do you separate your accessories sales from your parts sales — both for sales and margin analysis?

Do you separate your parts and accessories inventory and monitor turns differently?

How easy is it to shop accessories on your website? If you believe it is easy, do a sanity check. Ask 10 customers to do it and then rate you on a scale of one to 10. Don’t take your word for it.

Do you have a good, passionate, emotional and knowledgeable accessories salesperson?

Do you have someone that’s really tuned into the customers’ wants ordering the inventory?

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