Average pickup owner spends $1461 on accessories in the first year !

[mbrandon]

I just read the highlights of a report on truck owner accessory purchase habits. You can read it here (http://www.automotivedigest.com/view_art.asp?articlesID=19324).

With the average pickup owner spending $1461 dollars on parts and accessories in the first year of ownership, it still amazes me how few dealerhips have a formal plan and process for capturing their share of this lucrative market.


If there were an opportunity to increase the front end of the deal or increase F&I revenues by $1461 most dealers would be rabid about implementing sales processes and training.

Who out there has a well formulated process for selling accessories? If you don't have a formal process, why not? (Just curious)

[mchastek]

I've often thought about this myself. One thing I don't understand - why don't dealerships offer accessories, and then build the cost into the financing?

I'm sure this has been proposed in the past, but there must be some reason why it isn't done.

For example, you buy a truck for $15K, and you buy some 20" wheels for $3K. Why not give the customer a loan for $18K ?

I have a feeling it might be because if the customer defaults on the loan, there's no way the finance company can get back much of the cost of the wheels. The car will retain its value, but not the wheels. Is that correct?

Also interesting that truck buyers spend so much! I wonder why.

Thanks for posting this - great article!