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An izmocars case-study

The Falmouth Toyota Success Story

Falmouth Toyota

Falmouth Toyota

www.falmouthtoyota.com

Izmocars Products & Services:

AOA– In-Store Accessories Sales

Key Benefits:

  • The AOA Virtual Showroom helps to sell tens of thousands of accessories using a web based system without expensive kiosks or showrooms.
  • AOA Virtual Inventory helps to Sell accessories without the expenses associated with a real Inventory.
  • Large vendor database of OEM & Aftermarket manufacturers

izmocars' In-Store Accessories Sales Solution, AddOnAuto, initiates and increases accessories sales for Massachusetts's dealership.

After-market accessories are a $40 billion industry with a growth rate of 7 percent a year. While 92 percent of drivers buy accessories and 60 percent of them spend more than $1500 on them, only 10 percent of these accessories are actually purchased from dealerships.

With the average new revenue opportunity per dealership at $1 million per year, Falmouth Toyota decided it was time to grab their fair share of the accessories market by selling directly to their customers from both the showroom floor and fixed operations, replacing the need for third-party sellers and installers. The dealership implemented izmocars' In-Store Accessories Sales Solution, AOA, and saw immediate results.

After the initial sales process training of their staff by izmocars and implementation of AOA's software solution, the dealership started offering accessories first on the showroom floor and 45 days later, through fixed operations. They experienced an immediate increment in accessory sales from $9,000 in April 2008 to $32,500 by April 2009, the second month of implementing AddOnAuto's solution.

AOA's Visual Configurator helps sales people offer accessories to their customers by allowing them to add or remove accessories on their vehicle of choice and make their decision in minutes. AOA offers accessories in a menu-based format, making it easy for customers to choose between immediate and monthly payments. Accessories are mostly offered after negotiating the car deal, while the customer is waiting for F&I.

AOA's web-based Virtual Inventory has saved the dealership thousands of dollars in setup costs and eliminated the need for a physical inventory. Since AOA provides all the necessary information on accessories purchased by customers, including SKU numbers, it has made the Parts department very efficient in fulfilling orders and selecting accessories by category, by manufacture or individually. A web-based system is also crucial in establishing a sales process for both the Sales department as well as for Fixed Operations.

In addition, AOA's Reports section in the back-end enables dealer management to evaluate the performance of sales staff and focus on individuals, who are not following the process. They can also keep an eye on the selling of accessories and better plan a technician's time for installations.

Falmouth Toyota is experiencing increased revenues at Fixed Operations through growing accessory sales. AddOnAuto's In-Store Accessories Sales Solution plays a vital role in their success. The dealership has also eliminated the sub-letting of accessories installation, bringing it in-house.

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