THE SHOP

Restyling & Truck Accessories - May '15

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Partnering with Auto Dealers is an Easy Sell e opportunity awaiting restylers at new-vehicle dealerships is stagger- ing. With auto sales soaring to pre-recession levels, and pressure remain- ing high on auto dealers to find new profit sources, the restyling after- market largely remains an untapped resource. A few eye-opening statistics delivered by AddOnAuto in a 2014 study tell a portion of the story. AddOnAuto is a division of Reynolds and Reynolds that provides auto dealers with an in-store auto accessories point-of-sale program that helps dealers sell aftermarket products and connects them with aftermarket installers. According to AddOnAuto: • Nine out of 10 consumers purchase accessories for their vehicles • Six out of 10 consumers spend at least $1,500 on accessories • e majority of consumers buy accessories within the first 90 days of purchasing their vehicle • e majority of consumers also prefer to buy accessories at the dealership, yet fewer than 5 percent do Fewer than 5 percent. Let that figure sink in. Another nugget from Ron Lamb, president of Reynolds and Reynolds: despite the overall high pace of new-vehicle sales, "the profit on new car and truck sales is not growing. And net, pretax profit as a percent of revenue was flat in 2013 at 2.2 percent, the same level as 2012." Why do auto dealers and aftermarket service providers seem so far out of touch? Lamb highlights a few reasons: • "Like a lot of untapped business potential, dealers typically have lacked the right technol- ogy and the right processes to effectively market and sell accessories. As a result, there is an overall perception that some dealers have 'been there, done that' with accessories sales, and it's been a high-hassle, low-return effort." • "[e aftermarket] is a confusing universe of fragmented information, products, colors, sizes, suppliers, prices, and installers. Without the right technology and processes—a seam- less, cohesive ecosystem of accessories products and suppliers—it's been virtually impossible to navigate and make sense of the accessories frontier." Whether or not you agree with Lamb's assessment, the takeaway is plain as day: auto dealers are primed and ready to partner with your business; they just simply need to be sold on your shop's expertise, quality of work and consistency in pleasing their customers. For unique perspectives on the auto dealer-aftermarket expediter relationship, consider the articles Q&A Auto Dealership Point of View and Are You Upgrading Your Business? found on pages 12 and 14. anks for reading, Anthony Bowe Editor's NotE Anthony Bowe Editor WE Want to hEAr from you! Looking for a place to share the story of your most recent and best restyling work? Look no further than these very pages! tell us about yourself, your work and about that sweet ride that's now probably in the hands of one lucky customer. Who knows, you could f ind your se lf a nd your company within the pages of restyling & truck accessories. Join the fold! to get involved, simply send your informa- tion, comments, ideas and high-resolution photos to reeditor@nbm.com. 4 Restyling & tRuck AccessoRies | May 2015 restylingMag.coM ©2015 National Business Media, Inc. All rights reserved. Restyling & Truck Accessories (ISSN 1521-7213) is published monthly by National Business Media, Inc., 2800 W. Midway Blvd, Broomfield, CO 80020; (303) 469-0424; FAX (303) 469-5730. Subscription rates in the U.S.: One year, $45; Two years $80; Three years $108. Canada: One year, $76; Two years, $142; Three years, $201 (U.S. Funds). Mexico/International: One year, $98; Two years, $186; Three years, $267 (U.S. Funds). Periodicals Postage Paid at Broomfield, CO 80020-9998 and additional mailing offices. USPS/National Business Media Automatable Poly. POSTMASTER: Please send address changes to Restyling & Truck Accessories, PO Box 460651, Escondido, CA 92046-0651. All items submitted to Restyling & Truck Accessories become the sole property of Restyling & Truck Accessories and National Business Media, Inc. and may not be reproduced without the written consent of the publisher. Advertisers and/or their agencies, jointly and severally, assume all liability for printed advertisements in Restyling & Truck Accessories. Opinions expressed in Restyling & Truck Accessories may not necessarily reflect the opinion of the magazine's editor, its management or its advertisers. Letters, photographs and manuscripts welcome.

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