Whatever industries you look at accessory sales are the current key to success and thriving in tough economic times. Today, every consumer based industry has recognized the need for accessory sales to boost the sagging profit margins of commoditized products from cell phones to automobiles. The question is what are you doing to ensure profitability?

Here are some industry facts that may be alarming. According to CEA 50% of all accessories are sold within 30 days of the initial purchase. Less than 15% are made at the point of sale. Combine that with the fact that dealers are only capturing about 17% of accessory purchases and it is pretty clear that if you do not close the accessory sale up front your profit opportunity is going elsewhere.

Stampede introduced the Mustang line of accessories to its dealer base over five years ago. Every year since the introduction we have seen record increases in Mustang sales. Even in a tough economic environment 2008 is not going to be an exception, once again our sales have grown year over year. Still, we could do better, and so could our dealers. Examining attachment rate data shows that our dealers are not far from the national averages quoted above. 

The Mustang line was developed with one driving factor in mind, we want our dealers to have a unique branded product that delivers a higher margin prospect for every installation accessory. Mounts, cables, screens, cases, remotes, warranties the entire Mustang line will provide you with high quality and higher value than any other national brand. This allows our customers to sell a quality product that earns them much higher margins than any other brand of accessory.

However, this concept only works when you capture every available opportunity. Every quote you produce should include all of the needed accessories. Remember, these are products that your customer will need for every flat panel or projector you sell. The question is whether your customer will buy these high margin products from you, or someone else.

Paul Rehac
Product Manager