Thinking Accessories

Accessories 2.0: Follow the Customer

(As published in Fixed Op's Magazine July/August edition)

I am going to call it now, and you read it here first: we have reached the accessories “tipping point!” June 2010 is the beginning of an overwhelming adoption and acceptance of accessories processes in dealerships. YES! I have been waiting for this day since 2002.

In the last several months, I have seen more industry coverage and interest in accessories sales processes than ever before. It shows that the market is past the point of “whether” to sell accessories and is now onto “how”.

If your dealership is still at the “whether” stage, go back to last month’s issue and read my column for the Parts Department. However, if you are one that has made it past the tipping point and are now asking the “how” question, this article is for you.

 There are many ways to get into the business.  I and others have written many “how to’s,” but always with the intent to drive those still deciding “whether to,” to get into the business. For many years, we have been arguing the virtues of accessories, trying to entice you with profits and success. But we need to move on to Accessories 2.0 and the concept of “Customer Life Cycle Accessories Selling.”

I know, that’s a mouthful and totally sounds like consultant speak. However, it does convey the idea that dealerships, which are successful at integrating a lasting accessories process and PROFIT center, must consider that selling accessories spans the life cycle of the customer – from prospect, to purchaser, to service customer, to repeat customer.  

Customer Life Cycle Accessories Selling is THE complete accessories picture, not just one or a few tactical aspects. It’s the concept that marketing accessories throughout the customer life cycle is as important and profitable as marketing the car buying and servicing cycles. In order for accessories to achieve its maximum potential, it must be integrated and supported in all the places that it impacts and can impact.  Specifically, accessories can have an impact on the dealership’s web site; during the vehicle sale and finance; during the vehicle’s service life; and finally during repeat vehicle sales and financing.

Typically, the driving force behind a good accessories program is still the Fixed Operations side of a dealership. I don’t see this changing even with the dawning reality of Accessories 2.0. Therefore, here is check list to see where you are in the spectrum of maximizing the complete accessories opportunity.

Prospecting:

For most fixed operations departments, the dealership’s main web site leaves much to be desired.  For fun, I still ask parts managers every now and then the last time they got one of those “parts request forms” in their email. It’s good for a chuckle. Unfortunately, many times even if the dealer does have an online accessories tool, the link to it is buried three clicks deep. This isn’t going to help a prospective car buyer consider personalizing their future vehicle. So here are the first two check boxes:

1.     Online accessories presence on the dealership’s web site.

2.     Link/access is prominent on the home page or at least in the new vehicle section.

Of course there are many other tactical things that can be done to increase the prospecting of accessories, but adding the accessories to your dealership site and making it prominent also allows you to ‘pre-sell,” thereby making your accessories offering during the purchase process not at all surprising or - even more importantly - unfamiliar. The customer says in their mind, “Yeah, I saw they offered accessories when I was hunting around on the dealer’s site.”  This gives your sales people or F&I folks confidence that they are not going to lose money on a deal but, instead, are set up to make money.

Vehicle Sales and Financing Process

The next couple of check boxes involve your process in the vehicle buying process – new and used. The new reality of Customer Life Cycle Accessories Selling means you have one of four processes in the showroom:

1.     Sales person presentation prior to F&I

2.     Accessories department and accessories management

3.     Presentation during F&I

4.     Post F&I presentation as part of a service department introduction   

All four are valid times to present accessories during the vehicle purchase process – all with various strengths and weaknesses. Usually, I find that the one that your dealership has selected is dictated by management’s “perception” of (or in some cases reality of) the dealership’s overall strengths and weaknesses.

From the fixed ops perspective, what you can do to better the cause is to make sure to take advantage of the customer’s life cycle and use the same accessories sales tool that the customer used to research your dealership. This is the next check box:

1.     Consistent presentation from prospecting to vehicle purchase process.

(Writer’s note: while on the surface this point may seem self-serving, I believe we have reached the point of acceptance that the dealership’s web site and overall online presence is a major component of the dealership’s marketing. If we accept the idea that we need to market accessories through the dealership’s web site, why then would we not use the same tool in the showroom?)

Using the same web-based tool does two very important things: 

1.     You are showing the customer something familiar:  both your dealership web site and the accessories selling tool. Therefore, it isn’t something new and “scary.”  As you know, buying a car is emotional and the last thing you want to do is turn those emotions negative by creating apprehension.

2.     You are RE-INTRODUCING your own web site! It is a subtle way to tell the customer, “If you decide not to buy accessories from me today, please visit this site.”  It also gives your dealership the opportunity to market other services through the Service Department.

Vehicle Service

Customer retention from Variable to Fixed Operations is a perennial issue.  As you know, entire training classes and programs are devoted to this one subject. Using your dealership’s web site as the starting point for presenting accessories (as noted above), provides an easy way for the sales department to introduce the idea of returning to the dealership for service.  (Service managers: why not start a spiff program that pays sales people if the customer returns to the dealership for their first oil change?)

Beyond what could be a subtle and effective first introduction, installation of accessories is also a huge exposure to the service department and repeat business. There are a couple of ways I have seen most dealers handle the accessory installs:

1.     Prior to delivery

2.     Post delivery, scheduling of appointment

Again, the primary factor in deciding which route you take will depend more on product availability, technician, or installation availability. However, the point here is that accessories become the natural introduction to long-term service and repeat customers.

Another major opportunity in fixed ops is simply marketing accessories to current service customers (non-vehicle buyers.) You know how many cars and trucks pull through your service lane every day. These are customers with vehicles two years and older and prime targets for “upgrades” or a “refresh” of their vehicle. Check list for these customers include:

1.     Printed wish lists for their vehicles

2.     Digital accessories area in the service lane or waiting lounge

3.     Reminder for when they leave to review the dealership’s offering for the next service visit

Repeat Vehicle Sale

The sweet cherry on the top of all this is that customer who either refers a family member, or decides to buy another car in the future and is already primed to be a great accessories prospect.

Customer Life-Cycle Accessory Sales

Selling accessories has to go from something one dimensional –only in the showroom, only through the parts department, or only online – to something that “lives” throughout the customer’s experience with your dealership. It can be used to tie many things together:  customer satisfaction, repeat business, advertising for other departments, etc. That’s Accessories 2.0. Bring it on!

-David Copp Stringer

President 

MOBIS PARTS AMERICA CAPITALIZES ON INCREASED SALES WITH INSIGNIA ACCESSORIES SYSTEM

Strengthening customer retention while adding gross profit were key to decision

Insignia Group, LLC, providers of the Insignia Accessories System, a SaaS (Software-as-a-Service) based solution was selected by Mobis Parts America (MPA) as a preferred technology partner for in-store accessory sales and training for Kia dealers in the United States. The Insignia Accessories System includes a customized, web-based accessories sales system specific to each dealer. “The personalized, in-store training was a primary component in our selection of Insignia,” says Mike Knipe, Senior National Manager, Operations, MPA.

 

“We recognize the enormous potential for Kia dealers to sell accessories at the time the customer purchases their new vehicle,” states Knipe, “The solution provides Kia dealers with the right tools to make presenting accessories an easy component of the purchase process.”

 

“We are pleased to be the exclusive solution for Kia dealers,” says David Stringer, President of Insignia. “Incorporating the professional presentation of accessories during the sales process has proven to increase profits, improve CSI scores and drive customer loyalty. Mobis Parts America recognizes the consumer’s desire to personalize and, with this program, have made it that much easier for their dealers to create a lasting and profitable business segment within their dealerships.”

 

About Kia Motors America:
Kia Motors America (KMA) is the marketing and distribution arm of Kia Motors Corporation based in Seoul, South Korea. KMA offers a complete line of vehicles through more than 730 dealers throughout the United States and serves as the "Official Automotive Partner of the NBA." In 2010, KMA recorded its best-ever U.S. sales and 16th consecutive year of increased U.S. market share. Kia is poised to continue its momentum and will continue to build the brand through design innovation, quality, value, safety features and new technologies.

 

About MOBIS Parts America:
Mobis Parts America, LLC, a subsidiary of Hyundai MOBIS based in Seoul, South Korea, operates six distribution centers in the United States as the exclusive supplier of Genuine OE Parts and Accessories to Kia Motors America and Hyundai Motors America. MOBIS Parts America, LLC National Headquarters is located in Irvine, CA.

 

About Insignia:
Insignia, the premier provider of accessory sales innovations, has been helping dealers to maximize dealerships’ profits through accessory sales for more than 8 years, facilitating over $200,000,000 in accessory sales. Insignia currently supports 22 brands and serves dealerships nationwide. From accurate data to useful sales tools, services, and training, Insignia simplifies the accessories sales process so orders can be fulfilled quickly and easily.

Media Contact:
Mike Pitkowicz
Director of Marketing
Insignia Group, LC
153 South Oakland Ave.
Rock Hill, SC 29730
888.579.4458 ext:8621

Insignia welcomes Mike Pitkowicz as Marketing Director

Insignia Group LC, the leading provider in SaaS (Software-as-a-Service) based automotive accessory sales and training solutions empowering increased dealership profits announces the hiring of Mike Pitkowicz as Director of Marketing. Pitkowicz complements the Insignia team with 20 years of software sales, marketing and management experience. Pitkowicz most recently served as the Director of Marketing at ePS, a SaaS based company providing e-catalog, e-procurement, e-fulfillment and e-payment solutions.

"Recent endorsements from Kia Motors America and Mobis Parts America have positioned Insignia for unprecedented growth over the next 24 months," states David Stringer, President of Insignia. "Mike's diverse experience, customer centric approach and results driven leadership will be key in increasing both market share and dealership success metrics," Stringer states.

This strategic hire represents a critical component to Insignia's plan to expand market share beyond the 22 automotive brands, and valuable Aftermarket Suppliers currently supported. "The 2011 growth projections and timing of the opportunity partnered with the management teams' passion were key factors in my decision", said Mike Pitkowicz. "In addition, Insignia will soon to launch its' 3rd generation interface providing greater opportunities to deliver a quality experience to the dealerships and their respective clients", Pitkowicz continues.

About Insignia: Insignia, the premier provider of accessory sales innovations, has been helping dealers to maximize dealerships' profits through accessory sales for more than 8 years, facilitating over $200,000,000 in accessory sales. Insignia currently supports 22 brands and serves dealerships nationwide. From accurate data to useful sales tools, services, and training, Insignia simplifies the accessories sales process so orders can be fulfilled quickly and easily.


Media Contact:
Mike Pitkowicz
Director of Marketing
Insignia Group, LC
153 South Oakland Ave.
Rock Hill, SC 29730
888.579.4458 ext:8621

Re-Training the Team

Most folks think that the way to a sales manager’s heart is through his stomach, but actually it’s through three little letters – CSI. As you know, CSI can determine many things for sales people, sales managers and general management. It could mean bonuses and happiness or it could mean frustration and disaster.

Many accessories programs have gone by the waste-side because of CSI – who hasn’t seen this happen? The common scenario is the sales person promises something can be added to the customer’s vehicle only to discover at the Parts Counter that it either doesn’t exist anymore; he quoted the wrong price; or even worse, it’s added to the We-Owe and it’s never delivered. Next the customer rails the dealership on their survey. The sales manager gets railed. The sales person gets railed - and he vows to never offer another accessory again as long as he sells cars and breathes air – amen!

So next week when you are in your managers’ meeting, you will once again hear: “What can we do to add additional gross and profits?” After all, things are feeling as good as they have in a long time. Your showroom is busy. Sales are moving. Service bays are filled. And your management or principle is looking to get back much of what has been lost over the last 18 months. It’s just like that commercial asks: “Profits? Remember those?” And you will think: accessories.

It seems like such a no brainer, doesn’t it? To those in the Fixed Ops world, selling accessories is just another offering at the Parts Counter. Usually customers come in and ASK YOU for something – very little “selling” is necessary. Any of you with a “Pro-Shop” know this as well. Why is it so difficult to implement accessories selling into variable ops?

The real truth is it’s not difficult at all. After all, sales people LIKE to sell and they LIKE making money. So adding a product to their process that gives customers satisfaction and adds money to the sales person’s pay check should be a no-brainer…should be. Until that sales person, sales manager, or GM remembers their lifelong vow of not offering accessories or anything to that matter that messes up CSI.

So there you are, in the manager’s meeting, wanting to suggest again accessories and you know without some answer to the CSI fear, you aren’t going to get very far. But what if you could suggest you had an idea that would IMPROVE profits AND CSI. Prepare for the sound of the sales manager’s head snapping around to you – SNAP. Yes, suddenly you have the stares of all the managers and the bright light of your dealer is upon you? “Go on.” He says.

Ok – time out. Feel free to tear this article out and have it on the table in front of you – it would be better than notes on your hand. Next try saying the following:

“I noticed the other day that the showroom was really busy, which is awesome! However, as the showroom gets busier and we sell more cars, our customers have a longer wait time to get into the ‘box’. I remember a few years back when we were this busy; wait times were something we would get nicked on in our surveys.” Pause here, let everyone remember and catch up.

“Well what if we could do a better job of keeping the customer busy after they have agreed to the deal?” Keep pace here don’t hesitate. “And what if by keeping them busier, waiting for F&I, we are able to build their excitement by showing them ways to ‘personalize’ their vehicle.” YES, YES, say “Personalize” don’t say even say “accessories” yet – you have them keep going. “According to research I have read, on average customers who personalize their vehicles are not offered to do so 70% of the time.” This is completely true – reference SEMA’s 2009 Market Study. And by now your sales manager is catching on to “personalization” = “accessories” = “death”. But don’t stop – go for the close and here it is:

Say this to your dealer; don’t look at your sales manager yet. “Yes, I am talking about trying once again to offer accessories in the sales process and before we reject it completely, let me make a few commitments to the sales department. 

1. We will provide all the proper tools to support the program.

 2. We will create a process to communicate to the sales person that the customer is being taken care of after the sale.”

Deep breath here’s the big close: “I know CSI is important and if we do this right we will improve profits and CSI. If the customer is offered the ability to personalize their vehicle here and by doing so it makes the wait time in F&I ‘seem’ shorter, they will be happier and excited. If we create the right process that incentivizes our sales people to JUST let the customer know we offer personalization, they can make more money in their pay check – sales people will be happier.”

Now turn to both the F&I managers and sales managers – “We can also structure the pricing to make sure you both also enjoy the benefits of the sales.” Bang - you just blew the sales managers mind – you just told him you are willing to set the mark ups so HE can get a commission. In one little speech, you have laid the ground work for a successful program. It hits all the high points and clears the way for a real effort - a constructive conversation on pay plans and pricing. CSI is addressed because instead of something that could detract from CSI, accessories can actually enhance CSI – and it does.

Says Thom Workman, General Sales Manager, Duval Ford: “Since we introduced a real accessories process, I am seeing a lot more smiles and excitement on customers’ faces – we have made it a fun part of the process.”

According to Workman, not allowing the customer’s enthusiasm of their purchase to deflate while waiting on F&I is a big part of customer satisfaction. “The difference is the customer’s perception of the length of time of the process,” says Workman. “If we get them interested in something that excites them then the time seems to go by quicker.”

He goes on to say that sales people have realized that occupying the customer during the wait time before F&I gives them the freedom to do delivery preparation.

“I can’t say this is exact science, but since introducing accessories, our F&I numbers are also up and I think a big part of that is continuing to build the enthusiasm for their vehicle,” says Workman.

Patrick Peabody, Finance Manager, at Gary Yeomans Ford agrees. “On my first deal that I presented accessories, my customer purchased $1200 in accessories and an extended warranty. I was shocked. The customer was thrilled and so was I.”

 Changing the perception of your dealership management that accessories can enhance CSI will not be a walk in the park. It is hard sometime to change life-long vows. It may take several attempts in the managers meeting to start the process. It may even require a little professional help – ala a consultant, but there are many dealers doing this well and reaping the benefits.

Now I didn’t say your sales manager is going to LOVE you, but you will have a special place in his heart if he sees smiling customers and improved CSI scores – just don’t expect him to tell you that!  

3.5.9 Update: New features and enhancements for your Accessories Sales System

Dealership Accessories Progress Report:
Available for all dealers- to give dealer a snapshot of the dealership’s performance for any timeframe (daily, monthly, weekly, MTD, YTD, etc).  Includes metrics on top and bottom performing sales people, most popular parts and vehicles by views and sales.

To access:
• Log in as an administrator
• Look for the new ‘Accessories Progress Report’ in the reports section of the control panel.

 

Printable Wishlists:
To assist in accessories sales, dealer can print out featured accessories for his dealership and/or specific vehicles.  A great take-away for customers or to put inside the vehicles on the lot.  The wishlist contains the dealer-selected accessories, dealer pricing, dealership logo and “” disclaimer.

To access:
• Log in as an administrator
• Use the “Feature Accessories Settings” globally or for a specific vehicle on select accessories.
• Printable Wishlist icon will appear

 

Order Processing Emails Distribution List:
Based on dealer feedback, dealers can now decide to whom the order processing emails are sent. Customer, Sales Person and Dealership Orders Notification boxes will now be visible for you to check.  The emails will also be tracked for history on when the emails were sent and to whom. 

 

SEMA Partners with INSIGNIA in support of ProPledge

DIAMOND BAR, CA ― October 20, 2009 ― SEMA is pleased to announce a membership benefit agreement with Insignia in support of ProPledge.

 

ProPledge is a program targeted to overcome the traditional barriers associated with Specialty Aftermarket products sold during the new vehicle sales process – namely warranty and customer satisfaction scores (CSI). By way of ProPledge, dealers can offer to customers industry-backed warranted products from participating manufacturers and restylers ensuring dealership confidence and consumer satisfaction.

 

By partnering with Insignia – an industry leader in accessory sales tools and processes for new vehicle dealerships across numerous brands – SEMA is adding additional value to the ProPledge program by providing an effective communication medium connecting aftermarket manufacturers to restylers to dealers which ultimately communicates the ProPledge advantage to the retail consumer.

 

Through Insignia’s e-catalog system, specialty aftermarket manufacturers can provide the marketplace real-time product data descriptions, updated pricing and color product images. Manufacturers will gain visibility to compelling usage data, such as which products are viewed the most, on what vehicles, by what customer and what has been sold across the entire network.

 

Restylers can offer to dealers industry-backed products from ProPledge manufacturers that reach all the way to the dealer’s consumer. In combination with Insignia, restylers will be able to identify those products that are ProPledge-backed as well as be able to provide a comprehensive product offering all in one versatile tool.

 

Retail customers will be able to identify ProPledge products while shopping in the dealership and differentiate those that are industry-backed and those that are not.

 

“Our relationship with Insignia will provide ProPledge with the additional support and benefits we strive for entering 2010,” stated ProPledge Operations Director, Joe Sebergandio.

 

“Insignia will reduce the ProPledge education process for manufacturers, restylers and dealers,” said David Stringer, president of Insignia. “Through Insignia, retail customers in dealerships will gain clear visibility to what products are Pro-Pledge guaranteed. Dealers will benefit by giving the customer what they want, while at the same time protecting CSI and warranty claims. Our involvement with ProPledge is a win-win for everyone.” 

 

For more information about ProPledge visit www.sema.org or call 818-248-4900

 

For more information about INSIGNIA visit www.insigniagroup.com or call 888-579-4458

INSIGNIA OFFERS INTERACTIVE KIOSK FOR DEALERSHIPS

This innovative, interactive digital marketing tool was developed specifically for automotive dealerships.  Our touch screen kiosk will allow you to educate consumers on your products, promotions and services, obtain qualified lead generation, gain additional profit through advertising and much more.  All content displayed is customized per dealer request and can be updated real-time. For additional information, please see the following marketing flyer: <http://www.insigniagroup.com/marketing/kiosk.pdf> .  For further information, please email kiosk@insigniagroup.com.

INSIGNIA PARTNERS WITH PAYPAL™

Dealers are now able to process customer credit card payments online through your Insignia Accessories site, making purchasing accessories quick and easy for your customer.  This service is FREE to Insignia dealers.  To link your PayPal™ and Insignia sites together, we only need your registered PayPal™ email address.  Please email customerservice@insigniagroup.com for more information or to send your PayPal™ registered email address. If you are interested in a PayPal™ account and do not currently have one, you can get more information at www.paypal.com

INSIGNIA SPONSORS 2009 PRO RESTYLER OF THE YEAR AWARD

Rock Hill, SC ― September 15, 2009 ― Insignia Group, the leading provider of accessories sales and management innovations, announces its sponsorship of the 2009 PRO Restyler of the Year Award.

The PRO Restyler of the Year Award has been established to honor an outstanding restyler/installer in the restyling industry whose creativity, dignity, integrity, industriousness and accomplishments have enhanced the stature and growth of the industry within the candidate’s community.

The award will be presented at the 2009 PRO Industry Awards Reception on Tuesday, November 3, 2009, 5:30 p.m.- 7:30 p.m. during the Specialty Equipment Market Association (SEMA) show at the Las Vegas Hilton Hotel in Las Vegas , NV.

In addition to sponsoring the PRO Restyler of the Year Award, Insignia Group will also be sponsoring the PRO Industry Awards Reception and Dealer Day – an event that will provide principals of franchised and independent auto dealerships with new ideas, tools and resources to build a strong and successful accessory program – on Wednesday, November 4^th.

“Insignia values our partnership with SEMA and is proud to be a sponsor of the 2009 SEMA show.  The exhibits, educational seminars, events and networking opportunities are second to none, so we hope to see you at the event this year, November 2^nd – November 5^th in Las Vegas,” said David Stringer, president of Insignia Group and member of the Professional Restylers Organization (PRO) select committee,

About Insignia Group:

Insignia Group, the premier provider of accessories sales innovations, has been helping dealers to maximize dealerships’ profits through OEM and aftermarket accessories sales for over seven years, facilitating over $200,000,000 in accessories sales.  Insignia has been providing accessory sales solutions for eight years across thousands of dealerships nationwide.  From accurate data to useful sales tools, services, and training, Insignia Group simplifies the accessories sales process so orders can be fulfilled quickly and easily. For more information, visit www.insigniagroup.com.

3.5.3 Update: New features and enhancments for your Accessories Sales System

3.5.3 Launch: new features and enhancements now available in your Insignia Accessories System!

New report on sales by vehicle:
Available for all dealers. New Report: Sales of accessories by vehicle rolling up totals. To access:
• Log in as an administrator
• Look for the new ‘Sales by Vehicle’ in the reports section of the control panel.

Customized tabs & “Brand” listed with products:
Each product listed will have its brand called out. You will also be able to decide if you want the OE vs. Aftermarket tabs at all! If not, all the accessories are mixed together and the brand is very handy to differentiate products by manufacturer.

If you DO want the tabs, you can decide which one is first – OE or aftermarket! You can change this at any time by:
• Log in as an administrator
• Look inside Catalog Profile
• Select the “Additional Information” tab
• Choose whether to segregate OE from Aftermarket or not

Installation buttons in the confirm cart page:
Continuing to improve the usability of the shopping cart, we have included more obvious installation buttons in the cart confirmation page. This should clear up any confusion your customers may have concerning the inclusion of installation within the purchase price.

Insignia Announces Marketing Partnership with CIMA Systems

Rock Hill, SC — July 15, 2009 — Insignia Group, the leading provider of accessories sales and management innovations, announced today a new marketing partnership with CIMA Systems which will provide favorable pricing of CIMA products and services to Insignia affiliate dealerships.

CIMA Systems is the leading provider of multi-channel marketing communications technologies to the automobile industry. Under this new partnership, Insignia will offer their dealership customers the opportunity to proactively promote their parts and accessories through CIMA’s advanced patent-pending marketing communication tools which is integrated with the Insignia Accessories Sales System. The new offering brings Insignia dealerships unlimited marketing communications capabilities (e.g.. new vehicle/service promotions, service appointment reminders, seasonal events/promotions, automated appointment system via web & phone, etc.) and provides a complete dealership virtual business development center for dealerships.

“We have partnered with CIMA Systems for the past two years and have seen that dealers who combine the Insignia Accessories Sales System with CIMA’s advanced proactive marketing campaign solution have seen a significant increase in customers returning to their dealership for sales, service, and parts & accessories business,” said David Stringer, president of Insignia Group. “The special CIMA pricing our partnership brings dealerships delivers tremendous marketing value to our customers for a small fraction of what most others dealerships are paying to promote their services today”.

The partnership further streamlines the Insignia sales process by allowing dealerships to proactively promote their products and specials. As an example, CIMA will automatically send a custom email from the dealership’s parts department to a new vehicle customer congratulating them on their purchase. The customer will also receive a promotion (i.e.10% off any accessory purchased within 30 days) to thank them for their business. By simply clicking a link that is contained in the email, the customer will be taken directly to the dealership’s Insignia Accessories System, allowing them to easily shop for accessories and personalize their vehicle. Purchases can be made on-line, and the CIMA System will automatically notify the customer when the accessories arrive for installation.  The customer can then schedule the accessory installation using CIMA’s AutoAppointment system.  As an added convenience, CIMA automatically reminds the customer of the appointment, allowing them to confirm or reschedule as needed.

“We at CIMA are very excited to expand our relationship with Insignia,” states Gary Nixon President and CEO of CIMA Systems. “The combination of CIMA and Insignia makes it extremely easy for dealership customers to do business with them by automating the entire marketing and purchase process. In today’s economic times, dealers need these tools to drive more business in the most cost effective way”.

About Insignia

Insignia, the premier provider of accessories sales innovations, has been helping dealers to maximize dealerships’ profits through OEM and aftermarket accessories sales for over 7 years, facilitating over $200,000,000 in accessories sales.  Insignia currently supports 20 brands and serves 1700 dealerships nationwide. From accurate data to useful sales tools, services, and training, Insignia simplifies the accessories sales process so orders can be fulfilled quickly and easily.  For more information, visit www.insigniagroup.com.

About CIMA Systems

CIMA Systems provides interactive automated marketing and customer service solutions to the automotive market. Its comprehensive software solutions enable dealers and automotive service businesses to communicate with prospects and clients throughout the client lifecycle. CIMA System’s automated, real-time, communications-management solutions provide immediate 24/7 customer feedback to front- and back-end marketing campaigns, resulting in higher sales, increased client interaction and lower overhead. For more information, visit www.cimasystems.net.