Black-and-white image of a smiling person seated at a table with a blurred background of people in discussion. Surrounded by colorful, abstract geometric icons in a circle arrangement.

Driving Profits: Mastering the Art of Accessory Sales

A dynamic digital learning series to help a top Japanese automaker boost high-margin accessory sales through smarter merchandising strategies and proven sales techniques.

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Parts & Accessories Merchandising

This project involved developing a series of digital learning modules for a large Japanese automaker focused on enhancing sales effectiveness in the accessories business. The training covered three types of accessories (factory-installed, port-installed, and dealer-installed), emphasizing their profitability and sales techniques—such as showroom layouts and lifestyle-driven product displays—to help dealers increase accessories sold per vehicle, a key OEM performance metric.

Challenge

Improve awareness and implementation of parts & accessories, merchandising best practices

Components

  • Digital learning solution with embedded videos to guide learning
  • Training delivered in English and Spanish with a bilingual on-camera presenter and interactive graphics to make the content compelling and memorable
  • On-the-job application supported with reference documents and job aids

Result

Improved in-dealer merchandising—and revenue

Two men converse at a service desk; one gestures while speaking to the other, who listens intently. In the background, a car is raised on a lift.

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