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Accessory Business Unit

May 07, 2015
Case Study - the Accessories Business Unit Our Accessory Business Unit case study can be downloaded

Strategic management of a client’s Accessories business, demonstrates strong ROI

The Challenge

Our client’s accessory sales volume and profitability had declined over a two year period. We were asked to identify the causal factors and develop a set of recommendations to turnaround performance. When analysing accessory sales performance, it is critical to consider all areas of the business. Performance shortfall and opportunities can be identified in:

  • Internal programme ownership
  • Network support
  • Dealer engagement
  • Sales processes
  • Bonus and standards programmes
  • Competitors and aftermarket pricing
  • Price consistency
  • Customer Behaviour
  • Specific routes to market used by the vehicle manufacturer in question

The Solution

We subsequently carried out a detailed study of our Client’s UK Accessory sales performance. The study included:

  • The analysis of key accessory drivers within the UK marketplace
  • Current performance of the client compared against identified competitors
  • Accessory range gap investigations
  • Internal stakeholder research
  • Systems process review
  • In-dealer health checks and customer research alongside focus group analysis

The Outcome

We developed and now run a dedicated accessories business unit, focused on enhancing accessory sales performance. Which is now responsible for:

  • Using insight to target appropriate product range and depth on specific models
  • Consistent and competitive pricing on all products
  • ROI modelling to demonstrate revenue growth and subsequent cost effectiveness of team costs

The programme has delivered a 15% increase in revenue, doubled sales volume in participating dealers and increased dealer fitment by 19%.


Our case study on the Accessory Business Unit solution can be downloaded, here:

Contact Mark

Mark Nash, Senior Business Development Manager

Mark Nash

Head of Accessories

Mark has substantial experience across Automotive aftermarket, dealer supply and Vehicle Manufacturer roles.
Learn more about Mark

Email Mark Nash Forward this page Call Back Request