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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.

Email Mark Nash