Discussion on how auto dealers in the US are adding Accessories Sales to their stores and increasing their revenues profits, CSI. Accessories is an untapped market for auto-dealers. Shows like pimpmyride show consumers the options. SEMA confirms that this is a $40B industry. Learn more at http://www.izmocars.com/products/aoa.jsp

2. Expert Panel
Moderator
Sidney Haider
Vice President, AddOnAuto, izmocars
Email: sidney@izmocars.com
Panelists
Mike O’Neil Bob Duffin Bob Andrews
Accessory Manager Customer Operations Parts & Service
Falmouth Toyota Manager Director
Toyota Boston Region Falmouth Toyota

3. Topics for discussion
• Why Accessories
• Accessories Operations at Falmouth
Toyota
• Accessory Sales at Toyota Motors,
Boston
• Panel Q & A
• Lessons Learned
• Setting up to Market Accessories

5. It’s Time to Accessorize!
• 10 % of the $40 Billion accessories
and
aftermarket parts market is sold through
auto dealerships.
• 75% of Customers Surveyed prefer to
buy Accessories from Dealers
• 92% new car buyers will buy accessories
within 90 days of making that vehicle
purchase.
• 61% spends more than $1500
• Consumers typically buy that accessory
from and have it installed at a third-
party reseller and installer

6. In these challenging times, dealers are looking for
new ways to draw traffic to their dealerships and
generate additional revenue…
quot;Accessorizing does both.quot;
“It is the dealer who does something different
beyond price that attracts customers’ attention,”
Ellen McKoy, Senior Director of Dealer Relations, SEMA

7. Accessories Operations At
Falmouth Toyota
• Situated on MacArthur Boulevard
in the town of Bourne on Cape
Bob Andrews Cod, Falmouth Toyota has been
Parts & Service
Director
owned by Tom Murphy since
Falmouth Toyota 1982.
• From its humble beginnings on
Route 28 in East Falmouth,
Falmouth Toyota has grown into
one of the New England Region's
Mike O’Neil
Accessory Manager premier Toyota dealerships.
Falmouth Toyota

8. Lessons Learned
Three Main Factors that helped
Falmouth Toyota increase
Bob Andrews Accessory Sales goals:
Parts & Service
Director
Falmouth Toyota
1. Right Tools
2. Management Focus
3. Proper Training
Mike O’Neil
Accessory Manager
Falmouth Toyota

9. Accessories Operations At
Toyota Motor Sales, Boston
• Boston Region for TMS covers
ME, NH, VT, MA and RI.
• There are 72 Toyota dealers in the
region
• 102,000 vehicles sold in 2008
Bob Duffin
Customer Operations • #1 Region in US for parts sales
Manager achieving the highest percentage
Toyota Boston Region
of objective for year to date 2009.

10. Lessons Learned
• Dealer has to be Committed to
sell Accessories. They have to
believe that Accessories offer
huge profits.
• If you ask for the sale you will
Bob Duffin
Customer Operations get it.
Manager
Toyota Boston Region

11. Q & A with the Panel
Moderator
Sidney Haider
Vice President, AddOnAuto, izmocars
Email: sidney@izmocars.com
Panelists
Mike O’Neil Bob Duffin Bob Andrews
Accessory Manager Customer Operations Parts & Service
Falmouth Toyota Manager Director
Toyota Boston Region Falmouth Toyota

12. Summary of Lessons Learned
• Dealers have to be committed. OEMs
should help dealers get in the business
of Accessory sales.
• If you ask properly and have tools to
present in the right manner you will sell
a lot of Accessories.
• Offering Accessories not only helps in
more business, it provides a very
positive conversation compared to
vehicle repairs that customers hate to
talk about in Service.

14. Accessory Sales 1- Day
Date Deal # Loan/ Lease Status Salesperson Brand Retail
3/17/2009 PARRISH1421 Loan Open DEREK V Toyota 0.00
3/17/2009 637267AA Loan Completed RON G Toyota 599.00
3/17/2009 N593 Loan Completed BRIAN Toyota 1494.00
3/17/2009 2532LOCATE Loan Open KEN C Toyota 399.00
3/17/2009 7845 Loan Completed jo Toyota 215.00
2707.00
Accessories offer 50% to 70% profit margins.
Guarantee 100% ROI or your money back.

15. Profit Machine
Loan/ Sales
Date Deal # Status Brand Vehicle Total Cost Retail Profit
Lease person
Prius
3/13/09 109449 Loan Completed Jeff Toyota $333.90 $770.00 $436.10
2009
Prius
3/11/09 109402 Loan Completed Sam N Toyota 2,441.40 $4830.00 $2,388.60
2009
Prius
3/6/09 109269 Loan Open 7423 Toyota $0.00 $0.00 $0.00
2009
Prius
3/5/09 109241 Loan Open 7423 Toyota $628.20 $1,359.40 $731.20
2009
$3,403.50 $6,959.40 $3,555.90
The report above is an excerpt from one of our clients and shows you only the total
number of Prius cars sold for the month and the figures represent accessory sales
from the showroom sales alone.

16. Introduction to AOA
• PRODUCT - AOA Virtual Showroom, enables
you to sell tens of thousands of accessories
using a web based system without the need
for expensive build-out of kiosks or
showrooms.
• PRESENTATION - AOA gives your Customers
the ability to virtually add or remove
accessories, instantly view them on their
vehicle of choice, and make their decision in
minutes.
• POWER - AOA gives you access to your own
Admin Control Panel, enabling you to select
the Accessories you want to sell and the Prices
you want to sell them for.
• PROCESS – AOA provides you with complete
business consultation including Process Maps,
Training, Follow up, Advanced Courses and
Point-Of-Sale Collateral Material so you can
concentrate on Sales.

17. AOA Success Stories
Sun Toyota
Yesterday, Stephanie Wall and Jennifer Rodgers came to Sun Toyota to launch
AOA and WOW! What a team, sir.
Together, those ladies swiftly and proficiently trained, motivated, and befriended
our staff in such a manner that had me and the rest of our dealership very proud
of our decision to do business with izmocars.com!
I look forward to being yet again a pilot store for a new web based product and
continuing to report sales increases because of it to S.E.T.
I would be happy to be a reference to any dealership on behalf of AOA and
would gladly endorse the professionalism and courtesy that your staff employ.
Michael Chaparro
Internet Department
Sun Toyota

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20. Questions? Please Contact:
Sidney Haider
Vice President
415-694-6006
Email: sidney@izmocars.com