The Specialty Equipment Manufacturers Assn.'s annual trade show will include a dedicated program called “Dealer Day” to help auto retailers tap into the $31.9 billion automotive accessories market.

The program, which debuted last year, is scheduled 11 a.m. to 5:30 p.m. on Nov. 4 at the Las Vegas Convention Center, site of the SEMA show.

“The first annual Dealer Day program proved to be a success in helping new- and used-car dealers discover opportunities and ‘how to’ in selling specialty parts and accessories at the dealership,” says Chris Kersting, SEMA president and CEO. “The 2009 program will be similar in nature, while focusing on the issues most relevant to today's economy and businesses.”

About 150 dealership people participated last year as part of their effort to garner practical ideas on how to generate additional revenue through selling more accessories.

The program also hone in on established business models, such as partnering with a professional restyling facility, operating an in-house accessory center and balancing factory versus non-factory accessories.

Co-sponsored by the National Automobile Dealers Assn. and the National Independent Automobile Dealers Assn., this year's program will include the following sessions:

  • Recession-busting strategies to speed accessory sales: Dealers will learn how to use accessories to reinvigorate sales, stimulate floor traffic and create high-margin profit centers.
  • Dealer panel: Top dealers will share their best practices on how to integrate accessories into the selling process with today's new business tools.
  • Turning used vehicles into new money: It aims at identifying innovative strategies to speed inventory turns and generate more sales with higher margins.
  • Warranties, liability and quality. The impact of accessories on new- or used-car warranties will be addressed along with the advantages of using an installer to reduce risk.

For more information or to register, go to www.SEMAshow.com/DealerDay.

Questions or comments about this column?
Send us an e-mail at
Dealers@wardsauto.com.