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Add-ons
Add-ons are the options sold on top of the car itself: tow bars, tyre sets, paint protection, alarms, insurance, warranty and service agreements. They usually carry a higher margin than the car, and in practice they decide whether a deal is profitable or only looks profitable.
On a used-car deal, the margin on the car is often squeezed by the market. Add-ons and finance decide total earnings per deal.
Add-on sales drop when they depend on the salesperson's memory. Make them default lines on the contract that must be actively removed, and attach rate rises noticeably.
Add-ons should be measured per salesperson and per deal, not just in total. That is the only way to see whether a low average is the market or a single department.
In CARRUSLiNK
CARRUSLiNK puts add-ons as default lines on the contract and shows attach rate per salesperson and per department.