Parts Counter Sales Workshop

Selling parts and accessories has evolved into a professional position; order takers are a thing of the past.

Selling parts and accessories is much  more than just taking orders in today’s world. Accessories, as a discretionary sale, require a people orientation, while the technical nature of selling hard parts requires precision and task orientation. The investment in P&A inventory dictates that professionalism and customer orientation drive your processes in this department, for both external and internal customer satisfaction.

You’ll Leave Knowing:
  • How to sell more parts and accessories, and why selling parts is different than selling accessories
  • How to understand and support what the department needs to be profitable
  • How to increase sales and impulse buys by learning the top ways to display items
  • How to understand yourself and others by recognizing and adjusting to personal styles
  • How to improve the customer service experience

Click the Agenda link at the top of this page to learn more about the course content.


This one-day workshop will cover the following: 

People: How to understand and work with the four styles

  • Profile your own personal style and have a booklet to reference when working with others
  • Recognize the four styles and work more effectively with each of them
  • Understand the difference between a part and an accessory, and know why it matters when staffing this department

Selling Process: Improving sales of parts and accessories through an effective selling process

  • Establish a rapport with customers during the greet
  • How to probe to learn the true wants and needs of the customer
  • Building the sale of add-on items to complement customer needs
  • Exceeding customer expectations through effective follow up

Inventory and Margins: Key inventory principles for both hard parts and accessories inventory

  • Inventory carrying costs: what are they, and why do we care about them?
  • Why physical counts are important, and how to conduct them effectively
  • The difference between a part and an accessory
  • Markup versus Margin
  • How much does a discount truly cost?
  • Sample written policies for restocking fees, freight charges, returns

Department Profitability: Understanding parts and accessories profit planning and monthly goals

  • One Dollar Empowerment® – the scorecard managers and employees can understand
  • Monitoring results with just four numbers

Merchandising and Marketing: Increase performance with an annual sales and merchandising plan

  • Sell more products with effective store layout
  • Understand the seven basics of parts and accessories merchandising
  • Options packages and menu selling

Customer Satisfaction: How to delight your customers, and why this matters

  • A formula for maximum customer loyalty
  • Identifying your customer’s expectations
  • How to resolve customer problems: Dos and Don’ts

Day one:  8:00 a.m. to 5:00 p.m.
Please arrive 30 minutes early for registration.


Who should attend this workshop?

  • Parts and accessories sales associates
  • Parts and accessories managers/directors
  • Owner/general manager

Do you offer additional support?

Each participant will receive a set of materials that includes the tools, processes, tips and forms needed for implementation and reference. You’ll also receive toll-free support from a group of Spader Business Management specialists for any questions you might have when implementing what you’ve learned.

How much does this workshop cost?

Per attendee:  $995

This workshop may be available on demand or may not be currently scheduled.  Contact us at 800-772-3377 to discuss scheduling for your organization or team.