What this checklist covers
The Accessories Sales Process Checklist is a 15-point scorecard for accessory need identification, product explanation, pricing, customer consent, billing, fitment, and delivery confirmation. Each criterion is scored from 1 to 5 on what the auditor sees on the day, and every gap goes into an action plan with an owner and a close date.
AutoSmart tip: Accessory sales audits should check attachment rate alongside process compliance — a dealership with a perfect consent and billing process but a 5% accessory attachment rate is leaving significant revenue on the table. The attachment rate gap between top and bottom performers in most networks can be traced directly to whether accessories are presented proactively and tailored to the customer’s vehicle, not whether they are available.
The checks
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Need identification and product explanation
- Does the sales or service advisor proactively present relevant accessories to every customer at the point of sale or service visit, not only when the customer asks?
- Are accessory recommendations tailored to the customer's specific vehicle, usage, and stated needs — not a generic list presented to all customers equally?
- Is the accessory explained with reference to its specific benefit for the customer's vehicle or lifestyle — not described only by its product name or part number?
- Are fitted accessories demonstrated on the vehicle or a demo unit where possible, rather than described from a brochure alone?
Pricing and customer consent
- Is the price of every accessory clearly stated to the customer before any order is placed, including fitment cost where applicable?
- Is a written accessory order or itemised quote provided to the customer, with each accessory, its price, and fitment cost listed separately?
- Is customer signature or documented digital consent obtained for every accessory order before the accessory is ordered or fitment is scheduled?
- Is the customer informed of the lead time for any accessory not in current stock, with a confirmed delivery or fitment date provided before consent is finalised?
Billing and fitment
- Is the accessory billing reflected on the invoice clearly and separately from the vehicle price, with no accessories bundled into the vehicle price without individual disclosure?
- Is accessory fitment carried out by a trained technician following the manufacturer's installation instructions, with no improvised installations that could affect vehicle safety or warranty?
- Is a fitment quality check completed after every accessory installation, confirming the accessory is correctly fitted, functional, and free from fitment damage before vehicle release? DELIVERY CONFIRMATION & GOVERNANCE
- Is every fitted accessory confirmed with the customer at delivery — walked through and pointed out — with the customer asked to verify it matches what they ordered?
- Is a delivery record signed by the customer confirming receipt of all ordered accessories, used as a reference for any post-delivery query?
- Is accessory sales performance (attachment rate, revenue per vehicle, most popular accessories) tracked and reviewed in the management meeting as a revenue KPI?
- Are staff presenting accessories trained on the current accessory range, pricing, fitment times, and compatibility with specific models — with knowledge refreshed when the accessory catalogue is updated?
How to run it
How the scoring works
Before the visit, fill in the dealer or centre, the auditor, the date and the audit cycle. Then score each of the 15 checks from 1 to 5 on what you see on the day, not on what the site aims for, and add them up out of 75.
- 1Not in place
- 2Attempted
- 3Defined
- 4Managed
- 5Fully sustained
- Green60–75 · 80–100%Compliant. Keep the standard.
- Amber38–59 · 50–79%Improvement needed: a structured action plan within 30 days.
- Red0–37 · Below 50%Priority intervention, escalated to regional management.
Then close every gap
Each gap goes into the action plan tracker and moves through four stages until the auditor closes it.
- 1PendingOwner and close date set
- 2In progressWork under way, evidence gathered
- 3CompletedEvidence submitted for review
- 4ApprovedVerified and closed by the auditor
