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Pre-owned: A franchise worth acquiring

Pre-owned bikes … an afterthought for most. Appease the OEM. Get the service department rockin’. Drive the parts and apparel sales, and don’t let those bikes hit flooring. Nothing like paying the juice on last year’s inventory (or the year prior). Then deal with those pesky trade-ins. There are many things that can take your eye off the ball, and ...

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A hometown journey finds Yamaha growing

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Like Yamaha ATVs and side-by-sides, you could say I was assembled in Newnan, Ga. And there is never a more refreshing work trip to take than the ones that bring me back to my hometown of Newnan. As you can read about elsewhere in this edition, Yamaha revealed its Wolverine R-Spec side-by-side last month at its manufacturing headquarters in Newnan. ...

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Off-road sales driving dealers to Q4 success

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We’ll provide a more complete look at the Q4 2014 Powersports Business Dealer Survey in the February edition, but I wanted to provide a glance at the feedback we received from dealers in early January, based on their Q4 performance. Yamaha and Polaris were the top two OEM brands sold by the participating dealers, and 25 percent said their quarter ...

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Would trick scooters sell in your showroom?


Matt Maschmann, general manager of Maxim Honda Yamaha in Allen, Texas, has an uncanny way of making deals for faux leather handbags on the streets of Shanghai. I saw it firsthand earlier this year during a dealer trip to CFMOTO’s China headquarters in Shanghai. So when I received an e-newsletter from his dealership touting the store’s push scooter business, I ...

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Do whatever you can to stop ROV mandate

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The Consumer Product Safety Commission mandate on the design of side-by-sides caught many of us by surprise, but Polaris was more than ready to organize a unified stance from the industry against the mandate. That’s why you’ll see an abundance of information and resources in the cover story. Simply put, it’s more of the same from the CPSC, and once ...

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Time to revamp that drip system approach?

By Neil Pascale Columnist It’s an unpleasant reality for many of you in the larger U.S. markets: You will have to improve your business acumen to sustain your sales. Why? Because the competition landscape in many of your markets is changing. I recently visited two large powersports markets in the span of three weeks and found the same scenario occurring ...

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Sit with it, and let the emotions take over

By Sam Dantzler Columnist I just finished back-to-back trainings in two completely different arenas, with one completely synergistic theme. The first was at Hattiesburg Cycles, as Glen Myatt and his team in Mississippi newly acquired the Indian franchise. Indian has been a hot topic of conversation in our 20-clubs as of late. The second was delivering a speech at the ...

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Industry ready to celebrate a positive year in Orlando

It’s always a sign of an upward trajectory in the industry when the phone rings, and on two consecutive calls, analysts from two different investment companies are on the other line, seeking insight into customization, or pricing of side-by-sides. That’s a strong sign that somewhere, some as-yet-unnamed company is either looking to enter our industry, or expand its presence in ...

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Converting cash customer to financing

By Brian Gallmeier

A salesperson drops a deal folder onto your desk with no explanation or turnover and walks out to grab the next customer. The finance manager quickly looks at the folder, and on the front you see: “CASH DEAL.” What should the finance manager do now? A. Check over the deal, go find the customer, and quickly sign them out so ...

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Kickoff reception, Power 50 and PSB Institute — Are you in?

By by Dave McMahon

Based on what we in the PSB offices are hearing at various industry shows and events, dealer turnout for the American International Motorcycle Expo (AIMExpo) is expected to be decidedly higher when the 2nd annual trade show kicks off Thursday, Oct. 16 in Orlando, Fla. It’s the best place for dealers to be in October. We’re busy making the final ...

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