Columns
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The metrics of loyalty
Question: Do loyalty programs work? Solid answer: Depends. Sorry. I know you were expecting a quick, definitive answer. So was…
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Structuring the deal for menu setup
In the last two articles we reviewed two of the most important steps in the sales and finance process —…
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Selection committee finds another All-Star cast
If it’s May and the temps are finally rising, the industry must be going fast and furious. It’s no different…
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Lenders dictating rates? Ponder something else
Let it go. No, not the movie that we parents have been pulled into for the 17th time. That said,…
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Embrace the modern conversation — texting
It’s a mobile world. Your smartphone buzzes and blips to life, and then text happens. The first text: “Hi Dad,…
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The customer interview, from an F&I perspective
In previous articles, I have written about Power Ratings and rainmakers. This article is now the second part of a…
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Streets of China provide a lesson in sales pitches
As everyone in the industry knows, work trips are part of the gig. From trade shows to dealer conventions to…
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Change — whirlwind or not — a part of flourishing
Twenty years ago my associate Kris Denos and I were laughing our heads off. We had just gotten off the…
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Where does the finance process begin?
Where does the finance process begin? Just a guess, but for 75 percent of powersport dealers, the finance process may…
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Have you seen the latest data on mobile devices?
It’s always interesting to read the reports and data we receive on mobile marketing, since so much of our buying…
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The best practical powersports advice of 2013
Doing something different today. Removing the podium. Rearranging the chairs, so it’s less a traditional classroom format and more of…
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Yearlong bike to work brought ice, snow, cold
Snowmobile dealers in some parts of the country are reporting their best sales season in more than a decade. I…
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What if we hired a ‘rainmaker?’
With today’s sophisticated buyer, are you guaranteed to drive some great F&I numbers if you hire the best “rainmaker” you…
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Are you proactive, or reactive?
Only 3 percent of America rides our product, so you have a choice. You can wait for someone to walk…
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3 key factors to hiring great employees
Editor’s note: Jason Breckenridge, owner of Twenty LLC, presented a dealer training session titled “Phone — Friend of Foe: Making…
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Profit. And cash.
Your CPA is sitting across the desk from you. She just told you that you had a good year. You…
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Nifty 50 gets 2014 started on the right foot
It’s a new look for the Nifty 50, and it’s a new year that obviously has industry companies ready for…
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Is your F&I ‘Power Rating’ on the rise?
To your 40-something neighbors with a cabin and a couple driving teenagers, Power Ratings carry bragging rights, and anything over…
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Do you staff managers, or managers in name only?
Manager — mánn-ij-er (noun): Somebody who is responsible for directing and controlling the work and staff of a business, or…
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Employee development should be treated as a system
Editor’s note: The following Guest Column from Stennis Prochnow examines the dealership hiring process, a feat with which he became…
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