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Waiting for the big one

December 2, 2011

I think we are all guilty of waiting for “It.” From the movies we watch, the stories we read, the news we hear, “It” is all around us for most of our lives. It seems like (at least in my case) I have found myself falling into “Its” web despite knowing better. “It” is that breakthrough... Read more »

What’s new when customers walk into your dealership?

October 31, 2011

Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all have something in common: they regularly change their in-store displays. Whether it is Gander Mountain, Bass Pro Shops, or your area’s most successful car dealership, you can be sure that... Read more »

Get a jump on show follow-up

October 25, 2011

Most new prospects who visit a dealer’s booth for the first time aren’t ready to commit on the spot. In fact, most sales are closed with prospects that dealers have been working with for a while, even as far back as past shows. Motorcycles, ATVs and other powersports products are luxury purchases... Read more »

It’s a game of ‘niches’

October 21, 2011

A real customer scenario: A customer purchases a new major unit – a snowmobile – from his favorite dealer. As part of the purchase he also spent $1,500 in performance parts, $900 in service work to install them and $500 on a new jacket to match his sled. His total expenditure is more than $15,000. This... Read more »

Are you prepared to serve all customers?

October 14, 2011

Recently, while preparing for an upcoming side-by-side ride, I was on the hunt for off-road gear. As a novice, I needed nearly everything: a helmet, goggles, a jersey, pants and gloves. I began my hunt on the Internet, just like most customers do these days, but what I found was quite disappointing. Women’s... Read more »

Is your dealership closed when customers want to buy?

October 4, 2011

Earlier this year, New Jersey Gov. Chris Christie signed a bill into law allowing Sunday motorcycle sales. While pushing for the change in law, New Jersey motorcycle dealerships observed that many of their customers had been crossing over the state line into Delaware to shop on Sundays. How many motorcycle... Read more »

How to avoid the penny wise and pound foolish trap

September 20, 2011

Scenario: A customer purchases a new ATV from his local dealer. The next year he goes back to purchase two additional units from the same dealer as both his wife and his son have enjoyed riding as well. In preparing for a family ATV vacation, he finds the battery for the original unit will no longer... Read more »

It pays not to be lax in your F&I services

August 12, 2011

What is it that customers like about department stores like Wal-Mart and Target? What drives consumers there week after week? The most obvious reason is department stores are a one-stop shop. At a department store, a customer can walk in and grab nearly everything for their day-to-day life, from clothing... Read more »

Be successful with e-commerce

August 9, 2011

Many dealerships offer their customers the added convenience of online shopping for parts and accessories. With so many sites offering the same products, it can be a challenge for a dealership to find success in the e-commerce arena. An e-commerce store cannot be managed with the Field of Dreams philosophy... Read more »

Are you ready to sell electric vehicles?

July 26, 2011

Everyone knows the roar of a Harley-Davidson. Harley enthusiasts blare their pipes in pride, while non-Harley riders often mock the noise. For many, the roar of the engine brings them as much joy, if not more, than the freedom of the road. These customers are in a group that dealers are used to selling... Read more »

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