In business, the term “creative destruction” applies to successful new ventures rising out of the ashes of other failed businesses. How does the “creative destruction” concept apply to the motorcycle industry?

More than 80 percent of today’s motorcycle shoppers visit a Web site before visiting a dealership, so we shouldn’t be surprised as more and more shoppers’ first contact with a dealership is by Internet/e-mail too. Successful dealerships have a defined process in place to handle Internet/e-mail leads, but is the “best practice” to respond by e-mail or by telephone?

Years ago, after he had created a multi-billion dollar business from scratch, Ross Perot was asked about his role at the company. His answer was “sales.” Along with all the other obvious roles of a CEO, Perot was clear his top priority was taking care of customers and finding new customers.

Savvy motorcycle dealers can find inspiration from the carefully defined processes that allow new employees to hit the ground running and encourage a focus on the customer.

How can we make it as easy as possible to buy a new motorcycle when we know that we really don’t want (or more accurately can’t afford) a shopper’s trade-in?

Motorcycle prospects walk into a dealership interested in buying a new motorcycle, but the facts say that half the time those prospects will walk back out the door holding nothing in their hands. No keys to a new bike, but also no brochure.

Every dealership has a top-performing salesperson, selling more motorcycles than anyone else; maybe selling more than two or three other salespeople combined. We know that between seven and nine out of ...

Imagine you’re shopping for a motorcycle and visit two dealerships.  At the first dealership, the salesperson tells you all about the impressive engineering that went into the motorcycle he’s trying ...

Henry Ford once said, “If I had asked my customers what they wanted, they would have asked for a faster horse.” What about your customers? Do you call your customers ...

At your dealership the workday begins with thousands of customers who already know your dealership, already know your products and are without question the most likely source for new sales ...