Service Providers
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Are the motorcycle brands you sell really just commodities?
Wandering around this year’s Long Beach motorcycle show, I was struck by how dramatically the U.S. motorcycle market has changed…
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The show is over. What now?
You just got back from a great show, but despite your best efforts, some meetings with prospects didn’t lead to…
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Change you can profit from
A man visits a Midwest dealership looking for a cruiser class motorcycle. The salesperson asks about his favorite local places…
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What’s new when customers walk into your dealership?
Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all…
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Get a jump on show follow-up
Most new prospects who visit a dealer’s booth for the first time aren’t ready to commit on the spot. In…
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It’s a game of ‘niches’
A customer purchases a new major unit – a snowmobile – from his favorite dealer. As part of the purchase…
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Is your dealership closed when customers want to buy?
Earlier this year, New Jersey Gov. Chris Christie signed a bill into law allowing Sunday motorcycle sales. While pushing for…
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How to avoid the penny wise and pound foolish trap
Scenario: A customer purchases a new ATV from his local dealer. The next year he goes back to purchase two…
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It’s already September. Have you started your holiday planning?
We’ve barely bid a fond farewell to summer and already it’s time to start welcoming in the holiday season. To…
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Lack of floor traffic sinking your dealership?
Let’s focus on sustainable ways to drive more floor traffic. Note that I said, “sustainable,” since a one-time, budget-busting advertising…
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Be successful with e-commerce
Many dealerships offer their customers the added convenience of online shopping for parts and accessories. With so many sites offering…
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Do your salespeople ask for the sale every time?
Probably not. We know that asking for the sale is an obvious key to selling motorcycles, but we also know…
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Leadership in hard times
On a recent morning, I visited a dealership where I was the only person on the sales floor — except…
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Ask and you shall receive
A customer’s perception of a dealership is based on his entire experience, not just the initial major unit purchase. Every…
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