Most dealership owners have figured out they need to sell their dealership to customers and not just sell the products carried by their dealership. On the other hand, the facts ...Read More »
Don’t discount the importance of the F&I part of the sales process
Visit the most successful motorcycle dealerships and in nearly every one you will find an F&I manager. For good reason too, given the incremental profitability an F&I manager generates. Some ...Read More »
‘You really don’t want to buy that brand’
A consumer arrives at a dealership interested in a certain motorcycle but when he speaks with a salesperson, the salesperson mentions advantages of another brand instead. In the end, the ...Read More »
Offering test rides: Worth the effort?
Fact one: Today when a motorcycle shopper walks through the door of a dealership, 77 percent of the time there will be no mention at all of the possibility of ...Read More »
What can today’s shoppers learn from your salespeople?
Many shoppers today walk through the door of a dealership armed with enough product information from the Internet to give a product "walk-around" themselves. The question is, "What can today's ...Read More »
Retaining your customer: Assembly required
Remember when you were a kid and built model cars or airplanes? You spent hours carefully assembling your models, but then placed them on a shelf and didn't pay much ...Read More »