The preowned profit potential

They typically provide a higher gross margin than new unit sales … they can increase a store’s total parts and accessories sales … and they can increase floor traffic as well as provide a whole new consumer demographic.
They are preowned vehicles and the potential they bring to a dealership in terms of profitability is the focus of a seminar at the Powersports Business Conference & Expo.
Longtime industry trainer and dealer consultant Gart Sutton will lead the seminar, which will focus on a number of preowned issues. Those will include:

  • Key benchmarks, including an effective preowned-to-new ratio, inventory turns and preowned profit margins.
  • The five steps to profitability for preowned units, including the acquisition and appraisal of these units as well as marketing and merchandising them;
  • Sales tips, including whether a dealership should consider having a separate preowned sales staff.
    To learn more about improving your preowned business, make plans to attend the Powersports Business Conference & Expo. Under the theme of “Profit Xcelerator,” the two-day training event will be held Monday and Tuesday, Aug. 31 and Sept. 1, in Indianapolis. It will follow the Indianapolis MotoGP, an event that drew more than 90,000 motorcycle racing fans in 2008 in addition to a large dealer audience.
    Profit Xcelerator will feature seminars from Sutton and other leading training consultants and industry experts. Each day, two tracks of seminars will touch on a number of key dealership profit centers, including parts and accessories, preowned units, service department and new unit sales.
    Industry leaders and dealers also will be featured on panels that will explore several timely issues, including e-commerce and marketing.
    The Powersports Business Conference and Expo also will include nearly 14,000 square feet of exhibition space for leading industry suppliers.

    PSBCE Theme 2009
    Attendee Information
    PSBCE Registration Information
    PSBCE Schedule
    Event Location
    Sponsorship and Exhibit Opportunities

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