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How to be a great salesperson

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
October 21, 2014

A question every salesperson should ask all of their customers after they have picked out their desired model is, “Would you be happier if you had one?” Of course the customers are going to say yes 99 percent of the time. If salespeople understand what customers are saying, then they will realize... Read more »

Don’t forget me

10-16 Jen Nike

Jennifer Robison, National Retail Specialist — Tucker Rocky
October 14, 2014

In recent news, there is a story of a 12-year-old girl writing to Dick’s Sporting Goods stating she just received one of their printed catalogs, and upon reading it she was disappointed to find that no women were represented until Page 6, and on Page 6 the only woman was a women spectator. The interesting... Read more »

Mobile browsing eclipses desktop browsing

Bob McCann, Director of Education — ARI Network Services
October 14, 2014

Mobile browsing has officially eclipsed desktop browsing. According to a recent comScore report, smartphones and tablets combined now account for 60 percent of all online traffic, up from 50 percent a year ago. This doesn’t mean you don’t need to stay after your full site because the other half is... Read more »

Positivity proves how far we’ve come

Liz Keener, Managing Editor — Powersports
October 8, 2014

If I haven’t been out and about at industry events lately, I’ve been on the phone with dealers, aftermarket suppliers, service providers and OEMs, and I can’t help but come away from nearly every conversation with a smile on my face. I joined this industry four years ago this month, and I remember... Read more »

There’s still time to make it to AIMExpo 2014

Liz Keener, Managing Editor — Powersports
October 1, 2014

It’s now October, and fall is in the air. For those in the northern states, it means motorcyclists are trying to eke out a few more weeks of riding, likely in their heated gear, and ATVers and snowmobilers are gearing up for hunting and snow seasons. In the south, the ATV riders are also anxious to... Read more »

Creating a profitable PG&A department

Mark Mooney, Director, Retail Performance — Pied Piper Management Company LLC
September 24, 2014

“Where’s the Owner’s Manual? A practical guide to running a profitable, stable motorcycle dealership” is one of the many informative and educational classes being offered this year at the Powersports Business Institute @ AIMEXPO Oct. 16-17 in Orlando, Florida. It doesn’t matter which department... Read more »

Social Media 101: Dealerships and the power of Instagram

Amanda White, Account Manager — PowerSports Network
September 23, 2014

Since its inception in 2010, Instagram has flourished. It reached 100 million active users by 2012 and that same year was bought by Facebook for $1 billion in cash and stock. Its popularity is no doubt due to it being free, available on both iPhone and Android mobile devices and a visual interpretation... Read more »

Is your store giving a bad first impression?

9-18 Jen Feature

Jennifer Robison, National Retail Specialist — Tucker Rocky
September 17, 2014

Smaller retailers in many industries outside of powersports have challenges with their visual presentations. I see retailers from nail salons, tax preparer’s offices, dry cleaners, and, as shown in the image, pawn shops, struggle with visual presentations. This store’s employees clearly lack experience,... Read more »

7 Steps to success

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
September 17, 2014

In the 41 years that I have been in the sales game I have heard and read about many systematic steps in a sales procedure. They seem to vary from 6-10 steps. I grew up under a 7-step procedure and have been teaching it for the past 30 years. In the 1980s many motorcycle dealerships referred to it as... Read more »

$1 million cost of non-strategy

Leslie Prevish, Founder — Prevish Marketing
September 15, 2014

What is the cost of not having a clear marketing strategy, and how does it impact your business, whether you’re a brand or retailer? I’ve estimated costs here, but the goal of this article is to make you think about what it means to your bottom line. The common response I get when I ask brands or... Read more »

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