Are you prepared for the next generation (the Millennials)?
Ben Borchert, Marketing Analyst — 50 Below, an ARI Company
April 8, 2013
Yesterday I stopped at McDonald’s. A new item called the McWrap was on the drive-through menu. It is basically a chicken burrito. It made me wonder, “Why would McDonald’s add this new item to their menu?” A company the size of McDonald’s doesn’t make this kind of change on a whim. I decided... Read more »
Why offer more?
Tim Calhoun, Executive Vice President — LeoVince USA
April 4, 2013
Your career (territory, dealership, business, product line) is successful; why work harder, build better, offer more? I could break into a long winded explanation of why, justified by graphs that are in turn supported by intensive research documentation and a drier than a saltine cracker blog but … It... Read more »
A consistent sales process will help push sales
Mark Mooney, Director, Retail Performance - Pied Piper Management Company LLC
April 2, 2013
Your team needs to be educated, no guessing allowed. The credibility of the entire dealership, every team member, is suspect if just one person or one department says or implies something that might not be correct. Making sure you have an education program that is ongoing is very important in the sales... Read more »
Aiming at a fast moving target
Steve Shankin, Founder/President/CEO — Seizmik and Vialink
March 28, 2013
I get pretty frustrated at the lack of good information available in this industry. I’ve looked at all the new unit sales data from a number of different resources — and in my opinion none of it is complete. Lots of organizations attempt to capture real data, but it’s a mind blowingly difficult... Read more »
A picture is worth a thousand words
Laura Reinders, Marketing Manager — PowerSports Network & Traffic Log Pro
March 26, 2013
Facebook certainly agrees. On March 7, Facebook introduced a newly redesigned news feed. Two of the primary features of the new news feed that will impact brands include a cleaner look featuring visually rich stories and the ability for users to select messages from multiple news feeds. As a result of... Read more »
How to avoid getting in trouble with colleagues and customers
John R. Graham, Marketing & Sales Consultant
March 21, 2013
For countless employees and business owners, the workday is life in a straight jacket. There’s not enough time to get the daily tasks done, let alone find even a few minutes to think about anything other than what we must do next. All of which explains why doing is a top priority in business, while thinking doesn’t... Read more »
Boost your floor plan, boost your branding, boost your sales
Jennifer Robison, National Retail Specialist — Tucker Rocky Distributing
March 19, 2013
The function of visual merchandising is to influence customer behavior. Visual merchandising uses floor planning of the traffic flow, lighting, branding and displays to lead customers all the way through the showroom. You need all your merchandising elements working together to sell more product. How... Read more »
Finding a buyer’s true objection can clear the way for a sale
Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
March 13, 2013
Editor’s note: This is the final blog in a series about asking for the sale. In this installment, Steve Lemco explains how to find true objections to a sale. Your customer is sitting at your desk. Now what? He wanted your card because he’s leaving and coming back another day, so you led him to your... Read more »
Is your dealership an e-retailer’s showroom?
Ben Borchert, Marketing Analyst — 50 Below, an ARI Company
March 12, 2013
You may have seen it at your dealership already. A potential customer walks through your business and stops at a product. He looks it over carefully and “kicks the tires,” so to speak. Then, he pulls out his smartphone — iPhone, Droid, Samsung Galaxy, whatever — and starts tapping his finger... Read more »
Make good impressions because they last
Mark Mooney, Director, Retail Performance - Pied Piper Management Company LLC
March 7, 2013
The sales process is not complicated; it just needs to be consistent and reinforced. You will introduce yourself, and don’t be afraid to ask their name also. It’s common courtesy, not an invasion of privacy. This should be chiseled in stone and be done by every team member in your dealership, not... Read more »
