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Preparing for the price question

Steve Lemco, Author — "Training and Hiring New Salespeople"
July 9, 2015

There are two things that salespeople can pretty much count on hearing from customers. They will say, “Just looking,” when greeted and soon after they will ask the price of a particular motorcycle. Many times when this happens to me, five minutes later I am sitting down with the customer filling... Read more »

How are you selling F&I?

Tommy Ady, Founder — The WriteBack
July 8, 2015

How many phone and Internet customers are you closing on protection products? Think about it. You currently know what your ratios are (right?), but what if you single out the phone and Internet buyers? Exclude the walk-ins, be-backs, referrals and service customers. Now if you’re like most everyone... Read more »

Cause and effect: What’s in your wallet?

Mark Mooney, Mark Mooney Powersports Consultants
July 7, 2015

Take away the cause, and the effect ceases-Miguel de Cervantes Scratching your noggin staying up at night wondering why certain aspects of your business aren’t performing? Cause and effect dictate what that performance is and what it isn’t. This should not come as a great surprise to anyone. A business’s... Read more »

Why employees steal and ways to prevent it

Forrest Flinn, Managing Partner and Chief Visionary — Powersports Management Concepts
June 25, 2015

I know you don’t want to talk about employee theft, fraud or embezzlement. It is an uncomfortable topic to discuss or think about. Some know it’s happening right under their noses in the dealership and try to detect and prevent it. And then there are others that bury their heads in the sand and live... Read more »

Getting toddlers on two wheels

Leslie Prevish, Founder — Prevish Marketing
June 16, 2015

Ten months old. How many kids fall in love with two wheels that young? Not many, but imagine if they did? I met little Brently at a Strider race. His (smart) parents put a balance bike under him as soon as he was walking. At 18 months, he was whizzing around cones and making motorcycle noises. Hmmm,... Read more »

Disneyland and dealerships

Tommy Ady, Founder — The WriteBack
June 10, 2015

What does that have to do with what I've got to talk about? Attitudes and process. Some stores that I work with are just like going to Disneyland and then with a few — you wonder how they can get their shoes tied. Some stores just try harder than others. It's that time of the year when dealers start... Read more »

Session one: Presentation and demonstration

Steve Lemco, Author — "Training and Hiring New Salespeople"
June 4, 2015

  The classroom is not the place to go into the specifics of each model. It would take way too long to do that. I remind the class of something I had said earlier in the session: If they learn just five new things a day, at the end of 30 days they will have learned 150 things to talk about with... Read more »

Auto response on autopilot?

Mark Mooney, Mark Mooney Powersports Consultants
June 2, 2015

The difference between the right word and the almost right word is the difference between lightning and a lightning bug — Mark Twain Great businesses, no matter what type, share one common trait: great communication. Big or small, lots of folks or just a few, great communication plays an important... Read more »

New overtime changes coming to a dealership near you

Forrest Flinn, Managing Partner and Chief Visionary — Powersports Management Concepts
May 27, 2015

Hey, dealers! It’s time to get ready for some very interesting payroll changes that are coming down the pike from our friends at the Department of Labor. These changes center on overtime calculations for your dealership’s exempt employees. Yes, I said exempt employees. You know, the ones that you... Read more »

Sex sells? Research says…

Leslie Prevish, Founder — Prevish Marketing
May 18, 2015

Liz Keener’s recent article, Are bikini bike washes limiting your customer base, sparked many comments, including this lively discussion on LinkedIn. I decided to dig into a few articles with research on the subject. I’ve also included a few questions for you to ponder at the end. No, but yes? In... Read more »

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