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Know when to be a friend

Steve Lemco, Author — "Training and Hiring New Salespeople"
March 12, 2015

I could go on and on about the importance of making a friend in the business with every customer, but I am sure you know that. Yes, salespeople obviously should talk about the bike and things like features and benefits. But I am pretty sure people never call up their friends or their mothers to tell... Read more »

Can you hit $800 a month by selling theft?

Tommy Ady, Founder — The WriteBack
March 11, 2015

It’s easy to come up with reasons why you won’t make any more money than you did in 2014. It also ensures that you never will. A while back, a reader left a comment on one of my posts: I’ve been a business manager for one year now in the same multi-line store. My 2014 F&I average was close... Read more »

Are you afraid or committed?

Mark Mooney, Principal, Mark Mooney Powersports Consultants
March 3, 2015

There are only two options regarding commitment, you’re either in or you’re out-Pat Riley Most of us have shared common experiences in our businesses. Names and locations may be different but there’s a high probability that some of the challenges you’re dealing with today, someone else is as... Read more »

Protect your dealership’s assets through the balance sheet

Forrest Flinn, Managing Partner and Chief Visionary — Powersports Management Concepts
February 24, 2015

“Hey, Forrest! I made $200,000 in net profit in 2014! That’s great right?” a long-term friend and colleague in the motorcycle industry asked me. I told him that it was wonderful, but I also had to tell him that it wasn’t accurate and to be prepared to pay Uncle Sam taxes on income that is not... Read more »

Capitalizing on empowerment trend?

Leslie Prevish, Founder — Prevish Marketing
February 16, 2015

Ah, the E word: Empowerment is “new” again? Years ago at Harley, we talked about using imagery and messaging to convey this powerful sentiment. At times, though, we lamented that we were sick of hearing the actual buzzword, as it had been so overused. Imagine my surprise when I read, Is Women's Empowerment... Read more »

The Probe — Part 2

Steve Lemco, Author — "Training and Hiring New Salespeople"
February 12, 2015

Once the salesperson has greeted the customer with a cheerful smile in a friendly mannerism, he or she is now in a position to develop a friendship and remove the skepticism that many customers have toward salespeople. The best way to make friends out of complete strangers is to listen to what they have... Read more »

What should you be selling in F&I?

Tommy Ady, Founder — The WriteBack
February 11, 2015

A question that I always get from F&I managers, general managers and dealers is, “What products should we be selling?” They also want to know how to sell the products once they have them and how much of each product they should be selling. With such a large assortment of product providers out... Read more »

Do you have sacred cows in your dealership?

Forrest Flinn, Managing Partner and Chief Visionary — Powersports Management Concepts
January 28, 2015

Some things in dealerships never change. And sometimes neither does our long-term staff. When asked why we do some things the way we do, we scratch our heads and say, “It’s the way we have always done it!” Humans, like dealerships, are creatures of habit. Long-term employees are common in a lot... Read more »

Divergent paths of women

Leslie Prevish, Founder — Prevish Marketing
January 20, 2015

Recently, a funny video circulated through social media circles pointing out Thoughts Every Woman Has in Target. As a woman, I laughed many times, remembering some of my trips to Target in which I was supposed to just pick up one item, then ended up at the check-out an hour later with a my hands full. As... Read more »

5 Things you will see every top-producing F&I manager doing in 2015

Tommy Ady, Founder — The WriteBack
January 14, 2015

Every dealer that I work with has a business manager. In fact, some of them are really good, and then when you start analyzing the top-producing F&I people, it’s like a feeding frenzy of talent and lessons. But no matter how many products they end up selling throughout the year, everyone always... Read more »

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