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 »
Consumer show reports are signs for optimism
Chris Gerber, Associate Digital Editor — Powersports Business
March 5, 2013
Show season has been wrapping up, and despite the worries in Washington, dealers and consumers appear to positive for a successful 2013. Consumer shows in powersports, automotive, RV and boating have shown an increase or flat attendance, but reports from exhibitors have been signaling a vastly improved... Read more »
What are your customers saying about how you treat them?
Liz Hochstedler, Managing Editor — Powersports Business
February 28, 2013
At our weekly PSB meeting the other day, the subject of customer service came up. As a magazine dedicated to informing and educating those in our industry on a variety of topics, including customer service, we’re especially aware of customer service hits and misses in our daily lives. The conversation... Read more »
Are you appealing to the right niche markets?
Steve Shankin, Founder/President/CEO — Seizmik and Vialink
February 26, 2013
Everyone knows that I’m in the business of making accessories for UTVs. We work with a number of companies, not just on their OEM accessories but on the actual vehicle design as well. It’s pretty fascinating to see how the UTV market has evolved, grown, fragmented and specialized in the last five... Read more »
Start your end (cap)
Jennifer Robison, National Retail Specialist — Tucker Rocky Distributing
February 21, 2013
Last month I mentioned that taking action by exploring your due diligence was one of the most thoughtful things you can do to determine what to stock, how much, when, and what amount of space should be dedicated to brands, categories and products. You and your staff, with this information about your... Read more »
Why marketing goes wrong so often (and what to do about it)
John R. Graham, Marketing & Sales Consultant
February 19, 2013
Marketing is a mystery — at least that’s the way it seems when compared with just about every other company function. There’s plenty of talk about “marketing,” but efforts to nail it down, specifically,usually end in an uncomfortable silence. It makes the point that it’s difficult to get... Read more »
Increasing sit-downs boosts sales
Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
February 13, 2013
Editor’s note: This is the fifth blog in a series about asking for the sale. In this installment, Steve Lemco explains how easy it is to get a customer to sit down and discuss a sale. Before worrying about solving customers’ objections or the price issue, concentrate on developing relationships;... Read more »
4 Tips for making online videos for your business
Ben Borchert, Marketing Analyst — 50 Below
February 12, 2013
My brothers bought me a beer making kit for Christmas. Alongside all the supplies and ingredients, I found a DVD: “How to make beer.” I popped it into my computer and clicked play. It was awesome. Not the video quality: the information. The video felt like someone talking about their passion: making... Read more »
Stop business crises before they create havoc
John R. Graham, Marketing & Sales Consultant
February 7, 2013
Perhaps even more than the lure of money, optimism dominates the entrepreneurial mind. Whether it’s well grounded or not, every business enterprise is fueled by it. “During the Great Recession, more Americans have become entrepreneurs than at any time in the past 15 years,” states the Kauffman... Read more »
