Check your perceptions
Steve Shankin, Founder/President/CEO - Seizmik and Vialink
December 20, 2012
Perception is reality. It’s simple, and it’s fundamentally true — on a case-by-case basis. If you’re my customer, and if you believe that my products are great, then for all intents and purposes, they are. And if you think they’re terrible, then they are. If your customer thinks you provide... Read more »
Using online tools and analytics to compete in a digital world
Judith Toland and Sameer Gaur, GE Capital
December 18, 2012
It’s clear that the way business leaders obtain information has changed dramatically, with 85 percent of chief financial officers (CFOs) in a GE Capital survey reporting that online news is their single most important information resource. Webinars are their preferred... Read more »
Are you a salesperson or a help-you-buy person?
Steve Lemco, Author of the book "You Gotta-Wanna"
December 13, 2012
Editor’s note: This is the third blog in a series about asking for the sale. In this installment, Steve Lemco describes the difference between a salesperson and a help-you-buy person. As unlikely as it may sound, the number one mistake made by salespeople is that they don’t ask for the sale. Here’s... Read more »
Take your online accessory sales to the next level
Brad Smith, Director of Product Management & General Manager of Aftermarket — ARI
December 11, 2012
An important step to grow your business online is to set up an e-commerce store loaded with all of your products. Once set, you need to consider the best way to sell accessories and other products on your site. What website elements deliver an outstanding customer experience and set your store apart... Read more »
The only purpose of customer service
Tim Calhoun, Executive Vice President - LeoVince USA
December 6, 2012
It is my belief that customer service is absolutely what differentiates bad companies, good companies and great companies over the long run. When customers contact your customer service department, they are reaching out to you and offering you a chance to either create or change the way they feel about... Read more »
Why I still love powersports
Mark Mooney, Director, Retail Performance - Pied Piper Management Company LLC
December 4, 2012
I count myself as one pretty lucky fellow. I have the great fortune to be able to meet and talk to a lot of wonderful people. I get to interact with dealers from all over the country, share information and ideas and pass it all on to others that can use it. Sharing ideas and mentoring others is something... Read more »
How open are you about price?
Liz Hochstedler, Associate Editor - Powersports Business
November 29, 2012
“Price” can be a dirty little word. If it weren’t for price outweighing budgets, a lot more people would own motorcycles, ATVs, side-by-sides, snowmobiles and PWC. In fact, if it weren’t for price, I, along with a lot of other people, would own all of the above. Especially in a sour economy,... Read more »
Understanding Facebook means understanding EdgeRank
Andrew Adashek, Social Strategist — Dominion Social Ventures
November 26, 2012
Understanding “EdgeRank,” the algorithm that Facebook uses to determine what content is displayed and to whom, is a critical component of designing effective campaigns that will drive more engagement with your customers. With more than 1 billion users, and 550 million active daily, there is a tremendous... Read more »
What exactly are you selling?
Steve Shankin, Founder/President/CEO - Seizmik and Vialink
November 19, 2012
It’s sure as heck not vehicles. You’re selling fun, adrenalin, freedom — or some other emotion or experience. Your customers don’t have a burning passion for owning a motorcycle, ATV, UTV, or whatever. They have a burning passion for riding, feeling the wind in their face, or the thrill of acceleration.... Read more »
Don’t forget to respond to your customers
Liz Hochstedler, Associate Editor, Powersports Business
November 13, 2012
We’re all busy, so it’s easy to forget things, but it’s often especially easy to forget to respond to questions. Customers will always have questions: What are you hours? What types of units do you service? What types of units do you carry? And then some. Obviously this information should be readily... Read more »
