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The most important seven minutes of the sale

Brian Gallmeier, Columnist
July 28, 2014

The single step in the overall sales and finance process that impacts dealer profitability the most is an effective menu presentation. We’ll focus on the main presentation, with an example of “creating a picture” in the middle of it. At the end of this article, you will see what most business managers... Read more »

Macklemore and relating to all generations

Hal Ethington, Columnist
July 23, 2014

This room holds eight people, two workbenches and 70 servers. It’s small, but an immense amount of work gets done here, including this little article. Jim is the youngest at 26. Ian is 36, and Aaron, John, Dave and Scott are in their 40s. JR is 55, and in a couple months I will slide in at 70. So,... Read more »

Doing lakeside work — and that’s no bull!

Dave McMahon, Editor in Chief
July 21, 2014

I call it lakeside work. My kids wonder what kind of job I have that allows me to push back from the desk on a sunny Friday in June to go to the lake. “I’m doing work,” usually is met with some sort of sarcasm by the youngsters. Officially, it was work when the #SparkSomeLife Tour came rolling... Read more »

Why do we have poor dealership managers?

Steve Jones, Columnist
July 18, 2014

I just finished reading a very interesting article in the Gallup Business Journal. The article discussed the findings of Gallup studies and research on managers in today’s business operations. Their overall findings were shocking — companies fail to choose the person with the proper skills for a... Read more »

A low barrier to exit shows profitability state

Mark Mooney, Contributing Writer
July 14, 2014

It’s not an easy task to open a new motorcycle dealership, buy an existing dealership, or to operate a dealership, for that matter. The costs associated with along with OEM requirements are not something that most folks can comprehend or afford. The barriers to entry in our industry are extremely high.... Read more »

A move to the 405 is A-OK with Harley dealer

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Dave McMahon, Editor in Chief
June 25, 2014

Combine a tight geographic footprint as mandated by its franchise relationship with Harley-Davidson and a real estate market that keeps “Property For Sale” signs at a minimum, and it’s no wonder Huntington Beach Harley-Davidson in California had to wait and then some for the right time to move. But... Read more »

More bike photos add up to additional leads

Neil Pascale, Columnist
June 25, 2014

This is a no-brainer, but it’s a question each of us needs to consider. If you could hire somebody at minimum wage to do a job that would likely result in very profitable returns for your dealership, would you do it? Of course you would do it. Why wouldn’t you? Minimal risk. Tons of upside. So why... Read more »

Menu presentation absolutely pays off

Brian Gallmeier, Columnist
June 23, 2014

The single step in the overall sales and finance process that impacts dealer profitability the most is an effective menu presentation. The Business What business are you in? A Harley dealer? Multiple brands and segments? PWC only? ATVs mainly? One majority franchise? Are you the owner or general manager?... Read more »

Do you cater to buyer logic or looker emotion?

Sam Dantzler, Columnist
June 16, 2014

Who do you cater to? The best dealers in the country have one very important ingredient. They cater to the guy who hasn’t yet made the decision. The entire business is set up for the Just Looker, not the Just Buyer. Most dealers simply staff to the number of bikes they are selling, not the ones they... Read more »

5 ways to improve PG&A profits, customer satisfaction

Steve Jones, Columnist
June 2, 2014

One of our sayings is: “Nothing happens until something is sold.” You can do all the inventory control you want, but unless you train your staff to do a good job of selling and taking care of your customers, you won’t maximize the capabilities of your department. You must also have an efficient... Read more »

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