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Industry ready to celebrate a positive year in Orlando

October 10, 2014

It’s always a sign of an upward trajectory in the industry when the phone rings, and on two consecutive calls, analysts from two different investment companies are on the other line, seeking insight into customization, or pricing of side-by-sides. That’s a strong sign that somewhere, some as-yet-unnamed... Read more »

Converting cash customer to financing

Brian Gallmeier, Contributing Writer
September 22, 2014

A salesperson drops a deal folder onto your desk with no explanation or turnover and walks out to grab the next customer. The finance manager quickly looks at the folder, and on the front you see: “CASH DEAL.” What should the finance manager do now? A. Check over the deal, go find the customer,... Read more »

Kickoff reception, Power 50 and PSB Institute — Are you in?

by Dave McMahon, Editor In Chief
September 16, 2014

Based on what we in the PSB offices are hearing at various industry shows and events, dealer turnout for the American International Motorcycle Expo (AIMExpo) is expected to be decidedly higher when the 2nd annual trade show kicks off Thursday, Oct. 16 in Orlando, Fla. It’s the best place for dealers... Read more »

Increasing productivity by improving motivation skills

by Steve Jones, Contributing Writer
September 16, 2014

One of the characteristics of a good manager is the ability to motivate almost any capable employee to perform at a high level. However, as noted in my last column, relatively few businesses have good managers. So how do some folks manage to move the performance needle with a wide variety of people?... Read more »

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 »

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