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Are you still able to give back something unexpectedly?

July 27, 2015

Baksheesh ... it is an ancient word with origins in Persia commonly understood to mean a tip or gratuity for services rendered. We all understand the art of tipping these days; you cannot eat out without calculating the right amount of gratuity expected by your server, even when the service was neither... Read more »

This boardroom comes with an impressive view

July 1, 2015

Mark Love is oh so comfortable in his personal boardroom. No drop-down white boards to be found. The window shades don’t automatically adjust, and the chairs just might be a little muddy. But Love has plenty of room in his boardroom, which covers more than 20,000 acres in the Appalachia region of... Read more »

MAP pricing — A business owner’s view

May 15, 2015

We rolled out our MAP [Minimum Advertised Price] policy about a year ago, and looking back I’m 100 percent confident that it was the right thing to do. It was a decent amount of work and took a fair amount of time — but it certainly wasn’t the largest task I ever undertook, and it didn’t distract... Read more »

3 ways to maximize the self-financed customer

April 8, 2015

I have spent a lot of time working with finance and sales departments to convert customers from their own financing to the dealership financing, but let’s face it, there are some customers you cannot sway. What do we do with those customers? This month I am going to talk about the three things that... Read more »

With online marketing, they’re just giving away business

March 25, 2015

I’ve never viewed the retail world as a popularity contest, at least not between competitors. We certainly would like to be No. 1 in the minds of our consumers, but to our competitors? Good luck to them, and may the next locust plague land right on their doorstep, right? Well, I’ve found an exception... Read more »

Pre-owned: A franchise worth acquiring

March 20, 2015

Pre-owned bikes … an afterthought for most. Appease the OEM. Get the service department rockin’. Drive the parts and apparel sales, and don’t let those bikes hit flooring. Nothing like paying the juice on last year’s inventory (or the year prior). Then deal with those pesky trade-ins. There... Read more »

A hometown journey finds Yamaha growing

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March 4, 2015

Like Yamaha ATVs and side-by-sides, you could say I was assembled in Newnan, Ga. And there is never a more refreshing work trip to take than the ones that bring me back to my hometown of Newnan. As you can read about elsewhere in this edition, Yamaha revealed its Wolverine R-Spec side-by-side last month... Read more »

Off-road sales driving dealers to Q4 success

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January 27, 2015

We’ll provide a more complete look at the Q4 2014 Powersports Business Dealer Survey in the February edition, but I wanted to provide a glance at the feedback we received from dealers in early January, based on their Q4 performance. Yamaha and Polaris were the top two OEM brands sold by the participating... Read more »

Do whatever you can to stop ROV mandate

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November 28, 2014

The Consumer Product Safety Commission mandate on the design of side-by-sides caught many of us by surprise, but Polaris was more than ready to organize a unified stance from the industry against the mandate. That’s why you’ll see an abundance of information and resources in the cover story. Simply... Read more »

Time to revamp that drip system approach?

October 27, 2014

By Neil Pascale Columnist It’s an unpleasant reality for many of you in the larger U.S. markets: You will have to improve your business acumen to sustain your sales. Why? Because the competition landscape in many of your markets is changing. I recently visited two large powersports markets in the... Read more »

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