By design, be a better opener to avoid closing issues
Sam Dantzler, Columnist
October 3, 2012
You see a girl from across the room. She’s pretty, and you want to talk to her. Better go over there and jump right into a conversation about what you’re “after,” prepared for objections and equipped with closing lines. That’ll do it. You’re headed into in that interview. You know … that... Read more »
Top 10 ‘Must-Do’ list for profitable growth offers guidance
Steve Jones, Columnist
September 14, 2012
A while back, one of our clients asked us to put together a list of the “Top 10” most important things a dealer should do today to become more profitable and successful. Since our team is usually focused on diving deep into the operation of one department or another, I saw this as a challenge. First,... Read more »
Marshall Distributing growing dealership base
Dave McMahon, Senior Editor
August 6, 2012
It’s always interesting to see how distributors approach the summer show season. Some opt to invite only their vendors and reps, while others include days for dealers to attend. Both approaches seem highly effective, with manufacturers appreciative of the one-on-one time they receive with the actual... Read more »
Campaigning for drastically needed change
Neil Pascale, Columnist
August 6, 2012
That loud and lengthy groan you heard coming from the Midwest last night? Right around 10 p.m.? Yeah that was me, stumbling into my first presidential campaign commercial of the season. It’s like hearing your weatherman mouthing the words “first frost” or your wife calling out, “Don’t forget... Read more »
Find your identity to create loyal customers
Sam Dantzler, Columnist
August 6, 2012
“Why do you work here?” This is a question I ask of nearly every employee when I go in-house to do training. Responses range from, “No idea what else I’d be doing” to “I love motorcycles” to the “The family atmosphere … .” Question: Do you think those answers are unique to your dealership?... Read more »
OEM growth no shock to this premium brand
Dave McMahon, Senior Editor
July 9, 2012
A diversified product line and commitment to quality assurance have combined to serve FOX well. Throw in the rising popularity of side-by-sides, and FOX brings a recipe of success into the middle of another strong-performing year. You’ll see a variety of success stories brought on by the growth of... Read more »
Improving P&A efficiency and profitability
Steve Jones, Columnist
July 9, 2012
In the May 21 edition, I wrote an article describing 10 ways to maximize your opportunities for PG&A sales. However, selling is only part of the picture when it comes to successfully operating this part of your business. Improving sales — and making a good profit from the sales — also depends... Read more »
Cobra back on top after surviving lead law
Dave McMahon, Senior Editor
June 11, 2012
The Consumer Product Safety Improvement Act of 2008 was an all-consuming blitz for Sean Hilbert. In fact, he was so caught up in the day-to-day news about the lead law that he once found a reason to show its unthinkable results at a school event. Hilbert, president of Hillsdale, Mich.-based Cobra Moto,... Read more »
A new job description related to follow-up sales
Sam Dantzler, Columnist
June 11, 2012
It takes 20 touches, including store visits and follow-up calls, to buy a motorcycle. On average and per the MIC, almost half of every new bike purchased over the last several years was to a new bike buyer. The average bike owner will spend more than $250,000 over the course of his lifetime in our sport/activity.... Read more »
The toughest trick of all: Identifying what to change
Neil Pascale, Columnist
June 11, 2012
Maybe it’s because I experienced the growth, saw perhaps the best years the industry will realize in decades and then lived through the collapse. Maybe that’s why I viewed the term “survivor” as something of a merit badge. An achievement. At least I did. See, I was recently asked to look forward,... Read more »
