10 ways to maximize PG&A sales
Steve Jones, Columnist
May 21, 2012
I have noted significant differences between “average” dealers and those who truly succeed in maximizing sales and profits in their parts, garment & accessories (PG&A) departments. The better metric dealers consistently achieve 35-40 percent (or better) in gross profit margins, and more than... Read more »
V-twin dealers focus heavily on tire sales
Hal Ethington, Columnist
May 21, 2012
Motorcycle tires selling in the $100-$200 range dominate all measures of tire sales activity; a V-twin dealership stocks double the dollar value of tires as a metric store; and metric dealers the South and West regions of the U.S. sell a greater percentage of tires than all other regions of the country. These... Read more »
Vision and guidance still important to leadership
Dave McMahon, Senior Editor
April 30, 2012
The announcement of Rob Dingman as the winner of the 2012 Powersports Business Executive of the Year gives us a chance to look at how important his leadership was to the overturning of the lead law ban. Just like the previous winners of the award, Dingman made his mark within his organization, and within... Read more »
Food for thought for the social networking beginner
Neil Pascale, Columnist
April 30, 2012
I always think of it as the picnic ant test. You know when you drop that chunk of watermelon on the ground, leave it there on a sun-drenched day and come back later and find it’s suddenly host to a swarm of insects? The media operates in the same frenzied manner, and thus technology now allows us to... Read more »
Countersteering produces on track, and sales floor
Sam Dantzler, Columnist
April 30, 2012
I listened intently as legendary Keith Code led the session. We were about to take our first turns around the corkscrew at Laguna Seca, and he was walking us through the mechanics of the bike. The suspension conversation was obvious in that the further over the bike leans, the less effective the vertical... Read more »
Season’s early start showing on bottom line
Dave McMahon, Senior Editor
April 2, 2012
We can provide surveys and inquire from dealers about the various states of the industry — and you’ll see the Q1 survey results in our next issue — but it’s always informative to check in with folks who are on the ground floor to get a proper state of specific points of the industry. Our Touring... Read more »
9 tips to ensure your dealership is women-friendly
Steve Jones, Columnist
April 2, 2012
It has never been more important to maximize sales to all our available customer bases. I’m sure you are all aware that women represent one of the largest potential growth markets for powersports unit sales. You must also recognize the impact that women can have on the purchase of a new unit, major... Read more »
Number of units sold, retail price paid vary by state
Hal Ethington, Columnist
April 2, 2012
A study of unit sales for 2011 gives insight into differences found among the various states for levels of U.S. sales activity. While data on 49 states was gathered (data is not available for Rhode Island), only the top five states and the lowest ranking five states are shown in this presentation. Sales... Read more »
Three things that matter: Words, attitude and follow-up
Sam Dantzler, Columnist
March 12, 2012
I was at Starbucks, as I often am, taking stock of why I go to Starbucks. The “Caramel Apple Spice” is nothing more than steamed apple cider with a squirt of caramel. The coffee is too strong. The chai tea can be purchased by the one-gallon can at Costco. The average price of a “Venti” anything... Read more »
A clever, but ultimately disastrous, marketing ploy
Neil Pascale, Columnist
March 12, 2012
The blur between clever and illegal can be a pretty interesting dynamic to watch, even as the first usually bleeds into the second. My son, a fourth-grader, recently discovered that. He used a reference book to write half of his school report, thinking it an efficient way to get his work done. And really,... Read more »
