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How is your 2014 compliance plan shaping up?

Peter Jones, Columnist
January 27, 2014

As we begin 2014, I wanted to review important items that every dealership should not only be aware of, but also should have implemented into their dealership operations. As an industry-level member of the Association of Finance and Insurance Professionals (AFIP) and a Certified Compliance Expert, I... Read more »

Use the 15/15 rule for initial customer greeting

January 17, 2014

No, I’m not going to talk about “Season’s greetings …” I want to discuss the terrible state of greetings in most businesses today — in particular, our powersports dealerships. As a part of my job for one of our OE clients, I was to assess the state of the sales department of some of their... Read more »

Looking for arrows pointing up in 2014

January 6, 2014

The 2nd annual Powersports Business State of the Industry webinar featured an information-packed PowerPoint deck for the more than 250 industry members who attended the free, 75-minute long session. Many of them, as we noticed, provide data points that showed our industry is certainly trending positively... Read more »

Get more traffic, or do more with your current buyers?

Neil Pascale, Sam Dantzler, Columnist
December 27, 2013

Editor’s note: In a typical edition of Powersports Business, columnists Neil Pascale and Sam Dantzler are displayed on opposite pages, each tackling a different challenge dealerships face in today’s trying economy. Each brings his different, unique perspective to these pages, although it’s not... Read more »

Federal regulations and your powersports dealership

Steve Jones, Columnist
December 11, 2013

Recently, the Federal Trade Commission and the Internal Revenue Service have begun targeting automotive and powersports dealerships for inspection with regards to the Safeguards Rule. With the federal government hungry for new sources of revenue, it is much easier to impose and collect fines than struggle... Read more »

Add a trip to EICMA to your bucket list

Dave McMahon, Editor in Chief
December 4, 2013

Just when I thought I had seen more business than ever being done in the six mammoth exhibition halls at EICMA, the industry’s annual mega-trade show in Milan, Italy, I trudged up to my gate at the Milan airport. There, the business chatter continued, with a parts distributor alongside an apparel vendor... Read more »

Proper training can make a valued customer experience

Steve Jones, Columnist
November 15, 2013

One of my earliest employers would hold a total-store staff meeting once a month. He would open each meeting by shouting: “Your first job in my store is …” and we were to all shout back “Sales!” This dealer principal understood that any one of us might be approached by a customer, and that... Read more »

You want loyal customers? Let your value speak volumes

Hal Ethington, Columnist
November 13, 2013

New in a small town, and I was giving the town cleaners a try. It didn’t look like much, but I knew they were local, and I thought I would support my neighbors. I hadn’t expected what I found: The place was a dump! I lasted about a year, and left for another shop that was clean, fast and fair. To... Read more »

Discounting not a cultural norm after all

Sam Dantzler, Columnist
October 16, 2013

So I just came back from California, where I was hit with an interesting question during one of my trainings. A student (and very enthusiastic employee) asked, “When did the idea of asking for discounts become cultural in our society?” One of two answers came to me immediately, but I held them back... Read more »

Market your dealership ahead because we spend ahead

Neil Pascale, Columnist
October 16, 2013

Yes, I work in a male-dominated industry. Yes, I share many of the familiar likes and dislikes of that crowd. And yes, I recently watched an entire, 45-minute webinar on the how-tos of wedding planning. And no, I wasn’t planning on getting married. There, I said it. Wow, that was painful. But let me... Read more »

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