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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 »

Sit with it, and let the emotions take over

October 27, 2014

By Sam Dantzler Columnist I just finished back-to-back trainings in two completely different arenas, with one completely synergistic theme. The first was at Hattiesburg Cycles, as Glen Myatt and his team in Mississippi newly acquired the Indian franchise. Indian has been a hot topic of conversation in... Read more »

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 »

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