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Menu presentation absolutely pays off

Brian Gallmeier, Columnist
June 23, 2014

The single step in the overall sales and finance process that impacts dealer profitability the most is an effective menu presentation. The Business What business are you in? A Harley dealer? Multiple brands and segments? PWC only? ATVs mainly? One majority franchise? Are you the owner or general manager?... Read more »

Do you cater to buyer logic or looker emotion?

Sam Dantzler, Columnist
June 16, 2014

Who do you cater to? The best dealers in the country have one very important ingredient. They cater to the guy who hasn’t yet made the decision. The entire business is set up for the Just Looker, not the Just Buyer. Most dealers simply staff to the number of bikes they are selling, not the ones they... Read more »

5 ways to improve PG&A profits, customer satisfaction

Steve Jones, Columnist
June 2, 2014

One of our sayings is: “Nothing happens until something is sold.” You can do all the inventory control you want, but unless you train your staff to do a good job of selling and taking care of your customers, you won’t maximize the capabilities of your department. You must also have an efficient... Read more »

The metrics of loyalty

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Hal Ethington, Columnist
May 30, 2014

Question: Do loyalty programs work? Solid answer: Depends. Sorry. I know you were expecting a quick, definitive answer. So was I. But there’s not one. Over the past year or so we have seen the sudden appearance of computerized loyalty programs in the motorcycle space. It quickly became the buzzword,... Read more »

Structuring the deal for menu setup

May 26, 2014

In the last two articles we reviewed two of the most important steps in the sales and finance process — the salesperson turnover and the customer interview. The salesperson had just completed a proper turnover, and the finance manager was then able to do a complete customer interview. Now we’ll review... Read more »

Selection committee finds another All-Star cast

Dave McMahon, Editor in Chief
May 23, 2014

If it’s May and the temps are finally rising, the industry must be going fast and furious. It’s no different around the PSB offices, where we’re proud to unveil the 2014 Executive of the Year and Industry Leaders. It’s always a fun project for managing editor Liz Keener and me to consider dozens... Read more »

Lenders dictating rates? Ponder something else

Sam Dantzler, Columnist
May 16, 2014

Let it go. No, not the movie that we parents have been pulled into for the 17th time. That said, I do indeed, “… want to build a snowman.” I digress. I’m speaking in reference to the apprehension of having rate (flat or not) dictated to you by the lender. As of this writing, one retail financing... Read more »

Embrace the modern conversation — texting

Neil Pascale, Columnist
May 14, 2014

It’s a mobile world. Your smartphone buzzes and blips to life, and then text happens. The first text: “Hi Dad, mom is wondering when was the last time you put oil in the car?” My response: “Uhh …” “Mom just said something about ‘doghouse’ — I didn’t catch all of it.” “Oh boy.” Mobile... Read more »

The customer interview, from an F&I perspective

Brian Gallmeier, Columnist
May 7, 2014

In previous articles, I have written about Power Ratings and rainmakers. This article is now the second part of a series that will explain the sales and finance process, from the finance department’s perspective. The customer interview: A private discussion between a finance manager and a prospective... Read more »

Streets of China provide a lesson in sales pitches

Dave McMahon, Editor in Chief
April 30, 2014

As everyone in the industry knows, work trips are part of the gig. From trade shows to dealer conventions to distributor events to product launches, we grow accustomed to boarding the flight, anxious to see how the trip will help us grow our business ventures. My most recent itinerary found me in Hangzhou,... Read more »

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