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 »
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 »
