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Waiting for the big one

December 2, 2011

I think we are all guilty of waiting for “It.” From the movies we watch, the stories we read, the news we hear, “It” is all around us for most of our lives. It seems like (at least in my case) I have found myself falling into “Its” web despite knowing better. “It” is that breakthrough... Read more »

Change you can profit from

November 15, 2011

Scenario: A man visits a Midwest dealership looking for a cruiser class motorcycle. The salesperson asks about his favorite local places to ride and learns he is new to the area, having moved for his new job. The man has done his research, decided on a bike, and the bike is in stock. Continuing the sales... Read more »

Lack of floor traffic sinking your dealership?

September 6, 2011

Too many hard-working motorcycle dealerships today are holding on for survival, trying to grind out a living relying on the same number of customer “ups” in a week that they used to see on any given day. First of all, yes, you are in good company; there are plenty of other dealerships in exactly... Read more »

The new economy ‘win’

September 2, 2011

Recently I have found myself in more than a few discussions with friends and colleagues where I have mentioned that although I have recognized a year filled with personal and professional success, it is getting harder to recognize a win. If you have been in the powersports industry for more than five... Read more »

Are you aligned for growth?

May 6, 2011

As the season drives forward at full speed there are signs of recovery and growth. OEMs have new financing, unit sales are up, and there seems to be a small national sigh of relief. But is your business aligned for success? Fourteen years ago at a seminar I was attending, we were told that businesses... Read more »

How the retail-lending environment is shaping up

March 14, 2011

Escalating bad debts and loan delinquencies. Decreasing retail-lending approval percentages. The former usually leads to the latter, which is what we encountered in 2009 and, to a lesser extent, in parts of last year. However, those key criteria for retail lenders — and of course, hence, dealers —... Read more »

How’s your attitude?

February 25, 2011

It’s a simple question, but a potentially powerful one in this climate. “How’s your attitude?” was a question that was answered by every dealer during a recent 20 group session that I attended. Their overall attitude echoed what I’ve witnessed throughout the industry over the winter: Generally,... Read more »

A supply-and-demand side effect for this summer?

February 1, 2011

Greg Heichelbech, the new Triumph North American CEO, brought up a topic repeatedly during the brand’s recent dealer meeting that should be uniformly addressed throughout the industry: Discounting. More specifically, steering the showroom floor conversation away from discounting and more toward the... Read more »

This growth will come more like a whisper

January 24, 2011

As if we added race gas to our tank, it seems there is a burst of acceleration, and the business bike we have all been cruising along on seems to just be running a little bit stronger. The powersports industry has now seen three growth months and surprisingly, not in the spring but at the end of the... Read more »

Don’t be discouraged by disappointing news

January 21, 2011

Numbers released this week by the Motorcycle Industry Council look grim on the surface. Motorcycle sales were down in 2010, as were those in the scooter and ATV segments. That doesn’t sound good, does it? But there’s good news as well. BMW Motorrad USA posted 2010 gains, as did Ducati North America.... Read more »

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