Social Media

What’s new when customers walk into your dealership?

October 31, 2011

Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all have something in common: they regularly change their in-store displays. Whether it is Gander Mountain, Bass Pro Shops, or your area’s most successful car dealership, you can be sure that... Read more »

Is your dealership closed when customers want to buy?

October 4, 2011

Earlier this year, New Jersey Gov. Chris Christie signed a bill into law allowing Sunday motorcycle sales. While pushing for the change in law, New Jersey motorcycle dealerships observed that many of their customers had been crossing over the state line into Delaware to shop on Sundays. How many motorcycle... 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 »

Do your salespeople ask for the sale every time?

August 2, 2011

Probably not. We know that asking for the sale is an obvious key to selling motorcycles, but we also know that on average, U.S. motorcycle salespeople ask for the sale less than half the time (48 percent to be exact). Given that asking for the sale directly sells more motorcycles, why do so many salespeople... Read more »

Are you responding to your customers?

July 15, 2011

I’ll admit that I’m an impatient person. I’m a member of Generation Y who is used to cell phone calls, text messages, the Internet, Google, email and Facebook giving me instant information when I need it, and therefore instant gratification in finding what I’m looking for. As someone used to... Read more »

Don’t talk your customers out of buying

July 5, 2011

If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of buying. No salesperson would turn away customers on purpose, but by skipping the “fact-finding” step of the sales process, a salesperson may end up making customers less likely... Read more »

Does your facility really make any difference to sales success?

June 7, 2011

The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful dealership.  Dealers quickly learn that skilled and trained employees are the most important ingredient for a successful dealership operation.  But what about the facility?  How much of a difference... Read more »

PSB blog readers seek data

May 17, 2011

Our Industry Insiders bloggers come from a variety of backgrounds and cover an assortment of topics – from tips on merchandising to mini instructionals on social media to advice on management. Everyone who blogs for the website brings different information to the table, and each was chosen to blog... Read more »

Does your sales team sell, or are they ‘museum curators’?

May 3, 2011

Our company applies the term, ‘museum curator’ to describe salespeople who are friendly and knowledgeable and will happily answer any customer questions, but don’t actively try to turn shoppers into buyers. Be careful, because when customers are asked about their experience with museum curator... Read more »

Internet business is no longer incremental business

April 1, 2011

In the auto industry, we recently learned that industry-wide 36 percent of customer inquiries over the Internet remain unanswered after 24 hours. Granted, that is a car business figure, but when we measured the same figure for the motorcycle industry back in 2008, we found that the motorcycle industry... Read more »

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