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Recent Press - Powersports Business (Page 7)
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Powersports Business Blog
Give Customers Another Reason to Buy
October 2009
Most dealership owners have figured out that they need to sell their dealership to customers and not just sell the products carried by their dealership. On the other hand, the facts say that most salespeople are focused solely on selling a product and not the dealership. In fact, when we recently measured nationwide how often a motorcycle salesperson gave compelling reasons to buy from their dealership, we found that it happened only 34% of the ... Read More >
Powersports Business Blog
Do You Prohibit or Require Your Salespeople to Mention F & I?
August 2009
Visit the most successful motorcycle dealerships and in nearly every one you will find an F & I manager. For good reason too given the incremental profitability an F & I manager generates. Some dealerships with F & I managers take it a step further and forbid their salespeople from making any mention of financing. After all, the possibility of mistakes and litigation today makes it dangerous for anyone other than the experts to talk about ... Read More >
Powersports Business Blog
You Really Don't Want to Buy that Brand
July 2009
A motorcycle buyer arrives at a dealership interested in buying a certain motorcycle, but when he speaks with a salesperson, the salesperson mentions advantages of another brand instead, in the end convincing the shopper to buy a different motorcycle. How often does this scenario happen? How often does a shopper asking about a Honda CBR ride off the lot on a GSXR, or vice versa? The facts say that industry-wide, salespeople try to push 13 ... Read More >
Powersports Business Blog
Offering Test Rides - Is it Worth the Effort?
June 2009
Fact one: Today when a motorcycle shopper walks through the door of a dealership, 77% of the time there will be no mention at all of the possibility of a test ride. Fact two: Motorcycle dealerships which offer test rides to prospects at least three-quarters of the time retail on average 43% more motorcycles than those who do not. Few dispute the fact that test rides sell motorcycles, so why do so few dealerships figure out how to offer test ... Read More >
PowerSports Business
Survey: Retail sales practices improving for most brands
May 2009
Compared to last year, the motorcycle sales department staff is more likely to introduce themselves to clients and ask follow-up questions, not to mention encourage consumers to sit on a bike. However, they are less likely to inform the consumer about financing options, discuss the bike's unique features and how those compare to the competition, and less likely to provide visual aids, like brochures. Those are some of the key findings from a ... Read More >
Powersports Business Blog
What Can Today's Shoppers Learn from Your Salespeople?
May 2009
Many shoppers today walk through the door of a dealership armed with enough product information from the internet to give a product "walk-around" themselves. The question is, "What can today's shoppers learn from your salespeople?" We know that the most successful salespeople are seen by the shoppers as helpful, rather than simply trying to sell a motorcycle without regard for the shopper's interests or needs. But if all a salesperson knows about ... Read More >
Powersports Business Blog
Retaining Your Customers - Assembly Required
April 2009
Remember when you were a kid and built model cars or airplanes? You spent hours carefully assembling your models, but then placed them on a shelf and didn't pay much attention to them afterward. Building the models was the part that was fun. Now consider an important ingredient to Harley-Davidson's survival thirty years ago: If you wanted to ride a Harley back then, you also had to regularly repair it, or even better, replace parts prone to ... Read More >
PowerSports Business
Irrevocable evidence for dealers: Driving PSI paying off
April 2009
“There is now irrevocable evidence that there is a link between scoring high on PSIs and developing your business,” said Ducati North America (DNA) CEO Michael Lock. “You don't develop the business because you score high on PSI, you develop the business because you're running the business properly” on which the PSI is one measuring tool. DNA dealers who consistently fared well in a retail sales practice survey called the Pied Piper Prospect ... Read More >
PowerSports Business
Into the great E-mail abyss
February 2009
According to a 2008 survey, motorcycle dealers respond to a consumer's e-mail inquiry within 24 hours only 30 percent of the time, according to a national benchmarking study that examines the effectiveness of the motorcycle industry's sales force. The survey of more than 800 dealerships, called the Prospect Satisfaction Index by Pied Piper Management Co., shows the motorcycle industry well behind the auto industry in this effort. The auto ... Read More >
Powersports Business
The truth behind Mr. Customer Service salesperson
December 2008
As the old saying goes, “You don't know what you don't know,” and along those same lines you can't see what you can't see. An external, fresh prospective of the actual experience you're providing to your prospects gives you the ability to uncover what you're unaware of that could be costing you sales. This is where Pied Piper's Prospect Satisfaction Index (PSI) Evaluations come in. I've used the data from these evaluations as the basis for many ... Read More >
