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Powersports Business
Industry Comparison Shows Sales Flaws
January 2008
A company that has examined the sales processes in the powersports, auto and RV industries has found the motorcycle industry significantly trails its counterparts in simple sales processes.
That conclusion, reached by a management consulting company that works with Ducati North America and Victory, is good news for an industry that is likely to be down in retail sales for 2007 compared to the previous year. If dealerships can improve sales process basics, then it's possible sales could increase in a challenging economy.
"How can dealerships sell more motorcycles without more floor traffic?" asked Fran O'Hagan, the CEO of Pied Piper Management Co., the California-based company that unveiled its first-ever, three-industry survey in 2007. "It's not that complicated."
O'Hagan discussed his company's findings at Powersports Business Congress, an annual event that brings together suppliers and dealers for a series of business meetings. O'Hagan was the keynote speaker of the event, which featured dealer principals and general managers from close to 20 dealerships and executives from more than 15 industry companies.
That conclusion, reached by a management consulting company that works with Ducati North America and Victory, is good news for an industry that is likely to be down in retail sales for 2007 compared to the previous year. If dealerships can improve sales process basics, then it's possible sales could increase in a challenging economy.
"How can dealerships sell more motorcycles without more floor traffic?" asked Fran O'Hagan, the CEO of Pied Piper Management Co., the California-based company that unveiled its first-ever, three-industry survey in 2007. "It's not that complicated."
O'Hagan discussed his company's findings at Powersports Business Congress, an annual event that brings together suppliers and dealers for a series of business meetings. O'Hagan was the keynote speaker of the event, which featured dealer principals and general managers from close to 20 dealerships and executives from more than 15 industry companies.
