Dealernews Blogs

Thursday, April 09 2015

Dear Grandma and Grandpa,

I hope ya'll are doing well up there in Heaven. We are swell here in Dallas. Things are really busy here at Strokers Dallas and throughout the motorcycle industry. It's Spring, it's our time to shine!

Monday, March 30 2015

WE MAY NOT LIKE to admit it, but sales objections are a normal and necessary part of the sales process and there’s no need to run from them. In fact, objections prove that your would-be buyer is listening and interested in what you have to say. They also indicate that the prospect considers you worthy of interaction. Whether a customer says, “I don’t need it,” “It’s too expensive,” “I’ll wait,” or “I don’t trust you,” that’s a positive indicator of your sales progress. 

Monday, March 30 2015

NOW THAT SPRING has sprung, service advisors should be enjoying the business they wished for all winter. But be mindful that the spring rush of business doesn't last forever and we cannot afford to waste time. The lackadaisical habits adopted during winter's slow months must make way for expeditious processes that maximize efforts during the money-making season. Failure to heed these words will end up in lost revenue and workdays that are more stressful than they should have been.

Monday, March 30 2015

EVERY dealer principal has a business and marketing “religion” about their dealership—a set of philosophies, theories, and opinions they have developed into unshakable beliefs. Some trust in direct mail, others say it doesn’t work, some like radio, others TV. Many progressive dealers believe in new media like Facebook, Email, Google AdWords, Remarketing, etc. and say traditional media is dead.

Friday, March 27 2015

UNLESS YOU OWN or work for a Euro OE, it’s unlikely that you’ve ever heard of Jim McKenna. Jim was recently appointed as National Sales and Network Development Director for MV Agusta, and has had a long career in sales management, beginning in Detroit at Rosenau’s Honda store in the early 1990s. When Rosenau’s became one of Triumph’s “pioneer” dealers, Jim’s career in Eurobikes was launched.

Thursday, March 19 2015

NOTHING is more powerful in the world of retail sales than a face-to-face encounter between a satisfied customer and a credible sales professional. This is the kind of human exchange in which influence can be wielded for the good of both individuals. When a buyer says “Thank you,” for example, you must be able to leverage those words, or risk blowing a major opportunity to take that sales relationship to a higher level.

Here’s what to do when you hear “thank you”:

Wednesday, February 25 2015

LAST SATURDAY I found myself in a second-row seat for the first of Atlanta’s two Supercross rounds this season. I was sitting in the industry section, which is, just like it sounds—reserved for those of us who work in the powersports industry.Usually, my husband and I (and our motley gang of ex-roadracer friends) have seats out in the crowd, so this was a bit different for us. (Many thanks to Ted at The Privateer Journey for Saturday’s seating arrangements.)

Monday, February 23 2015

Dear Grandma and Grandpa,

I hope y'all are doing good up there in Heaven. We are fine down here in Dallas. Ya know, Grandpa, it’s no secret that the motorcycle business has not been great for the last seven years because of the crummy economy, but every year it seems to get a little better, and 2015 has started off really good.

Wednesday, February 18 2015


There are moments of opportunity in customer interactions. One is when the buyer says, “No.” Another is when he or she says, “Thank you.” And yet another is when a customer says exactly what you want to hear: “Yes.”

We plan for objections and we plan for resistance, but we often don’t plan for success. That’s a big mistake.

What follows are five do’s and five don’ts regarding how to respond in significant moments of ‘yes.’ Let’s start with what not to do.  

Don’t do this...

Wednesday, February 18 2015

WE TALK A LOT about how we’re going to attract new, younger buyers into the lifestyle/sport. Changes in marketing, advertising, even new vehicle and product development are underway to get the attention and eventual loyalty of the 18-34 customer.

Wednesday, February 18 2015

We spend a lot of time talking with dealers about their buying base—a two-part data strategy that’s made up from 1) your past customers and 2) your conquest prospects.

Wednesday, February 18 2015

Jan. 15 was National Mentor Day in National Mentoring Month, according to a recent proclamation by President Barack Obama. The importance of recognizing, rewarding and cultivating mentors for entry-level parts and service personnel cannot be overstated. My mentors were largely responsible for the personal character and business skills I exhibit today.

Tuesday, February 17 2015

THROWING SPAGHETTI AGAINST A WALL and seeing what sticks. So go many an advertising campaign, especially for those who have launched social media sites in the last few years. Your Facebook page probably has a sizeable percentage of “likes” from people who have no intention of ever doing business with you—c’mon, did you actually think that young gal in Korea striking that pouty pose was actually going to make a purchase someday?

Monday, February 09 2015

There’s a lot of buzz about the Polaris Slingshot – but several states have refused to license it. In Texas, it’s not a motorcycle because it doesn’t have a “saddle” type of seat, one of several nits picked with it.

Tuesday, February 03 2015

Dear Grandma and Grandpa,

I hope y’all are well up there in Heaven. We are doing fine down here in Big D. The New Year is here and I couldn’t be happier about it. I don’t want to say that 2014 sucked, but I’ll just gladly bid "AMF" to it. So how does it work in Heaven, do y’all have a calendar as we know it here on Earth? What about weather? Does the weather change up there, or is every day nice just like San Diego and Fort Worth? Well I guess I’ll find out some day for myself…I hope, but not too soon.