Dealernews Blogs

Friday, January 30 2015

Just a few months ago I was reading and hearing that research indicated that the millennial generation (those between the ages of 18-34) had much less interest than previous generations in getting a driver’s license, driving or car ownership. This was based presumably on the fact that something like 28 percent of millennials hadn’t bothered to get a license to drive. It was conceded that by their early 30s, Millennials had caught up with previous generations.

Wednesday, January 28 2015

Let’s take a trip back in time to the days when I was a fresh-faced, wide-eyed journalist. I was on my first assignment for Roadracing World magazine, and I was covering an AMA Pro Racing test session at Road Atlanta.

I was working for a new employer, but I was no novice to the motorcycle industry or racing. I’d been riding since I was 12 years old, I grew up around motorsports and I’d been on the racetrack myself.

Friday, January 23 2015

GETTING FIT IS A PROCESS, not an event. Doesn’t it sound ridiculous to say, I went to the gym and worked out once, so now I’m in shape?”

Yet all too often I see dealers making this same mistake with their training and marketing. Having a one-and-done sales meeting or a single marketing event and expecting continuous improvement is just as silly as eating fruits and vegetables one day and expecting to lose 15 pounds.

Friday, January 23 2015

AS THE LATE INDUSTRY GURU, Don Brown, used to point out, the key to forecasting a growing motorcycle industry can be predicted by the number of new housing starts in a given year.

The numbers for 2014 are in, and they show the strongest growth in single family housing since 2008, climaxing in December at 4.4 percent growth over November’s figures and 5.3 percent over December 2013, according to figures released by the U.S. Census Bureau on Wednesday.

Thursday, January 22 2015

Email messages don’t sell motorcycles. Neither do phone calls. Face-to-face interactions sell motorcycles.

Oh sure, we all know one guy, who one time, sold one customer with just one email message. But you can’t build a career on exceptions. What you can do is accsellerate your sales by using a concept I call the Principle of Nudge--gently but confidently moving customers through a series of small agreements.

Thursday, January 22 2015

There’s a saying I created a while back that relates to how we communicate with our customers, prioritize their needs and use their feedback to improve our business: “Treat all customers well --treat your best customers the best.” In your shop I’ll bet you can name the best and worst customers you’ve done business with over the last couple of years. Chances are good that you’ve bent over backwards to appease the “squeaky wheels” who criticize and complain about every little issue.

Thursday, January 22 2015

OUR SOCIETY feeds on mass generalizations. And industry marketers, researchers and media have a (bad) habit of characterizing a national market as a homogenous one.

Thursday, January 15 2015

I was really impressed by the number of dealers who attended the National Retail Conference at Dealer Expo. The seminars were the day before the show started, and I wasn’t sure what to expect in terms of dealer attendance. However, all the seminars were full and I’ve heard great reports from those attending.

Thursday, January 15 2015

The holidays are that time of year when most of us reflect on what we appreciate most. For me, it’s family and friends, good health and the work I do in an industry that I love. That got me thinking about the many times that my students, who are dealership employees, tell me they don’t feel appreciated by their manager and/or owner.

Thursday, January 15 2015

In order to sell more motorcycles faster, your dealership must embrace new technology.

I know, I know. How many times have you heard that before? You already have a dynamic, mobile-friendly website, you use email in creative ways to stay in contact with your customers and you text-message reminders and notes to your favorites.

But let me ask you this: Does your dealership’s website provide visitors the opportunity to engage in live online chat support with a real human being at any time, day or night?

Thursday, January 15 2015

As I write this I’ve just returned from Dealer Expo, the National Retail Conference and the Top 100 Awards Gala. Before I crawl into a cave for the next two weeks to recuperate, I’d like to acknowledge some people.

Tuesday, December 16 2014

WE'VE COVERED powersports projects funded through sites like Kickstarter in the past, and when I heard about the MotoChic convertible backpack, I admit that I got a little excited. It’s a cute, functional backpack sized for a female figure, and it converts into a tote for a more elegant look.

Monday, December 15 2014

YOU CAN MATERIALLY strengthen customer relationships and help create your inimitable marketplace superiority through intelligent use of technology. Let me rephrase that: You must develop ways of intelligently using technology to your advantage. It’s how you will survive in these changing times.

Here are some of my preferred high-tech sales hacks—creative and subtle ways to leverage available technology to accsellerate your sales:

Monday, December 15 2014

Dear Grandma and Grandpa,

I hope y’all are doing good up there in Heaven and enjoying the afterlife! We are OK down here in Dallas. Not good, just OK. The only reason I say we’re just OK is because I HATE the winter slow down season. Every year it comes around and every year I complain about it. But it still comes around every year so I’ll quit complaining, I guess. (Wanna bet?)

Monday, December 08 2014

Got rust? Most of us do at one time or another.