Columnists

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
Rod  Stuckey
Our society feeds on mass generalizations. And industry marketers, researchers and media have a (bad) habit of characterizing a national market as a homogenous on
Mary  Slepicka
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
Dave  Koshollek
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
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
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
Dave  Koshollek
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
Mary  Slepicka
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
Tory  Hornsby
I was working as a service manager at a Phoenix dealership when Jimmy Carter was president. It was a job I accepted out of desperation more than inspiration. Prev
Dave  Koshollek
You can materially strengthen customer relationships and help create your inimitable marketplace superiority through intelligent use of technology. Let me rephras
Without a doubt, the best part of being editor of Dealernews is announcing the Top 100 Dealers, and then handing out the Merit awards and naming the Dealer of the
Mary  Slepicka
There is an old adage that you can never be too rich or too thin. A recent Harris poll has Americans choosing richer vs. thinner, 43 percent to 21 percent, b
Rod  Stuckey
TRUST IS A word that so many sales professionals have a hard time grasping. And it is something you need if you want to close more sales, faster. For peak-pe
The 2014 Dealernews Top 100 Dealers have demonstrated extraordinary abilities as powersports retailers. And I’ll bet that each of those businesses has
Dave  Koshollek
Google motorcycle and tell me what you see. Pages upon pages -- man injured, passenger thrown, fatal crash, the list goes on. The industry has a perception proble
Mary  Slepicka
Dear Grandma and Grandpa, I hope y’all are doing swell up there in Heaven. I’m sorry it’s been so long since my last letter. We have been really
Rick  Fairless
“What kind of riding are you planning on doing?” Come on! You can do better than that when talking to would-be buyers. That question is non-differenti
I recently interviewed Richard Beattie, the new executive vice president of marketing and sales for Kawasaki. I was astounded by what he told me about the total n
Mike  Vaughan
In the parts, gear and accessories (PG&A) department, we think of gear as what we wear to go riding or racing, such as helmets, armor-equipped jackets, gloves
Dave  Koshollek
I'M SURE YOU'VE heard the old adage, “Half my marketing works; the only problem is I don’t know which half!” Today, more than ever, this
Tory  Hornsby
I was recently attending a dealer 20 group meeting where the homework assignment had been to call the service and sales department for the dealer on the roster be
Rod  Stuckey
I feel rich. I met my wife, Theresa, while working at a Harley dealer show 16 years ago (she worked for The Motor Co. at the time) and she’s been the highli
Dave  Koshollek
I’ve been watching a lot of dealer commentary lately, and I have the distinct feeling that most of you are ready to pounce. Some of you would…If cred
Mary  Slepicka
Dear Grandma and Grandpa, I hope y’all are good up there in Heaven. We are burning up down here in Texas. Well, maybe not “burning up,” but it&r
Rick  Fairless
LET’S HOPE you’re not the average salesperson. Because, according to The Sales Board Inc.’s study of more than 16,000 customers and 300 salespeo