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Dealer Expo Updates
Indiana dealer wins Coats tire changer at Dealer Expo
E.T Ride Home (and to the bus stop, the store, the office …)
Lose the clutter to bring in Millennials, student retail designers say
Workshop Hero creates a better way to restore rusted parts
Safari Impex gloves feature kangaroo palms, sport styling
Small, smart choices + consistency over time = NET GROWTH
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
Use 'Principle of Nudge' to move customers through a series of yes answers
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
A delicate balance
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
Are your priorities misplaced when it comes to service work?
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
Money matters, but employees like to be appreciated, too
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
One more before I collapse
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
With a small rider base, you need referrals to be successful
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
Live online support can revolutionize your dealership
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
Changes and challenges abound with becoming management
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
Don't be an eight-track person in a smartphone world
You can materially strengthen customer relationships and help create your inimitable marketplace superiority through intelligent use of technology. Let me rephras
Any way you want it...
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
Nine ways to establish trust -- the ultimate 'acsellerator'
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
Don't overlook (or underuse) your hidden assets, particularly during the fourth quarter
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
Where's the good news?
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
Dirty boys and the freak show: On being a kid -- and being one at heart
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
What service does right: Best practices gleaned from experience ... and Top 100 entries
The 2014 Dealernews Top 100 Dealers have demonstrated extraordinary abilities as powersports retailers. And I’ll bet that each of those businesses has
I have a few questions...
“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
Roll out the red carpet with superior service 'gear'
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
Mass media advertising might not provide best return on investment
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
Most motorcycle offerings include embarrassment of options
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
What we can't count on
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
Golf and bad restaurant seating give me the bell-bottom blues
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
The road to YES: Three skills you must master to succeed in sales
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
How are your phone skills?
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
You will grow old; you can grow rich
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
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