Columnists

The most demanding job position in service may be that of the service writer. Along with having significant responsibility with no, or little authority it is a po
Dave  Koshollek
Did you ever hear the story of the salesperson who spent a lot of time with a customer, but no matter what he did he just couldn’t seem to make the sale? Th
Tory  Hornsby
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
Mary  Slepicka
"I’ll take it!” There are moments of opportunity in customer interactions. One is when the buyer says, “No.” Another is when he or sh
Jan. 15 was National Mentor Day in National Mentoring Month, according to a recent proclamation by President Barack Obama. The importance of recognizing, rewardin
Dave  Koshollek
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 co
Tory  Hornsby
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'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 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