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Women are 14 percent of the US riding population
New Backcountry Discovery Routes membership program has new perks
Powerlily invites women entrepreneurs to bloom with mentors
MSF safety contract is designed to start new rider conversation
MIC introduces used motorcycle buying/selling guide
Benelli returns to U.S. market
SSR Motorsports, distributor and designers of SSR branded pit bikes, off-road bikes, scooters and ATVs, has been designated the official distributor of Benelli mo
Service writer - center of the universe
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
Cultivate the 'Friendship Factor' to make more sales
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
Do me a favor...
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
The need for speed: Acsellerating in the "moment of yes"
"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
Mentoring makes the man, so compensate the mentor accordingly
Jan. 15 was National Mentor Day in National Mentoring Month, according to a recent proclamation by President Barack Obama. The importance of recognizing, rewardin
How not to waste money: Make sure your marketing message answers one critical question
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
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
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
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
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
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
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
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
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
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
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
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
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
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