AH, THE HOLIDAY SEASON. You know, the time when people enter your dealership looking for accessories and other items to give as gifts to themselves or others. They’re the ones who come in and head straight for the helmets. They start looking for a particular helmet or brand and then begin trying on a few as if there’s a prize for finding the perfect helmet in the fastest amount of time.
“Do you have this in a medium?” they usually ask.
“Sure!” you reply. “Going riding today?”
“No — I just want to see if a medium fits my head.”
And there it is. These types of buyers have no intention of making a purchase at your dealership that day, or any other day. They’re simply using your stock to check the fit, finish and quality so they can go home and order from an online site with some goofy name like Bart’s Bargain Bikes.