You just got back from a great show, but despite your best efforts, some meetings with prospects didn’t lead to a sale. Not so unusual, is it? You also realize that you didn’t see some potential buyers that you were sure would visit your booth over the weekend. Now what do you do to start building a relationship with these two pools of prospects? Read more >>
Scenario: A man visits a Midwest dealership looking for a cruiser class motorcycle. The salesperson asks about his favorite local places to ride and learns he is new to the area, having moved for his new job. The man has done his research, decided on a bike, and the bike is in stock. Continuing the sales process, he completes a credit application. The credit results are not good – nothing catastrophic, but the score is below the manufacturer requirements and alternate source minimums. The prospect is surprised at the news. He explains he has paid down balances incurred while he was unemployed and always had decent credit in the past. A co-signer is not available, as the customer is single and new to the area. His down payment is fixed, as he has incurred costs associated with the move. The prospect leaves the dealership embarrassed and disappointed. Read more >>
Tags: economy, F&I, follow-up, Mark Hoadley
Recently, I’ve seen a noticeable increase in the adoption of QR code marketing. QR codes are appearing on just about anything now, from yard signs to business cards. Whenever I have the opportunity, I scan QR codes just to see how marketers are using them. Oftentimes I am presented with a general link to a website page with little to no reward for the user scanning the barcode. I’ve even scanned a QR code on a website only to be presented with a link to the home page of the very same site. So, are QR codes just the latest marketing gimmick, or is there a real benefit to marketers and the audience they are trying to reach? Read more >>
Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all have something in common: they regularly change their in-store displays. Whether it is Gander Mountain, Bass Pro Shops, or your area’s most successful car dealership, you can be sure that if you compare what you see today, it is different from their retail displays a month ago. Read more >>
Most new prospects who visit a dealer’s booth for the first time aren’t ready to commit on the spot. In fact, most sales are closed with prospects that dealers have been working with for a while, even as far back as past shows. Motorcycles, ATVs and other powersports products are luxury purchases that often require a long-term research and buying process, so this first visit usually marks the beginning of the sales process, not the sale per se. Read more >>
A real customer scenario: A customer purchases a new major unit – a snowmobile – from his favorite dealer. As part of the purchase he also spent $1,500 in performance parts, $900 in service work to install them and $500 on a new jacket to match his sled. His total expenditure is more than $15,000. Read more >>
Many dealerships have joined the rapidly growing number of businesses choosing to establish a brand presence on Facebook. Hopefully your dealership has not only set up a page on Facebook, but you are starting to get into the groove of posting engaging content on a regular basis. Now it’s time to take your Facebook marketing to the next level and focus on increasing your fan base. There are many easy ways for you to take an active role in increasing your number of Facebook fans. Read more >>
Earlier this year, New Jersey Gov. Chris Christie signed a bill into law allowing Sunday motorcycle sales. While pushing for the change in law, New Jersey motorcycle dealerships observed that many of their customers had been crossing over the state line into Delaware to shop on Sundays. Read more >>
Scenario: A customer purchases a new ATV from his local dealer. The next year he goes back to purchase two additional units from the same dealer as both his wife and his son have enjoyed riding as well. In preparing for a family ATV vacation, he finds the battery for the original unit will no longer hold a charge. Read more >>
We’ve barely bid a fond farewell to summer and already it’s time to start welcoming in the holiday season. To provide you with a jumpstart on your planning, we’ve included these suggestions to help you boost your holiday sales. Read more >>
