Research – Plan – Execute
A few weeks ago, I visited a dealership and asked to review their spiff program. When I flipped to page two, it was clear there were multiple issues to address. Not only had the dealership essentially ceded control of their
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I really enjoy being able to make provocative statements. Seven years ago I sat in on a presentation detailing how to set up a Business Development Center (BDC). Got to admit, I was all in, it made a lot of
Read moreAs I prepare for each of my Spader Business Management 20 Group meetings, I look over a set of economic indicators that I believe are indicative of how the economy is functioning and how it’s expected to perform. I’ve assembled
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This was the first editorial I ever penned. While my most controversial piece, I also feel it was the one that has the most potential to improve our industry Powersports Business February, 2022 – Without Factory Support – Can Anyone Fix
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Ask dealers to look back at the last year and identify which vehicle sales turned into nightmare deals and you’ll get a consistent set of answers Complainer – From the start, the customer treated the staff rudely Grinder – Transaction
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When I was in 8th grade, my math teacher was also my track coach. I’m sure there are some differences between teachers and coaches. Teaching is about the fundamentals. It’s often a repetitious transfer of knowledge, all while trying to
Read moreInteresting story I’ve always seen it as hypocritical that our suppliers want to end each month without any inventory in their own warehouses, but they are fine with dealers being jammed up with excess stock. All they have done is
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A Ghost Customer (GC) is a person who reaches out to his local dealership, can’t find what he/she is looking for, and then reaches out to a multitude of other dealers looking for that same vehicle. In the end, every
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0% down is great for dealerships who hate repeat customers. I know that it sounds perfect for those people on the sales floor and makes things easy for your employees, but it’s still a bad idea. Even when the lender
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Business has been good. Process and procedures have gone out the window. Many customer experiences are not good. As Rollick gains momentum in the industry, I asked them to dig in to their customer feedback to answer a few questions I had?
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Optimists often call me a pessimist, but I call myself a realist. I make decisions off the data at hand. For most powersports dealers it has been a good year, with the demand in unit sales more than making up
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I’m a soldier. On the battlefield trust is a trait you don’t have time to think about. There is only one way for me to trust you, and that is for you to earn that privilege. I’ll never trust someone
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Solid article from Roadracing World Publishing on the recent strength of the powersports industry. My discussions with dealers over the last couple of weeks sound like business is settling down a little bit, but still ahead of the same time period in
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For those who don’t know, PAC is a reserve that some dealers take off the margin of new and used vehicle sales. Often times it’s represented as the money needed to cover advertising and other business expenses. Other dealers just
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My daily discussions with RV dealers have not been as promising as what I’m seeing in the powersports industry, but there are some outliers who are making it work. Regional lockdowns appear to be hitting the RV dealers in a
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Recently, we’ve seen lots of OEMs promoting home delivery, and while I don’t deny that it’s something that we need to confront, there’s a lot more to it than just hiring a delivery driver. – OEM Dealer Agreements – Many
Read moreSteve Shankin makes some great points about the powersports industry and the opportunities that exist for dealers who play in the UTV segment. This is not a short video, but it contains a lot of critical data. We’ve been selling Seizmik
Read moreWhat type of person will be the most successful at sales, an introvert or an extrovert? The answer might surprise you. Something to think about when you make your next hire. #Management #Sales #Introverts #Extroverts #Motivation
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Just because we have done something one way for years, it doesn’t mean that the old method is right for the modern times. We’ve never had hang tags on the vehicles on our showroom (I know some States mandate this,
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