Archive for the ‘sales’ Category

Without Credit, and Clueless

October 3, 2009

j0309203“What do you mean I don’t qualify for a loan? I can easily make the monthly payments. My motor home was just repossessed a few weeks ago.”

Ever hear something like that?

David Damron, owner of Chaparral Motorsports in San Bernardino, Calif., has — many times. “People got some excess cash, so they think they can finance,” he told me in August. “And they seem to have somehow forgotten about the two repos. It’s unbelievable the amount of people that are coming in filling out credit apps that are in the high 400 scores and wanting to know why they couldn’t get financed because they’ve got the cash flow now because they’re obviously not having to make the payment on the boat or the car or the truck. They don’t understand.” (more…)

Stock Up on Graphics

September 18, 2009

EDHARDYYamahaNEWCommodities are still selling well. Everything else isn’t. That seems to be the assumption right now. But a major accessories dealer tells me that graphics are selling better than ever. Graphics are about as nonessential as it gets. What gives?

The dealer was David Damron, owner of Chaparral Motorsports in San Bernardino, Calif. Most of you are familiar with the store thanks to his mail-order ads in most of the major motorcycle magazines. I was interviewing him for the cover profile of our October issue.

“Our parts-and-accessories sales are very good,” he said, “but we’re really surprised at the amount of graphics that we are selling. I mean, it’s a different mind-set than my own. If I were counting pennies, I would make sure I had a good chain and sprocket and tires on my bike, and I wouldn’t care how scratched the graphics were.”
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Suzuki’s Mueller Moves to Glenn Roller

May 19, 2009

Hey, Suzuki dealers, been waiting to hear from Bob Mueller? Mueller was – until recently – sales development manager for American Suzuki Motor Corp. The key word here is “was,” as Mueller was caught up in Suzuki’s recent employee downsizing scheme.

But Mueller isn’t finished with the motorcycle industry. In fact, you can now find him working with Glenn Roller at the Glenn Roller Institute. You may recall The Educational Program, Roller’s comprehensive sales training program, offered through Suzuki, that promises to take any salesperson – if they are willing to study and learn – from a basic to a highly advanced level of sales competency.

The Educational Program takes the salesperson to a higher level of understanding of the sales process and teaches a sales system that raises sales efficiency (average amount of time and effort it takes to close sales). This system is so efficient that within seven minutes one can establish customer trust, discover what is most important to them and determine their financial parameters. These levels of understanding are incredibly successful because they are simple and can be applied with any personality style. This program includes a 400 page sales book, a 12 CD audio book, 190 que cards for practicing your lines, on-line exercises, and on-line results reporting to management.

I’m currently taking The Educational Program training course, a process taking four to six weeks to complete at 30 minutes a day. I’ll let you know when I’m done.

Corbin-Pacific Up For Sale

May 4, 2009
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Mike Corbin

Editor’s note: The following info is from Dealernews senior editor Guido Ebert.

Mike Corbin, founder of seat and accessories supplier Corbin-Pacific Inc., has put the company up for sale after 42 years in business.

Corbin says he’s ready to retire and sell Corbin-Pacific for $11.5 million, the company’s headquarters and manufacturing facility in Hollister, Calif., for $7.2 million, and a retailing facility in Daytona Beach, Fla., for $3.2 million. He’s also offering to work with the new owner for up to two years to ensure a successful transition.

The company is listed with a Los Angeles-based sales and acquisitions firm, Business Team.

Visit Dealernews.com for further details of the sale and a candid conversation Dealernews contributor Joe Delmont had with Corbin about how he built the company, how he sees changes in the marketing of motorcycle products, and what he plans to do in retirement.

Malcolm’s Protest Sale Gets Nationwide Attention

March 19, 2009

Interesting to note that it was USA Today that picked up Malcolm Smith’s protest sale of youth (12 and under) ATVs and dirtbikes. I’ve yet to see much (if any) coverage in the LA Times. Not sure about the Press Enterprise, Smith’s local paper, but I couldn’t find anything via Google.

I don’t know why this wouldn’t get more play in the local press given motorcycling — in all forms — is a huge part of the Southern Californiapicture-11 culture and economy. I know one place  you’ll get just about ALL THE COVERAGE you can stomach in regards to the lead content regulation effect on the powersports industry. That’s over here at Dealernews.com.

Here’s  the first paragraph of the story and a clicky to the full USA Today piece.

LOS ANGELES — Angry with a nationwide ban on sales of youth motorcycles and ATVs over lead concerns, one of the biggest dealers in Southern California plans to sell the child-size vehicles today despite potential criminal penalties.

AMA Urges Action on Youth Vehicle Ban

March 16, 2009

The American Motorcyclist Association has made available a video public service announcement regarding the ban on the sale of youth OHVs intended for kids 12 and under.

It seems that just about every day, the motorcycle industry gets more vocal (here and here) about the lead content ban. Now, AMA president and CEO Rob Dingman is urging viewers to contact their representatives. Here’s Dingman:


The Many Faces of the Lead Content Fiasco

February 25, 2009

The Motorcycle Industry Council is on a forward push to get word out about the child ATV/Motorcycle ban and its devastating impact on the industry. MIC general counsel Paul Vitrano has appeared in just about all press accounts that I’ve read about the unintended consequences of the new lead content regulations.

Now, the MIC has posted a series of videos on YouTube featuring interviews with folks across the powersports spectrum explaining what all this means to their business. With no further ado here are a couple, starting with Scorpion Sport’s Eric Anderson:

And Randy Hawkins, seven time AMA National Enduro Champion:

And Jeff Fredette, AMA Hall of Famer and ISDE legend:

More on Lead with MIC’s Paul Vitrano

February 20, 2009

Industry raconteur, Victory MC flack and Advanstar flunky Robert Pandya talks with Paul Vitrano from the MIC. The subject? Lead, of course. Vitrano explains the impact of the new lead content laws (read here) on the youth powersports market. It’s good stuff.