Posts Tagged ‘magazine’

These words are for you

September 29, 2011

Writing for a living is a strange thing. You put words down. You send them out and hope that someone reads them. And then you do it all over and over. It’s either an exercise in optimism or the most futile profession on the planet.

And then there was my editor’s note from our September issue, “You love what you do. Right?” This one seemed to stir something in our readers, perhaps the same thing that prodded me into writing it.

From the dealernewsblog.com, 2Big2Ride says this, “Makes you ask yourself how much energy do we all expend over the things we cannot control while being distracted from the positive things we can influence and control?” Agreed. (Though my agreement runs a few words shorter.)

And Lori Alminde brings it right into the powersports fold: “I work as a sales rep and I love my job more than anything. I’m a biker first, a sales rep second. … I don’t wanna do anything else in my life. I love what I do. I even have my two bikes in the living room.” Now those are some interior decorating skills I can appreciate.

Most agreed on one main point: There’s way too much negativity in an industry that is rooted in pure, unadulterated fun. Yes, times are bad, but let’s all be thankful we didn’t take the Al Bundy route to Shoe Sales Hell. Our own service columnist, Dave Koshollek explains things pretty well with, “The good thing about this business is the passion everyone has. The bad thing about this business is the passion everyone has. Time to put that passion in check, step back and realize that anyone involved in the powersports business is better than anyone not involved in the powersports business.” Thanks, DAKO.

On to other things …

¡Viva la evolución! so say the T-shirts and bumper stickers. And evolve we must for nothing stinks likes stagnancy.

In the pages of Dealernews. On the floor of Dealer Expo. In the dozen stops of the Progressive International Motorcycle Show. In the quiet corners of our own lives. We need tweaks, nips and changes to stay fresh, to keep moving.

Click on through our e-zine and you’ll likely see some new faces and names in the pages of this Dealernews.

One of the first new partygoers you’ll see is Rod Stuckey, founder and president of Dealership University who, along with EVP Tory Hornsby, will be penning monthly columns on Sales and Marketing best practices. For October, Stuckey offers advice on how to foster a good online reputation and encourage positive reviews by offering excellent service. Hornsby is up next for a lesson in Sales — stay tuned.

Another newcomer that will be appearing monthly is a feature that’s chockfull of data from ADP Lightspeed’s Data Services team. The info (p. 31) is the result of a partnership between Dealernews and ADP Lightspeed meant to provide dealers with a real-time snapshot of what powersports units consumers are buying.

The ADP Lightspeed Product Mix report uses information gleaned from a sampling of dealers using the LightspeedNXT DMS to compare units sold, by segment, on a month-to-month basis compared to 2010. See what segment is losing share while others are picking it up. Also, learn which segments are bringing in more sales revenue and which are decreasing. The goal is to give dealers some insight into what mix of units from each segment can help improve profitability.

The remainder of this issue is filled with the fresh and insightful news and features you’ve come to expect. If you’ve noticed from our cover photo, our feature dealer is of particular interest. While some battened down the hatches in the doldrums of 2008, Bill Comegys kicked into high gear at Grand Prix Motorsports in Littleton, Colo. I don’t want to give away the story, so here’s the short version: Comegys converted some unused space into Grand Prix Guns, and the firearms store will make up for 10 percent of the store’s total gross this year. Nicely done.

So, turn a page or two and check out some of the words we’ve laid down for you.

Dennis Johnson

Editor in Chief

dennis.johnson@dealernews.com

Modern Selling: Creating a Friend

November 3, 2009

By Guido Ebert

Research shows that the two main reasons consumers often dread visiting motorcycle and automobile dealerships are 1) the disrespect inherent in being ignored while on the showfloor, and 2) the way in which salespeople tend to descend upon them like hawks on a field mouse. Polar opposites, but equally harmful to the selling process.

I make it a habit of visiting the five local dealerships near my home in the Minneapolis area. While I’m greeted like a long-lost friend at three dealerships — Hitching Post Hopkins, Leo’s South and Scooterville — at the fourth dealership, I often spend 20 minutes walking the showfloor, milling around the Ducati, Triumph and KTM sections, without anyone speaking with me. At the fifth dealership I’m followed around like I’m a thief on the prowl, explained every vehicle or product I stop to take a look at, and never left to simply enjoy the practice of “browsing.”

Ignoring the customer has obvious drawbacks and has long been taught to be among the top reasons for losing a possible sale, but is attempting to capture and control the customer — considered a “must-do” in many sales textbooks — any better for the selling process?

Some sales trainers working in the industry now say selling shouldn’t be a matter of controlling the customer, but a matter of creating a fan of (more…)