Clutch Players |
Wyckoff On Wheels |
How To Hackett |
Best Operators Club
Peak Dealership Performance |
Lessons Learned |
Practice What You Preach
Clutch Players
In MPN's newest editorial forum, associate publisher Dean Kelly and national sales manager Chad Wiggen share their sometimes opposing, irreverent yet relevant points of view on the ever-changing motorcycle industry.
Value Education Over Legislation ... My Head My Choice - July 2008
Dean promotes rider education without government involvement, and Chad believes in pro-choice for helmets, but agrees with stressing rider education.
More Than A Free Lunch - June 2008
In this installment, the guys agree that year-round event marketing is key to gaining new customers and building lasting relationships with your loyal followers.
The Motorcycle Business Sucks ... Clean Up Your Act - May 2008
Chad refutes the doom and gloom rumors still running rampant in the industry, and Dean chimes in with some tips as to how you can keep your shop on top during lean times.
Wyckoff On Wheels
Our lead columnist and self-proclaimed "consumer terrorist" John Wyckoff passed away May 11, however his legacy lives on. Always two steps ahead of the game, John turned in a year's worth of columns in advance, and it was his wish that we publish them posthumously. The message John wanted to live on was the same one he told his seminar audiences: "I don't want you to agree with me... I want you to think!"
To see how readers have responded to his passing, read The Man From Dixie.
Help Wanted! - August 2007
John urges dealers to update and upgrade their websites.
Scooters & Trikes - July 2007
Although they both appeared a half century ago, two old products are new concepts again.
Finally? - June 2007
Is Harley-Davidson's bloom fading? Are consumers deciding to wait? Are there simply too many choices?
Dealing With The "Verts" - May 2007
How to identify which personality type you're dealing with - introvert or extrovert - and change your sales method accordingly.
Indian's Trail Of Tears - April 2007
Ever since the original factory closed, the Indian name has been used, abused, dragged through the mud and trampled.
Relative Vs. Absolute - March 2007
Maybe running a successful dealership really is rocket science?
A Return To The Golden Age - February 2007
Scooters are once again a growing segment of the powersports market.
V-Twin Expo Preview - January 2007
A seminar for the small independent dealer: How To Compete With The Big Boys ... And Win.
The Consolidators - November 2006
Knowing how things work is not the same as making them work.
Big Boxes and Mass Merchandisers - October 2006
The affects of the big box chain stores selling ATVs, minibikes and dirtbikes.
Red Flag! - September 2006
If your dealership is considering taking on a line of Chinese powersports products take care!
How To Hackett
Otis Hackett is the founder and president of Otis Hackett Group, Inc., a training and consulting firm based in LaPorte, Indiana. The OHG team boasts real world experience in all aspects of dealership operations.
Sales Manager Makeover - July 2008
Sales managers often end up as inventory control clerks or paper shufflers or any variety of things that have nothing to do with what they should be focused on - managing individual sales encounters with customers.
The Magic Number - June 2008
One of the hardest battles for a sales manager to wage is to achieve that crucial balance -- the fight between getting all the money and giving the bike away.
Exceptional Service - May 2008
There are just as many dealers out there working as hard as they can because they just love sharing the sport with other people.
Explosive Sales - April 2008
The best salespeople can't be managed -- they're cannons, and cannons can only be aimed.
Desperate For Repentance - March 2008
Desperate For Repentance: Release Your Inner Reactive Dealer
Dear Dealer - February 2008
An Open Letter To Dealers In A Declining Market
Check Your Motivation - January 2008
Sell with structure and integrity to weather the down market.
Who Owns This Money? - November 2007
As the economy continues to tighten up, you had better be feeling the urgency to capture customers' discretionary dollars.
Three Thieves - October 2007
Own your sales process. Believe in your sales process.
My Name Is Otis . . . - September 2007
Remember discretionary income does not mean disposable income!
Divide And Conquer... - August 2007
The three dimentions of measurement: opportunities, activities and results.
Solution Man! - July 2007
What if you can deliver equal or more value by making a few adjustments?
He Wants One . . . - June 2007
Help your customers pick out what they want and show them how to take it home.
Shaken Or Stirred? - May 2007
Like a martini, a high-performance sales team requires mixing things up.
WIIFM - April 2007
What's in it for me? -- the central theme in the agenda of every customer who has ever had to make a buying decision.
Best Operators Club
Steve Jones coaxes the country’s best dealers to share the secrets to their success outlining business practices to boost margins, increase service profitability and retain employees. This monthly Q&A is like a 20-club meeting in our reader's mailbox!
Service Department Numbers - July 2008
This column explores service department dealer data and benchmarks.
P&A Numbers - June 2008
This column explores the parts and accessories department dealer data and benchmarks.
Finance & Insurance Numbers - May 2008
F&I should be one of the most profitable areas of your business.
Pre-Owned Sales Numbers - April 2008
Pre-owned units present additional sales and profit opportunities for your dealership.
Let's talk Numbers - March 2008
Where Do You Stand? Running Real Dealer Performance Numbers
20-Clubs Go Virtual - February 2008
Find A 20-Club To Suit Your Business Needs
Winning Incentives - January 2008
New ideas for motivating sales staff.
Benchmarks - November 2007
The BOC looks at benchmarks and performance indicators to ensure that all profit centers are operating at peak efficiency.
Prized Promos - October 2007
To generate new and different promotional ideas, first list the goals you want to accomplish.
Pre-Paid Installations - September 2007
Capture more service business while increasing both customer retention and customer satisfaction.
Lost Sales, Part II - August 2007
Is your dealership missing sales opportunities? BOC presents ten reasons why dealers lose customers.
Lost Sales - July 2007
Is your dealership missing sales opportunities? BOC presents ten reasons why dealers lose customers.
Insurance Issues - June 2007
Establishing your dealership as an insurance collision repair business could be profitable for your service department.
Staffing Issues - May 2007
Are you appropriately staffed? The BOC offers guidelines and indicators to help you make staffing decisions.
Pre-Paid Maintenance - March 2007
The risks and rewards of selling pre-paid maintenance packages.
Sled Slowdown? - February 2007
Pre-season secrets for increasing profitability in the snowmobile business.
Service Department Report - January 2007
How, and what, to track when measuring service department performance.
Ten Nonnegotiable Service Department Practices - November 2006
The practices that are absolutely essential to the operation of successful service departments.
Nonnegotiable P&A Practices - October 2006
The practices that are absolutely essential to the operation of a successful parts and accessories department.
Nonnegotiable! - September 2006
The practices that are absolutely essential to the operation of a successful sales department.
Peak Dealership Performance
Not just for the top dog, Mark Rodgers, M. Ed., CSP shows every member of the team how to improve their performance for measured success. He offers up pertinent advice for department managers, sales guys, service techs and even the kid behind the counter.
12 From 20: - July 2008
Mark shares his mistakes and successes after two decades in the business.
How to Do Test Rides ... Right! - June 2008
Getting a prospect on a bike and in the wind can be the best tool to help a customer make the right purchase decision.
Do you know anyone else who wants one? - May 2008
How to ask for referrals without sounding like a jerk. (Part 2: The Process)
Leading Them On - April 2008
How to ask for referrals without sounding like a jerk.
Hot Dogs Are Not A Value Proposition - March 2008
Market Differentiating Strategies: Hot Dogs Are Not A Value Proposition
Performance-Based Selling - February 2008
What If Everything You've Been Told About Selling Was Wrong?
The New Standard - January 2008
How to adopt a performance-based sales model.
Your Performance Matters
What Do I Need To Do To Put You In This Van, Err . . . On This Motorcycle Today? - November 2007
Avoiding auto industry offenses that have a strong potential of becoming common place in the motorcycle industry.
What Do I Need To Do To Put You In This Van Today? - October 2007
The greatest risk for our industry is falling prey to the business practices that have earned the auto industry a negative reputation.
Manager Or Damager? Part II - September 2007
It's imperative that you take care of the quality employees you have. You need to manage, not damage, your staff.
Manager Or Damager? - August 2007
Retaining good employees should be up toward the top of any manager's list.
You Owe Me Another One! - July 2007
Six more ways to effectively leverage the law of reciprocity and improve just about every dimension of dealership life.
Yeah, And You Owe Me One! - June 2007
Five ways to effectively leverage the law of reciprocity and improve just about every dimension of dealership life.
Brother-In-Law Syndrome III - May 2007
Want to get things done in your dealership? Making your great ideas a reality is an art form.
Performance Based Selling Podcast - December 2007
What if everything you've been told about selling is wrong?
The Brother-In-Law Syndrome II - April 2007
Why being right isn't enough... and why Machiavelli wasn't all bad.
The Brother-In-Law Syndrome - March 2007
Change your definition of "dealership politics" and become more politically savvy.
Why Don't They Do It, Part III? - February 2007
Are you sending the right message? Additional ways to work through the issue of non-performance.
Why Don't They Do It, Part II? - January 2007
What you might do when people don't seem motivated to perform as requested.
Why Don't They Do It? - November 2006
Improve human performance and watch your dealership's performance improve!
The Myth of Motivation - October 2006
Understanding why people do what they do can mean significant improvements in how you solve your dealership performance issues.
Should You Be Committed? - September 2006
Do you perform consistently with your publicly stated beliefs and positions?
Lessons Learned
Having grown up in his family's dealership, Rod Stuckey knows firsthand how hard it can be to get targeted dealer information, so he founded Dealership University. His monthly chalk talk gives dealers the lessons they need to learn to be more successful.
Not Quite Perfect - July 2008
What can your dealership do to thrive and survive in a challenging market?
The Success Triangle - June 2008
Knowledge, action and systems can be the difference in enjoying a successful profitable business in a really fun industry.
7 Key Digital Strategies - May 2008
Seven powerful digital strategies that when implemented correctly will improve dealership performance.
Battling Turnover - April 2008
Instead of being surprised and reacting to turnover, it's a good idea to be prepared and expect it.
Marginal Victories - March 2008
Marginal Victories: Higher Volumes At Lower Margins Spell Trouble For Powersports Dealers
The Habitual Dealer - February 2008
Seven Habits Of Highly Effective Powersports Dealers
Lessons For Resolution - January 2008
Successful dealers set goals and manage by the numbers.
Get ready for Powersports 101! Dr. Nikki Sloan is in and has the answers to dealers' toughest questions.
Not Quite Perfect - July 2008
What can your dealership do to thrive and survive in a challenging market?
Powersports Sales Certification - November 2007
Selling skills are not just applicable on the showroom floor, they're also beneficial in every department in the dealership.
The Sit On - October 2007
Use the "Sit On" to get the customer emotionally involved and experiencing feelings of ownership.
Handling Common Customer Objections - September 2007
Learn to overcome six common customer objections and watch your sales soar.
Performance Tracking - August 2007
Identify areas of improvement and improve forecasting by tracking the key steps within the sales process.
Selling Skills - July 2007
The "trick" to selling more units is learning how to build more value.
Telephone Skills For The Sales Department - June 2007
Want to see your closing ratios jump from 20% to 50% to 70%? Learn how to effectively set appointments with your telephone shoppers.
Service Department 101 - May 2007
Dr. Nikki details how dealerships can increase repair order income.
Sales Department Presentation/Demonstration - April 2007
Dr. Nikki teaches how to build value by providing the customer with key features and benefits.
Work Habits - March 2007
Dr. Nikki discusses smart work habits to bolster your dealership's closing ratios.
Suggestive Selling - February 2007
Related add-ons improve sales and customer satisfaction.
First Impressions & Building Rapport - January 2007
Dr. Nikki Sloan explains how to use questions to guide a conversation.
Practice What You Preach
William Douglas Little knows a little more than the average guy about dealerships, Bill built one from the ground up! His shop, Unique Powersports, is a successful multi-line operation. Bill brings his unique style and personal experience to MPN to help his peers practice what they preach.
Old Or Out Of Shape? - July 2008
As seldom as Bill rides hard-core off-road anymore, showing off his rusty skills tends to lead to problems.
Mr. IKTO - June 2008
Bill sees past a customer's sorry attempt to bully his way to a great deal.
Multiples of Twelve - May 2008
Defining the key target-ages of the American male as it applies to our business.
Holding On Too Long - April 2008
Chalk it up to the comfort of familiarity or the avoidance of hard goodbyes.
Wasps, Dogs and Price Fixing? - March 2008
Wasps, Dogs and Price Fixing: Learn A Lesson From the Underdogs
No Problem - February 2008
No Problem: An Insight To The Regression Of A Nation
How Full Is Your Tank? - January 2008
Preparedness is paramount to survival in a tough market.
The Used Parts Salesman - November 2007
Would you try to sell a customer a used chain? Bill gets beat at his own game . . .
Bury The Cat Slowly - October 2007
Sometimes it's easy to miss the details that make reaching your goals worth while.
A Lesson In Cheap - September 2007
It was like buying a $250 50cc ATV online only to get the thing and realize that the wheels aren't in the box and the carburetor is in pieces.
From Business To Business - August 2007
We have customers all over the community, and each of them deserves our support, just as much as we want to keep theirs.