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Florida Motorcycle Dealer Association Sam Dantzler

Florida Motorcycle Dealer Association Sam Dantzler. Plan A or Plan B?. What I’m NOT here to do…. Champion a cause. Tell you what you are doing wrong. Tell you what I think. Agenda. As an industry, where are we? What’s the message? What’s possible? New Thinking/Products Can we help?.

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Florida Motorcycle Dealer Association Sam Dantzler

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  1. Florida Motorcycle Dealer AssociationSam Dantzler

  2. Plan A or Plan B?

  3. What I’m NOT here to do… • Champion a cause. • Tell you what you are doing wrong. • Tell you what I think.

  4. Agenda • As an industry, where are we? • What’s the message? What’s possible? • New Thinking/Products • Can we help?

  5. Dealer Base • 2003 = 6250 franchised dealers • 2006 = 7500 franchised dealers • 2007 = 6500 franchised dealers • 30 got “picked up” • Almost a 13% decrease in 1 year • Conclusion?

  6. MIC Statistics

  7. RPMG– Comparison

  8. F&I – Comparison

  9. Where is the headroom? • “It’s not where you are it’s how you are.” • “Elevator guy” • Value of a door swing? • Swings up 12% H-D and 16% Metric, yet Greets down 18% H-D and 8% Metric

  10. Fuel costs • Fuel economy = used bike justification • Consumer reports study - 26% of responses considered giving up their car with 18% looking at a motorcycle • “Need Based Buyer”?

  11. Two-step sales process • Greets • Psychology versus structure • Easy on salespeople – tough on team leaders and managers • Exponentially more intense • Camel or horse?

  12. Value of training • When the student wants to learn, training ALWAYS works. • Only difference is customer experience • If “show” is good, customer buys on experience, not price. • Do you spend time with employees and customers, or do you invest time with them?

  13. Teamwork • Manager frustrations? • Departmental communication • Expectations? • How many business units under one roof? • MUST make it easy to buy for customer, and MUST create show. • Solution? TEAMWORK

  14. Advertising/ Marketing • 1.5% H-D and 1% Metric • Not conventional media • Events • Need to be a destination • HOG chapter as greeters • Loyal TV

  15. Owner Orphan Base • What is your turnover rate? • 200-plus percent? • How often do people trade up on motorcycles? • Where are they???

  16. MUST have a CRM • Traffic Log Pro • Automated T/L • 18-11-3-1 • Polaris Test program – More OEM involvement • Call Log Pro (CLP) • Customers for Life (CFL)

  17. Can we help? • 90-Day Online training • “Hitting & Blocking” DVDs • Training DVD’s • Reports/Database • Website Access/Chat Rooms • MDPs • Monthly in-dealership trainers

  18. Update 2009 • January 24-26, Atlanta • For managers • 42 modules with 15 presenters • Industry Partner involvement • Train up, or train out

  19. Profit Gap Analysis

  20. Escapism • As a category, who makes the most money in the US? • Booze, chocolate, cycles • Who participates? • Powersports is inclusive! • Cycles, ATVs, boats, RVs

  21. Thank you! Q&A? • Sam.dantzler@assurant.com • Cell 720-236-7296 • RPM Group (Assurant 20 Clubs) 303-338-1122, Dean Morton

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