Steps to Selling a Tire regardless of brand
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Ask qualifying questions Determine tire choice Give info on choice Share general tire knowledge Conclude sale - PowerPoint PPT Presentation


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Steps to Selling a Tire regardless of brand. Ask qualifying questions Determine tire choice Give info on choice Share general tire knowledge Conclude sale. Step 1 - Qualifying Questions. Type of riding? Model of bike? Performance desired? Mileage expectations?

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Steps to Selling a Tire regardless of brand

Ask qualifying questions

Determine tire choice

Give info on choice

Share general tire knowledge

Conclude sale


Step 1 - Qualifying Questions

  • Type of riding?

  • Model of bike?

  • Performance desired?

  • Mileage expectations?

  • Level of experience?


2. Determine tire choice

  • Tire size?

  • Radial or bias?

  • Speed/load rating of tires?

  • Sport, Sport-touring, Cruiser, Touring, Adventure Touring…..

  • Budget?



3. Inform your customer

  • Explain special features

  • Road Hazard Warranty

  • Model specific F&B

  • Special offers

  • Premium tire


4. Share Tire Knowledge

  • Tire care

  • Common tire problems

  • When to replace

  • Tire pressure

When tire is down to wear bar it is at the minimum legal limit


Examples of Tire Pressure Guidelines

Sport

Front Solo 2 up light 2 up heavy

110/70-120/70 34-36 36-38 36-38

Rear

150/70-190/50 34-36 36-38 38-42

Touring with reinforced construction

Solo 2 up light 2 up heavy

Front 38-40 40-41 42-43

Rear 44 46 48-50


5. Concluding the Sale!

  • Does tire meet needs?

  • Are benefits clear?

  • Any other questions?

  • Accessories needed?

  • Book service appointment?

Make it seven beans and you got yourself a deal!


  • CYCLE Reader Survey on Riders WORLD & their tires

  • Visit dealership monthly - 40%

  • Tire Purchases - 59%

  • Inventory available - 31%

  • Service visits - 50%

#1 reason customer buys a tire is it’s in stock!


  • CYCLE Reader Survey

  • WORLD

  • 75% of Rider buy tires from Dealership

  • 60% purchase 1-2 yearly

  • 49% spend $200-300 yearly

  • 21% no brand preference


Tires

#1 Aftermarket Accessory!

  • Frequent inventory turns

  • Tires – high wear item

  • Sell tubes, gauges, repair kits

  • Service drive/brake systems


Match the Deal not the Price!

  • Example: Rear Tire MSRP $200.00

  • Mail order: $165.00

  • Wait for tire

  • May be additional charges

  • Installation cost higher

  • May not handle warranties

  • Dealer: $185.00

  • Tire stocked - Priceless

  • Lower installation cost - (Almost) Priceless

  • Warranty backup - Priceless

  • Knowledgeable - Priceless


If you don’t have the tire in stock:

  • Ask what & when tire is needed

  • Correctly placed orders save time & trouble

  • Tire will arrive on their doorstep on…

  • Signage shows customers what to expect

  • Customer care = repeat customer

  • Offer tech support, guarantees, returns


  • Ideas to Help Increase Sales

  • Hold tire seminars for customers

  • Webinars for staff

  • Customer PSI Check Day

  • Ladies Tech Night

  • Website training PDF’s


How Avon helps you sell:

  • Inventory & display tips

  • Confidence in product

  • 800 customer service #

  • Web site dealer locator

  • Creative programs

  • Excellent availability



Selling Avons

  • Confidence in premium product

  • 100 years in the business

  • Road hazard on sport/sport tour

  • AMAP and Shop Now programs

  • Website – fitment, testimonials…

  • WebEx training

  • Rebates

  • 800 number USA and Canada


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