1 / 21

Repeat Business

Repeat Business. Sam Dantzler Powersports Industry Consultant. Sam Dantzler - President Junior Inc, Founder, Sam ’ s Powersports Garage. Former President and CEO of RPMG Long-time industry trainer with Lemco Management Group Moderator for H-D Performance Groups

tanek
Télécharger la présentation

Repeat Business

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Repeat Business • Sam Dantzler • Powersports Industry Consultant

  2. Sam Dantzler - President Junior Inc,Founder, Sam’s Powersports Garage • Former President and CEO of RPMG • Long-time industry trainer with Lemco Management Group • Moderator for H-D Performance Groups • Moderator for Triumph Performance Groups • Independent consultant for H-D, Triumph, Polaris, Ducati • Enthusiast having owned 56 motorcycles

  3. What do you actually sell? • Boats? • Finance? • Parts & Accessories? • Time or Labor? • You sell ESCAPE

  4. Purchase, Experience, Behavior

  5. Experience trumps all • The Lexus Experience • Harley's in the Winter

  6. Welcome to your Bucket One • What is YOUR Bucket One? • WHY is it your Bucket One? • What percent of America owns a powersports prod? • 7%, simple math • 3-4%, reality

  7. Bucket One, Con’t • This IS their Bucket One! • We look for opportunities to part with our money inside of our own Bucket One. • Trunkie

  8. Clerking vs. Selling • Can I help you? • May I help you? • Is there something that I can help you find? • Are you finding everything all right? • Can I point you in the right direction?

  9. Perception is Reality ! Jack Pelton – CEO Cessna Chairman, President and CEO for Cessna Aircraft Company

  10. Customer Inclusion in the Show • Ignored. Didn’t care. Employees laughing and joking, etc… • Perception is Reality. Include him/her! • FISH! • Attitude • Play • Make Their Day • Be Present

  11. The Show Scott Fischer Former multi-line metric dealer Currently owns 4 H-D dealerships

  12. A Premium Brand… • Brand is the dealership • Competition is the marketplace • Giving the dealership tour, telling the history • Goal of the store is, “Wow, what an experience • Retaining existing customer base for current & future sales

  13. Follow-Up, how/when/how often?? • What is “Follow-up?” • Who do you take calls from? • How many touches until purchase? • What’s your goal of the “touch?” • 1 - Leverage the relationship to drive traffic • 2 - Leverage the traffic to expedite touches

  14. Follow-Up, how/when/how often?? • Respect the manner in which the customer wants to be contacted (phone, email, text) • QR Codes!

  15. Keep Score • “Come over and watch the game!” • Your emotion is tied to the score of the game. • Everyone wants to WIN. You can’t WIN if you don’t keep score.

  16. Keep Score! • What is your current closing percentage? • What is your current F&I PUS? • What is your current Line Item per ticket (LIPT)? • What is your current Open-2-Buy? • What is your current P&A per Repair Order?

  17. What’s the OTHER triangle worth? • Salespeople typically stop at, “Tail lights down the road.” Per the MIC, how often will that person trade up?

  18. Cultivating or Harvesting

  19. Summary • Experience & people over product • Establish relationships • Leverage relationships to drive traffic • Keep score • Hold yourself and employees accountable • Create customers for life • The sale ends when YOU do

  20. How to find me! • Sam Dantzler www.samdantzler.com sdantzler@samdantzler.com, OR www.samspowersportsgarage.com sam@samspowersportsgarage.com

More Related