Repeat Business
• Sam Dantzler
• Powersports
Industry
Consultant
Sam Dantzler President Junior Inc,
Founder, Sam’s Powersports Garage
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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
What do you actually sell?
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Boats?
Finance?
Parts & Accessories?
Time or Labor?
• You sell ESCAPE
Purchase, Experience,
Behavior
Experience
Behavior
Purchase
Experience trumps all
• The Lexus Experience
LEFT SIDE = PRODUCT
RIGHT SIDE = PERSON
RX350
Brandi Dantzler
Oil Change
Sam
50K mile service
Abigail, Swim Lessons
Yokahoma Tires
Leather Chair
Jim Benson
Cappuccino
• Harley's in the Winter
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
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
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?
Perception is Reality
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Jack Pelton – CEO Cessna
Chairman, President and CEO for Cessna
Aircraft Company
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
The Show
Scott Fischer
Former multi-line metric dealer
Currently owns 4 H-D dealerships
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
Follow-Up, how/when/how
often??
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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
Follow-Up, how/when/how
often??
• Respect the manner in which the
customer wants to be contacted
(phone, email, text)
• QR Codes!
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.
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?
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?
Cultivating or Harvesting
Summary
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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
How to find me!
• Sam Dantzler
www.samdantzler.com
[email protected], OR
www.samspowersportsgarage.com
[email protected]