Repeat Business

• Sam Dantzler• Powersports Industry Consultant

• 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

Sam Dantzler - President Junior Inc,

Founder, Sam’s Powersports Garage

• Boats?• Finance?• Parts & Accessories?• Time or Labor?

• You sell ESCAPE

What do you actually sell?

Purchase, Experience, Behavior

• The Lexus Experience

• Harley's in the Winter

Experience trumps all

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

• 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

Welcome to your Bucket One

• This IS their Bucket One!• We look for opportunities to part

with our money inside of our own Bucket One.

• Trunkie

Bucket One, Con’t

• 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?

Clerking vs. Selling

Jack Pelton – CEO CessnaChairman, President and CEO for Cessna Aircraft Company

Perception is Reality !

• Ignored. Didn’t care. Employees laughing and joking, etc…

• Perception is Reality. Include him/her!

• FISH!–Attitude–Play–Make Their Day–Be Present

Customer Inclusion in the Show

The Show

Scott Fischer

Former multi-line metric dealer

Currently owns 4 H-D dealerships

• 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

A Premium Brand…

• 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!

Follow-Up, how/when/how often??

• “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?

Keep Score!

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

• 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

Summary

How to find me!

• Sam Dantzler

www.samdantzler.comsdantzler@samdantzler.com, OR

www.samspowersportsgarage.comsam@samspowersportsgarage.com