Now you talked a lot about customers and the ways that we have historically gotten in touch with them and things like that. And you’re right, everybody now has a mobile phone, but are we still utilizing the wrong channels to get a hold of our customers?
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You mentioned something about inventory; inventory management. Why is inventory management such a vital part? Such a primary aspect of your financial success as a dealer?
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We’ve been working with CRM tools, at least in the automotive industry for the last 30 years. And here we are again talking about it. You would think we would be like done with it by now, right?
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Somebody can get online, they can look in two, three, four places, but when they finally do come through your door, you need to earn their business, because they’ve already done their shopping. You’re probably going to contend with some misinformation that they’ve gathered on their own, or thought they gathered on their own.
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If you sell someone a car one month and their spouse comes in and buys another one 2 months later, you’re not exactly going to sell them another vehicle for a while. But I would think that with Powersports, these new things come out; you mention accessories and even primary equipment. It’s an opportunity to be a little more aggressive than you could be with retail Automotive Sales.
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It seems like for a salesperson managing their contact information, there are some similarities to retail Automotive. I would think that in both Industries the sales person that waits around for the door to sway and the phone to ring is going to be in last place. It sounds like there are opportunities to be very aggressive about contacting people because they want these new things. They’re not afraid to buy them. Is that true?
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We spent a lot of time dealing with Automotive dealerships over the past 20 years and helping them with customer relationship Management systems. But really honestly, what do you think is different when it comes to Powersports? Why is it such a different atmosphere and a different venue from what we’ve done in the past?
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Do you see a lot of loyalty to the individual sales person the way you did in automotive? And, do you see a level of loyalty to the individual store?
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What can a salesperson do? What does a salesperson need to change about their day in day out activities to take advantage of that, if you will? If it’s that way for them, it’s that way for everyone.
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