Latest OnLine Editon  Read Here

THE GOOD FIGHT: Paul John, executive director of the Georgia Independent Automobile Dealers Association, discusses how the association fought against state legislation that would have raised the taxes on used-car purchases.

BMW Motorcycle Dealers Ranks Highest

BMW Motorcycle Dealers Ranks Highest Featured

BMW motorcycle dealerships were the top ranked brand in the newly released 2017 Pied Piper Prospect Satisfaction Index U.S. Motorcycle Industry Benchmarking Study. 
The study measured treatment of motorcycle shoppers who visited a dealership, with rankings by brand determined by the Pied Piper PSI process, which ties “mystery shopping” measurement and scoring to industry sales success.
Harley-Davidson dealers were ranked second, while Polaris Industries’ Indian brand and Audi AG’s Ducati brand finished tied for third.
Five years ago, BMW dealerships performed below the industry average, with a PSI score of 98, but since then the BMW average PSI score has improved every year as sales behaviors have changed.  For example, compared to their performance five years ago, BMW dealers in 2017 were 50 percent more likely to mention test rides, were 60 percent more likely to encourage going through the numbers or writing up a deal, and were 30 percent more likely to ask for contact information to allow follow-up.
Brands showing the greatest overall improvement over the past year were Husqvarna, BMW, Triumph and Yamaha.  Brands with declines from 2016 to 2017 were Ducati, Aprilia, Zero and dealerships selling the Polaris Slingshot.  Eleven of 16 brands improved, which generated an industry average PSI score of 110, a one-point increase from 2016, and the highest score Pied Piper has measured for an annual motorcycle industry study.
Sales process steps with the greatest improvement over the past year included involving the shopper with visual aids; attempting to forward the sale, giving compelling reasons to buy from the dealership and going through the numbers or writing up a deal.  Aspects of selling that decreased from 2016 to 2017 included asking why the shopper considered the brand, encouraging the shopper to sit on a motorcycle and offering a test ride.

Last modified on Tuesday, 16 May 2017 02:32
Rate this item
(0 votes)
ADESA Adds Dealer Services Exec

ADESA Adds Dealer Services Exec

ADESA has named Steve Dudash vice president of dealer services. In this role, Dudash will lead the company’s more than 300 dealer sales professionals nationwide...

Mazda Recalls Vehicles for Airbags

Mazda Recalls Vehicles for Airbags

Mazda North America Operations (Mazda) is recalling 205,377 2009-11 Mazda 6, and 2007-11 CX-7 and CX-9 vehicles. These vehicles are equipped with certain air bag inflators assembled as part of...

  • CarMax CEO Retires
    CarMax CEO Retires CarMax Inc. announced that Tom Folliard retired as chief executive officer of CarMax, effective Aug. 31. As part of this previously reported management succession plan, CarMax’s Board of Directors elected…
    Written on Friday, 02 September 2016 14:35
  • Autotrader Spotlights Best CPO Deals
    Autotrader Spotlights Best CPO Deals Autotrader announced its Top Picks for Certified Pre-Owned Deals for September. In September, Acura is offering a new car financing rate for used vehicles: 0.9 percent interest for up to…
    Written on Friday, 09 September 2016 19:35
  • EFG Names Judges for Northwood Contest
    EFG Names Judges for Northwood Contest EFG Companies announced the judging panel in the 2016 F&I Innovator of the Year competition. The judges will select a winning F&I product idea from one of six teams currently…
    Written on Wednesday, 02 November 2016 18:39
  • FTC Hosts Disclosure Workshop
    FTC Hosts Disclosure Workshop The Federal Trade Commission has announced the agenda for its Sept. 15 workshop, Putting Disclosures to The Test, which will include 22 presentations covering a wide variety of topics on…
    Written on Tuesday, 23 August 2016 14:09
  • Carvana Expands To Virginia
    Carvana Expands To Virginia Following a series of launches in Florida, used-car retailer Carvana is expanding into Richmond, Va. The launch in Richmond marks Carvana’s fourteenth market, and the company’s first location in the…
    Written on Saturday, 02 July 2016 21:08
  • Firm Offers Inventory Solution
    Firm Offers Inventory Solution Drivin now offers DealerSelect, an exclusive program that offers custom vehicle recommendations for dealerships based on customer purchase behavior, dealer demographics and local market demand.The program gives dealers access to…
    Written on Tuesday, 06 September 2016 14:48
  • AG Sues Dealer for Missing Titles
    AG Sues Dealer for Missing Titles The Ohio attorney general announced a lawsuit against a Dayton used-car dealer accused of failing to deliver motor vehicle titles to consumers. The lawsuit seeks reimbursement from Ashley Alexander, doing…
    Written on Wednesday, 21 September 2016 19:11
  • MANHEIM Adds Retail Solutons Site
    MANHEIM Adds Retail Solutons Site Manheim opened its new Retail Solutions Center in a renovated 50,000-square-foot facility in Flat Rock, Mich., to provide Detroit-area dealers with greater access to high-quality services that produce retail-ready vehicles.…
    Written on Tuesday, 19 July 2016 15:31
  • Manheim Expands Image Offerings
    Manheim Expands Image Offerings Manheim has nearly tripled the availability of Enhanced Vehicle Imaging (EVI), expanding from 25 to 74 auction locations throughout North America. EVI provides a consistent set of quality high-resolution images…
    Written on Tuesday, 27 September 2016 14:19
  • Families Find Cars Too Small
    Families Find Cars Too Small A recent survey found that moms and dads shuttling multiple children around in sedans are less satisfied with their cars than those driving larger capacity minivans and SUVs. The CarGurus.com…
    Written on Tuesday, 20 September 2016 15:20