What are others saying about PSI?
BusinessWeek Mercedes, Lexus top ranking of U.S. dealerships
Autoline Detroit The Best Sales Experience
Learn how to get your first PSI evaluation for your dealership FREE.
Questions?
Call Us:
+1 (800) 564-3268
(USA & Canada)
+1 (831) 240-0126

Pied Piper Management Company, LLC on Facebook Pied Piper Management Company, LLC on YouTube Pied Piper Management Company, LLC on Twitter


WEB SITE VERIFIED - STARFIELD SECURED

Recent Press - motorcycle

View all articles or select industry below:

ALL       Automotive    Motorcycle    RV/Marine    RSS RSS Feed

PowerSports Business How to get your customers to say, “I'll take it”

PowerSports Business
How to get your customers to say, “I'll take it”

March 2011

How do some experienced salespeople make selling motorcycles seem so easy? The simple answer is that they have mastered three basic steps: trust, understanding and value. Yes, the motorcycle sales process consists of many more than three steps, but these three often separate the beginners from the pros.

» View PDF of Article (291.4 KB) PDF Document



Powersports Business Blog How to avoid, “No thanks, I'm just looking.”

Powersports Business Blog
How to avoid, “No thanks, I'm just looking.”

January 2011

Salesperson asks, “Can I help you?” Shopper answers, “No thanks, I'm just looking.” Ten minutes later the shopper walks out the door. The shopper was interested in motorcycles. You are interested in selling them a motorcycle. What was the problem?

You heard what the shopper said, but this is what the shopper was thinking, “I'm psyched to be looking at these motorcycles, and if you were my friend, I would tell you all about what I like and don't like about these motorcycles. But I don't know you. You're just a salesperson, not my friend.”

Most of the very best salespeople (in any industry by the way) don't succeed from superior product knowledge. Top salespeople succeed from being able to take a “stranger” and very quickly make the customer feel comfortable with them.

» View PDF of Article (339.1 KB) PDF Document



Powersports Business Blog Will you surrender to ‘creative destruction?'

Powersports Business Blog
Will you surrender to ‘creative destruction?'

December 2010

In business, the term “creative destruction” applies to successful new ventures rising out of the ashes of other failed businesses. We watch a typewriter manufacturer go out of business, but find that its building and its employees are snapped-up by a new supplier to the computer industry. Or newspapers lose circulation and layoff journalists who instead find jobs making online publications successful. How does the “creative destruction” concept apply to the motorcycle industry?

» View PDF of Article (338.8 KB) PDF Document



PowersSports Business Blog Internet inquiries: Respond by e-mail or telephone?

PowersSports Business Blog
Internet inquiries: Respond by e-mail or telephone?

November 2010

More than 80 percent of today?s motorcycle shoppers visit a Web site before visiting a dealership, so we shouldn?t be surprised as more and more shoppers? first contact with a dealership is by Internet/e-mail too. Successful dealerships have a defined process in place to handle Internet/e-mail leads, but is the ?best practice? to respond by e-mail or by telephone?

Some experts argue that since the customer contacted the dealership by Internet/e-mail, the response should come by e-mail too. Others argue the most effective selling only begins with a phone conversation. What?s the correct answer?

» View PDF of Article (326.7 KB) PDF Document



Dealernews Want a customer's perspective?
Try Secret Shopping.

Dealernews
Want a customer's perspective? Try Secret Shopping.

November 2010

The PSI process measures how effectively each brand?s dealerships help motorcycle shoppers become buyers. Dealers can pay Pied Piper to secret-shop their own store. The cost is $99 per salesperson evaluation, and the information is collected and viewed using a Web-based program.

» View PDF of Article (220.3 KB) PDF Document



Powersports Business Blog When was the last time you spoke with your customers?

Powersports Business Blog
When was the last time you spoke with your customers?

September 2010

Years ago, after he had created a multi-billion dollar business from scratch, Ross Perot was asked about his role at the company. His answer was ?sales.? Along with all the other obvious roles of a CEO, Perot was clear his top priority was taking care of customers and finding new customers.

How often today do owners or general managers pick up the telephone to spontaneously call a customer who hasn?t been to the dealership for a while? Turn the tables and imagine you were the customer, getting an unexpected phone call from the owner or manager of a local business.

» View PDF of Article (190.9 KB) PDF Document



Powersports Business Blog What can your dealership learn from Starbucks?

Powersports Business Blog
What can your dealership learn from Starbucks?

August 2010

Are Starbucks baristas hired only if they love coffee, or only if they already have experience making a cappuccino? And does a Starbucks manager dread losing an employee since the departing employee?s ?tribal knowledge? will be so hard to teach to a new hire? No.

The Starbucks business model embraces the fact that baristas will come and go, by making sure the processes used to run a Starbucks are written down and are simple and easy to follow. Since making coffee is such a well-defined process, Starbucks employees are taught instead to focus first and foremost on the customer. The best Starbucks employees are therefore not the ones who make the best cappuccino. The best Starbucks employees are the friendly ones who remember repeat customers, help them have a good day, and are the reason why the customers keep coming back to pay $4 for a cup of coffee.

» View PDF of Article (279.8 KB) PDF Document



About.com: Motorcycles Victory, Ducati, Harley-Davidson Top Pied Piper's Dealer Satisfaction Survey

About.com: Motorcycles
Victory, Ducati, Harley-Davidson Top Pied Piper's Dealer Satisfaction Survey

May 2010

If you've ever looked forward to motorcycle shopping but wound up feeling insulted by the sales process (or the lack thereof), Pied Piper's Prospect Satisfaction Index might hold some interest. Using 2,014 anonymous mystery shoppers, the study tracks major motorcycle manufacturers and their ability to sell their brands to prospective buyers. The study's top 14 finishers can be seen in the graph above; click to enlarge.

» View PDF of Article (317.3 KB) PDF Document



Motorcycle Product News Polaris' Victory Tops in Pied Piper Study

Motorcycle Product News
Polaris' Victory Tops in Pied Piper Study

May 2010

Polaris Industries Inc.'s Victory Motorcycle brand ranked highest in the recently released Prospect Satisfaction Index (PSI) U.S. Motorcycle Industry Study from Pied Piper Management Company LLC. Brands finishing just behind Victory's score of 107 and above the industry average of 103 were: Ducati and Harley-Davidson at 106, and BMW, Triumph and Yamaha at 104.

» View PDF of Article (200.5 KB) PDF Document



motorcycle.com Victory tops 2010 Pied Piper PSI study

motorcycle.com
Victory tops 2010 Pied Piper PSI study

May 2010

The fourth-annual Pied Piper PSI study examines how effectively a brand's dealerships help potential buyers. The Monterey, Calif., based Pied Piper Management Co. sent 2,014 anonymous “mystery shoppers” into dealerships across the country between July 2009 and April 2010. The 2010 report examined 14 brands. Brands were rated based on a number of factors to produce an overall score.

» View PDF of Article (403.1 KB) PDF Document