PSI® Omnichannel Fact-Based Mystery Shopping®
Recent Press - Motorcycle (Page 9)
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Powersports Business
Test Rides: It Works - Kissell Motorsports, from State College, Pennsylvania<br>Top Customer Service Tools of the Trade: Using Pied Piper PSI to Identify and Learn from 'Elite' Dealerships
March 2010
Powersports Business approached three companies: Yamaha Motor Corp, American Suzuki Motor Corp and Pied Piper Management Co to identify ‘elite' dealerships nationwide, and to find out what these elite dealerships do differently. While both Yamaha and Suzuki shared data from traditional customer satisfaction surveys used to measure dealership performance, Pied Piper shared data gathered from PSI “mystery shoppers,” who act as fact gatherers to ... Read More >
Powersports Business Blog
Do Customers Always Know Best
February 2010
Henry Ford once said, "If I had asked my customers what they wanted, they would have asked for a faster horse." What about your customers? Do you call your customers to ask them about their sales experience in your dealership? If so, good for you, since the very act of following-up with customers will sell incremental motorcycles. However, don't make the mistake of taking customer feedback for gospel when it comes to measuring how your ... Read More >
Powersports Business Blog
Where to Find the Easiest Customers
January 2010
At your dealership the workday begins with thousands of customers who already know your dealership, already know your products, and are without question the most likely source for new sales at your dealership. Yet, these customers will tell you that it's very unusual for them to ever hear from one of your salespeople. Read More >
Powersports Business Blog
How Do You Sell 29 Percent More Motorcycles?
November 2009
A courteous, knowledgeable salesperson isn't enough. The most successful salesperson is an enabler, a cheerleader, an ally in supporting and justifying the purchase of a motorcycle. Customers who work with an excellent salesperson will nearly always describe that salesperson as helpful. "Helpful," that's the key word, whether the salesperson is helping the prospect choose between two different models or picking up the phone to call a prospect to ... Read More >
Powersports Business Blog
Give Customers Another Reason to Buy
October 2009
Most dealership owners have figured out that they need to sell their dealership to customers and not just sell the products carried by their dealership. On the other hand, the facts say that most salespeople are focused solely on selling a product and not the dealership. In fact, when we recently measured nationwide how often a motorcycle salesperson gave compelling reasons to buy from their dealership, we found that it happened only 34% of the ... Read More >
Powersports Business Blog
Do You Prohibit or Require Your Salespeople to Mention F & I?
August 2009
Visit the most successful motorcycle dealerships and in nearly every one you will find an F & I manager. For good reason too given the incremental profitability an F & I manager generates. Some dealerships with F & I managers take it a step further and forbid their salespeople from making any mention of financing. After all, the possibility of mistakes and litigation today makes it dangerous for anyone other than the experts to talk about ... Read More >
Cycle World
Ups & Downs: Up to Pied Piper PSI
July 2009
Up to customer service, for showing us that dealers care in the Pied Piper Prospect Satisfaction Index (PSI) U.S. Motorcycle Industry Study. The independent study sent more than 2000 anonymous “mystery shoppers” into motorcycle dealerships across the U.S. to observe and determine how customers are treated when shopping for a motorcycle. “For the motorcycle industry as a whole, the 2009 PSI results showed widespread improvement in the way ... Read More >
Powersports Business Blog
You Really Don't Want to Buy that Brand
July 2009
A motorcycle buyer arrives at a dealership interested in buying a certain motorcycle, but when he speaks with a salesperson, the salesperson mentions advantages of another brand instead, in the end convincing the shopper to buy a different motorcycle. How often does this scenario happen? How often does a shopper asking about a Honda CBR ride off the lot on a GSXR, or vice versa? The facts say that industry-wide, salespeople try to push 13 ... Read More >
Powersports Business Blog
Offering Test Rides - Is it Worth the Effort?
June 2009
Fact one: Today when a motorcycle shopper walks through the door of a dealership, 77% of the time there will be no mention at all of the possibility of a test ride. Fact two: Motorcycle dealerships which offer test rides to prospects at least three-quarters of the time retail on average 43% more motorcycles than those who do not. Few dispute the fact that test rides sell motorcycles, so why do so few dealerships figure out how to offer test ... Read More >
Road Racing World.com
Ducati Gains Market Share In United States
May 2009
New Dealership Openings and Highest Ranking in Prospect Satisfaction Index® Contribute to Company Success Nationwide Cupertino, Calif. (May 20, 2009) – Ducati North America is delighted to announce a significant boost in market share across the United States for the first quarter of 2009. Despite adverse market conditions and a drying up of consumer credit, Ducati is attracting a bigger share of the market than ever before. "Ducati has come a ... Read More >
