Finally! It’s peak selling season in the powersports industry. And that also means it powersports training season. Are you ready? You’ve checked off product inventory on your lot, scheduled new marketing and refreshed your parts department. But have you spent time training your sales team on the latest economic challenges and compliance regulations? Don’t put your revenue at risk. Train your team to perform at their best with EFG’s optimized training courses.
Every step in the powersports sales process – from the initial buyer consideration to rolling that unit off the lot – requires a unique set of skills from every team member. Shifting product offerings, changing consumer concerns, and emerging ways to leverage data are all factors’ powersports dealers need to keep in mind as they empower their teams for success. Our Powersports F&I Producer training is the key to ensuring team members are operating at peak performance.
Powersports Training for a Marathon…Not a Sprint
It’s easy to look at the summer sales season as a three-month sprint. A savvy powersports dealer knows better. In this largely recreational market, smart sales teams focus on a needs-based approach designed to meet the customer’s goals. Focus your training on understanding your customers’ needs, wants, and goals and you’ll increase your chance for the sale.
Make sure your team understands the importance of repeat business to their own pay plan – whether for the sale of a new unit or important maintenance and service. Building a relationship takes time and should be cultivated through numerous touch points. Every person on the team plays a role.
F&I Can Keep That Vehicle on the Road
By their nature, recreational vehicles demand good maintenance habits. Nothing is more disappointing than a vacation spoiled by a dead or broke-down unit. Good relationship selling puts consumer protection products front and center – either at the time of sale or on the service drive. Products such as Million Mile Powertrain Protection covers that bike or watercraft for its lifetime. Million Mile Limited Battery Protection will prevent your customers from hearing that dreaded “click, click, click” right when they’re ready to hit the road or trail. And Pre-Paid Maintenance ensures worry-free ownership. These products and more support your customers, differentiate your dealership, deliver valuable revenue at the sale and keeps those buyers coming back for service.
Looking at recent news on the economy and customer sentiment, you might think spending money on training is the last thing you need to do. You might want to rethink that position. Take a look at the chart below, which outlines what a$2,000 training investment yields for a retail automotive F&I trainee – $206,400 in revenue, per producer, per year! The same type of results can be seen in powersports training. How would you feel about a100x return on your powersports training investment? With this type of result, a dealer principal would be foolish not to make the investment.
At the end of the day, your employees are your best assets and your prime sales season is now. Train like you mean it. EFG is here to give you the tools. At EFG Companies, we’re more than an F&I provider, we’re your business partner in the retail powersports industry. Contact us today to learn more about how our team can help you achieve your winning strategy.
Connect with Adam Ouart on LinkedIn, or contact him directly at 972-249-7288, or by email at aouart@efgusa.com
