Measure, Report and Improve
Pied Piper Management Company, LLC helps brands improve the omnichannel sales and service performance of their retailers.
Press - Motorcycle (Page 6)
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Powersports Business Blog September 2011
Too many hard-working motorcycle dealerships today are holding on for survival, trying to grind out a living relying on the same number of customer “ups” in a week that they used to see on any given day. First of all, yes, you are in good company; there are plenty of other dealerships in exactly the same predicament; and yes, most would agree that you and your team didn't cause the downturn. On the other hand, you and your team are the ones who can change behaviors to drive success at your ... Read More >
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Powersports Business Blog August 2011
Probably not. We know that asking for the sale is an obvious key to selling motorcycles, but we also know that on average, U.S. motorcycle salespeople ask for the sale less than half the time (48 percent to be exact). Given that asking for the sale directly sells more motorcycles, why do so many salespeople resist? Two reasons: First of all because we humans dislike rejection as much as we dislike anything. Salespeople must understand and overcome the natural tendency to avoid asking for the ... Read More >
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Powersports Business July 2011
If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of buying. No salesperson would turn away customers on purpose, but by skipping the “fact-finding” step of the sales process, a salesperson may end up making customers less likely to buy. What attracted the customer to your dealership, and why are they interested in that particular motorcycle? Armed with an answer to those questions (as well as some other probing questions, ... Read More >
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Powersports Business June 2011
The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful dealership. Dealers quickly learn that skilled and trained employees are the most important ingredient for a successful dealership operation. But what about the facility? How much of a difference does a facility make to sales success? Read More >
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Powersports Business May 2011
All but one motorcycle brand's dealers declined in their year-over-year Prospect Satisfaction Index (PSI) as measured in a benchmarking study by independent company, Pied Piper Management Co., LLC. Overall motorcycle industry performance declined across a majority of the sales process activities tracked by the study, which led to lower PSI scores for 13 of the 14 major brands. Only Husqvarna didn't decline, as it maintained its PSI score of 90 it had achieved in last year's study. “What I find ... Read More >
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MediaPost News May 2011
American and European motorcycle brands are very good at something the import brands are still struggling with: creating a strong brand affinity and satisfaction at the retail level. For the second year in a row, Polaris' Victory Motorcycle brand is the top-ranking motorcycle maker in prospect satisfaction in the new Pied Piper Prospect Satisfaction Index (PSI). Victory led the pack in areas such as providing a product walk-around demonstration, mentioning the availability of financing options, ... Read More >
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Dealernews May 2011
Victory Motorcycle has again earned the top spot in the Pied Piper Prospect Satisfaction Index (PSI) U.S. Benchmarking Study. Victory is followed by Harley-Davidson in second place, and Ducati and Triumph, which tied for third, with BMW and Yamaha rounding out the top five spots. According to the report, all of these brands scored above the industry average. The independent Pied Piper PSI study employed 1,967 anonymous “mystery shoppers” to visit motorcycle dealerships across the nation in order ... Read More >
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Powersports Business Blog May 2011
Our company applies the term, ‘museum curator' to describe salespeople who are friendly and knowledgeable and will happily answer any customer questions, but don't actively try to turn shoppers into buyers. Be careful, because when customers are asked about their experience with museum curator salespeople, the customers will often describe the experience positively, which can mislead. When customers visit a dealership they are thinking about all kinds of subjects (Should I buy the Honda or the ... Read More >
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Press Release: VICTORY MOTORCYCLE DEALERS RANKED HIGHEST BY 2011 PIED PIPER PROSPECT SATISFACTION INDEX® May 2011
MONTEREY, CALIFORNIA – May 2, 2011 – The Victory Motorcycle brand from Polaris Industries, Inc. maintained its top ranking in the newly released 2011 Pied Piper Prospect Satisfaction Index® (PSI®) U.S. Motorcycle Industry Benchmarking Study. Harley-Davidson finished second, while Ducati and Triumph tied for third, followed by BMW and Yamaha, all of which scored above the industry average. 2011 marked the fifth year for the independent Pied Piper PSI benchmarking study, which sent 1,967 hired ... Read More >
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PowerSports Business Blog April 2011
In the auto industry, we recently learned that industry-wide 36 percent of customer inquiries over the Internet remain unanswered after 24 hours. Granted, that is a car business figure, but when we measured the same figure for the motorcycle industry back in 2008, we found that the motorcycle industry responsiveness to Internet inquiries was roughly one-half of the auto industry's performance. Think about what that means. … Imagine if your salespeople paid absolutely no attention to every third ... Read More >
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What others are Saying:
"We’ve built a process at our 19 dealerships and 35 brands around Pied Piper’s mystery shop results. Bottom line? It works. We are very pleased not only with the improvements Pied Piper has helped us make, but also the great support provided."
Group VP ~ 5-Year PPMC Client
