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Here is what mattered in powersports this week, and what each story means for your store.

Two kinds of stories this week. Brands under pressure: Triumph's first dirt bike gets recalled, MV Agusta admits it is hunting for cash, and KTM's newest bike is only as good as the allocation. And two dealers who just proved you can last. Kegel Harley-Davidson is the official oldest Harley dealer in the world at 114 years. Naults in New England is at 118 and started out selling Schwinn bicycles.

The line between the two is simple. The ones that last have more than one leg to stand on. Polaris is building sleds for the military. CFMoto is buying into an NFL stadium. Turn 14 is bringing show-only parts pricing right before the fourth quarter. The lesson for a dealer is the same one every time. New units are not the only game.

This week's rundown:

• Triumph recalls about 1,560 TF-450 motocross bikes in the US. The rocker arm can seize, the valves can break, and the fix is a whole new cylinder head. Twelve reports, one injury. This is the first real test of how Triumph backs its first dirt bike, and the owner is mad at Triumph but standing at your counter.
• MV Agusta says it is restructuring and looking for an outside investor. The statement pushes back on rumors but never says bikes are being built or shipped. What gets shaky first for an MV dealer: new units, parts, then warranty money.
• Why a cheap buy-in on a struggling brand is not cheap if the units never show up
• CFMoto is now the official side-by-side and ATV partner of the Minnesota Vikings. Close to 800 US dealers now. Why a stadium deal means your salesperson is not starting cold.
• Kegel Harley-Davidson in Rockford, Illinois, is the official oldest Harley dealer in the world. Same family since 1912. Retention is the whole game.
• Yamaha's 2027 WR450F. A new model year is a reason to call every owner in your file, and every trade is a clean used unit you sell twice.
• KTM's 2027 690 Rally. The ADV buyer spends on luggage, crash bars, and tires, and rides enough miles to keep your service bays full. The honest question is allocation.
• Husqvarna's 2027 TE300 Pro and FE350 Pro. Why the Pro badge gives your salesperson a step up and why the rider who stretches for it buys the good tires too.
• Naults Powersports has been open 118 years. It started as a Schwinn bicycle shop in 1908 and runs four stores today. Being old is the result, not the plan.
• Turn 14 is bringing buy-ready UTV parts and show-only pricing to the Sand Sports Super Show. Side-by-side unit margin is thin. The money is in wheels, roofs, light bars, and winches. Stock deep now.
• Polaris built a snowmobile for the military. You will never sell one, but it tells you the factory reads retail as soft and is spreading its bets. Smart dealers do the same.

Watch on YouTube: https://youtube.com/@dealershipfixit

Sponsor: https://ziidms.com/fixit

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Follow the Fixit Online: https://linktr.ee/dealershipfixit

MotoHunt for Dealers: https://dealers.motohunt.com

Every dealer says the same thing when the season slows down. We have no traffic. Jason White has counted the traffic, by hand, to check his door counters. His answer: you have plenty. You are just not doing good with it.

Jason has run Fay Myers Motorcycle World in Colorado for 30 years. For the last ten he has also been a GM and now VP of Financial Services at Schomp Automotive Group, the car group famous for one price, one person, one hour. He sits on the board of A2Z Sync. He runs an F&I product agency. And he co-founded One Dealer Lane. Almost nobody has lived both worlds at the top like this.

What we cover:

• Why most deals do not die on price. They die in the gaps nobody is measuring.
• Stopping the clock. The OEMs want fast lead responses. Fast is not the same as good.
• The one rule Jason lives by: you must measure to manage. Foot traffic, internet traffic, phone traffic. He has door counters in sales, parts, and service.
• Why the phone tracking excuse is dead. A VoIP system costs what your 1975 phone costs.
• Listen to your phone calls. Even your best people. If you want to get frustrated, do it on a Tuesday.
• The slow season lie. Peak season is shooting fish in a barrel. The off season shows who follows the process.
• The wait. Why a customer sitting in silence hurts more in a passion purchase than in a car deal.
• The pit pass and the dealership walk. Why they made the process longer and the timing never worked.
• The number one fix, and it sounds too simple: get the paper out of the deal.
• Why powersports pays one seventh of what auto pays for a CRM, and why it is not fair to expect the same results.
• The store with a CRM nobody uses. Some guys on the CRM, some on the DMS, some on a sticky note. How Jason forced the habit.
• The Schomp story. Lisa Schomp went one price in the early nineties, let go of the commission staff, and hired teachers. They went from third to first in market share.
• Forget one price. Think one profit. The lesson from Aaron Wallace that changed how Jason looks at every deal.
• Why Fay Myers still does not run one price, and the 190 Honda motorcycle variations that explain it.
• The line to write down: with transparency you get trust, and with trust you get speed.
• The FTC and the freight problem. Why BMW is the only OEM doing it right, and Jason's warning to an OEM this week about who ends up named in the lawsuit.
• Setup charges that are still based on labor math from the 1980s.
• F&I with no negotiation. Every customer pays the same price for every product. What it does to penetration.
• Retro before reinsurance, and the three to five products every store should carry.
• The digital menu. Three years ago Jason surveyed 100 dealers. Ten had one.
• The one thing to do this week: walk your own deal from handshake to keys and count how many times you type the same customer in.
• One Dealer Lane in sixty seconds, including the 25-year sticky-note salesman who said "I wish you had forced me sooner."

Watch on YouTube: https://youtube.com/@dealershipfixit

Connect with Jason White: https://www.linkedin.com/in/jason-white-6608b81/

One Dealer Lane: https://onedealerlane.com

Sponsor: https://ziidms.com/fixit

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Follow the Fixit Online: https://linktr.ee/dealershipfixit

MotoHunt for Dealers: https://dealers.motohunt.com

Here is what mattered in powersports this week, and what each story means for your store.

At BMW, the motorcycle side just out-earned the car side. The bikes made about 230 million euros in profit in the first half of the year. The car side saw profit fall 45%. And here is the part to chew on. Motorrad sold slightly fewer bikes and still made more money on each one. Less discounting. A richer mix. Tighter inventory. The same discipline we have heard from Harley and Polaris.

That theme runs through the whole week. The best used dealers are the ones who turn fast instead of holding out for every last dollar. And the dealers who keep saying yes to buyers are the ones with a deep lender bench, because credit scores on new loans are slipping.

This week's rundown:

• BMW Motorrad profit up 8.5% while the car side fell 45%. Why fewer units and more profit is the healthy trick, and what to tell a customer on the fence.

• Suzuki's first wave of 2027 bikes. The new SV7GX sport crossover at about $8,600, 40th anniversary GSX-R1000s, and refreshed RM-Z dirt bikes. Three different buyers from one announcement.

• Why Suzuki's reservation program is smart. It tells you which buyers are serious.

• Kawasaki recalls about 3,500 supercharged Teryx H2 side-by-sides. A drive part can break and throw metal. Stop riding, free fix, and a reason to get your best customers back in the service drive.

• Club BRP drew more than 4,100 dealers from 81 countries. The new Responsible Rider Masterclass is free safety training, and free safety training is free customer retention.

• Dealer of the Year went to Sheridan Powersports for Can-Am and RideNow Chandler for Sea-Doo.

• Honda opened its 2027 National Technician Contest. $8,000 and a shot at Team USA. Why a tech who feels seen is a tech who stays.

• Used prices are running about 10% higher than last year. Trade equity is real, and it is rocket fuel for a new deal.

• Take every trade, no matter the badge. A Honda store should still appraise the Polaris that rolls in. Wholesale what you do not want to keep.

• One caution on used. Inventory is still high, and if the brands pile on new unit discounts, used values can drift down later.

• Credit scores on new auto loans fell from 723 to 716. More buyers under 580. Why a thin lender bench is how good customers walk out.

Watch on YouTube: https://youtube.com/@dealershipfixit

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Follow the Fixit Online: https://linktr.ee/dealershipfixit

MotoHunt for Dealers: https://dealers.motohunt.com

Sponsor: https://ziidms.com/fixit

Back in May, Mike Murray told us April was the top and the market would bottom out around August. The July numbers are in. He was right.

But there is a new wrinkle. About 6,500 units crossed the block in July. A year ago it was 5,000. That is 30% more bikes at the auction, the most for any July in three years. More supply plus the normal fall slide means a lot of red on the report. Domestic cruisers down 13%. Metric down 10%. PWC down 23%.

Here is the part most dealers will miss. The actual dollars are still at or above last year in most categories. The drop feels worse than it is because spring was so strong. And the lowest prices of the year are sitting right in front of you for the next 30 to 60 days.

Mike walks through where the extra bikes are coming from, why the clean ones still bring big money while the rough ones sit, and what to do with the units you took in too high this summer. He also gives away the pricing trick a dealer shared in a 20 group meeting last week. It works.

What we cover:

• Why the slide came right on schedule, and why 2026 is still a little better than expected
• Where the extra 1,500 auction units came from. It is not repos. Repos are flat.
• More dealers are buying too. NPA saw about 10% more dealers show up this year.
• The three ways dealers use Direct Buy: the trade you do not want, the trade you are not sure about, and the unit that has aged out
• Sturgis: how NPA put numbers on non-Harley trades in a couple of minutes so the sales team could stay on the customer
• Why this is a buyer's market right now. More supply, less competition, and the northern dealers are already thinking about snow.
• The three things that decide what a bike is worth: how wanted it is, what shape it is in, and the miles
• Where the deals are. Clean low-mile bikes still get bid up. The one with a dent in the tank that needs $900 in recon is where the money is.
• The buying window: prices start climbing again in 30 to 45 days
• The unit you took in too high. Mike's answer: holding inventory rarely pays off. Cut it loose and put the money in something that turns.
• The dealer who turns his used inventory five times a year, and how he does it
• The 11,995 pricing trick
• Why clean Harleys keep pulling away from rough ones
• Why side by sides are holding up when everything else slid
• Why PWC fell off a cliff, and why not to panic about it
• Repos: flat, normal, nothing to worry about
• The $10,000 bike that is now an $8,000 bike, and the $1,000 loss that turned into $2,000 because nobody had a plan
• Book values dropping 2% to 4% on September 1, and why that is good news
• Trikes: why the book went one way and the real market went another
• The 60 to 90 day outlook
• The one thing to do this week: go watch an auction for 30 minutes

Watch on YouTube: https://youtube.com/@dealershipfixit

NPA Market Report: https://www.npauctions.com/cp/npa-market-report

Reach Mike Murray: mmurray@npauctions.com

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Follow the Fixit Online: https://linktr.ee/dealershipfixit

MotoHunt for Dealers: https://dealers.motohunt.com

Sponsor: https://www.ziidms.com/fixit

Here is what matters in powersports this week, and what each story actually means for your store.

The Dealership fiXit Rundown cuts through the headlines and tells you how the week's news lands on your floor, in your service bay, and in your next conversation with a customer. No fluff, just the stories that matter and the angle a dealer can actually use.

This week's rundown:

• BRP launches its own captive lender, BRP Financial Services, built with Octane. What a factory-owned bank means when a customer sits at your desk to buy a Can-Am, Sea-Doo, or Ski-Doo, and the upside and the catch for your store
• Blackstone's Safe Harbor buys MarineMax, the largest boat retailer in the country, for $1.5 billion all cash. Why Wall Street money moving into recreation tells you what your own store could be worth
• Can-Am reveals its 2027 side-by-sides and ATVs: a ground-up Defender HD10 with 80 horsepower, factory-installed accessory packages, a smoother Maverick R, and big 10.25 inch screens with offline maps
• What is actually working on social media for dealers right now, and why real video of your people beats polished unit photos every time
• The US and Canada tariff fight is back, with new taxes set for September 8th, and why it lands on your sticker price whether you sell north or south of the border
• The FTC and the state of Connecticut hit a Nissan dealer with a $4 million settlement over pricing. Why the same rules are aimed right at powersports and what trips dealers up
• The cheap end of the used market is drying up. A three-year-old vehicle just hit a record price, and what that means for the value of the trade sitting in your customer's garage
• The MIC bought MotorcycleIndustryJobs.com, the main hiring board for our industry, and why staffing is the quiet bottleneck choking most stores
• The profit hiding in your showroom: why how you lay out your floor and your gear wall is a real profit center most dealers treat as an afterthought
• AIMExpo 2027 is locked in for Orlando, March 3rd through 5th, and how to actually get value out of the trip

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Sponsor: https://www.ziidms.com/fixit

NADA Dealer Connect discount code: MOTOHUNT20

Most industry events are big trade shows where you get talked at all day and everyone is trying to sell you something. DealerConnect is the opposite. It is dealers sitting across from dealers, trading real numbers and real fixes, in a room built for it.

I have been to every DealerConnect since the beginning, and it has a different feel than the big shows. More intimate. More real. This year it runs September 19 to 21 at the Hilton in downtown Columbus, Ohio, presented by AppOne, and it is the biggest one yet.

I sat down with two people from the NPDA, the National Powersports Dealer Association. Tigra Tsujikawa is the Events Director who builds DealerConnect every year. Steve Gotoski just joined as Membership and Marketing Director after over a decade at the AMA. We get into what the event is, what you will learn, and the real reason a dealer should make the trip.

What we cover:

• Why the NPDA is the missing third leg of the stool: the MIC serves the OEMs, the AMA serves the riders, and the NPDA finally represents the dealers who connect them
• What the association does behind the scenes so a busy dealer does not have to, from FTC advocacy to legislation that could hurt your business
• Why every dealer belongs, from a one-person shop to a 300-employee group
• What DealerConnect actually is: education and networking built by dealers, for dealers
• What a day looks like: the schedule, the meals, the AppOne welcome reception, and why the moments in between the sessions matter most
• 20 sessions this year, double the education, covering sales, employees, finance, AI, succession planning, pre-owned strategy, and dealership culture
• The brand new FTC compliance session and why it is the most timely one on the agenda
• Why the room is intentionally intimate, and how less noise means more real conversations and better takeaways
• The NPDA partner ecosystem: insurance, financing, training, and legal partners who get powersports and are there to help, not just sell
• The honest logistics: how to plan your trip and why DealerConnect is worth the time out of the store
• The week-stacking angle: the Harley-Davidson dealer meeting starts the day after in Milwaukee, so DealerConnect ends early to make it easy to hit both
• The education workbook and post-event QR code so you can catch the sessions you miss
• You do not have to be a member to attend, plus a special this year: buy a DealerConnect ticket and get membership for $99
• The big beautiful bill win: how the NPDA helped get a tax write-off for financing interest on American-made powersports vehicles
• Where to register and why the hotel block closes August 28th

Use code MotoHunt20 for a discount on registration.

Service and accessory dealers, contact connect@npda.org or Tigra directly about a special registration built for you.

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Register for DealerConnect 2026: ⁠https://www.npda.org⁠

Connect with Tigra Tsujikawa: ⁠tigra@npda.org

⁠Connect with Steve Gotoski: ⁠steve@npda.org

⁠Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Here is what matters in powersports this week, and what each story actually means for your store.

The Dealership fiXit Rundown cuts through the headlines and tells you how the week's news lands on your floor, in your service bay, and in your next conversation with a customer.

This week's rundown:

• Yamaha is ending in-house side-by-side production in the US after the 2026 model year. What that really means, why it is not the same as quitting the category, and how to talk to your Wolverine and Viking customers about parts, service, and warranty

• Why your 2026 Yamaha side-by-sides on the floor right now might be the last in-house units ever built, and how to tell that story to a buyer

• Polaris reveals its 2027 lineup: a 275 horsepower RZR Pro R Boost, a brand new air-controlled CVT called Numatix that cuts cabin noise up to 40%, and a $6,999 Sportsman 500 that covers the budget buyer

• CFMoto's new X-Force: 154 horsepower for under $24,000 and why the value brands are not the joke they were 10 years ago

• Sea-Doo rumored to push its top skis to 350 horsepower for 2027, and why the current 325 units are where the value is sitting right now

• New motorcycle sales up 1.9% through Q2 per the MIC, and what a cooling but growing market means for how you sell the back half of the year

• Sonic Automotive's powersports arm is on fire, up 53%, and what big money buying into powersports means for what your store is worth

• BMW spy shots point to an M 1300 GS, the first M badge on its flagship adventure bike, and why a halo bike drives showroom traffic

• An Italian firm claims a 2.5 billion euro bid for Ducati while Volkswagen says it is not for sale, and the one line to know if a customer brings it up

• KTM recalls Husqvarna and GasGas dirt bikes over a front brake defect, and how to turn warranty work into traffic, trust, and a possible sale

• Plus DealerConnect 2026 is coming to Columbus, and why this dealer-to-dealer event is worth the trip

NPDA Dealer Connect 2026 discount code: MOTOHUNT20

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

The rule everyone was scared of got struck down. The enforcement did not. And the people who watch this closely believe powersports dealers are next.

Anne Gambardella is the General Counsel and Executive Vice President at the Virginia Automobile Dealers Association. She has spent years helping dealers navigate advertising and pricing compliance, and she came on to break down exactly what the FTC wants, what it is going after, and what a dealer needs to do about it this week. In plain English, with real steps you can take at your store.

This one is tactical. We get past the headlines and into what actually has to change on your website, your third-party listings, and even your salespeople's social media posts.

What we cover:

• Why the CARS Rule getting struck down did not make dealers safe, and how the FTC enforces one dealer at a time under its existing authority
• The core rule in one sentence: the most prominent price in your ad has to include every fee except government charges
• What actually comes out of the price, only tag, title, and registration, and what has to stay in, freight, setup, and doc or processing fees
• Why the low-advertised-price game that has run for 30 years is now the thing that gets you flagged
• How rebates work now: you can list them, but you cannot pull a rebate most people do not qualify for out of the advertised price
• The 97 warning letters, what they really mean, and why a dealer who did not get one is not safe, just not on the list yet
• Why this is not really a new rule in many states, and how it may already be illegal where you operate
• The powersports reality: freight and setup fees the dealer did not create but still has to include in the price
• Why "call for price" is not the loophole dealers think it is, and how lying on the phone is still a deceptive practice
• The social media trap: how one salesperson posting a price can become an advertising violation for the whole store
• Why your price has to match everywhere, your site, third-party listings, and social, and how to document your pricing updates
• The trust numbers that prove customers want this: 86% worry about hidden fees, 76% do not trust dealer pricing, 29% walk to another dealer over price doubt
• The real cost of getting caught: penalties north of $50,000 per violation, plus state action, franchise risk, and reputation damage
• Why transparency is a competitive edge, not a loss, and the exact three moves to fix your pricing this week

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Learn more (VADA, FTC resources): ⁠https://www.vada.com⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Get $20 off your Dealer Connect 2026 registration with code "MOTOHUNT20"

The week in powersports, made for dealers.

This week: Harley says dealer profit should double off its Back to the Bricks plan, powersports used values are running about 10% over last year, Polaris raises its full-year numbers, the NPDA pushes to fix the freight and setup fight, why 20 groups are still a dealer's best edge, and a Honda CBR600RR recall you should know. Plus quick hits on SEMA, e-bikes, a Royal Enfield drop, and Harley's 2026 Deadwood.

🏍️ Brought to you by MotoHunt. Grow your store: https://dealers.motohunt.com

📺 Watch the full episode on YouTube: https://www.youtube.com/@dealershipfixit

🤝 Connect with Jacob on LinkedIn: https://www.linkedin.com/in/jacob-b-berry/

🎧 Follow the show so you never miss a Rundown.

Most hiring conversations start too late. They start with where to post the job. This one starts three steps earlier, with whether you even know what you are hiring for.

We brought two powersports recruiters together for this one, and they come at it from opposite sides of the table.

Jaye Sanders is a Talent Partner at Dream Team Referrals and Managing Director at Powersports Listings on the M&A side, so she sees how your team affects what your store is actually worth.

Kevin Vaughn, who goes by Elvis, just founded Coreline Search, and he was a General Manager at House of Harley-Davidson until a few months ago. He has been GM at three different dealerships and came up from the sales floor all the way to the top seat.

Between the two of them you get both sides. Kevin speaks for the dealer who has to make the hire. Jaye speaks for the person deciding whether to take it. It gets honest, it gets a little spicy, and it is packed with things a dealer can act on this week.

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jaye Sanders (Dream Team Referrals): ⁠520-850-0236

Connect with Kevin "Elvis" Vaughn: https://www.linkedin.com/in/elvisvaughn/

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

This one is a throwback and the lessons apply to every dealer principal and owner listening.

Tristan Wright is a business coach from Australia known as the Business Sherpa. He is not from the powersports world, and that is exactly why this conversation is valuable.

Tristan built his first company to seven figures by his mid-twenties, then lost it all, over $200,000 in debt and his marriage along with it. He took ownership, rebuilt the business, systematized it so it did not need him, and sold it. Now he helps other owners climb their own mountain.

In this conversation, Tristan makes the case that the principles holding a dealership back are the same ones holding back any business, and that the owners who win are the ones willing to step outside their own industry, step away from the daily grind, and stay open-minded enough to change.

What we cover:

• What a Business Sherpa actually is and why every owner climbing a mountain needs a guide who has been to the top
• Tristan's story: seven figures by 25, lost it all by 27, and the ownership mindset that turned it around
• Why letting go of ego and arrogance is the first step to growth
• The 90-day rule: why Tristan will not coach a client unless they commit to four days fully disconnected every quarter
• Why running at 60 to 70% all the time is what happens when you never step away to recharge
• Why working on the business matters more than working in the business
• The trap of the owner who will not delegate the mundane jobs and stays stuck because of it
• Why 20 groups and masterminds help, but are not enough on their own
• Why so many dealers do not dream big enough and just aim to match the shop down the road
• The real difference between open-minded and closed-minded owners, and why it determines who succeeds
• Why what worked in the past will not carry you forward, and why growth requires discomfort
• The one or two dealers in any market who already look outside the industry and are pulling ahead because of it

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

This one is a throwback and the lessons still land hard.

Michael Jones Sr is a master technician out of Charlotte, North Carolina, with a couple of decades in the automotive world before he gave it all up to go twist wrenches on motorcycles.

He spent about ten years across nearly ten different powersports and motorcycle dealerships, and he came on the show to talk about something a lot of people in this industry feel but do not say out loud: the passion has slipped, and it is costing dealers money.

In this conversation with, Michael makes the case that passion and professionalism are not soft ideas. They are directly tied to how profitable a service department is, how loyal customers become, and how a dealership stands out when everyone is pushing the same metal.

What we cover:

• Why passion starts in the employee parking lot and how to spot a disconnect
• The gun store comparison: why every employee there knows their product and why motorcycle shops often do not
• How employee burnout and social media scrolling quietly drain the profitability of a service department
• The parts-guy-at-the-bench workflow that saves the mechanic time and makes the shop more money
• Why the 10-year-and-older rule is a mindset, not a fact, and what dealers miss by turning that work away
• Pulling back the curtain: why engaging service customers in how things work builds loyalty and repeat business
• Why so many younger customers have never been around machines and how dealers can bring them in
• Michael's own story as a customer and the service manager who always tells him what is next
• Why texting a customer the owner's manual PDF beats hoping they read the paper copy
• The professionalism gap that separates a confident dealership from one that gets caught flat-footed
• The Chrome Mafia story: how one independent shop built a riding culture that a four-brand, 30-year dealership could not match
• Why getting 30 to 40% of your staff riding changes everything

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Jeremy Coon sells around 1,200 pre-owned motorcycles a year out of a single store in Wildwood, Florida. No new franchises. No floor plan. No dealer fees. Just a used-bike machine he built from the ground up starting at 23 years old.

In 2026 he took over a second location in Fort Myers and tripled the store's sales in his first 120 days. He went from 19 units a month to 70.

This is one of the most honest, tactical conversations we have had on the show. Jeremy does not hold back. He walks through how he sources at volume, how he prices to turn, why he refuses to charge dealer fees, and what actually changes when you go from one store to two.

If you sell used, want to sell more used, or are thinking about opening a second store, this one is a roadmap.

What we cover:

• Why pre-owned is a full-time job with no truck dropping off new bikes every week
• How Jeremy sources 1,200-plus bikes a year and why trades and street buys beat the auction
• The stat that says it all: 1,200 bikes sold last year, only 5 bought from the auction, about 30 sent to it
• Why chasing the auction is where a lot of dealers go wrong on fees, freight, and bikes they never even ride
• Buying right: why he makes his money the day he buys the unit
• The 20,000-mile rule his full-time buyer is not allowed to break
• How the market shifts under you: nobody wants the bike today that everybody wanted three years ago
• Pricing to the real market and why NADA is always chasing behind the actual selling price
• Why a bike sitting 30 days is devaluing every single day and wasting your ad spend
• The no dealer fees philosophy and why it is a marketing weapon when everyone around you piles on fees
• The buy here pay here lever most dealers do not have, and the $1.5 million on the books bringing $30,000 a month in interest
• We Sell Fun: how a real riding culture turns into a sales and marketing engine
• Why customers drive two hours and pay full price to buy from a store that feels like family
• The blueprint approach to building a team that stays 16 to 19 years
• The honest story of acquiring a 25-year-old dealership and taking it from 19 to 70 bikes a month
• Going from pure pre-owned to running Piaggio new-unit franchises with Vespa, Aprilia, and Moto Guzzi
• Why watching your expenses and floor plan is the number one thing that keeps a used operation profitable
• His honest advice for any dealer thinking about opening a second store

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠

Connect with Jeremy Coon: ⁠https://www.linkedin.com/in/jeremy-coon-b5107a289/⁠

Lucky U Cycles: ⁠https://luckyucycles.com⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Chase Vance has a resume that is almost unheard of in this industry. He started on the parts counter in 2008 and worked his way up through every single seat in the store. Sales, finance, general manager, regional director, managing partner, and then National Director of Business Development at RideNow Powersports, the largest dealer group in the country.

He recently stepped into a new chapter as Director of Operations at the Zia and Lonestar Powersports Group.

This is one of the most complete career conversations we have done on the show. We pull a lesson from every seat Chase has held, get into what actually breaks when you scale a dealer group, and have an honest talk about growth, burnout, and building a career you can sustain in this industry.

If you are trying to climb the ladder, build a team, or grow a group, this episode is a roadmap.

What we cover:

• The one thing Chase wishes he knew on day one behind the parts counter
• Why the parts department is about problem solving and personalization, not just handing someone a battery
• The CARE framework: Create A Rare Experience, and why it is the ultimate retention tool
• How to compete with Amazon and RevZilla through human interaction and the art of the follow-up
• Why the toughest thing Chase had to learn was the CRM and the discipline of follow-up
• What separates a good salesperson from an average one, and the Ken Griffey Jr. lesson about mastering the basics
• Why new salespeople fail when they try to get too cute and cut corners
• The F&I lesson: you have to know and believe in the product, and why packaging beats a laundry list
• Why the needs assessment matters more than product penetration in the box
• The biggest shift moving from one department to running the whole store: time management and selective urgency
• Why departments cannot operate in silos and how sales sells the first one but service sells the next four
• What breaks when you scale from one rooftop to many and the power of a 30,000 foot view
• Why standardizing your tech stack matters, and how MotoHunt across a group lets operators phone a friend
• The honest advice on scaling: if your store is broken now, a second one will only stack problems
• Why being able to step out of a store is the real telltale sign of a well-run dealership
• The candid story of stepping out of operations and why Chase calls it a step forward, not a step back
• The Clay Wallace philosophy: master the job in front of you, be a student of the job ahead, be a teacher of the job below
• Why the number one thing blocking your growth is not having your replacement ready
• The mindset for a long career: keep the little kid excitement every time you put the key in the door
• Chase's work with Veterans Xtreme Adventures and why it matters to him

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit

Connect with Chase Vance: https://www.linkedin.com/in/chase-vance-7685b4148/

Veterans Xtreme Adventures: https://www.vetsxtreme.com/

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

April was the top. May confirmed it. Now we are heading into the slide that always bottoms out around August. The question is whether your used inventory is positioned for it.

Mike Murray from National Powersport Auctions is back for our pre-owned market update, and this one matters because we are at the turning point in the season. We walk through the May data, compare it to where we were in April, and get into exactly what dealers should be doing right now with the bikes sitting on their lot.

This conversation goes deeper than the numbers. Mike makes the case for why dealers are too fixated on book values, why the actual selling price tells a truer story, and how to think about a trade you take in today as a unit you might still own in September.

What we cover:

• Why April was the high water mark and what the slide into August actually looks like
• How values can be up year over year and softening month to month at the same time
• The book value problem: why dealers fixate on JD Power and why the real market often moves faster than the book
• Why a clean late-model R6 can sell for thousands over a brand new one, and what that teaches about pricing to the market instead of the book
• Where Black Book and NPA's own value guide fit into the picture
• Why early June auctions in San Diego came in stronger than expected and what that says about dealer confidence
• The fuel price wildcard and whether it is actually moving metric cruiser demand
• Domestic cruisers: still the leader, but the price to book story versus the actual dollar story are very different
• The $4,000 spread between a clean Harley and a rough one, and why condition and miles matter more than the book
• Metric cruisers: why the small May uptick is probably a flash in the pan
• Sport bikes: bouncing around the peak, why dealers who follow the niche are crushing it, and why you cannot have too many
• MX cooling off and why product mix and cleanliness drive that number more than demand
• ATV: the standout still climbing, and why used side by sides finally hit their stride
• Side by side: the seasonal flattening, the regional differences, and why cabbed-out luxury units hold value
• The inventory turn framework: the 0 to 30, 60, 90, and 120 day buckets and why Mike built them aggressive on purpose
• The real cost of holding a unit: how a $10,000 bike costs around $356 a month and nearly $2,900 over 90 days once you add opportunity cost
• Why an 18% gross over 12 months might actually be a 3% loss
• Proactive pricing: how to get ahead of the softening market instead of chasing it down
• The exit strategy: NPA Direct Buy, consignment, and why you should never wish a wholesale unit into a retail customer

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Mike Murray (NPA): ⁠mmurray@npauctions.com

⁠NPA Market Reports: ⁠https://www.npauctions.com/cp/npa-market-report⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

This is a throwback, and the lessons are arguably more relevant now than when we recorded it.

In this conversation with Brian Croft, Joe breaks down why dealers keep measuring the wrong things on social media, what actually drives growth, and the single most underused tool he sees across nearly every dealership he walks into.

If your dealership posts on social media and you are not sure if any of it is working, this one is for you.

What we cover:

• Why branding and marketing get dismissed as fluff, and the surgeon analogy that explains why that is a mistake
• The hard truth about Facebook likes: why chasing them is a waste of your time
• Why posting pictures of your customers does almost nothing for your next potential customer
• What happened when Facebook went pay-to-play around 2015 and 2016, and why your follower count stopped mattering
• The fishing industry case study: growing a page from 14,000 to 170,000 likes and what actually drove the value
• Why consistency in your marketing pays off more than almost anything else
• The Facebook group strategy that 99% of dealerships are completely ignoring
• Why Facebook groups generate more meaningful interaction than your business page ever will
• The crunchy mom group example that explains exactly why niche, local, passion-based groups work
• Why powersports is the perfect industry for a dealership group: local plus passion
• The difference in tone between a page and a group, and why people let their guard down in groups
• Selling a lifestyle versus selling a product, and where each one belongs

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Joe Iribarren: ⁠https://www.linkedin.com/in/beyondcreative/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

This one is a throwback and it is one of the best stories we have ever had on the show.

Joe Johnson spent over a decade inside dealerships across finance, sales, parts, and service before moving to the wholesale distribution side with Tucker Powersports, where he has spent more than a decade training parts staff and partnering with dealers to help them grow. He also hosts the Powersports and People podcast. Relationships are his whole game.

In this conversation with Brian Croft, Joe tells the Elvis story, a customer experience lesson from his days running one of the largest Kawasaki dealerships in the country that every salesperson and parts person needs to hear. Then he breaks down the idea box, a simple framework for generating creativity and ideas in a team that feels completely stuck.

No fluff. Just real lessons that still hit today.

What we cover:

• How a distributor rep earns the trust to actually train a dealer's staff, and why that trust is a responsibility
• Joe's approach to walking into a dealership and finding the real gaps, what he calls getting nosy
• The difference between being an asset and being a visitor, and why that distinction matters
• The Elvis story: the customer who walked in looking like he came off the streets and changed how an entire dealership thought about judging people
• Why 8 out of 10 customers still want to touch and feel a product in the store even after buying online
• The three things a dealership delivers that an online store never can: customer experience, a source of information, and assurance of the purchase
• The idea box framework explained step by step, the tool Joe uses to generate ideas when a team has none
• The real-world example of how the idea box turned an ordinary laundry hamper into a multi-million dollar business
• Why most dealership meetings fail and what a productive one actually needs
• Two books Joe recommends for anyone who wants to think more creatively

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Joe Johnson: ⁠https://www.linkedin.com/in/joe-johnson-16b4841a6/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

This one is a throwback and it still hits.

Craig Johnson is the founder of Wild Ass Seats, a Minnesota-based manufacturer of premium motorcycle air cushions built in an FDA-approved medical device facility. He started the company about 10 years ago and has spent the better part of the last decade traveling the country, working shows, and building one of the most loyal product followings in the powersports accessories space.

In this conversation with Brian, Craig talks about what drives him to keep pushing, why the best dealers are the ones willing to get educated on products rather than just looking for what is new, and what happens when a manufacturer has inventory but the distribution chain is broken.

He also dropped a line that every parts manager and every dealer rep should hear: if they are not selling your product, they do not know enough about it yet.

That is still true.

What we cover:

• What keeps Craig going after a decade of building Wild Ass from the ground up
• The pressure mapping test Craig ran against competitors at a local medical supply facility and what it showed
• Why customer stories, not sales numbers, are the real fuel for a founder
• The training portal Wild Ass built to incentivize dealer reps and parts staff to get educated
• Why asking what is new is the wrong question — and what dealers should be asking instead
• The manufacturer's perspective on supply chain blame: how dealers blame the brand when the distributor is the actual problem
• How a great product can sit in a warehouse while the floor sells nothing because nobody passed on the knowledge
• Wild Ass's 10th anniversary expansion into UTVs, cars, trucks, tractors, and stadium seating
• Why this product is no longer just for long-distance motorcycle riders

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Craig Johnson: ⁠https://www.linkedin.com/in/wildasscraig/⁠

Wild Ass Seats: ⁠https://www.wild-ass.com⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

No topic outline. No pre-shared lists. Just two people who live inside the powersports industry every day comparing notes on the books that actually changed how they think.

Jacob Berry from Dealership fiXit and Brendan Baker from PSB Power Hour sat down for a joint episode to share the business books that hit hardest in the past year and talk about why they matter for dealers, operators, and anyone in a leadership role in this industry.

1. How to Win Friends and Influence People — Dale CarnegieThe first book Jacob picked up on his audiobook journey. The foundation for every people and sales conversation in this episode.

2. Never Split the Difference — Chris VossFBI hostage negotiator turned business negotiation coach. Jacob calls it one of the best strategy books on how to talk to people in any situation.

3. The Laws of Human Nature — Robert GreeneOld but powerful. The idea that people buy emotionally and justify logically maps directly to every powersports sale.

4. Magnetic Marketing — Dan KennedyThe OG of direct response marketing. Stop chasing customers and build marketing that attracts them. One is the loneliest number.

5. $100M Leads — Alex HormoziDistribution beats creativity. Dealers who post daily win attention. Dealers who wait lose market share.

6. $100M Offers — Alex HormoziMost businesses fail because the offer is weak, not the execution. Engineer deals, do not discount them.

7. $100M Money Models — Alex HormoziThe third in the series. Revenue stability comes from stacking predictable models. One-time sales are fragile.

8. Velocity 2.0 — Dale PollakThe only book on this list written specifically for dealerships. Inventory turn beats margin hoarding. Speed creates leverage.

9. Buy Back Your Time — Dan MartellTime is your most expensive asset. Delegate outcomes, not tasks. If you are the bottleneck, your growth is already capped.

10. 12 Rules for Life — Jordan B. PetersonResponsibility precedes progress. Discipline beats motivation. Clean up your own house before criticizing other systems.

11. Extreme Ownership — Jocko WillinkLeaders own outcomes. No excuses. If sales are down, start with yourself.

12. CEO Excellence — Carolyn DewarHigh-level leaders think differently than operators. Culture is modeled, not declared.

13. The 7 Habits of Highly Effective People — Stephen CoveyBrendan's go-to. Effectiveness is not about doing more things faster. It is about doing the right things in the right order. The four quadrant matrix is something every dealer principal needs on their wall.

14. The Art of War — Sun TzuAncient military strategy that maps to business chess. Victory goes to whoever understands the terrain, knows themselves, and moves at the right moment.

15. 1929: Inside the Greatest Crash in Wall Street History — Andrew Ross SorkinBoth Jacob and Brendan are reading this one right now. The parallels to today's market are striking. The danger of assuming this time is different.

16. How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships — Leil LowndesBrendan's pick for anyone who deals with people. 92 specific, practical moves for every conversation situation.

Emotional Intelligence 2.0 — Travis Bradberry and Jean GreavesBrendan referenced emotional intelligence as an underrated skill set for dealer operators and salespeople.

Libby App — Free audiobooks and ebooks through your local library card.Available at: https://libbyapp.com

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Brendan Baker (PSB): https://www.linkedin.com/in/brendan-baker-b744629/

PSB Power Hour Podcast: https://powersportsbusiness.com/powersports-business-power-hour/

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

The national average F&I per copy in powersports is $370. Alex Reyes and his team are targeting $1,000 as their floor, not their ceiling.

Alex is the General Manager at Broward Motorsports Treasure Coast in Hobe Sound, Florida, part of an eight-location group.

He has spent the better part of the last decade building and running the F&I operation at one of the most active powersports dealer groups in the country. Three-time PSB Magazine 40 Under 40. MPN author. Featured on Auto Finance News with Synchrony. And he came from automotive at Hyundai Motor, which gives him a benchmark most powersports F&I people never had.

This is the most comprehensive F&I conversation we have ever done on this podcast. We go from the product menu all the way to pay plans, lender strategy, the digital customer, and what metrics a GM should be watching every single week.

What we cover:

• Why the $370 powersports average vs $2,500 automotive F&I gap comes down to habits, training, and focus, not talent
• Alex's first career move into powersports and why the emotional nature of the purchase changes the entire F&I conversation
• Why financing is still an afterthought at too many stores and the simple script to shift that conversation at the point of sale
• The 400% rule: offer every product, every customer, every time with 100% effort
• The two non-negotiable products in any powersports F&I office and why ESC is not an upsell, it is a safety net
• Why 85% of powersports repossessions trace back to mechanical failure and what that means for every service contract conversation
• The GAP math: when to offer it at full LTV, what to say at 70% or under, and when to leave it out
• Prepaid maintenance as a VIP retention tool, saving customers 30-40% while bringing them back to your service bay
• How Alex built a near-prime and subprime lending program at Broward from scratch and why a single-lender strategy is a one-hand-tied-behind-your-back problem
• The Synchrony Outdoors card as a cross-departmental revenue tool that works across sales, parts, and service
• The used bike lending reality: LTVs are different, CITs need to move fast, and MotoHunt helps you buy right in the first place
• Alex's unorthodox F&I handoff: the business manager gets involved the moment credit is submitted, not at the end
• The "tour de ride" concept and how Broward turns the wait time before the box into a dealership relationship builder
• How to handle time in the box without killing the customer experience and the Jimmy at school story
• The baseball farm league approach to building F&I talent from the ground up
• Why pay plans based on product mix produce better behavior than pay plans based on sheer PVR volume
• The three numbers a GM has to watch every week: cash to finance ratio, penetration by product, and CIT
• What an F&I training program actually looks like and why Rob Greenwald gets the call when Alex needs outside help
• The CRM cadence for declined deals and why a no today is a lead for later
• Soft pulls, VIP appointment setting, and where Broward draws the line on digital delivery
• What Alex looks at first when a GM suspects their F&I department is underperforming
• Why penetration rates tell a better story than PVR and what to do when they are out of balance

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Alex Reyes: ⁠https://www.linkedin.com/in/alex-r-a97a321a0/⁠

Broward Motorsports Treasure Coast: ⁠https://www.browardmotorsportstreasurecoast.com⁠

PowerSports HQ (Alex's YouTube): ⁠https://youtube.com/@PowersportsHQAlex⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Most powersports dealers have some form of reinsurance in place. Most of them have no idea what is actually in it.

Gene Silas has been in the industry for over 30 years. Jeff Barron has been at it for 26.

Together they run Brightline Dealer Advisors, one of the largest broker firms in the United States and they spend their days helping dealers understand what they actually own in their F&I back end and how much of it is quietly walking out the door in fees they have never seen.

They recently did a webinar with the NPDA that generated a ton of questions. So I brought them on here to go even deeper for our audience.

What we cover:

• Why most dealers look at only one number on their reinsurance statement and miss everything else
• The walkaway, retro, CFC, and DOWC structures explained in plain English — and how to know which one fits you
• Products that can go into reinsurance: service contracts, tire and wheel, paint and fabric, GAP, and ancillaries
• Why GAP should usually be kept separate from your service contract reinsurance position
• The hidden fee problem: ceding fees, loss adjustment expense, and premium tax that come off the dealer's bottom line before they ever see the money
• The side-by-side comparison that could be costing dealers $50,000 to $60,000 a year depending on volume
• Why all fees should be visible in the admin fee and what "below the line fees" actually means
• The A account vs the B account in plain English — and why moving money to the B account as fast as possible matters
• How dealers can borrow against their own B account money and pay the interest back to themselves instead of a bank
• Capital gains vs ordinary income: the tax difference that can mean 18 to 20 points on millions of dollars
• The risk triangle: why reinsurance is not a set it and forget it situation
• Early claims and multiple cause of loss: what it looks like when a service contract is being used as a recon tool
• The disappearing deductible strategy that keeps customers coming back to your service bay and protects your book
• Why you need claim override controls and exactly who should have them
• The nine questions every dealer should be asking their current reinsurance provider
• Gene's AI tip: how to use ChatGPT or Claude to find every fee buried in your dealer agreement in minutes
• What a real advisory partner looks like vs someone just managing their own book through you
• Gene's FTC prediction: powersports dealers have 12 months or less before enforcement starts — and what to do about it now
• The $54,000 per violation reality and why 97 automotive dealers have already faced it

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Gene Silas (Brightline): ⁠gsilas@brightlinedealer.com

⁠Connect with Jeff Barron (Brightline): ⁠jbarron@brightlinedealer.com

⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

If you have heard of SEMA but always thought of it as a car show, this episode is going to change that.

SEMA — the Specialty Equipment Market Association, just announced a dedicated Powersports section at their 2026 show this November in Las Vegas.

We are talking about 153,000 total attendees, 70,000 professional buyers and decision makers, and 2,600 accredited media and content creators. And now powersports has its own dedicated home inside of it.

I sat down with Tom Gattuso, VP of Events at SEMA, and Mike Ausec, SEMA's Industry Sales Director for Powersports and Lifestyle, to break down what this means for dealers, OEMs, and the industry as a whole.

What we cover:

• Why SEMA describes the show as an "industry homecoming" and what that means for powersports
• The ORBA acquisition: why SEMA is now fighting for land access and motorized recreation rights at the state and federal level — and what that means for a dealer in Florida, Arizona, or Montana
• Why powersports was always in SEMA's DNA but is only now getting its own dedicated platform
• The West Hall location and why placing powersports next to trucks and off-road is a strategic decision — not just a real estate one
• Outdoor demos adjacent to the West Hall and what it means to actually experience product instead of just seeing it on carpet
• What product categories are already confirmed: OEM representation, hard parts aftermarket, gear and apparel, lifestyle, EV, overlanding
• Why 60% of SEMA attendees are at the owner or GM level — and why that makes the show worth the trip
• The New Product Showcase: 1,700 to 2,000 products in one place, open at 7:30 AM before the floor opens
• How 60% of people who visit the New Product Showcase discover a company they had never heard of before
• Toyota's Scion side-by-side concept reveal at SEMA that generated 1.4 billion impressions in 24 hours
• The education component: 90-plus sessions including powersports, off-road, overlanding, social media, and dealer growth
• SEMA Fest: music and motorsports event for consumers that opens on May 4th alongside buyer registration
• Why the future of trade shows is shifting toward Gen Z and millennial buyers and how SEMA is building for that now
• What dealer registration looks like, what hotel options are available, and what opens on May 4th
• Why you do not need to be a SEMA member to attend — and what membership actually gets you if you do join
• Mike's honest take: powersports has needed a platform for the last 10 years and SEMA has the infrastructure to deliver it

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

SEMA Powersports: ⁠https://www.semashow.com/powersports⁠

Connect with Tom Gattuso: ⁠https://www.linkedin.com/in/tomgattuso/⁠

Connect with Mike Ausec: ⁠https://www.linkedin.com/in/mikeausec/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Co-op money is sitting in your OEM portal right now. Some of it expires in May. Some of it just got easier to claim than it was last year. And some of it you might not even know you have access to.

Sarah McVean Brown is back for our annual OEM co-op update and we went through every major brand, back to back, to tell you exactly what changed in the 2026 guidelines, what got easier, what stayed the same, and where dealers are leaving the most money on the table.

Sarah spent 13 years as Chief Marketing Officer at Freedom PowerSports, has been navigating OEM co-op programs for over 15 years, and is one of the most knowledgeable people in this industry on this specific topic.

If you missed our first episode together, click here: https://youtu.be/MQzKQ23e-Ls?si=CsuFDVhen8KBBFi7

This one is the update. Brand by brand.

What we cover:

• Why not all co-op is created equal and what that means for a dealer carrying four or five brands
• The big 2026 trend: OEMs are pushing digital and video content harder than ever
• BRP is the first OEM to reimburse for the actual cost of content creation, up to $125 per video
• TikTok is now an approved claim outlet for at least three major OEMs in 2026
• Honda: more dollars per unit, TikTok added, SEO now reimbursable, MotoHunt is now an approved Honda agency
• Polaris: still 98% the same year over year, but the PFED program has some real problems Sarah breaks down
• Why the Polaris Plan for Every Dealer promotes the Polaris brand, not yours
• BRP's Advertising Builder Program gets a B grade vs Polaris's C to C-minus
• Kawasaki: one of the stricter programs but their co-op team is actually one of the best at working with you
• Yamaha: lowest reimbursement rate at 40%, but 70% if you use their approved agencies, and Yamaha Marine is a completely different program
• Harley-Davidson MDF 2026: now even easier than last year, new and used covered, two simple claim categories
• CFMoto: no denials ever, co-op expires May 7th, most dealers have a ton left to spend
• Indian Motorcycle: separating from Polaris but still in the same portal, says they do not do Google Ads but Sarah has gotten plenty approved
• Suzuki: steady, on cruise control, nothing radical here
• Q3 and Q4 planning: the co-op expiration calendar every multi-line dealer needs
• The three steps to get started if you have never filed a co-op claim in your life
• Free co-op tracking template available on request

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Sarah McVean Brown: ⁠https://www.linkedin.com/in/sarahmcvean/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Here is a number that should bother you. Only 38 out of 100 powersports dealers replied to an online digital lead in a recent study. That means the customer who just spent weeks researching, comparing, dreaming, and finally hit submit on your website is probably getting nothing back from you.

This episode is from the NPDA Partner Series webinar, hosted by Mark Sheffield of the National Powersports Dealer Association. I joined Chris Yeloushan from Rollick for a front-to-back breakdown of what actually happens when a customer clicks on your inventory, submits a lead, and waits to hear from someone.

Spoiler: most of the time, they wait forever. And then they buy from the first dealer who shows up.

This is one of the most practical, numbers-driven conversations I have had on digital lead handling, follow-up strategy, and what separates dealers who are winning online from the ones who are still flying blind.

What we cover:

• Who the modern powersports buyer actually is and what they have already done before they ever submit a lead
• The five Google Micro Moments that map the customer buying journey before they contact your dealership
• Why 60 to 80% of buyers do not purchase the exact unit they originally inquired about and what that means for your follow-up
• The Pied Piper ILE 2026 data: half of all powersports leads go unanswered and the industry average ILE score is 44 out of 100
• A dealer with 100 leads and a great process will outsell a dealer with 500 leads and no process every time
• The five-step Day One response playbook from the birth of the lead
• Why you only need to be bad to be better than most of your competition
• What call-to-action buttons actually convert best on a VDP page (and which one is broken on almost every dealer website right now)
• Why showing room floor photos outperform both factory images and photo booth shots for lead generation
• The 36% increase in close rate that Rollick saw from dealers using automated email nurture versus those that did not
• How to shop your own dealership with a fake Gmail and what you will find when you do
• Why the fifth, sixth, and seventh follow-up email can outperform the first autoresponder
• Pricing transparency and the out-the-door price debate with data from thousands of Dealer Spike websites
• NPDA membership and what 400-plus member dealers are getting for $395 a year

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Chris Yeloushan (Rollick): ⁠https://www.linkedin.com/in/chris-yeloushan-b078b55/⁠

Connect with Mark Sheffield (NPDA): ⁠https://www.linkedin.com/in/markjsheffield/⁠

Learn more about the NPDA: ⁠https://www.npda.org⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠

Five straight years. No meaningful progress.

That is the headline from the 2026 Internet Lead Effectiveness study published by Pied Piper Management Company. More than half of all web leads sent to powersports dealerships receive no personal response within 24 hours. The dealers who do respond well sell 50% more units from the same leads.

Fran O'Hagan founded Pied Piper in 2003 after spending years inside the dealership world at Mercedes-Benz, BMW, and Jaguar Land Rover. His team has been measuring how powersports dealers respond to web leads since 2011 and publishing the results every year since. He is also a lifelong motorcycle buyer who stopped counting at 100 bikes.

In this episode, Jacob sits down with Fran to break down the 2026 ILE study, what the data means for dealers right now, and what the top performing dealers are doing differently than the other 87%.

What we cover:

• Why the industry average ILE score has been stuck at 44 for five straight years

• The two things every dealer can do this week that will immediately move the needle
• Why having a CRM does not make your response better unless you have the process to go with it
• How Indian Motorcycle has held the top spot four years in a row and exactly what their dealers do differently
• Why AI is not the shortcut most dealers think it is and when it actually helps
• The Ken Garff story: a 90-store dealer group that finished dead last, called Pied Piper angry, and became a top three performer in one year without any training
• Why the phone call is still the highest converting response path by a wide margin
• What happens to your leads after 24 hours (spoiler: it almost does not matter anymore)
• OEM accountability and the misleading dashboards telling dealers they are fine when they are not
• Service department lead response and what is coming next from Pied Piper

If you run a dealership or work for one, this episode will make you look at your lead inbox differently.

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Fran: ⁠https://www.linkedin.com/in/franohagan/⁠

Learn more about Pied Piper: ⁠https://www.piedpiperpsi.com⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

Sponsor: ⁠https://dealers.motohunt.com⁠

The floor is behind us. Wholesale prices are climbing. Dealer sentiment is the most optimistic it has been in years. And if you have 100-day inventory sitting on your lot right now, you need to hear this episode before it gets worse.

Mike Murray from National Powersport Auctions is back for our second market update of the year. Mike has been in this industry almost 19 years and spends his weeks on the road visiting dealerships across the country. He brings real-time data, real dealer feedback, and a straight answer on where the market is going in the next 30 to 60 days.

We cover the full February 2026 NPA market report segment by segment, talk through what clean actually means in the auction world, and spend serious time on where dealers should be sourcing used bikes beyond the auction floor.

What we cover:

• February 2026 wholesale pricing by segment: domestic cruisers, metric cruisers, sport bikes, dual sport, MX, side by sides, ATVs, PWC, and marine

• Why domestic cruisers up 6% and sport bikes up 9% over the prior 90 days is not just seasonal noise
• The metric cruiser correction and why down 9% year over year is not a panic situation
• MX up 22% year over year and what that number actually means when you back it out to price to book
• Side by sides: the underdeveloped market that is quietly becoming one of the best margin plays in used
• PWC and marine up 23% and 24% sequentially and why NPA's growth in that category is driving the numbers
• The dealer confidence shift: three used to one new retail ratios and what that tells you about where the industry is going
• Service department acquisition: why dealers buying two to three bikes a week out of their own bays are the ones winning on margin
• Offensive trade strategy: if a customer asks whether you take trades, Mike says you already failed
• Private party and street sourcing: what motivated salespeople should be doing when they are not closing deals
• NPA's condition scoring system explained: how to read the difference between a cosmetic 70 and a mechanical 85
• The free NPA trade inspection template every dealer should be using or stealing
• Lender confidence: what financing institutions are watching and why the stability in used values matters
• The 30 to 60 day call: where prices are heading, when to move aged inventory, and why 100-day units need a plan today

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Mike: ⁠mmurray@npauctions.com

⁠Learn more about NPA: ⁠https://www.npauctions.com⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

Sponsor: ⁠https://dealers.motohunt.com⁠

Two powersports podcasts in one room. Jacob Berry from the Dealership fiXit Podcast sits down with Max Materne and Danny French of The Dealer Lab for an unfiltered conversation about what it actually takes to run a dealership in today's market.

What comes out of it is one of the more honest dealer conversations you will hear this year.

What we cover:

• The post-COVID reckoning: why dealers who forgot how to grind are getting crushed
• Pre-owned as its own brand — and why it has to be treated that way
• How MotoHunt started as a manual spreadsheet process at RideNow and became a commercial product
• Using your service department as an acquisition engine for used inventory
• The DMS repair order integration that puts a live shopping list in front of your sales team
• Dealers pulling 15-16 additional trade-ins per month from their own service bays
• The future of dealerships: digital-first salespeople, transparent deal-making, and what gets left behind
• AI in the dealership: where it helps, where it hurts, and why human touch still wins in powersports
• Why training has to come before software — and why software alone never fixes a broken process

If you are a dealer, a GM, or anyone trying to figure out where this industry is headed, this one is for you.

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Max: ⁠https://www.linkedin.com/in/max-materne/⁠

Connect with Danny: ⁠https://www.linkedin.com/in/daniel-french-76236790/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

Sponsor: ⁠https://dealers.motohunt.com⁠

Lou Pedler didn't start in software. He started at the parts counter. From parts associate to parts manager, service manager, and general manager across multiple rooftops, Lou spent years living inside the dealership before transitioning to the software side, first with Zios, then DX1, and now ZiiDMS.

In this episode, Lou and Jacob dig deep into what dealerships are actually getting out of their DMS, and more importantly, what they are leaving on the table. Most dealers only use 50-60% of what their DMS can do. The dealers who unlock the rest? They sell more, waste less, and run tighter operations.

What we cover:

• Why the DMS should be the nucleus of your entire tech stack
• The most underused features in dealership management software
• How to use your DMS as an intelligence platform, not just accounting software
• RFID physical inventory — how to count $250K in parts in under 15 minutes
• Multi-rooftop dealership challenges and how ZiiDMS handles them
• The customer data goldmine sitting in your DMS right now
• AI and where dealership software is headed in the next 2-5 years
• Rapid fire: the one report every GM should pull on Monday morning

If you run a powersports or motorcycle dealership and you're not fully leveraging your DMS, this episode is the reset you need.

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠

Connect with Lou: ⁠https://www.linkedin.com/in/lou-pedler-21486b37/⁠

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠

Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

Sponsor: ⁠https://dealers.motohunt.com⁠

In this throwback episode of the Dealership Fix-It Podcast, I’m joined by Mike Shaug, founder of Premier Online Marketing, for a deep dive into PPC and paid media strategy built specifically for Powersports dealerships.

We break down:

• Why paid search still outperforms “list it on a marketplace and hope”

• How to structure campaigns around inventory-level intent

• How to avoid wasted spend from broad targeting and irrelevant queries

• How to use first-party dealer data to find more buyers (and re-market service/gear)

• YouTube strategy: skippable vs non-skippable, video length, and funnel placement

• Why ad copy relevance + landing page alignment matters more than most dealers realize

If you want more leads that actually convert — and fewer clicks that waste budget — this episode will help.

Listen to More Spotify: ⁠https://spoti.fi/3N9lzfg ⁠Further Episodes Apple Podcast: ⁠https://apple.co/43FoanX ⁠Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠

Connect with Mike: https://www.linkedin.com/in/michael-shaug-80925920/ Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

Jacob Berry joins the Moving Metal crew for a real conversation about what dealers are facing right now in powersports.

We cover the state of the market, why used motorcycles are moving faster than new in many segments, how dealers should think about sourcing pre-owned inventory, and what separates strong operators from everyone else.

They also get into dealership marketing, customer retention, ride events, vendor expectations, and why the best dealers are selling experience instead of chasing a race to the bottom on price. This is a tactical episode for motorcycle and powersports dealers that want to sharpen their strategy and improve performance in 2026.

We post weekly updates, so make sure to subscribe and follow us. If you have any suggestions or want to chat with us, do not hesitate to leave a comment.

Watch on YouTube:
https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20

Connect with Pack:
https://www.linkedin.com/in/bpack-rel-mmg/

Connect with Prokupek:
https://www.linkedin.com/in/brandon-prokupek-69b26b140/

Connect with Jacob:
https://linkedin.com/in/jacob-b-berry

Follow the Fixit Online:
https://linktr.ee/dealershipfixit

Sponsor:
https://dealers.motohunt.com

Inventory listings are the foundation of the modern buying journey for powersports customers, yet most dealerships are still presenting their bikes online in ways that hurt engagement, trust, and ultimately sales.

In this episode, Jacob Berry sits down with industry operator and writer Mark Sheffield to discuss what dealerships are getting wrong when it comes to their website inventory.

Mark shares insights from years of working with dealer 20 groups and analyzing dealership operations across the country. Together they explore why “Call for Price” listings push customers away, why stock photos dramatically reduce engagement, and how dealerships should think about pricing strategy, photos, descriptions, and call-to-action design.

They also discuss the psychology of the online buyer, the role of transparency in building trust, and how tools like AI are changing how dealerships can create better inventory listings faster.

For dealers looking to improve website performance without spending more on advertising, this episode offers practical insights into how better inventory presentation can dramatically improve the customer experience and drive more sales.

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠Connect with Mark: https://www.linkedin.com/in/markjsheffield/ Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

In this throwback episode, we sit down with Philip Orange, a Texas dealer/operator who’s scaled stores, built winning teams, and lived through the market chaos of the last two years.

We cover:

• Why customer experience suffered during the shortage era — and how to fix it now

• Surcharges vs rebates (and why OEMs can’t “just remove” surcharges)

• How Philip turned a struggling store into a high-volume operation

• Packaging accessories through education instead of “market adjustments”

• The best leadership habit in the episode: the 10 pennies method (10 compliments/day)

• Getting teams off “COVID mode” and back to process, speed, and follow-up

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Listen to More Spotify: ⁠https://spoti.fi/3N9lzfg ⁠Further Episodes Apple Podcast: ⁠https://apple.co/43FoanX ⁠Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠

Connect with Phillip: https://www.linkedin.com/in/phillip-orange-71a96a20/Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

Wholesale prices hit a low point in late 2025 and have already started moving up as dealers shift into spring buying mode.

Mike Murray from NPA joins the show to explain what the latest market trends mean for powersports dealers in 2026, where the strongest demand is showing up, and what to be cautious with when sourcing pre-owned inventory.

We cover cruisers, sport bikes, motocross, adventure/dual sport, side-by-sides, and seasonal marine/PWC trends, plus the reality of book values vs real market pricing and why mileage sensitivity can crush premium adventure trade values.

If you want to reach Mike, you can find him through NPA or connect with him on LinkedIn here: https://www.linkedin.com/in/mmurray22/ Check out the NPA Market report: https://www.npauctions.com/cp/npa-market-reportWe post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Watch on YouTube: https://youtube.com/@dealershipfixit?si=b_pF17bshpsm0K29⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

Used inventory is becoming the most strategic profit center inside a powersports dealership, but most dealers are not structured to win.

In this episode, Jacob Berry joins Mark Sheffield and Kyle Reid to break down how successful dealerships build scalable used inventory operations.

From sourcing strategies and service department recon workflows to merchandising, video response tactics, and F&I opportunity, this conversation covers what actually works in today’s market.

If you want better inventory turn, higher gross margins, stronger lead conversion, and a repeatable process for buying and retailing used motorcycles and UTVs, this episode is for you.

The future of dealership profitability isn’t luck. It’s process.

Watch on YouTube: https://youtu.be/d9omsTdWFBQ

Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Connect with Mark: https://www.linkedin.com/in/markjsheffield/Connect with Kyle: https://www.linkedin.com/in/kyle-reid-5a661880/Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

In this episode, Jacob Berry talks with Brian Tierney of Lightspeed about how data-driven dealers outperform emotional ones.

They discuss aging reports, flooring pressure, CRM discipline, mobile service opportunities, industry benchmarks, and how AI will reshape dealership operations over the next five years.

If you’re sitting on aging units, struggling with response times, or unsure how to actually use your DMS to drive better decisions, this episode is for you.

The difference between profitable stores and struggling ones isn’t more inventory.

It’s clarity.

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Connect with Brian: https://www.linkedin.com/in/tierneyb/ Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

What happens when dealers don’t have a strong voice at the state level?

In this throwback episode of the Dealership Fix-It Podcast, James Myers of Valley Cycle Center shares real-world insight from a multi-generation family dealership operating for more than 50 years.

We cover:

• Why dealer associations protect long-term interests

• How manufacturer decisions impact local markets

• The reality of succession in family dealerships

• Why managing people is harder than managing inventory

• How DISC profiles and self-awareness improve leadership

This episode is a candid look at what it actually takes to survive decades in the Powersports business — and why dealers who work together win more often than those who go it alone.

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Listen to More Spotify: ⁠https://spoti.fi/3N9lzfg ⁠Further Episodes Apple Podcast: ⁠https://apple.co/43FoanX ⁠Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠Connect with James: https://www.linkedin.com/in/james-myers-3b0223349/Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

Inventory levels have flipped.

What used to be a shortage problem is now an oversupply problem.

At AIMExpo’s Dealer Excellence Stage, we broke down what separates dealers who are moving inventory profitably from those getting crushed by flooring costs and aged units.

In this episode:

• Why most dealerships only use 50% of their CRM capability
• The danger of salespeople walking past aged units
• Why turns matter more than margin
• The 30-60-90 markdown discipline most dealers lack
• Used inventory acquisition strategies that actually work
• How fast lead response impacts turn rate
• Why video replies outperform templated emails
• OEM rebate programs and communication breakdowns
• Service department as a used inventory goldmine
• The 3 habits that separate top-performing stores

If inventory is stacking up in your showroom, this is tactical, practical insight you can apply immediately.

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Watch on YouTube: https://youtube.com/@dealershipfixit?si=QJ-Z40oRAXlxfYMkConnect With Our Host Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠

Cinnamon Kernes, VP of Market Expansion at the Motorcycle Industry Council (MIC) and Show Director of AIMExpo, joins Jacob Berry to break down what dealers often don’t see day-to-day: how advocacy, research, market expansion, and industry events connect to dealership success.

We cover:

• Cinnamon’s path into powersports and why motorcycles were “always there”

• What the MIC actually does: advocacy, research/data, and market expansion

• Why Ride With Us is year-round: inspiration turns obstacles into steps

• AIMExpo 2026 recap: Anaheim energy, networking, education, and show growth

• How dealers should treat AIMExpo as an investment, not a trip

• Why post-show execution matters—and how to pick 3 takeaways to implement in 30 days

• A powerful point: protecting the industry from land closures and regulatory threats

Contact Cinnamon: ckerns@mic.org
MIC: mic.org
Next AIMExpo: Orlando, FL (2027)

We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠Connect with Cinnamon: https://www.linkedin.com/in/cinnamon-kernes-28103a30/

Connect With Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠

Great dealerships aren’t built by accident, they’re built by putting the right people in the right seats and telling the right story.

In this throwback episode of the Dealership Fix-It Podcast, Jacob Berry is joined by Jay Sanders of Dream Team Referrals, a recruiting firm focused on Powersports, Marine, and RV dealerships.

Jay explains:

• Why most resumes fail to represent real value

• How recruiters actually evaluate candidates

• Why performance stories beat job descriptions

• What dealers misunderstand about hiring and retention

Jacob draws a powerful parallel between resumes and inventory listings, explaining how:

• Dealers undersell used inventory online

• Poor photos and descriptions kill engagement

• Storytelling directly impacts conversion

This episode is a must-listen for dealers who want better people, better inventory performance, and better long-term results.

Listen to More Spotify: ⁠https://spoti.fi/3N9lzfg ⁠Further Episodes Apple Podcast: ⁠https://apple.co/43FoanX ⁠Interviews YouTube: ⁠   / @dealershipfixit   ⁠Connect with Jaye:   / jayetalentrecruiter  Connect with Jacob: LinkedIn: ⁠  / jacob-b-berry   ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠https://dealers.motohunt.com⁠Ask

The Motorcycle Safety Foundation (MSF) trains hundreds of thousands of riders every year, yet many dealerships don’t fully understand how powerful MSF partnerships can be.

In this episode, Jacob Berry speaks with Robert Gladden, VP of Training Operations at MSF, about how rider education fuels dealership growth, improves safety, and builds long-term customer loyalty.

We cover:

• How riders enter the sport through MSF

• Why trained riders are better customers

• How dealers can partner with local MSF sites

• How Ride Day introduces first-time riders

• OEM incentives tied to MSF course completion

• Advanced training opportunities for experienced riders

• The future of e-bikes, youth riders, and demographics

• MSF Website: https://msf-usa.org

• E-Bike Course: https://ebikecourse.com/

• Contact: rgladden@msf-usa.org

Connect with Robert: https://www.linkedin.com/in/robert-gladden-b371784/

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Watch on YouTube: ⁠https://youtube.com/@dealershipfixit ⁠

A must-listen for dealerships focused on long-term growth, not short-term transactions.

Sponsor & Resources: dealers.motohunt.com

Angel Hacker has worked in nearly every profit center in powersports; sales floor, fixed ops, GM leadership, OEM (Polaris), Harley marketing + BDC buildout, and now aftermarket sales leadership at SBS Friction (Brembo Group).

This episode is a real-world breakdown of what actually moves the needle in dealerships:

• Why behavior change is harder than fixing process

• Why campaigns fail when lead handling isn’t aligned

• How to build BDC structure that converts

• What dealers underestimate about OEM programs and inventory pressure

• Why aftermarket is a major profitability lever moving forward

• How leaders build teams that support each other across departments

Tactical, honest, and built for dealership operators.

Connect with Angel: https://www.linkedin.com/in/angel-june-hacker/

Email: anha@sbs.dk

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Sponsor: dealers.motohunt.com

Compliance isn’t glamorous, but ignoring it can destroy a dealership.

In Part 3 of our throwback series with Randy Felice, Dealer Principal of ANS Motorcycles, we tackle one of the most overlooked topics in the powersports industry: compliance.

From advertising regulations and finance laws to OFAC checks, military lending rules, insurance verification, and sales contract mistakes, Randy explains where dealers get exposed, why “everyone else does it” is not a defense, and how simple processes and checklists can protect your business.

This episode is required listening for dealership owners, GMs, and F&I teams who want to operate professionally, build trust, and sleep better at night.

Subscribe YouTube: https://youtube.com/@dealershipfixit Follow Our Host Jacob:LinkedIn: https://linkedin.com/in/jacob-b-berry Follow the Fixit:LinkedIn: https://www.linkedin.com/company/deal... Twitter: https://twitter.com/DealershipFixit TikTok: https://tiktok.com/@dealershipfixit Facebook: https://facebook.com/dealershipfixit Instagram: https://instagram.com/dealership_fixit Online: https://linktr.ee/dealershipfixitFree Resource: Ultimate Used Inventory Playbookhttps://dealers.motohunt.comConnect with Randy: https://www.linkedin.com/in/randy-felice-71161396/

In this throwback Part 2 with Randy Felice, Dealer Principal of ANS Motorcycles, we get into a topic most dealerships avoid until it is too late: asking for help.

Randy breaks down how he developed real management skill, how business coaching works when you do it right, and how to build internal accountability so you can eventually run without a coach.

We also cover something most dealers do not know: many regulatory organizations have a coaching and training arm that will help you improve operations at no charge, including safety and workers comp support.

This is a dealership improvement episode built for real operators.

Sponsored by MotoHunt
Download the Ultimate Used Inventory Playbook: https://dealers.motohunt.com

Connect with Randy: https://www.linkedin.com/in/randy-felice-71161396/

Connect with Dealership Fixit: https://www.linkedin.com/company/dealershipfixit/Watch on YouTube: https://youtu.be/7xcsO-k2uDg

In this throwback episode of the Dealership Fixit Podcast, we're joined by Randy Felice, Dealer Principal of ANS Motorcycles in Roseville, California.

Randy shares how ANS uses slower seasons to build systems, train teams, and create consistency across sales and service. From service advisor checklists to retail delivery processes, this conversation dives deep into what elite dealerships do differently behind the scenes.

This episode is packed with real world dealership examples you can apply immediately to improve customer experience, reduce mistakes, and build a more scalable operation.

Presented by MotoHunt - Helping dealers buy better, price smarter, and turn inventory faster.
Visit dealers.motohunt.com to learn more.

Connect with Randy: https://www.linkedin.com/in/randy-felice-71161396/

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Check us out on YouTube: https://youtube.com/@dealershipfixit?si=T8OMaN6RpXoJ8pVV

Like you, I do not have time to sit down and read. Between building a company, travel, staying healthy, and family, quiet reading time is not realistic. But learning still matters.

So this year I went all in on audiobooks. Gym. Sauna. Dog walks. Driving. Early mornings. Late nights. And I learned more than I have in years.

In this solo foundation episode, I break down the books that shaped how I think about sales, marketing, leadership, money, psychology, and running a tighter dealership operation. For each book, I share what it gets right, a takeaway you can actually use, and how to apply it inside a dealership.

Books covered in this episode:

1. 12 Rules for Life by Jordan B Peterson

2. $100M Leads by Alex Hormozi

3. $100M Offers by Alex Hormozi

4. $100M Money Models by Alex Hormozi

5. CEO Excellence by Carolyn Dewar

6. Buy Back Your Time by Dan Martell

7. Trust Me I’m Lying by Ryan Holiday

8. The Laws of Human Nature by Robert Greene

9. Never Split the Difference by Chris Voss

10. Velocity 2.0 by Dale Pollak

11. Magnetic Marketing by Dan Kennedy

12. Extreme Ownership by Jocko Willink

13. Atomic Habits by James Clear

14. Good to Great by Jim Collins

15. How to Win Friends and Influence People by Dale Carnegie

Next up on my 2026 list:

• The Goal by Eliyahu M Goldratt

• The Advantage by Patrick Lencioni

• Competing in the Age of AI by Marco Iansiti and Karim R Lakhani

• They Ask You Answer by Marcus Sheridan

• Turn the Ship Around by L David Marquet

Links:
Sponsor: ⁠dealers.motohunt.com⁠

Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠

Check us out on Youtube: ⁠https://youtube.com/@dealershipfixit?si=eOzwfr1XoIzQdp9v

If you want to sell more units, stop chasing random marketing ideas.

Build a system.

In this solo episode, I walk through an evergreen marketing framework for powersports dealers to move major units faster, protect margin, and create more repeat business.

We cover inventory merchandising, first party data, equity mining, paid ads, organic content, community, service driven opportunities, and how AI can increase speed and consistency.

Key topics

• Inventory age buckets and a weekly standup that forces movement

• Giveaways that build your list and create buyers even when they do not win

• Mining your sold list and service ROs for trade opportunities

• Google intent campaigns and Meta inventory catalog ads

• The offer formula that makes promos work year round

• A 7 day challenge to implement the system immediately

Sponsor: dealers.motohunt.com

Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/

Check us out on Youtube: https://youtube.com/@dealershipfixit?si=eOzwfr1XoIzQdp9v

What if the internet is not the real problem?

In this throwback episode of The Dealership Fixit Podcast, Craig Martin joins the show to share lessons from decades in powersports as a dealership owner, race team manager, track operator, and distributor rep.

Craig explains why charging customers more for internet purchases pushes them away, how flipping service pricing builds loyalty, and why used motorcycles are one of the most underutilized profit centers in dealerships today.

The conversation also covers employee incentives, commission structures in parts departments, improving customer experience at the counter, and why strong brick-and-mortar stores still matter more than ever.

This episode is packed with practical ideas for dealers who want better margins, better staff performance, and better customer retention without chasing every online trend.

Connect with Craig: https://www.linkedin.com/in/craig-martin/

Follow and listen to The Dealership Fixit Podcast
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603

Watch full episodes on YouTube
https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A

Sponsored by MotoHunt dealers.motohunt.com

Jason Gearld joins Brian to talk about building Phoenix Handlebars, why fewer bends and clearer choices sell better at the counter, and how dealers can create a parts department customers want to visit.

Jason also shares practical hiring tips from his work with MotorcycleIndustryJobs and why trade shows still matter for local stores.

What you will learn:

• A simple spec approach that makes bars easier to sell

• How to merchandise new parts without turning into a discount bin

• Customer experience moves that increase repeat visits

• How to write job posts that attract riders and not just resumes

• Why dealers should adopt a product storyteller inside parts

Connect with Jason:
Phoenix Handlebars: https://phoenixhandlebars.com
LinkedIn: https://www.linkedin.com/in/jason-gearld-2451408/
MotorcycleIndustryJobs: https://www.motorcycleindustryjobs.com

Watch on YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Sponsor: MotoHunt Dealers https://dealers.motohunt.com

Building the right compensation plan isn’t easy, but it’s one of the most powerful tools a dealership has to shape performance and culture.

In this throwback episode, Steve Dodd joins The Dealership Fixit Podcast to explain how comp plans drive behavior, how to build one that rewards performance without breaking the bank, and how to fix broken pay structures that cause turnover or missed goals.

• How to research and set pay levels for key roles

• The link between pay plans and dealer profitability

• When to include floorplan, F&I, or volume targets in compensation

• Managing change when switching from hourly to commission or flat-rate pay

• How to keep great employees motivated long-term

Connect with Steve Dodd on LinkedIn:
https://www.linkedin.com/in/steve-dodds-ii-6274752b/

Listen and Follow:
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A

Sponsor: MotoHunt Dealers – https://dealers.motohunt.com

Powersports veteran Brian Croft returns to The Dealership Fixit Podcast, this time representing KTM Group North America, where he leads inside sales for the central to West‐coast region plus Alaska & Hawaii.

He shares a rich 25+ year journey through dealerships, distributors, parts, and OEM leadership.

In this episode, we dive deep into:

• The edge dealers gain when they stock highly desirable machines and build specialist culture.

• The major front-line challenges dealers face today: flooring costs, staffing, buyer readiness.

• Why storytelling, brand focus, and experiential retail are more critical than ever.

• What opportunities exist right now for stores who are willing to differentiate.

Connect With Brian: https://www.linkedin.com/in/motocroft/ Connect With Jacob: ⁠https://linkedin.com/in/jacob-b-berry ⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠dealers.motohunt.com⁠Listen to More Spotify: ⁠https://spoti.fi/3N9lzfg ⁠Further Episodes Apple Podcast: ⁠https://apple.co/43FoanX ⁠Interviews YouTube: ⁠https://youtube.com/@dealershipfixit ⁠