The Dealership Fixit Podcast

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 disconnectThe gun store comparison: why every employee there knows their product and why motorcycle shops often do notHow employee burnout and social media scrolling quietly drain the profitability of a service departmentThe parts-guy-at-the-bench workflow that saves the mechanic time and makes the shop more moneyWhy the 10-year-and-older rule is a mindset, not a fact, and what dealers miss by turning that work awayPulling back the curtain: why engaging service customers in how things work builds loyalty and repeat businessWhy so many younger customers have never been around machines and how dealers can bring them inMichael's own story as a customer and the service manager who always tells him what is nextWhy texting a customer the owner's manual PDF beats hoping they read the paper copyThe professionalism gap that separates a confident dealership from one that gets caught flat-footedThe Chrome Mafia story: how one independent shop built a riding culture that a four-brand, 30-year dealership could not matchWhy getting 30 to 40% of your staff riding changes everythingWatch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 weekHow Jeremy sources 1,200-plus bikes a year and why trades and street buys beat the auctionThe stat that says it all: 1,200 bikes sold last year, only 5 bought from the auction, about 30 sent to itWhy chasing the auction is where a lot of dealers go wrong on fees, freight, and bikes they never even rideBuying right: why he makes his money the day he buys the unitThe 20,000-mile rule his full-time buyer is not allowed to breakHow the market shifts under you: nobody wants the bike today that everybody wanted three years agoPricing to the real market and why NADA is always chasing behind the actual selling priceWhy a bike sitting 30 days is devaluing every single day and wasting your ad spendThe no dealer fees philosophy and why it is a marketing weapon when everyone around you piles on feesThe buy here pay here lever most dealers do not have, and the $1.5 million on the books bringing $30,000 a month in interestWe Sell Fun: how a real riding culture turns into a sales and marketing engineWhy customers drive two hours and pay full price to buy from a store that feels like familyThe blueprint approach to building a team that stays 16 to 19 yearsThe honest story of acquiring a 25-year-old dealership and taking it from 19 to 70 bikes a monthGoing from pure pre-owned to running Piaggio new-unit franchises with Vespa, Aprilia, and Moto GuzziWhy watching your expenses and floor plan is the number one thing that keeps a used operation profitableHis honest advice for any dealer thinking about opening a second storeWatch on YouTube: ⁠https://youtube.com/@dealershipfixit⁠Connect with Jeremy Coon: ⁠https://www.linkedin.com/in/jeremy-coon-b5107a289/⁠Lucky U Cycles: ⁠https://luckyucycles.com⁠Connect with Jacob: ⁠https://www.linkedin.com/in/jacob-b-berry/⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 counterWhy the parts department is about problem solving and personalization, not just handing someone a batteryThe CARE framework: Create A Rare Experience, and why it is the ultimate retention toolHow to compete with Amazon and RevZilla through human interaction and the art of the follow-upWhy the toughest thing Chase had to learn was the CRM and the discipline of follow-upWhat separates a good salesperson from an average one, and the Ken Griffey Jr. lesson about mastering the basicsWhy new salespeople fail when they try to get too cute and cut cornersThe F&I lesson: you have to know and believe in the product, and why packaging beats a laundry listWhy the needs assessment matters more than product penetration in the boxThe biggest shift moving from one department to running the whole store: time management and selective urgencyWhy departments cannot operate in silos and how sales sells the first one but service sells the next fourWhat breaks when you scale from one rooftop to many and the power of a 30,000 foot viewWhy standardizing your tech stack matters, and how MotoHunt across a group lets operators phone a friendThe honest advice on scaling: if your store is broken now, a second one will only stack problemsWhy being able to step out of a store is the real telltale sign of a well-run dealershipThe candid story of stepping out of operations and why Chase calls it a step forward, not a step backThe Clay Wallace philosophy: master the job in front of you, be a student of the job ahead, be a teacher of the job belowWhy the number one thing blocking your growth is not having your replacement readyThe mindset for a long career: keep the little kid excitement every time you put the key in the doorChase's work with Veterans Xtreme Adventures and why it matters to himWatch on YouTube: ⁠https://youtube.com/@dealershipfixitConnect 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/dealershipfixitMotoHunt 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 likeHow values can be up year over year and softening month to month at the same timeThe book value problem: why dealers fixate on JD Power and why the real market often moves faster than the bookWhy 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 bookWhere Black Book and NPA's own value guide fit into the pictureWhy early June auctions in San Diego came in stronger than expected and what that says about dealer confidenceThe fuel price wildcard and whether it is actually moving metric cruiser demandDomestic cruisers: still the leader, but the price to book story versus the actual dollar story are very differentThe $4,000 spread between a clean Harley and a rough one, and why condition and miles matter more than the bookMetric cruisers: why the small May uptick is probably a flash in the panSport bikes: bouncing around the peak, why dealers who follow the niche are crushing it, and why you cannot have too manyMX cooling off and why product mix and cleanliness drive that number more than demandATV: the standout still climbing, and why used side by sides finally hit their strideSide by side: the seasonal flattening, the regional differences, and why cabbed-out luxury units hold valueThe inventory turn framework: the 0 to 30, 60, 90, and 120 day buckets and why Mike built them aggressive on purposeThe 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 costWhy an 18% gross over 12 months might actually be a 3% lossProactive pricing: how to get ahead of the softening market instead of chasing it downThe exit strategy: NPA Direct Buy, consignment, and why you should never wish a wholesale unit into a retail customerWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Mike Murray (NPA): ⁠[email protected]⁠NPA Market Reports: ⁠https://www.npauctions.com/cp/npa-market-report⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 mistakeThe hard truth about Facebook likes: why chasing them is a waste of your timeWhy posting pictures of your customers does almost nothing for your next potential customerWhat happened when Facebook went pay-to-play around 2015 and 2016, and why your follower count stopped matteringThe fishing industry case study: growing a page from 14,000 to 170,000 likes and what actually drove the valueWhy consistency in your marketing pays off more than almost anything elseThe Facebook group strategy that 99% of dealerships are completely ignoringWhy Facebook groups generate more meaningful interaction than your business page ever willThe crunchy mom group example that explains exactly why niche, local, passion-based groups workWhy powersports is the perfect industry for a dealership group: local plus passionThe difference in tone between a page and a group, and why people let their guard down in groupsSelling a lifestyle versus selling a product, and where each one belongsWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Joe Iribarren: ⁠https://www.linkedin.com/in/beyondcreative/⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 responsibilityJoe's approach to walking into a dealership and finding the real gaps, what he calls getting nosyThe difference between being an asset and being a visitor, and why that distinction mattersThe Elvis story: the customer who walked in looking like he came off the streets and changed how an entire dealership thought about judging peopleWhy 8 out of 10 customers still want to touch and feel a product in the store even after buying onlineThe three things a dealership delivers that an online store never can: customer experience, a source of information, and assurance of the purchaseThe idea box framework explained step by step, the tool Joe uses to generate ideas when a team has noneThe real-world example of how the idea box turned an ordinary laundry hamper into a multi-million dollar businessWhy most dealership meetings fail and what a productive one actually needsTwo books Joe recommends for anyone who wants to think more creativelyWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Joe Johnson: ⁠https://www.linkedin.com/in/joe-johnson-16b4841a6/⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 upThe pressure mapping test Craig ran against competitors at a local medical supply facility and what it showedWhy customer stories, not sales numbers, are the real fuel for a founderThe training portal Wild Ass built to incentivize dealer reps and parts staff to get educatedWhy asking what is new is the wrong question — and what dealers should be asking insteadThe manufacturer's perspective on supply chain blame: how dealers blame the brand when the distributor is the actual problemHow a great product can sit in a warehouse while the floor sells nothing because nobody passed on the knowledgeWild Ass's 10th anniversary expansion into UTVs, cars, trucks, tractors, and stadium seatingWhy this product is no longer just for long-distance motorcycle ridersWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Craig Johnson: ⁠https://www.linkedin.com/in/wildasscraig/⁠Wild Ass Seats: ⁠https://www.wild-ass.com⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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.comWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect 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-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 talentAlex's first career move into powersports and why the emotional nature of the purchase changes the entire F&I conversationWhy financing is still an afterthought at too many stores and the simple script to shift that conversation at the point of saleThe 400% rule: offer every product, every customer, every time with 100% effortThe two non-negotiable products in any powersports F&I office and why ESC is not an upsell, it is a safety netWhy 85% of powersports repossessions trace back to mechanical failure and what that means for every service contract conversationThe GAP math: when to offer it at full LTV, what to say at 70% or under, and when to leave it outPrepaid maintenance as a VIP retention tool, saving customers 30-40% while bringing them back to your service bayHow 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 problemThe Synchrony Outdoors card as a cross-departmental revenue tool that works across sales, parts, and serviceThe used bike lending reality: LTVs are different, CITs need to move fast, and MotoHunt helps you buy right in the first placeAlex's unorthodox F&I handoff: the business manager gets involved the moment credit is submitted, not at the endThe "tour de ride" concept and how Broward turns the wait time before the box into a dealership relationship builderHow to handle time in the box without killing the customer experience and the Jimmy at school storyThe baseball farm league approach to building F&I talent from the ground upWhy pay plans based on product mix produce better behavior than pay plans based on sheer PVR volumeThe three numbers a GM has to watch every week: cash to finance ratio, penetration by product, and CITWhat an F&I training program actually looks like and why Rob Greenwald gets the call when Alex needs outside helpThe CRM cadence for declined deals and why a no today is a lead for laterSoft pulls, VIP appointment setting, and where Broward draws the line on digital deliveryWhat Alex looks at first when a GM suspects their F&I department is underperformingWhy penetration rates tell a better story than PVR and what to do when they are out of balanceWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Alex Reyes: ⁠https://www.linkedin.com/in/alex-r-a97a321a0/⁠Broward Motorsports Treasure Coast: ⁠https://www.browardmotorsportstreasurecoast.com⁠PowerSports HQ (Alex's YouTube): ⁠https://youtube.com/@PowersportsHQAlex⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 elseThe walkaway, retro, CFC, and DOWC structures explained in plain English — and how to know which one fits youProducts that can go into reinsurance: service contracts, tire and wheel, paint and fabric, GAP, and ancillariesWhy GAP should usually be kept separate from your service contract reinsurance positionThe hidden fee problem: ceding fees, loss adjustment expense, and premium tax that come off the dealer's bottom line before they ever see the moneyThe side-by-side comparison that could be costing dealers $50,000 to $60,000 a year depending on volumeWhy all fees should be visible in the admin fee and what "below the line fees" actually meansThe A account vs the B account in plain English — and why moving money to the B account as fast as possible mattersHow dealers can borrow against their own B account money and pay the interest back to themselves instead of a bankCapital gains vs ordinary income: the tax difference that can mean 18 to 20 points on millions of dollarsThe risk triangle: why reinsurance is not a set it and forget it situationEarly claims and multiple cause of loss: what it looks like when a service contract is being used as a recon toolThe disappearing deductible strategy that keeps customers coming back to your service bay and protects your bookWhy you need claim override controls and exactly who should have themThe nine questions every dealer should be asking their current reinsurance providerGene's AI tip: how to use ChatGPT or Claude to find every fee buried in your dealer agreement in minutesWhat a real advisory partner looks like vs someone just managing their own book through youGene's FTC prediction: powersports dealers have 12 months or less before enforcement starts — and what to do about it nowThe $54,000 per violation reality and why 97 automotive dealers have already faced itWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Gene Silas (Brightline): ⁠[email protected]⁠Connect with Jeff Barron (Brightline): ⁠[email protected]⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 powersportsThe 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 MontanaWhy powersports was always in SEMA's DNA but is only now getting its own dedicated platformThe West Hall location and why placing powersports next to trucks and off-road is a strategic decision — not just a real estate oneOutdoor demos adjacent to the West Hall and what it means to actually experience product instead of just seeing it on carpetWhat product categories are already confirmed: OEM representation, hard parts aftermarket, gear and apparel, lifestyle, EV, overlandingWhy 60% of SEMA attendees are at the owner or GM level — and why that makes the show worth the tripThe New Product Showcase: 1,700 to 2,000 products in one place, open at 7:30 AM before the floor opensHow 60% of people who visit the New Product Showcase discover a company they had never heard of beforeToyota's Scion side-by-side concept reveal at SEMA that generated 1.4 billion impressions in 24 hoursThe education component: 90-plus sessions including powersports, off-road, overlanding, social media, and dealer growthSEMA Fest: music and motorsports event for consumers that opens on May 4th alongside buyer registrationWhy the future of trade shows is shifting toward Gen Z and millennial buyers and how SEMA is building for that nowWhat dealer registration looks like, what hotel options are available, and what opens on May 4thWhy you do not need to be a SEMA member to attend — and what membership actually gets you if you do joinMike's honest take: powersports has needed a platform for the last 10 years and SEMA has the infrastructure to deliver itWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠SEMA Powersports: ⁠https://www.semashow.com/powersports⁠Connect 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-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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=CsuFDVhen8KBBFi7This 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 brandsThe big 2026 trend: OEMs are pushing digital and video content harder than everBRP is the first OEM to reimburse for the actual cost of content creation, up to $125 per videoTikTok is now an approved claim outlet for at least three major OEMs in 2026Honda: more dollars per unit, TikTok added, SEO now reimbursable, MotoHunt is now an approved Honda agencyPolaris: still 98% the same year over year, but the PFED program has some real problems Sarah breaks downWhy the Polaris Plan for Every Dealer promotes the Polaris brand, not yoursBRP's Advertising Builder Program gets a B grade vs Polaris's C to C-minusKawasaki: one of the stricter programs but their co-op team is actually one of the best at working with youYamaha: lowest reimbursement rate at 40%, but 70% if you use their approved agencies, and Yamaha Marine is a completely different programHarley-Davidson MDF 2026: now even easier than last year, new and used covered, two simple claim categoriesCFMoto: no denials ever, co-op expires May 7th, most dealers have a ton left to spendIndian Motorcycle: separating from Polaris but still in the same portal, says they do not do Google Ads but Sarah has gotten plenty approvedSuzuki: steady, on cruise control, nothing radical hereQ3 and Q4 planning: the co-op expiration calendar every multi-line dealer needsThe three steps to get started if you have never filed a co-op claim in your lifeFree co-op tracking template available on requestWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Sarah McVean Brown: ⁠https://www.linkedin.com/in/sarahmcvean/⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 leadThe five Google Micro Moments that map the customer buying journey before they contact your dealershipWhy 60 to 80% of buyers do not purchase the exact unit they originally inquired about and what that means for your follow-upThe Pied Piper ILE 2026 data: half of all powersports leads go unanswered and the industry average ILE score is 44 out of 100A dealer with 100 leads and a great process will outsell a dealer with 500 leads and no process every timeThe five-step Day One response playbook from the birth of the leadWhy you only need to be bad to be better than most of your competitionWhat 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 generationThe 36% increase in close rate that Rollick saw from dealers using automated email nurture versus those that did notHow to shop your own dealership with a fake Gmail and what you will find when you doWhy the fifth, sixth, and seventh follow-up email can outperform the first autoresponderPricing transparency and the out-the-door price debate with data from thousands of Dealer Spike websitesNPDA membership and what 400-plus member dealers are getting for $395 a yearWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect 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.org⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠MotoHunt 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 yearsThe two things every dealer can do this week that will immediately move the needleWhy having a CRM does not make your response better unless you have the process to go with itHow Indian Motorcycle has held the top spot four years in a row and exactly what their dealers do differentlyWhy AI is not the shortcut most dealers think it is and when it actually helpsThe 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 trainingWhy the phone call is still the highest converting response path by a wide marginWhat 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 notService department lead response and what is coming next from Pied PiperIf 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=xGw636a89UUDAK20⁠Connect with Fran: ⁠https://www.linkedin.com/in/franohagan/⁠Learn more about Pied Piper: ⁠https://www.piedpiperpsi.com⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠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 marineWhy domestic cruisers up 6% and sport bikes up 9% over the prior 90 days is not just seasonal noiseThe metric cruiser correction and why down 9% year over year is not a panic situationMX up 22% year over year and what that number actually means when you back it out to price to bookSide by sides: the underdeveloped market that is quietly becoming one of the best margin plays in usedPWC and marine up 23% and 24% sequentially and why NPA's growth in that category is driving the numbersThe dealer confidence shift: three used to one new retail ratios and what that tells you about where the industry is goingService department acquisition: why dealers buying two to three bikes a week out of their own bays are the ones winning on marginOffensive trade strategy: if a customer asks whether you take trades, Mike says you already failedPrivate party and street sourcing: what motivated salespeople should be doing when they are not closing dealsNPA's condition scoring system explained: how to read the difference between a cosmetic 70 and a mechanical 85The free NPA trade inspection template every dealer should be using or stealingLender confidence: what financing institutions are watching and why the stability in used values mattersThe 30 to 60 day call: where prices are heading, when to move aged inventory, and why 100-day units need a plan todayWatch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠Connect with Mike: ⁠[email protected]⁠Learn more about NPA: ⁠https://www.npauctions.com⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠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 crushedPre-owned as its own brand — and why it has to be treated that wayHow MotoHunt started as a manual spreadsheet process at RideNow and became a commercial productUsing your service department as an acquisition engine for used inventoryThe DMS repair order integration that puts a live shopping list in front of your sales teamDealers pulling 15-16 additional trade-ins per month from their own service baysThe future of dealerships: digital-first salespeople, transparent deal-making, and what gets left behindAI in the dealership: where it helps, where it hurts, and why human touch still wins in powersportsWhy training has to come before software — and why software alone never fixes a broken processIf 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=xGw636a89UUDAK20⁠Connect 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-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠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 stackThe most underused features in dealership management softwareHow to use your DMS as an intelligence platform, not just accounting softwareRFID physical inventory — how to count $250K in parts in under 15 minutesMulti-rooftop dealership challenges and how ZiiDMS handles themThe customer data goldmine sitting in your DMS right nowAI and where dealership software is headed in the next 2-5 yearsRapid fire: the one report every GM should pull on Monday morningIf 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=xGw636a89UUDAK20⁠Connect with Lou: ⁠https://www.linkedin.com/in/lou-pedler-21486b37/⁠Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠Sponsor: ⁠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 intentHow to avoid wasted spend from broad targeting and irrelevant queriesHow 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 placementWhy ad copy relevance + landing page alignment matters more than most dealers realizeIf 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=xGw636a89UUDAK20Connect 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-berryFollow the Fixit Online:https://linktr.ee/dealershipfixitSponsor: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 nowSurcharges vs rebates (and why OEMs can’t “just remove” surcharges)How Philip turned a struggling store into a high-volume operationPackaging 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-upWe 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/d9omsTdWFBQConnect 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 interestsHow manufacturer decisions impact local marketsThe reality of succession in family dealershipsWhy managing people is harder than managing inventoryHow DISC profiles and self-awareness improve leadershipThis 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 capabilityThe danger of salespeople walking past aged unitsWhy turns matter more than marginThe 30-60-90 markdown discipline most dealers lackUsed inventory acquisition strategies that actually workHow fast lead response impacts turn rateWhy video replies outperform templated emailsOEM rebate programs and communication breakdownsService department as a used inventory goldmineThe 3 habits that separate top-performing storesIf 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 expansionWhy Ride With Us is year-round: inspiration turns obstacles into stepsAIMExpo 2026 recap: Anaheim energy, networking, education, and show growthHow dealers should treat AIMExpo as an investment, not a tripWhy post-show execution matters—and how to pick 3 takeaways to implement in 30 daysA powerful point: protecting the industry from land closures and regulatory threatsContact Cinnamon: [email protected]: mic.orgNext 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 valueHow recruiters actually evaluate candidatesWhy performance stories beat job descriptionsWhat dealers misunderstand about hiring and retentionJacob draws a powerful parallel between resumes and inventory listings, explaining how:Dealers undersell used inventory onlinePoor photos and descriptions kill engagementStorytelling directly impacts conversionThis 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 MSFWhy trained riders are better customersHow dealers can partner with local MSF sitesHow Ride Day introduces first-time ridersOEM incentives tied to MSF course completionAdvanced training opportunities for experienced ridersThe future of e-bikes, youth riders, and demographicsMSF Website: https://msf-usa.orgE-Bike Course: https://ebikecourse.com/Contact: [email protected] 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 processWhy campaigns fail when lead handling isn’t alignedHow to build BDC structure that convertsWhat dealers underestimate about OEM programs and inventory pressureWhy aftermarket is a major profitability lever moving forwardHow leaders build teams that support each other across departmentsTactical, honest, and built for dealership operators.Connect with Angel: https://www.linkedin.com/in/angel-june-hacker/Email: [email protected] 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 MotoHuntDownload the Ultimate Used Inventory Playbook: https://dealers.motohunt.comConnect 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:12 Rules for Life by Jordan B Peterson$100M Leads by Alex Hormozi$100M Offers by Alex Hormozi$100M Money Models by Alex HormoziCEO Excellence by Carolyn DewarBuy Back Your Time by Dan MartellTrust Me I’m Lying by Ryan HolidayThe Laws of Human Nature by Robert GreeneNever Split the Difference by Chris VossVelocity 2.0 by Dale PollakMagnetic Marketing by Dan KennedyExtreme Ownership by Jocko WillinkAtomic Habits by James ClearGood to Great by Jim CollinsHow to Win Friends and Influence People by Dale CarnegieNext up on my 2026 list:The Goal by Eliyahu M GoldrattThe Advantage by Patrick LencioniCompeting in the Age of AI by Marco Iansiti and Karim R LakhaniThey Ask You Answer by Marcus SheridanTurn the Ship Around by L David MarquetLinks:Sponsor: ⁠dealers.motohunt.com⁠Connect 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 topicsInventory age buckets and a weekly standup that forces movementGiveaways that build your list and create buyers even when they do not winMining your sold list and service ROs for trade opportunitiesGoogle intent campaigns and Meta inventory catalog adsThe offer formula that makes promos work year roundA 7 day challenge to implement the system immediatelySponsor: dealers.motohunt.comConnect 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 PodcastSpotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603Watch full episodes on YouTubehttps://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsored 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 sellHow to merchandise new parts without turning into a discount binCustomer experience moves that increase repeat visitsHow to write job posts that attract riders and not just resumesWhy dealers should adopt a product storyteller inside partsConnect with Jason:Phoenix Handlebars: https://phoenixhandlebars.comLinkedIn: https://www.linkedin.com/in/jason-gearld-2451408/MotorcycleIndustryJobs: https://www.motorcycleindustryjobs.comWatch on YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsor: 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 rolesThe link between pay plans and dealer profitabilityWhen to include floorplan, F&I, or volume targets in compensationManaging change when switching from hourly to commission or flat-rate payHow to keep great employees motivated long-termConnect 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=2c816556bab94519Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsor: 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:How KTM has evolved its dealer-partner strategy since restructuring and why alignment matters.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 ⁠

In this episode, Dealership Fixit Podcast host Jacob Berry talks with Gene Silas, Vice President of Sales at Brightline Dealer Advisors, about how the best dealers turn process into profit.Gene’s story starts in the Marine Corps and leads through decades in automotive and powersports leadership. He shares what’s working right now in F&I, how dealers can audit for silent profit leaks, and why training accountability is the missing link in most stores.Highlights:The biggest training mistake in dealership F&IWhy GMs must stop managing by spreadsheetWhat reinsurance really means for powersports dealersHow to spot internal theft before it drains your storeBuilding retention with real career paths, not empty promisesHow AI can simplify dealership auditing overnightConnect with Gene:Gene Silas on LinkedInBrightline Dealer Advisors: https://brightlinedealeradvisors.comListen and Follow:Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyHApple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsor:Smarter inventory, faster turns, better buys: dealers.motohunt.com

Why are powersports insurance rates skyrocketing? Why are major carriers leaving the market? And what can dealers actually do about it?Jacob Berry sits down with Zach Materne, Commercial Risk Consultant and former dealership operator, to unpack the real reasons coverage is getting harder to find, and how to protect your store before renewal.Zach explains what’s behind insurer exits like K&K and Harco, the truth about test ride and event coverage, and the #1 claim dealers don’t see coming: false pretense. He also shares practical ways to audit your coverage, prepare before renewal, and build a risk management culture that keeps your team, your customers, and your margins protected.Listen in to understand how to treat insurance like a system — not just a piece of paper.Connect with Zach: https://www.linkedin.com/in/zachary-materne/Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/Listen to learn how to sharpen your used inventory playbook and boost your dealership’s profitability.Spotify: ⁠https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519⁠Apple Podcasts: ⁠https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603⁠YouTube: ⁠https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A⁠Follow Dealership Fixit:⁠TikTok ⁠| ⁠X⁠ | ⁠LinkedIn⁠ | ⁠Instagram⁠ | ⁠Facebook⁠Sponsor: ⁠dealers.motohunt.com

Jacob Berry joins the One Gang Worldwide podcast to break down what is working now for powersports dealers. We cover dealer-to-dealer buying, service-lane acquisition, fast recon, and digital merchandising that moves units. Jacob also shares his journey from WyoTech grad and Mercedes tech to sales, BDC leadership, building internet departments across RideNow, navigating the RumbleOn era, and launching AMP Digital and MotoHunt to help dealers buy right and turn faster.Listen for practical steps to source better, price smarter, and turn aged units faster.Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyHApple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsor: dealers.motohunt.com

In this episode, Powersports Business Editor in Chief & Power Hour Podcast host, Brendan Baker joins Jacob Berry for a deep dive into the new rules of pre-owned success. Dealers across the country are surviving on used inventory and the best operators are treating it like a science.Brendan and Jacob cover:How to build dealer-to-dealer buy relationships that actually workWhy your service department is your most underused buying sourceHow to turn trades faster through smart reconditioningThe right way to merchandise used bikes online for real conversionsPlus, Brendan opens up about running Powersports Business, where the industry is headed, and why print still matters.Listen to learn how to sharpen your used inventory playbook and boost your dealership’s profitability.Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858AFollow Dealership Fixit:TikTok | X | LinkedIn | Instagram | FacebookSponsor: dealers.motohunt.com

Retail leader and analyst Jeffrey McNulty breaks down a simple, usable framework for PowerSports dealers who want faster turns and better margins. We cover the traps of legacy thinking and insulated management, why a 40–45 hour target for leaders boosts performance, and how to apply the CAPED model: Customization, Adaptability, Personalization, Engagement, and Differentiation. We also dig into private-label services and guarantees, the SAG rule for authentic customer messaging, and the DAKA filter for faster decisions. If you’re holding aged units, guessing on trade values, or struggling to stand out against same-brand competitors, this episode gives you a clear plan to fix it.Subscribe for more dealer-focused tactics and interviews that help you run smoother, sell smarter, and adapt faster.Follow Jeffrey: https://www.linkedin.com/in/jeffreypmcnulty/Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ATikTok: https://www.tiktok.com/@dealershipfixitX (Twitter): https://x.com/DealershipFixitLinkedIn: https://www.linkedin.com/company/dealershipfixit/Instagram: https://www.instagram.com/dealership_fixit/Facebook: https://www.facebook.com/dealershipfixitSponsor: dealers.motohunt.com

Thinking about selling your dealership in the next few years? Start now.Courtney Bernhard from Performance Brokerage Services joins Jacob Berry to share what really kills deals, from messy financials and family payroll to missing estate plans and frozen floorplans.Learn:Why there are more sellers than buyers in powersports right nowHow to clean up your P&L and parts department before you listThe 12–24 month prep plan that maximizes your store’s valueWhy legacy and culture matter more than the moneySponsor: dealers.motohunt.comConnect with Courtney: https://www.linkedin.com/in/courtney-bernhard-072018113/Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/Listen on Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyHApple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A

NPA’s Tony Altieri joins the podcast to break down why sell-through is near total, why off-road is the hottest segment, and how dealers should source and desk trades while inventory is tight. Clear moves you can use this week.LinksFollow Tony: https://www.linkedin.com/in/tony-altieri-a6817b61/Sponsor: https://dealers.motohunt.comConnect with Jacob: https://linkedin.com/in/jacob-b-berryListen on Spotify: https://spoti.fi/3N9lzfgMore on Apple Podcasts: https://apple.co/43FoanXSubscribe on YouTube: https://youtube.com/@dealershipfixit

Most dealers still treat digital leads with one call, one email, and done.In this episode, Jacob Berry sits down with Chris Yeloushan, VP of Dealer and OEM Solutions at Rollick, to talk about what’s changed with online buyers and how dealerships can double close rates with simple automation, better CRM habits, and smarter follow-up.You’ll learn:How modern buyers shop online before ever contacting your storeWhy nurture emails drive the highest conversionsHow to build a low-cost “invisible sales team” through automationWhy post-sale nurture creates repeat buyers and service customersDealers who master this process aren’t just generating leads, they’re closing them.👉 Sponsor: dealers.motohunt.com👉 Connect with Chris: https://www.linkedin.com/in/chris-yeloushan-b078b55/👉 Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/🎧 Listen on Spotify: https://spoti.fi/3N9lzfg🎧 More on Apple Podcasts: https://apple.co/43FoanX📺 Subscribe on YouTube: https://youtube.com/@dealershipfixit

The service counter is the hub of your dealership. Hire for people skills, train for process, and measure what matters. In this episode we break down a proven fixed ops playbook. Clear takeaways you can use this week.Listen, follow, and share with a service manager who needs a win.Links and resources:Sponsor: dealers.motohunt.comSubscribe on YouTube: https://youtube.com/@dealershipfixitMore episodes on Apple Podcasts: https://apple.co/43FoanXListen on Spotify: https://spoti.fi/3N9lzfg

In this solo episode, Brian reads a powerful leadership article by his friend and author Jeffrey McNulty, creator of The Ultimate Retail Manual. With over 30 years in executive retail leadership at Home Depot, Lowe’s, PetSmart, and more, Jeffrey’s wisdom hits home for powersports dealers today.Learn how to:Build fairness into your hiring and pay practicesMaintain an even exchange of energy with your teamLead with authenticity, empathy, and engagementUnderstand why karma always wins in businessA must-listen for dealership leaders who want to inspire, grow, and lead with purpose.🎧 Listen on Spotify: https://spoti.fi/3N9lzfg🍎 Listen on Apple: https://apple.co/43FoanX💻 Watch on YouTube: https://youtube.com/@dealershipfixitFollow our host: https://linkedin.com/in/jacob-b-berryFollow Jeffrey P. McNulty: https://www.linkedin.com/in/jeffreypmcnulty/

This remastered throwback hits the core problems most stores face and how to fix them fast. We dig into two levers that change everything, process and time, and how culture, hiring, and phone work turn browsers into buyers. Simple moves you can use this week.What you’ll learn:• A simple framework to stop “swirl” and get time back• How to replace “shoot from the hip” with a repeatable sales process• Why culture beats tactics and how to keep staff engaged• The clean way to coach calls and convert more appointments• Fear vs. price: why great service wins at full grossListen here and subscribe:Spotify: https://spoti.fi/3N9lzfgApple Podcasts: https://apple.co/43FoanXYouTube (full video): https://youtube.com/@dealershipfixitSponsor: https://dealers.motohunt.com