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1. Ask qualifying questions
2. Determine tire choice
3. Give info on choice
4. Share general tire knowledge
5. Conclude sale
Steps to Selling a Tire regardless of brand
Step 1 - Qualifying Questions
• Type of riding?
• Model of bike?
• Performance desired?
• Mileage expectations?
• Level of experience?
2. Determine tire choice
• Tire size?
• Radial or bias?
• Speed/load rating of tires?
• Sport, Sport-touring, Cruiser, Touring, Adventure Touring…..
• Budget?
Avon Bridgestone Dunlop Metzeler Michelin
Sport tourRadial
Storm 3D X-M
BT023/21BT020
Road smartSportsmart
Roadtec Z8 Interact
Pilot Road 4/GT, Trail
Hi-PerfRadial
3D Ultra
Battlaz T30 BT021/22/23
D208 D207/Q2
Sportec M5/M7-RR
Pilot Power Pure 2CT
High LoadTourCruise
CobraAccolade, Exedra, E MaxG850/700/500s
Elite 2/3K491Am Elite
ME888 Commander
Scorcher
Street bias AM26 BT45, Exedra GT500 series
Lasertec Pilot ActivStreet
Custom Venom Cobra
Elite 3 ME888 Commander II
DualPurpose
AM43/44Distanzia
TW/BattlewingED 03/04
TR91 Trailmax
Enduro 3Tourance Next
Anakee 3
Cross Reference Chart
3. Inform your customer
• Explain special features
• Road Hazard Warranty
• Model specific F&B
• Special offers
• Premium tire
4. Share Tire Knowledge
• Tire care
• Common tire problems
• When to replace
• Tire pressure
When tire is down to wear bar it is at the minimum
legal limit
Examples of Tire Pressure Guidelines
SportFront Solo 2 up light 2 up heavy110/70-120/70 34-36 36-38 36-38
Rear150/70-190/50 34-36 36-38 38-42
Touring with reinforced constructionSolo 2 up light 2 up heavy
Front 38-40 40-41 42-43
Rear 44 46 48-50
5. Concluding the Sale!
• Does tire meet needs?
• Are benefits clear?
• Any other questions?
• Accessories needed?
• Book service appointment?
Make it seven beans and you got yourself a deal!
CYCLE Reader Survey on Riders WORLD & their tires
• Visit dealership monthly - 40%
• Tire Purchases - 59%
• Inventory available - 31%
• Service visits - 50%
#1 reason customer buys a tire is it’s in stock!
CYCLE Reader SurveyWORLD
• 60% purchase 1-2 yearly
• 49% spend $200-300 yearly
• 21% no brand preference
Motorcycle-USA.com Research
62% buy at the dealership
55% prefer street bikes
59% plan tire purchasing 2013
71% of purchases influenced by Internet
Tires
#1 Aftermarket Accessory!
• Frequent inventory turns
• Tires – high wear item
• Sell tubes, gauges, repair kits
• Service drive/brake systems
Match the Deal not the Price!Example: Rear Tire MSRP $200.00
Mail order: $165.00
• Wait for tire
• May be additional charges
• Installation cost higher
• May not handle warranties
Dealer: $185.00
• Tire stocked - Priceless
• Lower installation cost - (Almost) Priceless
• Warranty backup - Priceless
• Knowledgeable - Priceless
Ask what & when tire is needed
Correctly placed orders save time & trouble
Tire will arrive on their doorstep on…
Signage shows customers what to expect
Customer care = repeat customer
Offer tech support, guarantees, returns
If you don’t have the tire in stock:
Ideas to Help Increase Sales
• Hold tire seminars for customers
• Webinars for staff
• Customer PSI Check Day
• Ladies Tech Night
• Website training PDF’s
• Inventory & display tips
• Confidence in product
• 800 customer service #
• Web site dealer locator
• Creative programs
• Avon Marketing Alliance
• Excellent availability
How Avon helps you sell:
www.avonmoto.com/dealer_support
Selling Avons Confidence in premium product
100 years in the business
Road hazard on sport/sport tour
AMAP and Shop Now programs
Website – fitment, testimonials…
WebEx training
Data books in 5 languages on line
800 number USA and Canada