www. PowersportsBusiness. com

Powersports Business • August 2026 • 21

Someone needs to own this side of the business. Displays, restocking, new product placement, signage, coordination with sales and service— this is daily work. Without ownership, it drifts. With ownership, it has become one of the most reliable machines in the building.

Premium brands like BMW Motorrad and Triumph carry deep, high-margin accessory catalogs that belong in curated, intentional displays— not on generic racks near the parts counter. Honda dealers, with the broadest lineup in the industry, have a remarkable opportunity to merchandise by rider type and life stage: the new rider’ s first helmet purchase, the mid-level enthusiast adding luggage to an Africa Twin, the Gold Wing owner investing in the touring experience. Every one of those moments is a visual merchandising opportunity. Most go uncaptured.

WHAT IT LOOKS LIKE Investing in your retail environment isn’ t a cosmetic expense. It is a revenue strategy. You don’ t always need a full renovation; it’ s more like you need intention.

Change your thinking first. Merchandising is not decorating. It is a selling system. When you treat the floor as a strategic asset rather than a necessary backdrop, everything downstream gets easier— sales conversion, service confidence, staff performance, and customer retention.

Put someone in charge. The fastest path to a better floor is accountability. Assign ownership of the P & A and accessories environment to a specific person with specific standards, tools, and incentives. This one move, done right, pays for itself. I am telling you this is a winning strategy.

Get ahead of your inventory calendar. Know your turn rates by

category. Build a markdown cadence that moves product before it stales. Create seasonal transitions that feel intentional because they are.

Merchandise for the customer, not the category. Accessories shelved by product type make the store easier to manage. Accessories displayed by machine, by ride type, by lifestyle make the store easier to shop— and significantly more likely to result in a sale. The customer standing next to a Can-Am Defender doesn’ t need to walk to the accessories department. The accessories belong next to the machine, telling the story of what ownership looks like.

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