30 • July 2023 • Powersports Business www . PowersportsBusiness . com

Powersports Business is recognizing the final dealerships that were honored as best-inclass at our 2022 Accelerate Conference . These dealerships were either recognized for best practices that boosted new unit sales , accessory sales , or service department efficiency , and we asked them how they maintain satisfactory performances in these segments .

Nomination forms for Best-In-Class are now available on our website and we invite you to nominate a dealership today . Tell us what segment your dealership excels in so we can honor your team alongside other dealers from around the nation this November at the 2023 Accelerate Conference . The conference will be held on Nov . 5−7 at the Westin Galleria in Dallas , Texas .

CROSSROAD POWERSPORTS Upper Darby , Pennsylvania New Unit Sales

Following a record season last year , Crossroad Powersports was up this April over the year ago month . Dealership Owner Eric Osner credits this to the sales process that his staff consistently follows , and the availability of inventory .

“ Our system works , and it runs smooth ,” he says . “ The most important thing is making sure everything is online . When we sell something , we instantly take it off . When we get units in , we instantly add them .” Unit availability is also updated on the dealership ’ s Facebook page .

As a larger volume dealership carrying 12 lines , Osner was able to heavily order inventory at the onset of COVID . While the dealership couldn ’ t keep up with the entire demand for product , it still sold a record number of new units . “ We were selling 27 bikes a day , it was impossible to keep that pace up ,” he says .

Which is why following the sales process was crucial to keep pickups and deliveries organized , and time managed so that paperwork is completed in about 15 minutes . “ If it wasn ’ t for the process , we ’ d be in bad shape ,” he says . “ It was the most interesting time I have ever experienced .”

While inventory is no longer an issue for the dealership , Osner recently rented a second warehouse , totaling three spaces in use to store inventory . The third location is the second story of the dealership , added about a year ago to house the new Sea-Doo Switch pontoon line and Sea-Doo PWCs . The dealership also added Kayo and Campagna T-REX RR in 2021 .

Crossroad saw an over 20 percent increase in sales over 2020 as a partial result of the procedures that the team set in place for 2021 . These procedures lead to a quick and easy buying process that the dealership delivers .

During COVID , Osner kept his entire staff , and hasn ’ t had staffing issues since . He most recently hired a salesperson about six months ago , maintaining the dealership ’ s usual sales team of four .

LOGAN MOTORCYCLE SALES Wilkinson , West Virginia Service Department

Logan Motorcycle Sales is pushing units in and out of its service department at an average rate , according to Shawnda Hammons , VP of Logan Motorcycle Sales . And the dealership recently hired its fifth technician , filling its staffing needs in that department .

Technician turnover is not a challenge for the dealership , according to Hammons . “ One tech has been here for over 20 years , another

Eric and Derek Osner represent Crossroad Powersports at the 2022 Powersports Business Accelerate Conference and accept the Best-In-Class – New Unit Sales award .

has been with the company for almost 10 years , and everybody else has been here around five years ,” she says .

To improve hours turned , the dealership took on Lightspeed and in October 2021 , introduced the service department to the new process . Every technician , assembly technician and service personnel received an iPad to work from .

With this use of the system , technicians automatically have the information needed to service units . The system allows them to

Logan Motorcycle Sales receives the Best-In-Class - Service Department and Best-In-Class - Side-by-Side Accessories awards at the 2022 Powersports Business Accelerate Conference . Photo courtesy of Logan Motorcycle Sales clock in and out , input notes , import pictures and send the RO back to the service writer when completed . Time is saved and hours turned have improved by more than 25 percent , according to Hammons , and employees experience less stress while working more productively .

LOGAN MOTORCYCLE SALES Wilkinson , West Virginia Side-by-Side Accessories

“ We add a top , windshield and mirrors to every unit that comes in stock . Those are not able to be taken off the machine ,” says Hammons . “ We do allow customers to add extra accessories and most customers don ’ t want to leave here without a top , windshield and mirrors anyway . These are necessities to most of our customers .”

As units are assembled , accessories in stock are added to the machine , helping alleviate old stock and increasing the number of accessories sold . Although most customers were content with buying a unit without accessories , the team began to accessorize units during the assembly process to counter this tendency . And more often than not , customers take home units with additional added accessories , like stereos and winches . They rarely ask for accessories to be removed , according to Hammons .

Winches , tops , windshield , mirrors , stereos , wheels and tires are the dealership ’ s top performing accessories , and are usually added to units as soon as they hit the showroom floor .

The parts manager also enlisted the help of a local company to custom powder coat accessories . Tops , windshields , custom rock sliders , front bumpers , rear bumpers and bead lock rims can all be installed with a custom powder coated paint .

By increasing accessories on units for sale , Logan ’ s accessory sales increased by 21 percent last year . Today , it is about a 30 percent increase in accessory sales over last year , according to Hammons , which is also due to the normalizing levels of inventory . The dealership also advertises units with added accessories on its website and on Facebook .