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seeing a slight uptick in the on-road and sideby-side segments. And while ATV sales have been slightly down, personal watercraft sales have remained flush.
Willis gives partial credit to OEMs such as BRP and Polaris for their aggressive promotions to help inventory move along at a good pace. Both Polaris and BRP have been leaning into finance incentives this spring to
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get ahead of the selling season. But despite the dealership plugging away on major unit sales, Willis admits sales have come back to pre−2020 levels.
“ Let’ s face it, this isn’ t Covid times. There was a panic-purchase atmosphere during the pandemic, and demand was at an all-time high. Now is more the norm,” he says.“ Right now, we’ re sitting on around a three- to sixmonth
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supply of most products. Inventory is not an issue, but OEMs are still trying to adjust to the new, post-Covid demand.”
And as the powersports business has been in a minor slump over the last couple of years, Willis says Foothills is still in a good financial state.
“ It’ s not doom and gloom over here. We aren’ t cutting off the lights anytime
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F & I AND TECH Other than major unit sales, Foothills says it has relied on its finance and insurance services to help keep business in the black. The dealership aims to capitalize on the complete customer ownership experience.
To retain repeat business, Foothills focuses on not just the sale of the unit, but prepaid maintenance and protection packages that focus on the lifecycle of the customer. Outside of financing, customers can also add parts and accessories, an extended service plan, and everything else you need to complete the full-ownership experience.
“ F & I is our next big money-maker,” says Harrison Herron, finance manager.“ Between the financing and protection service, customers are typically leaving here with a plan. We try to make the purchases a super smooth, transparent, and simple process where customers don’ t feel the burden like they do when buying a car.”
Herron says the dealership recently implemented a software platform, Revvable, to help the purchasing process be more efficient and elevate customer experience.
Herron explains how the entire Foothills team uses technology to help the customer throughout the buying process. The sales team utilizes prequalification tools via QR codes on the back of their business cards
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SHOWCASE YOUR PRODUCT: Let consumers touch and feel your offerings. |
BOOST BRAND AWARENESS: Engage directly with customers to increase visibility. |
GATHER FEEDBACK: Gain insights from a diverse range of powersports enthusiasts. |
LEVERAGE EXCITEMENT: Capitalize on the energy and passion of attendees. |
CREATE FUN INTERACTIONS: Connect with enthusiasts in an exciting, engaging atmosphere. |