20 • November 2025 • Powersports Business www. PowersportsBusiness. com

CONFERENCE

SALES AND SERVICE Gearn says his dealerships’ sales strategy is simple: Move the highest volume possible by offering the lowest prices possible. The four stores offer a range of machines, from ATVs and side-by-sides, to on- and off-road motorcycles. Combined, the dealership network carries anywhere from 750−1100 units at a time. Like most dealerships, Gearn admits major unit sales aren’ t quite as strong as they were during Covid, but still feels the business is healthy in this current market.“ The pandemic brought us a lot of new customers, and obviously, we can’ t keep them all, but we’ ve been able to maintain. Some of that growth comes from purchasing other stores, so we’ ve been able to grow even post-Covid,” he says.“ I don’ t have any indicators saying the sky is falling. Overall, we’ re not a huge business, but still trying to grow and have a footprint in the industry.”

With major unit sales coming back down-to-earth post-Covid, OEMs can sometimes be a little optimistic in terms of sales forecasts. Gearn says there’ s been some erosion to his bottom line due to the current environment, with more supply than demand. And though this has driven margins down slightly, Gearn chalks it up to just being part of the business.

“ Some manufacturers are still a little unrealistic in their expectations of what inventory should be. But they play their games and tie it to their metrics, which encourages bad business at times. At the end of the day, we want to be good partners for all our OEMs and hope they look at our dealer network as being an asset, and that’ s all we can really hope for.” To offset some of the inventory issues, Gearn relies on fixed

operations like services and P & A to steady the ship. Although departments like services are vital to the operation, they are also significant to the enthusiast. Gearn says a strong service department means maintaining a solid long-term relationship with the customer.

“ Services are essential, and we continue to nurture that end of our business. The sales department has its ups and downs, but services and parts are there to keep us afloat. It’ s easy to sell these machines, but after the sale is over, services are equally important to the customer as it is to the dealership.”

B R O K E R A G E S E R V I C E S

BATON ROUGE, LOUISIANA

ACQUIRED BY Steven Towers from Mike & Brett Bruno

GEORGE C. CHACONAS COURTNEY A. BERNHARD JUAN C. PARDO

For a confidential consultation, please contact us: Harley-Davidson & Powersports Division George C. Chaconas, Senior Partner, CBI / M & AMI Office: 813. 569. 6250 | Cell: 813. 245. 2535 Email: george @ performancebrokerageservices. com

Sellers were exclusively represented by Performance Brokerage Services, Inc. PROUD PARTNERS OF:

949. 461. 1372 • performancebrokerageservices. com