Low Minimum Order competing for that same
Flooring & Financing discretionary dollar: travel,
Margins up to 27 % golf, boats, home projects, concerts, e-bikes and apparently $ 9 iced coffee.
3-Year Warranty
22 • September 2026 • Powersports Business
SOLUTIONS www. PowersportsBusiness. com
September called, it wants its customers back
BY MELISSA COFFEY
• CONTRIBUTORS
Well, here we are. September. The kids are back in school. Summer vacations are over. Football is back. Pumpkin spice has somehow invaded every product category known to mankind, and somewhere in America, a powersports dealer is staring out the front window wondering:“ Where is everybody?” If that sounds familiar, I have some unfortunate news.
They’ re probably not coming. At least, not the way they used to. For a long time, powersports retail benefited from a pretty straightforward model: Put shiny units on the floor, run some ads, answer the phone, greet the people who walk through the door and sell them something fun.
Then Covid happened. Inventory disappeared, demand went through the roof and, for a glorious little window of time, the industry barely had to sell at all.
Customers called us. We took orders. We made lists. Remember that?
Some dealerships are still waiting for the customer behavior of 2021 to return. Meanwhile, today’ s consumer has approximately 47 other things
Low Minimum Order competing for that same
Flooring & Financing discretionary dollar: travel,
Margins up to 27 % golf, boats, home projects, concerts, e-bikes and apparently $ 9 iced coffee.
3-Year Warranty
So, if customers aren’ t automatically coming to us anymore, perhaps September is a good month to ask: What are we doing to go get them?
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YOUR DATABASE Let’ s start with the easiest one: your CRM. Somewhere inside your dealership is a giant list of people who have already raised their hands and told you they’ re interested in powersports.
Past buyers. Lost leads. Service customers. Someone who asked about a unit six months ago. Someone who bought a side-by-side three years ago. Someone who bought a motorcycle, but hasn’ t been back since. These aren’ t cold leads. These are people who already know you.
Yet in too many dealerships, that database is