1.Ask qualifying questions 2.Determine tire choice 3.Give info on choice 4.Share general tire knowledge 5.Conclude sale Steps to Selling a Tire regardless.

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Presentation transcript:

1.Ask qualifying questions 2.Determine tire choice 3.Give info on choice 4.Share general tire knowledge 5.Conclude sale Steps to Selling a Tire regardless of brand

Step 1 - Qualifying Questions Type of riding? Model of bike? Performance desired? Mileage expectations? Level of experience?

2. Determine tire choice Tire size? Radial or bias? Speed/load rating of tires? Sport, Sport-touring, Cruiser, Touring, Adventure Touring….. Budget?

AvonBridgestoneDunlopMetzelerMichelin Sport tour Radial Storm 3D X-M BT023/21 BT020 Road smart Sport smart Roadtec Z8 Interact Pilot Road 4/GT, Trail Hi-Perf Radial 3D Ultra Battlaz T30 BT021/22/23 D208 D207/Q2 Sportec M5/M7-RR Pilot Power Pure 2CT High Load Tour Cruise Cobra Accolade, Exedra, E Max G850/700/500s Elite 2/3 K491 Am Elite ME888 Commander Scorcher Street bias AM26BT45, ExedraGT500 series LasertecPilot Activ Street CustomVenom Cobra Elite 3ME888Command er II Dual Purpose AM43/44 Distanzia TW/Battlewing ED 03/04 TR91 Trailmax Enduro 3 Tourance Next Anakee 3 Cross Reference Chart

3. Inform your customer Explain special features Road Hazard Warranty Model specific F&B Special offers Premium tire

4. Share Tire Knowledge Tire care Common tire problems When to replace Tire pressure When tire is down to wear bar it is at the minimum legal limit

Examples of Tire Pressure Guidelines Sport FrontSolo2 up light2 up heavy 110/70-120/ Rear 150/70-190/ Touring with reinforced construction Solo2 up light2 up heavy Front Rear

5. Concluding the Sale! Does tire meet needs? Are benefits clear? Any other questions? Accessories needed? Book service appointment? Make it seven beans and you got yourself a deal!

CYCLE Reader Survey on Riders WORLD & their tires Visit dealership monthly - 40% Tire Purchases - 59% Inventory available - 31% Service visits - 50% #1 reason customer buys a tire is it’s in stock!

CYCLE Reader Survey WORLD 60% purchase 1-2 yearly 49% spend $ yearly 21% no brand preference

Motorcycle-USA.com Research 62% buy at the dealership 55% prefer street bikes 59% plan tire purchasing % of purchases influenced by Internet

Tires #1 Aftermarket Accessory! Frequent inventory turns Tires – high wear item Sell tubes, gauges, repair kits Service drive/brake systems

Match the Deal not the Price! Example: Rear Tire MSRP $ Mail order: $ Wait for tire May be additional charges Installation cost higher May not handle warranties Dealer: $ Tire stocked - Priceless Lower installation cost - (Almost) Priceless Warranty backup - Priceless Knowledgeable - Priceless

 Ask what & when tire is needed  Correctly placed orders save time & trouble  Tire will arrive on their doorstep on…  Signage shows customers what to expect  Customer care = repeat customer  Offer tech support, guarantees, returns If you don’t have the tire in stock:

Ideas to Help Increase Sales Hold tire seminars for customers Webinars for staff Customer PSI Check Day Ladies Tech Night Website training PDF’s

Inventory & display tips Confidence in product 800 customer service # Web site dealer locator Creative programs Avon Marketing Alliance Excellent availability How Avon helps you sell:

Selling Avons  Confidence in premium product  100 years in the business  Road hazard on sport/sport tour  AMAP and Shop Now programs  Website – fitment, testimonials…  WebEx training  Data books in 5 languages on line  800 number USA and Canada