2. Repeat Business Sam Dantzler Powersports Industry Consultant

3. Former President and CEO of RPMG Long-time industry trainer with Lemco Management Group Moderator for H-D Performance Groups Moderator for Triumph Performance Groups Independent consultant for H-D, Triumph, Polaris, Ducati Enthusiast having owned 56 motorcycles Sam Dantzler - President Junior Inc, Founder, Sam’s Powersports Garage

4. Boats? Finance? Parts & Accessories? Time or Labor? You sell ESCAPE What do you actually sell?

5. ExperiencePurchaseBehavior Purchase, Experience, Behavior

6. The Lexus Experience Harley's in the Winter Experience trumps all LEFT SIDE = PRODUCTRIGHT SIDE = PERSON RX350Brandi Dantzler Oil ChangeSam 50K mile serviceAbigail, Swim Lessons Yokahoma TiresLeather Chair Jim BensonCappuccino

7. What is YOUR Bucket One? WHY is it your Bucket One? What percent of America owns a powersports prod? 7%, simple math 3-4%, reality Welcome to your Bucket One

8. This IS their Bucket One! We look for opportunities to part with our money inside of our own Bucket One. Trunkie Bucket One, Con’t

9. Can I help you? May I help you? Is there something that I can help you find? Are you finding everything all right? Can I point you in the right direction? Clerking vs. Selling

10. Jack Pelton – CEO Cessna Chairman, President and CEO for Cessna Aircraft Company Perception is Reality !

11. Ignored. Didn’t care. Employees laughing and joking, etc… Perception is Reality. Include him/her! FISH! – Attitude – Play – Make Their Day – Be Present Customer Inclusion in the Show

12. The Show Scott Fischer Former multi-line metric dealer Currently owns 4 H-D dealerships

13. Brand is the dealership Competition is the marketplace Giving the dealership tour, telling the history Goal of the store is, “Wow, what an experience Retaining existing customer base for current & future sales A Premium Brand…

14. What is “Follow-up?” Who do you take calls from? How many touches until purchase? What’s your goal of the “touch?” 1 - Leverage the relationship to drive traffic 2 - Leverage the traffic to expedite touches Follow-Up, how/when/how often??

15. Respect the manner in which the customer wants to be contacted (phone, email, text) QR Codes! Follow-Up, how/when/how often??

16. “Come over and watch the game!” Your emotion is tied to the score of the game. Everyone wants to WIN. You can’t WIN if you don’t keep score. Keep Score

17. What is your current closing percentage? What is your current F&I PUS? What is your current Line Item per ticket (LIPT)? What is your current Open-2-Buy? What is your current P&A per Repair Order? Keep Score!

18. What’s the OTHER triangle worth? Salespeople typically stop at, “Tail lights down the road.” Per the MIC, how often will that person trade up?

19. Cultivating or Harvesting

20. Experience & people over product Establish relationships Leverage relationships to drive traffic Keep score Hold yourself and employees accountable Create customers for life The sale ends when YOU do Summary

21. How to find me! Sam Dantzler www.samdantzler.com sdantzler@samdantzler.comsdantzler@samdantzler.com, OR www.samspowersportsgarage.com sam@samspowersportsgarage.com