Tracking lost sales is critical for dealerships because it reveals missed revenue, inventory gaps, staffing challenges, and operational inefficiencies. By capturing the reason a sale was lost, the requested product, and follow-up actions, dealers can improve customer satisfaction, optimize inventory and staffing, and coach employees more effectively. A disciplined lost-sales process not only recovers revenue but also strengthens forecasting, vendor relationships, and overall dealership profitability.

In 2026, the most successful Powersports Parts & Accessories departments treat P&A as a profit engine, not an afterthought. Key trends include lifestyle merchandising, grouped side-by-side accessories, high-traffic consumables, and well-presented apparel, along with grab-and-go displays, clear signage, and consistent daily merchandising. Dealers who implement these strategies drive repeat visits, maximize add-on revenue, and maintain full-price sales. Herohub’s Retail Merchandising Strategy Training helps teams turn these trends into actionable results by building impactful displays, optimizing apparel and consumable zones, leveraging signage, and maintaining daily merchandising standards.

Service team trust is the foundation of fixed-ops success. Better software and processes alone are not enough. Strong service advisors, clear communication, consistent culture, and measurable metrics ensure customers feel understood and confident in their experience. Investing in training, career growth, and recognition not only improves diagnostics and service quality but also builds a team that takes pride in doing the right thing and retains top talent.

The next growth curve for motorcycles and powersports may come from affordability, increased utilization, and expanded global dealer networks, rather than simply unit sales. By making adventure more accessible, improving service, parts, and ownership support, and leveraging technology like AI and automation, dealers and OEMs can unlock a much larger market of riders. Success in the future will favor dealerships that build trust, educate customers, and create repeatable, world-class ownership experiences worldwide.

Dealerships that win fixed-ops loyalty are those that make service as easy and digital as everything else in a customer’s life, starting with online scheduling, real-time communication, and seamless website integration. The article emphasizes using existing DMS capabilities like text updates, automated reminders, and digital inspections to reduce friction, improve transparency, and increase approval rates. Ultimately, the goal is not to replace service advisors, but to free them up to deliver better in-person experiences while automation handles the routine communication.

Instead of waiting to hire the “perfect” technician, dealerships can invest in apprenticeships to train employees to their exact standards. By hiring for attitude and pairing apprentices with experienced mentors, shops create a steady pipeline of skilled, loyal technicians while reducing recruiting costs and improving bay utilization. Structured programs with clear milestones and hands-on training build long-term culture, efficiency, and retention, turning the shop into a place others want to work.

A customer was impressed by the efficiency of a dealership’s AI-powered scheduling system but felt misled when she later discovered she had been interacting with AI, not a human. The key takeaway is that transparency matters: using AI to improve convenience is fine, but customers should always be informed they are communicating with an AI assistant. Trust hinges on openness, not just technological capability.

F&I doesn’t need a complete overhaul, just a few key adjustments to make the process smoother and more natural. By aligning sales and F&I on messaging and creating a warmer handoff, dealerships can ensure the transition feels more seamless. Slowing down the conversation, using clear language, and maintaining consistency across all interactions builds trust, improves customer openness, and boosts overall performance.

An F&I menu is a powerful tool that helps powersports dealerships maximize profitability and build customer trust by providing a consistent, transparent way to present protection products. It eliminates variability, boosts product penetration, and ensures compliance, while giving customers a clear, structured choice. By shifting from an ad-hoc approach to a menu-driven process, dealerships can improve performance, reduce risk, and meet modern retail expectations for clarity and control.

Trust is the biggest hurdle when introducing F&I products, as today’s customers come in with pre-existing skepticism from their research. To overcome this, dealerships need to make the F&I conversation feel more personal and transparent, avoiding sales scripts and instead explaining coverage in plain terms tailored to the customer’s needs. Dealers who are successful in building trust do so by being consistent, human, and upfront throughout the sales process.

Selling GAP coverage to powersports customers is crucial in today’s market, where rapid depreciation, longer loan terms, and minimal down payments create significant financial risk. GAP insurance protects customers by covering the difference between what their primary insurance pays and what they still owe on a totaled or stolen vehicle. For dealerships, offering GAP coverage not only enhances customer peace of mind but also protects the dealership’s reputation, boosts profits, and increases customer retention.

F&I is no longer just the final step in the buying process; today’s informed customers expect protection products to be part of the conversation earlier. By integrating F&I into the sales process and discussing ownership and protection upfront, dealerships create a smoother, more trust-building experience, leading to better results for both the customer and the store.

F&I and accessories are key to boosting dealership profit margins, especially when unit margins are thin. By bundling accessories with financing, you make the purchase more affordable for customers while increasing profitability. A well-designed showroom, where F&I and accessories flow together, enhances the customer experience and drives higher sales.

Effective inventory management is crucial for maintaining healthy cash flow in dealerships. While inventory represents potential sales, it can quickly become a financial drain if not managed properly. Unsold stock ties up valuable cash, and the longer it sits, the harder it is to sell. To optimize cash flow, dealerships should regularly monitor stock levels, liquidate slow-moving items, and build relationships with wholesalers to offload aged inventory. Strategic ordering and market forecasting are also essential to avoid overstocking. By taking a proactive approach to inventory, dealerships can ensure better cash flow, increased profitability, and improved efficiency.

Used machines bring a different kind of value to the dealership floor. They already have stories, feel more accessible to customers, and naturally create more meaningful conversations. For dealers, they reward attention and understanding of the right customer fit, while adding variety and realism to the showroom. When viewed beyond just risk, used inventory becomes a powerful way to connect with more buyers and create opportunity.

Dealers often hesitate to expand their used inventory due to uncertainty, sticking to familiar brands and passing on trades they don’t fully understand. By leveraging real-time, unit-specific data and structured pricing criteria, they can gain confidence in their valuations and expand their buy zone, leading to more profitable decisions. Using tools like VIN decodes and live market comparisons, dealers can say "yes" to more trades, build margin from the start, and maintain a clearer path for moving units that don’t fit. This approach transforms used inventory from a risk to a reliable profit driver.

GAP coverage protects powersports buyers from owing money on a vehicle that’s been totaled or stolen, a risk that’s growing with rapid depreciation, longer loan terms, and low down payments. It not only provides peace of mind for customers but also helps dealerships build trust, increase F&I revenue, and improve long-term retention. Positioned correctly, it’s less of an upsell and more of a critical safeguard for the customer’s financial well-being.

Negotiating sales can be tricky, but Chris Voss, former FBI hostage negotiator, flipped the traditional "yes ladder" method on its head. Instead of pushing customers for continuous "yeses," Voss advocates for a "no-oriented" approach, where asking questions that allow customers to say "no" makes them feel in control and opens up more genuine conversations. This technique builds trust, uncovers real objections early, and is especially effective in complex, high-stakes B2B sales, making prospects feel heard and ultimately leading to better, more successful outcomes.

The powersports dealership world has drastically changed, moving from slow-paced, traditional sales methods to a fast, digital landscape. While digital marketing and tools have transformed how customers find dealerships, the core of success remains providing personalized service. With the right training, dealers can thrive in the digital age and continue delivering exceptional customer experiences.

A dealership owner listened to a recorded call where he mishandled an excited customer, transferring his stress and burnout into the conversation, causing the buyer to lose interest. This moment highlighted that mood is contagious; how you respond to a customer can make or break the sale. The real cost isn’t just lost sales, but lost trust. The owner learned the importance of using tools like call recordings to identify and correct bad habits, emphasizing that dealerships sell emotions, not just machines.

New-unit buyers often vanish after their first purchase due to a lack of follow-up and personalization. To build loyalty, dealerships should maintain consistent communication, track the reasons behind their customers' purchase, and create a relationship beyond the sale. Offering ongoing service reminders, personalized tips, and invitations to events can transform a one-time sale into long-term customer loyalty.

Menu selling is a proven strategy in the F&I office that drives higher conversions, increased profitability, and enhanced customer trust. By presenting vehicle protection products in organized packages, dealers avoid assumptions and create a more transparent, customer-friendly experience. This structured approach leads to better product penetration, improved compliance, and predictable revenue growth.

Improving technician productivity is the key to boosting both gross and net profit in powersports dealerships. By efficiently turning available time into billable hours, service departments can increase labor and parts gross profit, reduce fixed costs, and improve overall absorption rates. Small improvements in productivity can significantly impact a dealership’s bottom line, especially in seasonal industries where stability is critical.

A high-performing digital showroom has become the most important first impression for powersports dealerships, as today’s buyers begin their journey online. A fast, mobile-friendly, and well-merchandised website builds trust, pre-qualifies customers, and supports sales, service, parts, and F&I before a prospect ever walks in. Dealerships that invest in their digital presence gain higher-quality leads, shorter sales cycles, and a clear competitive advantage.

Managing operating expenses in a powersports dealership requires focused attention on service productivity, parts efficiency, payroll control, floorplan management, and disciplined vendor oversight. By benchmarking key expense categories and tightening operational processes, dealerships can protect margins without sacrificing performance. Consistent review, smarter systems, and proactive decision-making turn expense management into a competitive advantage.

Cash flow is crucial for the success of powersports dealerships, as it keeps operations running smoothly, covers expenses, and fuels growth. Managing cash flow effectively helps dealerships stay operational during seasonal slowdowns, reduce financing costs, and seize growth opportunities. By streamlining inventory, tightening receivables, controlling expenses, and diversifying revenue streams, dealerships can ensure a healthy cash flow and build long-term financial stability.

Unapplied labor refers to paid technician hours that aren’t billed to customer repair orders, which can significantly impact profitability. Even small amounts of unapplied labor, like one hour per technician daily, can lead to over $150,000 in lost revenue annually. To reduce unapplied labor, dealerships should track time accurately, review daily labor reports, streamline workflows, and set productivity goals. Managing unapplied labor helps improve efficiency, revenue, and team performance.

Visual merchandising is often overlooked when considering dealership operational expenses, but it can significantly improve efficiency and profitability. A well-organized showroom helps customers find products faster, reduces staff workload, and boosts sales with fewer markdowns and promotions. Dealers who treat merchandising as an ongoing system, aligned with sales goals and inventory flow, can improve margins without cutting other costs.

Powersports dealerships can protect margins without hurting sales by focusing on smarter cost management, not drastic cuts. Regularly reviewing advertising spend, third-party fees, and other variable expenses often reveals quick savings through better accountability, negotiation, and reallocation. Consistent audits and disciplined reviews turn expense control into a long-term advantage, even in seasonal or volatile markets.

Calling your own dealership as a customer is one of the fastest ways for owners to see how easy or difficult it is to do business with their store. How phones are answered, how calls are handled, and whether anyone takes ownership or offers a next step directly impacts whether customers stay engaged or hang up and move on. Strong dealerships treat every call as a revenue opportunity and intentionally train and manage the phone experience because it often determines whether the sale ever begins.

A routine Lexus service visit started smoothly but fell short of luxury expectations due to poor communication and missed details at delivery. While the work itself was solid, an unexplained wait and a lack of final quality checks undermined the experience. The story highlights how small oversights can significantly impact customer trust, especially at premium brands.

An annual physical inventory in Parts and Accessories is essential for controlling cash, exposing shrink, and ensuring your financials reflect reality. It verifies what your system says versus what actually exists, helping leadership uncover losses, improve purchasing decisions, and strengthen accountability across departments. Done right, inventory sets the tone for a cleaner, more profitable year ahead.

As AI took center stage at AIMExpo 2026, real, analog experiences—and genuine human connection—are becoming more valuable, not less. Powersports dealerships play a critical role as gateways to adventure and community, using technology not to replace people, but to strengthen human-to-human interaction. In an increasingly digital world, the brands and dealers who balance AI with authentic, real-world experiences will lead the next generation of riders.

Regular maintenance is essential for off-road vehicles because harsh trail conditions dramatically accelerate wear and increase the risk of breakdowns far from help. Staying on top of fluids, suspension, tires, brakes, and post-ride inspections improves safety, performance, and longevity while preventing costly repairs. A well-maintained rig delivers confidence, reliability, and more freedom to explore remote terrain without worry.

As the new year kicks off, dealerships have a prime opportunity to turn stock units into showroom head-turners by accessorizing bikes in-house instead of leaving customization to online retailers. Strategic, bolt-on upgrades—ranging from mild to full “hard enduro” builds—can significantly boost P&A margins, create stronger customer attachment, and set dealerships apart from e-commerce competitors. When done intentionally, built bikes don’t just sell units—they drive referrals, repeat service visits, and long-term profitability.

As powersports retail moves into 2026, merchandising planning has shifted from a “nice to have” to a critical leadership discipline. Dealers who rely on instinct or past playbooks risk higher carrying costs, aging inventory, and mismatched product mixes, while those who plan intentionally reduce risk and improve cash flow, sales confidence, and customer experience. The dealers who win won’t be the ones with the most inventory—but the ones with the clearest strategy, discipline, and execution behind what they carry and why.

Battery failure is one of the most common and avoidable causes of downtime in powersports, driven by seasonal use, smaller batteries, and constant parasitic draw. A smart battery tender maintains optimal charge levels, extending battery life and ensuring machines are ready to start when it matters most. For both owners and dealers, consistent use means fewer failures, lower costs, and a more reliable riding experience.

Dealership planning often stalls because it stops at budgeting instead of translating strategy into action. This article outlines a practical framework for turning strategic intent into execution—starting with deciding what kind of business you’re intentionally building, pressure-testing growth assumptions, and aligning financial targets to that strategy. It emphasizes shifting focus from lagging results to behavior-driven goals and disciplined execution, showing how clarity and consistency are what ultimately drive performance in 2026 and beyond.

Paul Thistle has built Blue Ridge Yamaha Polaris in Georgia into a trusted, family-run dealership that blends old-school values with hands-on service and community care. His dedication to customers, staff training, and local needs has made the dealership an essential part of both the powersports market and the town itself.

Dealership planning often gets mistaken for budgeting—adjusting last year’s numbers without clearly deciding how the business should win. A more effective approach starts with strategic intent, defining what the dealership is intentionally building before setting financial targets. When budgets reflect strategy and goals focus on behavior-driven, leading indicators, plans become actionable instead of aspirational. The dealerships that succeed in 2026 will be the ones with clear direction and the discipline to execute, not just better-looking forecasts.

Dan Atterbury has turned Heartland Marine and Motorsports in central Alberta into a community-centered destination, blending deep local connections with hands-on product expertise. His focus on family-like relationships, customer experiences, and staff mentorship has made the dealership an integral part of both the rural lifestyle and the powersports market.

Jeff Emch is transforming Sandpoint Marine and Motorsports in Northern Idaho by prioritizing family experiences, personalized service, and community connection over traditional sales tactics.

Hud and Shayla Horrocks run Bud’s Saw Service in Cottonwood, Idaho, building a loyal local customer base through family-driven, honest, and expert service. Their success comes from understanding regional needs, prioritizing transparency, and balancing work with life to stay passionate and engaged.

Andy Witcher grew Hoffpauir Polaris in Texas from a two-person shop to a 150-unit-per-month dealership by selling at invoice, focusing on accessories, and supporting local nonprofits. His success stems from prioritizing community, family, and customer experience over traditional sales tactics.

Stepping away from the dealership and gathering with other operators became one of the most transformational experiences in the author’s career. Joining a 20 Group opened the door to real connection, shared insight, and seeing new possibilities through other dealers’ perspectives. DealerHero 20 Groups and Herohub20 now create those same defining, growth-driving moments—virtually and in person—for today’s operators.

General Managers today are overwhelmed not because they lack effort, but because dealerships rely on outdated leadership structures that create nonstop firefighting and chaos. This article outlines three shifts — building systems, focusing on lead measures, and developing four core managers — that restore clarity, reduce burnout, and help GMs lead with confidence again. With the right structure, burnout is replaced by momentum and control.

Jada Curry has built North Bend Powersports in Oregon into a community-focused dealership by prioritizing relationships and customer experiences over high-pressure sales.

Dealerships can no longer rely on end-of-month reports and reactive leadership — today’s fast-moving market demands real-time clarity and daily accountability. Top-performing stores are shifting to simple systems that give managers autonomy, GMs visibility, and everyone the ability to adjust quickly. The dealerships that create structure, streamline decisions, and empower their teams will be the ones that grow with confidence in the years ahead.

Daniel Gregg has grown Concord Powersports in Ohio into a family-centered dealership by focusing on personalized service and understanding how vehicles fit customers’ lives.

Reed Laylock of Offroad Powersports & Accessories has turned his lifelong passion for powersports into a successful dealership, growing a three-person operation into a 14-member team by prioritizing customer satisfaction. He balances family life with business, embraces industry-specific learning, and focuses on selling experiences, not just machines.

The Parts & Service to Unit Sales Ratio shows how well your dealership turns first-time buyers into long-term customers. By comparing total parts and service transactions to the number of units sold, you can quickly see whether people keep coming back after the sale. Watching this ratio over time helps you spot trends, identify gaps in your after-sales engagement, and adjust your strategy to strengthen loyalty and increase fixed ops profitability.

This article explores how robotics and AI are revolutionizing dealership fixed operations—boosting efficiency, accuracy, and profitability across every department. From autonomous parts bots and AI-driven coaching to intelligent inventory systems, these innovations are transforming how teams work and make decisions. The dealerships that embrace them early will gain a decisive competitive edge in 2026 and beyond.

JD Burton has transformed Basecamp Billings Powersports in Montana by prioritizing genuine relationships and a “Mom and Pop” approach over pure sales volume. His leadership focuses on customer-first service, positive culture, and hiring instincts that build long-term loyalty and community connections.

Herohub20 is a next-generation 20 Group designed for modern dealership leaders who want action, accountability, and measurable growth. It replaces traditional, stagnant meetings with dynamic in-person and virtual sessions that focus on execution, leadership, and profit-driven strategy. With data made simple and insights built for real results, Herohub20 helps dealers lead smarter, move faster, and stay ahead of the market.

When one dealership’s profits dropped despite rising sales, the leadership team turned to KPI benchmarks to uncover the real issue — declining efficiency and misplaced focus. By tracking metrics like Gross Profit per Hour Worked and adjusting staffing, inventory, and display space, they reversed a potential $100,000 loss and improved profitability in just two months. The takeaway: growth only matters when it’s efficient and measurable.

Dutchess Recreational Vehicles in Poughkeepsie thrives under Jim Erickson’s leadership, blending corporate-level systems with small-town, family-driven care. The dealership stands out for its reputation-first approach, going above and beyond for customers while fostering engaged employees and authentic community connections.

Many dealers assume adding more OEM lines means more sales and higher profits — but data shows it often does the opposite. One dealership learned this firsthand when adding a new brand increased sales but cut net profit by over 70%, revealing that complexity, not performance, was the issue. The takeaway: growth only drives profit when it’s strategic — focus on efficiency, core brands, and measurable ROI before expanding.

Jeff Schmitt Lawn & Motorsports in Beaver Creek, Ohio, has grown into a 12-brand dealership by focusing on relationships over sales tactics. Sales Manager Ryan Moore drives success through trust-building, hands-on employee training, and a positive culture that keeps both staff and customers loyal.

The Motorcycle Industry Council’s Journey to Rider framework helps dealerships transform from sales floors into true community hubs for riders. By guiding customers through four stages—Inspire, Explore, Engage, and Integrate—dealerships can mentor new and returning riders, build confidence, and create lasting loyalty. Join the upcoming DealerHero webinar, “Where Riders Begin,” to learn how to apply this approach and turn first rides into lifelong relationships.

When a key employee leaves, dealerships can face major revenue loss — but the strongest operators avoid that risk by always building their bench. In this article, Jared Burt outlines how to stay ahead through proactive planning, internal promotion, and continuous recruiting. By investing in training and always keeping a “next up” mindset, dealerships can protect their revenue and strengthen their long-term success.

Lexa Frasier’s accidental start at Apple State Polaris grew into a controller role thanks to owners who invested in her potential. The dealership stands out by valuing work-life balance and genuine relationships over long hours and burnout.

When a key dealership employee leaves, revenue takes an immediate hit — which is why every dealership needs a clear “next up” plan. Whether promoting from within, hiring for experience, or training for attitude, the goal is to stay ready before turnover strikes. Herohub’s New Employee Fundamentals Course helps new hires ramp up fast, ensuring your team is always prepared to fill critical roles and keep profits steady.

How one dealership’s humbling moment inspired a new way to lead Service Departments.

After nearly three decades running a successful Idaho powersports dealership, Jared Burt founded Herohub to solve the industry’s biggest training and efficiency challenges. Through innovations like the Virtual Sales Coach powered by DealerAI and DealerHero Bootcamps, he’s combining AI-driven learning with real-world coaching to help dealerships strengthen teams, drive revenue, and stay rooted in authentic customer connection.

Raffle’s Engine Service in Coldwater, Ohio, grew from a $100,000 lawn and garden shop into a $7 million Polaris dealership under Walter Raffel’s leadership. Its 72-year success is built on customer loyalty, adaptability, and Walter’s belief that true passion is essential in the business.

Every dealership claims to have the “best deals” — but when everyone says the same thing, customers only see price. The DealerOps Tune-Up Bootcamp helps you stand out by defining your unique value story, aligning your team, and turning your dealership into a brand customers believe in — not just buy from.

Relying only on OEM promo rates from Sheffield or FreedomRoad can leave serious money on the table. Smart dealers balance promotional financing with indirect lending and structured down payments—boosting approvals, margins, and long-term F&I success.

In automotive, prepaid maintenance (PPM) programs have been used for years to lock in customer retention, boost F&I product penetration, and deliver strong front- and back-end profitability. For powersports and motorcycle dealerships, the opportunity is even greater. Seasonal usage patterns, high-margin service work, and strong accessory attachment rates mean PPM can become a critical engine for customer lifetime value.

Amy Benner grew up in the dealership world and has spent the last 18 years helping lead Central Maine Powersports in Lewiston. The dealership thrives by combining its ideal location with a culture of personal service, community, and authentic relationships that keep both customers and employees connected long-term.

When business slows, don’t hibernate — lead like a polar bear: stay sharp, stay visible, and turn the slow season into your next surge.

Motorcycles and dealer 20 Groups have evolved side by side, giving powersports dealers the benchmarks and accountability needed to grow “faster, further, better.” Today, DealerHero 20 Groups offers a virtual-first model that simplifies performance, focusing dealers on the KPIs that truly drive success.

OEMs push hype-driven orders with lofty growth goals, but the smartest dealers cut through the noise with data-driven buying strategies. By using open-to-buy analytics instead of emotion, dealers align inventory with real demand—and win the long game.

Running a dealership today isn’t simple. You’re asked to balance profitability, efficiency, and customer experience across sales, service, and parts—while also leading your team through daily challenges. The Mini Bootcamp, available at no cost for a limited time, was built to help.

Bob’s Cycle Repair in western Ohio grew from a garage startup in 1982 into a multigenerational dealership known for its steady growth, hands-on experience, and family-driven approach. Its success comes from authenticity, shared riding expertise, and a passion for serving customers.

AI is raising the bar for customer service, and if businesses don’t act, their employees will fall behind. How can you train your employees to improve their skills? Introducing the Virtual Sales Coach powered by DealerAI.

Goldenspike Powersports in Ashton, Idaho, led by GM Trent Bee, has become a regional hub for outdoor adventure and community involvement, thanks to its prime location near Yellowstone. The dealership blends expert product knowledge with a passion for the outdoors, supporting local events and helping customers create lasting memories.

Thad Eveland, owner of The Toy Store dealership in southern Ohio, transformed from a hesitant salesman into a confident dealership leader by focusing on product knowledge, customer relationships, and family-driven motivation.

Craig Stokerbrand turned Kearney Power Sports into a thriving dealership by focusing on integrity, mentorship, and community. Though not originally passionate about powersports, he built a unique business that develops people as much as it sells vehicles.

Vincent Yamaura has led Midwest Powersports in Milbank, South Dakota, for 18 years, attracting customers from far beyond the area. What makes them special? Read all about it.

Many powersports dealerships lose sales when customers are declined by prime lenders, but up to 30% of those deals could be approved through secondary lending. With prime financing now often requiring credit scores above 680, a large share of younger buyers fall into the gap. Secondary lending helps capture these sales by working with non-prime but creditworthy customers, boosting F&I revenue and building long-term loyalty.

Mike Holland turned Big Country Powersports into a growth-focused dealership by expanding during COVID-19, prioritizing customer experience over pressure, and investing in his team. With a multi-brand lineup, nationwide e-commerce reach, and strong community ties, he’s built a model for sustainable success in the evolving powersports market.

A profitable service department balances four labor pricing levers: technician pay, retail rate, flat rate escalator, and menu pricing. Together, they attract talent, align with market position, reflect real-world conditions, and stay competitive on shopped services, driving customer loyalty, strong margins, and long-term dealership success.

Google Reviews shape dealership reputations, with most customers checking ratings before visiting. While negative reviews sting, they reveal process gaps and training needs. Coaching turns knowledge into action, ensuring consistent execution. Rexburg Motorsports proves the impact—despite past 1-stars, strong training and coaching now drive exceptional service and hundreds of 5-star reviews.

At 25, Jared Burt became GM and part-owner of Rexburg Motorsports, learning through long hours, financial sacrifice, and mentorship. Fueled by passion, he immersed himself in business literature and industry insights. Now, through Herohub, he applies those lessons to reimagine OEM and dealer education—always choosing bold, customer-focused paths over following the herd.

Forward-thinking OEMs are shifting from oversight to enablement—treating dealers as brand ambassadors, not just outlets. With tools like unified sales platforms, AI coaching, and data-driven frameworks like the Herohub 3A Index, brands can build dealer mindshare, improve showroom execution, and drive lasting customer loyalty through stronger frontline engagement and collaboration.

With 40% of dealership sales staff turning over in 2024, daily training is no longer optional—it’s essential. Short, consistent sessions improve onboarding, performance, and retention. Dealers who prioritize training build stronger teams, boost customer experience, and protect profitability. DealerAI offers a simple, effective way to keep your sales floor sharp.

A write-down reserve is a powerful tool for protecting gross and managing aging inventory in the used unit department. By proactively adjusting overvalued units and funding a reserve from new sales, dealerships can price to market, clean up their books, and move inventory faster—turning mistakes into smart, controlled decisions.

Brian Kane’s journey from teenage parts clerk to powersports training leader spans decades of industry impact. With deep experience in dealership operations, acquisitions, and staff development, he’s helped shape the careers of many. Today, through DealerHero Bootcamps, Brian continues to elevate the industry with practical training and unwavering dedication.

RJ Powersports in Ottumwa, Iowa, is more than a dealership—it’s a community cornerstone. Serving both farmers and recreational riders, they prioritize exceptional customer service and strong local involvement. From Halloween events to motorsports sponsorships, RJ Powersports blends passion and purpose to support and connect with the people of Ottumwa.

Maggie’s journey into powersports began unexpectedly when she left IT to help run a motorcycle shop with her husband. Learning by doing, she grew the business into a top independent dealership. Now a successful consultant, Maggie empowers dealers to optimize Fixed Ops—and lives the lifestyle daily on her 9-acre farm.

Wind River Power Sports in Lander, Wyoming, is a small, community-rooted dealership built on honesty, relationships, and personalized service. With just three employees, they focus on helping customers find the right fit without pressure. Their success comes from dedication, deep local ties, and a genuine passion for riding and service.

At the MIC DC Fly-In, Jared Burt stepped into the heart of Washington, D.C., to advocate for the powersports industry. From public land access to tariffs and trail funding, his experience highlights why dealer voices matter.

Stevens Sports Center began as a gas station in 1967 and has grown into a two-location powersports dealership known for year-round fun. With a strong team, deep community ties, and a motto of “How do you spell fun? S-T-E-V-E-N-S,” the business thrives on service, adaptability, and customer connection.

Northwood Harley-Davidson, owned by Dave Wagner, thrives year-round in Wisconsin’s winter-loving community. Known for its strong HOG presence and seasonal events like the Fall Ride for Snowmobiles, the dealership blends powersports passion with small-town warmth—offering not just bikes, but a welcoming hub for outdoor enthusiasts and loyal local riders.

Rice Lake Harley-Davidson has served rural Wisconsin since 2000, led by longtime GM Scooter. Known for its welcoming, community-first vibe, the dealership hosts events like the “Chicken Feed” and supports a strong local HOG chapter. With deep roots and outdoor spirit, it’s more than a dealership—it’s a hometown gathering place.

Taylor Toussaint, a lifelong rider and pro racer, leads Mt Holly Motorsports in Vincentown, NJ—a dealership that’s become a true community hub. With events, loyal customer engagement, and a welcoming atmosphere, they offer more than bikes—they offer belonging. For Taylor, it’s all about keeping the spirit of riding alive.

Lee’s Honda Kawasaki has been a Redding, California, staple since 1967, known for its top brands, strong service, and rider-first community. Led by General Manager Zach, the dealership blends product expertise with a laid-back, family atmosphere—making it not just a place to buy, but a hub for local riding culture.

AI is raising customer expectations, not replacing human roles. As AI handles routine tasks and mimics empathy, employees must focus on deepening real human connections. Businesses that pair AI’s efficiency with emotionally intelligent, well-trained teams will lead. The future belongs to those who invest in the human edge AI can’t replicate.

Powersports dealers can minimize or eliminate flooring costs by strategically managing their inventory and negotiating better terms with manufacturers. Before ordering, aim for the longest free flooring periods and choose the best programs for your needs. During the flooring period, proactively manage inventory, use promotions, and make early payments to avoid interest. After the sale, clear aged inventory quickly and consider renegotiating your floor plan terms to further reduce expenses.

Justin Smith, General Manager of Lejeune Motorsports in Jacksonville, NC, left law enforcement in 2016 to pursue his passion for powersports. With deep ties to the local military community and hands-on riding experience, Justin brings authenticity, mentorship, and fulfillment to a dealership that’s been serving riders since the 1950s.