A prime result of exhibiting in this fall’s boat shows will be the follow-up demos. But how salesmen approach each demo should be viewed as much more than just another part of the sales process. (Read More…)

Computers. Smartphones. Social media. Facebook. YouTube. MySpace. PDAs. Blogging.Texting. Sexting. Tweeting. Where does it end and does it all call for company policies? (Read More…)

Overheard at the Michigan City In-Water Boat Show last week: Two salesmen from different dealerships were talking across the dock to each other about how bad sales have been this summer . . . while visitors were walking by! (Read More…)

If the results of the Michigan City In-Water Boat Show are any indication, the industry’s fall boat shows are heading for more success over a year ago. Boosted by good weather, the show finished with an 11 percent increase in attendance and a very upbeat feeling on the part of exhibitors. (Read More…)

Ever wonder why at some restaurants you get a piece of candy with your check? It’s a fact that restaurant servers who leave a piece of candy with the check will get a bigger tip than those who don’t. Moreover, according to studies reported in the Journal of Applied Social Psychology, if two pieces of candy are left, the tip is even more! (Read More…)

The industry’s fall boat show circuit will officially kick off this week when the 31st Michigan City In-Water Boat Show opens on Thursday near Chicago. After that, major fall shows will take place in locations like Detroit, Cedar Point, Newport, Norwalk, Atlantic City, Annapolis, Ft. Lauderdale, to name just a few. (Read More…)

I had planned to write about another subject today . . . that was, until I read yesterday’s TradeOnlyToday and the report on NMMA’s survey of the fallout from BP’s oil spill. I was genuinely taken aback by some readers voicing negative comments about NMMA’s action. That bothered me all day, so I gotta blog about it! (Read More…)

When that new customer makes his first visit to a dealership, the “store tour” could be a great way for the sales team to highlight what is offered, as well as an unusual, but comfortable way, to “break the ice.” (Read More…)

The “baker’s dozen” – buy 12, get a 13th free. The bakery nearest my home sells donuts and bagels that way. I like it. It keeps me, and lots of others, coming back. It’s certainly good marketing in today’s tough business climate because it gives that something extra that makes customers or prospects feel valued. (Read More…)

Here’s some good news . . . The Senate will begin its summer recess this week (the House has already adjourned.) We should be grateful for every day they’re not in Washington where they screw so many things up and still keep a straight face. (Read More…)