Steps to Selling a Tire regardless of brand 1. Ask qualifying questions 2. Determine tire choice 3. Give info on choice 4. Share general tire knowledge 5. Conclude sale
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?
Cross Reference Chart Avon Bridgestone Dunlop Metzeler Michelin Sport tour Storm BT 023/21 3 D X-M BT 020 Radial Road smart Sport smart Roadtec Pilot Road Z 8 Interact 4/GT, Trail Hi-Perf Radial Battlaz T 30 BT 021/22/23 D 208 D 207/Q 2 Sportec M 5/M 7 -RR Pilot Power Pure 2 CT High Load Tour Cobra Cruise Accolade, Exedra, E Max G 850/700/500 s Elite 2/3 K 491 Am Elite ME 888 Commander Street bias AM 26 BT 45, Exedra GT 500 series Lasertec Pilot Activ Street Custom Venom Cobra Elite 3 ME 888 Command er II Dual Purpose AM 43/44 3 D Ultra Distanzia TW/Battlewing ED 03/04 TR 91 Enduro 3 Trailmax Tourance Scorcher Anakee 3
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 Front 110/70 -120/70 Rear 150/70 -190/50 Solo 34 -36 Sport 2 up light 2 up heavy 36 -38 38 -42 36 -38 Touring with reinforced construction Front Rear Solo 2 up light 2 up heavy 44 46 48 -50 38 -40 40 -41 42 -43
5. Concluding the Sale! • Does tire meet needs? • Are benefits clear? • Any other questions? • Accessories needed? Make it seven beans and you got yourself a deal! • Book service appointment?
CYCLE WORLD Reader Survey on Riders & 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 WORLD Reader Survey • 60% purchase 1 -2 yearly • 49% spend $200 -300 yearly • 21% no brand preference
Motorcycle-USA. com Research 62% buy at the dealership 55% prefer street bikes 59% plan tire purchasing 2013 71% 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 $200. 00 Mail order: $165. 00 • Wait for tire • May be additional charges • Installation cost higher • May not handle warranties Dealer: $185. 00 • Tire stocked - Priceless • Lower installation cost - • Warranty backup - Priceless • Knowledgeable - Priceless (Almost) Priceless
If you don’t have the tire in stock: Ø Ask what & when tire is needed Ø Correctly placed orders save time & trouble Ø Tire will arrive on their doorstep on… Ø Signage shows customers what to expect Ø Customer care = repeat customer Ø Offer tech support, guarantees, returns
Ideas to Help Increase Sales • Hold tire seminars for customers • Webinars for staff • Customer PSI Check Day • Ladies Tech Night • Website training PDF’s
How Avon helps you sell: • Inventory & display tips • Confidence in product • 800 customer service # • Web site dealer locator • Creative programs • Avon Marketing Alliance • Excellent availability
www. avonmoto. com/dealer_support
Selling Avons Ø Confidence in premium product Ø 100 years in the business Ø Road hazard on sport/sport tour Ø AMAP and Shop Now programs Ø Website – fitment, testimonials… Ø Web. Ex training Ø Data books in 5 languages on line Ø 800 number USA and Canada
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