The OptionSoft Blog
How Dealers are Getting 20% Growth in a Tough Market: A Q&A With Experts
By Ken Tomaro & John Fuhrman
09/13/2018
View this on-demand free webinar now!
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Increase Sales, Add Gross Profit, and Sell More Finance & Insurance Products
By John Fuhrman
03/13/2018
View this on-demand free webinar now! In addition to increasing sales, adding gross profit, and raising performance in Finance and Insurance (F&I), John Fuhrman, the Director of Training at OptionSoft, offers new techniques to help boost your dealership's results and ensure compliance.
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For Immediate Release
By John Fuhrman
01/17/2018
Dealers facing the future are faced with tough consumers, tight banks and compliance rules hanging over their heads. Many have been looking for a way to sell more units, protect gross profits and increase production in F&I. Two Harley dealers now are doing just that.
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Where Is Your Bar?
By John Fuhrman
01/09/2018
When I started in the car business it was 1979. I knew nothing about selling anything, let alone cars. But, I had a new wife and a ton of bills so I worked my butt off. Back then we were told that 20 deliveries a month was the minimum required to keep your job.
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Even The Right Software Might Not Make A Difference
By John Fuhrman
12/22/2017
The PowerSport Industry is predicting more financing in 2018 than they’ve done in a while. That should mean more unit sales and more profits. But, and there’s a big but, which software, what is the cost and how do I guarantee results?
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Whose Tail IS It Anyway?
By John Fuhrman
12/19/2017
We've all heard that expression, "The tail is wagging the dog." In retail, that usually means our sales staff is dictating management rather than the other way around. Usually, the fix occurs when new management or a new training process comes in and everyone gets to start on the same page. However, the decision to change process or change personnel is at the dealer level.
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Were Your PowerSport Profits Up 20% Last Year?
By John Fuhrman
11/07/2017
I thought I’d start with an easy question. Profits are what keeps the doors open, pays your people and allows for expansion. However, all the PowerSport publications are starting to predict that they sky will fall a little bit for the near future. Maybe they’re right, maybe not. We can only control the things in front of us.
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When Are Dealers Ever Right? A Brief History
By John Fuhrman
09/04/2017
So many trainers like to tell you when they started in the business, how great they were and how they single handedly saved a manufacturer from near ruin. Not my thing. I’m simply stating that I sold my first vehicle for a dealer in January of 1979 for the purpose of this article.
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My Lawnmower Is Broken
By John Fuhrman
07/10/2017
Stress. It can be blamed for nearly anything wrong with the human body. Gain weight - stress. Lose weight - stress. Bad health - stress. Lack of sleep - stress. Even trouble on the job - stress. Stress offers nothing positive in our lives and we deal with it on so many levels. I hope this helps eliminate one of the sources of stress in your life.
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YOU ARE NO LONGER IN THE POWERSPORT BUSINESS
By John Fuhrman
08/02/2017
Since the first motorcycle sale was made at the dealership, the power (The Club) was in the hand of the dealer. After all, they had the invoice, knew the difference between an add on rate and the rate the consumer got, and even knew the customer’s credit rating, and had practiced what they were trained at weekly meetings.
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Just Because You Have New Technology, Doesn't Make You Compliant
By John Fuhrman
07/06/2017
Recently, I was visiting with a dealer and the recent rash of articles concerning compliance came up. As I shared what I knew on the subject and the current climate concerning fines and penalties, the dealer sat back, smiled and said, “I’m good. We use a menu.”
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About The Author
John Fuhrman
Director of Training
Since 1996, John has trained over 15,000 retail sales, management and F&I professionals. He has authored 10 books on sales, leadership, management and motivation. Since joining OptionSoft he has helped develop retail technology and the sales process to make it all work in the Automotive and Power Sports industries. He has traveled the country helping dealers maximize their place in the market specifically by developing key strategies that will last long after the training is complete.