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
Radial
Storm BT023/21
3D X-M BT020
Road
smart
Sport
smart
Roadtec
Pilot Road
Z8 Interact 4/GT, Trail
Hi-Perf
Radial
3D
Ultra
D208
D207/Q2
Sportec
M5/M7-RR
Pilot
Power
Pure 2CT
Battlaz T30
BT021/22/23
High Load
Tour
Cobra
Cruise
Accolade,
Elite 2/3
Exedra, E Max K491
G850/700/500s Am Elite
ME888
Commander
Street
bias
AM26
BT45, Exedra
GT500
series
Lasertec
Pilot Activ
Street
Custom
Venom
Cobra
Elite 3
ME888
Command
er II
Dual
Purpose
AM43/44
Distanzia
TW/Battlewing
ED 03/04
TR91
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
34-36
Sport
2 up light
2 up heavy
36-38
38-42
36-38
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:
 Ask what & when tire is needed
 Correctly placed orders save time & trouble
 Tire will arrive on their doorstep on…
 Signage shows customers what to expect
 Customer care = repeat customer
 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
 Confidence in premium product
 100 years in the business
 Road hazard on sport/sport tour
 AMAP and Shop Now programs
 Website – fitment, testimonials…
 WebEx training
 Data books in 5 languages on line
 800 number USA and Canada
Download

Examples of Tire Pressure Guidelines Sport