By Valerie Ziebron, president, VRZ Consulting The 80/20 visual principal helps build trust, CSI and profitability in boat sales, F&I, service, and parts. Simply put, if someone can visually see what it is we are trying to sell them, they are 80 percent likely to trust, believe and ultimately buy from us. However, that trust drops to less than 20 ...

For years I mused that there were some distinct differences between the people who were drawn to work in sales and those who migrated towards the service department. Then I got the opportunity to prove it with a simple test. Understanding the results of this test can help get your service and sales departments to work more effectively. The test ...

Money is supposedly the No. 1 issue that couples fight over. Talk with some dealers and you may conclude that this issue expands beyond personal relationships. One of the biggest reasons for this stems from an individual’s relationship with money. While you may not fit neatly into one category, it is likely that you have strong tendencies to spend, save ...

Owning a family-run business has always been a part of the American dream and many dealerships have been successful at this for many generations. While many marine dealerships are family run in some capacity, some are more profitable and more peaceful than others. Here are five keys that separate the American dreams from the family feuds. Danger #1: Overpayment Do ...