Powersports veteran Brian Croft returns to The Dealership Fixit Podcast, this time representing KTM Group North America, where he leads inside sales for the central to West‐coast region plus Alaska & Hawaii.
He shares a rich 25+ year journey through dealerships, distributors, parts, and OEM leadership.
In this episode, we dive deep into:
The edge dealers gain when they stock highly desirable machines and build specialist culture.
The major front-line challenges dealers face today: flooring costs, staffing, buyer readiness.
Why storytelling, brand focus, and experiential retail are more critical than ever.
What opportunities exist right now for stores who are willing to differentiate.
Connect With Brian: https://www.linkedin.com/in/motocroft/ Connect With Jacob: https://linkedin.com/in/jacob-b-berry Follow the Fixit Online: https://linktr.ee/dealershipfixitSponsor: dealers.motohunt.comListen to More Spotify: https://spoti.fi/3N9lzfg Further Episodes Apple Podcast: https://apple.co/43FoanX Interviews YouTube: https://youtube.com/@dealershipfixit
In this episode, Dealership Fixit Podcast host Jacob Berry talks with Gene Silas, Vice President of Sales at Brightline Dealer Advisors, about how the best dealers turn process into profit.
Gene’s story starts in the Marine Corps and leads through decades in automotive and powersports leadership.
He shares what’s working right now in F&I, how dealers can audit for silent profit leaks, and why training accountability is the missing link in most stores.
Highlights:
The biggest training mistake in dealership F&I
Why GMs must stop managing by spreadsheet
What reinsurance really means for powersports dealers
How to spot internal theft before it drains your store
Building retention with real career paths, not empty promises
How AI can simplify dealership auditing overnight
Connect with Gene:
Gene Silas on LinkedIn
Brightline Dealer Advisors: https://brightlinedealeradvisors.com
Listen and Follow:
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Sponsor:
Smarter inventory, faster turns, better buys: dealers.motohunt.com
Why are powersports insurance rates skyrocketing?
Why are major carriers leaving the market? And what can dealers actually do about it?
Jacob Berry sits down with Zach Materne, Commercial Risk Consultant and former dealership operator, to unpack the real reasons coverage is getting harder to find, and how to protect your store before renewal.
Zach explains what’s behind insurer exits like K&K and Harco, the truth about test ride and event coverage, and the #1 claim dealers don’t see coming: false pretense.
He also shares practical ways to audit your coverage, prepare before renewal, and build a risk management culture that keeps your team, your customers, and your margins protected.
Listen in to understand how to treat insurance like a system — not just a piece of paper.
Connect with Zach: https://www.linkedin.com/in/zachary-materne/
Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
Listen to learn how to sharpen your used inventory playbook and boost your dealership’s profitability.
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Follow Dealership Fixit:TikTok | X | LinkedIn | Instagram | Facebook
Sponsor: dealers.motohunt.com
Jacob Berry joins the One Gang Worldwide podcast to break down what is working now for powersports dealers.
We cover dealer-to-dealer buying, service-lane acquisition, fast recon, and digital merchandising that moves units.
Jacob also shares his journey from WyoTech grad and Mercedes tech to sales, BDC leadership, building internet departments across RideNow, navigating the RumbleOn era, and launching AMP Digital and MotoHunt to help dealers buy right and turn faster.
Listen for practical steps to source better, price smarter, and turn aged units faster.
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Sponsor: dealers.motohunt.com
In this episode, Powersports Business Editor in Chief & Power Hour Podcast host, Brendan Baker joins Jacob Berry for a deep dive into the new rules of pre-owned success.
Dealers across the country are surviving on used inventory and the best operators are treating it like a science.
Brendan and Jacob cover:
Plus, Brendan opens up about running Powersports Business, where the industry is headed, and why print still matters.
Listen to learn how to sharpen your used inventory playbook and boost your dealership’s profitability.
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Follow Dealership Fixit:
TikTok | X | LinkedIn | Instagram | Facebook
Sponsor: dealers.motohunt.com
Retail leader and analyst Jeffrey McNulty breaks down a simple, usable framework for PowerSports dealers who want faster turns and better margins.
We cover the traps of legacy thinking and insulated management, why a 40–45 hour target for leaders boosts performance, and how to apply the CAPED model: Customization, Adaptability, Personalization, Engagement, and Differentiation.
We also dig into private-label services and guarantees, the SAG rule for authentic customer messaging, and the DAKA filter for faster decisions.
If you’re holding aged units, guessing on trade values, or struggling to stand out against same-brand competitors, this episode gives you a clear plan to fix it.
Subscribe for more dealer-focused tactics and interviews that help you run smoother, sell smarter, and adapt faster.
Follow Jeffrey: https://www.linkedin.com/in/jeffreypmcnulty/
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
TikTok: https://www.tiktok.com/@dealershipfixit
X (Twitter): https://x.com/DealershipFixit
LinkedIn: https://www.linkedin.com/company/dealershipfixit/
Instagram: https://www.instagram.com/dealership_fixit/
Facebook: https://www.facebook.com/dealershipfixit
Sponsor: dealers.motohunt.com
Thinking about selling your dealership in the next few years? Start now.
Courtney Bernhard from Performance Brokerage Services joins Jacob Berry to share what really kills deals, from messy financials and family payroll to missing estate plans and frozen floorplans.
Learn:
Sponsor: dealers.motohunt.com
Connect with Courtney: https://www.linkedin.com/in/courtney-bernhard-072018113/
Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
Listen on Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
NPA’s Tony Altieri joins the podcast to break down why sell-through is near total, why off-road is the hottest segment, and how dealers should source and desk trades while inventory is tight. Clear moves you can use this week.
Links
Follow Tony: https://www.linkedin.com/in/tony-altieri-a6817b61/
Sponsor: https://dealers.motohunt.com
Connect with Jacob: https://linkedin.com/in/jacob-b-berry
Listen on Spotify: https://spoti.fi/3N9lzfg
More on Apple Podcasts: https://apple.co/43FoanX
Subscribe on YouTube: https://youtube.com/@dealershipfixit
Most dealers still treat digital leads with one call, one email, and done.
In this episode, Jacob Berry sits down with Chris Yeloushan, VP of Dealer and OEM Solutions at Rollick, to talk about what’s changed with online buyers and how dealerships can double close rates with simple automation, better CRM habits, and smarter follow-up.
You’ll learn:
Dealers who master this process aren’t just generating leads, they’re closing them.
👉 Sponsor: dealers.motohunt.com
👉 Connect with Chris: https://www.linkedin.com/in/chris-yeloushan-b078b55/
👉 Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
🎧 Listen on Spotify: https://spoti.fi/3N9lzfg
🎧 More on Apple Podcasts: https://apple.co/43FoanX
📺 Subscribe on YouTube: https://youtube.com/@dealershipfixit
The service counter is the hub of your dealership. Hire for people skills, train for process, and measure what matters.
In this episode we break down a proven fixed ops playbook. Clear takeaways you can use this week.
Listen, follow, and share with a service manager who needs a win.
Links and resources:
Sponsor: dealers.motohunt.com
Subscribe on YouTube: https://youtube.com/@dealershipfixit
More episodes on Apple Podcasts: https://apple.co/43FoanX
Listen on Spotify: https://spoti.fi/3N9lzfg
In this solo episode, Brian reads a powerful leadership article by his friend and author Jeffrey McNulty, creator of The Ultimate Retail Manual.
With over 30 years in executive retail leadership at Home Depot, Lowe’s, PetSmart, and more, Jeffrey’s wisdom hits home for powersports dealers today.
Learn how to:
A must-listen for dealership leaders who want to inspire, grow, and lead with purpose.
🎧 Listen on Spotify: https://spoti.fi/3N9lzfg
🍎 Listen on Apple: https://apple.co/43FoanX
💻 Watch on YouTube: https://youtube.com/@dealershipfixit
Follow our host: https://linkedin.com/in/jacob-b-berry
Follow Jeffrey P. McNulty: https://www.linkedin.com/in/jeffreypmcnulty/
This remastered throwback hits the core problems most stores face and how to fix them fast.
We dig into two levers that change everything, process and time, and how culture, hiring, and phone work turn browsers into buyers. Simple moves you can use this week.
What you’ll learn:
• A simple framework to stop “swirl” and get time back
• How to replace “shoot from the hip” with a repeatable sales process
• Why culture beats tactics and how to keep staff engaged
• The clean way to coach calls and convert more appointments
• Fear vs. price: why great service wins at full gross
Listen here and subscribe:
Spotify: https://spoti.fi/3N9lzfg
Apple Podcasts: https://apple.co/43FoanX
YouTube (full video): https://youtube.com/@dealershipfixit
Sponsor: https://dealers.motohunt.com
Used motorcycles and powersports units remain one of the best opportunities for dealers, if you know how to buy, price, and turn them right.
Mike Murray, VP of Sales at National Powersport Auctions, joins Jacob Berry to share the latest 2025 market trends, pricing insights, and how dealers can leverage tools like DirectBuy and MotoHunt integration to work smarter with used inventory.
We cover:
- Why more Harley and metric dealers are scaling up used inventory
- How pricing has shifted post-COVID and what’s holding steady
- The growing spread between clean bikes and rough trades
- Why condition reports and true wholesale values matter
- How auctions set real-world pricing — and what dealers need to understand about it
- The role of NPDA Dealer Connect in uniting dealers and shaping industry change
Mike also previews what NPA will bring to Dealer Connect, September 21–23 in Columbus, Ohio.
Watch on YouTube: https://youtube.com/@dealershipfixit
Connect with Mike: https://www.linkedin.com/in/mmurray22/
Connect with Jacob:
LinkedIn: https://linkedin.com/in/jacob-b-berry
All Links: https://linktr.ee/dealershipfixit
Sponsor: https://dealers.motohunt.com
AI is everywhere. Vendors pitch it, consultants hype it, but how do dealers actually make it work inside the store?
In this episode of the Dealership Fixit Podcast, Jacob Berry sits down with brent wees, a certified AI trainer, strategist, and founder of IdeaMeetPlan, to cut through the noise and get practical.
Brent shares why most dealers overthink AI, how to start small with quick wins in sales, service, and marketing, and why creating the right prompts and agents can turn AI into a real teammate for your business.
If you’ve been wondering how to speed up your store, save time, and finally understand what AI can do for your business, this conversation is your roadmap.
Visit Brent’s site: https://www.ideameetplan.com/ai-workshops/
Connect with Brent: https://www.linkedin.com/in/brentwees
👉 Listen to more on Spotify: https://spoti.fi/3N9lzfg
👉 More episodes on Apple Podcasts: https://apple.co/43FoanX
👉 Subscribe here for weekly interviews: https://youtube.com/@dealershipfixit
Follow Our Host Jacob: https://linkedin.com/in/jacob-b-berry
Follow the Fixit Online: https://linktr.ee/dealershipfixit
Sponsor: https://dealers.motohunt.com
The National Powersports Dealer Association (NPDA) has grown into the voice dealers didn’t know they needed.
In this episode, Jacob Berry sits down with NPDA Membership Marketing Director Tigra Tsujikawa to dig into why the association exists, how it’s giving dealers a seat at the table, and why events like Dealer Connect are unlike any other trade show.
From fighting for dealer-friendly provisions in national legislation, to launching the EDGE learning program, to creating Dealer Connect as a dealer-built, dealer-led event, the NPDA is reshaping how dealers work together and grow stronger.
If you’re a dealership manager, GM, or owner who wants to understand why unity and advocacy matter right now, this conversation will show you what NPDA is building and why you need to be part of it.
Listen to more episodes on Spotify: https://spoti.fi/3N9lzfg
Further episodes on Apple Podcasts: https://apple.co/43FoanX
Watch full interviews on YouTube: https://youtube.com/@dealershipfixit
Follow the Fixit Online: https://linktr.ee/dealershipfixit
Learn more about NPDA: https://www.npda.org
Sponsor: https://dealers.motohunt.com
In this throwback episode, Teri Lynn from Triumph Motorcycles America (now with Troy Lee Designs) shares lessons every dealer can use to improve customer experience and grow ridership.
We cover:
Why great merchandising and inventory turnover matter more than you think
Common in-store mistakes that cost sales (and how to fix them)
Triumph’s training and support strategies for dealers
The growing role of women, families, and e-bikes in the powersports market
Whether you’re a dealer principal, GM, or part of the sales and service team, this episode is packed with practical takeaways for building stronger customer connections and securing your dealership’s future.
Connect with Teri: https://www.linkedin.com/in/terillynn/
Listen to More Spotify: https://spoti.fi/3N9lzfg
Further Episodes Apple Podcast: https://apple.co/43FoanX
Interviews YouTube: https://youtube.com/@dealershipfixit Connect With Our Host Jacob:LinkedIn: https://linkedin.com/in/jacob-b-berry Follow the Fixit Online: https://linktr.ee/dealershipfixit
Sponsor: https://dealers.motohunt.com
John joins the show to share the systems and leadership practices that make his dealership stand out.
From creating a culture that employees buy into, to refining the used bike process, to balancing digital expectations with in-store experiences, John explains what it takes to build long-term success.
We talk about the risks he’s taken, how his team adapts to challenges, and why relentless improvement keeps Wilkins Harley-Davidson profitable year after year.
If you’re managing a dealership, this is a must-listen conversation packed with actionable insights.
We post weekly updates, so make sure to subscribe and follow us! If you have any suggestions or want to chat with us, don't hesitate to leave a comment.
Connect with John: https://www.linkedin.com/in/john-lyon-4552139/Listen to More Spotify: https://spoti.fi/3N9lzfg Further Episodes Apple Podcast: https://apple.co/43FoanX Interviews YouTube: https://youtube.com/@dealershipfixit Connect with Our Host Jacob:LinkedIn: https://linkedin.com/in/jacob-b-berry Follow the Fixit Online: https://linktr.ee/dealershipfixitSponsor: https://dealers.motohunt.com
In this throwback episode, we were joined by industry veteran Jared Burt, founder of Rexburg Motorsports and now a leading advocate for helping OEMs and dealers prepare for the future of retail in powersports.
We dive into how consumer expectations are evolving faster than most dealerships realize, and what you can do today to stay ahead.
From mobile service and same-day delivery to unified commerce strategies that connect OEMs and dealers, Jared shares real-world examples and actionable steps for thriving in the next decade.
Connect with Jared: https://www.linkedin.com/in/jaredburt/
Listen to More Spotify: https://spoti.fi/3N9lzfg
Further Episodes Apple Podcast: https://apple.co/43FoanX
Interviews YouTube: https://youtube.com/@dealershipfixit
Connect with our Host: https://linkedin.com/in/jacob-b-berry
Follow the Fixit Online: https://linktr.ee/dealershipfixit
Sponsor: https://dealers.motohunt.com
Appointments are more than just dates on a calendar—they’re the first real commitment your internet leads make toward buying.
In this episode, Heather Deatherage breaks down exactly how powersports and motorcycle dealers can boost their show rates and close more deals with a structured appointment-setting process.
You’ll learn:
Why an appointment is a psychological turning point
How to confirm without giving customers an easy exit
Same-day confirmation tactics that drive attendance
How manager involvement adds urgency and credibility
The key metrics to measure for appointment-setting success
If your internet department is setting lots of appointments but seeing too many no-shows, this episode is your blueprint for improvement.
YouTube Interviews: https://youtube.com/@dealershipfixit
Connect with Heather: https://www.linkedin.com/in/heather-deatherageFollow the Fixit Online: https://linktr.ee/dealershipfixit
Sponsor: https://dealers.motohunt.com
This week on the Dealership Fixit Podcast, Jacob Berry sits down with Nate Sanel of National Powersports Distributors to talk about the art of running a profitable used motorcycle department.
Nate opens up about how his company manages 1,200+ units, what mistakes still trip them up, and why most dealerships are underperforming in used.
If you're trying to scale your pre-owned business, reduce aged units, or stop losing margin to emotional decisions, this episode is for you.
Connect with Nate: https://www.linkedin.com/in/bikernate/
Want to fix your used inventory strategy? Download the free Ultimate Used Inventory Playbook at https://dealers.motohunt.com/ultimate-used-inventory-playbook
Listen to more episodes on Spotify: https://spoti.fi/3N9lzfg
Watch the YouTube interviews: https://youtube.com/@dealershipfixit
Find all links here: https://linktr.ee/dealershipfixit