In this throwback Part 2 with Randy Felice, Dealer Principal of ANS Motorcycles, we get into a topic most dealerships avoid until it is too late: asking for help.
Randy breaks down how he developed real management skill, how business coaching works when you do it right, and how to build internal accountability so you can eventually run without a coach.
We also cover something most dealers do not know: many regulatory organizations have a coaching and training arm that will help you improve operations at no charge, including safety and workers comp support.
This is a dealership improvement episode built for real operators.
Sponsored by MotoHunt
Download the Ultimate Used Inventory Playbook: https://dealers.motohunt.com
Connect with Randy: https://www.linkedin.com/in/randy-felice-71161396/
Connect with Dealership Fixit: https://www.linkedin.com/company/dealershipfixit/Watch on YouTube: https://youtu.be/7xcsO-k2uDg
In this throwback episode of the Dealership Fixit Podcast, we're joined by Randy Felice, Dealer Principal of ANS Motorcycles in Roseville, California.
Randy shares how ANS uses slower seasons to build systems, train teams, and create consistency across sales and service. From service advisor checklists to retail delivery processes, this conversation dives deep into what elite dealerships do differently behind the scenes.
This episode is packed with real world dealership examples you can apply immediately to improve customer experience, reduce mistakes, and build a more scalable operation.
Presented by MotoHunt - Helping dealers buy better, price smarter, and turn inventory faster.
Visit dealers.motohunt.com to learn more.
Connect with Randy: https://www.linkedin.com/in/randy-felice-71161396/
Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
Check us out on YouTube: https://youtube.com/@dealershipfixit?si=T8OMaN6RpXoJ8pVV
Like you, I do not have time to sit down and read. Between building a company, travel, staying healthy, and family, quiet reading time is not realistic. But learning still matters.
So this year I went all in on audiobooks. Gym. Sauna. Dog walks. Driving. Early mornings. Late nights. And I learned more than I have in years.
In this solo foundation episode, I break down the books that shaped how I think about sales, marketing, leadership, money, psychology, and running a tighter dealership operation. For each book, I share what it gets right, a takeaway you can actually use, and how to apply it inside a dealership.
Books covered in this episode:
12 Rules for Life by Jordan B Peterson
$100M Leads by Alex Hormozi
$100M Offers by Alex Hormozi
$100M Money Models by Alex Hormozi
CEO Excellence by Carolyn Dewar
Buy Back Your Time by Dan Martell
Trust Me I’m Lying by Ryan Holiday
The Laws of Human Nature by Robert Greene
Never Split the Difference by Chris Voss
Velocity 2.0 by Dale Pollak
Magnetic Marketing by Dan Kennedy
Extreme Ownership by Jocko Willink
Atomic Habits by James Clear
Good to Great by Jim Collins
How to Win Friends and Influence People by Dale Carnegie
Next up on my 2026 list:
The Goal by Eliyahu M Goldratt
The Advantage by Patrick Lencioni
Competing in the Age of AI by Marco Iansiti and Karim R Lakhani
They Ask You Answer by Marcus Sheridan
Turn the Ship Around by L David Marquet
Links:
Sponsor: dealers.motohunt.com
Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
Check us out on Youtube: https://youtube.com/@dealershipfixit?si=eOzwfr1XoIzQdp9v
If you want to sell more units, stop chasing random marketing ideas.
Build a system.
In this solo episode, I walk through an evergreen marketing framework for powersports dealers to move major units faster, protect margin, and create more repeat business.
We cover inventory merchandising, first party data, equity mining, paid ads, organic content, community, service driven opportunities, and how AI can increase speed and consistency.
Key topics
Inventory age buckets and a weekly standup that forces movement
Giveaways that build your list and create buyers even when they do not win
Mining your sold list and service ROs for trade opportunities
Google intent campaigns and Meta inventory catalog ads
The offer formula that makes promos work year round
A 7 day challenge to implement the system immediately
Sponsor: dealers.motohunt.com
Connect with Jacob: https://www.linkedin.com/in/jacob-b-berry/
Check us out on Youtube: https://youtube.com/@dealershipfixit?si=eOzwfr1XoIzQdp9v
What if the internet is not the real problem?
In this throwback episode of The Dealership Fixit Podcast, Craig Martin joins the show to share lessons from decades in powersports as a dealership owner, race team manager, track operator, and distributor rep.
Craig explains why charging customers more for internet purchases pushes them away, how flipping service pricing builds loyalty, and why used motorcycles are one of the most underutilized profit centers in dealerships today.
The conversation also covers employee incentives, commission structures in parts departments, improving customer experience at the counter, and why strong brick-and-mortar stores still matter more than ever.
This episode is packed with practical ideas for dealers who want better margins, better staff performance, and better customer retention without chasing every online trend.
Connect with Craig: https://www.linkedin.com/in/craig-martin/
Follow and listen to The Dealership Fixit Podcast
Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyH?si=2c816556bab94519
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603
Watch full episodes on YouTube
https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Sponsored by MotoHunt dealers.motohunt.com
Jason Gearld joins Brian to talk about building Phoenix Handlebars, why fewer bends and clearer choices sell better at the counter, and how dealers can create a parts department customers want to visit.
Jason also shares practical hiring tips from his work with MotorcycleIndustryJobs and why trade shows still matter for local stores.
What you will learn:
A simple spec approach that makes bars easier to sell
How to merchandise new parts without turning into a discount bin
Customer experience moves that increase repeat visits
How to write job posts that attract riders and not just resumes
Why dealers should adopt a product storyteller inside parts
Connect with Jason:
Phoenix Handlebars: https://phoenixhandlebars.com
LinkedIn: https://www.linkedin.com/in/jason-gearld-2451408/
MotorcycleIndustryJobs: https://www.motorcycleindustryjobs.com
Watch on YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858A
Sponsor: MotoHunt Dealers https://dealers.motohunt.com
Building the right compensation plan isn’t easy, but it’s one of the most powerful tools a dealership has to shape performance and culture.
In this throwback episode, Steve Dodd joins The Dealership Fixit Podcast to explain how comp plans drive behavior, how to build one that rewards performance without breaking the bank, and how to fix broken pay structures that cause turnover or missed goals.
How to research and set pay levels for key roles
The link between pay plans and dealer profitability
When to include floorplan, F&I, or volume targets in compensation
Managing change when switching from hourly to commission or flat-rate pay
How to keep great employees motivated long-term
Connect with Steve Dodd on LinkedIn:
https://www.linkedin.com/in/steve-dodds-ii-6274752b/
Listen and Follow:
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
Sponsor: MotoHunt Dealers – https://dealers.motohunt.com
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