fbpx

The Three P’s Philosophy

In our Destination Dealer profile on FlatOut Motorsports this month, we talk to owner William Starkey about his “Three P's” philosophy. Starkey says it’s based on an understanding of how retail and Internet sales combine for success.

In our Destination Dealer profile on FlatOut Motorsports this month, we talk to owner William Starkey about his “Three P’s” philosophy. Starkey says it’s based on an understanding of how retail and Internet sales combine for success. “The three P’s form a triangle; the People, the Place and the Products,” he explains. “If you can put them together, you’ll be ultimately successful. None of the three components are more or less important, they’re all equal.”

The place actually encompasses the building, the location, the proximity to the wealth and how the building flows.“Once you have the right place, next is the product, and that’s really important in powersports,” says Professor Starkey. “You need the products that deliver the profit dollars – not necessarily the percentages but the dollars – you’re looking for. Because when you have the dollars you can hire qualified, good people.”

“And they all tie together. With the right dollars you can hire the right people, and with the right people you can scale the place to a whole different level.

Even with the Three P’s in place, the jury is still out regarding AIMExpo. The industry is analyzing the numbers In the wake of Columbus. One thing is clear: a large percentage of dealers don’t seem to care about the all-in-one tradeshow. Even with a more central location and good weather, the dealer turnout was lower than expected – even lower than last year’s event in Orlando.

“As an industry, we must realize we’re not living in the days of Dealer Expo in 2006 when there were significantly more dealers in the U.S. and much easier to get them to attend,” AIMExpo said in an email to exhibitors after the show.

PEOPLE: MIC Events Vice President and General Manager Larry Little and the CEOs of Indian and Harley said during the opening ceremony that we need all hands on deck if we’re going to build a sustainable industry in the U.S. It’s going to take everyone working together to help bring in new riders and to transition from an industry geared toward baby boomers to the younger generations. At this point, we really don’t seem to be reaching the youth in any meaningful way. If you have any ideas, we’re all ears. Send us a note and we’ll get the discussion rolling.

PRODUCT: One segment that seems to be holding its own is the Recreational Utility Vehicle (RUV) market. Since 2006, this segment has exploded. In our Market Update, Editor-at-Large Robin Hartfiel says that more than 410,000 new UTVs and 210,000 new ATVs will be sold this year alone. And there are several new players jumping in to spur retail activity in the first half of 2018.

PLACE: Finally, we would like to draw your attention to our special International Issue in the middle of the magazine. It’s our second year covering the global market. While we’ve always covered the industry as it affects the U.S. market, this is a little different perspective with a glimpse at international shows of EICMA and INTERMOT as well as AIMExpo and the sales environment in Europe and the UK.

These markets, with a few exceptions, are the biggest for mid-sized to heavyweight motorcycles and all of the parts and accessories associated with them. For aftermarket companies, there are opportunities in these markets. And for dealers, we think there are some great companies looking to export to the U.S. that can help you grow your business.

People, product, place… this industry has the elements to succeed!

You May Also Like

To E-Bike or Not to E-Bike?

When it comes to e-bikes, it’s the wild, wild West out there.

I recently went on a motorcycle tour of Route 66. It was a great ride, albeit a hot one. We stopped at several motorcycle shops on the way. Each one seemed to be doing well, and everyone was happy. Of course, it was summer.

I noticed in most shops, there was a cluster of e-bikes in a corner. I always made sure to ask about them. Pretty well every shop we visited had them on sale — some even at 50% off. Apparently, they were not selling well. It seems that powered bicycles are not selling in motorcycle shops. Is it because motorcyclists don’t ride bicycles? I know a lot who do ride both. Or, is it because the two cultures don’t mix? Perhaps. I think it’s because bicyclists want to but their bicycles at a bicycle shop, just like motorcyclists want to buy their motorcycles at a motorcycle dealer.

Thoughts From AIMExpo 2024

Next year, go to AIMExpo. You’ll be glad you did.

People Are Dealers’ Biggest Asset: Top 10 Ways to Attract and Retain Them

Lessons learned in a 30-year powersports dealer career.

dealership employees
Do Yourself a Favor: Attend AIMExpo

What possible reason do you have to not attend?

Catering to Kids: Youth Off-Road Vehicles

Off-roading has become a hot family activity in recent years.

A child riding a youth ATV in a field.

Other Posts

Free Dirt Bike, ATV, Side-by-Side Training in California

Off-Highway Vehicle Safety Week is March 23-31.

ATV, dirt bike, side-by-side training, off-road trails
Wilwood Engineering Promotes Hagy to UTV Market Specialist

Hagy will be tasked with expanding the UTV product lineup for Wilwood.

Hagy
Segway Powersports Teams Up With Dave Warren Powersports for UT10 Giveaway Promotion

One lucky winner will walk away with a Segway UT10 UTV during the Dirt Track World Championship.

UT10 Giveaway
AIMExpo Education: Disruptive Thinking Videos Now Available Online

Didn’t make it to AIMExpo? Missed an education session? Now you can view them online!

Disruptive Thinking Education Session videos