Issue link: http://read.dmtmag.com/i/523095
POWER 50 Pennsylvania dealer adds two brands in North Versailles location BY LIZ KEENER MANAGING EDITOR For nearly a decade, Mosites Motorsports' 18,000-square-foot North Huntingdon, Pa., location served the multi-line dealership well. But, as Mosites, a 2013 and 2014 Powersports Business Power 50 dealership, looked to expand and add two more brands, wiggle room at the old facility was hard to come by. "We were running short of space. It was time to upgrade," general manager John "J.J." Zalenchak told Powersports Business. FINDING A NEW HOME About two years ago, Mosites set out to find a new, larger location, and last year the dealer- ship found that space, which sits in a neighbor- ing county but is only three miles away from Mosites' original home. "We wanted to find kind of the same market but a better facility," Zalenchak said. Mosites shares its new building with a movie theater that includes a pub and billiards area, but the dealership's space was vacant when they found it, allowing Mosites to create its ideal showroom space from scratch. " I t w a s j u s t a h u g e o p e n c a n v a s , " Zalenchak said. In the new building, Mosites was able to easily add Ducati and Triumph and develop brand-specific areas for each of its brands, now 10 strong. Mosites also carries Honda, Kawasaki, Can-Am, Sea-Doo, Ski-Doo, Aprilia, Vespa and Piaggio. "If you're really brand loyal, you're really going to feel at home," Zalenchak said. To accommodate the new layout, Mosites has retrained its staff to be able to sell in a branded dealership, rather than one that's laid out by vehicle type. The dealership has also dedicated two sales professionals to the Euro- pean brands. "We got rid of the old-fashioned assigned sales desks and went to an open floor with sales stations strategically placed around the entire sales floor. The idea behind that was to keep the customer in the branded area and as close to the product they were interested in at all times while we were in negotiation process," Zalenchak said. "We used standard high top tables with stools along with a couple of wheel- chair accessible stations as well. [The new lay- out] was probably the biggest shock and hurdle to overcome with the sales staff. It really took them out of the comfort zone but forces them to always be out on the sales floor." When members of the sales team are com- pleting deals or making follow-up calls that need to be more private, they can retreat to what Mosites calls the "war room," however, with staffers equipped with tablets and on-floor sales stations, they're expected to be on the floor more frequently. Training on this new process continues, but so far the staff has reacted positively to the oppor- tunities the new location brings. " E v e r y b o d y h a s b e e n extremely excited," Zalenchak said. Not only does the new space allow for Mosites to carry more brands with ease, but the "super store," as the dealership is referring to the location, offers room for nearly 300 units to be showcased in the 35,000-square-foot show- room. The dealership also features, among its many improvements, a dozen 55-inch TVs playing motorsports footage, a winner's circle for customer deliveries, a boot/show room, an elevated sales manager station for observing the sales floor, overhead LED lighting and a customer lounge featuring a coffee machine and a mini fridge stocked with bottled water. The service department now has a separate entrance with a rotating menu and tech bios on a TV, along with a window to see into the shop. The separate accessories and clothing section has dedicated personnel and two fitting rooms. POSITIVE REACTION As with most moves, Mosites Motorsports hit some obstacles with its relocation. The dealer- ship had originally planned to be open in the new space in late 2014, however showroom spec changes from OEMs and other hurdles prevented the early move. "We also saw some setbacks in the move to due upgrades we wanted to make during the build out, small upgrades we could have done without but things we wanted to do just to add to the detail of the shop," Zalenchak explained. Mosites was finally able to open April 2 to customers' excitement. "We've been getting nothing by positive feedback," Zalenchak said. They haven't only responded with their voices, but also with their wallets. Mosites' Facebook page is littered with photos of cus- tomers with their new Spyders, Triumphs, Honda dirt bikes, Sea-Doos, Vespas and more. "We're definitely seeing positive gains over- all," Zalenchak reported. And with a fresh showroom and new brands in its lineup, the Mosites staff is confident they will exceed their targeted goals for 2015. Zalenchak said, "I have high hopes for this year." PSB Mosites Motorsports opens new 'super store' 42 • June 15, 2015 • Powersports Business www.PowersportsBusiness.com Above: With a larger, branded showroom, Mosites Motorsports is now able to accommodate nearly 300 units from its 10 brands. Right: Mosites Motorsports' new "super store" location offers a 35,000-square-foot showroom, along with a separate service department and a dedicated PG&A department. Ducati and Triumph were added to Mosites' lineup after the dealership's move. 2014 POWERSPORTS POWER 50 DEALERS SPONSORED BY A.D. FARROW CO. 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