Issue link: https://read.dmtmag.com/i/379417
What makes a finance deal: Buyer approved: Strong individual, strong couple, or strong co-buyer Strong bank relationship, ability to rehash a turned down deal or counter Proper terms and appropriate rates Money down NADA accurate values Accurate income and buyer history How to convert a "cash" deal into a finance deal: 1) Salespeople mention the ability to finance at ABC Powersports with very competitive rates. 2) Salespeople introduce finance staff before buyers leave the building and before turning them over to accessories. 3) Finance staff interview: Question, ques- tion, question before showing the menu on the sales floor. 4) Find an appropriate place on the show floor for privacy, otherwise interview in the office. 5) Know as much about the buyers as pos- sible before the interview, pull credit before the interview … with a signed credit app. 6) With proper questioning, buyers will be willing to trust them for a finance deal. For 11 conversion questions to ask, read more at www.powersportsbusiness.com. PSB Brian Gallmeier, founder of Income Develop- ment Partners, uses his powersports experience at the retail level to train F&I departments. He can be reached at bgallmeier@charter.net or 612/616-8611. POWERSPORTS BUSINESS STOCKS Stock Price Price Percent 52-Week Company Ticker 8/15/14 7/18/14 Change High Low Arctic Cat, Inc. ACAT $36.82 $36.91 -0.2% $61.13 $31.95 ARI Network Services, Inc. ARIS $3.09 $2.82 9.6% $3.51 $2.33 Assurant, Inc. AIZ $64.91 $65.69 -1.2% $69.71 $52.94 Brunswick Corp. BC $41.68 $41.00 1.7% $47.69 $35.40 General Electric Co. GE $25.64 $26.46 -3.1% $28.09 $22.92 Harley-Davidson, Inc. HOG $61.89 $67.30 -8.0% $74.13 $57.30 Honda Motor Corp. ADR HMC $33.96 $35.29 -3.8% $42.96 $32.42 Polaris Industries, Inc. PII $147.62 $132.80 11.2% $151.51 $108.68 TCF Financial Corporation TCB $15.28 $15.88 -3.8% $17.39 $13.69 Stock Price Price Percent 52-Week Company Ticker 8/15/14 7/18/14 Change High Low ArvinMeritor ARM $13.57 $12.66 7.2% $15.14 $6.09 ADP ADP $82.27 $81.03 1.5% $83.82 $69.76 Bridgestone Corp. ADR BRDCY $17.39 $18.75 -7.3% $19.08 $16.38 Carlisle Companies CSL $81.19 $86.47 -6.1% $88.36 $65.85 Cooper Tire & Rubber CTB $29.95 $30.00 -0.2% $33.26 $20.55 Dover Corporation DOV $87.38 $88.72 -1.5% $91.84 $67.76 Intl. Speedway Corp. Cl. A ISCA $31.47 $32.48 -3.1% $38.01 $29.67 Deere & Company DE $84.80 $87.63 -3.2% $94.89 $80.76 MarineMax, Inc. HZO $17.68 $16.26 8.7% $18.00 $11.17 Spy Inc. XSPY $1.38 $1.02 34.8% $2.25 $0.50 Speedway Motorsports, Inc. TRK $17.25 $17.71 -2.6% $20.75 $17.12 Universal Technical Institute UTI $11.00 $12.50 -12.0% $15.16 $10.02 POWERSPORTS BUSINESS INDEX COMPONENTS INTERNATIONAL STOCKS OF INTEREST Source: Wells Fargo Securities LLC Stock Price Price Percent 52-Week Company Ticker 8/15/14 7/18/14 Change High Low BMW AG BMW-ETR 86.24 € 93.61 € -7.9% 96.10 € 70.57 € BRP, Inc. DOO-TSE $26.31 $26.48 -0.6% $31.98 $25.02 Kawasaki Heavy Industries 7012-TKS 380 ¥ 390 ¥ -2.6% 496 ¥ 342 ¥ KTM Powersports AG KTM-WBO 94.50 € 94.00 € 0.5% 110.00 € 52.50 € Michelin ML-PAR 79.82 € 85.41 € -6.5% 94.33 € 71.75 € NGK Sparkplug 5334-TKS 3145 ¥ 2869 ¥ 9.6% 3335 ¥ 1846 ¥ Suzuki Motor 7269-TKS 3334 ¥ 3280 ¥ 1.6% 3530 ¥ 2054 ¥ Yamaha Motor 7272-TKS 1902 ¥ 1744 ¥ 9.1% 1955 ¥ 1240 ¥ Yokohama Rubber 5101-TKS 913 ¥ 865 ¥ 5.5% 1081 ¥ 829 ¥ DOMESTIC STOCKS OF INTEREST FOREIGN CURRENCY EXCHANGE 8/15/14 1 Month Ago 6 Months Ago Year Ago Annual Price Price %Change Price %Change Price %Change High Low Australian Dollar 1.08 1.07 -0.7% 1.11 3.1% 1.10 2.4% 1.03 1.15 British Pound 0.60 0.58 -2.7% 0.60 -0.3% 0.64 7.3% 0.58 0.65 Canadian Dollar 1.09 1.08 -1.4% 1.10 0.6% 1.03 -5.2% 1.02 1.13 Euro 0.75 0.74 -1.4% 0.73 -2.2% 0.75 1.0% 0.72 0.76 Indian Rupee 60.81 60.14 -1.1% 62.09 2.1% 61.43 1.0% 58.36 68.14 Indonesian Rupiah 11,673 11,737 0.6% 11,825 1.3% 10,350 -11.3% 10,350 12,260 Japanese Yen 102.36 101.69 -0.6% 101.86 -0.5% 97.83 -4.4% 96.95 105.11 Malaysian Ringget 3.15 3.18 0.9% 3.31 4.8% 3.28 3.9% 3.14 3.35 Phillipine Peso 43.65 43.60 -0.1% 44.74 2.5% 43.79 0.3% 43.04 45.40 Singapore Dollar 1.25 1.24 -0.2% 1.26 1.1% 1.27 2.3% 1.24 1.28 South Korean Won 1,021.05 1,027.45 0.6% 1,063.40 4.1% 1,118.68 9.6% 1,008.35 1,122.95 Taiwan Dollar 29.97 29.99 0.0% 30.30 1.1% 29.96 -0.1% 29.36 30.59 Thailand Bhat 31.85 32.15 0.9% 32.59 2.3% 31.28 -1.8% 30.95 33.13 Note: A positive percent change reflects a weakening of the U.S. dollar and a strengthening of the foreign currency. Source: Wells Fargo Securities LLC 12 • September 8, 2014 • Powersports Business www.PowersportsBusiness.com GALLMEIER CONTINUED FROM PAGE 10