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Sharp Shooter Case Study: Hawkeye Motor Works

Eric Pedretti | 06/25/2018

Dealership: 

 

 

Hawkeye Motor Works is a family owned Honda Powerhouse Dealership in Davenport, IA. Situated in a massive 30,000 square foot facility and headed by Joel Reno who has over 31 years’ experience in the industry, they want to invite you to stop in today and feel the power. Honda Powerhouse. All Honda. All the time!


Solution: 

 

For this first Sharp Shooter Event, they decided to market to 1,200 past customers and 1,250 conquest prospects who ride what they sell, live in their backyard but hadn’t bought from them. Using a nice mix of active, inactive and conquest prospects, they knew they could reactivate customers who hadn’t spent money with them in the previous year and drive some new blood through the door. The ultimate goal is to increase the number of customers spending money with them over the next year and increase how much the spend, by getting them all to walk through the door more often. 

 

Since the loneliest number in marketing is one, we used up to 12 direct marketing touches. By giving customers more opportunities to respond to the marketing, we increased the amount of traffic on event day and the number of leads being generated. Bigger picture, we’ve learned Powersports Dealers need to touch their Buying Base a minimum of 52-104 times per year to increase retention and grow market share. The more you touch your customer base, the more responsive they become and over the course of the year, more of them walk through the dealership’s doors more often and the business grows.

 

The message we utilize is focused on inviting customers to a party. By focusing on what the customer wants (things like food, drinks, door prizes and demo rides), the dealership gets more of what they want (more P&A, service and gear sales and a few more units out the door). The reverse is also true; focus on the sale and you will alienate the 99.99% of customers who don’t have ‘buy a motorcycle’ on their list of things to do this weekend. Long-term, customers never get tired of being invited to a party so they end up walking through the doors more often and when they’re there, they can’t help themselves but to spend more money. 

 

With so much marketing going out the doors, it’s important to have it hit customers at just the right time to really maximize the response from each media. Our marketing begins hitting customers roughly 10 days before the event and gives them a different opportunity to respond to the survey site (to generate leads for every department) almost every day leading up to event day.

 

Results:

 

The guys at Hawkeye said their campaign already felt like a huge success! They had over 300 door swings, rolled 5 units and took another credit app. “We had lots of test rides, including people who came by to claim the t-shirt and ended up throwing a leg over the new Goldwing. One guy had no intention of taking a test ride, did, and said, ‘Man, I’m in love with this thing! I need to go home and convince my wife now!’” 

 

Executing on all four pillars of the Sharp Shooter Program - Right Audience, Right Media, Right Message & Right Timing, really paid off. The program generated 113 completed surveys including 65 sales opportunities in Clothing, P&A and Service, PLUS 26 responses for a new or used unit!

 

What’s Next:

 

July means Independence Parties, Sizzling Summer Campaigns and your last chance to move those remaining watercraft off your showroom floor. For multi-line Metric dealers, there are some amazing coop opportunities available including 80/20 for Kawi, 100% for Honda Goldwing, 70/30 for BRP and more! Check out the website (www.powersportsmarketing.com/sample-campaigns) for some killer campaign options and for more information on how the Sharp Shooter Program can help you achieve your growth goals in 2018, call me on my direct line 877-242-4472 ext: 112. Happy selling.

 


PSM Marketing

825 Highway 74 South
Peachtree City, GA 30269
Tel: (877) 242-4472

Questions?