Dealership Seeks Lower Down Payment Options as Slow Season Hits

14_flstn_loc1The Adam Smith Harley-Davidson dealership family is seeking lower down payment offerings from its lender partners as the cold weather season approaches, said Neil Noble, business partner to Owner Adam Smith at Calculated Risk Motorcycle Group — the management team for the dealership family.

The dealer group’s top priority is to be able to “get as many deals done as possible, across all credit tiers,” Noble told Powersports Finance. However, as winter — what is traditionally considered a slow selling season in powersports — nears, CRMG is looking for ways to help its customers.

“There are some finance incentives and promotions out there, that hopefully attracts the customers — that’s always helpful,” he said, but “if there is a challenge in powersports, it’s often down payment.” In the fourth quarter, as consumers are holiday shopping and preparing for tax season, “having the opportunity to get deals done with a lower down payment is helpful this time of year,” he said. “Any lenders or programs that have that type of feature,” is what Adam Smith Harley-Davidson is looking for, Noble added.

Additionally, Adam Smith Harley-Davidson is focusing on establishing a greater connection with the consumer — another way to help boost sales in the slower season and create repeat business, he said. Dealers “need to do a better job of connecting with the consumer on the product and finding out a way to get those people who have the interest into the store,” Noble said. If the consumer does purchase a motorcycle from the dealership and likes the vehicle, they will likely “stick with it,” he added.

The Adam Smith dealership family works with about 15 lenders, Noble told Powersports Finance in June. At most of CRMG’s dealerships, subprime makes up 20 to 25% of the originations mix, which is mostly served by Harley-Davidson Financial Services. Calculated Risk Management Group has seven dealerships across Texas, and moved into its new flagship location in January, Adam Smith’s Texas Harley-Davidson in Bedford, Texas.

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