The Dealership Fixit Podcast

Cinnamon Kernes, VP of Market Expansion at the Motorcycle Industry Council (MIC) and Show Director of AIMExpo , joins Jacob Berry to break down what dealers often don’t see day-to-day: how advocacy, research, market expansion, and industry events connect to dealership success. We cover: Cinnamon’s path into powersports and why motorcycles were “always there” What the MIC actually does: advocacy, r...

Great dealerships aren’t built by accident, they’re built by putting the right people in the right seats and telling the right story. In this throwback episode of the Dealership Fix-It Podcast, Jacob Berry is joined by Jay Sanders of Dream Team Referrals , a recruiting firm focused on Powersports, Marine, and RV dealerships. Jay explains: Why most resumes fail to represent real value How recruiter...

The Motorcycle Safety Foundation (MSF) trains hundreds of thousands of riders every year, yet many dealerships don’t fully understand how powerful MSF partnerships can be. In this episode, Jacob Berry speaks with Robert Gladden , VP of Training Operations at MSF, about how rider education fuels dealership growth, improves safety, and builds long-term customer loyalty. We cover: How riders enter th...

Angel Hacker has worked in nearly every profit center in powersports; sales floor, fixed ops, GM leadership, OEM (Polaris), Harley marketing + BDC buildout, and now aftermarket sales leadership at SBS Friction (Brembo Group). This episode is a real-world breakdown of what actually moves the needle in dealerships: Why behavior change is harder than fixing process Why campaigns fail when lead handli...

Compliance isn’t glamorous, but ignoring it can destroy a dealership. In Part 3 of our throwback series with Randy Felice , Dealer Principal of ANS Motorcycles, we tackle one of the most overlooked topics in the powersports industry: compliance . From advertising regulations and finance laws to OFAC checks, military lending rules, insurance verification, and sales contract mistakes, Randy explains...

In this throwback Part 2 with Randy Felice, Dealer Principal of ANS Motorcycles, we get into a topic most dealerships avoid until it is too late: asking for help. Randy breaks down how he developed real management skill, how business coaching works when you do it right, and how to build internal accountability so you can eventually run without a coach. We also cover something most dealers do not k...

In this throwback episode of the Dealership Fixit Podcast, we're joined by Randy Felice, Dealer Principal of ANS Motorcycles in Roseville, California. Randy shares how ANS uses slower seasons to build systems, train teams, and create consistency across sales and service. From service advisor checklists to retail delivery processes, this conversation dives deep into what elite dealerships do differ...

Like you, I do not have time to sit down and read. Between building a company, travel, staying healthy, and family, quiet reading time is not realistic. But learning still matters. So this year I went all in on audiobooks. Gym. Sauna. Dog walks. Driving. Early mornings. Late nights. And I learned more than I have in years. In this solo foundation episode, I break down the books that shaped how I t...

If you want to sell more units, stop chasing random marketing ideas. Build a system. In this solo episode, I walk through an evergreen marketing framework for powersports dealers to move major units faster, protect margin, and create more repeat business. We cover inventory merchandising, first party data, equity mining, paid ads, organic content, community, service driven opportunities, and how A...

What if the internet is not the real problem? In this throwback episode of The Dealership Fixit Podcast, Craig Martin joins the show to share lessons from decades in powersports as a dealership owner, race team manager, track operator, and distributor rep. Craig explains why charging customers more for internet purchases pushes them away, how flipping service pricing builds loyalty, and why used m...

Jason Gearld joins Brian to talk about building Phoenix Handlebars, why fewer bends and clearer choices sell better at the counter, and how dealers can create a parts department customers want to visit. Jason also shares practical hiring tips from his work with MotorcycleIndustryJobs and why trade shows still matter for local stores. What you will learn: A simple spec approach that makes bars easi...

Building the right compensation plan isn’t easy, but it’s one of the most powerful tools a dealership has to shape performance and culture. In this throwback episode, Steve Dodd joins The Dealership Fixit Podcast to explain how comp plans drive behavior, how to build one that rewards performance without breaking the bank, and how to fix broken pay structures that cause turnover or missed goals. Ho...

Powersports veteran Brian Croft returns to The Dealership Fixit Podcast, this time representing KTM Group North America, where he leads inside sales for the central to West‐coast region plus Alaska & Hawaii. He shares a rich 25+ year journey through dealerships, distributors, parts, and OEM leadership. In this episode, we dive deep into: How KTM has evolved its dealer-partner strategy since re...

In this episode, Dealership Fixit Podcast host Jacob Berry talks with Gene Silas , Vice President of Sales at Brightline Dealer Advisors , about how the best dealers turn process into profit. Gene’s story starts in the Marine Corps and leads through decades in automotive and powersports leadership. He shares what’s working right now in F&I, how dealers can audit for silent profit leaks, and wh...

Why are powersports insurance rates skyrocketing? Why are major carriers leaving the market? And what can dealers actually do about it? Jacob Berry sits down with Zach Materne , Commercial Risk Consultant and former dealership operator, to unpack the real reasons coverage is getting harder to find, and how to protect your store before renewal. Zach explains what’s behind insurer exits like K&K...

Jacob Berry joins the One Gang Worldwide podcast to break down what is working now for powersports dealers. We cover dealer-to-dealer buying, service-lane acquisition, fast recon, and digital merchandising that moves units. Jacob also shares his journey from WyoTech grad and Mercedes tech to sales, BDC leadership, building internet departments across RideNow, navigating the RumbleOn era, and launc...

In this episode, Powersports Business Editor in Chief & Power Hour Podcast host, Brendan Baker joins Jacob Berry for a deep dive into the new rules of pre-owned success. Dealers across the country are surviving on used inventory and the best operators are treating it like a science. Brendan and Jacob cover: How to build dealer-to-dealer buy relationships that actually work Why your service dep...

Retail leader and analyst Jeffrey McNulty breaks down a simple, usable framework for PowerSports dealers who want faster turns and better margins. We cover the traps of legacy thinking and insulated management, why a 40–45 hour target for leaders boosts performance, and how to apply the CAPED model: Customization, Adaptability, Personalization, Engagement, and Differentiation. We also dig into pri...

Thinking about selling your dealership in the next few years? Start now. Courtney Bernhard from Performance Brokerage Services joins Jacob Berry to share what really kills deals, from messy financials and family payroll to missing estate plans and frozen floorplans. Learn: Why there are more sellers than buyers in powersports right now How to clean up your P&L and parts department before you l...

NPA’s Tony Altieri joins the podcast to break down why sell-through is near total, why off-road is the hottest segment, and how dealers should source and desk trades while inventory is tight. Clear moves you can use this week. Links Follow Tony: https://www.linkedin.com/in/tony-altieri-a6817b61/ Sponsor: https://dealers.motohunt.com Connect with Jacob: https://linkedin.com/in/jacob-b-berry Listen...

Most dealers still treat digital leads with one call, one email, and done. In this episode, Jacob Berry sits down with Chris Yeloushan , VP of Dealer and OEM Solutions at Rollick , to talk about what’s changed with online buyers and how dealerships can double close rates with simple automation, better CRM habits, and smarter follow-up. You’ll learn: How modern buyers shop online before ever contac...

The service counter is the hub of your dealership. Hire for people skills, train for process, and measure what matters. In this episode we break down a proven fixed ops playbook. Clear takeaways you can use this week. Listen, follow, and share with a service manager who needs a win. Links and resources: Sponsor: dealers.motohunt.com Subscribe on YouTube: https://youtube.com/@dealershipfixit More e...

In this solo episode, Brian reads a powerful leadership article by his friend and author Jeffrey McNulty , creator of The Ultimate Retail Manual . With over 30 years in executive retail leadership at Home Depot, Lowe’s, PetSmart, and more, Jeffrey’s wisdom hits home for powersports dealers today. Learn how to: Build fairness into your hiring and pay practices Maintain an even exchange of energy wi...

This remastered throwback hits the core problems most stores face and how to fix them fast. We dig into two levers that change everything, process and time, and how culture, hiring, and phone work turn browsers into buyers. Simple moves you can use this week. What you’ll learn: • A simple framework to stop “swirl” and get time back • How to replace “shoot from the hip” with a repeatable sales proc...

Used motorcycles and powersports units remain one of the best opportunities for dealers, if you know how to buy, price, and turn them right. Mike Murray, VP of Sales at National Powersport Auctions, joins Jacob Berry to share the latest 2025 market trends, pricing insights, and how dealers can leverage tools like DirectBuy and MotoHunt integration to work smarter with used inventory. We cover: - W...