How to make money selling electric bikes - Currie Technologies
How to make money selling electric bikes - Currie Technologies
How to make money selling electric bikes - Currie Technologies
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<strong>How</strong> <strong>to</strong> <strong>make</strong> <strong>money</strong> <strong>selling</strong> <strong>electric</strong> <strong>bikes</strong> <br />
Larry Pizzi <br />
<strong>Currie</strong> <strong>Technologies</strong>
The Selling System <br />
1. Marke8ng <br />
2. Merchandising <br />
3. Demonstra8ng <br />
4. Closing the Sale <br />
5. Selling Add-‐On’s <br />
6. Crea8ng a Consumer <br />
Champion
Marke8ng <br />
(IBD’s – E-‐Bike cus<strong>to</strong>mers are generally not the people coming in<strong>to</strong> your s<strong>to</strong>re) <br />
1. Adver8sing <br />
• Web <br />
• Social Media <br />
• PR <br />
• Print / Direct Mail <br />
2. Signage <br />
• Outdoor Banners <br />
• Outdoor Signs <br />
3. Demo Events <br />
• Free test rides <br />
• Green transporta8on <br />
• Community fes8vals <br />
• Rentals, Tours
Merchandising <br />
(IBD’s – E-‐Bike’s need <strong>to</strong> be differen8ated in your s<strong>to</strong>re) <br />
1. Product mix <br />
• Range of price points, types and styles <br />
• Display accessorized / cus<strong>to</strong>mized products <br />
2. POP displays – separated display area <br />
• Call aYen8on <strong>to</strong> the fact it’s not a normal <br />
bike <br />
3. Product spec informa8on <br />
• Educated consumers demand spec & tech <br />
knowledge and info <br />
• Help them <strong>to</strong> match their needs <strong>to</strong> the right <br />
category <br />
4. Features / Advantages / Benefits <br />
• Less technical cus<strong>to</strong>mers need <strong>to</strong> <br />
understand how they benefit <br />
5. In-‐s<strong>to</strong>re demo / test-‐ride <br />
• Trainer ride <strong>to</strong> demo ease of use and <br />
simulate benefits
Demonstra8ng <br />
(IBD’s – E-‐Bike consumers need test drives!) <br />
1. Start on the trainer <br />
• Understanding control func8ons <br />
2. Accompanied test ride <br />
• Bike of their choice & a step-‐up <br />
model <br />
• Switch <strong>bikes</strong> at the mid-‐way point <br />
3. Hill climb <br />
• The steepest one in your area <br />
4. Back <strong>to</strong> the s<strong>to</strong>re <br />
• Big smiles = Best 8me <strong>to</strong> trial <br />
close
Closing the Sale <br />
(IBD’s – E-‐Bike consumers buy from people they trust!) <br />
1. Ask for the sale! If posi8ve response <br />
• Skip <strong>to</strong> <strong>selling</strong> the add-‐on’s <br />
2. If not, ask for their objec8ons <br />
• Price <strong>to</strong>o high? <br />
• Type? <br />
• Style? <br />
• Warrantee concerns? <br />
• Service concerns? <br />
• Time <strong>to</strong> think about it? <br />
3. Counter objec8ons <br />
• Offer a lower priced model or your price match guarantee <br />
• Test ride other types, styles and colors <br />
• Tout your great warrantee and service department policies <br />
• Talk about your sa8sfac8on guarantee (return policy) <br />
4. Ask again for the sale <br />
• If they are not yet ready, <strong>make</strong> sure the leave with <br />
informa8on about the product they rode and informa8on <br />
about your s<strong>to</strong>re <br />
• Invite them <strong>to</strong> contact you with ques8ons and try <strong>to</strong> get <br />
their contact informa8on for a follow-‐up
Selling add-‐on’s <br />
(IBD’s – E-‐Bike consumers generally need lot’s of them) <br />
1. Start with the basic necessi8es <br />
• Helmet <br />
• Lock <br />
• Bell, lights, cup holder, water <br />
boYle, excreta <br />
2. Cus<strong>to</strong>mized & Upgraded <br />
• Cool urban accessories <br />
• Saddles, baskets, fenders <br />
• Trailers <br />
3. Sell the apparel <br />
• Recrea8onal and urban styling <br />
4. Car racks and more <br />
• Many good hitch mounted <br />
op8ons
Create a consumer “champion” <br />
(IBD’s – Happy E-‐Bike cus<strong>to</strong>mers will sell them for you! To their family, friends, <br />
neighbors and anyone else that asks, “where did you get your bike?”) <br />
1. Sell Fun and <strong>make</strong> the en8re <br />
experience a posi8ve one. <br />
• You will not only have a <br />
cus<strong>to</strong>mer for life, but an e-bike<br />
advocate that will tell <br />
all her friends how much <br />
FUN they are having <br />
2. Create a “Loyalty Program” <br />
that rewards them for <br />
referrals. <br />
• Equip them with brochures, <br />
coupons or special offers
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