Case Study - Roseville Honda - Consistency Pays

Eric Pedretti | 09/02/2015






Roseville Honda is Northern California’s #1 Honda Dealership. As a Honda Powerhouse Dealer, they pride themselves on superior customer service. A quick look at their testimonial page will show they’re living up to that standard. One way they keep their customers loyal, is by having consistent events at the dealership. The challenge for most dealerships is how to market these events.





Consistency is key. Whether you’re talking about working out or marketing your dealership, consistency is the key to your success. 


According to a recent study in the Powersports Industry, it takes up to 28 touches to gain a new customer. A touch can be a mail piece, phone call, visit to the dealership, email, social media update, etc. What this means is, if you’re serious about carving off new market share, you have to be consistent. You have to be dedicated. You can’t send one mail piece to a group of customers who’ve never done business with you before, one time, and expect they all come running into the dealership waiving the mail piece begging to buy something.



The challenge is, many dealers lack a plan. When you lack a plan, you end up shooting from the hip and wind up just ‘doing something’ cause you feel like you need to ‘do something’. This type of marketing never gets the results you want. The results you want out of your marketing comes from first identifying the proven riders in your backyard. As an example, if the majority of your sales comes from folks that live within a 30 mile radius, we identify the people that ride what you sell within those 30 miles. There are two ways to find these folks 1) Past Sales, Service & Parts Customers who’ve spent money with your dealership in the last four years and 2) Everyone else that rides what you sell and lives within 30 miles from the dealership but haven’t bought from you. 


Once we’ve identified where the majority of your sales should come from, we put a plan in place to hit them 52-104 times per year with a value-added message. By using up to 12 direct marketing touches per month, you’re guaranteed to achieve this target of 52-104 touches per year. The Sharp Shooter Program uses a combination of integrated direct mail, emails, call blasts, web banners, event signage, fliers, social media updates and even more on each campaign. Each piece of communication incentivizes customers to go online and compete a survey so they can tell us who they are and what they want to buy from you. Over time, this style of marketing drives a ton of quality traffic to the dealership and generates a pipeline of leads for every department. Most importantly, it puts a fence around your herd, making your customers immune to other offers from other dealers. Roseville Honda is beginning to experience the payoff from using the Sharp Shooter Program consistently to market their events.




Lucky Lock Open House: April 18th


According to Lisa Anderson, Roseville Honda’s Marketing Manager, their last event was, “…a great event, one of our best, with lots of traffic! We had an autograph session with the Honda race team and gave a bike away which was won by a ‘regular’ so that was cool.” What was more important than the individual results of the day of the event was that she said that she could, “…see the consistency paying off. We had a higher response, no complaints on the call blast and almost no returned mail,” which she attributed to the fact that they have done several Sharp Shooters and have been able to clean up their lists, and she knows that, “people are now starting to expect to hear from us.” Roseville Honda is creating affinity with their buying base by executing a consistent marketing plan by hitting the Right Target Audience, through the Right Media Channels, with the Right Message and just the Right Time.


Over their past four campaigns, they have generated


653 sales opportunities for each of their departments, which include over 200 New & Used Unit Leads, and hundreds of hand raisers for Parts, Accessories & Riding Gear! The lead generation aspect of these campaigns, turns a weekend event into a month-long sales process allowing our clients the opportunity to grow their Return On their Investment exponentially over the weeks following their event.





September means New Model Open Houses! The majority of OEM’s are rolling out new models right now which means your customers are basically kids on Christmas Morning. If you don’t have an event on the books yet showcasing your new models, call us today to make this happen.  September also means Extend the Riding Season parties, Hunting Season events, and even more. Check out the inserts for a few more proven winners. To have Powersports Marketing build your dealership’s Buying Base and put a plan in place to hit them consistently for FREE, call me on my direct line at 877-242-4472 ext: 112 or chat us up at Happy selling!