Author: Adam Ouart, Sr. Vice President
Date: 6/20/2026
In today’s powersports market, every lead represents a potential rider, a revenue opportunity, and a long-term customer relationship. Yet new data suggests many dealerships are consistently failing to capitalize on the opportunities already sitting in their inbox.
A recent study by Pied Piper Research highlights a troubling trend: dealership response and follow-up on eLeads remains inconsistent—and in many cases, nonexistent. While each dealership is unique, the overarching question remains – are powersports dealers leaving money on the table by not effectively managing eLeads?
Consider the findings:
For an industry that relies on speed, service, and experience to win customers, these numbers are more than concerning. They represent measurable lost revenue.
Let’s translate this into dealership economics and assume the following:
For the 6 leads that are answered and eligible:
Now – let’s assume you’re making an average gross profit per sale (front and back) of $2,000. Even a modest improvement in response rate and follow-up could translate into additional, incremental unit sales, each representing thousands in gross profit. Over time, this compounds into a significant financial opportunity that many dealers are currently missing.
There are three common barriers that drive these results:
The good news is that these challenges are solvable. Dealerships that implement structured response processes, prioritize speed, and train their teams to handle leads professionally and persistently see measurable improvements in:
Even small changes (like ensuring every lead receives a timely response and at least one follow-up call) can dramatically increase your closing ratio. The financial equation is straightforward. If an investment in training costs approximately $3,000, the return can be realized quickly with just a couple incremental gains in unit sales. For example, capturing even one additional sale per month can cover the cost of training in a short timeframe. Sustained improvements in lead handling create ongoing revenue lift month after month. In other words, the question isn’t whether training pays off…The data suggests it already does.
EFG Companies powersports and training experts can help you address this issue. Our targeted in-person or online Digital Road Through the Sale gives your team the skills needed to take a qualified eLead, transition that virtual dialogue into a sale, and capture valuable revenue.
The opportunities are already there. The dealerships that win will be the ones that respond first, follow up consistently, and train their teams to convert interest into action. If your dealership isn’t maximizing eLeads today, you’re not just missing opportunities. You’re actively leaving money on the table.
