How Smarter Inventory Management Can Save Your Dealership Thousands
If you're like most powersports dealers, you’ve had a few used bikes sit longer than they should.
If you're like most powersports dealers, you’ve had a few used bikes sit longer than they should. Maybe they looked like winners. Maybe the market shifted. Maybe nobody wanted that yellow touring model after all.
Whatever the reason, stale inventory kills your cash flow. And in a fast-moving business like ours, sitting on units is like throwing money out the window.
In a recent episode of the Dealership Fixit Podcast, Nate Sanel from National Powersports Distributors dropped a masterclass on how dealers can rethink used bike management-and make more money doing it.
Here’s what you can take away from Nate’s experience.
Know What You’re Good At-and Double Down
Nate’s team sells over 1,000 used bikes a year from their New Hampshire and New York locations. They dropped all OEMs to focus entirely on what they do best-pre-owned motorcycles.
If you’re trying to juggle multiple OEMs, used units, and service all at once, you know the stress. Nate’s advice? Focus where you're strong. If used inventory is working for you, invest more in it. If you’re struggling, get real about where to improve-or cut what’s not producing.
Every Bike Has a Shelf Life
Nate’s team runs nightly reports to track every unit by age in inventory. At 60, 90, and 120 days, the bikes hit checkpoints-and decisions are made.
He doesn’t believe in bulk guessing. Each bike is looked at as its own investment. When a unit isn’t moving, the team asks:
- Did we price it right?
- Is the condition clearly communicated?
- Are there too many like it on the market?
- Is the color or style in demand?
Then they adjust pricing, update photos, or wholesale the bike if needed. The key: don’t sit and hope.
Let the Data Make the Decision
You don’t need fancy software to start tracking your bikes better. Here are a few things you can do right now:
- Set calendar reminders at 30, 60, and 90 days for each used unit
- Review VDP views and leads weekly to see which listings are hot or cold
- Compare retail pricing to other local dealers and national comps
- Re-stage bikes physically-don’t let them rot in the back corner
Inventory should move, not gather dust. Use facts, not feelings, to make the call.
Be Willing to Wholesale
Most dealers try to “retail out of” bad buys. That’s a mistake. If a unit isn’t working, don’t get emotional. Nate says to flush it, recover your capital, and reinvest in something that will sell.
Ask yourself:
- Would I buy this unit again today at the same price?
- Do I have better use for this capital right now?
If the answer is no, get it gone. Use tools like Bank My Bike or auction outlets to move metal and refocus your dollars.
Desirability Changes. Stay Alert.
Nate tracks which models are hot and which ones are oversupplied. A black Sportster might be gold this month-but worthless next month if 50 more hit the market.
MotoHunt helps dealers stay on top of that data with real-time market intelligence. You can quickly see what’s in demand, what’s aging, and how your pricing compares to others.
This keeps your buying decisions grounded in facts instead of feelings.
Don’t Hide the Flaws
One of Nate’s most powerful takeaways: tell the truth.
At National Powersports, every bike has a detailed condition report with close-up photos and written notes. Some dealers worry this scares buyers off. Nate says it builds trust-and leads to faster sales.
If your listing is vague or your photos are blurry, buyers scroll past. Transparency wins.
Final Thoughts: Stop Guessing
You don’t need to overhaul your whole system today. But you do need a system.
Nate’s success didn’t happen by accident. It happened because he decided to treat every bike like a financial investment-with clear timelines, real numbers, and honest evaluations.
You can do the same.
Start with your oldest units. Pull them up. Check the price. Look at the photos. Ask yourself, “Would I buy this?”
If not-fix it or flush it.
And if you need a better system to track demand, pricing, and listing quality, MotoHunt can help.
See how smarter dealers are winning the used bike game:
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