What’s Happening?

According to Dale Earnhardt Jr, JR Motorsports’ top Late Model Driver, Connor Hall, is looking to make the jump to the NASCAR Craftsman Truck Series in 2026.

Connor Hall has had an impressive run racing late models for JR Motorsports this season. With just three races left in the CARS Tour Late Model Stock season, the 28-year-old has two wins and currently sits second in the LMSC standings, just one point behind Landen Lewis.

While there is still a championship battle to be had over the next few weeks, during the latest episode of The Dale Jr Download, his car owner, Dale Earnhardt Jr, spoke about Hall’s 2026 plans, saying he will not be behind the wheel of the No. 88 next season, and is instead, looking to make the jump to the NASCAR Craftsman Truck Series.

“Connor is going to move on from the CARS Tour next year. His plan is to move out of our car and try to put himself in an opportunity to drive a truck.” — Dale Earnhardt Jr

While Earnhardt did not mention whether or not Hall has had legitimate discussions with any teams, this is an exciting move not only for Hall but also for the CARS Tour, which has become one of many stepping stones for drivers to break into the NASCAR National Series. With names like Josh Berry, Kaden Honeycutt, and Carson Kvapil all cutting their teeth in the series.

Though Hall is a short track racing veteran, he has one NASCAR National Series start under his belt in the Craftsman Truck Series, finishing 10th with McAnally–Hilgemann Racing at Richmond last fall. While he has yet to announce any plans for 2026, there are already a few potentially open slots in the series, with teams like ThorSport Racing and Niece Motorsports seeing recent shakeups.

Another opportunity could also come in the form of RAM’s new five-truck entry with Kaulig Racing, with rumors that fellow CARS Tour alumnus Brendan “Butterbean” Queen could be in the running for one of those seats. Other rumors hint that the OEM could bring in short track racers via a reality TV show, something a driver of Hall’s caliber would be a prime candidate for.

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At first glance, a motorcycle dealership can look a lot like a car dealership. Both have a showroom, sales desks, a service department, and a parts counter. But according to Fran O’Hagan, founder and CEO of Pied Piper Management Company, the similarities end there.

“The temptation is to say, ‘Cars and motorcycles are both motor vehicles, so we should run the stores the same way,’” O’Hagan says. “But the cultures, customer expectations, and even the reasons people buy are very different.”

That difference can be a competitive advantage for powersports dealers — if they embrace it while also adopting certain high-performing processes from the auto industry.

The Enthusiast Factor

One of the most visible differences between auto and powersports dealerships is the sales staff. In the car business, salespeople are often career professionals, motivated by earnings and driven by monthly quotas. In powersports, many salespeople are enthusiasts first.

“They got the job because they love motorcycles, ATVs, or side-by-sides, not necessarily because they wanted to be in sales,” O’Hagan explains. “That passion is a great asset — customers feel it — but it also means you can’t just assume they know how to consistently sell.”

The solution? O’Hagan says powersports dealers need simple, repeatable processes that any staff member can follow, regardless of experience.

“Think of Starbucks,” he says. “Your coffee is the same whether the person behind the counter has been there three days or three years. That’s not by accident — it’s because they have a system.”

Cameron O’Hagan, Fran’s son and Pied Piper’s VP of operations, adds: “In powersports, a strong process makes the difference between one salesperson getting lucky and the whole team hitting consistent numbers.”

Process Over Personality

The motorcycle industry sometimes worries about turnover. O’Hagan’s take? It’s not a bad thing if your systems are strong.

“If you’re dependent on one rockstar salesperson, you’re in trouble when they leave,” he says. “Instead, make sure anyone with the right attitude can succeed by following the same process every time.”

That process should start the moment a customer walks in. Every guest should be greeted promptly, engaged in conversation, and asked the right qualifying questions. “Skipping steps is what kills sales,” O’Hagan warns. “Auto dealers have known this for decades.”

The “invisible” side of sales

Many of the highest ROI opportunities in powersports aren’t what customers see on the sales floor — they’re what happens when the customer isn’t in the store at all.

“Web leads, phone calls, service inquiries… this is where the money is won or lost,” O’Hagan says.

Pied Piper measures this through its Prospect Satisfaction Index (PSI) and Internet Lead Effectiveness (ILE) studies. In the auto industry, the best practice for responding to an internet lead is within 15 minutes via all channels: phone, email, and text.

“In powersports, a lot of dealers still check leads once a day, if that,” Cameron says. “Even moving from once-a-day to twice-a-day responses can increase closing rates.”

The data backs that up. Dealers scoring over 80 on Pied Piper’s ILE scale sell 50% more units to the same number of leads compared to those scoring under 40.

“That’s not because they have better prices,” Fran explains. “It’s because they’re the first to respond, and they do it professionally.”

Customer-centric service department

The service experience is another area where powersports can take a cue from auto retail.

In Pied Piper’s 2025 service mystery shopping study, 90% of auto dealers offered a specific appointment time when asked. In powersports? Just 52%.

“When you tell a customer, ‘Just bring it in,’ what you’re really saying is, ‘You might be without your machine for weeks.’ And in powersports, a week without a bike in summer is like a month without heat in winter.” — Fran O’Hagan

Cameron recommends always offering a specific appointment date — even if it’s two weeks away. Customers can still drop off early if they want, but they’ll appreciate having a set expectation.

That level of scheduling also improves shop efficiency. “In auto, they know what’s coming in every day,” Cameron says. “In powersports, it’s often chaos.”

After-sales mindset

One of the biggest differences in how auto dealers think? Their focus on keeping customers in the service lane years after the sale.

“In auto, once a customer starts going to an independent shop, the odds of getting them back are almost zero,” Fran says. “So they fight to keep them.”

This is an area powersports dealers often neglect, especially with customers 4 to 6 years into ownership. But the opportunities are there — maintenance, upgrades, accessories, even trade-ins.

“With a good CRM, you can reach out at the right times with the right offers,” Cameron says. “If you sold someone a bike four years ago, you should know when they’re due for tires, when their warranty is ending, or when a new model they might like is launching.”

Technology and AI

The automotive sector is investing heavily in AI for lead management, chatbots, and even service scheduling. While these tools can deliver consistent scripts and upsell prompts, they’re not perfect.

“AI still struggles when the customer has a unique situation,” Fran notes. “If you don’t have a smooth handoff to a human, you’re going to frustrate people.”

Cameron adds: “The best use right now is for consistency — making sure every lead gets a fast, professional response. But you still need humans to build trust.”

Key takeaways for dealers

• Build simple, consistent sales processes that anyone can follow.
• Respond to leads quickly — phone, email, and text.
• Treat web leads like walk-ins.
• Offer service to customers at specific appointment times.
• Use CRM tools to keep after-sales customers engaged.
• Use AI for consistency, but keep humans for relationship-building.

“In powersports, every lead matters,” Fran says. “The dealers who nail their processes — visible and invisible — are the ones who will win.”    

Op-ed by Jacob Berry, co-founder and vice president of growth at Motohunt, and host of the Dealership Fixit Podcast.

I spend most of my days talking with dealers, and if there’s one thing I hear over and over, it’s this: running a dealership is tougher today than it’s ever been. Margins are tight, customers are demanding, OEM programs keep shifting, and figuring out how to bring in the next generation of riders feels like a moving target.

That’s why I believe DealerConnect matters.

I attended the first one last year, and what struck me wasn’t the breakout sessions or the vendor booths— it was that the dealers were the ones driving the agenda. Instead of sitting through presentations designed for OEMs or suppliers, the conversations centered on the challenges we face every day: managing pre-owned inventory, navigating credit and compliance, enhancing service department efficiency, and ultimately getting digital retailing right.

This September in Columbus, Ohio, the NPDA is bringing DealerConnect back, and I’m convinced it’s exactly what our industry needs. Dealers rarely have the chance to sit down as peers, set aside the sales pitches, and discuss honestly how to run better businesses. DealerConnect gives us that.

It’s also where we see the real power of the NPDA. In just four years, the association has demonstrated that when dealers speak together, policymakers and manufacturers take notice. The fact that the NPDA has already made an impact at the federal level tells me we’re just scratching the surface of what we can do as a united group.

But here’s the truth: advocacy doesn’t work without participation. If we want a stronger industry, we have to show up — not just to learn, but to contribute. DealerConnect isn’t another trade show to walk; it’s a room full of dealers shaping the future of our business.

So, when someone asks me why I’m making time for DealerConnect at the end of a busy September, the answer is simple: because I can have real conversations with dealers. I’ll be there, and if you care about where our industry is headed, you should be too.

Accelerate Conference continues to be the benchmark

Before DealerConnect launched in 2024, the Accelerate Conference, which will take place in Orlando this January, had already demonstrated to the industry what a dealer-first event could look like. Accelerate broke away from the traditional trade show model, giving dealers the microphone to discuss real-world challenges — from succession planning and financing to digital marketing and operations.

That format struck a chord with attendees, proving that dealers want more than product showcases; they want forums where the dealer’s perspective drives the conversation. PSB applauds the NPDA and its commitment to focusing on advocacy priorities.

Perhaps it’s a shameless self-promotion, but Accelerate has much to offer dealers as well, with a primary focus on growing your business and building more effective processes. We will also be highlighting the best of the best at our Honors Awards, which are now open for nominations.