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Why 97% of shoppers start online and how to make sure they finish at your dealership.

Most dealers are still running a 20-year-old playbook in a world that’s moved on. The customer journey doesn’t start on your lot; it starts on a screen. If your digital experience is a dead end, the lead is gone before your team even sees it.

In this episode of the One Gang Worldwide podcast, Impel Director of Sales Kyle Greer breaks down the transformation of Powersports, Marine, and RV retail. He explains why fragmented legacy processes are failing and how a unified AI Operating System is the only way to keep pace with modern buyer behavior.

Inside the conversation

  • The 97% reality: Shoppers aren’t asking “what’s available”—they’re arriving with stock numbers and colors in hand.
  • From order taker to active seller: Shifting the dealership mindset back to a selling mentality in a post-COVID market.
  • AI as a force multiplier: Why Impel AI handles the heavy lifting so staff can focus on being super salespeople.
  • Virtual transparency: Using 360 WalkArounds and the AI Knowledge Bank to build dealership trust before the first phone call.
  • The grind to growth: Kyle’s journey from knocking on doors to leading the AI revolution in specialty retail.

Stop reacting to industry shifts and start driving the future. Watch the episode to learn how Impel helps lean teams work smarter, move faster, and turn digital shoppers into lifelong customers.

Watch the full episode

Key interview moments

The Foundations of Growth

  • 01:00 – Kyle’s role at Impel: Leading growth across Powersports, Marine, and RV.
  • 06:00 – Lessons from the early days: From landscaping and “long days with little pay” to developing a leadership mentality.
  • 09:00 – The “grind” of B2B sales: Knocking on doors for ADP and learning that sales is a numbers game.
  • 12:00 – Scaling up: Managing 45+ people across Canada and Europe for the Car Freshener Corporation (Little Trees).

The Digital Shift in Powersports

  • 15:30 – Bootstrapping a revolution: How Kyle helped build Impel’s specialty division into the de facto standard.
  • 17:30 – The 97% reality: Why nearly all modern buyers start their journey online with a specific unit and stock number in mind.
  • 21:00 – The “Order Taker” trap: Why dealers must return to a selling mentality now that the post-COVID inventory rush has settled.
  • 22:00 – Merchandising that moves the needle: Moving away from static/stock photos toward 360-degree interactive walkarounds.

The AI Advantage

  • 24:30 – AI as a “Super Salesperson”: Using technology to handle monotonous follow-up so teams can focus on high-value human relationships.
  • 25:30 – The Dealership Knowledge Bank: The most monumental change in Impel’s tech, allowing 100% customization for specific dealer locations.
  • 33:00 – Front-end Website Chat: Removing “gates” and allowing customers to build trust and transparency before they ever submit a lead.
  • 38:30 – From “It” to “She”: A story of a Texas dealer who now views the AI as a reliable employee that takes the weight off the team’s shoulders.

Leadership & The Future

  • 41:00 – Advice for new pros: The importance of the “grind,” showing face, and being “one in, last one out”.
  • 43:00 – How to connect: Reaching out to Kyle