To sell autos, Honda turns to its motorcycle dealers: Automaker quickly learns the difference between selling cycles and selling cars

摘要

When American Honda launched its auto sales operation in 1970, it had a ready-made U.S. dealership network - or so the company thought. Honda had 32 motorcycle dealerships here. Handing the first auto franchises to those small businesses seemed the natural thing to do. But Honda quickly realized the huge difference between selling motorcycles and selling cars and nimbly changed course. Only a few of the original motorcycle dealers are still in the car business.