Motorcycle & Powersports News

02.2013

MotorcyclePowersportsNews.com

Feb. 2013 VOL. 39 NO. 2

>

Plus!

Top Street Helmets

Volume 39 Number 2 MotorcyclePowersportsNews.com

EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com Associate Editor – Gina Kuzmick gkuzmick@babcox.com

Your Guide To 2013’s Top Street Helmets

Senior Editor – Brendan Baker bbaker@babcox.com

Image by Rick Menapace, courtesy of Arai Helmets

Columnists & Contributors Ricky Beggs Heather Blessington Alisa Clickenger C.R. Gittere Robin Hartfiel Steve Jones Mark Rodgers

UTV Market Overview SxS Segment Stays on the Gas

by Robin Hartfiel

ART Sr. Graphic Designer – Tammy House thouse@babcox.com

38 Dealership Operations Combat Price With Service

8

...........................................................................................

The Road Ahead by Colleen Brousil

2012 Year-End Analysis

14

...................................................................................................

Best Operators Club by Steve Jones

Values Hold Steady

20

.....................................................................................................................

Black Book Market Watch by Ricky Beggs

Clutch Service Pointers

22

..................................................................................................

Tech Tips by Cyclepedia Press

Insurance and Ethanol

26

.......................................................................................................

The Service Manager by C.R. Gittere

30

The Reality of Social Media ROI

...................................................................

Web Savvy by Heather Blessington

Bounce Back From Rejection

32

..................................................................................

Peak Dealership Performance by Mark Rodgers

NPS Enacts Two-Stroke PWC Ban

34

........................................................

PWC Update

BMW of Denver: It’s All About Service

Product Focus Gear To Go Top Luggage Picks ................................................................................ 60

36

.......................................

Destination Dealership by Alisa Clickenger

Helping Hands Service Tool Focus ................................................................................

4 February 2013 | Motorcycle & Powersports News

62

THE

Road AHEAD

By Colleen Brousil ADVERTISING SALES Publisher - Greg Cira

Associate Publisher Sean Donohue

gcira@babcox.com (330) 670-1234 ext. 203

sdonohue@babcox.com (330) 670-1234 ext. 206

Display Advertising Sales Roberto Almenar

Combat Price With Service

M

ega-retailer Target recently announced the extension of its holiday price-matching policy in an attempt to go head-to-head with online goliath Amazon all year long. Target isn’t the first big box to match online prices — both Wal-Mart and Best Buy have similar policies in place.

While these price-matching strategies may work for retail giants, they can quickly shutter small businesses like many traditional powersports dealers. But the question remains, how can you combat showrooming?

If you’ve not heard of showrooming, it’s the practice of using a retail showroom as a place to touch and feel products as you price shop for them online. Apps like RedLaser let consumers simply scan the barcodes of the products on your store’s shelves, and find the lowest available online price. There’s a good chance your customer will buy that helmet before he leaves your store — the question is, will he buy it from you?

I have to admit, I’ve engaged in this practice in small brick and mortar shops. The thing is, the staff let me do it. I was either not greeted, or the salesperson took my “just looking” at face value. If a customer has taken the time to drive or ride to your very niche retail location, they are likely “just looking”for something specific. Be more engaging. Service is one of the few unique value propositions you can offer your clients. If you and your team present yourselves as engaged, enthusiastic experts that actually care about your customers, at the end of the day, more times than not, your customer won’t even have the chance to pull out his phone and price shop.

That process starts with well-trained employees, and keeping your staff up to snuff continues to be core to our mission. Our team of industry experts is here to help your team shine and keep your cash register ringing. Got a specific issue? Let me know. Drop me an email at cbrousil@babcox.com to tell me what we should write about next. This is your magazine, and we want our print publication and digital content to be your go-to guide for business intelligence. t

Tom Staab Bobbie Adams Doug Basford David Benson Dean Martin Jim Merle Glenn Warner John Zick Don Hemming

ralmenar@babcox.com (330) 670-1234, ext. 233 tstaab@babcox.com (330) 670-1234, ext. 224 badams@babcox.com (330) 670-1234, ext. 238 dbasford@babcox.com (330) 670-1234, ext. 255 dbenson@babcox.com (330) 670-1234, ext. 210 dmartin@babcox.com (330) 670-1234, ext. 225 jmerle@babcox.com (330) 670-1234, ext. 280 gwarner@babcox.com (330) 670-1234, ext. 212 jzick@babcox.com (949) 756-8835 dhemming@babcox.com (330) 670-1234, ext. 286

ADVERTISING SERVICES Advertising Services Valli Pantuso

vpantuso@babcox.com (330) 670-1234 ext. 223

CIRCULATION SERVICES Circulation Manager – Pat Robinson Circulation Specialist – Star Mackey

probinson@babcox.com (330) 670-1234, ext. 276 smackey@babcox.com (330) 670-1234, ext. 242

AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 18004 Skypark Circle, Suite 260, Irvine, CA 92614 (949) 756-8835 Fax (949) 756-8836 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2013, Babcox Media, Inc. MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 242, to speak to a subscription services representative. Paid Subscriptions are available for nonqualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year. Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds.

Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.

8 February 2013 | Motorcycle & Powersports News

Inside the Industry > ARI Set To Unveil Two New Products At Dealer Expo ARI is set to unveil AccessorySmart and AccessoryStream at the Dealer Expo in Indianapolis this month.

AccessorySmart allows dealers to save more time and increase sales by permitting them to quickly and easily look up PG&A products across all leading distributors from a single online application.

The program provides dealers with a view of availability and pricing across all suppliers and in-store stock through integrations with leading Business Management Systems and participating distributors. Offering dealers the opportunity to filter products by attribute, AccessorySmart implements a dealer-centric search and navigation with optional consumer-friendly views to protect sensitive information. Advanced search with auto-complete for fitments, brands, categories, subcategories and products is another feature of the program. AccessorySmart also gives dealers

the chance to create, save, load, print, email and export Customer Pick Lists.

ARI’s AccessoryStream helps dealers quickly and easily add catalogs from leading distributors by providing plug-n-play aftermarket parts, garments and accessory (PG&A) e-commerce for existing or new

10 February 2013 | Motorcycle & Powersports News

websites and shopping carts. The program can be customized to match a particular dealer’s website or branding and can also quickly filter products by attribute, including size, material and color. With AccessoryStream, flexible pricing and merchandising combine with high level

Inside the Industry

Zero Launches ‘Cash for Carbon’ Consumer Trade-In Bonus Zero Motorcycles has launched an all-new promotional program to support its popular 2012 model line. “Cash for Carbon” is designed as a consumer trade-in bonus, with $2,500 in additional trade value on top of whatever amount the dealer offers the consumer available toward the purchase price of a new 2012 Zero motorcycle. This incentive is presented in addition to the recently announced 10 percent federal tax credit available as part of the American Taxpayer Relief Act, offering up to an additional $2,500 in incentives for new Zero Motorcycle consumers.

“Similar to the ‘cash for clunkers’ government promotion in 2009, Zero aims to entice traditional internal combustion engine motorcycle owners to make the switch to electric,” said

shopping features, including product browsing, quick views and model fitment.

AccessoryStream also offers an advanced search capability with auto-complete for fitments, brands, categories, subcategories and products along with a submission of consumer product, store reviews and peer review.

Visit ARI at Dealer Expo booths 5841 & 5844 for more information on these new products.

> Blackwell Resigns From LeMans Corporation Greg Blackwell, vice president of sales for Wisconsin-based LeMans Corporation, resigned on Jan. 25 to take the helm at bicycle and component distributor Seattle Bike Supply.

Blackwell has worked with LeMans for 14 years, but is ready for a change of pace.

Wanting a chance to get back to his West Coast roots and grasp a new opportunity, Blackwell accepted the offer to become president of this smaller company in the bicycle industry.

In a recent interview with MPN, Blackwell made it clear that his decision to switch industries was a difficult one and has no

Scot Harden, vice president of global marketing for Zero Motorcycles. “In offering a $2,500 trade in bonus for new customers, we expect this promotion to be a great sales tool for our nationwide dealer network.”

In addition to the $2,500 trade bonus and federal tax credits, Zero customers can also take advantage of the company’s financing. Current financing options offer no down payment and zero percent interest for 12 months, plus 4.99 percent financing options, both with approved credit.

“Cash for Carbon” runs through March 31, 2013. Consumers must print a “Cash for Carbon” voucher for presentation at their local dealership to receive $2,500 bonus.

reflection on LeMans.

“It’s hard to leave because it’s family here, but certainly a big draw is the West Coast,” he said.

Blackwell added that he feels fortunate to work with two separate industries that he loves.

“It’s the best of both worlds,” he said. “I get to go into another industry that I’m passionate about, and I don’t have to compete with LeMans.”

Looking back on his position at LeMans, Blackwell thinks that his experience will ultimately help expand the bicycle company’s growth.

“I believe LeMans does things in the distributing and branding business better than anyone else, and if I can model my career after LeMans, it should be successful,” he said.

> BMW Motorrad Achieves New Sales Record BMW Motorrad USA reported a 14 percent increase in sales for 2012, nearly double the gain posted the previous year. Retail sales of 12,057 motorcycles were made in 2012 compared to 10,572 sold in 2011. In December, BMW Motor-

rad USA posted a 2.2 percent increase in sales of 918 motorcycles compared to 898 sold in December 2011.

The double-digit increase was fueled by sales of the popular S 1000 RR superbike, which had a 20.9 percent increase in sales of 1,934 compared to 1,600 in 2011. Consumer response to the first full year of the award-winning six-cylinder K 1600 GTL and K 1600 GT spurred 1,601 deliveries of the GTL (+58.7 percent) and 697 of the GT (+87.9 percent) in 2012, boosting K-series volumes by 40.9 percent to 2,647 units.

The introduction of the entry level G 650 GS Sertão contributed to a G-Series sales increase of 31.3 percent with sales of 994 compared to 757 sold in 2011. The product offensive continued with the release of the C 600 Sport and C 650 GT maxi scooters in late fall with 223 GTs delivered to consumers at year-end.

“BMW has gained significant momentum in recent years,” commented Mac McMath, national sales manager, BMW Motorrad USA. “Now, with improved market conditions, a strong dealer network, and new and updated models, we are poised for continued success in 2013.” t

MotorcyclePowersportsNews.com 11

BEST

Operators CLUB

By Steve Jones

2012 Year-End Analysis

T

his month, we’ll analyze the year-end data from our groups. As you can see from the last article, things were trending steadily upward. In this article, we’ll review the overall store data, as well as key department performance indicators. As in past articles, we’ll compare a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers in each category.

indicate that they sold the heck out of stuff in December. However, it does seem that December was strong across the board since all three groups showed healthy increases.

Total store gross margins remained relatively flat, but dealers had a lot more dollars to work with and, more importantly, net profits were up significantly.

The rest of the total store data chart

Total Store Stats

Definitions: TS: Total Store GP: Gross Profit DGP: Department Gross Profit NOP: Net Operating Profit PY: Prior Year PVS: Per Vehicle Sold; National Norm: Average for all metric 20-groups

I’m not going into a ton of detail here, since the numbers pretty much speak for themselves. I have tried to select the most pertinent data for each department, as well as most of the comparisons with last year. The primary focus is on what happened with sales and profits.

As you can see here, everyone increased total store sales and gross profits for 2012. Note that the Top 5 dealers selections can change from month-tomonth since these figures are based on the top performers by line item by month. The difference between the group’s total sales increase for November (4.7 percent) and their year-end total sales of 18.4 percent doesn’t necessarily

is made up of some key performance indicators you can use for comparison with your store. Door swings and logged working contacts were up significantly, reflecting increases in traffic flow and improvements in sales processes.

New and preowned unit sales volumes were up significantly, as was the net profit for the sales department.

Check out the increases in preowned

– Part 1

GROUP NORM

CHART 1 NATIONAL

TOP 5 DEALERS

NORM

8.0

13.2

8.2

Change in TS Sales from PY

13.7%

18.4%

6.5%

Change in TS GP from PY

12.6%

19.1%

8.3%

TS Gross Margin

24.8%

27.4%

25.9%

Gross Margin Percent for PY

25.1%

27.6%

25.5%

Total Store NOP

4.2%

7.1%

4.3%

Total Store NOP % from PY

3.3%

3.1%

3.5%

Selling Exp as a % of Total Sales

4.6%

2.5%

2.4%

Personnel Exp as a % of Total Sales

8.7%

6.4%

10.2%

Admin Exp as a % of Total Sales

3.2%

2.3%

5.2%

Total Store Sales YTD (millions)

CHART 2 GROUP NORM

TOP 5 DEALERS

Contribution to TS GP: New Sales

27.4%

21.1%

27.7%

Contribution to TS GP: Used Sales

13.9%

35.0%

13.1%

Contribution to TS GP: F&I

11.3%

14.3%

13.5%

Contribution to TS GP: P&A

28.5%

34.5%

27.2%

Contribution to TS GP: Service

18.7%

22.4%

18.2%

Total Store Stats

– Part 2

NATIONAL NORM

Average TS Staff Headcount, YTD

15.66

23.49

16.14

Gross Profit $ per Employee, YTD

119,663

149,451

125,812

Door Swings: % of Chg from PY

29.8%

89.4%

32.4%

Logged Wrkg Contacts: % of Chg from PY

23.5%

67.4%

15.8%

Cost per Door Swing

$28.67

$43.29

$24.52

14 February 2013 | Motorcycle & Powersports News

CHART 3 sales volume. This is a result of the shift in focus from new to preowned that many dealers made last year. This was partially driven by a lack of available new product in some cases, but it was also driven by the obvious high margins and increased turns they could achieve with preowned. The preowned-to-new ratios show that the group and National Norm dealers were selling more than one preowned to every two new units (0.59:1).

The Top 5 were selling at a one-for-one ratio.

F&I is back with significant increases in gross profits over last year. Gross profit per vehicle sold and per vehicle financed are much improved. Not fabulous, but better. Again, these numbers are generally much higher for the H-D dealers. Per vehicle sold and per vehicle financed measurements provide you with realistic, attainable targets for your F&I department. The key here, as it is with every department, is having the right staff and providing them with high-

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

14.6%

39.0%

15.1%

2.7%

6.7%

1.3%

New Units Sold % of Chg. from PY

13.9%

42.5%

20.1%

Total New-Units Gross Margin %

13.0%

15.4%

14.3%

Sales Department Stats % of Chg. in Total Unit Volume from PY % of Chg. in Sales Dept NOP from PY

2.2

3

2.7

Preowned Units Sold % of Chg. from PY

16.4%

43.1%

21.0%

Total Preowned Units Gross Margin %

21.2%

24.9%

19.5%

6.6

11.7

5.4

0.58

1.09

0.59

New Inventory Turn

Preowned Inventory Turn Preowned to New Ratio

CHART 4 F&I Department Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

29.1%

80.9%

22.1%

Gross Profit $ PVS

$261

$370

$422

Gross Profit $ PVF

$660

$911

$785

% of Finance Penetration

55.4%

68.2%

54.0%

% of Service Contract Penetration

32.1%

40.5%

29.9%

5.3%

14.4%

14.0%

11.2%

21.9%

15.0%

Finance Gross Profit Chg from PY

% of Prepaid Maintenance Penetration % Financed with GAP

16 February 2013 | Motorcycle & Powersports News

MotorcyclePowersportsNews.com

CHART 5

quality training on an ongoing basis. It’s not rocket science, just practical wisdom.

PG&A sales are motoring right along.

Considering the unit volume increases, the per vehicle sold numbers look pretty good. Net operating profit remained flat, but the margins are decent. If your margins aren’t this good, eliminate any discounting to other departments (e.g. sales or service), make sure your escalators are set up correctly, make a commitment to hold margins, and train your staff to sell instead of discounting.

Accessory inventory turns could be better, but they are average from what we see in dealerships. Parts turns are good, but seem high for the Top 5. My guess is that these dealers may have access to reduced-rate overnight or twoday shipping with their suppliers. This might also reflect proximity to the OE warehouses. Regardless, we recommend you keep it above four but under six turns. This generally indicates adequate stocking for service parts as well as for

P&G Dept. Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

PG&A Sales - % of Chg from PY

7.4%

21.3%

10.1%

Total PG&A Gross Profit PVS

$800

$1,087

$847

Chg in Dept’s NOP % from PY

-0.6%

0.9%

0.1%

Parts Margin %

36.5%

41.5%

35.0%

Accessories Margin %

33.1%

35.4%

31.7%

5.33

8.75

4.52

Parts Inventory Turn

2.19

3.18

2.67

-0.4%

1.4%

-0.1%

% of Chg in Invoice Volume from PY

-0.5%

18.1%

0.2%

% of Inventory Obsolete

11.7%

0.9%

10.0%

Accessory Inventory Turn Chg in Dept’s Selling Margin % from PY

customer needs.

Wow, we are seeing good improvements in service. This was a focus for this group as well as for many dealers in our other groups. Gross profit dollars were up as was the gross profit margin and net operating profit. Billed hours per repair

18 February 2013 | Motorcycle & Powersports News

order were somewhat anemic for the group and the National Norm dealers.

The target is two hours or more. I suspect that this may be due to not having enough service writers at peak times.

This means they do not have the time to follow the proper diagnostics, walk-

around and sales process necessary to capture the additional service sales.

Productivity, efficiency and proficiency numbers are much better than in prior years. This is a reflection of better service management procedures.

Overall, 2012 was a very good year for most of these dealers. I hope it was for you as well. If you haven’t already, get with your managers and establish goals for your store and the departments now.

Share them with your staff and hold managers accountable. Let’s make 2013 even better!

Have questions? Feel free to contact me for information, explanation or to discuss how GSA can help you grow your business profitably. t

Steve Jones, GSA senior projects manager, outlines dealerships’ best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. Access to the new Voyager 5 data reporting and

CHART 6 Service Dept. Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

% of Chg from Last Year’s GP

17.7%

40.3%

16.5%

Labor Margin %

73.1%

79.9%

69.6%

% of Chg in Dept Margin from PY

3.0%

7.3%

1.3%

% of Chg in RO Volume from PY

9.7%

23.9%

12.7%

% of Chg in Dept NOP from PY

0.5%

2.4%

0.3%

0.83

1.02

0.14

7.6%

22.8%

4.6%

1.8

2.2

1.78

Parts Sold to RO Ratio # of Billed Hours % of Chg from PY Billed Hours per RO Dept Productivity % Tech Efficiency % Dept Proficiency %

74.0%

89.1%

72.6%

100.3%

110.2%

99.0%

73.5%

88.4%

72.1%

analysis system is available for any dealership for nominal fee. For more information on GSA’s management workshops, data reporting system, dealer 20-groups, on-site consulting or training, send Steve an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 19

Black Book MarketWatch

By Ricky Beggs

Values Hold Steady A

s Black Book completed the data analysis within the motorcycles and powersports products, we found the market remains largely unchanged once again this month. There is not a single segment that has changed in value by even one full percentage point. Here are the individual segment changes: ATVs, jet boats and personal watercraft are all down by .5 percent.

-

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

Average Used Values

December 2012 to January 2013 Used Unit Value Change ATV Cruiser Jet Boat Off-Road On/Off-Road Scooter Snowmobile Street Utility Watercraft

December

January

Percent Change

$3,741 $8,608 $17,217 $2,518 $4,886 $2,002 $4,718 $7,003 $6,998 $5,236

$3,724 $8,607 $17,124 $2,498 $4,854 $1,911 $4,749 $6,962 $6,979 $5,211

-0.50% -0.02% -0.50% -0.80% -0.70% -0.60% 0.70% -0.60% -0.30% -0.50%

20 February 2013 | Motorcycle & Powersports News

Snowmobile

Street

Utility

Watercraft

Street bikes and scooters are down by .6 percent, while off-road bikes are down .8 percent.

Dual-sport bikes are down .7 percent, while utility vehicles are down a mere .3 percent.

Snowmobiles are up .7 percent, but at this time of year increases of 3 percent to 5 percent would be more typical.

For the most interesting segment this month, cruisers are showing no change at all with a net adjustment of zero percent, though in dollar figures they are down by an average of $4 per unit. Though it is not reflected in the overall averages for the segment, there are two distinct trends among the cruisers. First, the metric units are all down by around half a percent just like the rest of the street bikes, but the domestic V-Twins are up by about half a percent.

This is the second month in a row that we have seen a little bit of relative pricing strength for these domestic V-Twin units. Normally, the small amount of the change would not be noteworthy, but with the rest of the market stagnating, the domestic V-Twins are definitely some of the strongest performers right now. Keep in mind that Bike Week in Florida is not that far into the future, which might be driving the domestic V-Twin’s current strength. t

TECH

Tips Clutch Service Pointers

A

motorcycle comes into the shop with complaints of a dragging or slipping clutch. Before jumping in and replacing the clutch plates, quickly check the clutch cable free play and any other clutch adjustment features on the particular model. Many new or nontechnical riders end up riding around with clutches far out of adjustment. Not only can this make for a poor performing clutch, but it can also accelerate the wear of the clutch components.

If all of the adjustments are within specification, and the clutch is still failing to behave correctly, the clutch components need to be inspected. In most cases, the bike will require a new set of clutch friction plates, but there are other components that should be inspected while working with the clutch.

Measure the length of the clutch springs to check for fatigue.

Replace all of the clutch springs as a set if one is out of the service

22 February 2013 | Motorcycle & Powersports News

Check the clutch cable free play

SERVICE BAY Secrets CRF450/250 Running Lean Condition Submitted by C.R. Gittere

Note the position and orientation of special components

Every so often, I get a CRF450 or CRF250 that comes in that is experiencing a lean operating condition. If the customer has been riding it or working on it on a regular basis, try looking at the hot start plunger.

Broken lifter shaft splines

Soak new friction plates in oil

Make sure the cable running up the left side of the frame is zip-tied onto the frame in the right location. If this cable has broken free from its mount, it can slip under the tank and cause a lean running condition. Since you have to remove the tank to pull the carb, this might solve your issue before you get all the way into a carb clean. t

24 February 2013 | Motorcycle & Powersports News

Make sure special components are installed in the proper place

spec is reached. A heavy hand can easily break these bolts.

Assemble the rest of the machine and follow any clutch adjustment procedures for that model. t

Winter is a great time to complete regular maintenance.

CYCLEPEDIA PRESS LLC has been publishing interactive, Webbased service manuals for ATVs, motorcycles and scooters since 2006. Every CYCLEPEDIA manual includes step-by-step repair procedures, color photos and videos, specifications, diagnostic data and tech support. Mobile device-friendly and easy to use. Browse the full library at: WWW.CYCLEPEDIA.COM or call 828-645-0017.

limit or the lengths vary dramatically across the set.

A typical motorcycle wet clutch pack consists of around six steel discs and the same number plus one friction disc. However, special clutch plates and/or judder springs may also be included. These special plates may have a different inside diameter to fit over a judder spring and seat, or a different friction material, different tangs or special markings.

Pay attention as the clutch pack is disassembled. Note the placement and orientation of any special clutch plates or judder springs.

Look for signs of damage on the clutch plates. Check the steel plates for warp and discoloration. Usually there is plain evidence of the need for new clutch plates; however, the service manual will have specifications for inspecting the clutch plates as well.

Check the clutch basket and hub for wear and damage. If the basket or hub becomes overly pitted, the pack will not be able to expand and contract smoothly. Also, check the condition of the clutch lifter/pusher components and bearings.

Be sure to soak the new friction plates in oil prior to installation. Repeat the process with the steel plates if they are dry or new. A wet clutch is sensitive to the type of oil utilized, so use the correct motorcycle oil for the application. Install the clutch pack into place, alternating friction and steel plates. Make sure that all of the steel plates are installed with the same orientation.

If the clutch has multiple clutch plate types, or special components like a judder spring, be sure to install them in the specified order and orientation so the clutch can function as it was intended. Do not assume these additional parts always sit in the same spot in every clutch pack. Check the service manual to see how these special components are installed, as this can vary between models.

Tighten the clutch spring bolts evenly and in a crisscross pattern until the correct torque MotorcyclePowersportsNews.com 25

THE

Service

MANAGER

By C.R. Gittere

Insurance and Ethanol Best Practices from a Shop That’s Doing it Right

O

ver the course of the last several years, ethanol has become a real problem for motorcycles. It clogs carbs, ruins fuel lines and rusts gas tanks. The question I have for most service departments is, “Can you fix these problems efficiently?”

One of the best shops I have visited in a long time is Team Charlotte Motorsports in Charlotte, N.C. The heat and humidity in the South seems to cause the group to run into rusty gas tanks almost weekly. They first started to fix these tanks by purchasing cream and applying it into the tank themselves. However, this process was time consuming and had the potential of ruining the customer’s paint, causing the service department to have to pay for a tank repaint. After several mishaps, they sourced a local radiator repair vendor that picks up the tanks at

26 February 2013 | Motorcycle & Powersports News

their shop, coats them and returns them when they are finished with the job. They treat the billing for this just like they would for any outsourced labor job — add a few dollars to it and let it roll. Outsourcing the repair of these tanks reduces their liability for repainting a tank and allows the technicians to move on to other jobs during the busy summer months.

Team Charlotte Motorsports also purchased a Safety-Kleen Immersion parts washer. This little device is perfect for cleaning carbs. All they have to do is disassemble the carb and all the jets, drop them in the little basket, turn it on wash and let it go.

The process is pretty similar to your washing machine at home.

It just sits there and spins until everything comes out clean. I have watched this little washer save them tons of time com-

MotorcyclePowersportsNews.com

pared with the process of cutting open a Coke can and boiling the jets in brake cleaner with a propane torch.

I have heard recently that several service department managers boast that ethanol has been the greatest thing for their department because they make money cleaning carbs, but how long do think your customers are going to continue to pay for these carb cleans? When someone comes in with a stuck carb, your service writers and manager should be educating them on how to drain the

gas from their tank and drain the fuel from their float bowls when they are not using the unit. There are also several good ethanol fuel stabilizers on the market, which may be good items to display on your service counter or even to stock in your parts department. Educating your customers on how to take care of their unit will keep them up and riding and in the industry for many more years.

The other thing that Team Charlotte does an excellent job of is negotiating with insurance companies. Over the last

five years, insurance companies have been busy developing solutions to help them process collision claims more efficiently internally. While I think this is a great plan because it allows them to reduce the cost of the insurance for riders, it sometimes leads to problems for dealers and the consumer. Some of these estimating platforms have inaccurate information because they do not keep their labor times or parts prices up-todate. Some of them are not even developed by powersports experts and can generate inaccurate estimates.

Team Charlotte Motorsports staff members understand that just because an insurance company develops their own estimate, it doesn’t mean they have to do the work for the insurance estimated price. Many times when I talk with service writers and managers, they feel like they have to take whatever estimate the insurance company provides. Team Charlotte Motorsports generates an estimate for every bike that arrives for collision repair. They balance the negation between the insurance company, the consumer and the dealership very well.

They justify any cost differences between the two estimates by pulling up a current labor guide and explaining to the adjuster that parts prices can change every 30 days from certain OEMs. This leaves any system vulnerable to errors. It is the job of the service writer and service manager to negotiate with the insurance company to try and get the best solution for the dealership and the insurance company. Ultimately, this can put your customers in the middle and can cause a sticky situation. Make sure you explain to your customer that, with most policies, they have the right to choose where that repair gets done.

Insurance work can be profitable if you do it right and keep a good relationship with the local adjusters. t

C.R. Gittere and the Service Manager Pro team specialize in service department efficiency, elevating customer service and increasing department profitability. His monthly column focuses on best practices and unique ways to get the most out of your service department. More information about Service Manager Pro can be found at www.servicemanagerpro.com.

28 February 2013 | Motorcycle & Powersports News

WebSAVVY I

’m going to level with you; there really isn’t some magic way to get the social media ROI you want (and think you need) as a dealer. Sure, all the data may be there in one form or another, but it can take one heck of a lot of merging and purging to attribute that one sale to that one click on Facebook. Truth is, it’s a process that requires everyone involved to be all in. Yes, I am pointing directly and squarely at you.

And therein lies the problem. Most

By Heather Blessington

The Reality of Social Media ROI dealers want to slap down the money and see results. They like the hands-off approach, but in the social media world it doesn’t work that way. Even when I land that dream dealer who is totally tech savvy, flexible when campaigns don’t exactly pop, willing to work with us through trial and error, and committed to actually tracking all the way through to sale on the dealership floor, it takes time, energy, involved communication and a real budget to make it happen.

When it does happen, it’s like magic. I find it absolutely thrilling to see when a dealer “gets it.” Thus far, it’s a rare occurrence, but I have my sights set high for 2013.

I am telling you this for my own sanity, but also for yours. Stop looking for something that doesn’t exist without

30 February 2013 | Motorcycle & Powersports News

your dedication to the marketing strategy and plan. Put your money where your mouth is and commit to doing what it takes to collect ROI stats for your business.

Afraid to experiment?

A look back at history is usually a good indicator of the future. Anytime a big, new phenomenon arrives on the advertising scene, it’s hard to know what to count as our success metric. Let’s take the dot-com bubble in the late ‘90s when investors insanely threw billions at Internet start-ups that promised to deliver targeted ads to millions of viewers.

But eyeballs didn’t produce dollars, and the high flying Web world crashed and burned. Many naysayers gleefully concluded that the Internet itself had failed

(which is as silly as saying now that social media is a fad). The infancy of the Web opened the door to many industries that are directly at the center of our universe, such as search engine marketing, and our all-encompassing social media crush that has us updating our Facebook status even before we crawl out of bed.

Valuable influence When it comes to social media, server farms are jam-packed with data, but it’s hard to determine what and how to measure that information. What’s the value of a Facebook “Like” or a Twitter follower? What ultimately is going to sell product?

IBM ran reports on Black Friday sales and concluded little to no sales were directly attributed to social media powerhouses such as Facebook and Twitter.

The number indicated very few shoppers clicked directly from a social network to buy a specific product, but this conclusion did not take into account that some

may have seen ads that later led to a purchase online or in retail stores. If so, “valuable influence” went unmeasured, according to Dan Neely, the chief executive of Networked Insights, a marketing analytics company. Neely’s team followed Macy’s Black Friday campaign on Twitter, which started weeks before the big day.

They say the campaign generated a viral flurry on the network, and the flaw in IBM tracking is they just looked at a single point in time. This example captures the essence of why finding the ROI in that mountain of data we are sitting on is like finding a needle in a haystack.

“It’s hard to measure influence,” says Steve Canepa, IBM’s general manager for media and entertainment, which is the entire point — the impact of new technologies is invariably misjudged because we measure with yardsticks from the past.

Whether you’re a fan of social media or not, the reality is these are communities of real people with real relationships

who are quickly weaving an amazing web of personal connections far beyond anything that could be achieved in real life. Regardless of how this impacts marketing and advertising, this newfound human behavior, our natural new way of functioning with one eye on our tablet and another on the real world in front of us, will inevitably lead to new industries in market research, online products and services that have yet to be imagined.

It’s time for you to dedicate some serious mind power to your social media strategy and ROI tracking, and I am convinced that once you take the dive, there will be no turning back. t

Award-winning blogger and CEO of Duo Web Solutions, Heather Blessington is a nationally-renowned speaker on social media marketing and a digital marketing veteran. Her company provides MPN monthly columns focused on best practices in Web marketing for powersports dealers.

MotorcyclePowersportsNews.com 31

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Bounce Back from Inevitable Rejection Building Resilience: Part 2

N

ot to get all “California Woo-Woo” with you, but the following ideas could fall under a category of psychology called cognitive therapy. This means participating in activities, exercises and conversations that improve your “self-talk” (your ongoing internal dialog) and therefore impact everything from your emotional state to your onthe-job performance. And it’s powerful stuff.

A study conducted by researchers at the University of Pennsylvania and Vanderbilt studied 240 depressed patients. They were randomly placed in groups where some received anti-depressant medication, others participated in cognitive therapy and others received a placebo.

After 16 weeks, both the anti-depressant group and the cognitive therapy group improved at about the same rate. The real difference was that the cognitive therapy group was found less likely to relapse in the two years that followed the therapy. Why? They had acquired the skills and behaviors to think better. This is the key to becoming more resilient.

Dealing with Defeat

It’s not me … it’s you: In Martin Seligman’s seminal work, Learned Optimism: How to Change Your Mind and Your Life, he describes his “explanatory” theory; basically, how you mentally explain an event — like a customer saying “no” to you — to yourself.

People who are pessimistic and therefore less able to bounce back from defeat think along the lines of, “I’m not good enough.” Inherently optimistic people (who, by the way, regularly and dramatically outperform pessimists in the realm of sales) think, “Well that other person was either having a bad day, or didn’t take the time to carefully consider my offer. Their loss.” They realize there is nothing they can do about it and then move on to the

next challenge. This is not to say that these people didn’t realize there were aspects about themselves that they could improve. It simply states that resilient people have the mindset that “I bring terrific value to this situation. If the other person doesn’t realize it, that’s their problem.”

Your locus of learning: Seligman also did a lot of work with something called “learned helplessness”. The sufferer believes that they’ve suffered a setback, and there’s nothing they can do about it. Those who thought they knew all they needed to know, when faced with a setback, suffered what could be categorized as depression.

Those who readily accepted outside sources for help (e.g. books, coaches, workshops, articles and trusted advisors) were able to bounce back very quickly because they knew there was hope for other actions they could try.

Victor, not Victim What follow are some of my favorite methods for establishing resiliency in myself and my coaching clients. They are in no particular order or priority.

Forget unsolicited feedback. Unsolicited feedback is for the sender, not for you. Accept as valid only that feedback that you seek from those you trust and respect.

Everything else is just noise.

Create a personal skills assessment.

Create a private list of what you think you do well and what you don’t. Exploit like crazy the things you do well. For things you don’t, only improve those that create dysfunction. Don’t dwell on your weaknesses, leverage your strengths.

Be present. We all have a running mental dialog. The challenge is that most don’t focus those thoughts well. As a matter of fact, many people’s thoughts are almost entirely consumed with thinking about the re-

32 February 2013 | Motorcycle & Powersports News

grets of the past or living in anxiety over the future, and we sacrifice the most important thing there is — the present moment. So throw yourself into what you are doing right now, and if your thoughts start to wander, tell yourself, “Back to work.”

Be convinced of your value. Ask yourself these questions and write down your positive responses. Do people ever compliment your work? Do others ever ask for your advice? Have you ever contributed an idea at work? Have you ever sought additional education? Can you produce testimonials and references? Can you list best practices that you employ to be successful?

Have you ever participated or contributed to a professional organization? Do people ever ask for you by name?

You may not have positive responses to all of these, but you probably have more than you imagined. These are the accomplishments you should pass through your mind in the moments immediately after a setback.

Immediately after defeat, do something at which you are incredibly proficient. Whether it’s making phone calls, helping plan a promotion or responding to Internet leads, if after a drubbing you set about doing something you know you’re good at, your mind will quickly move from victim to victor.

Go for success, not perfection. My mentor taught me this long ago. Perfection takes way too much energy, and most people don’t notice the difference. I’ve seen people spend all day trying to figure out why their F&I menu is three cents different than their DMS (legally, it doesn’t matter; the menu is a glorified brochure).

I’ve seen others stew for hours over why they couldn’t hold another $300 on a motorcycle deal. Don’t worry about that nonsense. Life is about success and not

perfection. Get back to meaningful work.

Get comfortable being uncomfortable. You know that awkward feeling you get when you try something new? Like a newborn fawn, struggling to stand, you bring up some new aspect of a motorcycle, or try a new response to the age old, “I’m going to have to talk it over with my wife”, and you feel a bit nervous and uncomfortable. This means you’re pushing yourself and growing your skill set. Seek out that feeling. If you don’t hear “no” regularly, you’re not trying hard enough.

Never get too high or too low. Really successful people understand that no victory is permanent and no sales setback everlasting. Enjoy your victory and then get back to work. Acknowledge you took a hit and then get back to work. So basically what I’m saying with this article is, “Get back to work.”

Always have options. Confidence is all about having high quality options. Have you ever noticed your negotiating demeanor is vastly different if you’ve had five people ask you about a particular motorcycle in a week than if this is the first inquiry on that bike in three months? This holds

true for everything. Never have just one prospect, never have just paycheck in the bank, never have just one skillset, never have just the prospect for one job. Have high quality options for everything you do, and it will transform your mental state when it comes to setbacks.

Write down three daily successes before bed every night for six months.

I know this sounds crazy, but this is one of those cognitive therapy ideas that Seligman and others (most notably Dr. David Burns) have studied. Many people are predisposed to magnify setbacks in their mind and minimize success. By forcing yourself to reflect on your day and capture three positive aspects (especially in the crucial mental period right before REM state), you can reverse this dynamic. This takes incredible discipline, but if you can do this, it’s been said to have the same mood improving impact as anti-depressant drugs.

Understand that not every deal is the deal. Sometimes when people reflect on their careers, they think there is one pivotal moment that made it for them. There isn’t. Just like there is never one play that wins the game or one

referee’s call that loses it, there is not one deal that irreversibly throws you in the culvert of failure forever.

Use these ideas, because on the ride to your personal and professional success, the road to “yes” is often paved with “no.”

Author’s note: This article is about how to deal with the everyday vicissitudes of the sales profession and dealership life. It is not intended to serve as medical or psychiatric guidance. If you or someone you know needs help, get it. It does, however, serve as a terrific guide to help you work through most professional challenges. So if you’ve suffered a normal rejection at work from a customer or colleague, follow this advice … then get back to work. t

An award-winning author, top-rated trainer and founder of Peak Dealership Performance, Mark Rodgers holds a master’s degree in adult education and the National Speakers Association Certified Speaking Professional designation — only 500 people in the world have this coveted recognition. Contact Mark@peakdealershipperformance.com to improve your performance.

MotorcyclePowersportsNews.com 33

PWC UPDATE

National Park Service Enacts Two-Stroke PWC Ban On Three Major Lakes Ten-Year-Old Legislation Goes Into Effect On Lakes Powell, Mead and Mohave

T

he National Park Service (NPS) is finally lowering the hammer on older, carbureted two-stroke PWC. The agency announced in December that, as of Jan. 1, 2013, personal watercraft operating on popular Lake Powell must meet 2006 emissions standards established by the Environmental Protection Agency (EPA). The NPS had previously delayed the implementation of this regulation to lessen the impact to personal watercraft owners who use the lake, as well as provide time for lake users to plan for the requirement.

The move may have taken some PWC users by surprise, but in fact the fate of the two-stroke models in question was decided almost a decade ago in the “2003 Record of Decision for the Environmental Impact Statement for PWC,” aimed at reducing water and noise pollution in the Glen Canyon National Recreation Area. “After Dec. 31, 2012, no one may operate a PWC that does not meet 2006 emission standards set by EPA for the manufacturing of two-stroke engines,” reads a portion of the 2003 ruling. The exception? Craft with twostroke engines that meet the 2006 emission standards through the use of direct-injection. Four-stroke models are not affected by the ban and will continue to be welcomed on the lake.

The NPS has similarly banned carbureted two-stroke models not meeting the 2006 emission standards from two other popular Western lakes, Lake Mead and Lake Mohave. The Associated Press quoted Park Superintendent Bill Dickinson saying, “concerns about the amount of fuel the old-model engines spew into the water” was the primary reason behind the ban on the two Colorado reservoirs. Lake Mead happens to be the primary source of drinking water for the city of Las Vegas.

Though established years earlier, the delay granted by the NPS has resulted in

some surprise concerning the ban. Powell superintendent Todd Brindle says the NPS is actively reaching out to the boating public to inform them of the new restrictions and will take the opportunity to educate park visitors about the change come summer. To avoid confusion, the NPS plans to post a listing of personal watercraft that meet the standards online and make the information available at park entrances, visitors’ centers and marinas. The Glen Canyon National Recreation Area website features a prominent advisory to PWC users with a list of frequently asked questions. Perhaps the most interesting aspect is how park rangers will determine if a craft isn’t compliant. According to the FAQ page, rangers will take into account “operator knowledge, the model of the vessel, the engine type and whether it’s carbureted when determining compliance with the regulation.”

Though there’s no argument this day would eventually come, the fact that the significantly larger population of twostroke outboards are exempt from the ruling doesn’t sit well with many PWC enthusiasts, nor the American Watercraft Association (AWA). “It’s exhibit A in the intellectual and ethical bankruptcy of the enviros,” argues executive director Chris Manthos. “At the time, they didn’t care about outboards or huge inboard speed boats; it was all about persecuting personal watercraft owners. It demonstrates they don’t actually care about water quality or any other aspects of the environment; it is always about control and getting legal fees.

“At the time, the National Park Service just wanted some resolution to the lawsuit (brought by environmental group Bluewater Network). They were completely unaware of the technology at the most basic levels. They refused to take technical input of the very people who created and build

34 February 2013 | Motorcycle & Powersports News

personal watercraft. Some things just never change.”

Manthos says the AWA is currently waiting to hear if two-stroke outboards will be restricted on the lakes in question more than a decade after PWC were singled out.

“Again, it shows the utter hypocrisy and non-existent ethics of mega corporate environmental organizations.”

While the AWA has successfully defeated two-stroke bans in other areas, and has been educating riders about the Powell, Mead and Mohave restrictions for some

time, Manthos unfortunately notes the association has few resources to reverse an outcome decided a decade earlier.

“AWA was the only organization standing up to these people,” he recalls. “My predecessors did the best they could have, given the limited resources at hand.

“This should serve as a wake-up call as to what happens when the PWC community fails to stand as one. The entire motorsports community needs to recognize what they face, and organize ... now! Keep customers informed and get them involved. If we don’t, there won’t be any customers left.” t

DESTINATION

Dealership

By Alisa Clickenger

It’s All About Service S

BMW of Denver

ervice. All too often it’s used as a buzzword, a witty idea or a clever poster put up in the employee lounge. At BMW of Denver, however, service is not only the way they look at customers, but it also happens to be its business model.

BMW of Denver has been around since the 1970s, as Colorado’s oldest and only exclusive BMW motorcycle dealer. Now a part of the Pioneer Centres Holding Group, BMW of Denver has been at its present location in Aurora, Colo., for 13 years. Its purpose-built building was designed for the single-brand dealership with extensive input from BMW corporate, and it’s proven to be a good location. Located within sight of the Front Range, the dealership has a million dollar view.

Yet location isn’t the only thing going for BMW of Denver. Top-notch service is the mainstay of its success. The dealership’s original bow-tiewearing founder, Clem Cykowski, built the business to service the BMW

touring crowd. Even after he sold the dealership in 1999, Cykowski remained on staff as an integral part of the service department.

Clem Cykowski’s passion for the brand and his expertise with the older bikes makes the dealership both a destination and a resource for owners of old airhead BMWs. What is Mr. Cykowski’s secret to excellent service? Great follow-up. It served him well as owner of the dealership, and BMW of Denver continues to this day to follow up its repair service calls to ensure its customers are happy. The dealership has always focused on delivering great service, on and off the workbench. “Treat them like family. Enjoy having them as a customer. Treat them well. They’re here, supporting the dealership, and we should be supporting them as well,” says Cykowski.

Dedicated service talent like that isn’t always easy to come by. BMW of Denver’s general manager Bob Creger has been working at it for almost a decade. He says they recruit

36 February 2013 | Motorcycle & Powersports News

talent on their website, through Motorcycle Mechanics Institute, and through online advertising. “It’s been tough over the years,” says Creger. “We’ve seen fewer and fewer people wanting to get into the service industry. We’ve been lucky and get a lot of referrals.

I think one thing that makes it easy for us is that a lot of people want to move to Colorado. It’s a beautiful state, there’s good riding and there’s lots of things to do year round, so oftentimes it’s easy to entice good people.”

It’s also the quality of management that makes BMW of Denver thrive. Mr. Creger has an open-door policy for his office, and he works hard to create a friendly, service-oriented atmosphere. The customers are comfortable coming into the dealership even just to chat, and it’s easy to see why. The general manager himself has the laid-back charm of a Californian combined with the down-home approach of a Midwesterner.

The affable approach isn’t a façade, nor should it be confused with complacency.

BMW of Denver had sales of more than five million last year, which is remarkable in a market where there are four competing BMW dealers. “The key to any good dealership is good service, good staff and good training,” says Creger. “I think we’ve always had a good crew, especially the last four to five years. We’ve been able to offer that top-notch service, and we really work on trying not to have any repeat service issues.”

In addition to focusing on a friendly, service-oriented approach, BMW of Denver also knows when to follow the market. They realize that what’s come into sharp focus is adventure riding. “The adventure market has grown immensely,” says Creger. “It seems to be the majority of our sales right now — the adventure stuff. Regular street riding apparel has even kind-of gone over to the adventure apparel.

I think everybody wants to live that dream of taking off and riding a bike to Alaska or to South America.”

In addition to selling adventure bikes and apparel, BMW of Denver also carries adventure motorcycle accessories for bikes and for the adventure lifestyle. The dealership provides everything for the complete experience — hard and soft luggage, tank bags, maps, mounts, gadgets, accessories. It’s a one-stop shopping experience for the customers, with thoughtful displays throughout the showroom floor, lining the halls and in the waiting area.

Even as BMW of Denver sells the bikes and the gear that’s popular right now, for them it still all boils back down to service. “One thing I’ve instilled in my employees over the years is taking care of the customers. We want it to be a friendly atmosphere, low pressure. A place where you don’t have to worry about the used car salesman approach. It’s stressful buying any vehicle — a car, boat or motorcycle, and we want to make it as simple and as satisfying as possible for both parties.” t

MotorcyclePowersportsNews.com 37

38 February 2013 | Motorcycle & Powersports News

By Robin Hartfiel

SxS Segment Stays On The Gas! C

all them UTVs, side-by-sides, ROVs or cash cows, the market for these machines has never been stronger. At a time when many motorcycle manufacturers have slashed R&D and slowed new model introductions to a standstill in order to help dealers get out from under noncurrent inventory, more innovative new product has entered the SxS scene in the past 24 months than ever in the history of the market segment. In fact, Polaris posted 20 percent growth in UTV sales for Q2 2012, and this was before unveiling the all-new 2013 Jagged X models! Not to be outdone, normally agrarian minded John Deere looked to take a big bite out of the sport UTV market with its Gator RSX850i, and then Can-Am took the wraps off its new Maverick 1000cc machine at the Sand Sports Super Show last fall.

While the Motorcycle Industry Council (MIC) does not include UTV sales in its quarterly reports, the numbers have historically mirrored ATV sales and recently, industry estimates have the UTV market selling as many, or more, total units. With that caveat in place, it is relatively safe to say UTV sales continued to increase in 2012. The most recently reported MIC sales numbers show ATV sales up 3.1 percent for Q3, following a 5.6 percent gain in Q2. Using this benchmark, total UTV new unit sales should be pushing the 175,000 mark.

Anecdotal aftermarket numbers augment the OEM sales gain. “We saw same-store sales blow through last year’s total numbers as early as August,” reports DragonFire sales manager Brice

Ginn. “We kept the heat on through the holiday sales season, and I can say we exceeded our own ambitious sales goals for 2012. Honestly, it looks like the market will be even better in 2013.” This is certainly good news for dealers selling into this market niche.

While the big bore sport-oriented machinery such as Arctic Cat’s 1000cc Wildcat and the Can-Am Maverick (which shamelessly touts its 101 horsepower) grabs all the enthusiast magazine covers and makes for exciting video clips on YouTube, the sales increases have a solid underpinning in their utility roots. This fact is not lost on the aftermarket like the aforementioned DragonFire, which unveiled its RockSolid line of Safari racks, winch mounts and other accessories to cater to their utility customers. Some of the OEMs see the value of this strategy as well, notably KYMCO’s UXV series, Kawasaki with the release of the Teryx 4 750 and Yamaha with something new pending for 2013.

“It is no secret to our dealers,” says Yamaha ATV/SxS group marketing manager Steve Nessl.

Last September, Yamaha announced to its dealers that a new SxS is coming in 2013 at the same time as the wraps were coming off their stealthy “Tactical Black” special edition Rhinos.

“Yamaha is more involved in the outdoors than any other manufacturer and has developed the new Tactical Black Special Edition Rhino models based on the fast growing tactical enthusiast trend,” explains Nessl. However this is just a hint of what is coming later this year. “Remember, the meat of the market is in the

MotorcyclePowersportsNews.com 39

Working Or Playing?

XY Powersports Offers A View From The Other Side Of The Fence After more than a decade in the import/ export industry and a player in the UTV field since 2009, it might not be fair to call XY Powersports a “rookie” in the game, but they certainly offer a different perspective than the major leaguers like Yamaha and Polaris. They also have bucked the trend of many off-shore sourced UTV brands by not only surviving, but thriving. We had an opportunity to get the view from the other side of the fence from company president Steve Claybourn.

“The idea to launch XY Powersports originated in 2006 with the commitment to produce high quality UTVs in China and distribute them through high standard licensed dealers serving the U.S. powersports market,” explains Steve. “I don’t know of another company like ours that can make the same claim.” He points out the secret to XY’s success has been to go in its own direction.

“We focus on the walk-away business those customers who give up shopping for the major branded product. Because those brands are so expensive, the industry states that only about 20 percent of the shoppers actually buy. That leaves a huge opportunity for those who will focus on this walk-away business.” Of course if it was easy, why isn’t everyone succeeding with this strategy?

“It is more challenging,” Claybourn concedes. “Partly because of the stigma of Chinese quality concerns.”

However, rigid quality control standards and an evolving manufacturing mentality in China has helped changed the negative perception. “We add substantial value due to our commitment to quality, our factory collaboration to produce quality and the fact that we inventory a large supply of spare parts.” Of course, the other half of the battle has been waged in the trenches on the dealership level.

“We are expanding our dealer base carefully,” Steve says, noting the operative term is “expanding.” “We’re trying to secure more established dealers, and they like the margins we offer. We recognized 10 years ago and are convinced today that there is opportunity to succeed if we can deliver quality product and support based on the demands of dealers and consumers here in the U.S. We’ve always known that we needed to work in partnership with a manufacturing resource that recognizes the opportunity in the U.S. market and with the dealers to help to guide our progress. We have cultivated that relationship with our manufacturing partner addressing the weaknesses in previous production practices, and we are now partnered with many dealers of differing profiles that are having success with our products.”

This ability to see what the market needs and how to get the product to fill the niche gives Claybourn a great perspective. So what will the market see? He tells dealers, “The trend we see is that the major brands are going to continue to build expensive machines but they are also continuing to offer models in the 400cc and 500cc range to capture the lower end market.” Does that leave a gap in the middle for XY? Absolutely! Especially in the utility end of the industry.

“Our hardcore, purpose-built “Big Iron” UTV is a no frills utility machine. Most customers love it for just that reason,” notes Steve. “Its practical for hunting, farming and all sorts of utility applications. And, It is wellpriced at around $11,000.”

Price it right, develop a solid dealer network, resolve any quality control issues and live up to customer expectations sounds pretty simple when Steve explains the XY Powersports game plan, doesn’t it?

40 February 2013 | Motorcycle & Powersports News

hunting/fishing/farming/utility aspect of a UTV,” he quips.

Of course, Yamaha is no stranger to the performance side of things. The racing side of UTVs was pioneered by Cory Sappington of Desert Toyz Motorsports in Peoria, Ariz., when he prevailed upon Best In The Desert race promoter Casey Folks to let him enter his wife’s race-prepped Rhino in the annual Vegas To Reno race back in August of 2005.

Although the Desert Toyz entry played out before the finish line, the die was cast.

By 2008, Polaris had created the RZR platform for more sporting applications, and in 2009, Matt Parks from Polaris teamed with Scorpion Helmets founder Eric Anderson to win the UTV class at SCORE’s Baja 250. This was the first time in history that any side-by-side had finished a major off-road race and marked a turning point in the sport. With the added excitement came the inclusion of UTV classes in CORR, Best In The Desert, LOORS and King Of The Hammers. Most recently, Robby Gordon’s new stadium series will feature UTV classes, and SCORE has added Pro Stock UTV for 2013.

After several years of running a Sportsman UTV class, SCORE is adding the Pro Stock UTV for 4-wheel, two-seat and fourseat (maximum two occupants) OEM UTV vehicles. The vehicles must use stock UTV motors with a minimum production of 500 units. “Our goal was to respond to the racers’ requests for these classes that will give a fairly level playing field for what will be exciting classes to watch and to race in,” says SCORE tech director Bill Savage.

“While we understand the bulk of the UTV sales are for their OEM-intended utility applications, you have to remember it is human nature to go racing,” adds Chris Moore, DragonFire’s marketing go-to guy.

“Our own company roots are in racing, and our RacePace competition-oriented accessories are still very popular. DragonFire is also proud to have SFI-approval for its fivepoint competition harness restraints, which make them legal for virtually any major racing series.”

Regardless if it’s racing, recreation, hunting, farming, fishing or actual utility applications, the bottom line is that all these forms of usage can contribute to your bottom line. If you aren’t already exploring the UTV market, you might be missing out on the race to bolster your bottom line. t

This year’s full-face helmets are more lightweight than ever, but they certainly don’t skimp out on protection.

With cushy, washable cheek pads, UV-resistant visors and multi-point ventilation systems, these helmets strive to give your customer the most comfortable ride possible. Plus, integrated Bluetooth capabilities and bold graphics add a little extra flair — that never hurts, right?

Image by Rick Menapace, courtesy of Arai Helmets

42 February 2013 | Motorcycle & Powersports News

Defiant Helmet Arai The Defiant full-face model contains Arai’s Facial Contour System cheek pad design, a patented HyperRidge reinforcing band, micro-fitting interior padding and Arai’s patented fully-removable Dry-Cool liner material. The new IR front-spoiler edge trim is flared along the bottom of the helmet, designed to create a stabilizing down force while reducing wind noise. The Defiant also features IC-4 upper front intake vents, a Pin-Lock SAI Max-Vision face shield and an anti-fog lens insert. The Defiant comes in sizes XXS-XXXL and a variety of colors. The helmet also meets both Snell 2010 and DOT standards. The manufacturer’s suggested retail price ranges from $619.95 to $759.95.

For More Info: www.araiamericas.com

RS-1 Bell Helmets The new RS-1 from Bell Helmets is made of a lightweight Kevlar fiberglass composite shell intertwined with Bell’s Velocity Flow Ventilation system, providing comfort and an aerodynamic profile. The Bell RS-1 contains a ClickRelease shield system for fast shield swaps. Additional comfort is provided from the contourcut cheekpads and a silver-lined anti-microbial liner. Bell’s Magnefusion magnetic strap keeper also stabilizes any unwanted flapping strap ends. The Bell RS-1 features an array of tints and coating choices appealing to a wide variety of customers. The retail price is $349.95.

For More Info: www.bellhelmets.com

Speedmaster Carbon Helmet Joe Rocket Joe Rocket’s Speedmaster Carbon helmet features a lightweight, advanced shell and wind tunnel-engineered aerodynamics. Containing a dual density EPS impact absorbing liner, the Speedmaster Carbon is Snell and DOT certified. The Speedmaster Carbon also includes a CAD-spec interior sculpture for enhanced fit, an anti-fog 3-D shield and a Quadport 2.0 ventilation system that ensures a comfortable, dry ride.

The Speedmaster also offers a fully removable and washable interior and a removable internal air guide for enhanced fog resistance. A streamline extrusion molded bottom edge gasket and integrated front chin bar air intake and side exhausts are also among the helmet’s key details. The retail price is $399.99.

For More Info: www.joerocket.com

44 February 2013 | Motorcycle & Powersports News

Insight Helmet Vega The 2013 Vega Insight is a full-face helmet designed for sophisticated functionality, superior comfort and safety.

The lightweight, fully-loaded Insight features a smoketinted interior drop-down sunshield to provide a quick and easy defense against the sun’s glare, while the exterior clear shield offers a six-position, optically correct and scratch-resistant UV protection. Smoke, Light Smoke and Amber replacement sunshields are available, as well as replacement outer shields in nine different tints, mirrors and anti-fog options. Rider comfort is further ensured with ample venting at the chin, forehead, cheek and rear for maximum airflow and with a removable/washable Comfort Fit liner made of super-absorbent Wick-Dri fabric. The Insight is available with the sharp Razor graphic and comes in a variety of color options. Two specialty advanced thermoplastic shells serve a complete size range from XS-2XL. The MSRP ranges from $119.99 to $139.99 For More Info: www.vegahelmet.com

MotorcyclePowersportsNews.com 45

Thunder R2 Globe Motovan The new Thunder R2 Globe helmet offers a comfortable liner and uses a quick-release visor fastening system. It comes equipped with Zox’s High Integrity Chin Bar for additional security. This helmet is DOT certified and is available in colors ranging from silver to pink. The retail price is $99.99.

For More Info: www.motovan.com

FF396 Carbon Helmet LS2 LS2’s FF396 Carbon helmet is contrived from a carbon Kevlar shell and features a double D-ring closure system. The antiscratch/anti-fog, 3-D, optically-correct visor allows for maximum visibility. The helmet also contains an anti-odor, anti-bacterial, removable and washable liner and meets DOT and ECE standards. The retail price is $349.95.

For More Info: www.ls2.com

S2 Full Face Helmet Schuberth The new Schuberth S2 Full Face Helmet is the world’s first motorcycle helmet with an internal dual antenna, strengthening the reception of the Bluetooth Schuberth Rider Communication System offered as an option if your rider wants in-helmet sound and wireless communications. The lightweight S2 helmet contains a backspoiler molded into the shell to reduce drag and a “trim spoiler,” which reduces wind noise. The internal sun visor, Thermo Cool liner and Air Extraction System enable maximum comfort to your customer. The S2 also features Schuberth’s patented Anti Roll Off System. The retail price is $699.

For More Info: www.schuberth.com

46 February 2013 | Motorcycle & Powersports News

FS-6 Helmet Zamp Helmets The FS-6 model is comprised of a composite fiberglass lightweight shell and contains chin and scalp vents with rear exhausts. It is Snell M2010 and DOT certified and also comes equipped with a Z-19 shield with lock. The helmet comes in a variety of colors and sizes to suit your customer’s personal style. The suggested retail price of a solid FS-6 helmet is $119.95, while a graphic helmet rings in at $134.95.

For More Info: www.zamp-racing.com

RPHA 10 HJC Helmets The HJC RPHA 10 (formerly the RPS-10) is a highperformance/street helmet designed with input from MotoGP star Ben Spies. Its Premium Integrated Matrix (PIM) construction combines carbon fiber, aramid fiber, fiberglass and organic, nonwoven fabric for a strong, light blend. The helmet is fine-tuned for high-speed aerodynamic performance and minimum vibration. The center-locking shield system produces a secure shield, while an ultra-plush, breathable interior makes for a comfortable ride. In addition, its Advanced Channeling Ventilation System offers full front-to-back airflow to flush out heat and humidity.

For More Info: www.hjchelmets.com

338-B Helmet GLX Helmets The 338-B helmet features an advanced fiberglass reinforced plastic shell. It also includes a removable liner and an anti-fog, anti-scratch face shield. Containing a double D-ring retention system, the 338-B helmet includes an advanced channeling ventilation system and a soft interior to provide additional comfort to your rider. Replaceable shield options make it very light, weighing in at about three pounds. This helmet meets Snell M2010 and DOT standards and retails at $289.98.

For More Info: www.glxhelmets.com

48 February 2013 | Motorcycle & Powersports News

FX-120 Helmet AFX Helmets The FX-120 air pump street helmet utilizes a patented full perimeter air bladder final fit comfort system that can be adjusted for a comfortable custom fit. The composite FRP-alloy shell creates a lightweight yet durable product. An oversized ear cavity is also implemented in the helmet to make room for communication speakers. For additional comfort, a hypoallergenic and anti-microbial nylon liner and cheek pads are included in the helmet’s construction, both of which are removable and washable. Other key features of the helmet consist of a multi-point ventilation system and an optically correct, compound-curved, scratch-resistant shield. A one-touch, drop-down inner sun shield also protects your rider from UV rays. The helmet is finished off with a protective clearcoat and an adjustable cam buckle-style, quick-release retention system. This helmet meets DOT and ECE-22.05 standards and is available in sizes XS-XXL in solid and graphic designs. The suggested retail price ranges from $149.95 to $159.95.

For More Info: www.afxhelmets.com

50 February 2013 | Motorcycle & Powersports News

Booth Preivews Carlson Company

The final February iteration of the Dealer Expo will be held Feb. 15-17 at the Indiana Convention Center in Indianapolis. Be sure to visit these select MPN advertising partners while you’re at the show!

Dealer Expo Booth #5342 Since 1972, The Carlson Company continues to be a leading provider of service equipment to the powersports industry. We offer the right equipment to fit our industry’s specialized needs. COATS Tire Changers, CEMB Computer Wheel Balancers, DYNOJET Dynamometers, INC Dyno Rooms, HANDY Air Lifts, DELTRAN Chargers and other quality brands. www.carlsoncompany.com

Cardo Systems Dealer Expo Booth #1204 Cardo’s Scala Rider continues to be at the forefront of providing the most popular Bluetooth helmet communication systems for motorcycles. Cardo focuses on motorcyclists to pioneer many firsts for its customers to enjoy while riding. www.cardosystems.com

EMGO Dealer Expo Booth #1459 For 2013, EMGO has all its catalogs online at www.emgo.com. The updated, expanded line of aftermarket parts and accessories is now available for retail dealers of EMGO classic, custom and OE-type replacement parts for motorcycles, ATVs and scooters. EMGO, your one-stop shop supplier for replacement parts. www.emgo.com

52 February 2013 | Motorcycle & Powersports News

HJC Helmets Dealer Expo Booth #1201 At the Indy show this year, HJC unveils a new line of helmets—the FG series—as well as an expanded offering of HJC's sophisticated RPHA series helmets, including the all-new Jorge Lorenzo replica HJC RPHA 10 helmet.

HJC is the world's leading helmet manufacturer and offers a complete line of highvalue, high-performance street and off-road helmets. www.hjchelmets.com

K&L Supply Dealer Expo Booth #5163 K&L Supply manufactures and distributes specialty tools, shop equipment and hard parts to independent and franchised dealers. Visit K&L Supply at Dealer Expo to explore their entire product line for 2013. www.klsupply.com

MBA Insurance Dealer Expo Booth #5541 MBA Insurance has been insuring rental operators for more than 30 years.

MBA’s programs cover both the rental operator and the customer for vehicles including motorcycles, scooters, ATVs and more. MBA offers competitive rates and various programs to meet your operation’s needs as well as rental contracts and other forms. MBA also offers personal insurance products to insure the toys you sell. www.mbainsurance.net

MotorcyclePowersportsNews.com 53

Booth Preivews

MTA Dealer Expo Booth #1357 &1365 Come explore MTA’s wide line of powersports brands including Supersprox, Avon Tyres, Slasher Products, Bel-Ray Lubricants, STI Tire and Wheel and many more. www.mtadistributing.com

National Powersport Auctions Dealer Expo Booth #5341 National Powersport Auctions is a leading provider of auction and remarketing services in the powersports industry. Created more than 20 years ago by founders from the industry, NPA serves lenders and dealers throughout the nation with a complete range of auction-related services. NPA is dedicated to providing their customers with the tools and firstclass service they need to be successful. www.npauctions.com

ProX Dealer Expo Booth #1617 The complete ProX Racing Parts product line consists of over 3,000 part numbers. Prox Racing Parts are mainly manufactured in Japan by reputable Original Equipment Manufacturers. The latest, state-of-the-art CNC equipment machines ProX Racing Parts to the company’s exact specifications and high quality standards. ProX Racing Parts can be considered the leading brand in the engine part replacement market for motorcycles (dirt & road), moped/scooter, ATV, PWC and snowmobiles. www.pro-x.com

Samson Motorcycle Products Race Tech Dealer Expo Booth #1234 Race Tech's friendly and experienced staff welcome your questions and inquiries about suspension, Gold Valves, Emulators, our line of G3-S Custom Shocks; or any other motorcycle or suspension related topics! www.racetech.com

54 February 2013 | Motorcycle & Powersports News

Dealer Expo Booth #1283 Samson announces the development of their new High Performance 2-into-1 exhaust “Thunder Pro”. The Samson team says that this pipe is unequalled in pure power for your customer’s Harley-Davidson Motorcycle. www.samsonusa.com

Booth Preivews

Service Manager Pro

Schumacher Electric Dealer Expo Booth #5250 Since 1947, Schumacher Electric Corp. has been leading the charge and driving performance to exceed its customers’ expectations. Visit their booth to see the Battery Extender, which promises to extend battery life two years longer than standard battery maintainers. www.batterychargers.com

Dealer Expo Booth #5829 Do you need ATV, motorcycle or scooter flat rate repair times? Take all the guesswork out of estimating repair times. If your business depends on accurate repair billing then Service Manager Pro product will help you save and make money!

The labor guide covers a staggering 15,000 ATVs, motorcycles, scooters, sideby-sides, snowmobiles, generators, PWCs and boats. Subscribe to Service Manager Pro and get comprehensive Flat Rate Labor Times in addition to the newly added Factory Service Intervals. Stop by for a demo! www.servicemanagerpro.com

56 February 2013 | Motorcycle & Powersports News

Sudco Dealer Expo Booth #2245 Keihin FCR Carburetors are acknowledged as the leading carburetors in 4stroke motorcycle racing thanks to their precise metering high flow, flat slide throttle design and adjustable accelerator pump. Sudco International, America's motorcycle carburetor experts, offer a full line of Sudco Keihin FCR Performance Carb Kits for almost all 4-stroke single cylinder Dirt Bike and ATV applications.

Stop by the Sudco booth at Dealer Expo to see them firsthand! www.sudco.com

Booth Preivews Vee Rubber Throttle Threads Dealer Expo Booth #1234 Have your staff looking sharp with "Wash and Wear" uniforms that can include the brands you sell. Help your customer identify who they should talk to by having us personalize each shirt with your employee's name and what department they work in. Have us make your dealer logo into embroidered patches and then we make the completed uniform shirts only as you need them. We keep the extra patches in stock for your future uniform needs. Don't have a logo? Let us help you! www.throttlethreads.com

Dealer Expo Booth #965 Vitorn Sukanjanapong and his father started Vee Rubber in 1977 making bicycle tires. Vee Rubber has grown to be one of the largest tire manufacturers in the world Vee Rubber started business in the US in ‘05 with a small warehouse in Atlanta. Vee Rubber has become a major player in the U.S. with distributors throughout the country selling scooter, motorcycle, Harley-Davidson and ATV tires. www.veerubber.co.th

Walker Products Dealer Expo Booth #5075 With 65 years experience serving the automotive aftermarket, Walker Products has expanded its coverage to non-automotive O2 sensor applications including motorcycles, ATVs, PWCs, industrial lawnmowers, marine power plants and much more. www.walkerproducts.com

Vega Dealer Expo Booth #803 Visit Vega at Booth #803 and explore its family of products for 2013, including the latest models and hot graphics for its two helmet brands — Vega and Stealth. Head-to-toe coverage continues with an expansive range of apparel, boots and accessories from Vega Technical Gear and distinguished European brand Richa.

Discover why Vega is known for function and style at an affordable price. www.vegahelmet.com

58 February 2013 | Motorcycle & Powersports News

Booth Preivews Wiseco Piston Dealer Expo Booth #1711 After nearly 70 years in the business, the name Wiseco has become synonymous with pistons, especially pistons for off-road racing and riding. Wiseco has attained that instant brand recognition by being one of the few manufacturers of forged pistons within the USA. They carry a full line of performance products including forged pistons, precision forged clutch baskets and hubs, crankshafts, camshafts, forged connecting rods, calves and other accessories for just about any motorcycle, ATV, snowmobile, PWC, outboard marine or automobile on the market. www.wiseco.com

Wizards Products Dealer Expo Booth #538 Because it’s your passion your baby deserves the best. For over 26 years, Wizards has produced a complete line of professional grade products to “Make It Shine.” Nothing produces a better slick, high-gloss shine to show off all your hard work and make you stand above the crowd like Wizards new nano-technology Mystic Spray Wax. www.wizardsproducts.com

Yuasa Battery Dealer Expo Booth #1261 Yuasa Battery, Inc. manufactures batteries that not only last longer, but also require minimum maintenance. Continuous research and development, along with unwavering standards of manufacturing quality have made Yuasa Battery the largest American manufacturer and largest distributor of batteries for powersports vehicles of all types. www.yuasabatteries.com

MotorcyclePowersportsNews.com 59

Essentials: Luggage Covered Hard Trunks Mustang Motorcycle Products Measuring a spacious 22 inches wide by 18 inches long and 13 inches high, these covered hard trunks are large enough to accommodate two full-face helmets. Not only do these matching top boxes add to the overall carrying capacity, but they also incorporate a padded backrest to keep passengers comfortable for the long haul. Made from reinforced fiberglass and covered in the same durable expanded vinyl as Mustang’s seats, the covered hard trunks come in plain or with a choice of chrome studs and conchos to match the brand’s seats and saddlebags. A chrome latch keeps things securely stowed, and the lid is double-sealed for additional protection from the elements. The skirted lid also features a braided edge trim for a finished look.

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For More Info: www.mustangseats.com

Siskiyou Panniers Giant Loop The Siskiyou Panniers require no luggage rack and are lightweight and trim. They secure to the passenger’s footrest mounts and ride on the rear rack and/or pillion seat. They mount and dismount in minutes and fit virtually any motorcycle designed to carry a passenger. This product has a volume of 70 liters and includes two waterproof inner liners, two heat shields and two large bellowed pockets.

The retail price is $649.

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For More Info: www.giantloopmoto.com

Adventure Touring Tank Bag Nelson Rigg USA Made from a top quality UV-treated Tri-Max ballistic nylon, this bag is contoured to fit on most tanks, including sloped Adventure models, and features a protective base material that prevents slipping or marking.

Mounting is quick and extremely secure using new adjustable low profile hooks that attach to the bag, while webbing soft ties anchor to or around the bike’s frame. Each bag maintains shape when empty and includes reflective piping, a lined interior and an office organizer under the lid. It also features a convenient clear map pocket and an integrated GPS/smartphone pouch on the lid. When more room is needed, the bag is fully expandable, adding an extra 4 inches of height and increasing the capacity to more than 21 liters. This product includes a lifetime "no hassle” warranty, an expandable waterproof rainstorm cover with clear top, and is available in black and hi-visibility yellow.

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For More Info: www.nelsonrigg.com

60 February 2013 | Motorcycle & Powersports News

Essentials: Luggage Two-Piece PVC Travel Bag Hot Leathers This waterproof motorcycle bag features zip-off side pouches and quick release buckles. It offers a universal fit, reinforced sidewalls and a padded backrest. It can also be used as a small sissy bar bag and retails for $119.95.

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For More Info: www.hotleathers.com

S3200DE Deluxe Sissy Bar Bag Saddlemen This large bag offers 3,200 cubic inches of storage space and expands by 2.5 inches to fit just about any cargo. It has a fully adjustable sissy bar mounting system that installs in seconds over any size and style sissy bar pad. The rigid construction holds bag shape even when it’s empty. An R850 roll bag is included for extra cargo capacity. It also features a top carry handle, backpack straps and shoulder strap for easy toting off-bike, an internal office organizer, and lockable zipper pulls and buckles. Made tough for years of travel on the road, the S3200DE deluxe sissy bar bag is constructed of UV-, water- and weather-resistant 1200-denier SaddleTuff and leather-like, maintenance-free SaddleHyde panels.

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Four-in-One Tank Bags Held USA These four bags have identical appearances and features but differ in shape and size. The bags are shaped to fit round top tanks, angled tanks, wedgeshaped tanks and odd-shaped/dual sport tanks. They are available in multiple attachments, including Velcro-base pad/front strap, magnetic or four-corner strap-on. All tank bags feature a clear map holder, front external pocket, hard shell glass case, rain cover rear external pocket, carrying handle and allaround zip expansion for additional capacity.

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For More Info: www.heldusa.com

For More Info: www.saddlemen.com

Sport Rack SHAD USA SHAD’s new Sport Rack is the equivalent of a mounting kit needed to mount a luggage case. This innovative fastening method turns sport bikes into touring and vice versa, all in a matter of seconds just by removing the passenger seat. Sport Racks are available for select Yamaha, Honda, Kawasaki and Suzuki models and retail for $165.

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For More Info: www.shadusa.com

MotorcyclePowersportsNews.com 61

Essentials: Tools Battery Lift Tool Drag Specialties/Hotop Designs The Battery Lift Tool was designed to work on touring models and other bikes where the battery is removed vertically. It allows the user to easily remove and install a battery without the worry of damaging their bike or injuring themselves. This tool grips the battery in the case seam on each end and works on most sealed brands. An allmetal construction with a durable powdercoat finish resists battery acid damage and ensures years of reliable service. It is not recommended for use as a battery carrier, and the user should always support the battery weight after it is accessible.

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For More Info: www.dragspecialties.com

Sprocket Shaft Bearing Tool Paughco This tool, designed for 1955 and later Big Twins, allows you to pull the crankshaft through the Timkin bearing with precise accuracy.

Manufactured from heat-treated tempered steel, the Sprocket Shaft Bearing Tool retails at $127.95.

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For More Info: www.paughco.com

Solid Carbide Valve Guide Reamers Goodson Tools & Supplies for Engine Builders These reamers feature a longer pilot area and multi-fluted design for perfect guide sizing. Goodson recommends using these reamers at 300 to 400 rpm with Bronze Reaming Oil for best results. At the recommended speed, it should take three to five seconds to ream one guide. Sizes are available from 4 millimeters to 9.6 millimeters. The retail price ranges from $179.99 to $239.99 each.

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For More Info: www.pitposse.com

62 February 2013 | Motorcycle & Powersports News

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64 February 2013 | Motorcycle & Powersports News

Arai and Nolan

Helmets

Ad Index FREE ONLINE RESOURCE CENTER Find out more about advertisers in this issue online at

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MarketPlace

www.motorcyclepowersportsnews.com/ resourcecenter

Simply the Best Lists: Automotive Aftermarket Truck Fleet & Powersports Markets

Adran Tie Downs ..........................................50

AFX North America Inc.................................51 AIMExpo .................................................Insert Amrep Inc.....................................................25

What Type of Direct Marketing Initiatives Do You Have in Store for 2013?  Direct Mail  Email Marketing  Telemarketing

 New Business Prospecting  Catalog Mailing  Drive Web Site Traffic  Promote Upcoming  Database Enhancement Tradeshows

Don Hemming, List Sales Manager, Babcox Media, Inc. Phone: 330-670-1234 x286  Fax: 330-670-0874  dhemming@babcox.com

Arai Helmet Americas Inc. ...........................30

Automatic Distributors ........................Cover 3 Bendpak.......................................................27

Cardo Systems, Inc.......................................43

Carlson Company.........................................28 Cheng Shin Rubber U.S.A. Inc. .....................56 Crampbuster................................................30

Emgo International ......................................29 K&L Supply Co. ..............................................3

Helmet House .............................................6,7

HJC America............................................12,13 Lonski and Associates, LLC. ...................50, 58

MBA Insurance.............................................31

YOUR AD HERE!

MTA Distributing ..........................................16

National Powersport Auctions .............Cover 2 nizeX, Incorporated......................................17

Pacific Sportswear & Emblem Co.................18 Promoto Billet..............................................63 Race Tech .....................................................26

TISE R E V D A TO IFIED S S A L C IN ACE L P T E K R MA CALL

lmenar A o t r e b Ro t 233 x e 4 3 2 1 330-670 x.com o c b a b r@ ralmena

Samson Motorcycle Products Inc. ................53 Schumacher Electric Corp. ..........................10

Service Manager Pro....................................26 Short Block Technologies .......................22, 35

Sudco International Corp. ....................Cover 4 Sullivan's Inc. .........................................23, 47

TAW Performance Distribution LLC..............19 Team Charlotte Motorsports ........................28 Throttle Threads ..........................................65 United Engine & Machine .............................57

Vee Rubber America ....................................33 Vega Helmet Corp. .......................................49

Walker Products, Inc....................................41 Wiseco Piston Inc....................................15, 55

WIX Filters ...................................................21 Wizards Products/RJ Star Inc ......................45 XY Powersports .............................................5

Yuasa Battery Inc. ..........................................9

66 February 2013 | Motorcycle & Powersports News