Motorcycle & Powersports News

03.2013

MotorcyclePowersportsNews.com

2013 Powersports

March 2013 VOL. 39 NO. 3

How Does Your Dealership Stack Up?

Volume 39 Number 3 MotorcyclePowersportsNews.com

EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com

Making the Most of Your Auction Experience | BY GINA KUZMICK

Associate Editor – Gina Kuzmick gkuzmick@babcox.com Senior Editor – Brendan Baker bbaker@babcox.com Columnists & Contributors Ricky Beggs Heather Blessington Cyclepedia.com Steve Dodds II C.R. Gittere Steve Jones Mark Rodgers Margie Siegal

42

Industry Profile How Does Your Dealership Stack Up?

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

Dealership Operations MIC Welcomes Dealers

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8

The Road Ahead by Colleen Brousil

January 2013 P&A Department Performance 18 .........

Best Operators Club by Steve Jones

Most Values Trend Upwards In Preparation for 20 the Riding Season .........................................................................................................................

Black Book Market Watch by Ricky Beggs

Starter System Troubleshooting

22

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Tech Tips by Cyclepedia Press

Nobody Wants to Work for Jekyll and Hyde

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26

Peak Dealership Performance by Mark Rodgers

New Technology Review

28

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Web Savvy by Heather Blessington

30

Meet the Customer Early

Product Focus

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Essentials: Suspension

Finance & Insurance by Steve Dodds II

Service Department Promotions

32

Shockingly Awesome Shocks ................................................................ 50

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The Service Manager by C.R. Gittere

Video Sells at Ural of New England

Rain Gear Guide

36

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Destination Dealership by Margie Siegal 6 March 2013 | Motorcycle & Powersports News

Gear for April Showers .......................................................................... 52

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

MIC Welcomes Dealers

I

n February, the Motorcycle Industry Council (MIC) began welcoming dealers into its membership for the first time in its long history — while the MIC began servicing the industry under that name in 1970, the association has existed under other names since 1914.

I was elated when I received word that dealers could finally become members of the MIC — MPN has been a longtime member, and the tools the MIC provides its members have been invaluable to me as I’ve reported on the industry over the years.

Member benefits available to dealers include access to market research, assistance with government relations, access to industry events and a wealth of information to help your dealership.

The intel provided in the wide range of reports I have access to as a member of the MIC are well worth the price of membership, and the educational events held by the organization are second-to-none.

The MIC has begun to roll out new benefits of high relevance to dealers, including a six-webinar series conducted by growth strategist, best-selling author and motorcycle enthusiast David Nour. The hour-long, monthly, interactive webinars focus on social market leadership, and are designed to help businesses market themselves more effectively.

If I haven’t effectively sold you on the idea, I encourage you to read more about the MIC’s expansion on page 11 of this issue.

If all else fails, perhaps peer pressure and scare tactics will do the trick? In the first day of eligibility, 25 dealers in 18 states signed on — if the dealer down the street joins the MIC and has access to the association’s wealth of information, they will absolutely have a leg up on you.

Bottom line: join today. Dealers can join for as low as $300 a year with dues dependent on the annual powersports sales revenue of the dealer.

You can begin the dealer registration process at www.mic.org. If you join

by March 31, you’ll be designated as a MIC Charter Dealer. Don’t miss your chance!

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.

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8 March 2013 | Motorcycle & Powersports News

Inside the Industry Yamaha Becomes First Official OEM Partner of American International Motorcycle Expo The American International Motorcycle Expo (AIMExpo), in conjunction with Yamaha Motor Corporation USA, announced in February that the brand will use the groundbreaking showcase as a platform to display its 2014 products in the marketplace and interact with dealers and consumers. Yamaha is the first official OEM partner of AIMExpo, a landmark step in the continued growth of the event. Additional OEM participation will be announced in the near future.

Both the Yamaha and Star brands will be featured at AIMExpo, which is slated for Oct. 16-20 in Orlando, Fla. The Yamaha lineup of off-road motorcycles, sport ATVs and street motorcycles from its sport segment will be joined by UTVs and utility ATVs from the outdoor segment.

The Star brand features one of the most diverse lineups of cruisers that includes many different models with various iterations of each, according to the company.

In addition to their displays in the Main Hall at the Orange County Convention Center, both brands will be taking advantage of AIMExpo’s extensive outdoor space to conduct live prod-

10 March 2013 | Motorcycle & Powersports News

uct demonstrations with demo rides on both the street and dirt.

“On behalf of all of us at Yamaha and Star Motorcycles, we are both proud and excited to announce our official participation at the inaugural AIMExpo in Orlando this fall,” said Kim Knupp, assistant division manager, national events, Yamaha Motor Corp USA. “We feel certain that a renewed energy has indeed returned to the motorsports industry, and the management team at AIMExpo is poised to capitalize on that fact at a time and venue that’s a perfect match for us at Yamaha and for our dealers.”

Echoing Yamaha’s sentiments, Larry Little, vice president and general manager of Marketplace Events’ motorcycle group, commented, “Yamaha has captured the vision of AIMExpo as the new grand stage for the powersports business in North America. Like so many of the leading-edge products they’ve brought to enthusiasts over the years, they’re the first to embrace the innovative concept of bringing all corners of motorcycling and powersports in North America to one place at one time – at the right place at the right time.’’ t

Inside the Industry entire powersports industry, including dealers, consumers and the press, in one single venue for the first time in the United States.

“We’re thrilled to welcome Erik Buell Racing to AIMExpo in October,” said Larry Little, vice president and general manager of Marketplace Events’ motorcycle group.

“EBR is a bright spot in the motorcycle landscape as the company’s beautifully crafted, premier motorcycles have res-

onated with motorcycle enthusiasts who have longed for a high performance, innovative American sportbike. We couldn’t be happier that EBR has chosen AIMExpo to assemble its dealer body while presenting both the company and its products.” t

> Motorcycle Industry Council Expands Membership to Dealers The Motorcycle Industry Council (MIC) has announced it has expanded its mem-

> Erik Buell Racing to Host Dealers at American International Motorcycle Expo The American International Motorcycle Expo (AIMExpo) recently announced that Erik Buell Racing (EBR) will host its dealers at the inaugural event in October.

EBR joins an expanding list of motorcycle OEMs participating in AIMExpo, the powersports industry’s first combined trade, consumer and media event in North America. The event will take place Oct. 16-20 at the Orange County Convention Center in Orlando, Fla. Since introducing its first street motorcycle – the 1190RS – in mid-2011, EBR has quickly become a highly-respected brand thanks to its integration of pioneering American technology to create innovative high performance machines that appeal to the highest level of global sportbike customers. Based in East Troy, Wis., EBR’s presence is built off a strong racing heritage and the unique vision of founder Erik Buell.

At AIMExpo, EBR will also display its newest motorcycles, which will add to the excitement of the award-winning 1190RS model. The 1190RS has impressed the motorcycling world with multiple podium finishes in the 2012 AMA Superbike Championship.

“AIMExpo is adding excitement to the revitalized motorcycle industry, and is occurring at a great location and time, when dealers and riders are planning their purchases to be ready for the next riding season,” said Erik Buell. “We are delighted to join in this celebration of motorcycling.”

By using the event to both showcase new product and gather its dealer body, EBR is taking full advantage of AIMExpo’s concept of bringing together the MotorcyclePowersportsNews.com 11

Inside theIndustry bership to dealers and has already begun signing up charter members. In the first day, 25 dealers in 18 states joined the council, according to the organization.

Powersports dealers and retailers can now take advantage of proprietary market research and technical data, local, federal and state regulatory support, and other benefits of membership in the MIC to grow and protect their businesses and enhance the customer experience.

“Powersports dealers are impactful businesses on Main Street throughout the United States and are a direct link to consumers,” said Tim Buche, president and chief executive officer, MIC. “By bringing in the new dealer members, we are exponentially extending our collective reach and, as a result, significantly growing our industry community. We look forward to the day when we represent businesses in every congressional district in America.”

A Dealer Advisory Council will be appointed later this year to consult with the

MIC board of directors on issues spotting and opportunities to improve the rider experience. “MIC’s mission has always been to preserve, protect and promote motorcycling with the emphasis on riders,” Buche said.

He added that the MIC has long supported dealers by working with them on subjects of common interest, and including them in the membership will provide them with more resources to grow and protect their businesses.

As new MIC members, powersports dealers and retailers will join approximately 300 existing member companies, which include motorcycle manufacturers and distributors, aftermarket product manufacturers, importers, distributors, and more.

“An important goal in integrating the dealers into the MIC is to help redefine how both enthusiasts and policymakers view the powersports industry overall,” added Buche. “The synergistic relationship created by bringing in the dealers

can help evolve the definition of ‘industry’ so it applies to everyone – companies and consumers – who enjoys the motorcycles, all-terrain vehicles, recreational off-highway vehicles, gear and services that drive our industry.”

MIC membership is available to approximately 5,000 existing dealers and 6,000 independent outlets that offer traditional sales and service, service-only and ancillary retail services. More information on membership is available at www.mic.org or membership.mic.org. t

> Küryakyn Acquires MotoCentric Küryakyn Holdings LLC has announced the acquisition of MotoCentric, a leader in the motorcycle luggage market.

MotoCentric is a motorcycle accessories company best known for its industry leading line of street bike and cruiser luggage. MotoCentric’s base of operations will be relocated from Texas to the Küryakyn headquarters in Somerset, Wis. “The MotoCentric brand is a welcome addition to Küryakyn with its vast array of new, innovative and exciting products,” said Marc Wolfram, SVP of sales and marketing for Küryakyn. “We are excited to work with new and existing customers to expand this innovative product line worldwide in the powersports industry.” t

> Traffic Log Pro CRM Creator Joins More Than Rewards Tad Kilgore, creator of the popular Traffic Log Pro CRM, has joined More Than Rewards as contact center director. The new service, Contact Central, will offer deal12 March 2013 | Motorcycle & Powersports News

Inside the Industry ers pre- and post-sales customer followup by phone, expert dealer mentoring, and a free, integrated CRM solution through FreePowersportCRM.com.

“Tad brings a wealth of industry experience and skills to help build the contact center’s clients and tailor our services to their specific needs,” said Jason Brethorst, More Than Rewards owner and founder.

Joining Tad’s team to support the sales and training aspects of Contact Central is 12-year industry veteran and CRM expert Shawn Roberts, who is also the former director of training for Traffic Log Pro. “We definitely will have something different to offer over other dealer call centers,” Kilgore stated, “Contact Central will not just focus on measuring the satisfaction of recent customer purchases, but also help increase customer loyalty and qualify inbound leads.”

He supported his statement by pointing out that all Contact Central cus-

tomers will have access to More Than Rewards’ own Free Powersport CRM, a free, no-contract sales CRM, which will integrate data into the call center in real time. Dealers could potentially save thousands of dollars a year over their current solution, Kilgore claimed.

More Than Rewards is encouraging customers to sign up for Contact Central by calling (414) 446-3547, and to take advantage of 25 percent off introductory pricing until April 30. Powersport dealers can also try a demo of More Than Rewards’ free CRM through www.FreePowersportCRM.com. t

> ADP Lightspeed Releases Service Connect In the latest release of LightspeedNXT (ver 3.9.7) and LightspeedEVO (ver 5.6), hosted users of ADP Lightspeed will have access to Service Connect, an integrated smart-help menu designed to provide answers to users’ questions without leaving their workflow. This simple, time-sav-

ing feature knows what screen the user is working from and will suggest topics to answer questions. Service Connect picks up right where the user left off — providing helpful hints, tips and live web chats with Lightspeed customer support. Live chat offers a direct, online connection to Lightspeed’s support staff, so customers have a choice of picking up the phone or having a web conversation with a Lightspeed expert.

“Service Connect will help our users tremendously,” said Dan Jacobson, director of client services at ADP Lightspeed. “Oftentimes, our phone lines get filled with customers who need answers to simple questions that Service Connect will now resolve. With one click of the ‘SC’ button in the upper right corner of the program, customers can find answers faster than ever before. We’re excited to offer a new level of service to hosted Lightspeed dealers.”

Greg Smith, general manager of ADP Lightspeed, expressed similar excitement

MotorcyclePowersportsNews.com 13

Inside theIndustry regarding the impact Service Connect will have on Lightspeed hosted users.

“At Lightspeed, we strive to train our customers on how to use our programs, but when using a feature for the first time on their own, they may not remember exactly what to do,” said Smith. “That’s where Service Connect will add value to the dealership by saving them time. No longer will a customer have to call support to get answers to everyday user questions. With Service Connect, they can quickly find the answer or open a live chat and talk to a member of Lightspeed’s customer support team.”

As a user begins typing a question or topic into the Service Connect search bar, a list of relative help topics will appear, beginning with topics that relate to their current screen in Lightspeed. If a user still has questions, they can submit an e-case, where a member of Lightspeed’s support team will call them at a time that is convenient for the user. t

> California Lawmaker Withdraws Restrictive Lane-Splitting Bill The sponsor of a California Senate bill that would have restricted the current practice of lane-splitting by motorcyclists will withdraw the bill from consideration, the American Motorcyclist Association reports.

Lane-splitting by motorcyclists in California is recognized by the California Highway Patrol and helps ease traffic flow, according to the association.

An aide to state Sen. Jim Beall (D-San Jose), who sponsored S.B. 350, confirmed in an email to the AMA dated February 26 that the bill would be withdrawn, pending the results of a University of CaliforniaBerkeley safety study expected later this year. The bill, introduced Feb. 20, would have allowed lane-splitting only in certain instances: on divided highways with three or more lanes of travel in the same direction, only when traffic is congested and only at a “safe” speed.

Nick Haris, AMA western states representative, noted that lane-splitting has been an accepted custom and necessary strategy to ease traffic congestion in California for years. He noted that Beall’s bill proposed a sudden and significant shift in traffic management strategies in the state with respect to motorcycles,

First Woman Elected as AMA Board of Directors Chair The American Motorcyclist Association (AMA) has announced that Maggie McNally was unanimously elected chair of the AMA Board of Directors at its meeting in Indianapolis on Feb. 16.

McNally, of Albany, N.Y., was elected vice chair in December 2011 and has been a member of the board since 2009, representing individual AMA members in the Northeast region. With her election, she becomes the first woman to lead the AMA board in the association’s 89-year history.

“I’m honored that my fellow AMA board members have chosen me as chair, and I’m humbled by the historical significance of a woman taking this office,” McNally said. “At the end of the day, however, the important thing is not the gender of the board’s chair. Rather, it is the united commitment by the board and the AMA staff to carry out our mission to better protect and promote motorcycling. Doing so enables us to nimbly and ably meet the needs of our existing and future members.”

McNally succeeds South Central Region Board Member Stan Simpson, who did not seek re-election as chair. Simpson, who remains on the board, was

which could have had a serious impact on traffic flow.

“We are pleased that Sen. Beall’s office is withdrawing the bill, but we remain watchful of any legislative action on lane-splitting that could penalize motorcyclists,” Haris said. “Lane-splitting has been done safely in California for decades, so there is really no need to impose new restrictions, especially given the guidelines just released by the California Highway Patrol that make no mention of a three-lane minimum.”

According to the California Highway Patrol, lane-splitting occurs when a motorcyclist rides between lanes of stopped or slower-moving traffic or moves between lanes to the front of stopped traffic. The convention is recognized as a benefit to urban traffic flow because it allows motorcycles to make maximum use of roadways when traffic is stopped

14 March 2013 | Motorcycle & Powersports News

elected to the AMA Board of Directors in 2005 and served as its chair since 2007.

In 2008, he was recognized as the AMA Motorcyclist of the Year.

Also at the meeting, AMA Business Member Russel Brenan of Kawasaki was elected vice chair, and Ken Ford of the Southeast region was elected assistant treasurer. Members elected at large to serve on the executive committee were Perry King of the Northwest region and business member John Ulrich of Roadracing World.

At the AMA Business Member meeting earlier that same day, Scott Miller of Harley-Davidson Motor Company and Brenan were re-elected to the AMA board.

“The AMA Board of Directors represents a wide-ranging pool of experience, expertise and passion for motorcycling,” McNally said. “We draw from the motorcycling industry, AMA clubs, our membership and the entire motorcycling community. I’m confident that we are in an excellent position to build upon the momentum we’ve created to continue the AMA’s mission of promoting the motorcycle lifestyle and protecting the future of motorcycling.” t

or significantly slowed. The controlled flow of motorcyclists through stopped traffic also permits more space for other road users.

“Lane-splitting by motorcyclists, when done correctly, helps improve traffic flow for everyone on the road,” Haris said.

“That helps everybody save time, gas and hassles, and promotes safer roads by mitigating traffic backups. It’s important that we work to preserve lane-splitting for the benefit of everyone on the road.” t

> Schuberth North America Adds Two New Members to Dealer Development Team Schuberth has announced two new additions to its North American Dealer Development team. Ariel Krawczyk has joined Schuberth North America as special events coordinator, and Glen West will take on the role of internal dealer

Inside the Industry Bell Helmets Increases International Presence with New Hire In another move designed to bolster its aggressive international business goals, Bell Helmets has appointed Brett Conley as export sales manager - international.

In this position, Conley will work to cultivate and execute against an assertive international strategy that will further broaden Bell’s brand footprint worldwide.

Conley joins Bell from Fox Racing with eight years of international sales experience and more than 11 years of industry experience. Conley’s associations with key international distributors will help Bell forge new distribution partnerships in critical international regions, as well as manage Bell’s existing international accounts.

“We welcome Brett to the Bell team and are excited by the expertise, relationships and resources he brings to our aggressive international business efforts,” said Chris Sackett, business unit director – powersports. “Since the day Roy Richter got it all started in 1954, Bell’s brand and the success of its products have always been a function of the passionate, devoted Bell team members who live the very lifestyle they sell. Brett is certainly no exception, and we’re thrilled to have him.”

With the hire of Conley, the company is forging ahead, identifying potential distributors and developing plans for entrance into several additional international markets, with Europe as an immediate priority. Most recently, Bell reentered the Australian market after an 18-year absence, through its partnership with one of Australia’s leading distributors, Monza Imports.

To maintain its existing momentum and better equip itself to handle the significant global effort, Bell is increasing its international staff presence, recently opening a sales office in Rolle, Switzerland, just outside Geneva. The office supports the sales and marketing of the Bell brand overall, including its cycling division and other sister brands already being sold throughout Europe. t

development representative.

“We are proud to add Ariel and Glen to our team of high caliber professionals representing the prestigious Schuberth brand,” said Randy Northrup, vice president of Schuberth North America. “Ariel is extremely knowledgeable about our products and customers and will be a great support to our dealer network. Additionally, with the expansion of the Schuberth helmet

line, we brought Glen on to help provide extra support to our dealers. Glen is an avid rider and has a great understanding of the market. I have worked with Glen in the past and am pleased to have him as part of the Schuberth team.”

In her new role, Krawczyk will be roving the country with the Schuberth Event Van, supporting and training dealers and displaying Schuberth products at consumer

MotorcyclePowersportsNews.com 15

Inside theIndustry events. She is an avid motorcyclist and adventure tourer, previously employed by MotoQuest where she worked closely with Schuberth as a strategic partner. This natural transition of skills and knowledge make her an asset to the Schuberth North America team from the start.

“I’ve had enthusiasm for the brand from the first moment I slipped on a C3,” she said. “The more I learn about the engineering and quality control that goes into the production of Schuberth helmets, the more excited I am to represent such a great company.”

West will be based in-house at the Schuberth North America facility in Southern California. He will be responsible for dealer programs, sales and event support in the eastern territory.

“I’m thrilled to represent a brand with such a rich heritage and products of unparalleled performance,” said West. “I’m looking forward to bringing my relationship-focused approach to the dealer development operation of Schuberth North America and to help our dealers maximize their sales.” t

> Sturgis Motorcycle Museum & Hall of Fame Announces 2013 Inductees The Sturgis Motorcycle Museum & Hall of Fame has announced the 2013 inductees into the Sturgis Motorcycle Museum Hall of Fame and the Freedom Fighters Hall of Fame.

The Sturgis Motorcycle Museum Hall of Fame is designed to recognize individuals or groups who have made a long-term impact on the motorcycle community, while the Freedom Fighters Hall of Fame recognizes the commitment and sacrifices individuals have made to protect the rights of motorcyclists.

“Still” Ray Fitzgerald, president of The Journeymen’s Motorcycle Club and chairman of the Arizona Confederation of Clubs, is the sole Freedom Fighters inductee. He has helped successfully build a number of ABATE chapters throughout Arizona, and was the Motorcycle Rights Foundation’s first Sustaining Motorcycle Club Representative. t

> AMA Welcomes Roadracing Series as Featured Series The American Motorcyclist Association has announced that the American SportBike Racing Association (ASRA) and U.S. Grand Prix Riders Union (USGPRU) Championship Series have joined the AMA sanctioned events calendar as AMA Featured Series. The events, which feature some of the country’s most competitive amateur roadracing, run March through October.

“Each of these series brings an exciting and unique flavor of competition to the AMA-sanctioned calendar,” said AMA Track Racing Manager Ken Saillant.

“We’re looking forward to working with both ASRA and the USGPRU to advance the roadracing discipline and bring greater awareness to the top-notch competition that both of these series feature.”

The ASRA Championship Series features both sportsman classes and classes for aspiring professional racers. It includes both amateur and expert competition in Thunderbike, SportBike and SuperStock classes.

“We are looking forward to our new relationship with the AMA as a featured series,” said ASRA LLC President Kevin Elliott. “This not only elevates our series, but it provides value to our racers and their sponsors by becoming a part of the largest motorcycle organization in the Americas. We feel that this gives both the AMA and the American Sportbike Racing Association a better position in our sport by providing riders with a clear stepping stone leading into the professional roadracing ranks. After years of running our series as a standalone, it was the logical move to join with the AMA and promote our sport with the help of such a great organization.”

The USGPRU features 125cc and 250cc two-stroke roadrace bikes, as well as Moriwaki MD250H spec bikes. The USGPRU format includes extendedlength grand prix racing with timed qualifying and is designed to prepare riders for two-wheel racing at the highest levels. For 2013, USGPRU events are running in conjunction with select events on

16 March 2013 | Motorcycle & Powersports News

the ASRA calendar.

In addition, select rounds of the ASRA Team Challenge endurance series are also sanctioned.

For the 2013 schedules of events, visit www.asaracing.com and www.usgpru.net. t

> Parts Unlimited Hires New York Sales Rep Parts Unlimited has announced the addition of Jeremy Genter to its sales team, taking on the role of New York sales representative.

Genter’s background includes working as a powersports sales rep in the New York area for the last several years. He has been riding since age five and enjoys hunting and fishing in his spare time. t

> LeoVince USA to Distribute GPR Stabilizers Beginning in late March, LeoVince USA will begin distributing GPR Stabilizers. LeoVince will be offering dealers and consumers GPR Stabilizers backed by high quality customer service and technical support. GPR Stabilizers are manufactured, assembled and tested in the United States at GPR’s headquarters in San Diego, Calif.

“GPR has a history of quality, dependability and success in all levels of racing globally,” said Tim Calhoun, executive vice president of LeoVince USA. “Many of our top sponsored teams have been using GPR Stabilizers because they appreciate the quality and simplicity of the products. Those are aspects we look for when choosing what brands to distribute.

Our customers expect us to offer only the best products, and we feel that GPR aligns well with our philosophy at LeoVince USA.” GPR Stabilizers have been developed for racing through success with sponsored teams around the world. Hallmarks of GPR Stabilizers include light weight, small size and easily adjustable settings, even with gloves on, according to the company. The stabilizers are available for a wide variety of motorcycles on the street and track. t

BEST

Operators CLUB

By Steve Jones

January 2013 P&A Department Performance CHART 1

T

his month, we’ll review January parts and accessories department data, which includes apparel. We’ll compare a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers for this group in each category.

As you can see, sales this January weren’t as strong as last year for the group or the Top 5 dealers. It is likely that the Top 5 dealers’ revenue reduction heavily influenced the group numbers. Although some of this may be weather-related, the 20-group mem-

Total Store Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

Total Store Sales YTD

376,000

619,000

485,000

Total Store Sales Change from Prior Year

-19.3%

-26.4%

+9.6%

Total Store Gross Margin

25.3%

27.5%

26.0%

Gross Margin for Prior Year

22.5%

27.6%

24.9%

Contribution to Gross Profit: P&A

32.8%

41.6%

29.6%

Door Swings: Percent of Change from Prior Year

-3.9%

42.8%

-7.8%

$28.85

$49.61

$35.20

Cost Per Door Swing

bers are from all parts of the country. In comparison, the overall National Norms were up almost 10 percent. Although sales may have declined, total store gross margins increased for most dealers compared with last year. The Top 5 remained at an excellent 27.5 percent. These are very strong numbers for our industry.

The P&A contribution to total store gross profit was up considerably for the group and the Top 5 — this might indicate a reduction in their unit sales as a contributor. That would certainly be consistent with the loss of store total sales.

Nationally, PG&A sales increased nicely. Here is yet another indication of soft January unit sales: PG&A dollars per vehicle sold increased considerably. As unit sales decrease, the dollars sold per unit tend to increase.

Interestingly, when I looked at data from fall of 2012, the Top 5 dealer margins for both parts and accessories changed very little.

They are very good at locking them in and holding them. The group and National Norm margins dropped slightly.

Personnel expense as a percent of dealership gross profit is high. This is due to these dealers ramping up their staff for the season — on top of sales being slow. Normal for this category would be around 35 percent.

Hmm. It is interesting that the Top 5 dealers managed to increase invoice volume. Since sales dollars dropped, I would have to say that folks bought more low-cost items from these dealers. Inventory obsolescence numbers are good — they should be at this time as most dealers should have written down their excess inventory to take the tax break. No more than 15 percent of your inventory should show up on a report of “no sale for 12 months.”

Parts turns are very strong. As I have stated before, you have to be careful not to get too high a number. There is a point of diminishing returns if you have to order too often because you don’t 18 March 2013 | Motorcycle & Powersports News

CHART 2 stock sufficient high-turn inventory to meet the needs of your service department, let alone your customers. The low turns in accessories is impacted by clothing. Historically, these items don’t turn as well as we’d like.

Wow. Check out the gross profit per employee for the Top 5 dealers. This is what can happen when you either hire the best people or provide the training to get your “B” players up to this level. I’m sure we would all like to see an extra $5,000 per employee in any given month. This number is a good one to use for comparison.

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 analysis system is available to any dealer-

Parts & Accessories Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

-2.4%

-9.1%

+25.1%

Total PG&A Gross Profit Per Vehicle Sold

$1,077

$1,644

$1,187

Parts Margin

33.8%

40.1%

33.6%

Accessories Margin

30.3%

36.9%

29.9%

Personnel Expense as a Percent of Dealership Gross Profit

68.4%

41.1%

61.0%

Change in Dept. Selling Margin from Prior Year

-0.9%

4.3%

-1.1%

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

Invoice Volume Change from Prior Year

-2.4%

15.0%

-1.0%

Operating Profit Change from Prior Year

-0.2%

3.4%

0.4%

Percent of Inventory Obsolete

PG&A Sales Change from Prior Year

CHART 3

Part 2

Parts & Accessories Stats

11.5%

0.8%

7.5%

Parts Inventory Turn

5.3

8.6

5.4

Accessories Inventory Turn

2.2

3.0

3.1

Average Number of Customer-Facing Staff, YTD

3.6

5.6

4.1

$9,289

$14,737

$9,095

Gross Profit per PG&A Employee, YTD

ship 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

Most Values Trend Upwards In Preparation for the Riding Season

A

fter the last couple of months in which values remained largely flat, February brought some movement to most, though not all, segments in the powersports market.

One segment even shows almost exactly zero net change this month.

First up, the segments showing losses are the ATVs and, somewhat surprisingly, the snowmobiles. ATVs are down -.4 percent, while the drop for the sleds is -1.8 percent. Why the snowmobiles have dropped this month is a mystery, but at one re-

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

Average Used Values

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

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

February $3,710 $8,389 $17,413 $2,499 $4,896 $1,929 $4,662 $7,009 $6,989 $5,297

20 March 2013 | Motorcycle & Powersports News

Percent Change -0.40% 0.80% 1.70% 0.00% 0.80% 0.90% -1.80% 0.70% 0.10% 1.70%

Snowmobile

cent auction, buyers were scarce and money was tight for these units. It has been a mild winter up until recently across much of the country, and this may be impacting demand for snowmobiles.

The off-road bikes have not changed in value at all this month. While a few individual units have changed slightly month over month, as a segment, there is no change versus last month’s values. We occasionally see a segment that only changes in value by a few dollars, result-

Street

Utility

Watercraft

ing in a zero percent change, but this is the first time that the changes are less than a single dollar.

Now for the positive news: street bikes, scooters, on/off-road bikes and cruisers are all up around one percent.

The beginning of the riding season is often tied to Bike Week in March in Daytona Beach, Fla. The uptick in cruiser values could be driven with dealers, mostly on the East Coast, getting some inventory ready for this major event. UTVs are up slightly at .1 percent. It does seem a little early in the year, but personal watercraft and jet boats are up 1.7 percent, signaling that the arrival of spring and warmer weather is already on the minds of the dealers buying these units at auction. t

TECH

Tips

Cyclepedia Press LLC

Starter System Troubleshooting

E

lectric starting systems are now found on almost all powersports vehicles. All electric starting systems have two separate circuits: one for low-current, and one for high-current. Both circuits are connected to the battery.





The high-current circuit uses heavy gauge wire.

When the starter motor is activated, it requires a large amount of current to turn the engine over. The high-current circuit carries this current to the starter motor from the battery.

This circuit is easily identifiable as it must use a heavier gauge wire to handle the high-current. The 6- to 8-gauge wires that connect the positive battery terminal to the starter relay and the starter relay to the starter motor make up the high-current circuit, along with the high-current contacts in the starter relay.



The high-current circuit is controlled by the low-current circuit. The low-current circuit uses smaller wires, usually 16- to 12-gauge. The central components of this circuit are the battery, main/ignition switch, engine start switch, fuse and coil winding inside of the starter relay.

When the engine start switch is activated, the low-current circuit is completed and an electromagnetic field is created inside the starter relay. This electromagnetic field closes the highcurrent contacts and completes the high-current circuit. The high-current flows through the heavy-gauge wire to power the starter motor. When the engine start switch is released, the lowcurrent circuit is opened, and as a result, the high-current contacts open and the high-current flow to the starter motor is stopped.



The low-current circuit controls the high-current circuit.



Most starting circuits are designed to keep the starter motor from turning under unwanted conditions. This may involve brake, clutch, side-stand or neutral switches that will not allow the low-current circuit to complete unless optimal starting conditions exist. If the starting system isn’t functioning correctly, troubleshoot the whole circuit and not just the main components.

22 March 2013 | Motorcycle & Powersports News



Account for the entire circuit when troubleshooting.



Listen for the starter relay to click.



Test for continuity between the high-current terminals of the starter relay.



When inspecting an electric starting system, be sure to start with a battery that is fully charged. Locate the starter relay. Attempt to start the engine and listen to the starter relay. The starter relay should click. If the relay clicks, the low-current circuit of the starting system is complete.

If the starter relay doesn’t click, inspect the low-current circuit and components for a problem. Almost all starter relays can be tested in the same manner.



Disconnect the high-current lead from the positive terminal of the battery and unplug the low-current connector from the starter relay. Jump 12 volts directly to the low-



Check if the starter motor will turn when powered.

current input terminals of the starter relay. Check for continuity between the high-current terminals. When the jump is completed, there should be continuity between the high-current terminals. When the jump is open, there should not be continuity between the high-current terminals. Replace the starter relay if it fails this test.

If the starter relay is clicking but the starter motor is not turning, there is a problem with the high-current circuit. Check for a poor connection in the heavy-gauge wires between the battery and starter relay, and the starter relay and the starter motor.

The problem could lie with the starter motor if the high-current wires and connections check out.



To test the starter motor, jump 12 volts directly to it and see if it turns. Be sure to prepare the vehicle for the starter motor turning, as the low-current circuit safety precautions will be bypassed in this test. If the starter motor doesn’t turn, it is either faulty or locked up by a mechanical engine problem. t

Cyclepedia Press LLC authors powersports service manuals, a specification database and training modules to help technicians efficiently service ATVs, motorcycles, scooters and side-by-sides.

Each month, Cyclepedia examines real life shop scenarios with recommended tech tips for handling the problems encountered.

For more information about Cyclepedia manuals and professional products, visit www.cyclepedia.com.

24 March 2013 | Motorcycle & Powersports News

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Nobody Wants to Work for Jekyll and Hyde:

Five Ways to Build Managerial Consistency, Trust and Gain Monstrous Commitment

I

n 1886, Robert Louis Stevenson published the book The Strange Case of Dr. Jekyll and Mr. Hyde. In the story, a lawyer investigates the activities of an old friend, Dr. Henry Jekyll, and the evil activities of his alter ego, Edward Hyde. The story is so well-known that the mere mention of the names “Jekyll” and “Hyde” communicates the notion of a split personality. And no one wants to work for a “Jekyll and Hyde”type manager.

Have you ever worked with someone who was friendly and personable one moment then abrupt and standoffish the next?

Have you ever known a person to demand detail in one instance and then insist you get to the point moments into your next conversation? People need to be able to calibrate to others’ behavior — it gives a sense of reliability and consistency. When that is difficult, people find the manager to be difficult.

Here are managerial actions you can take. If you use them consistently, they will help you avoid the Jekyll and Hyde syndrome and build monstrous commitment with your people.

1.

Use the titanium rule of giving guidance.

It’s not the “what,” but rather the “why” that matters. Most people feel more committed when they understand why what you’ve asked them to do — no matter how seemingly insignificant — can be linked to the larger objectives of the group or the organization.

For example: “It’s important to follow up with all-new purchasing customers within 48 hours so that if there are any problems, we can fix them before they go viral.”

This way, your direction will always

seem grounded in logic and not as if you’re operating with all the predictability of a Kansas twister.

2.

Understand and consistently focus on others’ enlightened self-interest.

People often take action for mainly one of three dominant reasons: coercion, normative influences or a little thing known as enlightened self-interest. The problem for managers is that coercion can be fleeting — remove the punishment or the inducement, and the behavior returns to baseline. Not to mention it can produce unintended consequences (Prohibition, anyone?). Normative influences are tough because, well, all the kids may be doing it, but they don’t do it your way consistently enough. Enlightened self-interest is really the way to go: if it’s good for the dealership, good for the customer and good for the person, why not?

When I understand frequent rearranging of the showroom floor makes the dealership seem new, inviting and can help me close more business more easily, I’m more inclined to do it and do it well. When I understand that the timeliness in which I respond to customers’ email inquiries dramatically increases the likelihood that they’ll reply to me and not the competition, I’m in. When I understand that circling back to a referring customer with the results of my conversation with their friend is not only the right thing to do, but could very well result in another referral, I get very clear about that priority.

When managers focus on enlightened self-interest, their actions are more meaningful and seem less like some kind of science experiment.

26 March 2013 | Motorcycle & Powersports News

3.

Continually cultivate trust.

My mentor always told me that trust is the unshakable belief that I have your best interests at heart. If I don’t trust you, I won’t even accept a compliment from you because I’ll be suspicious of your motives. If I trust you, I’ll be willing to listen to the sharpest criticism.

How can you develop trust quickly?

Provide value early and often. As a manager, you can transfer needed skills, like how to open with a customer on the showroom floor, how to rebut a difficult objection, or how to perform a task on your DMS. As a manager, if you want to develop trust quickly, you should always base your comments on observed behavior and not supposition. It’s pure speculation on your part to say, “I think you don’t like the new sales person because she’s female.” And another to say, “You may not even realize this, but I’ve observed you being quite helpful to some on the sales staff, but quite short and not so helpful to our new person. May I ask why?”

I had a person tell me once that trust was too esoteric to be considered a management topic and — speaking of supposition — you’d only ever be guessing about whether you’ve established trust or not. I completely disagree. There are real indicators that trust exists. When a person offers information you didn’t request, that indicates trust. When a person asks for your opinion or when your questions are responded to with specifics and detail, trust is displayed. If the other person is willing to listen to a dramatically different point of view, that is an indicator of trust.

The key with trust and your people is

they have to know that you always have their best interests at heart. In the best organizations, trust isn’t situational.

4.

Make respect a constant.

Respect is the nitrous oxide of commitment combustion. If I respect you, I’ll do just about anything to have you respect me. Respect, like many things, is reciprocal. If you demonstrate respect to me, I’ll demonstrate respect to you. So how can you earn the respect of your people? Here are some quick points: When they speak to you, listen. Really, listen. Don’t check your email; don’t look around to see who just came in the front door. Really listen to what they have to say.

Who knows? You may learn something about their customers, their challenges or yourself.

Recognize that comments from you carry more weight. As a manager, there is no such thing as an offhand comment. Your people are tuned in to what you say and are constantly trying to pick up clues. So use that filter in your head. Think before you speak.

Lose the profanity. I can swear like a sailor and do at times, but not when I’m in a business setting. If the only way you can get your point across is with expletives, you need to enlarge your vocabulary. Profanity erodes respect.

Avoid mercurial mood swings. Try not to get too high or too low. As a manager, your people will take their cues from you.

Admit when you’ve made a mistake. It’s okay to be wrong. We’ve all erred. We’ve all said the wrong thing on occasion. Few things will prove to others that you’ve got the mettle for management than being willing to admit you’ve blown a call. Admit it, and then move on.

5.

Always discuss outstanding performance, be it positive or negative.

One of the biggest variables with managers is the discussion of performance.

It’s easy to talk about what went well. It’s not so easy to talk about what didn’t. But that is the very definition of a Jekyll and Hyde manager — unpredictability.

Acquire the skills you need to have both behavior-reinforcing conversations and behavior-correcting conversations.

You want your people to know that good or bad, tears or beers, performance will be reviewed.

Employee compliance may help the job get done, but team member commitment can create extraordinary results.

When teams feel committed, they solve unsolvable issues. When teams feel committed, they create what previously didn’t exist. When teams feel committed, they anticipate what couldn’t be foretold.

FedEx, Disney and Southwest are all companies that stand out. One of the reasons they are successful is because customers know what they are going to get when they do business with them.

Do your people know what to expect when they work with you? 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 27

WebSAVVY

By Heather Blessington

Dealer Expo: New Technology Review

T

echnological innovation was easy to find at the 2013 Dealer Expo in Indianapolis, Ind. Here is a rundown of the latest and greatest products showcased for powersports dealers: AccessorySmart Imagine, no more flipping through paper catalogs searching endlessly for SKUs, or ordering the wrong item because the SKU was handwritten incorrectly.

AccessorySmart by ARI Network Services makes this dream a reality. This PG&A lookup solution provides your parts

28 March 2013 | Motorcycle & Powersports News

counter personnel with a one-stop resource to search for products, costs and availability from aftermarket suppliers including Tucker Rocky, Parts Unlimited and Western Powersports. The online system provides access to more than 500,000 SKUs from 1,400 aftermarket manufacturers. Hands down, the most impressive aspect of this product is the speed in which it takes to find a particular SKU, which ARI states is 80 percent more efficient, translating into an annual savings of $20,000 for the average dealership. The way I see it, you can’t afford not to research this product. For more information, visit www.tryaccessorysmart.com.

DX1 Powersports Network unveiled its new dealer management system called DX1. Right off the bat, the user interface dazzled the eye.

The design is nothing like anything I have seen in the powersports industry, and it could best be compared to the clean and simple look and feel of the Microsoft Surface branding. DX1 is a true cloud-based system that handles everything dealers need to run a successful business including management of inventory, sales, website, market-

ing, customer relationships and accounting within one database. The only bummer is we need to wait for it; DX1 launches in beta April 2013. To request participation in the Early Adopter program, visit this link: http://bit.ly/ContactEarlyAdopter.

Powersports Connect NADAguides introduced Powersports CONNECT, a digital solution that dealers can use to help determine vehicle values

player installed at your location. Monthly rates start at $99/month. Read more here: http://www.mototvnetwork.com/

MOTOTV The concept behind MOTOTV is a great one – most dealerships have TVs mounted throughout the store, so put them to good use! MOTOTV pipes in fresh content from The Speed Channel (AMA Race Updates!), RacerX Films and Red Bull plus they are constantly updating them to keep the programming fresh. “Being PowerSports enthusiasts ourselves, we are stoked to add excitement and knowledge to the dealership atmosphere, which we believe inherently increases sales,” said director of business development, Mark Gradowski.

In between the MOTOTV content, there is space for you to add your own promotional messages to educate and inform your customers while they shop. MOTOTV is not a DVD loop; instead, it’s completely customizable to what you sell in your dealership and editable in a flash. It uses your existing broadband Internet connection, which allows MOTOTV to run evening downloads of new content to the media

Loyalty Rewards Lightspeed Loyalty Rewards is a pointsbased loyalty program designed to help increase customer visits to your dealership.

Rather than giving individual discounts, Loyalty Rewards give points to customers for purchases they make. The system is completely cardless, fully integrated with Lightspeed, and it allows customers to redeem points with a gift certificate or mobile device. The dealer user interface allows a view of customer points, top customers and top categories, and the back end dealer portal allows management of customers, scheduling of events and point balance adjustments. The data also can be exported to allow you to monitor the program’s effectiveness. Visit http://bit.ly/ADPLightspeed or call (800) 521-0309. 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.

accurately and efficiently. Updates are made six times annually, rather than the standard updates of the paper Guidebooks, which are published three times per year. The tool provides a complete spectrum of data and services, including suggested retail cost, dealer cost, used wholesale values and used retail values.

Powersports CONNECT also allows dealers the ability to create custom hang tags with dealer add-ons and a dealer logo, as well as inventory management features that allow printing of itemized value reports. Go here for more information: http://bit.ly/NADAConnect.

MotorcyclePowersportsNews.com 29

&

Finance Insurance

By Steve Dodds II

Meet The Customer Early

O

ver the past several years, I have spent a lot of time looking at dealership numbers and talking to sales and finance managers about how they do what they do. Through this exercise, I have been able to quantify what behaviors, environments and approaches produce the best results in a finance office and why.

In the coming months, I will share with you the top reasons that these finance managers are so successful. Whether you are a finance manager, a sales manager, a general manager or a dealer principal, you should take some time to focus on the most profitable square footage in your dealership: your finance office!

When I look at the dealerships that produce profits in the top 10 percent of the nation, certain trends start to show.

The most obvious one is that all of the finance managers meet the customer out on the sales floor immediately after the sale is closed, if not earlier.

There are several things that they accomplish by meeting the customer early. First, they are able to build better rapport with the customer by meeting them where they are comfortable. One of the things that we know about rapport is that the more you have and the more the customer likes you, the more they will be willing to spend with you. We also know that if it takes a little longer than expected to get the paperwork ready, they will be more forgiving if they like you.

The second thing that it allows the finance managers to do is make sure that they have all of the information they need to do their job. The top timewaster in the finance office is inaccurate, incomplete or illegible information. By verifying the credit application and

worksheet information with the customer, they are able to eliminate these slowdowns. This step is what gives the finance managers the time they need so that they can go out and meet every customer.

If the customer is paying cash or financing with a source other than the inhouse finance offer, this also gives the finance manager a chance to talk about why the customer should finance with them.

I have heard a lot of different ways to get the true source of the customer’s money. Unfortunately, most of them can be (and regularly are) answered, “none of your business” or with erroneous information that does not lead you to the actual source.

Here’s the best way I’ve heard to get the actual source of the money from the customer: After the finance manager has verified how the customer wants their title registered, address, etc., he or she says, “The last piece of information I need is your lienholder address” (I will talk about this in greater detail when we discuss converting a customer to your financing next month). This allows the customer to share with you exactly where the money is coming from without ego getting involved. They understand that you need this information so that you can make sure the paperwork is done correctly. After they tell you where the money is really coming from, you can start to talk about why they might want to finance with you.

The last thing that the top finance managers do is let the customer know what will happen between now and when they see the customer again, and roughly how long that will take. When a customer asks, “How much longer is this going to

30 March 2013 | Motorcycle & Powersports News

take?” and the salesperson says, “Just five more minutes,” that’s a good way to make the customer mad. The best way to stop this is for finance to give the customer a realistic timeframe before the customer asks a salesperson. By doing this, the customer will be much more likely to come back to your office happier and buy more.

The explanation should go something like this: “OK, Mr. Jones, the next thing that is going to happen is Bill, your salesman, is going to introduce you to someone over in parts who can answer any questions you may have about accessories, gear, etc. Then, they are going to take you over to service where they will go through your bike with you.

When you are done there, I will take care of everything else we need to do so that you can take the bike home today. I should see you again in about 30 minutes.

That should give me enough time to have everything ready. Thank you.”

Your explanation should cover whatever your customer will experience in your dealership. If you are not introducing the customer to parts and service and are curious about the advantages of doing so, stay tuned for future installments, or you can always drop me a line at steved@gartsutton.com. t

Steve Dodds II is a moderator, trainer and consultant for Gart Sutton and Associates with experience in every position in the sales and finance departments. Dealers rave about his ability to identify areas for improvement and implement the changes that produce superior results. If you have questions about what he or one of their other talented consultants can do for you, contact info@gartsutton.com.

THE

Service

MANAGER

By C.R. Gittere

Service Department Promotions

I

n 2008, our industry sold around 1.1 million units. The economy was hot, financing customers was easy and unit inventory levels were adequate to low. In 2009, the economy slammed on the brakes, and we have not achieved those 2008 new unit sales levels since. Over the last several years, our industry has delivered around 500,000 to 600,000 new units. This represents billions of dollars in lost sales for the dealership network. We have also seen a dramatic increase in large online retailers doing a good job of buying right, selling on price and taking sales away from local dealers.

I believe there are three main elements to any successful dealership: unit sales, parts and service. Since 2008, dealers have seen at least two of these three pillars erode. But what about service? Those 1.1 million units sold in 2008 are still on the road!

32 March 2013 | Motorcycle & Powersports News

I have talked with several aftermarket accessory manufacturers that are experiencing their best sales year since 2007. I think it’s because riders are keeping their bikes and adding accessories to them rather than purchasing new units.

So what is your dealership doing to capitalize on the one thing online retailers can’t do? There are roughly 9.5 million motorcycles registered in the U.S. for on-road use, and according to the Motorcycle Industry Council, about 10,100 retail outlets for powersports equipment. A little quick and rough math tells us that there are about 940 motorcycles in operation per dealership location. The CPSC says there are about 12.6 million off-road vehicles (not including PWC) in operation. Using the same math as above, that gives us about 1,248 off-road vehicles in operation per retail location.

So, the question is, do you have more than 2,100 customers who visit your dealership every year for service or repair work?

That would equate to at least 175 repair orders per month.

Every market and every dealer is different — I know many locations that do more than 175 repair orders per month and many that do not. I am just urging you to think about the one thing a customer cannot do — pack up his ATV or motorcycle and ship it to an online retailer for repair.

Service work is the one pillar that can never be a commodity.

Even if the manufacturers flood the market with inventory and the online retailers continue to grow, none of those outside factors can affect the way your store performs service work. Only the dealer principal and the employees can build and or destroy this pillar. If your shop has a reputation for providing exceptional service then this will give you more opportunities to sell riders new units, talk with the customer about accessory installs and upsell them more service work.

Many of the readers of MPN have a dealership management system, and if you do, there is gold in them there data files! I get a letter about once a month from my local VW dealer asking me to come in for service and offering me some kind of special.

If your dealership has records of the units they have sold over the years, maybe you should think about sending previous buyers a little incentive to come in and see you. I think once a month for our industry is complete overkill, but spring is coming, and now is the time to reach out with some sort of offer.

unique ways to get the most out of your service department. More information about Service Manager Pro can be found at www.servicemanagerpro.com.

Here are some ideas that have worked for other dealers: • Free install on all sportbike tires if you buy a set.

• Buy two sets of cruiser tires and get the front installed for free.

• Buy four quarts of full synthetic oil with your oil change and get the filter for free.

• Offer a special price on fork seal replacement for dirt bikes.

Make sure it is an “on the bike special.” I personally really like this one because chances are you will find something else.

• Offer free bearing adjustment on PWC trailers on a full PWC service. They had to get the unit to you somehow; make sure they can get it home safely.

• Buy a set of dirt bike tires with install and get 15 percent off on an order of MX gear.

• Free ATV tire install with CV boot replacement.

The above is just a small list of promotions your service department could offer.

The goal is to be creative and give your customers a reason to come see you. 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

MotorcyclePowersportsNews.com 33

PWC UPDATE Sea-Doo Offers Incentive To Racers Bounty Program Returns For ’13 With Greater Focus On Podium

S

ea-Doo dealers may have just found another way to entice their most performance-oriented customers. BRP is once again showing its commitment to the sport of personal watercraft racing with the announcement of the 2013 Sea-Doo X-TEAM “Big Bucks” Bounty program. The popular contingency program pays racers cash bonuses for a top placing in all IJSBA-sanctioned closed-course races in the United States and Canada, as well as the IJSBA National Tour and IJSBA World Championship. Bounty awards are also available for select offshore/endurance-style events, including the Mark Hahn Memorial 300 and Long Beach 2 Catalina races.

Sea-Doo’s obviously feeling bullish about the brand’s racing success coming out of 2012. Racers aboard the brand claimed 16 of 21 available titles at the 2012 IJSBA World Finals, and filled 47 of the 63 available podium positions. XTEAM rider James Bushell led the way. In two years, the 158 Performance rider has claimed four pro runabout titles.

As the “Big Bucks” moniker suggests, this year’s Bounty program will shell out even larger payouts for wins and championships. The goal is obvious — to further raise the incentive for riders to reach the top spots of the podium. The program will award bonuses of $100 for both Expert Runabout Open and Runabout Stock class winners at all IJSBA-sanctioned closedcourse events, and $50 for an Expert class runner-up slot. Pro-Am level payouts increase to $100 for a Pro-Am Runabout Limited win ($50 for second place), and $260 for either a Pro-Am Runabout Stock or ProAm Runabout win ($150 for second in both classes). Payouts at the IJSBA National Tour will increase to $150 for Expert class wins in those same classes ($100 for 2nd), give $200 to Pro-Am Runabout Limited winners ($100 for 2nd), and jump to $800

for victories in both Pro-Am Runabout Stock and Pro-Am Runabout Open. The latter classes will also pay $300 for second place finishes, and $200 for third.

The National Tour Overall Points Champions will also receive some heady payouts. Overall points winners in both the Pro-Am Runabout Stock and Pro-Am Runabout Open will receive a $4,000 payout.

At the IJSBA World Finals, Sea-Doo will reward riders in Novice Runabout Stock, Novice Runabout Limited, Amateur Runabout Open, Amateur Veterans Runabout Open, Expert Runabout Limited, Pro Women Runabout, Pro-Am Runabout

Racer requirements are minimal. Participants must race on a 4-TEC watercraft, list Sea-Doo as the brand and Sea-Doo X Team as a sponsor on all entry forms, display the Bounty and Sea-Doo logos, and submit the proper paperwork to claim a payout.

In addition to the racer support, BRP is also offering the Sea-Doo Promoter Support program. Like the carrot offered to the racers, the goal of the promoter program is to provide sponsorship to help promoters produce better, more fun, high-quality events. According to BRP reps, the company will work with promoters to ensure

Limited, Pro-Am Runabout Stock, Pro GP Runabout, and Pro Runabout Open. Payouts range from $150 for a Novice title, to $4,000 for the Pro Runabout Open win.

The two endurance races will also pay winners $500, with $260 going to the runnerup.

“BRP is dedicated to supporting the sport of watercraft racing and giving the high-performance Sea-Doo watercraft owner a place, with incentives, to enjoy their Sea-Doo in a competitive atmosphere,” said Adrien De Alexandris, brand manager of Sea-Doo watercraft. “Watercraft racing is a great family sport, and supporting this community complements our efforts in producing the industry’s best high-performance watercraft in the SeaDoo RXP-X, RXT-X and GTR 215 models.”

Sea-Doo owners have a place to ride and compete in an organized manner. For 2013, the company is lending its sponsorship support to 10 events across North America, including the IJSBA World Finals, Toyota U.S. National Tour, Pro Hydro-X Tour (Southeast U.S.), Texas Championship Tour, Greenhulk.net HydroDrags (Southeast U.S.), Canadian Watercross Tour, RPM West Coast Series (California and Arizona), Great Lakes Watercross (Wisconsin and Minnesota), Hahn 300 (Lake Havasu City, Ariz.), and the Aqua-X Series (Florida).

Sea-Doo dealers can encourage their customers to learn more about the Bounty program, as well as download redemption forms, by visiting the Sea-Doo blog “OnBoard” at www.sea-doo.com. t

34 March 2013 | Motorcycle & Powersports News

DESTINATION

Dealership

By Margie Siegal

Video Sells at Ural of New England

M

ost motorcycle riders put their bikes away at the first snowfall, but not the customers of Ural of New England. Many go out and play, riding their sidecarequipped machines on snow-covered roads. One even set up a bike rack on the back of his Ural’s sidecar so he can not only go riding in the snow, but also ride his Ural to trailheads and go mountain biking.

Owner Dmitry Bykhovsky has managed to parlay catering to enthusiasts such as these into a very successful business.

Customers travel to Ural of New England to buy its Russian-made opposed twins from all over the northeastern United States and as far away as Texas — a Texan once flew to the Boxborough, Mass., dealership, picked up his bike and rode it home. The dealership sells inexpensive, aluminum trailers to help less adventurous buyers of new Urals transport their purchase and will deliver customized bikes to other Ural dealers for pickup by out-ofstate customers.

Bykhovsky’s success is based on three legs: a wide selection of stock and customized Ural motorcycles and accessories, a reputation for inventive customization and creative use of the Internet. Ural of New England has become well-known for its YouTube videos that are shot in-house.

From Moscow to Massachusetts An inventive and mechanically oriented kid, Bykhovsky grew up in Moscow. Urals, based on the pre-World War II BMW R71, were being manufactured in a stateowned factory for military, police and village government officials. In order to have something to ride, he assembled bits and pieces of scrapped or broken down Urals into working motorcycles. In the process, he developed a love for the iconic Russian flat twin.

Bykhovsky earned a degree in engineering from the Moscow College of Automotive Engineering and then moved to

the United States. In 1989, he opened a luxury European car repair and restoration facility in Massachusetts. The business prospered, and 10 years later, Bykhovsky started selling pre-owned luxury cars under the name AlphaCars.

Although the AlphaCars business did well, Dmitry felt something was missing: he had always wanted to sell Urals. At this point, the Ural factory, still located in the Ural Mountains in central Russia, was privately owned. The new owners were gradually turning Urals into solid and reliable motor vehicles by reengineering the bikes, outsourcing key components to top world manufacturers and implementing rigid quality control at the factory.

In 2007, Bykhovsky decided that Urals had become reliable enough to be sold with confidence and acquired a dealership.

He is now the top Ural dealer in the United States, in part due to the quality reputation of the bikes he sells. “We always pay great attention to detail. Urals come crated, and the dealer has to set them up. Because of the level of detail that goes into our assembly and setup, our bikes have enhanced value for our customers,” he explains.

Customers Drawn by Custom Urals One advantage of selling Urals is that many customers come to you. People learn about Urals, do a lot of research and come to a dealership specifically to buy a Ural, often with a preconceived notion as to what it should look like. “Many of our future customers have a vision of what the ultimate Ural is,” says Bykhovsky. “We can relate to this vision, work with the customer and put together their [sic] special Ural for them.”

Ural of New England has two mechanics who specialize in Urals and 400 different parts and accessories on hand — one of the largest stocks of extras available for Urals in the United States. The dealership has worked hard to locate financing

36 March 2013 | Motorcycle & Powersports News

sources so that the dreams of its customers are affordable. The affiliated used car dealership allows Ural of New England to take a wide variety of vehicles in trade. The Ural of New England website encourages customers to bring anything from vintage cars to late model metric cruisers to trade for a Ural.

YouTube Videos a Hit Ural of New England is well-known for its YouTube videos, with one video featuring a green Patrol model receiving 26,576 hits.

Some show winter fun on Urals, but most demonstrate the use of different acces-

sories. “We had a situation where we needed to explain how to use our accessories,” says Bykhovsky. “Every week, we were explaining on the phone how the handshifter works, for example. The best way to demonstrate our accessories is on a bike. So, we started the YouTube videos. I shot them myself. One of our first videos demonstrated how the handshifter works.

It generated interest in our bikes. We started doing other videos showing other accessories.”

These simple yet effective videos are posted on the website, which also has photos and out-the-door prices of all bikes in stock, both new and used, and photos of all accessories. Other facets of the website are a credit application, a history of Urals and an online shopping component. Since so many of Ural of New England’s customers are out of the immediate area, the website is an important sales device.

Interestingly, Ural of New England has

not shot a video explaining Ural maintenance.

Part of the appeal of Urals is their ruggedness and simplicity. Many owners do all their own maintenance and repairs. “Urals are simple bikes.,” says Bykhovsky. “The manual is very straightforward.

You don’t need a video for maintenance.”

As a result of the demand for Urals among en-

thusiasts and the popularity of the YouTube videos, Ural “A picture is better than a of New England is in the enthousand words, and a video is viable position of not having to rely on conventional adbetter than a thousand pictures.” vertising. “We want our fu— Dmitry Bykhovsky, ture customers to know what Owner, Ural of New England we have in stock and how much it is,” says Bykhovsky.

“We market each specific bike in our inventory, with the out-the-door price and all included accessories accurately noted.”

Interestingly, Ural of New England’s plan for the coming year is to focus on increasing the number of used bikes in stock. “We are looking for used Urals. People do not trade in Urals, so we have very few used bikes. They hold their value, depreciating very little.

In order to get more in stock, we are marketing to our customer base and beyond.”

Why Urals? “I know the bikes well,” says Bykhovsky. “I have always wanted to sell Urals. Every year, the Ural has gotten better. It has a true character. It’s all metal and there is nothing like it.” t

MotorcyclePowersportsNews.com 37

Making the Most of Your

Auction

Experience

By Gina Kuzmick

W

hen one thinks of an auction, the classic events of yore often come to mind. You know, where the auctioneer spews prices at lightning speed and suddenly the product is “SOLD! The man in the white hat!”

While live auctions are still in existence, it’s safe to say that the online world is taking the reins. Pete Trench, vice president of national accounts for Manheim Specialty Auctions, says that auctions are now selling more products than ever before, thanks to the Internet. “In the past, auction companies would hold a big sale once a week and that would be it,” he explained. “Now with the Internet, powersports are available every day of the week.”

Accompanying an increase in sales is an increase in demand for thorough inspections. “The inspection has transformed from a seller tool for pricing and reconditioning to a buyer tool for evaluating the asset,” said Trench. “When I first started at Manheim 13 years ago, the inspections were very basic.”

Manheim is the largest remarketer of vehicles in the U.S., offering 68 locations nationwide. Its website garners around one million unique visitors per month, and it sold nearly 16,000 powersports units last year alone.

Similarly, National Powersports Auctions caters exclusively to the powersports market with its pre-owned merchandise. Its inventory is derived from bank repossessions and dealer consignments. According to Jim Woodruff, chief operating officer, the company sells about 5,000 to 7,000 units per month — almost 70 percent of which is sold online.

But even as popular as the Internet is, some skepticism remains prevalent among dealers. Who can you trust on the web? The answer is a company that offers stellar condition reports.

Conduct background checks ADESA offers powersports units at eight locations across the U.S. as well as via online sales venues. Condition reports are a major factor in the previewing process for a buyer to view and obtain information on a unit.

“Units are sold ‘as-is;’ however, we do our best to disclose any type of mechanical issue that a buyer needs to know so they can make a sound deci-

38 March 2013 | Motorcycle & Powersports News

sion,” said Evan Davidson, national powersports operations manager. The company’s condition reports provide buyers with images of the unit, as well as a clear statement of each vehicle’s make, model and VIN plate, when available.

Manheim offers online bidders a plethora of detailed photos of each item, as well as a generous return policy. “If the item is not as disclosed, there are time parameters for the buyer to return [it],” said Trench. In certain cases, the company also offers post-sale and mechanical inspections to check for any other issues before the unit is shipped. “We try to make dealers as comfortable as possible with lots of information, pictures and good, transpar-

Do your homework Knowing exactly what you want out of an auction will save you a lot of time. If you plan on attending a live auction, scope out the inventory online first. “A lot of dealers will review inspections online prior to attending a live sale, which helps them narrow down their selection of bikes or powersports that they might bid on,” said Trench.

Woodruff advises that dealers scrutinize a vehicle’s condition report and see it in person if there is any skepticism. With locations in San Diego, Dallas, Cincinnati and Atlanta, NPA aims to make their live auctions as accessible as possible across the country. “We know that many dealers

ent return policies,” said Trench.

Similarly, NPA thoroughly examines and details each vehicle and takes about 16 to 25 photos, highlighting any damages. The company also reports the title information of each vehicle. This information can be previewed online for all vehicles prior to sale.

Through the eSale platform, dealers can log on to NPA’s website at any time to bid on vehicles in an eBay-esque setting.

“We upload new vehicles every day Monday through Friday at 6 a.m. PST, and all vehicles close at 2 p.m. PST Monday through Thursday,” said Woodruff.

With Manheim and NPA’s Simulcast options, dealers can participate in a live auction right from their stores. The companies have even integrated smartphone streaming, so dealers can bid on the go. “If you’re a Simulcast bidder, you can stay [at your store] and buy the inventory you need and use your time much more efficiently than either driving to a local auction or getting on a plane and flying,” said Trench.

want to sit on and start the bike, and they’ll come into our live auctions no matter what,” he said. “We also know that once they’re familiar with our process and have visited our facilities in person, they’re fully confident to buy online.”

Adesa’s Davidson echoes Woodruff’s advice. “For a first-time buyer, I would recommend attending one of our physical auction locations, even if it’s not a sale where you plan to purchase a vehicle. This will allow the buyer to become familiar with the auction process.”

Take advantage of your resources NPA offers several online tools to help dealers make the most of the auction experience, such as a watch list. This tool allows dealers to build a custom list of what bikes or vehicles they’re interested in, making the shopping process more organized and efficient.

But the No. 1 tool that NPA encourages dealers to use is the Value Guide, which updates every time a vehicle is sold in real time. “That will show them what a

40 March 2013 | Motorcycle & Powersports News

true wholesale value a vehicle is worth, since it reports actual results from NPA’s facilities,” said Woodruff.

Dealers can even create a custom wish list of items that aren’t in stock. When the unit becomes available for purchase, they’ll receive an alert. NPA also offers wholesale financing for dealers that aren’t franchised and are seeking ways to finance their purchases.

Sell used inventory With a full-time marketing staff promoting the auctions on a regional basis, as well as an 11-person sales staff that ventures to dealerships across the country, the staff at NPA is ready and willing to help dealers sell their inventory. “Dealer consignment is a growing business,” said Woodruff. “Dealers are able to take in more and more trade-ins and just bring them to us if they’re not fit for their showroom floors, so it benefits them.”

Manheim also collects much of its inventory from dealer consignment. Trench says dealers can either bring a unit they’d like to sell to one of the company’s locations on sale day, or they can sell their inventory at OVE.com, Manheim’s online vehicle exchange site. “They can keep the bike on their lot and, at the same time, have it available on OVE for other dealers to see,” said Trench. “If you have 30 to 40 different dealers looking at your bike and evaluating how much they’re willing to pay for it, that’s very transparent.” The company even offers reconditioning services to make sure each item looks its best.

Trench also suggests that dealers investigate the market online to have a decent expectation of sales prospects. “Try and offer [the item] in both retail and wholesale venues,” he said. “Definitely use the Internet as a seller to bring the market to your store and for searching for information.”

Davidson advises dealers to transport the inventory they’re selling to the auction site as early as possible. “That way, the auction can create a condition report, post that unit on ADESA.com and best market that unit. The later the unit arrives, the less time there is for the potential buyer to view it.”

The fast-paced, exciting world of auctions has come a long way since the past.

Use the numerous tools available to you, and you could soon be walking away with some awesome additions to your store. t

42 March 2013 | Motorcycle & Powersports News

MotorcyclePowersportsNews.com 43

44 March 2013 | Motorcycle & Powersports News

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48 March 2013 | Motorcycle & Powersports News

MotorcyclePowersportsNews.com 49

Essentials: Suspension Stiletto Shocks Burly Brand Designed for most 1986 through 2003 Sportster models, the Burly Stiletto shocks measure 15 inches and deliver a plush ride. The high performance damper is wrapped in a spring combination designed specifically to deal with subtle road noise and imperfections, while the main coil handles the big hits and controls bottoming.

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For More Info: www.burlybrand.com

HD159 Shocks Öhlins USA The high-end ride of Öhlins’ renowned control and comfort is now available in a newly updated adjustable shock for V-Twin Baggers. The Öhlins HD159 shocks are single-tube type shocks with 36 mm pistons, high-pressure gas segregated by dividing pistons and adjustable rebound damping, reload and length. The HD159 shocks feature black springs and internal reservoirs that prohibit cavitation. This product has an MSRP of $954.32.

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For More Info: www.ohlinsusa.com

Bleed Feed for Baggers Platinum Air Suspension The system includes two air cylinders (shocks), an air compressor, control valving, DOTapproved air-lines and fittings, and all required mounting hardware. A cutting tool to help with customizing is also included. The Bleed Feed not only allows riders to set their ride height but also the rebound pressure — all available at the flip of a switch, even while on the fly. The air cylinders are machined from 6061 T-6 aluminum with optional powder coat and anodized finishes available for an additional charge. Starting at $1,495, these units are available for H-D touring models, Indian, Victory, Boss Hoss and many custom applications.

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For More Info: www.platinumairsuspension.com

435/465 Series Progressive Suspension Created specifically for the Spyder RS, Progressive’s new 435 Series front shocks and 465 Series rear shocks help make for a smoother ride. The 435 Series shocks are sprung and valved to address the challenges of a double A-arm front suspension, resulting in improved stability and steering response. Out back, the 465 Series represents a state-of-the-art, high-pressure gas monotube shock design. Utilizing a 46 mm bore and deflective disc piston for precise damping, the 6 mm hard chrome shaft rides on custom Viton seats for low friction and leak-free life. Threaded body and a five-position rebound adjuster allows for fine tuning.

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For More Info: www.progressivesuspension.com 50 March 2013 | Motorcycle & Powersports News

Rain Jacket

FLY Racing Fly Racing’s Rain Jacket is ideal for those questionable-weather days on the track or trail. It features a .15-millimeter PVC construction, a waterproof main zipper and a low profile, elastic collar and sleeve cuffs. Vented mesh underarms and a gusseted rear vent across the upper back creates a breathable design, while an elastic waist and printed logos add extra flair. This jacket comes in sizes small through 2XL and retails at $29.95.

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For More Info: www.flyracing.com

AS-3000 Aston Two-Piece Rainsuit

Nelson Rigg USA This rainsuit’s jacket is fully lined and features three waterproof pockets, a fulllength main zipper with a Velcro storm flap, belt adjusters, adjustable cuffs, an adjustable back zippered ventilation system and a concealed hood. The pants boast oversized zipper gussets for easy entry, adjustable elasticized suspenders, boot stirrups, protective heat panels and a reinforced seat panel for extra durability. Both the jacket and pants feature reflective piping and come in sizes small through 4XL. Available in black, hi-vis yellow and red, this suit retails at $89.95.

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For More Info: www.nelsonrigg.com

RS-2 Two-Piece Rain Suit

Joe Rocket The RS-2 features a PVC backed, soft polyester outer shell that includes a full-length, hook-and-loop secured storm flap to provide a 100 percent waterproof envelope. A large Variable Flow vent pulls interior humidity out, offering additional rider comfort. Other details include a corduroy-lined collar, a full nylon comfort liner, two large outer pockets with gusset expanders, an elastic waist, hook-and-loop adjustable cuffs and ample reflective piping. The pants also feature boot stirrups and leg zipper gussets for easy boot entry. This product comes in sizes small through 4XL and four color combinations. It retails at $69.99.

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For More Info: www.joerocket.com

52 March 2013 | Motorcycle & Powersports News

Sierra Rain Suit

FirstGear This suit’s waterproof, UV-resilient shell includes built-in stuff sacks with fully taped seams. The jacket contains internal and external pockets, as well as elasticized hook-and-loop adjustable cuffs. The pants feature half-leg ankle zips, a cargo pocket and an elasticized waistband. The jacket retails at $119.95, while the pants ring in at $99.95.

Richa Spirit Jacket and Pants

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Vega The Spirit gear offers climate-reactive breathability, stain resistance, and wind- and waterproof features.

Proprietary outer Dynatec fabric is very abrasionresistant for protection and long lasting durability.

Certified CE armor at the shoulders, elbows and back provide the highest level of impact protection available.

Reflex retro-reflective patches on arms and back ensure visibility in low light situations. For the coldest days, the Spirit jacket includes a removable softshell inner liner. The jacket retails at $699.99, while the pants retail at $579.99.

For More Info: www.firstgear-usa.com

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For More Info: www.vegahelmet.com

Acid H2O Rain Trousers

REV’IT! Sport USA These trousers are easy to slip on even over textile or leather pants, thanks to the non-stick, PVC-free inside coating. Laminated reflection panels at the lower leg ensure great visibility, and a lightweight design makes for a comfortable fit. This product includes a complimentary bag and retails at $39.99.

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For More Info: www.revitusa.com

Waterproof Rain Suit

Hot Leathers This two-piece, unisex waterproof rain suit will keep your riders warm and dry just in time for spring riding. It comes in black and orange with reflective strips and a plastic carry bag.

It also features an easy tuck-away hood, two front pockets, zip and Velcro close-on jacket and pants, inner mesh lining, suspenders, foot straps, heat-resistant cloth on the inner legs and a backside grip patch for riding in wet conditions. This suit retails at $99.95.

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For More Info: www.hotleathers.com

54 March 2013 | Motorcycle & Powersports News

Tempest Two-Piece Rainsuit

River Road This 100 percent waterproof rainsuit includes reflective piping for added visibility. Heat-resistant panels on the legs prevent damage to the rainsuit, while an adjustable waist offers a custom fit. A fully lined, hooded top and storage pouch are also included.

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For More Info: www.riverroadgear.com

Rubber Overboots

FirstGear These 100 percent waterproof rain boots are made of seamless, natural rubber to protect your rider from the elements. They stretch over street boots to preserve leather boot life and include a non-slip sole. This product also comes with a drawstring carrying sack and retails for $24.95.

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For More Info: www.firstgear-USA.com

MotorcyclePowersportsNews.com 55

MarketPlace Find out more about the classified advertisers in this issue online at www.motorcyclepowersportsnews.com/resourcecenter.

Same Day Shipping • Huge Inventory

www.sammytanner.com

909-350-2727 888-258-0369

Lonski and Associates, LLC Recruiting | Staffing | Consulting EMPLOYERS AND CLIENTS: We are a Recreational Power Sports Recruiting & Staffing Option. We believe and have proven over many years that we can find the best industry candidates for any position.

Lonski and Associates LLC will only earn its fee if we successfully find you the appropriate candidate and we no fault guarantee all our candidate placements for 90 days.

There is “No Cost, No Risk, No Money” to look at our candidates.

THERE IS NO OBLIGATION TO HIRE OUR CANDIDATES. WE DEMAND NO UPFRONT MONEY AND/OR RETAINER. THERE IS NO COST TO LOOK AT OUR CANDIDATES. WE FACTOR OUR FEE ON BASE SALARY/HOURLY ONLY. WE ALWAYS NO FAULT GUARANTEE OUR PLACEMENTS FOR 90 DAYS. WE DO NOT CHARGE FOR NO PLACEMENTS. WE DO NOT REQUIRE EXCLUSIVITY. CANDIDATES: All resources and discussions are held with the strictest confidence. We will never release any candidates information without prior approval.

www.HenryLonski.com Phone: 321-952-2059 Email: Henry@HenryLonski.com

WHAT ARE YOU WAITING FOR? 56 March 2013 | Motorcycle & Powersports News

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

What Type of Direct Marketing Initiatives Do You Have in Store for 2013?

www.motorcyclepowersportsnews.com/resourcecenter

Ad Index

www.motorcyclepowersportsnews.com/ resourcecenter

Adran Tie Downs..........................12 AIMExpo ........................................9

Amrep Inc ....................................15 Arai Helmet Americas Inc. ...........29 Air Suspension Parts

by Arnott, Inc. ...........................51

Automatic Distributors ........Cover 3 BendPak ......................................23

Simply the Best Lists:

EMGO International .....................41

Automotive Aftermarket Truck Fleet & Powersports Markets

Helmet House Inc. .....................4, 5

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

MBA Insurance.............................32

K & L Supply Co. ............................3

Motor Trike ..................................17

MTA Distributing ..........................19 National Powersport Auctions .....39 Nelson-Rigg USA Inc....................55

YOUR AD HERE!

nizeX, Incorporated......................18 Pacific Sportswear &

Emblem Co ................................28

Protective Asset Protection ........25

RTISE E V D A O T IED F I S S A L IN C ACE L P T E K R MA L CAL

enar m l A o t r e Rob t 233 x e 4 3 2 -1 330-670 x.com o c b a b r@ ralmena

Race Tech.....................................24 Samson Motorcycle

Products Inc. .............................27

Service Manager Pro ...................33 Short Block Technologies.......13, 35

Sudco International Corp. ...Cover 4 Sullivan's Inc..................Cover 2, 45

Team Charlotte Motorsports........33

Vee Rubber America ....................10 Vega Helmet Corp. ......................53 Walker Products, Inc. ..................21

XY Powersports .............................7

Yuasa Battery Inc. .......................11 Zurich ..........................................31

MotorcyclePowersportsNews.com 57

Essentials 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 mm to 9.6 mm. The retail price ranges from $179.99 to $239.99 each.

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For More Info: www.goodson.com

CP7769 Series 他-Inch Impact Wrench Chicago Pneumatic The new CP7769 Series 3/4-inch Impact Wrench from Chicago Pneumatic is the only 3/4-inch impact wrench to offer side-to-side, single-hand, forward/reverse switching for improved efficiency and customer comfort. The CP7769 series is designed for a variety of maintenance applications, including heavy vehicle mechanical repair and maintenance repair operations. The wrench features a 6-inch shank that provides 1,440 ft. per lbs. of maximum torque. According to the company, the wrench is also energy efficient, consuming less air than other tools.

The CP7769 Series also contains a compact size to reduce the risk of wrist strain. The fiber-reinforced composite body and magnesium clutch of the wrench allows for it to be lightweight, decreasing arm stress.

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For More Info: www.cp.com

Earth X Lithium Battery MTA Distributing The Earth X Lithium Battery is designed to be a drop-in replacement of a standard 12-volt lead acid battery. It has four times the lifespan of a lead acid battery and weighs 70 to 80 percent less. The battery can be fully charged in less than a half hour, and the internal Battery Management System monitors each cell's charge level, protecting them from overcharge. No special charger is required, and batteries are available for a variety of manufacturers, including Polaris, Can-Am, Arctic Cat, Yamaha, Harley-Davidson, Buell, BMW, Honda, Suzuki and more.

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For More Info: www.mtadistributing.com

58 March 2013 | Motorcycle & Powersports News

T50 Star Wrench CruzTools CruzTools developed the T50 Star Wrench specifically for BMW motorcycles. Measuring approximately 7.5 inches by 4 inches, the wrench is long enough to provide necessary torque yet fits easily into a tankbag or saddlebag. Star tips are compatible with Torx standards and are provided on both ends for increased flexibility.

The wrench is manufactured to precision tolerances using high strength S2 material, and sports a durable satin finish. It retails for $16.95, part number T50BM. ------------

For More Info: www.cruztools.com