Motorcycle & Powersports News, August 2013 by Babcox Media

08.2013

MotorcyclePowersportsNews.com

Apparel

University

Aug. 2013 VOL. 39 NO. 8

What Makes Gear Good and Worth Selling?

Apparel University: What Makes Gear Good And Worth Selling?

Volume 39 Number 8 MotorcyclePowersportsNews.com

By Alisa Clickenger EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com Associate Editor – Gina Kuzmick gkuzmick@babcox.com Assistant Editor – Matthew Bemer mbemer@babcox.com Senior Editor – Brendan Baker bbaker@babcox.com Columnists & Contributors Ricky Beggs Heather Blessington Alisa Clickenger Cyclepedia Press Steve Dodds II C.R. Gittere Jeff Hemmel Steve Jones Mark Rodgers

Dealership Operations Living The Powersports Dream

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

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

The Road Ahead by Colleen Brousil

Dealer New Units In Stock

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

Inventory Report by ADP Lightspeed

How Much Is Downtime Costing Your Shop?

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

Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program

Best Operators Club by Steve Jones

V-Twins Buck Downward Trend In Used Unit Values

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

Black Book Market Watch by Ricky Beggs

Engine Removal And Installation

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

Tech Tips by Cyclepedia Press

Savvy Questions, Smarter Selling

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

Peak Dealership Performance by Mark Rodgers

Search Engine Optimization Made Easy

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

Web Savvy by Heather Blessington

Product Focus

Off-Road Tires Guide

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

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

Don’t Be The F&I Guy

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

Finance & Insurance by Steve Dodds II

Secondary Season Service Sales Strategies

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The Service Manager by C.R. Gittere

QuadSki Looking To Build Momentum Into 2014 PWC Update

Work Feels Like A Party In A Box At Tejas Motorsports Destination Dealership by Gina Kuzmick

6 August 2013 | Motorcycle & Powersports News

Traction On Every Terrain.............................................................. 40

Essentials: Winter Gear Keeping The Chills At Bay ............................................................ 46

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 Tom Staab

Living The Dream Y

ou’re pretty darn lucky to make your living in the powersports industry — you likely took that age-old advice and turned what you love into your career. But if the honeymoon is over, and the job you once loved has turned into a daily drudgery, it may be time to reassess your plans for the road ahead. Dealer Principals If you’re a business owner, and you dread going into the dealership, stop everything you’re doing and pinpoint the factors that are causing your consternation. Financial worries? Ghastly hours? A staff from hell? Consider joining a 20-group or pulling in a business consultant — while work isn’t all fun and games, if you aren’t loving what you do the majority of the time, it is time for a reassessment. MPN’s dedicated team of monthly contributors is here to help. Got a specific issue? Drop me a line, and I’ll connect you with an industry expert who can point you in the right direction. Dealership Staff If you are employed at a dealership, and you’ve fallen out of love with your daily routine, it may be time to move on. I turned to two employment experts to gather up some career advice for industry job seekers. Alex Baylon of MotorcycleIndustryJobs.com says that the industry has shifted focus from placing help wanted ads to browsing the site’s résumé database. “Employers are being more proactive in finding quality employees and are searching the MIJ resume database because they want to find the right employee versus waiting for employees to come to them,” says Baylon. “We encourage everyone employed or unemployed to post their résumé in our database. While you may not be looking for employment at the moment, better opportunities could be looking for you.” Jan Plessner, a powersports recruiter for Henry Lonski and Associates, says that a presence on LinkedIn is mandatory. “LinkedIn.com is fast becoming the ‘go-to’ for motorcycle industry recruiters,” says Plessner. “Regardless if you are a technician or store GM, if you are serious about growing your career, be sure to update your LinkedIn profile, and that includes a professional headshot.” Plessner additionally recommends participation in LinkedIn Groups to see who’s hiring within a particular industry or sub-group. Plessner also encourages job seekers to actively visit the websites of target employers to check for new job listings and suggests that job seekers send their information to a professional recruiter like herself. “Hiring managers who are looking for the ‘best of the best’ use professional recruiters,” concludes Plessner. Got an industry success story? I’d love to hear from you! Drop me a line at cbrousil@babcox.com or connect with me on LinkedIn! t

8 August 2013 | Motorcycle & Powersports News

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 Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program

For show publications advertising information call Sean at 330-670-1234 , ext. 206.

AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 18004 Skypark Circle, Suite 260, Irvine, CA 92614 (949) 756-8835 Fax (949) 756-8836 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2013, Babcox Media, Inc. MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 242, to speak to a subscription services representative. Paid Subscriptions are available for nonqualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year. Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds. Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.

Inside the Industry torque. The CVT transmission makes it a breeze to ride without worrying about what gear to select next. However, the loss of engine-braking means the brakes work harder. But that’s not a problem as the four-piston front calipers and two-piston rears are fitted with ABS. KYMCO officials said that the MyRoad 700i will only be available in white and will most likely appeal to older riders who either want a second bike or who don’t want to be bothered with shifting or lifting a leg over a gas tank anymore. t

> Yamaha Crowns 2013 U.S. Technician Grand Prix Champion

KYMCO’s MyRoad 700i > KYMCO Demos MyRoad 700i and UXV 700 at Press Event KYMCO recently invited the press to sample its 2014 models — a maxiscooter, the MyRoad 700i, and its new, more powerful side-by-side, the UXV 700. The Gateway Canyons Resort in Gateway, Colo., served as the home base during the launch event, which proved to be an ideal location to show off the attributes of both its off-road and on-road vehicles. The UXV 700 engine, which comes in as a 695cc single with electronic fuel injection rated at 45 hp, hits the sweet spot of being powerful enough without begging for more ... at least until the next redesign. KYMCO says that the new engine is actually a little lighter than its

500cc engine that produces 36 horsepower. The new side-by-sides come in a number of trim options including a more stripped version called the Turf that is aimed at the lawn and garden segment. Customers looking for a workhorse that can also be used for fun will enjoy the more decked out versions in the LE or SP trim. The MyRoad 700i scooter weighs in at just over 600 lbs. and seems more like a motorcycle than a scooter due to its size. However, a motorcycle of this size hardly offers the comfort this scooter packs. There’s almost 13 gallons of storage under the seat! The 700cc engine is also the largest in the maxi-scooter segment. The 699cc DOHC twin comes in at 59 hp and a respectable 46 foot-pounds of

Yamaha Motor Corporation U.S.A.’s Customer Support Group has named Jeff Eckman as the 2013 U.S. Technician Grand Prix (USTGP) Champion. Eckman, of YamahaHonda East in Maumee, Ohio, will represent the United States at Yamaha’s 2014 World Technician Grand Prix (WTGP), a head-to-head competition of international Yamaha-trained technicians to be held next year at Yamaha Motor Co. Ltd. world headquarters in Iwata, Japan.

2013 Technician Grand Prix Champion, Jeff Eckman

The 2013 USTGP took place Kawasaki’s 2014 at Yamaha’s National MotorKX100 motorcross bike sports Dealer Meeting in June in Las Vegas. Yamaha created a complete dealership workshop on the show floor, and each contestant had one hour to complete each individual test. The six tests included Service Reception using a 2014 Bolt from Star Motorcycles, Routine Service with a 2013 YZF-R6, Head Gasket Replacement with a 2013 YZ450F, No Start with a 2013 Super Ténéré, Hard Steering using a stroke engine offers both more power and 2013 Grizzly 450, and Electrical Troua broader spread of it than the KX85. The bleshooting on a 2013 Star Raider SCL. 28 mm Keihin carburetor and carbon-fiber “Yamaha is extremely proud of how well reed valve assembly help provide a crisp each 2013 USTGP contestant performed throttle response, while the Kawasaki Inteunder extreme pressure and the watchful grated Power-valve System (KIPS) helps eyes of our expert judges,” said Frank Pittman, general manager of Yamaha Motor produce a powerband with good, low-end torque and a strong, top-end rush. The Corporation U.S.A.’s Customer Support Group. “Their years of Yamaha training pro- power then passes onto a smooth-shifting six-speed transmission, giving the KX a vided the solid footing needed to quickly gear for every situation on the racetrack. diagnose and address the competition’s The engine is bolted to a black hightechnical challenges. Their live participation tensile steel perimeter frame with a speat the dealer meeting also prepares them cially designed fuel tank located inside the to handle everyday customer issues, which frame to lower the fuel load and center of is the most important test of all.” t gravity for optimal handling. Adjustable > Kawasaki Reveals 2014 KX100 long-travel suspension at both ends helps Kawasaki has unveiled the 2014 KX100 mo- smooth even the roughest motocross cirtocross bike. Engineered to help riders cuits. transition as they see both their skills and The 36 mm inverted cartridge fork has their physical presence changing, the compression damping adjustment capabilKX100 lets them focus all of their attention ity, while the Uni-Trak rear suspension syson refining their own capabilities, not the tem comes equipped with a shock that’s constant need to manhandle an excessively fully adjustable for spring preload, comlarge and powerful 250. pression and rebound damping. In the The KX100’s 99cc liquid-cooled, twobraking department, both front and rear

discs are mounted with shoulder bolts for easier maintenance. The KX100 also features aggressive Kawasaki graphics to match its black frame and wheels, just like its larger KX siblings. t

> GoPro Joins AIMExpo as 250th Exhibitor The American International Motorcycle Expo (AIMExpo) reached a significant milestone as it signed on GoPro as its 250 exhibitor to participate in the inaugural event Oct. 16-20, at the Orange County Convention Center in Orlando. “We appreciate and welcome each and every exhibitor as we march towards the launch of AIMExpo. It’s a true testament to the industry’s embracement of our vision and the excitement AIMExpo is generating within the powersports marketplace overall,” said Larry Little, vice president and general manager of AIMExpo. “It’s fitting that a cutting-edge brand like GoPro is the 250th exhibitor for the event that is looking to revolutionize the powersports industry. It is forward-thinking brands and companies like GoPro that are propelling our success.” GoPro has established itself as a product synonymous with motorcycling, action sports and active lifestyles in general. Its unique and easily mounted HERO line of cameras has the ability to produce HD-quality footage from a variety of diverse perspectives and activities. This combination of simplicity, quality and versatility has enabled GoPro to resonate with the motorcycle world in areas such as supercross, motocross, road rac-

Inside the Industry ing and more. Everyday riders also enjoy GoPro products as well. “GoPro is very excited to be part of AIMExpo. From the manufacturer involvement and the integration of the general public to the market-relevant timing, the show’s format only strengthens the industry’s communication with powersports consumers and enthusiasts,” said Justin Wilkenfeld, senior director of lifestyle marketing for GoPro. t

> Marshall Distributing Hosts 43 Manufacturers at 2013 Summer Sales Meeting Marshall Distributing hosted its 2013

43 manufacturers attended Marshall Distributing’s 2013 Summer Sales Meeting in Frakenmuth, Mich. Summer Sales Meeting July 15-18 in Frankenmuth, Mich. The event allowed Marshall sales staff to receive one-on-one

training from numerous product manufacturers. “We had a great group of enthusiastic vendors this year,” said Roger Marshall, CEO of Marshall Distributing. A total of 43 manufacturers attended the event, allowing for a very personal atmosphere. “We offer a format that is positively embraced by our manufacturers who tell us they enjoy the effectiveness of the entire event,” said Chuck Herman, national sales manager. “We all put in some long hours, but everybody still maintained cheery attitudes. “Our staff was very eager and excited. They were there for a reason,” he added. t

> Harley-Davidson Reports Growth in Second Quarter Harley-Davidson Inc. (NYSE: HOG) second-quarter 2013 diluted earnings per share increased 13.1 percent on higher motorcycle shipments and continued gains in operating efficiencies, compared to the year-ago period. Second-quarter net income was

12 August 2013 | Motorcycle & Powersports News

Inside the Industry $271.7 million on consolidated revenue of $1.79 billion, compared to net income of $247.3 million on consolidated revenue of $1.73 billion in the year-ago period. Second-quarter 2013 diluted earnings per share were $1.21, compared to $1.07 in the year-ago quarter. Through six months, Harley-Davidson net income was $495.9 million on consolidated revenue of $3.37 billion, compared to net income of $419.3 million on consolidated revenue of $3.16 billion in the yearago period. Six-month 2013 diluted earnings per share were $2.20, compared to $1.81 in the year-ago period. “Harley-Davidson again drove strong financial performance in the second quarter, reflecting the many improvements in operations we have made throughout the company over the past few years as well as our brand strength globally,” said Keith Wandell, chairman, president and CEO of Harley-Davidson. “Our employees, dealers and suppliers continue to do an outstanding job, working as one team and

moving in one direction, to deliver a great experience for our customers. “During the second quarter, we completed our first year of seasonal surge production at York with great success. We also surpassed a milestone for international dealership growth. With the opening of a dealership in Salvador, Brazil, on June 29, we have added 104 dealerships outside the U.S. since late 2009, achieving our goal to add 100 to 150 international dealerships by the end of 2014.” t

> Sena Technologies Inc. Joins Motorcycle Industry Council Sena Technologies Inc. has officially become a member of the Motorcycle Industry Council (MIC). Through the use of education on government relations, industry statistics, technical support and relationships with other MIC members, Sena will be able to support the industry through active participation in industry issues and conversations as well as sup-

port motorcyclists through events, outreach and product experiences. “Becoming a member of the Motorcycle Industry Council will allow Sena to build stronger relationships with motorcyclists and other members as well as be up to date on all news and information affecting the motorcycle industry,” said Sam Kim, vice president of marketing, Sena Technologies Inc. “Sena has experienced exceptional success with their line of Bluetooth headset and intercom devices and is looking forward to continuing to grow and be a part in the continued success of the industry.” Added Scot Begovich, MIC's senior vice president of membership relations, “The Motorcycle Industry Council is pleased to welcome Sena Bluetooth to the over 500 powersports businesses as members of the MIC. We look forward to their involvement in preserving, protecting and promoting motorcycling through the industry’s various programs and committees.” t

MotorcyclePowersportsNews.com 13

ADP Lightspeed Dealer Management Solutions are designed to help manage dealer operations by tracking and storing data from every department and delivering information that will assist dealerships in making successful business decisions. Every night, more than 1,600 Lightspeed powersports dealers automatically transmit their information to a collective database held at the ADP Lightspeed offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research. This helps you know how your dealership is performing compared to other dealers across the country. Parts and major unit inventory information is gathered and used in the highly successful Lightspeed Dealership Locator program. This program is designed for dealers to post obsolete inventory, allowing other dealers from across the country to locate hard-to-find parts and units. ADP Lightspeed stands ready to work with all parties and move the industry to new levels of understanding, and ultimately to more efficient and profitable operations. For questions regarding this report or to inquire about a custom report, please contact Lightspeed Data Services at (800) 521-0309.

Powersports Dealer New Units in Stock

July 2013 1,642 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2012 Model Year

2013 Model Year

10% 13% 78% ATV 4% 9% 87% Utility Vehicle 12% 21% 66% Off-Road Motorcycle 12% 22% 71% On-Road Motorcycle 12% 22% 66% Snowmobile 18% 16% 68%

www.adplightspeed.com

Scooter

14 August 2013 | Motorcycle & Powersports News

2012 Model Year

BEST

Operators CLUB

By Steve Jones

How Much Is Downtime Costing Your Shop? CHART 1

e’ll be comparing June data from a good-performing metric 20group with the national norm (NN) numbers and the averages for the Top 5 dealers for this group in each category. We provide some of the key total store metrics as a point of reference for the service numbers. Total store gross margins have continued to improve but are still anemic overall for this particular group. The target is a minimum of 25 percent to ensure profitability. The service departments’ contribution to the total store gross profit has improved by more than 1 percent for both the group and the Top 5, but was flat for the national norm. We’d like to see this number above 18 percent. Following a pattern for this year, door swings increased for the Top 5 and decreased for the rest. Notice that the Top 5 invested more in getting people in the door (cost per door swing), and it paid off. Labor margins (labor sales less tech compensation) are all looking good — at or above the 70 percent benchmark. The Top 5 continue to outperform with margins above 80 percent. They are not underpaying their techs; they are helping them be more productive. They’re reducing tech downtime by pre-staging service jobs, providing special tools near their workstations, having service parts in stock and delivering them to their work area, and having multiple lifts available so techs can move from one job to another. Note the drop in personnel expense for the Top 5. Personnel expense includes everyone who is not a

Total Store Stats

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

$3.6 mil.

$5.8 mil.

$4.6 mil.

Total Store Gross Margin Percent

23.6%

26.3%

25.5%

Gross Margin Percent for Prior Year

21.5%

26.9%

24.3%

Contribution to Gross Profit: Service

18.6%

22.8%

17.1%

Service Contribution to Gross Profit Previous Year

17.3%

21.1%

17.0%

Door Swings: Percentage of Change from Previous Year

-7.9%

11.2%

-8.2%

Cost Per Door Swing

$29.13

$45.72

$30.56

GROUP NORM

TOP 5 DEALERS

Labor Margin Percentage

72.9%

81.8%

70.0%

Labor Margin for Previous Year

73.8%

80.5%

70.7%

Department Operating Profit Percentage of Change from Previous Year

-0.4%

0.9%

-0.5%

Repair Orders Volume Percentage of Change from Previous Year

-11.0%

2.2%

-9.3%

Personnel Expense as a Percentage of Department Gross Profit

48.0%

29.0%

37.2%

Personnel Expense as a Percentage of Department Gross Product for Previous Year

48.3%

39.6%

36.3%

GROUP NORM

TOP 5 DEALERS

Total Store Sales Year to Date

CHART 2 Service Dept Stats – Part 1

NATIONAL NORM

CHART 3 Service Dept Stats – Part 1

NATIONAL NORM

Parts Sold to Repair Orders Labor Ratio

0.84

1.06

0.97

Billed Hours Per Repair Order

1.71

2.22

1.68

Billed Hours Percentage of Change from Previous Year

0.5%

15.8%

-8.2%

Labor Sales Per Repair Order

$143

$185

$146

Repair Orders Per Service Writer/Month Department Productivity Tech Efficiency Department Proficiency Average Number of Service Staff, Year to Date Gross Profit Dollars Per Service Employee, Year to Date

16 August 2013 | Motorcycle & Powersports News

—

184

73.3%

91.8%

73.7%

101.9%

112.5%

97.4%

72.7%

91.2%

73.2%

5.69

8.07

6.07

$26,996

$33,380

$31,042

technician — service writers, lot porters, service managers, etc. A 10 percent drop is huge since personnel expense eats a bigger chunk of your profits than anything else. This is probably a big part of the reason their contribution to the overall store gross profit is high compared with the NN. The parts to labor ratio should be close to 1:1 or better. Along with the hours sold per repair order, this is an indicator of the effectiveness of service writers. Billed hours per repair order increased for the group and the Top 5, but decreased for the NN dealers. We really want to see these above two hours. I included the average number of repair orders per service writer, per month in this chart. It is only available as a NN number, but provides a look at how well they are utilized. We have found that above 180, it is difficult for the service writer to do his or her job properly. A good service writer

needs sufficient time to build a relationship with the customer, do a proper walkaround, capture all of the services and repairs that should be done, and take advantage of up-sell opportunities. Of course, this assumes that you have the right person in this job, and that person has the proper sales and customer relations training. Whenever your techs are not cranking a wrench, they are costing you. If you have a $60 per hour labor rate, every minute of their time is worth $1 to the store. At $90 per hour, this becomes $1.50. Open your wallet, take out $8, and light it on fire for every five minutes that one of your techs isn’t cranking labor. As I pointed out earlier, the reason that the Top 5 dealers do so well in this department is because they maximize the time that techs are on the job. This is called productivity (available hours versus hours billed), and it shows in their numbers. In addition, their techs average

much higher efficiency — billed hours versus the hours actually clocked in on service jobs. Help them be more productive, and they will be more efficient (if you have provided sufficient, quality training). In the end, it also shows in the gross profit dollars per service employee. Where is your dealership performing in relation to these numbers? 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 dealership for nominal fee. For more information on GSA’s management workshops, data reporting system, dealer 20-groups, on-site consulting or training, send Steve an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 17

Black Book MarketWatch

By Ricky Beggs

V-Twins Buck Downward Trend In Used Unit Values

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

Snowmobile

Street

Utility

Watercraft

hat has been happening within the motorcycle and powersports market during the past month? Prices in the powersports market have peaked for the year. The normal high point for motorcycle and powersports pricing usually occurs around July 4 â&#x20AC;&#x201D; before that, prices generally rise. After that, they begin to decline as dealers sell off their bike inventory and begin to stock up on ATVs for the fall season. Letâ&#x20AC;&#x2122;s first look at a couple of bright spots. The

Average Used Values

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

June $3,563 $8,973 $18,486 $2,582 $5,098 $2,008 $3,999 $7,316 $7,169 $5,616

July $3,886 $9,379 $19,435 $2,774 $5,458 $2,052 $4,600 $7,908 $7,525 $6,070

18 August 2013 | Motorcycle & Powersports News

Percent Change -0.86% -0.86% -0.32% -1.12% -0.51% -1.76% -2.16% -0.60% -0.77% -0.26%

domestic V-Twin segment, though not broken out individually from the cruisers, has managed to buck the overall negative price changes this month, seeing increases in the 1 percent range. Additionally, sport bikes, which are included in the street bike segment, have also generally increased in value by a small amount, though the overall segment is down by .6 percent. The only other relatively positive news comes from the personal watercraft and jet boat segments, which have seen only tiny declines of .3 percent in value. Off-road bikes are down by 1.1 percent, while dual sports are down by half a percent. Scooters have dropped by 1.8 percent. Snowmobiles continue to languish in values and auction activity again this month and see prices drop by 2.2 percent. The ATVs and utility vehicles have not started their seasonal appreciation yet, dropping by .9 and .8 percent, respectively. Overall, it has been a year of weak price appreciation, and it will be interesting to see if the fall price drops are as moderate as the increases have been or if the soft market will see larger declines than normal in the coming months. Keep checking with us each month to stay on top of the latest trends, no matter which way the market goes. t

TECH

Tips

Cyclepedia Press LLC

Engine Removal and Installation

ere at Cyclepedia.com, we remove and install engines for all types of motorcycles, scooters, ATVs and utility vehicles on a regular basis. These procedures can be frustrating and even dangerous at times. As with any specialized job, the best place to start is with the right tools and information. Having a service manual with the order of operations and torque specs will help you get the job done in less time and make sure it’s done correctly. The following are tips to help make these tasks as smooth as possible.



A good selection of jacks of various types can make the difference between an easy job and a back breaker. For some very heavy engines, our technician will place a scissor jack beside the frame so he can transfer the engine to the jack and then lower it to his lift as needed.



Having a selection of various jacks is handy for engine removal and installation.



Many modern engines use thrust adjuster mounts. These allow the mounts to be retracted or removed for extra room to get the engine in and out of the frame. They usually require special lock nut wrenches. Be sure to follow the order of operations with these components, and use the torque specifications for installation. The chassis rigidity can be compromised if these fittings are not installed correctly as the engine is used as a stressed member of the frame. Improper installation can lead to a damaged frame, engine, or a poor handling chassis.





Thrust adjuster mounts must be retracted for engine removal.

The V-twin engine is one of the most popular motorcycle engine configurations. The taller and more narrow the “V” angle, the more awkward it is to get in and out of a frame. They tend to try to fall side-to-side when they are freed from their engine mounts. It can be helpful to use a strap around the upper frame tube and engine to keep the motor from flopping to the side and falling out of the frame while you’re trying to line up the engine mounts.



Removing or installing an engine can result in some nasty scratches to engine and frame surfaces. Cover components in duct tape where they may make contact. In some instances, removing an engine cover may give you more room to maneuver. Removing the valve cover on a tall single cylinder engine can be the difference between an inch of clearance or an 1/8, just be sure to keep sensitive components from banging into the frame on the way out or back in.

20 August 2013 | Motorcycle & Powersports News



V-Twin engines tend to flop side-to-side as you try and line them up in the frame.



Avoid scratches by protecting the frame and engine with duct tape.



An engine hoist makes side-by-side engine removal easy.



Side-by-side utility vehicles present their own problems with engine removal and installation. Most of this comes down to getting everything out of your way. Often, the actual engine removal and installation is easier on a utility vehicle than its ATV equivalent. A side-by-side gives you more room to work, and when you are ready to take the engine out or put it back in, you can use a cherry picker or engine hoist to lift the engine out or maneuver it back into place for install.



Many powersports vehicles with swingarm type rear suspensions will use the swingarm pivot bolt as an engine mount. If this is the case, support the back of the frame with a jack while this pivot bolt is not fully installed. Slide the pivot bolt out enough to clear the engine, but do not remove it from the frame unless you must. When the engine has been removed, insert the bolt all the way to stabilize a rolling chassis.



Scooters are a bit different in that the engine essentially is the swingarm for the rear suspension. Place the scooter on the center stand and guide the engine out of the back of the frame with a jack. If the center stand is with the engine, move the frame and front end forward and away from the engine like a wheelbarrow. t 22 August 2013 | Motorcycle & Powersports News



Install the swingarm pivot bolt after the engine has been removed to stabilize the chassis.



Removing the frame from the engine is the best way to go on some scooters.

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

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Savvy Questions, Smarter Selling

Use Your Imagination To Convince Customers To Use Theirs

ohnny Carson was and remains one of my favorite entertainers ever. In my mind, the man who redefined late-night television ranks right up there with Jimmy Page. Apparently, I’m not alone, as countless clips from The Tonight Show still generate thousands of views on YouTube every year. That’s why I’m both surprised and disappointed that my best efforts to confirm that the following incident actually took place on the show yielded nothing; no video footage of it seems to exist. Nevertheless, if what I’m about to describe didn’t actually happen,

it certainly should have. The story goes that Carson — who hosted The Tonight Show long before Conan O’Brien and Jay Leno — interviewed a guest billed as the world’s greatest salesman. This guest is widely believed to be Fred Herman, who Earl Nightingale called “the greatest sales trainer who ever lived.” When your television guest touts himself as the greatest seller ever, you have to take that opportunity to have some fun. Carson reportedly said something along the lines of, “So, you’re the greatest salesman in the world? Sell me some-

thing.” “What do you want me to sell?” Herman asked. Looking about and laying eyes on a prop long since vanished from late-night sets, Carson responded, “How about this ashtray?” “What do you like about the ashtray?” inquired Herman. Carson mentioned its unusual shape and distinct color, as well as how it coordinated with other items on his desk. Without missing a beat, Herman then asked, “Well, how much would you be willing to spend on an ashtray of this shape and color, and one that matches your decor so well?” “Maybe $10,” the host replied. “Sold,” smiled the salesperson. Are You Boring Your Customers? Herman clearly understood the art of the inquiry. With two simple questions — “What do you like about this ashtray?” and “How much would you be willing to spend?” — he proved he knew what to ask. Then he actually listened to the answers. Consequently, Herman convinced Carson to convince himself to pay $10 for that ashtray. When you’re on a crowded sales floor making a sales pitch, it can be easy to get distracted by other customers, their kids, the store manager or even your sales pal trying to make a sale two motorcycles away. You must stay focused, and in order for that to happen, you need to keep your prospect focused, too. How many times have you heard yourself asking these types of questions?  What kind of riding do you plan to do?

24 August 2013 | Motorcycle & Powersports News

 Are you planning any trips in the near future?  Will you do any two-up riding? Boring. Boring. And, boring. Conversation Starters I don’t blame you if you have a tough time caring about the responses to those questions. Savvy salespeople engage buyers in a discussion and ask provocative questions that excite prospects. There’s nothing like excitement to help quickly turn a prospect into a real live customer. What do I mean by “provocative questions?” I mean questions that spur conversations, not awkward and essentially meaningless give and take. Try these questions next time you sense a sales pitch headed for a dead end:  Imagine this: You have an entire day to do nothing but ride, just you and a couple friends. Where would you go and what would you do?  When you think about riding, what are the first two things that come to your mind?  If you were one of the engineers at your favorite motorcycle company, what is the one element you would make certain is designed into every motorcycle manufactured?  If you could wave a magic wand over your current ride, what is the one thing you would change about it?  If you were asked to create a list of the three best motorcycles/snowmobiles/personal watercraft ever built, what makes and models would be on that list?  When did you first become interested in this particular motorcycle/snowmobile/personal watercraft? What kind of answers do you think those questions will elicit? Savvy questions lead to excellent answers and smarter selling. It’s as simple as that. I know what you’re thinking: “But, Mark, people want to buy a motorcycle, not sign up for eHarmony. They’re not going to share their riding fantasies with me.”

Think again. Prospects wouldn’t even be in your store if they weren’t passionate about what you’re selling. Take advantage of that passion by encouraging them to talk about what they already love talking about. As a result, you will gain valuable insight into their riding habits, preferences and personality — all essential to developing a lasting relationship with your newest customer. An Alternative To The Alternative Close The questions don’t stop there, though. Consider your alternative close techniques. Do you usually try wrapping up a sales pitch by asking, “Would you like to come in for a test ride Tuesday night or Thursday night?” Be careful here. While those types of questions do encourage a response from prospects, being put on the spot with an either/or question often forces them to default to an easy “no.” No sales professional wants to hear “no.” How about making a slight change to the phrasing of that test ride question? Try this: “Would you like to set up a test ride? I’ve got time Tuesday and Thursday nights, but I’m able to do whatever works best for you.” The prospect will feel more in control of the situation and find comfort in the fact that they are not faced with a direct either/or question, and that the salesperson is willing to work around his or her busy schedule. This twist on the either/or question will continue your engrossing conversation instead of bringing it to a crashing halt. After all, if Johnny Carson could get excited about an ashtray — an ashtray, for cryin’ out loud — surely you can elicit enthusiasm for a beautiful, big-ticket item that will make your customers much happier than any ashtray ever could. 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 25

WebSAVVY T

here is great mystery surrounding search engine optimization, or SEO. That’s because there is so much misleading information online and way too many not-so-honest search marketing companies dialing-for-dollars. Optimizing a website is not a one-time deal; it’s a continuous process that you must commit to doing on a quarterly basis, especially if you want to maintain or improve your current search engine ranking. SEO should be a high priority line item in your marketing budget, and you should never put it off until later. Once you get off-track with optimization, rankings quickly slip and it takes more work to gain it back. No single SEO factor will guarantee search engine rankings. Let’s boil SEO down to the basics so you can have a better grasp of exactly what it is, why it matters, and what you need to be doing. On-Page SEO On-page search ranking factors are those

By Heather Blessington

Search Engine Optimization Made Easy that are entirely within the website publisher’s control. In other words, the content you place on your webpages. Content: You must keep your content fresh with regular updates on all pages. “Evergreen content” was a trendy term in the SEO world for a while, which meant certain content can be relevant and timely year after year, so you can utilize it over and over. For example, every winter you likely post information about your vehicle winterization services, so why not just flip the same information up there and be done with it? This is a lazy approach to marketing. Put some thought and effort into all of the information that goes onto your website and you will see the results such as longer page visits and more page views. Follow these best practices to create quality online content: • Content should be at least 500 words in length. • The target search phrase should be in-

cluded in the page headline. • Target search phrase is repeated three to five times within body copy. • Content should include relevant images and/or graphics with ALT tags that describe the target search phrase. • Your post shouldn’t have any misspellings or poor grammar. Search engines penalize you for both of these offenses. • Your content should include social media links and/or user reviews. HTML: HTML is just a fancy name for the code that makes your site function. Within this code are page titles, descriptions and tags that search engines look for when they rank your site. It’s likely your website platform provider allows you to view and update this information in your administrative panel; therefore, you should be reviewing and updating this information quarterly. If you don’t have access to these fields, ask your website provider if you can submit updated information for them to code into the site.

Architecture: Website architecture is crucial to success. An example of architecture that is clearly visible is your website URLs or addresses. The ideal URL clearly describes the page content. For example: Optimized URL: http://name.com/vehicle_showroom_2013 Non-optimized URL: http://name.com/vclshwrm.asp?year= 2013 Characters such as question marks are unreadable by search engines. Your page URL shouldn’t include abbreviations, either. Inventory your non-optimized URLs and address the list with your website provider. Off-Page SEO Publishers cannot directly control off-page ranking factors. These factors include inbound links, social channel activity and online customer reviews. Inbound Links: When other sites link to yours, your site shows up higher in search results. You can measure how many inbound links you currently have at www.opensiteexplorer.org. Once you collect this data, take these actions: • Scan your highest-authority inbound links for opportunities to create more similar links. • Scan your competitors’ highest-authority inbound links. Can you get those links too, or do they provide ideas for getting

similar links? • Inbound links from non-profit (.org) and education (.edu) sites are especially valuable. Do you have any? Should you have more from your friends and partners in these realms?

tice guidelines, look to Google Webmaster Tools. The platform will show you how your website is performing before you put your SEO strategy in motion. For more information, go here: http://bit.ly/1azzEf6. t

Build your inbound links gradually. Google algorithms will notice a quick accumulation of links and may penalize you. Get your staff on board with the idea of “thinking links” — always keep an eye out for opportunities to request an inbound link. For a complete list of SEO best prac-

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.

Finance Insurance

By Steve Dodds II

Don’t Be the F&I Guy

ne of the biggest challenges finance managers face is something that I rarely hear discussed — it’s the customer’s perception of the F&I or finance guy. We’ve all heard these comments: • “Don’t let them sell you anything in there.” • “All the stuff they sell in there is a rip-off.” • “When I went into the finance office at the car dealership, all of the numbers changed. They tried to rip me off!”

How Do We Change This Perception? First, we have to admit that, as much as we don’t like it, most customers don’t see any difference between auto and powersports dealers when it comes to the finance office. I have yet to hear the words, “The finance manager was such a nice guy.” Most of us hear the exact opposite. The saying, “If it walks like a duck and quacks like a duck, then it’s a duck” comes to mind. So how do we change this perception? Don’t Be A Duck Don’t be called a “finance manager.” Think about your title. How do customers feel about business managers, paperwork people or customer service managers? Customers tend not to have had the same negative experiences with people with these titles. Why would a cash customer even need to talk with the finance manager? They are not financing! I have heard customers ask that very question.

Don’t Dress Like A Finance Manager Please, whatever you do, don’t wear a tie! A business manager should dress a step above the sales staff, but remember that you are working in a motorcycle shop. Business casual is about as dressy as you want to go. Don’t Act Like A Finance Manager If you act like the slick-talking finance manager that customers hate, they will assume that you are one, and they will put up their guard. You want to use a low-key, attentive and professional approach. Listen and respond in a relaxed, conversational manner. This will put them at ease so that when they leave your office, they will feel like they made the buying decision, not that they were sold on your products. Don’t Have An Office That Looks Like A Finance Manager’s Office The typical finance office has information about warranty coverage on the walls and desk along with gap claims, Lo-Jack recovery info and, worst of all, brochures. When a customer walks into this environment, they instantly put up their guard. What should the office look like? First, get everything out of sight that looks like a selling tool. Those should be in a drawer for you to use when needed, but they should not be visible when the customer enters the office. The office should have framed powersports pictures and posters on the walls — action shots, not POP materials. Pictures of you riding are even better. The walls should be painted a color you would use to paint your living room, not a prison or closet.

28 August 2013 | Motorcycle & Powersports News

The furniture should look nice and be comfortable. The customer’s chair should be one you would have in your house. The side of the desk that the customer sits on should have an overhang so they can sit and sign their paperwork comfortably. This might sound like a small detail, but when it comes to the customer’s perception, it is huge. Don’t Talk Like A Finance Manager Avoid words or phrases such as: • Entitlements • Benefits • Packages • Calling a new motorcycle, ATV, etc. a “unit” • Any industry jargon • Other sales words When the customer feels like you are there to serve them rather than act as another way for the dealership to make money, you will see better customer service scores, experience more return business, and your department will generate more profit. 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 our other talented consultants can do for you, contact us at info@gartsutton.com.

THE

Service

MANAGER

By C.R. Gittere

Secondary Season Service Sales Strategies

t’s August and that means two things for many of you: the prime selling season has passed and, for some, the secondary season is about to begin. When a customer asks, “When can you service my unit?”, the following tactics might help you answer that question and close more business. Create Immediacy If they ask, “When can you do the work?” tell them to bring it in right away because you can squeeze them in. Even though all shops, including yours, are busy right now, say you’ll make time for them. This makes the customer feel as if they are your No. 1 priority. You might be slow, but they don’t know that! Don’t tell them

30 August 2013 | Motorcycle & Powersports News

to “bring it by any time;” that gives the impression that you’re not busy and they can take time to shop around. If you are busy and you need to schedule a specific time, try the assumptive close. Ask, “When can I schedule this job for you?” or go straight to, “How is Thursday at 3 p.m.?” It’s OK to ask, “When would you like to bring it in?”, but it leaves the call open to discussion. The more feelings of immediacy and commitment you can create with your customer, the better. Don’t Diagnose Over The Phone If the customer calls you up and begins to try to diagnose the unit over the phone, divert the conversation. Tell them it’s best to have one of your mechanics look over their unit. Sell what you have, which is a staff of trained professionals.

Use word tracks like, “Our guys have seen these issues many times in the past, and there could be numerous issues causing these symptoms. Bring your unit over Tuesday at 11, and we will take good care of it.”

your parts department and gather some information about upgrades and all the things the customer might like to do in a dream scenario. If you are taking a part off, it sure is a good time to install some accessories and upgrades.

Ask Qualifying Questions Knowing a little customer history and asking some qualifying questions when you check in the unit can help you build repair options for the customer. Here are some example questions:  What are the goals and objectives for the repair?  What are your riding plans for the rest of season?  What is the unit’s service history?  What kind of condition is the unit in?

Better: This option should include replacing some stock parts with extras along the way. If you need to tear into a motor to do some work, this might be a good time to add a few little bits. Get with your parts department and find out if they have any ideas for your customer. Usually, the parts guys see what other customers are adding to bikes. Sell this work to the customer: “Hey, we’re already in there, so the labor time is the same to reinstall some chrome.”

Present Options Customers like options, and I usually have three to five prepared when trying to sell a major repair.

Good: This should be a quote on a full and complete repair. Just quote the needed items to get the job done.

Best: This option should include performance upgrades. Get together with

Minimal: This should be the absolute minimal cheapest way to go. It should include only what is required to get the

customer down the road and possibly, if you have to, a little discount. This should be one of the last courses of action. Time For Something New: If the cost of the repair will exceed the value of the unit, it is a great time to get your sales manager involved to open the discussion for a unit sale. As seasons change, and your department gets a little slower, it’s time to get a little more creative and forward-thinking. Hopefully some of these ideas will help you service and sell more units, more profitably. t

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

MotorcyclePowersportsNews.com 31

PWC UPDATE QuadSki Looking To Build Momentum Into 2014

he Gibbs Sports Amphibians QuadSki, a vehicle that once seemed more like a prop for a James Bond movie than a real production unit, continues to defy expectations. Part ATV and part PWC, the versatile crossover powered by a 1.3-liter BMW engine can transition from land to water in a matter of seconds and achieve 45 mph speeds on both. We spoke with sales and marketing manager Dan Proffer, as well as personnel at several current QuadSki dealerships, to get their thoughts on the company’s transition from novelty product to legitimate powersports vehicle. U.S. Production, Growing Dealer Base Based in New Zealand, Gibbs set up shop in the U.S. with the purchase of a 54,000-square-foot production facility in Auburn Hills, Mich. According to Proffer, the U.S. facility plans to build 1,200 to 1,500 QuadSkis by the end of 2013. The company’s goals for signing up dealerships are similarly optimistic. Proffer indicates the total number of dealers should be 12 by the end of July. “We had been in prototype form for almost three years. We launched last October, and our plan all along has been to have 50 dealers by the end of 2013 and add another 50 in 2014, so we’re on track,” said Proffer. Currently, that list is notably missing representation on the West Coast. According to Proffer, stricter regulations and a longer approval process by the California Air Resources Board (CARB) are two reasons for this missing representation. Once that approval is received (estimated to be by late August), the company hopes to add a significant number of West Coast dealers to the mix. Though some initial models from the company’s New Zealand HQ have been in two Florida dealerships since spring, the

first units from the Auburn Hills production facility have just started to arrive at dealerships. Current dealers have found the demand is far outstripping the initial supply. “Production and delivery just started in the last 30 days,” said Marty Skapik of Clearwater, Fla.’s Cycle Spring Powersports. “We had a large number of preorders that we are delivering this and next month.” “They’ve been selling great,” agrees Rick Mori of Fort Worth’s Honda Kawasaki West, who said the dealership has sold all five crafts that have been delivered and is anxiously waiting for more. “We’ve sold everything we had here. It’s a great technology, and the engineering behind these things is incredible.” Targeting The High-End ... For Now As to just who exactly is the QuadSki’s customer, both Proffer and the aforementioned dealers indicate the audience is skewing toward the higher end. “According to our dealers, our biggest buyers right now are higher-end, affluent marine customers,” said Proffer. “We’re getting a lot of interest from the hunting crowd, but as of right now, it’s mainly your high-end marine guy. Not so much your everyday PWC guy because of the price, but more of the guy who has coastal property and needs a place to go from the coast out into the water up to his boat.” Skapik echoes that characterization. “The typical buyers have been wealthy individuals buying them all over the country. We have sold them to everyone from NFL players to business owners. They’re buying them simply because it’s the coolest thing to come on the market in the last 20 years. It can do things that nothing else has ever done. The price tag limits the market, but we hope we can uncover additional sales through its unique capabilities.” “It is fairly affluent people because of

32 August 2013 | Motorcycle & Powersports News

the price,” said Ron Setina of Wilmington’s Harborside Marina, “or they’re people who have an off-road vehicle and a PWC, and think, “Why not just incorporate it?” A typical situation would be a guy who lives on a lake, and he wants to go play out on the water as well as just take a ride through his acreage and enjoy the road capability of it.” “It’s spread all over,” says Mori. “I had a guy who wanted one in Alaska, because to get to his property, he had to be able to go from land to water. Another local buyer lives on a lake, and he liked the idea of being able to go straight from his garage into the water.” Future Plans As for the future, Proffer won’t indicate what the company is working on. Rumors include two- and three-passenger models, even a three-wheel concept that could be more performance-oriented. “There are several concepts on the table right now, but as to what that could be I can’t say.” Mori feels a more affordable price point is inevitable. Setina also notes that the company’s promising start is almost wholly without advertising or publicity. Once the availability of such a craft becomes more widespread and consumers see the potential, he feels sales can truly push the craft beyond the current audience. “It’s exciting, it really is,” said Setina. “When you’re traveling around the road near the marina at 45 mph and all of a sudden you come to a launch ramp, and you run into the water with it, push a little button and the wheels disappear, and within eight seconds you’re doing 45 mph on the water ... that’s really something special.” “The applications are endless,” sums up Skapik. “It’s going to take people to places that haven’t been accessible.” t

DESTINATION

Dealership By Gina Kuzmick

Work Feels Like A Party In A At Tejas Motorsports I

n the words of a Tejas Motorsports employee, coming to work feels like a “party in a box.” “We want our customers to immediately feel energy when they open the front door,” said Steve Ertle, coowner of the Highlands, Texasbased business. “My people understand that when that front door opens, I want the party to hit my customers right in the face.” Located approximately 25 miles east of Houston, Tejas first opened its doors in 1976. It wasn’t until 1997, however, that Ertle and his business partner, Bob Binns, took ownership of the business. Originally from Colorado, Binns initially ventured to the Houston area to get into the Jiffy Lube business. Ertle followed shortly after, wanting to be near Baylor College of Medicine for his daughter, who has cystic fibrosis. “We were looking for a dealership in Houston, and this happened to be the only one in the area, so that’s what we ended up with,” he said. “It was an under-

performing destination location. We didn’t really think outside of the box at the time [about location], so we just thought, ‘This is where we live, this is what we want to do.’” Since the pair took ownership of the business, Tejas no longer displays the sub-par characteristics of its former self. Ertle’s 20group membership allows him to visit numerous dealerships across the U.S., which gives him ideas as to how he should run (or not run) his business. “I see lots of places that have no energy, and this is nothing like that,” he said. “We want everyone to feel like they’re family. We treat [customers] like how we would treat your grandmother or mom or dad.” To achieve that vibe, Tejas strives to make itself feel less like a dealership and more like a hangout by serving up freshly baked cookies and brewed coffee to customers on a daily basis. But while customers enjoy a relaxed and fun shopping

34 August 2013 | Motorcycle & Powersports News

experience, Ertle’s staff is working hard behind the scenes. “We’re a training organization. We believe you have to train every day and twice on Saturday, so we work really hard to train our product knowledge and process. Our parts and accessories department is run like a sales department. We understand the value of a customer, and we let our staff know how much money we spend to make the door swing and to get the phone to ring. They understand that each one of those is an opportunity for us and if we don’t make that opportunity turn into a sale, then we haven’t really done our job that day.” As Houston is a relatively flat city, it’s not surprising that powersports enthusiasts want to explore some more exciting terrain. That’s why Tejas partnered with Down South Offroad Park, a nearby ATV park, for additional marketing opportunities. “We participate pretty heavily with it to promote it,” said Ertle, who says the partnership has resulted in an increase in sales of side-bysides. “We’ve had several poker runs there, and on really large weekends, they’ll have a big concert venue that we’ll sponsor. We do as much as we can there.” Since television and radio broadcasting

is expensive, Tejas primarily relies on grassroots tactics to market its business. In addition to its sponsorship of the ATV park, the dealership hosts a quarterly customer appreciation night, which features live music, free food and opportunities for customers to win door prizes. Tejas also hosts its annual Ride for Life, a large charity event that benefits the Cystic Fibrosis Foundation. “We really want to keep a fence around our herd, so we kind of tailor our events to what the needs might be or what the season is or what’s happening in our immediate area,” he said. “In the Houston area, there are so many bike nights, which were hugely popular for a while but just recently tailed off. I think it’s because they’ve gotten so watered

down.” The future looks bright for Tejas Motorsports. The dealership recently started selling California Sidecar trikes, a powersports segment that promises a wider customer base. In

addition, the dealership’s annual Ride for Life charity ride will take place in October, drawing about 300 to 500 participants. As long as its contagious enthusiasm persists, the party won’t ever stop at Tejas. t

MotorcyclePowersportsNews.com 35

What Makes Gear Good

And Wo By Alisa Clickenger

ou can bet that there are as many attitudes about motorcycle apparel as there are individual riders. From beanie helmets and leather vests to racing leathers, there are endless choices for your dealership to stock for your customers. While price points and margins may vary considerably, hereâ&#x20AC;&#x2122;s a guide to knowing what you are stocking and how to educate your sales staff in selling it. Letâ&#x20AC;&#x2122;s start at the top of the apparel market and look at what it takes to make quality gear. Great riding apparel makes an art of the comfort-protection equation. Klimâ&#x20AC;&#x2122;s dual sport product line manager, Edward Wilkinson, likens making good gear to making a cake. You need to use select, quality ingredients to create a good product. Good gear designers know their materials, how well they perform and can create distinctly different garments for each purpose and season. Materials Quality gear requires quality ingredients. There are primarily three types of manufactured materials used to make motorcycle apparel: polyester, nylon and exotics. Polyester is a standard commodity product that is generally inexpensive. Nylon has a wide variety of quality and features depending on the type used, how the thread is twisted and woven, and the type of coating or backers put on it. Exotics, such as super-fabrics with ceramic coatings, are products like Armacore, a name brand that features high tenacity nylon woven with heat-resistant and strong synthetic fibers such as Kevlar and Dyneema fabric super blends. In general, polyester is inexpensive and takes color well. Nylon has superior abrasion

36 August 2013 | Motorcycle & Powersports News

rth Selling? but doesn’t take color quite as well. Kevlar is fantastic at preventing tearing but doesn’t take abrasion well. In addition to fabrics, there is a whole gamut of meshes from inexpensive polyester to those that are abrasion resistant. Using the right blend of materials to meet apparel product line objectives becomes an art form for the designers and developers. And while it may seem less complex, not all leather is equal. Icon’s ICON 1000 line is a premium line that uses only fullgrain Brazilian cowhide — hide from grass-fed cows that aren’t fenced with barbed wire. There are no pinpricks, scars, etc. Where the hides come from, how they are fed and harvested, and how they are tanned all play a role in the quality of leather produced. Full-grain and top-grain leather are the best quality, with split- and corrected-grain being the lesser qualities. Construction Construction techniques vary widely, too, and are another way companies keep costs down. Seam and stitch counts vary widely, and the simplest patterns are the best. Each seam makes a garment weaker. Add embroidery and the garment weakens even further. Nevertheless, motorcycle apparel needs to conform to the curves of a rider in order to be comfortable, so it becomes a matter of clever pattern engineering. It’s a balance between costs, construction, durability and fit. Thread and stitching then become a huge part of the quality equation. Stitches per inch and the type of seam —

single, double or triple-stitched — are important factors to consider as well. Serging, or “overlocking,” is a strong technique, which takes a special machine and actually runs up to five lines of thread into each stitch and locks them all together. Loops of thread pass from the needle thread to the edges of the fabric so that the edges are contained within the seam. Managing Pricepoints How do apparel companies use topquality materials and keep the manufacturing cost down? Eliminating features is one way. Companies can get rid of sewnin liners, iPod earbud holes and hydration systems. This is how Olympia Moto Sports does it: they use the same highend materials in their $189 jackets as they do in their $400 jackets. Their price points increase as features and benefits, such as removable liner jackets, hydration systems, etc., are added. Basic components such as Cordura fabric, CE protectors and YKK zippers are used throughout their entire product line regardless of price. This is an important point any dealership apparel manager needs to remember: always look at the construction and materials of the product you are stocking and selling. Just because an apparel company has a high-end reputation, doesn’t mean that every line they produce uses those high-end ingredients. Comfort A motorcycle apparel line either makes or breaks on comfort. Fit is an integral part of the comfort factor, and the pat-

MotorcyclePowersportsNews.com 37

terning is a key ingredient. Is the tail long enough to prevent drafts? Is there a prebend to the sleeves so they fit right when in the riding position? Are there gussets in the right places so the jacket doesn’t bunch up? Convenience features are also important. Are there wrist adjusters, and can they be operated with gloved hands? Does the waistband have elastic in it so that it stretches and flexes with the rider? Is there adequate venting? Is everything sewn well? Moreover, never underestimate the power of a good zipper. Good quality apparel uses high quality zippers. After all, if you can’t zip your jacket up, what good is it?

The overall fabrics used are also part of the comfort factor. Is the fabric the right fabric for the intended use? Is it breathable? Is it waterproof? What about the trim — is it a comfortable material if it is next to the skin? Does it flex in harmony with the garment material? Does it chafe? Does it fuzz or wear out quickly? Better apparel considers all these things. “Good gear is very comfortable and doesn’t tire the rider. It adapts to the rider’s body, stretches, yet still protects,” says REV’IT! director of operations Paolo Bacchiarello. “Good gear needs to be comfortable, but not comfortable to the point of being too big.” Many apparel companies sell all over

38 August 2013 | Motorcycle & Powersports News

the world and have extensive testing and consumer feedback programs. This type of formal feedback program is essential; actual performance in the field under a wide variety of temperatures and weather extremes is integral to product advancement. Other companies, such as BMW, develop many of their own apparel materials, which helps them keep a competitive edge. Yet, dealers and consumers alike have to be aware that there are proprietary apparel materials based upon real science and engineering, and those that are simply made up names for a given brand. That’s where the hangtags and sew-in labels come in handy. There are many partnerships in the motorcycle apparel industry, and most notable are the ones you see dangling from garments on the racks. These supplier companies make a guarantee to each other to use a certain quantity of materials, which helps fund further research and engineering.

Protection “Quality armor in your gear is as essential as the helmet you wear,” says Richard Harfoot, D3O business development manager for motorsports. “The first thing to look for is a good fit. Make sure your jacket and pants are fitted correctly and use quality materials and construction. During a fall, your armor will move around and expose your joints to an impact, especially when rolling. Secondly, choose the highest rated CE armor you can.” Protective armor performs differently depending on climate and conditions, and can become stiff and bulky. The best quality gear offers the highest certified limb and back armor on the market, engineered to the latest standards. “This makes you safer and more comfortable, letting you concentrate on the ride,” says Harfoot. What is CE armor? CE is the European standard covering protective clothing for motorcyclists against impact. Level 1 is the starting point, and Level 2 pushes the

limit to give riders the highest level on the market, reducing the transmitted force to your body. “Armor is unfortunately the easiest way for some manufacturers to make their product ‘affordable,’” says Joe Rocket’s Steve Blakeney. “The safest bet to ensure the jacket has viable armor is to look for CE approved armor. And every sales person should be prepared to pull out the armor to show any consumer the ‘CE Approved’ stamp. If it doesn't have the stamp, it's not approved. A word of caution: because there are no CE ratings in the U.S., some apparel and armor companies call their gear “CE rated.” To make sure that the apparel and protectors conform to the European standard, specifically look for the corresponding EN number. Armor, or lack of armor, doesn’t always define what makes quality gear. Companies such as Roland Sands Designs manufacture some of their motorcycle apparel lines with high quality construction, yet leave it to the consumer

to choose what, if any, armor gets installed in the armor pockets. Consumers will always ask why good apparel is so expensive. Joanne Donn, founder of Gearchic.com, says, “Motorcycle apparel is one of the few industries where you literally get what you pay for.” The bottom line is that quality gear takes armor that is more expensive, requires more expensive raw materials, and takes more time to construct. As Klim’s Wilkinson says, “The overall garment is only as good as all the parts.” The combination of all these things is what makes decent apparel … if you do it right, the sum of the whole is greater than the sum of the parts. t

MotorcyclePowersportsNews.com 39

O ff R o a d

s e r i T M403 Front/ M404 Rear Combination MX/ Oﬀ-Road Tires

Bridgestone Bridgestone’s M403 front/M404 rear combination set of MX/off-road tires has been developed with the assistance of championship-winning race teams to help riders turn and accelerate out of corners through strong grip and contact feel even at full-lean angles. These tires are Bridgestone’s broadest range of motocross and off-road tires and cover a wide range of soil applications. Complete sizing and applications for all machines 50cc up to 450cc are available. ------------

For More Info: www.bridgestonemotorsport.com

Millville II

Kenda Tires The Millville II is designed for soft to intermediate terrains, making it ideal for motocross. Its new compound formula provides traction and durability; while biting edges improve cornering. In addition, its paddle-shape patterned brakes improve braking traction. The Millville II’s new tie bar knob support reduces knob squirm and increases durability. ------------

For More Info: www.kendatire.com

40 August 2013 | Motorcycle & Powersports News

SX & EX Motocross Tires

Magnum Distributing These EX soft terrain and SX intermediate terrain tires feature widely spaced knobs and stiff sidewalls for improved steering and braking performance. The tires are available for mini- and full-sized bikes, and retail at $77.77. ------------

For More Info: www.magnumdistributing.com

MotoClaw Radial UTV Tire

EFX Performance Tires This UTV tire design features a diamond-plate themed thread pattern that weaves in and out of the side and shoulder lugs. Its features include 8-ply construction, radial technology and a DOT street legal rating. The 1inch lugs and a .5-inch side shoulder lug extend all the way into the sidewall to protect the tire. The EFX MotoClaw is currently available in 27-by-10-by-14R and 30-by-10-by-14R. It retails at $189. ------------

For More Info: www.efxtires.com

42 August 2013 | Motorcycle & Powersports News

VRM-140 Intermediate/ Soft Terrain Tackee Tire Sand Snake MX Rear Tire

AMS This AMS sand paddle rear tire is built for desert sand. The paddles are designed to increase straight-line traction and pulling power on steep inclines. In addition, this tire has a natural rubber compound that runs cooler with increased abrasion resistance, extending tire life. 6-, 8- and 10-paddle versions are available. The tire is rated for speeds up to 81 mph, and the suggested retail is $42.95. ------------

For More Info: www.parts-unlimited.com

Vee Rubber Available in all popular mini-sizes, these tackee tires are designed to meet the demands of intermediate terrains. The lightweight construction is ideal for motocross application, while the tireâ&#x20AC;&#x2122;s 4-ply rated casing material reduces unsprung weight. The front tire is FIM/DOT approved. The VRM-140 retails between $41.95 and $106.95. ------------

For More Info: www.veerubberusa.com

MotorcyclePowersportsNews.com 43

Maxxcross MX IT Tire

Maxxis The Maxxcross MX IT is an intermediate motocross tire featuring a dual compound tread pattern with long and varied tread pitches. The front tire incorporates the Maxxis standard IT compound for the base of the knobs, with a soft cap layer of rubber across the center to absorb vibration and enhance braking traction. The rear tire’s center tread knobs feature a softer compound than the shoulder for holeshotting traction. The tire’s lightweight construction and sidewalls virtually eliminate tire roll sensation through corners. ------------

For More Info: www.maxxis.com

Tractionator Heavy-Duty Series

Motoz The Tractionator heavy-duty series uses natural rubber and Terrapactor tread designs to increase traction by compacting and wedging the terrain. The series’ high strength ply material achieves higher ply rating with less ply layers, and the tire has reinforced sidewalls to reduce punctures and pinch flats. The tires are DOT approved for street use and are available in18-, 19- and 21-inch sizes. The Tractionator Heavy-Duty Series retails from $75 to $110. ------------

For More Info: www. motoz.com.au

44 August 2013 | Motorcycle & Powersports News

Pulse Sport ATV Tire

Cheng Shin Rubber USA, Inc. This ATV tire set promises uncompromising cross country performance that stems from the latest in sport ATV tire technologies. The rear tire knobs feature a 15-degree reinforcing angle for sliding predictability and durability as well as a front profile optimized for steering. The Pulse Sport ATV Tire’s knob edges increase bite, and its 6-ply rated carcass minimizes flex. ------------

For More Info: www.csttires.com

255 Trail Pro Tire

Shinko Tire USA Shinko’s 255 Trail Pro Tire features a highly flexible radial carcass and soft compound for gripping rocks and other slick terrain. Although DOT-approved, these tires are not recommended for commuter/continuous highway or dual sport use. The 255 Trail Pro Tire is lightweight to reduce unsprung weight, which results in improved performance and maneuverability. They are available in 18- or 19inch rear radial sizes and retail for $104.95 (110/90-18) and $116.95 (110/80-19). ------------

For More Info: www.shinkotireusa.com

MX907HP Hard Terrain

Sedona Tire & Wheel The MX907HP features a compound designed for bluegroove hard-pack terrain traction, and a crosspatch tread design that provides a larger contact patch to maximize both in-line and cornering traction. The tire and wheel’s multi-knob technology ensures a large footprint. The siped and dimpled knobs also add more bite-edges for traction, and the rigid 4-ply carcass enhances stability and absorbs impacts. The MX907HP retails from $65.95 to $94.95. ------------

For More Info: www.sedonatires.com

MotorcyclePowersportsNews.com 45

GEAR F2 Carbon Dubstep Snow Helmet FLY Racing Snow This helmet uses the same shell and interior as other F2 moto helmets but features a snow-specific graphic design, making it the ideal helmet for winter weather. Itâ&#x20AC;&#x2122;s IRS-approved for any type of snowmobile competition, Snell M2010 and DOT-approved, and ECE- and AS-approved. This helmet includes a breath box and retails at $299.95. ------------

For More Info: www.flyracing.com/snow

Womenâ&#x20AC;&#x2122;s GEM 5 Insulated Jacket Arctiva The Gem 5 insulated jacket features a durable waterproof and breathable textile chassis for the most demanding women riders. The DWR-protected shell fabric repels stains and moisture, while sealed seams and ribbed spandex cuffs provide protection from the elements. Pockets are fleece-lined and bib interface connectors lock the jacket to its matching bib. The jacket is available in Sky Blue and Charcoal, sizes XS to 2XL. It retails for $220. ------------

For More Info: www.arctiva.com 46 August 2013 | Motorcycle & Powersports News

Heat Demon Heated Vest with Controller Drag Specialties This vest is made from durable, water-resistant Taslan fabric and features a snug-fitting, lightweight design to fit comfortably under any shirt or jacket. The water-resistant controller features a selectable level of comfort from five temperature levels, indicator lights and microprocessor circuitry for accurate temperature control. Two sizes are available: small to XL and 2XL to 4XL. The suggested retail price is $199.95. ------------

For More Info: www.dragspecialties.com

GW Series Winter Gloves Fulmer Helmets Available in three styles, the GW series focus on riderâ&#x20AC;&#x2122;s comfort, safety and performance. The GW3 features a three-finger claw grip for finger dexterity. The GW1 is a classic mitten style glove, and the GW5 five-finger glove is designed for riders in need of hand mobility in unpredictable situations. All styles include reflective precision piping, built-in wiper blades and palm protection for increased grip. They are waterproof, insulated and easily adjustable, with sizes ranging from small to 3XL. ------------

For More Info: www.fulmerhelmets.com

MarketPlace

MotorcyclePowersportsNews.com 47

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Ad Index FREE ONLINE RESOURCE CENTER

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ADP Lightspeed.................................15 Adran Tie Downs ...............................24

AIMExpo..............................................9

Amrep Inc..........................................46

Arai Helmet Americas Inc. ................27 Automatic Distributors .............Cover 2

Bosch Automotive Service Solutions.21 Cometic Gaskets ...............................25

Duro Tire/Wheel ...............................41 EMGO International...........................19

Fulmer Helmets................................12 HJC America .......................................7 K & L Supply Co...................................3

Kandi USA Inc....................................13

Maxxis International - USA ...............43 MBA Insurance..................................35

Motor Trike .......................................23

MTA Distributing ...............................42 Namura Technologies..................26, 27

Nelson-Rigg USA Inc. ........................31

nizeX, Incorporated...........................30 Platinum Air Suspension...................12 Race Tech ..........................................22

Sam's Powersports Garage...............39

Schumacher Electric Corp. ...............44

SEMA ........................................Cover 3 Service Manager Pro.........................30

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

Short Block Technologies ............17, 33

Simply the Best Lists:

TAW Performance Distribution LLC...38

Automotive Aftermarket, Truck Fleet & Powersports Markets

Vee Rubber America .........................45

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

XY Powersports ...........................10, 11

Sudco International Corp. .........Cover 4

Sullivan's Inc. ..................................4, 5

Zurich................................................29

MotorcyclePowersportsNews.com 49

Essentials ODYSSEY Extreme Performance Series Batteries Enersys Thin-plate pure lead (TPPL) technology and rugged construction enable these batteries to offer a three- to 10-year sevice life and storage of up to two years without recharging. Their welded intercell connections enable them to withstand extreme vibration, and their absorbed glass mat (AGM) design eliminates spills, enabling them to be installed in a variety of positions. ------------

For More Info: www.enersys.com

CL-1060 Sport Tail/Seat Pack T7 Crossfade Helmet EVS Sports This SNELL/DOT-approved helmet's RAM Cooling System combines internal EPS ventilation channels with four intake and six exhaust ports for maximum airflow. A removable, washable moisture-wicking liner offers additional comfort to your rider. ------------

For More Info: www.evs-sports.com

Nelson-Rigg This low-profile bag can be easily attached using selfadjusting hooks, or can even be looped under the rear seat or pillion for a super clean look. Itâ&#x20AC;&#x2122;s constructed of 1680 Denier ballistic nylon with Fibertech faux carbon fiber panels and reflective piping. The bag maintains its shape even when empty and has fully lined interior with a mesh pocket and organizer under the lid. An expansion section allows the bag to grow from 8.6 liters to 15 liters. ------------

For More Info: www.nelsonrigg.com

50 August 2013 | Motorcycle & Powersports News