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MotorcyclePowersportsNews.com
• Harley Debuts Street 750 At EICMA • Dudley Perkins Company: 100 Years of Harley
JAN. 2014 VOL. 40 NO. 1
Plus: Eric Anderson Joins the MPN team!
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Contents
EICMA 2013: Inside the World’s Largest Motorcycle Trade Show
Volume 40 Number 1 MotorcyclePowersportsNews.com
By Robin Hartfiel EDITORIAL Editor – Brendan Baker bbaker@babcox.com Editor-at-Large – Robin Hartfiel robinhartfiel@gmail.com
Best of the Web
Associate Editor – Gina Kuzmick gkuzmick@babcox.com
Top 25 Products of 2013
Assistant Editor – Matthew Bemer mbemer@babcox.com
Dealership Operations Highlighting The Best
Columnists & Contributors
4
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Eric Anderson Cyclepedia Press Steve Dodds II C.R. Gittere Steve Jones Mark Rodgers Margie Siegal Jim Woodruff
The Road Ahead by Brendan Baker
Dealer New Units In Stock
12
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Inventory Report by ADP Lightspeed
P-selling To P-sychos ART
Confessions of a Customer by Eric Anderson ...................................................................................14
Sr. Graphic Designer – Tammy House thouse@babcox.com
Rising Demand And Rising Product Availability Pre-owned Monthly Recap by Jim Woodruff ......................................................................................16
Dudley Perkins Company: 100 Years Of Harley-Davidson
42
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Destination Dealership by Margie Siegal
Work Hard And Win: Part Two
Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program
44
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The Service Manager by C.R. Gittere
November 2013 Service Department Performance
46
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Best of Practice Club by Steve Jones
Body Language Spoken Here: Part Two
48
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Peak Dealership Performance by Mark Rodgers
Industry Vet Launches PWC Content Site, E-Commerce Storefront
50
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PWC Update
The Two Most Misunderstood Legal Regulations
51
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Finance & Insurance by Steve Dodds II
Liquid Cooled Engine Care
V-Twin Focus V-Twin Expo Preview
52
Prepare for the Big Show in Cincinnati......................................... 22
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V-Twin Apparel
Tech Tips by Cyclepedia Press
2014 Off-Road Seasons Kick Off In January Pit Pass
Fashion and Protection ................................................................. 24 .................................................
56
V-Twin Parts and Accessories Stock Your V-Twin Section............................................................. 28
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 non-qualified 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.
2 January 2014 | Motorcycle & Powersports News
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THE
Road AHEAD
Highlighting The Best By Brendan Baker
A
few weeks ago, I recieved an email from a concerned reader saying, in short, that our position on Independent We Stand was flawed. He nailed a number of points right on the head, like the fact that there are thousands of powersports dealers who tie their financial well-being to international companies such as Honda, Yamaha, BMW, Kymco, along with the many fine aftermarket companies we have all grown accustomed to in the U.S. My point is that as powersports dealers, you sell products from all over the world. While V-Twin dealers may sell a larger share of American made products, for many multi-line dealers this is not what their customers want. While buying American may be a noble cause, we know that many of you have a much more international approach. We would agree that it is a complex issue for dealers who want to support the local community and be viewed as a small business when you sell such a variety of products from around the globe. But as a small business, you likely put more dollars back into your local community than some of the big box chains. Yes, buying American made products is a great ideal to uphold when the choices are clear and a decision can be made one way or another in your dealership. We agree with our reader that this is an issue without an easy answer or cause to support. Speaking of things American, the 14th Annual V-Twin Expo is just about to get underway in Cincinnati starting Feb. 8. The show is reporting increased dealer registration plus a strong list of exhibitors. Dealers will be able to meet with industry leading V-Twin manufacturers, builders, designers, distributors and more during the two-day show at the Duke Energy Convention Center. In addition to the exhibitors on hand, you will have access to highly interactive seminars and working sessions geared to make your business more profitable and efficient. Starting on page 22, we offer a preview of the show and some of the many products available in this thriving market. Products are a big part of what you offer and what we highlight each issue, and we are proud to announce our second annual Best of The Web award winners, starting on page 32. We don’t pick the winners; instead we compile the list from our most-read items on our website, www.motorcyclepowersportsnews.com. And finally, we would like to announce that longtime powersports entrepreneur Eric Anderson has joined our team. We’re very excited to be working with Eric as he has been a stalwart in the industry for many years promoting dealer education and training. And this is, we believe, one of the biggest building blocks to a successful dealership. We have many great things planned with this new partnership and he will have a strong influence in the coming months along with Robin Hartfiel and I on the newly formed editorial advisory board. Please give Eric a warm welcome next time you see him. Or better yet, reach out and congratulate him on the ‘net! t
Brendan Baker, Editor 4 January 2014 | Motorcycle & Powersports News
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Inside the Industry Indian Motorcycle Partners with Jack Daniel’s on ‘Operation Ride Home’ Indian Motorcycle announced it’s donating a custom 2014 Chief Vintage motorcycle to support “Operation Ride Home,” a partnership program between Jack Daniel Distillery and the Armed Services YMCA designed to help junior-enlisted service members and their families travel to their homes across the country this holiday season. For 2014, the inaugural year for the Indian Chief built in Spirit Lake, Iowa, the first 1,901 units were badged with commemorative serial numbers. The “No. 7” serial number off the line was a Red Indian Chief Vintage model donated by Indian Motorcycle to the Operation Ride Home program, which will benefit military families. The artists at Klock Werks in Mitchell, S.D., led by Brian Klock added just the right touches to create a unique motorcycle. Hand-laid pinstriping, Jack Daniel’s logos, the Operation Ride Home logo and a customized seat combine to reflect the special nature of this custom motorcycle. The No. 7 Operation Ride Home custom bike was unveiled to a crowd of
press and dignitaries at the International Motorcycle Show in Long Beach on Friday, Dec. 6. On hand for the unveiling ceremony were U.S. Marines Lance Corporal Johnny Cornejo Jr., a beneficiary of the Operation Ride Home program, and John Baer, San Diego chapter board member for the Armed Forces YMCA. “For the third year in a row, we are honored to play a leadership role in sponsoring this important campaign in support of the fiercely loyal men and women of our Armed Forces and their families by helping assist those members who otherwise might not be able to spend precious time with their families over the holiday season,” said Dave Stang, marketing manager for Jack Daniel’s. “We anticipate an even greater outpouring of support for this campaign in 2013 and we sincerely welcome the partnership and support of our friends at Indian Motorcycle.” The bike will be auctioned by BarrettJackson at its Scottsdale, Ariz., auction, which runs Jan. 12-19, 2014. The No. 7 Indian Chief Vintage motorcycle will be on display at the International
Motorcycle Shows tour, beginning Dec. 6 in Long Beach, Calif., where motorcycle fans will have a chance to view it. Proceeds from the charity auction will be donated to support the “Operation Ride Home” program administered through the Armed Services YMCA. “All of us at Polaris Industries are proud of our decades-long support of our U.S. Armed Services personnel and their families, and the Indian Motorcycle brand has an even longer heritage of supporting the United States military dating back to World War I,” said Steve Menneto, vice president of motorcycles for Polaris. “Today we are pleased to extend that relationship by partnering with our friends at Jack Daniel’s and the Armed Services YMCA in support of Operation Ride Home. The Old No. 7 label in black and a red Indian Chief are two of this country’s most iconic symbols, so we are honored to donate the No. 7 unit of our history-making new 2014 Indian Chief motorcycles for the benefit of our hard-working and dedicated military personnel and their families.” t
One-Wheeled Microcycle from RYNO Available for Pre-Order RYNO Motors announced that the com-
Shifting Gears – Printing all the news that fits By Robin Hartfiel A New Year and new columns. This issue marks the first appearance of the NPA Pre-Owned Monthly Recap as MPN has partnered with National Powersport Auctions to provide our readers with a comprehensive recap of pre-owned wholesale results. Since NPA is the largest provider of pre-owned powersports vehicles in the world, selling an average of 5,000 units each month, they have a real handle on what is happening with used motorcycle sales. Be sure to check out NPA COO Jim Woodruff’s column in this issue and let us know what you think on Facebook (facebook.com/MotorcyclePowersportsNews), Twitter (twitter.com/MPNMag) or email (robinhartfiel@gmail.com). Starting in this issue, industry veteran, dealer advocate and educator Eric Anderson is bringing his wit and wisdom to the pages of MPN. “My Confessions of a Customer dealer column is just one of my commitments to the industry,” he says. “Others include my perpetual retail sales training efforts and service to the MIC Board of Directors.” His column forces retailers to look at their businesses through the eyes of the changing modern customer … not their own views from behind a sales desk or parts counter. “It may ‘sting’ to read sometimes, but it’s always authentic material authored by the often uncomfortable forces of change,” notes Anderson. “Partnering with Babcox Media will also allow my Vroom Network’s e-learning and training experiences to be more fully utilized. I am excited about MPN’s future … and mine!” Dealers may remember Eric from his days with Intersport Fashions West or more recently for creating the Scorpion Helmet line. Speaking of helmets, Shoei source Helmet House is hiring. “Recently, our national sales manager resigned to start a new business with his wife outside the powersports industry,” says VP/Director of Products Mark Gandy. “We are looking for a veteran with proven success leading a national sales force. The ideal candidate will be someone who has excellent problem solving skills and can motivate a sales staff.” Duties include sales program planning, recruiting, training, team building, heading annual sales meetings, public speaking and occasional travel. Does this sound like you? Send your resume and cover letter to: jobs@helmethouse.com t 6 January 2014 | Motorcycle & Powersports News
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pany will start to accept customer deposits for the RYNO, a one-wheeled electric microcycle. Customers can guarantee that they receive a RYNO with a fully refundable $150 deposit. The company expects to begin production later this year. The self-balancing electric RYNO is designed for city errands, commuting to work and for personal transportation within large campuses and industrial facilities where people need to move quickly and efficiently over short to medium distances. The RYNO is small enough to be brought into offices and elevators, and it mingles well with pedestrians. “The RYNO is a fun, efficient and convenient way to get from place to place,” said Chris Hoffmann, CEO and founder of RYNO Motors. “It’s half the bike and twice the fun.” To operate a RYNO, the rider must balance the RYNO from side to side in the same way as any other bicycle, but the forward and back balance is managed by the electronics on the vehicle. As a selfbalancing form of transportation, the RYNO moves forward when a rider leans forward, and stops when a rider leans back. It generally takes a new rider about one hour to begin to get comfortable riding the RYNO, and a few days to achieve intuitive and natural control. With a top speed of 10 miles per hour, the RYNO is suited for use in bike lanes and on sidewalks. It produces zero emissions, is easily charged in a normal AC outlet and costs under a penny a mile to ride. According to the company, initial pricing is expected to be $5,295 per cycle. t
Polaris Accuses Arctic Cat of Violating Side-by-Side Patent Polaris Industries sued Arctic Cat on Dec. MotorcyclePowersportsNews.com 7
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Inside the Industry
Shifting Gears In news from our neighbors, Canadian-based BRP BRP has built a new manufacturing facility in Querétaro, Mexico. BRP assembles Rotax engines for its Can-Am off-road vehicles, assembles the Sea-Doo Spark watercraft and manufactures composite hulls and decks for Sea-Doo watercraft. By 2015, the entire Sea-Doo watercraft lineup will be produced in the Querétaro facility. Once completed, the project will represent an investment of more than $100 million (Canadian) and employ 1,100 people by 2015.“Mexico is a competitive global product delivery hub for BRP, thanks to the commitment, dedication and good work of all our employees,” said BRP CEO José Boisjoli. “We believe that through a combination of Mexico’s outward-looking trade strategy based on its diversified network of trade agreements and BRP’s export business model, we can compete more effectively in various markets and continue to grow our volumes.” t
20 for patent infringement. The suit states that Arctic Cat’s Wildcat SxS vehicles infringe on a Polaris patent filed in 2006 and updated in 2010. The patent is listed as patent No. 8,596,405. According to the complaint, Arctic Cat has manufactured and sold side-by-side all-terrain vehicles, and still is, including Wildcat side-by-side vehicles, which infringe the ‘405 patent. The complaint also states that Arctic Cat had knowledge of the patent since Dec. 3, 2013, when the U.S. patent office officially approved the application. t
AMA Announces Little as 2013 Motorcyclist of the Year The American Motorcyclist Association
(AMA) has announced the recipient of its 2013 Motorcyclist of the Year award: AMA life member Larry Little. Little, vice president and general manager of Marketplace Events, created AIMExpo, a U.S. motor-cycle show that debuted in 2013 and brought buyers and sellers together in a bold, new way, according to the association. The AMA Motorcyclist of the Year recognizes the person or persons who had the most profound impact within the motorcycling community in the previous 12 months. “While most in motorcycling viewed the cataclysmic changes brought about by the economic crisis as disastrous, Larry Little saw an opportunity to improve the situation
8 January 2014 | Motorcycle & Powersports News
while fulfilling a long-held passion to launch a motorcycle show for manufacturers, distributors, dealers, consumers and media in America,” said AMA President and CEO Rob Dingman. “When we step back and look at the excitement, exposure and interest that the American International Motorcycle Expo brought to the motorcycling industry in the past 12 months, it is fitting that we recognize Larry for his innovation and drive,” Dingman added. Little, the former publisher of Cycle World magazine, sought to bring the European motorcycle show format to America starting in the early 1990s. However, that format, which combines new motorcycle model year introductions with aftermarket product reveals, media involvement and consumer access, wasn’t acceptable at that time to major U.S. motorcycle distributors, who preferred to introduce new bikes at exclusive dealer meetings. In the wake of the recent economic slowdown that tightened manufacturers’ marketing and business development budgets, Little revitalized his plan as a cost-effective solution. Companies agreed, and the inaugural AIMExpo was held Oct. 16-20, 2013, at the Orange County Convention Center in Orlando, Fla. “While history will judge the ultimate success of the AIMExpo, there is no question that the show represents a dramatic departure from what has been done in the
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Inside the Industry past,” said Dingman. “The short-term impact has been significant, however, and if this show format takes hold as anticipated, it will offer tremendous benefit to everyone who loves motorcycling.” t
Fulmer Introduces Shiro Helmets to the U.S. Fulmer Helmets is introducing Shiro Helmets to the U.S. market. Fulmer’s factory direct sales force has forged strong relationships with its dealers, which will be backbone for the U.S. launch of the European brand, said the company. Fulmer also noted that dealers will enjoy the same high margins they are accustomed to but at a higher price point with Shiro Helmets to maximize their bottom line across the board.
When asked why Fulmer elected to partner with Shiro, the answer was shockingly simple: it was all about meeting the needs of dealers in a difficult market. “Our dealers love our no-Internet policy and all the steps we take to protect their business and their bottom line, but one thing they were asking for was the same business model for higher price point helmets so they can compete with the
online outfits in that arena and maximize their margins across the board,” said Nick LoMonaco of Fulmer Helmets. “Both organizations share a common vision of protecting the independent brick and mortar dealers from the undercutting of Internet sales. Shiro seemed like a natural fit and the perfect solution to meet our dealer’s needs,” he added. The initial wave of Shiro Helmets will hit
Shiro was established in 1993 and is currently celebrating its 20th year. The brand credits its growth to its research team and rider inspired helmet designs. Shiro has a strong presence in the world-racing scene and utilizes the feedback of their riders to contribute to every aspect of helmet design and functionality. This collaborative approach to innovation has allowed Shiro to remain true to its mission of providing innovative designs that are safe and comfortable for the rider at a reasonable price.
Shifting Gears Oh Canada? Heads up, Canadian dealers: AFX Helmets, le premier nom en matiere de casques, are now available north of the border. Contact CDI International director of sales Mark Kashetsky at (514) 3277994 for more information or head over to www.cdi-int.com/afx in cyberspace. t MotorcyclePowersportsNews.com 9
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Inside the Industry
Shifting Gears No love for the glove? Unfortunately, Held North America has ceased operation. After no tweets to their lightly trafficked Twitter feed for 10 days during the holiday selling season and their website defaulting to the online store with a "closed" sign, confirmation of the company’s closing was finally delivered in early December. “With much regret, I must inform you Held North America Inc. will be closing its business on Dec. 20, 2013,” said HNA’s Tommy Kincaid. “We have enjoyed working with you during the past nine years.” Held Biker Fashion GmbH should have new representation for the U.S. shortly; however there was no word from Germany at press time. t
stores in early 2014 in the form of four models: full-face, off-road, modular and dual sport. Shiro Helmets range in price from $149-$349 and will be available in authorized Fulmer Helmet dealers across the U.S. in 2014. t
Date Change for AMA Vintage Motorcycle Days at Mid-Ohio Sports Car Course In a move that will help Midwestern motorcyclists get more out of their summer events, the American Motorcyclist Association (AMA) and Mid-Ohio Sports Car Course have worked together to change the date of the 2014 edition of AMA Vintage Motorcycle Days. AMA Vintage Motorcycle Days 2014 will be held July 11-13, one week earlier than previously announced. The new dates prevent a conflict with another event held in Wauseon, Ohio. “Providing a date for AMA Vintage Motorcycle Days is never easy, given that it often can only be set after many other dominoes get lined up, including schedules for MotoGP racing in this country, World Superbike races here, and AMA Pro Racing events,” said Jeff Massey, AMA vice president of operations. “We never like to wind up in competition with other motorcycling events nearby, and some years it’s unavoidable. But in this case, we were able to work with other groups in an effort to find a new spot on the calendar for AMA Vintage Motorcycle Days that makes the most sense for the fans.” The move sees Mid-Ohio Sports Car Course’s popular AMA Pro Racing event move to July 19-20, track officials have announced. “It wasn’t easy getting all the dominos to fall the right way, but in the end, this
change will be received well by the fans of AMA Vintage Motorcycle Days,” said Massey. “By changing these dates, we create the opportunity for a better fit in the mix of motorcycling attractions in the region next July.” Added Mid-Ohio Sports Car Course President Craig Rust, “We’re happy to work with the AMA and AMA Pro Racing to come up with a reformatted schedule that we believe will benefit everyone, including the great fans who support these events.” Advance tickets are available to the public at www.midohio.com. In addition, AMA members should stay tuned for news of a special ticket discount only for AMA members available directly through the AMA offices. t
potential as well as the unique resources to enable them to bring advanced technologies to market in a way that no other company can," said Wilkinson. "I am excited and honored to be a part of such a dynamic and dedicated team, and I am looking forward to bringing consumers a whole new range of ground-breaking and technologically advanced riding gear."
Scorpion Hires Wilkinson as Director of Development Scorpion Sports Inc. has brought veteran motorcycle apparel developer Edward Wilkinson on board as director of development. John Kim, vice president of business operations, stated, "We are incredibly fortunate to bring Edward on board to oversee and expand our development team. Not only is he an avid motorcyclist, he is also a materials and production expert. He was the innovator behind Klim's successful dual sport line and we are excited to bring his broad range of skills, experience and enthusiasm to the Scorpion family. Scorpion’s vision is to offer high-end, technically advanced motorcycle apparel at a reasonable price, and adding Edward to an already experienced and seasoned development team will help solidify our position to do just that." "After looking at several brand opportunities, I felt that Scorpion has the most
10 January 2014 | Motorcycle & Powersports News
Scorpion Sports USA has a warehouse and corporate offices in Santa Fe Springs, Calif., and a distribution center in Louisville, Ky. In addition to motorcycle apparel, the Scorpion factory also manufactures helmets. t
Want to stay up to date with the latest motorcycle and powersports news? Be sure to visit our website and sign up for MPN’s weekly newsletter.
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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.
www.adplightspeed.com
12 January 2014 | Motorcycle & Powersports News
Powersports Dealer New Units in Stock
December 2013 1,744 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2013 Model Year
2013 Model Year
2014 Model Year
13%
42% 45% ATV 7% 25% 68% Utility Vehicle 19% 38% 43% Off-Road Motorcycle 23% 52% 26% On-Road Motorcycle 13% 21% 66% Snowmobile 26% 58% 16% Scooter
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Confessions OF A CUSTOMER
By Eric A nderson
P-selling To P-sychos Crazy Talk!
P
sychographics is the study of personality, values, attitudes, interests and lifestyles. It is nothing like the more commonly known statistically-driven demographics. Face it: your customers are not just a number, so don’t treat them like one. Human beings ride motorcycles primarily because they are fun, convenient and represent a lifestyle with which we want to be connected. That vibe cannot always be maximized by a statistical model. The machines you offer represent an emotional commitment and lifestyle expression to us — unlike the European and Asian scooter markets where they are purely tools for transportation. Harley-Davidson doesn’t sell motorcycles; it sells a lifestyle, which in turn brings the parts, pieces and ingredients along for the ride. So what are you selling? With the help of a study conducted by the Motorcycle Industry Council via Experian Marketing Services, we have a taste of several customer psychographic categories, along with a summary of the lifestyle they are pursuing. What does this psycho-babble mean to you? Simple — sell their lifestyle and you will sell more of the products that fit that lifestyle. More information is available to MIC members, which now includes dealers, manufacturers and related trades (details can be found at www.mic.org). Remember, your pre-judgments and opinions aren’t important by comparison to what we customers think of ourselves. The better you understand us (customers) and know how we “think,” the better you will be able to sell and support us. Stop pushing your products onto us regardless of our backgrounds. Instead, help us understand how your products enhance the lifestyle we already envision ourselves leading. Based on the following psychographic profiles from Experian, ask more questions and lead us to our own discoveries.
Stock Cars And State Parks Rural, middle class between the ages of 35 and 64. Working adult children are often living at home bringing the household income up above average. Fishing, hunting, boating and camping are pure fun, while sports and potluck dinners bring family together. Trucks, SUVs and full-sized vans are the vehicles of choice, often with 4-wheel drive and usually made in the U.S. Classic rock and country music are their favorites. They shop for discounts, but they tend to spend more than they can afford on passion-driven purchases. Those can include what you have to sell — dirt bikes, UTVs, PWCs and cruiser motorcycles.
How To Sell: Think like Cabelas or BassPro. Proactively engage this customer type with e-blasts or at sports-related
14 January 2014 | Motorcycle & Powersports News
(DUCK DYNASTY) functions. Invitations, special events, contests, open houses and seasonal specials are all on their radar. Be able to deliver or ship it to their door — way out in the country — because your destination store is more expensive to visit than a UPS delivery charge. If it’s a vehicle they want to buy, make it part of a special event with a personal e-invitation or snail mail, if that’s the way your customer base still operates. Justify the asking price with their assumed need for improved recreation, comfort and fun with the family. Don’t just sell the man of the house; sell the entire family ... even if they are not present. Birkenstocks Upper middle class couples living in small towns and cities usually between ages 45 and 65 years old. This “crunchy granola” crowd wears those cool silver lensed- or white-framed sunglass brands and is drawn to smaller weekend and vacation getaways far from the maddening crowd. They are not always attracted to the latest designer fashions, but more to functional, long lasting brands and looks. They tend to express their status through their cars and claim they like domestic auto brands, but the cars in the garage show a fondness for import brands. The boutique shopping experience is more important to them than jamming into a mass retail environment. Offer special shopping experiences, product category consultants and events in order to make them feel special. Invite them — exclusively — and they will come. How To Sell: Talk to them without making them feel antagonized or ignorant. Emphasize the long-term investment, family fun and reliability of the products you offer. It’s not about a discounted price with this crowd. Be sure to deliver your message and dealer-
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ship value proposition to their laptop ... which is the communications center of their career and leisure activities. “Adventure” has many meanings to many people, but the word is attracting this segment more than any other. Verbally and visually paint the picture of new horizons, new friends, new machines … and you will sell more to this group.
(PORTLANDIA) Boomers And Boomerangs The oldest postwar babies are now approaching retirement but still have the highest household income. Their singlefamily homes in suburban areas now include a wage earning child over 25 who has recently returned to the nest. Mainly white and college educated, these customers still have the most earning power, but obviously seem interested in rollcagecovered UTVs instead of their ’70s motorcycles. Some are coming back to motorcycles a second time — thus boomerang — now that more time is available after the childrearing years are over. Others want to include more family this time around, thus the UTV and trike growth spurts we are seeing. It’s tough to get us inside your store because we don’t shop like we did in the old days, so get creative. How To Sell: Connect with their high profile in Internet, mobile and wireless devices. They are heavily committed to premium channels on TV while also doing as
much business as possible online to preserve private time after working crazy-long hours at their jobs. Sell convenience, time saving, personal appointments, value and smiles-per-mile. You gotta love those weekends at the cabin, desert, river or mountains ... without spending it fixing and maintaining stuff in the garage. Jet-Set Urbanites Child-free, cash rich. They belong to the high end clubs, but don’t like classic shopping experiences, preferring upscale retailers, boutiques and online businesses instead. Your destination dealership is not on their list of places to visit, so you need to go to them or where they go — movie theaters, malls, shows, online experiences. They see themselves as progressive sophisticates who seek the adventuresome path and thus, spend time and money keeping fit and dressing well. Your definition of “adventure” is likely more hardcore than theirs, but paying more for high quality brands is not an issue — in fact, it adds value to the entire experience. How To Sell: Be online! Be present where they visit or shop! The industrial business park where your dealership is located is not it. These people are successful, busy and don’t want to veer far from their routine pathways. If you are difficult to visit, reach or deal with, you will become rapidly irrelevant in their lives. On the other hand, they are intrigued with the adventure machines you sell. Most of their livelihood and input comes through men’s magazines and the Internet, so make sure to offer all your products, demonstrations, purchases and programs via an ethernet cable or Wi-Fi enabled device. If your SEO (search engine optimization) is in the toilet (#OEM/model/UTV/motorcycle/etc.), your sales with this segment of customers will
(MODERN FAMILY) also be swirling the bowl because they don’t know you exist. Think Range Rover meets Starbucks and then add some cargo vests, safari chairs and smartphones. Note: the common denominator to reaching all these groups is to break out of the traditional business model you have used for years. Crazy talk of psychographics notwithstanding, doing business the same old way doesn’t work anymore. The clinical definition of insanity is doing something the same way over and over and expecting a different result. Times have changed. Has your business model? These examples are obviously oversimplified and just a taste of who is walking through your front door … or should be walking through your front door. An MIC dealer membership will allow you to gain additional insight into more of the Experian Psychographic Customer Groups in order to become a more effective seller to evolving groups of customers and their shopping habits. Have you been paying attention to the various ways to attract and p-sell to p-sychographically categorized customers? t
The long-running Confessions of a Customer™ is one of columnist Eric Anderson’s commitments to the industry, which includes his retail sales training efforts and service to the MIC Board of Directors. He has built several well-known aftermarket brands and is the founder of Vroom Network, an industry-specific consulting company specializing in marketing, training and brand development.
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Recap
Pre-owned monthly
F
or the last five months, we have seen the normal decline in pricing due to the lack of demand in the summer months. November is the first month since spring to show an uptick in average wholesale price across a majority of categories. NPA feels this upward trend in average wholesale price will continue into the spring of 2014. November’s average wholesale price is up over previous months in several categories but overall, the monthly average wholesale price in 2013 remains below the monthly average wholesale price in 2012. This has been a trend throughout 2013 for most categories, and NPA feels this is due to several contributing factors including a soft spring, slow summer and the launch of new models later in the year. Overall, live auction bidder participation is up in November as well compared to the prior three months, based on the ratio of bidders to available product. The November conversion rate (units sold vs. units offered) on NPA eSale has also improved over the prior three-month average along with a rise in units sold. NPA considers these as signs of both rising demand and rising product availability heading into spring, reinforcing the belief that the wholesale market will continue to rise in a normal seasonal fashion.
By Jim Woodruff
Rising Demand And Rising Product Availability
dealer demand as we near the spring buying season of 2014. NPA feels that these positive early indicators show a strengthening market and will ultimately result in a strong Q1 and Q2 of 2014. t
MPN has partnered with National Powersport Auctions to provide our readers with a monthly recap of pre-
Pre-Owned Forecast NPA expects to see pre-owned values rise for the remainder of 2013 and into 2014. NPA also expects a gradual increase in repos along with a rise in
16 January 2014 | Motorcycle & Powersports News
owned wholesale powersport sale results. National Powersport Auctions is the largest provider of pre-owned vehicles, selling approximately 5,000 each month. We hope you enjoy this new segment.
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EICMA 2013
Inside The World’s
Largest
18 January 2014 | Motorcycle & Powersports News
D
uring the time of Caesar, they said, “All roads lead to Rome.” For the modern motorcyclist, all roads lead to Milan for the annual EICMA show. Officially known as the Esposizione Internazionale Ciclo, Motociclo & Accessori, the event in Italy has grown to become the world’s largest motorcycle show. By “big show,” we mean literally and figuratively, since EICMA encompasses more than 3 million square feet. Simply put, if you are serious about being in the motorcycle market, you have to be at the Milan show. Period. Despite the fact that the domestic market has been down in recent years, particularly on the scooter side, EICMA itself is truly on a roll as attendance was up nearly 10 percent for 2013. With more than half a million consumers and virtually every motorcycle media outlet in the world on hand for the five-day show, there really is no denying EICMA is the “capo di tutti capi” of motorcycle events. Since 1914, the OEMs and aftermarket have been assembling in Milan for EICMA. Originally held during alternating years with rival shows in Germany, France and the U.K., EICMA has evolved to become an annual motorcycle event. According to organizers, the 71st International Motorcycle Exhibition exceeded their wildest expectations in terms of attendance,
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t
By Robin Hartfiel
Motorcycle Trade Show number of exhibitors and major announcements from the OEMs utilizing EICMA for their world premiers of multiple new models. Space is too limited here to cover all the major new model announcements, let alone the countless aftermarket products that made their debut, but BMW, Harley and Honda really upstaged hometown heroes like Aprilia, Moto Guzzi and MV Agusta. BMW Blows Minds In Milan Since the INTERMOT trade fair in Cologne, Germany, is held every other year, BMW decided not to wait for the hometown event to bust out some big news. The OEM titan used the EICMA show as the stage to pay tribute to its past while rolling out two brand-new models that will define the company’s future. Consumers were treated to seeing the S1000 R four-cylinder roadster and the all-new R1200 RT touring bike juxtaposed against the Concept 90 tribute bike that California designer Roland Sands helped design. State-ofthe-art rider equipment technology rounded out what is new for 2014. However, there were plenty of other highlights on hand. Billed as “the new benchmark in extreme motorcycle touring,” BMW’s 2014 R 1200 GS Adventure captured the attention of the hardcores,
while the R nineT roadster’s combination of classic design and modern technology should appeal to the cruiser crowd. For the futurists and green-minded customers, BMW shared its all-electric C evolution e-scooter as well as exciting special edition versions of the C 600 Sport maxi scooter and C 650 GT scooter. Based on recent momentum working in conjunction with a forecast for these key new models, BMW is banking on record sales worldwide this year. “Milan was the perfect time and place for the brand to show its comprehensive and expanding model lineup, as it looks forward to an exciting future in all market segments — from e-mobility to six-cylinder luxury touring, and just about everything in between,” proclaims BMW. For a video unveiling of the street models, visit: www.bit.ly/EICMA_BMW. Harley Heads In New Direction Not since the V-Rod with its Porschedesigned powerplant and metric fittings has Harley made such a dramatic departure from its venerated air-cooled V-Twin roots. EICMA saw the introduction of not one, but two small-displacement, liquid-cooled machines. However, given the tieredlicensing system in Europe and the world economy in general, Harley’s “heresy”
actually makes sense. The night before EICMA exclusively opened to the media, Harley previewed the first all-new bikes released in 13 years when it showed the Street 500 and Street 750 models. Powered by the “Revolution X” liquid-cooled SOHC 60-degree twin, these bikes will be marketed to nontraditional Harley riders around the world. Most of the 750 Street and 500 Street bikes, on sale this spring for $7,500 and $6,700 respectively, will be made in Harley’s Kansas City plant; however, bikes produced in India will fuel the company’s overseas expansion. Honda Has “Automatic” Acceptance Although Honda held out on the news of the Valkyrie’s return for the U.S. announcement at the Long Beach, Calif., International Motorcycle Show, they rolled out a host of Euro-spec products in Milan. We won’t see the new Integra, CBR300R, CB650F or the CBR650F in the U.S. right away, but we will get a couple of the new Hondas in domestic dealerships, namely the CTX1300, three CBR500 variants and up-spec CBR1000RRs. Honda’s hallmark for Milan was the automatic transmission option. More than 30 percent of all Hondas sold in Italy last year featured DCT (Dual Clutch Transmission),
MotorcyclePowersportsNews.com 19
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EICMA BY THE NUMBERS
and this option is available on five machines: the VFR1200F, Crosstourer, Integra (the first model to have the system as standard), NC700X and NC700S. First
Nothing But The Facts
released on sale in 2010 for the VFR1200F, DCT is said to offer seamless shifting in both manual and its two automatic modes.
AIME/EICMA BY THE NUMBERS Total square footage:
AIME
EICMA
732,64
4 3 million
392
1,408
Exhibiting Companies: Total Attendance:
13,219
551,404
Dealers/Industry Professionals:
2,417
45,806
Consumer Attendance:
7,781
500,000+
Countries Represented:
49
100+
223
6,896
Media:
The crowd was also treated to the first public look of the HRC 450 Rally bike that is racing the Dakar this month. For the full presentation from Honda in Milan, go to: www.bit.ly/Honda_EICMA.
The recent AIMExpo event generated considerable buzz within the U.S. powersports industry and by all accounts, was a great first-time effort. Exhibitors welcomed thousands of attendees inside Orlando’s Orange County Convention Center this past October. The folks at Marketplace Events who created the show have unabashedly admitted that they aspire to become the American version of the EICMA show, and they have even partnered with the Italians to make sure they get it right. However, the Italian show does have a 100year headstart. The 71st International Motorcycle Exhibition had more than a half-million attendees (an 8 percent increase over last year for those keeping score). The exhibit halls and “MotoLive” outdoor arena covered 280,000 square meters (more than 3 million square feet). A total of six massive aircraft hangar-sized show halls featured 1,408 exhibitors from 38 different countries, while outside, the MotoLive tracks featured 11 international competitions, with more than 600 racers, stunters and other motorized mayhem. Even before the spectacle of the public days, EICMA was “eminently successful in terms of B2B opportunities” during the media and trade-only days. Nearly 7,000 journalists, TV crews and photographers were on hand for the media day that kicked off the five-day show. More than 45,000 trade visitors were on hand for day two, with the number of dealers and trade types from outside Italy increasing 20 percent this year. Breaking it down, 7 percent came from the U.S.; 72 percent came from Europe; 18 percent from Asia; 2 percent from Africa; 1 percent from Oceania. No matter how you break it down, these numbers are impressive, to say the least. Mark your calendars for both the 72nd Esposizione Internazionale del Motociclo Nov. 4-9, 2014, and the second annual AIMExpo Oct. 15-19, 2014, at the Orange County Convention Center in Orlando, Fla.
The Best Of The Rest While the massive displays by Aprilia, Ducati, Moto Guzzi, MV Agusta, Vespa and others do the Italian industry proud, no trip to Milan is compete without seeing the dreams and visions that most of us would never otherwise see. From Borile and Caterham to the return of the Brough Superior (www.bit.ly/MPN_BroughSuperior) and the Ossa marques, EICMA is a field of dreams for anyone in this industry. Some visionary U.S. aftermarket companies were looking to expand the American motorcycle dream, most of them congregated in the Parts Europe Pavilion and the American Pavilion. However, there is simply too much to squeeze in here. To paraphrase Julius 20 January 2014 | Motorcycle & Powersports News
Caesar’s vidi, veni, vici commentary, “We came, we saw and we were conquered by what was on display in Milan.” For the powersports industry, all roads really do lead to Milano! t
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V-Twin Expo: Gearing Up For The Show With increased dealer registration, the 14th Annual V-Twin Expo is gearing up for a great event in Cincinnati, Ohio, Feb. 8 and 9, 2014.
A
t the V-Twin Expo, attendees can expect to meet with industry leading V-Twin manufacturers, builders, designers, distributors and more during the two-day show at the Duke Energy Convention Center. In addition to the exhibitors, attendees have access to interactive seminars and working sessions geared to make their businesses more profitable and efficient. There will be no shortage of things to see and do at the V-Twin Expo. Attendees will have the chance to: Meet the first woman to go over 200 mph, holder of 10 Land Speed records, and see the bike she did it on Check out a cool V-Twin powered boat Enjoy live music by Jasmine Cain at the Industry Welcome Party & Awards hosted by veteran motorsport broadcaster Griff Allen See the Vance & Hines championship winning Pro Stock motorcycle “We work hard to produce a good show for good people! Having done so for nearly 14 years, we think it validates our dedication to the industry and its dealers. We continue to serve the wholesale V-Twin market only and maintain our location year after year,” said Jim Betlach, show producer. Each year, V-Twin Expo attracts thousands of dealers from the U.S., Canada and around the world. For more show details and to register as a V-Twin dealer or exhibitor, visit www.vtwin-expo.com.
V-Twin Expo Seminar Schedule Friday, Feb. 7 3-4 p.m. Saturday, Feb. 8 8 a.m.-6 p.m. 8-9 a.m. 9 a.m.-6 p.m. 9-10 a.m.
10-11 a.m. 11 a.m.-12 p.m. 12-1 p.m.
V-Twin Exclusive - Social Media Marketing Best Practices Workshop – Exhibitors Only On-Site Registration and Badge Holder Pick-Up Scanning Tools – Diagnostics and Tuning Aids Exhibit Halls Open Power Vision – Flash Tuning Made Easy, Professional Results with Autotune Basic and Pro V-Twin Exclusive – Event Planning Made Simple The “All New” ThunderMax AutoTune 1:1-6-Speed Designs and Applications
22 January 2014 | Motorcycle & Powersports News
1-2:30 p.m.
2-3 p.m. 3-4 p.m. 6-7 p.m.
Sunday, Feb. 9 8 a.m.-5 p.m. 9 a.m.-5 p.m. 10-11 a.m. 11a.m.-12 p.m.
V-Twin Exclusive – Search Engine and Social Media Marketing Best Practices Workshop S&S Cycle Presents: Products, People, and Service The “All New” ThunderMax AutoTune V-Twin Expo Welcome Party Show Floor – Duke Energy Convention Center
On-Site Registration and Badge Holder Pick-Up Exhibit Halls Open Viola V-Twin Presents: Products, People and Service V-Twin Exclusive – Legal Issues Surrounding Websites and Social Media
The following are some of the V-Twin companies that will be exhibiting at the show: ACCEL ..............................................................................691 AMSOIL ............................................................................362 BAKER Drivetrain .............................................................555 Biker's Choice ..................................................................645 Brad Penn Lubricants .......................................................327 Cardo Systems, Inc ...........................................................352 The Carlson Company .....................................................711 Cometic Gasket Inc. .........................................................471 Continental Tire ...............................................................749 Custom Chrome ..............................................................715 Custom Cycle Supply ......................................................321 Deltran Corp. ..................................................................705 Design Engineering, Inc. ..................................................333 Drag Specialties ..............................................................420 Dunlop Motorcycle Tires .................................................493 Dynatek ...........................................................................600 Dynojet Research ............................................................501 EBC Brakes USA .............................................................779 Hawg Halters Inc. ............................................................437 K & N Engineering, Inc. .................................................466 KB Performance Pistons .................................................322 National Powersport Auctions .......................................361 Spectro Oils of America .................................................328 Standard Motor Products ...............................................663 SuperTrapp ......................................................................209 Two Brothers Racing .......................................................475 Vee Rubber Tires .............................................................637 Vega Helmets .................................................................674 Wiseco ...........................................................................754 Yelvington Trikes ............................................................675 Yuasa Battery ........................................................... 523
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V-Twin Apparel V-Twin D-WP Dainese Built of soft cowhide, this V-Twin boot combines technical aspects with a high level of comfort while still showcasing a unique design. The boot contains adjustable buckles, temperature adjustment, a waterproof D-WP insert, nylon inserts on the anklebones and a non-slip rubber sole to ensure your riders functionality and comfort. The retail price of the V-Twin D-WP is $229.95. ------------
For More Info: www.dainese.com
Roamer Jacket REV’IT! The Roamer is a timeless motorcycle jacket constructed from high-quality Max cowhide that’s not only soft but also durable and abrasion resistant. The leather will not age or become damaged through wear and even has an elegant texture. The jacket can be worn on or off the bike due to its stylish nature, but it does not lose its credibility as a true motorcycle jacket. It features CE-approved protectors at the shoulders and elbows and a pocket ready for back protector insert upgrade. It can also be connected to jeans with the incorporated jeans loop or to leather trousers with the connection zipper. The Roamer comes in sizes L34-44. The retail price is $429.99.
FX-76 Metal Flake Helmet AFX Helmets (Parts Unlimited) The FX-76 provides a throwback to the disco era of the ’70s with its metal flake design. The helmet features an open face model made from an aerodynamic shell constructed from Fiberglass Reinforced Plastic, providing protection and durability while still remaining light. The helmet also features a liner made from hypoallergenic and antimicrobial nylon to ensure comfort as well as a D-ring retention system. Shields and visors can also be attached via snaps. DOT and ECE 22.05 certified, the FX-76 is available in black, silver or gold metal flake and in sizes XS-2XL (black XS-4XL). The manufacturer’s suggested retail price is $109.95. ------------
For More Info: www.afxhelmets.com
------------
For More Info: www.revitusa.com
CVP Club Vest with Pistol Pockets Fulmer Helmets The fully lined, heavy-duty leather CVP Club Vest with Pistol Pockets creates a combination of style and function. The CVP features two rugged leather interior pistol pockets that can house anything from handguns to tools without damaging the vest. The front of the jacket also offers two additional storage pockets. With a five-snap front, the CVP also features a large one piece back to accommodate patches. The CVP is available in black in sizes small through 4XL. The manufacturer’s suggested retail price ranges from $159.95 to $199.95. ------------
For More Info: www.fulmerhelmet.com 24 January 2014 | Motorcycle & Powersports News
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V-Twin Apparel Ace Leather Jacket Spidi Featuring a retro design with strong references to the café racer look, the Spidi Ace Leather Jacket resembles a classic motorcycle jacket while still remaining completely functional. The jacket contains a pocket for a Warrior back protector that is EN1621-3 Level 1 certified, EN1621-1 certified Forecetech protections on the elbows, EN1621-1 certified Multitech protections on the shoulders and three external pockets. The 0.8-millimeter sheep leather construction along with the removable 80 gr hollow fiber quilted lining make this jacket guaranteed to be comfortable. Additionally, the jacket features a snap clip for attaching pants and retails for $549.95. ------------
For More Info: www.spidi.com
Men’s Shredder Skull and Women’s Angel Heart T-shirts Hot Leathers The men’s classic 100 percent cotton, heavyweight, black T-shirt features a jumbo-sized bold, angry skull for riders looking to edge up their motorcycle attire. This shirt comes in sizes medium-5XL and retails for $19.95. Hot Leathers also offers a full-length women’s T-shirt that is also 100 percent cotton and showcases angel wings forming a heart on the front and the wings unfurling on the back. This shirt is available in sizes medium-2XL and retails for $19.95. ------------
For More Info: www.hotleathers.com
Direct Air Jacket Pilot This jacket is constructed of Pilotex fabric, which includes 210D Micro Mesh and 600DNPF overlay panels at the shoulders and elbows with triple- and doublestitched seams for increased strength. The removable CE-approved armor in the elbows and shoulders absorbs and disperses impact, while the jacket’s RedTab visibility system and 3M Scotchlite strips allow for 360-degree visibility. Other features include adjustable Velcro waist, wrist and snap-down sleeve straps; a plethora of zippered and cargo pockets; and room for an optional Pilot Core chest protector. This product comes with a two-year warranty. ------------
For More Info: www.pilotusa.com
Feeling Glove Racer Gloves USA Made with a combination of Indonesian sheep leather and premium tanned goatskin, the Feeling Glove provides both functionality and comfort. Offering Schoeller Keprotec Kevlar lining in the palm and double closures on the wrist for a secure fit, the glove delivers abrasion protection and an intensified feel of the controls. Soft armor is featured across the knuckles, and hard protectors are placed on the fingers to ensure comfort and the right protection. The Feeling Glove is available in black in both men’s and women’s versions. The glove comes in sizes XS-3XL and retails for $109.99. ------------
For More Info: www.racerglovesusa.com
Icon 1000 Women’s Catwalk Leopard Long Gloves Drag Specialties These bold gloves allow women to unleash their fashionable, wild side while still gaining the essential functions of a motorcycle glove. The palm of these leopard print gloves is constructed from abrasion resistant premium grade Battlehide goatskin and contains a zipper and strap closure combination that ensures a comfortable, snug fit for all hand sizes. A printed calfskin chassis with chrome knuckle trim and integrated knuckle armor complete the gloves. The Catwalk gloves are available in women’s sizes XS-XL, and the manufacturer’s suggested retail price is $95 per pair. ------------
For More Info: www.dragspecialties.com 26 January 2014 | Motorcycle & Powersports News
IS-MAX BT Sprint HJC Helmets The IS-MAX BT Spring modular helmet from HJC Helmets comes with built-in recesses for the ChatterBox XBi2-H for Bluetooth communications. Its advanced polycarbonate composite shell is lightweight and features CAD technology for fit and comfort. The smoke-tinted, threestage adjustable SunShield deploys quickly and easily. A single-button chinbar/faceshield release opens with one hand even with gloves on. This helmet features 95 percent UV protection and ACS, HJC's full front to back ventilation system. The IS-MAX BT Spring is DOTcertified and has a MSRP of $219.99. ------------
For More Info: www.hjchelmets.com
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V-Twin Parts & Accessories V-Twin Mineral Engine Oil Maxima Racing Oils Specifically formulated for V-Twin engines, this high-quality mineral based motorcycle oil contains industry-leading anti-wear and extreme pressure additives that protect critical engine components. Additional protection is provided by the advanced polymer system that resists mechanical shearing and heat breakdown of the oil, offering a high level of viscosity retention. The superior additive package keeps engines clean, protects against sludge and allows for trouble-free operation. The V-Twin Mineral Engine Oil meets all warranty requirements for Harley-Davidson engines and does not void new motorcycle warranties. The oil comes in 10W-40, 20W-50, and 25W-60 and retails for $7.95. ------------
For More Info: www.maximausa.com
PowerDrive 6 Transmissions Rivera Primo Inc. The PowerDrive 6 Transmissions offer a choice of finish in either polished, chrome or black wrinkle. The transmissions also feature a 32-tooth final drive pulley and forged and back cut gears for positive shifting. The PowerDrive 6 fits 1993-’98 touring models and comes completely assembled with a black wrinkled oil pan and a billet aluminum oil fill spout that accepts the stock filler cap. Additionally, the transmission comes in two versions: a standard offset for stock bikes with stock width rear tires using a 5/8 inch swingarm pivot shaft and a 1/2 inch offset for customs with wide tires and utilizing a 3/4 inch pivot shaft.
Golden 4 (SemiSynthetic) 20w40 Spectro Oils of America Recommended for Victory and Indian motorcycles, Spectro’s 20w40 synthetic blend is formulated specifically for wet clutch transmissions and provides high-quality, high temperature protection. It offers smoother shifting, high-quality shear stability and a high level of endurance. The Spectro Golden 4 20w40 exceeds all known motorcycle manufacturers’ warranty requirements plus A.P.I SL/ JASO MA/MA2. The retail price is $12.36. ------------
For More Info: www.spectro-oils.com
------------
For More Info: www.riveraprimoinc.com
Keihin FCR Carburetor Kits Sudco International The Keihin FCR Carburetors are acknowledged in the four-stroke racing world for their performance gains from their precise metering, high flowing flat slide throttle design and adjustable accelerator pump for quick response. Each kit includes a pre-jetted Keihin FCR 39 or 41 mm carburetor that is ready to run for most applications and is equipped with the correct linkage to work with stock cables. It also includes an air cleaner/cover adapter with or without a K&N chrome filter. The manufacturer’s suggested retail price is $598.50. ------------
For More Info: www.sudco.com 28 January 2014 | Motorcycle & Powersports News
Bagger Ape Hangers Wild 1 Inc. Bagger Ape Hangers are designed specifically for 2014 models and come in 10 inches, 12-½ inches and 14 inches. The hangers are drilled for internal wiring and are also diamond knurled. The hangers also come TBW ready. They are available in show chrome or a satin black powdercoat. The retail price is $224.95. ------------
For More Info: www.wild1inc.com
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V-Twin P&A Super-Stretch Motorcycle Lift Ranger/BendPak The RML-1500XL portable lift can support up to 1,500 pounds and features built-in retractable swivel casters, side decks, a cheater ramp, automatic safety locks, support poles, removable tool and parts tray, and a single hydraulic lifting cylinder and retracting rear wheel deck. A secondary drop-in deck features rollers that makes easy work out of wheel rotations and turns the lift platform into a motoring test simulator. ------------
For More Info: www.bendpak.com
Twin Cooled Head Gasket Cometic Gasket Inc. Designed specifically for the new liquid cooled Harley heads, the Twin Cooled head gasket offers the same benefits of the regular Multi Layer Steel Twin Cam head gasket along with new embossing to seal off the liquid between the head and cylinder. The head gaskets are available in all the common bores from 3.875 inches through 4.250 inches and in different thicknesses from 0.18 inches through 0.140 inches thick, allowing for maximum adjustability. Additional features of the gasket include a better heat transfer over a composite head gasket and no scraping of the gasket material should disassembly be necessary. ------------
Joker Machine FlipUp Gas Caps Drag Specialties CNC-machined from solid 6061-T6 aluminum, the fuel cap gives bikes a high-tech aviation look. All other components are aircraft-grade stainless steel, and the cap contains flip-up mechanics making it easy to use. The Joker’s precise machining makes for a positive seal and smooth operation with no rattles or leaks. The caps also install quickly and easily into the stock tank fuel cap location using just three screws; it even includes an Allen wrench. The caps are available in Smooth or 2 Tech style with a raw, black anodized or chrome finish that fits 1996-2014 XL models. The suggested retail price is $200.95. ------------
For More Info: www.dragspecialties.com
For More Info: www.cometic.com
SAS Air Suspension Custom Cycle Control The SAS air suspension system provides the ability to raise or lower the rear end of a bike at the touch of a button. Easy to install, the SAS simply replaces old shocks, eliminating the need to mount a compressor or run any pressure hoses. It fits all Softail Harley-Davidsons as well as custom production bikes. It is also water resistant for any riders wanting to enjoy weather rides. The SAS is also equipped with a three-year, all encompassing warranty. The manufacturer’s suggested retail price is $1,395, and the dealer cost is $1,116, with special prices depending on how many you purchase. ------------
For More Info: www.customcyclecontrols.com
Extra Long Billet Bag Extensions
AV&V Brand Hard Part Selection
CycleSmiths Inc. Constructed of strong aluminum, the Extra Long Billet Bag Extensions fit all 1993-2013 HarleyDavidson touring saddlebags (except for Road King Classic and CVO stretched bags). They extend saddlebags by 4 inches and come with stainless bolts and washers as well as ny-lock nuts. The Extra Long Bag Extensions are available in various finishes and can come with or without grooves. They fit up to 4.5-inch diameter dual and single mufflers, and the starting retail price is $349.
Goodson Tools & Supplies Goodson Tools & Supplies for Engine Builders has recently added more sizes of AV&V brand hard parts to its existing V-Twin and metric engines. Goodson carries a full line of performance-proven AV&V brand valves, guides, springs, seals and seat inserts for a wider range of applications including Buell, HarleyDavidson, Honda, Kawasaki, S&S, Screaming Eagle, Suzuki, Ultima and Yamaha.
------------
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For More Info: www.cyclesmiths.com
For More Info: www.goodson.com
30 January 2014 | Motorcycle & Powersports News
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Premium MicroGlass Oil Filters EMGO International EMGO Premium Micro-Glass Oil Filters come in standard and 17-mm socket heads for HarleyDavidson and metric models. The filter’s micro-glass synthetic media stops particles over 10 microns compared to the regular filter media that traps only particles over 20 microns. The EMGO Premium Micro-Glass Oil Filters retail at $9.95 and up. ------------
For More Info: www.emgo.com
Windshield Bracket
------------
Leader Motorcycle Accessories Constructed from machined aluminum then show-chrome plated, the Leader Windshield bracket complies with almost any windshield but is ideal for those with a brace or strut. All one has to do to install is simply remove one of the studs on the brace and thread the bracket onto his or her windshield. Leader’s patented U-shaped slot-and-lug design accommodates a variety of devices including a GPS, phone, iPod and satellite radio and includes a drink holder. The bracket mountsdevices onto the handlebar or brake/clutch reservoir. It also mounts the devices higher and closer to eye level.
For More Info: www.lockstraps.com
------------
Lockstraps G3 Lockstraps Inc. Lockstraps G3 act as the third generation of the product featuring tougher locking carabiners constructed from heat-treated, No. 64 hardened steel. The Lockstraps are built from a stainless steel cable sewn between double nylon straps and contain tough galvanized rivets to keep the dual combination carabineer locked in place at both ends. Riders can change the combination of the locks with each use and set their own personal combinations on either carabineer. Each Lockstrap is sold individually at a retail price of $44.95.
For More Info: www.leadermotorcycle.com
Marshall Racing Clutch Kits Marshall Distributing Constructed from JIS #G3141 carbon steel, the steel plates included in Marshall’s Racing Clutch Kits are equipped with precise flatness to prevent cable adjustment loss. Additional parts featured in the kit are heavy-duty coil springs and cork-based clutch plates, which are impregnated with aluminum plates. The anti-swell, alloy impregnated, heavy-duty cork based facings provide smooth clutch take-off and allow modulation, unlike paper clutches. The manufacturer’s suggested retail price ranges from $55.50 to $170.95, according to fitment. ------------
For More Info: www.marshalldistributing.com MotorcyclePowersportsNews.com 31
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1. We’ve rounded up the most-clicked items from the Web, presenting you with the
Top 25
Products
of 2013
At MPN, we constantly strive to deliver our readers the latest in powersports apparel, P&A, OEM units and tools and equipment. Some of these items stand above the rest, garnering extraordinary popularity on our website.
Featherweight Lithium Batteries Western Power Sports These batteries feature lithium ion polymer technology and a lightweight design. All components are designed, manufactured, assembled and packed in one location, assuring high quality and consistency. The batteries can be brought up to a 90 percent charge within six minutes, and have a shelf life of one year before recharging is required. They’re made without hazardous materials and include a one-year warranty. ------------
For More Info: www.wps-inc.com
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Barfly Jacket
2.
Roland Sands Design Showcasing a vintage flat-track racing style, the Barfly jacket includes zip-closed cuffs and pockets as well as a rolled collar. Containing perforated leather interior trim, the Barfly jacket is constructed from hand-finished, washed and oiled/waxed top grain cowhide, ensuring longevity. The jacket also incorporates arm vents, stretch mesh interior cargo stuff pockets, and armor ready shoulder, elbow and back protector pockets into its design. It is available in either black or tobacco in sizes ranging from small to 3XL. The manufacturer's suggested retail price is $480. ------------
For More Info: www.rolandsands.com
Big Iron UTV
3.
XY Powersports The Big Iron UTV features a SOHC single-cylinder, 4-stroke engine with 33.3 horsepower. It also features 29.5 foot-pounds of torque, a towing capacity of 1,000 pounds and a fuel capacity of 9.2 gallons. ------------
For More Info: www.xypowersports.com
Camper/Tent
4.
Elite Products This camper features an all-aluminum welded body with a full-length hot-dipped galvanized chassis. The free-standing tent is a rip-stop canvas that can easily be set up in less than three minutes. Inside the tent is a queen-size bed with a 3-inch, high-density foam mattress. -----------
For More Info: www.eliteproducts.com.au
5.
FF396 Carbon Helmet LS2 Helmets LS2’s FF396 Carbon Helmet is comprised of a carbon Kevlar shell and features a double D-ring closure system. The anti-scratch/anti-fog, 3-D, optically-correct visor allows for maximum visibility. The helmet also contains an anti-odor, anti-bacterial, removable and washable liner and meets DOT and ECE standards. The retail price is $349.95. -----------
For More Info: ls2helmets.us
6.
Headset/Intercom
Sena Technologies With an innovative new shape and slim profile, the SMH10R Bluetooth Stereo Headset and Intercom offers eight hours of talk time, seven days of standby time and more than one-halfmile talk distance on intercom. The SMH10R utilizes the latest Bluetooth v3.0 technology and incorporates a stereo headset with long-range Bluetooth Intercom designed specifically for your riders who prefer a smaller form factor for maximizing their riding performance. With this new technology, your riders can make hands-free mobile phone calls, listen to stereo music or voice instructions of GPS navigations by Bluetooth wirelessly and have intercom conversations with up to three other riders. The SMH10R retails at $219. -----------
For More Info: www.senabluetooth.com
7. Motocross & GNCC Enduro Tires Vee Rubber Vee Rubber offers three styles of motocross and GNCC Enduro tires. The 140 is an intermediate and soft terrain tire available in motocross and GNCC, which has a taller sidewall for Moose and Tire Ball application. The 229 is a hard-intermediate terrain tire, perfect for hardpacked terrain. The 300 is more of a rocks and roots tire, and the most popular tire used throughout the entire season. -----------
For More Info: www.veerubber.co.th 34 January 2014 | Motorcycle & Powersports News
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9. 8.
Motorsport Shelters
Tomos U.S.A. The Twister 50 scooter features a 49cc air-cooled, single cylinder, four-stroke engine and can reach a maximum torque of 2.3 footpounds at 6,500 rpm. It also features a fuel capacity of 1.3 gallons and weighs 263 pounds. The scooter has a wheelbase of 52 inches and comes in both red and graphito grey.
Speed-Way Motorsport Shelters Speed-Way Motorsport Shelters are custom, secure and private miniature motorsport garages with a retractable roll top feature that allows for fast, immediate and easy access to the cycle. Speed-Way Shelters are weatherproof, easy to assemble and are constructed of durable, long-lasting materials. The shelters come in two different sized models — a standard size for sport bikes and a larger size for touring bikes. The MSRP for the standard size model is $325.95, and the MSRP for the larger size is $425.95. Speed-Way Motorsport Shelters are distributed by Tucker Rocky/Biker's Choice and Western Power Sports.
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For More Info: www.tomosusa.com
For More Info: www.speedwayshelters.com
Twisted 50 Scooter
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Harley-Davidson Replacement Radio ASA Electronics This radio is designed to fit into the factory opening of a Harley-Davidson without the use of any special mounting kit or brackets. The Harley-Davidson Replacement Radio (HD1BT) contains a waterproof face and has been tested against extreme temperatures and vibration. The factory harness plugs directly into the back of the JENSEN radio and can be operated by the factory handlebar controls. The HD1BT is compatible with Bluetooth, iPhone and iPods, and features audio and source control, an AUX-in port, AM/FM radio and weather band. ------------
For More Info: www.asaelectronics.com
USMC Motorcycle Gauges
10.
11.
Medallion Instrumentation Systems Medallion Instrumentation Systems has released a line of Officially Licensed United States Marine Corps motorcycle gauges for 1996-2012 Harley-Davidson touring models. The Marine Corps dress uniform and famous “Eagle, Globe and Anchor� trademark are the inspiration of the graphic design. The gauges are a showpiece during the day and feature stunning backlighting at night. The gauges can fit all touring models with and without fairings with few exceptions. The Medallion USMC Gauges are sold through Medallion, Kuryakyn and J&P Cycles. ------------
For More Info: www.medallionis.com
12.
Lithium Battery
Earth X Motorsports 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. ------------
For More Info: www.earthxmotorsports.com
36 January 2014 | Motorcycle & Powersports News
36 January 2014 | Motorcycle & Powersports News
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14.
13.
2-in-1 Phantom Helmet
Vega Helmet The 2-in-1 convertible Phantom helmet is the latest addition to Vega's Stealth line of helmets. The helmet design features a fully removable and washable comfort fit liner made with antimicrobial Wick-Dri fabric, as well as forehead, chin, cheek and rear venting to minimize fogging. The helmet switches from an open-face style to a closed-face helmet and includes a jaw piece that attaches for additional wind, rain and dust protection. For improved visibility, the Phantom includes an optically correct and scratch-resistant clear outer shield with replaceable Smoke, Light Smoke or Amber-tinted interior drop-down sunshields. The Phantom meets European ECE standards and U.S. DOT standards and retails at $119.99 for solid colors and $129.99 for the graphic option. ------------
For More Info: www.vegahelmet.com
Monokey & Monolock Trunk for 2011 GIVI USA Inc. The compact GIVI B33 travel trunk is available in both Monokey and Monolock latching systems. This 33-liter top trunk made from a combination of ABS and polypropylene molded plastic offers spacious storage capacity in a modern, stylish and compact trunk solution. The Monokey version adds a smaller, more streamlined and stylish top trunk to this premier range of GIVI cases. It is offered in flat black and retails at $229 for the Monokey series and $189 for the Monolock series. ------------
For More Info: www.giviusa.com
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15.
FX-120 Helmet AFX North America Inc. The FX-120 air pump street helmet utilizes a patented full-perimeter air bladder final fit comfort system that can be adjusted for a comfortable custom fit. The composite FRP-alloy shell creates a lightweight yet durable product. An oversized ear cavity is also implemented in the helmet to make room for communication speakers. For additional comfort, a hypoallergenic and anti-microbial nylon liner and cheek pads are included in the helmet’s construction, both of which are removable and washable. Other key features of the helmet consist of a multi-point ventilation system and an optically correct, compound-curved, scratch-resistant shield. A one-touch, drop-down inner sun shield also protects your rider from UV rays. The helmet is finished off with a protective clearcoat and an adjustable cam buckle-style, quickrelease retention system. This helmet meets DOT and ECE-22.05 standards and is available in sizes XS-XXL in solid and graphic designs. The suggested retail price ranges from $149.95 to $159.95. ------------
16.
For More Info: www.afxhelmets.com
Quick Draw UTV Overhead Gun Carrier Moose Racing The Quick Draw UTV Overhead Gun Carrier holds two guns securely in the UTV’s inside roof area with upper roof frames measuring 58 – 71 centimeters (23 – 28 inches) front to back. The carrier features soft rubber gun clips that provide easy access and secure transport. Its mounting system makes the carrier easy to install in minutes without any drilling or bolting. The Quick Draw UTV Overhead Gun Carrier’s MSRP is $119.95, and the product is not for carrying loaded guns. ------------
For More Info: www.mooseracing.com
38 January 2014 | Motorcycle & Powersports News
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18. SOA V2 Club
17.
Fulmer Helmets The SOA V2 Club from Fulmer Helmets, the only officially licensed helmet of the television show “Sons of Anarchy” (SOA), is adorned by the show’s iconic reaper graphic on the right side of the helmet and the SAMCRO (Sons of Anarchy Motorcycle Club Redwood Original) stamped logo on the left side, both set in grey print on a flat black shell for an authentic SOA appeal. The custom interior that wraps the inside of the helmet is fully branded SOA fabric complete with SOA lettering and skulls that generously cover the liner. The interior is accented with deep red stitching. The helmet comes in sizes XS-2XL, and its MSRP is $139.95.
PW3028 Pressure Washer Yamaha Motor Corporation, USA This 3,000 PSI pressure washer has 2.8 gallons per minute of flow for cleaning requirements frequent users demand, combined with unique features such as a five-in-one nozzle tip, a fold-flat handle for storage and maintenance-free, nonpneumatic wheels to handle any terrain. It's powered by a powerful 192cc, four-stroke Yamaha engine and backed by a factory three-year warranty. The retail price is $749.
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For More Info: www.fulmerhelmets.com
For More Info: www.yamaha-motor.com
19. Extreme Performance Series Batteries ODYSSEY Battery by EnerSys Thin-plate pure lead (TPPL) technology and rugged construction enable these batteries to offer a 3- to 10-year service life and storage of up to 2 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 MotorcyclePowersportsNews.com 39
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3LOGY Modular Helmet
20.
Suomy The base of this helmet features a stylish open-face design. With the addition of a removable chin guard, the 3logy can be transformed into a DOT-approved full-face street helmet. A third configuration converts the helmet into a mobile communications center. The helmet’s carbon/Kevlar composite offers lightweight durability, resulting in a design that’s ECE 22.05- and DOT-approved. ------------
For More Info: www.suomy.com
VX-PRO3
21.
Arai Helmet Americas, Inc. The Pro3 features Arai’s Emergency Release Cheek Pad System, which allows the helmet to be easily removed from an injured rider by trained emergency personnel. The helmet’s shell is rounded instead of ridged, which, along with the rounded chin bar, reduces its chance of digging in and twisting in a spill. Other features include diffusing ventilation technology throughout and a new “Nitrous” graphic. This helmet comes in sizes XS-XXL. Solids retail at $559.95, while graphics ring in at $689.95. ------------
For More Info: www.araiamericas.com
Advanced LED Powersports Driving Lamps
22.
PIAA Corp. U.S.A. PIAA's new 1100LED driving lamps offer high output illumination for optimum sighting and visibility. Designed as aftermarket replacement driving lamps for motorcycles, ATVs, UTVs and snowmobiles, PIAA 1100LED lamps feature innovative computer-controlled Pulse Width Modulation (PWM) technology that provides optimal thermal protection for longer life and greater performance. The lamps, with 3-mm high-impact clear glass lens, illuminate road surfaces with a brilliant bluishwhite color. The PIAA 1100LED two-lamp kit includes aluminum housings, chrome-plated trim rings, clear glass lens, and three four-watt LED bulbs in each driving lamp. The wiring harness is included in the kit. ------------
For More Info: www.piaa.com
Lucky Sucker Softail Conversion Kit Custom Chrome This kit from Custom Chrome turns a run-of-the-mill Softail into something cool that will turn heads and grab attention. The kit consists of a custom gas tank, tank adapter, a solo seat kit, swingarm mounted "rigid-style" rear fender and fender struts. Starting with a standard Twin Cam Softail, the kit requires minimal modifications to the stock frame. ------------
For More Info: www.customchrome.com
40 January 2014 | Motorcycle & Powersports News
23.
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24.
ForceFlow Cylinder Head Cooler JIMS Excessive heat and operating temperature can be an engine’s worst enemy. The patent pending JIMS ForceFlow literally forces the heat away from the engine by pushing high-velocity air through the cylinder fin pack in a wide flow pattern, directed at the head gasket surface. Powered by a cooling fan that was designed to cool brakes in NASCAR, the JIMS ForceFlow can lower head temperatures up to 100 degrees. The ForceFlow can either be activated by a thermostat (included), or wired for a manual on/off switch. This unique design also relocates the horn inside the ForceFlow’s streamlined housing, and gives the horn mount or “left side” of the bike a much needed new look. The ForceFlow comes with all necessary hardware and wiring, and is available in black or silver for $420. ------------
For More Info: www.jimsusa.com
25. Locked & Secured Loboy Doors
DragonFire DragonFire's 'Locked & Secured' Loboy doors, originally designed for the military and U.S. Border Patrol, now provide an added measure of security with their slam-shut automotive style latch. The mil spec and standard LoBoy versions have a reinforced steel frame with multiple anchor points to keep the doors securely mounted. For precarious situations on the trail, these doors have incorporated a locking lever to ensure that the doors stay shut at all times. Bump stops, rubberized backing and rattle-proof Duralin coated strikers keep trail noise to a minimum. ------------
For More Info: www.dragonfireracing.com
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DESTINATION
Dealership By Margie Siegal / photographs Dudley Perkins Company
Dudley Perkins Company: 100 Years of Harley-Davidson
I
f you walk into the Dudley Perkins dealership, now located just south of San Francisco, you will see a scattered collection of iconic Harley-Davidsons from the past 110 years of the manufacturer’s history. The Dudley Perkins Company has sold most of the motorcycles on display at one time or another. Now celebrating its 100th year in business, the shop is the third-oldest motorcycle dealership in the United States. It’s been run by the same family for that entire time, with the fourth generation of the Perkins’ now involved in the business. Dudley Perkins settled in San Francisco in 1912. At the time, the city was a bustling waterfront town, largely recovered from the 1906 earthquake and fire. Motorcycles were popular — in 1911, the San Francisco Motorcycle Club boasted 500 members, including the mayor! Dudley started his San Francisco Harley-Davidson agency in 1914 with a partner, who he bought out in 1917. He was an avid racer who later became a champion hillclimber, and his race winnings sometimes kept the business going in tough times. Dudley also had innovative ideas, including starting a fleet of commercial sidecars for rent. Businesses that offered deliveries to customers could rent a package truck outfit, which would be stored and serviced at the dealership as part of the deal. Dudley would even locate a driver for the outfit. . The Dudley Perkins Company again is renting Harley-Davidsons, but the customers are mainly out-of-town motorcycle 42 January 2014 | Motorcycle & Powersports News
enthusiasts, not local merchants. San Francisco is the hub of challenging, scenic roads, and vacationers flock to the Bay area to ride them. Some enthusiasts even ship their own bikes to San Francisco, and Dudley Perkins offers uncrating, inspection and storage services. The current location of the dealership is close to San Francisco International Airport, making it easy for visitors to pick up and drop off a rental. Several years ago, the Perkins family realized that vacationers wanted to buy T-shirts and similar items for their motorcycle-riding relatives and opened a store near Fisherman’s Wharf, a major tourist area. This satellite store has proved itself a wise investment. The dealership has designed its own San Francisco-oriented T-shirts and memorabilia, and the Fisherman’s Wharf store is a natural outlet for these items. Aside from the unique sales opportunities afforded by Dudley Perkins’ location, the dealership thrives on the social network surrounding it. “We have always done social rides, such as the Redwood Run and the New Year’s Day run,” says CFO Tom Perkins. “But now the calendar is so full, someone could go on a group ride every weekend of the year. We have one or two overnighters every year, and the charity runs are the big draw.” The Dudley Perkins Company works closely with its HOG chapter and the Yerba Buena Chapter of the Antique Motorcycle Club of America, as well as supporting the events of many other clubs.
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Harley-Davidson has put a lot of effort in outreach to women, and as a result, Dudley Perkins has more than the usual number of women customers. “Women customers are always a good thing,” says Tom. “The dealership has always had a handful of adventurous women, but the number of women riders has really taken off in the last 15 or 20 years.” There are also a lot of people in the area who ride older motorcycles, and, unlike many dealerships, Dudley Perkins will work on many of them. “We get an occasional Panhead, Shovelhead or cast iron Sportster. If we know the bike, and it is close to stock, we will work on it.” For older bikes, a referral to the Yerba Buena Chapter will usually result in the customer finding help. “Thank God for the Yerba Buena Chapter. They have brought classic motorcycles to the forefront,” says Tom. “We are doing an antique-only show for our 100th Anniversary party, with the Yerba Buena Chapter running that part of the event. You can see new stuff every day.” The 2012 Cannonball coast-to-coast event for antique motorcycles ended at the Dudley Perkins
dealership, providing a flood of excellent publicity. “It was really special to have the Cannonball end here,” Tom says.
bike the way they want,” says Tom. Dudley Perkins continues to be a family operation. Tom is CEO, wife Janet is the general manager and son Christopher is the dealership’s No. 1 salesman. Even grandson Wesley likes sitting on his dad’s motorcycle. “There may even be a fifth generation running Dudley Perkins,” beams proud grandpop Tom. “In the near future, I hope for a stable economy so more people can afford a Harley-Davidson.” t
Dudley Perkins Company 333 Corey Way South San Francisco, CA 94080 (650) 737-5467 www.dpchd.com Although Dudley Perkins is proud of its roots, the dealership has firmly embraced new technology. The Bay Area is notoriously tech-savvy, and the dealership takes full advantage of that. Customers frequent the Harley online store for parts and inspiration to customize their bikes. “One of the pleasures of working here is the ability to help someone to make their
OEM: Harley-Davidson, Buell Aftermarket: Harley-Davidson, Drag Specialties, Kuryakyn, Custom Chrome, Biker’s Choice Number of employees: 45
MotorcyclePowersportsNews.com 43
44 service mgr 1/13/14 1:16 PM Page 44
THE
Service
MANAGER
By C.R. Gittere
Work Hard And Win – Part Two How To Increase Your Parts-To-Labor Ratio
I
n November’s column, I wrote about the ratio between parts and labor on a service ticket. To recap, Hal Ethington had gathered some data from the ADP Lightspeed Databack system and analyzed repair orders. We determined that the partsto-labor ratio had a much higher correlation factor to service department profitability than the actual hourly labor rate itself. So now that we’re aware of how the ratio can affect profitability, how can you capture this business? How can you make sure that the upsell happens and gets completed? The first thing you might consider is looking at the last 24 months of repair orders. It is sometimes slow in the wintertime, so this might be the best time to review. First, look at the years, makes and models of the vehicles you have serviced. Make sure you have the common parts for these in stock — items like brakes, chains, sprockets, CV boots, spark plugs, belts, etc., for your top 20 vehicles. Run a report and see what the parts department has sold across the counter and see if there is any correlation there. Once you have determined what you have been servicing based on reports and not hunches, get the service data. It is beneficial for service writers to have some kind of visual aid when selling service. Find a program with service intervals in it or open up the manuals for the top 50 units your department serviced last year and make a binder of the service schedules. This will help your service writers feel more confident in talking with customers. The key to help you push your service ratio up is employee incentives. This starts with the manager and goes all the way down to the technicians. Consider paying managers from the profit of the department and the profit from the whole store. Service managers should get paid from the profit of the whole store because they support sales by building units and preparing used units to be sold. If you only pay the service manager based on service profits, chances are there’s going to be an immediate price increase in your sales department. If you have looked over the last 24 months of repair orders to see what models you have serviced, then you will likely have noticed a few sales trends. These trends, or monthly sales numbers, can be used to create sales goals for your department. Service writers should be paid on every hour of non-warranty labor sold in the department. Make sure that their pay scale is weighted toward monthly sales goals. When it comes to creating sales goals for your team, try making the first few kind of
44 January 2014 | Motorcycle & Powersports News
easy to reach to get them excited about the program. Then, as the summer ramps up, keep increasing the difficulty of the goals and see what happens. I see pay plans for service writers that are as varied as the colors in the sky. The ones that seem to work the best are heavily commission-based with bonus plans structured around those monthly sales goals. Implementing this type of system will probably require you to cut the service team’s existing hourly pay, but should be more beneficial to both parties when it is in full swing. The next part of getting something like this started is making sure your mechanics are on board. This, in my opinion, is the most critical part of increasing your parts-to-labor ratio. If you don’t build an incentive plan for the people who are working on the bikes and looking at them while they are on the bench, then why would they report any need to upsell? If you pay your technician an hourly salary based only on the number of hours they are in your dealership, why would they want to do more work? Pay your technicians at least in part on commission. Another way of increasing your ratio is by involving your parts and sales departments more in the process. Some of the best ratio work available is accessory installations. If your parts department sells an accessory, try paying them a spiff if they can sell the install. If your sales department can wrap up some accessory installs in a deal, then pay them a spiff as well. This is typically easy work that will be high profit when completed. One of the hardest parts of installing accessories is making sure you have the right items at the time of the sale. If you have Lightspeed and you are subscribed to Databack, take a look at some of those reports. I bet you will find some information about the types of parts that are most commonly installed at the time a vehicle is purchased. Making a service department run on all cylinders is a major effort and takes constant management. The good news is if you can get there, your dealership will be more profitable and more stable than the competition. 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.
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BEST
Operators CLUB
By Steve Jones
November 2013 Service Department Performance CHART 1
M
arketing your dealership is an important part of staying ahead and remaining profitable. Many dealers have improved significantly by increasing their marketing efforts. Chart 1 is a snapshot of some key performance indicators for the overall store. These are provided to you each month as a point-of-reference for the department numbers. The group members have made a significant improvement in their overall store margin, albeit still short of the 25 percent target. It takes a huge effort to move this number by 1 percent, let alone 3.4 percent — they are to be commended. The national norms came up over a full point as well. This is a good trend. The service department’s contribution to gross profit also came up a point for the group members and above 1.5 percent for the Top 5 dealers while the NN was nearly unchanged. We’d like to see 18 percent or more in this column. While door swings stayed flat for the group, the Top 5 and NN dealers brought in more traffic. Do you suppose the cost per door swing could have something to do with this? It is necessary to continue marketing constantly. There has been a tremendous increase in the variety of media exposure to all forms of advertising. Because of this, it takes nearly double the number of impressions to get a response from today’s consumer as it did 10 years ago. Chart 2 shows that labor margins have been right on the 70 percent benchmark for most of the year, even though most non-snowmobile dealers are into their slower service periods. The Top 5 dealers are still holding strong 78 percent margins. This means that they are holding tech compensation around 22 percent of
GROUP NORM
TOP 5 DEALERS
NATIONAL NORM
Total Store Sales Year to Date
6.6 mil.
9.1 mil.
8.6 mil.
Total Store Gross Margin Percentage
23.9%
26.3%
25.9%
Gross Margin Percentage for Prior Year
20.5%
26.2%
24.5%
Contribution to Gross Profit: Service
19.9%
24.0%
17.7%
Service Contribution to Gross Profit Previous Year
18.8%
22.4%
17.9%
Total Store Stats
Door Swings: Percentage of Change from Previous Year
-1.5%
11.4%
2.8%
Cost per Door Swing
$29.22
$41.09
$42.42
revenue. This does not mean they underpay techs; it means they have highly productive operations. They also have appropriate labor rates and take the time to build value to justify their labor prices. Operating profit has changed very little. However, the profit margin is so tight that it takes a great deal of effort to bring it up by almost a full point as the Top 5 dealers did. Personnel are one of the major department expenses. All of these dealers have reduced this number as a percent of department gross profit, but the Top 5 have managed to bring this down by more than 10 percent! Personnel ex-
penses for this department would be anyone other than technicians — this includes the service manager, service writers, lot porters and “hydro techs” (wash guys). Chart 3 shows that parts-to-labor ratio is right in line with the 1:1 goal for all dealers. Billed hours are not so hot for the group — well below the two-hour target. The Top 5 are right there with 2.18, and up from last year as well. This particular group and its Top 5 are not reporting repair orders per month in this system, but the NN dealers are running at 185. This is acceptable — barely. When service writers get more than 175
CHART 2 GROUP NORM
TOP 5 DEALERS
Labor Margin Percentage
72.5%
78.3%
69.6%
Labor Margin for Previous Year
73.8%
80.0%
70.0%
Department Operating Profit Percentage of Chg from Previous Year
-0.3%
0.7%
-0.2%
Previous Year
-6.3%
0.8%
-0.3%
Personnel Expense as a Percentage of Department Gross Profit
42.6%
25.5%
35.8%
Personnel Expense as a Percentage of Department Gross Profit for Previous Year
48.1%
39.0%
37.3%
PC&A Dept Stats – Part 1
NATIONAL NORM
Repair Order Volume Percentage of Chg from
46 January 2014 | Motorcycle & Powersports News
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CHART 3
ONLINE BUYERS
GUIDE
repair orders per month, their hours per repair order and P&A sales per repair order start to fall. Why? Because they don’t have the time to do a proper walkaround and upsell presentation. Productivity is good for the Top 5 dealers because they run tight operations with multiple lifts and pre-staging. They work to maximize every minute that a tech is at work. I know I’m a broken record, but we have to look at this as a dollars-per-minute operation and do all we can to keep techs turning wrenches if we want to make it profitable. The gross profit per service employee is really close for the Top 5 in this group and the NN dealers. Through November, they are both producing almost $10K more than the group average. Where is your service department in relation to this? Have questions? Feel free to contact me for information, explanations or to discuss how GSA can help you grow your business
GROUP NORM
PC&A Dept Stats – Part 2
TOP 5 DEALERS
NATIONAL NORM
Parts Sold to Repair Order Labor Ratio
0.95
1.09
0.96
Billed Hours per Repair Order
1.69
2.18
1.8
Billed Hours Percentage of Change from Previous Year
-1.7%
8.9%
-2.1%
Labor Sales per Repair Order
$141
$180
$158
—
—
185
Repair Orders per Service Writer/Month Department Productivity Percent Tech Efficiency Percent Department Proficiency Percent Average Number of Service Staff, Year to Date Gross Profit per Service Employee, Year to Date
profitably at steve@gartsutton.com or visit www.gartsutton.com. 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
78.6%
91.6%
73.7%
100.5%
109.7%
98.4%
78.2%
91.0%
73.2%
5.6
7.0
6.5
$48,733
$57,127
$57,671
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, visit www.gartsutton.com.
www.motorcycleproductnews.com/BuyersGuide MotorcyclePowersportsNews.com 47
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PEAK
Dealership PERFORMANCE
By Mark Rodgers
Body Language Spoken Here Part 2
What You’re Silently Telling Your Customers
D
uring a slow Tuesday afternoon, a lone customer walks into your dealership; there’s something about him that suggests he’s not going to drop big bucks today, so you and two of your sales colleagues continue standing in a circle by the accessories counter, chatting about last night’s game, last weekend’s ride or last summer’s Rush concert. The guy does a quick lap around the store — probably pretending the item he’s looking for isn’t in stock — and then quietly exits. You and your cronies haven’t moved. And the three amigos who couldn’t even stop talking long enough to say “Hello,” just lost a potential sale. He could have been ready, willing and able to lay down $30-Gs that day, or maybe he just wanted to find out more about saddlebags. Regardless, I guarantee you he won’t be back. He might even tell his buddies not to visit your dealership. Why? Because he found the three of you standing in a cluster ignoring him, either intimidating, awkward or downright embarrassing. Probably all three. See what happens when your body sends the wrong message? Last column I wrote about “nonverbal tells” — customer body language that proves actions do speak louder than words. This month, I want to focus on “nonverbal sells” — your own body language. The actions you take or don’t take communicate powerfully to your customers. And it’s not always what they want to hear. Many sales professionals are unaware that they may be sending the wrong message simply by the way they stand, shake hands or interact with others in the dealership. To that end, here are nine nonverbal sells (or NVSs) you might catch yourself engaging in during a typical day at the dealership:
NVS 1: Hand Games. Here’s your only chance to make a first impression. When you shake a potential customer’s hand, does your palm face the ground or the ceiling? Your answer to that question says a lot about your sales demeanor. Palm down indicates your hand will be on top of the person’s you are shaking, signaling that you are in charge of this conversation. Just make sure that you put something behind that shake. Find a balance between the limp shake that’s not even worth initiating and the waterpump or vice-like handshake. And never use the two-handed, now-I’m-going-toheal-you shake. You know the one I’m talking about. A friendly pat on your customer’s back also conveys your authority. But don’t get too close. NVS 2: Distance Learning. Understand the crucial role distance plays in making a sale. Stand or sit too far away from a customer, and you’ll seem like a germaphobe. But get too close? Uncomfortable and, well, weird. The best location for you to make a sale is at arm’s length. NVS 3: Eye Movement. Make eye contact. Period. Recently, a Harvard University study suggested that too much eye contact can result in intimidation. That’s the dumbest thing I’ve ever heard. If you can’t look me in the eye, I can’t trust you. Don’t stare your would-be buyer down like a Bengal tiger hunting for prey, but gazing at your shoes the whole time won’t work, either. Find a happy medium: Look at one eye for awhile, then break naturally and look at the other eye. This will enable you to maintain powerful eye contact without appearing too intense or creepy. And whatever you do, don’t wear sunglasses in the dealership. I’ve seen so-called motorcycle sales professionals do this, and it does not look cool. Rather, you’ll appear as if you’re trying too hard
48 January 2014 | Motorcycle & Powersports News
or on drugs. Or both. NVS 4: Phone Tag. Don’t you hate it when you’re trying to have a conversation with someone, and that person keeps checking his or her cell phone? When you are involved in a sales conversation, there is no need bring your phone out of your pocket unless you’re showing your prospective customer photos of your own ride or something related to what you’re selling. Leave Facebook and other apps alone; you can find out what kind of sandwich your friend ate for lunch later. NVS 5: Body English. Listen with your body. If the buyer is sharing an intriguing or surprising story with you, show astonishment by widening your eyes, opening your mouth and leaning your head in toward the customer. If, on the other hand, that individual is telling you about a bad riding experience or something disappointing that happened to him while visiting a competing dealership, grimace, sigh and shake your head from side to side. This conveys empathy, friendliness and trust much more than a blank stare or a slight nod. NVS 6: Striking a Pose. Research shows that the human brain gives a disproportionate amount of attention to wrists, palms, fingers and hands. People respond well to hand movements, because if those 10 fingers aren’t visible, they might think you have something to hide. So get your hands out of your pockets. Additionally, if you find yourself standing akimbo — that is, with your hands on your hips, thumbs facing backward and arms bent out to the side — you might want to switch positions. While that stance suggests you have selfconfidence in a transaction, it often can convey too much authority to your customers, as if you’re attempting to domi-
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9
Ways to Dress for Success in Your Dealership 1.
Clothing should be clean, pressed and stain-free.
2.
Button-down collars are considered the most casual of all collars, but they work especially well in a motorcycle dealership; if you take a test blast with a customer, that collar won’t be slapping you in the face. (Ask me how I know.)
3. Comfortable motorcycle footwear is ideal. The hiker style works best for me.
4. Short shorts on women (or guys, for that matter) aren’t appropriate for business.
5. Name tags with titles are crucial. Make the titles interesting, such as “All-Being Master of Time, Space and Super Glides.” I recently placed an order at a bagel shop with a 24year-old man whose name tag simply read, “I like Led Zeppelin.” I wanted to hug him.
6.
Everybody should wear the same shirt, and the logo should be subtle. If your staff’s apparel has an oversize logo or too many logos, you and your team will look like you’re working the NASCAR circuit for Penske.
7.
Fit the image. I don’t want my investment manager looking like a Mafia don, nor do I want my motorcycle salesperson to appear as if he just walked in from Wall Street. Skulls and chains give a nod to our Sons of Anarchy selves. I dig it.
8.
Don’t overdo it. That T-shirt portraying the lone midnight rider with a backdrop of a wolf baying at the moon, surrounded by a pack of rabid squirrels and grim reapers might be a bit much.
9.
I’m not a fan of pinky rings, but other cool jewelry is important. Again, a little goes a long way. — Mark Rodgers
nate the buyer. An akimbo position with your thumbs facing forward, however, indicates inquisitiveness and that you’re willing to listen to your would-be buyer’s needs and wants. In his book What Every Body Is Saying, former FBI agent Joe Navarro claims that one of the best ways to establish rapport is to touch the customer lightly on the arm — somewhere between the elbow and the shoulder. That’s your call — some people simply don’t like to be touched. NVS 7: Talking Points. Here’s more on hands and eyes: When you’re talking features, point to them on the motorcycle (or even touch them). When you’re explaining F&I details, point out specific items on the actual documents. But when you’re talking benefits, look at the customer and show that person that you care about what he or she will get out of this purchase. When you’re working with a couple, speak equally to both individuals, unless instructed otherwise — perhaps by a chuckling wife who says, “Tell him, not me. It’s his bike.” NVS 8: Clothes Calls. In my previous writings about the power of persuasion, I’ve stated that you should dress about 10 percent better than expected to improve the likelihood of hearing “yes” more often. I’m not sure how you would evaluate that sort of sartorial precision — especially if employees at your dealership wear uniforms. But here is one important tip to keep in mind during these colder weather months in many parts of the country: Have an outerwear plan. As dealership owners keep costs low by keeping thermostats low — and with customers coming and going, frequently opening the doors to 20-degree temperatures — you and your sales colleagues might need to throw on an extra layer or two. Don’t make it a cardigan like Mr. Rogers wore (there, I said it!), and try to stay away from the hoodies that make you look like a member of the MS-13. Settle on a cold-weather option for all employees to wear, like a logoed black fleece, which in turn will make customers feel welcome and comfortable in your dealership. NVS 9: Office Talk. When you bring a buyer into your office, make sure the environment is a welcoming one. In addition to having enough chairs, display your awards, diplomas and other documents denoting serious accomplish-
ments. That will help your buyer feel more comfortable about the major purchasing decision he just made. When you’re both sitting down and discussing the transaction, note whether you’re rocking back in your chair; that can be a sign of detachment or arrogance. Sit up and lean in to communicate that you care about the customer experience. Don’t tap your pen or bounce your leg up and down like you drank three cans of Monster for lunch, either. By paying attention to the nonverbal sells you’re making every day, you will learn how make adjustments on the fly and create a memorable sales experience for both you and your buyer. 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.
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PWC UPDATE Industry Vet Launches PWC Content Site, E-Commerce Storefront
I
ndustry print and online veteran Kevin Shaw has launched a personal watercraft website dubbed The Watercraft Journal (www.watercraftjournal.com). The site will offer news, reviews and interviews, but in a unique twist, will also serve as the blog to online storefront Watercraft Outfitters (watercraftoutfitters.com). Shaw has traveled an interesting road to this latest offering. A former editor of PWC consumer title Personal Watercraft Illustrated, he left the industry after that title’s demise in 2009, but returned earlier this year to found WatercraftPerformance.com, a website with daily news focused on racing and performance. Though that site still exists, Shaw was let go this past September. “I had proven that there was a vibrant and enthusiastic audience within the personal watercraft industry receptive to a daily online magazine,” Shaw says of the project. “The problem with WatercraftPerformance.com was that, while it was 100 percent my idea, it wasn’t mine.” When the current owners elected to make a change, Shaw offered to buy the business, but was let go instead. That decision, and an outpouring of industry support, led Shaw, along with wife Heather, to launch their current project, The Watercraft Journal. Though he admits to following the same model established with WatercraftPerformance, Shaw notes The Journal is very different in tone. “The Journal is really about family: sharing our hobbies and interests with those who matter most in our lives. There’s a wellspring of passion in our industry and it goes a lot further past the rock ‘n’ roll/party lifestyle that many would like to represent it with. The look and feel of The Journal is a strong indicator that it’s something unique to what’s come before.” The fresh start allowed him to right what he considers several previous missteps. Primary among them was his former venture’s near laser-like focus on racing. He notes that while racing is exciting and helps to promote competition between the brands, it’s only a small portion of a much bigger picture. “The vast majority of PWC enthusiasts will go their entire lives enjoying watercraft without once donning a helmet,” he explains. “For the most part, we had totally ignored these people.” The Journal will provide daily news and product releases, along with weekly interviews, vehicle and product reviews, but the focus will shift to the community as a whole. “We’re all part of this PWC family, so to speak, and I really want to emphasize that.” An instrumental figure in the development of The Journal
50 January 2014 | Motorcycle & Powersports News
was GreenHulk.net founder Jerry Gaddis. The relationship has led to a partnership between the two entities. “Every article published on The Watercraft Journal is teased in the news thread of the GreenHulk forum,” Shaw reveals. “It’s a huge
boost for us. Although it’s a very intimate industry, there are still plenty of people who still don’t know that The Watercraft Journal exists. Getting the word out is key. That is also why we use social media so aggressively. Using Facebook, Twitter, Instagram and our weekly newsletter like we do is akin to print titles paying for advertising and placing on the news rack. You’ve got to get your name out there if you want to survive.” Shaw notes that The Journal will soon delve into video production as well, but perhaps the most interesting piece of the puzzle will be the upcoming launch of an e-commerce storefront, www.watercraftoutfitters.com. “It’s an online e-commerce store where readers can purchase the very items we review, as well as some of the best riding gear, apparel, equipment and performance products available in the watercraft industry. “Ultimately, it’s all about helping grow the industry — be it through exciting and inspiring stories and photography, or connecting people to the companies and products that will help them enjoy their PWC to the fullest.” t
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&
Finance Insurance
By Steve Dodds II
The Two Most Misunderstood Legal Regulations
W
hen I cover the federal legal regulations with dealers, these two items generate the most discussion because of common misconceptions that surround them. The New Year is as good a time as any to become educated about these issues and avoid the pitfalls that come with not following the law. 1) Red Flag Regulations When I ask finance managers whether they have a procedure for protecting their dealership and customers from fraud, most answer yes. When I dig deeper and ask what that procedure is, many times I find it’s inconsistent and doesn’t follow the Red Flag Rules. Although they might occasionally perform some anti-fraud protection measures, they don’t have a manual to document fraud protection procedures or have a person who regularly updates the policy. This is a list of items that must be included in every Red Flag manual: • Identify all possible Red Flags. • Implement appropriate detection and response procedures. • Develop a written identity theft prevention and training program. • Train appropriate staff on your Red Flag detection and response procedures. • Review and update your compliance program annually. Here is a link to the federal sample Red Flag manual. Please keep in mind that this is a sample designed to guide you through making your own. This is not a “ready-togo” policy to which you can just add your name: http://tinyurl.com/alq2633 If you are a finance manager, you MUST follow the Red Flag Rules. This is part of your job. Not complying with all federal and
state laws is one of the most expensive mistakes a dealership can make. 2) Adverse Action Notice In January 2011, the Equal Credit Opportunity Act was modified. Here is the information you need to know about the changes: Who is required to give an Adverse Action Notice? You are if you “regularly participate in
credit decisions” by either setting interest rates or negotiating terms of approval. When is the notice needed? It is required to be sent any time that approval is not granted or when approved terms do not match requested terms. When must the notice be sent out? If the customer is turned down with no counteroffers, you have 30 days from the date of application to send out the notice. If the bank makes a counteroffer, such as asking for a cosigner or for more money down, you have 90 days from the date of the counteroffer to send out the notice. What information must be included in the notice? • A statement that the adverse action has happened. • The name and address of the creditor. • An ECOA anti-discrimination notice.
• A statement of why the specific action was taken. How can the notice be delivered? It can be handed to them in person, mailed, or sent electronically if you follow the E-sign regulation and obtain permission. From what I have seen, the electronic option is more difficult than most dealers want to tackle. How long must documentation be kept, and what must be kept? You must keep a copy of the following documentation for 25 months: • Credit application. • A written record of any information used in the credit decision. • Denial from the bank. • Credit file. • Proof of income. • Any other information gathered. • A copy of the notice with a record of how it was delivered. Where can you find more information about this? See (L) under “Definitions” here: http://bit.ly/1cPPGDi See requirements here: http://1.usa.gov/1eQAB60 See sample forms here: http://1.usa.gov/1ltzBlY 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. MotorcyclePowersportsNews.com 51
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TECH
Tips
Cyclepedia Press LLC
Liquid Cooled Engine Care
T
he use of liquid-cooling is at an all-time high for powersports engines. Harley-Davidson, a longtime air-cooled hold-out (other than the oddball V-Rod), has finally relented, adding liquidcooling systems to their new street 500 and 750 models as well as the High Output Twin Cam 103 engine found in some of their most exclusive big bikes. Many industry folks have predicted the end of powerful air-cooled engines with emissions regulations pushing manufacturers to move toward leaner, hotter-burning fuel mixtures that have increased cooling needs. Harley claims emissions are not the cause of their change, but rather the increased performance and rider comfort that can be designed into liquid-cooled systems.
The water pump’s mechanical seal has failed if coolant leaks from the tell-tale hole.
All modern liquid-cooling systems use a pump to circulate the coolant through the system. These water pumps should be inspected regularly as their seals can and do fail. Most water pumps have a built-in seal inspection feature called a tell-tale hole. The tell-tale hole is located directly below the water pump. The water pump’s mechanical seal has failed if coolant leaks from the hole.
The water pump impeller must be turned by the engine. The mechanical seal allows the engine to turn the water pump impeller while keeping the coolant and engine oil separate. A typical mechanical seal is shown at right. The spring-loaded rubber seal pushes against a plastic seal ring on the water pump impeller to form a water-tight seal while allowing the shaft and impeller to rotate. In most cases, there is also a separate oil seal further down the water pump shaft to seal the engine oil. If coolant leaks past the mechanical seal, it will flow from the tell-tale hole.
The mechanical seal allows the engine to turn the water pump impeller while keeping coolant and oil separate.
Remove the impeller and/or shaft to access the mechanical seal. Note: many impellers have reverse threads. Remove the seal by driving it out from the opposite side or carefully prying it out. Avoid damaging the seal or water pump cover mating surface by prying against them.
On the example above, the mechanical seal allowed coolant to leak past it, causing the impeller shaft to rust. The corrosion built up in the space between the mechanical seal and oil seals. The oil seal was not far from failing as the impeller shaft had become rough and pitted where it was making contact with the oil seal. In this case, the mechanical seal, oil seal,
52 January 2014 | Motorcycle & Powersports News
Remove the impeller and/or shaft to access the seal.
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impeller shaft and bearings must be replaced. When disassembling a water pump for inspection, check the condition of the seals, bearings, impeller and shaft. Take the time and replace all of the suspect parts while they can be easily accessed. It is generally recommended to replace the seals as a set. Often the water pump shaft bearings must be removed to access the seals. Most manufactures recommend replacing the bearings with new items if they are removed.
There are a few other types of water pump seals. Some
Check the condition of seals, bearings, impeller and shaft.
models use a one-piece seal that acts as both a mechanical seal and oil seal. Others use two rubber oil seal type seals: one to seal the oil in and one to seal the coolant out. Also, most water pumps have an impeller cover O-ring or gasket that can leak. Replace the O-ring or gasket seal any time the cover is removed.
Drive in the new seals with a suitable driver that is the same outside diameter as the seal. Some mechanical seals may require a press or special mechanical seal installer tool. For a good seal against the case, mechanical seals may require the application of sealant between the metal mating surface of the seal and the case; others may come with a special coating from the factory. Always follow the instructions in the service manuals when replacing these seals. Some water pumps are not serviceable. These must be replaced as a unit if an internal seal fails. Water pump seals can last for years without problems, or they can fail after a few months of use. Change the coolant according to the manufacturers periodic maintenance chart to help prevent water pump seal problems. Keep an eye out for tell-tale holes warning of faulty seals and encourage service costumers to have their coolant systems serviced regularly. 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.
Replace the O-ring or gasket seal any time the cover is removed.
Mechanical seals may require the application of sealant.
MotorcyclePowersportsNews.com 53
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2014 Off-Road Seasons Kick Off In January
Marcos Patronelli Still Favorite to Defend Quad Title Among the 40 quads to start the Dakar Rally, more than 60 percent of which are South American riders, there will be many challengers for the podium. Marcos Patronelli is still the major favorite to defend his title, but the competition seems likely to rock the boat. The Patronelli brothers have been all-conquering in the quad category for the last four editions of the Dakar. Last January, it was Marcos who represented the clan, with the efficiency that is now synonymous with the family’s reputation. With 14 stage victories (without hardly breaking into a sweat!) in five events, Marcos Patronelli has become one of the major players on the Dakar, in addition to
taking on the role of Argentinean flagbearer. He will again have to live up to this responsibility when lining up on the starting line in Rosario in January.
Pirelli Named Official Tire of AMA Supercross Until 2016 Pirelli has signed an agreement with Feld Motor Sports for the period 2014-
2016 that includes an official sponsorship by the Italian tire company of the Monster Energy AMA Supercross, a FIM World Championship. For the 2014 season, which includes 17 events and begins in January at Anaheim’s Angel Stadium in California and ends on May 3 in Las Vegas. Pirelli is also the official tire supplier of the Toyota/Yamaha/JGRMX team
56 January 2014 | Motorcycle & Powersports News
and its riders Josh Grant and Justin Brayton, plus BTO KTM-Sports team riders Andrew Short and Matt Goerke. "I am very pleased with this agreement, which involves us in Monster Energy Supercross for the next three years. Pirelli is undoubtedly an Italian company that has always had a strong, large-scale effort and interest around the world. The American market, as well as the Asian one, is a very important region in which we want and must grow because we are strongly aware of the excellent quality of our products and we want to prove it," said Uberto Thun-Hohenstein, senior vice-president of Pirelli Moto and head of the Business Unit Moto.
Dakar Stage 2: Sam Sunderland Gets First Victory, Barreda Still on Top After the win in Stage 1 for Joan Barreda, in Stage 2 it was Sam Sunderland’s turn to take the victory. The British rider was a worthy winner of the Dakar’s second special, where the Honda CRF450 Rally remains in top positions and where Joan Barreda continues to command the leader-board. t
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