Motorcycle & Powersports News, March 2014

03.2014

Plus

MAR. 2014 VOL. 40 NO. 3

- Husqvarna Dealer Meeting - Gibbs Sports Amphibians Expands - Profile: Harley-Davidson of Dallas - Products: Rain Gear, Luggage

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Contents

Volume 40 Number 3 MotorcyclePowersportsNews.com

EDITORIAL

On the Auction Block: Powersports Auction Update

Editor – Brendan Baker bbaker@babcox.com

By Greg Jones Cover photo provided by National Powersport Auctions

Managing Editor – Greg Jones gjones@babcox.com

Dealership Operations And the Survey Says...Iowa

Columnists & Contributors

4

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The Road Ahead by Brendan Baker

Shifting Gears

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12

All the News that Fits by Robin Hartfiel

January ’14 vs. January ’13

Eric Anderson Steve Dodds II Steve Jones Mark Rodgers Margie Siegal Marilyn Stemp Jim Woodruff Cyclepedia Press

14

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ART

NPA Pre-owned Monthly Recap by Jim Woodruff

Husqvarna and Arctic Cat

Editor-at-Large – Robin Hartfiel robinhartfiel@gmail.com

16

Graphic Designer – Kelly Gifford kgifford@babcox.com

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OEMs by Robin Hartfiel

Making Money The Old-Fashioned Way

24

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Classic Bike Auctions by Margie Siegal

Official Publisher of the AIMExpo Show Daily and Show Directory

By Land and By Sea: Gibbs Sports Amphibians

26

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PWC Update

Dealer New Units in Stock

30

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Inventory Report by ADP Lightspeed

January ’14 Sales Department Performance

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32

Best Operators Club by Steve Jones

Your Missing Link

36

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Peak Dealership Performance by Mark Rodgers

Gravity and Vacuum Fuel Delivery Systems

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46

March Product Focus

50

Luggage ..................................................................................... 38

Tech Tips by Cyclepedia Press

Lap Times and PVS Are Not That Different

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Finance & Insurance by Steve Dodds II

XY Powersports Tribute Rock Crawler

The Right Storage Options For Any Rider

56

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Pit Pass

Rain Gear .................................................................................. 43 Product Essentials That Will Keep You Dry

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.

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THE

Road AHEAD

By Brendan Baker

ADVERTISING SALES Publisher Greg Cira Associate Publisher Sean Donohue

gcira@babcox.com (330) 670-1234 ext. 203 sdonohue@babcox.com (330) 670-1234 ext. 206

Display Advertising Sales Roberto Almenar Tom Staab Bobbie Adams Doug Basford

And the Survey Says...Iowa

I

love old television game shows, and among the best of the lot was Family Feud with Richard Dawson. What made that show exciting to me, besides the kooky guests, was that it made you think about what other people thought might be the most popular or “number one” answer.

You also had great matchups throughout the years – Dallas vs.

Eight Is Enough, Dallas Cowboys vs. the Dallas Cowboys Cheerleaders, WWF Superstars vs.

World Bodybuilding Federation Bodystars – which was fantastic entertainment no matter what decade you watched the show.

Next month we are going to be posting the results of our own survey, that, while not as entertaining as Family Feud, will we be informative and help you run your business more effectively and understand the current trends. We’re also giving away a Kindle Fire to one lucky contestant who sends in a completed survey. See page 49 for a link to our survey forms.

Speaking of popular answers, a recent article on MotleyFool.com studying the most popular states for motorcycles show some surprising results. The article stated that there were 8,410,255 motorcycles registered in the United States by private citizens and commercial organizations in 2011, according to the latest information from the Department of Transportation.

MotleyFool.com writer Blake Bos boiled it down to mean that for every 36 people you meet, one of them owns a motorcycle.

That’s pretty staggering when you put it in perspective. That means a lot of potential business for our industry if we could capture it all.

Not surprisingly, North Dakota had the most registered bikes per capita, but the eyeopener was the No. 3 state, Iowa. It turns out there are roads through those cornfields, with 18 people per bike, which beat the national average by 50 percent! Read the full story here (http://tinyurl.com/kgx4jwh) t

David Benson Dean Martin Jim Merle Glenn Warner John Zick Don Hemming

ralmenar@babcox.com (330) 670-1234, ext. 233 tstaab@babcox.com (330) 670-1234, ext. 224 badams@babcox.com (330) 670-1234, ext. 238 dbasford@babcox.com (330) 670-1234, ext. 255 dbenson@babcox.com (330) 670-1234, ext. 210 dmartin@babcox.com (330) 670-1234, ext. 225 jmerle@babcox.com (330) 670-1234, ext. 280 gwarner@babcox.com (330) 670-1234, ext. 212 jzick@babcox.com (805) 845-1400 dhemming@babcox.com (330) 670-1234, ext. 286

ADVERTISING SERVICES Advertising Services Valli Pantuso

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

CIRCULATION SERVICES Circulation Manager Pat Robinson Circulation Specialist Star Mackey

probinson@babcox.com (330) 670-1234, ext. 276 smackey@babcox.com (330) 670-1234, ext. 242 Official Publisher of the AIMExpo Show Daily and Show Directory

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

AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 735 State St, Suite 409, Santa Barbara, CA 93101 (805) 845-1400 Fax (805) 324-6015 CORPORATE

Brendan Baker, Editor

Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2014, Babcox Media, Inc.

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Inside the Industry The Schwantz School to go on Hiatus for ’14 For the past 13 years, The Schwantz School has been the premiere performance riding school in the world, creating a multitude of safer and more confident riders across the globe.

Due to Kevin Schwantz’s travel/racing schedule and other factors, The Schwantz School will take a hiatus in 2014 and looks to make a return in 2015.

The 1993 500cc World Champion Schwantz has some exciting events, both confirmed and in-the-works, for 2014. It was just announced that Schwantz will again race the Japanese round of the World Endurance Championship, the Suzuka 8 Hours, on July 24-27, at the age of 50.

Schwantz has also been announced as the “Guest of Honor” at the Classic Motorcycle Festival at Donington Park in England on August 8-10. t

Sudco International Announces New Online Digital Catalog Sudco has just introduced on their website www.sudco.com a digital version of their main catalog with 556 pages of OEM-quality stock replacement and performance parts for classic/late-model Japanese and European street and dirt bikes, ATVs and PWCs.

The online version features easy to read full-screen viewing with flip-page technology and page printing. t

KTM’s Rally Replica Bike will be Available for Customers to Purchase Soon It’s been just over a month since KTM took an outstanding 1-2 finish in the notorious Dakar rally and the Austrian manufacturer has announced that the all-new KTM 450 Rally Replica machine will be available very soon for customers to purchase.

The new model of the KTM 450 Rally machine in factory livery made its debut in October at the Morocco rally as a first and final test in race conditions. The machine was then subject to taking on the ultimate test at the Dakar, and the bike went on to work flawlessly throughout the 9,000km race with Marc Coma on-board to take KTM’s 13th consecutive win.

As the previous model of the rally machine was constructed for the 690cc era, this new machine was designed from the ground up to be suited to today’s Dakar terrain and the smaller capacity 450cc engine. With its vast amount of experience, KTM’s Motorsport department built the new bike with KISKA’s expertise in design from clay model to

RE: BACKFIRE The following is an open letter to the AMA in response to an email from the MRF, printed with permission.

This is Bob Jackson, a motorcycle-industry voice from the past, appealing to your position as long-time, serious and responsible industry executives, to repudiate the Motorcycle Riders Foundation stance on motorcycle safety helmet use, as put forth in its latest news release, and to encourage the entire American Motorcyclist Association (AMA) organization to follow your lead.

There’s an old saying, “figures can lie, and liars can figure,” and this Motorcycle Riders Foundation (MRF) release, like many others before it, is a text book example of that.

I find the paragraph reading “According to the CDC, 41% of all motorcycle operators who died in 2010 were not wearing a helmet.

That means the majority of those who died were wearing a helmet.

59%, or most of the people who died in 2010 were helmeted, not exactly a ringing endorsement for the life-saving ability of helmets.”

Not only is this suggestion that “motorcycle helmets kill,” the opinion of far too many in the MRO movement, patently inaccurate, it is criminally irresponsible, especially when endorsed by the number of elected federal officials claimed by the MRF, people who should know better, and much more responsibly serve their constituents health, safety and welfare.

There is not a single word about the hundreds, or thousands, involved in motorcycle accidents in 2010, whose lives might, in fact, have been “saved” by the wearing of a safety helmet.

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As you know, I was a long-time board member of the Motorcycle Industry Council (MIC), chairman of its Aftermarket Committee.

As such, I often had to defend the MIC for not being more aggressive in MRO activities. I explained its reason was that it had to deal much more closely with the array of legislative and regulatory agencies, attempting to restrict the industry, and its users’ activities than were some other entities, saying that others, like the AMA, and others MROs could be more aggressive.

I’ve had several e-mail correspondences with the MRF’s Jeff Hennie, expressing my concern for what I think is its inaccurate and inflammatory position on safety helmet use, to absolutely no avail.

It concerns me that the AMA might also agree to the “helmets kill” stance, and I appeal that it doesn’t; when we know that is wildly inaccurate; and, in my view, irresponsible.

Thanking you for your time, and consideration, I remain.

Bob Jackson Former MPN Editor, Former MIC Board of Directors Member Editor’s note: We are doing our best to make MPN relevant to its readership. If there are industry issues that we should be addressing, please feel free to let us know. We welcome all comments and commentary! Please send your letters to bbaker@babcox.com. t

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completed version, along with KTM’s R&D department and KTM Technologies.

The bike features an all-new frame incorporating an ergonomic design, a slim body shape with a better seating position, completely re-worked rear suspension and a new overhead single cam 450cc fuel-injection engine. The bike also boasts a front and rear fuel-pump system with multiple tanks, a carbon tower at the front of the bike that gives the rider better visibility and other refinements throughout the machine’s design to create the ultimate rally race bike.

KTM’s CEO Stefan Pierer about the allnew 450 Rally Replica: “The success this year in the Dakar rally has highlighted the experience and hard work of our KTM people, who worked closely with KISKA’s team on the new rally bike project, combined with feedback from all of our factory riders and heavy input from Marc Coma. We now want to pass on the experience of such a successful time in this year’s Dakar to any rider who wishes to own this fantastic bike, and especially to those who are committed to making their rally dreams come true or realize their Dakar ambition. The racing service we offer for privateers is as fundamentally strong as the

service we give to our factory riders and we are very proud of helping many riders achieve their goals in the rally.” t

Indian Motorcycles to be Celebrated at AMA Vintage Motorcycle Days in July The American Motorcyclist Association has announced that Indian Motorcycle will be celebrated as the 2014 AMA Vintage Motorcycle Days Marque of the Year, July 11-13, at Mid-Ohio Sports Car Course in Lexington, OH. AMA Vintage Motorcycle Days will include special recognition, displays and race classes for historic Indian-brand motorcycles, as well as participation from the new Indian Motorcycle.

Attendees to the three-day festival of vintage motorcycling will experience a special Indian Motocycle-themed tent on the MidOhio infield featuring beautiful examples of classic Indian machines, as well as the latest machines from the new Indian Motorcycle. In addition, a full demo fleet of Indian Motorcycles will be at the event, allowing attendees to get a feel for the Indian Motorcycle line-up.

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Inside the Industry “Few of motorcycling’s great brands have as much history as Indian Motocycle, which began in 1901 and helped define the preWWII motorcycling era with iconic models like the Indian Scout and Chief,” said AMA President and CEO Rob Dingman. “With the modern revival of the Indian Motorcycle name being backed by Polaris Industries, we’re excited to celebrate the brand’s iconic motorcycling history, as well as its future.”

Indian Motorcycle Vice President Steve Menneto says the company is looking forward to showcase its new models to some of motorcycling’s most diehard enthusiasts.

“It’s a real honor to our entire team for Indian Motorcycle to be selected Marque of the year for AMA Vintage Motorcycle Days,” said Menneto. “We know that enthusiasts of all brands come to this event, and the chance to not only celebrate where the Indian Motorcycle came from but to display and ride where we are heading is going to make a for a fantastic weekend.” t

Motorcycle Brands Pull Out all the Stops for Daytona Bike Week Brands such as Harley-Davidson, Victory and Indian Motorcycle celebrated the beginning of the 2014 riding season at the 73rd Annual Daytona Bike Week in Daytona Beach, Fla., with numerous events, special appearances and rides for their enthusiasts and attendees of Bike Week, which ran March 7-16.

Harley-Davidson’s display at Daytona International Speedway featured a wide range of displays and activities including 2014 model year motorcycles, Genuine Motor Accessories, Harley-Davidson MotorClothes apparel and accessories, the Fit Shop, H-D1 customization, a Women’s Area, Muscular Dystrophy Association (MDA) motorcycle raffle, Willie G. and H.O.G. merchandise, beverages, musical entertainment and more.

Indian Motorcycle announced its launch of 2014 Indian Chiefs with parties, demo rides, giveaways, celebrity guest Mike Wolfe of “American Pickers,” special events, and much more.

Since the launch of the all-new 2014 Indian Motorcycle lineup in August, Daytona attendees had the chance to ride the Indian Chief Classic, Indian Chief Vintage and Indian Chieftain.

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Victory Motorcycles also had a busy week of activities planned for all motorcyclists who kicked off the new riding season at Daytona Beach. The new Victory Display featured the 2014 models along with the new 2015 Victory Gunner. Plus, riders could check out the Fit Shop to learn about Victory accessories, purchase Victory apparel and accessories, register to win a new Gunner, and purchase merchandise from several Victory vendors.

The Victory Display also hosted meet and greets, which as of press time, was either the Ness family or R. Lee Ermey “Gunny.” Demo rides, a Victory Motorcycle Police demonstration and bike show were also on the schedule of events. t

Mecum to Auction Vintage Bikes at Houston’s Reliant Center Mecum Auctions will present the next MidAmerica Vintage and Antique Motorcycle Auction Sunday, April 13 at the Reliant Center in Houston. The offering of more than 200 vintage and collector bikes will immediately follow the auction house’s third-annual Houston classic and collector car auction April 10-12.

Following the record-breaking motorcycle-exclusive auction in Las Vegas, Jan. 9-11, Mecum is excited to now present MidAmerica Motorcycles at an entirely new venue in a state that is home to some of the most well-known motorcycle rallies and events in the country.

More than half of the sought-after lineup of bikes to be offered at the Houston auction hail from the Mike Doyle Collection of Dixon, Calif. Comprised of 100-plus motorcycles, Doyle’s collection includes some of the finest two-wheeled machines available like a 1928 Henderson K-Deluxe (Lot U65), a restored 1949 Vincent HRD Black Shadow (Lot U72) with correct factory engine and frame numbers,

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Inside the Industry a 1913 Sears Auto-Cycle Single Cylinder (U132), a 1926 HarleyDavidson JDH-8 Valve Board Track Racer (Lot U81), and a 1960 Ducati 260 Elite Racer (Lot U89).

Also set to cross the auction block are two motorcycles that once belonged to the “King of Cool” Steve McQueen including a 1931 Harley-Davidson VL (Lot U85) and a 1971 Husqvarna 250cc Motocross (Lot U59). For more, visit their website at www.mecum.com. t

Paton Returns with the S1 Strada The new Paton S1 Strada is a mix of vintage style and modern technology, and best of all, it’s road legal.

There will be four levels of specification, ranging between $22,000 for the ‘standard’ model and $32,000 for limited edition ‘Factory Signature’ models. Most trim levels include custom adjustable forks, Öhlins adjustable shocks and vintage-style instrumentation from Motogadget.

Power comes from a reliable injected parallel twin renowned for its broad torque delivery and accessible 72 bhp, and it’s hooked up to a six-speed cassette-style gearbox.

Power rises a little thanks to an exhaust system designed

by Termignoni.

Top speed is 133 mph, and the Paton sprints to 60 mph in less than four seconds. Production starts in Milan in one month, and 25 bikes are already sold. t

manufacturer has signed on as the first OEM participant of the 2014 AIMExpo event. Yamaha was the first OEM to commit to last year’s inaugural AIMExpo and following a successful first year, the brand is looking to expand its presence in the 2014 event.

“Yamaha successfully utilized AIMExpo as the grand stage for motorcycle and powersports business in North America, and leveraged the setting to the fullest extent,” commented Larry Little, vice president and general manager, Motorcycle Group. “Their intent to do even more in 2014 is a tremendous complement to the AIMExpo program that targets every facet of the powersports marketplace and provides an ideal time and environment to introduce the newest products to the world.”

Massimo Motor Sports to Return as OEM Partner for 2014 AIMExpo The AIMExpo and Massimo Motor Sports, have announced that the rapidly expanding ATV and UTV manufacturer will return as an OEM partner at the 2014 event, scheduled for October 16-19 at Orlando’s Orange County Convention Center. As one of the key vehicle exhibitors at last year’s inaugural AIMExpo, Massimo intends to activate its presence at AIMExpo this year by unveiling a new, domestically designed sport/utility class product.

Marshall Distributing To Make 2014 AIMExpo Debut AIMEXPO UPDATE: AIMExpo 2013 3-Way Giveaway Winners The American International Motorcycle Expo (AIMExpo) announced its three winners of the inaugural event’s 3-Way Giveaway contest have received their new motorcycles.

AIMExpo partnered with OEM exhibitors KYMCO, Suzuki, and Yamaha Star who provided the prizes.

AIMExpo attendees could enter to win a KYMCO Super 8 50 2T Scooter, Suzuki Boulevard C90T B.O.S.S., or customized Star Bolt featuring Kenny Roberts replica graphics.

The winners were randomly selected following the 2013 AIMExpo and received their prize at their local dealer. The winners are Randle L. Bennett, Jr., from Oakland, Fla., who won the one-off Yamaha Star Bolt, Connie Ann McKeever, from Palm Bay, Fla., who won the Suzuki Boulevard, and Belinda Phillips, from Orlando, Fla., who won the KYMCO Super 8 50 2T Scooter. The 3-Way Giveaway will be all-new for 2014.

Yamaha Returns for AIMExpo Looking to Expand Presence in 2014 Yamaha Motor Corporation, USA, announced that the

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Marshall Distributing, a wholesale distributor of ATV, motorcycle, PWC, snowmobile and UTV parts in addition to motorsports apparel, has signed on to become one of the event’s newest distributing exhibitors at the 2014 AIMExpo.

Featuring nearly 200 companies in its network, Marshall Distributing distributes aftermarket parts and accessories for all segments of the powersports marketplace, whether on dirt, pavement, water, or snow.

Tucker Rocky/Biker’s Choice Set to Return to AIMExpo in 2014 Tucker Rocky/Biker’s Choice was one of the cornerstone exhibitors at the inaugural AIMExpo last October, and will expand its presence at the 2014 event.

Attendees at the 2014 AIMExpo will have the opportunity to see the latest products from Tucker Rocky/Biker’s Choice brands, as well as BikeMaster, Bully Locks, QuadBoss, and River Road Gear.

With over 230 exhibitors already committed to AIMExpo in 2014, the event continues to grow each day and companies looking to take advantage of the AIMExpo platform should contact an AIMExpo Account Manager toll free at 855-MCShows (855-627-4697) or visit AIMExpoUSA.com. t

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By Robin Hartfiel

SHIFTING GEARS Printing All The News That Fits

W

omen’s desert racing champ Joanna Kaczmarek is now sitting pretty handling events, media & sales for Tom Seymour over at Saddlemen seat. Even more relevant for MPN’s readership is the fact that she will handle dealer development.

Kaczmarek comes to Saddlemen after stints at Parts Magazine and KTM North America. Motorcycles are not just a job for Kaczmarek, they are her passion, she is a two-time AMA National Hare & Hound Champion.

•••• In other news from Saddlemen, Anja O’Kane is the new sales & marketing coordinator. Originally from Germany, Anja has lived and worked all over the world in a variety of industries. She will focus on increasing brand awareness within the motorsports industry, as well as assist in dealer development.

“Saddlemen is excited to have Anja and Joanna on board, these two will be a vital asset in promoting the Saddlemen brand,” states CEO David Echert.

•••• Chris Wall is on a roll! The long-time tire guy has been promoted from director of marketing & key accounts for Pirelli’s Motorcycle Division to director of sales & business development for both Pirelli and Metzeler. He is now in charge of developing all distributor and dealer programs across both tire brands. He really is a rock star… last time we saw Chris was in Milan, Italy when he was on stage with Aerosmith front man Steven Tyler showing off the latest Metzeler ME 888 Marathon Ultra whitewall cruiser tire.

When he is not working as a roadie for rock stars, Wall is charged with growing total market share and

PBIT for Pirelli/Metzeler’s North American motorcycle division.

•••• Shocking news! Noted MX hop up and suspension specialists MB1 Motorsports announced the launch of their updated website. Said to be more easily navigated you can view products, get technical information or contact the company directly from the website. MB1 was established in 1984 by former factory Showa and Team Honda MX suspension guy Mike Bautista. Incidentally, Mike achieved four AMA Supercross and Motocross National Championships with last month’s cover guy Ricky Carmichael, including RC’s epic 24-0 winning streak. If you are interested in becoming an MB1 dealer, visit the “Dealer & Service Centers” page at www.mb1suspension.com •••• Big changes for Bonnier Motorcycle Group. Through an aggressive mergers and acquisition strategy, Bonnier has built up a motorcycle magazine market dynasty that includes flagships such as Cycle World, Hot Bike and Motorcyclist and is claimed to reach the largest motorcycle audience in the world. According to a company announcement, the art departments received the first changes: Laura Milton has been named art director for Cycle World while Kathleen Conner is now working with Editor-in-Chief Marc Cook and his staff as art director for Motorcyclist. Former Motorcyclist Art Director Joe Neric is now doing the layout and design of Sport Rider and Motorcycle Cruiser, while Christina Pendon has been promoted to art director of Baggers. Group art director Joe McKimmy continues handling art direction for Dirt Rider, and Robert Martin continues as art director for Hot Bike.

•••• The magazine musical chairs continues on the editorial side for the Bonnier brands, with four new hires and

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two position changes. Brian Hatano returns as a Web editor for Motorcyclist while Ed Subias has been hired as web editor for Hot Bike, Baggers and Street Chopper. In addition to the Web editors, John Scafetta becomes editorial assistant for the group and Spenser Robert was added as videographer. Cycle World executive editor Andy Bornhop shifts to cycleworld.com, where he will work with Alan Takushi, Brian Schrader and Matthew Miles “to bring the best, most engaging, and brand-appropriate experience to cycleworld.com, now ranked by ComScore as the largest motorcycle website in North America,” according to Bonnier. Matthew Miles becomes senior motorsports editor, and will work closely with Bornhop, Kevin Cameron and racers, teams and organizers to bring the best of racing and other news/features to cycleworld.com.

•••• Industry icon and AMA Hall of Famer Mark Blackwell has officially retired as VP of special projects for Polaris Industries.

Although he will consult in areas that do not compete with Polaris, Victory or Indian, Mark says he is looking forward to riding (horses and motorcycles) rather than working. Blackwell’s announcement also noted that he won’t seek re-election on the Motorcycle Industry Council Board of Directors when his term ends next February. We could fill an entire issue with Mark’s business exploits for brands ranging from Arctic Cat to Victory, but Blackwell is much more than just an executive suit. He was one of America’s best motocross racers, first on a CZ and then Husqvarna. In 1971, he became the first AMA 500c motocross champion.

Although an eye injury put an end to his on-track career in 1975, Blackwell bounced back with Suzuki, developing the RM line and managing its MX team from 1977-1981, earning six championships in the process. He earned an MBA and later became VP of marketing for Husqvarna helping transition the company from Sweden to Italy under Cagiva ownership. t

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Recap

Pre-owned monthly

First Impressions 2014 is here, and January has made a strong first impression! From San Diego to Atlanta, the wholesale pre-owned market has exceeded early year expectations. Will this trend continue or will Spring 2014 parallel 2013?

The early months of 2013 were stronger than the years prior and the powersports industry seemed to be on the cusp of a breakthrough. As the Spring of 2013 unfolded, the weather faded into below average riding

By Jim Woodruff

NPA Pre-Owned Monthly Recap: Jan. ’14 v. Jan. ’13

conditions, resulting in the riding season passing us by before it even began.

We believe January 2014’s performance reflects a blend of renewed optimism and increased retail demand.

Even with the severe weather so far this winter, dealers have told us that retail customers are in their stores and that they are interested in new models, accessories and apparel. It seems the retail buyer is tired of waiting and has enough confidence in the economy to spend money on the things they enjoy

and overlook the possibility of another wet spring, which we are seeing in the pre-owned supply chain.

Dealer Participation We are seeing an increase in dealers participating across our four auctions from the Fall, for both buying and consigning. While a small percentage of these dealers are new, many are dealers we have not seen in a few years due to the difficult economy. To see them participating in the lanes, making purchases and stocking their inventory are all signs of a strengthening economy, and more importantly, a growing powersports industry.

Longterm Forecast The next few months will depend primarily upon the weather and overall economic confidence. Weather permitting, we expect an increase in average wholesale prices across the major categories through April, then declining as normal in the summer months as seasonal retail demand wanes. We do not expect the same degree of softness as 2013, however, provided that this coming spring’s weather is more moderate and economic conditions hold steady. We are optimistic that 2014 will be a good year for the powersports industry. t

MPN has partnered with National Powersport Auctions (NPA) to provide our readers with a monthly recap of pre-owned wholesale powersport sale results. NPA is the largest provider of pre-owned vehicles.

All data is owned by NPA and provided to MPN specifically for this column. For more information, please visit www.npauctions.com or call 888.292.5339.

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OEMs Husqvarna History in the Making: Husqvarna is Back!

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t was a dream weekend designed to wow dealers. Starting with a trip to the San Diego Supercross, a ribbon cutting at the brand new facility, wining and dining (at a winery, no less) and concluding with a chance to ride the entire 2014 range of new Mattighofen-made Husqvarna models, it really was an opportunity to see history in the making. “We want you to be able look back at the pictures taken this weekend and see that you were part of history,” Husqvarna Motorcycles North America president Jon-Erik Burleson proclaimed during the ceremonial ribbon cutting and champagne toast.

“Tonight is about dreams… whether you start out to win a Supercross or a Superbowl, it all begins with a dream,” noted Husqvarna VP Brad Hagi during the dealer meeting portion of the whirlwind weekend. Hagi’s comments were presented against the backdrop of a big screen TV on which dealers had just seen the Denver Broncos get demolished by the Seattle Seahawks in the big game.

In an odd coincidence, the MVP for the big game was Malcolm Smith — not to be confused with the legendary Husqvarna dealer and On Any Sunday star by the same name who was among the legends in attendance.

“Edison Dye had a dream to bring to bring Husky and the sport of motocross to America,” added Hagi. “Malcolm Smith had a dream, which inspired an entire generation of riders; first AMA 500cc champ Mark Blackwell had a dream to win; Chuck Sun started his dreams on a Husqvarna… Husky has always been the stuff of dreams.” However, the “new” Husqvarna is no pipe dream! KTM boss Stefan Pierer purchased the brand less than a year ago, but has already committed the full resources of Pierer Industrie AG to completely reinvigorate the venerable brand.

“It is no secret that the U.S. is the biggest market for Husqvarna,” said

No More Pasta Bikes: Husqvarna’s 2014 Made-In-Mattighofen Models

16 March 2014 | Motorcycle & Powersports News

With the North American facility now operational and a revamped dealer network being established, Husqvarna is offering the first of the bikes built in KTM’s Mattighofen factory in Austria. The new Huskys began arriving on showroom floors in early March. The MSRPs for the 2014 models were announced at the national dealer meeting, as was the coming of a 2015 model year lineup in summer 2014. After seeing the Supercross in San Diego, treated to a historic ribbon cutting and then wined & dined at the Ponte Winery, dealers were taken to the track and turned loose on the ’14s the next day!

2014 Husqvarna Motorcycles Motocross TC 85 $5,399 TC 125 $6,549 TC 250 $7,249 FC 250 $8,049 FC 450 $9,049 Enduro TE 250 TE 300 FE 250 FE 350 FE 501

$8,349 $8,549 $8,649 $9,549 $9,899

17 Sullivans MPN 3/12/14 9:48 AM Page 17

16,18 OEMs_Layout 1 3/12/14 9:55 AM Page 18

OEMs Husqvarna Husqvarna Sportmotorcycle GmbH Managing Director Reinhold Zens. “Our global vision calls for a rebirth of the brand,” he said, battling jet-lag from flying in on the red-eye from Austria specifically to meet with dealers. “We are ready to invest in the future of Husqvarna.” Given the fact that more than 300 existing or potential Husqvarna dealers were on hand, Zens had his work cut out for him.

“We have an opportunity and a responsibility to return the brand to its iconic stature,”Burleson told the dealers with his customary candor. In fact, the plan calls for a completely stand-alone dealer network from parent company KTM. “We plan to have unique dealerships where possible,” Burleson explained to an audience largely comprised of existing KTM dealers.

“Husqvarna’s marketing, customer service and racing efforts will be run completely separate from KTM North America.” Contrary to the complaints that the new Husqvarnas are little more

than white KTMs, Burleson shared the long-range vision with the dealers, with the caveat that some dealers may have to make a choice between white and orange in the near future. “Bottom line: Husqvarna will have its own dealer network.”

Pierer Industrie AG wants to win the marketshare race against the Japanese Big Four, even if that means cannibalizing some of the KTM dealer network. “We’re excited to have two European brands to challenge the four Japanese brands within the marketplace instead of just one,” explained Burleson. “Personally I’m really looking forward to going to the races and seeing Husqvarna and KTM battling each other for the win.”

Although he is president of both KTM and Husqvarna, Burleson literally grew up a Husky fan as his childhood was spent watching his legendary father “King Richard” create the mystique of the original Swedish-made Husqvarnas.

“Husky stands for premium components, Swedish culture, heritage and of course,

racing… we remain dedicated to these values with the rebirth of Husqvarna,” Burleson explained during the Sunday evening address to dealers.

These remarks were presented at the Ponte winery in Temecula, California, just down the road from the new 15,000 sq./ft. facility purpose built to house the “new” Husqvarna North America… the paint was still drying in some of the offices! Sunday concluded with legendary Husky historian/racer/engineer Gunnar Lindstrom, 8x Enduro champ Dick Burleson, desert racing hero Larry Roesseler, Malcolm Smith, MX des Nations winner Chuck Sun and former Husqvarna exec Mark Blackwell being joined by the next generation of Husqvarna champions, including Mike Brown, Andrew DeLong and Jacob Argubright.

Hagi concluded the meeting by giving a special shout out to John Moore, a Husqvarna dealer since 1966!

“To borrow a phrase, from John, ‘Husqvarna is back!’” t

Arctic Cat held its annual National Sales Meetings in Las Vegas in February. One big message at the NSM was how profitable Arctic Cat accessories, wearables and World Class Store strategies are, and how it also builds and maintains brand allegiance across the entire company spectrum. The big news at the show was how Sheffield (USA) and TD (Canada) will finance up to 125% of the MSRP in add-on Arctic Cat wearables and “no limit” in hard parts (up to $50,000) with approved credit. Full head-to-toe packages of ArcticWear (helmet to boots) can let you strut your stuff for as little as $23.34 a month. Even the catalog this year lists the MSRP, and the monthly payment, should you choose to finance any bolt-on or wearables. On display: Replica sleds abound, as does carbon fiber; Spy Goggles joins forces with Team Arctic Cat; and a new WildCat UTV with a narrower 50” track for ATV friendly trail systems. t

OEMs Arctic Cat

Photos by Eric Anderson

18 March 2014 | Motorcycle & Powersports News

19 Motor Trike 3/12/14 9:47 AM Page 19

20-25 Auctions Feature_Layout 1 3/12/14 9:54 AM Page 20

By Greg Jones

I

n today’s connected, smartphoneaddicted society, everything is at our fingertips, and the world of powersports auctions is no exception. To keep up with the changing times and dealer demands, auction companies everywhere have greatly increased the number of live auctions happening every week and every day, and they have created substantial presences online available to dealers 24/7 via computer or mobile technology.

With an increased amount of auctions to choose from and more tools at the hands of the dealers, the most drastic change in the auction world is whether dealers are choosing to attend them in-person or online.

The demand for inventory and the growth of online and mobile auction services has changed how auction companies operate and cater to dealers.

For instance, National Powersport Auctions (NPA) sells 5,000-7,000 used

powersports products a month and has an auction closing every day of the week.

It holds four live auctions a month at its nationwide facilities in San Diego, Dallas, Cincinnati and Atlanta.

While Manheim has auctions for powersports in 14 locations in the U.S. and runs more than 24 powersport auctions a month, including through OVE.com, an online marketplace that is available 24/7.

“We offer three dedicated online platforms available to dealers 24 hours a day, seven days a week, including NPA eSale, NPA Insurance|Total Loss, and NPA Black Market,” says NPA’s COO Jim Woodruff.

With online auction sites like eBay Motors offering dealers an ecosystem of 128 million users in which a motorcycle sells every seven minutes, auction companies see the need to have a larger, more robust presence online with more tools available for dealers to

20 March 2014 | Motorcycle & Powersports News

keep using their services.

“Dealers can use our website or mobile site (www.npauctions.com) where we list all upcoming auction information, available inventory for sale, and detailed information about every vehicle including model details, miles, VIN, title type, and full NPA condition report,” says Woodruff.

“Various search tools are available to help dealers focus on the inventory most interesting to them. NPA’s goal is to make the online visitor feel as though they are previewing the bike in person.”

While not everyone is able to travel to various live auctions in person, places like Manheim and NPA now simulcast their live auctions so dealers can get the live experience from behind their computer screen.

“Dealers use Manheim.com to locate the inventory they need, research a vehicle’s condition and participate in the auction through simulcast,” says

20-25 Auctions Feature_Layout 1 3/12/14 9:54 AM Page 21

Peter Trench, VP commercial accounts, Manheim. “Over 35% of our powersport sales occur on simulcast. The Internet has given dealers a great way to source inventory, expanding the area they can source from and making each trip to the auction a successful event.”

The Auction Toolbox To make these auctions more successful, the number and type of tools available to dealers has grown tremendously.

Manheim offers a full suite of programs to help dealers get the most out of buying from them.

“Manheim.com is a very valuable tool for searching, researching and buying,” Trench says. “We have NextGear Capital to offer floorplan services to buyers. We have ReadyAuto Transport to offer easyto-use transportation services that can be accessed via the Internet, and we offer title processing services and arbitration resolution for assisting buyers.”

NPA isn’t slouching in this department either. Along with

providing dealers things like multiple live and online buying platforms, an extensive online condition report on every motorcycle sold, online previewing and inventory management, mobile access to all key features, NPA also offers tools and programs to assist dealers through the entire buying process.

“Online tools offered by NPA provide everything a dealer needs to prepare for an auction including run lists, full-color condition reports, book values, auction values, search tools, NPA Watch List and Wish List, real-time proxy bids, multi-lane simulcast bidding, last-chance offers, salvage history screening, real-time notifications, online account

management of purchases and payments, reporting, and much more,” says Woodruff.

This is where auction companies like NPA and Manheim separate themselves from online only auctions. However, sites such as eBay Motors also offer a suite of tools for those dealers who want to increase their online retail presence through eBay as a complementary channel to their brick-and-mortar locations. eBay Motors empowers dealers to reach customers in the ways they want to shop, including via online and mobile. It provides dealers with a variety of pricing models, as well as support every step of the way. For instance, eBay Motors national subscriptions program enables small and mid-size dealerships to reach millions of shoppers across the nation for a fixed subscription rate.

Through the program, dealers can

A Better Experience Though it will never replace physically being present, online purchasing is now the dominant method dealers use to buy and sell inventory in the powersports world.

“Attending the auction online allows you to view the bike better than in person,” says Jeremy Coon, owner of Lucky U Cycles. “You get pictures, credit scores, value guides and more. I go online more because of those options.”

In 2013, approximately 70% of the inventory purchased from NPA was bought online, either through NPA Simulcast or through one of its eSale platforms, according to Woodruff. “At this point, based upon feedback from our dealers, we believe it’s seamless for a dealer to buy either live or online – it’s really up to their preference,” he says.

NPA recommends that dealers who

leverage a consistent monthly online sales channel through one of the most trafficked online destinations, complete with dedicated account support and in-depth reporting. eBay Motors also has an eDealer Training program, in which dealers can learn a variety of best practices to become more successful sellers, according to an eBay Motors representative.

With all these tools and ways to integrate a live and an online auction, the two realms have become rather seamless today.

are new to auctions should visit one of its facilities so they can see first-hand the process and powersports condition report system.

“Once dealers understand our process and condition reports, they often choose to bid from their home or dealership via NPA Simulcast or NPA eSale,” says Woodruff.

Lucky U Cycles in Wildwood, Fla., for instance, now only attends live auctions three times a year, and those visits are more as a way to get out of the shop and MotorcyclePowersportsNews.com 21

20-25 Auctions Feature_Layout 1 3/12/14 9:54 AM Page 22

have face-to-face time with others in the industry than for the auction itself, according to Coon.

Manheim echoes those findings as well. Powersport dealers have gotten very comfortable buying online.

“Manheim makes the experience at the live auction and online auction a seamless experience for the dealers,” Trench says. “The strong delivery of the auction experience online has allowed dealers to attend more auctions whether in person or online and have confidence in the transaction.”

The addition of simulcast to live auctions is one of the bigger factors in blending live auctions with online auctions.

“With simulcast, dealers are able to bid from their computer anywhere with an Internet connection and they are able to see photos of the vehicle, details about the vehicle, and hear the auctioneer in real time,” Woodruff says.

“NPA Simulcast also offers dealers the ability to communicate directly with the auctioneer via the chat option.”

The future of powersports auctions No matter when and how dealers are choosing to use auctions, recently they are doing so with much more confidence than in the past and industry experts expect 2014 to be no different.

“The new and used market should be strong and see increases in 2014,” Trench says. “People are feeling better about the economy, and banks/credit unions have money to lend. Auction values will be strong and wholesale supply will remain steady. Repo rates are low, which will keep the auction supply under control.”

With the lines between online and offline commerce continuing to blur, and dealers increasingly adopting online and mobile technology into their process for buying and selling inventory, auction companies have no choice but to cater to those needs moving forward.

“The use of our mobile platforms has sky rocketed since their introduction, with over 35% of our online traffic coming from phones or other mobile devices,” Woodruff says.

With continuing adoption of new technologies and processes among auction companies and dealers, and a strong outlook in 2014, the future of powersports auctions looks bright. t 22 March 2014 | Motorcycle & Powersports News

23 Walker 3/12/14 9:46 AM Page 23

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Classic Bike Auctions

Making Money the Old-Fashioned Way

by Margie Siegal

C

lassic bikes stir the blood, bring back wonderful scenes of the past, and can take you for a longer ride than just down memory lane. They are also often a good investment. Although the words “investment” and “motorcycle” don’t seem like they belong in the same sentence, in the last 20 years motorcycle collecting has become a mainstream – and very lucrative – activity. One of the most common ways to acquire a vintage bike is at an auction, and as prices have gone up, the size and number of auctions has skyrocketed.

Once a rather low key effort, classic motorcycle auctions have become sumptuous events at premier venues.

The classic bike auction scene has been noticed by none other than the Wall Street Journal, which recently devoted a feature article to the millions of dollars now changing hands.

Just look at the numbers and the players involved in these affairs.

Bonhams, an upscale English auction house, sold $3.3 million dollars worth of machinery at its fourth annual Las Vegas auction this January. A few blocks away, MidAmerica Auctions (which recently merged with collector car specialist Mecum Auctions) was gavelling its way through its 23rd annual event, which saw

Major Auction Houses MidAmerica: www.midameriaauctions.com Jerry Wood & Co.: www.jwoodandcompany.com Bonhams: www.bonhams.com Glenn Bator: www.batorinternational.com

24 March 2014 | Motorcycle & Powersports News

441 bikes sell for a total of $7 million.

Glenn Bator, a well known motorcycle broker who has run auctions in the past, says that around the mid-’90s, prices started going through the roof when some well-heeled enthusiasts, including George Barber, Dale Walksler, E.J. Cole and Otis Chandler, started collecting. “It was a time when Barber was starting to build his museum and racetrack. In the 20 years since, prices have multiplied tenfold. The B and C bikes got pulled up in the wake of the A-class bikes.”

One of the longest running auctions is the Daytona Bike Week auction, run by Jerry Wood and Company, who now also runs the annual auction at the Barber Museum. Jerry Wood says that auction goers cannot be stereotyped: “We have always had lots of different folks attend auctions. Quite often, we get people who were very famous at one time.”

20-25 Auctions Feature_Layout 1 3/12/14 9:55 AM Page 25

Wood states that not every old bike is going to do well at an auction. “There is always a supply of badly done restorations.

The big demand is for bikes that are good originals or very well done restorations.”

Nick Smith, head of motorcycles for the U.S. at Bonham’s, sees a demand for rare or collectible bikes. “We’ve seen more attention given to those that are likely to appreciate or are difficult to obtain.”

One type of event that always brings large numbers of bidders is an old collection offered at an estate sale.

“Nothing turns out a crowd like the real deal and real bikes that have been hidden away,” says Wood.

There was a blip in the collecting world during the 2009 recession, but interest in auctions and buyers with cash to spend have returned, and prices have once again increased. “The collecting world is healthy again,” says Bator.

“People are breathing easier and doing a little speculation buying. They are going out on a limb a little further.”

Wood agrees: “The speculators are

still at auctions, but they are more careful now. I see pre-1970 American motorcycles holding value and early examples rising. Although asking prices are way up, unreasonably priced bikes tend not to sell. The interest in Japanese collectables is increasing as younger collectors look for the bikes of their youth. The vintage bike hobby is

growing and doing very well.”

Nick Smith points out that, despite the increase in values, people are still buying bikes for fun like they’ve always done.

“I’ve always believed that one should look for a bike because they intend to enjoy it. Period. If it goes up in value over time, that’s great. But motorcycles are meant to be enjoyed.” t

MotorcyclePowersportsNews.com 25

26 PWC_Layout 1 3/12/14 9:53 AM Page 26

PWC UPDATE

By Land and by Sea: Sport Amphibian Manufacturer to Expand Dealer Network

I

n February, Gibbs Sports Amphibians, based in Auburn Hills, Mich., held a press conference in Detroit’s Renaissance Center to discuss the brand’s plans for 2014.

Gibbs Sports is a division of Gibbs Amphibians, which was also in the news recently because of its plans to license some of its technology in building amphibious trucks. While the licensing deal had no application to the powersports market, it was interesting to see what the company has created from a technology standpoint.

Gibbs Amphibians develops High Speed Amphibian (HSA) technology platforms for consumer, commercial, humanitarian and military applications, and is a privately held company founded

by Alan Gibbs and Neil Jenkins in 1999.

It consists of two divisions – Gibbs Sports Amphibians, which designs and manufactures consumer sports amphibians such as the Quadski, and Gibbs Amphitrucks, which develops commercial amphibians for first responder, humanitarian and military use.

The Quadski has really created its own niche market outside of the traditional sectors. “The Quadski isn’t a PWC that can go on land. And, it’s not an ATV that can go on water – it’s both,” said Gibbs’ head of PR, Graham Jenkins. He said their vehicle is like comparing a smartphone to a cellphone because it can do so much more.

Gibbs’ plans call for doubling the number of U.S. dealers to about 50 by the end of the year. Currently, that number stands at 16 with 21 retail outlets. Jenkins said that Gibbs spent most of last year retooling the factory to handle the demand that is expected to come this year with domestic sales accounting for half of their target and the other half from

international sales. The company is expecting to sell at least 1,500 units this year if everything goes to plan.

Currently, Gibbs is working to establish its international distribution network in major regions throughout Africa, Asia, Europe, the Middle East and South America. Along with its established network of dealers in the U.S, the company hopes to expand their domestic dealer base as well.

The Gibbs Quadski is the world’s first high-speed personal sports amphibian.

It’s capable of reaching speeds of up to 45 mph on both land and water, and transitions between the two in five seconds or less. If you haven’t seen the Quadski yet, it includes the components of a PWC with water jets that are lighter and more compact than standard marine-industry jets, but it has a unique retractable suspension system so it can be driven on land and water. It is powered by a K1300 BMW Motorrad engine.

Viewers of the UK’s program, Top Gear, which has a cult-like following in the U.S. on BBC America, got to see the Quadski in action in a recent episode, which included the show’s host Jeremy Clarkson challenging co-host Richard Hammond to a race through Lake Como, Italy. Clarkson was on the Quadski while Hammond was driving the latest sportscar from Alfa Romeo called the 4C. You can watch the clip on our sister website, Speedville.com (http://tinyurl.com/o4pzwf6).

At $42,000 retail for a premium amphibious all-terrain vehicle, it may seem that Gibbs is way out of the range of the traditional ATV/PWC buyer. But the company doesn’t think so, pointing out the strong interest they’ve had for their

26 March 2014 | Motorcycle & Powersports News

concept which they believe will justify their plans for an expanded dealer network made up of traditional powersports dealers and non-traditional outlets.

“Consumer interest in the Quadski and our other high-speed amphibian products has been exceptionally strong from day one,” said founder Alan Gibbs.

“We have as many as 23,000 visitors per day on our website, many of them from outside of the United States. As more people get the opportunity to see these high-speed amphibians in action, that interest will continue to grow.”

More information about Gibbs’ dealer opportunities and technology can be found at www.gibbssports.com. t

27 Gibbs MPN 3/12/14 9:46 AM Page 27

28-29 destination_Dallas HD_Layout 1 3/12/14 11:03 AM Page 28

DESTINATION

Dealership Story and images by Marilyn Stemp

Harley-Davidson of Dallas Thriving by firing on all cylinders

T

exas is a big state, that’s for sure.

And the pride Texans have in their home state is equally massive. Add to this the satisfaction of ownership most riders feel for their motorcycles and you can bet that any Harley-Davidson dealership in the Lone Star State operates with more than a bit of righteous swagger.

The problem most non-Texans have, or at least riders who don’t live near Dallas/Ft. Worth, is that there are several Harley dealerships in that metro area; in fact there are half a dozen. So if you’re looking for the benchmark H-D dealership around Dallas, where do you start? My solution: go with history.

Though its location in Allen, Texas north of Dallas might make you think otherwise, H-D of Dallas is actually the descendant of the original Harley dealer in these parts. Back in 1929 when a Harley shop first opened by this name near Main and Elm Streets in Deep Ellum, Texas, motorcycle shops were rare. But if there was going to be a Harley shop in this part of Texas then Deep Ellum, with it’s flat-out hooligan vibe, was the place for it. (Don’t believe me? Google it.) And though the identity of the intrepid entrepreneur who started that shop is lost to time—even the H-D archives don’t have definitive records on the original owner—the shop thrived in spite of its Great Depression roots and was passed on to several different owners through the years.

One of them, Eddie Conley, moved H-D of Dallas to Plano Road in 1974. It moved again in 1985 to Shiloh Road, then in 1999 the dealership found a home in Allen. At that time Allen was populated mainly by cows but things

have changed drastically in 15 years, revealing H-D of Dallas’ solid planning skills and forward thinking. Why put a bike shop in the middle of a crowded city anyway? And with a mindful respect for its 84-year legacy, current owner Paul Langford has operated H-D of Dallas since 2009, full steam ahead.

In the service department, trained techs not only maintain and repair but they tune and dyno bikes, too. Dealerbuilt customs fresh from the in-house

28 March 2014 | Motorcycle & Powersports News

custom shop grace the showroom floor, offering riders the option to buy and ride a one-off bike without delay. They don’t stop at ergonomic upgrades and cosmetic changes, either. Several Big Twin touring models have 120R engines, built and tuned for maximum performance. At any given time there are several dozen customs on the floor, from tweaked XLs to full-blown Ultra Classics.

H-D of Dallas knows that community relationships are important. To that end

28-29 destination_Dallas HD_Layout 1 3/12/14 11:03 AM Page 29

for their riding skills.

H-D of Dallas partners with the Quaker Steak & Lube for bike nights every other Wednesday starting in March. They also offer a customer loyalty rewards program. Once rewards accrue from spending, customers receive a gift certificate to use on whatever they want. Tweaking the deal further, there’s a sign-on bonus and a HOG member upgrade, too.

Every business owner knows it’s vital to stay in touch with your customers and being savvy with social media facilitates frequent contact. H-D of Dallas maximizes contact with its customers via its own YouTube channel, an e-newsletter, online shopping, and a new texting club that pushes out exclusive news and specials to members only. An annual lifestyle photo contest encourages customers to send in pictures for a chance to win a professional photo shoot and be featured in a 10-foot by 10-foot mural in the shop for a full year. Talk about bragging rights!

No question about it; shop owners these days have to stay on the innovative edge to keep customer interest—and foot traffic—high. H-D of Dallas employs solid concepts that have worked well for years while continuing to add edgy current notions to the mix. After all, that’s what it takes to thrive. t

Harley-Davidson of Dallas 304 Central Expressway South Allen, Texas 75013 214-495-0259 www.hdofdallas.com they sponsor the Allen Americans hockey team and fund the fireworks display on the 4th of July in Allen. They also support the local VFW, Toys for Tots, and Navy recruiter by involving them in fundraisers at the dealership. As if the armed service flags hanging prominently in the showroom didn’t show it, one employee added, “We are very patriotic!” Spokes For Hope, an organization that provides bicycles for under-privileged kids, is another pet project. It’s all two wheels, right?

With several other H-D dealers in the metro area it’s important to distinguish yourself. One way is with a Harley Owners Group and the dealership’s Panther Creek HOG club is the areas largest and most active. In fact, they drew over 150 riders for their Frosty Hog Ride on January 1, 2014.

The club’s members have been recognized

OEM: Harley (of course) Number of employees: 60 URL: www.hdofdallas.com

MotorcyclePowersportsNews.com 29

30 adp report_Layout 1 3/12/14 9:45 AM Page 30

ADP Lightspeed Dealer Management Solutions are designed to help manage dealer operations by tracking and storing data from every department and delivering information that will assist dealerships in making successful business decisions.

Every night, more than 1,600 Lightspeed powersports dealers automatically transmit their information to a collective database held at the ADP Lightspeed offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research.

This helps you know how your dealership is performing compared to other dealers across the country.

Parts and major unit inventory information is gathered and used in the highly successful Lightspeed Dealership Locator program. This program is designed for dealers to post obsolete inventory, allowing other dealers from across the country to locate hard-to-find parts and units.

ADP Lightspeed stands ready to work with all parties and move the industry to new levels of understanding, and ultimately to more efficient and profitable operations.

For questions regarding this report or to inquire about a custom report, please contact Lightspeed Data Services at (800) 521-0309.

Powersports Dealer New Units in Stock

February 2014 1,747 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2013 Model Year

2014 Model Year

12%

32% 57% ATV 16% 32% 52% Off-Road Motorcycle 19% 44% 38% On-Road Motorcycle 24% 53% 23% Scooter 11% 16% 73% Snowmobile 5% 18% 77%

www.adplightspeed.com

Utility Vehicle

30 March 2014 | Motorcycle & Powersports News

2013 Model Year

31 ADP Lightspeed 3/12/14 9:44 AM Page 31

32-33 BOC_Layout 1 3/12/14 11:03 AM Page 32

BEST

Operators CLUB

By Steve Jones

January 2014 Sales Department Performance

I

n looking at the Total Store Stats (Chart 1) we see that 2014 started off with a bang when compared with last year. There was a significant improvement in Total Sales dollars when compared with last year. Although not reported here, the net operating profit was up for the Top 5 and National Norm (NN) dealers as well.

However, overall store Gross Profit margins are down across the board (although only .2% for the Top 5 dealers).

Unit sales’ contribution to Total Store Gross Profit for this group was very poor, perhaps indicating some serious “cleansing” of aged inventory. On the other side, the contribution was positive for everyone else. Notice the “flip” in contribution from new sales versus used sales between the Top 5 and NN dealers.

The Top 5 are continuing to concentrate on used sales because it produces more Gross Profit than new.

Door swings were down for this group and their Gross Profit dollars per employee was anemic when compared with the other dealers. The Top 5 had a decent increase in door swings vs. last year and pulled 32% more Gross Profit per person than the group – which is pretty significant.

Part 1 (Chart 2) shows an increase in new unit sales across the board, but the Top 5 rocked the house with their 94% of change. In addition, they blew out the others with their used sales increase.

The 10% new margin average and -3% change in selling margin for the group is another indicator that they were dumping inventory this January. The Top 5 outsold them with 5% more profit.

Speaking of margins, look at the 23.8% the Top 5 gets out of used units. It’s no wonder why they keep attacking this business with such enthusiasm.

CHART 1 Total Store Stats for January 2014 Total Store Sales YTD

GROUP NORM $0.41 mil

TOP 5 DEALERS

NATIONAL NORM

$0.59 mil $0.52 mil

% of Change in Total Store Sales from Prior Year

20.5%

38.0%

15.8%

Total Store Gross Margin %

21.2%

26.7%

24.6%

Gross Margin % for Prior Year

23.0%

26.9%

25.6%

Contribution to Total Store Gross Profit: New Sales

-5.2%

12.1%

26.3%

Contribution to Total Store Gross Profit: Preowned Sales

-4.8%

33.0%

12.7%

Door Swings: % of change from Prior Year

-4.4%

19.2%

1.4%

Gross Profit per Employee YTD

$6,295

$9,224

$7,492

GROUP NORM

TOP 5 DEALERS

45.7%

94.3%

CHART 2 New & Used Unit Sales – Part 1 New Units Sold % of change from Prior Year

NATIONAL NORM 23.3%

Preowned Units Sold % of change from Prior Year

-4.6%

48.2%

7.8%

Total New Units Gross Margin %

10.6%

15.0%

13.5%

Total Preowned-Units Gross Margin %

16.6%

23.8%

19.0%

Change in Total Selling Margin % from Prior Year

-3.2%

5.1%

-2.9%

New Inventory Turn

1.9

2.9

2.6

Preowned Inventory Turn

5.4

8.8

5.3

Preowned to New Ratio

0.35

0.57

0.62

CHART 3 New & Used Unit Sales – Part 2 Sales Personnel Expenses Per Vehicle Sold

GROUP NORM

TOP 5 DEALERS

$459

$283

NATIONAL NORM $383

Total Adv & Promotion Per Vehicle Sold

$103

$41

$157

Flooring Expense Per Vehicle Sold

$206

$83

$202

Average Customer-Facing Staff YTD Gross Profit per Sales Dept. Employee

32 March 2014 | Motorcycle & Powersports News

3.52 $8,506

4.88

4.46

$12,827

$11,573

32-33 BOC_Layout 1 3/12/14 11:03 AM Page 33

Inventory turns are calculated over 12 months and reflect the slower selling seasonality at this time of year. Still, the Top 5 managed almost nine turns of their preowned units. Cool, huh?

One surprise is the NN 0.6 preownedto-new ratio for January. That’s just over one preowned sold for every two new units. Good job, folks. Now work on keeping it up for the rest of the year.

In Part 2 (Chart 2) we find that this group is struggling with expenses. They have high costs Per Vehicle Sold across the board for January. This has to be resolved quickly. Meanwhile, the Top 5 are running a tight ship. Their inventory turns (combined with wise stocking levels) have helped them keep flooring costs at less than half of the group and NN dealers.

Despite more staff, they are managing more Gross Profit dollars per person in Sales as well as in the overall dealership.

This reflects their ability to hire the right people and provide them with quality training leading to increased productivity.

You are often wiser to pay more to acquire or retain high-quality people – as long as they produce better results.

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

“One surprise is the NN 0.6 preowned-to-new ratio for January.

That’s just over one preowned sold for every two new units. Good job, folks.

Now work on keeping it up for the rest of the year.”

Steve Jones, GSA senior projects manager, outlines dealership best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. GSA is recognized as the industry’s #1 authority on dealer profitability.

Access to the Voyager 5 data reporting and analysis system is available for any dealership for nominal fee. For more information on GSA’s data reporting system, management workshops, dealer 20-groups, on-site consulting or training, send Steve an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 33

34-35 suspension 3/12/14 11:01 AM Page 34

Suspension Essentials Hyperpro STREET BOX Basic Suspension Kit EPM Performance The STREET BOX Basic Suspension Kit is engineered, tested and tuned specifically for 220 popular sportbikes, standard and sport-tourers built between 1981 and 2014 from 11 top brands. The kit includes fork oil, lowfriction seal grease and a setup booklet. Also included in the kit is Hyperpro’s 46-series emulsion shock, which offers 50 positions of rebound damping adjustability and infinite preload settings. Each shock is matched with a pair of Hyperpro’s rising-rate fork springs and fork oil. To aid installation, the STREET BOX comes with a manual covering fork-spring replacement and bike-specific setup data. All Hyperpro springs carry a lifetime warranty and the shocks are covered for five years. The retail price is $699.

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For More Info: www.EPMPerformance.com

Burly Stiletto Shocks Burly Brand Made for 1986-2003 Harley Sportster models, the Burly Stiletto Shocks feature a highperformance damper wrapped in a spring combination designed specifically to deal with subtle road noise and imperfections. On the other hand, the main coil handles the big hits and controls bottoming. This grouping results in a smooth ride over tough terrain. The Stiletto Shocks are 15 inches long and provide a lift to your riders’ bike.

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For More Info: www.burlybrand.com

970 Series Piggyback Shocks Progressive Suspension Start with high-pressure, gas-charged dampers, incorporate deflective disc valving, finish with anodized aluminum bodies and you get the 970 Series Piggyback Shocks, designed to reduce friction and increase performance. Remote reservoirs mount in front of the bags and allow for additional tuning through accessible compression adjustment knobs.

Progressive’s rate springs are regulated via threaded pre-load adjusters, which allow for fine-tuning and personalized ride quality. The shocks are available in 12inch, 13-inch and standard or heavy-duty spring rates to suit your riders’ desired height and weight. The 970 Series Piggyback Shocks are made for 1993-2013 Harley Baggers.

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For More Info: www.progressivesuspension.com 34 March 2014 | Motorcycle & Powersports News

34-35 suspension 3/12/14 11:02 AM Page 35

V-Shocks Vintage Motocross Shocks Noleen J6 These Vintage Motocross Shocks are completely made in the U.S.A. and come in all lengths and strokes for all different makes and models. With a hard-anodized 6061 T6 aluminum piston and an endless piston band, the shocks deliver strength. Some features of the V-Shocks Vintage Motocross Shocks include 4130 Chromoly ½ inch chrome shafts, steel body tubes, 6061 T6 aluminum shock head and end mount, an easily adjustable spring preload, and rock proof nitrogen valves. Custom applications are also not a problem with these shocks. The retail price for a pair is $598.

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For More Info: www.Noleenj6.com

Harley-Davidson FLH/FLT Fork Cartridge Kit Öhlins USA, Inc Öhlins recently brought its suspension heritage to FLH/FLT Harley-Davidson Touring Baggers. The FKC 101 Fork Cartridge Kit is the first-ever H-D Fork Kit from Öhlins and provides a balanced suspension package for H-D Touring/Baggers, when installed in conjuction with a set of Öhlins shocks.

The FKC 101 Fork Cartridge Kit project establishes a high-end cartridge damping system, with great performance for a reasonable price. It features high-end internal components of 8 mm steel shafts, aluminum damper tubes and 25 mm pistons. The kit has NIX-type damping: one fork leg has compression only, while the other leg takes care of rebound only. By segregating compression from rebound, the NIX-type system maximizes the damping that’s available within the confined diameter of a fork leg.

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For More Info: www.ohlinsusa.com

MotorcyclePowersportsNews.com 35

36-37 Peak Dealership_Rodgers_Layout 1 3/12/14 11:00 AM Page 36

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Your Missing Link

How LinkedIn accelerates performance, expertise and credibility

R

emember when LinkedIn was considered little more than a businessperson’s version of Facebook, used by a core group of techies who saw the potential impact that social networking could have on their careers? In fact, when LinkedIn launched 11 years ago this May, it only had 4,500 members after the first month; at last count, there were more than 277 million active LinkedIn users from 200-plus countries, and professionals are signing up to join the site at a rate of more than two per second.

No wonder Fortune magazine, in a cover story last year, called LinkedIn “one of the most powerful business tools on the planet.” And some advocates consider it the only social site they need.

Your prime objective on LinkedIn should be to burnish your credibility.

What can you do with more credibility?

Find new jobs and hire new employees, interact with other professionals in your industry and reach potential new customers. And that’s just for starters.

You also can build your career portfolio by joining groups (where individuals from the same industry or with similar interests share content, ask questions, find answers and establish themselves as experts), posting updates (about your dealership, for example, or links to insightful MPN articles that are seen by your network of connections and beyond), and giving and requesting personal recommendations (digital testimonials that arguably are among LinkedIn’s most valuable features).

That leaves plenty of options for establishing a LinkedIn presence and developing your own intellectual property as a leader in the motorcycle retail world.

When you do all this the right way, dealership colleagues, fellow powersports professionals and customers will come to

rely on you for timely information, helpful advice and relevant insight.

Simply uploading any old photo instead of one in which you’re smiling and looking professional against a light backdrop, quickly typing out a list of places you’ve worked without added context, and then calling that your “profile” won’t cut it anymore — especially on this network. And because LinkedIn provides a “Profile Strength” meter on the right-hand side of your profile page that rates you as “Just Beginning,” “Intermediate,” “Advanced,” “Expert” and “All-Star,” there’s no excuse for not aiming high.

In a lot of ways, building credibility on LinkedIn is like building credibility in the offline world: It takes work. Here are seven can’t-miss ways your LinkedIn profile can boost your credibility.

WORK EXPERIENCE: When 1. it comes to sharing your work experience, you can’t get much lazier than “Sales Manager, ABC Motorcycles.” But once you start posting updates and participating in groups, you’ll notice an increase in the number of people who view your profile. You’ll want them to find out what you’re all about, so fill in that “experience” section with details of at least one or two significant responsibilities you held for each job position. How many employees do you oversee at ABC Motorcycles? Are you in charge of promoting the store’s charity rides? Have you worked at the same dealership for 25 years and have an intimate understanding of your products and your market’s trends and demographics?

ASK FOR (AND GIVE) 2. RECOMMENDATIONS: Much better than endorsements, which allow fellow LinkedIn members to qualify you for a skill you may not even possess,

36 March 2014 | Motorcycle & Powersports News

recommendations are comments written by current or former managers and colleagues, business partners and customers. Viewers of your profile often take a look at recommendations you’ve received to see what others have to say about your work and industry knowledge.

But these credibility boosts don’t often land on your profile page without a little assistance from you, so don’t be shy about asking for them, which you can do directly from the “edit” function on your profile page. LinkedIn even offers sample copy to make the request, although I suggest writing something a little more personal and concluding with an offer to provide a recommendation for your recommender. According to recent research, the types of recommendations that work well include a specific story or two about how the person you’re recommending handled a given situation (an irate customer, perhaps?), accomplished a major task (sold the most motorcycles in a month) or helped someone (a new salesperson who was intimidated around experienced buyers).

AWARDS AND 3. VOLUNTEER WORK: If your dealership office provides the best home-court advantage (and it does, because it offers you an opportunity to display certificates, awards and other documentation that assures your customers they’ve made the wise decision to buy from you), consider your LinkedIn profile your virtual office. Fill in the “Honors & Awards,” “Organizations” and “Volunteer Experience & Causes” sections as completely as you can.

President of a local Harley Owners Group? Add it. You work at a store that was named “Best New Dealer” by Victory Motorcycles? Mention that. You were “Salesperson of the Month” last

36-37 Peak Dealership_Rodgers_Layout 1 3/12/14 11:00 AM Page 37

October? Why wouldn’t you include that? “Education” matters, too — just skip the high school diploma and go straight to the MBA certificate. Profile viewers also love to see volunteer work.

So don’t forget to add your behind-thescenes involvement in the past five MDA Rides for Life.

PROVIDE CONSISTENT 4. ACTIVITY UPDATES: If you’re already posting updates on other social networks like Facebook and Twitter, you’re familiar with how this function works. Only instead of reporting to your “friends” that you’re sitting front and center at a KISS concert while posting a picture of Gene Simmons spitting blood,

Any ideas on where to look?”

• “Who feels that eBay has ruined the small custom motorcycle shop’s sales?”

If you can’t find somewhere to jump in and share your expertise, start looking for a new line of work, pal! Passionate people populate groups, and you can find those groups by using the “search” function under “Interests” or by viewing suggestions of “Groups You May Be Interested In.” Regardless of how you find them, your groups will be displayed in your profile and give you an opportunity to share your expertise and communicate with new people. Pick and choose your groups based on the quality of existing posts and members, keeping

“Your prime objective on LinkedIn should be to burnish your credibility. What can you do with more credibility?

Find new jobs and hire new employees, interact with other professionals in your industry and reach potential new customers. And that’s just for starters.” you can share news with your LinkedIn connections about your store’s 1,000th motorcycle sale with a high-resolution photo of the lucky customer with his new ride. Or links to the latest models or other product-line additions. Maybe advice about how to fix scratched windshields or fairings, or details about upcoming sales and customer appreciation events. Posting options abound, because LinkedIn allows you to attach photos, videos and documents.

But don’t get too carried away; as with Facebook and Twitter, if you post too much in a short span of time, you’ll establish a negative reputation faster than Justin Bieber.

JOIN GROUPS: An 5. estimated 2.1 million groups are active on LinkedIn, including approximately 250 with the word “motorcycle” in its name, including “Motorcycle Industry Professionals,” “Motorcycle Dealers Network,” “Motorcycle Enthusiasts of Texas” and “Vintage Japanese Motorcycles.” Here is a sampling of recent discussion topics found in popular motorcycle groups: • “Engine Oil: Which to Use?” • “Is this helmet legal in California?”

• “So hard to find good mechanics.

Gee, that’s really inviting. Take a few extra minutes to personalize your request by referring to common connections (which can be found by visiting that person’s profile page), mentioning how you know each other or explaining why you’d like to connect. But get to the point quickly, because there is a word limit. These invites often begin a dialogue that can pay huge benefits in the form of added business, professional recommendations or even new friends.

Regardless of how you build your credibility on the site, remember that LinkedIn is the same as all other social networks in one significant way: You get out of it what you put into it. 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. You can reach Mark at Mark@peakdealershipperformance.com to improve your performance.

in mind that just because a group contains thousands of members doesn’t mean it boasts more (or better) activity than a more localized group with only 175 members.

CREATE A COMPANY 6. PAGE: A company page, accessible from your personal profile page, helps other LinkedIn members learn more about your business. Tell your dealership’s story, highlight products and services, engage with followers and share career opportunities. Company pages can easily be added, and page insights show company page administrators the number of views, unique visitors and clicks. These pages also will drive more traffic to your dealership’s website while simultaneously boosting its Google search rankings. As with your personal LinkedIn profile and other social networking pages, it’s vital to keep your company page fresh and exciting.

ADD A PERSONAL 7. MESSAGE IN YOUR REQUESTS TO CONNECT: Failure to do so can be one of the easiest mistakes to make on LinkedIn. When you send someone a request to connect, the autogenerated message reads, “I’d like to add you to my professional network.”

MotorcyclePowersportsNews.com 37

38-40 Luggage Products 3/12/14 10:59 AM Page 38

T certainly become more competitive

he motorcycle luggage category has

over the years with numerous brands fighting over selection, quality and price in the market. Luggage manufacturers have been working hard to continually introduce new products and provide features that consumers need and want.

Recently, luggage with a focus on quality, varying sizes and features for GPS and mobile devices have influenced manufacturer’s designs. But no matter how many features a piece of luggage, saddlebag, case, tour bag, tank bag or seat pack has, consumers are still focused on making purchases that fit their budgets.

In MPN’s Luggage Product Focus this month we feature some of the industry’s top manufacturers of luggage and their products. t

FTB2500 and FTB3600 Sport Sissy Bar and Combo Bags Saddlemen The Saddlemen FTB2500 and FTB3600 sport sissy bar and combo bags mount simply, have an adjustable backrest sleeve and hold-down straps to securely fit any seat, rack or sissy bar. Each bag comes equipped with a clip-on top bag to hold extra cargo and a high-visibility rain cover keeps things dry. Mid-size side compartments provide more storage space and help keep everything neat and organized. The FTB2500 has a 20 lb. capacity and the FTB3600 has a 25 lb. capacity.

FTB2500 MSRP: $134.95 FTB3600 MSRP: $169.95.

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For More Info: www.saddlemen.com

Buckin’ Roll Tank Bag Giant Loop The Giant Loop Buckin’ Roll Tank Bag is modular, customizable and ultra-trim. The packing system consists of three components: mounting harness, center Tool Pouch case and Pannier Pockets. The “Complete” option includes all components, while the “Center Only” option only includes the mounting harness and center case. The 2-liter center case secures to the harness with two included cam buckle straps. Two 2-liter Pannier Pockets attach to the mounting harness and tank, shrouds or engine guards.

The Buckin' Roll Tank Bag also features a 22-oz., vinyl-coated, polyester Bomb Shell, water resistant YKK zippers, nylike webbing, reflective accents for visibility, two removable webbing straps with aluminum cam-lock buckles, multiple webbing MOLLE-style daisy chains, mil-spec materials and hardware and a limited lifetime warranty.

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For More Info: www.giantloopmoto.com

WES Classic WES Industries The WES Classic is a large storage box that can easily store two helmets and a gas can, or a cooler for your meals. It is equipped with an integrated wind protector for your hands and rear brake light. The WES Classic also features foam grips with integrated air deflector, side and rear reflectors, a single rear key latch, elastic strapping system and a special cubby hole for a 1.25 gallon gas can. The WES Classic comes with u-bolts for permanent mounting, and assembly kit includes ready-to-plug-in wiring. 42” x 27” x 17” ------------

For More Info: www.wesindustries.com 38 March 2014 | Motorcycle & Powersports News

38-40 Luggage Products 3/12/14 10:59 AM Page 39

CL-2020 GPS Sport Tank Bag

Zulupack Dry Bags SHAD All SHAD Zulupack bags are made of a 420D Nylon double-sided PVC coating equating to a three layer PVC-Nylon-PVC combination – very light, extremely pliable but very strong (temperature tolerant) and tear and abrasion resistant. With a minimum of three folds of the sealing flap and proper closure of the PVC watertight zippers, the bags are absolutely waterproof.

Most of the dry bags have backpack capability. All bags offer multiple mounting points and come with four attachment straps.

The larger travel bags have multiple sets of side belts with alloy hooks, good for compressing and providing quick release capability when mounted or interconnected to other luggage.

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For More Info: www.shadusa.com

Nelson-Rigg Nelson-Rigg’s CL-2020 GPS Sport Tank Bag is constructed of 1680 d UV-treated ballistic nylon with Fibertech faux carbon fiber accent panels, flush mount carry handle and reflective piping. The CL-2020 features two zippered exterior personal electronics pockets (1 GPS, 1 Smartphone) with a clear touch sensitive lens material that allows you to operate your electronics while zipped securely inside. The bag maintains its shape even when empty and has a fully lined interior with a mesh interior pocket and can expand from 21.02 liters to over 26.86 liters. The base features a protective bottom material that prevents slipping or marking and the included shoulder strap can also be used to convert the bag into a backpack.

MSRP $119.95 for strap mounting design or $129.95 for the magnetic version.

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For More Info: www.nelsonrigg.com

MotorcyclePowersportsNews.com 39

38-40 Luggage Products 3/12/14 10:59 AM Page 40

Trekker Outback Riding Luggage LeatherLyke LeatherLyke hard case lockable Saddlebags and Cruiser Case trunks are available in two different styles, a traditional studded bag or contemporary solid black bag. Each model is equipped with a key locking lid and lined with a close cell neoprene interior. The saddlebags feature quick release.

MSRP $459.95.

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For More Info: www.leatherlyke.com

GIVI The Outback series offers a fully removable, lockable and rugged luggage solution.

Available in 37-liter and 48-liter capacities, the Outback cases are fully detachable and lockable; they also feature an additional lid mechanism that enables not just opening, but the complete removal of the case lid. The Outback is also offered with the heavier-duty mounting system, the PLCAM series. This mounting hardware incorporates an innovative lock/unlock visual indicator, that when the case is fully latched to the hardware the indicator shows “green for go,” and when unlatched “red for stop.” Accessories available for the new outback series include inner and outer soft bags, soft carrying handle, reflective strips and lid protector strips.

MSRP $460 per case, up to $1,020 for a pair.

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For More Info: www.giviusa.com

MPN Product Spotlight:

Tires

Three Tires for Three Markets The latest addition to Vee Rubber’s performance family of tires is the ARACHNID. This tire is designed exclusively for the Can-Am Spyder with specific compound, construction and weight carrying capacity to enhance the ride and performance of one of the most popular motorcycles to come on the market in the last 20 years. The Spyder rider demands performance, mileage and a fun ride. The ARACHNID offers all of that to the rider and more.

Available in all sizes for Baggers 21˝, 23˝ and 26˝ is Vee Rubber’s White Wall VRM 302. This tire offers a completely new design and compound for maximum mileage and superb grip in dry and wet conditions. Its sidewall is specially constructed for two-up riding and maximum weight carrying capacity, for all large displacement motorcycles. It’s H rated and priced very competitively, giving the consumer great value for their money.

Finally, the Zilent VRM-335 trike tire is specially designed for trikes to give a smooth quite ride. It has excellent service in wet and dry conditions. A newly formulated compound for trikes for extraordinary mileage. The Zilent is offered in the most popular trike sizes. It saves the service department time and money, from annoying time wasted attempting to source automotive tires. The Zilent is the only dedicated trike tire in the marketplace.

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For More Info: www.veerubber.co.th

40 March 2014 | Motorcycle & Powersports News

41 Vee MPN 3/12/14 11:17 AM Page 41

42 EarthX Product 3/12/14 11:18 AM Page 42

MPN Product Spotlight:

Batteries

EarthX Lithium Batteries

EarthX, Inc. was founded by an electrical engineer and a mechanical engineer whose passion for riding turned into years of research and development to find a better and lighter alternative to the 170-year-old lead acid battery technology.

Based in Colorado, EarthX is an American company on a mission to create the highest quality, best performing lithium battery line in the world, and to serve powersports dealers’ needs.

EarthX’s patent pending technology makes it the most advanced lithium battery; 80% lighter; the highest cranking amp cells; and the only one with a built-in Battery Management System (BMS) for performance, safety and longevity.

With cells designed specifically for a motorsports battery, EarthX’s battery life is designed to last up to 8-years with a low self-discharge rate of 2% per month that will have your customers riding more and charging less. The cells work in temperatures ranging from -30C to 60C and won’t freeze or boil.

The brass, center-mounted terminals have a universal fitment with no left or right polarity that garners superior electrical connection. On the outside, the lithium battery has a high-strength, watertight plastic case that is lighter than carbon fiber composite material.

EarthX lithium batteries come with a two-year full warranty.

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For More Info: www.earthxmotorsports.com

42 March 2014 | Motorcycle & Powersports News

43-44 Rain Gear 3/12/14 10:58 AM Page 43

Rain Gear

Street Gear Two-Piece Rain Suits FLY Racing FLY Street Gear Two-Piece Rain Suits have a high-quality polyester shell construction with slick inner liner to make putting the suit on a breeze. A high waist keeps water from entering under the coat.

Removable shoe straps hold the pants down to keep water from blowing up your leg and rear vents help remove hot air to keep you drier. A reflective back logo and reflective stripes on chest, back and arms help with visibility.

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Retail Price: $79.95 ------------

For More Info: www.flyracing.com

Carve Master Gore-Tex Jacket Dianese The Carve Master Gore-Tex jacket is made exclusively of elasticized Mugello fabric. The jacket has leather covered thermoplastic plates on the shoulders and a waterproof and breathable Gore-Tex membrane. The jacket also has reflective inserts for high visibility.

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N

o matter where your riders live around the country or the world, weather conditions play a big role in whether or not motorcyclists can enjoy a day of riding. From spray guards to heated gloves and full-on rain suits, many manufacturers are focused on keeping riders warm and dry in any weather condition with products that feature ecofriendly materials and gear that fits right.

The main thing that has changed in the rain gear market over the past few years is the continuing growth of “do-it-all” textile apparel. This growing segment has directly impacted the demand for rain-specific gear.

In the rain suit category specifically, manufacturers are seeing a higher demand for high-visibility colors and reflectors, hoods and thicker gear made out of highquality materials. The days of the plastic bag-like rain suits are gone, and the days of waterproof zippers, heat shields and hoods are here. We help you stay dry with this month’s MPN Rain Gear Product Focus. t

Street Gear Boot Rain Covers FLY Racing FLY Street Gear Boot Rain Covers have heavy-duty waterproof nylon to keep your boots and lower leg dry and help block the wind.

With a half sole design, the boot rain covers allow your heel to grip the peg in rainy conditions. The covers have reflective areas to add visibility and a velcro back allows covers to be put on quickly.

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Retail Price: $29.95 ------------

For More Info: www.flyracing.com

Retail Price: $579.95 ------------

For More Info: www.dainese.com

MotorcyclePowersportsNews.com 43

43-44 Rain Gear 3/12/14 10:58 AM Page 44

Stormtrak Rain Suit

Desert Dawgs Rain Guards Leader Motorcycle Accessories Desert Dawgs Rain Guards are soft motorcycle lowers that install in minutes to motorcycle engine guard bars to eliminate road spray and keep you warmer without a bulky motorcycle fairing. Ultra Pockets provide extra storage. Desert Dawgs also protect your chrome from dirt, salt and bugs, and are made from high-quality materials that won’t overheat, rust or corrode.

Fulmer Helmets Fulmer’s TRS2 (Men’s) and LRS2 (Women’s) Stormtrak Rain Suit were designed to keep the rider and equipment dry featuring welded seams and waterproof zippers and pockets. The Stormtrak features waterproof jacket and pants, adjustable waist and cuffs, cargo pockets and a double storm flap.

Additionally, the Stormtrak has an integrated heat resistant inner shield that protects it from damage and heat burns.

When the rain stops falling the Stormtrak suit tucks away nicely for storage in the included carrying pouch.

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For More Info: www.fulmerhelmets.com

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For More Info: www.leadermotorcycle.com

Proton Electrically Heated Glove Macna The Proton is constructed with drum-dyed, waterresistant leather and has a touch screen sensitive field on the index finger. Underneath the leather sits a waterproof, breathable Raintex liner. The Macna Proton uses low-draw pulse-width modulation to automatically regulate temperature and includes a fused wiring harness. The controller is an intelligent regulator of heat so the rider simply sets the dial to the desired temperature and the intelligent controller maintains it.

The Proton also includes a thigh-mounted leg band to clip the controller to so that the rider can simply unplug from the bike and step off without fidgeting with wires.

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Retail Price: $237.50 ------------

For More Info: www.macnausa.com

RS-2 Rain Suit Joe Rocket The RS-2 has a PVC backed, soft polyester outer shell including a full-length hook-and-loop secured storm flap protecting the main full-length zipper and collar to provide a 100% waterproof envelope.

While the outer shell keeps the rain out, a large variable flow vent provides a venturi exhaust effect, pulling interior humidity out. Other details include a corduroy lined collar, full nylon comfort liner, two large outer pockets with gusset expanders, elastic waist, hook-and-loop adjustable cuffs and ample reflective piping. The RS-2 pants feature an elastic waist and cuffs plus boot stirrups, leg zipper gusset for easy boot entry, melt resistant swatch at the lower leg and reflective piping.

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Retail Price: $69.99 - $74.99 ------------

For More Info: www.joerocket.com

44 March 2014 | Motorcycle & Powersports News

45 Bendpak 3/12/14 11:17 AM Page 45

46-47 techtips_Layout 1 3/12/14 10:58 AM Page 46

TECH

Tips Cyclepedia Press LLC

Gravity and Vacuum Fuel Delivery Systems

O

ld fuel is clogging up fuel systems and seals are deteriorating as power sports vehicles sit idle over the cold winter. Riders will want to fire up their machines and go enjoy the sunshine when spring arrives. They may be disappointed when they can’t get the engine to fire. While the carburetor may require cleaning, the fuel delivery system may have its own set of problems.

Powersports vehicles often use gravity feed and vacuum powered fuel pumps.

The basics of troubleshooting a fuel delivery system always start with the same two basic items. Is fuel in the tank, and is the fuel filter in good condition? Skipping basics is a good way to waste your time.

Visually check the fuel strainer and filter.

If accumulation of sediment or clogging is found, replace or clean the strainer or filter as required. If an inline type fuel filter is used, make sure the filter is installed in the correct orientation. The arrow should point in the direction of fuel flow.



Gravity feed fuel systems use a fuel tank placed above the carburetor to use gravity to deliver the fuel. The fuel tank must have an atmospheric vent to prevent creating vacuum in the tank and stopping the fuel flow. Check vent and fuel hoses for damage, clogs and kinks.

valve diaphragm.

To test a vacuum operated fuel valve, disconnect the fuel line from the carburetor and place the end in a suitable container below the fuel tank.

Activate the engine starter motor and turn the engine over. When the engine vacuum is applied to the valve, fuel should flow.

Inspect the vacuum hose if the vacuum petcock fails to operate. If the vacuum hose is leak free and has good



Inspect the vent hose for clogs and kinks.

 Most carburetor fuel delivery

systems use a petcock (or fuel valve) to switch the fuel flow on or off to the carburetor. Inspect the function of the petcock. The petcock should stop the fuel flow in the OFF position, and provide fuel flow in the ON or PRI position. If the petcock doesn’t function correctly rebuild it with new seals or replace it.

 Some vehicles have vacuum

operated petcocks. The fuel valve is held closed by a spring when no vacuum is present. The fuel valve is opened when the engine applies vacuum to the fuel



Some petcocks have replaceable seals.

46 March 2014 | Motorcycle & Powersports News

connections, the petcock is faulty.

Replace or rebuild the valve as required.



A fuel pump is needed when gravity fuel flow is not practical. Make the same basic checks when inspecting a vacuum fuel pump system as with a gravity system. Check that fuel is reaching the fuel pump. Confirm the fuel and vacuum hoses are correctly connected to the pump. Check the fuel output against the specification in your service manual.

46-47 techtips_Layout 1 3/12/14 10:58 AM Page 47

ď‚Ž

Vacuum petcocks should automatically cut off fuel flow when the engine is stopped.

ď‚?

Check the hoses are correctly connected to a vacuum fuel pump.

Test the vacuum fuel pump output by disconnecting the output hose from the carburetor and placing it in a suitable container to collect the fuel output.

Activate the starter motor and turn the engine over. Confirm the vacuum pump operates and pumps fuel out of the output hose. Compare the fuel flow to the specification if one is given.

Inspect the vacuum hose if the fuel pump fails to operate. If the vacuum hose is leak free and has good connections, the fuel pump is faulty. Replace or rebuild the vacuum fuel pump as required.

Be prepared to replace any seals that are disturbed in a fuel system. Even in a new vehicle a fuel system seal or gasket may fail if reused.

Always remember gas is extremely flammable! Do not work around an open flame or a source of sparks. 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.

MotorcyclePowersportsNews.com 47

48 MPN Buyer's Guide Ad 3/12/14 11:16 AM Page 48

49 Profile Teaser_Giveaway 3/12/14 11:15 AM Page 49

In April, we will publish the results of our annual

readership profile which is used to gauge the performance of today’s powersports dealer. The survey aims to deliver a full, detailed profile of the brick and mortar powersports retail world that goes beyond financials. The questions we ask address the many elements of your business — ranging from shop operations, staffing and supply to online presence, marketing strategies and industry concerns.

We’d like to invite you to take this survey that will help you gain valuable insight into your business.

Those who complete the survey will be entered into a drawing to win

a Kindle Fire HDX.

You could be a winner of a brand new tablet computer to read the best of MPN online!

Please type this link into your Web browser to take the survey: http://questionpro.com/t/AEdjEZQyze

50 F&I_March_Layout 1 3/12/14 11:06 AM Page 50

&

Finance Insurance

By Steve Dodds II

Lap Times and PVS Are Not That Different

W

hen a Moto GP rider is working to turn his fastest lap, he focuses on carrying more speed in the slow corners than he does trying to increase his top speed.

This same philosophy should be applied to holding a high Per Vehicle Sold (PVS), which is the total dollars generated in finance divided by the number of units sold in the finance office.

There is more to gain by eliminating, or at least minimizing, the zero-dollar deals then by making that multi-thousand dollar deal.

We all know that the majority of the zeros come from customers paying with cash. We also know that most customers are interested in something. If we can identify the product that the customer is interested in and concentrate on that product, we can eliminate more of the zeros.

Most of us, myself included, learned to step-sell to cash customers. A standard step-selling approach starts with presenting the service contract.

After presenting the service contract, the customer either agrees to buy it or gives an objection. If they give an objection, then the verbal fencing begins. They tell you why they don’t want it, and you counter with why they should have it. You go back and forth a couple of times until you sense that the customer is not going to budge, then you move on to the next product. You present, they agree or object, and it starts all over again. Once you get down to the third, fourth or possibly fifth product, the odds that your customer is going to buy anything are so small as to be immeasurable.

There is a better way. There are a couple of things that I see consistently with the finance managers that sell the most products to cash customers.

They meet the customer as early 1. as possible and get to know the customer before they take them into their office.

In my article “Meet the Customer Early,” which you can find it at (http://bit.ly/NNxQWT) I cover the ins and outs of meeting the customer on the sales floor as soon as they agree to buy.

They are good at identifying 2. what product the customer needs and keying in on how it will benefit them. They don’t worry about how much they make on that product

50 March 2014 | Motorcycle & Powersports News

or if it’s the best for anyone except the customer.

In most situations, a service contract makes the dealership and us more money than other products. However, we can’t always hammer on the customer here if we want to be the best we can be.

If you have spent any time in one of my workshops, or one-on-one with me, you have probably heard me say, “I would rather have half a piece of pie than no pie.” By hitting hard on the service contract with every customer, you will either get a whole piece or none.

What the most successful finance managers do is present every product as if they were step-selling. If the customer says they want it, great. If they do not, they do their best to find the true objection and move on to the next product. After they have heard all of the customers’ objections, they can decide which objection they have the best chance of overcoming and go after that product.

If those finance managers decide tire and wheel coverage is the product the customer is most likely to buy based on what they know, and they do sell the product, they might not be improving their top speed, but they are improving their lap time in the slow corners. 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 to help you meet and exceed your goals, contact us at info@gartsutton.com.

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The More Things Change, The More They Stay the Same Helmet Issues Have Been Ongoing Industry Theme for 40 Years

I

n the first edition of what was then Motorcycle Product News (June 1974), helmets were the main focus, and not just from a new product standpoint. The industry was fighting the government on what standards should be applied and to what extent they even had the right to impose such standards.

Executive Editor Art Spinella and Associate Editor Phil Huff wrote at the time that dealers and manufacturers were being faced with stiff fines and tests if they didn’t comply with new Department of Transportation laws and labeling rules.

“On March 1 of this year things changed. Someone could be heard knocking on

52 March 2014 | Motorcycle & Powersports News

the front door. When dealers answered, there was a tall, white-haired, bearded dude in a red, white and blue serge suit standing in the doorway and his finger – the size of a hamhock – was pointed directly at the dealer’s left nostril,” wrote the MPN team.

The head henchman for the DOT was Frank Armstrong and he maintained that they had the authority to go after dealers, even though it was up to the manufacturers to meet the new standards. The dealers were obligated to only sell helmets that complied with the law. There was also a handy pullout chart that dealers could hang on the wall to help customers understand their state’s position on helmet requirements. t See former editor Bob Jackson’s open letter to the AMA regarding the helment issue on page 6.

53 Vroom MPN 3/12/14 11:23 AM Page 53

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MarketPlace Same Day Shipping • Huge Inventory

www.sammytanner.com

909-350-2727 888-258-0369 TO ADVERTISE IN CLASSIFIED MARKETPLACE CALL Roberto Almenar 330-670-1234 ext. 233 ralmenar@babcox.com

54-55 Classifieds_March 3/12/14 11:23 AM Page 55

www.motorcyclepowersportsnews.com/resourcecenter.

Ad Index ADP Lightspeed . . . . . . . . . . . . . . . . .31 Amsoil Inc . . . . . . . . . . . . . . . . .Cover 2 Air Suspension Parts

by Arnott, Inc. . . . . . . . . . . . . . . . . .34 Bendpak . . . . . . . . . . . . . . . . . . . .37, 45 Carlson Company . . . . . . . . . . . . . . .33 Consumer Research Solutions Inc. . . . . . . . . . . . . . . . . . .47 Duro Tire/Wheel . . . . . . . . . . . . . . . .22 Earth X Lithium Battery . . . . . . . . . .42 EMGO International . . . . . . . . . . . . . .5 Fulmer Helmets . . . . . . . . . . . . . . . .33 Gibbs Technologies Inc. . . . . . . . . . .27 J & D Walter Distributors Inc. . . . . .39 Johnson Controls/VARTA . . . . . . . . .11 Kuryakyn . . . . . . . . . . . . . . . . . . . . . .15 Lonski and Associates, LLC. . . . . . .50 MBA Insurance . . . . . . . . . . . . . . . . .25 Motor Trike . . . . . . . . . . . . . . . . . . . .19 MTA Distributing . . . . . . . . . . . . . . . .13 National Powersport Auctions . . . . .1 Rizoma USA . . . . . . . . . . . . . . . . . . . . .7 Service Manager Pro . . . . . . . . . . . .47 Sudco International Corp . . . .Cover 4 Sullivan's Inc. . . . . . . . . . . . . . . . .3, 17 Throttle Threads . . . . . . . . . . . . . . . .51 Vee Rubber America . . . . . . . . . . . . .41 Vega Helmet Corp . . . . . . . . . .Cover 3 Walker Products, Inc. . . . . . . . . . . . .23 Wizards Products/RJ Star Inc . . . . .35 XY Powersports . . . . . . . . . . . . . . . . . .8 Zep Inc. . . . . . . . . . . . . . . . . . . . . . . . . .9

MotorcycleAndPowersportsNews 55

www.motorcyclepowersportsnews.com/resourcecenter

Find out more about the classified advertisers in this issue online at

56 pitpass_March_Layout 1 3/12/14 11:21 AM Page 56

Tribute Rock Crawler to Honor Army Staff Sergeant Keith ‘Matt’ Maupin and U.S. Soldiers “A

ll gave some, some gave all.” That’s the theme of the tribute rock crawler created by XY Powersports to honor United States Army Staff Sergeant Keith “Matt” Maupin and American military personnel.

With support from industry vendors, XY modified its Big Iron 600 into a memorable tribute vehicle with graphics honoring U.S. military servicemen and servicewomen, especially Maupin.

Keith M auphin and Co visited X ngressm Y to dis an Brad cuss the XY Presi Wenstru Tribute dent Ste p project ve Clay with bourn.

“This machine is an ideal way to pay tribute to our military men and women and to honor the memory of Matt Maupin,” says XY Powersports President Steve Claybourn.

Claybourn, a Vietnam veteran, was inspired to design this vehicle after discussions with Keith Maupin, Matt’s father.

XY plans to showcase this tribute vehicle at various races and UTV industry events in 2014 in order to raise awareness and funds for the nonprofit

56 March 2014 | Motorcycle & Powersports News

Yellow Ribbon Support Center, based in Greater Cincinnati.

Matt’s parents founded the Yellow Ribbon Support Center after their son was captured

by Iraqi insurgents on April 9, 2004. The center sent care packages, covered with Matt’s photo, to U.S. soldiers in Iraq to raise awareness about Matt and possibly lead to information on his whereabouts.

While focused on Matt, the center realized that U.S. soldiers had basic needs that weren’t being met. The Yellow Ribbon Support Center soon sent care packages to any soldier’s unit whose family supplied an address. Even after Matt’s remains were recovered in March 2008 and returned to his family, the center continued to send care packages to support the men and women who fight for their country. To date, the center has shipped more than 22,000 care packages to American soldiers.

In addition to the Yellow Ribbon Support Center program is the Let Us Never Forget Scholarship Fund, which provides postsecondary education scholarships in the name of fallen military personnel from the Greater Cincinnati area. Started in 2006, this program has awarded more than $450,000 in scholarships to high school seniors, ensuring that fallen soldiers are remembered and their legacies honored.

“This rock crawler brings a lot of attention to our military personnel and the great work of the Yellow Ribbon Support Center,” Claybourn says. “XY is proud to share this vehicle with racing and UTV fans, and we hope this tribute vehicle supports the efforts of Yellow Ribbon and honors U.S. soldiers.”

For more information about the rock crawler, call: 888-926-8997. For more about the Yellow Ribbon Support Center and Let Us Never Forget Scholarship Fund, call: 513-752-4310 or visit the website at: www.yellowribbonsupport.com. t

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