11.2013
Nov. 2013 VOL. 39 NO. 11
MotorcyclePowersportsNews.com
See our ad on page 29
Contents Volume 39 Number 11 MotorcyclePowersportsNews.com
EDITORIAL
2013 Dealership Superstar: Denny Johnson of Beasley Honda Yamaha Kawasaki Suzuki
Editor – Colleen Brousil cbrousil@babcox.com
By Matthew Bemer
Assistant Editor – Matthew Bemer mbemer@babcox.com
Associate Editor – Gina Kuzmick gkuzmick@babcox.com
Senior Editor – Brendan Baker bbaker@babcox.com Columnists & Contributors
Dealership Operations Turning Points
Ricky Beggs Heather Blessington Cyclepedia Press Steve Dodds II C.R. Gittere Steve Jones Mark Rodgers Sam Dantzler
6
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The Road Ahead by Colleen Brousil
Dealer New Units In Stock
14
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Inventory Report by ADP Lightspeed ART ................
16
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18
PG&A Stats Indicate Stability Returning To Industry
Sr. Graphic Designer – Tammy House thouse@babcox.com
Best Operators Club by Steve Jones
Drops In the Market In Line With Seasonal Trends Black Book Market Watch by Ricky Beggs
Coolant Replacement And Bleeding
20
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Tech Tips by Cyclepedia Press
Body Language Spoken Here
Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program
22
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Peak Dealership Performance by Mark Rodgers
Digital Marketing In Our Four-Screen World
26
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Web Savvy by Heather Blessington
Three Keys To Persuasion
28
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Finance & Insurance by Steve Dodds II
Work Hard And Win
30
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The Service Manager by C.R. Gittere
Sea-Doo Introduces Budget-Priced Spark
32
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PWC Update
Expanding The Sales Envelope Deck
34
Product Focus
36
Open-Face Freedom
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Dealership Priorities by Sam Dantzler
Des Plaines Honda: Giving Buyers An Experience
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Lids for the Open Road ................................................................ 44
Destination Dealership by Matthew Bemer
Stride On!
42
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Strider Shapes Motorcycling’s Future Generation by Gina Kuzmick
Bright Accessories Illuminate You P&A Selection With These Lighting Options ....... 48
Service Equipment Big Equipment for Your Biggest Jobs .......................................... 52 MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 242, to speak to a subscription services representative. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year. Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds. Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.
4 November 2013 | Motorcycle & Powersports News
THE
Road AHEAD
By Colleen Brousil
ADVERTISING SALES Publisher – Greg Cira Associate Publisher Sean Donohue
gcira@babcox.com (330) 670-1234 ext. 203 sdonohue@babcox.com (330) 670-1234 ext. 206
Display Advertising Sales Roberto Almenar Tom Staab
Turning Points
T
his October, the industry experienced a game-changing event. The inaugural American International Expo (AIMExpo) delivered on its promise to bring together industry press, dealers and consumers in a single arena to create a grand stage for motorcycling in the U.S. and North America, and delivered an efficient and energetic market-timed expo platform for B2B and B2C in the motorcycle industry. AIMExpo Vice President and General Manager Larry Little offered his perspective on the show and the industry at the show’s Turning Point opening event. “We believe AIMExpo represents the next turning point in the industry,” said Little. “I want to be part of the solution that helps our business grow. AIMExpo is that solution — a totally new platform that brings us all together in the right place at the right time.” True to that promise to deliver a completely new experience, the AIMExpo team quickly released facts and figures on the show that display true transparency with the industry. The show saw a total attendance of 13,219 over five days with 392 exhibiting companies filling the exhibition space. When we released the show stats on the MPN website, we quickly received a flood of commentary on the show. While we heard gripes on small issues like parking prices and concessions, the sentiments we’ve heard from our readers’ online comments and from our industry partners at the show since we’ve returned have been overwhelmingly positive — visit MPN online to take part in the conversation! I, for one, was incredibly impressed with the event and can’t wait to attend it again next year. However, I’ll attend the show in a new capacity, as I’m also facing a turning point. After 11 amazing years with MPN, I’ve accepted a position with ARI as their director of marketing. My new role will allow me to continue to serve the needs of powersports dealers in a new capacity, and I’m incredibly excited to open this new chapter of my professional life. I leave MPN in good hands as long-time senior editor and passionate powersports enthusiast Brendan Baker will step into the role of editor. In addition, former MPN editor and publisher Robin Hartfiel returns as editor-at-large. Robin has contributed to MPN in many capacities over the years, and I’m thrilled to see him rejoin the team. Through their experienced leadership, MPN will continue to deliver you targeted content in print and online as the brand enters its 40th year in 2014. I want to thank you, the reader, for an incredible run with MPN. I have had so many amazing experiences over the years from learning how to ride in the dirt at Femmoto to seeing new OEM releases with amazing theatricality at EICMA to being part of the inaugural AIMExpo in Orlando. These turning points have shaped me professionally and personally, and I’m forever grateful. t
Bobbie Adams Doug Basford David Benson Dean Martin Jim Merle Glenn Warner John Zick Don Hemming
ralmenar@babcox.com (330) 670-1234, ext. 233 tstaab@babcox.com (330) 670-1234, ext. 224 badams@babcox.com (330) 670-1234, ext. 238 dbasford@babcox.com (330) 670-1234, ext. 255 dbenson@babcox.com (330) 670-1234, ext. 210 dmartin@babcox.com (330) 670-1234, ext. 225 jmerle@babcox.com (330) 670-1234, ext. 280 gwarner@babcox.com (330) 670-1234, ext. 212 jzick@babcox.com (949) 756-8835 dhemming@babcox.com (330) 670-1234, ext. 286
ADVERTISING SERVICES Advertising Services Valli Pantuso
vpantuso@babcox.com (330) 670-1234 ext. 223
CIRCULATION SERVICES Circulation Manager – Pat Robinson Circulation Specialist – Star Mackey
probinson@babcox.com (330) 670-1234, ext. 276 smackey@babcox.com (330) 670-1234, ext. 242 Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program
For show publications advertising information call Sean at (330) 670-1234 , ext. 206.
AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 18004 Skypark Circle, Suite 260, Irvine, CA 92614 (949) 756-8835 Fax (949) 756-8836 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2013, Babcox Media, Inc.
6 November 2013 | Motorcycle & Powersports News
News AIMExpo Reports Successful Attendance Numbers for Inaugural Show Attendees from around the world made the trip to sunny Orlando Oct. 16-20 to attend the inaugural American International Motorcycle Expo. The AIMExpo team has released this snapshot of AIMExpo by the numbers: Total square footage: 732,644 Exhibiting companies: 392 Total attendance: 13,219 Dealer/industry professionals: 2,417 Exhibitor attendance: 2,798 Consumer attendance: 7,781 Countries represented: 49 Credentialed media professionals: 223 Powersports Business Institute @ AIMExpo Participants: 870 MPN was on-site at AIMExpo and covered the show’s major press events. Check out the following news articles to catch up on the major announcements made at the show. The 2014 AIMExpo is scheduled to take place at the Orange County Convention Center in Orlando, Oct.15-19. Visit www.aimexpousa.com for more information. t
AIMExpo Rushes Onto The Scene With Turning Point The AIMExpo kicked off Tuesday with Turning Point, a fast-paced perspective on the
history of the motorcycle and powersports industry, and a vision of its future. The Chapin Theater was packed with media, dealers, manufacturers and OEM attendees who were welcomed with a rapidfire video retrospective on the history of motorcycling and powersports. AIMExpo Media Hub host Greg White of Greg’s Garage welcomed the crowd with his take on the inaugural show. “Today is about where we’re going next,” he said. “AIMExpo is what’s next in motorcycling and powersports.” White’s statements were echoed in a video featuring interviews from industry leaders including Yamaha’s Bob Starr, the MIC’s Tim Buche and Tim Calhoun of LeoVince, among other influential supporters of the AIMExpo. AIMExpo vice president and general manager Larry Little then offered his perspective on the show and the industry. “We believe [AIMExpo] represents the next turning point in the industry,” said Little. “I want to be part of the solution
that helps our business grow. AIMExpo is that solution. A totally new platform that brings us all together in the right place at the right time. [AIMExpo] is the next turning point in our industry, and this is just the start.” Turning Point concluded on a crescendo as the crowd exited the Chapin Theater to follow AIMExpo Champion Kenny Roberts to the exhibition hall doors where he blared the horn of his custom Star Bolt by Yamaha to officially open the doors of the show. t
Erik Buell Racing Unveils 1190RX Sportbike at AIMExpo Under wraps from the public for months, EBR finally lifted the covers on its latest
Statement of Ownership, Management and Circulation (Act of August 12, 1970; Section 3685. Title 39. United States Code.) MPN is published monthly at 3550 Embassy Parkway, Akron, Ohio 44333-8318, Summit County. Headquarters and general business offices are also located at 3550 Embassy Parkway, Akron, Ohio 44333-8318, Summit County. Publication no. is 0164-8349. Filing date is 9/30/11. Issue frequency is monthly with 12 issues published annually. Annual subscription price is $69. MPN’s publisher is Greg Cira. The editor is Colleen Brousil, and the senior editor is Brendan Baker. All are located at 3550 Embassy Parkway, Akron, Ohio 443338318, Summit County. MPN is owned by Babcox Media, Inc., located at 3550 Embassy Pkwy., Akron, Ohio 44333. Known bondholders, mortgagees and other security holders owning or holding 1 percent or more of total amount of bonds, mortgages or other securities: none. MPN’s Extent and Nature of Circulation are: (Issue date for circulation data at right is September 2013.)
Average no. copies each issue during preceding 12 months 17,306
A. Total No. Copies (net press run) B. Legitimate Paid and/or Requested Distribution (By Mail and Outside the Mail) 1. Individual Paid/Requested Mail Subscriptions Stated on PS Form 3541. (Include direct written request from recipient, telemarketing and Internet requests from recipient, paid subscriptions including nominal rate subscriptions, advertisers’ proof copies and exchange copies) 16,273 C. Total Paid and/or Requested Circulation 16,273 D. Nonrequested Distribution (By Mail and Outside the Mail) 514 E. Total Nonrequested Distribution (Sum of 15d (1), (2) and (3) 197 F. Total Distribution (sum of 15c and e) 16,984 G. Copies not Distributed 322 H. Total (Sum of 15f and g) 17,306 I. Percent Paid and/or Requested Circulation 95.8 I certify that all above statements made by me are correct and complete. Pat Robinson, Circulation Manager
8 November 2013 | Motorcycle & Powersports News
Actual no. copies of single issue nearest to filing date 16,573
15,613 15,613 615 35 16,263 310 16,573 96.0
creation — the 1190RX Sportbike — to a crowd of journalists gathered on Day 1 of AIMExpo. The new 185-horsepower, street-legal, V-Twin superbike boasts a broad, smooth powerband and weighs only 419 pounds, making it one of the lightest in its class. The company also announced its dealer plan for the new model, which will have an MSRP set at $18,995 and 180-day free floor planning. According to Gary Pietruszewski, vice president, global sales for EBR, “For about the price of an economy car, you can have a world-class performance sportbike.” While the EBR name may not be familiar to everyone, it is an all-American success story, with roots reaching back to 1973. “This is the culmination of decades of dedication, innovation and teamwork,” said founder Erik Buell. “We have been working to create a pure rider’s machine and a true world brand.” A direct descen-
dant of EBR’s race-bred limited edition 1190RS Superbike, the company says this machine combines race-winning technology with road-ready necessities ... like the lights. While the 1190RX shares its race-only sibling’s 1190cc engine and many of EBR’s
exclusive performance and handling-enhancing features, it is still street legal in all 50 states. This bike was created to “tame the wildest roads and rouse the most demanding riders,” according to EBR. An icon in his own right, Erik launched EBR by being named Motorcyclist maga-
MotorcyclePowersportsNews.com 9
AIMExpo NEWS zine’s “Motorcyclist of the Year” in 2011, and Cycle World named the 1190RS “Superbike of the Year” in its annual 10 Best Awards in 2011. On-track success in 2012 saw EBR team riders Geoff May and Danny Eslick putting the bikes in contention at every AMA Superbike race that season. Now, EBR is looking for riders to take it to the streets. “From the heartland and the heart of America, these are extraordinary motorcycles that discerning riders everywhere will be passionate to own,” said Buell. t
Unit Makes Unexpected Announcement With Launch of Skycraft Unit, traditionally known for apparel, made an unexpected announcement at AIMExpo when the company revealed the world’s first purpose-built freestyle motocross bike, Skycraft. The bike is the result of a collaboration between Unit and world-renowned motorsport entity Triple Eight Race Engineering. Conceptualized by Unit cofounder Ian Everest, the Skycraft prototype was engineered by an expert team at Triple Eight, led by acclaimed technical director Ludo Lacroix. With a central goal of weight reduction, Skycraft is constructed almost entirely from carbon fiber and titanium components. At just 165 pounds, the bike is more than 25 percent lighter than a standard motocross machine. “The original design brief recognized the opportunity for an ‘out of the box’ product for freestyle motocross,” said Everest. “All other forms of motorcycle sports use purpose-built machines. FMX riders have no option but to adapt and heavily modify race bikes. It made sense to explore what an FMX-specific bike might look like. Being a concept motorcycle, it also meant we were not constrained or restricted by production or cost requirements. As an experimental platform, Skycraft will allow for test data and rider feedback to lead toward a potential production bike.” The Skycraft concept challenges conventional motorcycle design rules with a heavy-duty, carbon fiber monocoque frame containing a fuel cell. The tail design has integrated grab handles and a forked seat. Engineering boundaries
were pushed even farther with the silencer integrated inside a carbon fiber swingarm. “We felt that weight reduction represented the best characteristic to provide to riders in their quest for bigger tricks, as well as helping them innovate new maneuvers,” said Everest. “The prototype we’re launching today is the product of a combined effort and the engineering foresight and expertise of Triple Eight Race Engineering’s Ludo Lacroix.” t
Yamaha Highlights F7-09 and Custom-Built Star Bolts During Yamaha’s AIMExpo press confer-
10 November 2013 | Motorcycle & Powersports News
ence, Bob Starr, general manager of motorsports communications, highlighted the recently released F7-09, quoting a dealer as calling it the OEM’s secret weapon. Starr also announced the winners of the 2013 Star Bolt Custom Build-Off, with Greg Hageman from Doc’s Chops taking first place, Sam Nehme from Broward Motorsports taking second place and Mike McFadden from M&M Customs taking third. During the press conference, Yamaha and Star Motorcycles product planning manager Derek Brooks explained that from the Bolt’s first concept, Star focused on the idea of getting back to the
AIMExpo NEWS
basics of the motorcycle and making it a customizable experience. “A big part of getting back to the basics is using the mechanical parts of the motorcycle as part of its design and beauty,” said Brooks. “At the same time, we wanted to build a bike that is a
blast to ride and is easy, fun and customizable. It’s been a real pleasure to be a part of this custom Bolt project.” The winning bike from Doc’s Chops incorporates those back-to-basic elements. “I grew up in the ‘70s and wanted to
build a bike that reminded me of that era and bring the heritage of Yamaha to it,” said Hageman, winner of the 2013 Star Bolt Custom Build-Off. “I built it with all bolt-on parts, so the average consumer can build it all.” Some of the winners hinted their
MotorcyclePowersportsNews.com 11
AIMExpo NEWS plans to manufacture aftermarket product lines based off these Bolt customizations during the Q&A following the announcement. t
Segway Enters Powersports Market at AIMExpo Seeking New Dealers Segway announced its entrance into the powersports marketplace with the introduction of two Segway Personal Transporter (PT) Models for interested powersports dealers at AIMExpo. “In the top 52 markets of the U.S., Segway does not have a dealer in 32 of them,” said Rod Keller, president of Segway. “Dealers who decide to carry the Segway PT will have the opportunity to sell a product with great margins with a global brand in a product category with little competition.” Keller noted that Segway’s entrance into the powersports market isn’t competitive to powersports; rather, the company wishes to compete for discretionary dollars and engage customers looking for something else — an activity that falls in between powersports and walking. “We believe that we’re a great alternative for someone who wants to do something outdoors, but maybe an ATV or PWC doesn’t address it,” said Keller. “So, we’re competing more for the discretionary dollars.” Segway is offering dealerships distribu-
tion of two Segway models: the Segway PT and the Segway X2. The Segway PT is a self-balancing electric transportation system designed for trips that are too far to walk and too short to drive. The PT’s five micromachined gyroscopes and two accelerometers sense the changing terrain and the rider’s body position 100 times per second, constantly readjusting. The Segway X2 focuses on off-road performance and safety features. Its wider track maximizes stability as well as clearance on rugged terrain, the deeply treaded, low-pressure tires assist riders with safer maneuvering, and it handles well on both on- and off-road terrain, including dirt, gravel, grass and sand. t
Suzuki Unleashes V-Strom 1000 ABS Suzuki closed out Tuesday of AIMExpo by showcasing its newly released V-Strom 1000 ABS. The unit boasts Suzuki’s first traction control system, giving long-distance adventure riders more confidence with less stress and fatigue in diverse riding situations. The V-Strom drops 18 pounds from the previous model year, and gives riders more power, increasing the displacement from 996cc to 1037cc thanks to bigger 100-millimeter pistons. Suzuki also showcased a fully updated lineup of accessories and apparel. t
Tucker Rocky/Biker’s Choice to Partner With Jesse Rooke Charlie Hadayia, director of Biker’s Choice, announced Tucker Rocky/Biker’s Choice’s long-term exclusive partnership with legendary custom builder/designer Jesse Rooke at AIMExpo. The deal brings Rooke products to the marketplace under the Tucker Rocky/Biker’s Choice brand. “He’s a legendary motorcycle builder, and we’re proud to be partners with Jesse and to bring his products and his brand to the marketplace,” said Hadayia. Under the partnership, Rooke will develop a complete offering of custom and performance products for both the Harley-Davidson and Metric segments. Although the full scope of the project is yet to be made public, Tucker Rocky/Biker’s Choice expects to offer an assortment of Rooke Customs parts and 12 November 2013 | Motorcycle & Powersports News
AIMExpo NEWS new product like ours,” said Jenkins. Coinciding with the production and launch of the 2014 Quadski, Gibbs will build its network to 100 dealers across the U.S. by the end of 2014. The company is also looking at international distribution. Gibbs also has more than 300 patents and patents pending on its High Speed Amphibian technology for consumer, commercial and first-responder use. t
accessories, including exhaust systems, air cleaners, floorboards and wheels. “I’m really happy to be a part of Tucker Rocky/Biker’s Choice,” said Rooke. “I’ve been building custom bikes for a number of years, and I’ve had the privilege to attend a number of events around the world, but I’ve never had the opportunity to put our parts out into the market.” The official launch for Rooke’s products will take place at the annual V-Twin Expo in Cincinnati in February. t
Gibbs Revolutionizes Powersports Industry With Sports Amphibians At AIMExpo, Gibbs detailed its plans for the Quadski, the world’s first personal sports amphibian. “The Quadski is something completely new to the powersports industry,” said Gibbs Head of PR Graham Jenkins, comparing the product to the way smartphones revolutionized the phone industry. “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.” Jenkins stated that it is Gibbs’ goal to be a premium brand in the powersports industry. Despite the Quadski’s price point, which is an estimated $40,000, Gibbs spent most of this year building to fill orders. Jenkins also pointed out that Gibbs’ current dealers have already had to put customers on waiting lists for the Quadski. “We’re building our dealer network and targeting a small number of very elite dealers that can fulfill our service and customer service requirements because we believe customer care and customer experience is of the utmost importance with a brandMotorcyclePowersportsNews.com 13
ADP Lightspeed Dealer Management Solutions are designed to help manage dealer operations by tracking and storing data from every department and delivering information that will assist dealerships in making successful business decisions. Every night, more than 1,600 Lightspeed powersports dealers automatically transmit their information to a collective database held at the ADP Lightspeed offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research. This helps you know how your dealership is performing compared to other dealers across the country. Parts and major unit inventory information is gathered and used in the highly successful Lightspeed Dealership Locator program. This program is designed for dealers to post obsolete inventory, allowing other dealers from across the country to locate hard-to-find parts and units. ADP Lightspeed stands ready to work with all parties and move the industry to new levels of understanding, and ultimately to more efficient and profitable operations. For questions regarding this report or to inquire about a custom report, please contact Lightspeed Data Services at (800) 521-0309.
Powersports Dealer New Units in Stock
October 2013 1711 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2012 Model Year
2012 Model Year
2013 Model Year
11% 11% 78% ATV 7% 11% 83% Utility Vehicle 13% 19% 68% Off-Road Motorcycle 11% 18% 70% On-Road Motorcycle 12% 23% 65% Snowmobile 18% 13% 69%
www.adplightspeed.com
Scooter
14 November 2013 | Motorcycle & Powersports News
16-17 boc_Layout 1 11/13/13 10:05 AM Page 16
BEST
Operators CLUB
By Steve Jones
PG&A Stats Indicate Stability Returning To Industry
T
his month, we’ll be comparing September data from a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers for this group in each category. These stats changed relatively little for most categories compared to the numbers I reported back in May 2013. That is a welcome indicator of stability returning to the industry. Total store sales continued to increase as compared with last year, and gross margins were up for the group and NN dealers but stayed flat for the Top 5. It’s good to see all of them around the 25 percent level — 25 percent is critical for profitability. It’s important to recognize that your PC&A department is a major contributor to your store’s gross profit. It makes up a full third of the gross profit for the Top 5 dealers. The Top 5 continue to work harder at getting people in the door and getting customers to the write-up stage (working contacts). While they lead the gross profit per employee category, the NN dealers are catching up. Having the right people with the right training is the key here. PG&A gross profit dollars per vehicle sold is a good comparison measurement. Take the total sales and divide by the units sold and you have it. It works for all sizes of dealerships. Where is your store in comparison to these numbers? The Top 5 dealers are still managing to hold almost 5 percent more gross profit on hard parts, clothing and accessories than the rest of the dealers. How? Better use of the programs (taking advantage of pre-season and promo order discounts), better use of price escalators, less discounting at the counter and counter staff who are trained to build
value to overcome price. A good opento-buy process will help here as well. It helps you stock the right stuff at the right time. If you do this, you will have fewer end-of-season “blow outs.” Pay attention to the personnel expenses as a percent of department gross profit. Use this benchmark to determine how realistic you are with staffing levels and pay plans. Part 2 shows that we have an in-
creased invoice volume, but operating profit has remained pretty flat. Notice how low the obsolescence (no sale for 12 months) figure is for the Top 5? Part of that is their tight control over inventory. They have good turns and stock carefully to avoid having parts that don’t turn. They monitor their slow seller reports and anything that hasn’t turned in six months is sold as soon as possible (before it hits the 12-month mark). If they do have ob-
CHART 1 Total Store Stats Total Store Sales Year To Date
GROUP NORM
TOP 5 DEALERS
NATIONAL NORM
5.7 mil.
9.0 mil.
7.3 mil.
Total Store Sales Percentage of Change from
3.1%
14.3%
0.30%
Total Store Gross Profit Margin Percent
23.8%
26.3%
25.9%
Gross Profit Margin Percent for Previous Year
21.2%
26.4%
24.2%
Contribution to Total Store Gross Profit: PG&A Department
28.0%
33.9%
25.6%
Logged Working Contacts: Percentage of Change from Previous Year
-2.4%
26.4%
-0.8%
Door Swings: Percent of Change from Previous Year
-5.2%
10.2%
-5.3%
Previous Year
Gross Profit per Employee Year To Date
$88,483
$111,653 $103,478
CHART 2 GROUP NORM
TOP 5 DEALERS
PG&A Sales Percent of Change from Previous Year
0.1%
8.1%
-3.0%
Total PG&A Gross Profit Per Vehicle Sold
$789
$1,062
$819
Parts Margin Percent
35.2%
40.8%
35.1%
Clothing/Accessory Margin Percent
30.5%
35.5%
30.6%
Personnel Expense as a Percent of Department Gross Profit
36.8%
26.2%
33.4%
Change in Department Selling Margin from Previous Year
-0.2%
1.7%
-0.5%
PC&A Dept Stats – Part 1
16 November 2013 | Motorcycle & Powersports News
NATIONAL NORM
16-17 boc_Layout 1 11/13/13 10:05 AM Page 17
CHART 3 GROUP NORM
TOP 5 DEALERS
Invoice Volume Percent of Change from Previous Year
0.1%
11.7%
0.3%
Operating Profit Percent Change from Previous Year
-0.2%
1.1%
-0.5%
Percent of Inventory Obsolete
PC&A Dept Stats – Part 2
13.8%
1.3%
8.0%
Parts Inventory Turn
5.5
8.8
4.6
Clothing/Accessory Inventory Turn
2.4
3.6
2.7
Average Number of Customer-Facing Staff, Year To Date
4.0
6.4
4.8
Gross Profit per PG&A Employee, Year To Date
solescence, they either get rid of it or write it out of inventory and take the tax break. If you have obsolete inventory, follow the “Three Ds” rule: discount to market value and sell it; donate to charities or other organizations; dumpster it and take the write-off. As I have pointed out in the past, the gross profit per employee measurement is another one that can be used by any size of dealer. Compare your numbers
NATIONAL NORM
$95,220
$116,868 $98,738
with these as an indicator of staffing levels or training needed. t
Steve Jones, GSA senior projects manager, outlines dealerships’ best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. Access to the new Voyager 5 data reporting and analysis system is
available to any dealership for nominal fee. For more information on GSA’s management workshops, data reporting system, dealer 20-groups, onsite consulting or training, send Steve an email at steve@gartsutton.com or visit www.gart-sutton.com.
MotorcyclePowersportsNews.com 17
Black Book MarketWatch
By Ricky Beggs
Drops In the Powersports Market In Line With Seasonal Trends
ATV
Cruiser
Jet Boats
Off-Road
0n/Off-Road
Snowmobile Scooter
J
ust like last month, the powersports market continues to see decreases in value for almost all the segments covered, but they are less substantial this time around. This month’s drops are in line with normal seasonal trends; although it is still a very weak market overall, a continuing trend for most of 2013. For road bikes, the street segment is down 2.5 percent, dual sports are
Average Used Values
September to October Used Unit Value Change ATV Cruiser Jet Boat Off-Road On/Off-Road Scooter Snowmobile Street Utility Watercraft
August $3,953 $8,624 $20,626 $2,556 $5,105 $1,911 $4,486 $7,455 $7,901 $6,275
September $3,852 $8,343 $20,026 $2,479 $4,987 $1,861 $4,497 $7,267 $7,731 $6,098
18 November 2013 | Motorcycle & Powersports News
Percent Change -2.55% -3.25% -2.91% -3.01% -2.32% -2.61% 0.26% -2.52% -2.15% -2.82%
Street
Utility
Watercraft
down 2.3 percent and scooters are down 2.6 percent versus last month. Those percentage drops translate into about $188 for street bikes, $118 for dual sports and about $50 for scooters. Domestic V-Twins, down around 4 to 4.5 percent, skew the overall cruiser segment average, which is down -3.3 percent. In the off-road segments, bikes are down 3 percent, ATVs are down 2.6 percent and utility vehicles are down 2.2 percent. The ATV and utility vehicle segments were up slightly last month, but are now the two segments affecting the overall weakness in the market the most. The ATVs and the other utilities should both be increasing in value based on the time of year, but are not. As the year draws to a close and cooler weather approaches, the snowmobile segment should increase. Right now, that segment is increasing but by very small amounts; an average of only $11.46 per unit or a percentage increase of 0.26 percent. The variability in pricing from one auction to another has increased in recent months. This is primarily a result of volume and mix consignment and having the right number of sincere buyers for the inventory offered. More specifically, the reduced volumes of 2009 to 2011 model years new units sold has led to reduced numbers of units available at all the auctions. t
TECH
Tips
Cyclepedia Press LLC
Coolant Replacement And Bleeding
O
ther than a few cast iron cylinders here and there, the metal that contacts the coolant in powersports engines and cooling systems is mostly aluminum. Cylinder heads, cylinder blocks, water pumps and radiators are all mostly aluminum and therefore, vulnerable to corrosion. Because corrosion inhibitors in antifreeze deteriorate over time, most OEMs recommend replacing engine coolant every two years, or 24,000 miles, to prevent corrosion. The fresher the coolant, the less corrosion will build up in the system, and the more efficiently the cooling system will function. Below are some tips on how to change coolant in powersports engines.
Always drain the coolant with a cool engine.
Always drain the coolant with a cool engine. Remove the radiator cap in two stages. Allow any built up pressure to vent and then open the cap all the way and remove it.
There is usually a drain bolt on the water pump. The drain bolt will have a sealing washer, and often the bolt will have a chrome finish. Use the service manual to identify the correct bolt. Remove the drain bolt and sealing washer and allow the coolant to drain into a suitable container. Install the coolant drain bolt with a new sealing washer. Tighten the drain bolt securely.
Remove the siphon hose to drain the coolant out of the reserve tank. On some models, the reserve tank may need to be removed. Some models may have additional drain bolts for cylinders or radiators, or may even require a coolant hose be disconnected to fully drain the system. Consult the service manual for more information on the particular model’s cooling system. There are three main types of antifreeze: ethylene glycol (EG), propylene glycol (PG) and organic acid technology (OAT). These types should not be mixed under any circumstance. Flush the system before switching coolant types.
Be prepared to replace the sealing washer with the drain bolt.
If the antifreeze is a concentrate, it will require mixing with water before filling. Only use distilled water to mix with antifreeze concentrate. In most cases, the antifreeze to water ratio is 50/50. In cases of extreme cold, the antifreeze concentrate can be increased up to 70 percent of the solution. If the coolant is pre-diluted, it doesn’t require mixing with water before use.
Drain the coolant from the drain points indicated in the service manual.
20 November 2013 | Motorcycle & Powersports News
Drain the coolant from the reserve tank.
Run the engine with the radiator cap off to bleed air from the cooling system.
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.
Pre-diluted coolant doesn’t need to be mixed with water.
Slowly pour the new coolant into the radiator filler neck until it reaches the bottom of the neck. Fill the reserve tank to the full line. Consult the service manual for the particular vehicle to find if there are any bleed screws in the system to aid in air bleeding.
With the radiator cap off, start the engine and let it run for several minutes. Blip the throttle and rev the engine a few times. This will purge any air out of the cooling system. Add coolant to the radiator and the reserve tank as needed. Check for coolant leaks. When the air bubbles stop coming up, turn off the engine and make sure the coolant level is correct. When the coolant level appears to be correct, install the radiator cap and start the engine. As the engine runs, make sure the coolant system is cycling correctly. The radiator should get warm on both input and output hoses. If a fan is equipped, the fan should eventually cut on. The fan should cut off when the temperature has been reduced to the specified point. If the engine has been running for a few minutes and the radiator is not warming, there may be a problem with the thermostat or air in the system. Stop the engine and allow it plenty of time to cool before doing a final coolant level check. Make sure all drain and bleed screws are tight. t
MotorcyclePowersportsNews.com 21
PEAK
Dealership PERFORMANCE
By Mark Rodgers
Body Language Spoken Here
Nonverbal Communication Tells You What Your Customers Won’t
Y
ou see it every day in motorcycle dealerships everywhere: the furtive glance from a would-be buyer on the sales floor trying to avoid any human interaction; the legs of a new customer sitting in your office bouncing like a jackrabbit; the dreaded eye roll you’ll easily detect on the most skeptical of prospects. Are these people nervous about being in your dealership? Are they excited to take their first long weekend ride? Could they be apprehensive about the investment or even doubt your status as a sales professional? Your ability to correctly interpret such unspoken behaviors and respond appropriately to them will set you apart from your less savvy competitors and might even make the difference between winning and losing the sale. As someone who sells motorcycles for a living, you can usually separate customers who send off nonverbal signals into three categories: No Bodies: These people are in a negative mood, feel threatened or are worried, and probably do not intend to buy today. Busy Bodies: Even when these people are in your store, they’re easily distracted or have other things on their mind. The Body Electric: These customers are so focused and so in tune with what you’re saying that they’re almost ready to whip out the checkbook now. I call body language that communicates a customer’s intentions “nonverbal tells,” or “NVTs”. Similar to the way a serious poker player’s behavior changes as the game progresses, so too does a customer’s as the sale progresses. Here are 15 common NVTs you might observe during a typical day:
NVT 1: Looking for Action A customer walks into the showroom, looks around, smiles, eyes wide and makes eye contact with staff members. This guy knows why he’s there, and he’s ready for action. “Yo!” you shout from across the floor. “Wanna see something cool?” (I’ve never had anyone say “no” to that question.)
than just stand there: “Please make yourself at home. Feel free to sit on any bike we have on the floor. If you’d like, I’d be more than happy to pull one out of the line so you can have a better look. The only bikes you can’t touch or sit on are the ones over there, behind the ropes. They are antiques, but I’d be happy to tell you about them.”
NVT 2: Not Quite Ready for Action A customer walks into the showroom floor looking down at his boots with no distinct facial expression and avoids eye contact. This guy thinks he’s entered the shark tank and doesn’t want to be approached. Proceed carefully — not boisterously or aggressively. I would start with something like this: “Hi, my name is Mark Rodgers. Welcome. Would you like to see something cool?”
NVT 6: Touching Them All One of the customers in your dealership is crawling all over the bikes. This guy feels comfortable, really comfortable. Pull the bikes outside and start them up. If he has a motorcycle license, get him on a test ride pronto!
NVT 3: The Curious Smile A customer appears to just be browsing, but he’s smiling and enjoying the experience. Do everything possible to keep that engagement high. Introduce yourself, hand out brochures, show him pictures, take him on a tour of the store, introduce him to others (especially the dealer principal) and invite him to take a test ride. NVT 4: The Questionable Squint A customer appears to just be browsing, and he’s smiling. However, he’s also squinting as if deep in thought. Don’t startle this buyer. Give him some space and eventually introduce yourself. Invite him to get your attention if he has any questions. NVT 5: Standing Alone This customer isn’t moving much. He’s simply standing back and admiring different rides. He’s not sitting on or walking around them. Make this prospect more comfortable by giving him permission to do more
22 November 2013 | Motorcycle & Powersports News
NVT 7: Distant Early Warning If a customer engaged in conversation with you seems to be keeping his physical distance or turns his torso away from you, he either doesn’t like your sales pitch or the ride, and he’s looking around the dealership for a different motorcycle — or maybe even a different salesperson. Tread lightly. Try to engage the customer by inviting him closer to the bike and encouraging him to sit on it. Or, follow the direction in which his torso is turned and suggest a model on display in that area of the store. You don’t want to lose this one; you just need to help him figure out what he wants. NVT 8: Eyes on Fire, Option 1 Sometimes, when you reveal the retail price of the motorcycle you’ve spent the past 20 minutes pitching, your customer’s nostrils flare, head leans in and his eyes widen. Yep, you have a full-blown case of sticker shock on your hands. NVT 9: Eyes on Fire, Option 2 Eyes flaring can also mean something else. For example, when you explain that “this bike has a 103-cubic-inch, 45-degree air-
cooled Harley-Davidson V-Twin that cranks out 104.7 foot-pounds worth of torque, making it a scream to ride,” your customer’s eyes might pop open as his head leans in. “Wow! That’s impressive,” he proclaims. “It sure is,” you quickly add. “Do me a favor and throw your leg over to see how it fits.” Keep the buyer’s interest and emotion running high. NVT 10: Wrist Watching When a customer looks at his watch, that’s about as clear a “tell” as you’re going to get. If you’ve told the customer that a particular phase of the purchasing process would take 15 minutes, and you’re on minute 19, guess what? Scramble, man, because you’re not living up to your end of the bargain. That’s why you should always estimate longer times and then come in earlier. NVT 11: Wrist Treatment Speaking of watches, an individual’s wrist wear can communicate a lot. Does the customer wear a basic watch? This person doesn’t care about a bunch of extras, so focus on the no-nonsense functionality of a given motorcycle. If the watch is elegant, that might suggest the person values style and design. What do you say when a customer has a watch that doubles as a heart-rate monitor? “With this set of instruments, you’ll know everything from your exact RPMs to your mileage to the ambient air temperature to what time your wife called.” NVT 12: Restless Legs Syndrome During your sales discussion, the customer might start tapping a
foot or bouncing a knee. Former FBI agent Joe Navarro, author of “What Every BODY Is Saying,” writes that feet and legs are the most revealing when it comes to a person’s true intentions. Customers who shift feet from the flat to ready position usually have other things on their mind, don’t have time for a full-on sales pitch, or are super excited and want you to hurry. If the buyer is itching to leave and now isn’t the right time to close the deal, give the buyer your card, inform him of the hours you work and arrange a better time to compare models and go for a test ride. If, on the other hand, you can tell he’s super excited about the bike, continue selling. NVT 13: The Singing Buyer If a customer is quietly humming or singing to himself, he’s obviously in a good mood, comfortable and enjoying himself. If, on the other hand, he’s loudly singing to others, he’s just come from the pub. Either way, you’re in for a fun sales conversation. NVT 14: Showing Some Neck There are times when you can actually help control your customer’s nonverbal behavior. For example, if you’re not doing so already, get in the habit of using a purchase overview statement. When a customer takes the deal, explain what’s going to transpire next (such as paperwork time with the accessories guy, followed by a quick talk with a tech-service rep). Then, watch your buyer display the physical manifestations of relaxation, most notably, loose shoulders and arms, and no hesitation to reveal the neck. When a customer uses their hand to cover their neck, it’s an indicator that the brain senses confusion, a threat, stress or an objection. When your customer drops the hand, he also lets down his guard. NVT 15: The Dreaded Eye Roll When you tell a husband and wife that you need to talk to your manager, you’ll notice the dreaded eye roll come from him as he shoots her a look. It’s a difficult cue to miss and means that the husband doesn’t believe or trust you. Avoid sending the wrong impression. The husband didn’t ask for a major run-the-numbers discussion; he just wanted to know what an average monthly payment would be for the motorcycle. Now that you saw the eye roll, you must quickly recover from it. Ditch the idea of asking your manager and give the couple an average payment with the caveat that each individual’s payment plan is unique. If you’re not comfortable doing that, try this: “Please understand that your question is outside the bounds of my immediate authority, so I need to ask for guidance. I’ll be back in a minute.” Remember: don’t be too caught up in facial expressions or any nonverbal communication. Buyers’ thoughts often gravitate toward other things — such as situations back at the office or chores at home. So, be aware of body language, but don’t try to monitor every tick, blink and grimace. Otherwise, you’ll drive yourself (and others!) crazy. t
An award-winning author, top-rated trainer and founder of Peak Dealership Performance, Mark Rodgers holds a master’s degree in adult education and the National Speakers Association Certified Speaking Professional designation — only 500 people in the world have this coveted recognition. Contact Mark@peakdealershipperformance.com to improve your performance. 24 November 2013 | Motorcycle & Powersports News
WebSAVVY
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R
emember the good old days when Nielsen gathered television-viewing ratings from various American families via a little box they shipped out to the home for tracking? It was 1936, when Founder Arthur C. Nielsen invested in his very first television-metering device and at the time, there were only a few hundred television sets in the world. Today, Nielsen continues to measure our TV watching habits, but their business model has been vastly expanded to include tracking user behavior on PCs, tablets and mobile devices.
The Four-Screen World We are now living in a four-screen world — with television still very much in the mix and showing no signs of going away anytime soon. In fact, a large portion of media consumption is done via “companion viewing,” in which the television is the primary screen, and the tablet or smartphone is secondary, allowing the viewer to log on to a website and/or social channel to converse in real time with other TV show watchers, creating a truly interactive experience. Companion viewing represents a unique shift in behavior that should not be ignored since it guides us toward future trends and potential marketing opportunities. For example, let’s say you sponsor a motocross race that is being
By Heather Blessington
Digital Marketing In Our Four-Screen World broadcasted on live TV. The live broadcast casts a wide net, reaching out to a vast audience. If you are aware of companion viewing habits, it would be wise to come up with a creative Twitter hashtag to be included on all of your sponsorship materials so fans can interact with your dealership when and where they please. 24/7 Digital World One would logically think that adding more ways for us to consume content
would end up taking time away from one screen to another. Not so. The proliferation of multiple devices per user has only resulted in more time spent with the devices. We know this, since we see people staring at their smartphones every time they have a free moment. We have become obsessed with staying connected, and you need to use this obsession to your advantage when it comes to marketing your dealership. Our viewing habits are shared between screens, and they are following a pattern:
26 November 2013 | Motorcycle & Powersports News
• 12 a.m. - 7 a.m.: Mobile phones brighten the commute • 7 a.m. - 5 p.m.: PCs dominate the workday • 5 p.m. -12 p.m.: Tablets are popular at night Considering these things as a digital marketer, it leads me to believe that text marketing will likely have the highest open/view rate early morning, email campaigns are best sent during the workday and companion viewing most likely occurs in the evening.
New Analytics Needed Most of us are used to tracking website metrics and traffic patterns, but how does the use of multiple devices impact our trusted analytics program? The fourscreen world has essentially tipped the analytics world on its head for a few reasons. Cookies The traditional way to track a user on the Web is to drop a small piece of code, aka a “cookie,” on their machine after they
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have visited. The cookie then allows us to identify that user as a return visitor if and when they return. The cookie has been the mainstay for differentiating unique or first-time visitors from return visitors. Here’s the problem: cookies are not people. Think about this scenario: Joe Motorcycle visits your dealership’s website to check out new vehicles and your analytics program tracks him as a unique or new visitor. He is then bored at work, so he logs on to your website via his mobile phone and your analytics program doesn’t recognize the device, so it shows him in your reporting as a new, unique visitor — again. It gets worse … Joe then tries to convince his girlfriend he must buy the motorcycle today, so he logs on to her tablet so show her how awesome it is. You guessed it — Joe is once again logged in your analytics program as a new or unique visitor. Oh, and let’s not forget apps. If you have a dealership app and Joe downloads it to his phone, he is logged as a brand-new customer. Cross-Platform Tracking Now, there are a few companies doing cross-platform tracking successfully. One of them is our old friend Nielsen, who is very much holding their own in the digital world. Here is how they describe their tracking processes: “Our television meter provides an electronic snapshot of consumer viewing, our Internet user panels provide online audience metrics, and we’re using on-device meters to record interactions with smartphones and tablets. We’re also measuring how consumers engage with all of these devices together, taking the guesswork out of trying to figure out who and how many people watch your shows and see your commercials across TV and digital media.” The closest competitor to Nielsen is comScore, and they collect data in a similar fashion. Both companies offer free reports and whitepapers that are worth taking a look at, so you can keep up to speed on cross-platform tracking in the digital world: • Nielsen: bit.ly/NielsenCrossPlatform •comScore: bit.ly/comScoreCrossPlatform If I did my job here, this article has made you excited about the state of digital media consumption, and you will continue from here thinking about ways you can capitalize upon it. If I scared the living heck out of you, you’re in the wrong business. t
Award-winning blogger and CEO of Duo Web Solutions, Heather Blessington is a nationally-renowned speaker on social media marketing and a digital marketing veteran. Her company provides MPN monthly columns focused on best practices in Web marketing for powersports dealers.
MotorcyclePowersportsNews.com 27
&
Finance Insurance
By Steve Dodds II
Three Keys To Persuasion
A
s any experienced finance manager knows, there are three distinct ways that information can be presented to a customer: through hearing (auditory), seeing (visual) or touching (kinesthetic). Each kind of presentation has a different success rate dependent on the individual customer and what he or she responds to best. Knowing and understanding how you can use all three of these different communication styles during your sales presentation will make you even more successful. Auditory With any good sales presentation, you want to start out with an auditory presentation. Knowing the products you sell and being able to tell the customer how your offerings will improve their life is key. Customers do not buy what the product does; they buy what the product will do for them. This is where you need to focus your product explanation.
Here is one example: “Our warranty will cover the cost of any mechanical failure to the engine, transmission, rear-end or steering, should it break down.” Compare that to this: “If your bike breaks down, it will be fixed at no cost to you.” Notice that in the first example, it is “our” warranty, and in the second, it is “your” warranty. Also, the first example talks about what the coverage does and, in the second, what the coverage does for the customer. This is a subtle but important difference.
Let’s try another example: “Tire and wheel coverage will pay for a tire and rim if the tires are damaged and will not hold air. It will also pay for a tow if it is needed.” Or:
“If you are riding down the road and pick up a nail in your tire, you call the 800-number. They will come get you and bring you to the closest repair shop. You will then have your tire and/or rim replaced, and they will get you back on the road with no money out of your pocket.” Again, notice how each example gives almost the same information, just in a different way. In the second example, you can actually see yourself riding down the road and getting a flat. This appeals to the customer’s emotional side and helps them better understand how it will benefit them. Visual One of the easiest ways to incorporate visual evidence into your presentation is through an evidence manual. An evidence manual is a binder where you keep examples of customers who have taken advantage of the items you offer. It should include: • Service tickets that were paid by your maintenance program • Warranty claims that were paid • Sample gap claims • Examples of where your theft program has paid out • Tire and wheel bills that were paid by the program • Anything else you might want to have handy to show a customer
28 November 2013 | Motorcycle & Powersports News
Kinesthetic Including evidence the customer can touch can be a lot of fun. As I travel to dealerships all over the country, I see many good examples of kinesthetic evidence. It can be as simple as a piston with a valve shoved through it being used as a penholder. Other things I have seen include: • A bent rim in the corner of the office • A section of tire with a strange metal object shoved through it • A collection of screws in a glass jar being used as a paperweight • An ECU in your desk drawer that you can pull out at the right moment • A key or tag from a bike you totaled hanging on the wall A story is always most compelling when it is accompanied by a physical component. The finance managers I know who have fully embraced all three of these communication methods have excelled at their jobs and in life. Effectively and persuasively communicating ideas does not stop when you step out of your finance office. t
Steve Dodds II is a moderator, trainer and consultant for Gart Sutton and Associates. Beginning in 2014, GSA will be offering two levels of Finance Department Workshops. The first quarter level 1 workshop dates are: Jan. 27-29, 2014: F&I 101, Menlo Park, CA Feb. 10-12, 2014: F&I 101, Denver, CO Mar. 3-5, 2014: F&I 101, Newark, NJ Level 2 workshops will be announced soon. Keep an eye on www.gartsutton.com for upcoming dates.
THE
Service
MANAGER
By C.R. Gittere
Work Hard And Win
Increase Your Repair Orders And Watch Profits Soar
I
was visiting some friends last week at ADP Lightspeed and the conversation of service selling came up. ADP analyst Hal Ethington and I started talking about how to quantify gained and missed opportunities, and I found out that he had been doing some work on this and was already putting something together based on Lightspeed Databack. In the data below, the repair orders are focused on metric bikes. We compared V-Twin bikes, and the results were similar.
had $192,000 in sales and Dealer Y had only $81,000 in sales. If you reduce Dealer B’s upsell in labor by $2,340 you still have a gap of more than $108,000. This gap seems like funny accounting, but it’s not. The telling story is the parts to labor ratio on the repair order. Dealer B has a 1.9 ratio and Dealer Y has a 0.18 ratio. Dealer B generated more than $108,000 more in parts sales than Dealer Y on just 300 repair orders.
Group A Dealer A B C
Labor lines Per RO 1.4 1.8 1.7
Shop Rate $95 $78 $73
Parts To Lab Ratio 1.4 1.9 1.5
Hours Per RO 2.8 2.8 3.4
Sales Per RO $647 $639 $624
Total Sales From 300 ROs $194,000 $192,000 $187,000
Group B Dealer X Y Z
Labor lines Per RO 1.2 1.7 1.3
Shop Rate $59 $83 $106
Parts To Lab Ratio 0.96 0.18 0.54
Hours Per RO 2.5 2.7 1.5
Sales Per RO $291 $269 $252
Total Sales From 300 ROs $87,000 $81,000 $76,000
Dealers A, B and C were from the top 20 percent of dealers as measured by average revenue per repair order. Dealers X, Y and Z were drawn from the bottom 20 percent of dealers, again as measured by their average revenue per repair order. Total labor lines per repair order are the total of all labor lines on all jobs. Parts to labor ratio is how many dollars of labor were sold compared with how many dollars of parts were sold to the same repair order. The higher the ratio, the higher the dollar figure of parts sold to the repair order. The data here is a sample of 2.1 million repair orders from 1,511 dealers across the nation during 2013. The averages derived from that sample have been extrapolated into sales from 300 repair orders for equal comparison between dealerships with different rates of work. Let’s compare Dealer B and Dealer Y. Notice that Dealer Y has a $5 per hour higher labor rate, so he should be making more money in service, right? Not exactly. If you look at Dealer B they average 0.1 more labor lines per repair order. That means on 300 repair orders they did 30 more labor lines. They also averaged 0.1 more hours on every repair order and have a lower shop rate than Dealer Y. Therefore, the quick math for Dealer B would look like this: 300 repair orders multiplied by 0.10 per repair order equals an extra 30 hours of labor compared with Dealer Y at $78 per hour and you get $2,340 in labor. If you look at the last column, the total sales reflect a much more significant story. Dealer B 30 November 2013 | Motorcycle & Powersports News
There are several important things to look at when you see these numbers. I have always said that if you sell hard and give your customer great service, you will be able to increase every repair order by one or two tenths of an hour. Hal’s research proves this. I have also said that you should strive for a 1:1 ratio on parts to labor on any given repair order. The research proves this possible as well; many of these dealers are well above 1:1. Even though I knew these processes and numbers were something to strive for, it becomes clear how they relate to each other in a format like this. It was a real eye-opener for me to see how a 1:1 ratio can affect the bottom line. There will always be one constant in the powersports business, and that is the inability of a consumer to order a repair from an online retailer and have it delivered in a box. The consumer will always need a local dealer with a trained professional to fix their unit when they get in over their head. Hal and the ADP Databack group have proven that if you concentrate on being the best service department in your market, you will not only win in labor dollars, but you will in parts dollars as well.
C.R. Gittere and the Service Manager Pro team specialize in service department efficiency, elevating customer service and increasing department profitability. His monthly column focuses on best practices and unique ways to get the most out of your service department. More information about Service Manager Pro can be found at www.servicemanagerpro.com
PWC UPDATE Sea-Doo Introduces Budget-Priced Spark
Brand Hopes To “Reignite” Industry Sales With $4,999 Starting Price
D
ealers arrived at Sea-Doo’s annual dealer meeting expecting something big. For months, rumors of a new craft circulated — a new craft with a lower price point and possibly even a completely new hull and engine. Instead, dealers received a craft that arguably exceeded their expectations. The cleverly named Spark features an entirely new design built from a unique material, and in this day of near constant price creep, it starts at an almost unheard of price of $4,999. According to Sea-Doo reps, Spark has
the horsepower-to-weight ratio and essentially offers more bang for the buck. Plastic doesn’t offer the gloss of fiberglass, but it does make it easier to offer a wider variety of color choice. The Spark comes in a palette of five shades, including bright hues of pineapple (yellow), bubble gum (magenta) and orange crush (orange), as well as a more subdued vanilla (white) and licorice (black). Each is evenly mixed with black deck components and a black hull. Rather than use an adhesive, Sea-Doo
been a long time coming. The project dates back to 2006, when Sea-Doo tasked engineers and designers with creating a new craft that was fun, like the early SP line, and had an ultra-affordable price tag. In order to accomplish this goal, Sea-Doo seriously examined its current construction techniques. Sea-Doo forewent fiberglass in favor of plastic, more specifically polypropylene reinforced with long-strand glass fibers. Why choose plastic over glass? Cost is the obvious reason, but so too is weight. The material — coined PolyTec — is substantially lighter than glass. Paired with a similarly lightweight, lower horsepower engine, Sea-Doo is able to exploit
bolts the hull and deck together with a multitude of Nyloc-style fasteners. The technique offers intriguing possibilities for dealer service. Service reps won’t have to wriggle their hands into a tight engine compartment; instead, they can unfasten nearly the entire top deck in about 10 minutes and remove it completely from the hull, offering unprecedented access to the engine and fuel system. For the consumer, the Spark includes exterior access ports only for necessary items like the dipstick and battery. The fuel fill, along with a fire extinguisher, is located below the seat. To give this plastic hull the necessary rigidity, designers created a wishbone-like
32 November 2013 | Motorcycle & Powersports News
exoskeleton extending from steering column to deck. The space between this “wishbone” is left empty. It’s a cost and weight savings, but also an opportunity to make the styling more dramatic. An accessory storage compartment with seven gallons of capacity can be added to the void if desired. As to the aforementioned engine, the three-cylinder Rotax 900 ACE was developed jointly for the snowmobile and watercraft markets and comes in both 60- and 90- horsepower variations. That may seem overly small by today’s standards, but consider the craft’s overall weight is only 405 pounds in its base, two-seater version. That gives the Spark a 300-plus pound advantage over Sea-Doo’s own GTi and Yamaha’s VX Sport. Initial testing showed the 60horsepower versions to peak at about 42 mph, and the 90-hp at about 50 mph. Both variations are also extremely fuel efficient, with Sea-Doo claiming as low as a 1.94 gallon-per-hour consumption over the course of an average duty cycle. As to how the engine bolts into the plastic hull, Sea-Doo addressed the situation by using unique motor mounts. The engine bolts through the hull to parallel aluminum plates recessed into the exterior. One of those plates also serves as the heat exchanger for Sea-Doo’s closed-loop cooling system. The engine is but one of many choices available to Spark owners. In an attempt to make the boat completely customizable, buyers can also choose between two- and three-passenger versions (the latter includes a longer seat and bolt-on hull extension that increases capacity from 350 to 450 pounds), as well as the option to include Sea-Doo’s Intelligent Brake and Reverse. The company has also made available more than 20 stick-on graphic kits to further customize the craft’s look. t
Dealership PRIORITIES
By Sam Dantzler
Expanding The Sales Envelope
I
like to run an exercise with employees called “Frustrations.” I’ll have them team up and take 10 minutes to come up with a list of what frustrates them on a regular basis. We’ll then compile the lists on a board and walk them through how many of these frustrations they can control. The answer is most of them. However, one answer always comes up on that list: spending money to drive traffic to the store. Granted, there are a handful of excellent ways to drive business to your stores including social media, events and live auctions. My question is, “Have you earned the right to new business?” In other words, have you (the staff) become so good at capitalizing on the existing traffic, that you’ve now earned the right to spend more time and money to drive new faces to the dealership? Have you, quantifiably, earned the right to drive new business to your shop? Most owners and managers need to walk themselves through a cleansing exercise that will identify which departments/ employees are selling, and which ones are simply clerking. You know, clerking — answering product knowledge questions and ready to ring the customer up when he’s done shopping. Clerking, as opposed to selling — actually causing a sale to happen. The first step in this process is to recognize whom you have hired. Did you hire a parts guy who happens to make sales, or a sales guy who happens to sell parts? Switch the words around a bit and it’s a very different job description, right? Did you hire a service writer who happens to make sales, or a sales guy who happens to sell labor? If you run this exercise out, you’ll come up with a few questions that beg for answers. Did you hire a salesperson? Did you hire someone to fill a void and stand behind a counter, or did you hire someone who can follow a structured sales process and has no issue asking someone to buy
something? Are you paying him/her as a salesperson? If you’re compensating the employee as a salesperson, you likely hired someone who wants to be paid off his/her performance and won’t accept a guarantee. This allows for accurately projecting staffing payroll guidelines on a growth curve with that of department profits. If you’re hiring at $10/hour, you’re going to get $10/hour performance. Are you keeping score as you would with a unit salesperson? Just like the scoreboard in the sales manager’s office, there should also be a scoreboard in all the other departments. P&A employees should know their line items/ticket, their average sales, and it should be posted for the world to see. Technician efficiency and service writer P&A per repair order should be no different. Through a universal desire to win, scoring breeds emotion. Salespeople love scoreboards. Clerks hate them. Are you holding him/her accountable as a salesperson? Salespeople are held accountable to minimum standards and rewarded for outstanding performance. All departments should have a minimum number of contacts per day. Salespeople recognize their jobs are exercises in building relationships, not reacting to door swings. What you’ll find is that the employee is typically performing up to the standards that the manager sets. If you hired a “parts counter guy,” that’s exactly what you’ll get. On the other hand, if you hired someone to react to the service traffic, that’s what you’ll get. When managers expand the sales envelope from within as opposed to “buying” new business by pushing more people to the front door, very cool things start to happen: • People OWN their jobs. • Process and job descriptions become clear. • Staff turnover is minimized as team
34 November 2013 | Motorcycle & Powersports News
members know their roles and feel success in “winning” for the day/week/month. • Profits to the dealership increase exponentially. Another fact often overlooked when recruiting “new business” instead of maximizing what’s currently in the store is the experience of that new customer: • If the sales department only sits down 30 percent of those who cross the threshold of the department, seven out of every 10 people are never given the chance to buy. • If the customer never comes to the parts counter, he’s typically ignored. • If the customer never asks the writer about the benefits of a new exhaust, he’ll just get minimum service performed and leave. In all of these instances, nothing positive stood out for the customer. Chances are he’s not going to rate the experience as positive, nor will he tell his friends to go to that store. Stop trying to drive new faces to the store without first maximizing the experience of existing faces. Expand the sales envelope organically, then go grab the new business. t
Sam was brought on board to Lemco as a sales & F&I trainer in 2000, where he quickly became the director of training and ultimately became a partner in the buyout of 2005. He went solo in early 2009 and now moderates seven 20-Clubs, and also consults and conducts in-dealership training. He continues to do contract work with Harley-Davidson, Triumph, Polaris, Club Car and Arctic Cat as well.
DESTINATION
Dealership By Matthew Bemer
Des Plaines Honda: Giving Buyers An Experience
W
hen Jeff McLennan and Harry Pacynski purchased Des Plaines Honda from Claude and Diane Sonday in 1998, they decided that in order to be successful, they needed to focus on one thing and one thing only: customer satisfaction. The two recognized that because they were located in the Chicago area, unit sales were subject to the seasons. In order to keep customers coming back in the off-season, they needed to satisfy them and give them the best possible experience. To this day, Des Plaines Honda still ranks customer satisfaction as priority No. 1 and makes a concerted effort to give everyone who walks through the dealership an experience. Des Plaines Honda was founded in 1983 by the Sonday family. Claude and Diane Sonday put in their time growing the dealership, and even in the business’ early days, they focused on selling experiences. The Sonday family grew the dealership through marketing to the touring crowd and becoming the premiere Honda Goldwing dealer in the Chicago market. McLennan was a part of the Sonday team throughout the ‘90s and saw the dealership grow to not only be one of the largest Goldwing dealerships in Chicago, but in the Midwest. Learning from the Sonday family, McLennan and avid motorcyclist Harry Pacynski purchased the regionally known dealership. “We put forth a strong effort in making the purchasing experience fun and exciting,” said McLennan. “We all must recognize that we are selling a want, not a need.” Des Plaines Honda takes advantage of its regional presence by staying very well connected with the local community. “Des Plaines Honda believes you need to be involved in your community and local motorcycle community,” said McLennan. “We have supported our community by purchasing, servicing and training the police
department on ATVs. We’ll also send a representative each month to our local motorcycle clubs and have a presentation for them.” These are just a few of the things that the dealership does for its community. Des Plaines Honda also runs a “Customer of the Month” article on its website highlighting a customer, their bike and a few personal riding stories. Des Plaines also sponsors numerous charities such as the Muscular
36 November 2013 | Motorcycle & Powersports News
Dystrophy Association, Pediatric Brain Tumor Association and Ronald McDonald House, as well as individuals like Damian Jigalov, a local 8-year old who recently won the 2013 road-racing championship in his class. Jigalov will move on to the WERA Circuit in 2014. The dealership holds in-store events, such as new rider classes, service clinics, ladies nights, an annual Christmas party and more. “Events like these have driven
used motorcycles for us.” This past June, Des Plaines Honda celebrated its 30-year anniversary. “We’re proud of that accomplishment,” said McLennan. Des Plaines Honda is still growing, and new and used sales is just one of the ways that the dealership turns a profit. The dealership has a strong service department and even an award-winning finance department. Des Plaines Honda also takes
our fourth quarter sales up over 10 percent year by year since 2011,” said McLennan. Des Plaines Honda has also hosted a Treasure Hunt Series where customers can sign up to ride their vehicles to three secret destinations and collect “random artifacts” that will be worth points at the end of the treasure hunt. The teams with the most points at the end of the entire four-event series win a grand prize from the
dealership. Des Plaines Honda reaches national buyers as well. Because the dealership is located just five miles from the O’Hare airport, customers will fly in and ride home from there. “Chicago is an international hub, and we’ve seen an increase over the past few years in people who purchase a motorcycle to ride the country and sell it back to us three months later,” said McLennan. “It’s created a nice flow of late model
advantage of the wintry Chicago season by offering customers winter storage — something that keeps the dealership going through the off-season. No matter what though, Des Plaines Honda puts customers first and in return, customers are loyal to the dealership and always want to spend more time with them at events and around the community. “We are always doing something for our customers,” said Dan Lavergne, finance manager. t MotorcyclePowersportsNews.com 37
Denny Johnson of Beasley Honda Yamaha Kawasaki Suzuki
38 November 2013 | Motorcycle & Powersports News
D
enny Johnson has had a long-time connection with Beasley Honda. He grew up in Ozark, Ala., where Beasley has been a Honda franchise for 49 years. When Johnson was younger, he remembers countless times when he’d make his father stop at Beasley’s just to take a look at all the new ATVs, motorcycles and dirtbikes. “I used to get on his nerves,” said Johnson. “We were at the store every weekend, and it was always an act of Congress to get me out.” At age 4, his father bought him his first four-wheeler from Beasley, and at age 14, Johnson purchased for himself a Honda Rebel. “Later on, as soon as I got my first full-time job, I came up to Beasley and got a Honda CBR,” said Johnson. Johnson’s relationship with Beasley is not unlike the experience that others in the community have had. Because Ozark, Ala., is such a tight-knit community, Beasley Honda is a well-known family-owned business that focuses on the customer and the community. “It’s a laid-back dealership. We’re not
pushy with our customers at all. We want to give them the best buying experience they could ask for,” says Johnson, who has worked for Beasley Honda for a total of five years now. Johnson started with Beasley Honda as finance manager in May of 2004. Prior to working there, he sold cars for a living. Johnson worked at the dealership for a year and in September of 2005, left to pursue a land-surveying job. “I loved to travel and that was the biggest reason I took that job,” said Johnson. “But in 2009 everything slowed down. I worked for the government, and they were cancelling contracts. Luckily, Beasley had an opening for a finance manager and I came right back in.” Coming into the dealership in 2009 wasn’t the easiest transition for Johnson. That year, the market began to drop, and Johnson struggled to keep units moving and people financed. “In 2004 and ’05, we had a lot of cash customers and lots of sales. When I came back in 2009, my medium credit person, who would’ve been
tier 4 in ’05, was being declined,” said Johnson. Johnson dug deep and tried to get every deal done in some way. Not only did he negotiate with the banks, but he had to negotiate with customers, too. “During that time, I just had to try every avenue. I’d even have to encourage customers to move on a unit. If they were looking at a bigger ATV and couldn’t receive financing, I’d encourage them to look at a mediumsized ATV instead. It was a question of how bad they wanted to ride.” Johnson’s hard work during those times paid off. In 2009, he was recognized by the American Honda Finance Council of Excellence with an award and has continued to receive that award for the past four years. Johnson works hard with other lenders too, including companies like GE Capital and Nationwide. Johnson recognizes that it’s still hard to do his job and get customers financed. “It’s a surprise to see a credit application you’ve submitted to one lender get turned down, and when you send it to another lender it’s
MotorcyclePowersportsNews.com 39
approved with a better interest rate than you were expecting,” said Johnson. For him, it’s a difficult thing to balance. He wants to keep a great relationship with both the customer and the bank as he tries to get the best deal for both of them. One of the hardest conversations Johnson has to have with a customer is telling them they’re turned down or that they’ll be paying a high interest rate and there’s no clear reason why. “You really have to watch what you say and what you do,” said John-
son. “If I get a ‘no’ for an answer from the bank, I’m going to do everything I can to find out why.” Despite these frustrations, Johnson has succeeded in his business and finance role at Beasley Honda. Because of his in-depth knowledge of the industry and ability to sell finance, John Beasley, whom Johnson calls a “good, good friend,” submitted the nomination for MPN’s Dealership Superstar. In his nomination, Beasley beams over Johnson’s ability to manage and run the store. “I
know when I take off, the store is safe,” says Beasley. “Denny is the go-to man for the store. You could put him under sales or finance because he does a great job in both of them.” Johnson was shocked to win the award, but it comes as no surprise to MPN that he beat his nearest competitor by an impressive 2,500 votes with help from his customers, co-workers and friends’ votes. Johnson’s dedication to his work and his relationship with his customers propelled him to this victory. “It feels good to know that I had friends, family and customers supporting me,” he said. Johnson leads a balanced life — spending his time away from the dealership watching MotoGP and football with friends, cooking out and eating wings with friends and family, and spending time with his son. He sees a lot of himself in his son, who is just now starting to ride and continuously asks his father to stop at Beasley just to get a glimpse of the new bikes and ATVs. On longer weekends, Johnson tries to make it out to the track where he’ll ride his Yamaha R6 channeling his favorite MotoGP racer, Valentino Rossi. As MPN’s Dealership Superstar, Johnson has shown innovation in his field, great compassion for Beasley Honda and its customers, and remarkable salesmanship. For that, he has won $600 and was honored at MPN’s Dinner With the Stars during AIMExpo. MPN would also like to congratulate each of the other well-deserved Dealership Superstar finalists: Rob Blair from Colonial Harley-Davidson, Bryan Blanott from Frazier’s Harley-Davidson, Dan Lavergne from Des Plaines Honda and John Marshall from Montgomery Honda Yamaha. Each of the four runner-ups will receive $300. t 40 November 2013 | Motorcycle & Powersports News
Stride On!
Shaping Future Motorcyclists, One Baby Step At A Time By Gina Kuzmick
S
trider’s founder Ryan McFarland wasn’t looking to go into business when he developed his first prototype; he was just looking to share his love of riding with his son. “I grew up riding dirt bikes — my dad had a dealership back when I was a little kid, so I’ve been around this my whole life,” said the Rapid City, S.D., resident. “So when I became a dad, I was just super eager to get my little boy started.” When McFarland’s son turned 2, he bought a tricycle, a small bicycle with training wheels and a Yamaha 50 with training wheels. However, McFarland soon realized that the boy was too little to use any of the vehicles. “The tricycle and the pedal bike weighed almost as much as he did, and the Yamaha 50 with training wheels was four times his body weight. They all look small to us as adults, but when you see a little kid interacting with them, you start to see that they want to do it and are trying their hardest but they can’t get the thing to move, or they can’t get the pedals to work right.” That’s when he realized that his son shouldn’t have to fit a bike; a bike should fit his son. McFarland took the small 12-inch bike and stripped it of things that add unnecessary weight — including its pedals. “I came to the decision that what I’m after is trying to teach him to balance and ride on two wheels,” he said. “I don’t care what makes the bike move … riding is being able to balance on two wheels and lean and steer and counter-steer the bike to maintain that balance.” The emphasis on balance seemed to do the trick, and once the bike was made into a simple, lightweight, low-to-the-ground design, McFarland’s son was instantly zooming all over their yard. “We live out in the country, and he was just all over the place on it — places you could never take a tricycle or a training wheel bike or anything like that. It was phenomenal what he could do.” It wasn’t long until McFarland started to receive numerous inquiries from fellow par-
42 November 2013 | Motorcycle & Powersports News
ents about the bike. That’s when he realized he’d created something special, and in January 2007, he established Strider No-Pedal Balance Bikes as a business. Since the concept of a balance bike was so new, McFarland felt the need for dealer involvement was vital. “You’d think this is something that would be in the mass market channels like Walmart or Target, but it really needs to be in stores where there are experienced sales staff helping to explain what the product is,” he said. “They’re enthusiasts and understand what it means to ride and what it means to teach kids to balance. I think motorcycle dealers understand the concept of the bike and how it really develops skills that lead into their business. It helps sell 50cc dirtbikes when little kids are [eventually] good at riding … and that gets mom and dad excited about buying that little 50.” Since it’s inception six years ago, the Strider brand has truly taken off — so much that the little bikes have their own racing community. Strider is an officially licensed class in USA BMX, and races are held at all national events. Sanctioned for riders ages 2 through 5, each rider races in his or her own age category at all 400 BMX tracks nationwide. The brand also hosts its own annual Strider World Championship, in which distributors from all over the world venture to Sarasota, Fla., for a business meeting and racing event. “They have a small track for Striders, which we use all day for the kids to play on and practice on, and then we do the championship race out on the big track,” said McFarland. “Racing in the United States and around the world has just really exploded and if you think about it, it’s the only sport for a 2-year-old. And it’s a true sport. They’re standing on the line by themselves, the gate drops, and they have to get to the other end under their own power. Kids typically learn how to ride a bike around 6 years old. We’ve taken that 6-year-old range, and we’ve just put it back in that first position, so you can start learning to ride a bike when you’re 2.” Strider has co-branded with a number of OEMs, including KTM, Honda, Yamaha, Suzuki, Ducati and most recently Harley-Davidson, with the hope that one day these young riders will become motorcycle enthusiasts. “Not only is it a profitable product to sell but it really leads into future business,” said McFarland. “Strider really helps ensure that their first experience is a positive one.” t
MotorcyclePowersportsNews.com 43
Maxisport / Shutterstock.com
The feeling of wind on the open road is a part of the romance of the motorcycle. We’ve rounded up the latest and greatest open-face helmets on the market today — guaranteed to offer riders not only safety and comfort, but also an amazing feeling of freedom.
Sabrtooth S204 Zero II Helmet Nikko Motoracing Inc. Constructed from a new advanced ThermoPoly shell, the Sabrtooth S204 Zero II helmet provides durability and style while remaining lightweight. The helmet is equipped with a Hy Vent ventilation system and a detachable chin bar that provides riders the option of a full-face or a jet-style helmet. Other features of the Sabrtooth include a removable/washable Aqua-Dry liner, contour cheek pads allowing riders a custom fit, a dual density EPS liner, padded chin straps with D-rings, side and rear reflectors, and an internal retractable sunshield. The Sabrtooth S204 Zero II retails for $99. ------------
For More Info: www.NikkoMotoRacing.com
FLY Street Tourist Helmet FLY Street Gear Configured with a clear shield and painted removable clip-in jaw piece, the open-face Tourist helmet features a removable/washable Coolmax comfort liner and cheek pads that move moisture away from riders’ heads. Offering a large eyeport for improved range of vision, the Tourist also provides deluxe over-sized ear pockets for a more comfortable fit with integrated speaker pockets for communication systems. The helmet features a lightweight thermo-plastic poly alloy shell and comes with accessories that help the helmet transition into the different seasons. An extra-dark tint shield and peak are included in the box for use without the shields or removable jaw. This DOTapproved helmet rings in at $109.95. ------------
For More Info: www.flyracing.com/street
44 November 2013 | Motorcycle & Powersports News
RP60 Royal AGV As a tribute to AGV’s racing tradition, the RP60 Royal was designed to reflect the helmets worn in the ‘50s and ‘60s by several of AGV’s Italian champions. The RP60 stays true to the original design, characterized by a clean, rounded shell, three press studs in the front area and a ring to hold goggles on the back. The edges and additional coverage of polystyrene in faux leather complete the vintage look of the helmet. The RP60 is available in range of colors and graphics, from classic Italian graphics to American metal flake colors. It retails for $139.95. ------------
For More Info: www.AGV.com
GMAX GM32 Open-Face Helmet with Flip Sunshield GMAX Helmets The GMAX GM32 helmet features a thermo-plastic poly alloy modern shell design as well as removable/adjustable/washable Coolmax cheek pads and interior that allow for custom fitting and easy cleaning. The GM32 offers a retractable, tinted inner sunshield that can be easily raised and lowered by a side-mounted lever. A DOT-approved helmet with a lightweight fit, the GM32’s other qualities include a three-snap removable visor, large eyeport for an enhanced range of vision, a padded chin strap, and GMAX flow-through intake/exhaust venting that helps circulate fresh air through the helmet and release hot air through channeled vents. The GMAX GM32 helmet retails for $69.95. ------------
For More Info: www.gmaxhelmet.com
Kabuto Avand II Open Face Kabuto Helmets USA Ideal for both touring and city use, the Kabuto Avand II is constructed from a compact, lightweight thermo-plastic. The helmet features Wake Stabilizer that controls airflow throughout the helmet, and head and rear ventilation systems further enhance airflow. Equipped with a SAJ Single Action Shield system, the Avand II also offers a PINLOCK prepared shield and Coolmax fully detachable and washable interior pads, cheek pads and chinstrap covers. Available in sizes ranging from XS through 2XL, the helmet features a dual-density impact absorption liner and comes in three shell sizes. The Avand II meets and exceeds DOT and ECE standards (the 2XL helmet is only DOT certified) and retails for $139.95. ------------
For More Info: www.kabutousa.com
MotorcyclePowersportsNews.com 45
Joe Rocket Carbon Pro Sullivans Inc. The lightweight Carbon Pro not only offers comfort but also stability with its full application 4x4 weave carbon fiber, Snell/DOT-approved shell and a dual density EPS impact-absorbing liner. The helmet is equipped with a Quadport 2.0 ventilation system with two adjustable front intakes channeled through to a streamline rear venture-effect exhaust vent, which pulls heat and humidity out of the shell. Additional features include a CAD-spec interior sculpture forming riders’ ideal fit and a hardcoated, 3-D face shield triggered by a tool-free closure mechanism. A fully removable and washable Qwickdry interior and a streamline injection-molded bottom edge gasket are also included. The Carbon Pro is available in sizes extrasmall through 2XL and retails for $299.99. ------------
For More Info: www.SullivansInc.com
Raw Helmet SHARK Helmets Featuring an urban, aggressive street fighter style, the Raw offers a unique goggle/face mask combination and even comes standard with goggles with Carl Zeiss lenses that are both anti-fog and anti-scratch. SHARK also implemented its Easy Fit system into the quick-release goggles, making them comfortable for people who wear glasses. The helmet includes a Sharktooth communication system, which offers riders the ability to communicate without a bulky unit present on the side of the helmet. DOTand ECE22.05-approved, the Raw also features a bamboo liner that is removable, washable, hypoallergenic, moisture-wicking and odor-repellant. Available in various colors and graphics, the helmet comes with a five-year warranty and retails at $259.95. ------------
For More Info: www.shark-helmets.com
46 November 2013 | Motorcycle & Powersports News
AFX FX-50 Dual Shield Helmet
Nolan Helmets The Nolan N44 has six different configurations, converting from a full-face helmet with a chin bar to an open-face 3/4 helmet. Features include upgraded venting, a full vented face shield, anti-fog pinlock insert, internal sun visor, removable peak, Microlock retention system and a removable, washable comfort liner. It comes ready to install Nolan’s Ncom Bluetooth communication system and is available in two shell sizes, XXS through XXXL.
Parts Unlimited The aerodynamic shell design constructed from an advanced polyalloy plastic makes the AFX FX-50 helmet both lightweight and durable. Offering a hard-coated face shield with a quickrelease capability that is optically correct, compoundcurved, UV- and scratchresistant, the helmet provides a flip-down smoke shield and visor to protect riders from the sun during a long ride. Additional features include an advanced ventilation system with chin, side, rear and forehead vents that allow for maximum airflow throughout the helmet; ear cavities for speakers; and a cam buck-style quick-release retention system. The FX-50 helmet comes in six colors and sizes ranging from XS to 2XL. The manufacturer’s suggested retail price is $99.95.
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For More Info: www.nolan-usa.com
For More Info: www.parts-unlimited.com
N44 Helmet
MotorcyclePowersportsNews.com 47
LIGHTING
ACCESSORIES AYN (All You Need) License Plate Frame and Smart Module Signal Dynamics Corporation- BackOFF Products The AYN License Plate Frame is a custom-forged zinc frame with a sculptured design that features a mirror chrome finish. The frame features 30 ultra bright LEDs with running light and brake light capability along with 12 white license plate LED illuminators. When wired in with the AYN SmartModule, riders will have turn signals, “night rider” mode for shows and hazard flashers for emergencies. The AYN LED License Plate and AYN Smart Module retail for $129.95. ------------
For More Info: www.signaldynamics.com
Alien Black Headlight Rivera Primo Inc. The Alien Black is a halogen headlight that features a matte black powdercoated bezel and a gloss black powdercoated body. It features the company’s signature split ring or bright amber LEDs that can be used as turn signals or running lights. ------------
For More Info: www.riveraprimoinc.com
48 November 2013 | Motorcycle & Powersports News
Cyron’s “Hi-Liter” Multi-color Motorcycle LED Platinum Kit Cyron Inc. Specifically designed for the cruiser market but also compliant with Can Am Spyders, trikes, quads, boats and car interiors, the MLMP7C kit includes everything necessary for a complete installation. The kit uses Cyron’s exclusive CV18 LED clusters made up of six tri-color SMT LEDS, and for additional durability, the LEDs are hermetically sealed to add protection from all elements. The CV18 LEDs can be mounted on either the base or sides, and the system is expandable to 25 CV18 lights. The kit contains positive-lock interconnect wiring, seven CV18C Multi-Color LED Clusters, one wireless on/off module, one remote, 15 wire ties, two ring terminals, two solderless terminals, high-grade 3M VHB tapes and cleaning wipes. The MLMP7C kit retails for $179.95 ------------
For More Info: www.cyron.com
K&S 25-7700 Series/ 26-7700 Series K&S Technologies Inc. DOT and “E” marked for street legality, the 25-7700 Series/ 26-7700 Series aluminum turn signals are available in polished aluminum, black or chrome with clear or amber lenses. The 25-7700 Series uses incandescent bulbs (dual filament and single filament), and the 26-7700 Series uses LEDs (available with or without running lights). Dimensions are 66.4-by39-by-35 millimeters. ------------
For More Info: www.kandstech.com
MotorcyclePowersportsNews.com 49
LIGHTING ACCESSORIES Vega Turn Signals Joker Machine These turn signals have nine intensely bright LEDs in a cluster module for light output, available in a choice of red or amber. All parts are fully CNC machined from 6061-T6 billet aluminum in a choice of chrome, clear or “hard black” anodized finishes. These turn signals can rotate virtually to any angle and stand about 1.5 inches off the bike. They retail at $129.95. ------------
For More Info: www.jokermachine.com
Tracker, Chrono and Vintage Headlight Assemblies by Roland Sands Design Drag Specialties These headlight assemblies are available in three styles and three finishes: Contrast Cut, Black Ops and Chrome. The Contrast Cut finish starts with a polished cover that has been black anodized then recut to open the design. The Black Ops finish features a gloss black on top of contrasting textured black for a tough yet appealing look. Lastly, the Chrome finish presents a timeless, classic look. Constructed from CNC-machined billet aluminum, the headlight assemblies’ styles are designed to match other Tracker, Chrono and Vintage components, and all mounting hardware is included. The manufacturer’s suggested retail price for each headlight assembly is $474.95. ------------
For More Info: www.dragspecialties.com
50 November 2013 | Motorcycle & Powersports News
Essentials Shop Equipment MC625R Heavy Duty Air Lift K&L Supply Company Combining features of the MC650R hydraulic lift, the MC625R Heavy Duty Air Lift accomplishes a rated working capacity of 1,750 pounds with the assistance of its Ram Squared twin cylinder system. The lift offers optional side panels that create an extensive width of 56 ½ inches, allowing wide utility vehicles and golf carts to be serviced. With a maximum raised height of 40 inches and lowered height of 8 inches, the lift features an automatic safety lock, a loading ramp and a oneyear warranty. Also, an extension is available that adds two feet to the front or rear of the lift’s original length for work on custom bikes. ------------
For More Info: www.klsupply.com
52 November 2013 | Motorcycle & Powersports News
FLY Racing Lift Stand FLY Racing Featuring a 6061 aluminum construction, the FLY Racing Lift Stand provides a heavy-duty extruded aluminum lift lever to lower the lift from its 11-inch minimum to its 17-inch maximum height. The extra wide, removable base of the stand offers stability while performing work and easy storage after use. An antislip grooved rubber top prevents objects from sliding off, and a four-way adjustable height raises or lowers the stand from multiple angles and directions. Additional features of the lift stand include a nylon “slide-ring” for smooth operation and a polished finish. It retails at $104.95. ------------
For More Info: www.flyracing.com
CEMB K22 Computerized Motorcycle Wheel Balancer The Carlson Company Accurate and reliable, the K22 Motorized balancer recently was modified to include electronic sensors that automatically detect the wheel diameter and offset. Advances in mounting simplicity and updated electronics allow for a fast setup and balance time. Also, the “Fixed Shaft” allows for the motorcycle wheel to spin on its own bearings, exactly reproducing the conditions of the wheel when it is on the bike. ------------
For More Info: www.TheCarlsonCompany.com
MotorcyclePowersportsNews.com 53
Essentials Shop Equipment Stand-Up Cruiser Lift Kendon Industries Inc. Featuring a 1,000-pound capacity, this lift can be stood up after completing work. Additional features of the lift include an air-over-hydraulic jack that can be used with a manual pump or air compressor, an integrated wheel chock, variable height locks, and removable front and rear sections for easy access. The Stand-Up Cruiser lift is ideal for domestic and import motorcycles, including cruiser-style Harley and Goldwing bikes. It retails for $749.95. ------------
For More Info: www.KendonUSA.com
Pull Bar Adapter Kit Intercomp This pull bar adapter kit gives users the ability to load suspension links up to 36 inches (91 millimeters) in length. The load capacity of 5,000 pounds, with an accuracy of +/- .25 percent of applied force, will meet most demanding racing applications. The generous 6-inch (15.24-millimeter), digitally measured mounts for 3/4-inch (1.90-millimeter) rod ends allow users to develop faster and more consistent chassis setups. ------------
For More Info: www.intercompracing.com
54 November 2013 | Motorcycle & Powersports News
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56 November 2013 | Motorcycle & Powersports News
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ADP Lightspeed ..........................15 Adran Tie Downs.........................50 All Balls Racing ..........................41 Aloha Motorsports ......................27 Amrep Inc ...................................40 Arai Helmet, Inc. .........................27 Bazzaz ..........................................9 British Cycle Supply ....................54 Carlson Company........................12 Deltran/Battery Tender ..............39 Earth X Lithium Battery ..............49 Fuchs Lubricants Silkolene USA...........................25 Fulmer Helmets..........................46 Giant Loop LLC............................48 Gibbs Technologies Inc. ..............23 Harbor Freight Tools...................31 Ikon Suspension .........................13 K&L Supply Co. .............................3 MBA Insurance............................17
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Motor Trike .................................35
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National Powersport
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MTA Distributing .........................47 Auctions ..........................Cover 3 nizeX, Incorporated.....................24 Race Tech....................................21 ROKstraps...................................52
What Type of Direct Marketing Initiatives Do You Have in Store for 2014?
Service Manager Pro ..................53
Simply the Best Lists:
Sullivan's Inc. ...............................7
Automotive Aftermarket, Truck Fleet & Powersports Markets
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Don Hemming, List Sales Manager, Babcox Media, Inc. Phone: 330-670-1234 x286 Fax: 330-670-0874 dhemming@babcox.com
Short Block Technologies ...........11 Short Block Technologies ...........33 Sudco International Corp....Cover 4
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Ad Index
Vega Helmet Corp .........................5 XY Powersports ..................Cover 2 Zurich .................Cover Call Out, 29
MotorcyclePowersportsNews.com 57
Misc. Essentials HYPERDRYVE Piston Namura The newest HYPERDRYVE Piston is made of a proprietary hypereutectic aluminum alloy originally developed for use in the space program. Engineered to maintain its high tensile strength up to 700 degrees Fahrenheit (50 percent higher than a conventional cast piston), HYPERDRYVE has the strength to perform under operating conditions normally reserved for forged pistons. It fits KTM 20082012 EXC 450 and 2008-2012 EXC-R 450. ------------
For More Info: www.namura.com
Max-Clean Fuel Treatment System Royal Purple Previously only available in 20ounce containers, the new 6ounce bottle is a cost-effective option for riders looking to keep their engines clean. One 6-ounce application treats up to 20 gallons of fuel and can be used with every tank of fuel or 3,000 miles for maximum performance. It’s made with state-of-the-art detergents to deeply penetrate and clean injectors, carburetors, intake valves and combustion chamber surfaces to maximize horsepower, reduce emissions and prevent harmful buildup. It is both EPA and CARB compliant and safe for use in all two- and four-cycle gasoline and diesel engines.
1491 Oil Filter Wrench Beta Tools USA This oil filter’s straight design requires less turning degrees of space to loosen or tighten oil filters. This is because the wrench is designed to slip over the end of an oil filter, then tighten the steel band around the filter by turning the knurled knob at the top of the wrench. It fits oil filters from 2 1/2 to 4 5/16 inches in diameter.
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For More Info: www.royalpurple.com
For More Info: www.beta-tools.com
Harley-Davidson Replacement Radio Jensen This replacement radio is made to fit into the factory opening without requiring any special mounting kits or brackets. The factory harness plugs directly into the back of the radio and it works with the factory handlebar controls. The face of the unit is waterproof rated to IPX6 for safe hosing down during cleaning, with the rear chassis rated at IPX5. Its features include Bluetooth streaming audio and source control, iPhone/iPod compatibility, AUX-in, AM/FM, SiriusXM compatible and a weather alert system to keep riders informed of inclement weather. ------------
For More Info: www.asaelectronics.com
58 November 2013 | Motorcycle & Powersports News