Motorcycle & Powersports News, October 2013 by Babcox Media

10.2013

Oct. 2013 VOL. 39 NO. 10

MotorcyclePowersportsNews.com

Contents 12 Top U.S. Aftermarket Manufacturers

Volume 39 Number 10 MotorcyclePowersportsNews.com

By Alisa Clickenger

EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com Associate Editor – Gina Kuzmick gkuzmick@babcox.com Assistant Editor – Matthew Bemer mbemer@babcox.com

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

Dealership Operations Made In America, Sold Around The Corner

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

ART

The Road Ahead by Colleen Brousil

Dealer New Units In Stock

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

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

Inventory Report by ADP Lightspeed

Focus On F&I To Boost Sales

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

Best Operators Club by Steve Jones

ATV/UTV Sales Up, Off-Road Segment Declines

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

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

Black Book Market Watch by Ricky Beggs

Provide Service Specs To Techs

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

Tech Tips by Cyclepedia Press ...........................................

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

Getting the Band Together: The Entwistle Effect Peak Dealership Performance by Mark Rodgers

How To Use LinkedIn To Grow Your Business Web Savvy by Heather Blessington

Six Simple Things That Are Worth Money In Your Pocket

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

Finance & Insurance by Steve Dodds II

Speed Up Your Techs, Spend Money In Service

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

The Service Manager by C.R. Gittere

DMS Guide

Kawasaki Unveils More Powerful, More Feature-Rich Ultras

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

Support Your Stock With The Newest Technology ...................... 48

Off-Road Helmets 13 Must-Stock Lids ........................................................................ 52

PWC Update

Destination: Temecula Motorsports

Product Focus

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

Destination Dealership by Margie Siegal

Billet Accessories Easy Add-Ons To A New Unit Sale ............................................... 60

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.

6 October 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

Made In America, Sold Around The Corner

hile big box stores and online retailers continue to bite the biggest chunk out of the retail market, there’s a growing movement towards buying local, which is great news for independent retailers like you. Powersports industry technology supplier, ARI, recently announced its sponsorship of Independent We Stand, a nationwide movement of independent businesses dedicated to educating local communities about the importance and strong economic benefits of supporting locally-owned businesses. Organizations like Independent We Stand, are helping to popularize the “buy local” philosophy growing across the nation. As it spreads, Americans are realizing the value that these small businesses like yours have brought to their communities for generations. As part of its sponsorship, ARI is offering its dealers free Independent We Stand membership which includes a basic listing; free social media content, collateral and POS materials for the dealership as well as iPhone and Android mobile apps to promote the dealership’s participation in Independent We Stand. You don’t have to be an ARI dealer to take advantage of Independent We Stand, you can visit www.independentwestand.org to learn more about how your dealership can take advantage of the “buy local” movement. An important part of the “buy local” philosophy is making an effort to not only buy products that are sold through independent retailers, but to buy products that are produced close to home. On page 40, we introduce you to 12 U.S. manufacturers that pride themselves on being exclusively made in the U.S.A. Quality is a hallmark of each and every one of these manufacturers, and their products epitomize what it means to buy and sell locally. t

Tom Staab Bobbie Adams Doug Basford David Benson Dean Martin Jim Merle Glenn Warner John Zick Don Hemming

ralmenar@babcox.com (330) 670-1234, ext. 233 tstaab@babcox.com (330) 670-1234, ext. 224 badams@babcox.com (330) 670-1234, ext. 238 dbasford@babcox.com (330) 670-1234, ext. 255 dbenson@babcox.com (330) 670-1234, ext. 210 dmartin@babcox.com (330) 670-1234, ext. 225 jmerle@babcox.com (330) 670-1234, ext. 280 gwarner@babcox.com (330) 670-1234, ext. 212 jzick@babcox.com (949) 756-8835 dhemming@babcox.com (330) 670-1234, ext. 286

ADVERTISING SERVICES Advertising Services Valli Pantuso

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

CIRCULATION SERVICES Circulation Manager – Pat Robinson Circulation Specialist – Star Mackey

probinson@babcox.com (330) 670-1234, ext. 276 smackey@babcox.com (330) 670-1234, ext. 242 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.

8 October 2013 | Motorcycle & Powersports News

Inside the Industry > Zero Motorcycles Meets with California Governor on ‘Drive the Dream’ Initiative Zero Motorcycles has announced its next level of commitment to the electric vehicle (EV) market in a meeting with Governor Jerry Brown, California’s Plug In Electric Vehicle Collaborative and other California corporate leaders. Hosted at the Exploratorium, the “Drive the Dream” initiative further positions California as a global leader in the plug-in vehicle market with a three-part program built upon increased investments in workplace charging, EV fleet purchases and corporate incentives, as well as international exports of California-developed technology. “Zero is proud to design and build our high performance, zero emissions electric motorcycles right here in California. With the recent expansion of our factory, we have substantially increased our workplace charging infrastructure for both employees and customers,” said Richard Walker, CEO for Zero Motorcycles. “It was gratifying to

be able to share our thoughts with Governor Brown on accelerating the EV market in California and beyond.” Zero is making a series of key investments to the Drive the Dream initiative, including expanding Zero’s corporate fleet, which already hosts more than 40 company-owned EVs used for a wide variety of activities. Zero is now the largest manufacturer of electric police motorcycles in the world and has deployed electric police fleet motorcycles to more than a dozen California municipalities and agencies, including Monterey, Scotts Valley, Sebastopol and San Jose State University, along with hundreds purchased for fleet use by international agencies in London, Hong Kong and Bogota, Colombia. While Zero Motorcycles can charge at almost any outlet anywhere, Zero has Level 1 and Level 2 charging stations available at its Scotts Valley headquarters and has just implemented a CHAdeMO DC fast charger, which can be used to charge Zero Motorcycles equipped with

10 October 2013 | Motorcycle & Powersports News

CHAdeMO charging inlets, as well as Nissan Leafs and Mitsubishi iMievs. As part of the Drive the Dream initiative, Zero is committed to triple available charging infrastructure and dedicate charging spaces for employees and customers. Zero has also been actively working with its dealer network in California to roll out workplace and customer charging opportunities. In addition, Zero has implemented a workplace incentive-purchasing program providing Zero employees significant discounts to purchase Zero electric motorcycles. To date, more than 10 percent of Zero employees own EVs, both cars and motorcycles, and the company estimates that more than 25 percent ride or drive EVs on a daily basis via Zero’s test rider program.

> Service Manager Pro and ADP Lightspeed Announce Integration and Reseller Agreement Service Manager Pro will now have two-

Inside the Industry way communication between their two respective systems. This new functionality will allow a LightspeedNXT user to launch Service Manager Pro from within an existing repair order. Once Service Manager Pro is launched within NXT, the user will be taken directly to the labor times for the unit they are working on. The user will then click a couple of buttons to select the labor operations and then those operations will automatically populate and add up the total cost of labor for a specific repair order. “With this type of integration, dealer principals and service managers have the ability to protect their service department profit margin,” says C.R. Gittere, CEO of Service Manager Pro. “Service Manager Pro has a password protected settings area that allows managers to set a multiplier for each vehicle type a manufacturer produces. This gives them great flexibility in maintaining their competitiveness in their area while making sure no one is giving work away.” Service Manager Pro publishes data sets for 18 OEMs, and in many cases, includes the OEM warranty job code. This means when service writers select labor times from SMP, they will be able to select if the job is covered under warranty. If it is a warranty repair, NXT will recognize this and populate the repair order with the OEM warranty labor time and the OEM warranty job code, if available. “When you have the OEM job code on a repair order, it will help in streamlining the filing of warranty claims and make our dealers more efficient,” says Dave Johnson, manufacturer solutions manager with ADP Lightspeed. “This new integration will save our dealers several hours a month in filing warranty claims and help them build profitability by making sure they are billing consumers the right amount of time for a specific repair.” This new functionality will be available in the coming weeks for dealers using LightspeedNXT’s hosted solution and on the next full release from ADP Lightspeed. Current Service Manager Pro users can upgrade to the integrated solution by contacting their ADP Lightspeed sales representative at (800) 521-0309.

> Harley-Davidson Designer Teams Up with MDA Ambassador to Raise Money for Muscular Dystrophy Awareness Muscular Dystrophy Association (MDA) Ambassador Reagan Imhoff wanted the artwork she created with Harley-Davidson designer Mathew Hintz to “raise a lot of money for MDA so we can have more scientists to make medicine.” The original painting of a purple Harley-Davidson

MotorcyclePowersportsNews.com 11

Inside the Industry Softail Breakout motorcycle brought in $3,500 on Aug. 31 at the MDA auction during Harley-Davidson’s 110th Anniversary Celebration. The pair hopes to raise even more with sales of the limited edition, signed prints, available through www.hintzstudios.com. “I’m happy our artwork raised some money, and hope we sell all of the prints,” said Reagan, who has spinal muscular atrophy, a painful neuromuscular disease. “It makes me feel really good that I can help MDA by sharing things I love to do. I can’t wait to make some more art with Mat; he was really fun to work with.” Hintz will donate 10 percent of any commissioned artwork he paints to MDA through the end of 2013. In addition, the pair is planning to work together on future projects, such as the MDA Black-N-Blue Ball in 2014. “I’m excited to continue to raise funds for MDA and inspire Reagan’s artwork,” said Hintz, who has who has created logos for MDA events since 1999. “It’s wonderful that we raised so much, and I’m honored to partner with MDA into the future.” Mathew Hintz of Hintz Studios creates Jerry Lenz personalized and visceral motorcycle paintings by sculpting the canvas with

12 October 2013 | Motorcycle & Powersports News

layers of paint and coating it with a high-glass finish. He’s worked on hundreds of art production pieces, from helmets to tank medallions to full paint schemes for motorcycles. Hintz graduated from Milwaukee Institute of Art and Design with a bachelor of fine arts degree in 1998.

> Motorcycle Industry Council Adds Two Members to Dealer Advisory Council The Motorcycle Industry Council (MIC) continues to expand its new Dealer Advisory Council to include two powersports dealers from opposite ends of the country. Jerry Lenz, general manager of Beaverton Motorcycles in Tigard, Ore., and Rick Rizzon, owner of Rizzon Cycle in Middlesex, N.J,, are the newest additions to what will eventually be an eight-member advisory council to MIC’s new dealership member class. Thus far, 252 dealers in 41 states, representing 176 out of 436 congressional districts, have joined the MIC. “The MIC is pleased with the progress of the assembly of the Dealer Advisory Council,” said MIC president Tim Buche. “Representing Rick Rizzon the powersports industry in the Northeast and Northwest, our two newest

Inside the Industry members bring a wealth of experience and a breadth of knowledge to our already diverse and highly qualified council. The MIC both thanks and welcomes Jerry Lenz and Rick Rizzon to our fold.” Intended to represent the needs and interests of new dealer members, the council was implemented with the MIC’s decision to include dealers in its membership for the first time since 1974. They will advise the Board and Aftermarket Committee, while the Board will direct dealer/retailer dues revenue to market expansion, training and education, public policy, and government relations activities. “I’m really looking forward to being a part of the MIC Dealer Advisory Council,” said Lenz. “I believe that I can help bring the dealer’s perspective to the MIC, and I look forward to working closely with the new dealer members in an advisory capacity. Together, we can all work together on how to best benefit and develop our industry, both now and in the future.” Added Rizzon, “I am honored to join this elite group of dealers. I’ve been in this business for over 30 years, and I’m still excited to learn new things and I’m eager to share my ideas and experiences with the other MIC dealer members. I would like to thank everyone at the MIC for inviting me to join the Dealer Advisory Council, and I look forward to doing my best to help support our industry.” Lenz and Rizzon join the already named MIC Dealer Advi-

sory Council members Kim Harrison, general manager of Coleman Powersports in Woodbridge, Va.; Jim Foster, owner of Killeen Powersports in Killeen, Texas; Bob Althoff, owner of A.D. Farrow Co. in Columbus, Ohio; and Sandy Stroope, owner of Boat World Honda Polaris in Harrison, Ark.

> nizex Inc. to Host Fall 2013 Dealer Symposiums nizeX Inc., producer of Lizzy dealer management software, has announced that it will host three upcoming dealer symposiums for fall 2013 in McDonough, Ga. Each symposium date will offer intensive training for a particular department and examine the current processes for managing that department within Lizzy. In addition, attendees will be invited to give feedback and suggestions about any changes or upgrades they'd like to see for that department within the Lizzy software. The current schedule of events is as follows: • Nov. 10, 2013: Service Department • Nov. 24, 2013: Webstore Management • Dec. 8, 2013: Parts Management Both current nizeX customers as well as any dealers interested in Lizzy DMS are welcome to attend free of charge. Any dealers wishing to attend should contact Joy McClanahan at jmcclanahan@nizex.com to register.

MotorcyclePowersportsNews.com 13

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

Powersports Dealer New Units in Stock

September 2013 1,684 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2012 Model Year

2012 Model Year

2013 Model Year

10% 11% 79% ATV 5% 9% 85% Utility Vehicle 13% 20% 67% Off-Road Motorcycle 10% 19% 71% On-Road Motorcycle 11% 22% 66% Snowmobile 18% 14% 68%

www.adplightspeed.com

Scooter

14 October 2013 | Motorcycle & Powersports News

BEST

Operators CLUB

By Steve Jones

Focusing On F&I To Boost Sales

e’ll be comparing August data from a good-performing metric 20group with the National Norm (NN) numbers and the averages for the Top 5 dealers for this group in each category. The members of this group are diverse in size. Their total revenue ranges from $3 million to just over $10 million year-todate. The group average is $5 million, with the Top 5 averaging over $7 million. National Norm for all group members is nearly $6.5 million. Sales are up more than the NN for both the group and the Top 5, and all three are above the target 25 percent gross margin. The Top 5 are closing in on the 30 percent mark. Given the struggle dealers have had just getting to 25 percent, this is quite impressive. The NN dealers have made a significant improvement over last year with almost a 2 percent jump in gross profit margin. The emphasis that is being placed on the F&I department really shows up when you look at the contribution to gross profit. The Top 5 dealers are working hard to take advantage of the large margins that F&I products bring to the table, leading the group average by over four percent and the NN dealers by almost seven points! We’ll show how this pays off later in the article. Notice also the 23 percent increase they had in financed deals over 2012. They are making a strong effort to maintain multiple lending sources. This increases their ability to finance a higher percentage of their marginal buyers. The percent of change for door swings is up over 20 percent for the Top 5, while the NN dealers have dropped almost four points. Top 5’s gross profit per employee year-to-date is almost $20,000 higher than the group or NN dealers. How do you compare? It’s not hard to

figure out: Take your total gross profit dollars and divide by the number of employees (you’ll have to average them for year calculations). OK, here’s where the extra effort really starts to show. Finance gross profit is up from last year for all numbers, but is way up for the Top 5. At the same time, they have kept personnel expense low as a percent of that gross profit. Are you in that $500 per vehicle sold category? If not, imagine what that would add to your bottom line — remember; this is gross profit, not revenue. They are

all doing OK in the per vehicle financed area, but remember the increase in percent of deals financed for the Top 5. Relate that to the results in gross profit per employee. The Top 5 dealers’ F&I people are cranking over $70,000 more in gross profit year-to-date than the group or the NN. That’s almost $10,000 more a month! Despite the difference in sizes for these dealers, they all have just more than one F&I person. The fractions come about because they have part-time or back-up staff that helps when they’re

CHART 1 GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

5.1 mil.

7.2 mil.

6.4 mil.

2.5%

8.8%

1.5%

Total Store Gross Profit Margin Percentage

25.7%

28.5%

25.8%

Gross Profit Margin Percentage for Previous Year

25.1%

28.2%

24.0%

Contribution to Total Store Gross Profit: Finance Department

16.5%

21.1%

14.3%

Previous Year

0.7%

18.8%

3.0%

Finance Deals: Percent of Change from Previous Year

5.1%

23.7%

2.1%

Total Store Stats Total Store Sales Year-to-Date Total Store Sales: Percentage of Change from Previous Year

Logged Working Contacts: Percent of Change from

20.4%

-3.7%

$91,538

$110,920

$93,346

GROUP NORM

TOP 5 DEALERS

Finance Gross Profit Change from Prior Year

15.8%

36.9%

Personnel Expense as a Percent of Department Gross Profit

Door Swings: Percent of Change from Previous Year Gross Profit Per Employee Year-to-Date

CHART 2 F&I Dept. Stats for August

NATIONAL NORM

8.2%

19.8%

14.8%

19%

Gross Profit Per Vehicle Sold

$380

$541

$433

Gross Profit Per Vehicle Financed

$683

$887

$801

Average Number of Customer-Facing Staff Year-to-Date

1.13

1.36

1.25

$188,573

$259,740

$187,230

Gross Profit Per Employee / F&I Dept

16 October 2013 | Motorcycle & Powersports News

CHART 3 F&I Dept. Stats 2 Percent of Finance Penetration

GROUP NORM

54%

64.6%

NATIONAL NORM

54.9%

51.3%

31.6%

19.1%

28%

13.2%

Percent of Security System Penetration

0.9%

2.1%

1.4%

Percent Financed with GAP

9.9%

16.3%

15.6%

Percent of Service Contract Penetration Percent of Prepaid Maintenance Penetration

crankin’ sales. Quite often, the sales manager is a back-up F&I person. We strongly recommend that your sales manager go through a high-quality F&I training course. Not only does it help them take over when needed, they will have a better understanding of the need for F&I products and how they fit into the overall sales picture. We frequently have both sales managers and F&I producers in our F&I workshops. Here again you can see a reflection of the focus on F&I for the Top 5 dealers. They have over 10 percent more finance penetration than the group average and almost as much over the NN dealer aver-

35%

TOP 5 DEALERS

age. As you saw in the previous graph, F&I gross profit per vehicle financed is significantly more than per vehicle sold. On top of that, they are rockin’ with service contracts as well. Good profits and happier customers result from selling this product. Prepaid, or priority maintenance as we prefer to call it, is another strong product for these dealers. The goal here is to drive them back into your store for service. Maintaining a strong service customer relationship will result in more sales for all departments, including unit sales. This particular group is not as strong in security products sales as some other

groups. We are finding that these products have a good following if dealers will simply offer them to their customers. If you haven’t noticed, we sell some expensive toys, and we often have an emotional attachment to them. Having a theft-deterrent option is important to many customers. GAP sales continue to grow for most dealers. Again, it is particularly valuable for purchasers of high-end or expensive units.

Steve Jones, GSA senior projects manager, outlines dealerships’ best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. Access to the new Voyager 5 data reporting and analysis system is available to any dealership for nominal fee. For more information on GSA’s management workshops, data reporting system, dealer 20-groups, on-site consulting or training, send Steve an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 17

Black Book MarketWatch

By Ricky Beggs

ATVs and Utilities Segments Up, Oﬀ-Roads Lead Decline

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

Snowmobile

Street

Utility

Watercraft

or September, prices in most segments we cover in the motorcycle and powersports market are down in a rather dramatic fashion. Activity at the auctions has slowed considerably, with significant numbers of “no-sales” at many locations. Dealer consigned units are selling at only about a 30 percent success rate at many venues and overall volumes are down across the board. Off-road bikes lead the declines with a drop of -6.9 percent this month, with cruisers and scooters not far behind with drops of -5.8 per-

Average Used Values

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

August $3,905 $9,097 $19,501 $2,683 $5,333 $1,988 $4,530 $7,721 $7,524 $5,978

September $3,953 $8,624 $20,626 $2,556 $5,105 $1,911 $4,486 $7,455 $7,901 $6,275

18 October 2013 | Motorcycle & Powersports News

Percent Change 0.50% -5.77% -0.39% -6.85% -4.55% -5.45% -0.98% -4.61% 0.39% -1.27%

cent and -5.5 percent respectively. Dual sports and regular street bikes are down slightly less, dropping by -4.6 percent each. September typically sees reductions in auction activity, prices and volume, but nowhere near these levels. These drop-offs continue a trend that has been going on for the past several months, where auction volume has been lower than normal and, somewhat surprisingly, prices have been as well. The only segments bucking these trends are the ATVs and utility vehicles. They are each up slightly from last month. The increases are only a few dollars in many cases, with the average rise in value versus last month being .5 percent for the ATVs and .4 percent for the utility vehicles. Normally, we would see these units commanding quite a premium this time of year as dealers stock up for the farmers, hunters and outdoorsmen who put these units to heavy use over the next few months, but that has not occurred yet. In a similar seasonal situation to the ATVs and utility vehicles, snowmobiles, which should be picking up in value, are once again down by 1 percent. The arrival of cooler weather should help these units, but in the current market conditions, who knows by how much? To finish up, the personal watercraft segment is down by -1.3 percent, while jet boats are down -.4 percent. t

TECH

Tips

Cyclepedia Press LLC

Provide Service Specifications To Your Techs 

Veteran technicians have the knowledge and experience to perform the operations of day-to-day service jobs in their sleep. If you give a good tech a list of service items and a vehicle he has never seen before, he will be able to work out how to perform the procedures on his own. However, without the service and torque specifications for that particular model, his valuable skills will be wasted. When it comes to service settings and adjustments, a good tech doesn’t want to put it in the ballpark; he wants his work to be done to factory specifications.



Technicians want to work with factory specs.



Engine oil capacity and tire pressure specifications are often printed on a sticker, which is placed on the vehicle for quick reference. Beyond these two specifications, you better have a model-specific service manual or access to a specification guide if you want to get some real service work done. A quick Web search may get you an answer, but do you really want to trust the reputation of your shop to an enthusiast’s forum post? At Cyclepedia.com, we have been working with professional technicians since 2006 to build a specification database that includes capacities, periodic maintenance settings, service and torque specifications. We speak daily with techs at independent service shops and large dealerships alike. This has given us valuable insights into changes taking place in the powersports service industry and the specification sets that professional technicians need most. For instance, over the past year we’ve encountered many shops that have branched out into new service areas. Automotive service centers are following customer demand and moving into powersports repair. Shops that once specialized in certain brands or vehicle types have been forced by a slow economy to open their doors to a wider variety of machines. The service managers and techs know they will need a new set of information to utilize their skills for this new customer base.

 Fluid type and capacity specs have been very popular

with our professional techs. ATV and utility vehicles often require multiple fluid types and capacities. Engine, transmission,

20 October 2013 | Motorcycle & Powersports News



Info stickers will only get you so far.



Some capacities cannot be checked.

with accurate service information makes their work quicker and delivers a better result for the customer. t



Fork oil specs are in high demand.

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

primary drive-case, front differential and rear final drive systems may all take a separate fluid, and they have a specific volume specification for each. Often, non-engine oil fluid levels can’t be checked. These items must be filled with the correct quantity of fluid or you risk damaging the parts, or at least accelerating wear. A veteran technician began working on Polaris ATVs and utility vehicles after many years of servicing Japanese machines. His experience with servicing and repairing ATVs was already there, but he was a rookie in dealing with Polaris fluids. After all, how different could they be? The proprietary Polaris fluids he needed — angle drive fluid, AGL plus gearcase lube, demand drive plus fluid and 2W-50 synthetic engine oil — were all new to him. With access to a specification database, he was able to access the specs he needed to identify the appropriate fluids and capacities required for his customers’ vehicles.



Fork service specs are also in high demand. Fork oil seals fail regularly, and fork oil changes are a common periodic maintenance item. Most forks are very similar for a technician to service. The tech needs to know four things to finish the job: the required fork oil, the fork oil volume, the fork oil level and the associated torque specs. If these specs are not available, the fork may be reassembled but it risks hydro locking, poor damping or dangerous installation with incorrect torque specs. A motorcycle is a motorcycle, a scooter is a scooter, and ATVs and utility vehicles are all variations of a similar mechanical theme. Be it a Suzuki, Harley, KYMCO or Polaris, the designs might be different but the components and service procedures are related. It’s not that hard to figure out how to service related components, but it’s impossible to know the factory specs without a solid resource. Providing your technicians 22 October 2013 | Motorcycle & Powersports News

MotorcyclePowersportsNews.com 22

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Getting the Band Together: The Entwistle Eﬀect

our dealership is like a rock band. Think about this: You need to have the right musicians to make great music (or what I like to call “classic rock”). In addition to writing and recording memorable songs that stand the test of time, there are two primary factors that determine a band’s success: ability and personality. Let’s call it the “Entwistle Effect.” John Entwistle, the original bass player for The Who, played his instrument aggressively. He set free a flurry of rhythmic sounds, called “fills,” that sustained the listener’s attention during breaks in the song’s melody. Entwistle possessed a natural ability to master the art of fills in The Who’s complex music. Yet, despite his musical prowess, Entwistle would have failed miserably in Led Zeppelin, another legendary rock band. Why? Because there was no room for him, musically speaking. Guitarist Jimmy Page handled all the fills, relegating Zeppelin bassist John Paul Jones almost to secondary status. All four members of The Who contributed equally to the music. Entwistle sustained the song, Roger Daltrey’s powerhouse vocals and superb showmanship allowed the band to explode on stage, guitarist Pete Townshend wrote superior songs that matched his confidence in feedback experimentation, and the late maniacal drummer Keith Moon, who often provided comic relief, was just happy to be there pounding on his kit like Animal from The Muppets. While the musical abilities of each member of The Who complemented one another, so too did their musical personalities. Entwistle is arguably one of the most iconic and influential bass players in rock history. He also was one of the quietest and most staid in the business. That made him the perfect fit for a band that already boasted three outsized egos. He never allowed whatever ego he possessed to get in the way of the band’s collaborative process and subsequent success. Four Personality Types When you’re building a band of salespeople, either by hiring new employees or strategizing with the ones you have, you’ll need to consider the strengths and weaknesses of each player. Not everybody can be like John Entwistle — you still need a Daltrey, a Townshend and even a guy like Moon. In short, you need four distinct types of people:

Want to hear more great information about how to get your act together? Go to www.PeakDealershipPerformance.com to hear Mark Rodgers speaking with Roberta Matuson, “The Talent Maximizer.” Find out why Monster, Best Buy and Staples turn to Roberta for advice on maximizing talent, and why you should, too. 24 October 2013 | Motorcycle & Powersports News

Analytical people: These individuals are motivated by data. They want to do things the right way or not at all. They need to plan, examine details and find logical solutions. Under stress, they tend to overanalyze and avoid making decisions or expressing emotions, which can prove fatal when trying to make a sale or collaborate on building an end display. Rather, an analytical person is ideal for a task like ordering inventory.

Amiable people: These individuals are great listeners, they are willing to collaborate, and they thrive in team environments. Colleagues recognize that and turn to their amiable co-workers for support. That good-guy persona, however, can lead to an unwillingness to confront others when conflicts arise, as well as an inability to make decisions and to feelings of being overwhelmed. Position amiable people behind the cash wrap, or put them on a display-building team. Just don’t put them in charge. Drivers: You might want these people in charge, at least most of the time. They are assertive and make decisions quickly, stay goal-oriented, and aren’t afraid to take risks. Drivers also enjoy power, which can create tension within the dealership because of their tendency to become authoritative. That leads to conflict. Drivers can also easily overlook details and make mistakes. Expressive people: These individuals possess upbeat personalities that seek recognition. They motivate others and successfully build alliances. However, there’s a dark side to expressive people: When something or someone upsets them, they get nasty — throwing insults and working up their intensity levels. You can’t have a sales force consisting of all drivers, nor would you want one. Their personalities won’t click with customers who prefer the soft-sell approach and need a lot of time to make buying decisions. Similarly, you don’t need a half-dozen employees who always want to work the cash wrap while only two enjoy building displays. What if no one wants to develop that email marketing strategy you’ve been talking about for weeks? What Kind Of Band Do You Want To Be? Once you’ve identified the strength and weaknesses of your “band mates,” ask yourself how you can help them work side by side to bring out their best abilities and tap into their personalities. Here are five questions to get you started:

1. What style of music are you playing? Straight-ahead, meat-and-potatoes rock ’n’ roll like AC/DC? Or progressive

rock like Rush? In other words, does your dealership cater to the hard-riding road guys who want to customize the heck out of their bikes, love loud pipes and always ride with a wrench in their pocket? On the other hand, do you promote the dealership as a go-to destination for sophisticated social riders, or maybe highperformance types who care as much about engineering as style? The sales staff you have in place should reflect the type of dealership you profess (or desire) to be. Remember, John Entwistle never would have succeeded in Led Zeppelin.

2. Who is your audience? Think about your store location. If the dealership is in the heart of a college city, you’ll want employees who are comfortable around younger riders. Similarly, if you’re in a blue-collar manufacturing area, make sure staff members can relate to the challenges faced by that community of buyers. Same goes for a farming town, a resort area or an urban neighborhood. If your band of sales professionals isn’t able to speak the language of your clientele, the band is going to be booed out

of business. Why play heavy metal at a jazz festival?

3. Are you an arena band, or more of a club act? This question has more to do with energy level than anything else. Can you imagine KISS playing a nightclub? I’m not saying those guys never played clubs, but that’s not where they belong. Do your employees have the stamina to perform a three-and-a-half hour arena concert like Bruce Springsteen or go on an epic threeyear tour as Metallica did in support of its self-titled 1991 disc, better known as “The Black Album?” Alternatively, are you more of a studio band that records a killer record, as so many great bands have done? “But wait, Mark,” I can hear some of you saying. “Are we still talking about selling motorcycles?” Well, substitute “arena concert” with “12-hour days,” “epic tour” with “summer-long sales event” and “killer album” with “major marketing campaign,” and you’ll see what I mean. If your people don’t have that kind of energy, then perhaps you need to refocus your strategy by either replacing one or two members of the band or reworking your stage presence.

4. Who is the most talented member? Most rock bands are organized around the most talented individual. Van Halen had guitarist Eddie Van Halen, Zeppelin had Page, AC/DC had guitarist Angus Young. Ideally, everyone on your staff possesses his or her own talents and contributes to the overall success of the dealership; the foundation of that success likely will lie with one (or maybe two) people. He might be a driver, or she might be the expressive one. Even amiable and analytic people could take the lead. It all depends on what kind of dealership you want to be and for whom. Remember, not everybody needs to be, nor should they be, the leader. Rare is the band, or business, in which everyone is equally gifted. Rush and The Band are two notable exceptions.

5. Are you built to last? I have to raise my 1988 Les Paul Custom to The Rolling Stones, who celebrated 50 years as a band in 2012. That’s longer than I’ve been alive! KISS has been together in some form or another for 40 years, and prog rockers Rush and Yes are still recording and touring after 45 years. Even The Who have continued. Compare The Who’s longevity with bands that barely stuck around for one album and then disappeared without a trace. Ever heard of The Lounge Flounders? Or Hard Meat? How about Farrenheit, which toured as the opening act for Boston in 1987? Do you want to be a dealership that exists for decades, pleasing generations of fans with solid employees who have complementary abilities and personalities? If that’s the goal, you better evaluate your existing staff. Determine its assets and liabilities, and base future hiring decisions on who will fit in with the rest of your band of sales professionals. Then get them to make great music — and sell more motorcycles — together. 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.

26 October 2013 | Motorcycle & Powersports News

WebSAVVY L

inkedIn is a professional network where colleagues and friends, past and present, are motivated to connect online. LinkedIn is considered a professional network, but you may not be utilizing it as a way to grow your business. LinkedIn is better than any other platform for networking. It connects you to more than 50 million affluent, ambitious and influential professionals, and since the relationships within LinkedIn are built upon trusted connections, the likelihood of generating leads from your connections is high. First, let’s look at who uses LinkedIn. Users are affluent, with more than half earning more than $60K per year. 36 percent earn more than $100K (so yes, they can afford your bikes!). The majority of users have a college degree, and users are dedicated, with 25 percent visiting the site at least 30 times a month.

By Heather Blessington

How To Use LinkedIn To Grow Your Business Males utilize the site more than females with a 60/40 ratio, and the age demographic is 25-54, making it ideal for marketing your dealership. Here are the top five ways to use LinkedIn to grow your business: 1. Build your network If you don’t have an account, start one. If you do have an account, start growing it. When you log in to LinkedIn, you will be asked if you want to sync to your email contact list. The answer is yes. This allows you to comb through your entire address book to find your contacts who are already utilizing LinkedIn. You’ll want to add those relevant contacts to your network. Be sure to expand your definition of who should be in your network. Let’s assume you are already sending invites

28 October 2013 | Motorcycle & Powersports News

to individuals you meet at events, conferences, etc. Start thinking about sending invites to friends and social acquaintances — they have networks, too — along with clients, vendors and partners. One major rule — don’t connect with people you don’t know, and believe me, you’ll receive many invites from random people. Think of it as spam when you receive an invite from a stranger; connecting with them waters down your network. You want to be confident that anytime you communicate on LinkedIn, you know who you are talking to, and therefore you are able to be yourself and show your personality as you see fit. 2. Commit to participate LinkedIn will not work for you if you don’t regularly engage with your network by participating in discussions and posting original content relative to your audi-

ence. You should post original content such as information on small business success or industry news. If you have a smartphone, I highly recommend you download the app. I personally don’t find time in my day to log in to LinkedIn, but I often find myself surfing around after hours, because I can pull it up on my phone and spend time reading articles posted by my vast network (I started on LinkedIn when they launched way back in 2003!). 3. Join active groups Join groups that are related to your industry, composed of your target audience, and have active, engaged members. You will know how active a group is by looking at the activity of the members and the dates of the last posts to the group. Start joining the conversation when a topic is of interest to you and then add your viewpoint or expertise when appropriate. Don’t forget that you can also start your own conversations, but remember the cardinal rule — you’re not there to sell your product or service; you are there to help and learn from others. Here is a list of active groups for the powersports industry: • Motorcycle OEM Network http://linkd.in/185SKac This is a private group with more than

10K members. To request membership, click “join”, and your request will be reviewed by the group manager. The community is composed of current and former employees from every major worldwide OEM motorcycle manufacturer and related powersports. • Motorcycle Industry Professionals http://linkd.in/1eMZlf3 This is a group for motorcycle industry professionals. It is for people who work at dealers or at motorcycle industry related companies. It’s a great place to connect and share. • PowerLily http://linkd.in/150xX9b PowerLily is a peer-to-peer network for women in powersports. The group shares employment opportunities, events, information and trending news articles. 4. Advertise The next time you have an event or giant promotion, check out what LinkedIn has to offer in terms of advertising. You can target exactly the audience you want to reach — by industry, company, location, title and much more. One huge advantage LinkedIn has over other social networks is that users are highly encouraged to complete their profiles. As a result, LinkedIn contains accurate, updated and complete information on its users.

Compare this to Facebook, where the user chooses what information to share about him or herself, and many err on the side of caution by providing the minimum required fields. LinkedIn offers display advertising, sponsorships and pay-per-click campaigns starting at $10 per day. For more information, go to http://linkd.in/13SQOix. 5. Recruit new talent Once you’ve built a strong network, be sure to use it! When you have an open position at your dealership, post it publically on LinkedIn and send a personal note to your entire network letting them know about the job opening. Many employers rely on LinkedIn as a primary recruiting tool, so be sure to check out the jobs section of LinkedIn at http://linkd.in/11w5oye. There you have it! You are ready to log on and get rolling. I’ll leave you with this warning: you may find engaging on LinkedIn to be fun. Imagine that. Work and play, all rolled up into one. 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 29

Finance Insurance

By Steve Dodds II

Six Simple Things That Are Worth Money In Your Pocket

eeping in mind that F&I is a sales job, your customer is ultimately your most valuable asset. Here are six small things you can do to close more deals. Save Some Information For Later When you explain your products, it’s important to only talk about the key points and keep the rest of the information to yourself. Some customers don’t need all the details to say yes. Human nature dictates that if a customer is confused, they tend to buy nothing out of the fear of buying something they don’t need. Don’t overload them. Keep it simple. If you tell the customer every single thing upfront about what the program offers them and they say no, what else is there to talk about? Nothing! Your only options are to give up or to repeat yourself. If you repeat yourself, you come across as not being able to remember what you said or you come off as someone who thinks the customer needs things repeated because they aren’t smart enough to understand the first time around. Neither is good for business. Use The Information You Held Back For Your Second and Third Swings When do you tell the customer, for example, that your GAP program also gives them as much as $1,000 toward their next bike? Only tell customers after they have said no. This gives you an easy way to go back to the product without repeating yourself, and you have a chance of still selling it. Know When To Shut Up Have you ever seen a salesperson talk himself out of a sale? You are trying to avoid the F&I equivalent. You should

present your programs in a simple and clear manner, ask for the sale and then shut up. If you do not stop talking and give the customer a chance to buy from you, you will lose sales. Know The Difference Between Selling And Disclosing Remember: F&I is a sales job. Make sure that you know the difference between benefits and disclosure items. When you go over the menu, you want to talk about the benefits — what is covered under the service contract, what GAP covers or how much money the customer saves on their maintenance with your plan. There will be plenty of time to tell the customer what is not covered by the warranty — that it has a deductible or that the tire and wheel coverage only covers them for things they hit between the yellow lines. This should be done as a disclosure when you get to the product contracts not when you’re discussing the menu. Stay With The Process As Long As It Works If you ever have to choose between sticking with your store process and making the customer mad or bending to give them what they want, you should always choose to bend and give the customer what they want. A mad customer will not buy from you, but one who possibly has information you don’t want them to have at that point in the process still might. No process works with 100 percent of the customers. This is why you have to be a salesperson in the finance office. Defer To A Higher Power You don’t need to be the decision maker. Before you check with the sales manager,

30 October 2013 | Motorcycle & Powersports News

bank or your general manager, get the customer to agree to do something that you know the decision maker is willing to do and something that you know you can do. That’s much more effective than telling a customer what you will do for them and hoping that decision makers will. For example, if you have a customer who is balking about the interest rate you are showing them and you know you added two points to the rate, take this path: “If I could save you a point or two on your rate, would that make you happy?” If they agree that it would, then you “make a call to the bank” and get confirmation that you can do that. This makes you the hero for helping them out. If you tell them that you can drop the rate two points and do not defer to a higher power, then you become the person who tried to rip them off. These are small things, but big change is really just a series of small things. Happy selling! t

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

THE

Service

MANAGER

By C.R. Gittere

Speed Up Your Techs, Spend Money In The Service Department

hen I visit a shop for a first-time consultation, I pull a few reports from the storeâ&#x20AC;&#x2122;s DMS. One of the first reports I look for is technician proficiency and if the technicians have had any unapplied labor. In the simplest of terms, proficiency is the number of hours a technician billed divided by the number of hours you paid the technician to be there. If the technician has less than a 100 percent proficiency rating, then there is some unapplied labor. If there is unapplied labor, that means the technician is not producing your shop any revenue during those unapplied labor hours. If you have not been measuring your techs, you can get a rough glimpse of this by looking at the total labor dollars billed out on every repair order that a technician has finished. Divide

32 October 2013 | Motorcycle & Powersports News

the total dollars billed by your hourly labor rate, and you will get the number of hours your technician billed. Please keep in mind that proficiency is much different than efficiency. A technician can control many variables in their efficiency, but it is much more difficult for a technician to control their proficiency. Things That Affect Proficiency: â&#x20AC;˘ Does the technician have to spend a bunch of time looking for the next unit to work on? â&#x20AC;˘ Does the technician spend time talking with customers because the service writer has not written up a proper repair order?

• Does the technician spend too much time at the parts counter waiting to pick up parts? • Is there enough work in the shop to keep all the technicians busy? • Do your technicians spend too much time on breaks chatting amongst themselves and disturbing techs who are working? Let’s do a little math. If you can eliminate small distractions and speed up your tech’s proficiency by a half-hour a day, then that will translate into approximately $42.50 per day in extra billing based on an $85 per hour labor rate. While that might not seem significant, multiply that by 20 days per month, and you get $850 per month. That $850 per month is half the salary you need to pay for a lot technician. Once you start to look at a technician’s proficiency, you can begin to drill down further and measure their efficiency by having them clock in and out on every job. Technician efficiency is how much time you billed the customer divided by how much time it took the tech. Technicians really can control much of their efficiency, but there are a couple of things that stand out that you can do to help them. Things like: • Having the proper lifts for SxSs and ATVs. These vehicles are getting bigger, so you need to give your techs the right lifts. • Having good, workable shop tools like tire machines, grinders, bead seaters, etc.

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.

Many times, I hear from a service manager that the owner does not want to spend any money in the service department. In that same facility, the owner spends tons of money advertising their business to sell new units, and spends hundreds of dollars a month for software in the sales and parts department. I then ask the same owner who his highest paid employees are, and they mention their top techs are some of the highest earners. I always get a curious look when I suggest spending a few dollars to speed up his highest cost employees. The more you speed up your highest cost employees, the more revenue they can generate and therefore more profit. The math is startling. As a rule, if you spend $300 a month in service department upgrades and those simple little things speed up a tech just .2 hours on half of the shop’s repair orders, you will see a significant increase in dollars billed. If your shop does 150 repair orders per month, and you see a .2 increase in efficiency on half of them, that translates into the potential to bill another $1,275 per month based on $85 per hour. The net gain is $975, and that’s enough to cover the other half of the money you need to pay a lot technician. The more efficient your techs are, the more revenue they can generate. Once you have enough revenue to pay for a lot tech, your department can use those resources to aid the techs in becoming more efficient. It’s a snowball effect, so start with the small things and measure your success. Over time, you will see the benefits of measuring your team and watching what they do. t MotorcyclePowersportsNews.com 33

PWC UPDATE Kawasaki Unveils More Powerful, More FeatureRich Ultras

awasaki chief marketing and sales officer Richard Beattie wasted no time in making the company’s intentions clear during the brand’s recent San Diego dealer meeting. “Ignore the rumors,” he said. “Kawasaki is committed to PWC.” While rumors of the brand’s departure from the market were indeed off the mark, so too were the hints of something radically new for 2014. Instead, Kawasaki chose to once again build on its proven strengths, bringing back both the existing STX-15F and Ultra LX, and tweaking the rest of the Ultra line both in terms of horsepower and amenities. Away from a product focus, the brand also offered hope to dealers saddled with existing inventory, unveiling off-season stocking and interest support programs. As to the aforementioned new models, all will feature a refreshed version of Kawasaki’s 1,498cc supercharged engine. Given that Kawasaki already laid claim to the highest horsepower offering in the PWC market (and would likely keep that distinction, barring any last-minute surprise challenge from Sea-Doo), one journalist on hand joked that the brand’s minimal 300-to-310 horsepower increase is almost like “spiking the football.” That increase, however, was likely not so much a goal as it was the result of numerous tweaks to the Ultra engine, most of which was done in an effort to produce a more durable and reliable product. A vague explanation is that efforts were made to reduce friction. Specific improvements include a reshaping of the plastic intake manifold to a slimmer and longer profile in order to increase low-to-midrange power, a higher volume fuel pump to both increase power and increase fuel efficiency, and revisions to the fuel-economy mode that are said to significantly

increase the engine’s range for longdistance touring. As to changes that should enhance reliability, most notable is a new, cast piston design featuring a V-shaped groove on the second ring for more consistent oil retention at high loads. An additional oil jet has also been added per piston to increase piston cooling. To prevent oil from accumulating on one side of the pan during tight turns or abrupt acceleration, Kawasaki has added additional baffles in the

oil pan. The crankcase itself also features larger return holes to allow for easier oil return to the pan. Remaining changes include thicker water jackets for better cooling, a check valve in the cooling system to prevent overcooling and a knock sensor to suppress abnormal combustion that triggers a warning on the instrument panel. Four variations of the Ultra feature the new engine. The Ultra 310X receives a new impeller, improved instrumentation, upgraded mirrors and redesigned aft handrail. The Ultra 310 SE gets edgier graphics,

34 October 2013 | Motorcycle & Powersports News

along with a new, narrower seat — which won’t push riders’ thighs as wide in the mid-section — and redesigned, pistol-style grips. The Ultra 310R received race-inspired treatment with a slimmer and more aggres-

sive seat, a motocross-style, electro-plated stainless steel handlebar with crossbar pad, and handlebar mounts that make up to 12 different height-and-reach combinations possible. Then there’s the newly envisioned Ultra 310 LX. In a rather surprising move for the company, the craft actually features an onboard audio system, with speakers mounted below the mirrors and a controller built into the handlebar pad. Mounted into the glove box are accommodations for an iPhone or iPad in a waterproof pouch; a similar waterproof option is offered for a USB memory stick. The LX also gets what Kawasaki is calling a “heat-resistant” seat cover. The craft’s price raised a few eyebrows, particularly in light of Beattie’s statements that Kawasaki would no longer be a “discounted” brand. At $17,999, it holds the distinction of being the highest-priced PWC currently on the market. t

DESTINATION

Dealership By Margie Siegal

urrieta is a town in Southern California, southeast of Los Angeles and just down the road from the fabled Lake Elsinore Motorsports Park. Recreational opportunities abound in this area — in addition to motocross, the nearby lakes invite personal watercraft, and the neighboring desert lures off-road enthusiasts. The mountains to the north challenge sport bike riders. This may sound like dealership heaven, but there are challenges: the population is spread out, and with so many opportunities to choose from, a dealer could be run ragged trying to cater to each and every customer group. Temecula Motorsports, based in Murrieta, copes by being organized, having the right people in the 36 October 2013 | Motorcycle & Powersports News

right places, and by successfully implementing some innovative business ideas. The dealership has won high praise for both above average sales and exceptional customer service. The dealership opened its doors 20 years ago, and Jerome Gilding and Phil Acton purchased it in 2008. “They came in with a new marketing strategy,” says Codi Hinkley-Greene, marketing director and events coordinator at Temecula Motorsports. “They wanted to cater to all aspects of the motorsports market, from dirt bikes to watercraft, and both on- and off-road vehicles.” Temecula Motorsports sells Honda, Suzuki, Yamaha, Kawasaki, Can-Am, Polaris, Spyder and Victory motorcycles, as well as Bombardier, Sea-Doo and Honda power equipment. Temecula is extremely organized; for example, all the cruisers are in one area, subdivided by the brand, and further subdivided by the engine size. Quads are in a different area, and the commercial 4-wheelers are separated from the recreational and racing quads. This makes it very easy for customers to find exactly what they want, despite the size of the store and the number of different types of products on display. One employee is charged with greeting each customer as they come in the door. “It is very important to the owners that every person who walks in is greeted,” says Hinkley-Greene.

The dealership not only sells retail, but also sells to wholesale accounts and has an extensive mail-order business. Most brick and mortar businesses struggle with the lure of Internet sales, but Temecula takes the market head on, beating the Internetonly retailers at their own game. The dealership offers to meet any validly advertised price, and offers free mail-order sales as a way to cope with the large sales territory and spread out population. It is much easier for many customers to have parts, accessories and clothing delivered than it is for them to drive long distances to the dealership. The wholesale side of the business allows Temecula to sell JE pistons and other parts to race teams and other custom businesses. Marketing at Temecula is, like the dealership itself, carefully planned out. An important aspect of Temecula marketing is outreach to people who are not currently involved in motorsports, or, if they are riders, are not current customers of the dealership. The biggest event of the year is the autograph party, which features top National motocross stars. “This is a multibrand event,” says Hinkley-Greene. “The Oakley and Red Bull teams and many others come. We get 800 to 1,000 people, and 50 to 75 percent of the people who come are not current customers.” Temecula runs promotions at the nearby Marine base, Camp Pendleton, encouraging the troops to learn to ride and then visit the dealership. The business has good contacts with the many international groups who come to the area to ride motocross. “We have people from Ireland, Germany, Australia and other countries coming here to ride. We provide them with a shopping experience to complement their riding experience,” says Hinkley-Greene. Kids in the Murrieta area don’t get to

see much snow. Temecula Motorsports brings in a snow machine to accompany Santa Claus at the Black Friday event every year. The snow piled in front of the store brings in many new customers, who see the snow as they drive by and stop to check it out. Other events include demo tours by the OEMs, bike nights and contests posted on the dealership’s Facebook page and website. With motocross and off-road racing being an important part of local sports, Temecula sponsors motocrossers in junior, adult and vintage events, as well as competitors in quad racing and desert events. Marketing doesn’t end when a customer visits the store. After a customer makes a purchase, employees are instructed to follow up, making sure that the customer is happy with their selection and that all questions are answered. The challenge for Temecula’s website, which mirrors the challenge presented by the large physical location, is how to organize and present the numerous brands, aftermarket accessories, safety gear, and clothing and services offered by the dealership. Although the website presents many different pages, it loads quickly and is easy to navigate. The link to the online store is right on the home page. A parts finder is available, as are credit applications and an online order form. There is a separate page for the used motorcycle selection, and each used bike is posted online with out-thedoor prices. In addition to its own website, Temecula maintains an eBay store for outdated items. Temecula believes that it still has room to grow, and plans to continue to grow its customer base through family-oriented events. The dealership is planning barbecues and is establishing a riding group. As Hinkley-Greene says, “We are expanding from the fundamentals already established.” t MotorcyclePowersportsNews.com 37

By xxx

hile it’s safe to say that Cardo Systems Inc. is an industry leader in the motorcycle Bluetooth communications market, the company wasn’t always interested in motorcycles. Established in 2001, Cardo originally focused on the personal communications business. “In 2005, we saw a need for personal headsets for motorcyclists, and in 2006 we released some of the first motorcycle systems,” said Jamie Cheek, director of sales, North America. The company now exclusively focuses on the powersports industry, and was the first on the market to successfully implement Bluetooth-to-Bluetooth communication up to a mile in distance. Cheek says the company recognizes a need for Bluetooth communications across all powersports segments — from touring aficionados to off-roaders to UTV riders. In order to cater to virtually every type of rider, Cardo currently offers several versions of its headsets: Q1 TeamSet: Features include Bluetooth stereo music sharing, a built-in FM radio, wireless passenger-to-driver communication and software upgrade by mini USB port. MSRP: $259

38 October 2013 | Motorcycle & Powersports News

Q3 Single and MultiSet: Includes everything from the Q1 plus enables users to go bike-to-bike up to a half mile in distance. Other features include interchangeable speakers and boom mic. G9 Single and PowerSet: The most technologically advanced product from Cardo features bike-to-bike communication up to a half-mile and the capability to connect up to nine riders at a time through advanced speech recognition. Riders can also control music by voice command. The G9 also includes its own social network called the Cardo Community, which allows riders to become friends with other G9 users across the U.S. A rider can register his unit on the online community, search for fellow community members and then download them to his unit. The rider will then be automatically paired with these friends and can choose to communicate with them

by voice command the next time they ride together. All Cardo products are designed for helmet use and come with every type of mounting bracket for each type of helmet. This fall, the G9 versions will also be offered for snowmobile riders. By purchasing a Cardo product, riders gain a significant advantage in multiple areas, according to Cheek. They’re able to seamlessly communicate with their passengers and listen to and share music, making long rides more enjoyable for all parties involved. But perhaps the biggest gain is in the arena of safety. “I’ve heard so many people say ‘Hey, your units have saved my life,’” said Cheek. “For example, maybe they’d been going around an overpass and saw a deer and told the guy behind them. They both could immediately react versus not being able to communicate.” The company can’t tell us what’s on

tap next, but judging by their work thus far, we can expect it to be big. Cardo will be showcasing its array of products at the inaugural AIMExpo with a particular focus on its newest product, the Q3. “Hopefully it’s a good show” said Cheek. “Most dealers and consumers are pretty familiar with our products. It’s more educational; it’s showing what we do. The G9 takes some education and understanding of how it works, so we look forward to shows like this just to show off what all it can do because nothing in the industry compares to it.” t

MotorcyclePowersportsNews.com 39

By Alisa Clickenger

here is a growing trend in the American marketplace towards promoting neighborhood economies and keeping businesses local. Most of the motorcycle aftermarket companies focusing on manufacturing products in the U.S.A. cite benefits ranging from increased quality control to being able to implement design changes faster. Making product in the U.S.A. also helps some companies produce in smaller quantities, thereby being able to offer a broader range of products rather than investing great amounts of capital into narrow product lines. “Keeping products domestic allows us to be quicker to market,” says Laura Klock, VP of Klock Werks Kustom Cycles. “We design in-house, completing all of the R&D and fitment close, and are then able to provide drawings and prototypes right to the manufacturer, often with a face-to-face visit to their facility.” Face-to-face is an important part of keeping it local. Companies can directly view the type of facility they work with, and can choose to work with manufacturers whose facilities align with values they think are important, such as environmentally-friendly practices, shop cleanliness and efficiency, among other values. As Craig Johnson of CJ Designs says, “We design and manufacture our products either in-house or at a local manufacturer. Therefore, I can be directly involved in the manufacturing of each product. It’s much more time consuming to offer lower-quality products and have to do damage control afterwards than doing good quality control on the front end.”

40 October 2013 | Motorcycle & Powersports News

Made in the U.S.A. is not just good for the motorcycle aftermarket companies. The national manufacturing infrastructure benefits everyone by supplying jobs, creating demand for products, and even enhancing business for local transportation companies. “It is surprising how many consumers do not realize how much “Made in the U.S.A.” affects our nation’s economy, not just the specific company that is selling the good,” says Black Dog Cycle Works’ Kurt Forgét. “It has far reaching benefits including raw materials, manufacturing machines, transportation, supplies, and all the ancillary services and personnel. We feel that keeping a manufacturing base in the U.S. is vital for a healthy economy in the long term.” Here in our own industry many motorcycle aftermarket companies are not just using “Made in the U.S.A.” as a motto, but making it a successful business philosophy. Here, we’ll introduce you to some of those dedicated manufacturers.

Black Dog Cycle Works (BDCW) Kurt and Martha Forgét created Black Dog Cycle Works to feed their love of adventure riding. BDCW is based in Sandpoint, Idaho, the ideal proving ground for their products, and the company hires craftsmen and craftswomen from the local community who care about their work and work to continually wow their customers with superior workmanship. That’s why all of BDCW’s own products, and the ones that they distribute, are proudly made in the U.S.A. www.BlackDogCW.com

42 October 2013 | Motorcycle & Powersports News

IMS Products IMS Products was founded in 1976 by dirt track racer CH Wheat. In 1995, Wheat was joined by fellow off-road racer Scott Wright. IMS distributes worldwide but stays true to its Southern California roots by giving back to the off-road community and donating to organizations like Ride Down. "We are a small family owned company trying to make a good solid part," says Scott Wright. www.imsproducts.com

Giant Loop

CJ Designs LLC

Giant Loop began in 2008 with the hope of opening up new possibilities for riders to explore the "magnificent planet." The company started by selling a single saddlebag available only online. Now, Giant Loop strives to reach the world's community of riders with their award-winning, innovative, Made In the U.S.A. luggage. www.giantloopmoto.com

CJ Designs, founded in 2008 by Craig Johnson, designs, manufactures, endorses and sells parts that have been thoroughly tested by Craig himself who travels the Midwest extensively, mainly on trails in Wisconsin and Michigan. The company not only stamps a â&#x20AC;&#x153;Made In the U.S.â&#x20AC;? stamp on everything they do, but they also test and adventure across the U.S. www.cjdesignsllc.com

44 October 2013 | Motorcycle & Powersports News

aka Lady Road Dog

Jesse Luggage, in their 20th year manufacturing and growing, takes pride in their handmade products. To them, manufacturing in-house allows complete control over quality and keeps costs down. When you call Jesse Luggage, you talk to someone who has had their hands on the aluminum luggage and touring accessories that they make. www.jesseluggage.com

Joan Krenning,

Jesse Luggage Systems

oan Krenning, aka Lady Road Dog, has embarked on a three-year, multi-state ride throughout the United States on her 2013 Harley-Davidson Street Glide to promote the â&#x20AC;&#x153;Made in Americaâ&#x20AC;? theme. An inspiring lady with a colorful past, Krenning has been in the motorcycle industry for more than 20 years. She owns Design Wraps, a custom head wrap company that makes biker hats, skull caps, rhinestone bandanas, do-rags, construction head wraps, chemotherapy wraps and hats for cancer and hair loss patients. Follow her travels on her website at www.ladyroaddog.com.

MotorcyclePowersportsNews.com 45

Rick Mayer Cycle Rick Mayer Cycle handcrafts saddles for a custom-fit. "If it's molded, it's not handmade," says Rick who lists his own email address on the site and encourages anyone to reach out to him if they have questions. Each of Rick's saddles are hand crafted for an individual fit and the covers are sewn by Rick himself. Because of that, no two saddles are exactly alike. www.rickmayercycle.com

Klock Werks Kustom Cycles You may have heard a little about the Klock family and the recordbreaking Klock Werks racing team. They are currently located just four hours east of Sturgis, at the home of the Worldâ&#x20AC;&#x2122;s Only Corn Palace, Mitchell, S.D. Not only does the company break records, they develop parts from sheet metal stamped from real steel, all made and tested in the U.S.A. "We make it quality, you make it Kustom," is Klock Werks' motto and they aim to provide riders with better parts, not to just flood the market. www.kustomcycles.com

46 October 2013 | Motorcycle & Powersports News

Trailmaster Adventure Gear Trailmaster Adventures was born out of Rob Wattâ&#x20AC;&#x2122;s love for adventure riding. At first, the company was just a name that Watt put on shirts and hats to share with friends, but Watt soon recognized a need to have more space to carry things like cameras, iPhones, snacks and personal items. Now, Trailmaster Adventures designs and manufactures bags that fit in the hole of the crash bars to store those items. www.TmAdvGear.com

Roaring Toyz Roaring Toyz was founded by AMA racer Robert Fisher. All Roaring Toyz parts are precision engineered in-house and extensively tested for exceptional durability and excellent fit. For more than a decade, Roaring Toyz has been a leader in the world of custom motorcycles, building parts that define quality and the cutting edge of style. www.roaringtoyz.com

Ride Wright Wheels Ridewright Wheels is the premiere outfitter for Americanmade custom spoke or wire motorcycle wheels and billet mag wheels. Ridewright Wheels is also a proud supporter of military heroes and partners with "Warrior Chopper," a project that helps recovering combat veterans build their own custom bikes as vocational therapy. www.ridewrightwheels.com

Works Performance Products, Inc. In 1973, Works Performance Products began producing unique off-road shocks with a revolutionary damping system. Each Works shock is built to order based on riders weight, specific length requirements, chassis geometry and intended use. The company has no "one-size-fits-all" shock and for over three decades, that's been the Works philosophy: shocks custom-built to order. www.worksperformance.com

MotorcyclePowersportsNews.com 47

Technology continues to evolve at a staggering clip. Service providers in the powersports space continue to improve and evolve their products. Is your current technology platform working as efficiently for your dealership as it should be? We've rounded up the top service providers in the industry. Take a look at what they have to offer, and assess if your DMS is delivering!

DMS Solutions LightspeedEVO

ADP Lightspeed ADP Lightspeed utilizes the latest technology in its development processes to provide the best possible user experience, according to the company. Many of the companyâ&#x20AC;&#x2122;s associates have previously worked in dealerships or other industry roles, and its reps will sit down in person with you to review your business practices and processes to identify ways to improve your operations. A variety of online demos are available as well. ------------

For More Info: www.adp.com

48 October 2013 | Motorcycle & Powersports News

Lizzy/merX

nizeX Lizzy is completely Web-based, so dealers can access their data from anywhere and on any browser, including tablets and smartphones. From mobile service work to checking up on the dealership while traveling, you’ll always have complete access to your data when you need it. Your data is also completely encrypted and protected 24/7, without the need for manual backups. nizeX has also released merX, the industry’s first open-source, free integration software. merX is free for vendors, and any BMS provider may also use it to integrate with supporting manufacturers at no cost. ------------

For More Info: www.nizex.com

Guide DX1

Dominion Powersports Solutions DX1 is a first-in-class, cloud-based software that handles management of inventory, sales, websites, marketing, customer relationships and accounting functions. The operating platform features a single sign-on entry point that enables one-click access to all business applications. It offers real-time updates to inventory pricing and metrics, along with key financial information. ------------

For More Info: www.dominionpowersports.com

CommanderNE

MIC Systems and Software, Inc. CommanderNE is an affordable server/client based solution running on Windows 7 and 8, and is both 32- and 64-bit compatible. It’s interfaced with Quickbooks, HLSM, Partsmart, PartsmanagerPro, Service Manager Pro, Honda IN and many more. ------------

For More Info: www.commanderne.com

MotorcyclePowersportsNews.com 49

DMS Solutions Guide

Counterman Dealer Management System Santa Maria Software, Inc. Counterman is a Windows-integrated DMS that allows users to choose form up to 100 different vendor/supplier price books to have retail prices and costs at their fingertips. Some OEM price books are available for non-franchise dealers, which included retail prices only. Price books are constantly updated with quarterly updates mailed to current users on CD, in addition to immediate online availability. ------------

For More Info: www.counterman.net

SchedulePower

MotoAdvisor SchedulePower masterfully displays everything the counter team needs to manage their complex needs. New email service reminders notify customers of their first and future services. SchedulePower also simplifies life with integrated online scheduling that saves time and hassle, appointment reminders that reduce noshows, and many other features that keep customer promises. ------------

For More Info: www.motoadvisor.com

ABILITY DMS

Adam Systems ABILITY now features its Xcelerate cloud services platform, which allows clients to access their applications from any Internet enabled device 24/7. It delivers greater uptime, enhanced security features, reduced network management and top-flight technical support, according to the company. ABILITY is a totally integrated suite of Windows-based software that includes CRM, major unit sales and inventory, F&I, accounting, payroll, and service and parts operations. ------------

For More Info: www.abilitydms.com

BiT DMS

BiT Dealership Software In this day and age, a DMS with mobile access to your inventory and prospects is key. This cloudbased system doesnâ&#x20AC;&#x2122;t charge any initial fee and offers the first 60 days free to the user. After the first two months, fees are charged as low as $79 per month, and BiT doesnâ&#x20AC;&#x2122;t charge for price file updates. ------------

For More Info: www.bitdms.com

50 October 2013 | Motorcycle & Powersports News

VX-PRO3

Arai The Pro3 features Arai’s Emergency Release Cheek Pad System, which allows the helmet to be easily removed from an injured rider by trained emergency personnel. The helmet’s shell is rounded instead of ridged, which, along with the rounded chin bar, reduces its chance of digging in and twisting in a spill. Other features include diffusing ventilation technology throughout and a new “Nitrous” graphic. This helmet comes in sizes XS-XXL. Solids retail at $559.95, while graphics ring in at $689.95. ------------

For More Info: www.araiamericas.com

52 October 2013 | Motorcycle & Powersports News

MustStock Lid List Each season the top helmet manufacturers unveil a new crop of technologically advanced helmets, and the 2014 class of lids is no exception. They're lighter, more aerodynamic, offer better ventilation and with racer replicas and flashy colorways, they're sure to turn heads!

Evolve Helmet

Answer Racing Featuring an aerodynamic, poly-carbonate shell exclusive to Answer Racing, the Evolve helmet has oversized front and rear vent ports intertwined into its unique design to increase airflow throughout the helmet for heat management and additional comfort. The custom nose guard and mouth vent also increase airflow throughout the helmet and provide maximum roost protection. Additional features of the helmet include an adjustable visor for preffered height position; removable, washable and replaceable comfort fit head liner/cheek pads with moisture wicking fabrics; and an enhanced frontal ridge design to ensure protection and energy reduction to help diminish forces from side and frontal impacts. The Evolve helmet meets and exceeds Snell 2010, DOT, ECE, AS and SG. The retail price is $149.95, and the co-branded Rockstar and Skullcandy model retails for $169.95. ------------

For More Info: www.answerracing.com

VFX-W Krack TC-2

SHOEI This Snell-approved helmet features an AIM+ shell construction and duallayer EPS liner. Other features include an emergency quick-release system, V-430 “sleek” visor, 3-D Max-Dry liner system and a “sleek” mouthpiece. It comes with a five-year warranty and retails at $613.99. ------------

For More Info: www.helmethouse.com

MotorcyclePowersportsNews.com 53

FX-17

AFX The AFX-17 helmet is labeled as lightweight and structurally sound due to its poly-alloy plastic construction, and it also offers eleven points of ventilation, with chin, side, rear and forehead vents. The helmet includes both removable and washable cheek pads, a hypoallergenic liner and a removable vented visor. Additionally, the helmet offers extra space in the ear cavity for riders to place speakers. The AFX FX-17 features three new graphics: the Inferno, the Factor and the Gear that are extremely durable from the helmet’s protective clear-coat finish; however, there are more color options available. The helmet is available in sizes XS-3XL. The manufacturer’s suggested retail price is $89.95. ------------

For more info: www.afxhelmets.com

Three.4 Helmet

FLY Racing The poly-alloy shell construction of the Three.4 helmet provides for a strong lightweight core. The helmet is also fastened with durable, lightweight machined aluminum screws and stainless steel D-rings and rivets that ensure strength and longevity. Equipped with twelve intake and six exhaust vents to form a multi-port air induction cooling system, the Three.4 helmet allows for massive airflow with both the cooling system and the Expanded Polystyrene and comfort liner channels that are intertwined in the helmet’s design. To guarantee more comfort for riders, the helmet also contains a quick-release washable comfort liner and cheek pads along with a removable nose guard, which assists in keeping debris away from the riders’ nose. The retail price is $159.95. ------------

For More Info: www.flyracing.com

54 October 2013 | Motorcycle & Powersports News

GM76X

Gmax Helmet, Inc. The Gmax GM76 features a lightweight DOTapproved thermo-plastic modern shell design and 17 vents for maximum airflow. A plush removable and washable interior allows for an adjustable fit, and the large eyeport accepts most goggles and has an integrated â&#x20AC;&#x153;Roost Reflector.â&#x20AC;? Two shell sizes and three styro sizes allows the helmet to comfortable fit a variety of riders. It retails at $99.95. ------------

For More info: www.gmaxhelmet.com

Stealth Flyte

Vega Helmets The dual-certified Stealth Flyte features a radical new shell and advanced venting system. High-volume forehead intake vents and rear multi-port exhausts maximize airflow to the interior. The removable, washable liner is made with a combination of honeycomb material and Coolmax fabric to efficiently wick away moisture. Liner cheekpads are also removable. This helmet comes in sizes XS-2XL in solids and graphics. It retails starting at $129.99 ------------

For More Info: www.vegahelmet.com

56 October 2013 | Motorcycle & Powersports News

MAV-1 Helmet

MSR Composed of a lightweight, precision molded polycarbonate shell, the MSR MAV-1’s core is intertwined with molded-in dome ribbing for increased structural integrity. The comfortable, color-matched “quick snap” liner and cheek pads incorporated into the helmet’s design are easily removable and washable. Air inlets and dual-molded exhaust ports ensure airflow through the shell’s interior, providing comfort to you riders. Also, the addition of the hi-air velocity chin vent with a dirt filtering synthetic and metal mesh screen creates more airflow throughout the helmet but also protects riders from flying debris. The MSR MAV-1 is Snell 2010 and DOT certified. The retail price is $149.95. ------------

For More Info: www.msrmx.com

RX4 Helmet

Fulmer Helmets Incorporating a new ultra-light polycarbonate design, the RX4 helmet integrates a low-pressure exhaust airflow system and a moisture wicking pillow soft interior to provide extra comfort to your riders. Also ensuring comfort to riders are the padded D-ring retention system, padded chin bar, and extended temple and Jaw EPS. However, what is really unique about the RX4 is that it is one of the lightest helmets under $600, weighing in at only 1250g. DOT and ECE 22.05 certified, the RX4 features Strike graphics in eight colors, but also comes in flat black without the graphics. The helmet is available in sizes XS2XL.The manufacturer’s suggested retail price is $119.95. ------------

For More Info: www.fulmerhelmets.com

MotorcyclePowersportsNews.com 57

AX-8 EVO Q CODE

AGV USA The Super Super Light (SSL) fiberglass-Kevlar-Carbon constructed AX-8 EVO Q CODE helmet includes fully removable and washable interior padding in breathable Dry Lex with hygienic treatment. The helmet comes in three different shell sizes complete with SSL layering as well. Additionally, AGVâ&#x20AC;&#x2122;s patented adjustable peak system is featured in the AX-8 EVO Q CODEâ&#x20AC;&#x2122;s unique, vibrant design. Another component of the helmet is an integrated ventilation system with a wide channel placed directly in the shell of the helmet for enhanced airflow and an improved aerodynamic penetration. In total, there are five front air vents, two lateral air intake and two rear extractors inside of the helmet to offer the proper amount of airflow to riders. The helmet is DOT and ECE 22.05 certified, and the retail price is $399.95. ------------

For More Info: www.agv.com

Zoan Synchrony MX Helmet

Marshall Distributing This helmet meets or exceeds DOT and ECE requirements. The thermoplastic composite construction offers a lightweight yet durable design, while a combination of 10 intake and exhaust vents enhance air movement. The interior features an advanced EPS in the head, cheeks and frontal areas, and the removable comfort liner and cheek pads allow for easy cleaning and washing. ------------

For More Info: www.marshalldistributing.com

58 October 2013 | Motorcycle & Powersports News

Moto-9 Carbon

Bell Helmets Utilizing an Ultra-light TriMatrix Composite Shell, the Moto-9 Carbon helmet incorporates a magnefusion emergency release system along with a magnefusion magnetic strap keeper into its design. The helmet features velocity flow ventilation to provide steady airflow and a flying bridge visor with QuickFlip screws that allow for easy adjustments. Other advancements in the MX helmet include an EPS-lined chinbar and a padded chinstrap with D-ring closure to ensure comfort and safety for riders. Also implemented in the Moto-9 Carbon’s design are an integrated roost guard, providing deflection, and an X-Static extended wear interior. The retail price is $549.95. ------------

For More Info: www.bellhelmets.com

Rush Taiga Helmet

Zox Helmets Containing a shell made from injected thermoplastic resin, the Rush Taiga off road helmet features a unique design with a Hydrostatic and bacteriophobic treated interior that is optimized, removable and washable. A high integrity chin bar equipped with EPS is incorporated into the helmet’s design for additional security and more impact resistance. Integrated ducts that direct airflow through the helmet are also included in the helmet’s composition as well as rear air extractors and comfort padding, which lines the interior. The Rush Taiga helmet is DOT and ECE certified and is available in two different shell sizes. ------------

For More Info: www.zoxhelmets.com

MotorcyclePowersportsNews.com 59

RSD Clarity Derby Covers

Drag Specialties Clarity Derby Covers give your rider the opportunity to view their bike’s internal primary components while on the go. They’re available in three styles: Contrast Cut, Chrome and Black Ops. Each style is CNC machined from billet aluminum, and hardware and gasket are included with each cover. They fit ’04’13 XL models and ring in at $219.95 apiece. ------------

For More Info: www.dragspecialties.com

60 October 2013 | Motorcycle & Powersports News

MotoZen Levers

BestemUSA These levers, which come in multiple colors, are CNC machined from 6061-T6 aluminum and feature all stainless steel hardware. A six-position dial offers top-notch precision, while a foldable design reduces breakage in tip-over situations. The leverâ&#x20AC;&#x2122;s expendable tip can go from full length to shorty or anywhere in between. ------------

For More Info: www.bestemUSA.com

MotorcyclePowersportsNews.com 61

billet Caddy Deluxe Universal Phone Mount

Leader Motorcycle Accessories The eCaddy Deluxe now has a new and improved cradle that features open side arms for easier button accessibility, a soft, no-slip plate for better grip, and slideable feet to adjust for power or other plugs/buttons. It works with almost any phone with or without a case, and also works with iPod/MP3 players. It retails starting at $84.99. ------------

For More Info: www.leadermotorcycle.com

Stubby Chubby Springer Risers

Wild 1, Inc. These 2-inch tall risers were designed for a low-profile look. Theyâ&#x20AC;&#x2122;re available in show chrome or satin black and only work on factory Softail springer front ends. The retail price is $225.95. ------------

For More Info: www.wild1inc.com

62 October 2013 | Motorcycle & Powersports News

accessories

Axle Side Mounts

Badlands Motorcycle Products These mounting brackets offer riders a space to hang their license plates. They come in two designs: the Speed Hole design, which comes in chrome or satin black powder coat, and the Crescent Wrench, which comes in chrome. Either style will accept any Badlands Folding/Non-Folding Side Mount Backing Plate Assemblies. Each mount retails at $129.95. ------------

For More Info: www.badlandsmotorcycleproducts.com

MotorcyclePowersportsNews.com 63

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

www.motorcyclepowersportsnews.com/resourcecenter.

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64 Agust 2013 | Motorcycle & Powersports News

TO ADVERTISE IN CLASSIFIED MARKETPLACE

CALL Roberto Almenar

330-670-1234, ext 233 ralmenar@babcox.com

What Type of Direct Marketing Initiatives Do You Have in Store for 2014? Simply the Best Lists: Automotive Aftermarket, Truck Fleet & Powersports Markets Don Hemming, List Sales Manager, Babcox Media, Inc. Phone: 330-670-1234 x286 Fax: 330-670-0874 dhemming@babcox.com

ADP Lightspeed ........................................15 Adran Tie Downs.......................................26 All Balls Racing ........................................23 Amrep Inc .................................................22 Arai Helmet Americas Inc. ........................56 Camoplast Solideal Inc .............................10 Cometic Gaskets .......................................37 Deltran/Battery Tender ............................12 Duro Tire/Wheel .......................................19 Fuchs Lubricants Silkolene USA ...............21 Fulmer Helmets........................................53 Giant Loop LLC..........................................33 Gibbs Technologies Inc. ............................25 Ikon Suspension .......................................11 Johnson Controls........................................7 K&L Supply Co. ...........................................3 Kandi USA Inc ...........................................58 Lonski and Associates, LLC.......................42 MBA Insurance..........................................13 Missing Link LLC.......................................54 Motor Trike ...............................................43 MTA Distributing .......................................45 Namura Technologies..........................28-29 National Cycle...........................................57 National Powersport Auctions ..........Cover 3 nizeX, Incorporated ..................................32 Protective Asset Protection .....................31 Race Tech..................................................33 RKA Motorcycle Luggage ..........................44 Sam's Powersports Garage ......................39 Service Manager Pro ................................32 Short Block Technologies....................17, 35 Sudco International Corp..................Cover 4 Sullivan's Inc. ..........................................4-5

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Wizards Products/RJ Star Inc ...................63

Vee Rubber America .................................62

VP Racing Fuels Inc...................................61

XY Powersports ........................................27

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Ad Index

Yelvington Trikes ......................................46 Yuasa Battery Inc. .....................................41

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66 Ocotber 2013 | Motorcycle & Powersports News