u MPN Sponsors SEMA u Service Tool Essentials u Indian Larry’s Gasoline Dreams
May 2010 VOL.36 NO.5 WWW.MPNMAG.COM
StreetSmart Stock Up On Sizzling Gear
Exhaust Assault 2010 2010 Aftermarket Aftermarket Exhaust Exhaust Update Update
Down & Dirty Off-Road Off-R Road Tire Tire Guide Guide uTrue Grit: Jersey Native Chris Cosentino’s Sky-High Race Bike Vision
s '-!8 FOLLOWS UP THE HUGE SUCCESS OF THE 8 OFF ROAD HELMET WITH THE SAME WINNING COMBINATIONS FOR THE NEW '- FULL FACE STREET HELMET s VENTS FOR @STATE OF THE ART VENTING INTAKE VENTS AND LARGE EXHAUST VENTS TO GET THE HOT AIR OUT -AX AIR m OW IS ACHIEVED THRU SHELL STYRO COMFORT LINER VENTS
GM68 FULL FACE STREET HELMET $134.95
s (IGH AIR m OW TOP INTAKE VENTS FEATURE LARGER CONTROLS FOR EASY USE WITH GLOVED HANDS s ,IGHTWEIGHT MULTIPLE SHELLS AND STYROS FOR '-!8 PREMIUM l T s $/4 APPROVED LIGHTWEIGHT THERMO POLY ALLOY SHELL WITH WATER DECALS AND QUALITY CLEAR COAT l NISH s 0LUSH REMOVABLE WASHABLE #OOLMAX¸ INTERIOR
s 2EMOVABLE CHEEK PADS AVAILABLE IN DIFFERENT SIZES FOR A CUSTOM l T s )NTERIOR DESIGNED FOR NOISE REDUCTION WITH NOISE REDUCTION CHEEK PADS VENTED CHIN CURTAIN AND REAR NECK ROLL s 0ADDED CHIN STRAP WITH $ RING CLOSURE AND RETENTION SNAP s 0ATENTED , % $ LIGHT INCORPORATED INTO REAR VENT FOR INCREASED VISIBILITY FEATURING DISTINCT LIGHT SETTINGS n STEADY ON SLOW m ASH AND RAPID m ASH s !NTI SCRATCH OPTICALLY CORRECTED SHIELD WITH EASY TOOLLESS REMOVAL s -OLDED FRONT AIR DEm ECTOR DIRECTS HOT BREATH AIR AWAY FROM SHIELD TO REDUCE FOGGING AND THE ADJUSTABLE CHIN VENT DIRECTS FRESH AIR UPWARD ACROSS THE INSIDE OF THE SHIELD TO HELP REDUCE FOGGING
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RED / $390
BLUE / $390
WHITE GLOSS / $350
BLACK / $515
AIRFRAME STREET ANGEL PINK / $330
*SHOWN WITH INCLUDED FSB FIN KIT INSTALLED
ALLIANCE SSR ZIPPERFACE BLACK RUBATONE / $210
WHITE / $515
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BLACK / $390
BLACK RUBATONE / $370
VARIANT HELMET
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AIRFRAME SACRIFICE
AIRFRAME MEDALLION
BLACK / CHROME / $360
BLACK GLOSS / $350
MEDALLION GLOSS / $265
*SHOWN WITH INCLUDED FSB FIN KIT INSTALLED
AIRFRAME STREET ANGEL
ALLIANCE SSR BRITTON IGNITER
ALLIANCE SSR IGNITER
ALLIANCE SSR IGNITER
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BLACK / $330
BLACK / $180
BRITTON GREEN / $220
RED / $180
ALLIANCE SSR BRITTON IGNITER PEARL WHITE / $220
BLUE / $180
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ALL WORLD STANDARD, MEETS OR EXCEEDS THE FOLLOWING: DOT FMVSS 218 (US), ECE 22-05 (EUROPE), SAI AS1698 (AUSTRALIA) & SG (JAPAN) SAFETY AND TESTING STANDARDS.
SILVER / $180
PINK / $180
TABLE OF
Contents
May 2010 Volume 36 Number 5 – – – – – – – – – – – – – – – – –
www.mpnmag.com
k Shop Talk How To Hackett
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38
The Motorcycle Evangelist BY OTIS HACKETT
Best Operators Club . . . . . . . . . . . . . . . . . . . . . . . . . . 40 Year-On-Year Data Comparisons BY STEVE JONES
Peak Dealership Performance 42 Research 101 BY MARK RODGERS
Lessons Learned . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 Ramp Up Your Search Engine Marketing BY ROD STUCKEY
Practice What You Preach . . . . . . . . . . . 45 The Boundaries of Trust BY WILLIAM DOUGLAS LITTLE
Departments The Road Ahead . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Spare Parts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Destination Dealership. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 Iron Block Harley-Davidson
Chris Cosentino, One-On-One ......................................................
15
Sportbike Apparel Run-Down BY COLLEEN BROUSIL
True Grit
..................................................................
20
Chris Cosentino’s Race Bike Innovations BY LEE KLANCHER
Rubber Rollout
................................................
24
Top-Performing Off-Road Tires
15
BY COLLEEN BROUSIL
Exhaust Assault
..............................................
30 u MPN Sponsors SEMA u Service Tool Essentials u Indian Larry’s Gasoline Dreams
Aftermarket Pipe Product Picks BY COLLEEN BROUSIL
May 2010 VOL.36 NO.5 WWW.MPNMAG.COM
StreetSmart
Photos courtesy of Joe Bonello
Street Smart
BY MARILYN STEMP
20
Essentials . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . V-Twin Product . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Marketplace . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Ad Index . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
46 48 50 50
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MPN (ISSN 0164-8349) is published monthly and is distributed without charge to qualified motorcycle retail professionals by Athletic Business Publications Inc., 4130 Lien Rd., Madison, WI 53704-3602. Change of Address: In order to ensure uninterrupted delivery of MPN, notice should be made at least five weeks in advance. Direct all subscription mail to MPN, PO Box 47705, Plymouth MN 55447, call 800-869-6882 or fax 866-658-6156. For faster service, visit us online at mpnmag.com. Single copy price is $8 (Buyers Guide–$50). Subscription price is $55 for 12 issues in the U.S.A./Canada/Mexico. International subscription via air mail is $130. Periodicals postage paid at Madison, Wisconsin, and at additional mailing offices. Postmaster: Send address changes to MPN, PO Box 47705, Plymouth MN 55447. © Athletic Business Publications Inc., 2010 ALL RIGHTS RESERVED. Reproduction in whole or part is prohibited. MPN is a trademark of Athletic Business Publications Inc.
Stock Up On Sizzling Gear
Canadian Publications Agreement No. PM40063731. Canadian Mail Distribution Information: PB IMS, Station A, P.O. Box 54, Windsor, ON N9A 6J5.
ON THE COVER – – – – – – – – –
Joe Bonnello snaps Scorpion’s smoking street apparel. See more street smart gear on page 15.
Exhaust Assault 2010 Aftermarket Exhaust Update
Down & Dirty Off-Road Tire Guide uTrue Grit: Jersey Native Chris Cosentino’s Sky-High Race Bike Vision
4 May 2010 www.MPNmag.com
follow MPN on
@MPNmag
• Serious all-weather one-piece riding suit • 600-denier Carbolex®® shell with tough 1680-denier ballistic polyester panels in the
shoulders, forearms and knees • Phoslite®® dark reflective piping, wide strips across the back and rear triangle increase nighttime visibility • Waterproof and breathable Rainguard®® barrier • Aqua-Barrier under-the-helmet hood eliminates rain seepage in collar area. Hood stows easily in a hidden collar pocket • Collar anchor tab eliminates flapping while collar is open • Carbolex®® accordion stretch material in back, knees and waist for increased flexibility • Removable neck gaiter seals the neck
area from wind and cold • Waterproof zippered shoulder, chest, sleeve, thigh and rear-exit vents • Pipeline Ventilation System provides cooling airflow • Convenient collar-to-knee-length main zipper closure with dual wind flap • Fleece-lined collar and cuffs • Adjustable sleeve take-up straps at forearm and bicep • Removable, CE-approved armor at elbows, shoulders and knees • Articulated triple-density back protector • Vertical zippered chest map pockets • Zippered hand-warmer pockets • Zippered
sleeve key pocket and flap-closure bellows thigh pockets • Adjustable waist belts
CENTURION ONE-PIECE SUIT
For more information see your representative or contact Helmet House at (800) 421-7247.
GRADED #1 DISTRIBUTOR 2009 Dealernews Distributor Report Card CHECK OUT OUR VIDEOS AT youtube.com/helmethouse
For more information see your local dealer or visit tourmaster.com. Cortech and Tour Master are registered trademarks of Helmet House. ©Helmet House, Inc. 2010. Always maintain, inspect and wear protective motorcycle riding gear. No gear can offer complete protection from all situations. Obey all speed and safety laws. Riding and alcohol or other drugs don’t mix.
THE
RoadAHEAD
Staff EDITORIAL Editor Colleen Brousil colleen@mpnmag.com Assistant Editor Doug Dalsing doug@mpnmag.com
By Colleen Brousil
SHOW TIME!
MPN Sponsors SEMA Powersports Pavilion
I
’m thrilled to announce that MPN will be the Media Sponsor of the Powersports & Utility Vehicles Section of the SEMA Show at the Las Vegas Convention center Nov. 2-5. The big news this year is that SEMA has teamed up with Gart Sutton & Associates and other industry experts to present a two-day, eightsession educational series at the Las Vegas Renaissance Hotel. Sessions will cover F&I, P&A, sales, service and other dealership issues. Education is key to the future of your dealership, and while budgets might be tight, this $99 educational event is a can’t miss opportunity to finetune your dealership. Attendees will also have plenty of time to peruse
8 May 2010 www.MPNmag.com
the wares of exhibitors in the Powersports & Utilities Vehicles section of the show. While it’s only the second year for the powersports pavilion, SEMA is a proven entity as the largest performance accessories trade show in the world; responding to industry demand for a west coast A powersports trade show, SEMA created a new Powersports & Utility Vehicles section at last year’s SEMA Show. The powersports-specific show floor is packed with manufacturers of powersportss products including motorcycles, scooters, minibikes, dirt bikes, accessories and services. Top names, including WPS, Tucker Rocky and Parts Unlimited, will be on hand with the newest aftermarket goodies.
Vegas’ warmer climes also give the SEMA crew the opportunity to offer attendees powersports demonstrations and exhibitions at the outdoor proving grounds. The MPN crew will be at the show in full force, and we hope to see you there! 80 percent of the 5,100-plus dealers who attended SEMA in 2009 said they met their objective at the show, and with the addition of the educational tracks, we’re confident SEMA is worth adding to your must-attend trade show calendar. Visit www.semashow.com/ MPN to register and view full show details. Watch your e-mail for SEMA Show updates from MPN. Not on our list? Visit www.mpnmag.com to subscribe to eNews today, and we’ll send you a weekly update on what’s new in the industry. t
Columnists Otis Hackett, Steve Jones, William Douglas Little, Mark Rodgers, Rod Stuckey Contributors Joe Bonnello, Lee Klancher, Marilyn Stemp ART Electronic Production Manager/ Art Director Marjorie Schultz marj@mpnmag.com Production Assistant Scott Packel ONLINE Online Producers Susan Bickler, Erika Reise Web Programmer Alex Malyutin ADVERTISING SALES Associate Publisher Dean Kelly dean@mpnmag.com (866) 616-1635 ext. 130
PUBLISHER MPN/Athletic Business Publications Inc. 4130 Lien Road, Madison, WI 53704 Phone: (866) 616-1635 • Fax: (608) 249-1153
CEO Gretchen Kelsey Brown President Peter Brown Group Publisher Shawn Gahagan Controller Kara Clark Administration Director Sharon Siewert
Colleen Brousil is the editor of Motorcycle Product News. Her monthly column, “The Road Ahead,” explores issues facing dealers across the country. Got a problem? Drop her a line at colleen@mpnmag.com.
Email Marketing Coordinator Lisa Popke
THE LIGHTEST TWO-COMPOUND SPORT PREMIUM TIRE EVER*
- 2.2 lbs Lighter Reduces unsprung weight allowing your suspension to keep the tire on the ground increasing traction - 2.2 lbs Lighter Makes your bike more nimble. A difference you can feel - 2.2 lbs Lighter Without compromising tread depth and mileage - 2.2 lbs Lighter Equals 6.6 lbs lighter wheels
2nd Generation 2CT Technology puts the softer rubber on the pavement at less lean angle Up to 36º less Derived from World Championship endurance racing. A more efficient tread pattern allows for less open area on the tire Puts more rubber on the road
*Weight of MICHELIN® Power Pure™ in sizes 120/70ZR17 and 190/50ZR17, compared with Bridgestone BT-016, Dunlop Sportmax Qualifier II, Metzeler Sportec M3 and Pirelli Diablo Rosso
North Dakota
Washington
Minnesota
Montana
UP Michigan Maine
Oregon
South Dakota
VT
Wisconsin
Boise
NH
Michigan
Idaho Wyoming
New York
Mass.
Iowa Nebraska
Conn.
Pennsylvania
Elizabethtown
Nevada Illinois
Indiana
RI
Ohio
NJ
Utah MD
Colorado West Virginia
Kansas
Fresno
DEL DC Virginia
Missouri Kentucky California
Memphis
Oklahoma
North Carolina
Tennessee Arizona
Arkansas
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Alabama
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Miss. Georgia Louisiana Texas
Florida
Boise, ID / Fresno, CA / Memphis, TN Elizabethtown, PA / www.wps-inc.com
BRINGING YOU THE BEST SERVICE, PRODUCT, DELIVERY!
1-800-999-3388
Photo by Dean Kelly
SPARE
Parts
Gasoline Dreams s Motorbooks is bringing Indian Larry to the masses with its new paperback edition of Indian Larry: Chopper Shaman. The book retails for $19.99 and still features an array of spectacularr photography centering on the life of the famed custom builder, who tragically passed away in 2004 during a taping of Biker Build-Off. As MPN said when the book was first published in 2006, it offers “A great glimpse into the life of a legend.” t
Wall-Mounted Passion n
JÄGER WILL MAKE YOU DO JUST ABOUT BOUT ANYTHING.
Your significant other refused to let your ur coffee table made from old Gixer parts remain in the living room; neither did she tolerate Valentino Rossi’s bulbous eyes peering at her from a poster in the bathroom. So, as a motorcycle dealer (and and downright enthusiast!), how do you convey your our gearhead passion in a manner she’ll approve of? Click over to www.LinearEdge.com, an Internet retailer ailer of racetrack replica art. Linear Edge CNC cuts its shapes from high-grade Baltic birch plywood laminated with Formica. The tracks, which measure approximately ely ly 3’ x 2’, are sleek and stylish and, most of all, offer a subtle way for enthusiasts to display their passion, company founder Russell Byrnes says. y Linear Edge g offers pieces representing racetracks from around the world, including a Le Mans, Nürburgring, and Laguna Seca Nürburg (pictured, in order); order) they even do custom pieces if you’d like a replica of a local track. Now you can finally lo take that CBR side panel pan off the wall and replace it with th something else worth admiring. t a
Tote-ally C Cool Watch out, because th those Germans have an ace up their sleeve. e-max ev’s Germany Ltd. (yep, those first two e-ma Es are a lower-case) is based near Munich, and it might come stateside with one helluva scooter in the next year: the e-max city 80L. The city 80L is a quaint electric scooter, and it’s worth fussing about sc because its battery pack can be removed and bec toted inside for charging. No longer would tot an electric scooter be impractical for urban dwellers (extension cords aren’t too practical dwell if you live l in an apartment). With a range of about 40 4 miles, one could ride to the office in the morning, mornin charge up inside and then ride home at night. Wunderbar! t W
10 May 2010 www.MPNmag.com w.MPNm Nma N ma m ag g..ccom g.c om
RIDE MORE, SPEND LESS $
42.95 to $76.95 Harder rubber compound on center of tread for inline stability and extended tread life.
SEDONA
DSC
(DUAL STAGE COMPOUND)
Softer rubber compound on transition and side knobs for maximum cornering traction.
MX887IT FEATURES: ~ Dual compound tread offers best traction and wear ~ Intermediate to hard terrain ~ Dimpled transition knobs for added bite ~ 6 pr. carcass construction ~ Symmetrical tread pattern ~ Available in 3 front and 7 rear sizes
www.sedonatires.com North Dakota
Washington
Minnesota
Montana
UP Michigan Maine
Oregon
South Dakota
VT
Wisconsin
Boise
Michigan
Idaho
NH
Wyoming
New York
Mass.
Iowa Nebraska
Conn.
Pennsylvania
Elizabethtown
Nevada Illinois
Indiana
RI
Ohio
NJ
Utah MD
Colorado West Virginia
Kansas
Fresno
DEL DC Virginia
Missouri Kentucky California
Memphis
Oklahoma
North Carolina
Tennessee Arizona
Arkansas
New Mexico
Alabama
South Carolina
Miss. Georgia Louisiana Texas
Florida
Boise, ID / Fresno, CA / Memphis, TN Elizabethtown, PA / www.wps-inc.com
BRINGING YOU THE BEST SERVICE, PRODUCT, DELIVERY!
1-800-999-3388
DESTINATION
Dealership – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
By Marilyn Stemp
photos by Sedrick Mitchell
THE GREAT WHITE NORTH Iron Block Harley-Davidson of Adams Center, N.Y. on’t be fooled by the New York part of this dealership’s address. Adams Center is nowhere near New York City, and it has little in common with the city that never sleeps. In fact, Adams Center is about 35 miles from the Canadian border and skirts the eastern edge of Lake Ontario. Can you say, “lake effect snow”? Considering the climate, you’ve got to wonder what it’s like to operate a dealership in a locale that might be called, um, weather challenged. “What do you mean?” asks general manager Chad DeShayes in a deadpan tone. “We don’t think we are. We’re used to winter, and we know how to deal with it — It snows a lot and life goes on.” Now there’s a practical attitude. Along with efficiency, it’s the hallmark of Iron Block. The shop opened in September 1985, (meaning its 25-year award from the Factory is near due) and was originally housed in an old Studebaker dealership. Owner Erik Dunk got into the business because he was an enthusiast. “He answered an
D
12 May 2010 www.MPNmag.com
ad in the paper looking for someone to open a Harley dealership in the area because there wasn’t one,” DeShayes says. DeShayes’ mother, Claudia, is married to Dunk, making this a family business. And that’s where the efficiency aspect comes in. Iron Block’s current facility, constructed in 1999, covers 30,000 square feet, but the entire staff numbers about eight. “Erik is the owner but he’s the service manager, too,” DeShayes says. “And he works every day. How many owners can say that?” At Iron Block, “We all do everything, from answering the phones to running the cash register to sweeping the floors,” DeShayes says. There are no prima donnas. “They wouldn’t last long,” he adds. “Our staff is so small, everyone’s like family.” So what do they do to thrive as a business during those long winters in the great white north? “Sell Harleys,” DeShayes says matter-offactly. No, they don’t sell snowmobiles, just Harleys. And, he adds, they have an active storage business, not to mention plenty of service work
through the winter months thanks to the expertise on tap in their high-performance department, which is equipped with a state-of-the-art dyno. Plus, as everyone knows, it’s during the downtime that bikers customize their rides so they’re ready for the next riding season. Iron Block has another ace in the hole, too: Ed’s North of the Border Museum of the North Country. Named to counterpoint Pedro’s South of the Border — that bastion of excess built to trap tourists on I-95 in South Carolina — Ed’s is part motorcycle museum and part stronghold of American industrial implements. It fills the second story mezzanine of the dealership and includes some fine examples of rolling H-D history and memorabilia, along with machinery of all kinds, arrowheads, local hockey lore, toys, mining and blasting apparatuses, and other artifacts of local industries that made nearby Watertown a bustling industrial city at the turn of the 20th Century. In fact, portions of Watertown’s historic and now-razed Iron Block Foundry — the dealership’s namesake
— call Ed’s Museum home. Turns out, there’s a lot of history in this part of New York State. One of the most significant battles of the War of 1812 was fought less than 10 miles away at Sackets Harbor, a massive shipyard and center of military activity in the upper St. Lawrence Valley at the time. “Erik’s like a history professor. He can tell you all about it,” general manager DeShayes says. “Most people come into the shop any way, and after they’re here they discover we have a museum,” he explains. “Since all the proceeds go to Hospice of Jefferson County, we usually guilt them into tossing a few dollars in to go up and have a look around,” DeShayes says. Iron Block is also close to Fort Drum, home of the U.S. Army’s 10th Mountain Division, which can trace its roots back to that battle at Sackets Harbor. Today’s troops are more likely to fight in armored vehicles than ride the four-legged kind, providing another arena of involvement for Iron Block. “We help those guys out every way we can,” DeShayes says. “We like working with them and appreciate the sacrifices they make for our freedom.” The shop also offers the Fly & Ride program and has an active H.O.G. Chapter that sponsors such events as a chili cook-off and Mardi Gras party. The first ride of the season takes place in late April, and you can bet everyone looks forward to it immensely. Great rides leaving from Iron Block H-D lead to the Thousand Islands, the New York Finger Lakes region and the Adirondack Mountains. So just like North woods pioneers of earlier times, Iron Block H-D follows a similar formula of ingenuity, flexibility and practicality. And like those stalwart trailblazers of yore, Iron Block prospers. t
The museum features some awesome machines, such as a 1947 WL, 1946 Indian with sidecar, 1956 Panhead with Golding truck, several Toppers, Whizzers and an H-D snowmobile.
www.MPNmag.com May 2010 13
go to the head of the class shoei university online Knowledge is a powerful tool when selling technical products such as helmets. To better prepare and equip sales professionals in this field, Helmet House and Shoei Helmets have teamed up to provide stocking dealers with easy access to online state-of-the-art selling-skills training through Shoei University Online. Thanks to this program, your store personnel can enjoy training at a convenient schedule and pace while gaining complete Shoei helmet product knowledge. This informational program is hosted by Rich Oliver, five-time AMA road-racing champion, and those who complete the course will receive an exclusive free Shoei Flexfit racer hat plus a chance to win a new Shoei helmet. For more information, ask your Helmet House representative or simply register for the Shoei University Online http://www.dealershipuniversity.com.
GLORY 2 TC-2
FOR MORE INFORMATION SEE YOUR REPRESENTATIVE OR CONTACT HELMET HOUSE AT (800) 421-7247.
GRADED #1 DISTRIBUTOR 2009 Dealernews Distributor Report Card CHECK OUT OUR VIDEOS AT youtube.com/helmethouse
Shoei helmets are covered under a limited warranty for five years from purchase date or seven years from the date of manufacture, whichever comes first. Shoei helmets are distributed exclusively in the U.S. by Helmet House. For more Shoei information go to shoei-helmets.com or see your local dealer. Š2010 Shoei Safety Helmet Corp.
The relationship between fashion and motorcycles shouldn't be underestimated. Riders want to look the part, and their head-to-toe look becomes the ďŹ nal accessory for their tricked out machine. When selling a new unit, a logical question (especially with your female customers) could be, "So what are you going to wear?" These days it's easier than ever for you to help riders answer that question without wiping out their bank accounts, and while still garnering the safety beneďŹ ts that set your stock apart from the mall leather outlet. Check out our roundup of street smart looks over the next pages, and visit www.mpnmag.com and click on "Buyer's Guide" for a full list of suppliers.
www.MPNmag.com May 2010 15
Alpinestars A
A Alpinestars bills its Anouke jacket as the perfect combination for women who want the latest technical com protection, tailoring for a female fit and graceful styling prot details. It gets removable CE-certified soft elbow and deta shoulder Bio Armor, as well as antibacterial flat mesh shou sleeve liners with built-in stretch panels that move in sleev unison with external stretch paneling to maintain a uniso close, comfortable fit while riding. www.alpinestars.com www
JoeRocket
The Atomic 4.0 represents Joe Rocket’s focus on ride friendly details. It features a resistant RockTex 600 0 outer shell, externally adjustable CE-rated shoulder er and elbow armor, and a removable spine protectorr for safety. The Atomic 4.0 also boasts an excellent ability ility to adjust to the environment with its Variable Flow/ w/ Cross-Linked ventilation system while remaining 100 percent waterproof, and it includes a removable full ull sleeve liner for those colder rides. www.joerocket.com
PilotPacific P
Riders can pledge allegiance to their preferred energy drink with the Rockstar mesh/textile jacket. It boasts precurved sleeves for comfort in the riding position as well as adjustable three-position snap-down straps on the upper and lower arm to secure elbow armor. Soft microfiber-lined cuffs get adjustable wrist straps and side waist straps are also adjustable. There's plenty of storage room with zippered hand pockets, an internal left chest pocket with general pouch pockets on the inner lining, and, if things get a little too hot, riders can remove the zip-out sleeve-length waterproof and wind-blocking liner. The CE-approved armor in the shoulders and elbows is also removable as is the back pad that can be replaced with an optional Pilot CE-approved back protector. www.pilotusa.com 16 May 2010 www.MPNmag.com
Rev'It
Retro styling combined with modern construction makes the CR jacket unique. CE-approved shoulder and elbow protection round ound out the assets of this fashionable sport jacket, which looks great in an urban setting, whether your customer is riding or not. The ladies iteration gets all the high quality and retro style of the he men's version, but with a special design and ladies' armorr to fit the female body and provide the protection it requires. www.revitusa.com
Scorpion pion
The new Fiore Jacket, seen here with its matching helmet, is constructed with a sturdy 600-denier outer shell. A water-resistant polyurethane olyurethane fabric and removable EverHeat thermal mal liner vvest est keeps riders cozy should they get caught caug out in a spring shower. However things wever if th ingss should heat up, a lightweight perforated d inner liner lin and full ventilation system offers ation syste mo ffers plenty of airflow from two front scoops and a rear ear exhaust vent. In add addition dition to the contoured cut designed to fit a female form, the dual side adjustment system e adjustme nt sy ystem helps further the flattery. www.scorpionusa.com orpionusa..com m
ShiftRacing
Not every rider wants to looks like he just got off his bike, and Shift's Kicker has him covered with smart looks that work long after the ride is over. These kicks boast a genuine leather/synthetic leather chassis for exceptional stability and protection. The nonslip bonded sole provides optimal traction in all riding conditions. Medial and lateral plastic ankle protection provide impact and abrasion resistance, and direct inject rubber on the toe box provides additional strength and grip for shifting. A secure alloy buckle closure over the lace cover offers more protection and a secure fit. www.shiftracing.com www.MPNmag.com May 2010 17
evolve VERB B P ] V S ] D DEVELOP OVER SUCCESSIVE GENERATIONS, TO A MORE COMPLEX AND ADVANCED FORM.
Speed & Streng gth Tucker Rocky's Speed & Strength brand delivers bold riding solutions ons like the "My Motorcycle Is My Weapon" apon" men's textile jacket seen here. This $199.95 jacket features a water resistantt AR-600 frame; removable CE-approved shoulder and elbow protectors; a removable vable dual density back protector; “Speed Zip” p” controlled ventilation; and a dual-stage age “Kinetic Cuff” Adjuster. www.ssgear.com
Spidi Sp pd
THE EVOLUTION CONTINUES ... RESISTANT ROCKTEXTM 600 OUTER SHELL, EXTERNALLY ADJUSTABLE CE RATED SHOULDER AND ELBOW ARMOR PLUS INCLUDED SPINE PROTECTOR. ADJUSTS TO YOUR ENVIRONMENT WITH THE PROVEN VARIABLE FLOWTM /CROSSLINKEDTM VENTILATION SYSTEM, IS 100% WATERPROOF AND INCLUDES A REMOVABLE FULL SLEEVE LINER. THE MULTI-POINT SUREFITTM ADJUSTMENT SYSTEM PLUS 8” JACKET TO PANT ZIPPER ATTACHMENT AND BELT LOOPS ENSURES THAT YOUR PROTECTION STAYS IN PLACE WHEN YOU NEED IT MOST! ALL THIS FOR AN AMAZING ...
$149.999 MSRP AVAILABLE IN; BLACK/BLACK, BLACK/BLUE, BLACK/RED, AND BLACK/GREY
18 May 2010 www.MPNmag.com
Spidi Sport has taken motorcycle rider ssafety to the next level with its Neck DPS Airbag Vest. Designed to wear over D a riding jacket or racing track suit, the Neck DPS Airbag Vest is engineered to N help prevent neck injuries by inflating h iin 0.2-second in the event of a crash or other impact. The Neck DPS Airbag o Vest system weighs just over one pound, V iincludes Spidi’s CE-approved Warrior Chest protection and also accepts C optional Spidi CE-approved back armor. o IIf the airbag is not damaged in the event of a crash, installing a new CO2 cartridge o resets the device. r www.wps-inc.com w
Ty phoon h
Typhoon cycle gloves are constructed from deluxe washable and waterproof leather that stays soft even after repeated soakings. Hands stay dry thanks to the Aquatex waterproof, breathable and windproof inserts. The Typhoon gets boxed fingers and sidewalls for a relaxed and d comfortable fit, and its longer length fits snugly into a jacket cuff. www.marshalldistributing.com
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Before the open road calls your customers, make sure it leads them straight to your front door. Stock Exide batteries and every breed of biker will put the same kind of charge into your sales that our batteries do to their bikes. It’s not surprising either, since our comprehensive assortment of batteries is available in factory charged, AGM or conventional flooded. Plus they’re all backed by an industry-leading nationwide warranty. It’s never been easier to rev up your sales. Want more positive news? Go to exide.com exide.com Exide Technologies. Milton, GA 30004-8532. Exide is a registered trademark of Exide Technologies.
Photo by Lee Klancher 20 May 2010 www.MPNmag.com
T
Chris Cosentino with the second generation of the race bike he designed and built at his shop in New Jersey. The frame was custom-built and CAD-designed, while the Frankenstein of an engine is a Rotax single bottom end fit with a Ducati 1098 top end.
he son of a Staten Island, N.Y., gas station mechanic, Chris Cosentino grew up knuckle-deep in a geardriven life. When he was nine, his father said he could have a go-kart if he built one. So he did. By hand. Alone. And it worked. The resolute young builder grew into a high-octane addict. He rode, wrenched and modified dirt bikes, muscle cars and street bikes throughout his youth. Cutting machines his own way was in his blood. That genetic coding led Cosentino to become the lab partner of choice while at engineering school at Cooper University and, after he was out of school, to found a one-man engineering consulting firm that uses rapid-prototype machines and Cosentino’s fertile mind to build prototype parts of nearly any shape or kind. Cosentino got heavily into sportbikes after college. He dabbled with vintage racing and moved on to race a Honda RS125. His natural tendency to build things his way led him to build his own race bike. His homegrown project steadily transformed from a Frankenbike weekend racer into a designedfrom-scratch V4 race weapon. The beginnings of Cosentino’s descent into midnight tuning were simple: He just wanted to ride. His mechanical skills came into play with his first street bike, a powerful but notoriously poor-handling Kawasaki
KZ1000. Not long after he bought it, he crashed hard; the machine was nearly a total loss. He tore the bike down and completely modified it with a new fork and custom-built swingarm. His handbuilt additions improved the Kawasaki’s performance and his self-assurance. “I had the confidence from having done all this stuff as a kid,” Cosentino says. “You realize that you can build something and, yeah, I’ll go ride it, and if I break my ass, I break my ass. If I don’t, I don’t.” He moved up to a Yamaha R1 and met fellow motorcyclists Todd Puckett and Gregor Halenda shortly thereafter. The guys spent their weekends riding New York’s Bear Mountain region. They liked to ride hard and next decided the track was a safer place to do that. After a couple of track days got them hooked, they gave vintage racing a go, thinking it was a cheap way to get into the sport. They soon discovered vintage racing is hardly cheap and moved to racing Honda RS125s. These light racers are fun to ride. They weigh in at about 150 pounds, which is less than half the weight of nearly any other motorcycle on the track. “It felt like riding a little razor blade,” Cosentino says. Racing the RS125 whetted his appetite for light racing motorcycles. He also wanted more of a challenge than just www.MPNmag.com May 2010 21
racing a production bike. “I believed there had to be a better way,” Cosentino says, “and I believed I could find a better way because I’m a smart guy.” As he looked deeper into how racing rules are structured, he saw that the only classes that would allow him to race his hand-built bikes were single-cylinder classes. So he put some time in designing a light, singlecylinder race bike. Cosentino’s training is in computer-aided design (CAD), so he started sketching a chassis on the computer. CAD allows a lot of experimentation without requiring the designer to build test parts out of metal. After a couple of years of tinkering, Cosentino had a sophisticated, innovative chassis design. Designing in CAD is so efficient, it can eventually become a limitation. “Some people just keep clicking on the computer,” Cosentino observes, “and some people walk into the shop and start building. So I walked into the shop and started building.” His first prototype used an air-cooled Rotax singlecylinder engine. In October 2001, he debuted the bike at a 22 May 2010 www.MPNmag.com
Championship Cup Series race at Daytona. The single-cylinder Rotax engine provided power and agility — but it was raw and utterly untested. “The frame was still warm from welding as we were loading it into the trailer,” he remembers. “It really wasn’t quite ready yet but … I was going to take that bike and race it.” After a very long and troublesome weekend trying to get it tuned properly, he managed to make his race and finished second-to-last in the Heavyweight Sportsman class. Just getting the bike running and limping it through the race was a victory of sorts, and he learned some hard lessons at Daytona. The first was that building a race bike of your own design was possible, as he believed. Turning it into a functioning machine was a much more difficult challenge than he anticipated. Once that was sorted out, the bike was reasonably fast and very strong in its class. More power was required to move up a class, and the Rotax air-cooled single could only stretch so far. When a friend bought a scrapped Ducati 999 engine
from eBay, a light went off in Cosentino’s head. The Ducati’s top end could provide the additional horsepower he wanted. So he went to work designing all the parts necessary to graft the Desmoquattro top end to the Rotax bottom end. To make that work, Cosentino handfabricated so many parts that the result is a custom design, essentially. The Cosentino custom is impressive on the track, running wheel-to-wheel with larger-displacement twincylinder machines such as highly modified Buell 1200s and Suzuki SV650s. The engine has been upgraded from a 999 to Ducati’s newer 1098 top end, with stellar horsepower output but dicey reliability. As practical as he is analytical, Cosentino realized a few years ago that his riding skills were becoming the bike’s limiting factor. To stay at the front, he recruited his friend Todd Puckett to take the controls. Cosentino has already gone from images on a screen to a class-dominating race bike. Yet he believes there’s even more speed and prowess in his design, which a third generation can bring to perfection.
Cosentino Collection photos
When the leadership for MotoGP decided to replace its 250cc two-stroke class with a four-stroke class called Moto2, Cosentino believed he had found his destiny. He drew a design for a bike that would use his chassis and a custom V4. His racer was intended to compete on a high-visibility international stage, and Cosentino found solid backing for his project. After months of hard work, the FIM, sanctioning body for MotoGP and Moto2, dealt Cosentino and other independent builders a hard blow when they announced all racers in the class would use the same engine. Custom-built chassis were encouraged, but the spec engine would be an in-line four-cylinder, a configuration that doesn’t work well with Cosentino’s chassis. Honda was granted the contract to supply engines, and Cosentino scrapped the plan to build a Moto2 competitor. Despite the set back, Cosentino decided to complete his V4 race bike. The chassis design is progressive, competitive and proven. Coupled with a reliable, powerful engine, the race bike that results
will be well-balanced and innovative, not to mention a unique, American-built race bike. He has good backing and is moving forward, believing that if he builds it they will come. The engine will be a 600cc fuel-injected V4. The design intentionally uses common bore sizes, stroke, valve sizes and transmission components so that parts available from highquality aftermarket suppliers can be used. Fuel injection mapping will be simplified. The output goal is 110 horsepower or so at the rear wheel. “We need a reliable engine above all,” Cosentino says. “If we have decent power, my chassis has a big advantage, so we will be fine.” Castings are complete, and the engine should run on the dyno by early summer 2010 and be on the track shortly thereafter. His goal is to get the bike on the track and racing. The bike will be piloted by a variety of professional racers, and Cosentino believes some good results will net him the acclaim necessary to put the bike into limited production. He also understands the V4 600cc engine will attract attention in ways his original
single didn’t. “The bike I have now is a track mule. It’s not sexy,” he says “and it’s a single. As cool as it is and as fast it is, it’s a single — they don’t excite people. V4s do.” On the website created for the new bike, you can find this message: “Once complete sometime in 2010, we’ll race wherever the hell we can but rest assured, we’ll race.” The grit and determination that enabled a nine-year-old Cosentino to build his own gokart lives on. The V4 engine will run this summer, and race tracks on the eastern seaboard and around the country will be treated to the wail of his hand-built machine at speed. If you aren’t fortunate enough to see this American original run, you can at least appreciate his spark of hope and determination in times not conducive to either.
More Information Follow the progress of Chris Cosentino and the Cosomoto motorcycle at www.cosentinoengineering. com/moto2/index.html. You can also follow Cosentino’s blog at http:// moto2-usa.blogspot.com/.
The rough design of the Cosomoto bike that Cosentino drew on his computer. The engine is a V4 built to Cosentino’s specifications.
Editor’s note: Progress on the Cosomoto is moving forward nicely. On March 23 Cosentino posted a photo on his blog showing sample cast pieces for the front suspension and steering systems. The parts are done with the V-Cast sand casting process by TPI Arcade/Harmony Castings (www.tpicast.com). Next up, he is expecting sample casts for his crankcase, trunnion table and several custom boring bars. www.MPNmag.com May 2010 23
Get down & dirty with these top-performing off-road tires ff-road tires sales account for nearly 20 percent of aftermarket tire sales in the U.S. While online discounters may try to nab some of your sales share, you can win your customer’s loyalty with deep product knowledge. Hook him up with a real tire gauge — proper inflation will extend his tire life. Is your customer running the right rubber for his chosen off-road action? Be sure to match riders to terrain, as this will also stretch the lifespan of his knobbies. Your efforts to extend his tire life might seem to be counterintuitive to selling more tires, but happy customers on the trails and on the track will stack up to more sales in the long haul. Check out MPN’s guide to off-road rubber over the next few spreads and logon to www.mpnmag.com and click on Buyer’s Guide for a full listing of tire manufacturers.
O
24 May 2010 www.MPNmag.com
CST
Bridgestone
Designed for trail riding g enthusiasts and motocross ross racing weekend warriors, rs, the Surge S is built to perform and constructed ed to last. CST says the Surge S excels in any soft terrain. Its selfcleaning knobs grab all the traction riders can handle, and the front keeps it on lock around berms and through the narrowest single-track trails in the woods.
The soft-to-intermediate terrain rrain M203/M204 returns to the Bridgestone MX lineup for 2010. Designed to work well in soft terrain conditions, these e tires also cross over well to intermediate soils, while offering good durability and handling. The M203 front tire (seen here) is designed for a broad range of soft and intermediate terrain applications, and it provides improved traction with directional pattern rotation to enhance stability and increase se braking power. The M204 (rear) ear) offers a race-proven tread pattern designed with extra-wide block spacing for great drive performance and improved slide control on firm base soils.
www.csttires.com
www.bridgestonemotorcycletires.com l ti
Carlisle The Black Rock is a mud tire built for the trails. It offers riders all-conditions-performance as well as a smoothriding tread design. It’s got rugged six-ply durability for maximum versatility and value, and the built-in rim guard provides superior wheel lip protection. www.carlisletire.com
Continental Co The ContiGeländeSport (GS) (GS Intermediate widens the program from the th Continental Motorcycles C Tyres Division, until now T limited to street, dual sport and scooter tires, by adding knobby tires for pure off-road competition. The tire, developed as an all around motocross/ off-road tire for pros and ambitious amateurs, is suitable for racing and practice on soft as well as hard surfaces. www.conti-moto.com w
www.MPNmag.com May 2010 25
Maxxis
ITP Winner of the UTV class at the 2009 Baja 500 and 1000, ITP’s Bajacross has been proven to handle the toughest and heaviest UTV applications. Its eight-ply rating and 25-percent stronger construction has produced ITP’s most rugged, durable tire yet. The extended-life rubber compound and innovative overlapping tread pattern provide a smooth, predictable ride as well as slow wear characteristics. Stepped lugs provide consistent tread edges as the tire wears for predictable performance throughout its long life.
The Maxx Maxxcross IT has best-seller year been a b year for Maxxis. after ye The IT has a long-lasting rubber compound and an aggressive tread pattern, making it a top to performing intermediate tire. Its interm tread design offers precise precis steering in intermediate inte conditions, and a condi specially specia formulated rubber rubbe compound keeps knob edges longer, longer even with concrete pad starts. The concre Maxxcross IT has proven Maxxcro GNCC, OMA, itself in G Baja, and WORCS, B races. Desert race www.maxxis.com www.maxxis.
www.itptires.com
Standard and Heavy Duty Tubes
Absolute Performance and Quality at affordable pricing.
Why go anywhere else? Street
Monster Chopper
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26 May 2010 www.MPNmag.com
Pirelli
Sedona
The race ready, Pirelli elli Scorpion MX Tire provides traction for a wide range of terrain, from hard to medium-soft. Available in 18-inch, 19-inch and mini sizes, Pirelli says the value-priced tire offers very high durability with consistency of performance. The knobs are designed d for increased traction and contactt on all terrain, and wide spacing between een knobs adapts best on loose gravel/soft terrain, similar to Scorpion MX MidHard, but with a more durable, single compound construction.
Sedona’s MX880ST features tures a rigid four-ply carcasss design, intermediate/soft oft terrain compound, and d an open tread pattern thatt cleans out quickly in sand and mud. An open n “cross block” supported ed tread pattern and side knobs with eight biting edges are said to offer excellent cornering performance. The Sedona MX880ST offers strong dealer margins and performance characteristics withoutt a high retail price, so your customers can spend more time at the e track, on the trail and in your store!
www.us.pirellimoto.com
www.wps-inc.com
www.MPNmag.com May 2010 27
Shinko Shinko Tire’s 524 Series front and 525 Series rear off-road tires feature a wide, self-cleaning tread pattern that is ideal for soft to intermediate terrain off-road and MX riding. Reinforced knobs resist tearing and chunking in extreme riding conditions. The 524 front and 525 rear are available in a variety of standard sizes to fit most MX and off-road bikes. All Shinko tires offer strong dealer profit margins and a competitive retail price. www.shinkotireusa.com
intermediate
Vee Rubber Vee Rubber says its lineup of motocross tires will bring out the best of any rider at a very affordable price. The VRM140 will handle any intermediate terrain; the VRM229 is an intermediate design, and the VRM300 is specifically designed for hard terrain applications. All of these tires are available in six-ply for GNCC and have puncture resistant casings. They are also available in four-ply for lightweight motocross racing. New for 2010 is a 425 x 19 trials pattern for Enduro and offroad riding. All these tires are available in the Tackee and standard compound. www.veerubber.co.th
Premium off-road/MX tire at an affordable price whether you race or just ride hard 9 Backed by 100+ years of trusted & proven tire technology 9 Engineered for soft to hard terrain 9 CAD-calculated trapezoidal knob geometry delivers high traction and stability in all conditions
www.conti-moto.com
28 May 2010 www.MPNmag.com
9 Extreme holeshot traction for fast acceleration out of the gate and exiting corners 9 State of the art X-Ply construction gives more stability and control in slides and landing jumps
RACE-SPEC RACING AIR FILTERS 1. Designed with 25% fewer pleats to open up the intake tract 2. Built with only 2 layers of high-flow pleated cotton media 3. Custom seal creates a direct fit into your OE air box assembly 4. Lowers restriction, increasing horsepower and torque - Covered by the K&N Limited Warranty for one year AVAILABLE FOR: Honda CBR600/1000RR Kawasaki ZX6/ZX10R Suzuki GSX-R600/750/1000/1300 Yamaha YZF R6/R1 Designed for closed-course competition use only. Fuel management modifications WILL be necessary.
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eclare war on sagging P&A sales by stocking up on a full range of aftermarket pipes. From slip-ons to full-on systems, let 2010’s range of chromed up and blacked out beauties pump up your bottom line.
30 May 2010 www.MPNmag.com
DEP DEP offers a full range of S7 four-stroke exhausts ts for 2010 models. The S7 features a carbon fiber end cap, aluminum body, stainless steel, revolutionary bleed chamber for increased peak horsepower and noise-reducing stainless steel boost head pipe for increased torque. The system m retails from $604-$717, depending on the model..
www.deppipesusa.com
DUNCAN RACING The PTR Midrange Pipe for Yamaha’s Banshee offers riders peak power gains of more than 25 percent. It has great low-end response and incredible midrange pull, and the top end power is better than stock. Duncan says the pipe provides the most bottom and midrange power of any pipe on the market today. All pipes are stamped from 20-gauge steel using extremely accurate dies, and they are hand-welded, pre-fit and pressure-tested. Other required modifications include carburetor re-jetting and a Pro Flow Air Cleaner Kit with a K&N filter.
www.duncanracing.com
ENGINES ONLY The new Engines Only Outlaw Series exhaust systems feature stainless steel construction. They boast a stronger and longer lasting megaphone design, which the company says produces more power over a wider RPM range than other pipes. The series is AMA-sound and USFS-spark-arrester-legal, and the repackable design keeps things quiet while producing maximum horsepower and torque.
www.xr100.com
HACKER Hacker’s new Medusa is a highly tuned header system that combines the Mayhem and a NOS header, giving the system a unique look with big power gains. It comes with designer heat shields, choice of muffler length and tuned insert options, including the quiet option that is 49-state legal for noise and provides excellent performance. The Medusa fits most H-D softail models and is available for ‘99-’10 Indians.
www.hackercustomexhaust.com www.MPNmag.com May 2010 31
HINDLE HI Hindl Hindle’s AlienHead muffler for 2010! The company is new fo says its sleek sshape offers a new look with the same great sound and performance. so It fits existing Hindle front sections and/or se slip-ons, as well as current Hindle models. Available in m stainless steel, titanium and carbon fiber, the muffler is also available in 14-, 16-, 18- and 20-inch lengths. l
www.hindle.com
HOTBODIES For riders who want the aggressive look of a Grand Prix-inspired growler exhaust, Hotbodies’ new MGP Growler exhausts have that deep growl of power and performance coupled with the company’s trademark aerodynamic styling. The short, compact MGP exhaust for the 2009-10 YZF-R1 bolts on without any modifications, and it is available in carbon fiber.
www.hotbodiesracing.com
KUSTOMWERKS KUSTOMWE E Kustomwerks and S Sc Scott Britt of have Britt Motorsports h a teamed up to offer a Signature Signatu u Series pipes. of Kawasaki Vulcan p Kustomwerks says these Kustomwe e Britt Signature Series Sig gn Rod Drag Pipes Hot R Ro give giv ve performance and hot rod an a ssound secondto-none. They to ccome in either a show chrome orr black ceramic coatt finish, and heat shieldss are ordered separately.
www.kustomwerks.com www.kustomwe e 32 May 2010 0 www www.M www.MPNmag.com MPNmag.com MPNmag M com
LEOVINCE LeoVince SBK has released its new BMW S1000RR Factory Full System. Created with the utmost performance in mind, this full stainless system features a huge 60mm midpipe from the headers, paired with a short 300mm, 100 percent titanium silencer. Retail on the SBK Factory Full System is $1,499.99.
www.leovinceusa.com
MRP MRP 2-Stroke Exhausts are now available for all Jonway onway scooters, plus MRP also distributes the QMB139 MB139 scooter exhaust. Score more scooter parts sales ales with these easy-to-install MRP 50cc upgrades.
www.mrp-speed.com
MUZZYS Bring out the looks and power potential of the Hayabusa and ZX-12R with a brand new Muzzy E-Series Exhaust System. By keeping things simple with one canister option and high-volume materials purchasing, Muzzys has created an affordable, full stainless steel exhaust system for these great bikes. Hand-crafted and built to the same standards as its other exhaust lines, the E-series increases power and torque throughout while producing the incredible exhaust note that Muzzys systems are known for.
www.muzzys.com
www.MPNmag.com MPN M May 2010 33
RON WOOD RACING Ron Wood Racing has a high performance exhaust in stock for the new Can-Am Outlander and Renegade ATVs; it’s redesigned to fit with the electric power steering. Independent dyno testing has shown power gains of up to 20 percent over the stock 800s. Each ceramic-coated exhaust is complete with mounting hardware and includes thermal wrap to minimize heat under the seat and alongside the fuel tank and bodywork.
www.rotax.net
RUSH RACING Dynamometer reports show Rusk’s 2-into-1 complete exhaust systems building significant increases in low and mid range torque and adding to top end horsepower. The system is available with show-quality chrome or ceramic black coating. Thicker steel means longer life and better sound, and the spiral louver-packed baffle also contributes to the sound and additional power. The system includes full coverage heat shields over the head pipes and collector. A brilliant chromed aircraft billet end cap seals the look that will add attention to any new bagger.
www. rushracingproducts.com
S&S CYCLE S&S’s new line of slip-on touring mufflers fits 1995 and up HarleyDavidson baggers. For the budget-minded, there are all-steel, slash-down, slash-back or tapered-end models. Slash-down and slash-back styles are available in a quieter version and a louder performance version. Tapered mufflers are only available in the performance version. For those looking for a little more style,S&S offers mufflers featuring a chromeplated or black Teflon-coated billet end cap, engraved with the S&S logo.
www.sscycle.com
34 May 2010 www.MPNmag.com
SUPERTRAPP The longer, baffled FL Phantom Pipe is a curvy, 2-into-1 that is six inches longer than the original FL Phantom Pipe. It’s baffled for a quieter ride and is SAE J2825 sound-compliant. Although this pipe is quiet, it still commands a deep, rich sound, and the baffle is easily removable for those rare occasions when riders want to make a statement. Four-piece, stylized chrome heat shields wrap the black ceramic pipe, which is capped with a decorative billet end cap engraved with domino dots. It also includes “02” plugs for early model applications.
www.supertrapp.com
TWO BROTHERS Two Brothers Racing took advantage of Kawi’s aggressive styling and looked to improve upon the fat midrange torque power characteristic of the Z1000’s 1000cc inline four with the V.A.L.E. Slip-on. The result is a dual slip-on system that effectively boosts power across the range with a peak increase of five horsepower at 7,000 rpm. The all-new dual slip-on system weighs in at nearly 10 pounds lighter than the stock exhaust and is available with aluminum, titanium or filament-wound carbon fiber canisters.
www.twobros.com
www.MPNmag.com MPN M May 2010 35
ULTIMA Ultima’s 2.2-inch Big Growl pipes for Sportsters feature thick wall tubing, reinforced mounting brackets and one-piece step ups with no welds. This means extra strength as the seamless pipes step up from 1.75 iches to 2.25 inches in beautiful show-quality chrome or black. Two-piece heat shields are also available.
www.ultimaproducts.com
VANCE AND HINES The underlying philosophy of the naked bike design is that form must follow function, and nothing embodies this spirit more so than the iconic Ducati Monster. Naturally, the exhaust system chosen must also comply with this mandate. The stainless steel construction of the CS One Dual Undertail Slip-on design is ideal for its lightweight and proven durability. Moreover, the CS One muffler cores are designed and dyno tested to enable the engine to maximize its primary function, to produce strong and usable power. It’s available in a polished or black ceramic finish.
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36 May 2010 www.M www.MPNmag.com MPNmag.com
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HOW TO
Hackett
– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
BY OTIS HACKETT
MOTORCYCLE EVANGELIST Preach the power of powersports to score converts
I
t’s time for us to ponder the next phase of what we’re doing as powersports dealers. As usual, I don’t claim to have answers in the following rant, but I do have a bunch of questions. I still believe that the genius in the room is the reader, not the writer. As you’re reading this, you should have a feel for your store’s immediate future. Are you looking at a shrinking market going forward with a smaller pool of potential buyers? With this new economic state of affairs, are you limited to customers within your existing market? Are motorcycle people the only people who will buy motorcycles until the economy grows again? Will you be able to evangelize people, or, in other words, convert them to our sport? Do potential converts even walk through your doors? During our industry’s growth period of the ‘90s, there were a lot of converts joining our market who had never ridden before. For evidence, I point
38 May 2010 www.MPNmag.com
to the advent of Harley’s Rider’s Edge program, MSF and local college courses, and the industry’s sustained growth during that period. We experienced double-digit growth. All dealers who experienced that growth did so because the economy was so good and discretionary income was so abundant; people just needed something to spend their money on. Mike’s Famous HarleyDavidson, with locations throughout New England and Maryland, experienced tripledigit growth during that era. We worked with Mike’s for four years and helped maximize his market. During that period, we grew unit sales from right around 700 units in the calendar year 2000 to over 1,700 units in 2004 — a growth rate ahead of the rest of the industry — and we did so without costing any of his competition a loss in market share. According to people I spoke with from The Motor Company a few years later, all of the
dealers in his district grew at the same rate as the rest of the nation during that period. Everyone else was getting the same influx of customers and converting about the same percentage of people. Why was Mike able to grow and not steal customers from the other dealers? We w were converting more of the people who would’ve gone to our real competitors: the plastic surgeon, travel agent, pool builder, etc. In short, we were not stealing from the motorcycle competition; rather, we were taking customers from other industries. I remain convinced that there is something unique about the products we sell that nothing else can provide for people. A motorcycle is an extremely selfish thing, and riding one is something one does for oneself. Everything we sell has a degree of that in common. Even a farmer who “needs” an ATV to pull his spray rig around only buys an ATV because it’s more fun than a tractor. If you want to serve an existing market, get ready to contract your business. If you want to grow your business, you’ll have to be prepared to be an evangelist. Motorcycles, ATVs, watercraft and snowmobiles are wonderful machines. We all know the healing power of riding home the long way after a rotten day at work. We all know the redemptive power of falling off a dirt bike and getting back on. We all know how powerfully our mental health can be affected
by putting the world on hold while we go for a ride, and if you don’t remember, get out and go for a ride! At the last sales manager job I had, we took the entire sales team out for a twohour ride on one Saturday morning before our weekly sales meeting. When we got back to the dealership, the air was buzzing. We all came back with fresh stories, a few new nicknames (we called one guy “Clutch” because he kept killing his bike) and a renewed understanding of what people were coming in the door to buy that day. We were all believers again. It turned out to be the busiest day of the year. Coincidence? You tell me. We need to be evangelists to reach out and grow our business. An existing motorcycle market could conceivably be served with poster-sized brochures and giant vending machines. I challenge you to get out there and make everyone who walks through your door today believe. Start with yourself and then with your team. I dare you. t Otis Hackett is the founder of Otis Hackett Group. OHG provides general management services for powersports dealers across the U.S. The OHG team brings realworld experience, having all been motorcycle dealership employees working on the front lines of the industry every day. Click on www.otishackett.com or e-mail otis@otishackett.com. Join us on Facebook or follow us on Twitter!
We are adding two new projects this spring spring. rm the nd his fi , a s r tt le e a k e c Ha oD for Otis Letter T ndation e An Open m m o c l re , persona incipals r is my ealer pr and e d tt y le n a is . m Th e up les OHG. Lik rship. The artic s, not in kett Gro s? Hire Otis Hac es le o a a in e h s d c u b y m e ner on th on of m der fro r k ti r o a o r e as ow g e c ;w p in n o r o ie u b r y q e a u ld p o -d x y & o e after day-t ears hould How do s chaos d 20+ y a d in the at the owner s n w ie a r s , u s e b e g d s busin I wa ou th nowle all tell y o; I had that k my powersports u pundits t q e d y r , & ess ip. esses ble to the busin ccessful busin er my ownersh who is a to write u d s n o n r s u e r e s th r p of o you yea rge ht, take-cha . Otis may need an three it straig more th Otis is a ts r , fi a e h e n it h e w b to k e r d o e th e w n rs icate joy to ommun es, owne being a as and c pulls no punch e Besides id e v ti ny crea t he r compa present each month, bu s for ou n k la c . p e is l h a c it ke his tion g his tells it li organiza s. Durin re benefits d result several o and Otis e d s m a te r e n r fa e c plem and in l yield im l il o y w ll tr t u n a f o s succes eased c ctivity th Otis has resulted in incr rease in produ d c e v in a cumente w an that h have do t, we sa n e e w m d e n g a a se, eng a purpo ty. cost. lan and as well as quali p than his a h it w y s c n te a te r aluable consis w ope gained v t. petuate pany no r e e m v p o a c t h a y I th M en ut in place cision, b e investm ostly de than justify th systems c d n a e ug re t in was a h rsonal that mo to expec nt: in OHG e s come p e g a m d in h g n te e a in n ta r s o s B s that e this busines e k d a th in tu m o t b ti n ;t , tools rsquo estme ted pla e expec rs can& ess and my inv better e th it r ly w e t r me mos ing my busin on, but ss is do above is All the mendati as a prisoner to way, the busine than I used to m o c e r of ss Iw sa a letter 00 mile ed Otis, y busine first call later, I live 1,5 e working on m I n e h W rs tim two yea far less it. Now, I spend d n a r, e than ev king in it. or spend w
Can OHG do for you what we did for Ted Filer?
, Sincerely r r, Owne . Ted File orts LLC p S r e w o P ’s r File 9
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585-464
Give Ted a call and ask him
(585) 464-9999 Or call Otis Hackett today to see what solutions he can provide for you. (219) 362-3190 Go to www.otishackett.com or email info@otishackett.com otishackett.com.
BEST
Operators CLUB Note: PVS/PUS = Per Vehicle Sold, TBOC = Top of the BOC = average of top BOC members (based on store Gross Profit), NOP = Net Operating Profit
Chart 1
TBOC TBOC NN ‘10 ‘09 ‘10 Gross Profit 26.2% 24.6% 22.5%
Total Store
– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
BY STEVE JONES
FEBRUARY 2010 & 2009 DATA COMPARISONS
L
ast month we explored the TBOC 2009 year-end numbers. This month we’ll look at how February 2010 compares with February 2009. I have shown the TBOC numbers for both years, as well as the comparable National Norms (NN) from our other groups. In some cases, the different reporting systems used by these 20-groups are not totally comparable. In those instances, I have entered “N/A.” Are things getting better? If some recent 20-group member e-mails are any indication, yes, they are improving for many dealers. This should be reflected in the coming month’s data comparisons. There are some improvements in the Total Store (Chart 1), particularly in the TBOC groups. However, these groups are still showing much higher personnel expenses than the National Norms groups. Conversely, the National Norms groups
40 May 2010 www.MPNmag.com
spent a lot more per unit to reduce inventory. Chart 2 shows new and pre-owned unit margins improving significantly for TBOC members. Overall, pre-owned margins are very strong. I keep saying this is an area of opportunity for many dealers, and for good reason. Although F&I numbers in Chart 3 are not what they were a few years ago, this is still an important profit center for our business. Note that finance penetration is still the issue. You need to approach your local credit unions if you haven’t already. They have money and are very aggressive in many markets. If they aren’t interested today, keep going back, as things change rapidly. Put together a good lender packet. You need to sell them on your business. In Chart 4 you can see dealers are focused on improving their service margins. This needs to be run as a very tight ship in order to be profitable. P&A margins
NN Benchmark ’09 23% 25%
Net Operating Profit
-5.2%
-7.1% -5.9% -0.24%
Personnel Expense as a Percent of Total Gross Profit
41.6%
48.6%
N/A
N/A
36%
Admin Expense as a Percent of Total Gross Profit
18.6%
19.2%
N/A
N/A
12%
Facility Expense as a Percent of Total Gross Profit
18.6%
29.7%
N/A
N/A
15%
Sales Department’s Personnel Expense PVS
$630
$505
$321
$318
N/A
Flooring Expense PVS
$237
$189
$207
$133
$75
Advertising & Marketing PVS
$80
$42
$120
$70
$75
TBOC ‘10
TBOC ‘09
7%
Chart 2
New Unit Sales
NN ‘10
NN ’09
Benchmark
New M/C Gross 16.2% Profit
12.4% 11.9%
14%
17%
New ATV Gross 16.6% Profit
12.3%
N/A
N/A
16%
2.7% 10.3%
12.7%
15%
New PWC Gross Profit
9.4%
Total New-Units 14.4% Gross Profit
11.9%
N/A
N/A
15%
Pre-Owned M/C 20.4% Gross Profit
17.5%
N/A
N/A
20%
Pre-Owned ATV 14.5% Gross Profit
12.8%
N/A
N/A
15%
2.7%
N/A
N/A
15%
17.7% 18.5%
18.7%
18%
Pre-Owned Unit Sales
Pre-Owned PWC Gross Profit
4.6%
Total Pre-Owned 19.7% Units Gross Profit
Table 3
Finance & Insurance Finance Gross Profit Dollars Per Vehicle Sold
TBOC ‘10
TBOC ‘09
NN ‘10
NN ’09
Benchmark
$360
$336
$264
$282
$500
Deals Financed 43.3%
56.9%
33%
37%
70%
Service Contract 25.7% Penetration
23.0%
20%
23%
50%
Pre-Paid Maintenance 11.3% Penetration
19.8%
11%
13%
30%
Security System Penetration
3.7%
0.8%
N/A
N/A
20%
Financed Deals with GAP Protection
9.3%
10.8%
20%
26%
30%
TBOC ‘10
TBOC ‘09
NN ‘10
NN ’09
Table 4
Service
Service Dept Labor 69.2% Margin
66.8% 64.6%
Benchmark
66.2%
70%
$713
$756
$525
Parts Margin 33.6%
34.6% 35.9%
36.2%
39%
Accessory Margin 31.3%
34.4% 28.8%
31.4%
34%
Parts & Accessories Total Parts & Accessory Gross $1,125 $1,012 Profit PVS
are slipping a bit. Some dealers are becoming more competitive with Internet prices, as they can’t afford to let people walk. Many dealers are using specially priced accessories and/or clothing packages as incentives for closing unit sales. As I said last month, track your numbers, keep inventory and overhead under control, hire the right people and provide exceptional customer service. These are still the keys to success. t
At GSA we track benchmarks through our involvement with dealer 20-groups. The TBOC data comes from the groups that are in the a real-time, web-based data reporting system. National Norms are compiled from the groups that report in the formerRPM data system. Steve Jones, general manager of GSA, outlines dealership best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. GSA is recognized as the industry’s #1 authority on dealer profitability.
%RRVWV SHUIRUPDQFH RI ELNHV $QG FDVK UHJLVWHUV
Your customers will call it a wonder treatment. You’ll call it a top seller. Because no matter the age of your customers’ bikes, from vintage to modern muscle to super sport, our Cycle Fuel System Supreme will improve fuel efficiency and horsepower as they ride. Original Bike Spirits™ products have earned the reputation for being the best products in the industry. Products that make the difference your customers will feel in their bikes – and that you’ll see in your bottom line.
Note: The Voyager 4 data reporting and analysis system is available for any dealership to use for a very nominal fee. For more information on GSA’s data reporting system, dealer 20-groups, on-site consulting or training, drop Steve an e-mail at steve@gartsutton.com or visit www.gartsutton.com.
originalbikespirits.com www.MPNmag.com May 2010 41
PEAK
Dealership PERFORMANCE
– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
BY MARK RODGERS
RESEARCH 101 Collect data before implementing change
F
or the last two months, this column has been dedicated to debunking common motorcycle business myths. Visit www.mpnmag.com to catch up on the conversation. The rule of reciprocity. states that when someone does something for you — someone gives you a gift or does you a favor — you want to repay in kind. And there is a lot of scientific research to support the idea that gifting can change a person’s behavior. What if you gave your customers a high-quality Harley-Davidson pen with your dealership name on it right before you presented your F&I menu? Would that have a positive or a negative impact on your F&I transaction? “Welcome back. We want to review some of those cool things you are entitled to now that you are officially a member of the dealership family. But first, we’d like to give you this (open the box revealing the gorgeous H-D pen) Harley42 May 2010 www.MPNmag.com
Davidson pen. We give this to you for two reasons. One, we want you to remember the day you joined our family, and two, because you’re about to sign a lot of documents!” The pen is a logical gift at this point because the customer is about to sign a lot of paperwork. You want your customer to have a quality keepsake reminding them of you and their high-quality experience with you. Instead of assuming this is a successful practice for your dealership, measure the response. Examine various outcomes. Does this gift have any impact on the dollars of the deal? Are “pen” customers more satisfied with their dealership experience? Are these customers more likely to give a dealership testimonial? Evidence-based dealership management give us insight as to whether this will positively influence your business. And although this small technique isn’t going to result in millions of dollars, it may
add something. Next, ask y yourself whether you could use evidence-based dealership management in other customer exchanges? These might include such things as: • Hiring strategies • Coaching and development • At home trade evaluation • On-site customization consultations • Compensation ideas However, you should run larger and longer-term tests. Regardless of the complexity, it’s a good habit to test an idea before you put a policy or a guideline in place. So why don’t we test our assumptions? Often there are impediments to gathering the evidence. Here are a few: • Information is not readily available • No real-time information; clouds cause and effect and correlation decisions • Don’t know how to go about testing • Don’t have the time or energy to do so • Unwilling to use facts to analyze decisions • Unable to view the world systematically • Substitute facts for lore • Lack of resources • Unable to put your ego on hold Crash Course in Research Here’s a basic approach to understanding how you can conduct organizational testing and thereby start your journey to practicing evidence-based dealership management. Hold X constant and change Y: This is the heart of scientific
testing. You hold as much constant as possible and then change just one thing at a time and measure its impact. Then you can try different variations of Y. For example, in our pen reciprocity test, you could keep everything about your sales and F&I process the same (keeping X constant) and then add the gift immediately prior to presenting back end product (Y). Then you could change the variable (Y). You could try giving something else like a commemorative dealership coin immediately prior to presenting back end product. Or, you could try gifting a nice dealership key fob, which, of course, would change your variable (Y) for a third time. You can probably come up with other variables. Cause and effect: Processes describe how something happens. Cause and effect links situations and events together. But causality involves more than sequence. Causeand-effect analysis explains why something happened or is happening, and it predicts what probably will happen. Many causes can create a single effect, and a singular cause can create multiple effects. There are also main causes and contributory causes. As you look at your dealership information, ask yourself if you are looking at the cause or the effect of the situation. Quantitative versus qualitative: There is always an ongoing discussion as to which is more valuable: quantitative information (that which can be counted)
or qualitative information (descriptions of experiences or events). A real drawback of qualitative data not captured immediately is recollection; what we remember often isn’t what happened. Regardless, both are valuable to practicing evidence-based dealership management. For us, Einstein ends the discussion: “Not everything that can be counted counts and not everything that counts can be counted.” The problem with both forms of analysis is that we are often seeing what we want to believe. This is an inherent characteristic of the human condition.
The Hawthorne Effect: This effect states that people who realize they are being studied as part of an experiment improve their performance. People are more likely to step it up a few notches when they know someone is looking over their shoulder. The danger here is that you could skew any test results simply by testing. Employees who are aware that they are being studied are much more likely to perform at a higher level; their performance could improve due to the Hawthorne effect and not due to the variable you are testing.
Statistical Significance versus Statistical Validity: Statistical significance asks if we tested enough people; statistical validity says can we trust the result of the test.
However, we should do our testing, narrow the possibilities and make an intuitive leap. At this point an objective third party can often help you connect the dots. t
Strange Sample: This occurs when the population you test or query is somehow skewed. It’s akin to wanting to know if finance managers should be one of the highest paid people in the dealership and only asking your finance managers. This would constitute a strange sample. At the end of the day when it comes to research, you can always question something.
An award-winning author, toprated 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.
Mark Rodgers Peak Dealership Performance® Newsletter Sometimes funny. Sometimes irreverent.
Always insightful. Sign up today!
www.PeakDealershipPerformance.com www.MPNmag.com May 2010 43
Lessons LEARNED
– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
BY ROD STUCKEY
ONLINE OPPORTUNITIES Ramp up your search engine marketing efforts
N
early 97 percent of people with online access research products and service providers prior to making a purchase. This clearly explains why Google reported $22 billion in ad revenue in 2008 and continues to be the largest ad platform in the world. The No. 2 slot is held by Time Warner, who, with $9 billion in ad revenue, doesn’t even come close to Google. So where does Yellow Pages fall in terms of ad revenue rankings? You guessed it … it’s not even on the charts. Back in the late ‘90s, when I was a dealer principal, the Yellow Pages was taken very seriously. I remember thumbing through the book looking at my ads and comparing them to those of my competitors. I also remember taking the semiannual scheduled meetings with my Yellow Pages rep very seriously. It was complicated determining which books I
44 May 2010 www.MPNmag.com
should participate in, which ad copy I should use, what size ad to go with, to use color or no color, cost, to co-op or not, etc. I took the Yellow Pages seriously because when prospects were looking to find Honda motorcycles, ATVs, parts, accessories and service it was the first place they went. I had a close friend back in those days who owned a successful construction company. He swore by the Yellow Pages and, in fact, it was the only advertising he did. As I was recently reminiscing with my wife about how much we used to utilize the Yellow Pages, she begin to tell me the story of planning our wedding back in 1995. Of course, I was oblivious to all of the effort she went through to find a florist, limousine rental company, church, reception facility, photographer, caterer, travel agency, tuxedo rental company, wedding dress retailer, videographer, musicians, invitation printer, etc. Ironically,
she explained that the Yellow Pages was her primary resource to plan the wedding. Fast forward to 2010 and pretend you or your spouse is planning a wedding. Would yyou use the Yellow Pages? Clearly, the Internet has changed everything from how w we communicate with our friends and family to how we as a business communicate with our prospects and customers. However, unlike the Yellow Pages, most dealers aren’t taking online marketing (specifically search engine marketing) anywhere nearly as seriously as us old school guys once took the Yellow Pages. Here’s the real irony. Comparing the power and potential of the yellow pages to generate sales leads versus the power and potential of the web is kind of like comparing a red rider BB gun to an assault rifle. In 2006, there was an average of 2.7 billion online searches per month; in 2009, 32 billion. That means the number of monthly searches has increased nearly twelve-fold in only three years. From a trending perspective, that’s absolutely astounding, yet not necessarily surprising. In 2006 I wasn’t totally prewired to think “Google” every time I needed to solve a challenge. Now, whether I need a phone number, directions or to research why my knee is swelling after a run, I go to the search engine. (Heck, I’ve just used Google to research stats on Google.) It’s not just me and other Gen Xers who are now pre-wired to think “Google” every time information is needed. What’s more, this explosive growth has come from all demographics. Google is now a way of life for all ages, from the very young to the very old. Online searching has become such a common way of life that
“Google” was recently added to the dictionary as a verb. So if this is such a great marketing tool and so powerful, why aren’t more dealers utilizing search engine marketing (SEM)? That’s a question I’ve asked myself on several occasions. My hypothesis is that most dealers just don’t understand it. On the surface, SEM can seem complex and overwhelming, however, so can the inner workings of fuel injection. I’m not a super tech and don’t really care to know exactly how fuel injection works — what’s important to me are the benefits, such as improved throttle response, reduced maintenance and not having to deal with a choke anymore. I leave the technical side of how fuel injection works up to people a lot smarter than me. As far as SEM goes, most dealers assume that having a website is enough, and perhaps in 1996 that was true. But in 2010 just having a website certainly isn’t enough. There are more than one trillion web pages today attempting to connect with someone. SEM leads to more website, telephone and store traffic, which (with proper staff training) will lead to improved sales. The real question to ask yourself in today’s market is not about just having a website. More importantly, ask yourself, “What am I doing to drive traffic to that site?” t Having owned and operated four dealerships in the Atlanta market, Rod Stuckey knows firsthand how hard it can be to get targeted dealer information, so he founded Dealership University. His monthly column gives dealers the lessons they need to learn to be more successful.
– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –
BY ROD WILLIAM STUCKEY DOUGLAS LITTLE
BOUNDARIES OF TRUST
S
everal years ago, my sales manager convinced me to fire a salesmen with poor performance. I trusted the sales manger’s advice; the salesman in question had horrible closing numbers, was lazy and showed up to work late pretty much all of the time. However, this particular manager had fired two other salesmen in just two weeks, and I was starting to get low on salesman inventory. If paid in the right manner, a low-performing salesman really isn’t too much a drain on the company if you look at it in a weekly overhead capacity. But, even at that time, I was smart enough to see the other side: Business isn’t just about the sales that you make, but also about those that you miss. A lost sale is nothing less than negative revenue. So, a poorly commissioned salesman might not be “costing” money in terms of a weekly paycheck, but he sure as heck does cost thousands in lost sales. Another week passed and yet another salesmen was fired. “I
had to let him go,” said the sales manager. “He had too many customer complaints. Saturday was the final straw, man. He lied to a customer who bought a TRX500, and I ended up having to buy the darn thing back.” Fast forward a few weeks just after my return from a convention and I found my “trusted” sales manager fired our last two salesmen. His response floored me: “Man, I have to tell you something else, too. The competitor down the road made me an offer, and I really can’t pass it up. It’s just too good. I mean, I feel bad, but the deal is just too good.” I was speechless. There I was, just before opening on a Saturday morning during the busiest season, realizing that the guy I’d entrusted with my company’s sales department had just fired all of my salespeople and was quitting, effective immediately. I was lost. I was flabbergasted. I was so pissed off that I couldn’t even react. I ran my butt off for the next few weeks, covering most of the sales floor with just myself
and a couple of guys from parts, not to mention the constant interviews as I searched for any salesperson who might stand a chance. All of our former salesmen were either too sore over being fired or had already found other jobs. That experience taught me a great deal about a number of things. I got a crash course in multi-tasking as I served as owner, general manager and about five salesmen rolled into one. I learned how to multiexist as I appeared in about seven places simultaneously and, most importantly, I learned how to multi-oversee: I will never again entrust someone w with too much free reign when it comes to managing my business. As it turns out, you’ve got to keep your eyes on pretty much everything that’s going on. Who knew? The ensuing excavation process was interesting, to say the least. Digging through records to find out what had been going on was a task and an enlightenment. In our used department we were losing money on trades instead of making big margins. Something was wrong. In reviewing costs against trade, I soon discovered that this exit strategy had been long-planned for maximum profit on the final paycheck. Literally no over-allowances had been applied to trades for the whole month, meaning that the new units sold carried all of the profit and the trades carried the full burden of value — I was screwed, big time. That realization led to a physical inventory of P&A, at first focusing on sales histories, where I found that hundreds of dollars of inventory had been “given” to customers off the books. What really burned me was talking to some of the customers who, thank God, had remained loyal to the dealership. More than
one told me that they were offered free merchandise to follow this sales manager to his next job. None wanted to be involved in the form of a sworn statement or court testimony if I were to pursue it, but they swore to me that it had happened. Would I have sued had I had the witnesses? Absolutely. Since learning that lesson, I’ve learned quite a bit more. I’ve been screwed by employees since that time. I’ve dealt with mechanics who’ve let me carry them through winter only to quit in the spring; salesmen who leave at the busiest times and think that they own the customers who’ve bought from them; even a service manager who handled some cash deals on the side using my parts and labor! The biggest learned lesson, however, is one that pertains to trust. First off, an employee can also be a friend, but the two should never, ever cross paths. Business is business and business has to come first. Period. Most importantly, when it comes to business, a nice guy trusts his employees, but only a fool offers blind trust. Now, you’ll have to excuse me. Reliving all of this has given me the urge to review some security camera footage. In fact, I may put on a disguise and go purchase something from my dealership. Maybe it’s time for another physical inventory, too? t Columnist William Douglas Little writes from experience, having built a multi-line dealership from the ground up. His store, Unique Powersports, has earned accolades for excellence in retail sales, community involvement and customer satisfaction. Little’s debut book, Mexican Bowl Fishing, was released in 2008 and is available at www.WilliamDouglasLittle.com. www.MPNmag.com May 2010 45
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Camchain in Tensioner K&L Supply Co. This nifty tool allows easy re-setting tensioner ting of the cam chain tensio ensioner mechanism. –––––––––––– Sure Sellers: t tensioner, making aking • C-clamp design lets you gradually compress the re-installation easier nts mar rring or scratching • Rubber pad at the receiving end prevents marring ench-mount tool • Body includes convenient tab that lets tech be bench-mount in a vice for hands-free operation –––––––––––– For More Info: K&L Supply Co. 1040 Richard Ave. Santa Clara, CA 95050 (800) 727-6767 www.klsupply.com
www.MPNmag.com May 2010 47
Gorgeous Grips Carl Brouhard Designs and Drag Specialties have teamed m to med offer this set of custom grips for ‘84-’10 H-Ds. Sure Sellers: • Die-cast • Available with either chrome-plating or or in na aluminum black anodized finish with natural alum m num min accents • Each finish is available with a choice ooff ttwo wo classic styles of inserts: smooth rubber for a clas look or knobby for enhanced grip
Smooth S th hS Sailin’ ili ’ With its Smoothie saddlebag, Dead Center Cycles offers a stretched FL replacement bag sans the bulky, unsightly latch. What’s more, it offers a less cluttered canvas for a wicked custom paint job. Sure Sellers: • Set sold complete with lids, latches and hinges • Made using closed-mold fiberglass process, ensuring consistent thickness and smooth finish inside and out • Custom paint matching available • Rider can access bags while seated; simply reach back, disengage recessed compression latch and open lid outward Retail Price: $1,399
Specialties, For More Info: Drag Spec WI 53547; P.O. Box 5222, Janesville, W (800) 222-3400 www.dragspecialties.com www.dragspecialties.co ies.co om
Blacked Out Belt Drives Ltd.’s Black Out lever controls are sanitary y and rugged; the master cylinder has a 5⁄8-inch bore and integrates a threaded ball end plunger. Sure Sellers: • Provides positive engagement and precise movement n nt of the piston and rubber cup reservoir seal for positive, smooth stopping performance • Secured to bars with camlocks while switch housing blends in for a clean profile • Designed for use with one-inch bars Retail Price: starting at $180 For More Info: Belt Drives Ltd., 1959 N. Main St., Orange, CA 92865; (714) 685-3333 www.beltdrives.com
48 May 2010 www.MPNmag.com
For More Info: Dead Center Cycles Ltd., P.O. Box 24481, Seattle, WA 98124-0481; (206) 762-3372 www.deadcentercycles.com www.deadcentercy ycles.co cles.c com
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50 May 2010 www.MPNmag.com
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