Dealernews December 2018 by Dealernews

DECEMBER 2018

Industry Research Crunching Numbers For Dealers

SHOWTIME!

Dealer Profile Harrison EuroSports

AIMExpo, GIE+EXPO, SEMA & EICMA

TOMCAR Declassified

CONTENTS 06 08 10 12 16 18 22 28 30 32 35 42 44 46 50 54 58 60 62 64 66 68 70 72 4

THE VOICE OF REASON

Bob Althoff On The Need For Dearlernews

EDITORS NOTE

Robin Hartfiel On The Grass Is Always Greener

LETTERS+

The Industry On Dealernews

NEWS+

The Latest Dealer News

SHIFTING GEARS Who’s Where

DEALER PROFILE+

Harrison EuroSports

INDUSTRY RESEARCH+

Don Musick On Industry Interuptus, Part II

INDUSTRY RESEARCH+

Dr. Paul Leinberger On Change

INDUSTRY RESEARCH+

Lenny Sims On NADAguides Q3 Numbers

REV ‘EM UP WITH REVER

What An Engaged Customer Base Looks Like

SHOWTIME

AIMExpo Leaving Las Vegas

GIE+EXPO

The Grass Is Always Greener…

SEMA

How The Other Half Lives

EICMA

Vidi Vini Vinci

TOMCAR

Declassified And Coming To Dealers

BATTERY BASICS

Charging Up Your Business

EUROPEAN INVASION 2.0

Charlie Williams On What Really Happened At The Motocross Of Nations

WHY WE LOST MX OF NATIONS Chuck Sun On Moneyball For MX

PERSONNEL FILES

Alex Baylon On Social Media While Looking For A Job

OPINION+

William Douglas Little On Reaching A Social Media Society

NORTHERN EXPOSURE

Marq Smith On Red Seal Training

CONFESSIONS OF A CUSTOMER Eric Anderson On Ridership

MOTORCYCLE INDUSTRY COUNCIL UPDATE MIC RideReport

ADVOCACY+

Alisa Clickenger On Women’s Sportbike Rally

OUR TEAM Bob Althoff Dealer/CEO

76 78 80 82 84 90 94 96 98 100 101 102

ADVOCACY+

Eric Anderson Vice President Stan Simpson Vice President

Don Amador On Dealers Feeding The Need

ADVOCACY+

Scot Harden On The 35th Motion Pro Nevada 200

AN INDECENT PROPOSAL

Eric Anderson On The Merger Of AIMExpo & INTERBIKE

GEAR+

Vanson Baja & Compass Jackets

GEAR+

Take Five From Motonation

WÜNSCHISMS

Uncle Paul On Aliens From Another Planet

ANONYMOUS DEALER

Just Do It With The Niken

PRESS PASS+

Long Beach Launch

PRESS PASS+

MIC Communications Symposium

VALE

Ave Atque Vale Joe Ramos

AD INDEX BACKFIRE

SALES/FINANCE John Murphy Publisher Alan Landry CFO EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/BITD Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer Dealer Advisory Board Bob Althoff Chairman

John Murphy On Handshake Deals

Joey Belmont Big #1 Sports Jim Boltz Lynnwood Cycle Barn/WMDA Jim Foster Killeen Power Sports George Gatto Gatto Harley-Davidson Malcolm Hunter Deeley Harley-Davidson Robert Kay Star City Motorsports Bob Kee Destination Cycle Jerry Lenz Beaverton Motorcycles Kurt Mechling Performance PowerSports Don Owens Dothan Powersports Mark Peterson Southwest Superbikes Sandy Stroope Boat World Honda Polaris

ADVERTISING John Murphy - johnmurphy@dealernews.com

Dealernews Magazine P.O. Box 73640 San Clemente, CA 92673

Rick Doughty of Vintage Iron and Rhode Island Red as shot by Joe Bonnello.

America. And you, if you are like me, can’t do without Dealernews. Fewer, deeper dives into matters that count. A publication that focuses on retail excellence. An advocate for Dealers and the incredible work we do under trying circumstances. A place to compete for honors in the only real competition that counts, The Top 100. Yep. Our Industry needs us. And we need Dealernews. Now more than ever. But this gate swings both ways. Dealernews needs our Industry to support it. The advertisers need to fill our pages with their wisdom, their wares… and yes, their ad dollars. The distributors, the OEMs, the thought leaders they all need to be here, too.

Reason For Being By Bob Althoff

Can Our Industry Survive Without Dealernews? Can Dealernews Survive Without Our Industry?

None of us can take one another for granted. It’s time. Most of all, the entire industry needs you, the dealer, to succeed. Without dealers, there is no powersports industry. Period! Pick up the phone. Call Robin, or John, or Eric or me. Tell us what you need. Tell us what you know. Tell us what you can do to help. Do it. Do it now. Your Industry needs you. Dealernews needs you. And vice versa. Bob Althoff Dealer Principal, W.L.M.

AIMExpo 2018

ou know that feeling. There is a decision to be made. You have sweated the details; sought input, and now it’s time to make the call.

You are surrounded by people — the customer, first and foremost — as always. Then the staff, perhaps your vendors and road reps from your distributors. Oh, and the OEMs… seems like they are always in your ear about something! But in the end, it’s your call. And it can get lonely inside that head of yours.

All Things Great & Small Coming From Benelli

Industry Research What Do The Numbers Mean To A Dealer?

Dealer Profile Perri’s Powersports

Family and riding buddies are certainly sounding boards, but they don’t always know what you are dealing with… That’s where we come in. For more than five decades Dealernews has been that friend you can count on. For information. For inspiration. For the Dealer’s point of view. Trusted counsel. Always having your back. Our industry can’t survive without us, without you and our 9,700 brother and sister Dealers in North

VEGAS BABY! AIMExpo 2018

for both industries in the form of ATVs and UTVs... and both agree that reaching Millennials is a problem. Same holds true with crossing over into the automotive aftermarket. It was back to Vegas immediately after GIE+EXPO to see how the other half lives at the SEMA show. Compared to OPE and powersports, the car guys have it made, right? Unlimited budgets, more than 1 million sq./ft. of exhibit space and representing the $43 billion automotive aftermarket, SEMA is almost double the $23 billion powersports industry. Yet as big as they are SEMA has been paying attention to our world… and the UTV is the cross-over product blurring the battle lines, just as it does with OPE. SEMA even announced their “Powersports Vehicle of the Year” — Polaris RZR Turbo S. Interesting to see how much of SEMA’s educational track and industry outreach was to Millennials… apparently the car guys don’t get it, either.

Editor’s Note By Robin Hartfiel

NO MATTER WHERE YOU GO... The Grass Is Always Greener…

“

o matter where you go, there you are…” a punch line from cult classic movie Buckaroo Banzai Across the Eighth Dimension describes where we are as an industry. After having been on a whirlwind tour around the world and across various industries to get a sense of how powersports stacks up, the bottom line is that no matter where ever we go, we still have to face some facts. New unit sales are down, the paradigm has shifted to pre-owned and the Millennial market remains a mystery. Bob Althoff has posited that this industry can’t survive without the dealers, but it isn’t just powersports facing the music. Immediately after launching Dealernews at the AIMExpo (see page 36), it was onto the Lawn & Garden guys big trade show GIE+EXPO. Shades of the old Dealer Expo, this show brings in 20,000+ dealership types and the aftermarket, but unlike our industry, the OEMs are all in! There were 40 ATV/UTV manufacturers exhibiting in Louisville this year. As closely aligned as Outdoor Power Equipment and Powersports may be, there is a fundamental difference of opinion. The OPE guys seem to think it is easier for us to sell toys than tools, while many of my dealer friends see mowers, snow blowers and chainsaws as needs for rural America and an easier sale than a sportbike or an expensive touring bike. Both industries seem to think the grass is always greener on the other side of the fence. With apologies to humorist Erma Bombeck, the grass really is greener over the septic tank. UTVs represent the intersection of tools and toys, so it seems that the sweet spot is parked in the center of the septic tank… wait, that doesn’t sound right! However, there is a real opportunity

From SEMA, it was off to Italy for the oldest, largest motorcycle show in the world, EICMA. At 104 years old, the trade show in Milan showed that even within our own industry, we are still vastly different. UTVs were conspicuous in their absence and apparently they have figured out selling new units to a younger audience as sales in Italy are up 6% and a whopping 10% in Germany. Maybe the grass is really greener on the other side of the pond? However Euro 5 emissions standards threaten to eliminate the internal combustion engine completely. E-bikes and power-assist pedal bikes rather than UTVs are what they are looking at. My favorite mangler of the English language former Yankee catcher Yogi Berra once said, “No matter where you go, you end up somewhere!” Americans vs. Europeans, Auto vs. Moto, OEM vs. Aftermarket or OPE vs. Powersports… we are all going to end up somewhere! We will all think the grass is greener on the other side of the fence... and still spin our wheels trying to figure out Millennials! SOUND OFF! Dealernews is indeed back. Join in the conversation by e-mailing Editor@dealernews.com Like us on Facebook: www.facebook.com/DealernewsFan/ Follow along on Dealernews.com Tune into the new YouTube channel: https://www.youtube.com/channel/UCZE6q4gQ5EIz0nOX4WaXw1w

Former Editor-in-Chief and publisher of Dealernews circa 1990-2003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper was an editor of publications ranging from All About Beer to VW Trends.

Short-Stroke It’s like you never left! Thanks for being here… the industry needs Dealernews. Jim Williams, VP Industry Relations & Business Member Programs American Motorcyclist Association

WOW I haven’t seen this many pages in a powersports dealer magazine in a long, long time. Dealernews knocked it out of the park with the relaunch of the magazine. Welcome Back DN (now let’s Get Dealer Expo in Indy up and running!) Thanks Alex Baylon, Eric Anderson, Robin Hartfiel, Donald Musick, A.D. Farrow Co. HarleyDavidson et al. for making it happen. Mike Jackson, Founder MacGyver Solutions, Inc. MotorcycleDealer.com

Two-Stroke Dealernews is where it’s at! It is an honor to be part of the team... Here we go! Mark Peterson, Dealer Principal Southwest Superbikes Dealernews Dealer Advisory Council Long-Stroke T h a n k s f o r t h e c o p y o f t h e n e w Dealernews. The timing of getting back in print and on line will be very important to the success of the Industry. The changes in Canada of the traditional dealership are great and changing the landscape. The move of OEMs to support multi-ownership can work well in urban and heavily populated areas, but in a country the size of Canada with a small population base the rural dealer is at risk. Great articles that are relevant and timely. Please pass on congratulations to your team. Malcolm Hunter, President The Deeley Group Vancouver, BC CANADA

STOKED! Stoked!!! Dealernews is back! Congrats ’n’ Wheelies! Mark Thome, Business Development Moto & Powersports Malakeye.com

Dealer Expo Days t’s great seeing Dealernews back in print. I remember reading the issues when I started in the powersports business many, many years ago. Always full of great relevant content. And who can forget those Cincinnati and Indianapolis shows of the late 1980s & ’90s during the boom of the powersports business. The new issue is excellent quality, well-written and an absolute must for the successful powersports dealer. Well done. Scott Lukaitis, Chief Operating Officer Engine Ice Hi-Performance Coolant

DEALERSHIP DEAL DONE

Wiebler’s Quad-Cities Harley-Davidson in Davenport, Iowa, has been dealt by longtime owner Bob Wiebler to fellow dealer Michael McGrath. Wiebler’s Quad-Cities Harley was established in 1990 by Wayne Wiebler, Bob Wiebler and Stephen Wiebler. But the family connections to the motorcycle biz go back to 1951 when Wayne started working for the Walters family in Peoria, Illinois. In 1965, Bob joined the Walters Brothers dealership in the Parts Department. Wayne’s son, Stephen, joined them both in 1980. After many years at the Walters Brothers dealership, the Wiebler family then acquired an existing Harley-Davidson dealership in Bettendorf, Iowa. In 1999, Stephen and Bob relocated the dealership to Davenport and celebrated a grand opening of their new facility on January 22, 2000, 49 years after Wayne Wiebler started his career in the motorcycle industry. The dealership has remained in the same location ever since. However, after 28 years of ownership, the Wiebler family decided it was time to retire and hired broker George Chaconas to assist them with selling the shop. Chaconas is the head of the National Harley-Davidson and Powersports Division for Performance Brokerage Services, the nation’s highest volume powersports dealership brokerage firm. The buyer is also well ensconced in this industry. Michael McGrath is part of the McGrath family that owns and operates numerous high-profile auto dealerships throughout Illinois and Iowa. Michael’s popularity in the region also stems from his heavy involvement as the dealer principal of McGrath Harley-Davidson in Dubuque, McGrath Hawkeye HarleyDavidson in Coralville and McGrath Powersports of Cedar Rapids. The acquisition of Wiebler’s Quad-Cities HarleyDavidson was the perfect strategic fit for Michael, expanding his footprint in the immediate area. The dealership reopened as McGrath Quad City HarleyDavidson back on December 5. “It brings me great pleasure to have assisted the Wiebler family with passing the torch to the McGrath family,” says Chaconas. “I wish Bob and his wife, Tracy an enjoyable retirement and thank them for the opportunity to earn their business.”

WPS GETS THE HOLESHOT

National Sales Meeting & Rep Training Set For January Western Power Sports will host its rep force and vendors for the first of the big distributor events of the spring. “After the success of last year’s meeting, we will once again hold our National Sales Meeting at the Boise Centre in downtown Boise,” says host WPS President/CEO Craig Shoemaker. “In keeping with the growth WPS has seen in recent years, we are continuing with our redesigned format. This new format has allowed us to significantly expand our list of attending vendors and better accommodate our growing sales force.” Speaking of expansion, WPS has completed updates to the distributor’s Fresno facility. This expansion has added an additional 80,000 square feet to the California warehouse, resulting in 180,000 square feet of space. “The Fresno warehouse is an important part of our west coast distribution network for dealers,” says Shoemaker. “This expansion means that our Fresno facility will continue to keep up with our growth while supporting our dealers with deeper inventory.” Stay tuned to Dealernews for coverage of the sales meeting.

Special features include VIP visits by 4-time SX/3-time MX title holder Ryan Villopoto, 6-time NHRA Pro Stock motorcycle champ Doug Vancil and 4-time NHRA Pro Stock series champion Eddie Krawiec have all confirmed they will be joining other surprise guests. On the education side, keynote speaker Chris Zane, author of Reinventing the Wheel: The Science of Creating Lifetime Customers, will be augmented by a series of four dealer workshops with topics like “Leveraging The Used Market To Grow Your Dealership” and “How To Capture Your Share Of The UTV Market.” For more information and to register, visit the Tucker Show website at tuckershow.com

TUCKER SHOW

Everything Is BIGGER… EVERYTHING IS BIGGER IN TEXAS... including the new venue for the 2019 Tucker Powersports sales meeting. During AIMExpo Tucker execs announced the “new” Tucker Show to be held at the Fort Worth Convention Center. Set for January 24th–25th, 2019, show registration is now open to dealers. Scheduled for two days, the Tucker Show enables dealers to interact with brands to learn about new products, take advantage of show-only specials, network, and enjoy a good time at the dealer appreciation party. According to Tucker, three key reasons to attend the 2019 Tucker Show include: Commerce – The Tucker Show is an opportunity for dealers to take advantage of show specials, stock up, and prepare for the upcoming riding season Training – Dealer seminars are designed to help improve operational efficiencies, visual merchandising, marketing, and share “best practices” to improve consumer brand experiences and expand consumer reach. Community – Build stronger relationships with the Tucker Team, its brand partners, and network with other dealers that share your business experience.

PARTS PICKS LOUISVILLE

2019 NVP Product Expo Moves NVP 2019 is racing to the home of the Kentucky Derby. Parts Unlimited/Drag Specialties will take over the Kentucky International Convention Center (KICC) for their Spring Premier NVP Product Expo February 16-17, 2019. With more than 240 leading exhibitors and introducing 25 new brands, the NVP spans 88,000+ sq./feet —making it the largest distributor show in North America! Set to run two full days with expanded hours starting Saturday to accommodate dealer product training, NVP also offers discounts and dealer incentives. All work and no play makes for a long weekend, so Parts has plugged in a Happy Hour Saturday and fashion show featuring the 2019 Spring Collection from its family of apparel brands. Saturday evening’s iconic Meet & Greet will take place at The Sports & Social Club in the heart of downtown Louisville’s 4th Street Live Entertainment District. Save the date and see your Parts/Drag rep for details to join the industry’s top brands at the NVP.

DECEMBER 2018

MOTORCYCLE INDUSTRY COUNCIL ROLLS OUT WEEKLY RIDEREPORT One of the best kept secrets in this industry is what does MIC do? We all have a nebulous idea of it representing motorcycle issues on Capitol Hill and some dealers have even noticed its efforts to expand ridership like the RiDE Initiative. To help clear things up, the Motorcycle Industry Council is providing weekly updates on powersports news and on the association’s activities and initiatives in a new newsletter, The MIC RideReport. “It’s important to keep our members up to date on the wide variety of work the MIC is doing, from initiatives that introduce the public to powersports, help growth and increase ridership, to government relations efforts on behalf of the industry and our customers,” explains MIC President/CEO Tim Buche. “And there will be times that we’ll ask our members to add their voices on key issues as we continue our mission to preserve, protect and promote powersports. RideReport will provide a great new channel of communication for the MIC, its members and the industry.” RideReport is available to anyone who is interested. MIC members are automatically subscribed and non-members can also receive the weekly updates. However, only MIC members can access additional information, downloads and more. See a sample of the RideReport on page 70, or click here to opt in: https://mailchi.mp/11fa39907daf/6ryox011tw

TUNE IN TO SX ON NBC Looks like one of the networks has been outfoxed as NBC Sports Group and Feld Motor Sports have agreed to an exclusive multi-year media partnership in which NBC Sports will become the official home of Monster Energy AMA Supercross, an FIM World Championship beginning in 2019. NBC Sports Group will present comprehensive coverage of all Supercross Heats, Last Chance Qualifiers and Main Events across NBC, NBCSN, NBCSports.com, the NBC Sports app and NBC Sports Gold – NBC Sports Digital’s direct-to-consumer live streaming product.

“We’re proud to welcome Feld Motor Sports properties, Monster Energy Supercross and Monster Jam, to the NBC Sports family,” said Jon Miller, President, Programming, NBC Sports and NBCSN. “Fans know that NBC Sports is ‘The Home of Motorsports’ in the U.S., and the addition of Supercross and Monster Jam to our portfolio further enhances our robust offering on NBC, NBCSN and NBC Sports’ digital platforms, including our direct-to-consumer product, NBC Sports Gold.” “More than 70% of our fan base is from the millennial age group, and with NBC Sports Gold and our new partnership, we will offer viewing flexibility and exclusive content to Supercross fans,” added Vicki Silver, Chief Marketing Officer for Feld Entertainment. NBC Sports’ 2019 Supercross programming begins Saturday, Jan. 5, 2019, on NBCSN with live coverage from Angel Stadium of Anaheim in Anaheim, Calif., kicking off the first of 15 consecutive weeks of Supercross on NBC, NBCSN, NBCSports.com, the NBC Sports app and NBC Sports Gold. The 2019 schedule includes a pair of events airing on NBC: Sunday, Jan. 13 from University of Phoenix Stadium in Glendale, Arizona, and Sunday, May 5 from Sam Boyd Stadium in Las Vegas. The 2019 coverage will culminate with the Monster Energy Cup in Las Vegas on Saturday, Oct. 19 on NBCSN.

HAYABUSA STILL FLYING FOR 2019 Don’t believe everything you read on the Internet! Rumors of the Suzuki Hayabusa’s demise have been greatly exaggerated. Suzuki Motor of America, Inc. (SMAI) has confirmed that U.S. market production will continue. “From its inception 20 years ago, the iconic Hayabusa motorcycle has been a visually — and technologically — stunning representation of Suzuki’s commitment to motorcycle performance,” says Suzuki’s VP, MC/ATV Sales and Marketing, Kerry Graeber. “Suzuki Motor Corporation’s commitment to this model means a new generation of motorcyclists can experience the unmatched performance and style that the Hayabusa is known for globally.” Confusion stemmed from the fact that production of Eurospec Hayabusa models have been discontinued due to Euro 4 emission regulations. This situation, and resulting media reports, may have caused confusion and misunderstand among U.S. consumers, media and dealers. “Literally tens of thousands of riders have owned this beloved model and it continues to be sought after even today. GT riders, drag racers, and customizers worldwide are obsessively devoted to the Hayabusa and we are looking forward to continuing its legacy,” concludes Graeber.

SAVE THE DATE! Fresh off a fabulous show in Vegas, we are already planning for an even better show in 2019! Be sure to get these dates on your calendar now. You wonâ&#x20AC;&#x2122;t want to miss it!

September 26-29, 2019 - Columbus, Ohio aimexpousa.com

sales and marketing for Tolemar Manufacturing for a short stint. “John is the perfect person to help us drive growth in all of our brands,” added Buettner. “He’ll be developing new partnerships, creating additional revenue streams and building relationships to support our dealers.”

If you missed our exclusive Dealernews Live! video interview with interim MAG CEO Mike Buettner at AIMExpo https://youtu. be/r7Hk5JFx6vg then you may have missed the news of the rebound from bankruptcy and the addition of key team members. John Potts returns to MAG as Global VP of Business Development

and former Triumph exec Greg Heichelbech joins MAG as President of MAG’s Accessories Group, replacing Holger Mohr who stepped down from the group which includes Kuryakyn and Mustang Seats. “The addition of John and Greg to our team marks the beginning of our renewed focus on growth,” Buettner told us. “They know how critical relationships are in this industry and will be instrumental in rebuilding the trust and support of our partners.” Potts rejoins the company in a newlycreated position, but is familiar with the business. He worked for Vance & Hines for 15 years before leading

Greg Heichelbech started his career at Harley-Davidson, where he was a leader in sales, dealer relations and market development. He also served in senior leadership roles at Triumph North America, BRP North America and as president of a division of the REV Group. “Greg is one of the most experienced leaders in the motorcycle industry,” says Buettner. “He has a keen understanding of the motorcycle business and a passion for making customers happy. With our focus on growth, he’s exactly the right person to lead our Accessories Group.”

Roughly a month after adding to the MAG team, Tucker Powersports hired Greg Blackwell as Senior VP of Sales & Marketing. Blackwell brings 30-years of powersports experience to the newly created position after time with KTM North America, LeMans Corporation, Metzeler, and most recently serving as President of MTA Distributing. Tucker Powersports is a division of Motorsports Aftermarket Group (MAG). We are aggressively hiring the best industry talent and we’re thrilled to add Greg to our team. “With his experience, he’ll hit the ground running and have an immediate impact. The velocity of change we are executing is necessary in this rapidly transforming industry. And we are not done yet.” Blackwell adds “I’m really impressed with the Tucker’s desire to grow

their business and support their dealers. My initial focus will be on meeting with key dealers, preparing for the January Dealer Show and planning programs that benefit Tucker dealers. The future is bright for Tucker and our partners.”

But wait, there is more! MAG has hired Hugh Charvat as CEO. Charvat is the former President and CEO of APC Automotive Technologies, a leading supplier of automotive, light truck and heavy-duty replacement parts, based in Denver, Colorado. Charvat has extensive experience in senior leadership roles. In his role at APC, he led an organization with more than $600 million in annual revenue, 1,500 employees, and nine locations in North America. Prior to APC, Charvat was president of Schrader International. “As a motorcycle owner, former racer and lifelong enthusiast, it’s a dream-come-true to take the reins of the Motorsport Aftermarket Group,” said Charvat. “In this role, I get to leverage my experience in aftermarket products with my affection for powersports. I know that we have important work to do in order to return MAG to being the industry leader it has been in the past.” David Robbins of Monomoy Capital Partners, lead investors in MAG, claims, “We worked hard to find someone with both passion for motor sports and experience in the aftermarket business. Hugh is the right choice to lead an organization as large and diverse as MAG.” Charvat will invest much of his time in his first weeks on the job meeting with staff at MAG brands around the country. He will also be one of the keynote speakers at the Tucker Powersports Dealer Show in January.

Jay Thiessen is now CEO of JIMS. After more than 50 years in the industry, Jim Thiessen has stepped down as CEO of JIMS and is excited to get a taste of the retirement life. Well, that’s what he says anyway! Jim’s son, Jay Thiessen is going to be filling the shoes as the new CEO. Jay has been part of the JIMS team for the past 30 years, almost to the date. “I couldn’t be more proud and confident in the way the shop will run with Jay at the helm,” adds Jim.

Western Power Sports has a pair of personnel postings: Greayer Clover is now the Street Apparel Brand Sales Manager for WPS. With more than 30 years of experience in the adventure and powersports industry, Clover has worked with major companies including The North Face, Performance Bicycle, Cycle Gear and FirstGear. With a focus on technical apparel and design and an emphasis in market research and trends, product design and quality control, Greayer will be crucial to the direction of WPS street products, according to WPS content and media manager James Cramer.

Meanwhile Matt Baisley moves up to the position of Alpinestars Brand Sales Manager at WPS. Baisley has worked at Western Power Sports for 12+ years as part of the Inside Sales Team. With an in-depth knowledge of operations, expertise working with dealers on selling products and working many expo shows, Baisley has accepted the role as Alpinestars Brand Sales Manager to give dealers an extra edge on selling Alpinestars boots, helmets, protection and gloves. He looks forward to this new role and working closely with WPS Sales reps and dealers all around the country. In his spare time, Matt races BMX at a national level across the country and recently ranked #3 in the nation for his class.

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WORK PLAY EXPLORE RIDE COMMUTE HUNT FARM

Opening doors with Harrison EUROsports by Tigra Tsujikawa

he greatest advantage that a dealership has over any online retailer is a door. It is the real-life portal to the world of powersports that is engaging, inspiring and fulfilling. Harrison EuroSports in Sandy, Utah, understands the power of the door and open theirs to any and all customers. Hosting a series of fun and inspiring events helps increase door swings. Taking up a full corner of a business park, Harrison EuroSports is easily seen from I-15, the major thoroughfare running North to South of the state of Utah. The dealership carries BMW, Ducati and Triumph as well as a full complement of matching OEM accessories and apparel so that their customers can become immersed in the brand lifestyle of choice. Each of the brands has its own showroom connected to a dedicated service department. Location, strong merchandising and great staffing makes this dealership not only successful, but an ideal starting point for events. Owner Vance Harrison has always believed in the power of events. Experiential marketing is the key to creating passionate, loyal customers in this business. “We want to create and nurture the passion of riding motorcycles through events,” he says. Case and point: In early October, 55 riders enjoyed the Harrison Fall Ride. This weekend adventure included a

strong team of Harrison EuroSports staff, led by General Manager Ryan Stanley. Prior to ride day, a bag drop-off and tech inspection makes for lighter travel and greater confidence that you and your bike are up to the challenge. In my case, this meant a set of new tires for the 1,000-mile journey in rainy conditions and a new BMW Motorrad Rainlock jacket. Both proved to be lifesavers over the weekend… and beyond. The ride began in the doorway of the BMW showroom at Harrison EuroSports. With coffee and bagels in hand and great conversation (tall tales) by the group, there was just enough time to pick-up some gear and peruse the latest models before the rider’s meeting.

The route would take us from Sandy, Utah, to the campgrounds of Palisades, Colorado. Along with great roads and views, there were well-planned gas-rest stops along the route, as well as knowledgeable staff sprinkled throughout the riders. Also notable were the good-natured, well equipped chase riders to ensure everyone made it to Colorado. On this particular event, there were many returning customers and one in particular took advantage of the event to try off-road riding. This customer had purchased a pre-owned bike and went on the dirt loop to see how he liked this type of riding. His goal was to purchase a new BMW GS model, if all went well. The riders talked him

through his first water crossing and though it had been filled with some great recovery moves, he was elated with the experience. The Fall Ride was just the thing to open the door to an entirely new type of riding and move that customer to a new adventure bike. The street ride loop had some spectacular views and winding mountain roads. Although it rained much of the day, it always seemed to clear up for a few photos at the top of the mountains on the way to Telluride. Ryan Stanley, the general manager and leader of the ride, did an excellent job of grouping the riders up and on track, but in the last 20 miles of a very wet, low visibility day, we were spread apart in small groups of riders.

DECEMBER 2018

I was in one of the last groups and was surprised to see Ryan standing calmly aside his bike in the pouring rain at an intersection. He was waiting for all riders to make sure they knew how to get back to the campgrounds. His leadership and that of the staff instilled a sense of trust and mutual respect, the very virtues that develop loyal customers. Many event planners focus on the route, destination and other logistics of the event, too often forgetting the most important element of the ride — the customer and their experience. This was clearly not the case on the Harrison Fall Ride as there was time to connect with other riders and learn from each other. The door is open at Harrison EuroSports and there are many customers that cross the threshold.

Dealer Principal: Vance Harrison General Manager: Ryan Stanley Marketing Manager: Taylor Brody Number of employees: 35 Established: 2009 Franchises: BMW, Ducati, Triumph

Harrison EuroSports 339 W. 9000 South Sandy, Utah 84070 801-618-2700 www.harrisoneurosports.com

EVENT PLANNING 101

“

he goal of our Fall Ride is to get out and ride with our customers,” explains Harrison EuroSports marketing manager Taylor Brody. “We invite our customers to join us for a 3-day weekend ride, complete with accommodations, meals and a guided street and dirt ride. This year we brought our group to Palisade, Colorado to ride some of our favorite sections of curvy roads and dirt trails with us.” The well-oiled machine that is Harrison EuroSports has event management down. It can’t be cheap to have that many staff out on the ride for three full days, so what is the break-even point on something this elaborate… What is the measure of success? “The measure of success for these events is based on how well our team executes the event, the safety of our riders and the feedback we receive,” says Brody. “There is not a specific dollar amount when you are dealing with customers for life.” Can there be too much of a good thing? “Yes, there are limits on the number of riders. It’s usually based off the limitations of our accommodations. Generally, we cap these rides between 20 and 40 customers.” How do you drum up 20-40 riders for an extended ride? “We usually announce our rides 6-8 weeks prior to the event. We use Facebook as the main platform to host the event online, but we

spread the word through email, SMS, social media and in-store posters.” Because of the thoroughness and attention to detail, the Harrison EuroSports team generally devotes a couple of months to each major ride, dedicating 5-10 employees to each project. “As time goes on, finding new locations and accommodations for the event proves harder and harder,” notes Brody. “Our goal is to always improve the customer experience by bringing the ride to new roads and surroundings. Finding the right mix of good riding, good lodging and good food becomes trickier each ride.” Tack days are also part of the total Harrison EuroSports experience. “We are lucky enough to have a track within an hour of our shop and will rent it out for our customers use from time to time. We bring riding coaches, demo motorcycles, a professional photographer and lunch for the riders. We encourage safety and progression, without competition or judgment. We love it when our customers get to have their first track experience.” Anything else in the experiential playbook? “Of course! We host the BDR movie premier every spring, throw launch parties for our newest motorcycle releases, hold off-road training events, host local club rides and this time of year, throw a killer annual Christmas party,” concludes Brody.

INDUSTRY

he following set of paired graphics illustrates the geography of maximal dealer loss by state. Note again that the year of maximal loss is 2017 for all OEMs except Polaris (2011) and BRP (2014) who have actually reversed course and expanded their dealer networks. Note that the heights and the color of each OEM map (increasing from yellow to red) are indicators of the volume of dealers lost over the timeline.

Dealernews Research By Don Musick

With only ATV, UTV and snowmobile product offerings, itâ&#x20AC;&#x2122;s no surprise that Arctic Catâ&#x20AC;&#x2122;s dealer loss is heaviest in the Snow Belt states of Minnesota, Wisconsin, Michigan and New York. However the fourth largest dealer loss occurred in Texas where their ATV/UTV product lines faced fierce competition from existing as well as newcomer OEMs. Also impacted although to a lesser extent were the mid-west, mid-Atlantic and south east states as well as California and Washington in the west

Figure 6A

Figure 6B

INTERUPTUS PART II Similar to Arctic Cat, BRP showed heavy dealer losses in the same snow-belt states, Florida and Texas. However, the second heaviest loss occurred in California, likely amplified by the loss of Can-Am® and SeaDoo® dealers in this state. Mid-west and mid-Atlantic states were less impacted than Arctic Cat. Since BRP reversed their dealer loss after 2014 (year of maximum dealer loss), the period examined spans 2006 to 2014.

Figure 7A

Figure 7B By comparison, Harley-Davidson experienced minimal dealer loss across the country with the exception of California where nearly 30 percent of the net loss occurred. Also, unlike the heavy losses sustained by Arctic Cat and BRP in Texas, HarleyDavidson actually gained a handful of dealers in that state. Modest losses also occurred in the Midwest, North East and Florida. Note also that this analysis does not include non-vehicle boutique outlets for Motorclothes® and Motor Accessories®. Since Harley-Davidson dealers are largely exclusive and offer only a single powersports product line, it might seem reasonable to expect dealer population (or loss of) to reflect overall motorcycle registration data. According to the Insurance Institute for Highway Safety analysis of 2002-2017 on-road motorcycle registration data (from IHS Markit®), California does indeed rank highest in registrations but it is closely followed by Florida, Ohio & Pennsylvania, a fact which is not as apparent from the dealer losses in those states. It seems that Harley-Davidson dealers in California were disproportionally impacted, perhaps due to dealer overpopulation and/or declining corporate sales. See Figure 8A and 8B on page 24. Continued on page 24

DECEMBER 2018

Continued from page 23

Figure 8A

Figure 3

Figure 8B “You Meet the Nicest People on a Honda”, or in this case “You’ll meet Much Fewer Dealers Selling Honda” at least in California, the Northeast and upper Mid-west. Honda’s dealer loss pattern shares many similarities with Harley-Davidson although it was slightly more pronounced in Ohio and Pennsylvania. Elsewhere in the country dealer loss was minimal.

Figure 9A

Continued on page 26

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Continued from page 24

Figure 9B John Deere, also a one-trick-pony when it comes to powersports products offerings (UTVs), experienced the largest overall dealer loss of the OEMs examined. Despite the greater loss, the geographic pattern closely parallels that of Arctic Cat and BRP (although not as pronounced in the upper Midwest, i.e. snowmobile) suggesting that UTV product was a common driver for all three OEMs. As a reminder, the John Deere dealers profiled are GatorÂŽ retailers and while they are largely exclusive, they are not solely reliant on GatorÂŽ product as a revenue source. Consequently, the observed dealer loss could be also be a result of changes in the agricultural or lawn & garden markets.

Figure 10A

Figure 10B

In a pattern much like Harley-Davidson and Honda, Kawasaki losses were primarily in California followed by the upper Mid-West, the Northeast and a more pronounced loss in Florida. The Florida profile likely reflects Jet SkiÂŽ dealer loss. Another common feature was the minimal loss in Texas.

Figure 11A

Figure 11B

From his first motorcycles (a Honda S65 and an S90) when he was 16 to 50 years later, Don Musick has never stopped twisting the throttle. Although his accomplishments in the research arena have surpassed his MX career Don has over 25 years experience with major manufacturers in the Powersports and Automotive industries specializing in e-business solutions for retail distribution networks. His solution portfolio includes the development and implementation of manufacturer/dealer extranets, consumer-direct commerce portals, manufacturer/dealer e-channel integrations as well as development of web-based sales force automation tools. For most of his career, Don has been fascinated (his wife would say obsessed) with geographic market analytics, dealer location planning and sales territory optimization. He founded Genesys Technology Solutions (GenesysTech) to develop new tools and market intelligence products to help manufacturers understand the competitive landscape of their industries, recognize opportunities and grow their businesses. A Spartan to the core, Don earned a B.S. in Physiology and PhD in Biochemistry from Michigan State University.

DECEMBER 2018

Second, ask yourself: Are we doing enough to bring women into the business? By way of example: Tom Hearst, the Global VP of Marketing at The North Face, the outdoor equipment brand, asked himself the same question and his response: “No, we are not doing a good job with women.” He then went on to say: “Women and girls don’t see themselves as ‘explorers.’ We (at The North Face) had a simple theory that if women and girls see more role models in exploration, it would create more female role models for future generations.” The North Face response: Over seventy-five short and long videos of women conquering mountains, diving to great depths, exploring caves, and hiking in the Arctic. The North Face created more role models and in so doing, extended the reach of their market. Periodically, as an industry, we have focused our attention on women and made great strides. It is time to do it again.

Dealernews Research By Dr. Paul Leinberger

There is Change in the Air

ow do we grow our business? Have consumers changed? And if so, how? When will the Powersports business REALLY turn around? Is our business model still relevant with today’s consumers? These are some of the questions I tackled at the recent Motorcycle Industry Council’s 2018 Communications Symposium. In the coming months I’ll address many of these questions. However, let’s begin with the demographics because as we all know - demographics is destiny. Understanding the demographics of your market is your ticket to success – today and in the future. Going into 2019, there are three imperatives for growth: 1. Understanding our Multicultural Future; 2. Focusing on Women; and 3. Marketing to Millennials. Let’s begin with the “next normal”: the multicultural future. As the ethnic population increases in size and the nation approaches “minority-majority” status – a milestone expected to occur in 2042, what kind of society and marketplace is this likely to produce? By 2050, 52% of the population will be a combination of Hispanics (30%), African-Americans (14%), and Asian Americans (8%). At that point, Non-Hispanic Whites will be a minority (48%). Think about who your customers are today and what market you serve. What opportunities are you leaving on the table and how are you going to serve the marketplace needs of our multicultural future?

Finally, and most importantly, it is time to get serious in our marketing to Millennials. Millennials, ages 22 – 39 in 2018, are now the largest generation in American history (sorry Boomers, you have lost the crown) – over 80 million strong. They account for a quarter of the population and almost everyone in their 20s and 30s. The oldest Millennial turns 40 in 2019 and over half of them are already parents. They are now the largest generation in the workplace and they have nearly 4 trillion dollars of spending power. They are the MOST important market for the Powersports business. That said, if we are to be successful in marketing to Millennials, we need to better understand what they want, what they need and what motivates them. Millennials came of age during the financial recession that began in 2008 – and they have never recovered. Today, Millennials continue to struggle. Financially, they face a number of significant challenges. They started adulthood with lower wages and are carrying 300% more debt than their parents – mostly because of student loans. Further, they are only half as likely to own a home as adults their age in 1975. These financial challenges weigh heavily in their day-to-day lives and they form the basis of their attitudes towards spending – especially on big ticket items like a new motorcycle. 75% of Millennials believe that saving money is about controlling their day-to-day spending habits (versus 25% who agree that saving money is about controlling spending on major expenses). That means that if you want to sell to them, you must recognize that they come to the marketplace with a save-first mindset. They may want the product you are selling (because it is something they truly aspire to own), but they can’t justify the expenditure. What to do? Make the bigger goals – like the new motorcycle – more digestible and easier to achieve through small steps. Help them set financial goals and create financial options that give them a sense of control. Better still, offer them a subscription plan (like the one Volvo offers on their 2019 XC40 or the one that Lexus will offer on its all-new 2019 UX subcompact crossover). What is a subscription service? More on that next time.

MARKET RESEARCH 2018

A perennial keynote speaker for the Motorcycle Industry Council's annual Communications Symposium, Dr. Paul Leinberger has become the powersports industry's de facto futurist/strategist. Dr. Leinberger is an expert in market/brand strategy and research with more than two decades of social trend forecasting, market strategy and strategic planning. Prior to joining TTD, he was Senior VP of GfK NOP, where he ran the company’s flagship consumer trend services, Roper Reports, as well as the company’s groundbreaking Global Visual Database. His client list reads like a Who’s Who of corporate America: Hewlett-Packard, Apple, Disney, Nordstrom, Microsoft, Levi Strauss, E.& J. Gallo Winery and Toyota, among many others. Prior to his global responsibilities at GfK NOP, Dr. Leinberger was the Corporate Manager in the Product Planning and Market Strategy department at Nissan North America.

DECEMBER 2018

Economic factors continue to support discretionary spending. Employment figures continue to improve, with more people entering the workforce after prolonged absence. Disposable income has increased for the past six quarters. This all means that the pool of potential buyers of motorcycles and side-by-sides continues to grow.

Powersport Values Average Retail Value by Category Cruisers

Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Q3 Powersports Market Insights

he industry closed out Q3 with some pleasant surprises. Sport side-by-sides continue to lead the powersports industry, with that segmentâ&#x20AC;&#x2122;s pricing once again averaging higher than any of the previous three years. Utility side-by-sides were also on par with recent years, with very stable pricing over time.

Sportbikes $6,600 $6,400 $6,200 $6,000 $5,800

Values in 2015

$5,600

Values in 2016

$5,200

However the powersports industry still faces some challenges. Motorcycle pricing remained mixed, despite sportbikes showing a nice seasonal upward movement, the category is still bringing about 4% less money than last year. Cruisers are showing little change from last quarter and running about 3% behind last year in terms of money.

Values in 2018 Jan-Feb

Mar-Apr

May-Jun

Jul-Aug

Sep-Oct

Nov-Dec

Values in 2015

$5,873

$5,748

$6,033

$6,074

$5,957

$5,909

Values in 2016

$5,872

$5,864

$6,046

$6,272

$6,159

$6,063

Values in 2017

$6,071

$5,982

$6,376

$6,375

$5,961

$5,647

Values in 2018

$5,860

$5,731

$6,113

$6,133

$6,100

Utility Side By Sides

Sportbikes showed some strength in the September-October period, eclipsing the same period of 2017 by 2%. This was a nice bump, but we are still trailing 2016 by 1% going into the final stretch of 2018. Unfortunately Cruisers continue to struggle, performing similarly to 2017, but well off the recent peak in 2015 by more than 9%. Economic factors including housing starts and low unemployment continue to support discretionary spending. Segments that are performing well should continue to do so, and segments that have room for improvement could see increased demand as more customers potentially enter the market.

Values in 2017

$5,400

Sport Side By Sides

Motorcycle Brands NADAguides.com Top Researched Brands in 2018 Q1 -Q3 Cruiser Brands

Touring Brands

Sportbike Brands

Highway Brands

All-terrain Vehicle Brands

Side By Side Brands

About NADAguides.com NADAguides.com, the largest publisher of the most market-reflective vehicle pricing and information available for new and used cars, classic cars, motorcycles, boats, RVs and manufactured homes, offers in-depth shopping and research tools including a broad range of data, products and service and informational articles as well as tips and advice. NADAguides. com also produces electronic products, mobile applications, raw data, web services, web-syndicated products and print guidebooks. NADAguides.com is operated by National Appraisal Guides, Inc., a division of J.D. Power.

J.D. Power/NADA Guides, Inc. 3200 Park Center Drive, 13th Floor Costa Mesa, CA 92626 (800) 966-6232 Fax (714) 556-8715 https://www.nadaguides.com/Motorcycles DECEMBER 2018

Corey Eastman

REV ’EM UP WITH REVER What An Engaged Customer Base Looks Like!

hat started as a way to get friends to share details about their motorcycle rides has grown to become the world’s largest online rider community. For those less tech savvy dealers they say, “the REVER app is available for free on both iOS and Android and it works in conjunction with the REVER website to help riders discover the world’s best roads, create custom routes, track epic rides, compete for bragging rights and share their riding experiences across social platforms.” Since the app launched in 2015, REVER users have tracked millions of miles on motorcycle rides in more than 125 countries. First things first, though, how do you say it, and what does it mean to dealers? “It is pronounced REV-er like revving your engine, not like Paul Revere,” explains Corey Eastman, who joined the marketing team back in May after having been the Director of consumer engagement for Bonnier’s motorcycle portfolio, including Cycle World, Dirt Rider and Motorcyclist. Husky dealers may also remember Eastman from when he was National

Marketing Manager at Husqvarna Motorcycles USA. “It is a French word meaning ‘to dream’ — REVER is our way of revving your engine — It does not have a long “e” sound like reever.” More importantly, it means opportunity for dealers to actively engage thier customers. “Simply put REVER gives riders more and better reasons to ride their motorcycles,” claims Corey. He believes in the concept so much, he was willing to share REVER User Study data with Dealernews. “If you love data as much as I do, this helps to paint a picture about our current users and how they interact in motorcycling and where they engage with the riding community.” REVER is compiling cool case studies from recent programs that we will share in the future. “For example, we created a Challenge for the Florida H-D Dealer Association to help drive more people into their member dealerships,” adds Eastman. “The result was an average of 44 REVER User dealer visits, per participating dealers.” The program drove 1,242 dealership visits in just 90 days!

“For a couple dealers in NC, we created the Hellbender Challenge with the goal of increasing the miles ridden by their core customers. The net result was an average of 1,818 miles ridden by participants in just 60 days… That is over 500,000 miles total!” I love both of these examples, as they show real consumer action, not just impressions, clicks, etc. These people literally got off their asses and did something with their motorcycles!” According to the executive summary REVER has racked up more the 1 million downloads and tracked 75,000,000+ miles. “And did I mention it is free,” asks Eastman. Get more details about the app here: https://rever.co/how-it-works/

“It is pronounced REV-er like revving your engine, not like Paul Revere,”

CURRENTLY

OWN

The average REVER user rides 12,099 miles a year, compared to 3,000 miles a year ridden by the average U.S. motorcycle owner. Four-times more miles per year. Indian 3% Husqvarna 4%

Husqvarna 11% Other 16%

Indian 13%

Ducati 6%

MOTORCYCLE BRANDS

Other 16%

Honda 44%

Honda 31% Suzuki 14%

KTM 13%

CURRENTLY

Ducati 16%

BMW 30%

Triumph OWN 28% of 14% REVER users Suzuki make one or Yamaha 14% 17% more motorcycle Kawasaki Harley15% Davidson purchases a year.

Harley-Davidson

17%

PLAN TO PURCHASE

Kawasaki 20%

BMW 42%

Yamaha 32%

Triumph 27%

KTM 32%

16%

Types of motorcycle riding REVER users participate in (totals more than 100 percent due to multiple bike ownership)

69% 82% 76% 29% 26% 9% 8%

ride ADV/ADV Tour ride Touring/Sport-Touring ride Cruiser/Traditional ride Sport/Naked/Performance ride American V-TwinTO PLAN ride Vintage PURCHASE

Type of motorcycles owned (totals more than 100 percent due to multiple-bike ownership)

76% Dual/ADV 23% 40% Touring 26% Cruiser/Traditional 20% Sport/Performance 12% Vintage 5% American V-Twin

Frequency of motorcycle purchases 23% 18% 12% 31% 16%

Whenever I see something I like every 1-2 years every 3 CURRENTLY years OWNED: DUAL/ADV 76%* every 4-6 years40% TOURING CRUISER/TRADITIONAL 31% every 7-9 years OFF-ROAD (MX/ENDURO) 23% SPORT/PERFORMANCE 20% VINTAGE 12%

On average REVER users own2.4 motorcycleswith 31% of them owning three or more.

CURRENTLY OWNED: DUAL/ADV 76%* TOURING 40% (totals more than31% 100 percent due to CRUISER/TRADITIONAL multiple bike ownership) OFF-ROAD (MX/ENDURO) 23% SPORT/PERFORMANCE 20% 62% 2015-18 VINTAGE 12%

Age of motorcycles owned

43% 44% 10% 9% 10% 10% 3%

CURREN

2010-14 2000-09 1990-99 1980-89 1970-79 1960-69 older than 1959

TYPES OF MOTORCYCLES Vintage 10%

Vintage 12%

Sport/

Performance

Dual/ADV 76%

20%

Cruiser/ Traditional

Dual/ADV 88%

24%

Sport/

(MX/Enduro)

23%

Cruiser/ Traditional 31%

CURRENTLY

OWN

Performance

21%

PLAN TO PURCHASE

(MX/Enduro)

21%

Touring 40%

Touring 48%

DECEMBER 2018

A BIG thank you to the exhibitors, dealers, media and other industry attendees as well as consumer visitors who made Las Vegas a huge success. We look forward to bringing everyone together next year in Columbus, Ohio.

WHERE THE INDUSTRY COMES TOGETHER.

Look for more details on the 2019 show at aimexpousa.com

September 26â&#x20AC;&#x201D;29, 2019 |

Columbus, Ohio | aimexpousa.com

SHOWTIME

AIMExpo 2018 Leaving Las Vegas! By Robin Hartfiel

lthough AIMExpo is leaving Las Vegas to return to Columbus for the next two years, the trip West is being billed as a success by the show organizers. Positive attendance numbers and the addition of the Powersports Industry Week activities helped bolster both dealer attendance and bring in consumers, particularly to the outdoor demo area. In a coup on the trade side, Parts Unlimited and Tucker Powersports also participated in a big way and have committed to return to Columbus. “Bringing the show to the west ultimately resulted in what was one of the most successful shows for AIMExpo presented by Nationwide to date,” states Cinnamon Kernes, who was promoted to VP and GM of AIMExpo following the Las Vegas show dates. “We saw record attendance numbers on the trade side and the quality and level of engagement that exhibitors received in Las Vegas throughout the show were unparalleled.” According to the final numbers from MIC, more than 7,000 dealership personnel, media, industry types and exhibitors spent time on the showfloor and at AIMExpo Outdoors! during the four day run of the show at the Mandalay Bay Convention Center. Kernes claims there was a 12% increase compared to the 2017 event in Columbus. “We’ve received positive feedback regarding all aspects of the show and from every attending segment, and we’ll continue to build on that towards making an even better show next September, when we return to Columbus, Ohio.” Of course, dealer attendance is the key to a better show for the entire industry and Kernes says AIMExpo is on the right track.

“The record number was anchored by the largest dealer presence to date,” she says. “More than 2,500 dealers made the trip to Las Vegas, with representation from all 50 states and more than 50 different countries. These retailers were eager to see the latest products from the 505 exhibiting companies that filled the showfloor to capacity, as well as taking advantage of the inaugural Dealer Summit.” “With the move to Las Vegas and our commitment to providing dealers with activities that will ultimately impact their bottom line, we saw a dramatic increase in dealer registration and attendance,” adds MIC Events VP Larry Little. “The introduction of Dealer Summit, and its specially curated elements aimed at benefitting their business, helped bring the largest breadth of dealer attendees we’ve seen yet, with an incredible increase of more than 21% compared to last year. AIMExpo is a show for dealers, first and foremost, and this year’s success is indicative of our continued push to provide retailers with every opportunity we can to help maximize their business.” The 2019 AIMExpo presented by Nationwide will make its second visit to the capital city of Ohio from September 2629, taking over the Greater Columbus Convention Center. With its prime geographic location, the city of Columbus sits within 500 miles of the highest concentration of powersports dealers and enthusiasts in the country, setting the stage for even more growth for the industry’s premier trade show.

Dealernews relaunched the print edition at the AIMExpo (upper left). We also initiated Dealernews Live! and a dedicated YouTube channel.

Columnist Eric Anderson talking ROXOR, veterans and adventure with Dave Frey in front of the Dealernews Live! cameras at AIMExpo.

AIMExpo’s founder Mike Webster and JD Power/NADA Guides The INNOVV camera system was interesting! See more at: https://www.innovv.com/ Lenny Sims sharing a laugh in the Dealernews booth.

AIMExpo Opening Ceremony By Alisa Clickenger

f powersports needed a boost in the eyes of U.S. Government, then Rick May, the Interior Department’s Senior National Advisor for Recreation, is the right man for the job. At the opening ceremony of AIMExpo presented by Nationwide, May introduced himself by talking about growing up around motorcycles. His father had a 1961 step-through Honda, and May himself had a 1948 Panhead, although now he’s a Superbike racer and long-distance rider. The National Advisor says that politics are changing. Offering that 2.2% to 3.3% of our gross domestic product can be directly attributed to outdoor recreation in the United States, and powersports is the largest contributor.

This has politicians listening and should give us hope that public lands for powersports enthusiasts will continue to be a priority. Secretary of the Interior Ryan Zinke will focus on the administration’s commitment to increased outdoor recreation, a critical area of long-term growth potential for the powersports industry. May described Secretary Zinke as an agent for change. So far since he has gotten rid of 1,400 regulations since he’s been in the office and has set a mandate to get more people outdoors intelligently. Although he inherited the office with a 12 billion deficit and National Park maintenance and 18.2 billion dollar deficit across the entire department, none the less they are still focused on big achievements. They’re trying to make sure that more people have access as well as bring another three million acres that currently do not have access available to outdoor enthusiasts. May outlined a few of the reasons why access is sometimes difficult for powersports enthusiasts, one of which is how outlying groups who are deteriorating some of the sites by not following rules for enjoyment. May outlined a variety of ways to get involved especially by volunteering to work on trail construction, maintenance, etcetera, and that they are looking into changing some of the regulations so that it’s easier to volunteer. May also emphasized that self-policing on public lands is an important aspect of continuing to have the sites open to us. A retired Navy seal, May went on to talk about the empathy he has with his fellow veterans. May believes in giving back and has been volunteering with the Wounded Warrior Project since 2012. He encourages everyone if they have the opportunity to get involved to do so in this worthy project. While May’s speech touched upon a great many topics, he left the impression of not only being a real rider and motorcycle enthusiast, but also someone who will be a great advocate for the powersports industry inside the Department of Interior.

DECEMBER 2018

SHOWTIME AIMExpo HIGHLIGHTS

Gas Tank Competition By Alisa Clickenger

ntrepreneurs are an important part of the motorcycle aftermarket, and Saturday morning at AIMExpo four teams of entrepreneurs presented their best ideas as part of the Women in Powersports Gas Tank Competition. Presented on stage in the media center to four judges and an expectant crowd, the judged competition was the culmination of over six months of working with industry mentors refining their vision as well as their business plans. “The MIC launched its Gas Tank Mentoring Program to accelerate new businesses in the powersports industry,” said Cam Arnold of MIC Programs. “Mentoring is an

essential component of Gas Tank. Entrepreneurs are paired with an industry mentor who helps them build a business plan and eight-minute pitch. Mentors not only inspire participants to think big, they actively support their professional development and networking opportunities.” First place winner MotoLink goal is to bring automotive safety data collection to motorcycling. MotoLink’s Bluetooth connected dongle can easily send and receive vehicle information reports unlocking valuable vehicle data. Enabling a critical link to the end user, MotoLink’s has the potential to transform the industry by unlocking valuable diagnostic and riding data. A valuable technological enhancement for manufacturers, fleet operators, insurance companies, and dealerships, MotoLink can potentially generate new revenue streams as well as cut operational costs. Second place winner was Breaking Hearts & Burning Rubber (BH&BR), a three-year-old female-focused boot company that blends high fashion with moto-practicality. First launched with three custom-made styles of boots, the utilitarian yet highly fashionable brand is an Instagram sensation with high demand for their products both inside and outside the industry. BH&BR recently launched a ready-to-wear boot line they aim to sell through motorcycle dealerships. Hightail, a quick and easy patented idea that solves the painful problem of helmet hair, was runner up in the competition. “Great hair when you get there” is their motto, and they are now working to expand their market beyond motorcyclists to bicycling and equestrian markets. XDL Events was the fourth competitor, promoting motorsports events in America such as the XDL Freestyle Fest and the Street Jam. Encouraging families to come to their events as well as new riders, their events take place all over the world as well as in the USA. No matter their placement in the competition, all entrepreneurial teams scored huge wins by being able to work with motorcycle industry mentors made available through MIC’s Gas Tank Program. The volunteer mentors work on a one to one basis with the Gas Tank participants formulating their business plans, refining their strategy and working through the unique issues inherent to each business. Mentors for the 2018 Gas Tank contestants included Eric Anderson of Vroom Network, Deb Drinan of Nelson Rigg, Gary Gustafson of G-Force Consulting and Corey Eastman of Rever. Applications for the 2019 program are available at mic.org under the MIC Programs tab. Please contact Cam Arnold at carnold@mic.org with questions or to volunteer as a mentor in the program.

performance protection possible. Maximizing safety and optimizing comfort while riding, the M10 not only has its own appropriate shell for each size, but also offers reduced weight (1370 grams for size medium). The aperture accommodates a wide variety of goggles and the air vents in the shell are a key feature of the M10 and are located to maximize ventilation efficiency. The Supertech M-10 helmet retails for $579.95 - $649.95 depending on the color scheme.

SHOWTIME Gaining A Toehold

Alpinestars Activation At AIMExpo By Alisa Clickenger

rotective apparel innovator Alpinestars hosted a triple play of product demonstrations on the opening day of AIMExpo presented by Nationwide with their new products. The Supertech M-10 Helmet, the 2019 Tech 10 Boot and a Tech-Air™ airbag system with a live deployment were the stars in their booth. Backed by years of research and real-world racing R&D, Alpinestars has set the bar quite high for safety, comfort, and innovation.

Hailed by the brand as the most protective, comfortable and lightest possible motocross helmet, the goal of the Supertech M-10 Helmet is to offer the most high-

The 2019 Tech 10 Boot was completely redesigned in the summer of 2018. While maintaining the iconic Tech 10 look the new Tech 10 boot has a greater range of movement and flexibility plus enhanced functionality, performance, and safety. The frontal flexion control frame and Asymmetrical Dual-pivot arms offer better control over the flexion and torsion forces and significantly improve boot performance. The new Tech 10 has a slimmer, more streamlined outsole, and is almost one pound lighter that previous versions of the boot. Alpinestars’ most anticipated demonstration was a live deployment of the Tech-Air™ Airbag System. Exciting for both race and street applications, The Tech-Air™ system is the only integrated airbag system that is completely independent of the motorcycle. It provides upper body protection seconds ahead of an impact, and has been tested on over a half a million miles of on-road testing. Thanks to testing from multi-time MotoGP Champion Marc Marquez, the Tech-Air™ is constantly being updated although officially launched last year. Functioning across a wide range of temperatures, the TechAir ACU system runs off a lithium-ion battery that provides 25 hours of life and features a built-in sleep mode. There’s an LED panel on the left sleeve which indicates the system’s status. The system is completely self-contained and is specially designed to work unobtrusively across a collection of compatible outerwear products. A link to the live demonstration is here: https://youtu.be/St9IWrpD8q0

DECEMBER 2018

SHOWTIME AIMExpo HIGHLIGHTS

motorcycle industry to network and find support in challenging economic times. Taken over by Motorcycle Industry Council in 2014, the name was changed to Women in Powersports (WIP) to more accurately describe the group. “The WIP mission is simple: to help women working in this industry by providing professional development, mentoring and leadership activities and to grow the industry by encouraging more women (and their friends and families) to ride,” said Arnold. Festivities at the event included “Wall of Women” where the ladies taped their business cards to the wall to demonstrate our numbers as well as to facilitate business connections. It was this evening at the event that Arnold announced the name change from PowerLily to Women in Powersports. Now Women in Powersports members have renewed reasons to get involved and participate by encouraging new riders into the sport and helping each other through career development and in making professional connections in the industry as well as sharing our female voices regarding the joys, insights, and challenges of working in the powersports industry.

Women In Powersports By Alisa Clickenger

his year at the AIMExpo presented by Nationwide the Motorcycle Industry Council hosted a Women in Powersports reception for all the ladies in the powersports industry. Friday night was the largest gathering of Women in Powersports so far, with more than ninety women in attendance. Several men also came out to support and network with the ladies. Museum Hack founder Nick Gray co-hosted the evening event along with Motorcycle Industry Council’s Cam Arnold. The group was originally founded under the name of Powerlily by Jessica Prokup as a way for women in the

Thanks to the Progressive International Motorcycle Show there will be four networking meetings throughout the 2018 - 2019 show series. Meetings are usually held on Saturday mornings before the show opens, and are scheduled for the Long Beach, Chicago, New York and Dallas shows. “The purpose of these meetings is to give powersports women who are working the show as well as women who live and work near the show an opportunity to meet one another and establish a connection. We also want to explain the WIP ‘Gas Tank’ mentoring program and share some real-world business insights,” said Arnold. Women in Powersports is open to all women who work in the powersports market. It is not about leaving men out, but rather focused on helping women. Supportive men are always welcome. Contact Cam Arnold at carnold@mic.org to join the free networking group or with questions.

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GIE+EXPO 2018 The Grass Is Always Greener… By Robin Hartfiel

eadlined by the man who masterminded the dive on the Titanic, the 2018 GIE+EXPO (Green Industry and Equipment Expo) provided Dealernews the perfect opportunity to take a deep dive into outdoor equipment industry. At first glance it seems like the lawn & garden, light construction and landscape equipment fields would have very little to do with powersports. But with 40 ATV and UTV OEMs on display (more than AIMExpo, EICMA and SEMA combined!), plus plenty of familiar names like Honda, Husqvarna, Kawasaki and Yamaha on hand, the Kentucky Exposition Center in Louisville, KY, was the perfect place to take the plunge at the end of October. Oceanographer and U.S. Navy officer Dr. Robert Ballard, the man who discovered the Titanic wreckage, kicked off our deep dive with the keynote address. Then it was onto the show floor where more than 1,000 exhibitors covered the 675,000 sq./ft. inside the Kentucky Exposition Center. But the action was out at the 20-acre outdoor demonstration area where everything from chainsaw competition to riding mower agility courses were on hand. Note to self: the mower demo area is NOT a race track; do NOT “holeshot” geriatric lawn & garden dealers; rubbing may be racing, but it is NOT permissible on a Bobcat with a trencher attachment! After being banished from the outdoor displays it was time to wander the halls. What to my wondering eyes should appear, but a video of Mike Penland racing quads and UTVs. Seems that Wanda Tyre is big into the green industry, but they were soft-launching their OBOR ATV/UTV range of tires at the show. “We felt GIE+EXPO was the perfect place to roll out our latest tire applications to every segment of the industry,” says sales manager Helen Han. “Having Dr. Ballard’s keynote address was a great theme for the ‘depth’ and breadth of the Wanda tire range. Being able to reach 24,000 lawn & garden industry professionals was a great opportunity for Wanda Tyre.”

“These shows provide an international marketplace for dealers, lawn and landscape professionals and retailers to see and demonstrate new hardscape products, lawn and garden products and outdoor power equipment,” reiterated event promoter Warren Sellers. “We had a record number of more than 24,000 participants at GIE+EXPO this year.” We weren’t the only ones checking out the cross-over opportunities. Our colleagues from PowerSports Business cohosted the 3rd Annual UTV University designed to show the Lawn & Garden guys how powersports dealers turn a profit with 4-wheelers. Seizmik president Steve Shankin presented “UTVs And The Massive Missed Opportunity” to an appreciated audience, followed by Ariens’ director of business development JW Washington explaining ATV/ UTV sales to jurisdictions, military and parks and recreation customers. Odes Industries CEO Mike Smith concluded the program with “Turning UTV Prospects Into Buyers— How To Fix The Simple Things To Get Better Results.” Good stuff for dealers in any industry! TGB chose GIE to present their 1000 Series UTV proof of concept to potential partners (they already supply components and vehicles to companies from Argo to Mahindra) as well as prospective dealers. “Many people in this industry seem to view powersports products as expensive toys, rather than real work horses,” says TGB President George Lin. “We would like to change that

With tires for everything from ATVs to wheel barrows, Wanda Tyre is one of the world leaders. Sales manager Helen Han shows off their powersports products.

perception… the name of the vehicles is ‘Utility’ and they can work as hard as they play. We wanted to introduce TGB’s vision for being the Total Solution Provider for the UTV industry.” This vision is based on creating cutting edge products. “We are market-oriented, with comprehensive design capabilities,” Lin says. “For example, our 997cc engine has the highest horsepower and greatest torque of any comparable UTV on the market.” The result is a product that offers the greatest customer satisfaction. In short TGB = UTV Total Solution Provider. TGB started manufacturing components for the iconic Vespa scooters back in the 1960s. Since that time, the company has become a global leader in ATVs and scooters, selling hundreds of thousands of units worldwide. In fact, Chevron is looking to go dealer-direct with its Techron Powersports & Small Engine formulation. Joe DeFina is in charge of making it happen.

Dealers were digging TGB’s 1000 Series UTV.

TGB ATV sales have even exceeded Polaris in some of the major sectors of the European market, including Germany and France. “Now is the time for TGB to become known for its UTV expertise,” explains export manager Daniel Hsieh. “We continue to supply powertrain technology to well known companies in North America, but we want the Green Industry and the powersports market to know TGB can create UTVs from sketches, through prototyping to final production machines,” says Hsieh. “Our proprietary 1000 Series UTV was the centerpiece of TGB’s display at GIE+EXPO.” “Our slogan is ‘Play Different’ and we definitely do things differently than the ‘me too’ mainland Chinese manufacturers,” says Lin. “We want to bring the enjoyment and fun to the customer, reliability and value to the dealers and protect intellectual property rights and be a trusted strategic partner.” To that end, the 997cc fuel injected powerplant has already undergone EPA and CARB testing and certification. To help get the word out, TGB also hosted a seminar for Lawn & Garden industry professionals to see the opportunities provided by powersports industry crossover. With the obvious comparisons to how the other half lives, Dealernews dropped by to present the view from the powersports side of the fence. The OPE guys seem to think it is easier to sell toys than tools, while the powersports

industry dealers see mowers, snow blowers and chainsaws as needs for rural America and an easier sale than a cruiser or top of the line touring bike. Rather than the grass being greener on either side of the fence, we submit (with apologies to humorist Erma Bombeck) the grass is really greener over the septic tank. UTVs represent the intersection of tools and toys, so it seems that the sweet spot is parked in the center of the septic tank… wait, that doesn’t sound right! However it may sound, the fact is that there is a real opportunity for both industries in the form of ATVs and UTVs. Now if we can just get the Lawn & Garden guys to forget about the “incidents” at the outdoor demo area, we will be heading back to GIE+EXPO, October 16-18, 2019. https://www.gie-expo.com/ Phone: (800) 558-8767 Fax: (812) 949-9600 Email: info@gie-expo.com

DECEMBER 2018

SEMA

How The Other Half Lives

By Robin Hartfiel

he 2018 SEMA Show is now in the books. Representing the $43 billion automotive aftermarket, it is almost double the size of the U.S. powersports market and 100 times bigger than AIMExpo which was held in Las Vegas a couple weeks before the car crowd took over Sin City. With more than 2,400 exhibiting companies and attendees from all over the world, it is the only trade show that brings together every segment of the automotive industry, from hot rods and off-roaders, to low-riders and now, powersports products. SEMA Show stats are almost mind boggling: 1.2 million net square feet of exhibit space and an additional 1 million square feet of features and attractions throughout the Las Vegas Convention Center, outside areas and neighboring Westgate. More than 3,000 products were featured in the New Products Showcase alone! More than 1,500 feature vehicles and 162,000 attendees (3,600 media types alone) representing 140 countries contributed to the madness! However, powersports brands have been making inroads into the car guys empire. Our friends at Race Winning Brands pulled out all the stops as JE Pistons unveiled the first Masters of Motors program, announced they had acquired Falicon cranks and had a motocross bike on display in their Wiseco Pistons booth (equipped with a Rekluse clutch, another powersports product in their portfolio). RWB even had a separate powersports booth for their ProX Racing pistons. In fact, literally tons of tires for motorcycles and UTVs were on display, including the roll out of the all new OBOR brand of ATV/UTV tires (with a baker’s dozen of different styles and applications). Oils & Lubes definitely played to the powersports people as well, with a Joker Machine Ducati stopping traffic in the TORCO booth and a slick Dakar Rally bike in the Motul pavilion.

KC HiLites crossed over by highlighting their LEDs on a ROXOR in their booth. Other cross-over companies like Warn Winch and Lazerstar lights have traditionally given powersports products a nod at this show, but in the past two years in particular, we have seen an increased powersports presence in a big way! Everything from Extang bed covers showing side-by-side specific products to exhibitors like ATV/UTV OEMs HiSun and Massimo/Sportsman Country showing their wares this year. Flowmaster was another aftermarket stalwart to make the paradigm shift, swapping 4x4s and hot rods for sideby-sides to show off their exhaust systems. Rockford Fosgate cranked up the volume with a fleet of tricked out UTVs, while one automotive distributor even had a custom Vanderhall Venice to help draw traffic to their display. From Supermoto to sleds, BRAAP WERKS had it covered in the outdoor area. After making a big splash last year with the Rampage roll-out, Textron was a surprise no-show this year (recent filings show a complete re-org was taking place). However, that didn’t dampen the incursion of powersports into the car guys turf. Although Honda had a red herring with the Ridgeline-based concept UTV rather than the Talon they took the wraps off at another car show (the LA Auto Show), SEMA did recognize our niche, including announcing their “Powersports Vehicle of the Year” — Polaris RZR Turbo S. Speaking of vehicles, the crew from ROXOR brought out their semi truck, display units and entire event crew from the AIMExpo. Ditto for the Slingshot demo rides that smoked out the AIMExpo area. ATV/UTV stalwart SUPERATV doesn’t even dabble in the automotive world, but they had a big booth at SEMA this year. It wasn’t just powersports OEMs and aftermarket products making the scene. We saw plenty of our motorcycle industry friends were in Las Vegas for the SEMA festivities.

Retired MXer Jimmy Button, AMA Hall of Famer Scot Harden, Beringer brakes U.S. importer Philippe Danh and Dealernews’ own Eric Anderson. Off-road racing legend Walker Evans even had a custom Harley in his display. Coker Tire went over the top with a vintage motorcycle show to demonstrate their range of repro rubber for obsolete tires. The cool thing is that it may be modern rubber, but the tires come from vintage molds in many cases for the best of both worlds. PRP seats teamed with Baja Designs to build a trick RZR RS1 show-stopper. SAVE THE DATE Mark your calendars for the 2019 SEMA Show (Nov. 5-8). Registration will open in Spring 2019 at: www.semashow.com/register

DECEMBER 2018

VIDI VENI VICI

All-Conquering EICMA Show Invaded By E-Bikes By Robin Hartfiel

he world’s largest and oldest motorcycle show shows no signs of a slow down… In fact, EICMA was charging ahead, literally. In addition to the usual debut of 100s of motorcycle and scooters, the 76th Esposizione Internazionale Ciclo, Motociclo e Accessori event in Milan, Italy saw a surge in electric motorcycles and e-bicycles of epic proportions. To steal Caesar’s line, the E-bikes came, saw and conquered EICMA. Despite having to compete in two other major international trade fairs this year, 104 year-old EICMA show is showing no signs of slowing down! If anything, it continues to evolve at a faster rate and reinvent itself each year. From local e-proponents like Energica, Fantic and Tacita to Harley’s heralded LiveWire, electric motorcycles were a “positive” trend differentiating Milan from its rival show in Germany. However, it was a trio of interlopers Arc, KYMCO and Pursang who shocked showgoers with over the top e-concepts. Founded by an ex-Jaguar engineer, Arc is one to watch. The Vector is Arc’s idea of an e-sportbike — it weighs 220 kilograms and pumps out 133 hp/292 foot-pounds of torque, good for hitting 100 kilometers-per-hour in three seconds. Unlike Harley who steered clear of range for the LiveWire, Arc is proud of its 150 mph top speed and 362 mile range. The $115,000 price tag was equally stunning, however. Primarily known for its gas-powered scooters and ATVs, KYMCO shocked the motorcycle world with the SuperNEX electric sportbike concept at EICMA, billed as a fusion of “supersport” and “electric” that represents the motorcycle

of the future. “While people have no doubt that the next era of personal transportation is electric, many are still pondering over the profound implications of electric in the world of supersport motorcycles,” said KYMCO Chairman Allen Ko at the unveiling in Italy. Somewhat shockingly for a company that has made its name on CVT twist ’n go automatics, the NEX comes with a 6-speed! “First and foremost, SuperNEX was designed around the philosophy that shifting is the art of motorbike riding,” added Ko. “Hence, the electric supersport bike has the most advanced 6-speed transmission that allows riders to enjoy every minute of their skill-honing endeavors...” “Without the gratification of gear shifting, the simple twist-and-go interaction feels more utility-oriented, and sometimes even toy-like. Also, most electric motorcycles today lack the sustaining thrill of acceleration to the topend after the initial rush. As a result, many sportbike lovers fear that supersport might lose its charm in the impending new electric era.” While Bultaco purists will protest this is not a true successor to the old 2-stroke, we would argue that the Pursang is every bit a groundbreaking as Señor Bulto’s original. “The rebirth of Pursang is something that has been in my mind for many years,” says company founder Jim Palau-Ribes. “I spent my youth crossing mountains, and I felt the need to make sustainable the mythical model that awoke the passion for motorcycles of an entire generation.” A pair of Torrot batteries were in the display bike in Milan, but final spec is still being dialed in. “From the beginning of the project we are committed to maintaining the essence of the golden age of Spanish motorcycles and similar dynamic qualities, improved by current technology. We have delved into the aesthetics and the essence of the motorcycles of that time and interpreted this authenticity of the classics in a 21st century motorbike.” It wasn’t just electric motorcycles generating a buzz in Milano. Power-assist pedal bikes were on display from many traditional motorcycle manufacturers. From Ducati

and Garelli to Kawasaki and KYMCO, the OEMs had eMTBs on display next to their ICE (internal combustion engine) offerings. Husqvarna may have stopped traffic with their Aero concept Vitpilen, but they had three e-bikes equally displayed. Kawasaki/ Merida teamed up to show a fleet of road bikes, city bikes and mountain bikes and next to the SuperNEX was KYMCO’s power-assist bicycle. However, it is the Italian masterpieces from MotoGuzzi, Ducati, Aprilia and even Vespa that really define EICMA. The Italians have a well-earned reputation for creating the most drop-dead gorgeous motorcycles in

DECEMBER 2018

EICMA BY THE NUMBERS

existence, but this year seemed to be a high-water mark for Italian marques. Despite the INTERMOT show happening before EICMA, most of the Italian companies saved their big news for Milan. With the Claudio F4 and its new take on sport-touring/ADV bike, MV Agusta had our pick to click… but it was their Superveloce 800 concept and production model 205hp Brutale 1000 Serie Oro that knocked our socks off. For those of you who couldn’t make it to Milan, you still have the chance to see the Brutale at the IMS tour stops this season. Ditto for the Moto Guzzi V85TT and a flock of Ducs — Ducati’s nine models including the new Diavel 1280 S and Panigale V4 F1, straight from the EICMA show halls. While the battle lines are being drawn between ICE and e-power, there are no losers when it comes to attending EICMA! The latest technology seamlessly merged with timeless style have kept the Milan show a must-see for the past 104 years! Vidi Veni Vici, indeed!

he 76th edition of EICMA saw a total of 1,278 brands represented — a +13.7% increase over 2016, the last time EICMA overlapped with INTERMOT. Six of the massive Fiera Milano-Rho pavilions were filled this year, representing an almost 20% increase in show area compared to 2016. The International Bicycle, Motorcycle and Accessories tallied favorable numbers for 2018… reflecting the corresponding 7% increase in Italian motorcycle sales (not to mention other European expansion, including a whopping 10% increase in German). According to the show organizers, 52% of the exhibitors were from 44 different countries, further reinforcing the global nature of EICMA. Media outlets were up by 18.3% and the number of foreign professionals increased 17.1% during the trade-only days. EICMA adds “The attendance by the public was also extraordinary… it reached the record numbers of last year, and actual ticket sales were up +24%, making it the best attended show in decades. EICMA also broke the Internet: the social channels recorded 1.3 million users and reached more than 6.4 million views of posts on Facebook, while netting 850,000+ impressions on YouTube, and 200,000 minutes of viewing time. Instagram recorded +72% increase, reaching 750,000+ people totalizing some 2.5 million impressions. “Social media, and the Internet in general not only spread the info globally, we were able to engage and win over an increasingly demanding public,” said Andrea Dell’Orto, President of EICMA. “This success is another important stage in boosting our digital strategy.” EICMA encompasses more than 3 million square feet, counting racetracks, displays and demo ride areas, which almost puts it on par with SEMA in terms of physical size and importance to the market it serves. Since 1914, the OEMs and aftermarket brands have been assembling in Milan for EICMA. Originally held during alternating years with rival shows in Germany, France and the U.K., EICMA has evolved to become an annual event.

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C E D R A C M TO The Best UTV You Have Never Heard Of

By Robin Hartfiel

ith performance figures that exceed 99% of the vehicles on the market and specs that built beyond anything you will ever encounter outside of a tank in a military motor pool, Tomcar is the best UTV that you probably have never heard of. That is all about to change as the Arizona-based specialty vehicle manufacturer is finally breaking cover. We toured the operation with Tomcar CEO Ram Zarchi on the eve of going public with the first consumer model the company has made in its 30-year history. “Tomcar is the world’s most versatile off-road vehicle meant to tackle any mission or terrain,” explains Zarchi, originally from Israel, but now based in a Phoenix suburb. “Tomcar can truly take you Anywhere and Back.” The TX is the first model in company history that’s directed at the mainstream mass market, but Tomcar remains a military machine at the core. “It was developed to be parachuted out of military aircraft for use in a number of combat applications,” says Ram (more on that later). “It is ultra-light — well, by mil-spec standards — air transportable with a heavy-duty frame. The hybrid/electric model even allows for zero thermal signature making it the ideal platform for modern warfare.” Battlefield Back Story It all began with a top-secret mission in 1967. A specialized unit of airborne commandos was dropped behind enemy lines, only to see all six Jeeps they were to use, destroyed

upon landing. Miraculously, the unit’s commander was able to construct two working vehicles from the wreckage, allowing the commandos to successfully complete their mission. That commando commander was Ram’s father and it lead to three decades of vehicles developed for the Israeli Defense Force, British SAS, U.S. military and special forces operators around the globe.

D E I F I S S CLA

“He is still actively involved in every aspect of R&D,” says the younger Zarchi. “I hear how we need to be making it better every day!” However, Ram has been hard-pressed to improve the battle-proven platform. Engineered to meet ISO 3471:2008 Roll Over Protection Standards and completely compliant with ANSI ROHVA-12011 requirements, Tomcar is a solid design from the frame up.

All Tomcar frames are intended to be an armored cocoon. “The frame is made of oversized, high grade steel, which is fully welded to create a “cocoon” that protects occupants from injury,” he elaborates. A series of jigs make for truly modular production as the basic chassis gets designed for different missions and fitted with a variety of powerplants, but all frames come with a lifetime warranty.

DECEMBER 2018

“Our approach is reverse engineering,” says Zarchi. “It was originally designed as a military operations vehicle, not as a consumer toy like the other UTVs on the market, so we are always over-engineered with the ultimate reliability built-in.” The benefit is that the consumer version has most of the same features as $100,000+ military machines for an MSRP that is competitive with the “toys” — not a bad value proposition. They say a picture is worth a thousand words, but the video should help demonstrate Tomcar’s worth to your bottom line: https://www.youtube.com/watch?v=bcQSRPgijFc&feature =youtu.be Years after its battlefield SNAFU birth, this ultra-durable, highly functional, off-road vehicle remains the strongest in its class. For the past three decades, Tomcar has provided problem solving solutions to military, commercial and now the consumer markets around the globe. Dealer inquiries welcome.

Ram Zarchi gives us a demo ride in the Tomcar TX3 “The undercarriage skid plates are made from aircraft grade aluminum allowing the vehicle to glide over the largest of obstacles, and it has the best approach and departure angles of any UTV available…” a fact Ram demonstrated on Tomcar’s desert proving grounds! Try as we might, we didn’t bury the nose, catch the rear or high-center in any of the ditches and desert washes we could find. After creating winning solutions for the battlefield, Tomcar turned its attention to heavy duty commercial applications. Firefighting, emergency response, farming & ranching and a variety of specialty niches fit the Tomcar marching orders. However, their TM series didn’t exactly capture public attention as one of its major commercial applications was in the mining industry. “We have been underground, literally,” laughs Ram. “These machines literally never see the light of day for their entire 15-20 year working lifespans.” “Mining is a one of the most demanding industries in the world,” claims Zarchi, “Extremely tough operating conditions, constant abuse and the need for absolute minimum equipment downtime — not to mention the fact that you can’t just take it to a local shop for repairs — make for a good showcase for our capabilities. Unfortunately, very few people actually want to go deep underground to see Tomcar in action.” No Longer Underground It was time for Tomcar to see the light of day and compete for consumer business. “We can safely say the TX is the safest, most capable UTV on the market, bar none!” We can add that it is a lot of fun. After a desert demo in the prototype unit, we asked Ram if he would sponsor Dealernews in the Baja 1000 in a stock TX when it was available… it is that capable and durable.

TOMCAR 1727 E. Deer Valley Road Building 2 Suite #1 Phoenix, AZ 85024 Phone: 623.587.7799 https://tomcar.com/contact/ Instagram: @tomcar_official_page

General information and sales inquiries: sales@tomcar.com Fleets sales, distribution and other business development opportunities: contact@tomcar.com Specifications (no longer CONFIDENTIAL): Engine: 1.5L Gasoline Engine, 4 Cylinder, 16 Valves 120HP Electric Motor with Diesel 30HP Range Extender (TX3 Only) Suspension: Four Wheel Independent Suspension (Fox Shocks) Rear trailing Arms with 13.5” of Wheel Travel Front Dual Arms with 14” of Wheel Travel Rear Load Compensators Transmission: On-The-Fly 2WD/4WD Engagement Heavy Duty CVT Transfer Case High Low Reverse Front and Rear Differential with Pneumatic Locker Rear Final Drive Ground Clearance: 17”

BATTERY BASICS: Charge Up Your Business By Margie Siegal

nce upon a time, batteries were boring black boxes. They were all lead acid based, weighed a ton and all they did was power the lights and an occasional electric starter. Now, batteries are complicated. Deciphering the veritable alphabet soup of technological advances and telling the players apart definitely requires a score card. Longtime Dealernews readers can look back to a time when Yuasa was celebrating 50 years of being the battery leader… now Yuasa is celebrating its 100th anniversary [see sidebar] and there are dozens of contenders. The basic lead acid battery has been used commercially for more than 100 years, utilizing the same chemical principles to store energy. However, batteries have become increasingly more complex in the past couple of years because the demands have increased logarithmically. Present day customers often want additional electronics installed on their new ride, or added to an older model. Have you seen the “infotainment” centers on everything ATVs and UTVs to ADV and Touring bikes? The additional amps needed by those extra lights, stereo systems, GPS, Bluetooth and alarms can overwhelm the stock battery. Worse, many of these components continually draw a small amount of current (“parasitic draw”). Customers are demanding more cold cranking amps out of smaller, lighter weight battery boxes. One size definitely does not fit all! Getting a higher amperage battery to fit in the battery case may not be easy. To make things worse, the fitments on some aftermarket battery “upgrades” make it difficult to connect the battery cables. Harley techs will recognize this issue. However, Voltz Power President Kathy Peterson states that the Voltz terminals can be connected to most battery cables without an adapter. Voltz makes extra power batteries in stock dimensions specifically for V-Twins.

What’s In The Marketplace Now? AGM, Gel, Li-Ion… what does this alphabet soup really mean? Standard “wet” cell, gel cell and absorbed glass mat (AGM) are variations on the lead acid battery… Li-Ion (Lithium Ion) is a different animal altogether. Absorbed Glass Mat (AGM): These lead acid batteries come in two flavors: batteries that are charged at the factory and batteries that need to be charged at the dealership. While it may be a a hassle, batteries that need charging before installation can sit on the shelf for a long time without any loss of potential power. Kathy Peterson points out that Factory Activated AGM batteries will not sit on a shelf forever without losing charge. “You have to reboost them every 4-6 months.” Factory Activated AGM batteries should be tracked through your DMS and put on charge if they are at the dealership for an extended amount of time. The best AGM batteries have pure, not recycled lead plates. Kirk Alves, Fire Power Brand & Sales Manager, explains that the pure lead in Fire Power AGM batteries provide for longer life and better cranking. Fire Power’s AGM battery and new featherweight Lithium-Ion battery are exclusive to Western Power Sports. Odyssey batteries also feature pure lead construction. “Pure lead discharges slower and recharges faster,” explains Alan Kohler, Transportation & Specialty Marketing Manager for EnerSys’ Odyssey brand batteries. “It can deep cycle without harm. We have some folks getting 10+ years out of their batteries.”

AGM batteries in general are sensitive to overcharging. It is important to warn customers that an inexpensive or older trickle charger that does not stop charging when the battery is fully charged may drastically shorten AGM battery life. Suggest that your customers use a charger with a float mechanism if they plan to keep the battery connected to the charger for a long period of time… say all winter (see sidebar on chargers). Gel Cell: Gel batteries are even more sensitive to overcharging than AGM batteries, but have advantages that, for many customers, outweigh their extra cost and charging requirements. With all things being equal, a gel cell may last longer. Also, In the event of an accident, a gel cell is unlikely to spill its contents… with the standard lead acid battery filled with a 35% sulfuric acid and 65% water solution, spills can be a real concern. Li-Ion: The new kid on the block is lithium ion. Lithium ion batteries are lighter and can be smaller than lead acid batteries, a big plus for custom installations. They can also sit on the shelf for an extended period of time without needing recharging. They are not cheap, however, and if not maintained correctly or if they do not have the correct protection built in (both Firepower and Antigravity batteries do) can heat up and begin to melt if overcharged. “We are currently a leader in Lithium-Ion batteries for powersport and motorsport applications,” says Antigravity’s Scott Schafer. “We have the most technologically advanced batteries currently available.” In fact, the Antigravity lithium battery has complete built-in circuitry that will prevent over-discharge and over-charge, and had a built in reserve allowing the vehicle to be re-started again if drained. “Think of it as the first battery ever with builtin jump starting,” explains Antigravity’s Brand Ambassador/ Technical Support guru Chad Estevez. “This battery also puts itself to sleep before the battery can be drained dead. You always have enough reserve capacity to start your vehicle and get out of those dead battery emergencies. Just press the RE-START Button located on the top of the battery.” Check out www.antigravitybatteries.com for more details. The Fire Power lithium battery has built in circuitry that will prevent an overcharge,” adds Kirk Alves. “This allows it to be safely connected to any good quality trickle charger.” Take It To The Bank Average battery life has become shorter as energy requirements have increased. Think of a battery as a piggy bank. If you keep taking out and putting nothing back, you’ll have nothing left. Until the advent of the Li-Ion battery technology, the same lead acid battery basics have been in commercial use for the past 100 years, however the demands have been increased far beyond a battery only needing to run the headlight! In keeping with the piggy bank analogy, stocking batteries and chargers can be an investment in your bottom line… customers are going to continue to withdraw every last bit of charge from their batteries sooner than later (much sooner with all the parasitic draws and infotainment drains modern machines place on the system).

DECEMBER 2018

TRICKLE CHARGERS By Margie Siegal

o you have a few trickle chargers on the shelf? No? You might want to ask your parts guy to do a little research on the best trickle chargers for your customer base. Trickle chargers give you an opportunity to improve customer service, avoid customer complaints and do a little up-selling at the same time. What’s not to like? You are well aware that powersports vehicles are increasingly coming from the OEMs with on board electronics. Your customers are also coming to you, requesting that additional electronics be installed. On board electronics often exert a small, but constant drain on a battery, even when the bike is parked. On an automobile, supplied with a large battery and usually driven daily, on board electronics are no big deal. On powersports vehicles, with limited battery space and, often, intermittent use, the battery will often discharge to the point that it won’t start the vehicle. Your unhappy customer is now calling your shop, complaining it ran just fine when he parked it six months ago! This is where the trickle charger comes in. You recommend that your customer purchase the proper trickle charger for their battery type. If the charger is on the shelf, you can install the one way plug for the charger while you are servicing their bike, and send the customer home with it. No more dead batteries! Fewer customer complaints! At last count, there were 91 different trickle chargers for powersports applications on the market. As you know, a trickle charger is not intended to charge a battery from dead — its purpose is to maintain the charge within normal levels. Advances in technology have made it important that your customer buy the right charger for his or her vehicle.

Inexpensive generic trickle chargers may overcharge an AGM or gel cell battery. Lithium ion batteries need a special battery charger that provides the slower charge rate required if the battery has been over-discharged. Using a lead/acid charger on a lithium battery can result in the replacement of an expensive battery – resulting in a very unhappy customer, indeed. The major players are: Battery Tender: A pioneer in the field, and still the best known, Battery Tender by Deltran makes trickle chargers for gel cell batteries, sealed flooded batteries, and lithium ion batteries. Battery Tender by Deltran, http://www.batterytender.com, (386) 736-7900, dealer inquiries: Marketing@batterytender.com Optimate: Started in Belgium in 1994, this company makes high end chargers, recommended by Antigravity for its lithium ion batteries. Optimate chargers are also available for AGM and flooded lead acid batteries, as well as gel cells. The subsidiary for North and South America is located in Ontario, Canada. Tel: +1-905-337 2095 https://optimate1.com Oxford Oximiser: Originating in England, Oxford sells a dual purpose device that will both charge a low battery and maintain it in a properly charged state. The company states that the Oximiser will work on gel and lithium batteries. Oxford Products USA, Toll Free: (855) 341-0076 Email: dealerapplication@oxford-products.com

YUASA CELEBRATES 100th ANNIVERSARY By Margie Siegal

ong before Japan became known for technologically advanced manufacturing, some forward thinking entrepreneurs founded Yuasa Storage Battery. It was 1918, and Japan was starting to be recognized as a world power. Japan had defeated the Russians in the RussoJapanese War, and had come out winners in the First World War by providing needed assistance to both England and Russia. Batteries were essential to the rapid modernization of the country. In 1920, one of the founders of the fledgling battery company invented a dramatically improved method for manufacturing lead powder, then the most important component in batteries. The quality and performance of Japanese manufactured lead acid batteries jumped considerably. When Japanese motorcycles started to be exported to the US in the 1960s many, if not all, were powered by reliable Yuasa batteries. In 1968, Yuasa celebrated its 50th Anniversary in the pages of Dealernews. In 1979, Yuasa Storage Battery Company built a plant in Laureldale, Pennsylvania. Over the years, Yuasa has pioneered in batteries for space exploration applications. It has perfected mass production techniques for lithium ion batteries. At present, a large majority of the batteries powering new powersports vehicle are manufactured by Yuasa.

Donnie “Holeshot” Hansen, Charlie Williams and Chuck Sun

EUROPEAN INVASION 2.0 What Really Happened At The Motocross Of Nations

By Charlie Williams

y first assignment for Dealernews was covering the Motocross of Nations return to American soil! I was so excited to be at Red Bud for the Olympics of Motocross. Everyone was. Then we lost, lost bad. Suddenly I’m reporting on a defeat, a crushing defeat. I was there when the Europeans came over in 1963 and took every trophy back to Europe. Well, they’ve come back and stole all our trophies again, pesky French. Now I’m supposed to tell you about it. Please don’t kill the messenger. But if you really cared, you were there. If you cared a little, you read about it in Cycle News on the Monday night after the race. By the time page 58 of Dealernews hits your face in the middle of December, the painful details have been forgotten. All the racing has been scrutinized, dissected and over-analyzed. Facebook arguments have tapered off and we are looking forward to the start of the Supercross Season kickoff with Anaheim I in January. However, the pundits have missed the most important aspects of the multi-faceted, multi-cultural event. Namely Lot B and the Pit Bike of Nations race! Saturday night on the hollowed Red Bud grounds, Rob Buydos with the help of Racer X, hosted the Pit Bike of Nations competition. Top names like Villopoto, O’Neil, Browing… okay, a couple of top names. An estimated crowd of 30,000 people met in a soggy corner of the property. Enthusiasm was high, restraint was low and the crowd rushed the muddy track stopping everything...

Chaos had taken over, the inmates had the keys, control had left the building. Let me make it clear what I consider chaos. It starts with the noise. The noise starts with a chainsaw.... Apparently in Europe it’s become popular to take a chainsaw to a race and run it wide open the ENTIRE freaking time. Yes, they take the blade off of it, they are crazy, not stupid. Then the noise of air horns, deafening air horns constantly from every direction. Cow bells by the thousands… screw Christopher Walken, we don’t need more cow bell! Screaming and yelling, but not so much clapping, because that takes two hands and one is holding a beer! The noise was relentless. Add in the noise of generators and quads and mini bikes and distant trucks stuck in the mud and four barrel carburetors roaring and tires spinning and bad music blaring. The night was thick with noise. The air was thick with mist and fog… and smoke too. Sweet two-cycle smoke, nauseating diesel smoke, tire fire smoke, cigar, cigarette smoke and a couple of times it even smelled like someone was burning a skunk. Inside this dome of noise and smoke were thousands upon thousands of people. Prophetically my camera died as the sun went down. Words will have to describe what the camera could not capture. I’m with Chuck Sun and we’ve wandered down hill until we are standing in the heart of the pit bike crowd. Deafening, mouths move but nothing comes out. The decision is being made to cancel the race. No one wants that. Team Ireland’s Rory O’Neil yells at Chuck: “Go out there and

get those fuckers off the track, they respect you, they’ll do what you say!” Chuck is recognized as the King of B Lot. Believing the hype, Chuck walked out on the track and got about 20 people to move, then went back and moved another 20. Chuck Sun started the wave that started everyone backing up. Eventually the loudspeaker got fixed and chaos was again behind the fence. As thick as the air was with noise, the ground was soft with rain and mud. The line between sky and ground were hard to discern, otherworldly atmosphere, think “A Boy and his Dog”. Mini bikes were raced and some young athletic looking guys won, so we celebrate. The Racer TV interview stage was nearby and Jason Weigandt was conducting interviews with various celebrities live on stage, and the counter had gone over 100,000 online viewers. Then, just like in a Benny Hill show, the Mini Bike crowd spilled over onto the TV stage and the crowd moved in. All the riders were on stage throwing goggles and helmets to the crowd and the crowd reciprocating by throwing full cans of beer back at them. Soon enough the chainsaw gang had gotten on stage and was swinging one over Weigandt’s head as he was still trying to conduct an interview on live TV with 100,000 viewers! I ran into Carrie Coombs, she asked if I’d seen her mom, Rita Coombs? “Uhhh nope.” “Well, I hope she hasn’t run off with the Mini Bike gang.” The cacophony of sound was deafening, the duration of sound was even more impressive. For maybe 20 minutes pure squall at full throttle. I’ve seen a lot of shit in my day, but I ain’t seen this...

Carrie Coombs walks back by. “Carrie, Charlie from Dealernews, can I get a quick word?” “Wow!” Thanks Carrie! Think about it, this girl has seen more motorcycle races than any woman in the world and this one gets a “Wow!” That’s big and one of my best interviews! Ahead, I see a group of people gathered around what sounded like someone was throwing lawnmower blades in a wood chipper, I elbowed my way in closer, it was Brian Deegan driving his 900 horsepower Monster Energy offroad race truck around at 10pm! Eventually the mob starts moving or sliding or oozing downhill to the B Lot... The B Lot is where THEY go, it’s the lot with the disclaimer at sign up, poor Rita. Silhouettes danced by a fire, the fire wanted gasoline, it wanted more, it was given, but the fire made the jump and took over the 5 gallon can, the swelling crowd moved closer. The can/bomb threw flames 20 feet in the air. It started as simply as throwing gasoline on a fire and now we are getting worried about melting motor homes and how many that have to burn before we break that world record. Gratefully the flames died down just as security arrived and I slipped out the gate. Late Sunday afternoon after the race and festivities, I run into Carrie and Rita Coombs again, it’s all smiles. I thanked and congratulated them on a truly historic and epic event. They were pleased and we all agreed that the crowd had behaved very well, I feel that is a high complement to all who attended and I wanted to share that with you. Yay! We got a “good behavior” from the boss!!!! Yay! Red Bud!!! Oh yeah, France still won…

DECEMBER 2018

A tally of motocross and mud/sand track conditions riders experience leading up to MXofNations sheds a lot of light on our woeful results. According to the numbers, Team USA was beat before they ever reached Red Bud! Extrapolate mud/sand training days, rip a tear-off splattered with conjecture and you can clearly see what the numbers reveal: riders in Europe are on an outdoor track a full fifty-seven more days a year! Imagine lining up to compete with riders who have had three times the preparation! Now it makes sense why Dutch rider Glenn Coldenhoff coasted to moto wins looking as if he were riding a normal training day in Holland.

WHY WE LOST THE MOTOCROSS OF NATIONS

The U.S. riders’ specialization in Supercross has allowed Europe back in the game. Ironic twist, as it was the aggressive nature of Supercross that gave us the edge to win for the first time in 1981, a view shared by 5-time World Champ from Belgium, the late great Eric Geboers. Now, the specialization of Supercross stands as a challenge to U.S. outdoor motocross domination.

The 2018 Red Bud MXoN By The Numbers

By Chuck Sun

f I told you Eli Tomac would tank, Aaron Plessinger would finish outside the top 15 and Justin Barcia couldn’t close the gap on some guy named Lupino (who?) in advance of the Red Bud Motocross of Nations, you justifiably would have to ask me what I had been smoking. But that’s exactly what went down. Trudging through greasy mud around the Red Bud track American fans agonized over answers to the unfulfilled glory. Months later, it has all been said — a muddy narrow race line; lack of

visibility; poor starts on a metal gate — but it still doesn’t add up. How could we possibly lose? A gnawing question remained as to whether a bigger story may be at play. Instead of buying into the conspiracy theories, let’s take a “Moneyball” look at the numbers to see if they can shed some light on how we got it so wrong. Moneyball: The Art of Winning an Unfair Game is a book by Michael Lewis that chronicled how the interpretation of stats reshaped winning in major league baseball.

This brings us to Assen, Holland, the Formula One site of the 2019 MXoN. How do we prepare for Jeffrey Herlings’ personal sand box? Move to Florida and ride un-groomed sand pits in between SX races. When checkers fly at the last National, jump on a plane for Holland, pull their finger out of the dyke and ride. Go beat them in their own backyard! Crazy you say? It was done before... I know, I was there.

Europe

MX Riding Days Mud/Sand

United States

Euro Pre-season training days

Est. 24

U.S. Moto Pre-season 0

MX Riding Days Mud/Sand 0

International Motocross

U.S. National Rounds

Country Nationals

4-6

Daytona SX

MXGP

MXGP Qualifying Race Sat.

Total Outdoor Track Days

In the fall of 1981, an underdog team of four U.S. riders went to Europe and proved once and for all that America had caught on to the sport of motocross. Donnie Hansen, Danny LaPorte, Johnny O’Mara and Chuck Sun swept the Trophee des Nations (250cc) and the Motocross des Nations (500cc) that year, beginning a 13-year period of domination by U.S. teams in the prestigious Olympic-like competition.

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Personnel Files By Alex Baylon

Social Media Postings: Do’s And Do Not’s While Looking for a Job

good resume can get you in the door for a job interview. Showing up for that interview dressed appropriately, ready to answer questions and with your “A” game can help move from a potential employee to a prospective one. Once it’s time for a background check, you can feel pretty confident that coveted job is yours. But wait... what if part of that background involves a social media check? Will your social posts make a good impression or cause your resume to get tossed into the garbage can? According to Facebook.com, more than 1 billion people are active on Facebook. Instagram also has 1 billion monthly active users* —Twitter is a little behind the curve, but still has 68 million active monthly users in the United States*. That means that even if potential employers aren’t doing in-depth background checks, you can bet your perspective employer will at least put your name into one of the social media sites and see what comes up. In fact, this has happened many times. According to CareerBuilder, 70% of employers utilize social media sites to evaluate and investigate potential employees. Of those, 57% found information on the social media site that caused the employer to think the person wouldn’t be a good fit for their organization. CareerBuilder indicates general search engines like Google, Yahoo and Bing are used by about 69% of the respondents to their survey about the use of social

media and employment. That means your online presence is important not just to your family and friends, but to prospective employers as well. Hey, let’s just cancel our social media accounts until we land a job, right? Wrong! The same CareerBuilder survey found that 47% of employers said if a prospective employee doesn’t have a social media account, they are less likely to contact them for an interview. Employers use social media sites to find out whether candidates are being honest about their reported skills and experience, what others say about the candidate, and if they have a professional presence (such as LinkedIn). What Can You Do? First, keep in mind there are a lot of social media sites that aren’t mentioned here. Make a list of all your accounts and double-check your privacy settings. For social media sites like Facebook, Instagram, Snapchat, Twitter, etc, make sure you aren’t writing or sharing photos (or forwarding things, memes, sayings, rants, etc) that you wouldn’t want your potential employers to see. How to gauge that? Consider this: if you wouldn’t want your mother, grandmother or your priest to see it, don’t post it. That’s a good rule of thumb. If you feel okay showing your mom or grandma a photo of you leaning over a toilet

puking after too many Fireball shots, you should probably just stop looking for a job now. Go ahead and keep living in your mom’s basement. No one will judge you… Much. Are you an over-sharer? Did you get cut off in traffic and have a road rage incident? Did you watch some Senate hearings and can’t wait to share your opinion on Facebook about sexual harassment (pro or con)? Maybe you can’t stand an elected official or love talking about politics in general? Having issues with your spouse? Deal with all those tempting topics off-line! Not only do your prospective employers not want to hear about your political opinions or know that you can’t deal with your private life privately, they may not agree with what you wrote at all… and that could get your job offer pushed to the bottom of the circular file. A Couple Secrets Wanna know a secret? Honestly, your friends don’t want to see stuff from over-sharers, either. Use social media to make everyone think your life is roses. Got a new puppy or just had a kid? Go ahead and post a million pictures. Did your neighbors call the police last night on your spouse since someone drank too much, vomited in the neighbor’s pool and then peed in their hot tub? Although that’s entertaining, and I’d love to hear all about it, social media isn’t the place. Stick to motorcycles! Let’s talk about “selfies.” You know, when your entire page is filled with photos of you on vacation and all anyone can

see is your face? Or the daily selfie that’s posted so people can see what you’re wearing? Newsflash: no one wants to see that much of you and no one cares what you are wearing. Worse, research studies show that people who take too many selfies can turn potential employers off and make people less likable*. Selfies are so popular that psychologists have come up with the saying, “Healthy Selfies.” Seriously, there’s a healthy way to utilize selfies and an unhealthy way. Bottom line, be careful about the number of selfies you have on social media… for your sake as well as everyone else’s. Bottom Line Social media is meant to be just that: SOCIAL! Share things. Live life. Travel the world. Have opinions. Be free. Social media can be a fun way to keep in touch with friends and family. But beware. It can also be the demise of a great opportunity. *https://www.statista.com/statistics/274564/monthlyactive-twitter-users-in-the-united-states/ *https://www.statista.com/statistics/253577/numberof-monthly-active-instagram-users/ *https://blogs.psychcentral.com/liberation/2017/11/ the-brutal-truth-about-selfies-narcissism-and-low-selfesteem/

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry. “When you start reading the Industry #PROfiles, you will notice that 80-90% of them get their start at a motorcycle dealership,” says MIJ founder Alex Baylon. “The dealers are on the front lines and have always been the heart and soul of the industry. Without motorcycle dealerships, most of us wouldn’t be where we are today, so part of our message is always going to be ‘support your local motorcycle shop.’” In addition to recognizing industry pros, Dealernews has also worked with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews. com site. Check it out at https://www.dealernews.com/ Industry-Jobs “Tell us your story,” adds Baylon. “We would love to feature you! Click to fill out the questionnaire Industry Profiles

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years. Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry. DECEMBER 2018 63

first 20 feet. Nope! None of that wouldn’t have mattered to these girls, even if they’d have known any of it. The fact was that this young lady and her friends were so passionate about something they’d seen on Face/Twit/ Insta/whatever, that they’d stopped on their way to school to chew out a middle-aged man whom they didn’t know… and, I was mowing grass shirtless! You see, they were very dedicated, even though they had no clue what they were talking about. After a very brief, (and failed), attempt to explain that there was a difference between “blowing grass onto a roadway” and “mowing grass next to a roadway,” they flipped me off and drove away, leaving me alone with my thoughts. Fortunately, I do my best thinking while mowing grass and here’s what I came up with… This young lady had seen the many social media posts about wet grass in roadways being dangerous to riders. Of course, she didn’t read beyond the headline — and even that she misunderstood — but still. She, like most kids under 25, wanted to get involved and do what she could to change the world for the better, however misguided.

Reaching A Social Media Society By William Douglas Little

“Oh my gaaawwwwddd! Are you trying to kill someone?”

hese words were coming from the mouth of a teenage girl who, along with a carload of her equally-primped peers, had whipped into the parking lot of my building early one weekday morning as I was mowing the lawn. “It’s been all over social media!” she screamed at me as I pulled my Hustler mower alongside her car and killed the motor. “It’s illegal to mow grass next to a roadway because you could kill a motorcyclist! Are you TRYING to murder someone?” Okay, now never mind that I’m an avid rider who had built a Top 100 dealership from the ground up. And, set aside the fact that I spent years as a columnist for a motorcycle industry trade magazine, or that I spearheaded a 2003 campaign to get stricter penalties for blowing grass onto our State’s roadways. And further, forget about the fact that — as always — I had clogged my mower deck that very morning in order to blow grass away from the road for the

Now, we could chuckle about Snowflakes and Millennials and their short-fuse, knee-jerk reactions to headline news, or we could see this as a learning opportunity. Think about that! As hard as this crowd is to reach and pry (their parent’s) money from, they actually do pay attention to some things! (I know, I was shocked as well). So, how might one squeeze some interest, (let alone a little business), from the SIG, (Stay-Inside Generation)? I mean, after all, these kids are much more likely to experience a digital version of the thrill of riding via their iPad than they are to actually throw a leg over a bike, right? Well, that’s true… initially. But, why not use that bleeding heart of theirs to spark interest through getting them involved in a related cause… something that you can promote via social media and host at your dealership? It can be as simple as the effort I just mentioned, (which obviously sparked a response from these girls). As we’ve all learned over the years, you can basically tie-in any cause by simply adding the words “Bikers For” at the beginning of it. “Bikers for Babies,” is a fantastic effort. Why not emulate that and try something like “Bikers for Saving the [local] Park,” or “Bikers for Clean Streets?” Heck, we all know what they respond to on social media, so tie in something that they like “Bikers for Gender Rights of Fluffy Animals.” Whatever. My point is, as business-people, this challenge is nothing new. Anytime there is a difficult-to-reach market segment, we have to dive into that segment to determine what makes them respond, (something always does). Then find creative ways to tie that mechanism to our business. We already know that these kids spend much of their lives with a screen in their face, so make sure that your social media presence is 100%. Or, 90% at the very least. Granted,

it’s confusing to us older boys and girls. If you want to engage them and get them to fall in love with the feeling of riding a motorcycle, you’ve got to put that feeling into something they will understand — video. Mount a GoPro on your handlebars and film a ride, on-road or off. Grab some drone footage at a local track, interview some younger celebs who do ride and then smother your online presence with all of this! And don’t stop. Do this, make your store a Millennial-friendly place, and before you know it, you’ll start to see a decrease in the ages of new faces coming through your door. At that point, it’s back to the basics of snagging and hook-setting techniques. Rider-training, skilled salespersons to sell the feeling of riding and a willingness to cater to whatever their personal interests may be… yes, even if it’s a guy with a man bun who wants a pink scooter. You have to make him feel cool, too. Just make sure that you use lots of Bold Font headlines and tons of pictures. Apparently what’s in the body of the article isn’t important these days. Probably why you’re seeing me in print again!

William Douglas Little is a former radio personality, stand-up comic, an auctioneer, a former multi-line dealership owner an author and a father of three. He lives on his farm in rural Missouri with his wife Beth. Find William’s book, “Mexican Bowl Fishing: And Other Tales of Life” on Amazon.

DECEMBER 2018

Northern Exposure By Marq C. Smith

RED SEAL PROGRAM Tech Training North Of The Border

’m on the advisory board of a local trade school that trains, among others, powersports technicians. Every year, it seems to be a struggle to get enough students to create a class. They always manage to get just enough students, but each year the class gets close to being cancelled. Wonder why when it seems like we are starving for techs on both sides of the border. In Canada, we have a “Red Seal” program that certifies the tradesman at every level. It starts with several months training; then up to 2000 hours of practical experience; then back to school, twice (usually), for more training. At the end there is a final test and the “Red Seal” diploma is handed out. There are more and more trades that are certifying this way, and it seems to, overall, be working quite well. I’m sure there are many programs elsewhere in the world just like it. I know that when I’ve hired new techs out of the first round of training and working toward their 2000 hours of practical experience, it was hit and miss as to their actual ability. I always had a pay scale whereby if a tech did well, he made good money, no matter where he was in the training cycle. The problem seemed to be that a lot of the trainees coming through didn’t have the patience to become good at the profession. There seemed to be two mindsets of graduates; one whereby they believed it was going to be very hard to ever make any real money at the trade. The second version is those who wanted journeyman wages immediately, and were too impatient to wait to get to a proficiency level where they could earn the money they wanted. Every shop owner and service manager tells me the same thing; while good employees are hard enough to find, apprentice and journeyman techs are almost impossible to find. Part of the difficulty is the seasonality — a manager will have to weigh the needs to trim staff during the slow times against the problem of trying to rehire them in the spring. I also hear that in the places down south where summer is endless, a lot of techs believe that the grass

is forever greener at another shop. So they’re constantly moving on, forever hoping that the next employer will be better than the last. Ultimately, the final outcome is that we’re not getting enough quality candidates for training. The graduates may need some more encouragement to continue in the trade. Are we to blame? How do you pay your techs? Hourly? Flat Rate? I’ve always found that the best way was a combination of the two. As proficiency rose, so did their wages. It was always on an exponential curve as well as they reached the magic 100% efficiency mark, their wages improved rapidly. All of a sudden, at about the third week of the month, all of our techs were very interested in how many hours they were turning out. There would be an extra push to make up those hours to get to the really juicy pay scale. What is it going to take to make powersports tech a sexy trade? Is it just money? Is it the challenge? Since I was a child, back in the Stone Age, we were always told to “Go to college, make something of yourself.” You had to have some sort of degree whereby your job was often just pushing papers around, something that’s not often satisfying. A trade, where you got your hands dirty, was looked down on. Our fathers and grandfathers had done these jobs, and they wanted something better for their children. Now, of course, we realize that we cannot survive without techs, welders, electricians, plumbers and a myriad of other skilled tradespeople who make the world go round. We’ve got to change attitudes, and because these trades were somewhat frowned upon for decades, we have to now create an atmosphere where having a career using your hands to fix or create or fix things is something to aspire to. Definitely a sea change. And women don’t seem to be attracted to this trade either. Powersports technician, I believe, is a trade that women, with their attention to detail, could do well, but I’ve never had one apply to this day. There’s a whole gender missing!

Even the official Red Seal website for Motorcycle Mechanic features an image of a female mechanic working on a bike: So it’s up to us to make that change happen; we have to pay the good techs well, so that the ones coming up are able to see that they can work for you, have a career, a family, and a life that’s interesting. We have to market ourselves as an industry that is fun, challenging, and above all one that you can proudly talk about at a party. That’s what we need; now let’s work together and make it happen!

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RED SEAL-SCEAU ROUGE

Featuring everything from sample test questions to a job board for newly minted Red Seal certificate holders, Canada’s tech training program is one-stop shopping. The basics are spelled out at the motorcycle mechanic landing page: Motorcycle Mechanic Motorcycle mechanics work on motorcycles and other units such as motor scooters and all-terrain units. They inspect, clean, test, assemble, diagnose, maintain and repair engines, transmissions, drive systems, steering assemblies, braking systems, chassis, suspension, electrical systems, vehicle management systems, fuel systems and exhaust systems. http://www.red-seal.ca/trades/m.4t.4rcycl.2_m.2ch-eng.html

Marq C. Smith has been involved in motorcycles since he was 17 years old. He worked for Canadian HarleyDavidson importer Trev Deeley as well as being the dealer principal for his dealership Western Powersports (not to be confused with the American Distributor Western Power Sports) for 21 years. He currently works at Holeshot Motorsports, in Langley, British Columbia, Canada. He taught rider safety courses for 10 years, and still is involved in making sure new riders get proper training. When he is not working in a dealership, he tours all over North America by motorcycle. He does plenty of dirtbiking and ATV riding as well. Famous Last Words: “I know you believe you understand what you think I said, but I’m not DECEMBER 2018 67 sure you realize that what you heard is not what I meant.”

and Asian riders. We tend to be much more recreationally focused Stateside, thus looking for longer distance weekend riding instead of daily commuting shorter distances through city traffic. E-bike sales aren’t really happening here due to the high cost of entry, range anxiety and frankly, the lack

Confessions Of A Customer® By Eric Anderson

Ridership and The Shared Economy

--double whammy or double opportunity?

efinition of “Ridership” — the number of persons who utilize a specific form of transportation.

Definition of “Shared Economy” — a peer-to-peer (P2P) based activity of acquiring, providing or sharing access to goods and services facilitated by a community-based, on-line platform. Example: Uber, Airbnb and now the powersports industry. By definition the new www.ridersshare.com is “Shared Ridership” or a rider-to-rider (R2R) economy. It is commonly accepted that we have pretty much skipped over and lost most of the Millennial generation when it comes to motorcycling. There are any number of reasons, but the fact remains they are not showing up in dealerships buying new bikes. Customers in Europe, Asia and India are purchasing between 7% and 13% more new motorcycles than last year, but the American numbers are much, much lower. A few young Americans purchase pre-owned bikes at a better value, then personalize them inexpensively leaving new unit sales flat… or worse! Others may invest in an occasional one or two-cylinder scrambler or café machine, but the bloom is off the rose in the other larger, triple or inline 4-cyllnder street motorcycle categories formerly aimed at younger riders. Nor does the electric motorcycle trend seem to satisfy the Americans like it does the more urban-centric European

of mechanical excitement… except maybe for an Alta on a closed MX course. Now even that thrill is no longer available. The next demographic opportunity for targeting is the younger pre-street licensed generation with the dirtbike experience. Put (smaller and younger) “butts on seats” earlier than was done with the Millennials… in a variety of ways to set the hook of 2-wheeled excitement before we lose it once again. Influencing teenagers and young adults is more difficult (and expensive) since recreational habits are usually already set. This means increasing off-road motorcycle experiences for modern-day youngsters who may never have had parents (X or Y Generations) who routinely load up the pickup truck and head out to the local MX track, forest or desert. This means we are not only attempting to influence the children of the day to adopt motorcycling; we are also asking their parents to adopt “supporting their child’s sport” despite it costing significantly more than local age-group football, baseball or hockey teams. It still appears an uphill and expensive challenge, but with a worthwhile ROI. Would offroad riding super-hero comic books (OK--digital graphic novels), video games and toys aid the cause? Another challenge to increasing sales numbers on the horizon will be the shared economy of motorcycles (and ATVs or UTVs). I personally will soon be considered a selfish dinosaur with four motorcycles and two UTVs in my garage — a street-tourer, an ADV bike, an enduro/trail bike, a vintage MX machine, plus a family-sized MULE, and a ROXOR for good measure. No, I cannot possibly ride or

drive all of them in a single weekend making for enormous waste in ownership costs, garage space and maintenance, right? No urban-based young person or family would ever consider this excessiveness when they could share the cost of a motorcycle (or ATV/UTV) with a couple of neighbors in the same geo-location connected by an app on their smart phone with an alternating weekend, time-share style co-op agreement. If in doubt, rent it! My aviation-oriented neighbors co-operatively own an airplane with two other couples. Farmers share cotton gins and storage silos in a co-op. Co-op boat and motorhome owners share costs as well. Disagreements are “headed off at the pass” by agreements that cover maintenance, rental rates, storage and scheduling protocols. Imagine how a “community” Harley touring motorcycle or a pair of UTVs on a trailer might be shared within a cul-de-sac community? It certainly cuts down on the “dead time” such machines would spend in a single owner’s garage, as well as mitigating the costs should he own one of each for his own personal use. As an empty nester, I too need fewer machines which I ride/ drive less and less since the kids are out of the house. See where this is going? The industry’s sales and profits were previously based upon building “personal transportation devices” for Baby Boomers and their children… which are now going to soon become “shared transportation devices” like Lime, Jump and Bird scooters/cycles for younger generations. This appears to be a “double whammy.” Back to ridership for a minute. There are at least 8 active movements in the industry right now, all seeking to increase participation at all age groups. Add more not mentioned here if you like… in a quick note to the editor at Dealernews. We would like to hear about them so we could possibly create some “universal” synergy between them all. But the leaders as I see them include: MIC’s RiDE at Feld Entertainment’s Monster Jams, bringing a new family audience to motorcycling Motorcycle Coaching Association (MCA) from Jon-Erik Burleson, Mark Blackwell and Jeff Emig Plus1 from Scot Harden and profiled in the last issue Give A Shift from Robert Pandya Discover The Ride at the 2018/2019 International Motorcycle Shows Harley-Davidson’s goal of 2MM new riders in 10 years articulated by Matt Levatich in the last issue STACYC Demo program & World Cup competition at shows and special events Strider’s Kindergarten Charity Program increasing younger, 2-wheeled interest

Motorcycle rentals have also been here a long time, but can you imagine how that business might evolve into the future as well? What started as a “Fly and Ride” program decades ago might become more local instead of global. I used to fly across the country and rent a motorcycle near the airport. Soon, I could simply rent a motorcylce for 10 weekends a year… near my house instead of buying one. That way I avoid the monthly payments, insurance, maintenance and garage clutter. I know that doesn’t sound like “little ‘ole me,” but times change and so do incomes, family sizes and needs. Have you thought of renting your pre-owned fleet to local customers and their visiting friends? Rentals may become a new (local) revenue stream with which metrocentered EagleRiders cannot keep up. And now there is the paradigm shifting www.riders-share.com “Motorcycles are ridden less than 2,000 miles per year, compared to 12,000 for cars,” according to Riders-Share. “At the same time, there are about 30 million licensed riders and just under 10 million motorcycles in the United States. There are millions who would occasionally ride motorcycles if it wasn’t for the steep prices of motorcycle rentals. So by “sharing”, we really mean you can now start a motorcycle rentals business — all you need is a motorcycle. We want to put those unused motorcycles to good use; connect them to people who want to ride but can’t afford it. It’s a peer-to-peer motorcycle rentals marketplace.” It is frightening to look into the crystal ball not knowing how we will all cope with the impending change. Then again, we also thought that about the onslaught of emissions regulations in the 80s, the Internet and discount mailorder in the 90s, the lead ban in the 2000s and the Great Recession after that. There will always be something… and we all have a choice to look at it as a problem to our old business… or as an opportunity for some new business.

You Don’t Sell Stuff… You Solve Problems! “Business is solving problems. Without problems there would be no businesses. And if it were easy, everyone would be doing it.” ~ John Wyckoff Never forget this quote when impending doom approaches because it almost NEVER ends up being as bad as you think it will be. Solve the problem and you will do more business, according to my late mentor’s model. That is because we are all better business people than we think we are… as long as someone wakes us up from our comfort zone from time to time. If you have been around 20 or more years in powersports business, you likely have the smarts to thread your way past this next set of challenges. Become a better “problem solver” by working on your business instead of in it. Buckle down… and look outside of your self-constructed box!

DECEMBER 2018

EVENTS AIMExpo Las Vegas: More Industry, More Dealers The numbers for AIMExpo presented by Nationwide are in and the MIC’s 2018 trade and consumer powersports show welcomed more exhibitors, dealers, media and industry reps than it did the year before. “The great business turnout showcased the underlying vitality of the powersports industry,” said Mike Webster, senior vice president of MIC Events. “We also had strong consumer attendance the first day open to the public, but a dip on Sunday — no surprise after a Saturday night in Vegas.” Watch the show recap here.

3 Ways MIC is Empowering Powersports AIMExpo opened with important industry and legislative updates from MIC speakers. A look at the challenges faced by the powersports business, and what the MIC is doing to address them, was covered by MIC Board Chair Paul Vitrano. Watch the speech here.

GOVERNMENT RELATIONS Interior Dept. Seeks Nominations for Outdoor Committee We Need Powersports Voices! The National Park Service, U.S. Department of the Interior, is seeking nominations for individuals to be considered for appointment to the Made in America Outdoor Recreation Advisory Committee. The committee advises the Secretary of the Interior on public-private partnerships across all public lands, with the goal of expanding access to and improving infrastructure on public lands and waterways. Deadline to file nominations is Nov. 21. The MIC encourages stakeholders to submit nominations. Read More

COMMUNICATIONS America’s Biggest Bike Rally Gets BIG Media Coverage The MIC’s Motorcycles.org staff hosted mainstream media at the Sturgis Bike Rally for the third year straight, generating more national coverage. Guests in the Black Hills of South Dakota included MotorWeek, the automotive TV series syndicated by PBS; Fatherly.com, a website for millennial dads; and the Las Vegas Sun newspaper. And USA Today came out for a second year because their 2017 coverage was such a hit. Read here. Also on the ride was influencer and designer Anthony Carrino, co-host of a new renovation show on Discovery Family.

70 Watch the Motorcycles.org video here.

Preserve Protect, Promote You take care of business. We take care of the business environment. Strong, effective representation in Washington, D.C. and state capitals • Vigorous media outreach • Industry statistics source Sales data • Educational symposiums and networking opportunities Join MIC’s 650 member companies and strengthen the industry. Visit the MIC Business Center on the AIMExpo show floor at Booth #141 to learn how your company will benefit from membership, including how to get $200 or more off your 2019 AIMExpo Booth.

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By Alisa Clickenger

Women’s Sportbike Rally

hile it may be true that the numbers of new motorcycle sales are down in recent years, riders’ love of the sport is definitely not faltering. More enthusiasts are stepping up each year executing events

born out of their passion for riding styles, types of riders and brands. There are more and more “specialty” events supporting niche pockets of rider enthusiasm, and the ultimate benefactor isn’t always the attendees. Partnered correctly, motorcycle dealerships can reap significant rewards by associating themselves with an event. The Women’s Sportbike Rally (WSR) isn’t a new event. The 2018 iteration was their 13th year on the East Coast, and in 2015 an annual West Coast event was added as well. Rally originators Stephani McIntyre and Kiri Hunter saw a void in the event space and designed a rally for sportbike women… coordinated by sportbike women. The annual three day event offers support to female motorcycle enthusiasts through workshops, group rides, engaging activities and the networking time for riders to learn from staff and other attendees. Continued on page 74

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Brittany Morrow (RocktheGear.org) WSR is now directed by Brittany Morrow (RocktheGear. org) and co-directed by Joanne Donn (GearChic.com), and what’s so great about the rally is that they make a point of welcoming all female riders regardless of what style of motorcycle they prefer, or where they are in regards to riding capability. Even women who don’t yet ride are encouraged to attend and gain information by joining in the group discussions and rubbing elbows with the passionate lady riders. Morrow and Donn now do a brilliant job of “keeping it local” by incorporating local dealers in every day of the event. Motorcycle Service Center in Camarillo, California, was involved in every day of the event. From the Friday bike

night hosted at their shop to riding chase/pickup crew on the Sportbike rides, to leading a how-to maintenance clinic, the shop was an integral part of the event. “It was really an honor to be a part of the event and see the enthusiasm among the ladies,” said Will Kenefick, Motorcycle Service Center and WK Kustoms owner. In return, the shop received a lot of business over the weekend and also gained many new customers in the form of local attendees. “This year we had a total of 65 ladies register for WSR West, and I want everyone to know that thanks to more than a dozen sponsors and all of our wonderful volunteers,” said Morrow. “The entire staff, myself included, are all volunteers – we are able to donate all proceeds to The Skin Cancer Foundation! If it weren’t for the generosity of companies like, Rock the Gear, GearChic, Michelin, Russ Brown Motorcycle Attorneys, Icon, Motorcycle Service Centers and so very many others, none of this would be possible.” In this impersonal age of online shopping, the tangible relationships built between a dealership and customers is increasingly important. Being able to share your passion alongside your customers is an invaluable tool for connection. Friendships forged at events and group rides go a long ways towards creating customer loyalty and being front-of-mind when your customers need a new piece of gear or a solution to a mechanical issue. More than just a “good time” for all, partnering with events with your target audience in mind gives your existing clientele a deeper sense of community as well as brings new customers to your shop. Then you can nurture the relationships even deeper from there.

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FINE DINING AND OFF-ROAD RECREATION DEALERS FEED THE NEED by Don Amador

ust as a Michelin Star chef delights in creating a high quality dining experience for their customers, a powersports dealer shares an equally important “quality of life” role by helping provide an OHV enthusiast with the appropriate experience. This is particularly true when it comes time to take a bite out of the adventure touring market. Two wheels or four, there is a growing appetite for ADV in this country. Recent government economic impact reports regarding motorized recreation highlight the fact that exploring the great outdoors in an off-highway vehicle (OHV) is not just another outdoor activity but a lifestyle for millions of Americans. Many customers have fond memories from their youth of exploring forest roads and trails or sitting around the campfire at night eating dinner with family and friends. It is what and who they/we are. I spent a few days out in Nevada’s backcountry for a post-Thanksgiving Day adventure. Instead of soloing on my motorcycle, I was driving a ROXOR

with friends on some scenic and, at times, challenging 4WD routes. I couldn’t help but feel a bit nostalgic for that simpler time in my life’s off-road journey. Growing up in the Pacific Northwest, I spent many a day in the forest bouncing around in an old 4x4 equipped with a manual transmission and a two-speed transfer case. Keeping the vehicle in the proper RPM range and gear or feathering the clutch in a difficult trail section was an important part of the experience. In those early days, I learned to pick the correct or smooth line on the trail so as to avoid hitting rocks and other obstacles with the front differential or getting high centered. Traveling over 100 miles on backcountry routes in the ROXOR also reminded me of the popular phrase, “What is old is new again.” It also prompted me to ask myself the question, just what is a ROXOR and where does it fit in this need to feed the Adventure market? Is it just a

passing fancy for older generations to use as an affordable transport to their off-roading past? Or is it a seminal relaunch of a proven 4WD platform that comes with an updated engine, power steering, drivetrain, brakes, suspension, and safety features and will introduce future generations to what our generation enjoyed in the past? For me, ROXOR is a new and important member of the non-street legal OHV family of vehicles. It is a relevant, comfortable and fun way to explore past memories or create new ones. The bowl of homemade postThanksgiving Day turkey soup that I had after the last day of driving was also a nostalgic experience for me. It too reminded me of simpler and pleasant times. Adding the ROXOR line to your dealership may be that new off-road dining experience that both current and new segments of your customer base are looking for. It is also a manual, so it may require teaching and engaging Millennials with a unique “experimental” opportunity to discover the clutch! After a test drive, you may want to have that pot of homemade turkey soup simmering in the dinette where offering the customer a bowl of hot soup might prove to be an effective sales tool… and the start of a long relationship.

Don Amador has been in the trail advocacy and recreation management profession for almost 29 years. Don is President of Quiet Warrior Racing/ Consulting. Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. Don served on the California Off-Highway Motor Vehicle Recreation Commission from 19942000. He has won numerous awards including being a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award. He may be reached via email at: damador@quietwarriorracing.com

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35th ANNUAL MOTION PRO NEVADA 200 Celebrating Southern Nevada’s Motorcycle Heritage By Scot Harden

hat began as a weekend ride for a couple of friends has evolved into one of the top trail rides in the nation and must-do event for anyone in the motorcycle industry. Along the way, the Nevada 200 has not only made charitable donations to local schools and recreation projects, but it has even stimulated the economy of an entire town. It casts motorcycles in a positive light, proves that this is the greatest industry in the world and it shows what riders can accomplish! We are very proud to announce that the Nevada 200 is celebrating its 35th year as the best trail ride in America. The tradition that Casey Folks and I established in 1985 continues with Casey’s son and my best friend Daryl Folks as co-promoter. It was originally devised simply as an excuse to set a time and date where Casey and I could meet and trail ride each year. Our busy racing schedules and business commitments, plus the distance between us made it difficult to get together and enjoy trail riding the way we used to while growing up in Las Vegas. Now 35 years later our “little” ride has taken on a life of its own. In fact, we have had to limit the size of the group. Over the years the reputation of the Nevada 200 grew to the point where by mid-90s a rider limit was set at 200 of

our closest friends and associates. But we are still able to accomplish a tremendous amount of good… and have a good time doing it! In its 34-year history the Nevada 200 has provided a huge economic influx into the community of Caliente, with more than $575,000 in total impact. The local VFW post, motels, gas stations and restaurants recognize it as one of the premier cash-generating events of the year. Additionally, the Nevada 200 has donated over $65,000 to the local schools, sports and recreation projects as well as to the city of Caliente. The boost to the local economy and positive public relations that the Nevada 200 generates sheds a favorable light on all motorcycling and in particular off-road motorcycle enthusiasts. We are also excited to include a reunion for all us Southern Nevada racers who went on to have such an impact on the national scene. The Southern Nevada racing community through associations such as MRAN, BITD, Las Vegas Motocross Club, Williams Raceway and others developed racers who went on to leave a real mark in off-road, desert and motocross racing. Names like Max Switzer, Casey Folks, Jack Johnson, Danny Hamel, Anthony Pasqualotto, Kevin Welch, Kevin Davis and the Pearson Family to name a few from the off-road world, along with Lenny Geiger, Richard Saxton, Jimmy Kruger and Johner Kight in motocross. Southern Nevada has a very rich heritage and we are inviting everyone that grew up through the racing community there to join us in Caliente to ride together one more time. Rated by Cycle News, Dirt Bike and Dirt Rider Magazine as one of the top trail rides in America, the 2019 Nevada 200 is set for April 12th, 13th and 14th, 2019. Sponsors include Motion Pro, KLIM, Seat Concepts, Beta Motorcycles, 100% and Red Bull. Simply put, the Nevada 200 is unlike any other off road event. Amazing trails, great food, parties, camaraderie, fellowship and fun are all trademarks of the event. For the very first time interested parties can register online at: www.harden-offroad.com or follow the “Nevada 200” Trailride on Facebook: www.facebook.com/nevada200trailride

AMA Motorcycle Hall of Famer Scot Harden has enjoyed a nearly 40-year career as one of the world’s top off-road racers and compiled a set of records that few can match. From 1971 until his final professional race in 2007—at the age of 51—Harden mastered a wide range of off-road disciplines. He also has compiled an impressive resume of motorcycle industry jobs as a brand builder, team manager, sales professional and product planner with such companies as Husqvarna, KTM, BMW, Zero Motorcycles and Best in the Desert. Harden also is owner of Harden Offroad, a business consulting practice. He was inducted into the AMA Motorcycle Hall of Fame in 2008.

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WHAT HAPPENS NOW?

Moto-Cycle Show—Combine & Win Or Stay Divided And Get Conquered? By Eric Anderson

orget the “divide and conquer concept” there is strength in numbers. With AIMExpo rolling back to Columbus for the next two years and the surprise “hiatus” of Interbike, perhaps now is the time to combine forces? After all, AIMExpo was originally envisioned to become the EICMA of America — and the Milan show has been combining bicycles and motorcycles for more than 100 years. The (last?) Interbike Expo focused on the cycling industry and was held in Reno, Nevada, this year and sponsored by... drum roll… Yamaha. Yamaha Power Assist Bicycles is making a huge effort to expand its eBike biz in North America, but they may be barking up the wrong tree as many of the Independent Bicycle Dealers (IBDs) are purists and dismiss the pedal-assisted products. Sounds sort of like motorcycle dealers and our own failed eMoto efforts like Alta, Brammo, Lightning, MotoCzyz, etc. In fact, IBD attendees derisively nicknamed this year’s Interbike the “e-bike show” because that was allegedly the emphasis exhibitors were most focused on. Wanting to see how the IBDs do business and trade shows, I attended Interbike and then had lunch with Ryan McFarland, founder of Strider Bikes. If you haven’t been paying attention, Strider is the children’s 2-wheeled “sanspedal” machine that has pretty much bankrupted tricycle and training wheels manufacturers. Ryan had an interesting idea to share at lunch — which was also attended by Robert Pandya now working with the IMS Shows and his own industry expansion program called “Give a Shift”. The idea was formed as a question: Why don’t AIMExpo and Interbike work together to co-operatively grow the world of 2-wheels… no matter what powers the vehicles?

With the Interbike hiatus, the emphasis on pedal-assist bikes at EICMA, the departure of Alta from the market and the emergence of Strider and STACYC, this lunch-time conjecture may now have come. Into its own. Sure, there are lots of reasons concerning “why not,” but think about this before you poo-poo the concept. The EIMCA show in Europe includes cycling in adjacent halls to the motorcycle exposition (see Milan show coverage elsewhere in this issue). Bicycles and motorcycles in the same city, at the same time and on the same property… almost as if they fed off one another! Sure, the distribution channels are different. Sure, one is street legal and the other is not. Sure, the state licenses motor vehicle dealers and not bicycle dealers. So what? They are all 2 wheeled vehicles either powered by striding feet, pedals, internal combustion engines or electric motors. What’s the difference? All of them provide wind in your face and the feeling for freedom. When Oscar Hedstrom first installed a little engine on a bicycle frame in 1901 so his velodrome cycling team could practice pace-lining, he created a new category of vehicle called pacers. After meeting George Hendee the rest is Indian history, but what’s important here is what they called their new device — a “motocycle.” No “r.” I am proposing we get back to basics here and once again consider ourselves an extension of the bicycle industry. Take the case of Yamaha eBikes for a patch to combining motorcycle dealers, IBDs into one unified AIMEbike/ InterEXPO hybrid trade show/consumer event. “Yamaha has been a pioneer, inventor and innovator in electric bicycles for more than two decades,” claims Terry Okawa, President of Yamaha Motor Corp., USA. “Yamaha created the powerassist category and continue to drive development.” Yamaha Motor Company, Ltd. launched the world’s first electrically power-assisted bicycle in 1993 and has since produced more than 4 million drive units and sold over 2 million Yamaha power assist (PAS) bicycles. — That is a lot of two-wheelers that need to be sold, serviced, accessorized and the IBD purists apparently don’t want the business… do you?

INTERBIKE CALLS IT QUITS… FOR NOW

merald Expositions just announced the Interbike tradeshow will not take place in September 2019 in Reno as previously scheduled. Instead, the company will research alternative plans for 2020 and beyond, including the opportunity to launch events featuring bicycling and bike-related components within or alongside its various successful, multi-sport trade show franchises. Founded by Steve Ready and Herb Wettenkamp, Interbike was first held in Las Vegas in 1982. It quickly grew into the largest bicycle industry trade show in North America. Sounds like a parallel course that Larry Hester and Bill Bagnall charted with the Dealernews International Dealer Expo back in the day. And just like Dealer Expo had issues adapting to a changing business world, Interbike management has been unable to stay the course any longer. Despite moving the show from Vegas, Anaheim and Philadelphia to Reno over the years and adding features such as the Outdoor Demo Day, Emerald determined its days were numbered without some radical change. “The past four years have been difficult for the U.S. bicycle market,” explained Darrell Denny, EVP of Emerald Expositions’ Sports Group. “The substantial increase in tariffs on bike-related imports during 2018, and more

announced for 2019, is compounding these challenges.” Tariffs, difficult market conditions and a shrinking customer base all plague IBDs… sound familiar? “As a result of these difficulties, we are rethinking how to best serve the cycling industry,” adds Denny. “We will conduct a review of the possible timing, locations and formats with dealers, brands, distributors, reps, designers and media over the coming months.” As a result of this decision, Justin Gottlieb, Show Director, Andria Klinger, Sales Director, Andy Buckner, Art Director and Jack Morrissey, Marketing Manager, will be leaving the company, effective December 31, 2018. “Justin, Andria, Andy and Jack have dedicated themselves to the cycling space and worked long and hard,” Denny said. “We will miss them greatly and wish them the best on their future endeavors.” Hmmm, maybe Andria, who cut her teeth at Advanstar selling IMS and Dealer Expo trade show space could be slotted into the new AIMEbike/InterExpo combined show concept?

CHRISTMAS COMES EARLY

lack Hills Harley-Davidson delivered 375 Strider Bikes to Rapid City Area Schools (RCAS). The bikes were assembled in the dealership’s service department in a collaborative effort by various BHHD staff, who volunteered their time, along with RCAS employees, and then trucked to the schools. The Strider Bikes were delivered to every kindergarten physical education class in the district and will be incorporated into their curriculum between December 2018 and spring 2019. This generous donation will help approximately 6,000 kindergarten students learn to ride over the next five years. Rapid City elementary schools will receive everything they need to get their students pedaling (through the Kindergarten P.E. program). The program includes a proven, integrative curriculum, staff training and certification, and the revolutionary, child-friendly Strider 14x Sport bikes. “This is an exciting new venture for our staff and students and we are grateful and proud that Rapid City Area Schools is the first district to launch the initiative,” said RCAS Superintendent Dr. Lori Simon. “Numerous studies show that riding a bike not only improves physical fitness, it also benefits student learning, development and mental health. Black Hills Harley-Davidson’s generous donation of 375 Strider Bikes will give every kindergartner in our district an opportunity to experience the lifelong benefits of knowing how to ride a bike.”

The fleet of dual-propulsion 14x Striders start as balance bikes and convert to pedal bikes. This conversion makes learning to ride easier than ever before and makes training wheels obsolete. “The surest path to securing our future is to focus our collective energy on our goal to build the next generation of Harley-Davidson riders,” said Al Rieman, co-owner of BHHD. “We must become as good at building new riders as we are at building great motorcycles and creating unmistakable Harley-Davidson experiences.” The iconic dealership is donating the bikes through the Adopt-A-School Program, part of the nonprofit Strider Education Foundation, a 501(c)(3) organization. Rieman emphasized, “For us to all become great at building new riders, and to work collectively, we must realize that the love of riding has to start at an early age. That’s why we’re proud to support the Strider Education Foundation and create the next generation of riders in Rapid City.” “We are super excited about this district-wide rollout,” said Ryan McFarland, Founder, President and CEO of Strider Sports Int’l. “Our vision is for every kid in America to learn to ride before first grade. Having Black Hills Harley Davidson step up in such a big way to support Rapid City Area Schools is a huge first step toward seeing our vision become reality. And it’s a great way to kick off our ‘All Kids Bike’ national campaign.”

DECEMBER 2018

photo courtesy of Jason Gearld

Vanson’s Baja touring jacket is a unique hybrid jacket ideal for hot weather riding. The CORDURA® mesh fabric panel is strong and abrasion-resistant, while allowing maximum airflow. Completing this jacket’s versatility is the provision for zipping-in Vanson’s Streamliner vest, which makes the Baja ideal for those hot riding days which morph into chilly evenings. The waxed cotton of both jackets is 10.10 ounce army duck fabric also known as “shelter duck” — a medium weight multi-purpose canvas fabric with a very tight, plied yarn weave construction which makes it resistant to tearing. Both waxed cotton jackets come with Vanson’s patented zip-in “hanging” liner design which allows the armor to shift with your body and not be restrained by the shell so that when the rider moves the armor stays in the proper position. CE approved F.A.S. armor at the shoulder and elbow is included, and there is a CE approved back protector that can be purchased separately. All of the materials as well as the construction is made in the USA, except for the snaps, which are made in Italy. The Compass jacket comes in both men’s and women’s styling and is available in black or a tan & oak color scheme, with a retail price starting at $549. The Baja jacket also comes in men’s and women’s sizing, and is available in a black and a tan color. Retail prices for the Baja also start at $549. Vanson leathers sells direct to dealers and can be reached at:

Vanson Leathers

Vanson Leathers, Inc. 951 Broadway Fall River, MA 02724 Phone: (508) 678-2000 www.VansonLeathers.com

By Alisa Clickenger

anson Leathers is a company with a long history in creating quality leather goods, particularly motorcycle apparel. Vanson built their first motorcycle jacket in 1974, and over the decades has earned an enviable reputation for creating legacy motorcycle apparel. However, times are changing and Vanson is changing with them. At AIMExpo they premiered two waxed cotton jackets, the Compass and its mesh-paneled counterpart, the Baja. The Compass is a full-length, belted, fully waxed cotton jacket. Ideal for touring or looking stylish while riding around town, it’s full of thoughtful details like the leather-covered belt buckle which ensures your tank won’t get scratched. There is a leather keeper for the belt, embossed with the unit number of the jacket, which makes sure the belt doesn’t get lost. The Compass also has 2-way lower front pockets (top loading and side entry), an inner wind flap and outer storm flap full length down the front and a two-way main zipper for riding comfort. “The best thing is that this waxed cotton is breathable,” explains Michael Van Der Sleesen, founder of Vanson Leathers. “This means that even on a hot day, it will absorb your body moisture and pass through the wax. It’s a remarkable material and an old world solution to an old world problem. It’s much more effective than the nylon oil-based materials like polyester.”

DECEMBER 2018

TAKE FIVE WITH MOTONATION

Words & Images by Joe Bonnello

rom head-to-toe Motonation has your customers covered… literally! Two new Sidi boots, a pair of Trilobite riding pants and the latest lid from Vemar all came in to get the Bonnello treatment. The Trilobite Micas urban jeans are a bit lighter weight than the Parados on page 87, more of a summer jean if you will. CE Level Two knee pads are stock, with optional hip pads available. Kevlar reenforcing, stretch panels, high waisted rear, cut long in the legs for riding, you know the drill. Good stuff! Personally, I really like the gray, (blue available) but no matter what, neither you or I will ever look as good as Elmer at the Bottle Farm in Oro Grande, California, does in them. If you ever find yourself riding the Old Route 66 between Victorville and Ludlow, California (and who wouldn’t?), stop by the Bottle Farm and marvel at some wonderful, organic artwork, and hopefully meet Elmer and his wonderful wife Linda. Warm, gracious, and intelligent... plus, it’s FREE!

DECEMBER 2018

occasionally quite clever, I mean my head is shaped like an egg. Rather narrow on the sides but longer in front and back. And for years nearly all helmets have been molded with the emphasis on more conventional shapes, like kind of rounder, kind of. Therefore, the foam liner always crushed my forehead and rear head (?) and caused me great pain within minutes. I HATE pain... in the head. Very distracting. So my brilliant and quick “fix-it” consisted of grabbing a trusty HAMMER, and using the wooden handle, gently smashing the styrofoam liner towards the front, and rear, until my ugly skull fits snugly in the big, fancy, and new helmet. I can hear safety experts and lawyers around the world screaming at this moment… scream, I don’t care. But my head was happy! Apparently, I am not alone in the Eggheads of the World Club, as shown in the beautiful design of the new Ghibli helmets. Vemar calls it “mid-oval” shape, with the emphasis on roomier front to back, and snug but comfortable fit to the sides. Whatever they call it, these helmets fit “eggheads” like me perfectly, I love it! I’m sure that many of your customers will appreciate it as well.

VEMAR GHIBLI By Joe Bonnello

In addition to looking terribly cool, and feeling cool because of the ventilation system, the Vemar can actually sound cool, too. The Ghibli helmet features all sorts of goodies like cutouts for Bluetooth headsets, (I have heard of, but really don’t even know what Bluetooth is), removable cheek pads and liner that you can wash if say, you are suffering from the Ebola virus, diphtheria, Legionnaires disease, or if you are simply starting to just smell bad.

aving worked in the motorcycle business for a few decades now, I have occasionally been lucky enough to score free goodies, if ya know what I mean…

all the crap that I love but am too cheap to buy. The worst… a new HELMET…there I aid it…NEW HELMET…

The “Ultra Wide Viewport” shields are Pinlock compatible, and the silicone seal really is beautifully made. Plus, it has a big, wide viewport. And it features one of them high tech padded chinstraps with a fancy caliper buckle. Damn if the thing doesn’t work perfectly.

The best stuff has always been free tires, oil, chemicals, shirts, riding gear,

Why? because I’m an egghead you see. Not particularly bright, though

I like this helmet…now to see how I can scam it from Motonation……

TRILOBITE PARADO JEANS

ooking for a great pair of riding pants to wear when you go “touring” on your vintage Zundapp?

Of course you are, and so are your customers. If you are a sharp dealer, hell, even if you are an idiot dealer, you want your treasured clients to look and feel good. Can you look and feel any better than in Trilobite Parado riding pants? High cut in the back for riding, flexible knees and hips with CE Level 2 impact

pads, Kevlar lining in the knees and butt, and a waterproof plastic “carrying bag”. What on Earth do you need a carrying bag for a pair of pants that you are going to wear anyway, is beyond me, but there it is! Did I mention the vents on the thighs? Get the Zundapp, we’re going riding!

DECEMBER 2018

SIDI Performer Boot By Joe Bonnello

he Performer is SIDI’s mid-level Street Boot, but nothing Mid-level about features, construction, and materials. Sidi steps up with top-of-the-line features like front and rear teflon mesh vents, bind-free zippers, Velcro closures, internal and external ankle caps, dual compound soles, antiabrasion Cambrelle liners the foot area for all-day comfort, DuPont® polymer toe shift pads, and like all SIDI boots, replaceable nylon toe caps, etc. Bellisimo! Now I know why they call this boot the “Performer.”

Rex Air

SIDI Rex Air Boot By Joe Bonnello

he SIDI Rex Airboot is so technically advanced that I’m not even sure I understand half of its features… In fact, I don’t.

But here goes, built with TechnoMicro base construction material, there are no buckles. Instead the boots close with SIDI’s Techno-3 Push Closure system. There are no laces or ratcheting buckles to fumble around with! Toes and ankles have separate venting ports, Teflon inner boot, Cambrell foot lining that is mold proof, DuPont Polymer toe and shift pads (replaceable as all SIDI boots feature), and a feature that I am fascinated by. The Rex boots have re-enforced fiberglass/nylon, articulated ankle/lower leg braces (kind of an “exo-skeleton design”) that greatly prevents the chance of twisting ankle/foot/leg injuries in case of a crash. Very similar in fact to the incredible orthopedic knee braces that millions of athletes, and riders too, wear nowadays. Absolutely brilliant. I’m surprised that the Rex don’t already have Bluetooth, GPS, Twitter, Instagram and all that other crap, built in. I’m sure the next version will! Every Dealer/Accessory Shop have certain customers that simply insist on having the best…. bikes, helmets, riding gear, boots etc. Nothing else will do. Well, when it comes to high performance boots, here they are! Did I mention they are also drop-dead beautiful?

Performer

part of the equation… finding, hiring and maintaining motorcycle mechanics. Uncle Paul calls them “Aliens From Another Planet.” Before hiring someone, we need applicants. Before looking for applicants, we need to find where they’re hiding. Take a look at what your business has to offer and what’s needed. Might oughta consider the changing times and your shop’s future, stuff like that. If it seems like we’re backing up, you’re right. We need a reality check.

Wünschisms By Uncle Paul

My Reality Check Bounced

ncle Paul has been pushing scooter mechanics since before the days of ticklers and spark condensers. Recently, I opened my tool box and went back on line as a motorcycle mechanic. I used to really enjoy spinning wrenches, but that was a long time ago. Nowadays, it seems to be one of those, “if Uncle Paul ever was, he ain’t no more” deals. I’m getting’ old. I need help. I admit it. My reality check bounced. For better than 20 years, I’ve hung my hat at Love Cycles, a pissant repair and performance shop down in Houston. We try to maintain three to five mechanics, year round. Good service help has always been a problem, even in the “good ol’ days.” In addition to my own recent efforts at recruitment, I’ve discovered this acute shortage of service techs now affects the entire industry. When I go to my old stand-bys for help, trade journals, I can find nothing that’s been written with any real solutions. That’s scary. So this is a first, folks. Uncle Paul takes on the dragon. This is the first installment of the ultimate “Done-Solved” Mystery – how to find, hire and maintain mechanics. Each month, I want you to cut these out and set them aside in a special folder. About a year from now, you will have a comprehensive operations manifesto for running a dealership. Some dealerships have discovered a service department can be a true profit center. It takes a tight, well-tuned operation and a good crew to make a long-term success of it. However, we learn soon enough about the hardest

Look At Your Own Self Back in the ‘50s, a radio disc jockey in Shreveport, Louisiana, made himself fairly famous by hollering, “Look at your own self!” all through his N’awlins Blues Hour. Before you recruit, you need to do that, too. If your shops got a dirt floor, a bucket of silicon sealer and a drop light for a service department, you are gonna experience some difficulty in attracting decent help. In fact, the type of shop you have will be exactly the type of person attracted to it. Ask yourself, “if I were a mechanic, would I want to work here?” Time to get out the scrub brushes, paint, and change out a few light bulbs, huh? I wish it were that easy. Identify what and where your service production problems are. Do you have highly skilled Aliens doing tire swaps and oil changes – i.e., the wrong guy on the wrong job? What about shops that schedule their work and the “take a number, stand in line” policy? I’ve found they can usually revamp job-scheduling procedures and employ new efficiency methods to solve many of their labor-shortage problems without hiring more help. Don’t hire on problems to solve problems if they can be fixed in other ways. What skill level do you need to fill the slot? Decent line mechanics are what most shop owners are looking to hire. Everybody says they want “High Commanders,” but is that really what’s needed? Not only are these yahoos hard to find, but they can be a pain in the butt as employees. Remember, they are still Aliens From Another Planet. Their High Commander status comes from their mechanical acumen, not how human-like they are. Entry-level mechanics, a.k.a. “The Hammer & Chisel Brigade,” can be taught to produce decent work. Fresh out of wrench-spinning school, many are even eager to learn, if you’re willing to baby sit them. Figure out first what type of Alien is needed to fill the slot that’s open. What specific knowledge and skills do we need? Entry-level? Line mechanic? High Commander? Hit The Street The old mating call of dealer to mechanic, “Here! Techie, Techie, Techie,” just doesn’t cut it anymore. No, we need to do it differently this time around. Once we know what type of Alien we can attract, and we think we know what we want, the next thing to do is get the word out. Uncle Paul has never had much luck with local newspapers, employment agencies or government sponsored “I’m here to help” scams. Some of the trade journals do offer free classifieds. Usually it’s first-come, first-served, on a spaceavailable basis. Lead time can be as high as 90 days. Kinda like flying on stand-by – a good deal, if you don’t care if ya ever get there.

You can burglarize your competitors down the street, but this usually creates more problems than the typical Alien is worth. It’s best you stay on your competitor’s good side anyway. Their Aliens are steadily feeding you work, in a back-handed sort of way. We don’t wanna mess up the ol’ gravy-train, now, do we? Only two things have really worked well for Love Cycles: Word of mouth and enthusiast rags. Put the word out on the streets that you’re looking for wrench-spinners. Mention it to suppliers, reps, friends… anyone who frequents scooter shops. Don’t forget your own Aliens and customers… they’re always yappin’ it up too. Local M/C club newsletter will usually find ad space for you, if the request is presented as a news flash or item of interest (just don’t make it look like a help wanted ad). Even if you have to buy advertising space, newsletters are usually cheap and cost effective. Many race tracks put out bulletins or event flyers. For a nominal fee, they can usually fix you up with ad space. Most race-sanctioning bodies have a magazine or newsletter with classifieds. Motorcycle Performance Magazine is the first to come to mind. Even if your shop is not race-oriented, it’s still a good source to use. I’ve found the type of mechanic attracted to racing is usually a betterthan-average, all-around wrench. Probably your best results will come from a classified ad in an enthusiast rag such as Cycle News. Published each week, everybody in the motorcycle world reads this thing, and classified ad space is cheap. If you choose to run ads in a weekly, run them every other week and change to fresh copy every third insertion. Don’t let lazy here. One ad, one shot, one mag won’t cut it. Get the word out, Bubba. Ugly Is Okay For years I’ve toyed with the idea of beginning a help wanted ad with the header, “I Don’t Care If You Are Ugly.” Tell me that wouldn’t get some attention. That’s exactly what we want to do when we craft our ad. First, we’ll get the Alien’s attention, then we’ll blind-side him with pasture poop (our pitch), when he calls. Take a look at help-wanted ads placed by other shops. Some appear to be written by the village idiot. Use your imagination; use the way the other guys write their copy as a bad example.” They all look alike, huh? Dumb, dull and guaranteed unproductive. Cannot do dat! Another reason they’re way off base is because the ad-writer thinks he’s looking to hire humans, not Aliens. I can’t tell you exactly how you should write your ad. I’m not even sure normal-type ad copy works on Aliens From Another Planet. Take the list you made up for your pitch and see if you can find a theme or overview of what your shop is all about. Cover things that will interest him, toys he can destroy, racing time off, support help, bow-legged ladies… exciting stuff. Don’t concern yourself with wages and benefits at this point. Aliens move around because they have happy feet or other problems; money is seldom the main issue. I do know that whatever we present, it’s got to be strong enough to

prompt the lazy dogs to get off their butts and dial the phone. That’s all we’re trying to do right now, get them to call. As shop owners, we compete with every other shop in the country for service help. See, if the fella is a good mechanic, he knows what you’ve suspected all along. In our industry, Aliens are at the top of the Endangered Species list. Because of their scarcity, they can go anywhere in the country and “get a job”. You’ll need to sell the idea of your shop and your area to the applicant. What makes your place different, better, and a more desirable place to work and play than the guy down the street? I’m still not talkin’ wages and benefits yet. What’s the shop’s niche? What kind of support does management provide? What’s management’s attitude? Special tools, factory service manuals, computers and specialized equipment (stuff the Alien can destroy while learning to use it) are all things that can prompt a move. Differentiate your shop from the competition. The Pitch If we’re going to have any chance at all in getting Aliens to our shop, we’ll have to waylay them with the pitch from hell. So start another list and break it down into categories – service department, shop policy, customers and the future. Record everything you can think of that would make the business attractive to a potential mechanic. Outline or format it into a loose presentation of highlights (a sales pitch without sounding like one). You’re going to use this and your knowledge & skills list as a working checklist during interviews. Each applicant will eventually have his own personal file so you can keep track of what is said and what is promised; you will fill in the blanks as your go along. This “build-a-file” paperwork is for your eyes only and should be shared with no one. Practice your pitch of one-liners and buzz words. Use a cassette recorder if one’s available; some ideas will come out sounding real stupid if you don’t. Please the ear. Most initial contact will be a phone call, so a good first impression will depend mostly on your practice and delivery skills. What you get out of it, is up to you. Uncle Paul’s telling you all this for a reason. Right now we are in an “info gathering mode,” targeted directly to any Alien who might call. We wanna know who he is, where he’s comin’ from and what he’s about… without getting overly pushy. We are also trying to determine what we might offer what will motivate the Alien to make a switch to our shop. Where are the hot-buttons we can push to get the Alien off dead-center? We should identify these in our first close encounter. Close Encounter Of The First Kind When you do get a response, a phone all, consider this a close encounter of the first kind. Tell the prospective Alien, “I’m on long distance, gimme your name and Continued on page 92

DECEMBER 2018

Continued from page 91

number. I’ll call you right back.” If he doesn’t want to leave any info (some are quite paranoid, like they hold state secrets or somethin’), give him a particular time to call you back. We are buying time here. We want to mentally prepare for uninterrupted battle when employing our pitch. We also want to get him off his long-distance nickel and on to ours so we don’t have to rush the pitch. Get your notes out, put out a “Do Not Disturb” sign and lock the office door. You think Uncle Paul’s kidding doncha? Look, if you blow this first phone interview, you can kiss off a bunch of preparation time, as well as this particular space cadet. Nobody gets that many ad responses, so don’t blow a single opportunity to promote your shop or the job opening. Now, put on your happy face, smile, and dial the phone. Right from the get-go, you must realize that all Aliens consider themselves High Commanders. Look, Uncle Paul’s hired bike mechanics with 10 years of line experience, and they’re still entry level. If you don’t take control of the interview immediately, begin qualifying the applicant and doing your thing, you’ll spend hours listening to the Alien sling his pasture patties. They don’t lack an ego, that’s for certain. Start out by asking for his name, rank and serial number. Do a little probing here. Of course, it is against the law to ask, but you never know when he may “volunteer” info like marital status, date of birth, current employment, personal transportation, where he’s situated on the planet, education, whether he lives with his mommy, has any IRS problems, child-support or alimony payments. The editor won’t let me go much into civil disobedience, but if the application has a wife named Jerome, or his letters of recommendation originate at a half-way house… Outside of known disqualifiers, if the Alien obviously doesn’t fit the slot you’re looking for, give him a “half-pitch” on the shop and ask for a resume. Don’t waste a lot of time, but don’t four-flush him either. You may need someone with his lack of qualifications in the future. Assuming you want to continue the phone interview, ask, “What are you looking for? Why do you want to move? Describe to me the kind of shop that would be perfect for you.” Now it’s time to get him talkin’. The responses you get from the Alien will determine how and what to employ in your pitch. It will also give you some indication as to whether the guy is a true psychopath or just a normal motorcycle mechanic. Listen carefully to what is said. Jot down buzz words and key ideas on the checklist. Sometimes you’ve got to pry the information you want out of them because they’ve never thought of “this” stuff before. I’m not real sure Aliens know what they want anyway. They think they know what they don’t want, that’s why they’re looking to move. But, it’s up to you to find out what “this” actually is. Motivation, that’s the key here. Armed with little more than a quick insight to the Alien’s psyche… shudder, shudder… employ your phone pitch from hell. Tell the Alien about yourself, the shop, the wonderful

time he’s going to have working with you. Create a mental image of Nirvana? Maybe not that strong, but damn close. Ask more questions, gather and record more data. Always, without fail, begin and end the phone pitch with, “I think this is a great opportunity for the right person.” Make him want to work at your shop. Mo’ Money Several times in the course of the interviewing process, the subject of money and wages will rear its ugly head. No shop owner who plans on staying in business can afford to pay an Alien what the Alien thinks he’s worth. Nor can the Alien maintain his carbon-based life form if you pay what you would like to pay. Money becomes a genuine problem if it’s tackled at this point. You haven’t event met the guy, right? He may have a seeing-eye dog and his pants on backwards, for gosh sakes. So don’t do it… Nothing hard and fast on the subject of mo’ money. Not now. There are other “rewards,” other things that make up a pay package we can discuss without directly confronting the money issue. It’s easy enough to skirt the issue by asking questions like, “How much are you making now? What would you feel comfortable making per month? Is there anything your current employer is doing that you don’t particularly like, pay-wise?” Realize, the scurrilous dog will probably lie to you about what he’s getting. That’s okay, we know he’s actually telling us what he would like to make. We’re going to ask him to bring in a W-2 or last year’s tax return during the trial period, after the interviewing process. We just don’t want to tell him that right now, over the phone. Remind the Alien that mo’ money is only part of the pay package in your reward program. Ask him again what he likes and dislikes about what he’s currently getting. Your answer to whatever he asks concerning money should always be, “That amount shouldn’t be a problem, if things work out. In fact, I wouldn’t be surprised if the dude I’m looking for made considerably more than that, after a short break-in period.” Of course, he’s thinking days and you’re thinking decades, but right now you want the dialogue to remain positive. No one, not even Aliens From Another Planet, changes jobs and relocates to make less money than he’s currently bringing in. So remember, whatever ridiculous figure he throws out there, you really can work it out for the right person. Wages should never be a problem if you can find the Alien you’re looking for. Before The Eyeball Sooner or later, you are going to have to meet this mullet eyeball-to-eyeball. Push for a real live interview. It’s not likely you’ll get one the same day of the call, unless the Alien is a home-boy. So ask him for a resume, photos of him standing by his tool box, copies of training school certificates, and any written references from previous employers. Keep the line of communication open. Offer to send him some propaganda on the shop and photos of the work areas. I’ve even thought about sending the guy a Polaroid of a girliemag’s centerfold) claiming she’s one of our tire changing specialists), but can’t figure out how to hide the staple holes in her tummy.

Uncle Paul’s not real keen on the idea of flying Aliens around the country just to interview for a job, either. Sounds to me like the shops that find this added expense necessary are not offering anything more than “the usual.” I’m not opposed to buying the fella a meal while he’s here. But I feel better if the Alien thinks it’s worth the effort and expense to check us out on his own nickel. Moving costs may be used as a bargaining chip after the trial period is completed. The Alien’s references should be checked. I’m not sure they’ll be of much value, or that the Alien will supply anything much to look at. Bridge-burning with previous employers is not a problem to them; they didn’t get along with the SOB anyway. Do the best you can and make the effort, but don’t expect too much. Once you have established a time and date for the interview, go back to work on your checklist. His input during the phone interview should have given you some insight and personality clues as to how you should loosely structure the face-to-face meeting. Much more detail than the phone interview should be covered during this live session. Prepare to open a door to the Alien’s brain-like think device.

One Color Logo: Black

R-255, G-0, B-0

Search * Assess Your Shop * Assess Your Staff * Assess The Job * Run Ads * Spread The World

Phone Interview * Prepare Questions * Develop Your Pitch * Practice, Practice, Practice * Set The Stage

*Paul Wunsch was the owner of Love Cycles, a service-only shop located in Houston, Texas. “Wunschisms” are truisms that, according to the author, are often plagiarized or modified clichés – statements quoted so often that the employees of Love Cycles have numerically designated the most popular. Paul passed away November 21, 2003 but his wit and wisdom live on in the pages of Dealernews.

Congratulations To The Trailblazers Class Of 2019

RGB: Web Color Swatches

H-345, S-0, B-60

That’s what we’re going to do in our close encounter of the second kind – the face-to face interview.

R-0, G-0, B-0

R-145, G-145, B-145

Chris Agajanian A.C. Bakken Mark Blackwell Ed Burke John Penton Rex Staten Jim Wilson

Anonymous Dealer Just Do It? Does The Niken Make Sense?

’ve been selling Yamaha for many years. In fact, most of my personal bikes are Yamahas. They’ve built some brilliant bikes over the past few decades. Look at their dirt lineup. A lot of wonderful technology. Their ATVs are fantastic. I still believe that their ATVs are the best out there (and we carry three brands of ATVs). The FZ series have also been amazing sellers for the last few years, and before that, the Viragos and the V-Stars had solid sales.

Of course they’ve made a few wrong turns over the years — the GTS comes to mind. It was a great bike, but too expensive, and because of that, not very popular, to say the least. I never sold even one. It was, perhaps, ahead of its time. Which brings me to the Niken. A 3-wheeled motorcycle that, unlike the Can-Am Spyder, leans in the corners. Hmmm. It looks great, the reports I’ve read are fairly positive, although not glowing. It seems to handle similar to a 2-wheeled machine. The reviews say that it has somewhat better traction in corners. That’s a good thing. It apparently handles well and feels much like a regular motorcycle. Great! However, it looks odd, and what if the rider leans it over too far, beyond 45 degrees? I know that it may be hard to do, but if such a thing happens, will the outside wheel rise off the ground? And in so doing, what happens to the bike? One magazine reported that there were 27 bearings in the front end. Wow! Also, it’s also a hundred pounds more than the FZ09 because of all the metal, suspension, etc. on the front end. Owtch! But I have the real question. The only question that a dealership needs answering. Will it sell? Is it meant to sell, or is it just a way for Yamaha to show their engineering prowess? Will we order one for the floor? Probably not. Will we get a thousand requests to test ride one? Undoubtedly. People will be curious, but at $16,000, I don’t see a lot of sales happening.

Or do we order one to have on the floor to draw people in, and then sell it at a loss next year with a thousand test ridden miles on it? I hate selling anything at a loss, but, of course it does happen from time to time. I have no idea how many Yamaha will bring in, but I suspect not a lot. How many clients have reserved one on the website? I may be wrong, but would be surprised to see more than a small amount of sales. OK, I do have some more questions. Yamaha, what’s the end game here? Is there some other bike in the wings that’s a follow up? Something that will sell? Is this merely to show us what you can do? An attempt to begin a new category? I, for one, don’t get it. Let’s build a bike we can sell, as you have many times before. Let’s have the World Raid 700 now, not sometime in the future. There’s a bike that I know I can sell, but the release date keeps getting drawn out, so much so that the actual release will be anti-climactic. (I hope by the time this article is published, a release date will have been announced) What about a World Raid 900? With apologies to Nike, “Just do it” Yamaha! The whole adventure bike fad will end someday, but let’s take advantage now. And cruisers need to come back, but instead of heavy, slow units that we’ve had in the past, how about some light liquid cooled units that can get up and go, but still look cool?

There you have it. I hope I’m wrong. I hope the Niken sells very well. I once thought the TW200 was a poor idea for a motorcycle. After selling lots and lots of those, I now realize that I didn’t call that one very well. Let’s revisit Niken sales figures next year. If I’m wrong, I will eat my sneakers… but I don’t think that will happen.

Yes, our international man of mystery is a real dealer; no we are not going to tell you who he is. Saying the things that you are thinking, without risking getting for franchise pulled. The Anonymous Dealer has more than three decades experience at the dealership, in every position from porter to dealer principal.

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PROGRESSIVE INTERNATIONAL MOTORCYCLE SHOWS KICKOFF By Robin Hartfiel

or the past four decades, the International Motorcycle Shows have been the only national show series for the powersports industry. It serves as the harbinger of the coming year and gives the OEMs a chance to show off new models and support local dealers in key markets, while the aftermarket gets

their 15 minutes of fame with the end user. Demo rides in select markets and the custom bike show ensures there is something for any motorcycle fan, of any age. “For 37 years, the IMS Tour has fostered a strong community of motorcycle enthusiasts and the brands they love,” said Tracy Harris, senior VP of the Progressive International Motorcycle Shows. “IMS is a staple in many motorcycling communities and we are excited to once again help unite powersports supporters across the country. The 2018-2019 tour will stop in seven passionate markets, bringing the best that the powersports industry has to offer along for the ride.” Since scaling back from 11 stops during the 2015-2016 cycle, the show seems to have hit its stride in seven key markets, starting with the Long Beach, California, kickoff. IMS launched November 16th-18th with new model releases from 14 manufacturers and more than 100 exhibitors. In fact some bikes like the stunning MV Agusta Brutale 1000 Serie Oro, Moto Guzzi V85TT and a flock of Ducs — Ducati’s nine model tour de force — all came straight from the EICMA show halls. Ducati pulled out all the stops, showing off the world’s most powerful production motorcycle, the Panigale

V4 R, all four new Scrambler models showcased along with the Scrambler 1100 Special and the Scrambler Sixty2 ‘Get into Gear’ experience for new riders, a new Multistrada 1260 Enduro, Diavel 1260 S, XDiavel and Hypermotard 950 SP also made their North American debut, just days after their world premiere in Milan. Oddly enough home market hero Harley-Davidson didn’t manage to get their LiveWire e-bike from Italy in time for Long Beach. However, Suzuki showed off the born again 2020 Katana to a full contingent of U.S. media during the Friday afternoon preview. According to IMS, 167 registered media attended the show during the kick off weekend, with 137 attending media day. Joining the press corps were nearly 50,000 hardcore motorcycle fans. According to IMS 95% of the attendees were riders or prospective riders and 44% were affluent (household income in

2019 Ducati Scrambler Desert Sled

2019 Ducati Panigale V4 R

excess of $100, 000) making them highly qualified buyers. The under 35 year-old rider segment remained strong, with more than half being returning customers. Also mirroring the just released MIC stats showing women account for 19% of motorcycle owners, 18% of the 48,529 attendees were female. For Long Beach area dealers, the intent to buy numbers were also positive as 51% of surveyed attendees are in the market to purchase a bike; 46% of surveyed attendees bought products at the show and 84% of surveyed attendees said the show will influence their future purchases. But perhaps the most positive trends emerging from the Long Beach IMS kick off were the outreach to younger demographics. The “Discover The Ride” program attracted 1,154 adult participants. Of these, nearly 30% were non-riders. In fact, 207 non-riders completed the New Rider Course and: 77% of the them plan to start riding within 1 year 53% of them were female 62% of them were under 35 years old Maybe there is a way to reach Millennials after all? And for the generation beyond them, 170 kids got a feel for 2-wheels riding STACYCs in the Kids Zone. Even more youngsters turned out at the second stop of the IMS tour at the Jacob Javits Center in New York in December as 313 kids experienced two-wheels at IMS. If IMS is still the harbinger of things to come for the motorcycle market, things are looking up. So what show-related activation efforts do you have planned for this season? How are you reaching Millennials, women and kids? Check out the rest of the IMS stops here: http://www.motorcycleshows.com

DECEMBER 2018

MIC COMMUNICATIONS SYMPOSIUM Inroads To The Future

By Robin Hartfiel

or the past 20 years, motorcycle industry leaders, entrepreneurs, new product inventors, engineers, marketers and experts have all been treated to the annual Motorcycle Industry Council Communications Symposium. The all-day sessions have been highlighted by leading economists, futurists and thought leaders from the “real world” who provide a context of what is going on in the powersports world… and where we are going. Inroads to the Future also provides an unprecedented networking opportunity as everyone from the top brass at the OEMs to dealers on the front lines has a chance to mingle and brainstorm on our common concerns. “Everyone knows our world is rapidly changing and we have to be disruptive, embracing new ways and changing with the times,” notes MIC Board Chair Paul Vitrano. Below: Yamaha Motor USA’s Bob Starr congratulates Mike Webster on his “resignation” from AIMExpo.

“We had an amazing roster of experts booked for the Symposium. We always invite MIC members who want to make a difference in our business and challenge the status quo, to be there and engage with us,” says Vitrano. “We can all benefit from some new thinking.” Helping to change the way we think were Dealernews’ research guru Dr. Paul Leinberger and his partner Stephen Denny, along with David Salvowitz from Competitive Analytics. For those who didn’t read his bio box in the last issue, Dr. Leinberger is a nationally recognized expert with more than three decades of experience in market, brand strategy and research, strategic planning and social trend forecasting. Denny is a competitive strategy + marketing consultant, helping emerging brands define their competitive positioning, communication strategies and implementation plans in the market. He holds multiple patents, has lived and worked in both the US and Japan, and has an MBA from the Wharton School. Salvowitz’s vision for transforming data into actionable business analytics for bottom line results has placed his company Competitive Analytics at the forefront of business intelligence. Adding to the draw this year was the fact that the Symposium was held in Long Beach the day before the IMS Long Beach season kick-off, so it was a prime opportunity to gather the industry’s movers and shakers. (See previous pages). The event is free for MIC members, and so was motorcycle parking. Even better, all the speaker’s presentations are available on video… to MIC members. If you are not an MIC member, why not? Membership was even extended to dealers a couple of years ago so they can access the data and assist in the efforts to Protect, Preserve and Promote Motorcycling. Become an MIC member and you’ll also gain a competitive advantage through access to networking opportunities, proprietary industry statistics, sales data, educational symposiums, and legislative fly-in events — as well as representation in Washington, D.C. and in state capitals on industry-related issues. www.mic.org/#/why-join

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Ave Atque Vale Joe Ramos 1944-2018

ve atque vale is the Latin phrase for “hail and farewell.” An example of ave atque vale is those attending a high ranking Roman officer’s funeral would say “Vale” to the person who has passed. Perhaps no one ranks higher in the go-kart pantheon than Joe Ramos. Memorial services were held for the former Dealernews cover dealer in late September… we knew Joe from his days at Concord Motor Sports and watched as he transformed the kart racing world in the decades that followed his 1992 profile. Here is what eKartingNews.com had to say about Joe’s transformation of their industry: Joe Ramos Sr. was at the helm of SSC Racing in 1997 when the WKA Constructors Championship brought a national CIK-style racing series to United States karting, and he led the company and its team into that important program, as well as the Superkarts! USA ProMoto Tour in 1999 and beyond. These series vaulted national karting to the next level and paved the way for the future. Ramos and SSC Racing pushed the professionalism of the industry to new heights thanks to their ties to the motorcycle industry, and they supported the introduction of major league racing companies like Kawasaki. In addition to Ramos’ initial work with SSC Racing, signing the deal for them

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to become the importer and distributor for the world-renowned CRG program, the company also provided the base for the introduction of the Rotax program to the United States. Ramos also assembled a network of regional Rotax series that would feed the annual Rotax Grand Nationals, an event that became in its heyday one of the sport’s largest races in the United States. SSC Racing was also home to big brands like Gearbox Racing Apparel and MoGo accessories. Under the leadership of Ramos, SSC Racing became a powerhouse in the karting industry. Joe was totally dedicated to taking karting to the ‘next level’ with SSC Racing, and he was also active in attempting to bring together the sport, launching the North American Karting Association (NAKA) in 2000. While NAKA was unable to plant the roots necessary to ride out the sport’s regular waves of momentum, the effort remains commendable. Guess there are some things that even top the Dealernews Top 100? Behind the headlines, Joe was a man of integrity, and he served in Vietnam at the age of 18 as a Mexican citizen. He became a very proud U.S. citizen at the age of 44, a fact that not many people know. “Many saw a business man and disagreed with some of his ideas. Those of us close to him saw a man dedicated to the sport

and the racer. His goal was for everyone to achieve a high degree of success at what ever level they were competing, from club to national. His belief and drive in the Rotax program guided it to one of the most successful programs in karting history. His love of family was the only thing that surpassed his drive for success in the karting world. He was a visionary who brought some needed changes and thinking to how the industry operated. He is deeply missed by his family and friends that knew him well. I will miss him as will many others.” – Marshall Martin, U.S. Rotax Director Godspeed Joe Ramos

AIMExpo........................................................................15 AIMExpo........................................................................34 American Lifan...........................................................101 American Motorcyclist Association (AMA)..............75 Anthony’s Leatherworks............................................95 Best In The Desert.......................................................79 DX1................................................................................25 Motorcycle Industry Council (MIC)............................71 Motonation.............................................................CVR 4 Motorcycle Industry Jobs (MIJ)..................................21 National Powersports Auctions (NPA)...................... 9 Racer X..........................................................................61 ROXOR.........................................................................103

SIDI................................................................................49 STACYC..........................................................................11 Suffragists...................................................................99 Trailblazers...................................................................93 Tread Lightly................................................................77 Trilobite........................................................................89 Tucker Powersports....................................................41 Tucker V-Twin..............................................................53 UBCO..............................................................................17 Vanderhall....................................................................... 7 Vroom Network...........................................................73 Western Power Sports.............................................2-3 YUASA...........................................................................57

Shameless Plug – For the most up to date dealer news, check on the news feed at Dealernews.com, be sure to like us on Facebook and click on Dealernews’ weekly digital editions: www.dealernews.com

DECEMBER 2018

101

Backfire

By John Murphy

RELATIONSHIPS... TRUST YOUR GUT!

friendships. I am proud to say I’ve got a full roster! Your first relationship was based upon your promise. You fulfill those promises again and again, proving that, indeed, your word is your bond. Along the way, you get to know a little bit about their lives; their families and core values; and you realize why your “Gut” told you to seal the deal whether over the phone, via E-mail or if lucky, with a look in the eye and a handshake. This is why it is so important to attend the powersport Industry’s only combined trade/consumer show: AIMExpo is coming to Columbus, Ohio, September 26-29, 2019. It is here that you get a “Gut-Check Exam” and have the opportunity to meet that person you’ve only spoken to over the phone or communicated only via e-mail, in person. You have the opportunity to look them in the eye, and shake their hand. These are some of my favorite experiences at the AIMExpo; putting faces to names and shaking hands. Leading up to the AIMExpo, Dealernews is here to give the powersports Industry a monthly Gut-Check. The collective experiences from our gifted contributing editors and columnists are brought together to give YOU the power to know if it is time to shake hands or walk away. Dealernews exists to give you a FIGHTING CHANCE. Please let us know how we are doing. That’s what friends do! johnmurphy@dealernews.com

o me a favor. Take a minute to visualize the following: I’m reaching out my right hand to you. I have a smile on my face and a twinkle in my eye, as I say:

“It sure is great to meet you in person. Thank you for your time, for your information and for your business!” That’s it. Deal done, with a look in the eye, a promise made and sealed with a handshake. Sure, the lawyers and accountants want a signed contract, but the “real” deal was sealed with that look in the eyes, and a handshake. The origins of the handshake go back to at least the 5th Century. The ancient Greeks would, as a sign of peace and showing that neither party was carrying a weapon, extend their right hand in greeting. Later in Rome, this evolved into an arm grab, to search long sleeves for hidden weaponry. As big as our $24+ Billion+ powersports world has become, we are united in many ways. One thing that hasn’t changed since the ancient Greeks is that in our world, our word is still our bond. Deals are done with a sincere trust factor based on a “Gut Feel.” I define a “Gut Feel” as an instantaneous reaction to a situation, based on all the accumulated experiences you’ve ever had — the good, the bad and the ugly — all brought together at that instant to give you the call to either stand your ground or run like Hell. Shake his/her hand; or walk away? Trust your gut. It’s always right. If you’ve been in the motorcycle Industry, for even just a few years you will find real friendships based first on a trusted business relationship, then blooming into “personal”

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Ross Berlanga and John Murphy at AIMExpo 2018

John Murphy started his Powersports career selling booth space for the original Dealernews Dealer Expo back in 1983. He then went on to become Publisher of the magazine from 1990 to 2000 before retiring from Dealernews 18 years ago when he was diagnosed with progressive multiple sclerosis. He retired and raised his two children with wife, Patti (former production manager for Dealernews back in the day). But John has beaten the odds. The doctors were correct when they said he would never ride again, and that he would be in a wheelchair, but it ends right there. “Ironsides” Murphy is back in the saddle again and ready for the challenge of ushering Dealernews into the next 50 years.

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