AIMExpo 2024 by Dealernews

DN 2.0 AIMEXPO

PROFILE:

RumbleOn CEO Mike Kennedy

INDUSTRY FORECAST

Tony Gonzalez, Dr. Paul Leinberger & Jim Woodruff Weigh In

SHOWTIME! AIMExpo 2024

Booth 3040

LEVEL UP

CONTENTS

06 WORLD’S LUCKIEST MAN 08 EDITOR’S NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+ 20 DEALER PROFILE+ 24 OEM UPDATE: RETURN OF THE MOPED 28 INDUSTRY RESEARCH+ 32 INDUSTRY RESEARCH+ 34 INDUSTRY RESEARCH+ 37 eDEALERNEWS CAKE Joins MIC, Volcon Sells Through, Bird BK, 38 CURRENTS+ Nikola Founder In Prison Bob Althoff On 20 Groups

Robin Hartfiel On Showtime

The Industry On What We Need Dealer News You Can Use

Personnel Postings, Courtesy Of MIJ

Mike Kennedy Takes Over The Omnichannel Roland Motor Industry’s River

NPDA Presents 2024 Roundtable

Lenny Sims On Powersports Q3 Update

Jim Woodruff On NPA AWP In Review Good News, Bad News

45 SHOWTIME! AIMExpo Returns To Las Vegas ARE HERE! 46 YOU AIMExpo Floorplan OF EVENTS 48 SCHEDULE AIMExpo Rundown THINKING 50 DISRUPTIVE AIMExpo Dealer Education

16 4

52 EICMA VS. AIMEXPO DEALER NEWS 57 NPDA NPDA All-In For Las Vegas MEETING MINUTES 58 NPDA Special Sessions For Harley Dealers, Plenty Of Crossover Companies

Expanded Education

PARTNER PROFILE 60 NPDA Credit Apps 62 MIC RIDE REPORT 64 PERSONNEL FILES+ 66 ADVOCACY+ 68 CONFESSIONS OF A CUSTOMER MSF CELEBRATES 72 ADVOCACY: 50 YEARS What Does MIC Do For Dealers?

Alex Baylon On Can (A) I Help You?

Don Amador On A Christmas Miracle

Eric Anderson On The Rise Of The 20 Clubs

MSF Stories With Dr. Ray

BIG BROTHER 76 ADVOCACY: IS WATCHING Scot Harden On The Media

78 PRESS PASS+ 80 PRESS PASS+ 82 PRESS PASS+ 84 PRESS PASS+ 88 PRESS PASS+

World SuperMotorcross Finale Suzuki Dials In KROC And Teams For 2024 Kawasaki Celebrates 50 Years Of The KX Triumph Dishes The Dirt! Ducati Does Dirt, Too

OUR TEAM

90 GEAR+ 94 GEAR+ 96 VALE+ 97 AD INDEX

All Balls Pick 6 Winners For Las Vegas

EDITORIAL Robin Hartfiel Editor/Publisher Bob Althoff World’s Luckiest Man

KYT Takes Flight At AIMExpo

Gus Stewart Creative Director

Ave Atque Vale Art Eckman

Brenda Stiehl Production Manager

This issue Brought To You By…

CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Eric Anderson Vroom Network Jim Woodruff National Powersport Auctions Mark Rodgers Performance Consulting Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer

ADVERTISING Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com Blake Foulds Account Executive (760) 715-3045 blakefoulds@dealernews.com Brenda Stiehl Production Manager brendastiehl@dealernews.com John Murphy Publishing Consultant johnmurphydn@gmail.com

Dealernews Magazine 3250 Knoll Dr. Columbus, OH 43230 www.dealernews.com

AIMEXPO

So much good can come of your putting aside any or all of the reasons “why not” — even me. Mind you, I don’t fit in most airline seats; it took valuable time to prepare for the meetings so that I could better understand not only my own numbers, but those of the Brother/Sister Dealers’ numbers… and I didn’t relish the thought of sharing my numbers with anyone… Yep, I checked off all the excuses for not becoming a 20 Group member... and then took the plunge anyway.

World’s Luckiest Man By Bob Althoff

STRONGER TOGETHER

Our own Confession’s Columnist Eric Anderson notes without peer pressure, we probably won’t change or venture out of our comfort zone “We all perform differently to some degree when we are in front of an audience — at the gym or 20 Group,” he explains. “As it stands, most dealers are out there floating on their own with no supervision or peer pressure to do better. The OEMs won’t push them toward retail excellence; they would rather simply set up another dealer nearby.” While I have met some really nice folks from the OEMs and enjoyed a meal with them, I always marveled at how much time was wasted by us Dealers telling them how to be better manufacturers, while they told us how to be better retailers!!!

All Hail The Twenty Group

However,I never failed to be a better Dealer after these 3 or 4 meetings each year with a 20 Group.

Let’s face it, once we get over the “newness” — and once we start to understand that our fellow Dealers and the Moderator really want you and your business to thrive — and once we humble ourselves to realize that we all need to be accountable to the Group--that’s when the magic happens!

“

othing I ever did better prepared me to be a successful Dealer than joining a Twenty Group.” — I have said this often. I have heard it countless times from Dealers I respect. So, why isn’t Twenty Group participation flourishing? Estimates are that fewer than 20% of Powersports Dealers participate… and it may be, in fact, far fewer. Let’s count the ways to rationalize this non-participation: • Travel is a hassle • Cost isn’t insignificant • Time away from the shop is a problem • I don’t know how I’d fit in • Who wants to share their numbers? • I might be embarrassed • The O.E. groups have a “hall monitor” in attendance • (Insert Your Excuse Here) Hey, get over it!

There is great wisdom to be shared by the Twenty Group providers and their experienced Moderators: Do it for yourself and your family. Do it for your customers. Do it for your staff. There are many out there who are working for you and your Dealership. To wit, the NPDA. Like a 20 Group on steroids, fellow Dealers will welcome you into their fold… and you don’t even have to share your financials. Make this investment in yourself; join the ecosystem that will strengthen this Industry. Make this your New Year’s promise — 2024 can be your best year ever! Bob P.S. If you are an O.E. reading this, ask yourself how you can ease the pain points and make Twenty Group participation more ubiquitous. What better investment can you make in your own business? Retail Excellence will sell more of your product.

With 15+ OEMs exhibiting, two separate eBike demo tracks and ownership by the Motorcycle Industry Council, we are seeing the evolution of the event in ways that Hester and Pankhurst could never have imagined, even as forward thinking as they were. The world has changed a lot in the past 48 years. What has not changed is the fundamental need for all of us to come together as an industry. We need dealer education, we need information on the goods and services keeping us all racing forward and frankly, we need the camaraderie that can only come from our crazy friends in this business. At the world’s oldest and largest motorcycle show, EICMA in Milan (see part II in this issue), I met a recent convert from another industry who was blown away by the concept of powersports trade show, “Can you bottle this excitement and export it to the US?” We have… AIMExpo was always intended to distill the essence of EICMA (and even experimented with consumer days in years past).

Editor’s Note By Robin Hartfiel

I’VE BEEN EVERYWHERE, MAN!

incinnati, Indianapolis, Orlando, Las Vegas, Columbus, Las Vegas… to paraphrase Johnny Cash, our industry trade show really has had its share of travel and we have been almost everywhere, man. Dealernews has been along for the ride since the beginning, when visionaries like Larry Hester, Steve Lewis and Dick Hamer launched the Motor Cycle Dealer News trade show for dealers at the Disneyland Hotel in Anaheim back in 1966. As Joe Parkhurst penned in Cycle World on January 1, 1968, “Early November was the time for Motorcycle Dealer News’ trade show in Anaheim, Calif. A beautiful show it was, too; kind of a shame the public wasn’t invited, but we must have closed doors for the doing of business, and MDN’s affair was great. Motorcycle shows are getting to be big show biz these days.” Before its untimely demise, the Dealernews Dealer Expo went from Anaheim to the Astrodome, was in Columbus a couple of times and some one-hit wonder venues. However the “Cincy Show” and the “Indy Show” were the longest runs in their respective venues. With the untimely demise in December of 2014 (in Chicago) and the subsequent rise of AIMExpo as our industry event, we are all-in for Las Vegas to commemorate the 10th Anniversary!

There really is something magical about an event of this magnitude, the machines… and the mayhem! Any of us who were at the industry parties in Indy or the Oldenburg Brewery in Cincy — or the Slippery Noodle or the Red Garter after hours — may have vague memories of solving the world’s problems and sketching out the next “big thing” on a cocktail napkin. What we never forget is our friends, fellow dealers and partners in arms. However with the death of the IMS tour, COVID-caused decline of OEM dealer meetings and incentive trips, dealers haven’t had much of an opportunity to get together — unless you are a member of a 20 Club. See Bob Althoff and Eric Anderson’s thoughts on that in this issue… or better yet, ask them about it in person at AIMExpo for our version of the Super Bowl in Las Vegas. Throw in eBike racing, the Buffalo Chip bar and Vegas… forget about it! This can’t be done on a Zoom call! Together, we have been everywhere, man! And breathed some pretty rarified air at the heights of this great business as well as survived some pretty bare times… Rather than Winnemucca, take a ride to Las Vegas Mack! I’ve been everywhere, man I’ve been everywhere, man Crossed the deserts bare, man I’ve breathed the mountain air, man Of travel I’ve had my share, man I’ve been everywhere…

Former Editor-in-Chief and publisher of Dealernews circa 1990-2003, Robin returns to the magazine. In addition to having been instrumental in creating tahe 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 and was an editor of publications ranging from All About Beer to VW Trends.

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MSF 50 STORIES A HIT! I LOVED the Dealernews article by Keith Dowdle, MSF Instructor! issuu.com/dealernews/ docs/issue_9_september_ e6ee14d5bbeacc/64 This FINALLY “put a face” on motorcycle training and how a “smiling instructor” can contagiously spread that love! We all know “safety” is a hard sell, but this article’s angle was becoming an “Instructor” which led to a career inside the industry with Shoei and then American Honda! Wow! I would love to see the MSF instigate more “up close and personal” interviews and articles about their incredible field of 9,900 Instructors across the nation. Making it human and personal really made me want to go back and “renew” my MSF Instructor’s credentials. Thank you, Keith! Besides being a lifelong motorcycle rider and racer, I am an advanced SCUBA diver who never saw a “SCUBA Safety Course” — I graduated from things called a PADI SCUBA Certification, NAUI Advanced SCUBA Diving School, Underwater Navigation Course, etc. Interestingly, the word “safety” was absent in the recruiting materials, but heavily emphasized once enrolled. I suppose MSF wants to continue including their middle name of “Safety” in all their courses for legal reasons, but I sometimes wonder if it makes recruitment more challenging for them as opposed to promoting a “Motorcycle Adventure School,” “Motorcycle Rider Training” or a “Ride With Us Training Course” (tying MIC’s campaign to MSF’s). Okay, bad idea since MSF needs to remain singularly focused on safety and not growing the ranks of riders.

Thank you however for exposing the “human element” in motorcycle training (which inherently includes safety). Those were terrific real-life photos too which in and of themselves tell another human story besides the usual “DOT/NHTSA charts and graphs” showing the changes in “motorcycle fatality statistics by state.”

As the President of Walmart said to me: “We can’t stop inflation, but we can make sure that our supply chain is tight, make sure we find efficiencies in every part of our business, and watch what we spend money on. It is a ‘One-store-at-a-time’ battleground. And we believe in our merchants to do the right thing.”

“Images of life and living on and around motorcycles will put more students’ backsides on seats and will ultimately sell more motorcycles.”

Seems to me to be good advice – for all of us.

Eric Anderson Confessions Of A Customer Columnist, Former MSF Instructor If you found Keith Dowdle’s story informative, wait until your read Dr. Ray Ochs’s MSF story in this issue, Eric.

JUMPING IN WITH BOTH FEET! I am happy to jump on a call and I applaud your desire to attempt to change the current situation. However, as I believe I have mentioned before, the current situation is a function of an economy that continues to be worried about a possible recession and is trying to combat inflation (although it has not been as difficult in the past few months). When inflation became a GLOBAL problem, the response of consumers was to cut back on discretionary buys and switch to store brand products and away from brand name products. I have the two largest grocery store chains as clients and they have both seen major shifts to their store brands. Also, consumers are being more careful with their money – getting the things they NEED first and then, if there is anything left over, either saving it or buying smaller discretionary items. They are also being disciplined enough to ONLY buy SALE items (if at all possible).

SOUND OFF!

Best, Dr. Paul Leinberger Dealernews collaborated with NPDA on a webinar which included Dr. Leinberger’s 35,000 global viewpoint (literally — he jumped on a red eye from Stockholm to make it on time), NPA CEO Jim Woodruff’s perspective from the pre-owned space in the middle and Garage Composites’ CEO Tony Gonzalez with the boots on the ground from the 20 Groups point of view. Interestingly all three said they learned from the others… see the story in this issue and join NPDA for access to even more webinars and educational offerings featuring in the upcoming Dealer Portal. FOR WHAT IT’S WORTH For what it’s worth, I don’t foresee disaster on the horizon, though I do think things will slow down. Things will certainly slow down from COVID highs. So while I don’t foresee the need for panic, I do think there needs to be more leadership when it comes to developing long-term consumer demand for our industry. I worry more about what the world will look like in 8-10 years, with powersports fighting for a piece of the scraps at that time. Jim Woodruff CEO National Powersport Auctions Poway, CA

Join in the conversation via e-mail: Editor@dealernews.com Like us on Facebook: www.facebook.com/DealernewsFan Check us out on Instagram: www.instagram.com/dealernews Follow us on Twitter: twitter.com/Dealernews Tune into the new YouTube channel: www.youtube.com/c/Dealernews50 Keep up to date on: Dealernews.com

STRONGER TOGETHER!

MOTORCYCLES MATTER!

Powersports Part Of $563 Billion Biz Measuring the outdoor recreation economy for the nation, all 50 states, and the District of Columbia. New data from the U.S. Bureau of Economic Analysis (BEA) statistics shows that outdoor recreation accounted for 2.2% ($563.7 billion) of current-dollar gross domestic product (GDP) for the nation in 2022. “The strong data from BEA are in sync with our own sales numbers showing continued and immense consumer interest in outdoor recreation with powersports vehicles,” said MIC President and CEO Erik Pritchard. “In fact, our data demonstrates dual-sport motorcycles have doubled in sales since 2016, and off-road motorcycle sales are on a significant growth trajectory.” A recent Outdoor Recreation Roundtable webinar – which included the MIC’s Scott Schloegel, senior vice president at the Government Relations Office – reviewed some of the 2022 data, showing that outdoor recreation: • Accounted for 2.2% of America’s gross domestic product • Accounted for 3.2% of U.S. employment • Grew at a rate of 4.8% compared to 1.9% for the U.S. economy • Doubled its job growth compared to that of the U.S. economy “Having annual data from BEA will help legislators understand the significant economic impact that the outdoor recreation industry brings to our nation, and why investments to protect and grow access to public lands and waters is essential to the health of America and Americans,” adds Pritchard. “It also proves that big dividends come from federal funding for programs like the Recreational Trails Program, which benefits motorized and non-motorized recreational interests for people of all abilities.”See the full findings here: w w w. b e a . g o v / n e w s / 2 0 2 3 / o u t d o o r - r e c r e a t i o n satellite-account-us-and-states-2022

A coalition of Powersport, RV, Marine and even EV Golf Cart advocacy groups came together to get their respective dealer networks separated from blanket legislation facing the automotive retailers. Organizations as diverse as the Marine Retailers Association of America and the Motorcycle Industry Council united to explain the difference between their dealer bodies and the stereotypical “unscrupulous and predatory” picture of used car dealers to the Federal Trade Commission. Retailers can breathe a collective sigh of relief as the Federal Trade Commission released the final version of its Auto Rule — renamed the Combating Auto Retail Scams Rule (CARS) — in December. The final language of the CARS Rule explicitly exempts Powersports Dealers and other non-automotive dealers from requirements of the rule. CARS Rule Details The rule will only cover “self-propelled vehicles designed for transporting persons or property on a public street, highway or road.” The rule will not apply to: • Motorcycles, scooters and electric bicycles • Recreational boats and marine equipment • Motorhomes, recreational vehicle trailers and slide-in campers • Golf carts A number of national and state Dealer associations collaborated to voice opposition to the FTC’s initial rule, including the National Powersports Dealer Association (Booth #2023), ultimately making the case for an exemption. “The NPDA appreciates the collaboration shown by our various partners to help overcome this regulation,” said Bob Althoff, Chairman of the NPDA. “We are also thankful that the FTC listened to the input and allowed for these exemptions.” The FTC first issued a Notice of Proposed Rule Making related to motor vehicle shopping in June 2022, and the original rule did not explicitly exclude Powersports Dealers, causing concern within the industry due to the potential cost and burden of compliance. Additional concerns were raised about the potential economic impact on Powersports Dealers and other small businesses because the FTC failed to complete a Regulatory Flexibility Analysis to determine the economic impact. “We are stronger together,” added Kim Harrison, Secretary/ Treasurer of the NPDA. “This win showcases the importance of working together with like-minded organizations to benefit Members. We are committed to ensuring Powersports Dealers are able to compete in a fair, favorable business environment.”

off with $100,00 just awarded. The TRAILS GRANTS program focuses on promoting safe and responsible riding, supporting trail preservation and helping protect natural resources that are a part of the off-road trail systems. Combined with the 14 2023 Spring TRAILS GRANTS recipients announced in April, Polaris has awarded 25 organizations in 19 U.S. states and three Canadian provinces a total of nearly $250,000 this year. “The local riding groups are the backbone of the off-roading and snowmobiling communities,” said Steve Menneto, Polaris president of Off Road. “The joy they find in riding and the work they put in so that others may have a similar experience truly embodies everything that is special about our industry. The collective impact of these organizations is far-reaching. Polaris is proud to amplify their efforts and celebrate those who are helping to preserve the outdoors for the next generation of riders through our TRAILS GRANTS program.” Since the start of the TRAILS GRANTS program in 2006, Polaris has supported more than 370 ATV, off-road and snowmobiling organizations across the U.S. and Canada with more than $3.3 million in donations. Awarded twice annually, TRAILS grants support the efforts of nonprofit organizations and local riding clubs.

POLARIS PONIES UP TRAILS GRANTS… AGAIN

Polaris (Booth #6115) has presented more than $3.3 million in TRAILS GRANTS to ATV, off-road and snowmobiling organizations across the U.S. and Canada since 2006, topped

For more information, including how to apply for a 2024 TRAILS grant, visit www.polaris.com/en-us/trails-application Continued on page 14

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AIMEXPO

MICHIGAN’S OLDEST FAMILY RUN HARLEY DEALERSHIP CLOSES Continued from page 13

Landmark Dealership Perry Harley-Davidson — Michigan’s oldest family owned and operated motorcycle Dealership — has closed. Noting that Richard & Jill Perry have decided to retire after being in business for over 98 years, the lights went out and the social media feed was switched off after a final notification from the Perry family. “We would like to thank this opportunity to thank the loyal customers and our great staff,” said Richard and Jill. “Thanks also to our Harley Owners Group for all the support they provided to us.”

MOTO MINI IS BIG NEWS

The dealership was opened by Richard’s father Burt in Kalamazoo County back in1925 and remained open until last week. “Burt would have been honored to see that his legacy was carried on for so many years,” says the family.

CanDo Show Off At AIMExpo The diagnostic experts at CanDo love a challenge! Proving once again that good things come in small packages, they are planning to roll out the “MOTO Mini” at AIMExpo (Booth #8054) specifically for shops working on ATVs, motorcycles, PWC and UTVs. The MOTO Mini takes the global coverage of CanDo’s class-leading MOTO Pro and breaks it down to market-specific manufacturer coverage. Packaged in a 7” Android tablet, OE-level software, including full bi-directional controls, calibrations and special functions are included. So are all the necessary cables and connectors and one year of free software updates! Service resets, read and clear codes, full system coverage including Engine, ABS, transmissions and more are literally in the palm of your hand. The MOTO Mini combines full capabilities with an affordable price — your techs really can’t afford to be without it. Get more details at: www.candointl.com

DEALER NEWS: THE MOOSE IS LOOSE!

Moose Lake Implement & Sport — a family-owned and operated shop in Minnesota since 1941 — is now part of the Northland Lawn, Sport & Equipment family of dealerships. Performance Brokerage Services (Booth #6058), North America’s highest volume dealership brokerage firm, is pleased to announce the sale of Moose Lake Implement & Sport in Minnesota from James and Andrew Gassert. “The sale of our business was well planned thanks to Courtney Bernhard and Performance Brokerage Services,” said Andrew after the sale closed. “Their expertise made the entire process smoother, and we knew what to expect at every stage. Courtney found a buyer with similar principles that will continue to serve our customers well.” “I truly appreciate being able to represent the Gassert family in the sale of their powersports dealership,” added Bernhard. “Andrew Gassert was engaged and very diligent throughout the entire process, which helped make it a very smooth transaction. The buyers were equally amazing to work with and I couldn’t have asked for a better group all around to continue the legacy of Moose Lake Implement & Sport.” Moose Lake Implement & Sport will be renamed Northland Lawn, Sport & Equipment and will remain at 504 Industrial Road in Moose Lake, Minnesota.

based Comoto Family of Brands, which also operates RevZilla, Cycle Gear, Common Tread and REVER. “We have deep appreciation for the loyalty and support we’ve received from the people of Anamosa and want to assure riders that this decision does not diminish the commitment to serving the motorcycle community through our retail stores and online network,” says Zach Parham, son of the founders, who currently serves Comoto as the President and Chief Financial and Operating Officer. “While it’s incredibly hard to close the door on this chapter in a place as special as Anamosa, we look forward to continuing to serve riders and grow the J&P Cycles business.”

J&P SHUTS DOWN ANAMOSA STORE

iJ&P Cycles today announced the closure of its flagship store in Anamosa, Iowa. Founded by John & Jill Parham in 1979, shuttering the retail location follows the September close of the National lMotorcycle Museum also founded by the Parhams. In 2021 the retail operation was acquired by the Philadelphia-

The J&P Cycles brand continues to flourish under Comoto’s guidance, currently operating retail stores in Florida, Arizona, Tennessee, Michigan and South Dakota, along with a significant presence at motorcycle rallies around the United States, Parham adds. “Anamosa was an integral part of our company’s success, and we will forever be grateful to this community.” The six dedicated team members impacted by this closure will receive comprehensive support, including severance packages, outplacement services, and opportunities to be considered for other roles within the company. In the interim, the Anamosa store remained open through December 31, 2023.

AIMEXPO

Brought To You By MotorcycleIndustryJobs.com

Another experienced industry stalwart has discovered the Denago Difference as Frank Renick has joined Denago PowerSports. In his new role, Renick will be the Northeast regional sales manager. “Frank has more than 25 years of sales and dealer development experience starting in electrical engineering and expanding into powersports for the past 20 years,” says Marketing Manager Steve Lawler. Dealers may remember him over the years as Renick has successfully developed dealer networks for companies such as Gibbs Amphibians, Massimo Motors, Linhai, Mahindra Automotive/ROXOR and most recently EV experts at Volcon. When not working, you can find Frank volunteering for civic and charitable events like Walk To End Alzheimer’s. He and his family enjoy spending time at their lake house. Dealers, discover the Denago Difference for yourself in Booth #2032 at AIMExpo.

High roller headed to Las Vegas!

Who is the biggest dealer brokerage in the American V-Twin sector? Over the past 5 years, Performance Brokerage Services has advised on the sale of more than 300 dealerships, making it the highest volume dealership brokerage firm in North America. In 2022, the company consummated 92 transactions, marking a record-breaking year. Joining the dream team just in time for AIMExpo is PJ Parker Comer. PJ comes to Performance Brokerage Services from Florida’s statewide automobile association, FADA, where she focused on communicating regulatory, legal and legislative issues to franchised dealers. She has had a long career in both national and statewide politics, serving under one President, two Governors, the Republican Party of Florida, and multiple campaigns. Based in Tallahassee, Florida, PJ is firmly planted in her community. PJ is a former Board Director for the Rotary Club of Tallahassee and Second Harvest of the Big Bend. PJ currently serves on the Board of Transform 850 and the Connections Director for Transformation Church. See Performance Brokerage Services in Booth #6058 at AIMExpo.

Pretty slick! Turn 14 (Booth #3071) adds an enthusiast to the marketing team! Most recently a regional manager with Motul for the

past five years, Josh Perez has slid into a new role as Powersports Marketing Manager at the distribution conglomerate, just in time for AIMExpo. However this is not his first rodeo — Dealers deep in the heart of Texas may remember him as a Product Specialist for BRP circa 2017-1018. He was also a buyer for the MAG Retail Group and Motorcycle Superstore back in the day. “I have over 15 years of experience in the motorcycle industry, spanning from retail management to online merchandising and buying,” says Perez. “I have a proven track record of exceeding sales targets, optimizing margins, and building strong relationships with customers and vendors.”

Parts Unlimited (Booth #8051) welcomes back Rob Pankratz, sales rep for the South Central region. Industry veteran Pankratz returns with more than 35 years of powersports industry experience at dealership and outside sales levels. He started riding motorcycles at the age of 12 on his first bike – a 1971 Yamaha JT1 60cc — and began racing a few years later. He continues to ride and enjoys all the sport has to offer. In his spare time, Rob enjoys spending time off-roading and camping in the desert with family and friends. Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

National Powersport Auctions (NPA) is shuffling the deck headed into Las Vegas for AIMExpo, announcing several changes to its sales team and territories. NPA’s first fiscal year quarter sees plenty of opportunities for dealers and its Sales Department. Chris Davenport has been promoted to Territory Sales Manager (TSM) for NPA Denver. Davenport started his NPA career in January 2022 as an Inside Sales Representative (ISR) for NPA San Diego. “Chris has proven himself as a strong, dedicated, and passionate ISR who deserves this promotion, and we are looking forward to his experience and fresh mindset in this position,” stated Mike Murray, NPA VP of Sales. Davenport will now work with dealers in Colorado, Kansas, Nebraska, North Dakota, South Dakota and Wyoming. Meet Chris and the team in Booth #3001 at AIMExpo.

Auction action continues: In addition to these two dedicated new team members, NPA has made additional shifts to amplify its presence in the Denver region. With Davenport’s promotion, Marshall Van Thorre is now using his wealth of NPA experience as a member of NPA’s Direct Buy Team. “We are pleased to have Bri Moore as an additional ISR for the Denver region,” says VP Mike Murray. Speaking of Direct Buy, James Bautista is the newest addition to the Direct Buy Team, bringing his years of industry knowledge to serve dealers in California, Nevada, Hawaii, Utah and New Mexico.

Mar k B ar l ow joins the NPA S ales Team as the TSM for Io wa, Mi n n e sota and W isc o nsin. “ T h e p o w er s ports industry has b een my p a ss ion for more than 30 year s,” s ay s B arlow. “I hav e d o n e it a ll by be ing a parts man a g er , se rv ice manage r, GM an d a Yamaha and Kawasaki d e al e r sh i p owne r. Coming to N PA is an exciting mov e and I lo o k fo r w ard to working with the d ealer s in m y are a,” he share d. “Ad d in g M a rk to the te am has a lread y b een be ne ficial, and we a re exc ited to s e e him e ducate h is d ealer s on NPA and grow his terr ito r y,” a dde d Mike Murray, VP o f S ales.

The opportunities don’t stop there. Trevor Ohm, the ISR for NPA Sacramento, now serves the NPA San Diego region as well and will work with those dealers on their inventory needs. Melanie Broadwell and Kate Graves, the ISRs for NPA Atlanta and Cincinnati, have absorbed and split the NPA Philadelphia region to better serve those dealers. Melanie will be working with dealers in the Atlanta region up to New Jersey. Kate will assist dealers in the Midwest and the northeastern states from Eastern Pennsylvania to Maine. “Keep an eye out for your new TSMs’ and ISRs’ emails and phone calls,” concludes Murray. “They are here to assist with your inventory needs.” In the meantime, Dealers can always consign or buy online 24/7 at npauctions.com or the NPA app. Meet the new players in Las Vegas in Booth #3001 at AIMExpo.

I think it is about all of these elements… and probably more. We have great brands, innovative products and exciting categories that we get to merchandise. We can never forget the heartbeat of our industry and the exhilaration that the products deliver to the customer. Without these products, we don’t have anything. The sales process is key to a great operating dealership. However much of the sales process today is digital so digesting that change with our teams is paramount. I look at “Wall Street” as one “category” of investor. Our industry has plenty of Wall Street investment but also private equity, venture capital and individual proprietors. They all want the same thing, right? If you and I owned RumbleOn, BRP, Polaris or HarleyDavidson, we would expect things like a good ROI. The goal is to protect our investment long-term by generating good earnings and operate the business on a positive cash flow.

SHIFTING GEARS

Mike Kennedy CEO, RumbleOn By Bob Althoff

ith 55 dealerships employing more than 2,800 dedicated powersports professionals, there is no question that the RumbleOn saga was one of the biggest bits of “dealer news” in 2023. So when word broke that industry veteran Mike Kennedy had been appointed Chief Executive Officer of the largest powersports retailer in North America, the wheels went in motion to get the story straight from the source. Although it was barely more than a month into his new role, Kennedy was kind enough to carve out time during the holidays to explain the path forward of RumbleOn and the family of RideNow dealerships. Can you clarify your role as CEO of RumbleOn? Given your background with Dealers, are you focused on the RideNow family of Dealerships? Or as a proven C-Suite executive, are you focused on the overarching RumbleOn business? Well the answer to that is simple; Yes. I’m honored to have the confidence of Mark Tkach, Bill Coulter and the rest of the Board to lead RumbleOn. I was appointed the CEO of RumbleOn, which oversees the entire Company. However, RideNow was acquired by RumbleOn in the summer of 2021 and certainly my role is to support our dealerships first and foremost. What drew you to the role? Is it about the product? The sales process? Wall Street? Or a sense of community and fun?

When it comes to fun, one of the things I love about this opportunity at RumbleOn is being closer to the ‘action’ on the showroom floor! That’s where the product meets the customer by way of dealership investment in property, tools, people and process. Mark Tkach talks about how moms drop off their kids to look at our “toy stores” — How many businesses have that? I love it! You mention being close to the action on the showroom floor, yet RumbleOn was rolled out as the “Omnichannel” for powersports... Too soon and too big a concept for our industry when the real action is on the local level in a dealership? We will take some time to define our Company goforward strategy. We will have something to share this spring. It is safe to say that we are a dealership group entity at the core. The element that makes us unique — besides being the largest and only publicly held group — is the pipeline of used bikes through our Cash Offer platform. When we combine both of those pieces things get exciting. How big is the RideNow family now? How many total units were sold by the dealerships under the RumbleOn umbrella? We have 55 dealerships across the country with about 2,800 employees. The Company reported sales of 55,071 powersports vehicles through the first nine months of 2023. How did Mark Tkach and Bill Coulter find you? I first met Bill Coulter and Mark Tkach at a HarleyDavidson Town Hall meeting in Arizona I think that was around 2008. Bill and Mark have built a very special company with RideNow, and I am honored for them and the rest of the Board to have their confidence to lead RumbleOn. What was compelling about their offer? A lesser man would probably have run from the RumbleOn dust up! Then again, having herded the cats for Harley’s 800

dealers all those years, maybe this isn’t such a daunting task after all? Well, I’m certain there were not 100 people willing to take this on. Let’s be clear: this is a full-blown turnaround! Besides the fact that I like a challenge, I think this is an opportunity to do something exceptional. In some regards my role at Harley-Davidson is helpful, but in many regards, this is very different. For starters we have more “metric” stores than Harley-Davidson dealerships. And while I “herded the cats for Harley’s 800 dealers” as you say, I was NOT the owner of those income statements and balance sheets. I was looking for an opportunity where I could apply my 30 years of industry experience and everything that I have learned that could produce an exceptional result. I believe the “bones” of this Company are very good and the talent we have is so impressive. When we execute the top-tier priorities in the immediate future, we’ll set up a path forward that is much improved. When you look at the financial health of this company from January 2023 to what it will look like in January 2024, it is a different company. Still a lot of work in front of us and we need to execute. So…you could call it a daunting task, but I am excited and very optimistic about the path we are on. Most recently at Vance & Hines your marching orders were organic growth, margin expansion and value creation. How does this translate to the goals for RideNow stores?

At Vance & Hines, I walked into a turnaround situation. The Team we assembled accomplished a lot and successfully pivoted the Company and strengthened the brand. I believe management and leadership are transferable skills. My immediate focus for RumbleOn has been around the structure of the company and what I like to call the critical few priorities to impact our performance, designing a strategy for our future, taking steps to ensuring the core business is operating at its full potential and completing the equity raise through a Rights Offering, which I am happy to share that we successfully completed the anticipated $100M capital raise. This is a significant accomplishment for us as it further pays down our debt and puts us on the offense for acquisitions of dealerships. What does the future look like from the RideNow/ RumbleOn perspective for the industry in general in Q1? I don’t have a crystal ball. We have our playbook and we’ll focus on it. That playbook doesn’t expect a lot of help from the macro economy in 2024, however, we are fortunate to have great OEM partners, a strong talented team and plenty to clean up within the walls of our Company. What is your vision for RumbleOn in the coming year and beyond? Stay tuned. One take away for the dealers facing these crazy times? What crazy times? Keep smiling!

AIMEXPO

THE WORD FROM RUMBLEON

umbleOn, the largest powersports retailer in North America, today announced that Mike Kennedy has been appointed Chief Executive Officer effective November 1, 2023. In connection with his appointment as CEO, Kennedy will also join the RumbleOn Board of Directors as of that date. Kennedy succeeds Mark Tkach, who had served as Interim Chief Executive Officer since June 2023.

“I am thrilled to entrust the leadership of RumbleOn to Mike Kennedy, an executive who has a sustained history of delivering success in the powersport industry,” states Tkach, “We now have a remarkable depth of talent throughout our team, and I am confident that Mike’s extensive knowledge and history of success in this industry makes him the right leader to unlock the value in RumbleOn for our shareholders. I am confident that Mike is the right choice to lead RumbleOn.” Kennedy brings more than 30 years of Industry leadership to the position… Harley-Davidson dealers will remember his 26-year tenure with The Motor Company. Kennedy spent 26 years at Harley, culminating in his role as Vice President & Managing Director, Americas from 2010-2017, where he managed a network of 800 dealers throughout

North America and Brazil. He also held leadership roles at BRP Inc. and Buell Motorcycle Company. Most recently, he served as President and CEO of Vance & Hines (20192023), where he oversaw strong organic growth, margin expansion and value creation. “We are very excited to welcome Mike Kennedy as our CEO,” adds Steve Pully, Executive Chairman of the RumbleOn Board of Directors. “After carefully considering a wide range of candidates, the Board is confident that Mike is the ideal choice to lead RumbleOn through its next chapter of growth and shareholder value creation. Not only does Mike share the company’s passion for powersports, but he is also a seasoned leader with a proven track record of driving significant positive transformation.” “I am impressed with the recent transformation that began at RumbleOn in June of this year,’ concludes Kennedy. “I’m extremely optimistic and excited about the opportunity to lead RumbleOn as its Chief Executive Officer and will continue the positive change that the current board and management have started. I’ve known Mark Tkach and Bill Coulter since my time at Harley-Davidson. I’m honored to have their confidence along with the rest of the Board to lead RumbleOn.”

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THE WORD FROM MIKE KENNEDY

any Harley-Davidson dealers will remember Mike Kennedy from his Dealer Development Days at The Motor Co. But this isn’t his first rodeo. His most recent aftermarket experience with Vance & Hines, Dealer Development expertise with Harley for 26 years, boutique business with Buell and even some metric market forays with BRP back in the day give him one of the most well-rounded points of view in the industry… And he does his own stunts! True story. When Vance & Hines was developing the Adventure Hi-Output 450 exhaust for the Pan America, Kennedy was the stunt rider in the marketing video that went to the media. Dealernews even ran the shot as a spread on the table of contents when the pipe was released. See the video here: www.youtube.com/watch?v=P4KYb7hvOHM How did you first get into this industry?

I grew up in the Milwaukee area and took an entrylevel sales job at Harley-Davidson at Juneau Avenue in June of 1989. I have always respected entrepreneurs — and dealers are the ultimate entrepreneurs! I think a lot of that has to do with my father owning his own business, so I grew up seeing what it takes to successfully run a business; the risk that is on the table, the commitment to employees and the 24/7 commitment and smart management it takes to succeed. Where will your base of operations be now?

While the Company has 55 dealerships across the country, RumbleOn HQ is based in Irving, Texas, so my wife and I have already relocated to the Dallas area. Already bought myself a pair of cowboy boots and am currently shopping for a hat! What motivated you to take on this herculean task? It would have been much easier to go riding! As I said earlier, I like a challenge and I believe there is an exciting opportunity here and with good management and leadership we can structure the Company to combine the power of our Cash Offer tool with our 55 dealerships to grow and expand the Company. We have the equity to go on the offensive to purchase dealerships and we’ll be focused on that as a key element of our business going forward. My expectation is we’re going for a ride worth taking. Those who know you point out the collegiality you always maintained in your dealings with Dealers. How important is the restoration of respect and cooperation between the OEs, Aftermarket, MIC, AMA, NPDA and Dealers to the future of our Industry? I think it is critically important. If we have a divide within our own industry how can we be expected to deliver a great experience or even manage ourselves to be positioned well compared to other options for the customer? Will RumbleOn’s Dealerships become Members of the NPDA? I don’t see why not. The NPDA vision is a great path forward for all.

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RETURN OF THE MOPED?

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y Moto Cycle is a European-made moped, proudly manufactured in Slovenia, explains importer Mario Aleksic. “With its beautiful nostalgic design and a rich history dating back as far as 1948, we are thrilled to bring back the essence of pure nostalgia.” Aleksic was so taken with the concept of an affordable, reliable, street legal, nostalgic ‘no-ped” that he shifted from running his dealership in Knoxville to Florida to focus on the import aspect.

“Our moped represents not just a mode of transportation but a journey through time, combining the craftsmanship of yesteryears with modern innovation,” Aleksic adds. “We invite dealers to explore our website and discover the allure of My Moto Cycle – where tradition meets the road ahead.” A Moped For Everyone With the buzz on EVs being muted by infrastructure and technology concerns, the River model checks a lot of boxes in the urban mobility market. “At 49cc we are street legal in most states and the semi-automatic transmission makes for a moped with an amazing riding experience,” he explains. “It has enough power to handle a heavier rider and the 17-inch rims are perfectly suited for tackling the terrain of the urban jungle. They are designed for the everyday urban commuter, whether you need to zip to the local store, get to work, or simply enjoy all-around fun. Our mopeds are the epitome of college and university campus transportation at its finest!” Due to some international copyright concerns the name had to be changed… which led to a year’s worth of attorneys wrangling with each other, so the new model is called the “River” in homage to hometown were the

factory has been located since 1948. However, Mario is one of the owners of Roland Motors… and Roland Motors has a partnership with Slovenia company MC Motors — just call the “new” bike the River and move on. “We brought a new 49cc to the market. It’s really not new,“ he quickly concedes… and that is part of its charm. So too is 80 mpg, MSRP under $4K and a generous dealer margin. “We’re blessed enough to bring this “motorcycle” into the market,” he explains. “Scooter Steve” from Wynwood, Miami, was actually one of our first dealers that signed up with us, so he can call it a ‘scooter’ if he wants, but technically it’s a motorcycle not a moped in most jurisdictions. Usually a moped has the pedals, and a scooter usually has a little step-thru space in between the seat and steering stem… we don’t have either. So we’re kind of like a moped bike, or a bike from the past or a moped without pedals… It took a long, long time for us to get all the paperwork together with EPA and DOT!” We are sticking to the 49cc displacement and we do manufacturing with a semi automatic clutch, which differentiates from a lot of other people. But here’s the fun part, I don’t really want to say this on camera, but at 280 pounds, that 49cc with a semi-automatic had no problems… I went up to almost 9000 feet up the mountain on it. So we are really proud that we actually developed the engine and transmission unit that can take big guys up into the hills.” Also note it has a chain drive…. “very nostalgic, very robust. We pride ourselves on durability and capability of the entire bike.” And they back it with a year limited warranty.

Features & Specs “All our units are fully compliant with EPA and DOT regulations, ensuring they are completely street legal,” claims Mario. “To sell our units, dealerships must hold the necessary licenses and certifications.” Note Aleksic is looking for dealers who share his vision, not just another SKU. In fact, he personally took his first production bikes on a dealer tour from Miami to deep in the heart of Texas as he vetted potential open points. True story! 49cc Engine 4-Stroke GVWR 569 lbs. 80+ MPG Price MSRP starting at $3,750 mymotocycle.com/dealer-registration

AIMEXPO

NPDA PRESENTS HOW TO PREPARE FOR 2024

Expert Perspectives From Dr. Paul Leinberger, Jim Woodruff and Tony Gonzalez

“

he landscape for the powersports industry in the approaching year is rife with challenges, but also opportunities,” notes NPDA Organizational Director Darris Blackford. “A panel of experts offers its thoughts on what to expect and how to move your business ahead in 2024.” Special guests for this panel included: • Jim Woodruff, Chief Executive Officer, National Powersport Auctions • Tony Gonzalez, Chief Executive Officer, Garage Composites • Dr. Paul Leinberger, Futurist/Strategist • Moderator: Robin Hartfiel, Editor, Dealernews

“The goal was to go from a 30,000 foot global macroeconomic view courtesy of Dr. Leinberger, follow it up with the wholesale pre-owner perspective courtesy of NPA CEO Woodruff and then see what this top down viewpoint looks like from the Dealers in the trenches courtesy 20 Group’s collective point of view presented by Garage Composites’ Gonzalez,” explained the moderator. “Each of these experts comes at their point of view from opposite ends of the spectrum with a wealth of knowledge… but the truly interesting thing was they all said the same thing in our post session recap: I learned so much from the other two! “Dealers have the benefit of learning from all three — for free — by virtue of NPDA,” claims Hartfiel. But be warned, even at 1 hour, this webinar is like drinking from a fire hose, he cautions. Dr. Leinberger’s Macro View “Let’s start by looking at where we are today,” is how Dr. Leinberger launched the big picture POV. “As we enter

2024, inflation seems to be under control… and holding. The Federal Reserve’s inflation gauge has just dropped to a two and a half year low. That’s adding to bets that the Fed will begin cutting interest rates in spring. So that’s Trend #1. That’s your first good news trend. We’re expecting lower interest rates in the spring — right now they’re 3%. In September, they were at 3.7% and back in June of 2023, the rate was 4.3%. So we keep going down. From an economic standpoint, at least how the Federal Reserve looks at it, things could be pretty good next year… although next year is going to be well, let’s say ‘complicated’ because it is an election year. As we move into 2024, there are two themes that would dominate both your time and attention. Number one: rapidly changing technology. Number two, What I call today’s confident consumer. All of this is happening against the backdrop of very significant challenges as we all know, accelerating climate change, growing economic inequality, declining trust — trust is at an all time low in the United States, by the way — increased polarization and an uncertain economic environment going into 2024. First, let’s talk about technology. We are now in the beginning of year one of the greatest technological revolutions the world has ever seen, greater in fact, than the Industrial Revolution. That’s really hard to put into perspective. But it really is the case — we are moving into what might be called the digital age. Whether you’re talking about AI, chat GPT, large language models, next generation robotics, multimodal foundation models, or quantum computing, these are all things that many of us knew nothing about — I certainly didn’t a year ago — yet they are beginning to dominate the

scene. In 2024, it will affect everyone in your own life, as well as transforming your dealership. Second, a rider or potential rider coming through your door has changed. They are probably the most demanding and sophisticated consumer I’ve ever seen in 24 years. Today’s consumer is under pressure. 72% say external forces, such as rising prices, are impacting their lives directly. Third, they see themselves as ever changing — 67% say their behavior is changing as a result of the changes in the world around them. And fourth, they’re demanding — 60% expect you as a dealer to address their changing needs… And do that in ways that are different than you’ve done in the past. You cannot be the same dealer you were in 2023. So under pressure paradoxically ever changing and demanding. I think the catch word to think about as we go into 2024 is “CAVE” Complex, Ambiguous Volatile, and Everywhere. They like being online as well as coming into stores and they want to do both. They want a personalized shopping experience. They’re comfortable with technology, and they’re looking for sustainable products… In the end, what they’re looking for is a sense of community, a community that only you can give them and they would love more fun experiences. So that’s where the consumer is today and you can expect them to be there tomorrow. So focus on both the consumer themselves and the changes that are taking place in technology. Jim Woodruff’s Pre-Owned Perspective Obviously, we’ve got a keen insight on what’s happening in the wholesale market, which I think is a great read through to what’s happening at retail. The first thing is that retail nationwide — using registration data as an indication — this year has seen some slowing. Overall, the total new and used vehicles sold are down about 6.6% from last year, and down about 1.7% from 2019. So not a lot, but definitely down a bit. One of the interesting things to me is that new unit sales are down 2.3% from last year, however they’re up 13.3% from 2019. There are some product categories that are up, there are some product categories that are down, but that’s the blended view. On the flip side, when we look at the used side, it’s down 9% from last year and down 2.7% from 2019. New unit supply improved significantly. On the new side dealers now have the inventory that they need — they had a backlog that they were able to fulfil, they were selling new units instead of used units, and used: new sales ratios shifted towards new. I think one of the things looking into 2024 is that we’ll see that reverse — we will go back to a more normal balance of used and new sales. The other thing that we’re seeing is that on the pricing side at wholesale, we’re at the low point of the year. Thankfully, this year had a more normal seasonality shift (vs COVID), but we saw a significant price decline from the COVID peak pricing. In fact, a typical year might swing about 15% from the spring peak to the fall low. This year, we’re looking at about 25%. So significantly more. Generally speaking, wholesale pricing has returned to about pre-pandemic levels, with metric product still roughly 5% above. COVID pricing is gone. Dealer inventory is up… and the pricing pressure is on to sell. Dealers are at about seven months of inventory right now… that’s about double what it was last year and up from what we would typically see. The key drivers are consumer spending, credit availability, time and interest (in

powersports). One of the nice things we had during COVID is that people had time and money, and they spent it on our products. Moving forward, consumer spending is really the biggest thing to watch. Unemployment is at an all time low, consumers have disposable income, but it is getting eaten away by inflation. Dr. Leinberger had a lot of the key things that drive people to our industry, and I think there is a lot of opportunity to take advantage of those things. I’ve got all the data, but where’s it gonna go? This is my personal prognostication — I do not have an economics degree — but I believe that consumers’, compared to this year going into 24, level of interest in powersports, and the time they have available to dedicate to it will remain fairly steady. I think unemployment will rise a bit, but I don’t think we’re going to see the recession that we thought would be this year. I think employment will apply a bit of a downward pressure, but not enough to have a significant impact. Disposable income will definitely be down as inflation eats into people’s paychecks. Credit is going to be tighter and a lot more expensive and demand will be fairly flat. So I think overall volume will probably be about what we saw here in 2022, plus or minus a point or two. I do expect the shift to go back towards Used vs. New. If I had to make a guess at what 2024 is going to look like, my best guess would be it’s going to look a lot like 2019. My recollection of 2019 is that it wasn’t a bad year, but it definitely wasn’t a rockstar year. I think America is gonna look a lot like 2019, but weirdly it is going to feel a lot like 2007, back when we were coming off some highs in and 2006 the crash of 2008 was in looming in the air. Consumers were holding back a little bit. I don’t think we’re going to tip into a recession yet. It’s just going to “feel” worse than it will actually be. There are a number of strategies that the industry in general can employ. Price pressure is going to be key, at both wholesale and retail. It’s just a fact, we’re going to have to live with lower margins to be able to get product to move. Turn times are going to be absolutely critical! Manage your inventory, stay lean in 2024. Don’t go big. You can always replace a unit, you can’t replace a dollar. So if you’re heavy on inventory that’s depreciating rapidly, you have to get rid of it, you’re gonna take a hit. Keep the cash instead, maintain the inventory you know you’re going to need… and nothing more. And if it turns out that the year is better than you thought, we will be happy to help you get more pre-owned product. (chuckles.) Tony Gonzalez On How The Dealer Sees It Tony, did we forget how to sell? Do dealers even know what this means? We’ve got all these added pressures, but the market is not there. How do we go into 2024? And how do we do it better? “You took the words right out of my mouth. Dr. Leinberger started off by saying something that was just super profound — 60% of your customers expect you to change how you operate within your walls, and they want you to continue to evolve with them. I listened to some of the things that Jim was talking about as far as supply on the pre-owned side. In looking through our composite and natural national norms, the industry has, year-over-year, taken on $1.3 million, almost $1.4 million more dollars in inventory that is still sitting on the floor. We’re about 78+ units year over year. Continued on page 30

AIMEXPO

Continued from page 29 One of the more profound things is if we talk about month supply in the dealership space… I was really good at painting that pre-owned picture of what’s going on out there. If I look at our inventory levels, year over year, on road inventory went from 2.8 months supply to a 4.4 months supply. Our biggest players in the ATV space went from a 3.1 to a 4.4. And then the #1 product that we sell in the industry, UTVs went from a 2.4 month supply to a 4.2 month supply! Winter is coming! Our #1 point to dealers right now is “you’re going to learn how to sell!” You have to learn how to sell because customers are not just going to come in and buy as they did for a good two and a half years. We’ve said this many times on the podcast and in our 20 Clubs” A lot of dealers have very green sales teams that came into the industry at a time when dealers held all the cards. A lot of the sales staff either are brand new and don’t know how to sell or quite frankly, they atrophied over three years and they just took super easy deals. Because at those margins, we were doing really well. So our #1 point is you have to get back into a culture of training. You have to get back into a culture of being inventive. You have to give your customers a reason to walk into your store. Another salient point that I heard was, you know your customer is going to go look online. They’re gonna come into your store, they’re going to touch it, feel it, squeeze it, they may leave, they may go back and go get online, whether it’s on their phone or through the Internet. If you haven’t given them a really good reason to come back into your store and enjoy your experience you have lost the sale. Dealers, get back into a culture of training, get back into a culture of selling, get back to texting, get back to phone calls, get back to emails, get back to really good greets, and get rid of some of this inventory! Cash is king to Jim’s point. You can’t put a pre-owned unit or a new bike into the bank, you put dollars into the bank. We need dollars flowing through these businesses to make sure that cash still remains King. The other thing that we don’t want to do is panic. None of our indicators from our composite are telling us that we need to run for the hills. As I’ve said several times to my dealers, you have this playbook you just have to reach back into your filing system, dust it off and play it. We’re saying a really good way to start is aggregate data starting in 19, maybe 17, 18, 19 and average it, you don’t need to just give your stuff away. That leads me to the last thing which is you want to have that blended margin blended volume aspect to your dealership. We most certainly want to hold margin on some of the best stuff that we have, but we’re gonna hold margin on that if we have 50 of these things sitting in crates out back. Be willing to take a skinny deal and hopefully I can hit them in finance & insurance and get them into our fixed operations P&L — and still keep the customer happy for life. You have to have that blended look when you are selling units, parts and accessories or in service as well. We’re always a salescentric company, we firmly believe in selling your way into profitability. And control your expenses, we really need to look at our inventory levels in not only major units, but parts & accessories, look at your expenses and all of your fixed operations, your admin expenses, look at ways that you can put one more penny into the bank at the end of every day, at the end of every week, at the end of every month!

NPDA DEALER EDUCATION

he National Powersports Dealer Association (NPDA), was founded in 2021 to help the franchised and independent powersports dealer through special services, products, programs, education, and advocacy of dealer views and concerns to create a professional, successful, and profitable industry. The association’s mission to benefit dealers is based on PURE intentions… Literally. PURE = Promote, Unite, Represent, Educate. The educational pillar that will ultimately offer a complete online LMS (Learning Management System), starting with series of business basics 101 all the way up to graduate degree programs with top 20 Groups. Kickstarting the NPDA University has been a popular series of webinars, free of charge to Dealers. So far topics have ranged from FTC Compliance and VIN data details to Plugging Into EVs. “However our most popular webinar to date was the meeting of the minds addressing how to prepare for 2024,” notes NPDA Organizational Director Darris Blackford. In fact, it has been archived and made available at the new NPDA Dealer Portal. “Word spread like wildfire with our 400+ dealer members and we were inundated with requests to make it available,” Blackford adds. Even if you are not an NPDA member, you can cut to the chase and access it here: LINK “We are heading into AIMExpo with the goal of more than 500 Dealers,” he adds. “These Dealers have joined us in our Mission: ‘To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.” In the run-up to the trade show in Las Vegas, NPDA is continuing to present webinars offered in conjunction with strategic partners and industry experts alike. To see the full schedule and register for any of the forthcoming sessions, click here: www.npda.org/webinars

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TUE 2 9 16 23 30

APR MON 1 8 15 22 29

TUE 2 9 16 23 30

JUL MON 1 8 15 22 29

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OCT MON 7 14 21 28

TUE 1 8 15 22 29

WED 3 CIN PHI CIN 31

THU FRI 4 SAN DEN DAL SAC ATL LAK DAL

WED 3 CIN PHI CIN

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WED THU FRI 5 SAN 4 CIN DEN DAL PHI SAC ATL CIN LAK DAL 31

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THU FRI 1 SAN DEN DAL SAC ATL LAK DAL 29

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THU FRI 2 SAN DEN DAL SAC ATL LAK DAL 30 31

MAY MON

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6 13 20 27

7 14 21 28

AUG MON

TUE

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5 12 19 26

6 13 20 27

CIN PHI CIN 28

THU FRI 1 SAN DEN DAL SAC ATL LAK DAL 29 30

THU

NOV MON

TUE

WED

4 11 18 25

5 12 19 26

CIN PHI CIN 27

FRI SAN DEN DAL SAC ATL LAK DAL 28 29

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MAR MON

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FRI SAN DEN DAL SAC ATL LAK DAL 28 29

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TUE 4 11 18 25

SEP MON 2 9 16 23 30

TUE 3 10 17 24

DEC MON 2 9 16 23 30

TUE 3 10 17 24 31

THU

NPA Closed

MARKET INSIGHTS | POWERSPORTS Q3 2023

POWERSPORTS VALUES VS. TRAFFIC

AVERAGE RETAIL VALUE AND TRAFFIC VIEWS BY CATEGORY

Formerly NADAguides

CRUISERS POWERSPORTS VALUES VS. TRAFFIC AVERAGE RETAIL VALUE AND TRAFFIC VIEWS BY CATEGORY CRUISERS

SPORTBIKES

Market Insights POWERSPORTS Q4 2022

Dealernews Research

By Lenny Sims

MARKET INSIGHTS: POWERSPORTS INDUSTRY OVERVIEW 2023

uilt on our 40+ year legacy of delivering the most trusted powersports valuations and information in the industry as NADAguides, J.D. Power Specialty Valuations delivers accurate in-depth and marketreflective shopping and pricing data that help our customers make the right decisions for their businesses. Through our print, digital, online, web service, raw data and web syndicated offerings, J.D. Power Specialty Valuations leverages our industry-leading experience to help dealers, finance companies, insurance companies and government agencies navigate an ever-evolving marketplace armed with the unbiased, accurate and comprehensive data they need to succeed. Stop by Booth #7017 at AIMExpo for details. No secret that the COVID bubble has burst. Powersports segments cooled notably in the second half of 2023, reflecting a more difficult trade environment and tougher finance conditions. Most segments of the motorcycle, marine, RV and auto experienced drop offs.

In the motorcycle segment, values for the most recent 10 model years of cruisers averaged 6.8% lower in the first 10 months of 2023 compared to the same period of 2022. These figures are essentially back to pre-pandemic levels. Sportbikes averaged 2.8% lower in the current period than year-prior, with a dip in the most recent valuation period. In the side-by-side segment, the Utility segment averaged 8.3% lower in the first 10 months of 2023 compared to the same period of 2022, putting them back near the prepandemic level. The Sport segment averaged 6.2% lower in that period. Caveat emptor: Market conditions cooled noticeably in the second half of 2023. This reflects equity challenges and higher interest rates. Cruisers and Utility side-bysides have corrected most notably, but the market overall is performing more like 2019 than 2021.

POWERSPORTS VALUES AVERAGE RETAIL VALUE BY CATEGORY – LAST 10 MODEL YEARS SPORT SIDE BY SIDES

UTILITY SIDE BY SIDES

J.D. Power Specialty Valuation Services (formerly NADAguides) is a leading provider of specialty vehicle valuation products and services SPORT SIDE BY SIDES to businesses. The team collects and analyzes tens of thousands of wholesale and retail transactions per month, and delivers a range of guidebooks, web service data, analysis and digital data solutions. J.D. Power is a global leader in consumer insights, advisory services and data and analytics. A pioneer in the use of big data, artificial intelligence (AI) and algorithmic modeling capabilities to understand consumer behavior, J.D. Power has been delivering incisive industry intelligence on customer interactions with brands and products for more than 50 years. The world’s leading businesses across major industries rely on J.D. Power to guide their customer-facing strategies. © 2023 J.D. Power. All Rights Reserved. CONFIDENTIAL & PROPRIETARY

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

IF IT WORKS IN HERE, IT’LL WORK OUT THERE.

GET DIALED IN WITH YOUR PEERS

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AIMEXPO

NOVEMBER ‘23 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

20%

Pre-Pandemic Trends

*All data provided by National Powersport Auctions includes live and online transactions from all NPA locations. Closed OEM auction data is excluded. For more info visit NPAUCTIONS.COM.

-11%

RV / CAMPER

SIDE X SIDE

ATV

-14%

DUAL SPORT

METRIC CRUISER

-20%

SPORT

-13%

MARINE

-10%

-4%

NOVEMBER ‘23 VS. NOVEMBER ‘22 AVERAGE WHOLESALE PRICE CHANGE

10%

6% 0%

-7%

-10%

-20% -24%

RV / CAMPER

-25%

MARINE

-30

-15%

-16%

ATV

-20%

-9%

From the entire NPA family, we’d like to thank our customers and partners for another amazing year! Let us be the first to wish you a Merry Christmas, Happy Holidays, and a prosperous New Year. We’re looking forward to seeing everyone in February at AIMExpo. Viva Las Vegas!

DUAL SPORT

As we prepare to close out the year, we expect pricing across the product spectrum to continue leveling-off as dealers prep for Spring. Despite higher-than-normal levels of new inventory versus 2019, dealers continue to express that they need pre-owned inventory to help balance product mix and price points. With the expectation that AWPs will increase in a few months, look for competition in the lanes to continue heating up. While it may be cold outside, the auction is your place to warm up your inventory.

SPORT

End of the 2023 Season

METRIC CRUISER

November Average Wholesale Pricing (AWP) produced varying results versus the prior 90-day comps. Domestic Cruiser pricing remained relatively stable, with Metric Cruisers and Sport bikes producing subtle gains. Core off-highway products, MX, ATV, and SxS, all had nice increases in pricing, even producing upticks when comparing AWPs versus 2022. While smaller volume categories like PWC and RV continued to show softer values last month, the more mixed results across the product spectrum signal a flattening market. With auction volumes increasing mildly and the potential of higher prices in the Spring, bidders are exhibiting more urgency in the short term.

10%

DOMESTIC CRUISER

Varying Results

14%

DOMESTIC CRUISER

November is the official kick-off to the holiday season as consumers hit retail stores and showrooms looking for bargains. For our industry, new unit incentives and promotions are available for the first time in over two years as dealers get ready to receive model year 2024 units. Historically, promotional activity from OEMs has impacted auction values as franchise dealers shift their attention from used units to clearing out new current model-year units. From a seasonal perspective, 2023 pricing continues to follow pre-pandemic trends, with values showing signs of leveling-off as we approach the end of the year.

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Come see us at AIMExpo: Booth 9017

ON A CHARGE!

KTM Drops In At AIMExpo

FELT FINDS NEW HOME

Doesn’t Fall Far From Pierer Mobility Group

VOLCON OPERATIONAL UPDATE eBikes Sell Through, Stag Supply SNAFU

CURRENTS

excellence and national service, the initial shipments of the Stag will be dedicated to fulfilling our orders with the U.S. Army Corps. We believe this underscores our product’s robustness and suitability for demanding applications. Following the fulfillment of this contract, we will begin distribution to dealers for the broader public.” Even with the supply chain SNAFUs and military obligations, Stags are coming in Q1 according to Davis. “We are confident in our timeline and anticipate initiating shipments in the first quarter of 2024. This schedule is informed by the estimated timeline for testing and validation of the EPM and APM, and reflects our commitment to deliver a product that not only meets but exceeds expectations in the evolving landscape of electric powersports.” He concludes, “Volcon remains steadfast in its mission to revolutionize electric off road mobility, and we appreciate the patience and support of our customers and stakeholders as we approach this exciting milestone.”

VOLCON OPERATIONAL UPDATE

According to the latest Operational Update, EV pioneer Volcon is ready to charge into the New Year! The company saw an increase in sales for its EVO and Volcon Youth Motorcycle lines as well as Brat e-bikes, with Volcon attributing much of this success to effective holiday promotions and steady production advancements. The bad news was the Stag UTV encountered some lingering supply chain issues. The company is working closely with vendors to ensure these issues are comprehensively addressed. Volcon stated it will provide updates once a final release date is determined. “While we previously announced challenges related to supply chain issues, we wish to clarify that these challenges are specifically limited to two components,” notes CEO Jordan Davis in the latest episode of Volcon’s video series Electric Corner. “The focus of our attention is on two modules that require minor software and hardware updates. Following completion of the applicable updates, we will enter into a short term testing phase to ensure proper operation. Our team is diligently updating and verifying the software associated with these components to ensure they meet our uncompromising standards for quality and performance.”

CAKE JOINS COUNCIL

In the meantime, frames and the bulk of the heavy lifting is done and production units have been pre-assembled pending the final two module updates. “We are pleased to report that the remaining componentry of the Stag is in order, with componentry either on site or in route for production,” confirms Davis. “Our manufacturer’s facility is primed and ready to commence the manufacturing of the vehicles for commerce as soon as the EPM and APM are functioning optimally.”

“The powersports industry is stronger when we stand together, and we are stronger today with CAKE 0 Emission joining the Motorcycle Industry Council,” adds MIC CEO Erik Pritchard. “We look forward to working with CAKE and the thousands of powersports companies across the country to continue our work of preserving, protecting and promoting motorcycling.”

However, the first production units to roll off the line are already spoken for. “In line with our commitment to

MOTORCYCLE

INDUSTRY

Swedish eBike innovator CAKE joined the Motorcycle Industry Council on the eve of AIMExpo. The new membership underscores MIC’s electric commitment in the US, in both the on-road and off-road scene, according to Mark Bense, CAKE’s Head of Operations for North America. “CAKE is honored to be recognized alongside a long list of motorcycle industry powerhouse brands. The new membership demonstrates CAKE’s commitment to the industry for better, safer and more responsible motorcycling.”

Interested in following CAKE’s charge into the U.S. EV sector? The Motorcycle Industry Council will be in Booth #6007 in the MIC Business Center & AIMExpo Show Office in Las Vegas.

start-up founders and corporate executives everywhere — ‘fake it till you make it’ is not an excuse for fraud, and if you mislead your investors, you will pay a stiff price.”

NIKOLA FOUNDER FOUND GUILTY OF FRAUD

Trevor Milton Sentenced To Prison Nikola Corporation founder Trevor Milton was sentenced to four years in prison by U.S. District Judge Edgardo Ramos in New York for engaging in securities and wire fraud in connection with his scheme to defraud and mislead investors about the development of products and technology developed by Nikola. Milton was previously convicted of fraud after a one-month trial before Judge Ramos. In announcing the verdict, Damian Williams, the United States Attorney for the Southern District of New York, stated, “Trevor Milton lied to investors again and again — on social media, on television, on podcasts, and in print. But today’s sentence should be a warning to

According to the indictment, statements from at least in or about November 2019 up through and including at least in or about September 2020, Milton engaged in a scheme to defraud investors by inducing them to purchase shares of Nikola Corporation, the electric- and hydrogen-powered vehicle and energy company he founded, through false and misleading statements regarding Nikola’s product and technology development. His scheme was said to target individual, non-professional investors — so-called “retail investors” — by making false statements via social media and television, print and podcast interviews. The court adds Milton took advantage of the fact that Nikola went public by merging with a Special Purpose Acquisition Company or “SPAC,” rather than through a traditional IPO, by making many of his false and misleading claims during a period where he would have not been allowed to make public statements under rules that govern IPOs. In addition to the prison sentence, Milton’s lawyers had argued he should receive probation for his misdeeds; prosecutors urged a sentence of 11 years. Milton was sentenced to three years of supervised release, ordered to forfeit a property in Utah, and ordered to pay a fine of $1 million, the court states.

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See how they can power your journey at www.odysseybattery.com

AIMEXPO

CURRENTS

Purchased by Triumph (Booth #5023) in June of 2022, OSET Bikes was originally formed in 2006 by Ian Smith who built the first model of electric trials bikes for his son Oliver — OSET actually stands for “Oliver Smith Electric Trials.” Call them what you will, opportunity is knocking just in time for AIMExpo. OSET is now looking for a select group of dealers for key markets in both the USA and Canada. Contact Andrew Buckley at +1-678-953-9414 or click here: osetbikes.com/us

GOOD THINGS STILL COME IN SMALL PACKAGES!

Proving the old adage, electric trials bike OEM OSET has launched its TXP line in 20” and 24” sizes. Standing for “Trials, Xplore and Play,” the all-new TXP models offer a significant advance in battery and motor technology. “These bikes are a complete, ground-up redesign over the existing models,” explains Ian Smith, founder and CEO of OSET Bikes. “You cannot underestimate the work that has gone into these bikes. We have analyzed every single component to ensure we reach the highest standards of excellence possible with today’s technology. From frame to forks and battery to brakes, we have researched and developed every inch of the bikes and are delighted to announce what really is a new generation in electric, offroad bikes.” The TXP bikes will also dramatically change existing offroad convention by including two seat options. Convertible, trials and explore configurations will enable riders to develop skills across different riding environments, with just one bike. “We understand that a traditional trials bike without a seat can feel like an alien concept, so we offer two entry points,” adds Smith. “The same bike will suit a backyard rider or a person competing at the highest level of trials competition. Simply dial it up or down and change the seat or trials unit to suit ability and adventure.” The TXP-20 is aimed primarily at children aged seven to nine and offers an increase in battery capacity over its former model, whilst the TXP-24 is aimed at pre-teens, teens and adults. “The bike is capable of usurping the gasoline powered 80cc equivalent trials bikes – the same as the original 20” OSET bike did in the 50cc class,” states Smith. “The TXP models take that heritage and deliver a complete game changer again! The writing is on the wall… and it says OSET!”

KTM CHARGES INTO LAS VEGAS

Following the successes of both the KTM SX-E 5 and KTM SX-E 3, KTM charges into AIMExpo with the all-new SX-E 2. Billed as a real-world intermediary package, the SX-E 2 bridges the gap between mini-cycle and motorcycle. At the heart of matters is a lightweight, maintenancefree 1.8 kW HUB Motor powered by a water-resistant BLi300 Lithium-ion power-tool-type battery, delivering a maximum of 50 Nm. Being devoid of any additional parts like chains or sprockets, this “HUB-Motor-Concept” keeps weight low and provides added safety in the event of a crash. Speaking of safety, the SX E-2 is fitted with a roll-over sensor that cuts power in the event of a crash or tip-over. A wrist lanyard key also provides a direct connection between the riders and the kill switch, which stops the motor in the event of an uncontrollable riding scenario. Charging is taken care of by an external charger supplying up to 500 W that can be connected to any 110- or 230volt socket, taking approximately 60 minutes to achieve a full 100% charge, according to the Orange Brigade. However, the real perk comes with the ease of swapping the battery with one easy movement, extending ride time with multiple batteries, and easy battery replacement in case of damage. This also acts as an anti-ride device, with the battery simply removed. Find out more about KTM’s charge into youth EVs at AIMExpo in Booth #3099.

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CURRENTS+

FELT DIVESTED IN FAVOR OF MOTO FOCUS

Pierer Mobility, parent company to KTM, Husqvarna and GasGas, reported it is selling both Felt Bicycles and R Raymon bike brands as part of a strategic plan to divest its non e-bike business. This will enable the Austrian-based company to focus on its core e-bike and motorcycle brands. Although Felt is being sold it won’t be falling far from the Pieier Mobility tree: Felt Bicycles is being sold to a new consortium led by Florian Burguet, the chief sales officer for New Mobility at KTM. The deal is expected to close in the first half of 2024. Founded in 1991 by motocross mechanic Jim Felt — remember his Moto-inspired beach cruisers? The eponymous Felt Bicycles eventually focused on time trial and triathlon bikes as it underwent several ownership changes, including being acquired by the Rossignol Group in 2017 and Pierer Mobility at the end of 2021. In recent years, Felt Bicycles moved away from selling mountain bikes to cover road, triathlon and gravel bikes. Spinning of Felt is part of PIERER Mobility’s master plan to bolster its core motorcycle business. “In the motorcycle business, the cost of dealer inventories has risen sharply due to significantly higher interest rates despite good market demand,” according to Austria. “PIERER Mobility is strengthening its dealer structure by extending payment terms and offering higher discounts. “Due to the sufficient liquidity reserves available, PIERER Mobility AG supports not only its dealers but also its suppliers in order to cushion the significantly increased financial burdens caused by the rise in interest rates… We expect the global economic environment to be difficult in the 2024 financial year. For the PIERER Mobility Group, 2024 will be a year of consolidation, which will be used to strengthen the core business.” Find out updates on the Felt saga at AIMExpo: Felt Bicycles, Husqvarna E-Bicycles and GasGas E-Bicycles will be in Booth #6101

BIRD GROUNDED

Mobility Scooter Moves Into Bankruptcy Billed as “an environmentally friendly electric transportation company,” Bird Global has filed a series of “First Day Motions” with the Court to facilitate a smooth transition into bankruptcy. These filings provide for payment of wages and benefits to employees and make other provisions to enable Bird to continue operating. Bird expects the Court to approve these requests, which are expected to minimize the impact of the restructuring process on its city partners, riders, employees and other key stakeholders. “This announcement represents a significant milestone in Bird’s transformation, which began with the appointment of new leadership early this year,” claims Interim Michael Washinushi. “We are making progress toward profitability and aim to accelerate that progress by right-sizing our capital structure through this restructuring. We remain focused on our mission to make cities more livable by using micromobility to reduce car usage, traffic and carbon emissions.” Bird has commenced a voluntary Chapter 11 bankruptcy proceeding in the U.S. Bankruptcy Court for the Southern District of Florida. The Company will use the courtsupervised process to facilitate the sale of its assets and has entered into a “stalking horse” agreement with the company’s existing lenders, which effectively sets a floor for Bird’s value. The bid is subject to higher and better offers and is aimed at maximizing value for all stakeholders. Bird expects to complete the sale process in the next 90-120 days. Bird Canada and Bird Europe are not part of the filing aStakeholders with questions can contact the company’s Claims Agent, Epiq, at bird@epiqglobal.com

BUILT FOR THE ROCK , THE HARD PLACE , AND EVERYTHING IN BETWEEN

THE ALL-ELECTRIC VOLCON STAG FINANCING AVAILABLE

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MEXPO

YOU ARE HERE! AIMExpo provides the powersports industry a 3 day, trade-only event that delivers the right products, the best deals and powerful education at the right time of the year. AIMExpo offers an immersive experience you simply cannot get in a digital setting. By providing a platform to engage with colleagues, key exhibitors, distributors, media outlets and influencers, as well as learn about and discuss the important issues currently facing our industry, AIMExpo brings the industry together in one place, at one time. Now is the time to build on the momentum the Industry has gained. Share ideas, collaborate, communicate and be inspired – Success starts at AIMExpo. CONNECT | ENGAGE | UNITE

With nearly 300 exhibitors represented on the AIMExpo show floor there will be thousands of new products on display, many being unveiled for the first time at AIMExpo. This unparalleled access to the latest and greatest the powersports industry has to offer puts you a step ahead of your competition. To help highlight the latest products, AIMExpo will host a centralized place on the floor for new products – New Product Central. NPC will have some of the latest products on display as well as a new product presentation stage where participating brands can show and talk about their latest products with our New Product Host. All dealers are encouraged to attend the presentations.

The AIMExpo Industry Party powered by Turn 14 Distribution is an excellent forum for friends old and new after a busy day on the show floor. Powersports is a hard working industry and you deserve a night to celebrate. Peers, brands, media, and influencers from across the powersports landscape come together to celebrate the industry we all love.

AIMEXPO

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SCHEDULE OF EVENTS Open only to dealers and industry professionals, AIMExpo is North America’s powersports trade show supporting and growing the powersports industry. As a platform for brands, manufacturers, and distributors to launch new products and engage with dealers, media outlets and influencers, AIMExpo provides a gathering place for powersports to engage, learn about and discuss the important issues currently facing our industry, and take part in education opportunities that drive profitability. All in one place, at one time! Powersports generates over $50 billion US dollars in consumer spending each year. An industry of this size needs an annual place to learn, network and keep up to speed on current consumer trends. AIMExpo is that place.

TUESDAY, FEBRUARY 6 7am – 6pm: Dealer Registration/Badge Pick-Up | South Hall Lobby 8am – 7pm: Exhibitor Registration | South Hall Lobby 9am – 5pm: Exhibit Hall Open | Show Floor 9am – 5pm: 2 Wheel Showcase | Booth 4141 9am – 5pm: 4 Wheel Showcase | Booths 2154 + 9155 9am – 5pm: MIC Business Center & AIMExpo Sales Office | Booth 6007 9am – 5pm: Dealer Tech Zone | Booth 4060 9am – 5pm: Turn 14 Distribution and AIMExpo e-Bike Demos | Booths 1112 and 8116 9am – 9:30am MIC Breakfast with the Board presented by S&P Global Continental Breakfast & Networking | Disruptive Thinking Stage 9:30am – 10:30am MIC Breakfast with the Board Part 1 presented by S&P Global | Disruptive Thinking Stage 11am – 11:45am MPN Dealer Excellence Track: F&I | Disruptive Thinking Stage 1pm – 1:45pm GARAGE COMPOSITES LIVE PODCAST | Disruptive Thinking Stage 2pm – 2:45pm MPN Dealer Excellence Track: Marketing & Sales | Disruptive Thinking Stage 3pm – 3:45pm MPN Dealer Excellence Track: Training & Talent | Disruptive Thinking Stage 4pm – 4:45pm MIC SYMPOSIUM: Revving Up Your Wealth: Understanding the Value of Your Powersports Dealership Presented by Morgan Stanley & Performance Brokerage Services | Disruptive Thinking Stage 5:15pm: Keynote: Navigating New Horizons: Unleashing Success with Blue Ocean Strategy | Disruptive Thinking Stage 6pm – 8pm: Industry Party Powered by Turn 14 Distribution | Show Floor 6:30pm – 7:30pm: Industry E-Bike Throwdown | AIMExpo E-Bike Track Booth 8116

WEDNESDAY, FEBRUARY 7 7am – 6pm: Exhibitor Registration | South Hall Lobby 8am – 5pm: Dealer Registration/Badge Pick-Up | South Hall Lobby 9am – 5pm: Exhibit Hall Open | Show Floor 9am – 5pm: 2 Wheel Showcase | Booth 4141 9am – 5pm: 4 Wheel Showcase | Booths 2154 + 9155 9am – 5pm: MIC Business Center & AIMExpo Sales Office | Booth 6007 9am – 5pm: Dealer Tech Zone | Booth 4060 9am – 5pm: Turn 14 Distribution and AIMExpo e-Bike Demos | Booths 1112 and 8116 9am – 9:30am MIC Breakfast with the Board presented by S&P Global Continental Breakfast & Networking | Disruptive Thinking Stage 9:30am – 10:30am MIC Breakfast with the Board Part 2 presented by S&P Global | Disruptive Thinking Stage 11am – 11:45am MPN Dealer Excellence Track: Marketing & Sales | Disruptive Thinking Stage 1pm – 1:45pm MIC SYMPOSIUM: Revving Up Growth: The Economic Roadmap for Powersports Sales | Disruptive Thinking Stage

SCHEDULE OF EVENTS Continued

2pm – 2:45pm MPN Dealer Excellence Track: Training & Talent | Disruptive Thinking Stage 3pm – 3:45pm MPN Dealer Excellence Track: F&I | Disruptive Thinking Stage 4pm – 4:45pm MIC SYMPOSIUM: Protecting the Business of Your Business I | Disruptive Thinking Stage

THURSDAY FEBRUARY 8 8am – 12pm: Dealer Registration/Badge Pick-Up | South Hall Lobby 8am – 1pm: Exhibitor Registration | South Hall Lobby 9am – 1pm: Exhibit Hall Open | Show Floor 9am – 1pm: 2 Wheel Showcase | Booth 4141 9am – 1pm: 4 Wheel Showcase | Booths 2154 + 9155 9am – 1pm: MIC Business Center & AIMExpo Sales Office | Booth 6007 9am – 1pm: Dealer Tech Zone | Booth 4060 9am – 1pm: Turn 14 Distribution and AIMExpo e-Bike Demos | Booths 1112 and 8116 8:30am – 9am MIC Aftermarket Summit Breakfast | Disruptive Thinking Stage Ticketed Event 9am – 12pm MIC Aftermarket Summit Ticketed Event | Disruptive Thinking Stage

AIMEXPO

The AIMExpo Disruptive Thinking education platform is designed to help dealers approach their business from different perspectives, bringing together current industry need-to-know content with broad, high-level topics that impact all aspects of business and life. The integration of MIC Symposium content and AIMExpo education, curated in partnership with MPN, creates a platform that will feature keynotes, panels packed with industry powerhouses, and in depth classroom-type sessions covering vital topics facing powersports today and opportunities that lay ahead – all on the show floor. AIMExpo and Motorcycle & Powersports News have partnered to bring the most engaging, actionable education sessions yet to the Disruptive Thinking stage for the 2024 show, featuring three focused tracks: Training and Talent, F&I/PG&A, and Marketing. As a leading industry publication, MPN has the pulse on powersports trends and developments, and understands what dealers need to know today so they can succeed tomorrow.

TUESDAY, FEBRUARY 6

9am – 9:30am MIC Breakfast with the Board presented by S&P Global Continental Breakfast & Networking 9:30am – 10:30am MIC Breakfast with the Board presented by S&P Global Part 1: What trends leadership has seen over the last year, the data behind the trends and what it means for the industry. Moderated by Sam Dantzler, Garage Composites, MIC Board Panel led by Derek Brooks, Yamaha Motor Corp. / MIC Board Chairman and John Hinz, KTM North America / MIC Board Vice Chair (Additional Board Members to be Announced) 11:00am – 11:45am MPN Dealer Excellence Track: F&I Maximize every sale, the bike is just the start: F&I, PG&A with Jason Duncan, McGraw Powersports / JD Baker, Protective Asset Protection / John McFarland, Lightspeed / Zachary Materne, Apiar Commercial Risk Management 1:00pm – 1:45pm GARAGE COMPOSITES LIVE PODCAST The team from Garage Composites will host a live podcast with top dealers on the AIMExpo Disruptive Thinking Stage to discuss today’s hottest issues with Sam Dantzler & Tony Gonzalez, Garage Composites 2:00pm – 2:45pm MPN Dealer Excellence Track: Marketing & Sales How to grow and excel in the digital retail world with Johnathan Aguero, Transax / Jason Nierman, Rollick / Mike Wyrzykowski, Blackpurl / Troy Snyder, Trader Interactive / Martine Nuerva, DX1 3:00pm – 3:45pm MPN Dealer Excellence Track: Training & Talent How to Attract/Retain & Develop Talent (Techs and Sales) with Brent Gyuricza, Maverick Motorsports / AJ Meisel, Plano Kawasaki Suzuki / Michael Maledon, Elway Powersports 4:00pm – 4:45pm MIC SYMPOSIUM: Revving Up Your Wealth: Understanding the Value of Your Powersports Dealership Presented by Morgan Stanley and Performance Brokerage Services. Whether you’re gearing up to step away from your business now or ten years from today, understanding the value of your powersports dealership is critical. Did you know that 98% of business owners aren’t sure about their business’ value? Join experts from global financial leaders Morgan Stanley and Performance Brokerage Services to learn: • The key components that go into determining a dealership’s valuation • Tips to refine the balance sheet that help highlight the dealership’s true value • The actions you can take to grow this value and your wealth over time • Financial planning ideas that will help you make better decisions for your business Paulina Matel & Brad Stanek, Morgan Stanley / Courtney Bernhard & George Chaconas, Performance Brokerage Services

5:15pm Keynote: Navigating New Horizons: Unleashing Success with Blue Ocean Strategy Unlocking Innovation and Growth for Businesses in Uncharted Waters: In a rapidly evolving economy and business landscape, the need for innovation and differentiation has never been more crucial. Join us for a captivating keynote presentation on the transformative power of Blue Ocean Strategy and why businesses should embrace it. Discover the five compelling reasons why this strategy is essential for achieving unparalleled success: • Escape the Red Ocean: Learn how to break free from the cutthroat competition of overcrowded markets and create uncontested spaces ripe with opportunities. • Innovate or Stagnate: Explore how Blue Ocean Strategy fosters a culture of innovation, enabling businesses to continuously adapt, evolve, and stay ahead of the curve. • Maximize Customer Value: Dive deep into customer-centric strategies that not only meet but exceed customer expectations, building unwavering loyalty. • Sustainable Growth: See how businesses can achieve sustainable, long-term growth by focusing on untapped markets and untapped value. • Reshape Industry Boundaries: Witness the power of Blue Ocean Strategy in reshaping industry landscapes and expanding market boundaries. Join us for an enlightening journey into uncharted waters, where the possibilities are limitless, and success knows no bounds. This keynote presentation will leave you inspired and equipped to chart your own path to innovation and prosperity. David Savlowitz & Michael Ponton, Competitive Analytics

WEDNESDAY, FEBRUARY 7

9am – 9:30am MIC Breakfast with the Board presented by S&P Global Continental Breakfast & Networking 9:30am – 10:30am MIC Breakfast with the Board presented by S&P Global Part 2: What trends leadership has seen over the last year, the data behind the trends and what it means for the industry,. Moderated by Sam Dantzler, Garage Composites. MIC Board Panel led by Derek Brooks, Yamaha Motor Corp. / MIC Board Chairman and John Hinz, KTM North America / MIC Board Vice Chair (Additional Board Members to be Announced) 11am – 11:45am MPN Dealer Excellence Track: Marketing & Sales How to grow and excel in the digital retail world with Johnathan Aguero, Transax / Jason Nierman, Rollick / Mike Wyrzykowski, Blackpurl / Troy Snyder, Trader Interactive / Martine Nuerva, DX1 1pm – 1:45pm MIC SYMPOSIUM: Revving Up Growth: The Economic Roadmap for Powersports Sales | Disruptive Thinking Stage Navigating the Future of Thrills, Chills & Potential Economic Spills Buckle up for an exhilarating quantitative journey into predictive analytics that will provide invaluable insights into the future! Gain a firsthand look into the most recent trends and forecasts for power sports sales, power sports pricing indices, and the overall economy! David Savlowitz & Michael Ponton, Competitive Analytics 2pm – 2:45pm MPN Dealer Excellence Track: Training & Talent How to Attract/Retain & Develop Talent (Techs and Sales) with Brent Gyuricza, Maverick Motorsports / AJ Meisel, Plano Kawasaki Suzuki / Michael Maledon, Elway Powersports 3pm – 3:45pm MPN Dealer Excellence Track: F&I Maximize every sale, the bike is just the start: F&I, PG&A with Jason Duncan, McGraw Powersports / JD Baker, Protective Asset Protection / John McFarland, Lightspeed / Zachary Materne, Apiar Commercial Risk Management 4pm – 4:45pm MIC SYMPOSIUM: Protecting the Business of Your Business Subject-matter experts in their respective fields address three key areas of your business you may not be paying enough attention but need to be. Moderated by Jared Burt, Hero Hub with Sanjay Mehta, Risk Management at Liberty Company Insurance Brokers / Human Resources and Benefits at Triada Health / Rick Kallas, Security and Compliance at Fiserv

AIMEXPO

From the beginning when former Advanstar exec Mike Webster and ex-Cycle World publisher Larry Little announced an “American International Motorcycle Expo” was in the works, the mantra was the right people together to see the right product at the right time — original goal was to bring together industry, press, dealers and consumers in a single arena that creates a grand stage for motorcycling in North America, and delivers an efficient and energetic markettimed expo platform for B2B and B2C in the motorcycle industry. “The obvious solution was to create an event that emulates the highly successful EICMA show, which takes place in Milan,” explained Webster back in 2012. Like EICMA, AIMExpo was intended to be a trade and consumer show for the powersports industry timed to align with the fall season reveal of new motorcycles, aftermarket products, safety equipment and accessories. “Using EICMA as a template, the AIMExpo team knew they wanted to host the show in the autumn to coincide with OEM new model launches.” “In the early ‘90s, not long after I became publisher of Cycle World, I attended the trade and press days and saw how the show worked,” added Little. “But It was almost frightening when the show opened to consumers because so many people rushed through the doors during public days.” At that time EICMA was getting more than 500,000 consumers flooding the old Fiera facilities.

THE EICMA EFFECT EICMA & AIMExpo

he 10th Anniversary of AIMExpo coincides with the 110th edition of EICMA — Esposizione Internazionale Ciclo, Motociclo e Accessori. Partly by design and partly by circumstances beyond anyone’s control has the shows celebrating these milestones in 2024. Having been an exhibitor, partner, presenter and unabashed fans of all trade shows, Dealernews has covered EICMA since the 1990s and AIMExpo from its very first formative efforts. Full disclosure, we were also in the trade show game for 50 years with the Dealer Expo, Distributor Expo and International Motorcycle Shows consumer events all coming from the same group. When it comes to motorcycle shows, the gold standard has always been EICMA. Since 1914 Milan has served as the epicenter of the powersports universe. Event organizers made no bones about it when AIMExpo launched a decade ago: AIMExpo was going to be the EICMA of America! The Marketplace Events Group even worked with the Italian Trade Commission to cross-pollinate an American Pavilion in Milan and an Italian Pavilion in Orlando, as well as integrating trade and consumer days. However some things got lost in translation, the location changed, show ownership changed and the focus of AIMExpo went back to a dealer-focused event.

“I came back from that experience totally energized. “Why can’t we do that in America?” I called Mike Webster at Advanstar; he’d been running shows forever. Reality was, at that time, the OEMs weren’t going to do a show like this. They wanted individual dealer meetings. Things changed in the intervening 20 years as Little left Cycle World and Webster was no longer with Advanstar (parent company to the IMS consumer events and Dealernews trade show). “Following the global financial crisis of 2008, budgets had been slashed, and everybody was looking for a better, more efficient way to do business. I spent a year doing research for Mike — interviewing OEMs, aftermarket people and distributors. It looked like we might be able to pull something together.” That “something” evolved into AIMExpo in Orlando in 2014. “Americans look to Italy each year to see the new OEM product. What we identified early from that experience is that the critical component that exists over there that hasn’t existed over here is getting the press to turn out,” relates Little. “If you ensure the media comes, it suddenly makes sense to introduce new products at the show… That is the one thing that would separate us from anything done in North America.” The AIMExpo team hopes this level of media attention will attract a wide scope of exhibitors and attendees — from OEMs and aftermarket exhibitors to dealers, riders and consumers new to the sport.” Certainly the pitch worked on us! Dealernews even chose AIMExpo’s first stop in Las Vegas to relaunch the magazine and we have been covering it, exhibiting at it (remember the two story display we had in Columbus?) and comparing it to EICMA every year.

the great

x-cape

“ This has to be one of the best-looking ADV bikes on the market today. The price makes it look even better.” -CycleNews

X-CAPE / $7,999MSRP

Watch X-Cape Video

HIGHEST MARGINS PREMIUM COMPONENTS

DEALER PORTAL U.S. PARTS INVENTORY

MotoMoriniUSA.com

A TALE OF TWO CITIES From Milan To Las Vegas

ot everyone can swing a trip to Italy for EICMA, but attending AIMExpo in Las Vegas should be everyone’s New Year’s Resolution! “AIMExpo 2024 is gearing up to be our best show yet because of the commitment of 15 OEMs, several major distributors, and hundreds of powersports companies,” says Cinnamon Kernes, VP of market expansion for the Motorcycle Industry Council. “Join us at North America’s biggest powersports trade show.” We scanned the exhibitor list from Las Vegas and compared it to some of the most memorable things we saw in Milan and we were frankly surprised by how many exhibitors are all-in for both events.

SUZUKI SHOWSTOPPERS Suzuki has been an exhibitor at every single AIMExpo and moves front and center of the Las Vegas Convention Center this year (Booth #5001). In addition to the Anniversary edition Hayabusa, the bikes on everyone’s 10 best list from EICMA were the new GSX-S1000GX sporttourer and the fully faired GSX-8R. www.suzukicycles.com

MOTO MORINI: ITALIA DAL 1937 Stands to reason that Moto Morini would have a giant stand in Italy… They have been designing motorcycles in Milan since 1937! However CEO Chris McGee says most of the showstoppers we saw at EICMA are headed to Las Vegas and will be in U.S. dealerships as early as March. This includes the 1200cc version of the X-cape and the ontarget “Calibro” cruiser, along with the Corsaro Sport 750, the Corsaro 750, and the Milano 1200 V-Twin. Like we did last year, Chris has promised us a video walk-around for the U.S. showstoppers.www.MotoMoriniUSA.com

WATTS NIU? NIU has BIG news for the eBike world. Wraps came off the 8,000-watt XQi3 electric motorcycle in Italy. NIU says they are coming to market in March 2024 with an MSRP of $5,499. Learn more about this impressive electric motorcycle and NIU Technologies’ “commitment to excellence in electric mobility” in Booth 9107. See their new powerhouse before its March release to the public. www.niu.com

LOOKING TO BAG MORE BIZ? SW-MOTECH’s range of panniers, crash bars and other over-engineered components are always with a look. SWMOTECH started in 1994 when a mechanical engineer built a tail tank for his Africa Twin for a motorcycle tour to Libya. Many motorcyclists were subsequently interested in the tank, and so a dream trip was made a reality and a business idea was born back in 1999. Bag more business in Booth #6107. www.sw-motech.us

THINGS THAT MAKE YOU GO “WOW!” One of the things that made us go “wow” at EICMA was the electrifying Gowow product range. “We are one of the fastest growing electric bike companies in the world, backed by 15 years of quality and engineering, with 20+ distributors worldwide. Our bike is all terrain, extremely lightweight, and offers the most customizable riding modes on the market. Stop by Booth #1077 or click on www.gowow.com

GREEN WITH ENVY Despite hosting their own national dealer meeting in Scottsdale a couple weeks before, Kawasaki (Booth 5030) will be all-in for AIMExpo sharing some of the bikes that made their debut in Milan. “We had such a great response from dealers in 2023 that we committed early on to return so we could continue to grow and strengthen our network,” notes Alan J. Schapel, senior manager, Dealer Development & Training. “AIMExpo provides the perfect place at the perfect time for Team Green from across the country to come together, compare notes and share plans, ideas and goals,” adds Schapel. However one thing dealers did see in Milan that we won’t get in Las Vegas is the new Bimotas! Since Kawasaki began supplying the Italian cult classic with its powerplants several years ago, Kawasaki has carved out a section of their EICMA Pavilion exclusively for the Italian stallions… The trade off is the Italians did get to see the Ridge.

AIMEXPO

MEET OUR TEAM! B R O K E R A G E

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Helping Dealers Buy & Sell Dealerships PROUD PARTNERS OF:

FEBRUARY 6-8 • LAS VEGAS

Maximize the Value & Minimize the Pitfalls Stop by Booth 6058 or schedule a private meeting. GEORGE C. CHACONAS

Learn about our advisory services. Discuss the buy-sell market conditions. Get answers to your specific questions. Have a face behind the voice for future dealings. For a confidential consultation and complimentary

COURTNEY A. BERNHARD

JUAN C. PARDO

estimate of value on your business, please contact us:

Harley-Davidson & Powersports Division

George C. Chaconas, Senior Partner, CBI/M&AMI Office: 813. 569. 6250 | Cell: 813. 245. 2535

Email: george@performancebrokerageservices.com

Address: 2102 West Cleveland Street, Tampa, Florida 33606

BRAD E. GEORGE

PJ PARKER-COMER B R O K E R A G E

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•

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DEALER NEWS

ON TARGET:

NPDA Takes Aim At Las Vegas

HARLEY-DAVIDSON COUNCIL Convenes At AIMExpo

PARTNER PROFILE: Credit Apps

December 2023

News from YOUR National Powersports Dealer Association Welcome to the December 2023 newsletter from the NPDA! More than 400 Dealers who have joined us in our Mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.”

FREE to Dealers - Industry’s Premier Trade Show, 2024 AIMExpo

Exclusive Harley-Davidson Dealer Sessions At AIMExpo The NPDA welcomes and serves all Powersports Dealers, Period. That means those that sell street bikes, dirt bikes, sideby-sides, ATVs, personal watercraft and snowmobiles have a voice with the NPDA. We also have a group within our association focused on the unique needs and interests of Harley-Davidson Dealers: The HarleyDavidson Dealer Council.

NPDA Has Great Plans for February 6 - 8 Event in Las Vegas Make plans NOW to join the NPDA and thousands of your colleagues at America’s Powersports Tradeshow, the 2024 AIMExpo, February 6-8 in Las Vegas. Seriously, don’t delay: With OUR industry trade show taking place during Super Bowl Week you need to act fast – some hotels are already booked! During AIMExpo the NPDA will hold Member and Partner meetings, including gatherings planned by our Harley-Davidson Dealer Council, created to serve the specific needs and interests of NPDA H-D dealer members. Dealers can attend the show for FREE, and take advantage of special show hotel rates. Get registered today!

Many H-D Dealers want to gather together with their colleagues and friends to socialize as well as meet and discuss topics specific to their businesses. The sessions planned by the NPDA’s H-D Dealer Council at AIMExpo 2024 will provide Dealer Principals the chance to share ideas as well as network with their peers. Holding these exclusive gatherings as part of AIMExpo allows Harley-Davidson Dealers to also take advantage of all the events and activities held throughout the three-day AIMExpo. Lunch meetings will be held Tuesday, February 6, and Wednesday, February 7. An early evening gathering on Wednesday is also being considered. Harley-Davidson Dealers, what topics do you want us to cover at YOUR meetings during AIMExpo 2024? We want you to go home from Vegas a winner, so tell us what we can do to create a valuable event! Email your ideas to info@npda.org!

Membership Corner Help Us Reach 500 Dealer Mark! In October we surpassed the 400-Dealer level, a big milestone, but we aren’t done yet: As shown by the accomplishments we’ve made this year (see newsletter item to the left), we are working hard for Dealers to make our industry better. If you are not yet a member, join the ONLY nationwide Dealer organization fighting for your rights and working to help you grow your business - visit www.npda.org and sign up for $395 for a single rooftop, and only $195 for additional ones.

JOIN NOW!

EDUCATION & OFFERINGS ~ From NPDA and our Partners

Iron Lilly - The Story Behind a Powersports Pioneer & Why It Matters Thursday, January 18 2 pm ET | 1 pm CT | Noon, MT | 11 am PT How to Prepare for 2024 - Expert Perspectives for Powersports Dealers To Consider (Held Thursday, Dec. 7) The landscape for the Powersports Industry in the approaching year is rife with challenges, but also opportunities. A panel of experts offered thoughts on what to expect and how to move your business ahead in 2024. Our special guests included: Jim Woodruff - Chief Executive Officer, National Powersport Auctions Tony Gonzalez - Chief Executive Officer, Garage Composites Dr. Paul Leinberger - Futurist/Strategist Moderator: Robin Hartfiel, Editor, Dealernews

GET THE RECORDING HERE

Lilly Farrow was the first female motorcycle Dealer in America, taking the reigns of what is now the country’s oldest Harley-Davidson Dealership. But hers is not merely a story of business, If theof color logo does not work on a backgroundand we use either the white black. but love, passion grit - orlessons today’s Powersports industry and riding public needs! A panel of key leaders behind the making of the feature film Iron Lilly will be joined by Powersports industry experts to provide insight into the project and how the story provides crucial guidance for today’s Dealers. The webinar is FREE.

NPDA PARTNER PROFILE: Credit Apps

Credit Apps is at the forefront of transforming the powersports Industry with its web-based Application Management System (AMS), revolutionizing credit inquiries and funding processes for dealerships. The cloud-based system provides dealers an intuitive interface for creating, managing and executing applications seamlessly, whether customers are in-store or remotely engaged. By directly connecting to all three credit bureaus, Credit Apps eliminates reliance on third parties for credit scores, resulting in reduced overall dealership costs. The AMS also uses AI for customer identification validation and device verification, bolstering defenses against fraudulent applications. Why Does Credit Apps Partner with The NPDA? Credit Apps partners with the NPDA to align itself with an organization that shares a common goal of advancing and supporting the powersports industry. The NPDA’s advocacy, networking opportunities, specialized services, and educational initiatives contribute to Credit Apps’ mission of transforming and enhancing the efficiency of credit processes for powersports dealerships. NPDA serves as a valuable collaborator for Credit Apps in several ways: 1. By partnering with the NPDA, Credit Apps aligns itself with an organization dedicated to promoting the success and profitability of dealerships. This partnership allows Credit Apps to contribute to the industry’s growth and development through a unified and collective voice. 2. By participating in the NPDA community, Credit Apps gains access to a network of industry professionals and dealerships. This networking opportunity provides Credit Apps with insights, feedback and a better understanding of the unique needs and challenges faced by powersports dealers. 3. Access to Specialized Services: Credit Apps can benefit from these offerings, gaining access to resources that complement and enhance its web-based Application Management System (AMS). This collaboration allows Credit Apps to provide a more comprehensive solution to dealerships, addressing a broader spectrum of their needs. How Can NPDA Members Best Benefit From Our Partnership With Credit Apps? Here are a few key ways in which NPDA members can maximize the advantages of this collaboration: 1. Enhanced Credit Management: Leverage Credit Apps’ advanced Application Management System (AMS) to streamline and optimize credit inquiries and funding processes. Benefit from a cloud-based platform that provides an intuitive interface for creating, managing, and executing credit applications seamlessly, whether in-store or remotely engaged. 2. Cost Reduction and Efficiency: Take advantage of Credit Apps’ direct connection to all three credit bureaus, eliminating the need for third-party intermediaries and reducing overall dealership costs. Capitalize on the AI-driven customer identification validation and device verification to enhance the security of credit applications and minimize fraudulent activities. 3. Tailored Solutions for Dealerships: Enjoy customized solutions tailored to meet the unique needs of powersports dealerships, thanks to Credit Apps’ strategic collaborations with industry leaders. Explore tools within the application management system that cater to every member of the dealership’s team, facilitating one-click execution and improving overall operational efficiency. 4. User-Friendly Interface and Streamlined Processes: Experience a user-friendly interface that has garnered widespread acclaim among dealers, making credit application processes more accessible and efficient. Take advantage of streamlined workflows, allowing dealerships to process applications faster and focus more on customer service and growth. 5. Compliance and Security Measures: Benefit from Credit Apps’ commitment to compliance, with robust measures in place to handle data securely in accordance with industry regulations. Ensure that dealership operations align with industry standards, minimizing the risk of regulatory issues and enhancing overall data security. Actively participate in discussions and forums to share experiences, challenges, and suggestions for further enhancing the partnership’s value. By actively engaging with Credit Apps and utilizing the features of the application management system, NPDA members can optimize their credit management processes, reduce costs, and contribute to the overall success and profitability of their powersports dealerships. The partnership serves as a collaborative effort to advance the industry and meet the evolving needs of dealerships in a rapidly changing business landscape. Credit Apps Headquarters Location: Boca Raton, Florida Year Founded: 2020 Number of Employees: 20 www.credit-apps.com See Credit Apps in Booth #4088 at AIMExpo

All Franchised and Independent Powersports Dealers

ENCOURAGED TO JOIN

WHY JOIN NPDA NATIONAL VOICE OF THE DEALER EDUCATION DISCOUNT PROGRAMS DEALER COMMUNICATION ADVOCACY AND MUCH MORE

ABOUT NPDA The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members. Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry. Our Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared, sustainably profitable, and exceed the expectations of a growing Powersports customer base.

www.npda.org 844-673-2266

Visit Us At AIMExpo Booth #2023

For the NPDA to become a productive and powerful force, we need to expand our membership base and bring all franchised and independent dealers in the country together. Please complete your membership application today.

Keynote: Renown Economist David Savlowitz

Imagine taking your business out of cutthroat, overcrowded markets and into uncontested spaces ripe with opportunities. Imagine being able to... See the full article HERE!

Triumph Rolling Deep into AIMExpo 2024 True to its motto, Triumph will be ready “For the Ride” at AIMExpo 2024, with plans to showcase all its brand new models, including... See the full article HERE!

SUPER73 Lands Title Sponsorship of Industry E-Bike Throwdown

SUPER73, one of the most recognizable electric vehicle brands, will be title sponsor of the much-anticipated industry e-bike races at AIMExpo 2024. The SUPER73 Industry E-Bike Throwdown will... See the full article HERE! Rider registration for the SUPER73 Industry E-Bike Throwdown is now open! If you want to take to the track with your industry peers, click below to register now. Places are limited and registration does not guarantee you will get to race. Riders will be selected on a first come, first served basis.

RIDER REGISTRATION REGISTER NOW Attendee favorites and some new additions will be featured at the 2024 show, including: • Disruptive Thinking, Education Series: Learn, grow, and succeed with all-day education on the main stage. • E-Bike Demo Tracks: Take hot laps on the nation’s hottest trending e-bikes on two separate demo tracks, including a Turn 14 Distribution brand-exclusive experience. • Industry Party Powered by Turn 14 Distribution: Build your network and connect with industry leaders, peers, media, and influencers. • New Product Central: Be awed by the newest powersports innovations on display at the New Product Central stage near the show entrance. Exhibitors can begin submitting applications in September to have their new products showcased. • 4-Wheel Showcase: See the industry’s latest and greatest 4-wheel off-highway vehicles. • 2-Wheel Custom Showcase: Get inspired by award-winning builders from across the country. • Dealer Tech Zone powered by Transax Digital Retail: Connect and recharge with industry friends. • MIC Business Center: Get down to business at your office on the show floor. MIC members enjoy additional benefits including use of private meeting space, complimentary breakfast, lunch, all-day coffee service and more.

Another nifty suggestion from Hal was www.adzuna.com/prepper “Prepper” is an interview practice AI tool that uses AI to generate questions and feedback to your responses. Prepper will generate company- and job-specific interview questions. Users type their responses, and the tool provides feedback on those answers, suggesting responses. It’s worth the practice if you really want to land that job.

Personnel Files By Alex Baylon

But even before you land an interview, you still have to get into the HR director’s inbox… enter Cover Letter Copilot: coverlettercopilot.ai Personally I think cover letters are the worst, but until something else comes along, we are stuck with them. Luckily I was able to find an AI solution to help you with that daunting task. With Cover Letter Co Pilot, job seekers can upload their resume and the job description, and the tool will generate a customized cover letter for you for free.

HOW (A) I CAN HELP YOU?

Thinking of quitting your job and want to do it professionally without burning a bridge? I found a solution for that, too. All you have to do is enter the basics: company name, job title, last day of work, reason for resigning and your signature. So head over to www.rezi.ai/ai-resignation-letter-builder then hit play on the song Take this job and shove it by Johnny Paycheck!

I has been all the hype lately, so I wanted to see how it can apply to job seekers and employers and determine if it can make our lives just a little bit easier. Trying to find applications for AI was an interesting exercise in itself. I really didn’t know how this was going to go or if AI even applies to what we do. Finding applications for employers was easy, but those didn’t really seen to help our little niche. There are solutions for employers — things like streamlining recruitment processes where AI algorithms can sift through countless resumes, identify relevant skills and experiences, and shortlist candidates that best fit the job requirements in seconds.

EMPLOYERS I haven’t forgotten about the employers. If you read my last article it was all about writing proper job postings. I went to ChatGPT — the website that started all the hype on AI — and I tried a simple prompt. Believe it or not, I was highly impressed with the results. While I obviously recommend editing it to suit your specific company, it was really nice that 95% of the work was done for you and its also better than most of the ads we see from dealers on MIJ. Here is exactly what I typed into ChatGPT:

There are also Predictive Analysis programs that can predict candidate success based on historical data and performance indicators. This enables employers to make data-driven decisions, reducing the risk of hiring mistakes. But none of these are applicable to our specific niche in the industry. My favorite AI driven solution for connecting job seekers with employers was “I can’t do that Dave. Contact MotorcycleIndustryJobs.com…” Okay, my name is not Dave and Hal didn’t really say #GetAJob, but job seekers have a few more benefit from AI-driven platforms. Let’s start with Kickresume.com Kickresume.com is an online platform that empowers individuals to create compelling resumes and cover letters to enhance the job application success. Kickresume offers a variety of customizable templates, allowing users to showcase their skills and experiences effectively. The platform also provides tools for crafting personalized cover letters and optimizing LinkedIn profiles. Users can access valuable tips and resources for job hunting, interview preparation and career development. Whether you’re a recent graduate or a seasoned professional, Kickresume.com is designed to help you present your qualifications professionally and stand out in today’s competitive job market, offering a comprehensive solution for all aspects of the job application process.

“write a job posting about a motorcycle mechanic at a dealership” Actual ChatGPT results: Job Title: Motorcycle Mechanic Location: [City, State] Company: [Dealership Name] About Us: [Dealership Name] is a reputable and thriving motorcycle dealership committed to providing exceptional service and products to motorcycle enthusiasts. With a passionate team and a diverse range of premium motorcycles, we aim to deliver an unmatched experience to our customers. Position Overview: We are seeking a skilled and experienced Motorcycle Mechanic to join our dynamic service team. As a Motorcycle Mechanic at [Dealership Name], you will play a crucial role in maintaining and repairing a variety of motorcycles, ensuring our customers can enjoy their rides with confidence. If you have a passion for motorcycles, excellent technical skills, and a commitment to delivering top-notch service, we want to hear from you.

Responsibilities: Diagnose and repair motorcycles, including engine, transmission, suspension, and electrical systems. Perform routine maintenance tasks, such as oil changes, tire replacements, and brake inspections. Conduct thorough inspections to identify potential issues and provide accurate cost estimates for repairs. Collaborate with the service team to prioritize and complete work orders in a timely manner. Keep detailed and accurate records of all maintenance and repairs performed. Stay informed about industry trends, new models, and technical advancements. Provide excellent customer service by addressing customer inquiries and explaining repairs when necessary. Uphold dealership standards for safety, cleanliness and efficiency in the service area. Qualifications: Proven experience as a Motorcycle Mechanic. Strong diagnostic and problem-solving skills. Familiarity with a variety of motorcycle makes and models. Technical proficiency in engine, transmission, suspension, and electrical systems. Excellent attention to detail and a commitment to delivering high-quality work. Ability to work independently and collaboratively within a team. Excellent communication and customer service skills. Relevant certification from a recognized motorcycle mechanic program.

Benefits: Competitive salary based on experience. Health insurance and other benefits. Opportunities for professional development and training. Employee discounts on motorcycles and accessories. How To Apply: If you are a dedicated and skilled Motorcycle Mechanic looking to be part of a dynamic team in a thriving dealership, please submit your resume and a cover letter highlighting your relevant experience to [email@example.com]. Please include “Motorcycle Mechanic Application” in the subject line. [Dealership Name] is an equal opportunity employer. We encourage candidates from all backgrounds to apply. Application Deadline: [Insert Deadline] In a nutshell, using AI to find a job is like having a really smart wingman. It makes everything way easier for both employers and job seekers. AI tools can do the heavy lifting by helping you create a top-notch resume, giving personalized job suggestions, guiding you on how to nail that interview, or even help you quit you job without having to utilize your middle finger. So, as we ride this wave of AI magic, we’re looking at a future where tech not only makes things simpler, but eventually I see it helping connect the right people with the right gigs in our ever-evolving work scene. Until then, there is always MIJ!

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 #PROfles, 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 is also working 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: www.dealernews.com/Industry-Jobs “Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/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 AIMEXPO 65 new blood and fresh ideas in the many opportunities in the motorcycle industry.

collaborative relationship that exists between OHV and conservation groups regarding the original Berryessa Monument designation process… and now in this proposed addition. It was great to have Allen Schrage from the Mendo 4x4 Club and CAL4WD state his support and also remind the audience that OHV recreation is an important use and value. I want to commend Duffy Collin from the Oakland Motorcycle Club for attending and submitting their support letter. And thanks also to the California Enduro Riders Association and the Marin County Motorcycle Association for allowing me to submit their support letters for the public record.

A CHRISTMAS MIRACLE By Donald Amador

e all know about the Miracle On 34th Street, but what about the woods? In the off-road community’s version of a Christmas Miracle, all the Who’s down Recreation-Ville came together with Government Land Managers to craft a lasting gift for off-roaders. On December 13, the Bureau of Land Management and the USDA Forest Service hosted a public meeting in Woodland, California, to hear from the community about management of the region’s public lands. This confab included a proposal to add the Walker Ridge area to the existing Berryessa Snow Mountain National Monument. As many in the powersports industry already know, the proposal was for property in the BLM’s Indian Valley Management Area and particularly popular with the dirtbike and SxS community. Unfortunately, all of that use is illegal within the proposed expansion area because BLM did not undertake planning in that area during the 2006 Resource Management Planning effort due to lack of agency resources. Quiet Warrior Racing, numerous conservationists, tribal leaders and other stakeholders mentioned the importance of bringing the proposed expansion lands into the existing Monument Management umbrella so there could be a unified command structure. This would ultimately aid in subsequent Monument and travel planning efforts. LINK TO DON AMADOR TESTIMONY www.youtube.com/watch?v=poNJmxSxcdk Tribal leaders, officials from the CA Natural Resources Agency, and elected local and state representatives also stated their support for the proposal. Having been on the front-line in many of the highly contentious 1990s-era land-use battles between multipleuse advocates and hardcore environmental groups, this would have been a no-win situation. However things have improved dramatically. Much prefer the 10-year or longer

Del Albright, a 40-year advocate for sustainable motorized recreation, stated his belief that National Monuments should be designated by Congress, but highlighted the collaboration and outreach in this specific Monument proposal — and the very real need for a unified command structure as the rationale for his support of this effort. As the former Chair of the CA State Park Off-Highway Motor Vehicle Recreation Commission, former OHV representative on the BLM’s Central CA Resource Advisory Council, and OHV leader, this was not my first rodeo. But I still believe those of us sharing a long-term commitment to the collaborative process that brings land agency leaders, Tribes, conservation groups, local government, other stakeholders and the OHV community together is achievable. We can unite with a common goal of both protecting natural environment and cultural resources while still providing a high-quality outdoor experience, I believe the robust attendance by those stakeholders at the FS/BLM public listening session held on December 13 in Woodland highlights what can happen with diverse interest groups to find common ground on land management issues. One of the speakers said that in a world filled with chaos it is nice to be part of something positive: I strongly agree: LINK TO 2016 BERRYESSA MONUMENT DEDICATION quietwarriorracing.blogspot.com/2016/03/ohvrecreation-key-partner-in-national.html LINK TO HISTORY OF WALKER RIDGE ADDITION PROCESS quietwarriorracing.blogspot.com/2023/09/qwr-newsrelease-monumental-decision-in.html

Don Amador has been in the trail advocacy and recreation management profession for more than three decades. He is President of Quiet Warrior Racing/Consulting, as well as Past President/CEO and current board member of the Post Wildfire OHV Recovery Alliance. Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. He concurrently 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. Don served as the government affairs lead for AMA District 36 in Northern California from 2019–2023. He is an active Core-Team member on FireScape Mendocino and Dealernews Magazine’s land use advocacy editor.

Please tread lightly and travel only on routes and in areas designated open for motor vehicle use. Remember, Respected Access is Open Access.

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

The concept of 20 Groups came to powersports from the automotive sector at least 50 years ago. Group leaders are not dealers themselves—they are experienced coaches, moderators, motivators, and data consolidators… like personal trainers whose simple goal is to have you reach what you establish as your potential. The simplified concept is to bring together roughly 20 non-competing peer dealerships of similar sizes and formats monthly to compare over 120+ specific benchmarks and selected KPIs. Physical meetings occur 3 to 4 times per year.

Confessions Of A Customer® By Eric Anderson

At these meetings, Dealers share margin, traffic log (CRM) stats and expenses in each department — ultimately looking at each vehicle sale, parts/accessory sale, service sale and F&I/insurance sale) as stand-alone businesses inside the dealership. Think of it as a personal trainer who is measuring your real time heart rate, Body Mass Index, cardio progress, weights lifted, body weight lost, muscle mass gained, and exercises performed to create a complete baseline before goal setting and process creation toward your goal. Why 20 in the Group? It’s a group large enough to provide statistically significant KPI numbers in similarly sized dealerships, while also being small enough to have meaningful conversations between Group members from different and non-competing geographic regions. Everyone learns from each member of the Group. The 20 Groups compare their standardized P&L statements and specifically measured performance indicators to see how they “rank” against the collective averages and means of the other 19 peers in the Group.

THE RISE OF 20 GROUPS RAISES THE PERFORMANCE TIDE The collective averages (of all groups) and the top 20% Hire A Personal Trainer For Your Business

ave you ever used a personal trainer? If you have, you know they work you harder than if it were left up to you. There are a lot of dynamics at play here when you truly commit to losing those extra pounds gained from the holidays, not the least of which is accountability. You can’t say it didn’t work if you didn’t show up to be objectively evaluated, coached, monitored and motivated to improve. That’s why you pay… up front.

“If you can’t measure it, you can’t change it.” —Peter F. Drucker Assuming you own and run your own dealership business and you do not belong to a 20 Group; you are living in your own self-made reality bubble. Without peer pressure, benchmarking, or objective coaching from outside that bubble, your monthly progress reports are ones made up inside your own mind. You’re comfortable… which is a state where learning new things becomes limited. Can you trust your progress to be objective? Really? Compared to what? If you are not tracking and measuring monthly KPIs (Key Performance Indicators) inside your business, then you have no way of knowing how to improve your bottom line. And if you ever want to sell your business you will need a standardized, measurable, track record of success which an informed buyer will undoubtedly want to analyze.

benchmark performers are “masked” to provide an overall industry indicator to the Group. Soon you will know where you are profiting — and where you are bleeding in your business — compared to the rest of the members. The Group shares best practices relative to each benchmark, discusses industry trends and collaborates to improve their collective business operations. “Why is the dealer from Kansas making “bank” in his service department and you are losing your a**?” Reciprocally, that same dealer will want to know how you make so much profit on tire sales. Sharing such information raises the professional tide which floats more successful dealerships within the Group. Ultimately by driving your store’s performance you give a better experience to the customer and keep them engaged in the sport longer. It truly is a win-win for both the dealership and the customer. Author Chris Voss states in his book Never Split The Difference, “When the pressure is

on you don’t rise to the occasion—you fall to your highest level of preparation.” Could this concept someday evolve into a 200 Group or even a 2000 Group? It could, but for the reasons mentioned, many dealers feel more interactive and comfortable in smaller Groups of peers. From a purely statistical point of view, it would be very, very interesting for the major 20 Groups in the industry to share half a dozen KPIs from several different Groups as a “teaser” for more to join, but also for the industry to know better what trends are happening at retail in real time.

WHY DO YOU HIRE A PERSONAL TRAINER?

It’s a theoretical concept, but one I would say Dealernews would love to share monthly updates (shades of the old Polk Report and DJB Composite Index). The MIC Retail Outlet Audit is a great report to members about the annual size, payroll, new sales, used sales, finance topics, hiring, number of franchises per rooftop, and much more, but it doesn’t track internal profit margins, inventory turns, costs or CSI benchmarks monthly. If a very few fundamentally standardized, professionally consolidated numbers become available in the future, more dealership buyers would become curious and attracted to powersports.

t has been said we tend to treat our businesses like our cars, motorcycles and bodies. Do you? They are all designed to move us as efficiently as possible through careers, time and space. Those movements and personal growth won’t improve unless you learn how to “push” the envelope. You need a professional to help you: • Provide an objective evaluation and advice. • Create more effective workouts and schedules. • Train for a specific event (selling?). • Overcome a specific injury, illness, or condition. • Build accountability and commitment. • Show up (or else lose money). • Stay motivated. • Learn new exercise varieties and forms. • Be challenged. • Learn how to work out more on your own. • Know where to start.

In the meantime, 20 Groups will continue to hold their statistics close to their chests for good reason. Still, I maintain hope for them to collaborate among themselves to offer the industry — namely the National Powersports Dealer Association and Dealernews — a few “teasers” monthly could increase the number of dealerships willing to join the rising industry tide of collective intelligence and retail excellence in the powersports industry.

WHAT BENCHMARKS ARE Are you looking for a 20 Group to join? Some of the known COVERED BY 20 GROUPS include Garage Composites, Spader Group, Gart Sutton (GSA) and Dealer Hero. The members of the National Powersports Dealer Association can also help because their membership consists of hundreds of dealers just like you. Overcome your Fear Of Knowing Truth (FOKT) about your dealership’s real “numbers” and commit to joining a 20 group if you aren’t in one already. Start the new year by running a tighter and more profitable ship... or get FOKTed!

hen you join, you can expect to provide the Group with your current monthly performance indicators (KPIs) in a standardized format which will be used to create a series of composites for the Group. Yes, every month you will be (confidentially) measured against the entire Group’s 120+ benchmarks! Like going back to the gym after a while away, it is a little scary to be comparing yourself to the stronger people in the room, but remember your specific information is protected by the coach or Group Leader. They would not be in business if they leaked your confidential data. Once you feel more comfortable with the Continued on page 70

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Continued from page 69 peers in the OE-similar Group (metric, urban, rural, HarleyDavidson, European, single franchise, multi-franchise, $5MM+ sales, $10MM+ sales, etc.), you can share more in the live meetings… or not. Experienced peers generally give the newbies some slack since they have been in your shoes before. Listen and watch carefully for the first few months and learn. Be prepared to be surrounded by successful people but know that’s the way you too will become more successful. It’s just like racing motorcycles, isn’t it? If you hang out in the Novice Class all the time, you will never get better. Here is a general list of where the Big Boys track their business each month.

1) Sales Performance Metrics • Monthly and yearly sales figures • Sales per salesperson • Units sold by department (new, used, parts, accessories, service) 2) Customer Satisfaction • Customer satisfaction scores (CSI) • Net Promoter Score (NPS) • Online ratings and reviews

• Days to turn inventory • Aging of inventory Service Department Metrics • Service and maintenance revenue • Technician efficiency • Customer retention in service Employee Productivity • Employee turnover rates • Training and development metrics • Labor productivity Digital Marketing and Online Presence • Website traffic and engagement • Conversion rates for online leads • Social media metrics Cost Management • Operating expenses as a percentage of revenue • Advertising costs and costs per lead • OE fees, flooring costs, finance costs, holdbacks Market Share • Local market share • Comparative market analysis

3) Financial Metrics • Gross profit margins • Net profit margins • Return on investment (ROI)

Technology Adoption • Use of technology in sales and service processes • Customer relationship management (CRM) system utilization

4) Inventory Management • Inventory turnover rates

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nlimited. The Fred Fox Story provides an indepth look at the life of Fred Fox, a leader of the modern era of powersports product distribution. The newly released book written and published by Don Emde is a full-color, 324-page publication, hardbound with an embossed dust jacket and 700+ photos. Price: $75.00 plus $10.00 shipping & handling – sales tax where applicable. Postage rates shown are for U.S. addresses only.

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HARDEN & ASSOCIATES

Bringing a Unique Perspective to the Powersports Business

Specializing in Adventure, Dual Sport, Off-Road and EV market segments. Delivering solutions in today’s rapidly evolving marketplace. Over 35 years of senior level executive management experience. • Brand Development • Advisory Services • Strategic Planning • Product Development • Motivational Speaking • Advocate for the Sport

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FOUNDER

Scot Harden scot.harden@harden-offroad.com

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Several years later, having finished a master’s degree in Health and Safety from Indiana State University in 1972, I worked (and studied) at one of the first traffic safety centers in the country. It was called the Driver and Traffic Safety Education Instructional Demonstration Center, and I worked under a notable professional, Dr. Walter Gray. Part of the center’s activity was to offer a motorcycle training and education course for undergraduate students desiring certification to become a high school driver-education teacher. We rode around a driving range for hours on small training bikes, not knowing the creation of the Motorcycle Safety Foundation was just around the corner. I took those experiences to my first full-time university position at Appalachian State University in Boone, North Carolina. I was responsible for teacher preparation certification processes, working alongside Drs. Charles McDaniel and Harry McDonald.

DR. RAY: LIFELONG LEARNER AND TEACHER By Dr. Ray Ochs Vice President of Training Systems for the Motorcycle Safety Foundation

was a chubby little kid who liked playing baseball and pinball machines while drinking 3V Cola (3V stood for vim, vigor and vitality, but I think it was mostly sugar!). But in my teens, something happened — motorcycles entered my life. And over decades of work (and fun), I developed my personal 3Vs: vision, vectors, and values. Vision to make a positive difference with character and competence. Vectors to point in the right direction with an appropriate intensity and balance. Values related to the quality of life, including what safe and responsible motorcycling means. It was the mid-60s when it happened. I was a teenager and was offered a ride as a passenger on a Honda Dream 305. We cruised through the parkways of St. Joseph, Missouri, on a humid summer evening. It felt perfect. The sensation of freedom, aliveness, and interaction with nature was overwhelming. I knew then that motorcycling would be a part of my adult life. Little did I know what that would lead to. My first real street ride as an operator was a red Suzuki 50cc “noped” with step-through design and all the power I needed. (Up to 28 mph!) My brother won it in a raffle and didn’t want anything to do with it. So I gladly hopped on as an excited 18-year-old with not a lot of safety sense, but I did wear a helmet and had no incidents. Many a day was spent riding country backroads to enjoy the openness, freedom, and visceral sensations.

As a junior faculty member, I was called to duty to participate in this “new MSF thing” being sponsored by Kawasaki in Keene, New Hampshire. I remember it well because my luggage didn’t make the trip and I showed up in a sport coat, on a dark and dreary day, for classroom and riding. Of course I didn’t ride. A vivid memory is how impressed I was with one of the facilitators: Dr. Duane Johnson from a university in Illinois. His soft, nurturing, and humorous approach made a lot of friends for motorcyclist safety. Of note is that many faculty members at traffic safety centers in Illinois were busy studying, researching, and developing similar programs that would become a foundation for early MSF curricula. Not long after that in 1973, the Motorcycle Safety Foundation was officially established, and MSF invited university professors who were at traffic safety centers around the country to a certification course. It was held at the University of Maryland in College Park. They had a very large driving range, and at one time there were over 30 motorcycles interacting in a traffic mix pattern on their range. A unique experience was to have participants take turns driving a car within the pattern, which was highly stressful because you didn’t want to miss seeing any riders in all those blind spots. The course focused on how motorcycles worked, and how to teach high school driver-education teachers to implement rider education in high schools. This was patterned after driver education, which was offered in nearly every high school in the country. Since driver-education teachers had the fundamental knowledge of driver safety, all they would need to do is learn to ride if they didn’t already. When that didn’t work out very well, it didn’t take long for MSF to switch from teaching teachers how to ride to teaching riders how to teach. It was clear that to have a successful motorcyclist safety program, potential instructors must have an innate passion for motorcycling.

Of course, anyone teaching motorcyclist safety had to own a motorcycle. I picked up a new 1973 red-and-white Honda CL350 Street Scrambler. Most of my riding was cruising around on the Blue Ridge Parkway between Boone and Blowing Rock in North Carolina. The first long ride I took (a whole 60 miles round trip!) left my muscles buzzing from the twin-cylinder vibration, something that I did not anticipate. Also, I joined the American Motorcyclist Association and remain a lifetime member. While at Appalachian State, I recall we had a special visitor during the summer of 1973. It was Dr. Charles Hartman, the first president of the Motorcycle Safety Foundation. As a demonstration of what could be skill development exercises, I led a group of driver-education teachers around the university’s four-acre driving range through a variety of traffic mazes consisting of hundreds of traffic cones. I narrated the activities via a wireless PA system carried around my shoulder. I remember stating as a summary: “The variety of skill development exercises can be left to an instructor’s imagination,” or something similar. I mean, that was over 50 years ago. Of course, I was just trying to avoid embarrassing myself in front of the dignitaries who were observing. After two years at ASU, I took advantage of an opportunity to move from the mountains (riding season was too short) to the flat, sandy area (long summers) of North Carolina, namely East Carolina University in Greenville. The traffic safety program director, Dr. Al King, had already established a one-semester course in motorcycle safety, and I quickly took the reins to solidify the program. A unique feature of ECU’s program was that they had no driving range. We completed most of the training in a large field next to the football stadium, and after learning the fundamentals, we rode simple trail areas across from the university. By the way, this was done on street motorcycles, mostly Honda CB125s. It was 1976 when I accepted a tenure-track assistant professor position at Eastern Kentucky University in Richmond. It was a large regional university and housed the Traffic Safety Institute. Although my position was focused on driver-education teacher preparation certification, I established a three-semester-hour credit course titled “Beginning Motorcycle Safety.” My ride was now a yellow Honda CB750 Four Super Sport, and the first long distance ride included a venture south to Deal’s Gap and the Blue Ridge Parkway, where I got my first exposure to the effects of wind-chill factor. The

initial centerpiece of the university course was the MSF Motorcycle Rider Course (MRC) and later the Motorcycle RiderCourse: Riding and Street Skills (MRC:RSS) in 1986. The course became so popular that we quickly added more sessions. It became one of the university’s most popular “restricted electives.” In 1980, MSF had to start recruiting instructor-trainers due to the proliferation of motorcycle safety programs. Staff could not keep up with the demand for instructors as states began funding formal rider education programs. I was tapped to acquire the “Chief Instructor” credential. After completing the course at MSF’s then-headquarters in Linthicum, Maryland, under the tutelage of MSF staffers Andy Krajewski and Ted Unland, I began teaching MSF Instructor Preparation Courses in several states. I did quite a bit of work for Meredith “Hoot” Gibson, who was the MSF eastern region manager in Knoxville, Tennessee. I also conducted several Instructor Preparation Courses for the North Carolina program. My motorcycle at that time was a 1980 Suzuki GS850, and a few years later, a 1983 Honda Gold Wing Interstate. The late 1980s saw the growth in powersports sales and incidents in the all-terrain-vehicle world. The industry and federal government worked out the Final Consent Decree that stopped three-wheel ATV production and led to the establishment of a national training program. I was contracted by the newly formed ATV Safety Institute to help craft an instructional program. I took a leave from the university to spend one year at ASI’s Southern California offices to work on the basic curriculum and the Instructor and Chief Instructor materials. Then in the early 1990s, MSF needed help in redesigning its Chief Instructor program. I was hired to develop and test a new approach to MSF trainer-training. (I guess they liked the work I did for ASI.) MSF employees Beth Weaver and Ron Shepard facilitated program development, and many Chief Instructors from around the country helped along the way. After spending the summer at MSF headquarters and traveling for pilot- and field-testing, the Chief Instructor Guide was released a few months later. Motorcycles I was lucky to own during those years included a 1993 BMW K75, a 1997 Harley-Davidson 1200 Custom Sportster, and later back to a 1997 Honda Gold Wing. Since then, a Gold Wing has always been in my garage. My favorite journey during those years was to cruise down to the Blue Ridge Parkway via Gatlinburg, Deal’s Gap (of course), and then Cherokee to Boone, North Carolina, and back home to Kentucky. Fast forward to the mid-1990s when new leadership took the helm at MSF. Tim Buche was named president and he established a team to move MSF rider education and training into the modern era. The group was named Continued on page 74

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Continued from page 73

Rider Education and Training System Development and Oversight Team (RETSDOT). I was one of 13 charter members, and the group eventually had over 50 individuals participating in moving MSF catalog from a few courses to a complete lifelong learning framework with multiple RiderCourses. This included a sea change in methodology from content-centric processes to a learner-centered approach, and a deep dive into the underpinnings of safety education, adult and accelerated learning, and motor skill development principles.

Today, I remain busy with all things motorcyclist safety, with most of my time devoted to developing and testing programs that could benefit riders and their safety. This includes certification and development of RiderCoaches, RiderCoach Trainers, and Quality Assurance Specialists. I also received the 2023 State Motorcycle Safety Association Outstanding Contribution Award. I’m blessed to be surrounded by dedicated and competent staff and support, which of course includes my wife Carolyn.

In the early 2000s, I divided time between EKU’s Traffic Safety Institute, field-testing a new learn-to-ride course (the Basic RiderCourse or BRC) in Albuquerque, New Mexico, and meeting at MSF headquarters in Irvine, California, for RETSDOT interaction, which included RiderCoach certification processes and fleshing out a complete Rider Education and Training System. At the time, I was serving as Acting Director of MSF Training Systems. Nearing retirement at EKU, I transitioned to full-time work at the MSF in 2002. Oh, and I finished up a doctorate at the University of Tennessee, Knoxville, in educational psychology with emphasis in adult learning, earning an “Outstanding Achievement in Adult Education” certificate. The move to Southern California allowed me to commute to work by motorcycle pretty much daily. My new tour routine was an annual triangular trek through Sequoia National Park, Yosemite National Park, and returning via the Big Sur back home to Orange County. In 2012, I was fortunate to earn the State Motorcycle Safety Association Chairperson’s Award.

I remain optimistic for the future of MSF’s programs and activities, and appreciate its noble mission in the pursuit of motorcyclist safety. I also maintain a strong belief in the value of rider education and training. I think that through MSF, rider education and training is doing as much as reasonably possible within its resources and national priorities to contribute to the federal Safe System Approach and Zero Fatality initiatives. I’m forever thankful for the opportunities that have come my way, and my appreciation will never end. I’m eager to continue to offer contributions that may make a positive difference in the lives of those who make motorcycling part of their lives. I remain grateful for the work that MSF staff, RiderCoaches, RiderCoach Trainers, Quality Assurance Specialists, and program administrators have done in the name of motorcyclist safety. A heartfelt thanks to all of you and to MSF! I hope to see you out there.

Dr. Raymond Joseph Ochs is Vice President of Training Systems for the Motorcycle Safety Foundation, where he is responsible for course development, RiderCoach certification, and quality assurance. He became an MSF-certified Instructor in 1973 and a Chief Instructor in 1980. He joined MSF staff full time in 2002.

Making smart business decisions goes hand-in-hand with understanding current events. Shifts in the economic, financial and cultural landscape are critically important. They impact your business daily. So, what to do? How do you cut through the clutter and get clear, accurate information to help you manage your business? As both Bob Althoff and Eric Anderson suggest elsewhere in this issue, join a 20 Group. Most sessions start with an overall “state of the union” address before diving into the financials and best practices from fellow dealers. Your peers know what is coming down the pike legislatively, economically and probably product-wise from brands you may not work with. Nobody can help you calibrate your dealership’s “distant early warning system” like another dealership. Don’t bury your head in the sand, either (unless it is for recreational purposes in the dunes). Turn a critical eye to the media chatter and dial in your sources of news and information. The following are my top 10 recommendations regarding how to best consume news media. Deciding what mainstream media to watch can be a nuanced process, and it’s important to approach it with a critical mindset. Here are some tips to help you make informed choices: Diversify Your Sources: • Avoid relying solely on one news outlet. Get information from a variety of sources to ensure a more balanced perspective.

CUTTING THROUGH THE CLUTTER Restoring Your Faith In The Media By Scot Harden

rust in the media has fallen to an all-time low according to a recent survey by Gallup. They found only 32% of the American public has “a great deal” or “a fair amount” of confidence that the media reports the news in a full, fair and accurate manner. More telling, a record number of Americans (39%) say they don’t trust the media at all! This number has been steadily increasing since 2018. In my most recent column, I asserted that powersports dealers’ greatest strength is their ability to not let “noise” from the outside — especially in the form of mainstream media — shape their daily outlook. And while the recent Gallup survey certainly adds fuel to the fire reinforcing my suggestion to ignore sensationalized media reports of world and national events, I would be doing dealers a disservice if my advice was construed as a recommendation to remain uninformed.

• Include both mainstream and alternative media in your information diet. Fact Checking: • Verify the information you receive. Use fact checking websites to confirm accuracy of news stories. • Be aware of sensational headlines and double-check before sharing information. Consider Multiple Perspectives: • Try to understand different viewpoints. This can provide a more comprehensive understanding of complex issues. • Recognize potential biases in the media you consume and seek out contrasting opinions. Critical Thinking: • Develop critical thinking skills to evaluate the credibility of news sources. • Question the motives behind the information being presented and be aware of potential biases. Check The Reputation: • Consider the reputation of the media outlet. Established and reputable sources are more reliable. • Investigate the ownership and particularly the funding of media sources as most are controlled by these sources these days.

Avoid Clickbait: • Clickbait headlines are designed to draw attention but may not accurately represent the content. Look for substance rather than sensationalism. Follow Journalists, Not Just Outlets: • Identify journalists who have a track record of unbiased reporting and follow their work across different outlets. Stay Informed About Media Literacy: • Understand the basics of media literacy, including recognizing misinformation, disinformation and propaganda. Seek In Depth Coverage: • Look for news outlets that provide in-depth analysis and investigative reporting rather than just news headlines. Engage In Conversations: • Discuss news with others, including those with different perspectives. This can help you gain insights and challenge your own views. Remember no single source is entirely free of bias, so being aware of potential biases and actively seeking diverse perspectives can contribute to a more wellrounded understanding of current events. Certainly, it should be clear that you must work a little harder to get to the truth these days. It’s just the nature of the nonstop news cycle we live in. This will be especially true as we head into an election year. It will take very real effort to cut through all the “clutter” in 2024, but in the quest to remain sane, it will be important. I’m sure you are all up to the task. Never let your guard down when consuming media… this goes for Dealernews as well. I must admit we are biased like everyone else. Our sole focus and reason for being is to serve up news, information and perspective 100% designed to help the powersports industry. We are bullish, and honestly have a strong bias against anything that doesn’t impact manufacturers, aftermarket, dealers and allied services that serve our industry. At least I’m letting you know up front. Good luck and good selling in 2024!

Scot Harden is recognized as one of the best off-road racers ever produced by the United States. From 1971 until his final professional race in 2007 — at the age of 51 — Harden excelled at the toughest races in the world including the Baja 1000, Baja 500, Las Vegas 400, Mint 400, Dakar, B to V and the ISDE. He is a Desert/Baja specialist and the first American to win an African Raid Rally. He also possesses an impressive executive management resume as a brand builder, race team manager, sales professional and product planner with such companies as Husqvarna, KTM, Zero Motorcycles and Best in the Desert. Harden owns and operates Harden Offroad, a Powersports business consulting practice. He has been inducted into the AMA(2008), Trailblazers(2020), Hot Shoe(2021) and MRAN Hall of Fames(1996). AIMEXPO

Kawasaki played the nostalgia card commemorating 50 years of the KX (page 82), but it was the kids in the pits on the Electrode balance bikes that proved Team Green has its eyes on the future prize. With 15-year-old Drew Adams winning the World All-Stars event and five other of the top ten 15-19-year-olds racing KXs shows Kawasaki’s focus on the future is already paying off. While the jury may be out on the pink and aqua retro color scheme, it is clear there will be some green on the sports future podiums.

BIG EXPERIMENT PAYS OFF

The numbers don’t lie! According to MX Sports, more than 110,000 fans made their way through the postseason turnstiles in Concord, North Carolina, for SMX Playoff 1, Joliet, Illinois, for SMX Playoff 2, and in Los Angeles for the SMX World Championship Final, adding to the 192,000 that attended the 11 rounds of the Pro Motocross Championship, sanctioned by AMA Pro Racing this summer. “As a result of the creation of the SMX World Championship and the enhanced broadcast and streaming coverage, the outdoor season welcomed record attendance,” claims the promoter.

Milestones From First SuperMotocross World Championship

rom the hybridization/bastardization of Supercross/ Motocross, NASCAR-style playoffs, and a “postseason” after 17 rounds of SX and a full slate of outdoor nationals, seems like everyone had an opinion about the SuperMotocross World Championship — and by everyone, we mean 1.152 million fans personally attending the 31 races that comprised the inaugural effort and more than 750 million media impressions during 2023. Sure, Jett Lawrence has $1.2 million reasons to appreciate the SMX format, but so do the privateers and the 250 riders — Haiden Deegan pocketed $575,000 in postseason purses alone! From a visceral level, the return to the historic Los Angeles Coliseum where it all began, combined with the buzz from industry people in the pits, this was a shot in the arm at a time when the industry could prove COVID was behind us and the turnstiles were turning. It also helped to have a new OEM player drop down the legendary Peristyle as Ricky Carmichael and Jeff Stanton gave the world a first taste of Triumph’s moto machine at full song (see page 84). Suzuki used Ken Roczen to build its global outreach, and “Kick Start Kenny” delivered (and collected $500,000 for his post season charge to the runner-up slot), setting the stage for 2024 RM Army.

Same held true on the stadium side according to Feld. “The Monster Energy AMA Supercross Championship hosted 850,000 fans across its 17-round season this past winter and spring, bringing total combined attendance for the inaugural SMX World Championship to 1.152 million across all 31 races. Official Monster Energy Supercross, Pro Motocross and SuperMotocross World Championship social handles have already generated more than 750 million impressions during 2023 and impassioned fans have engaged with the sport’s racers over 50 million times.”

Back home in Indiana? Ken Fineis, owner of Westfield Powersports, Westfield, was Phoenix Handlebars founder Jason Gearld’s first boss. Ken was at the Coliseum to support GASGAS newest factory rider: 18-year-old Mark finished 2nd in the 250 World All-Stars.

In addition to SX Rookie of the Year honors, Monster Energy Yamaha Star Racing’s Haiden Deegan won the SMX 250cc title and took home $575,000 in postseason cash.

Although “Kick Start Kenny” just missed the SMX title, Roczen did take home a $500,000 consolation prize.

Domestically, NBC Sports’ coverage of the 2023 SMX World Championship season surpassed 23 million hours of viewership consumption across NBC, USA Network, and Peacock, up 111% versus the comparable programming in 2022. Powered by Peacock, over 17 million digital hours of viewership were consumed – up 307% compared to last year. Internationally, the SuperMotocross Video Pass was broadcast to 135 countries (and SMX just announced its dedicated Spanish language simulcast team). The global angle is working: A record number of 83 international competitors from 25 different countries registered to compete in either Supercross or Pro Motocross to try and earn a spot in the SuperMotocross World Championship Finals, Everyone in this industry has to appreciate what these numbers mean for many businesses from the OEMs to the Dealers. The good news is we are all set to do art again when the gates drop at A1! 2024 Monster Energy AMA Supercross Championship and Pro Motocross Championship, sanctioned by AMA Pro Racing. The 2024 SMX World Championship Playoffs and Final locations and venues will be announced at Angel Stadium in Anaheim, California on January 5.

AIMEXPO

On January 6th, 2024, Roczen and Suzuki will kick off the 2024 SuperMotocross World Championship in Anaheim, California as he returns to the HEP Suzuki squad. For 2024, HEP Motorsports will field two squads under the HEP canopy: Progressive Insurance ECSTAR Suzuki and Twisted Tea Suzuki Presented by Progressive Insurance. “I am excited to be back for 2024 with the Progressive Insurance ECSTAR Suzuki Team,” Roczen. “We have built a great foundation, and I am eager to continue to try and put our Suzuki on the podium. The team and I are very motivated!”

SUZUKI SET FOR 2024

lthough he just missed the million dollars on the line at the LA Coliseum, “Kickstart Kenny’’ Roczen silenced some of the critics when he wrapped up his second consecutive WSX World Championship title in Melbourne, Australia. This championship is in addition to Roczen’s runner-up role in the inaugural SuperMotocross World Championship Final at the Los Angeles Memorial Coliseum to wrap up the sport’s first combined supercross-motocross series, as well as recording a solid 2023 AMA Supercross season where he finished tied for third on his Suzuki RM-Z450…. And for good measure Roczen was also crowned the overall winner of the MXGP class at the MX of Nations in France

Kyle Chisholm (11) and Shane McElrath (12) will also be on RM-Z450s under the Twisted Tea tent. “This will be my second year with the team, and I am pleased with all the progress made in 2023 with the RM-Z450 and with the team as a whole. Everyone worked great together, and we are looking to build on that and be even better in 2024,” claims Chisholm. “I feel we are going to do great things.” Two-time 250 West series runner-up, McElrath is also anticipating making serious strides in 2024. “I’m excited to be back with the Twisted Tea Progressive Suzuki Team for the full 2024 season, and I am looking forward to continuing to grow and build off of everything learned last season. We’ll see you all in Anaheim!” Larry Brooks will continue as HEP’s team manager, and Brooks anticipates continued strong results from both squads. “It’s great to have Ken, Kyle and Shane return for another season. Ken is coming off a great offseason, winning the World Supercross Championship. Kyle and Shane both had strong off-seasons. I look forward to seeing it play out come January 6th at Angel Stadium!” See what else Suzuki has in store for 2024 in Booth #5001 at AIMExpo!

At the Marvel Stadium in Melbourne, Australia, Roczen’s consistency earned him the title. With only 19 points separating the top four riders, the championship was up for grabs. Roczen’s impressive starts, experienced racecraft, and ability to navigate through the pack proved to be the difference as he finished 1st, 1st, and 3rd in the three races, earning points in all of them and clinching the title, again.

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in period correct Fox gear was over the top! “Today, the KX family remains one of the most dominant motocross and supercross brand of motorcycles available, with the all-new KX 450 once again raising the bar,” Essex added. Joining Chicken on the new 450s were Jason Anderson and Adam Ciancurulo. Got to admit, it gave even the old guys goosebumps!

LET THE GOOD TIMES ROLL!

Kawasaki Commemorates 50 Years Of KX Championships

gainst the backdrop of the iconic Los Angeles Coliseum — home to the original “Superbowl Of Motocross”— Kawasaki brought back past champions from Brad Lackey all the way up to Ryan Villopoto for a special unveiling of the 2024 KX 450. “Over the last 50 years, the Kawasaki KX brand of motorcycles has helped pave the path to championships for some of the most popular motocross racers of all time,” Kawasaki’s Senior Manager, Public Relations/Brand Experience/Race Marketing Ken Essex told the assembled media. A host of championship winning Works Bikes was assembled to commemorate five decades, and then the bench racing began, hosted by Racer X’s resident moto historian Davey Coombs. Joining Bad Brad were Jeff Ward, Jeff Emig, Mike Kiedrowski. Ryan Hughes, RV, Chicken, Damon Huffman… and then the mic made it into Jimmy Weinert’s hands. Coombs lost control and it became The Jammer Show! Seems as if everyone has heard of Weiner’s infamous paddle tire incident (see sidebar) but the crowd was regaled by the man himself. Having never attended one of these gatherings before, Weinert was making up for lost time, still hanging on to them when the rest of the media went down on the track to see the star of the show. Standing on the floor of the Coliseum looking up through the legendary peristyle jump was the perfect context... the OG Team Green box van bringing out the bike, complete with Jeff “Chicken” Matiasevich riding it out onto the track

While the gray beards were bench racing with Brad Lackey and The Jammer the night before, Kawasaki kept its eyes on the prize come race day, going after the grandkids. The future was firmly in focus at the Elektrode Experience in the pits. Little rippers and future KX champions were invited to demo ride the electric balance bikes all afternoon.

The forward-looking statements continued when the 250 World All Stars Main event kicked off with Kawasaki’s Slide Varola taking the holeshot. Fellow KX racer Drew Adams survived some bar banging early laps Three minutes into the eight-minute plus one lap race Adams pushed past Varola and eventually stretched out a 1.5 second win against the invitational field of up-and-coming racers. With 15-year-old Adams in first, Varola holding on for 3rd and fellow Team Green racer Krystian Janik a close 4th, Kawasaki is well positioned for the next generation of KX heroes. In fact 5 of the top 10 All-Stars were Kawasaki kids!

BACK TO THE FUTURE KX 450

o commemorate the celebration and success of 50 years of the KX brand, Kawasaki is pleased to announce the release of its 50th Anniversary Edition motorcycles. Equipped with a limited retro-inspired KX shroud graphic, a Uni-Trak swingarm graphic, blue seat, silver wheels and white fork guards, the 2024 KX250 50th Anniversary Edition and the KX450 50th Anniversary Edition motorcycles will spark nostalgia and tug at the heartstrings of motocross enthusiasts across the globe. Despite the retro graphics with the requisite splash of pink, the all-new 2024 KX450 is one of the most technologically advanced and race-ready machines on the starting gate. These highlights speak to much more than Bold New Graphics for venerated open class MXer. Jason Anderson even ran up front with the next gen 450 in the first moto of the SuperMotocross World Championship finale.

Weinert’s Paddle Tire Tale

eems as if everyone has a story about the infamous paddle tire… however the media and VIPs were treated to the story from the man himself at the 50 Years of KX function. In 1979 Jammin’ Jimmy Weinert was at the end of his professional supercross and motocross career. But he still had a few tricks up his sleeve for the inaugural Oakland Supercross much to the chagrin of his fellow riders and the AMA... From “The Motocross Files” and Director/Producer, Todd Huffman. www.MotocrossFiles.com

ALL-NEW 2024 KAWASAKI KX 450 HIGHLIGHTS: • NEW Engine tuning • NEW Cylinder head • NEW Straight exhaust port and center exhaust • NEW Smartphone connectivity via RIDEOLOGY THE APP KX • NEW Handlebar-mounted traction control switch • NEW Brembo brake system • NEW Lightweight aluminum perimeter frame • NEW ODI Lock-On grips • NEW Easy-to-remove side cover • NEW Slim ergonomic bodywork • NEW Kawasaki TRaction Control and riding modes

AIMEXPO

TRIUMPH DISHES THE DIRT! TF 250-X Riders Revealed

his is such an historic moment for Triumph Motorcycles and to be a part of this is a great honor. I’m really happy with our line-up for our first season bringing Triumph into the SuperMotocross series,” says Triumph Racing Team Manager Bobby Hewitt. The historic first season of AMA Supercross and Pro Motocross competition will see Joey Savatgy, Jalek Swoll and Evan Ferry competing on the all-new Triumph TF 250-X. “With the gate drop on the new racing season just weeks away, the talented trio of racers are up to speed, and excited to make history as the first riders to compete in AMA SuperMotocross with Triumph Racing.” Swoll will kick things off for the Triumph Racing team in the 250SX East. The Floridian, who placed a careerbest fifth overall in the 2021 250SX West series, is eager to improve upon that successful season. “I’m starting a new chapter in my racing career with a great group of people and with the whole team, we’ve been putting in a lot of work,” says Swoll. “My first impressions of the bike were great. I feel really comfortable on it, and I know it’s capable of doing great things. There’s definitely going to be some fireworks when we get out there racing and it’s awesome to be writing a little piece of history with Triumph Racing. I’m ready to get racing and I’m excited for 2024.” Evan Ferry will be joining Jalek in the 250SX East series, stepping up from the amateur ranks, where he enjoyed success with wins in Supercross Futures, and taking

titles at the Loretta Lynn Amateur Nationals in 2020. Ferry will make his highly-anticipated professional debut with Triumph Racing. “To be one of the first people to ride, let alone race, this new bike gives me an amazing feeling,” adds Ferry. “I’m so excited to be racing this bike in 2024 and my expectations are to be battling with the other factory guys. The whole Triumph Racing team is great, and we have some of the best personnel and mechanics in the business.” When the Pro Motocross series kicks off in May, established star of the sport, Joey Savatgy, will compete for Triumph Racing in the 250 Class. With seven overall wins and 14 overall podium results to his name in the 250 Class, the experienced racer is a former title contender who is fully focused on a successful season in 2024. “To be a part of Triumph Racing is very special,” says Savatgy. “For where I’m at in my career, it gives me the opportunity to be back racing on factory equipment, which will allow me to prove to myself that I’m still capable of being a title contender.... As the Triumph is an all-new bike, I expected it to take some time to get used to it, but it was actually quite quick and easy. In particular, the chassis has a soft feeling, and this makes the bike really easy and comfortable to ride. The base platform of the standard bike is a great place to work from and I’m excited to get started with this new chapter in my career.”

“Really, everything has gone to plan, the only change I’ve had to make is to race 250SX East for the first year,” Hewitt explains the team strategy with Savatgy. “My original plan was to have Joey on the west coast, as he has the most experience, with Jalek and Evan on the east coast. At the time, it was a decision I had to make even though it was before the final ruling by the Steering Committee regarding Joey’s eligibility. At the time, I felt very confident in my decision, but it didn’t go as we hoped, so obviously the plan changed.”

#17 Joey Savatgy – 250 Pro Motocross

Regardless of the change in plans for Savatgy, all three riders have been training with former Pro Motocross champion Mike Brown for the past few months. With Mike having worked alongside one of the sport’s most influential trainers in recent years, as well as possessing a huge wealth of knowledge from his decades long international racing career, Brown’s expertise in physical fitness and race craft will undoubtedly be of huge benefit to all three riders in 2024. “So far, everything is looking really good within the team with the bikes, and the riders,” says Brown from his point of view as Team Trainer, Triumph Racing. “Everyone at Triumph Racing has been working really hard and my role is to get all three riders ready for 2024, both physically and mentally. It’s been an exciting challenge, and everything is going really well. All three riders have everything they need to run up front next year and when we start racing Supercross, I think we can contend for heat race wins and shoot for the topfive in the main events.”

#33 Jalek Swoll – 250 SX East

“Having Mike Brown on board as the team trainer highlights how serious we are about our US racing operations, and I’ve no doubt that he will have the riders in the best shape possible for 2024,” claims Ian Kimber, Head of Off-Road Programmes, Triumph Motorcycles. “When Jalek and Evan line up, it will mark the first time a Triumph motocross bike has lined up for an AMA Supercross event, and Triumph is excited to make history with both of them!” “Signing Joey, Jalek, and Evan as the first racers to join our Triumph Racing programme is a massive step for the Triumph brand in America,” adds Kimber. “Working with Bobby Hewitt and Steve Westfall, as well as the whole team that they have assembled, we really do have a great squad to demonstrate the capabilities of our new TF 250-X, in both AMA Supercross and Pro Motocross.

#751 Evan Ferry – 250 SX East

“Having Jalek, Evan, and Joey on the team, who have all worked with me before, has been very useful for working through our schedule of race development with the new TF 250-X, preparing for the upcoming season,” concludes Hewitt. “With our three riders we have a solid starting line-up for our first season in AMA Supercross and Pro Motocross.”

AIMEXPO

TRIUMPH TIMELINE

· In 2023, the appointment of Team Principal Bobby Hewitt and Team Manager Stephen ‘Scuba’ Westfall was announced. The team will be located at a dedicated new state-of-the-art private race facility in the USA.

The much anticipated 250cc motocross bike “dropped” into the Los Angeles Memorial Coliseum in California during the SuperMotocross World Championship Final on Saturday, September 23. The date for the full reveal of the new bike was announced as 28 November 2023 on giant screens around the stadium.

· In 2023, Triumph announced its intention to compete in the 2024 MXGP/MX2 and SuperMotocross World Championships and confirmed the appointment of two top class riders to lead its race development testing. Clément Desalle joined as test rider for the Triumph Racing MXGP/MX2 Team, run by Thierry Chizat-Suzzoni, and Ivan Tedesco joined as full-time test rider for the Triumph Racing US SuperMotocross World Championship Team, led by Bobby Hewitt.

hen Ricky Carmichael and Jeff Stanton rode the new Triumph TF 250-X down the peristyle jump at the Los Angeles Coliseum, it marked the end of a series of intentionally vague interviews to build the buzz for Triumph’s entry into Supercross and motocross competition around the globe. The world finally got to see Triumph’s MX machine in action!

A pair of production-spec bikes rocketed down LA’s legendary Peristyle piloted by Jeff ‘Six Time’ Stanton — who won his last Championship at the Coliseum and is the current manager of Triumph’s Adventure Experience in the US — and the GOAT, Ricky Carmichael. “I’m so happy to finally show the fans what we’ve been working on for the past 4 years,” said Carmichael. “The bike feels great, it looks great... and it’s fast! I’m really pleased with what we’ve delivered and I can’t wait until we can share the final details on November 28th.” · In 2021 Triumph announced its forthcoming entry into the Motocross and Enduro worlds with the singleminded ambition and commitment to develop a championship winning team.

· In September 2023, Triumph’s new 250cc motocross bike was revealed in public for the first time, at the SuperMotocross World Championship Final at the Los Angeles Memorial Coliseum in California. · In November final specs and a full dossier on the 250 was delivered to moto media outlets around the world. · In December 2023 Triumph revealed the race team and U.S. series it will contest with Joey Savatgy, Jalek Swoll and Evan Ferry. · In February 2024 Dealers get to see the bike up close in person at the AIMExpo tradeshow. See it for yourself in Booth #5023

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Still a big step for the Borgo Panigale faithful! “It is unexplored terrain for us but starting with racing competition is the best way we know to develop our sportiest and most highperformance models,” Domenicali explains. “Guided by this principle, we decided to cooperate with Tony Cairoli, an undisputed champion in his field who will help us design and perfect Ducati off-road motorcycles.” This future Ducatisti will come from the dirtbike arena, and Domenicali wants to welcome them to the brand immediately. “Our desire to allow a new community of young motorcyclists to join the Ducati family is strong and we are committed to doing everything we can to make them feel at home. In Borgo Panigale, there are many off-road lovers, and we can’t wait to see the Desmo in all its potential at work off the asphalt! Who’s as thrilled as we are?”

Ducati Corse Shifting Gears DUCATI DOES DIRTBIKES?

lthough it wasn’t shown at EICMA, the buzz for Ducati’s new MX machine was definitely deafening! First the Internet was broken when KTM announced it was wishing well to 9X MXGP champion Toni Cairoli… but less than 24 hours later word came the Sicilian was working closer to home as the lead test rider for “Ducati Corse Dirt Division’’ — then the taser videos rolled showing Cairoli and 8X Italian champ (and 2021 MX des Nations winner) Alessandro Lupino chasing each other around the racetrack.

Following the news that its product development plan with a 450 prototype entrusted to Alessandro Lupino, and Antonio Cairoli as high performance test rider, Ducati has decided to create the Off-Road Division of Ducati Corse. The new division will deal with the organization and management of its race program which includes participation in the MXGP World Championship and the AMA Supercross Championship in the next few years.

Pundits expected the announcement in conjunction with EICMA that “The Red From Borgo Panigale” was going MX racing, but the wraps were ripped off two weeks before the big event in Milan following a surprise announcement that KTM Team Manager Tony Cairoli had left the orange brigade.... 24 hours later, he was announced as part of Ducati’s R&D effort to race in the Italian MX series.

Paolo Ciabatti, Sporting Director of Ducati Corse from 2013 to 2023, has been tapped as General Manager of Ducati Corse Off-Road and tasked with taking the Borgo Panigale-based brand to success. He will report directly to the CEO of Ducati Motor Holding, Claudio Domenicali. For 2024, Ciabatti will also retain responsibility for coordinating Ducati’s activities in SBK and SSP championships, including MotoAmerica, British Superbike, All Japan Superbike, Australian Superbike and CIV.

According to Ducati CEO Claudio Domenicali, “The only reason why limits exist is to challenge them.” He took to social media with the reasons why Ducati was doing a dirtbike. “This is what inspired the project that will see Ducati debut in the Italian Motocross Championship next season with a prototype that we have been working on for the past two years. I am so excited for this new, historic chapter of Ducati that will give us the chance to be even closer to passionate motorcyclists of all kinds, with the creation of a completely new range of off-road engines and motorcycles that, gradually, will become part of a new product family.”

Mauro Grassilli, Head of Marketing & Sponsorships of Ducati Corse, will take on the role of Sporting, Marketing & Communications Director of Ducati Corse, reporting directly to Ducati Corse General Manager Luigi Dall’Igna. Ducati Corse will continue to manage the MotoGP and WorldSBK championships as they look to repeat successful seasons.

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AIMEXPO

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AIMEXPO

commitment to fostering talent in the motorsports community.” It also facilitates dealership involvement. Get your shop-sponsored riders a helmet deal for Christmas! “At KYT Helmets, we believe in supporting dedicated racers who continually push their limits and strive for excellence,” Cretu adds. “Our sponsorship program is designed to assist talented racers in the United States in their journey towards success, offering them access to high-quality helmets that can make a real difference on the track.” KYT Helmets has a strong history of providing world class helmets to motorsports’ top racers, including 2023 MotoAmerica Supersport Champion Xavi Fores, a dedicated KYT sponsored racer. “Xavi demonstrated exceptional talent, skill and unwavering determination throughout the season… this exemplifies KYT’s sponsorship ideals,” claims Cretu. “This sponsorship program aims to extend our support to promising racers who demonstrate a commitment to their craft, sportsmanship, and a desire to excel in their chosen discipline.” Application Process: Interested and eligible racers can find an online application that will guide them through the process, allowing them to submit essential information, including their racing achievements, goals and the reasons they seek sponsorship from KYT Americas. The applications will then be thoroughly reviewed, and recipients will be selected based on their demonstrated dedication, potential, and alignment with KYT Americas’ values. “KYT Americas looks forward to receiving applications from dedicated racers,” concludes Cretu. “Through this sponsorship initiative, continuing our support for the motorsports community.”

HEADS UP: KYT IS COMING IN HOT!

YT Helmets (Booth #3040) is coming in hot to AIMExpo! In addition to sponsoring MotoAmerica Champ Xavi Fores and building its dealer network in 2023, the team has big plans for 2024! “We are excited to announce the opening of our sponsorship application period for active professional and amateur racers in the United States,” says Brandon Cretu, CEO at KYT Americas. “We are dedicated to supporting talented and passionate racers in their pursuit of excellence, and this initiative aligns with our

Act fast! Racers interested in securing sponsorship from KYT Americas are encouraged to submit their applications through our website before December 31. The online application can be found at: kytamericas.com/pages/sponsorship

KYT HELMETS TAKES FLIGHT

wo motorcycle enthusiasts, and best friends, were traveling across Europe and stumbled upon the Ohvale GP-0, a bike that was unlike anything available in the United States. That gave rise to Rise Moto, the U.S. Importer of Ohvale mini-motorcycles, RHT cold gel packs and KYT Helmets.

KYT Americas was exhibiting at AIMExpo looking for dealers where Dealernews caught up with Cretu. “We are passionate about the brand and passionate about our sport. If you feel your organization can be a good fit and you want some of the best margins in the business, please fill out the form on this page and we will be in touch!”

“Since then, we’ve been dedicated to finding visionary companies with products that enhance the roadracing experience and bring them to the USA — expanding the exhilarating sport of motorcycle racing in our home nation,” explains Brandon Cretu. “We strive to bring the sport of roadracing to new heights in the USA through the introduction of innovative new products and creating exciting opportunities for our Ohvale family members!”

kytamericas.com/become-a-dealer We sat down with Cretu at AIMExpo to get a heads up on what the KYT value proposition is for US dealers. See it all here: https://www.youtube. com/watch?v=eWeYEfP2FTg&t=28s

AIMEXPO

VALE ART ECKMAN (1942-2023)

he SuperMotocross community and the motocross industry as a whole is deeply saddened by the passing of broadcast icon Art Eckman. Best known in the racing world as the voice of the formative years of the Monster Energy AMA Supercross Championship and Pro Motocross Championship, sanctioned by AMA Pro Racing, Eckman’s instantly recognizable candor alongside AMA Hall of Famer David Bailey defined the fandom and passion of multiple generations who tuned into ESPN, ESPN 2, and ABC to watch the races. His contributions for both Supercross and Pro Motocross broadcasts, in addition to hosting the popular MotoWorld weekly television news magazine, allowed Eckman to become synonymous with twowheeled motorsports. His indelible voice is an integral part of the soundtrack for the legendary careers of Jeremy McGrath, Ricky Carmichael, Jeff Stanton, Damon Bradshaw, and so many more, while his mentorship helped carve a path to broadcasting for former star racers like Jeff Emig, Grant Langston, and James Stewart. This past April, Eckman attended the Atlanta Supercross, which gave long-time fans and colleagues a chance to catch up with one of the most influential and beloved figures of the sport. The following obituary celebrating Art’s incredible life and storied career was provided by the Eckman Family, anchored by his wife of 46 years, Donna Haines Eckman, his daughters, Christine Eckman and Kara Eckman Mecke, his son-in-law, Ralph Mecke, and grandchildren, Alastair and Cedric Mecke.

Sports Broadcaster/Commentator, humanitarian, husband, father, grandfather and friend ARTHUR G. ECKMAN (Art) died on November 4, 2023, at the age of 81. Born in Salem, Oregon, in April 1942, Art was the son of Harriett Wiseman Eckman and Bruce Page Eckman.

Known for his rich, deep, and often said to be ‘Godlike’ voice, Art’s professional career spanned more than 55 years in the sports world for which he provided broadcasting and reporting services for over 20 different kinds of sports. If there was a ball involved, whether a football, basketball, baseball, bowling ball, or golf ball or if there was an engine involved, from a motorcycle to a motor boat, Art had the knowledge, wherewithal, skills and history to write or talk about it. Bottom line, Art loved sports and was a sports enthusiast and historian. Art was a 1965 graduate of Washington State University’s Edward R. Murrow College of Communication and began his career working in the newsroom at KOIN-TV in Portland, Oregon. From news he segued into sports, becoming the Sports Director at KATU-TV and KEX radio where he called play-by-play for Oregon State football, basketball and triple-A baseball, twice earning the Oregon Sportscaster of the Year award. From Portland, Art began broadcasting for the San Diego Rockets, which after one year, moved to Houston and became known as the Houston Rockets. Art served as Director of Broadcasting for the Houston Rockets for five years doing play-by-play radio and TV, including broadcasting two NBA All-Star games on network radio. After Houston, Art worked at KSFO-Radio as Sports Director/Anchor and as a play-by-play Announcer for the San Francisco Giants and Stanford University. From 1976 to 1978, Art was the Sports Director/

Anchor for KRON-TV, broadcasting for the Oakland Raiders pre-season football play-by-play and was Cohost of the Kenny Stabler Show. It was here that he was honored with the Kennedy Foundation National Award for producing a series featuring athletes with developmental disabilities. In 1978, Art moved his family from San Francisco to Atlanta to become the Sports Director/Anchor for WXIATV until 1991. While at WXIA-TV, Art provided daily coverage of Falcons, Hawks, Flames and Braves games as well as for area colleges, universities and amateur sports. He also provided special coverage of Super Bowls, Collegiate Bowls, Indianapolis 500 and Daytona 500, Heavyweight Championship fights, Final Fours, The Masters, plus major golf, tennis, gymnastics and track and field events. At this point in Art’s distinguished career, his professional path took him on a host of adventures where he was honored with many awards and acclamations including receiving the Man of the Year award from the Edward R. Murrow School of Broadcasting at Washington State University in 2015. Among his many broadcasting duties, Art did play-byplay radio and television for the Atlanta Dream/WNBA; was host announcer, producer and writer for auto

AIMExpo...........................................................................44 All Balls Racing Group..................................................... 7 American Motorcyclist Association (AMA).................89 Atturo Tires.....................................................................19 Bobcat................................................................................ 9 CanDo Diagnostics.........................................................49 Denago Powersports....................................................... 2 Don Emde Productions..................................................70 Find It Now GPS Security..............................................11 Harden Off-Road............................................................71 Iron Lilly..........................................................................75 KYT..................................................................................... 3 Motorcycle Industry Council (MIC)...............................63 Motorcycle Industry Jobs (MIJ).....................................17 Moto Morini....................................................................53 National Powersport Auctions (NPA)..........................31 National Powersports Dealer Association (NPDA)....61

and boat racing; was Sportscaster/writer for ESPN and ESPN2 for such events as the Chick-fil-A Bowl Preview Show (hosting with Lee Corso and Bill Curry), was playby-play announcer for webcast/radio and television for Supercross/Motocross, did the MotoWorld weekly magazine show serving as anchor, editor, writer and producer and was pit announcer for AMA Road Racing and CART Indy Cars. Additionally with ESPN and ESPN 2, Art called play-by-play for Formula One TunnelBoat Series, was reporter and host of the Suzuki Great Outdoors program, broadcasted for Unlimited Hydros and Off-Shore Boat Race Services including providing play-by-play for Wide World of Sports. He provided commentary for Full Contact Karate, the Great Britain Rugby League, Water Skiing, Pro Beach Volleyball, Pro Snow Skiing and the US Squash Open. He was the play-by-play announcer for replays of ACC football and basketball games. Art was radio and television announcer for the Atlanta Hawks, the ACC Basketball-Jefferson Pilot, the ACC Football-Raycom series, the ACC Volleyball and Women’s basketball packages, the Atlanta Thunder World Team Tennis, Grand Prix Cycling WATL, Georgia and Florida AllStar High School Football, Metro Conference Basketball packages; and was host of the Bill Curry, Bobby Ross and Bobby Cremins TV shows.

Continued on page 98

North American Bancard...............................................99 Odyssey Battery.............................................................39 Performance Brokerage Services................................56 Phoenix Handlebars.......................................................22 Piloteer...........................................................................87 Spader Business MAnagement.....................................33 Sullivan’s/Joe Rocket....................................................81 Super Power Sports Dist/TGB.....................................35 SURRON...........................................................................41 SW-Motech.....................................................................23 TEXA USA........................................................................25 Torque Off-Road.............................................................15 Tread Lightly...................................................................67 Triumph Motorcycles America......................................13 Turn 14 Distribution................................................. CVR4 Vanderhall.......................................................................36 Volcon..............................................................................43

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’ monthly digital editions: www.dealernews.com

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Continued from page 97

One of Art’s favorite college teams was Georgia Tech where Art served as host of the WSB Radio Tailgate Show, was a sideline reporter for WGST, and did playby-play for WGST Tech basketball. He also hosted American Sports Radio Network’s Final Four show with Al McGuire; was a reporter for Sports By-Line USA, nationwide syndicated talk show. He reported from Wimbledon, the French Open and the Monaco Grand Prix. He provided Atlanta Attack Indoor Soccer play-byplay and WGZC radio morning drive-time sports reports.

homes for mentally handicapped and autistic adults. He was former chairman of the federally mandated Advisory Board for Special Education for the state of Georgia. And for nine years, Art served on the Board of Directors for Georgia Special Olympics. He was a founding member of the Georgia Autism Society, and, for 13 years, was Director of a high school student/ athlete awards program in which he visited as many as 50 schools, charities and service groups each year. Art served as President and was one of 23 men honored with a lifetime membership in the Touchdown Club of Atlanta and served as a member of the Naismith basketball awards committee. In 2010, Art was inducted in the Portland Public Schools Sports Hall of Fame.

In addition to a full-time sports career, Art was familiar with the corporate world, lending his voice and expertise to numerous commercials, special promotions and videos. He was fond of writing and authored numerous feature articles to various publishers and companies. In the latter part of his sports career, Art took special interest in working with Kennesaw State University in helping to further develop and expand its athletic department. At Kennesaw, Art served as Assistant Athletic Director and Media Relations liaison and consultant. He enjoyed instructing staff and students/ athletes on dealing with the media, including crisis control, and he supervised the Sports Information Department among other tasks. Another one of Art’s great loves was working with young athletes and corporate executives on how to better understand their roles with the media. Consequently, he developed a series of seminars to help many people build positive images and communicate with the media. In addition to his love of sports, Art was known for his humanitarian efforts. For over 35 years, he served on the Board of Directors for InCommunity (formerly known as enAble of Georgia) – a system of 20 group

Art is survived by his wife, Donna Haines Eckman, as well as two daughters, Christine Eckman and Kara Eckman Mecke along with Kara’s husband Ralph Mecke and their two children, Alastair and Cedric Mecke. Plans for a Celebration of Life service will be at 3 p.m. on Friday, November 10, 2023, at Peachtree Road United Methodist Church, 3180 Peachtree Road, NE, Atlanta, GA 30305. In memory of Art’s life and in lieu of flowers, the family suggests that a donation be made to InCommunity. InComunity, is a non-profit organization that provides support to individuals with developmental disabilities. Over the years, this organization has been a significant part of the Eckman family as its staff has helped Christine Eckman thrive in her community.

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