Issue #10 October 2023

DEALER PROFILE:

DN 2.0 #10

Knoxville Powersports

UTV TAKE OVER!

• Bobcat Pushes Into Powersports • Primero Lugar Bathtub Wins Baja • Sand Sports Super Show Sets Records

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Bobcat ®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2023 Bobcat Company. All rights reserved. | 1613

CONTENTS

06 WORLD’S LUCKIEST MAN 08 EDITOR’S NOTE 10 LETTERS+ 14 NEWS+ 18 SHIFTING GEARS+ 22 DEALER PROFILE 24 OEM UPDATE: BOBCAT BRANCHES OUT 28 OEM UPDATE 30 INDUSTRY RESEARCH+ Bob Althoff On Trust

Robin Hartfiel On Primero Lugar & Crash Test Dummies The Industry On Dealernews

Dealer News Dealers Can Use Personnel Postings

Knoxville Powersports Merges Outdoor Power Equipment With Powersports Products Pushing Into Powersports

10+ Electric Motorcycles Coming, But ICE Not Going Away Don Musick Got Back To the Future With Honda’s Cub

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22

34 INDUSTRY RESEARCH+ 36 INDUSTRY RESEARCH+ 39 eDEALERNEWS 40 CURRENTS+ 47 NPDA DEALER NEWS 48 NPDA MEETING MINUTES 50 NPDA PARTNER PROFILE 56 MIC RIDE REPORT 58 PERSONNEL FILES+

Lenny Sims On Powersports Q3 Update Jim Woodruff On NPA September AWP In Review Volcon Stag Enters Production

Honda eMXer Makes History, CAKE Takes Coals To Newcastle NPDA Presents PSF Summit

Sponsoring The Industry’s Initiatives & Educational Offerings Apiar Commercial Risk Management What Does MIC Do For Dealers?

Alex Baylon On Lessons Learned From 30 Years In The Industry

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OUR TEAM EDITORIAL Robin Hartfiel Editor/Publisher Bob Althoff World’s Luckiest Man Gus Stewart Creative Director Brenda Stiehl Production Manager 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

60 62 CONFESSIONS OF A CUSTOMER 66 ADVOCACY MSF CELEBRATES 50 YEARS 70 PRESS PASS+ 73 SHIFTING GEARS+ 76 GEAR+ 80 VALE+ 81 AD INDEX 83 BACKFIRE ADVOCACY+

Hector Cademartori Illustrations

Don Amador On Pay To Play?

William Douglas Little Unique Powersports

Eric Anderson On The First UTV To Win Baja

Charlie Williams Off Road Editor

Kim Harrison On MSF Ride Day

Applying Sutton’s Law To Sand Sports Super Show Sand Sports Scorecard $$$$ Picks To Click

Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles

Ave Atque Vale Evans Brasfield

The Anonymous Dealer

This issue Brought To You By…

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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

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© Copyright 2023

OCTOBER 2023

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breed and, at times, fiercely independent.

So, yes, some silos have arisen — between brands; between OEMs and Dealers; between aftermarket players, etc.

But here is the truth: Our industry is in a war. It is a war for consumers’ time and their discretionary dollars; it is a war for fair regulations; and it is a war for access.

This is a war being waged by many industries all vying for the same relevance: we all want to win the battle for sustainable profit and consistent growth.

World’s Luckiest Man

By Bob Althoff

TRUST

H

Is powersports the army that will win? Hands down? Every time?

Can we trust one another? Do we love this wonderful lifestyle, sport, industry enough to love one another? Love is binding but trust is tougher to achieve… just ask any Dealer in a 20 Group about sharing their deepest secrets with their peers!

Is it time to abolish the “silo” mentality? The 20 Groups prove Dealers can earn the trust and love of their fellows, but we have to expand this across competing brands, OEMs vs. Aftermarket, ICE vs. EV, ATV vs. UTV, two-wheels vs. four… We have to climb out of the silos and stop being our The answer is invariably “Hands down, every own worst enemies! fight is won by the team that loves one another.”

As an industry, we are immensely capable in so It seems intuitive. One’s love for his brother (or many ways. Our passion; our community; our sister) means “I will lay down my life for theirs.” cool-ness — all gives us a huge head start in any war.

It makes for an unfair fight.

But only “trust” and “love” make our collective In thinking about our industry, I’m sure that the (let me repeat: collective) future so bright! majority of us would proudly say, “It’s made up of the nicest people.” Powersports people are Bob big-hearted, fun-loving, adventurous types — the kind of people we all love to be around.

Kumbaya! ow to win a war? Ask any military leader the following hypothetical: “If I bring my team to the fight and they all hate each other, and you bring your team and they all love one another — who wins?”

We say we love each other… But do we trust one another? You often hear the term “silos” used to describe our industry. And there is certainly some truth to that. After all, we are a competitive

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ADV bike, Eric Anderson was racing Porsche-powered Class 5 cars with THOR’s Bob Maynard back about the time I was bumming rides as a freelancer for OffRoad and VW & Porsche magazines. We both had front seats to witness the demise of massive motorcycle desert races like Barstow To Vegas and industry’s transformation from Corvette-powered sand rails, Class 5 Baja Bugs and balloon-tired ATCs ruling the dunes to the craziness of Halloween at Glamis.

Editor’s Note

By Robin Hartfiel

PRIMERO LUGAR & A CRASH TEST DUMMY

T

he UTV business is a big deal for many dealers.

The just-concluded EQUIP Expo (27,000 industry attendees) and Bobcat’s push into powersports covered this month, plus the Sand Sports Super Show morphing into the UTV industry’s defacto tradeshow are clear indications of Sutton’s Law. This axiom states that “when making a diagnosis, one should first consider the obvious.” It is named after bank robber Willie Sutton, who replied to a reporter’s question why he robbed banks by saying, “because that’s where the money is.” Why does the industry congregate at EQUIP Expo and the Sand Sports Show?

Because that is where the UTV industry is!

Even with my keen perception of the obvious, one look at the hundreds of thousands of cash-spending UTV enthusiasts gathered in Glamis for Halloween clearly confirms Sutton’s Law is in play. If we want to succeed in making bank, we have to go where the money is… right?

Actually we have been here before… well, some of us.

After winning the Rhodesian MX championship and riding around the world on his pioneering take on an

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The CSPC-fueled collapse of the three-wheeled market crippled powersports as nearly 40% of the industry sales were legislated out of existence… only to see the industry bounce back with the addition of an extra wheel, led by Suzuki’s Quads (remember their old “First On Four Wheels” campaign?). One of my very first cover shoots was launching an LT180 for Off-Road editor Mike Parris. My days as a professional crash test dummy began with a thud… and tapered off from there.

With the subsequent emergence of Polaris Rangers and Yamaha Rhinos on the UTV side, the market morphed into where we are today. Along the way Eric and his pal from Polaris Matt Parks managed to make history by piloting the “Bathtub” to a win in Baja. Read the Confessions of Primero Lugar In this issue if you want the true story.

Eric’s Baja victory overlapped with my own brush with UTV history. Former Dealernews Senior Editor Steve Nessl was hired away by Yamaha to launch the original Rhino at “The World’s Largest ATV/SxS Intro” in Turkey Bay, Kentucky so he was sort of obligated to invite me to the landmark event. After experiencing the Rhino first hand, even the most jaded moto-media hacks could see the obvious.

In the intervening decades, the transformation has continued from the motorcycle industry to the powersports business (to coin a phrase). Dealernews has been up close and personal every step of the way since 1965. In my role as Captain Obvious, I am outbound to point out what dealers already know!

Tough gig, but somebody has to do it!

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

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usually work. The “passion” and “love” for the sport (and associated business) gets squeezed out. — EA

various VCs as they entered and exited the powersports industry.

I enjoyed Eric’s article until I did that!

Thanks for writing it.

Chris Hayes, Strategic Business Development Executive V20 Recruiting Grand Rapids, MI

VENTURE CAPITAL’S END GAME Loved your article on Venture Capital.

It’s interesting to see the same things happening in powersports as with all the other industries we work with.

VC/PE business objectives are very different from the operating company’s objectives… and too many don’t recognize it! The goal of VC/PE is “build to exit.” A lot of what Eric Anderson talks about is building to last, which is the only strategy for the long term.

Great article, David Brock, CEO Partners In EXCELLENCE Author: Sales Manager Survival Guide partnersinexcellenceblog.com

DEATH BY SPREADSHEET! Dude! Love this! Not sure how you wrote it without cussing, but it’s spoton! Amazing how we keep seeing the same mistakes over and over again.

Death by spreadsheet!

Lowell Anderson, Owner Simply Sound Consulting LLC Wellington, OH We do need spreadsheets and CFOs like any business, but when the “bean counters” begin over analyzing a recreationally and relationshipdriven industry like ours, their “commoditization processes” don’t

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NAMING NAMES Oh damn dude, where do I begin?

Come to think of it, not beginning is probably the best strategy. I still enjoy working in the industry, so naming names and spilling the chili might not be the smartest career move.

One more thing; the more that PE’s consolidate the distribution sector the more dealer margins are going to be squeezed. Profit and EBITDA is king in the investor world, and must be achieved at all costs… count on it. More and more brands are going DTC (direct to consumer) if they can, the shortest distance from product to end-use person is the goal and should win every time.

Hank Desjardins, Founder Chrome Asylum Walnut Creek, CA Founders always have a long-term exit plan. VC has a short-term exit plan (5 years to ROI max), but it needs to make a good profit before it’s flipped, right? Find the balance point for both to exist for success or... BOOM! — EA UPON FURTHER REVIEW… I’m sitting here reading Eric Anderson’s article on VCs and I found myself nodding “yes” at every paragraph.

Then I started adding up the amount of money I have lost over the years to

BEAN COUNTERS VS. ENTHUSIASTS Thanks for putting it out there Eric Anderson. Looking back on the waning years of my little career, the last 1215 years of it, I seem to have been just in front of the other shoe dropping several times. When my opportunities opened, some only lasted 6 months to a year and a half, then they sold, closed, changed mode of operation, moved their distribution from dealer-direct to major distributor and abandoned their own sales force. The list goes on.

To say the least, the past decade or more has not only been pretty rough personally but a LOT of talent and passion has been displaced, crushed or nudged into retirement with years of productivity still there to be utilized with long standing relationships. I still reach out to some dealers because they’re friends, people, people with the same interests as me.

And still do some work for some.

This is a glimpse of the personal side of the story you’ve just told. So very much more at stake here than dollars and sense… I spelled that right.

Tommy Todd, Owner Southern Supply Company LLC Beech Bluff, TN Thanks Tommy for sharing the personal experience you have had with this topic. I have always thought our industry was “talent light” to begin with but it may be becoming more so if the passion is completely squeezed out by pure profit-driven goals. Are we becoming “commoditized?” — EA Continued on page 12

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Randy Northrup, Business Service Sales Santel Communications Cooperative Woonsocket, SD

BAD BUSINESS I’m going further by saying PE is bad business for everyone but the Investor...

Average Salary @ Tucker’s former PE group shows to be $ 334,000 a year...

No wonder Tucker had no funds left!

Kevin Hough, B2B Business Development Professional Haslet, TX Via LinkedIn COUNTER-POINT Eric, I had the pleasure of working with great people at APS that was backed by Windpoint partners, as a GM and then as a minority partner. With a great CEO and committed GM’s we achieved great results, when the next CEO didn’t have a connection with the GM’s and partners the company eroded quickly. PE might have a shorter window, but similar to a mom and pop it starts at the top. Like the article BTW. Cheers, Andre Lecompte, Professional Carlsbad, CA Via LinkedIn

Powersports

It comes down to leadership... penetrating all the way to the foundation (employees) of the business, doesn’t it? I am happy to hear about your great Windpoint CEO--I remember them! — EA

Even if it doesn’t affect you personally or financially (job loss) it’s still simply agonizing to watch all those years of effort and experience go down the drain. — EA LEADERSHIP VS. OWNERSHIP Oversimplified and not measurable observations related to VC/PE ownership, but really about the importance of leadership: Company culture, as robust as it may seem, can really be quite fragile. What made the organization tick, provided value to customers and pride to employees can be corrupted by the addition and/or departure of just a few titled and key hidden internal leaders.

When business decisions are made and implemented without concern or consideration of how they will impact the customer the decline is imminent.

This can happen when the priority of executive leadership becomes focused on appeasing the voice of ownership that is focused on efficiency and shortterm ROI. Sean Phillips, Former Senior Director Owned Brands Tucker Rocky/Tucker Powersports Via LinkedIn This sounds like a Powersports Investment Conference... in the making. I like it. — EA THIS IS PERSONAL I’ve personally witnessed this from the inside.

END GAME The goal of a venture capitalist is to make their investment back with interest. Not all investments will. Many will fail--maybe one or two will succeed and cover the failures.

When you use the word “passion”, I understand. But passion doesn’t pay the bills. When you say “repeat mistakes of the past”, I understand that too and if you are already in a place where something is not working, by definition, aren’t you making mistakes? I think I’d use the term “leadership” instead of passion. And don’t forget, a leader doesn’t always have to be the person in charge.

If you want to enter into an agreement with a VC, you need to find one who understands the business and whom you can look to for mentorship and who is a good fit with the team. Even then, that relationship likely comes with terms and conditions.

Ian Clements, Open To Work Santa Clara, CA Via LinkedIn

SOUND OFF! Join in the conversation via e-mail: Editor@dealernews.com Check us out on Instagram: www.instagram.com/dealernews Like us on Facebook: www.facebook.com/DealernewsFan Follow along on: Dealernews.com Tune into our YouTube channel: www.youtube.com/c/Dealernews50/featured 12

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+ GOING UP?

Despite some economic headwinds, the Motorcycle Industry Council reports some segments of the market are still sailing along. “Off-highway motorcycle sales among leading brands through Q2 are up 16.5% over 2022,” notes MIC President Eric Pritchard. “Dual-purpose motorcycle sales are also up 4.4% compared to the same period last year.”

These figures are from the MIC Retail Sales Reporting System’s FLASH Report, a quarterly update of U.S. sales with month and YTD retail sales data for ATV, dual motorcycle, off-highway motorcycle, on-highway motorcycle and scooter sales data.

MIC’s Research team gathers new-motorcycle retail sales data from 14 leading vehicle manufacturers and distributors in the U.S., providing a strong indicator of total sales trends.

It also makes for a great point of reference as the FLASH reports go back three decades! The RSS data is just one of the member benefits the organization has to offer. “Members who sign up or renew before the end of the year will automatically receive free access to the 2023 State Level MC & ATV Retail Sales Report, featuring state-by-state breakouts of new retail unit sales of leading manufacturers by brand and segment,” adds MIC Membership Manager Ginger Calhoun. “This report is another example of the detailed and valuable data the MIC gathers and is available to our members. Access to the report will be granted in 2024.

“Additionally, the powersports industry needs your ongoing support for our Government Relations Office doing work in Washington and states across the country, to help fight unwanted regulation and tariffs, and help keep public riding lands open,” claims Calhoun. “Your membership dues ensure the MIC can continue its work to promote, preserve, and protect our great industry.”

Contact Calhoun via email: gcalhoun@mic.org

TURN 14 TURNS TO SCHUETZ

Shifting gears deep in the heart of Texas: Turn 14 Distribution, the industry leader in performance parts distribution, announces the appointment of the President of Owned Brands, Robert Schuetz. “Bob has years of expertise and industry know-how to spearhead our manufacturing efforts with our brands as we move forward,” said Jon Pulli, CEO of Turn 14 Distribution. “Bob is an established leader within the performance aftermarket and OE industries.” His resume includes world-renowned companies like Warn Industries Inc, Öhlins USA and KW Automotive, NA, where he held executive leadership positions of Vice President and President within these organizations.

Schuetz will oversee the establishment, structure, development and daily operations of Turn 14/Tucker owned brands team with its headquarters in the Dallas, Fort Worth area. He will lead the product development, R&D, brand management, and marketing of the manufacturing brands Turn 14 Distribution acquired through the purchase of Tucker Powersports.

“I’m excited to be a part of the rebirth of the brands we’ve acquired from Tucker Powersports, and I look forward to earning the trust of our longstanding partners and internal team as we seek to maximize our potential in each respective marketplace,” says Schuetz, Turn 14 Distribution President of Owned Brands.

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WELCOME TO THE OMNICHANNEL

RumbleOn, the largest powersports retailer in North America, 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 26year 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 (2019-2023), where he oversaw strong organic growth, margin expansion and value creation.

Continued on page 16

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“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.”

DEALER NEWS: YOUNG POWERSPORTS SUPER SIZES IT!

“This is the largest facility ever built specifically to sell powersports products,” says Jeramie Young, director of Young Powersports.

“So we held a super sized celebration fit for a dealership of Young Powersports XL Centerville’s stature.” Multiple events and special guests, including Supercross icon Jeremy McGrath, highlighted the grand opening weekend October 27-28.

After the ribbon-cutting ceremony featuring speakers from the Young Automotive Group and Davis County officials including Centerville council member Gina Hirst. Refreshments from the onsite Daily Rise Coffee were also available. However, since it was Halloween, a “Trunk or Treat” — in addition to sweet treats for the kids, there were some trick machines on display for their parents.

The week before the event, Young Powersports XL Centerville delivered coloring pages to classrooms throughout the Davis School District. The winning student received a Nintendo Switch, and the three teachers whose classes had the most entries received $500, $300 and $200, respectively. “Trunk or Treats have become a major tradition for many dealerships in our group,” explains Young. “They’re a great way to bring members of the community together, and our new facility is the perfect place to hold one.”

While offering grand opening specials on Saturday, seven-time

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Supercross champ Jeremy McGrath showed up for the festivities.

“Everyone here is extremely excited to have McGrath here,” Young adds. “He’s a legendary rider, and a lot of our staff grew up watching him compete.”

Opened in August, Young Powersports XL Centerville currently has 12 franchises, plus a planned Honda powersports location on the way. The facility houses not only vehicles, accessories, gear and apparel, but also a Daily Rise Coffee franchise, a barber and a nail technician on the premises. It is currently the largest powersports dealership in Utah.

“Young Powersports XL Centerville is becoming everything we hoped it would be,” Young said. “Our mission is to provide an exceptional customer experience to anyone who walks through our doors, and with this dealership, we have the capacity to make every shopping experience here memorable.”

The dealership is located at 547 Frontage Rd. in Centerville, Utah.

TAKING IT TO THE HOUSE!

Fasthouse Teams With Helmet House Heads up, the original “Purveyor Of Good Times” Fasthouse has announced it has partnered with Helmet House to get their gear out to specialty moto dealers more effectively. “We are stoked on this new partnership,” says Fasthouse founder Kenny Alexander.

“We are one of the last remaining family owned businesses in this industry — and teaming up with another family founded company like Helmet House will allow the Fasthouse Family to do more of what we’re grateful at — making badass product, putting on killer races and creating insane content — we’re all about having good times and blowing minds!”

Helmet House will commence with shipments of Fasthouse goods into its extensive network of powersports dealers effective November 6th. Fasthouse and its independent rep force will continue to service any lifestyle and bike accounts directly.

While Fasthouse continues to accelerate, Alexander adds the mission remains unchanged. “The brand remains committed to providing an atmosphere of mutual respect, camaraderie, shared passions and dedication to a love affair with powersports.”

“We’re super excited about the new strategic partnership between Fasthouse and Helmet House,” said Dave Bertram, CEO of Helmet House. “Fasthouse is undeniably the fastest growing and coolest brand in the powersports industry.

Fasthouse’s dedication to creating great products, along with supporting the best dealers across the U.S. perfectly aligns with Helmet House’s vision and values.”

arm. Fox Racing, the recently acquired Bell Helmets and QuietKat eBikes have merged with brands like Bushnell and Camp Chef to create a new “collective of makers of wildly human experiences” —complete with a new HQ in Bozeman, Montana.

“Proud to be a part of such an iconic family of brands,” says Jeffrey McGuane, president of Fox Racing, Bell and Giro. While it might be a stretch for moto heads from Bell or the Fox faithful to be siblings with Simms Fishing or Bushnell Golf, he notes that, “The tagline says it all: United As One.”

WHAT’S IN A NAME?

Revelyst Reveal Now listed on the New York Stock Exchange (NYSE: GEAR) “Revelyst” is the new name for the Vista Outdoors family of brands created when the company split the shooting sports group off from its powersports/outdoor recreation

Revelyst official definition is as follows: “We are a collective of makers who design and manufacture performance gear and precision technologies. Our category-defining brands leverage meticulous craftsmanship and cross-collaboration to pursue new innovations that redefine what is humanly possible in the outdoors. Portfolio brands include Fox, Bell, Giro, CamelBak, Camp Chef, Bushnell, Simms Fishing, Foresight Sports, Bushnell Golf and more. Revelyst will employ 2,900 people across multiple brands and locations.”

Stay tuned…

Brought To You By MotorcycleIndustryJobs.com better understanding of the business and insight into the company’s vision for the future. “I am grateful for the opportunity to again work with the Drag Specialties team and dealer network,” says Matter. “I’m looking forward to the opportunities that lie ahead.”

Immediately following a successful NVP (and the news that the show is moving to Milwaukee for 2024), LeMans Corporation announced Greg Matter has been named the new Drag Specialties National Sales Manager.

“Greg and I both share a passion for the American V-Twin motorcycles and were fortunate to be part of some great dealerships early-on in our careers,” says LeMan’s VP of sales Jeff Derge. “That dealership experience translates into understanding the market, the consumers, but most importantly understanding the needs of Drag Specialties Dealers and the great suppliers we do business with,” Derge adds. “Look forward to Greg’s leadership of the team into the future!”

With a life-long passion for V-Twins, Matter has worked in the industry for more than 20 years, starting in HarleyDavidson dealerships where he held parts manager and general manager positions. Looking to expand his knowledge of the industry, Greg joined the LeMans Corp. in 2006 as a Drag Specialties Sales Representative in the Phoenix and Tucson markets. After 16 years in Arizona, he accepted the position of Dual Regional Sales Manager for Parts Unlimited’s Central Region and returned to Wisconsin which also allowed him to be closer to his family and grandsons. Along with being closer to family, Matter says the opportunity allowed him to work out of the company’s global headquarters in Janesville, which has given him a

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With the run up to NVP, we missed one of the latest LeMans players to enter the game. Drag Specialties has appointed John Vyborny to the sales team roster covering V-Twin Dealers in the western Pennsylvania area.

“John comes to us with several years of experience having been a dealership owner and service manager in the PA area.” In his off-hours Vybrony coaches his son’s youth football team and classic car restoration.

Speaking of NVP (issuu.com/ dealernews/docs/issue_9_ september_e6ee14d5bbeacc/68), industry guru David Zemla wasn’t in his familiar spot in the S&S Cycle display.

For the past eight years, he had served as VP of Marketing for S&S. “I’ve had the honor of working with some incredible teams while at S&S and together we’ve transformed this storied brand, readying it for an evolving market and many years of success,” says Zemla. “Now it’s time for me to take a break, spend some time with my family and prepare for the next challenge.” Prior to S&S, Zemla led the sales & marketing efforts at Performance Machine, Progressive Suspension and helped revive Burly Brand. Once with the go-fast guys at S&S, it was off to the races, literally!

Strategic partnerships with Indian saw success for S&S in everything from American Flat Track and King Of The Baggers to Super Hooligan racing. Beginning in mid-2015 Zemla took the reins of the then struggling S&S marketing department and soon established best in class media and product management teams.

Leveraging a combination of creativity, innovation and a data-focused approach they helped usher the brand’s marketing efforts into an industry leading role.

During the challenging COVID years, Zemla led the space in innovative marketing efforts including digital training sessions and a brand-centric podcast.

After nearly a decade with Fox Racing, most recently as GM for North America, and a couple years heading up ScorpionEXO helmets as regional director of sales & marketing, Jayson Wickenkamp is now making his mark as SVP/GM for Image Solutions, a supplier of work wear for America’s largest companies and local shops alike. “At Image Solutions, we’ve been working with clients across a wide variety of industries for over 20 years,” states the new company mantra.

“We strive to exceed each client’s expectations with our industry-leading design, personalized support, innovative Continued on page 20

Brought To You By MotorcycleIndustryJobs.com Continued from page 18

inventory management systems and cutting-edge technologies.” Image Solutions provides comprehensive and fully customized uniform management services. “But what really sets us apart is our personalized customer service, commitment to team member satisfaction and passion for giving back to those in need. These values earned us numerous awards including “Vendor of the Year” from Brinker International and a place on Inc. 500′s list of the fastest growing companies.”

industry, including leadership roles in areas ranging from development, merchandising, marketing and branding. She has worked with top tier companies and organizations including Kawasaki, Fox Racing, American Motorcyclist Association and Advanstar. She’s also done extensive marketing consulting with MotoAmerica, Sturgis Motorcycle Museum, Why We Ride Films, Women’s Motorcycle Tours, Dealernews and Iron Lilly.

On location and always mobile… at least that is what it says on her signature block! Industry icon Tigra Tsujikawa has clicked up a gear, going to the National Powersports Dealer Association. She joins the Dealer association as its Membership Marketing Manager, a role she is uniquely qualified for, courtesy of her industry-wide connections.

“Bring up her name to someone with experience in this industry, and they are likely to say, ‘oh, I know Tigra, I’ve worked with Tigra,’” said Darris Blackford, Organizational Director of the NPDA. “She not only has great knowledge about and connections in this industry, but she is an enthusiastic leader who works hard to get things done,” Blackford adds. “Plus she is a hardcore rider, especially on the dirt, so understands why the NPDA’s work to make the powersports industry better is so important.” Tsujikawa has enjoyed a 25-year career in the

Lock & load! Industry veteran (and military vet) Tim Piver has a new duty station as COO of Kryptek Outdoor Group, based in Eagle, Idaho.

Piver’s prior experience in the hunting and fishing sector includes multiple experiences as a guide, outfitter, TV show producer and product developer. However powersports people will probably recognize Piver from propelling the 509 snowmobile product to prominence (509 is now a Polaris property). During his stint with Western Power Sports, he played pivotal roles in the success of brands such as FLY Racing, Highway 21 and SP1 as well as significantly contributing to the growth of iconic brands like Bell Helmets. As COO, Piver aims to bolster Kryptek’s adventure lifestyle presence.

Forging new partnerships to broaden and enrich the well-established Kryptek ethos of “Battlefield to

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Backcountry” should come naturally to Piver, given his background as a former SERE Instructor in the US military. “Piver’s integration into the Kryptek brand is significant… He is an exceptional cultural fit with real-world credibility and has a vast amount of success in adjacent outdoor brands,” says Kryptek CEO and co-founder, Butch Whiting. Kryptek is a technical hunting clothing line built on tactical military apparel attributes. “After years of combat in ultra extreme conditions and environments, we saw a need in the apparel industry.

It lacked a technical clothing line that was functional, durable, reliable and didn’t break the bank. That’s why we formed Kryptek.” River points out “I’ve been lucky to intertwine my passions with my profession in a meaningful manner. Kryptek is an ideal match at the perfect juncture, and I couldn’t be more thrilled to be a part of it.”

Speaking of WPS, after nearly 5 years Brandan Smith is onto his next adventure! The former FLY Racing/ Highway 21 Brand Sales Manager for Western Power Sports is now pursuing Plan B (his personal racing effort). “Today marked the end of my incredible journey at WPS,” he posted on social media. “I’ll always cherish the experiences, memories and friends made along the way. Onto the next chapter.” Part of that next chapter starts as an outside sales account manager for TruckPro, LLC. In the heavy duty trucking industry and as a territory manager for H&E Equipment Services.

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DEALER PROFILE

Where Powersports & Power Equipment Come Together

F

rom the Monroe County Airport picking up a Polaris Pro XD to becoming the poster child for Bobcat’s powersports program, Knoxville Powersports is pretty tough to pigeonhole. “We have what you need when it comes to lawn care, greenfield prep or property maintenance,” says General Manager Virgil Burnette. From pontoon boats to Pro Rs this dealership defies definition, preferring to sell the right product to every customer! Urban, suburban, sport, utility, bass boats, bucket loaders… from ATVs to Zero-Turn mowers the dealership touts itself as having Knoxville’s largest selection of powersports, marine and mower products.

The flagship of a family of dealerships that includes Pro X Powersports in Chattanooga, Shoals Outdoor Sports in Tuscumbia. Alabama, and Shoals Outdoor Sports in Florence, Alabama, this ability to service multiple market niches across all demographics is what appealed to the folks at Bobcat when they were looking to expand their reach beyond the lawn & garden guys (see Bobcat Dealer Program feature).

“Dealers have a great understanding of their market and customer base, and we design our product bundles to best align with our dealers’ various business models,” notes Ian Drugmand, Bobcat Company Director of Channel Development. “Powersports dealerships are a natural fit for many Bobcat products.” And certainly Knoxville Powersports eclectic expertise was perfect for Bobcat to use to make their case! “We want to partner with dealers who are passionate about helping customers accomplish more while building a brand that represents innovation, empowerment — and a toughness that always gets the job done.”

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Enter Virgil Burnette. He shares exactly why he became a Bobcat dealer and the positive impact it’s had on his business in the video produced by Bobcat.

“My name is Virgil Burnette, I’m the general manager of Knoxville Powersports. We are a powersports dealership and we operate on a volume level. We carry ATVs, Side-by-Sides, mowers, boats and trailers,” This isn’t exactly his first foray into adjacent markets, though.

“For nine years prior to coming to the Knoxville market, I managed a dealership that had extensive agricultural activity...” This would help explain rural hobby farmers and ag consumers coming to an urban jungle like Knoxville. “This is a metro area and from the outside looking in, it doesn’t seem like coming to downtown Knoxville to buy a tractor makes sense,” Burnette readily admits.

“However, we service a large area surrounded by rural communities that use tractors on a daily basis and we saw that the market wasn’t really being well represented. So being here we’re in a good, centralized location and we can draw from all the areas outside downtown Knoxville.” This was the sort of opportunity Bobcat was looking for… “We definitely have customers for Bobcat products.”

Opportunity knocks? “Bobcat approached us based off our experience, how we do business, our volume levels and the success we’ve had in the market. They thought we might be a good fit for Bobcat in the area and helped build the brand for the Knoxville metro area. Customers have definitely come in, based solely off the Bobcat name itself.” While they may

come in because they know the name, it is the customer experience provided by the Knoxville Powersports team that keeps them coming back.

“They’re in the market for that type of product,” he adds.

“And when they see the name, they instantly come in and want to learn more about our products. It’s added additional customers that weren’t really looking at our business for the recreational side of it… not realizing that we also have quite a bit for utilitarian purposes as well. So now having them come in and look at tractors and or lawn mowers, they realize that these vehicles are also useful for any application.” Work hard, play harder!

So how does the transition from powersports practitioner to OPE dealer work? “The onboarding process was fantastic.

They know their product very well. They know their business model. They know what it takes to be successful with their product. We spent a lot of time going back and forth and working together, determining what the best plan would be for our success and for the brand’s success in this market,” concludes Burnette.

“It was a very, very smooth transition period in order to get set up and get operational with Bobcat, for sure.”

“The quality of the product absolutely was a huge deciding factor, and then the willingness of Bobcat to work within our specific business model. There are many manufacturers out there that are going to present dealers with a one-size fits all approach, saying: ‘Hey, this is how we do business. If you want to do business with us, this is how you’re going to do it,” recalls Burnette.

“Again, we’re different animals, and Bobcat understood that.

They were willing to sit down and say, ‘Okay, we understand how you do business. We want to be able to incorporate into your business, rather than you assimilate to how we do business.’ But at the same time, Bobcat is holding us to a higher set of standards and values.”

Knoxville Powersports 8814 Kingston Pike Knoxville, TN (865) 500-3778 www.knoxpowersports.com

BOBCAT DEALER PROGRAM

Outdoor Power Equipment Intersects With Powersports Products

T

he first time Dealernews attended EQUIP Expo, it was still known as the GIE show for the lawn & garden guys and we were a bit dismissive of it… until we saw that grass really was greener on the other side of the fence! Dealer Expo had been scrapped and AIMExpo was just finding its way a decade ago, but even then there were nearly 40 different side-x-side manufacturers in the “UTV Corral” along with pavilions from Honda and Kawasaki’s OPE divisions. Husqvarna had a huge display (albeit for the long separated lawn mower/chainsaw group, but the familiar gunsight logo was on a badge-engineered UTV).

Of course many of the tire companies like Kenda cracked that code, but there were some savvy aftermarket players already in the OPE game, including Seismik, which was presenting UTV seminars to turf professionals.

In the intervening decade, the show changed its name and has expanded its reach — more than 27,000 attendees from all 50 states and 46 countries convened in Kentucky on October 17-20! There were 1 million sq./ft. of exhibit space and 30 acres of demo tracks for riding mowers, trenchers, bucket loaders, light tractors… and UTVs! Now that is a trade show! However Bobcat believes it is time to stop preaching to the choir and branch out beyond the lawn & garden and hobby farm industry — launching a concentrated push into powersports this year.

On the eve of the 40th Annual EQUIP Expo, Ian Drugmand, Bobcat Company Director of Channel Development, was kind enough to cover the plan and the opportunities for powersports dealers to broaden their horizons (not to mention bolstering the bottom line). “At Bobcat, our

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market segments are growing, and we’re matching those opportunities with new products and services that help dealers maximize their business,” he explains.

Why powersports Dealers?

Powersports has been an area of focus for Bobcat, as these dealerships are a natural fit for many Bobcat products. With our UTVs and zero-turn mowers, Bobcat offers products that powersports dealers are already familiar with and can help them better support their current customers. We also offer compact tractors, mini track loaders and a variety of other equipment that allows dealers to expand their customer base. Bobcat offers an extensive product portfolio, which allows dealers access to a unique bundle of products.

Is there a dedicated department for motorcycle dealers getting a Bobcat franchise?

Dealer relationships are a strategic focus area for Bobcat.

Without our extensive and dedicated dealer network, we simply would not be who we are. As a direct conduit to our customers and our markets, our dealers are in their communities every day, helping our customers identify solutions to their toughest worksite challenges.

Our channel development strategy is based on creating partnerships with businesses that will help us better support our customers in specific territories. We don’t focus our attention on one type of dealership specifically, but partner with any type of dealership that meets the criteria we believe is required for a successful partnership.

Are there open territories available? Knoxville’s GM Virgil Burnette notes they are a powersports dealer in an urban area, not exactly what you think would be Bobcat country?

Bobcat has dealerships around the country in both urban and rural settings. Given our broad portfolio of products and differences in regional needs, we have dealers who carry our full line of products, while others focus their business on our grounds maintenance equipment and/ or turf lineups.

great understanding of their market and customer base, and we design our product bundles to best align with our dealers’ various business models.

Powersports dealers could broaden their Bobcat portfolio offering with other products such as loaders and excavators; however, since this may not be the same customer set, typically they’ll align their offering to meet their customers’ needs.

While there are certain areas Bobcat is actively recruiting dealers throughout the country, the main focus is identifying dealerships that we can build a strong partnership with. As an organization, we are very handson in our partnership with our dealers. We want to build success for our organization and our dealerships’ business.

Our dealer support is second to none with multiple benefits to aid in their success: Dealer-specific sales, customer support and aftermarket service teams • Parts distribution and service center relationships • Service and technician training • Customizable advertisements and marketing assets • Facility branding • Branded apparel • Incentives and sales programs

Bobcat offers comprehensive onboarding training and an extensive array of resources to new dealerships as they take on new product lines to ensure they are equipped to support their customers in their purchase.

The bottom line?

Opportunity is knocking for powersports dealers willing to branch out with Bobcat’s OPE offerings. To learn more about becoming a Bobcat dealer, click here: www.bobcat.com/becomeadealer

• Dedicated product lines and attachments • Opportunities for equipment sales or rental • Many additional benefits and opportunities How does Bobcat suggest a dealer go from UTV sales to bucket loaders?

Many new dealers we’re partnering with offer our grounds maintenance and/or turf products such as UTVs, zero-turn mowers and compact tractors. Dealers have a

OCTOBER 2023

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Transporting For a fraction of the price of a pickup, you can easily transport passengers around job sites in a Bobcat utility vehicle. Some models allow up to five passengers. If there’s no road or limited access to the job, a utility vehicle works perfectly.

SHOW ME THE MONEY

P

Attachments Add attachments, such as the optional snow blade or spreader, and get the job done from the comfort of your optional enclosed cab.

Bobcat believes UTVs are the ideal machines for moving people, tools and more. “Whether used commercially in the landscaping or construction industry or used personally by a homeowner around their property, UTVs are built for hard work from front to back and top to bottom.” To that end Bobcat offers the UV34 and a UV34XL UTVs, both with diesel and gas options.

Versatility UTVs are one of the most customizable pieces of equipment that Bobcat offers. Customers can support their business or personal needs through an assortment of accessories to enhance the performance, versatility and comfort of the machine. Overall, adding accessories to a UTV gives you the ability to make work more enjoyable, comfortable and efficient. For example, a roof can help keep you out of the sun, while mirrors can offer enhanced visibility and adding a radio can make the workday more entertaining. For landscapers who wish to extend their workday, our LED lighting options also help illuminate the worksite, thus adding to productivity and safety.

owersports is probably not the first thing that comes to mind when you mention the Bobcat brand… but it should be, for many dealers. “With our UTVs and zeroturn mowers, Bobcat offers products that powersports dealers are already familiar with and can help them better support their current customers,” explains Bobcat’s Director of Channel Development Ian Drugmand. “We also offer compact tractors, mini track loaders and a variety of other equipment that allows dealers to expand their customer base.”

“The name ‘utility vehicle’ says it all,” claims Drugmand. “You want this machine to be utilized, and Bobcat utility vehicles earn their keep.” The Unique Selling Proposition for UTV is defined as: Hauling Bobcat utility vehicles can carry up to 1,250 pounds; that’s nearly the same payload as a pickup. The 2-inch receiver hitch on Bobcat utility vehicles can easily tow up to 2,500 pounds of trailered equipment and materials.

In short, there are accessories that help transition the UTV from season to season, including roofs, doors and windshields. Operators can also select the cab and heat model, which allows them to operate more effectively and comfortably in cold weather conditions.

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“Given the versatility in industry, use and application, UTVs make an excellent addition to any dealer fleet,” concludes Drugmand. To learn more about Bobcat UTV USPs, click here: www.bobcat.com/utv

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Toshihiro Mibe Director, President & Representative Executive Office says, “Since its founding, Honda has been driven by its “dreams.” Above all else, we value original ideas, technologies and design, which derive from our unwavering passion and out-of-the-box thinking.

Honda has grown by fearlessly taking on challenges to realize what was thought to be impossible… In doing so, Honda has been providing value that contributes to the advancement of mobility and people’s daily lives.

HONDA HAS PLANS FOR 10+ ELECTRIC MOTORCYCLES…

“We believe that mobility is a fundamental human desire,” he explained in the Report. “Our relentless pursuit of advancing mobility, spanning automobiles, motorcycles, power products, aircraft and more, enhances the ‘temporal and spatial value’ of mobility, and expands people’s life’s potential. When more people are ‘connected’ through mobility, we can generate greater ‘power’ which leads us to the creation of a better society.

We believe it is Honda’s mission to realize such a future.

But Doesn’t Plan To Cut Off Traditional “Honda-Like” Products Any Time Soon

By Robin Hartfiel

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oting that, “The motorcycle business is foundational to Honda, deeply rooted in its origins,” Honda updated its plans for the motorcycle industry in the Honda Report 2023, summarizing Honda’s mediumto long-term initiatives to enhance its corporate value from both financial and non-financial perspectives. The good news is that while the product mix may vary, the global dealer network remains the linchpin in Honda’s go-to-market strategy.

“Honda has grown into a premier manufacturer with a global network of over 30,000 dealers and 35 manufacturing bases for finished products. With an annual worldwide sales volume of approximately 20 million units, we capitalize on this extensive network, platform design and a global supply complementation system. This has enabled us to craft products that showcase Honda’s unique appeal and exceptional cost competitiveness, thereby maintaining a notably profitable business framework.”

Toshihiro Mibe

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“With these aspirations for the future, we have added a new tagline – How we move you. – which follows the “The Power of Dreams” in our Global Brand Slogan.

This tagline encapsulates the double meaning of “moving people physically” as a mobility company and “moving people’s hearts” through the value we provide,” concludes Mibe.

“We will continue our commitment to carry out our corporate activities while striving to move people, inspire people, and spread dreams throughout the world.”

MEDIUM- TO LONG-TERM TARGETS “By addressing the universal “mobility needs” of customers and uncovering new opportunities within the motorcycle market, we aim to lead the industry and become the foremost global motorcycle company.” This comes with an aggressive timeframe and EV-specific initiatives, including: ·Advancing Electrified Product Development ·Procurement and Production Strategy

·Promoting a Battery-Sharing Service ·Enhancing Adaptability to Environmental Shifts “By 2026, we intend to globally introduce a total of 10 or more electric motorcycle models, with the goal of achieving annual sales of 1 million units. By 2030, Honda aims to further expand the lineup and target sales of 3.5 million units.”

However ICE will remain the global “driver” of Honda’s motorcycle strategy, according to the Honda Report. “To address environmental concerns, we will accelerate our endeavors to achieve carbon neutrality, transcending mere electrification. Our efforts will encompass enhancements in fuel efficiency within the internal combustion engine (ICE) realm and technologies compatible with bioethanol fuel, all while adapting to the distinctive features of different regions.”

MORE CONVENIENCE, MORE FREEDOM ICE motorcycles serve as vital transportation means in emerging countries, particularly across the Asian region, contributing significantly to people’s lives and serving as essential components of social infrastructure. To this end, Honda recognizes the importance of providing products at price points accessible to customers.

“We will sustain a superior level of cost competitiveness by consistently driving cost reductions through platform design enhancements that enhance production efficiency and the expansion of a global supply complement.

Moreover, we are poised to intensify our engagement with customers through digital technology. Through this approach, we will vigorously promote and extend the convenience and enjoyment that motorcycles bring to people’s lives.”

In the pursuit of a secure and safe mobility society, Honda will “persist in our worldwide deployment of driving safety education, a commitment we have upheld over an extended period. Additionally, by broadening the array of models equipped with advanced braking, LEDs and other safety technologies, we will deliver enhanced “convenience and freedom” to a broader spectrum of customers.

THE eLEPHANT IN THE ROOM “The motorcycle market is anticipated to sustain its expansion, particularly in emerging countries characterized by burgeoning young populations.

Additionally, global environmental regulations are undergoing tightening, and environmental awareness is growing as governments establish electrification targets not only in developed nations but also in emerging economies like India and Southeast Asian countries.

“The electrification of mobility is expected to be a solution, while on the other hand, the demand for electric vehicles in emerging countries is significantly influenced by government incentives. Moreover, challenges persist on the infrastructure side, including stable power supply and the development of charging networks. Amidst the uncertainties related to the shift to electric vehicles, we will optimize resource allocation by identifying markets where demand for ICE vehicles persists and where electrification is progressing. We will harness Honda’s strengths to distinguish ourselves from emerging electric vehicle manufacturers.”

THE BOTTOM LINE Honda will deliver all of its core products as attractive and distinctly “Honda-like products and services to our customers.” In each of its core business fields of automobiles, motorcycles and power products, Honda presents new values by providing UX in tune with diversifying customer values.

“Honda will continue to provide new values for mobility and lifestyles based on products that are unmistakably Honda.”

OCTOBER 2023

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But instead of guessing at silhouettes, there’s a detailed comparison of the classic Cub 50 to its 2019 C125 successor in this episode of “Jay Leno’s Garage”.

Dealernews Research

By Don Musick

BACK TO THE FUTURE

S

etting the Flux Capacitor for a 35 year jump, we land in 2018 to discover that the Super Cub has been reborn!

Officially a 2019 model, the C125 Super Cub boasts a four valve, 125cc fuel-injected engine and features an antilock front disc brake, alloy wheels, inline front suspension and a four-speed automatic clutch transmission. Did they get it right? Did they do the classics proud? Can you tell which is the classic and which is the new Super Cub from their silhouettes below? If not then I guess they hit the mark!

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In the timeline in last month’s installment, the MSRP of each model is noted at the time of its first release. To see how these MSRPs compare to the 2019 C125, the graph below shows the inflation-adjusted values for each model from the year of first release to 2019 (source: CPI calculator from US Bureau of Labor Statistics).

The inflation-adjusted average over all models is $2,114 which compares to $3,599 for the C125. At over 1 1/2 x the classic average, does that make the C125 over-priced?

Considering fuel injection, ABS, disc brakes, alloy wheels and suspension improvements… maybe not!

So, what are these classics worth today? To answer that question, we turn to the number one insurer of classic collector cars (and motorcycles)… Hagerty Insurance.

WHEELS THROUGH TIME! The model selected as a benchmark was a 1960 C102. The Hagerty valuations for this model span a five-year period from 2019–2023 and range from $1,600 in fair condition up to $5,900 in concours condition (note the slight dip during the Covid years). After a quick search on the “Bring a Trailer” vintage and classic car auction website we found that a newer 1969 C100 sold for $5,001 just last year (see chart on the next page). This suggests that Hagerty’s valuations might be on the low side. Either way, it’s clear that a restored classic cub can easily eclipse the price of a new C125!

At the low end of the Hagerty chart are the “Fair condition” fixer-uppers. For those who might be interested in bringing a classic cub back to life, there are plenty of restoration videos on YouTube. Most of these videos involve a ton of repop parts but there’s one in particular that attempts to

rescue most of the original. Before and after photos are shown below (these are real!) and the video of the build can be found here (link). It’s a little lengthy, but the craftmanship makes it worth the watch!

I’LL BE BACK! Since its exit from the US market in 1983, interest in the Super Cub has been steady and mostly the domain of restoration projects and collectors. A search for “Honda Super Cub” on eBay Motors routinely turns up thousands of repop, NOS and original parts. Similarly, a Google Trends search for “Honda Cub 50” has remained steady since they began reporting in 2004. However, if you compare interest levels between “Honda Super Cub” and “Honda Cub 50” (or any of the classic Cubs, e.g., C100, C102, C70) something remarkable stands out. The graphic below compares interest in each search term over the last 10 years. While the “Honda Cub 50” interest level remains at a constant level, “Honda Super Cub” interest explodes in 2018 when the return of the C125 is announced. After the initial spike, Super Cub interest dominates the comparison supporting the notion that the Cub 50 interest is largely due to restoration projects and collectors. But the strength of the response since its re-introduction reveals just how enthusiastically it’s being welcomed back!

CULTURE CUB A few years ago, while returning from our annual Michigan wine country tour, we spent the night in St. Ignace. Since it was late October, finding a hotel room shouldn’t have been a challenge… but it was. Turns out that St. Ignace was (and still is) the host city of the “Mini On The Mack” rally where over 1,300 Mini Coopers parade across the Mackinac Bridge! The rally is an annual event that attempts to break the world’s record for largest Mini Cooper parade. The current record of 1,450 was set in 2009 in the UK by the London & Surrey Mini Owners Club.

A similar rally, also in the UK, celebrating all things Super Cub is called “Cub Fest” (no world record attempts though). Cub Fest was started by the group “Small Bikes Big Adventures” and was originally set up for charity rides across the UK. According to their Facebook page the group “has shown incredible growth with members across the world showcasing their adventures on Facebook”.

Continued on page 32

OCTOBER 2023

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Continued from page 31

PLOP DOWN ANYWHERE Billed as the UK’s ultimate slowest race, the “Plop Enduro” has been running for more than a decade. The eight-hour endurance race, featuring Honda C90’s, is a charity benefit that is held three times a year at Anglesey, Cadwell and Mallory Park. Teams of four completing the most laps in eight hours take the win. With over 100 bikes on the track at a given time, corners can quickly become a challenge! The race which is divided into two classes (90cc standard and 110cc modified), is as much a social event as it is an actual race. On the organizations website they post “’Come and have a go if you think you’re slow enough’ is our motto.

‘Raising money for charity is our aim’.”

While their motto brings a smile, it raises the question: How fast do they go?

speed of 75 mph as shown in the image below. Of course, there’s no headwind on a dyno so real-world speed turns out to be in the low 60 mph range. But how much potential is lurking behind those leg shields?

To answer that question, we turn to the Rhode Island performance shop “401 Build” that specializes in highly modified Super Cubs.

For this benchmark we checked out their Rapi2 Cub. Here highly modified means a Daytona 190cc engine swap, external oil cooler, alloy wheels, larger carb tuned exhaust and more. Mix it all together and you get a Super Cub that can pull wheelies at speed! And what about top speed?

Take a look at the cell phone GPS reading in the image below. You can check out the entire speed run here (It starts @ ~12:40 link). It’s a good thing that he topped out at 85 mph… another 3 mph and he could have ended up in Hillsdale in 1955!

NOT SO FAST OR FURIOUS? When the C125 Super Cub was released in 2019, Cycle World did a comprehensive review including a dyno run (link). At a little over 9,000 rpm (redline) the bike reached a maximum

From his first motorcycles (a Honda S65 and an S90) when he was 16 to 50 years later, Don Musick has never stopped twisting the throttle. Although his accomplishments in the research arena have surpassed his MX career Don has over 25 years experience with major manufacturers in the Powersports and Automotive industries specializing in e-business solutions for retail distribution networks. His solution portfolio includes the development and implementation of manufacturer/dealer extranets, consumer-direct commerce portals, manufacturer/dealer e-channel integrations as well as development of web-based sales force automation tools. For most of his career, Don has been fascinated (his wife would say obsessed) with geographic market analytics, dealer location planning and sales territory optimization. He founded Genesys Technology Solutions (GenesysTech) http://www.genesystech.com/ to develop new tools and market intelligence products to help manufacturers understand the competitive landscape of their industries, recognize opportunities and grow their businesses. A Spartan to the core, Don earned a B.S. in Physiology and PhD in 32 Biochemistry from Michigan State University. Contact: dmusick@genesystech.com

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Dealernews Research

By Lenny Sims

J.D. POWER MARKET INSIGHTS UTV & Powersports Q3 2023 Market Industry Overview

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owersports segments cooled notably in the second half of 2023, reflecting a more difficult trade environment and tougher finance conditions. As an industry we have more price decline and retail softness coming. Concurrently loan defaults just passed preCOVID numbers as well.

In the side-by-side sector specifically, the hottest segment of the powersports market cooled this summer. 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 pre-pandemic level.

Despite the introduction of the Pro R Polaris and BRP’s radical Can-Am Maverick R, the market heads into dune season on a down note. The Sport UTV segment averaged 6.2% lower in the first 10 months of 2023.

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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. Values are essentially back to pre-pandemic levels.

Sportbikes averaged 2.8% lower in the current period compared to the year-prior. Also note there was a dip in the most recent valuation period.

Overall, market conditions cooled noticeably in the second half of 2023, reflecting equity challenges and higher interest rates. Utility side-by-sides and cruisers have corrected most notably, but the market in general is performing more like 2019 than 2021.

J.D. Power Specialty Valuation Services (formerly NADAguides) is a leading provider of specialty vehicle valuation products and services to businesses.

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

SEPTEMBER AWP IN REVIEW

58%

20%

Fall Cooling Allows Time for Buying

*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.

-3%

-9%

SNOWMOBILE

SIDE X SIDE

ATV

MX

DUAL SPORT

SPORT

METRIC CRUISER

-20%

RV / CAMPER

-11%

-13%

MARINE

-1%

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

49%

30%

28%

20% 10% 0% -10% -20%

-13% -12% -20%

-6%

-8%

-15%

-17%

-20%

RV / CAMPER

MARINE

SNOWMOBILE

SIDE X SIDE

ATV

MX

-30

DUAL SPORT

While auction inventory levels continue to climb, we continue to educate sellers that holding on to aged inventory is a recipe for disaster. There are no signs that Q4 of 2023 will end any differently than a normal (Pre-COVID) year, so the next 90 days should produce similar or slightly softer results. With the model year change coming, we can guarantee that aged inventory will be a full model year older in 3 months. Our best advice for dealers is to move aged inventory and replace it with units at a price point you know you can sell quickly. Use the market to your advantage, and give your customers something fresh to look at on your websites and dealerships. Winter is coming, will you be ready?

-10%

-4%

SPORT

Position and Prepare Inventory

5%

0%

METRIC CRUISER

September Average Wholesale Price (AWP) brought about softer trends versus the prior 90 days. Most on-highway categories tumbled when comparing AWP in the short term, with the sharpest decline coming in the largest volume segment, Domestic Cruisers. Domestic Cruiser pricing dropped ~9% versus the prior 90 days, signally lingering aged inventory challenges within the network. While most other categories exhibited similar trends, there were some bright spots for sellers. Metric Cruiser and Side-BySide AWPs both outperformed pricing from the prior three months. Despite the softer year-overyear comparable from the back half of 2022, September’s AWPs fell off considerably, with most categories trailing by double-digits compared to last year. Overall, auction values have finally settled back into alignment with 2019 AWPs.

10%

8%

DOMESTIC CRUISER

Values are Back in Line

10%

DOMESTIC CRUISER

For most, Fall signals cooler weather, shorter days, and a welcome reprieve from the blazing summer conditions. Within the powersports industry, Fall triggers a seasonal wind-down for dealerships as stores prepare for the release of next year’s models. For many, discounts and incentives drive retail behavior and customer inquiry, as many manufacturers look for help to move current model-year products. For others, the auction becomes an opportunity to stock up on Used inventory at the most attractive price points of the year.

One card with

BIG POSSIBILITIES for your business.

Start offering the Synchrony Outdoors Credit Card for powersports purchases like service, parts, gear and other accessories to help your business achieve: Increased traffic: Attract customers with another payment option.

Higher tickets: Customers can easily upgrade their powersports accessories.

Repeat sales: Welcome cardholders back to shop with their dedicated line of credit.

Plus, all cardholders have access to 6 months promotional financing on purchases of $199 or more.* You can also offer longer promotional financing terms for bigger purchases, during sales or simply to drive more traffic.

This card cannot be used for the purchase of a powersports vehicle with a VIN, including down payments.

To enroll, scan the QR code to visit syfenroll.com and enter the code Outdoors23 or call (866) 209-4457 and select option 3.

*Subject to credit approval. Minimum monthly payments required. Gas station purchases are not eligible for promotional financing.

e

BREAKING COVER

Volcon Stag Enters Production

INDUSTRY THROW DOWN eBike Racing At AIMExpo

SHORT CIRCUIT LiveWire Losses

CURRENTS+

STAG ENTERS PRODUCTION

As scheduled, Volcon’s Stag entered production in October.

“We believe Volcon, unlike several of its peers and early stage competitors in the EV space, is accomplishing what many could not; the successful design, prototyping and production of a new fully-electric entrant into a mature market,” states CEO Jordan Davis. “Our move into low volume production marks a historic milestone for us, and we are looking forward to the coming ramp up and scale of our UTV business segment.”

This low-volume production and validation testing for Volcon’s flagship product, the Stag UTV, began on October 20. GLV Ventures is currently building production validation units of Stag LTD, one of four trim levels being offered. Early production units are being put through the last phase of testing with compliance testing already complete, marking a major milestone for the Company. The beginning of low-volume production marks the company’s achievement of its recent announcement that it would begin production by October of 2023, as well as bringing it one step closer to achieving shipments in the fourth quarter of this year as promised.

INDUSTRY THROWDOWN!

Industry e-Bike Racing To Electrify AIMExpo 2024 AIMExpo is teaming up with Johnny Lewis and Moto Anatomy to create the Industry e-Bike Throwdown. Set to take place during the AIMExpo Industry Party powered by Turn 14 on Tuesday evening, February 6, the races will be held in the Demo area on the show floor.

“Dealers, exhibitors, media, and industry leaders will all be racing for industry-wide bragging rights in the final race,” notes legendary racer Lewis. “Our industry thrives on competition and is built on having a good time — this race night is going to be the perfect combination for all-out fun.”

The Throwdown will take place on the AIMExpo indoor e-Bike track and will consist of four classes: Dealers, Exhibitors, Media and a surprise class that will be announced closer to race night. Each class will race in brackets with the top rider in each race advancing to the next round, ultimately competing in a winner-take-all Throwdown. E-bicycles will be provided to ensure an equal playing field – riders only need to bring their competitive spirit and skills to conquer… and a helmet.

The Company also plans on making initial shipments of approved production units to the US Army Corps of Engineers as part of its recent collaborative research and development agreement. Final testing currently being completed includes additional capture of drive mode data and systems calibration, as well as quality analysis of units being produced during production validation.

“After a five-year hiatus we are bringing back Johnny and the Moto Anatomy team to run the AIMExpo Industry e-Bike Throwdown,” says Andre Albert, MIC director of marketing and events. “These races will create a great vibe during the Industry Party powered by Turn 14. We will cheer on our riders, discuss race strategy in the pits, and eagerly see who emerges as the champion. Things are going to get fast!”

Davis says they have been pleased with early results and continue to chart data to ensure the Stag performs as it was designed to, providing early purchasers with an off-road driving experience like never before. “The Stag is showing promising results including 0-60 performance which has been recorded at the top of its class.”

Albert added, “The last time we did something like this was in Columbus in 2019. The industry race, aboard e-Bikes, was so popular that every year since, people flood the AIMExpo team with requests to bring this event back. For AIMExpo 2024, we’re going to give the industry what they want! The competitive nature of our industry is going to be at full throttle during the Industry Party powered by Turn 14 where the Industry e-Bike Throwdown will be held. More important than the 1st place trophy, ultimate bragging rights will be on the line.”

For more information on the Stag or Volcon’s developmental process, or to become a dealer, visit: www.volcon.com

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Rules and registration will be available next month – stay tuned.

Meanwhile Electric Motorcycle revenue was down compared to the same quarter in the prior year due to lower unit sales of LiveWire ONE. In line with expectations, increased operating losses versus the third quarter of 2022 were the result of costs related to the electric vehicle systems, activities associated with preparation for delivery of the Del Mar and planned costs of standing up a new organization, compared to the same quarter in the prior year.

SPEAKING OF ELECTRIFYING RACING…

According to HRC- Honda Racing Corporation, their CR ELECTRIC PROTO electric motocrosser will enter the D.I.D All Japan Motocross Championship at Round 8. The prototype will be piloted by none other than Trey Canard, who has been working with HRC R&D to create a viable eMX racer.

This will be Honda’s first attempt to enter a Honda-developed electric motorcycle in the All Japan Championship. The wildcard appearance as Team HRC has a direct connection to the U.S. with 2010 AMA Pro Motocross 250 class champion Trey Canard racing the CR ELECTRIC PROTO at the event.

History in the making is set for Saitama, Jepan on October 2829… At least that is what we think this says: 2023 開催スケジュ ール mspro.jp/jmx/event

LIVEWIRE Q3 LOSSES

LiveWire Group, Inc. consolidated net loss was $14.6 million for the third quarter as compared to $20.9 million in the same period prior year driven by the segment results noted below, an $8.0 million of non-operating mark-to-market income related to the decrease in fair value of the outstanding warrants as of the end of the quarter and $2.7 million in interest income.

FIRE SALE?

Zero Permanent Price Reduction “This MSRP reduction is another example of how Zero Motorcycles continues to lead the charge,” said Mike Cunningham, Zero Motorcycles VP of Sales in announcing a savings of up to $4,500 for 2022-2023 models. “It enables Zero to leverage its scale and manufacturing efficiency to make EV motorcycles accessible to a greater number of riders as demand increases and the industry continues to evolve.”

Zero’s permanent reduction in the Manufacturer Suggested Retail Price (MSRP) across all MY23 and MY22 units sold in North America is effective immediately. The new pricing applies to all remaining inventories and brings electric motorcycles, but Cunningham claims Zero will still protect the dealer margin on the back end of these sales.

Speaking of sales, word on the street is that Zero has hired a new National Sales Director. Shane Seymour will be reporting to Cunningham and spearheading sales initiatives like the price reductions, shown here:

The good news is “continued investment in building retail network infrastructure to support Del Mar and future bikes, ending the quarter with 126 retail partners globally,” according to the Q3 financial statement. However the bulk of those retail partners would appear to be offshore rather than U.S. dealerships.

“LiveWire took the next step in its journey in the third quarter of 2023 by delivering on a major milestone,” claimed LiveWire CEO Karim Donnez, “With the shipment of the Del Mar, the first bike on the Company’s S2 platform, with its in-house developed battery pack, power electronics, motor, telematics and associated software, enthusiasts can now join the LiveWire community at a price point nearly 35% below the prior model.”

Donnez adds, “During the fourth quarter the company will remain focused on the continued delivery of Del Mar and conversion of active reservations in the North American market while launching European reservations.”

OCTOBER 2023

41

+

CURRENTS

Evolution Program serves riders from 2-8 years, gradually priming them by introducing new challenges as they grow their skill set.

Tripp — A life on two wheels starts here, 12” balance bike for kids from 1.5 -4 years. MSRP $225 Trapp — Take the next step with this confidence building, 16” single speed mountain bike for kids 3.5 -7 years. MSRP $400 Trull — The perfect entry into the world of off-road motorcycle racing.

Top speed 25 mph, Range 1 hour, weight 71 lbs. for kids 6 and up.

MSRP $3,500.

CAKE TAKING COALS TO NEWCASTLE?

Your dealership can treat trick or treaters to CAKE as early as Halloween... Check out their dealer program and open points. See all the kid-sized servings of CAKE here: ridecake.com/en-US/kids-bikes

CAKE has announced a deal for 130,000 eBikes for China. The Swedish manufacturer has signed a contract with Shanghai Forever — the largest single brand bicycle retailer in China. CAKE and Forever have initiated the development towards manufacturing and distributing the 130,000 bikes by 2027.

“The transformation from a firm term sheet to a final contract signed in ink is an important milestone,” explains CAKE founder and CEO Stefan Ytterborn. “It amplifies our capability to roll out high-quality, long-lasting vehicles, and to further influence the electric wave in China. With Forever, we have the capacity to inspire millions through the CAKE spectrum of purpose, innovation, performance and high quality, catering for product longevity and a greener environment.”

“The Chinese market is extremely large and filled with opportunities, especially in the development of green energy transportation solutions,” adds Chen Shan, CEO of Shanghai Forever. “We believe that the technology and user/environment focused design language of CAKE bikes, we are able to truly tap into this new frontier for growth. We’re ready and we can’t wait to show everyone what we’ve got planne.”

As part of this next phase, CAKE’s current product line will be unveiled in Shanghai and across China, commencing in November 2023. Operations and logistics are already underway, with product shipments and the establishment of a CAKE marketing and product office at Forever’s headquarters in Shanghai.

eTRACKER SET TO SHOCK US

Forget Where Waldo Is, The Electrifying Question Is

Who Is TREVOR? Who is TREVOR? The Belgian-based pioneer in premium electric motorcycles, that’s who! “It’s incredibly exciting to be launching the DTRe Stella in the US market,” says Jeroen-Vincent Nagels, cofounder and Technical Director. “The market is flooded with EVs, but TREVOR comes in for those who are looking for a premium product that demonstrates a design-first approach. It immediately catches the eye with its clean lines, and then of course the performance blows you away. There’s nothing like it out there.”

The Flat Track inspired bikes are completely handmade in Belgium using top shelf components with an eye on sustainability, adds Nagels. “The DTRe Stella has zero active emissions, zero pollution and a near-silent ride. The smooth electric power requires no shifting of gears, and the strategic positioning of the electric power source and the size and thickness of the tires make the DTRe Stella ideal for a wide range of riders from pros to those just getting started riding.”

Moto-vation for the Stella eTracker comes from an 11kW air-cooled brushless DC 3-phase electric motor, transmitted to the turf via a single speed gearbox and low friction, long lifespan AFAM chain.

The 2.7kWh lithium-ion battery offers a range of 87km WMTC (54 miles) with a top speed of 90 kph (56 mph).

CAKE FOR KIDS

Tripp, Trapp, Trull … rock and roll for kid’s class two wheelers! Or as CAKE puts it, “Balance First, Throttle Later.” To that end, the CAKE Kids

42

Each DTRe Stella comes with the built-in battery pack and a 1kW hour external charger. The off-road only build of the DTRe Stella launches with an MSRP of $11,975. Full specs can be found here: trevormotorcycles.com

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

Contact your Regional Sales Manager to become a Volcon dealer today: Northwest Steve Christian schristian@volcon.com

Midwest, Southwest and South Dave Auringer dauringer@volcon.com

Eastern Canada Robert Berube robert.berube@volcon.com

Northeast Frank Renick frank.renick@volcon.com

Southeast Ken Cook kcook@volcon.com

Western Canada Gerry Picard gerry.picard@volcon.com

THE ALL-ELECTRIC VOLCON STAG FINANCING AVAILABLE

e

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MotoE Racer Charges Into 2023

New Model Breaks Cover

FORZA DUCATI!

e

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UBCO USP UNVEILED EVOLUTION ELECTRIC VEHICLES On A Charge!

VOLCON SHOCKS MINT 400 EV OEM Teams With BFG

ELECTRIFY EXPO Amps Up

JUMPING INTO eMTB MARKET GasGas Debuts Duo

RAWRR READY TO ROAR, QUIETKAT CREEPS IN And Demo Rides, Oh My!

eBikes?

We Cover That! e e e VOLCON GOES BIG IN BRAZIL

eBIKES CHARGE UP AIMExpo

Doubles Up In AZ

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CAN-AM MOTORCYCLES RETURN

TRIUMPH’S UPLIFTING UPDATE

TE-1 Progress Report

The New Rebellion Is Coming

Page 38

Page 26

TAIGA DELIVERS

KAWASAKI ELEKTRODE

GONE IN 60 SECONDS...

Page 40

Page 44

LiveWire Launches Del Mar

Let The Good Times Roll

VOLCON ERUPTS!

COMPLETING THE CIRCUIT

Page 40

Page 41

Stag’s Success

Dealers Get Orca EV PWC

Page 48

GREENGER CHARGES AHEAD

LITHIUM ION LAUNCH

FUELL REACHES MAXIMUM VELOCITY

Page 50

Page 42

Page 43

Shredding The Vurb Tour

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Landmaster’s Shocking 4x4

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ZERO INTRODUCES CX

Torrot Teams With Volcon

Customer Experience Prioritized

Page 46

FIRST BLOOD

In Canada, Eh?

e

Rambo Bikes Roll Out Page 47

e ELECTRIFY EXPO

Something For Every Dealer - Page 54

TALKING TO TORROT Kids eMoto Movement - Page 48

WHAT’S NIU?

New Line Drops - Page 47

VARG!

A Wolf In Wolf’s Clothing - Page 68

CHARGE IT

U.S. Investor Increases Stake In Energica - Page 68

LIVEWIRE CHARGES ONTO WALL STREET Harley & KYMCO In For $100 Million Each - Page 66

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BATTERY CONSORTIUM

Positive News From OEMS - Page 58

TUCKER ENTERS eBIKE ARENA

Launches 100-page ePower Catalog - Page 60

TIME TO SCOOT

eSkootr Championship Update- Page 61

VOLCON SHOCKS WALL STREET

UNOBTAINIUM

Solicits Dealers - Page 41

Zero Quickstrike - Page 54

ENERGICA POWERS UP!

CAVEAT DEALOR?

Flips The Switch On US HQ - Page 43

Best Buy Pushes Into eSpace - Page 52

ZERO + 20%

SWAPPABLE BATTERY CONSORTIUM

Shocking Display Of Solidarity - Page 55

Adds Up For 2022 - Page 44

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TE-1 ZERO EMISSIONS MOTORCYCLE UPDATE eTriumph Progress Report - Page 62

CAN-AM eMOTO COMING? BRP Invests $300 Million Into Electrification - Page 63

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DUC DEALERS SCRAMBLE eBikes e Arrivato - Page 54

ENERGICA EXPANDS New Flooring & Consumer Finance Options - Page 56

SHIFTING GEARS

Harley Hires CEVO - Page 65

POLARIS + ZERO

Ready To Charge Ahead! - Page 58

NIKOLA NZT GOES UNDER

UTV Platform “Discontinued” - Page 54

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DŌST READY TO DUST ‘EM

Domin

ates

SHREDDING SOME CAKE!

Canadians Coming To AIMExpo

Swedes Serve Up Sweets

Page 42

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Taking The Wraps Off!

Exciting Conclusion For MotoE

eNNOVATIONS AT INTERMOT

ENERGICA ERA ENDS

Page 56

Page 44

Page 46

JUST CHARGE IT!

Damon Books $90 Million In Pre-Orders

SADDLEBACK IS BACK

Page 44

Greenger Charges Ahead @ AIMExpo

CONGRATULATIONS RACERS!

Page 42

Photo Credit: Rocks, Roots, & Mud Photography

• 1st: Sam Bird @ 53.32 (Electric Motion Escape R) • 2nd: JoJo Toole @ 54:47 • 3rd: Jason Smith @ 59:12 (Electric Motion Escape R) • 4th: Brett Baldwin @ 1:06:38 • 5th: Tucker Neary @ 1:10:07 (Electric Motion Escape R) • 6th: Alis Sandulerscu @ 1:16:14 (Electric Motion E Pure) • 7th: John Uyehara @ 1:16:48 (Electric Motion Escape R) • 8th: Eddy Wallace @ 1:19:26 • 9th: Dustin Langston @ 1:26:29 • 10th: Grant Morton @ 1:28:40

SAM BIRD

VANDERHALL SHOCKS BIKERS

LVWR GOES LIVE

eMotorcycle Listed On NYSE

HUCKING THEIR HAT INTO THE RING Dealer Program Debut Set For AIMExpo

Page 43

TESLA CYBER QUAD RECALLED INFO@CPD-USA.COM

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100 City Road Trip

To Electrify eBike Biz

TUCKER TAKES eTOUR Page 44

-

-

Looking For A Brawl(ey) In Sturgis

THE POWER OF DREAMS

PLENTY OF POTENTIAL?

Page 44

Page 46

Page 42

SUR RON SET Page 62

Page 44

Honda’s EV Plan For 2050

Even Elon Can’t Beat CPSC

www.electricmotion-usa.com

Page 41

Adventure 1 Mini Motorhome

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SEeING IS BeLIEVING

TUCKER EXPANDS ePortfolio

Update On Project TE-1 Page 64

SHOWTIME SHOCKERS At AIMExpo

ELECTRIC REVOLUTIONARIES

HONDA GOES GREEN(GER)

Page 45

Page 60

Petersen Plays Host To EVs

POLARIS + ZERO = FAST COMPANY XP Kinetic EV Recognized Page 46

ELECTRIFY EXPO HAS AN “IMPACT”

The Power Of Dreams

Adds Additional Venues Page 64

HEATING THINGS UP

TUCKER FUELLS UP

Brawley Undergoes Cold Weather Trials Page 66

Expanding EV Effort Page 62

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Looking To Make Records - Page 56

New US Distributor - Page 56

Zero Offer Adds Up - Page 56

THE WHITE ALBUM?

TORROT TURNAROUND

THE ELECTRIFICATION OF POWERSPORTS

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CASH FOR CARBON

THE EV MOTOR COMPANY?

HOT WHEELS

Super73 Collab With Hot Wheels - Page 56

PINT-SIZED POWER-PACK TWIG Carries A Big Stick - Page 58

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ONE GIANT LEAP FOR MOTO-KIND

FUELL BACK ON THE GAS

eBikes In The Works Years Ago - Page 57

Giant Pushes Into Powersports - Page 56

Why You Should Be An eDealer - Page 65

JUMPING JACK FLASH

BMW FUTURE eSCOOTER

ZERO GOES GREEN FOR EARTH DAY

It’s A Gas...Gas - Page 58

75 MPH / 80 Mile Range - Page 57

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LiveWire Launched As Stand-Alone Brand - Page 64

TESLA “SECRET” PLAN

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DEUS EX MACHINA X ZERO

Celebrates 15th With Limited Edition DSR - Page 66

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Woolie’s eMoto Endeavor

THE ULTIMATE CHRISTMAS GIFT...

Page 44

At Least For Indian Dealers - Page 50

Every issue since 2019 has covered eDEALERNEWS as a hard charging niche in the powersports’ dealers portfolio. Stay “current” with the EV sector QUITE THE REVELATION and connect withSERIAL more dealers by plugging into this magazine-within-a1 BREAKS THE INTERNET! ZERO AT THE TOP OF THE WORLD magazine every month!

Contact: sales@dealernews.com POLARIS PICKS ZERO AMA SANCTIONS eSPORTS BLURRING THE LINES Angelle Sampey Sets eRecord Page 42

Harley Homage = Hot Stuff - Page 44

National Champions To Be Crowned - Page 50

DAMON TOP OF THE POPS Popular Science, That Is - Page 52

Roland Sands Design x SUPER73-RX Collaboration - Page 45

VANDERHALL ON A CHARGE

Edison² & Navarro Drive Dealer Spike - Page 46

rEV’d Up For The Next Decade - Page 43

ZIGGY STARDUST

Building A Dealer Network Via Roadshows - Page 42

A Number Of Firsts For Female Rider Page 43

SMASHING INTRODUCTION Vanderhall Navarro Video Page 45

B R O K E R A G E

S E R V I C E S

PROUD PARTNERS OF

MEET OUR TEAM POWERSPORTS BUSINESS ACCELERATE CONFERENCE November 5 - 7, 2023 Dallas, Texas

AIMEXPO POWERSPORTS TRADESHOW February 6 - 8, 2024 Las Vegas, Nevada

Schedule a private meeting Learn more about our advisory services Discuss the buy-sell market conditions Explore your exit plan or acquisition strategy Have a face behind the voice for future dealings Get answers to your specific questions

GEORGE C. CHACONAS

COURTNEY A. BERNHARD

For a confidential consultation and complimentary opinion 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 JUAN C. PARDO

BRAD E. GEORGE

B R O K E R A G E

9 4 9. 4 6 1. 1 3 7 2

•

S E R V I C E S

P E R F O R M A N C E B R O K E R AG E S E RV I C E S . C O M

CALIFORNIA • UTAH • TEXAS • ILLINOIS • OHIO • FLORIDA VIRGINIA • NEW JERSEY • ALBERTA • ONTARIO

DEALER NEWS

Presented by:

News from YOUR National Powersports Dealer Association

Welcome to the October 2023 newsletter from the NPDA! We appreciate each of the 395 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.”

“Kick Off” a Great 2024 at AIMExpo - FREE for Dealers!

Make plans NOW to join the NPDA and thousands of your colleagues at America’s Powersports Tradeshow, the AIMExpo, February 6-8 in Las Vegas.

Why NOW? With OUR industry trade show taking place during Super Bowl Week you need to act fast – some hotels are already booked!

Regardless of who is playing in the Big Game, the NPDA will have a winning presence at the show. We’ll have guest speakers and hold Member and Partner meetings. This includes 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!

Membership Corner Hawaii Dealers – Help Us Go Truly “Nationwide”!

“Mahalo” is a Hawaiian expression meaning thanks, but we don’t feel comfortable using it to express gratitude until we get a Dealer from Hawaii to join the ranks of the NPDA. Why? Well, just as the addition of Hawaii made the USA a nation of 50 States, we need a Dealer from Hawaii to fully make us the “National” Powersports Dealer Association!

We’ve got the Dakotas, the Carolinas, New England and Alaska, 49 states in all, even Washington DC and Puerto Rico.

What say you Hawaii?

48

Our Goal – 500 Dealer Members by Year’s End Getting a Dealer from Hawaii will make us a 50-state association, and also help us move closer to our goal of 500 total Dealer members by the end of 2023.

We are sitting at 395 as of this moment, and are doing all we can to build on that total.

We always say there is strength in numbers, and 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

Ready to Watch: Recorded F & I Webinars

FTC Safeguards Rule, a Regulator’s Perspective Thursday, November 16 2 pm ET | 1 pm CT | Noon MT| 11 am PT Matt Vater, Operations Executive with NPDA Partner Accelerate2Compliance, will lead a presentation and Q&A on the current FTC regulatory landscape.

Vater is former Assistant Commissioner for Enforcement with the Minnesota Department of Commerce. Part of his regulatory oversight responsibilities included information security program compliance. Don’t miss this opportunity to get a new perspective on the FTC Safeguards Rule. The webinar is FREE.

REGISTER HERE

In cooperation with our Partner Protective Asset Protection, we held and recorded a pair of F & I webinars Oct. 4 & 5: “Wealth Creation Through F&I Profit Participation Programs - The Engine”

VIEW HERE

“Raising the Bar for F & I Performance - The Fuel”

VIEW HERE Questions? Please send an email to Haley Wright with Protective at Haley.Wright@protective.com

OCTOBER 2023

49

NPDA PARTNER PROFILE: Apiar Commercial Risk Management

Apiar Commercial Risk Management is a division of Cell Brokerage Risk Management Group. Since 2009, our client-centric group of brands has been disrupting what it means to manage risks. As an idea company, our culture thrives on innovation and an entrepreneurial spirit. Our ownership has built and invested in an abundance of highly successful companies.

Linking our ecosystem of cells relies on a connected network of collaborative support, making us an organization companies want to partner with.

Our Powersport Dealership Service Team specializes in managing the unique risks related to your dealership operations, inventory & employees. Our unique team has both in-dealership management experience coupled with insurance and risk management expertise. The result is an industry-leading understanding of Dealership Risk Management Strategy.

Given the nature of these unique risks, attention to detail is necessary to safeguard the dealership’s assets and financial well-being. Our comprehensive approach includes policy reviews, advocacy in the market, loss control, and claims management.

We call that the Apiar difference.

Business Summary/Overview: At Apiar, we have a bias for action and accountability. We provide customized commercial risk management solutions.

Our business segments give us the ability to offer proprietary insurance products and risk management services, making insurance work for you.

No matter your industry, our client-centric team of experts works in partnership with your business to provide protection options and risk-reduction strategies designed specifically for your business. Coverages include: • Garage Liability • Inventory Coverages • Property • Employment Practices • Business Interruption • Cyber • Workers’ Compensation • Errors & Omissions • Completed Operations Liability Why Does Cell Brokerage Partner With The NPDA? Apiar Commercial Risk Management specializes in Powersport Dealership Risk Management. Partnering with an industry association like the NPDA allows us to leverage their expertise and industry-specific knowledge to provide valuable insights and solutions to association members. We can contribute by offering workshops, webinars, or training sessions on risk management topics relevant to Powersports dealers. This not only positions Apiar as an expert in the field but also helps dealers better understand and mitigate risks in their businesses.

How Can NPDA Members Best Benefit From Our Partnership With Cell Brokerage?

Members of the NPDA can benefit from the partnership with Apiar Commercial Risk Management in several ways. Apiar can provide members with tailored risk assessments, mitigation strategies, current policy reviews, and customized insurance programs that are specific to the powersports dealership sector.

Apiar Commercial Risk Management Headquarters: Las Vegas, NV Year Founded: 2009 Number of Employees: 35 For more information please contact: Zachary Materne, Commercial Property & Casualty Risk Consultant Specializing in Powersport Dealers C (504) 236-0120 | E Zachary.Materne@CellBrokerage.com www.cellbrokerage.com/services/risk-management

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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 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.

FIND IT NOW PARTNERSHIP PAYS OFF FOR NPDA DEALER

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e witness the rise in vehicle thefts year after year, so we are encouraging all owners, especially motorcycle riders, to take great care in protecting their property,” said David J. Glawe, president and CEO of the National Insurance Crime Bureau (see NICB sidebar). “Even though you can’t completely control when criminals target you or your vehicle, you can help deter would-be thieves by taking proactive, easy, and effective steps to prevent these thefts.”

That is where Find It Now USA comes in. Since 2008, FIN GPS Security has been the market leader in GPSenabled Theft Protection and Recovery. We sat down with recently elected president Ray Banken to talk about the state of vehicle security issues at AIMExpo. “We know what works and we work with dealers,” says Banken.

What else do you need to know?

Part of working with dealers is supporting the National Powersports Dealers Association. And in a strange twist of fate, our July Dealer Profile John Leach had just been added to NPDA’s Board, but little did he know FIN/NPDA and Dealernews would all be intersecting when this issue came out! Already a FIN outlet before joining the Board, good karma kicked in as Pete’s Cycle was the latest FIN success story!

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“Thanks to another great installation by Pete’s Cycle in Baltimore and assistance from the Baltimore PD, another bike safely recovered and returned to its rightful owner,” explains Banken. “The FIN GPS Security customer notified our 24/7 theft recovery team that his 2023 Suzuki GSX-R600 was stolen, which he noticed just before heading off to work. Leveraging the pinpoint accuracy of the onboard FIN GPS security device, the theft recovery team found the stolen Suzuki, located at a cemetery about 20 minutes away from his residence…

THEFTS HIT HIGHS

W “The customer then called his local police department to report the theft. With the motorcycle owner at work, his mother met police at the cemetery and took back possession of his GSX-R600, which he had purchased from Pete’s a little more than a month before.”

Fortunately for him, he added FIN to the F&I package at Pete’s!

FIN is a Veteran owned and operated company. Learn how to make your Dealership a success story like Pete’s Cycle by calling (888) 811-3883 or clicking here for more details: www.finditnowusa.com Find It Now USA, LLC 15120 County Line Rd. Suite #101 Spring Hill, FL 34610

ith powersports products representing a disproportionate number of vehicle theft it is time to pay attention. Don’t be a statistic! An average of 4,561 motorcycles were reported stolen each month in 2022, according to the National Insurance Crime Bureau. Thefts climbed steadily from a low of 2,879 in February, peaking in July at 6,394. Worse, motorcycle thefts surpass the monthly average during the warmer season from May through October, so we are at the height of stealing season!

“While we witness the rise in vehicle thefts year after year, we are encouraging all owners, and especially motorcycle riders to take great care in protecting their property,” said David J. Glawe, president and CEO of NICB. Glawe notes motorcycle thefts increased 7% from 2021 to 2022, marking another year of rising thefts according to the NICB’s 2022 Vehicle Type Theft Report.

According to NCIB stats, Californians again led the pack in reporting the most motorcycle thefts with 9,838 stolen bikes in 2022, accounting for 30% of all motorcycle thefts in the United States! Reporting less than half of California’s total thefts, Florida and Texas experienced the second and third most motorcycle thefts during the same period with 4,563 and 4,145 reported cases, respectively.

The top 10 states for motorcycle thefts made up 60% of the 54,736 motorcycle theft reports in the U.S. in 2022. As reports of stolen motorcycles rise, more than 40 percent are recovered thanks to the efforts of law enforcement agencies. The National Insurance Crime Bureau works with state and federal law enforcement agencies to target criminal organizations engaged in insurance fraud.

Continued on page 55

OCTOBER 2023

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Continued from page 53

The NICB recommends sharing some commonsense suggestions with your customers. “The good news is there are several proactive and common sense steps consumers can take to help deter vehicle theft,” Glawe claims. A quick checklist could include: • Be cautious when parting with your ride; park in well-lit areas, lock your ignition and remove your keys.

• Lock your bike even when stored in a garage. Investing in an alarm system can significantly deter potential thieves.

• Keep your title secure. Don’t store it in your motorcycle’s storage compartment.

• By placing unique markings on your motorcycle and documenting them, if your bike is ever stolen, you can use these markings to identify your property.

• Always keep an eye on your vehicle while leaving it idle. Riderless, running motorcycles are prime targets for thieves.

If your vehicle is stolen, call law enforcement and your insurer immediately. NICB data shows that reporting a vehicle as soon as possible after it is stolen increases the chance of recovery…

ABOUT THE NATIONAL INSURANCE CRIME BUREAU Headquartered in Des Plaines, Ill., the National Insurance Crime Bureau (NICB) is the nation’s leading not-for-profit organization exclusively dedicated to combatting and preventing insurance crime through Intelligence, Analytics, and Operations; Education and Crime Prevention; and Strategy, Policy, and Advocacy. NICB membership includes more than 1,200 property-casualty insurance companies, vehicle rental companies, auto auctions, vehicle finance companies and self-insured organizations. NICB member companies wrote over $582 billion in insurance premiums in 2021, or more than 82% of the nation’s property-casualty insurance. That includes more than 96% of the nation’s personal auto insurance. To learn more, visit www.nicb.org

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FINDING A HIDDEN PROFIT CENTER

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re you a Powersports dealership looking to add something at F&I that is valuable to your customer and profitable to your dealership? You can find it

with Find It Now GPS Security. Although Find It Now was founded in 2008, some dealers still haven’t found the hidden profit center the service represents.

GOVERNMENT RELATIONS Leaders from Across the Nation Confront Grim Statistics on Traffic Fatalities As roadway deaths continue to climb, Motorcycle Safety Foundation Vice President of Training Systems Dr. Ray Ochs and the MIC’s Scott Schloegel attended the Governors Highway Safety Association annual meeting in New York City in August, where they met with and heard from a number of national leaders.

Schloegel, MIC senior vice president at the Government Relations Office, secured a meeting with Deputy Administrator Sophie Shulman and Associate Administrator Nanda Srinivasan of the National Highway Traffic Safety Administration. They discussed the importance of reconstituting the Motorcyclist Advisory Council, which was reauthorized by Congress in late 2021. ”The NHTSA officials agreed on the importance of the MAC,” Schloegel said. “They indicated that they were getting close to announcing the applications and formation of the council in the very near future.”

Later in August, Schloegel also met with NHTSA’s Michelle Atwell, chief of the Safety Countermeasures Division, and her lead motorcycle safety staff LaCheryl Jones and Aleigh Jerome, to discuss motorcycle safety coordination and the importance of the MAC. They also indicated the MAC formation notice will be coming soon.

RIDE WITH US Strong Media Coverage at Sturgis Rally

The MIC’s Ride With Us Moto Intros recently drew a lot of media attention during the famed Sturgis Motorcycle Rally in South Dakota – with coverage of the activation and local journalists riding for the first time themselves, on a dedicated range with the assistance of Motorcycle Safety Foundation-certified coaches.

Tyler Louder from KELOLAND TV covered Ride With Us on opening day with his own first ride, not far from all the downtown action at the rally.

“Even first-time riders can pick this up,” Louder said in the report. “Within 30 minutes, these hands-on coaches, working one-on-one with you, will get you from being scared of getting on a bike to feeling comfortable about taking a ride all on your own.”

Reporter Samantha Johnson sampled Ride With Us and NewsCenter1 later aired coverage of her experience, also running a separate first-person account she produced. Kayla Henderson and Juliana Alford from KOTA-TV covered the Ride With Us activation and also enjoyed their first rides. ”While the Sturgis Motorcycle Rally is traditionally thought of as an event for bikers, the Ride With Us Intro program is all about introducing non-riders into the lifestyle and culture,” Henderson said in her report.

Besides fielding TV interviews, Cinnamon Kernes, MIC vice president of market expansion and events, later joined HomeSlice Media for a radio program that day. Andria Yu, MIC director of media relations and an MSF RiderCoach, also guested on “The Roadhouse with Amy and Brandon” and stayed for the entire hour-long show. Both Kernes and Yu talked about the Moto Intros and how non-riders can get their first taste of riding a motorcycle the right way, on a small bike, with MSF coaching.

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RIDE WITH US, THE INDUSTRY’S RIDER EXPANSION INITIATIVE, IS EXCITED TO LAUNCH PHASE 1 OF RIDEWITHUS.COM - THE MOTORCYCLE INDUSTRY’S NEW RIDER RESOURCE.

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The Changing Landscape But as time went on, the motorcycle industry began its unavoidable transformation. The changes started subtly, like a few dealers starting to advertise parts and accessories through motorcycle magazines for discounted mail order deals.

Remember that? Donnelson’s Cycles, Chaparral and Bob’s Cycle in Minnesota are a couple that come to mind. Then it changed to the online Internet dealers making it easier for consumers to shop without ever leaving their house.

Motocross teams started going from box vans to full semis.

By the way, what happened to sponsors from outside of the industry like Camel, Coors Light and 1-800-Collect? I guess we traded cigarettes and beers for energy drinks. Okay back on track then technological innovations began reshaping the way motorcycles were built, ridden and raced.

Personnel Files

By Alex Baylon

WAKE UP CALL

Lesson Learned In Three Decades In The Motorcycle Industry

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s I just turned 50 a few days ago, I started reflecting on my time in the motorcycle industry. Imagine dedicating 30 years of your existence to this exhilarating, all-consuming and sometimes unforgiving profession, only to find yourself confronting changes that leave you bewildered, baffled, disheartened in equal measure. It’s a balance of appreciating the good things and accepting the change. I’m starting to feel like those grandpas that would say “Back in my Day…” As they say, “change is the only constant” and this industry is constantly evolving!

This story digs into my experiences and reflections as an individual who has spent a lifetime in the motorcycle industry.

I have been watching and grappling with welcomed (and unwelcome) transformations in this amazing industry since my first day on the job.

My Journey Begins Three decades ago, my journey began at Ceet Racing making graphics and seat covers for dirtbikes. The scent of those old 2-strokes has somehow stuck with me ever since then — to the point of currently owning 2-stroke scented candles just for a whiff of the memories. As I reflect on the changes this industry has seen in my lifetime in it, I’m realizing that we were always evolving — going from 2-strokes to 4-stokes on the track, things were on the gas on the business side, too.

Now we have more than 20 graphics companies and most of them probably working from home on their laser printers making custom graphics. The initial years were a whirlwind of excitement, interrupted by the camaraderie of fellow enthusiast coworkers and the thrill of working in an industry that epitomized passion and fun. Best business models? Maybe not, but we were all motivated to join the moto-biz for more than the bottom line.

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Adapting to these shifts was a given, but it wasn’t always a smooth ride. What was once an industry built by passion now seems to be shifting to an industry built for business.

A Nostalgic Glance Back The sting of nostalgia often takes you back to the “good old days” when bikes had character and riders were united by a common bond. What happened on the track was mirrored by transformations in retail. As someone who has been to hundreds of dealerships in a lifetime of working in the industry, it feels like the days of customers bench racing at the local parts department has dwindled from 100’s to just a handful of shops.

The days where kids were getting jobs at the local shop just to access parts and accessories at a discount seems like a thing of the past as well. Family owned dealerships also seem to be becoming more part of the history than the present. RideNow/ RumbleOn Omnichannel is replacing the Mom & Pop shop business model.

And the process is accelerating!

The Speed Of Progress One of the challenging aspects of the motorcycle industry’s transformation was the relentless pace of progress. In this era of cutting-edge innovation, staying updated on the latest gadgets — things like Bluetooth, smart helmets and Airbag jackets — is just a small part of the aftermarket revolution. ATVs gaining an extra wheel and becoming quads eventually morphing into the current crop UTV, all while electric bikes and motorcycles are quickly taking over.

The landscape of dealerships having inventory for the parts and accessories started to dwindle because the convenience of major distributors having the inventory made it easy. Long before the days of Amazon prime was next day delivery and convenience from suppliers like Parts Unlimited, Tucker and WPS. It’s not always just adjusting to the rate of change but the type of change. I think for most adapting to a smart helmet is much more fun than adapting to a change of corporate red tape, or adjusting to industry changes such as electric vehicles. Just as PG&A and vehicle types have changed, so has the way they get to market. At one point there were a couple hundred small regional distributors like KK, Hap Jones, Dixie… remember them?

Then came the great consolidation as Western Power Sports expanded for a snow machine regional, Tucker & Rocky merged and Parts Unlimited became the Borg assimilating everything.

Now we are seeing the next evolution of the distributors. Passion run family businesses are being replaced. I have many friends in the industry that are dealing with recent acquisitions by private equity operations that care more about the profits. I have friends at dealerships that have had automotive ownership, dealer groups, or even public companies acquiring their dealership and changing the landscape from customer focus to a sales and profit focus.

the industry better than anyone… and that’s where I am now.

Everyone in this industry is dealing with dramatic changes.

We are so niche that it has been a complex journey. However spending three decades in the motorcycle industry is something that I wouldn’t trade for anything! It’s a testament to an enduring passion for powersports, and a community of riders and friends that transcends borders as my career even took me to Europe for a few years. The changes that inevitably sweep through the industry are not always welcome, but they serve as a stark reminder that progress is relentless.

The Tug Of Nostalgia The past seems like a golden age to me now. It was a time when motorcycles were simpler, when the world was more open and dealerships were all a fun place to visit. Despite the overwhelming wave of change and nostalgia, there is a realization that clinging to the past too tightly could be detrimental. Growth and change are essential — It’s about finding a balance between preserving the core values of the motorcycle industry and embracing the inevitable evolution.

In an industry that had always celebrated individualism and freedom, refusing to adapt would be like getting a Hells Angel to ride a LiveWire. Change is an integral part of the motorcycle industry’s DNA, and it was a testament to its resilience. Embracing change while preserving the authenticity that made the industry great is a delicate art that requires wisdom and finesse.

The Value Of Experience One redeeming aspect of having spent 30 years in the motorcycle industry is a treasure chest of experience. Those seasoned industry insiders hold a deep well of knowledge that remains invaluable. We have weathered countless storms, explored uncharted territories and understand the nuances of

My experiences are not just tales of the past; I would hope they can be guiding stars for the future. The challenge was to ensure that the hard-earned lessons of the past remained embedded in our history to avoid history repeating itself. This is not about resisting change, but ensuring that the industry’s soul is never forgotten.

Who’s Got Next?

The next individual who embarks on a journey like mine becomes a keeper of the industry’s legacy… a witness to its evolution, and a mentor to the generations that follow. The story of a 30+ year career in the motorcycle industry is not just my personal saga; it’s a reflection of the dynamic nature of an industry where change is the only constant.

Leaves me to wonder, are the younger generation feeling that this is the best industry ever because their experiences are new and they don’t have anything to compare to? Was my time really that much better, or are we just getting old and grumpy as we get older?

Now get the hell off my lawn so I can go get the early bird special!

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 OCTOBER 2023 59 insert new blood and fresh ideas in the many opportunities in the motorcycle industry.

crews and supplies in support of fire suppression and repair efforts.

Side by Sides were also put to use in the fire camps where they transported staff and supplies over facilities that often covered 50 acres or more. Camp security officials used UTVs to patrol the area and were often staged at the entrance and exit gates. Fuel efficient, effective and versatile, the roles played by UTVs expanded on the fly in these fire camps.

Emergency medical response teams relied on their specially equipped search and rescue Side by Sides to ensure that fire staff — operating in very steep terrain — had access to high quality medical care in a timely manner.

The powersports industry and dealerships should be proud of the long history they have of supplying ATVs and Side by Sides to frontline federal, state and local firefighters including private sector contractors to aid in wildfire suppression efforts, fuel reduction projects and medical transport.

Serving our local communities during times of crisis is what the powersports family does.

It’s a debt that must be repaid to current and future generations.

PAYING IT FORWARD! Powersports Role In Wildfire Response

By Donald Amador

A

fter helping shut down the last remaining fire camp in northwest California yesterday, I have a number of thoughts and observations about this fire season... and the role of our industry. After driving almost 10,000 miles hauling wildland firefighting supplies from the Forest Service North Zone Fire Cache in Redding, CA to various fire camps and remote staging areas in this rugged mountainous region of the north state the whole season, quite a number of seat of the pants revelations became apparent.

One reflection from all of this windshield time was the promising role powersports can play. This is the second fire season where I have witnessed the prominent and growing use of Side by Sides by both private and public sector firefighting professionals during all aspects of wildfire suppression efforts in Northern California. Even before fire season erupted, QWR restarted its popular on-site OHV workshop program by hosting the 2023 Interagency Ranger Ride at the BLM’s Chappie Shasta OHV Area as part of its commitment to facilitating OHV educational opportunities.

Due to a series of mega wildfires and COVID, the OHV Ranger Rides had been sidelined since 2017, so the group of dedicated OHV trail leads, crews, instructors and partners were glad to get back to an in-person field workshop.

The information I gathered from the Ranger Rides, first-hand observation and conversations with numerous fire staff serving on the frontline this fire season was that UTVs have a role to play. Side by Sides proved invaluable in transporting

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Don Amador has been in the trail advocacy and recreation management profession for almost 29 years.

Don is President of Quiet Warrior Racing/Consulting.

Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. Don served on the California Off-Highway Motor Vehicle Recreation Commission from 1994-2000. 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 currently serves as the government affairs lead for AMA District 36 in Northern California. He may be reached via email at: damador@quietwarriorracing.com

WHEN TRAILS CLOSE WE ALL LOSE Do Your Part / Don't Lose Trails

Keeping trails open is everyone's responsibility. By working together as one motorized community, we can keep our trails open, healthy and beautiful for generations to come. Do your part by riding responsibly, keeping trails clean and trash-free, and volunteering with organizations that are working to keep access open for everyone.

Do your part, support Tread Lightly! and it's mission by becoming a member at treadlightly.org.

I RIDE, I DRIVE, I OFF-ROAD, I TREAD LIGHTLY!

The RZR had not been invented because nobody was thinking very far out of the utility box back in 2006. The Rangers were built as farming and hunting tools for hauling people, shovels, irrigation hoses, tools and spray rigs. But as we have all heard, “If it has wheels, someone will race it.” My good friend Matt Parks worked at Polaris at the time and felt the recreational market was not being addressed adequately enough by the company.

Matt also thought that a Ranger would be a much better platform on which to build a recreation/race UTV than a Rhino. He knew I had lots of Baja racing experience from the motorcycle classes and that I had even helped race a Porsche down there with THOR executive Bob Maynard at one time. Matt’s idea was to take something reliable and tough which Polaris already made — the Ranger — and race prep it for Baja! Wow! So what do I have to do to become a part of the team?

Confessions Of A Customer®

By Eric Anderson

OF BATHTUBS & BAJA RACING...

Before RZR Racers Were Born

I

t was 2006 and the “U” in UTV still meant “Utility.”

Utility Task Vehicles like the Kawasaki M.U.L.E. (MultiUse Light Equipment), Yamaha Rhino and John Deere Gator were ruling sales in the powersports arena, but the Polaris’ Ranger outsold all these UTVs in the farming, hunting and ranching arenas! How? By replacing the landowner’s Ford F-150 pick-up trucks to go do chores and change the water on the South 40. In retrospect it seems so obvious, but back then, UTVs were still the Wild West.

However, once these vehicles started to be used for “play” instead of utility, the CPSC began reviewing injuries and fatalities of what the Feds took to calling ROVs (Recreational Off-highway Vehicles). The newly created Recreational Off-Highway Vehicle Association (ROHVA) stepped in to create training and awareness programs for proper use to prevent another CPSC ban that killed three-wheelers (remember those?). Other manufacturers entered the utility and recreational games, but as I recall, Polaris did the best job of focusing outside of powersports — farming, ranching and hunting. Yamaha Rhinos were being adopted and converted into recreational “fun” UTVs with long travel, cages, etc., while it was almost a secret that Polaris was advertising in the likes of Farm & Ranch Living magazines to which none of us powersports types subscribed.

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Plenty as it turned out! We were entering uncharted territory.

There were already some modified UTVs — Yamaha Rhinos mostly -- beginning to race in Best In The Desert (BITD) events here stateside, but “Baja-testing” would be the next endurance hurdle to put UTVs (now Side x Sides or ROVs) on the recreational and racing map. SCORE, the Baja racing events promoter, didn’t even have a class yet for what their president, Sal Fish, chided were “golf carts on steroids.”

SCORE subsequently created a class for the few UTV entrants in 2006, but none had ever finished a Baja race yet — it was too brutal for the smaller machines. Matt wanted to show his company the future while proving SCORE’s Fish wrong, so he self-funded a yearlong project of thoroughly modifying a Polaris Ranger into a Bajaworthy machine for long distance racing.

No, it was not a fire-breathing monster by any means because it was a farm vehicle with bigger tires and modified suspension. There were tons of other “mods” besides safety belts and racing seats including a custommade air scoop to keep the belt cool while trashing it through the sand washes and rocky mountains of Baja.

We learned early the belt was the Achilles Heel in hotter racing conditions, so we practiced quick changes of shredded Kevlar strands in the dark on late night test runs. It eventually became a 2-man, 2-minute job after practice.

The engine was swapped from the 700 to an 800 H.O. out of a Sportsman quad so we could run big lights in those pitch-black Baja nights. A fuel cell and Walker Evans suspension came next, then a full navigation system, radio and Parker Pumpers to funnel clean air into our helmets. It was starting to NOT look like a Ranger anymore... but it still didn’t look like an aggressive racer either. It was dubbed “The Bathtub” by Matt, so we all picked up on that and have forever referred to this unique machine in Polaris’ history as such. As far as Matt knows the “Bathtub” was the first Polaris race-UTV ever built.

The first test race was BITD’s AVI 150 along the Colorado River. We wanted to see how it would perform under actual race conditions versus the hard test sessions we had been submitting it to in the Mojave Desert for the past 4 months. The performance of the motors in this class was somewhat underwhelming by today’s standards — no turbos and no 200 horsepower 4-cylinder motors!

In fact, we discovered the more horsepower we could create, the faster we would burn up transmission belts.

Matt’s ingenious mind came up with a system with 2 temperature sensors — one on the incoming air flow to the belt housing and another one on the exhausted air from the belt housing. Nighttime racing was of course easier on the belt than hotter daytime temperatures, but still a full-race situation down a sand wash could push exhausted air temps over 170 degrees Fahrenheit in seconds. The drivers like Matt and I had to learn to

back off the throttle when temps went above critical to “save the belt.” A few extra minutes lost by slowing down would save time over changing a belt down the trail.

This first race also gave us a chance to test out the Parker Pumper-equipped helmets (supplied by Scorpion, my company at the time) and practice driver/co-driver changes. It’s a tight cockpit and we needed to know the exact sequence of events for a team change (via the hinged roof) while refueling and possible repairs took place. We also practiced the inevitable “belt change” on the trail using a rechargeable impact wrench, carpet knife and heat-proof gloves. We did great and I recall getting 2nd or 3rd behind some Yamaha Rhinos which seemed to be breaking a lot of half-shafts (common at that time). Now, it was time for pre-running the Baja 250, our first shot south of the border.

There were 17 UTVs entered in the race and Matt Parks started in 14th. He had just received some “special belts” from Polaris which allegedly were made from Unobtanium and promised they would not shred from our abusive driving habits — they didn’t. One was quickly installed before Matt and his co-driver, Kenny Kilgore, kicked ass driving though the field in the first 120 miles to hand the car to me in 3rd place. All that prerunning we did in Matt’s truck and on our motorcycles gave us a terrific advantage over those who didn’t know the nuances of the course.

My co-driver, Travis Wuertz, was a relative of mine and a fabricator of some of the parts on the race car. We both consistently be-bopped our way into 2nd place just before sunset when we flicked on the lights and focused on the leading Arctic Cat about 2 minutes ahead of us. With 40 miles to go in the race under pitch black conditions, we slowly gained on the Wildcat with his taillights getting closer and closer. Then I tipped our rig up on both right wheels in a sand wash only to correct with a twist of the wrist bringing it back down before the next turn. Whew! It was close, but I was not going to risk anything more to be the first UTV to finish a Baja race. There was a lot on the line here, so I backed off a tad only to watch the leader pull into his pits while we blasted past not needing to stop.

Continued on page 65

OCTOBER 2023

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Continued from page 63

I had to quip back to him a warning that the UTV class would eventually become his biggest racing class someday only because the “smiles per mile per dollar spent” is the best racing investment out there. I believe that remains true to this day. “Side by sides” as they are called these days are the most fun you can have without having to buy a million-dollar trophy truck.

My co-driver and I didn’t speak on the radio for the next 20 miles of twisty dirt road knowing we were now in first place. We didn’t want to hex anything by discussing the obvious — “don’t screw this up.”

Thirty minutes later, we crested the hill overlooking Santo Tomas, a little wine-making town south of Ensenada to become the first UTV to ever finish and subsequently win a Baja race. Sal Fish met us at the finish line to congratulate us by saying, “Well, one of these golf carts-on-steroids finally finished a Baja race!

Congratulations! Primero Lugar!”

Matt Parks’ Jagged X Racing RZR

Score trophies awarded to Matt Parks

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Matt Parks went on to become one of the most winning Baja UTV class drivers in history for Polaris and we still greet each other with “Primero Lugar” (first place) when we meet. The Polaris “Ranger-RZR” came out the next year in 2008 to begin a very long line of high-performance offroad machines. Gracias, Matt… for a terrific experience in making (and changing) history.

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RIDE ON!

Motorcycle Safety Foundation Ride Day Connects Dealers With Customers Clip courtesy of ADVMoto

T

here is a running joke at the National Powersports Dealer Association that “if you want to get something done, give it to the busiest person in the room.” That person is clearly 2X Dealernews cover dealer Kim Harrison. In addition to being the General Manager of Coleman Powersports, she is also the “dean” and GM of Power Ride University. In her spare time Harrison is also a founding NPDA Board member and serves on the association’s executive committee... So when Kim finds the time to pass a tip our way, we pay attention!

“I just wanted to share a little bit about our MSF Ride Day. I was so excited to have the opportunity for our school —Power Ride University — to work directly with MSF on a Ride Day. Corey Eastman and his team began working with us a few months back, and it worked well for everyone. MSF provided us with all they have learned from prior events. They also assisted with marketing materials, waivers, signage, coach training and so much more!”

The better news was that more first-timers were enticed to experience motorcycling in a casual, non-threatening way... which netted real customers coming back to the dealership and enrolling in the full Power Ride University program. “We held a two day event over the weekend and we had a great turnout,” she notes. “Over

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150 participants came out for Moto Intro and about 45 for the skills check. It was great to see friends bringing friends and parents bringing their kids to learn.”

This video created by Carl at ADVMoto really did a great job of capturing the participant reactions: www.youtube.com/watch?v=D6sVou_I07s So cut to the chase since you are a busy woman, was it worth it? “I can’t think of anything better that a dealer or an OEM can do to grow our industry! The event took some planning and coordination with our school but overall was easy to do and so rewarding. More dealers and schools need to know about the MSF Ride Day program.”

And this is not just a seat of the pants “feel good” event, Coleman PowerSports is seeing tangible results immediately. “Together with the MSF we will be tracking all these participants to see if they go further and sign up for a BRC class or even buy a unit. However, we already saw about 15% of the intro riders sign up for a BRC before they left the event. We are now trained and ready to run future Ride Day’s in 2024.”

Word gets around in NPDA executive committee circles and the very next dealership to sign up was Vice Chair Bob Kee’s Destination Cycle deep in the heart of Texas!

BACK TO SCHOOL MSF MOTO INTRO Power Ride University Is In Session MAKES IT EASY

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s the “dean” and General Manager of Power Ride University www.powerrideuniversity.com — Kim Harrison utilizes her dealership as the litmus test for curriculum and programs for one of the largest riding training programs in the entire region. Top of the syllabus has been New Rider Seminars... at least until the advent of the MSF-sanctioned Moto Intos were unveiled.

Designed as a casual way to facilitate the journey from motorcycle curious to lifetime customer, Coleman PowerSports posts this invitation on their website and social media channels: Interested in Motorcycles but just need a little more information? Maybe questions about experiencing a freedom like no other? Then stop by one of our New Rider Seminar’s courtesy of Coleman PowerSports!

Where we will cover and discuss: • Riding Gear and Safety Equipment • Two & Three Wheel Motorcycle Types, Terms, and Features • Minor Maintenance Tips & Recommendations • Training Information by Local Certified Instructor • MSF Class Sign-Up (if seats available) And we of course can not forget the FREE refreshments for you and many other goodies and surprises for those who attend! www.powerrideuniversity.com/new-rider-seminar

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ooking to take your first ride? Moto Intro is your chance to try motorcycling. You, riding a motorcycle in 30-minutes or less. Already ride? Skills Check is the opportunity to ride an advanced rider training drill and see if your skills are at their best. Both of these activities happen at Motorcycle Safety Foundation RIDE Day events taking place at certified training centers around the country.

The Motorcycle Safety Foundation, motorcycle dealers, and riding schools have teamed up to give you a chance to experience riding a motorcycle for free, with MSF RiderCoaches helping you through each step. “Do you have potential customers who always wanted to try a motorcycle or experienced riders looking to check themselves? We have something for both and everyone in between,” explains Corey Eastman. “All free of charge.”

Ideal for those wanting to learn to ride a motorcycle, or with limited motorcycle riding experience. Courses teach skills and knowledge needed to ride a motorcycle, and help you earn a motorcycle license or endorsement.

Moto curious? Our two-hour experience teaches basic motorcycle controls and key personal attributes needed to become a safe rider. Motorcycles are provided for your use.

A two-hour, first-touch motorcycle experience. Designed to familiarize you with a motorcycle’s primary parts and controls, and help you determine whether motorcycling is a good personal choice. You are given the opportunity to ride a motorcycle in a controlled area. This is an excellent way to explore motorcycling.

Continued on page 68

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Continued from page 67

msf-usa.org/start-your-ride/introductory-motorcycle-experience Recommended Next Steps — DirtBike School or Basic RiderCourse: msf-usa.org/start-your-ride/dirtbike-school msf-usa.org/start-your-ride/basic-ridercourse

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SAND SPORTS SUPER SHOW Sutton’s Law Applied To UTVs

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utton’s Law states that when making a diagnosis, one should first consider the obvious. The law is named after the bank robber Willie Sutton, who reputedly replied to a reporter’s inquiry as to why he robbed banks by saying “because that’s where the money is. Why does the industry congregate at the Sand Spots Super Show? Because that is where the UTV industry is!

The 2023 edition of the Sand Sports Super Show was one for the record books, according to promoter Bonnier Events.

“This year’s show had more than 31,500 attendees from all over the United States, the Middle East, Germany, and Iceland.

Everyone who came to the show came for one reason: to see the latest and greatest in the sand sports industry. From the latest products to the newest vehicles could be found at one of the 338 exhibitors at this year’s show.”

The 70final word from LeMans Corp president Mike Collins: “This was the largest family reunion I have ever attended.

It was also the best. We set the bar very high with this one.

The days of Corvette-powered sand rails, Class 5 Baja Bugs and balloon-tired ATCs have morphed into the industry’s defacto UTV industry show. You didn’t have to apply Sutton’s Law to diagnose the impact of UTVs on Sand Sports as at least 1/3 of the 338 aftermarket exhibitors and the leading OEMs were out in full force. Honda had its customary spot just inside the gate to the left, Can-Am and Yamaha staked their claims adjacent to the amphitheater on the right years ago and Robby Gordon had the Speed UTV ensconced next to the Baja Blues Bar & Grill where he has held court since launching the brand at the show in 2019. Speed UTV delivered 62 customer cars at the Sand Sports Show (of the 180+ made to date).

As impressive and the headline grabbing new machines for the established players were, it was some of the newcomers on the periphery that really stood out. The Evolution Powersports Evolution tweaked Segway Villain was certainly something to see. EVP developed a bolt-on inter-cooled turbo system that boosts horsepower by 40%.

Subsequently, EVP introduced a dealership ECU re-flashing system, enabling authorized Segway dealers to enhance customer performance through ECU reprogramming. EVP will introduce a high-performance bolt-on exhaust system and clutching components.

“The philosophy we have at Evolution Powersports is to design and create the highest quality aftermarket products built to meet or exceed OE standards,” explains EVP CoFounder Todd Zuccone. “We want to provide the Villain with added power and a unique sound while improving the overall performance to compete with the other vehicles in its class.”

If you missed this year’s show, be sure to come out to next year’s show from September 20 to 22, 2024, at the OC Fair & Event Center. www.sandsportssupershow.com

ELECTRIFYING UNVEIL

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and Sports was also the perfect place for Volcon to show off their desert sand production plot Stag in advance of its October production run. If you didn’t make it to the Sand Sports Super Show in Costa Mesa, California, September 15th - 17th, Volcon CEO Jordan Davis stated the new Stag EV with its four levels of trim offer something for everyone.

“From the Utility focused Stag GL to the high performance XR, there is a Stag for everyone,” said Davis. “We are proud to now offer a wider range of selections to meet a broader set of interests and applications.” There is also a corresponding range of horsepower with the GL speed limited to 55 mph with 110 horsepower on tap. The GL+ is punched up to 125 hp and 80 mph; the LTD is bumped up to 140 hp and the XR is a whopping 185 hp.

“Over the past couple of weeks we have been talking about the Limited Edition… what you get with the LE is a custom color, custom number plate — 1 of X — BF Goodrich tires, Raceline Wheels, Elka shocks, Garmin Tread 8-inch navigation unit all stock,” Jordan added. “And that is just for starters. Performance boosts result in 140 horsepower and 265-foot lbs. of torque!”

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Back 20 years ago, ASA raffled off a LS-1 powered sand rail, but in recent years they have switched to UTVs exclusively.

Congratulations to Vern Wallace of Prescott, Arizona, who won the 2023 Polaris RZR Pro R at the Sand Sports Super Show!

“ASA thanks the sponsors and partners of this incredible raffle car build,” says ASA Executive Director Dave Muskie.

“Kudos to DRT Motorsports, KC HiLites, Valor Offroad, Pro Eagle, XTC Power Products, Buggy Whip Inc., Warn, Polaris RZR, CAGEwrx, Freedom Ropes, and Shock Therapy. These awesome businesses are helping ASA keep dunes open and available to all.”

ASA AWARDS RZR PRO R

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merican Sand Association knows this and has historically utilized the event as the non-profit’s primary awareness outreach and fundraising focus.

THE DENAGO DIFFERENCE

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ational Sales Director Johnny Hayes explains the Denago Difference. “This is why we believe our products are a great opportunity for any and all dealers who might be interested,” says Hayes. For more information or to inquire about becoming a dealer, contact Denago PowerSports at: johnny@denagopowersports.com or call 1-800-267-8521

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Learn more about ASA’s mission to The American Sand Association’s primary objective is to “UNITE, INFORM and MOBILIZE” the sand duning community to protect the right to ride on all public lands in a responsible, environmentally balanced manner at: americansandassociation.org

@sandsportssupershow

Segway’s showstopping super Villain in the Evolution Powersport’s booth was one part of the big news. Former Küryakyn and Mustang Seats stalwart John Galvin is now the Business & Brand Development Manager for the go-fast gurus at EVP. Congrats JG!

After nearly a decade at DragonFire and more recently adding QuadBoss to his duties, Kyle Frederick moved across the aisle… literally, not politically. He shifted to Valor Offroad as the new Regional Sales Manager. Coincidentally Valor’s booth was directly across the aisle from the DragonFire display in the Hangar at Sand Sports.

Dealernews got the holeshot on the “Denago Difference” at the Sand Sports Super Show, but word is spreading and Denago PowerSports is ramping up! “We are very excited to announce Ken Cook has joined Denago PowerSports as the

Southeast Regional Sales Manager,” says National Sales Director Johnny Hayes. “Ken will be responsible for establishing dealers within one of the most critical regions in the US.” With 25 years of sales, distribution, logistics and product development experience, Cook brings an incredible Rolodex of contacts to Denago in the Southeast.

After many successful years working for Linhai — a manufacturer that makes some of Yamaha’s engines, generators and scooters — He headed up one of the most prosperous regions for Mahindra, signing some of the best powersports dealers in the Southeast for ROXOR. After many years as one of the top three salesmen for Mahindra, he joined Volcon ePowersports, once again creating one of the top dealer networks in the nation.

“We’re very happy to announce industry veteran John Walker will be joining the Denago PowerSports Team as the Regional Sales Manager for the South Region,” says National Sales Director Johnny Hayes. “John is a highly experienced sales professional with more than 20 years in the powersports industry. His well-rounded experience began in the parts department and progressed to sales, finance, and then to general manager of a sizable multiline dealership.” With his 10-year tenure as a GM, Walker knows how to walk the walk and talk the talk with dealers. After his time in the dealership, Walker then transitioned to a regional sales representative position with a major distributor and finance company. At every step along the way, Walker earned a reputation for expanding territory, improving sales and team building.

Back in his GM days, he was instrumental in a past employer being named as one of the fastest-growing dealerships in Texas. Walker now resides in Georgetown, Texas, with his wife Aimee. When not working with dealers, he enjoys spending time with his family, riding dirtbikes, wake surfing and traveling to the Mexican coast.

Wilwood was stopping traffic at the recent Sand Sports Super Show with the addition of Brian Cox as their new Media Relations Manager.

Cox joins the marketing/advertising team with a focus on his long-standing relationships in off-road/racing/ automotive media while forming new ones in this ever-changing landscape.

“Wilwood has been the go-to braking option for so many editorial and project vehicles for decades now,” notes Cox. “In this new in-house role, I will do my best to ensure this remains true for many more years.” He will use his years of media experience to optimize media ad buys, ad campaign creative and more… a role he is uniquely qualified for given his history. With more than 25 years in the media and the aftermarket industry, Cox most recently served as the Marketing Manager at Vortech Superchargers in Oxnard, CA. His extensive experience includes stints at the Motor Trend Group as Associate Publisher of Hot Rod, Publisher of Hot Rod Deluxe and Senior Account Executive for a multitude of magazine titles. Before that he was with Buckaroo Communications as an Account Executive on Street Rod Builder, Super Rod, Truck Builder and 4x4 Builder. But don’t let his automotive expertise throw you, he started with Rider Magazine back in the day, riding his street-legal XR600 to work. “Editor Mark Tuttle gave me my first street bike helmet when I got the gig,” says Cox. These days he has upgraded to a new KTM and looks forward to pushing into the UTV space, hence Wilwood’s stop at the Sand Sports Show.

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GEAR FOR $$$$

SSSS didn’t stand for the Segway, Speed & Stag Show… but it could have. From Atturo Tires to its performance partners at EVP, several exhibitors were utilizing Segway’s supercharged Villain to roll out their Sand Sports surprises… and there were even more Speed UTVs on hand as Robby Gordon used the show for customer deliveries. Dozens of the new owners generously shared their hot rods with exhibitors. Everyone from exhaust companies like Gibson to Wilwood Brakes used the Speed machines as showstoppers during the event.

Tires, wheels, sound systems and seats were also recurring themes of the exhibitors. With 300+ displays it was hard to take it all in, however we concurred with the show promoter Bonnier Events on a couple of picks to click from this year’s show.

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GROOVY!

System 3 Off-Road showed off a mud tire with lugs deep enough to be a paddle tire!

The MT410 deep 1.5-2.0-inch Grooved V Lug Tread was a showstopper. “We are thrilled to introduce the MT410 Mud Terrain line,” said Craig Petersen, Founder of System 3 Off-Road. “The tread design, carcass performance, and weight of the tires set the bar higher for what mud riders can expect from their equipment. We are excited for our customers to experience the MT410’s capabilities.” Dig. It here: www.system3offroad.com

HOT ENOUGH FOR YOU?

Dirt Bag Brands had a host of hot products at the Sand Sports Show, presented in the Bert’s Pavilion. En fuego… Was it hot enough for you this summer? Dirtbag Brands can’t do a damn thing about global warming, but we do have the best damn fire extinguisher mounts in the industry, says founder Josh Salazar. ”By releasing quality products with one part number that fits multiple machines, an emphasis on our dealer network first, margins that retails appreciate, and customer service that is focused, why wouldn’t you be more focused on what we can do for your store and bottom line? dirtbagbrands.com

PRO EAGLE FLIES

Changing tall tires is tough in the dunes, so SSSS show promoters picked Pro Eagle’s next gen jack stands as one of their aftermarket highlights. “Pro Eagle released their new adjustable jack stands at the show. They have the ability to support lift ranges from 20 to 32 inches with seven adjustable height settings. The 20-inch wide base and innovative footpads make solid contact with the ground, providing extremely stable support.” Get jacked here: www.proeagle.com/collections/off-road-jacks

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HI LITES FROM KC

KC HiLites used the Sand Show to spotlight a new product that wasn’t even until Dune season as dealer deliveries of their “Flex Era” light bar didn’t even begin until October 10th. With 7,912 lumens of power per 10” segment, the FLEX ERA LED Bar sets a a new standard in output, with unprecedented visibility and beam quality — ideal for demanding, high-speed conditions. Custom colored bezels allow you to personalize and match your vehicle builds. Click here: www.kchilites.com/lights/series/flex.html

GIBSON A GO FOR GORDON

Gibson was ready and waiting for the Speed UTV to come to market and put the promoter’s pick to click in the spotlight at Sand Sports: “Gibson’s Dual Exhaust is designed to maximize performance and offer a unique dual exhaust look while producing good sound levels. With a Gibson non-packed muffler, you can guarantee a consistent level of sound and performance quality for the duration of your vehicle’s lifetime.” Pick your pipes it here: gibsonperformance.com/c-1169226-side-x-side.html

SPEAKING OF SOUNDING OFF AT SAND SPORTS…

KICKER brought a truckload of audio innovations to the world’s biggest dune deal, literally. Their 83-foot XRV (Xtreme Recreational Vehicle) mobile showroom rig had four custom UTVs parked under the awning. The XRV trailer itself displays the complete line of audio gear, combined with a strong presence outside of the booth as well, partnering with SSV Works as well as Gatorwraps. Several KICKER dealers also had UTVs on-site, including UTV Stereo, Temecula Motorsports, California Sound and Bert’s Mega Mall (inside their eponymous Pavilion). www.kicker.com/powerbars

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VALE EVANS BRASFIELD

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n September 13, 2023, the Motorcycle.com team lost its friend and captain, Evans Brasfield, to a hitand-run tragedy while riding a motorcycle home from a shoot. The news came to us that evening and has shook the surrounding community in a way that is hard to fathom. For his family, for his friends, and for the readers that he worked so hard for, the world will forever be a little dimmer.

Once the word came out about Evans’ passing, an onslaught of well wishes poured in from all corners of the world. Many mirroring the same sentiment, condolences for a warm-hearted human being who cared for his family and friends above everything else, even motorcycles.

That is the genuine person that was Evans Brasfield. A consummate family man who not only cared about his family but knew that family was of the utmost importance for his friends and coworkers, too. Simultaneously, Evans maintained a passion for motorcycling that most who have done it for so many years could hardly muster.

A WHOLLY GOOD PERSON “My lovely wife,” as Evans called her, held me in her arms after I told her the news. I was in shock that I would never talk to the person I had spoken to multiple times a day for more than six years, ever again. Evans and I could fully rely on each other, and I thoroughly relied on him. He slowed my quick temper with compassion and thoughtfulness, something that I have strived to mirror throughout our time together at Motorcycle.com

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Every once in a while most of us come to the realization that the people we work with are the people we spend the most time with. They shape us, we shape them, and relationships are born from this. If you’re lucky enough, you end up becoming a better person along the way.

I lucked into our relationship and I will be forever grateful for everything I’ve gleaned.

Evans onboarded me into the fold here at MO and was always there to help teach me the ropes, or flail clinging to them right next to me. I relished working with folks like Evans because of the decades of experience he had honing his craft. It was later on though that I felt our relationship grew to a new level once Evans showed an interest in getting a little mud on the tires. Because of my enthusiasm and experience off-road, as novice as it may be, I felt I was able to repay him in a way for some of what he had taught me over the years. And as I’ve often said, facing obstacles together off-road creates a bond that’s hard to find elsewhere.

Evans and I did just that a number of times, but the LABarstow to Vegas ride in November of 2022 was by far the most memorable. I rode a Ducati Desert X while Evans rode his personal, tastily farkled Kawasaki KLX300. It was a challenge for both of us. For Evans, because he hadn’t been at it all that long, and for me because of the sheer size of the machine. We had Cardo headsets on so we got to chat throughout the ride while also hearing each other’s choice words, grunts, or sighs. It was a fantastic experience to go through together and now it’s a memory that I’ll always cherish.

Evans’ enthusiasm for the sport as a whole never wavered and I connected with him on that level. I can only hope while I sit here with my eyes welling up and tears drying on my cheeks, that I carry the winds of EvB’s enthusiasm under my wings for as long as I live. I’ll strive to be as good a man as my boss and friend, because if the outpouring for Evans Brasfield has shown anything, it’s that he was regarded by all as a wholly good person. — Ryan Adams THE BRASFIELD LOOP Having started at MO before Evans, I had only known about him as a freelancer who mainly rode cruisers. The reputation was earned of course, because at that time that’s exactly what he was doing. Whether by force or by choice, he took a step back from full-time employment to help raise his young daughters while still finding a little slice of the motorcycle pie to keep him happy.

It wasn’t until Evans joined the MO team that I understood what he brought to the table. He was a natural fit to the team – of course he was, he gets along with everybody.

Evans, Tom Roderick and I would often banter back and forth about different tests and reviews we could do now that we had someone who could not only ride and write – but photograph our shenanigans, too. It was a great time, and the three of us continued bantering back and forth long after our careers took their own turns.

Without a doubt I’ll cherish our time working together, but what I’ll carry with me forever and cherish even more was his devotion to his family – especially his two daughters, Minna and Georgia. As a father to two daughters myself, we often joked about how my life journey was mirroring his. I was just about a decade behind. From school drop-offs and dad-taxi duties, to celebrating my girl’s milestones, he’d often reminisce about when his own girls passed through those life stages. He showed me what it meant to be an unabashed girl dad. For that, I’ll always be thankful. — Troy Siahaan Continued on page 82

Truth be told, Evans didn’t want to be Motorcycle.com’s Editor-in-Chief. But he understood the importance of the job and took it very seriously. MO’s integrity in this emerging digital age was of utmost importance to him.

At the same time, he gave the staff a fair bit of leeway to pursue the stories that were important to them – all while having his helmet and camera ready to ride or shoot.

While many moments stand out during my time knowing and working with Evans, one of my favorites that truly embodies the man was our time together racing a Honda Grom for 24 hours. It seemed like a good idea at the time, but despite making a lot of power (for a Grom), I messed up with the suspension modifications and the bike was absolutely atrocious to ride. Secretly, I was hoping the bike would blow up in the first hour so we could go home.

Being a Honda, it never did. But who was always happy to suit up and hop on? That’s right – Evans. No matter if it was the middle of the night, the middle of the day, or anywhere in between. He was ready to give it his all. Completing a 24-hour race had long been one of his bucket list items, and though this one was a wild ride, he was so happy to have done it that we signed up for another one a few years later. I think this, and sending his eldest daughter off to college, sparked his riding renaissance that saw him renew his interest in trackdays (aboard his beloved KTM 790 Duke) and start dirt riding for the first time.

Evans’ mark will be with MO for a long time, as he introduced us to what will now forever be known as the “Brasfield Loop.” A nearly 100-mile loop, Evans would ride this combination of city, highway, canyon, and country roads during his freelance days to evaluate his test bikes.

It’s now the primary (but not exclusive) stretch of road we all use when testing bikes – and it’s all thanks to him.

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Continued from page 81

TEAM DAD I’ve worked with Evans for nearly a decade now, though we’ve been thousands of miles apart for most of that time.

That’s one of the quirks of working in an online space, with me up in Toronto and Evans in California. We’ve only been in the same place at the same time for just a couple of all too brief dinners several years ago, when my wife, Jackie, and I visited L.A. and met up with the rest of the MO team.

Because part of my role is on the production side of things, I’ve spent a lot of time processing, editing and uploading photos of everyone else, and I can pretty much pick Evans, or any of the MO team, out of any photo with a bunch of riders. Ironically, I have only seen Evans on a motorcycle with my own eyes just once, as he arrived at dinner during my visit on, of all things, a Honda Grom (funny how, for a man once pigeonholed as the cruiser guy, it’s Evans astride a tiny Grom that pops up as a common memory for both Troy and I).

The rest of the time, however, we’ve only interacted virtually, over email and Slack, plus our regular editorial video calls. Evans would typically be the last to log on because he was tied up in another meeting, but now, when the calls start and it’s just Ryan, Troy, and myself, I still catch myself waiting for Evans’ face to pop up, so the meeting could really start.

Even before he was made E-i-C, I always thought of Evans as the team’s dad. That’s not to say I saw him as a father figure, or a reflection on age, as he wasn’t always the oldest of the group. He also definitely wasn’t the stern taskmaster type. No, I mean that more in how Evans

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carried himself. How he spoke, how he listened to people, how he laughed with that deep, hearty chuckle. How he would make sure I inserted that comma after “deep.”

Man, he loved his commas. Everything Evans did just seemed to embody the concept of the word “dad.” And that was especially true in how he beamed whenever he spoke about his two daughters. — Dennis Chung DONATE TO THE FAMILY In this time of loss, we (his friends, family, colleagues, and the motorcycle industry as a whole) have created a support fund to help with any pressing financial needs, as well as those unforeseen needs coming out of such a tragic situation. In addition, Karin has a dream of using any surplus funds to develop a more formal motorcycling initiative - in keeping with Evans’ lifelong passion of motorcycling and motorcycle safety, and honor his undeniable legacy. www.gofundme.com/f/evans-brasfield-memorialfund

AIMExpo................................................................................. 2 American Guardian Warranty Services...........................27 Bobcat.................................................................................... 3 Denago Powersports........................................................... 7 DX1/ZiiDMS........................................................................86 eDealernews...................................................................44-45 Evolution Electric Vehicles...............................................38 Find It Now GPS Security..................................................11 KYT........................................................................................17 Motocross The Golden Era................................................83 Motorcycle Industry Council (MIC)...................................57 Motorcycle Industry Jobs (MIJ).........................................19 Moto Morini........................................................................... 9 National Powersport Auctions (NPA).............................65

National Powersports Dealer Association (NPDA).......51 Performance Brokerage Services....................................46 Phoenix Handlebars...........................................................23 Piloteer................................................................................85 Segway Powersports.........................................................69 Spader Business Management.........................................35 Sullivans/Joe Rocket.........................................................33 Synchrony............................................................................37 TEXA USA.............................................................................21 .Torque Off-Road.................................................................55 Tread Lightly.......................................................................61 Triumph Motorcycles America.........................................15 Turn 14 Distribution/DragonFire Racing......................13 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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This goes back to what I have said before, we are no longer shooting fish in a barrel. Inventory levels are rising, manufacturers are giving rebates and floor plan interest is in our near future (I’m sure Wells Fargo loves this). Follow up is one of the ways you can guarantee that your business stays on track and continues to increase even in a time of economical pull back.

Follow up is seeing something all the way through. Your business and your economy are dependent upon your ability to see an activity all the way through. 80% of all sales are made between the 5th and 12th contact. If your salespeople aren’t following up that many times, then you are missing out on 80% of your potential business.

I have compiled a list of the top 10 follow ups you can use in your sales department right now to increase your sales: 1- Text follow up – video walk around of the unit they were interested in and thank them for calling or coming in.

If there is no unit in stock, “selfie” video thanking them for their time today.

FOLLOW UP...

Or Go Out Of Business!

By Brandon Prokupek

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hat is follow up? By definition “follow up” is something that continues or completes a process or activity. Follow up in your dealership may be the single biggest opportunity to grow your business this year... short of spending money on advertising. Yet most dealers fail to follow up!

Here’s the facts – - 48% of all salespeople NEVER follow up with a prospect - 65% of all dealerships don’t nurture leads they PAID to get - 25% of all salespeople never make a second contact - Only 2% of all sales are made on the first contact - Leads that were texted three times or more after the first contact are 328% more likely to convert...

Are you sick yet?

It gets worse — 79% of all leads in a dealership never convert, the reason is because they aren’t nurtured. To nurture something means you need to pay attention to it. This may be a personal visit, sending them a text, a link, or some information. To nurture means to form a relationship.

I was once told that the difference between a “contact” and a “contract” is the letter R and the R stood for relationship. Lead nurturing is forming a relationship with the consumer. Follow up is your opportunity to stand out from your competition and to create a relationship with a consumer.

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2- Scarcity follow up – Other salespeople are working deals on the particular unit 3- Inventory update – find 1-2 other in stock units similar to what they were interested in. a. Call – if no answer, leave a voicemail b. Text pics of the unit with the phrase “Hey call me back ASAP I have something to show you!”

4- Special offer – Consult with sales manager for “special offer” 5- Striving to earn your business: Text or email this phrase – “Obviously (client name) you can see how hard I’m working to earn your business, and you’re right, I’m going to continue to do so. Just think about how hard I’ll work to keep your business.” Chances are if you have followed up 5 times you have followed up more than your competition. This will help you stand out 6- Payment/financing follow up – This is for approved customers; make sure the payment they were quoted was in the realm of what they were looking for if so discuss if they are on the right unit.

7- Management follow up – Once you have tried 2-3 follow ups, have the manager call to find out why they haven’t made a decision. (It may be you!)

8- The Tag in – have another salesperson call the customer and explain to them that all you have been talking about was this one deal and this one client!

9- I saw this and thought of you. – video, picture, news, accessories they mentioned, a book, etc.

10- Social media follow up – find them on FB IG like pics and send them a message. STAY TOP OF MIND. Post about the unit they were looking for, etc.

E T A V O N N I E I D OR TRUST YOUR BRAND TO A TEAM THAT LEADS. 949.874.2645 piloteeragency.com

We’re Piloteer, a fearless marketing agency that helps you navigate a changing world.

Introducing RFID Physical Inventory By placing RFID tags/labels on inventory and assets, dealers can cycle counts or conduct physical inventory with one or two employees anytime. RFID reader terminals do not require line of sight, so counters don’t need to bend down under partitions, climb shelves, or position each item to be visually seen to be counted. RFID physical inventory provides accurate, up-to-date data leading to better analytics, improved asset utilization, and reduced lost sales.