Issue #12 December 2021 by Dealernews

RARIFIED AIR

DN 2.0 #12

SHOWTIME! NPDA’s Robert Kay On Top Of The World

The G.O.A.T. Keynotes AIMExpo

ZERO ADDS UP DISRUPTIVEDealer THINKING Focus

Dealer Education TakesFor Priority 2022

WHISPERED WISDOM CSI:

Real Takeaways From WhoLas AreVegas You?

CONTENTS

06 08 10 12 16 20 26 28 30 32

20 4

WORLD’S LUCKIEST MAN

Bob Althoff On “Our Industry”

EDITOR’S NOTE

Robin Hartfiel On Tradeshows

LETTERS+

The Industry On Dealernews

NEWS+

Show News Updates

SHIFTING GEARS+

Who’s Who And Who’s Where?

DEALER EDUCATION

Mark Rodgers On Whispered Wisdom

PERFORMANCE+

Mark Rodgers On Disruptive Thinking

INDUSTRY RESEARCH+

Dr. Paul Leinberger On Riding Into The Future

INDUSTRY RESEARCH+

Lenny Sims On J.D. Power Valuations

INDUSTRY RESEARCH+

NPA’s Jim Woodruff On Pre-Owned

33 SHOWTIME! 34 YOUR INDUSTRY’S SHOW IS BACK 36 LEGENDS UNITE 38 ENGAGE 40 DISRUPTIVE THINKING 42 CONNECT 44 FLOORPLAN 44 EXHIBITOR LISTINGS 65 eDEALERNEWS

Connect. Engage. United. At AIMExpo 2022 Welcome To Las Vegas!

An Open Letter To The Industry Schedule Of Events

A Dealers’ Point Of View

Ricky Carmichael To Keynote AIMExpo X Marks The Spot Booth Numbers Watts Up?

OUR TEAM Bob Althoff World’s Luckiest Man EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Eric Anderson Vroom Network Jim Woodruff National Powersport Auctions Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer Dealer Advisory Board Bob Althoff Chairman

66 CURRENTS+ 71 PERSONNEL FILES 72 MIC RIDE REPORT 74 ADVOCACY+ 76 CONFESSIONS OF A CUSTOMER 78 ADVOCACY+ 82 GEAR+ LiveWire Charges Onto Wall Street

Alex Baylon On This Many Years Old

What Does The MIC Do For You?

Don Amador Onward A Christmas Defrag

Eric Anderson On Words To Live By Scot Harden On Dakar 2022

Show Specials, What’s New At AIMExpo?

86 PRESS PASS+ 90 PRESS PASS+ 92 VALE+ 93 AD INDEX 94 BACKFIRE+

Triumphs Tabs RSD For Sneak Peek RSD Moto Beach Bash

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

Ave Atque Vale Wes Cooley This issue Brought To You By…

ADVERTISING

Monday Morning Quarterback

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

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

DECEMBER 2021

We are connected (or should be); and it is always great fun to be re-connected to some of the greatest people we’ve ever met and to meet even more. We generously share our wisdom, and this year’s AIME brings together the best educational lineup in decades. We enjoy a camaraderie that always includes slaps on the back; a cold drink; a tale (some true).

World’s Luckiest Man By Bob Althoff

THE POWERSPORTS INDUSTRY GATHERS AT AIMEXPO

hat is an “Industry”?

When I think of our “industry” — as it is often referred to — I am mindful that $40 Billion is surely a lot of money, jobs and product. And while we are an “industry” of significance, the term does us no justice. We are not just a financial enterprise… Far from it! Here is what we really are, and what will be on display at AIMExpo in Las Vegas January 19-21, 2022: We are a collective of enthusiasts, evangelizing our lifestyle, sport and community. We are ambitious to find new ways to grow our ranks.

We epitomize passion — for the ride; for one another and for our customers. We take the time to recognize those amongst us who exemplify our work whenever we can (think TOP 100). Yes, we are so very much more than an “industry”. All of what we are and hope to become will be on full display at AIMExpo. I sincerely hope to see you there! As the year closes, I want to recognize the great and continuing work of Robin Hartfiel and all who contribute to making Dealernews the “go to” resource that Dealers, indeed the entire industry, look to. As our industry chronicle, the Dealernews team will be at our industry’s show in Booth #1031 As a Dealer, I know full well the incredible work being done in your Dealership and in some 5,500 others to pursue retail excellence. It is never easy, but it is endlessly important and rewarding work. And a tip of the hat on behalf of Dealers everywhere to those Dealers who chose to give of their time and treasure and reputation to finally establish the National Powersports Dealer Association. A sincere thank-you for doing what should have been done decades ago and establishing NPDA. Find out more about NPDA during the Association’s coming out party at AIMExpo, Booth #2035 Bob

That first tradeshow was mind blowing. But the best part was meeting Dealers. By the next year, we launched the Dealernews Top 100 program to recognize the real heroes of the trade: the Dealers! The atmosphere is still intoxicating and the new products are always a draw, but the best part of any powersports trade event remains the players themselves. Even after 30 years I still get charged up about the industry getting together!

Editor’s Note By Robin Hartfiel

SHOWTIME!

still remember my first motorcycle trade show like it was yesterday. The problem is I’m of an age where I can’t remember what I actually did yesterday. Note that I even dated myself by calling it a “motorcycle” show rather than a “powersports” trade event. Then again, there was a time when this magazine was called Motorcycle Dealer News and paper copies were delivered via snail mail… but I digress. I snuck into my first Dealernews Dealer Expo a couple years before I joined the staff, but my first legit trip to Cincinnati was in 1991. The buzz on the show floor was electric (in an era long before eBikes). The product displays featured everything imaginable, for a moto junkie it was even better than being a kid in the proverbial candy store. Then there were the industry legends like Tom White holding court at Champs down the street from the Convention Center, Skip Van Leeuwen still going wide open like he did racing at Ascot, Jeff Fox forcing all of us to raise our game… these were larger than life icons right there on the show floor.

As Bob Althoff notes in his column this month, we have indeed become an “industry” — with a very diverse product mix and a $40 billion bottom line. MC, ATV, UTV, PWC, SxS… the acronyms all add up to “powersports“ and the common denominator remains the Dealer. But the sum is far greater than the parts that go into a show, and there is more to the event experience than a balance sheet! Still sitting on the fence about registering for AIMExpo? Take a page from the old credit card commercial, the AIMExpo experience is priceless, for everything else there’s MasterCard. You owe it to yourself to escape the quarantine and enjoy the camaraderie of all the right people, gathered at the right place at the right time once again. And if you aren’t careful, you might learn a thing or two. The disruptive thinking enjoined by AIMExpo’s educational platform is worth the price of admission in itself (never mind that Dealers can register for free). Thanks to our friends at Tucker for making education a priority for the show… and for hosting the industry party! Winwin! Speaking of winning, did I forget to mention flat track racing? Please drop by the Dealernews display (Booth #1301) and say howdy. We may not be able to solve the world’s problems, but I will buy you a free beer at the industry party and we can give it our best shot!

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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THIS IS A SCAM Hi, I am following up to confirm if you are interested in acquiring the Visitors/ attendees List for Aimexpo-Americna International Motorcycle Expo, Columbus, Greater Columbus Convention Center, January 19-21, 2022? If you are interested in acquiring the list, we can provide you the cost and additional details. Each record of the list contains: Contact Name, Email Address, Company Name, URL/Website, Phone No, Title/ Designation. I look forward to hearing from you. Thanks & Regards, Renee Rouleau, Business Analyst Via gmail The pirated logo clearly says the show is in Las Vegas, but “Renee” is attempting to sell snake oil for “registrants counts” in Columbus. Dealernews received dozens of these “offers” — sometimes as many as three a day — all purporting to have attendee lists for an event that has yet to take place, with “registrant counts” ranging from 2,000 to 6,500! See the final post for the response from AIMExpo regarding the fraudulent solicitations for attendee lists and housing deals.

NEXT VERSE, SAME AS THE FIRST Dear Exhibitor, I am following up to confirm, if you are interested acquiring the Attendee List AIM EXPO 19-21 JANUARY 2022 LAS VEGAS, USA Counts: 2,000 Each Record of the Attendee Includes: Client Name, Business Name, Title, Email Address, Phone Number, and Web Address etc. Let me know your thoughts, so that I can send discount cost & additional information. Jocelyn Robertson | Attendee List Consultant

THANK YOU KINDLY, BUT NO THANKS I am Andy Parker being a part of a business development team with Asteron Technology. Kindly see the below count we have of delegates attending American International Motorcycle Expo 2022. We have 3,012 contacts. All contacts are permission pass and provided with complete contact information direct business email address on an excel spreadsheet. Kindly acknowledge receipt of this email, I can share the pricing details. Regards, Andy Parker, Business Development Manager Asteron technology LLC PS General Package ($650) - Organization, Web Address, Contact Name, First and Last Name, Job Title, Industry, and email Address. Premium Package ($750) - Organization, Web Address, Contact Name, First and, Last Name, Job Title, Complete Mailing Address, City, State, Zip Code, Telephone number, and Industry, SIC Code, Revenue Size, Employee Size, and Email Address. Regards, Andy

6,000 AIME ATTENDEES I am following up to confirm if you are interested in acquiring the Visitors/ attendees List? AIMExpo 2022/American International Motorcycle Expo Dates:19-21 Jan 2022 Venue: Las Vegas Convention Center, Las Vegas NV, United States Registrants Counts: 6,000 I look forward to hearing from you Wendy Becker, Business Analyst Expo Profiles Online

I WOULD RATHER HAVE A DEAR JOHN LETTER Dear Exhibitor, I am following up to confirm, if you are interested acquiring the Attendee List AIM EXPO 19-21 JANUARY 2022 LAS VEGAS, USA Counts: 2,000 Each Record of the Attendee Includes: Client Name, Business Name, Title, Email Address, Phone Number, and Web Address etc. Let me know your thoughts, so that I can send discount cost & additional information. Catherine Sims | Attendee List Consultant @alleo.info FRAUD ALERT! There are many companies out there that fraudulently pose as official partners of AIMExpo. We do not sell your data to any outside companies. If you are contacted by a company trying to sell you an attendee list, be aware that this is a fraudulent email. Same goes for show housing: these companies are not partners of the show — the only official housing partners for AIMExpo 2022 are Resorts World and Sahara. You will not be contacted directly by anyone other than AIMExpo, Resorts World or the Sahara to book or manage your hotel reservation(s). If you are contacted by other third-party companies offering hotel assistance, please be aware they are not endorsed by our event. Entering into financial agreements with these companies can have costly consequences and are not protected by event management. If you have any questions regarding the legitimacy of any emails or communication that you receive, please let us know. We’re here to help, The AIMExpo Team

SOUND OFF! Dealernews is indeed back. Join in the conversation via e-mail: Editor@dealernews.com Check us out on Instagram: https://www.instagram.com/ dealernews/ Like us on Facebook: www.facebook.com/DealernewsFan/ Follow along on Dealernews.com Tune into the new YouTube channel: www.youtube.com/ channel/UCZE6q4gQ5EIz0nOX4WaXw1w

TRIUMPH TOPS 1 MILLION UNITS

According to the Motorcycle Industry Council, things are “Everyone at Triumph is incredibly proud to have played a part in achieving such a momentous moment in the modern history of this iconic brand,” said CEO Nick Bloor on the occasion of Triumph reaching a historic milestone in its modern era with the reveal of the millionth motorcycle built since the brand’s return in 1990. “Over the 31 years since we re-launched Triumph with a new line of British designed motorcycles in Cologne in 1990, we have shared so many great moments with our fans across the world. From returning to the TT champions arena, to entering the MotoGP paddock with our Moto2 Engine partnership, to supporting the biggest global riding event and its great cause for health and wellbeing with the Distinguished Gentleman’s Ride, to mention only a few. Triumph’s success has always stemmed from the passion and commitment we share with our riders.” Bloor unveiled the 1 millionth bike — a custom painted Tiger 900 Rally Pro — at Triumph’s Global Headquarters in Hinckley in front of the UK team. With its Jubilee silver paint scheme and one millionth graphics, this milestone motorcycle will be displayed in Triumph’s stand at this year’s Motorcycle Live show at the NEC and then on show in Triumph’s Factory Visitor Experience* in a new, specially created 120-year anniversary display. “Whilst the last year has been challenging for all of us, this passion and commitment has driven Triumph to even greater heights, including the successful entry into new categories with the Trident 660 and Tiger Sport 660,” Bloor added. “Over the last three decades Triumph has maintained sustained and significant investment in our people, our partners and our inhouse design, engineering, and manufacturing capabilities, in order to grow the reach and reputation of this iconic British brand. This investment in home grown talent, both in the UK and around the world, matched by the passion we share with our riders for delivering the complete and perfect motorcycle, has seen the brand go from strength to strength, achieving the most successful year in the brand’s entire 120-year history.’’ However this is just the tip of the iceberg as the British brand celebrates its 120th anniversary next year. For a hint at what’s to come, and get details on open dealer points, drop by Triumph’s display in Booth #2067 at AIMExpo.

RACE WINNING BRANDS BOUGHT

Race Winning Brands — Booth #7101 at AIMExpo — is home to half a dozen premiere powersports product lines… and under new ownership Private equity firm MiddleGround Capital bought the group for an undisclosed amount the first of December. “We are thrilled to be partnering with MiddleGround,” notes RWB CEO Bob Bruegging. “We believe their operationally-focused approach paired with their culture of continuous improvement and longstanding experience in the automotive and powersports aftermarkets will align perfectly with RWB’s objectives and growth strategy – with the ultimate goal of providing innovative products to best serve our powersports enthusiast customers.” No strangers to the performance space, MiddleGround founding partners John Stewart and Scott Duncan have history with enthusiast-based aftermarket performance products having worked with Holley in 2012. “We are very excited to be partnering with Bob Bruegging, Josh Vogel, and the rest of the Race Winning Brands team as we look to usher the company into its next stage of growth,” says Stewart. “We look forward to further enhancing RWB’s leading position in the market by leveraging the company’s engineering expertise, coupled with our Operation Team’s automotive aftermarket experience and network, to expand into new product and vehicle applications – both organically and through complementary acquisitions to the platform.” Powersports brands rolled up in the RWB acquisition include, JE Pistons, Wiseco, Rekluse, ProX Racing Parts and CV4. Headquartered in Mentor, Ohio, RWB has sales offices and manufacturing operations in strategic locations throughout the United States, Canada and Europe. RWB is just the tip of the iceberg for MiddleGround’s recent expansion — the firm closed eight deals in the past 60 days with a combined value of $1.4 Billion! According to their research, the powersports space is where the action is: the enthusiast powersport segment has seen annualized growth of 10-15% in the past 18 months with forecasted growth of 6-8% over the next 12 months.

KURYAKYN PROGRESS REPORT

“The acquisition of Kuryakyn has been a positive move for both companies and we are pleased at how well Kuryakyn fits in our brand structure,” says Andrea Weeke, Tucker Powersports’ Director of Owned Brands, Marketing and Apparel. “Tucker is now an even better resource for Dealers and consumers in powersports. Our plan was to finish the transition by year end, and with the great cooperation of the Kuryakyn team we did just that.” Tucker Powersports acquired Kuryakyn Holdings on September 7, 2021 and began transitioning the company into the Tucker brand structure. The latest progress report from Texas outlines what has happened since then: Sales & Operations: All Kuryakyn sales and financial operations are now led through Tucker’s Fort Worth headquarters. Shortly after the acquisition, all Kuryakyn Dealers who didn’t have a

Tucker account were set up as Tucker Powersports Dealers. Tucker’s team of field reps were trained on the Kuryakyn product line and act as a Kuryakyn field sales force, which Kuryakyn has not had in recent years. Tucker’s leadership is extremely happy that all of Kuryakyn’s large accounts will continue to purchase and sell Kuryakyn products to their consumer and Dealer customers. Product Availability: Product purchasing functions have been moved to Tucker and the team continues to manage ordering and inventory, with all Kuryakyn inventory now in Tucker’s warehouses. Global supply chain issues are likely to continue to impact Tucker, along with most others in the powersports industry, for the months ahead. Staffing: Several of the Wisconsin-based Kuryakyn employees have been hired by Tucker and are now based in the Fort Worth office. Product Development: The move of Kuryakyn’s Product Development program to Tucker has been a welcome addition to Tucker’s capabilities. The additional staff and equipment will allow Tucker to continue the growth of the Kuryakyn product offering as well as the other Tucker brands. Facilities: The Kuryakyn office and product development facility in Somerset, Wisconsin, have been closed and are in the process of being sold. For the latest developments, swing by any of the three Tucker Powersports Pavilions on the show floor at AIMExpo Booth #6077, #6089 or #4023. Continued on page 14

Continued from page 13

DEALER NEWS:

DEALERS CAN BANK ON IT!

“The Motorcycle Industry Council’s market expansion initiative is vital to the growth of the powersports industry,” says Ray Smith, Director of Sales and Membership Coordinator for the MIC Bankcard Program. “Everyone in the industry, especially dealers, values the work the MIC is doing to inspire new riders. Our investment helps to ensure this work continues.” Powered by Pineapple Payments, MIC Bankcard has expanded its suite of payment solutions for Dealers and is making a substantial investment in the MIC’s Ride With Us market expansion program to get more riders, riding more. The MIC’s market expansion initiative is an integrated program aimed at inspiring and supporting new and returning riders as they integrate into the riding community. The initiative, headed by Cinnamon Kernes as the MIC’s vice president of market expansion, continues to evolve from the foundational work led by the MIC Board of Directors. “As we continue to expand our efforts to welcome new and returning riders, this kind of meaningful financial support is crucial to the current and future health of our industry,” said Erik Pritchard, president and CEO of the Motorcycle Industry Council. “All of us must pull together, seize the momentum we’ve been enjoying, and grow to new heights.” Dealers can meet with Ray Smith and get more details about MIC Bankcard in Booth #5069

Okoboji Motorsports Becomes C & B Powersports George C. Chaconas and Courtney Bernhard from the Powersports Division of Performance Brokerage Services (Booth #6045 at AIMExpo) have brokered another big dealership deal. Located just down the road from the Indian Motorcycle Factory & Experience Center, Okoboji Indian/Okoboji Motorsports in Spirit Lake, Iowa, has traded hands. Longtime dealer and community stalwart Ken Kemna sold the operation to Peter Burwell of C & B Powersports, LLC — one of the region’s largest John Deere family of dealerships. “We are very excited about our new partnership with Polaris and Indian as we continue to bring brands with the highest levels of quality to our customers,” says Burwell, Chairman and CEO of C & B Operations. C & B Operations owns and operates 37 John Deere dealerships in Iowa, Idaho, Wyoming, Montana, Minnesota and South Dakota. The acquisition of Okoboji Indian was strategic for the company’s projected growth. “We believe that bringing John Deere Turf and Utility products to the Spirit Lake area demonstrates C & B’s commitment to that strategy!” Okoboji Indian was established in 2017 by auto industry dealer Kemna, who has a well-known history in the automotive industry for establishing businesses in smaller and often overlooked communities. Kenna realized a great opportunity to open the powersports dealership in the hometown of Indian Motorcycles. “It was definitely a pleasure to work with such a professional and highly respected client as Ken Kemna in selling his one-of-a-kind Indian dealership in Spirit Lake,” says Chaconas. “I am happy that we were able to identify the perfectly qualified candidate to buy their dealership. The closing went very quickly, and I am very grateful to have been a part of another successful buy-sell.” Following the sale, Courtney Bernhard of Performance Brokerage Services, added, “You never know where you will be when a call comes in about buying or selling a dealership. I am very pleased that I was able to connect with this group as I knew this opportunity would be a perfect fit.” Over the past five years, Performance Brokerage Services has advised on the sale of over 250 dealerships, making it the highest volume dealership brokerage firm in North America. The state-of-the-art dealership will remain at its current location at 4105 Highway 71 in Spirit Lake, Iowa. Renamed C & B Powersports, the facility will represent a wide variety of brands moving forward, starting with John Deere, of course.

“Here at Beyond Creative, we are committed to innovating our dealers and work,” says Joe Iribarren, founder of the Beyond Creative Digital Growth Agency.

BEYOND CREATIVE BDC

Did you know that a dealership’s average customer spends 10-12 hours per month on their website? That means they’re online all the time. With dealerships getting more and more competitive, it’s time to start implementing a BDC strategy or risk losing your customers to your competition.

Beyond Creative and DealerLeadPro, the company’s new customer relationship management (CRM) system specifically designed for powersports dealers, will be exhibiting in Booth #7073 at AIMExpo in Las Vegas. Iribarren says he will share tips and techniques on dayto-day opportunities dealers are missing and explain how DealerLeadPro works. “AIMExpo will be a great opportunity to meet with dealers from across the country and share what they have learned about lead management, lead generation and digital presence over the past year. I am very pleased to be supporting the industry and sharing insights.” Based in Fort Lauderdale, Florida, Beyond Creative is a digital marketing agency with a focus on lead generation and lead management. Can’t make it to AIMExpo? Click here: www.GoBeyondCreative.com

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Riding off into the sunset, Gina D’Ambrosio is departing as Triumph’s Public Relations Manager. “While it has been a pleasure working with Triumph Motorcycles for the past year, I have decided to move back to Colorado to be closer to family,” she says. “I am very grateful I had to work for a great brand and especially for all of the wonderful people I had the pleasure of working with. Thank you all for making this such a wonderful experience.” Meanwhile Marketing Director Adam VanderVeen will be doing double duty until a replacement PR person can be found… is that you? Triumph Motorcycles America, Ltd will be in Booth #2067 at AIMExpo.

Swing by the Benelli booth and SSR Motorsports pavilion in Booth #4005 at AIMExpo to say howdy

to long time bike wrangler Rod Overstreet who is back in the saddle. “At this point in my career, to finally have the opportunity of working for an iconic leader, a respected brand builder, and someone who also shares my own professional ethics and beliefs, a true blessing,” he says. “I am excited to share with everyone that my next adventure in the motorcycle industry will be as the Mid Atlantic Account Manager for SSR Motorsports / Benelli Motorcycles, all thanks to Mr. Mel Harris former VP of American Suzuki for 27 years. My responsibilities include the continued success of the SSR Dealer network within my region of course, but here is the FUN part… to also focus on the Benelli Motorcycle line, and to help bring it to the next level of brand awareness in the ever-growing adventure market. I can’t wait to finally sling a leg over the Benelli TRK502X and the Leoncino, both of which are headed this way!”

Affinity marketer Rollick will be rolling out a couple new faces at AIMExpo in Booth #6037. The addition of John Neale as Chief Financial Officer and Amy Norris as Head of Dealer Solutions will drive company growth and strengthen its role as a marketing technology leader in outdoor vehicle sales. Based in Austin, Neale has nearly 20 years’ experience in finance roles. He describes himself as both an operational and strategic-minded leader that seeks to bring meaning to the numbers. His previous roles were with Coastal Holding Company, Retail Solutions, Inc., ClearCare and QAD. “John will be a tremendous contributor to Rollick’s growth over the next few years,” claims Rollick CEO and Co-Founder Bernie Brenner. “With his experience in both private equity and public markets, he’s

a great addition to our senior team.” He is responsible for Rollick’s finance and business analytics.

Based outside of Washington, D.C., Amy Norris brings 15 years of experience in vehicle sales and has a significant background in building and operating a company’s dealer acquisition strategy. Her previous sales leadership roles include CARFAX and VinSolutions. She’s been responsible for setting strategic direction, sales operations, team building, forecasting and managing tactical implementation. “Amy has run large inside and outside sales teams for dealer sales and support,” added Brenner. “She has a record of outstanding results and I’m so excited that she’s joined the team.” Rollick Booth #6037

After serving as Executive Vice President of the Americas from 2019-2021 and President of North American operations Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

from 2015-2021, passionate powersports enthusiast Guillaume Pailleret has been promoted to Chief Business Officer for French lubricant giant Motul. Pailleret’s promotion doesn’t mean things will slide in the U..S. — far from it. Motul is expanding into a 20’ x 20’ space at AIMExpo and will be launching a number of new programs in Las Vegas. See all the slick stuff in Booth #7087

business development for several companies in the powersports, bioscience and industrial design industries. Say hi to Steve in Las Vegas in Booth #4048 or click here: https://monimoto.com/

Monimoto, the Lithuanian-based producer of smart anti-theft GPS trackers for motorcycles, has partnered with former HarleyDavidson executive Steve Piehl to drive its Series A funding round in the U.S. “I’m delighted to partner with Monimoto to help them with this round of fundraising. I’ve been working with the company for nearly a year and I’m impressed with what they’ve already accomplished and their vision for the future. As our world moves toward more two-wheeled transportation in an increasingly urban environment, their product makes practical and emotional sense. It gives motorcycle owners a feeling of confidence that their investment, and their passion, has an extra level of protection.” Piehl put in 35 years on staff at The Motor Company, where he was responsible for developing the Harley Owners Group, one of the motorcycle industry’s biggest success stories, with nearly a million members in more than 90 countries. He was inducted into the Sturgis Motorcycle Museum Hall of Fame in 2012 and now acts as a consultant in communications and

Another Harley alumni has moved to the aftermarket. In order to keep up with recent growth, S&S Cycle has been on a hiring spree! Tim Osterberg joins the team in Viola, Wisconsin, as Senior Director of Engineering & Product Development. “The opportunity to join S&S and lead their product development into the future has been shared with only a few people across the last six decades,” he says. “I consider it an honor to have been chosen for the role.” Most recently with Hayes Performance Systems, Osterberg spent nearly two decades at HarleyDavidson. “Choosing the right leader for this critical role required an extensive search and we feel Tim’s experience and comprehensive knowledge of the product development process is an ideal fit to move S&S forward in our current as well as future markets,” explains S&S President & CEO Paul Skarie. Osterberg’s expertise includes the full breadth of the product life cycle supported by a clear understanding of manufacturing processes and the powersports market, according to Skarie.

A championship-proven Trials rider with a history of winning, Josh Roper joins the GASGAS Trials Team and will compete on the TXT GP 300 in the AMA MotoTrials Championship through 2023. “I’m very excited to ride GASGAS for the next two AMA seasons,” says Roper. “I’ve already tested the bike and know I can be successful on it; the power and rear suspension is the best in the business. My goal is to win the AMA MotoTrials Championship!” The 2017 Youth National Champion and 2018 Expert Class Champ before making his professional debut in 2019, Roper took a top-five finish in the championship standings as a rookie. The Arizona native quickly progressed into a title contender last season where he finished runnerup in the series. “Josh is a great addition to the team,” adds GASGAS Team Manager Geoff Aaron. “He is young and talented and comes from a great Trials family. He has a history of winning and now with our resources at GASGAS, he can really take it to the next level.”

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TO FIND YOUR LOCAL DEALER VISIT:

WHISPERED WISDOM

Ageless Advice From Those Who Have Done It By Mark Rodgers

any of us have had mentors. Whether we formally sought them out, or by the goodness of their heart they saw something in us that made them want to see us succeed and we’ve had people in our life who cared. People who used their flashlight to light the darkness for us and show us the way. This knowledge passed from a successful seasoned veteran is often referred to as “whispered wisdom.” Those few words, those guiding ideas, that can see you through trials and travails of your career. Here we’ve formalized some of that wisdom for you. We surveyed 35 motorcycle industry veterans with 10 or more years of dealership success. We asked them about their career perspectives and for their advice and guidance for others. What follows is 775 years’ worth of accumulated advice and guidance. Here’s what they had to say:

What do you consider your greatest industry/career accomplishment? David Pearson, National Powersports Dealer Association, “Taking a small, underperforming HarleyDavidson dealership and having it produce double digit bottom lines, earn multiple Bar & Shield Awards, and growing a great team of people that are doing bigger and better things.” The nurturing-future-leaders theme was prevalent in many responses. Best exemplified by Jolene Kizan, GM, Mad River Harley-Davidson who said her greatest accomplishment was, “Growing future leaders who have now become General Managers of their own stores. Then the comments turned to sales. Kevin Kaufman, Sales Manager, The Ranch Harley-Davidson, “My greatest industry accomplishment would be taking in a green salesperson and training them and watching them hit their personal and professional goals.” Judi Almeida added her repeat and referral business.

Judi Almeida

And yet others touted their personal numbers. Rob Miller, GM, Laconia Harley-Davidson noted, “When working as a salesperson I had two years where I personally sold over 300 units.” An incredible achievement. Not to be outdone in the world of sales accomplishments, Chuck Bell, Wolverine HarleyDavidson proclaims, “Being the highest reviewed salesperson in the U.S. and selling 350 motorcycles in one year.”

Of course, principals John Brinkworth, Buffalo HarleyDavidson, and Trevor Bird, of Durango, talked about OEM Recognition. “Being named a Platinum HarleyDavidson dealer in 2015,” was cited by Brinkworth. And well it should be, that award is given to the top six H-D dealers in the country. Bird commented, “Coming in third on the Bar and Shield in 2019. Buying my own dealership. Growing double digits every year for four years since purchasing it. Building an amazing team that get it. Ok that’s more than one.” Hey, if you know Trevor, and what he’s accomplished you wouldn’t fault him for his enthusiasm. Dustin Hughes, GSM, Thunderbird Harley-Davidson, talked about not just surviving, but thriving during the COVID Crises. “Being able to be part of a Team that took on COVID-19,” says Hughes. “We were completely shut down. Then brought in a team of five, doing full delivery including finance with rubber gloves, masks, and went mobile and outdoors, in all types of weather.” He continued, “Resulting in 65-unit sales. Then we not only brought employees back, but we also opened and staffed another store!” Turn around stories were also prevalent. Evan Noel, GM, Harley-Davidson of Bowling Green, “Growing a trusted team that has turned a failing organization into a successful, profitable, and sustainable one.”

Chuck Bell

Others like Scott Gundle, GSM Durham HarleyDavidson, took a team approach, “Taking a dealer from 225 units a year to 450 units and being named Canadian Dealer of the Year.”

Evan Noel

“Helping grow an independent from $1500 in net profit to $250K,” cites Justin Adams, F&I, Emerald Coast Harley-Davidson. “It took 10 years and a lot of effort, but that experience taught me more about business, life, relationship building, trust, and fate than anything else has to date.” Peggy Santiago, GM, Miami Harley-Davidson North Dade says, “Getting to the GM role through building trust, honesty and integrity between myself, my owner and my entire team.” Scott Gundle

And I just love Charlie Madsen, SM, Woodstock HarleyDavidson comment, “Continuing to lead Chicagoland sales from little old Woodstock!” A distinction of which he should be proud.

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DECEMBER 2021

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Crystal Mundt, GM, Harley-Davidson of Madison adds, “There were not a lot of women in the trade back then. I took a lot of flak from customers who thought I didn’t know anything and in the beginning I didn’t! But I stuck with it and learned a lot. Over time the customers would believe me when I looked up parts for them or talked about bikes on the sales floor. It took a long time to earn their respect but when they stopped asking to talk to one of the guys, I knew I was in!” Josh Bebeau, GM, Wild Prairie Harley-Davidson, “Working my way from the wash bay to the top of the line. It took years of hard work but it’s rewarding to have your own store.”

but in that moment, we needed to sell motorcycles.” Which proves, especially in this business, advice can be situational.

David Pearson

Josh Bebeau

Terry Rymer helped grow Black Hills HarleyDavidson for 35 years through opportunistic thinking and hard work. Well, I think that stands for itself, don’t you? My words, not his.

“Sell the project, not the part.” This advice comes from Jeremy Burk, Customization Expert, Perry Harley-Davidson. I just love it. And what it means to me is, no one wants a cam; they want to go faster. No one wants custom paint; they want to stand out in a crowd. It’s easy sometimes in this business to focus on the input when we should really look at the output. “To earn respect, you have to give respect.” Bob Hammers, GM, Hooligan H-D, hits the reciprocity bull’s eye with this one. Whether you are working with customers or team members your actions and behaviors will be repaid in kind. Give people the full benefit of the doubt, give them respect and it will more than likely be returned to you and then some. “You are not going to make six figures working eight hours a day!” Says Cam Blackstock, DP, Mountainview HarleyDavidson. Man, truer words have never been spoken. And Cam readily admits he would be even more successful than he already is (and that’s saying something) had he kept his nose to the grindstone.

Terry Rymer

What’s the single greatest piece of career advice you’ve been given? “F#©k Service, sell Motorcycles.” Yep, I had to re-read David Pearson’s entry a few times. Then I followed up with him for a more thorough explanation. “My wife and I had sold our house and cashed in our retirement accounts to buy the store. We took ownership on January 15, 2008, in snowy Vermont.” Pearson continued, “We needed every dollar in the account to pay the rent and make payroll. Don’t get me wrong, I understand the importance of service,

Cam Blackstock

“Never think you know it all.” Not surprising that this came from George Wunschel, Service Advisor, Bergen County. It’s advice we’ve heard so we often are inured to it. But when you really understand it, you start to understand that we are all students of the game.

George Wunschel

“Low overhead! It’s much easier to ride the bumps with a light load.” I chuckled as I read Johnny Johnston’s advice. He’s owned two different metric shops, was the GM at two Harley stores before taking his current role as sales managers of Lima H-D. These are words to live by both professionally and personally.

Tommy Hannum Jr. put this same concept to me in a slightly different way: “Make it in a shed. Lose it in a palace.” “If you raise an eyebrow, pay attention.” “Sean Delaney taught me this,” starts Dustin Hughes, “It means if there is a significant change in performance, one that is big enough to ‘raise an eyebrow’ you should investigate. If an employee gets an uncharacteristic bad review, and typically punctual, now shows up late a couple of times, and now starts complaining about another employee. This requires investigation and perhaps course correction.” Hughes continues, “I also use it on myself. I only sold what last month? Eyebrow raised. Am I training? Am I growing? Did I dress differently? Do I smell good? Breath clean? Am I exercising? Am I reading? Learning? Do I need to sit with my manager and get feedback?” Dustin, I have to say, that sort of honest selfreflection, raised my eyebrow. “You’re only as good as your last month.”

Continued on page 24

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Scott Milks, GSM, for Capital Harley-Davidson, gives us the harsh reality of our business. It truly is a whathave-you-done-lately world.

Scott Milks

“In every transaction a sale is made: Either I sold the customer, or the customer sold me.” In this gem, Bryan O’Dougherty, is laying a little profit margin guidance on us. Think about it a bit. He’s right!

Brian O’Dougherty

“If it’s good for the business, and good for the customer, DO IT!” This is part of a concept Evan Noel and I have frequently discussed. It’s called enlightened self-interest. This country was built on this notion. Unfortunately, too often we’ve gravitated from enlightened, to simply selfinterest. Good to see our founding principles are alive and well in Bowling Green.

Focus on the basics. What we do is not hard. It is hard to do it well.” Man, Charlie Madsen is on to something with this concept. “Make industry relationships early on and always try to keep those people close, you’re not going to be able to tackle everything up front and head on, you’ll need contacts to help navigate situations. JT Horn, Parts Manager at the Ranch is hurling some serious politically savvy stuff at you here. This is the relationship business. And relationships take energy to create and nurture. You must ask yourself, are you doing all you can in this area of your career? “Scared money don’t make no money!” Ok, I admit, I had to do some follow up on this one. Peggy Santiago, who readily admits its grammatical incorrectness, describes it this way. “When you’re comfortable with your current income, and afraid to take a risk because you might make less.” She continues, “This was me, I was working on the fixed ops side, and comfortable and complacent. Someone said, to me, ‘Scared money don’t make no money,’ and it really resonated with me.” She took a chance on herself, and it really paid off. “Pay a little more, hire the best, and demand the best.” Jason Boever, Regional GM, Windy City Group, elaborates, “because you’re advancing the investment in the employee’s lives. Every time we do this we win.” Very timely and important advice. “This is a much smaller industry than we think.” Jason Taylor should know, as a gun-for-hire sales professional he’s worked for a lot of stores. I take this to mean your reputation and behavior matters. Bad actors have a much harder time hiding here. Jason knows investing in long-term customer and co-worker relationships over short-term dollars is the road to success. “People are always watching. Whether it is customers, the staff, the HOG Chapter, or whomever … they are watching. So set the example!” Crystal Mundt really knows what she’s talking about here. People are always on the lookout for hypocritical statements and actions. When you’re in the store, you are on stage. “Same way, every day. Day in, day out.” Chuck Bell couldn’t be more on target. Do you know how wealthy people become wealthy? Consistency. Just ask Warren Buffet, the king of dollar cost averaging. How do healthy people become healthy? Consistency. They sleep well, train well, eat well, and repeat. How has Chuck Bell reached the heights of sales success: consistency.

Evan Noel

Continued on page 26

stand with THE WE DO! Bob Kee, Vice Chairman, NPDA Destination Cycle

Kim Harrison, Sec/Treasurer, NPDA Coleman PowerSports

Bob Althoff, Executive Director, NPDA Chairman, Farrow Harley-Davidson

Gail “Harley Chick” Worth, Founding Board Member - Gail’s Powersports

George Gatto, Founding Board Member - Gatto Harley-Davidson

Dia Matteson, Founding Member - Harley-Davidson

Mark Peterson, Founding Board Member - Southwest Superbikes

Robert Kay, Founding Board Member Star City Motorports

Maurice Slaughter, Founding Board Member - Bayside Harley-Davidson

“Looking forward to seeing us as members!”

“Together is better: We’re NPDA. Join us!”

“This is a great time and a great place to get the ball rolling and really make a difference!”

“Join the National Powersports Dealers Association and find out what we’re all about.”

“It’s just something you got to do. I can’t imagine not not being part of this organization.”

“Join NPDA and climb every mountain!”

“Join us. Let’s get this done. Let’s help one another, become better at what we do…”

Board

“Having more females feel comfortable working in the industry would also result in more women feeling comfortable purchasing and participating.”

“It has to be a passion, and it has to be a joy.” Joining NPDA will help keep the passion and joy in this business.

Do you dream of a simpler path to success? Associations do for us what we can’t do alone. Take the next step and www.npda.org

JOIN NOW

Continued from page 24

“Never give up.” “Managerial missteps, and a rogue employee’s actions, put one of our dealer group’s stores out of trust with our bank. Not yet a partner, I was reassigned to a different store, in a different role, in a different town, that was break even at best,” says Trevor Bird. “In fact, some financial advisors predicted we wouldn’t last a year. Quite frankly, I thought about throwing in the towel and moving on with my career.” Bird continues, “But I loved the team, and I loved the customers, and I loved the brand. So, I put my head down and set out to prove the world wrong. Within 24 months we were doing $1.5MM in profit and were a Silver Bar & Shield award winning dealership. That led to a partnership, which led me to having my own store today.” Take a page from the Trevor Bird playbook: Never give up. “Patience.” Rob Bonner, the dealer principal of Chippewa Falls H-D and Viking Land H-D is our closer here with this critical piece of advice. Just because you want something to happen now, doesn’t mean it’s the right time for the other person, or the organization, or the market. Sometimes what’s required for success is patience. As Aristotle said, (that’s right, I’m putting Rob Bonner on the same level as Aristotle with this one!), “Patience is bitter, but its fruit is sweet.” And dear reader you’re going to have to be patient, because we’ll share more Whispered Wisdom in next month’s column. Now, go sell something will ya?!

MARK RODGERS DISRUPTIVE THINKING

n addition to moderating the moderators to kick off the MIC Symposium, NPDA front man and Dealernews’ columnist Mark Rodgers will be conducting several of the Dealer Education sessions at AIMExpo. All of these presentations will be conducted on the show floor and absolutely free to all registered dealers. Want to see Mark’s disruption in person? The first session is on Wednesday at 10 a.m. where he will lead a panel discussion with industry experts Tony Gonzalez from Garage Composites; Pat Kennedy with Spader Group; and Gart Sutton, head of GSA. On Day 2 of AIMExpo from 1:30 p.m. – 2:15 p.m. Mark will address: Winning the War for Talent – How to have superstars banging down your door to work for you. Throw out your job descriptions and old pay plans. The world of work has changed. How to find, attract, develop and retain your rockstar workforce. Day #3 starts at 9:30 a.m. – 10:30 a.m. with some disruptive thoughts on: Digital Marketing 301: Accsellerate® your digital results! By understanding and maximizing tools like omni-channel marketing, customized lead gen, and targeted CTAs, you can dramatically improve your sales. If you want to take your digital retailing prowess from 0 – 60 this session is for you.

Be sure to tune into: SALES SUCCESS IN 60 SECONDS OR LESS as sales expert and awardwinning Dealernews columnist Mark Rodgers shares how to accsellerate® your sales. Watch Mark explain the guiding principle of how to succeed in the motorcycle business even in these stormy times. (FYI, Mark only counts the content after the whizbang video open in his time limit, so start your stopwatches then!) Mark Rodgers is an award-winning speaker, best-selling author, and sought-after consultant, who has spent 33 years working in the Harley-Davidson industry. Check out his 60-second sales tips twice a week at Dealernews social media channels or contact him via e-mail: Mark@RodgersPC.com

Spoiler alert, instead of being a jack@$$, you only have three things to do as a sales professional in a dealership. According to Rodgers, Sales professionals really have three objectives:

These three objectives are not academic. On the showroom floor you can begin to navigate the sales exchange by saying, “My job is to find a motorcycle that you like how it fits, how it looks, and what it costs. Where would YOU like to start?”

Fit the customer to the product, physically and purposely. For example, if the product doesn’t fit physically, it’s uncomfortable at best, with motorcycles it could be dangerous at worst. The product also needs to fit the purpose of intended use. You wouldn’t take a bagger on a trail or a dirtbike to Sturgis. (Okay, some of you might.) Fit the customer aesthetically. The customer has to like how the product looks. When a customer looks at their motorcycle or their jacket or their helmet it should give them a jolt of pleasure. For enthusiasts motorcycles are really works of art, and great sales professionals are adept at finding their buyers’ Mona Lisa. Fit the customer financially. It does no good for anyone to try and stuff a customer into a product that they can’t afford. Creating an unpleasant reminder every month, or worse, having someone default is no way to create customers for life.

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The Future Of Our Planet The global population is expected to grow to 10 billion by 2050. Ford futurists expect that climate change will have become so severe by then that the question will no longer be how to sustain the planet, but how to exit it. However, Ford believes we can create a different future – and consumers agree.

Dealernews Research By Dr. Paul Leinberger

RIDING INTO THE FUTURE And Now For Something Completely Different…

nce a year, Sheryl Connelly, the Chief Futurist of the Ford Motor Company – yes, Ford employs a team of full-time futurists – surveys consumers around the world to get a sense of how they are feeling and what’s important to them. However, this year – in December – she asked her respondents NOT about what 2022 might bring but rather to speculate on the macrotrends that might shape the next few decades. Speculating about the more distant future is a good thing because it provides a sense of perspective not possible if one is only gazing at the near-term future — the year ahead. Looking further out enhances our ability to anticipate – and to prepare. As you read about the future as described below, imagine how powersports will be affected and imagine the new horizons and new possibilities for the powersports industry. The future may be dramatically different from today but as we have learned in the past two pandemic years, it will be here before we know it.

Ford says 81% of adults globally believe climate change makes them worried about their children’s future. Yet, most believe that “by 2035, we will have technology in place to reverse the effects of climate change” with 52% of Gen Z (the youngest group of consumers surveyed) agreeing with the statement. Atmospheric concentrations of methane are now higher than at any time in the last 800,000 years. Methane is 80 times more potent than carbon dioxide, and, according to the United Nations, ruminant livestock like cattle and sheep produce more greenhouse gas emissions than all the cars, planes and other forms of transportation combined.

Younger generations understand the implications — 41% of Gen Z and Millennials said: “it is irresponsible to eat meat.” An additional 41% of global respondents said: “In my lifetime, the majority of people will no longer eat meat/animal-based protein.” The Future Of Mobility Imagine “a world where gas stations are as antiquated as compact disc players – and where traffic jams occur in the skies.” Ford envisions a world defined by electric vehicles, autonomous driving, drones and space travel. Consumers agree. 50% of men and 41% of women said that “by 2035, I think I’ll feel safer in a self-driving vehicle than a human-powered vehicle.” 38% of men globally think flying cars will become a reality by 2050 and nearly half (47%) of adults expect that people will travel to other planets for leisure and entertainment in the decades ahead. The Future Of Information & Knowledge What if there were no limits to what the brain could comprehend? Ford envisions a world where man

and machine fuse together to give us vastly more information to make decisions - and more wisdom. Our entire lives will be captured digitally and chip implants will be common. iRobot? 50% of men and 40% of women say they would be willing to have their entire lives captured digitally and stored so their loved ones and future generations can feel a connection to them. Some 52% of Gen Z and 48% of Millennials envision a world where technology will make it possible to communicate with others via telepathy. And perhaps surprisingly, 48% of respondents said they would be willing to have a chip implant if it improved their health. 32% said they would get an implant if it made them more productive and 32% said they would get an implant if it gave them the ability to search anything on the Internet simply by thinking of it. How long will it be before you are selling zero-emission self-driving motorcycles that respond to your thoughts? And flying ATVs? Merry Christmas everyone!

A perennial keynote speaker for the Motorcycle Industry Council's annual Communications Symposium, Dr. Paul Leinberger has become the powersports industry's de facto futurist/strategist. Dr. Leinberger is an expert in market/brand strategy and research with more than two decades of social trend forecasting, market strategy and strategic planning. Prior to joining TTD, he was Senior VP of GfK NOP, where he ran the company’s flagship consumer trend services, Roper Reports, as well as the company’s groundbreaking Global Visual Database. His client list reads like a Who’s Who of corporate America: Hewlett-Packard, Apple, Disney, Nordstrom, Microsoft, Levi Strauss, E.& J. Gallo Winery and Toyota, among many others. Prior to his global responsibilities at GfK NOP, Dr. Leinberger was the Corporate Manager in the Product Planning and Market Strategy department at Nissan North America. Dr. Leinberger holds a Ph.D. in organizational and social psychology and a Masters of Urban Planning (Highest Honors). He lives in Irvine, California, and his work can be seen at www.dennyleinbergerstrategy.com DECEMBER 2021

Dealernews Research By Lenny Sims

BY THE BOOK

J.D. Power Valuation Guide

ight at the end of the COVID tunnel? Perhaps for powersports, but other recreational markets like tourism, travel and even pro sports are back in limbo as the variants, ever-changing variety of state and local mandates and even if/when people will return to the office. After a surprisingly strong Spring and Summer, powersports has settled out somewhat to close out the year.

Bucking the trend to settle down, Sportbike pricing raced ahead 21.7% higher. Preliminary numbers from Ducati indicate their best first 9 months in history in both the US and globally. Ducati new unit growth is up +3% over the same period of 2020 and +25% compared to 2019. And the used market is performing similarly for the performance bike brand.

Even with the lack of new unit inventory, we are still seeing that the steep value increases of the first half of the year peaked at the beginning of Q3. However pricing for motorcycles and side-by-sides is still strong. Consumers continue to pay top dollar for used equipment as the OEMs sort through sourcing and inventory issues. The latest round of Omicron has created confusion and depressed the market when it appeared that a sense of “normal” was possible.

Side-by-sides were stronger in 2021 than 2020. Utility models brought in 25.3% more money in the September-October period. Sport UTV models are doing even better, bringing 31.6% more than this period in 2019. This three-year trend is expected to push upward in 2022.

As a result, the motorcycle pricing in the September-October period widened the gap compared to previous years. The most recent 10 model years of cruisers were averaging 18.6% higher than the same period of 2020. Shipping SNAFUs will continue to keep this gap going through Q1 2022.

Despite the efforts of multiple agencies, it looks like parts shortages and shipping issues will continue to constrain production of motorcycles and side-by-sides through at least the second quarter of 2022. This means the market for used units will favor the seller throughout the Spring. Best wishes for a prosperous New Year! J.D. Power/ NADAguides will be in Booth #6023 at AIMExpo.

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

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

SHOWTIME

YOUR INDUSTRY’S TRADESHOW IS BACK Connect. Engage. Unite. At AIMExpo 2022

LEGENDS UNITE

An Open Letter To The Industry

Page 36

ENGAGE

Schedule Of Events Page 38

CONNECT

Show Map & Exhibitor Listings Page 44

CHAMPIONSHIP MENTALITY

Ricky Carmichael Keynotes AIMExpo Page 42

WELCOME

Connect. Engage. Unite. It’s been more than two years and our industry is clearly ready to CONNECT with one another – live, in person, and face-to-face. While we’ve all enjoyed business tops and pajama bottoms at some point for Zoom calls, there’s no denying the value of getting together. It’s important that we make the most of our time together which is why the Motorcycle Industry Council is connecting the annual MIC Communications Symposium with Dealer education at AIMExpo. For the first time ever, attendees will be able to take advantage of high-level business content as well as best practices shared by renowned industry experts — all designed to maximize your dealership’s success. In 2022, quality will be more important than quantity has ever been. By connecting in Las Vegas we will kick off the New Year with a show filled with education, inspiration, motivation and networking that will allow our industry to continue building on the momentum we’ve seen over the last 18 months. “Disruptive Thinking” is the theme of the AIMExpo 2022 educational lineup and will take place for the first time ever on the show floor. Disruptive Thinking is designed to help dealers approach business from different perspectives and bring together current industry need-to-know content on a variety of today’s most important topics. There are four panel discussions packed with industry powerhouses including 20-group leaders, Dealer principals and progressive thought leaders. Packed into two and a half days, there are also four in-depth sessions covering vital topics facing powersports today – from bringing in and keeping the best talent, understanding the business landscape as we emerge from the pandemic, to capitalizing on the tremendous opportunities that lie ahead by connecting with your community. The new year rings in a new chapter for the industry’s most important trade show. As we transition to a trade-only event and aim to offer the highest level content to our attendees, it only makes sense that Thursday’s keynote presentation features the Greatest Off All Time, Ricky Carmichael. The GOAT will talk about the mindset it takes to be a champion – and how you can embrace your inner champion. Followed by a meet a greet, take advantage of your time at AIMExpo to ENGAGE with your industry peers, leaders and the top industry brands while engaging your mind – taking away ideas and practices that can be implemented immediately, setting your road to success in 2022. As we come together in Las Vegas, we must also recognize the need to UNITE as an industry. We get a little closer each year but as the importance of finding new riders becomes one of the highest priorities for the MIC, we are asking you to be part of a unified movement. As dealers, you are the “first responders” to our new riders. You have a great responsibility in welcoming them into our community and we want to make sure you are armed with the tools, information, and knowledge needed to not just welcome those riders but to keep them riding. We must have a united effort and vision to be successful in our pursuit of market expansion. With the right information, the right attitude and by creating the best experience possible, we will take potential motorcyclists and turn them into lifelong riders. And of course, no show is complete without the opportunity to network and socialize. You won’t want to miss the Opening session Wednesday afternoon, where industry leaders will talk about market expansion and expectations for the year ahead. This will be followed by an epic Industry Party Powered by Tucker – make sure you get your free drink tickets just before the session begins. Additional opportunities to connect and engage with your industry happen during the Ricky Carmichael Meet & Greet on Thursday, and at the ZiiDMS Dealer Recharge Zone, all located on the show floor. Colleagues, Peers, Thought Leaders, Thought Provokers, Industry Leaders, Influencers, Decision Makers and You will Connect, Engage, and Unite for the first time in over two years. Now that the show is exclusively trade-only, we’ve been able to focus on bringing together the best education panels and speakers for the industry, the best networking opportunities for you, and the best show floor possible in today’s event landscape. And the best dealers recognize this and have responded – we have the highest number of registered dealers in AIMExpo history, joining nearly 200 exhibitors in 300,000 square feet of exhibit space. We can’t wait to CONNECT, ENGAGE and UNITE with you in Las Vegas, Cinnamon Kernes, VP Market Expansion Motorcycle Industry Council

Visit us at the

AMERICAN INTERNATIONAL MOTORCYCLE EXPO

in Las Vegas January 19-21,2022. Booth #7031

New territories open! Set an appointment to meet with us or submit your dealer application online @ https://americanlandmaster.com/become-a-dealer and your Regional Sales Manager will contact you.

This is an open letter to the industry from Motorcycle Industry Council President Erik Pritchard and a host of industry legends: Motorcycling has been good to us. We are fortunate to have built our careers in the best industry in the world. Collectively, we have more than 400 years in the industry. We’ve seen great innovation in new models bringing about tremendous performance enhancements and safety and convenience features. We’ve witnessed talented riders rise up through the ranks, dominate, and retire into roles helping to shape the future of our industry. And we worked to help the industry navigate tough times, especially during the Global Financial Crisis, which brought about a steep sales decline. Every company worked hard to pull itself out of that decline. And while we are not fully back to pre2008 levels, our industry has generated some great numbers, especially in the last 18 months. We are on the right path, but we must continue to ensure we are building lasting connections with an everexpanding group of potential riders. We must also acknowledge that the potential rider of today doesn’t necessarily resemble the potential rider of 10 years ago. The renegade “go it alone” approach won’t work now. Our competitors are not within the industry, but rather video games, autonomous vehicles, and travel, among others. Thirty years ago our industry started MIC’s Discover Today’s Motorcycling (DTM) to influence mainstream media to positively portray motorcycling. This indirect approach worked to meet the needs of the time by integrating motorcycles into news coverage and into national advertising campaigns. We still see the benefits of this work in everything from Banana Republic ads to pharmaceutical commercials. But, as an industry we’ve lacked a unifying market expansion program that speaks directly to consumers, building interest, strengthening opportunities, and most importantly, increasing the number of consumers. Now is the time for a direct, unified market expansion effort. Such a program must be welcoming to anyone interested in trying out life on a motorcycle. The new market expansion program launched by the Motorcycle Industry Council, RideWithUs, is what our industry needs now and for the future to reach potential riders and help us build a strong future together. From the hands-on first-ride Moto Intros being deployed across the country, the new tools available online at RideWithUs.com, to the dealer tools helping make social connections easier and more productive, this program thoughtfully meets potential and returning riders where they are and helps guide them in their journey to becoming a rider. The messaging reaches across the digital and realworld communities, highlighting benefits of adding motorcycles to one’s lifestyle. And this is just the start. How much time have we collectively spent talking to non-riding friends, beseeching them to “try it, try taking a class,” so they can go for a ride with us? Ride With Us amplifies this message across the nation, welcoming everyone to our community and breaking down the barriers associated with riding. And the MIC is the right team to lead this effort. If you want to be part of our industry’s sustained renaissance, please reach out to Cinnamon Kernes (ckernes@mic.org), the MIC’s vice president of market expansion. She brings the perfect mix of marketing expertise and a passion for riding that will benefit the industry, current riders, and future riders.

Mark Blackwell AMA HOF Legend, Consultant, Former Industry Executive & MIC Board Chair Ray Blank Former Executive, American Honda Motor Co., Inc. Tim Buche MIC President, 1996-2019 Jon-Erik Burleson Managing Partner, Two- Wheel Group LLC Silvio Carrara Former Executive, American Honda Motor Co., Inc. Gary Christopher Former Executive, American Honda Motor Co., Inc. Paul Golde Former Executive, Kawasaki Motors Corp., U.S.A. Scot Harden AMA Hall of Fame Off-Road Champion/ Powersports Industry Leader and Advocate Larry Little Former Executive, Cycle World & MIC Board Chair Dennis McNeal Former Executive, Yamaha Motor Corporation, U.S.A. & MIC Board Chair Bob Moffit Retired Marketing & Sales Executive, Kawasaki Motors Corp., U.S.A. & MIC Board Chair Mark Pearlstein Retired MC Division Executive, American Honda Motor Co., Inc. Mike Peyton Vice President - MINI of the Americas, BMW Group Bob Starr Corporate Communications Manager, Yamaha Motor Corporation, U.S.A. Ride With Us is the right program, at the right time, led by the right team. We all need to rally behind the MIC’s efforts to grow our industry. Join the effort now.

DECEMBER 2021

AIMExpo 2022 Schedule Of Events Wednesday, January 19

10:00 a.m. – 11:30 a.m. MIC SYMPOSIUM: Last year was great, this year could be legendary! A panel discussion with industry experts Tony Gonzalez, Garage Composites; Pat Kennedy, Spader Group; Gart Sutton, GSA. Moderated by Mark Rodgers, Rodgers Performance Consulting. 1:30 p.m. – 3:00 p.m. MIC SYMPOSIUM: Electrification of Powersports! The experts that are leading the charge to electrify the powersports industry Presenters will include Marc McAllister, president & CEO, Tucker Powersports and Sam Paschal, CEO, Zero Motorcycles 4:30 p.m. – 5:15 p.m. Opening Session: A Look Ahead AIMExpo’s opening day will feature an opening session focused on the year ahead, market expansion and how the powersports industry can unite for future growth. Held at the Las Vegas Convention Center, the General Session will begin at 4:30pm after the show floor closes for the day. 5:00 p.m. - 9:00 p.m. Industry Party Powered By Tucker Capping off the opening day of this industry reunion will be an epic industry party to kick off the 2022 buying season. Powered by Tucker, the AIMExpo 2022 Industry Party will celebrate into the night directly following the Opening Session at the LVCC. Added bonus – the Industry Party Powered by Tucker will include Moto Mayhem Flat Track racing held right outside the hall in the parking lot of the LVCC! 6:30 p.m. - 9:00 p.m. Moto Mayhem Flat Track Racing Presented By eBay Motors Coinciding with the AIMExpo Industry Party Powered by Tucker is a thrilling night of flat track racing right at the LVCC. Moto Mayhem Flat Track Racing Presented by eBay Motors will include several classes of racing, all conveniently located in the Bronze parking lot right outside the convention center floor!

Thursday, January 20

10:00 a.m. – 10:45 a.m. Managing by Metrics Rather Than Emotions. We often make decisions based on our “seat of the pants” feel. Let’s start using data to make better, more effective, and more profitable decisions. Presented by Tony Gonzalez, Garage Composites 11:00 a.m. – 11:45 a.m. Pandemic Problems – How to Thrive, Not Just Survive. Inventory shortages, employee issues, and evolving consumer expectations are major threats today. Learn how to not just survive, but thrive through the pandemic problems facing dealerships today. Successful dealership operators will share their secrets for attacking these challenges head-on. Presented by Jared Burt, HEROHUB 1:30 p.m. – 2:15 p.m. Winning the War for Talent – How to have superstars banging down your door to work for you. Throw out your job descriptions and old pay plans. The world of work has changed. How to find, attract, develop and retain your rockstar workforce. Presented by Mark Rodgers, Rodgers Performance Consulting 2:30 p.m. – 3:15 p.m. Cultivating a Community of New Riders. Does the proficient execution of your dealership sales process have unintended consequences that are holding you back? Learn how to win lifetime customers with a simple 3-step approach that will elevate your dealership equity value and brand equity. Hear proven strategies of successful dealership operators to build a massive loyal riding community. Presented by Jared Burt, HEROHUB 5:00 p.m. – 6:00 p.m. MIC Symposium Keynote Speaker: Ricky Carmichael, Mind Of A Champion

Friday, January 21

9:30 a.m. – 10:30 a.m. Digital Marketing 301: Accsellerate® your digital results! By understanding and maximizing tools like omni-channel marketing, customized lead gen, and targeted CTAs, you can dramatically improve your sales. If you want to take your digital retailing prowess from 0 – 60 this session is for you. Presented by Mark Rodgers, Rodgers Performance Consulting 10:30 a.m. – 11:30 a.m. Electrification of Powersports, part II Panel discussion with Travis Manton, Evolve, Global Product Manager; John Klinger, MiniMotors USA, President; Ethan Ralston, UBCO, Chief Sales Officer

All figures based on the latest information at time of publication and subject to change without notice and obligation. Please visit www.ssrmotorsports.com for details.

BOOTH

#4005 @AIMExpo

BOOTH 4005 Visit SSR / BENELLI @ AIMExpo; Select Areas Open For New Dealers! SSR Motorsports / Benelli Motorcycles USA will join the AIMExpo in Las Vegas January 19 - 22, 2022. 2022 models from On-road to Off-road will be on display during the event. SSR / Benelli will also reveal the highly anticipated new models at our booth! Make sure you come over and check it out. VISIT WWW.MOTORSPORTS.COM TO CHECK OUT OUR CURRENT LINE-UPS AND OFFERS. /SSRMotorsports

/ssrmotorsports

/SSR_Motorsports

A DEALER’S THOUGHTS ON DISRUPTIVE THINKING

ver the course of the last two years, we have been forced to look at our industry differently as the retail landscape rapidly changed. Two education sessions given by Jared Burt of HEROHUB encourage dealers to think differently about current issues within the industry. “As a dealer in my past life, I always look forward to reconnecting, discovering and learning,” explains Burt, the former Dealer Principal of Rexburg Motorsports. “And AIMExpo Las Vegas will be an epochal experience to focus on disruptive strategies to shape the future of your business. Dealers will take away cutting edge insights from industry experts including Tony Gonzalez, Cinnamon Kernes, Pat Kennedy, Gart Sutton and Mark Rodgers.” “You can join me as we explore the challenges facing dealers. The first session covers Pandemic Problems, and the second session shows how to cultivate a community of new riders,” he notes. “See you all at AIMExpo!” Check out the entire education schedule on page 38, but here is some more insight into Jared’s presentations: Pandemic Problems Facing Dealers Today - Thursday, January 20, 11:00 am Inventory shortages, employee issues, evolving consumer expectations are major threats today. Learn how to not just survive; but thrive through the pandemic problems facing dealerships.

• How to profitably find more inventory with limited order allocations and stock-outs • How to retain employees and improve morale • How to manage and exceed evolving customer expectations Successful dealership operators will share their secrets for attacking these challenges head-on. Cultivating a Community of New Riders - Thursday, January 20, 3:00 pm Does the proficient execution of your dealership sales process have unintended consequences that are holding back your dealership? • Identify gaps in your customer experience for new riders • How to train your team to turn potential riders into lifetime customers • How to get more riders riding more in your community Learn how to win lifetime customers with a simple 4-step approach that will elevate your dealership equity value and brand equity. Hear proven strategies of successful dealership operators to build a massive loyal riding community. Register now to attend AIMExpo Education: Disruptive Thinking: https://www.xpressreg.net/register/aime0122/landing.asp

AIMEXPO EDUCATION: DISRUPTIVE THINKING LAST YEAR WAS GREAT, THIS YEAR COULD BE LEGENDARY HOW TO THRIVE, NOT JUST SURVIVE ELECTRIFICATION OF POWERSPORTS WINNING THE WAR FOR TALENT CULTIVATING A COMMUNITY OF NEW RIDERS

MORE INFO AT WWW.AIMEXPOUSA.COM

THE GOAT

Ricky Carmichael To Keynote AIMExpo

IMExpo is going to be a great party and the perfect way for the industry to reunite for the first time in two years. Motocross legend Ricky Carmichael, known as the GOAT (Greatest Of All Time), heads to Las Vegas as a keynote speaker. Spoiler alert: he will offer his unique insight on what it takes to be a champion. “Through the years, one thing has separated successful people from the rest of the pack — mindset,” Carmichael claims. As a five-time AMA Supercross champion, 10-time AMA Motocross Champion, and countless records and achievements that will likely never be seen again, he has some unique insight on what it takes to be a champion. The GOAT has been kind enough to share his Summer Vacation rides with Dealernews readers the past couple of years, https://issuu.com/dealernews/ docs/issue_6_june/38 and back in 2019 https://issuu.com/ dealernews/docs/issue__8_august/48 but now it is time do some work as he offers dealers some exclusive insights on what it takes to be a champion. “A champion mindset is what drives individuals and teams to reach new heights and do what has never been done before,” he explains. “To push past what was previously seen as a success and achieve a new level of greatness. I can’t wait to headline AIMExpo’s DISRUPTIVE THINKING educational lineup and help everyone embrace their champion mindset.”

You make the most with the tools you are given and you go to work every day. Carmichael’s story, from his blue-collar family roots with zero experience in motorcycle racing to becoming the G.O.A.T., is proof that if you apply his winning principles, checkered flags are in your future, no matter your job description. “Ricky Carmichael embodied success to become the winningest professional motocross rider; some of his records may never be broken,” adds Andre Albert, director of marketing & events for the Motorcycle Industry Council. “As our industry leans into expanding, Ricky’s champion mindset will be instructive and inspirational, enabling all participants to walk away with strategies to help them discover their inner champion.” What it took to make Ricky a champion both on and off the track was applied equally and continues to drive him to this day. Determination, drive, accountability, mental toughness, being honest with yourself, and always doing your best, even if it means finishing second or third some days: being a champion isn’t something you turn on and off. Becoming a champion starts with total commitment and continues with a relentless passion for winning and doing everything in your power to succeed, regardless of the competition. Learn more in Las Vegas! Carmichael will take the stage at AIMExpo on Thursday, January 20 at 5pm. His keynote address will be followed by a meet-and-greet on the show floor… who knows, maybe he will give Dealers a holeshot on that new Triumph dirtbike he has been working on?

50'

AIMExpo Staff Office

3094

2095

2067

Reserved

30'

2077

20'

2089

20'

3096

2097 4094

4080

KYT Helme

4082

4076

4068

Reser ved

4070

SpinC ar

3053

3055

4052

Ken Sean

4054

Willia ms

4056

Saints Of

4058

4060

4066

Reser Ameri ved can

3059

3067

Cycle Umber Board to

3069

3071

3073

Fussi ni

3077

3079

3081

3083

3087

20'

Amazi ng

3052

4100

MotoAmeric a

3095

3054

3056

3101

30'

3100

20'

4102

Reserved

2101

Babcox Media

40' 20'

20' 20'

30' Antigravity Lithium

Ziggy Wheels

20'

3103

4095

5076

4071

UNIBA T

4073

5066

ZiiDM S-

5068

115'

5067

DX1 – DMS,

5069

MIC Bank

5071

6070

NG Brake

6072

6076

PWR Twiste Bikes d

5073

5077

6080

PanaV .ise

Bazoo ka

6082

6066

6067

Kayo USA

20'

6077

20'

Tucker

6089

20'

7100

Tucke r

7102

Tucker

6101

Lizzy DMS

Mavsi gn

6103

4053

5052

5054 Goodr Prote idge ctive

4055

WStand

4057

ACF50 /

5058

5053

6052

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Power Helme sport t Flair

5057

6053

7052

7054

7056

Andre Reser ws ved

6055

Adran Tiedo

6057

7058

Partzil Energ la.com y

6059

ZiiDMS Dealer Recharge Zone

4067

5072

Corne HLC rStone

Rick's Motor

4079 4077

5080

4081

5087

5083

5086

GRYP HON

5088

20' Yuasa Battery Inc

5095

20'

Sherco USA

5101

20'

eBay Motors

5082

Factor y-

4083

4089

5090

20'

4101

20'

All Balls Racing Group

Reserved

3102

20'

2103

Blackpurl

20'

20' 20'

2106

20'

NelsonRigg USA

20'

Cobra Moto 20'

50'

240'

20'

Beringer Brakes USA

20'

Reserved

20' 20'

30'

V20 Recruiting

7101

7081

S3 Parts

8082

Beyo nd

7073

7077

7067

7057

Deale rship

7059

7053

8080

Funne Centra l Web l

7083

7087

20'

Motul USA Inc

7095

8094

20' Race Winning Brands

20'

Muc-Off

PSXDigital

Xtremegard Leoch Battery

Sea Foam Sales

McGra w

8066

8068

8070

8072

8076

Seizmik UTV

30' 20' 20' 20'

System 3 Offroad FLOE International

20'

40'

20'

Dunlop Motorcycle

30' 20'

Main Aisle

AIM Corp.

40'

20' 20' 30' 20'

sle 8052

40'

44 Main Aisle

MSF / ROHVA /

50'

isle

Concessions

8053

8055

8057

BiT Dealer

8059

25'

Zero Motorcycles

9066

8089

8091

8093

8095

8097

8101

8103

January 19-21, 2022 Las Vegas Convention Center - South Hall Level 1 Las Vegas, NV

60' 80'

1050

20'

1011

Braaap Motorcycles !

20'

1017

Engine Ice

20'

1023

Reserved

20'

1029

Dealernews

20'

2041

2045

EBC Brakes

2035

20' 3030

Regin a

3032

3034

3036

3038

2023

20'

3028

Arnott Performance

2029

ABUS Patrio Mobile t

2031

The Lilly Project

3016

2005

Metra Electronics

20'

2011

20' Cardo Systems

2017

SMK Helmets

30'

20'

National Powersport

20'

4044

Stop & Go

Pig Spit

4046

4038

3023

20'

4030

SWMOTECH.C OM

3031

4032

D.I.D Chain

4034

CanD o

4036

Ride TrakM Vision otive

3033

3035

N2 Plasti

3037

Pro Cedar Media Indust

3039

3045

Motor cycle

3047

4048

4016

3005

20'

4010

Service Manager Pro and ZPlan

3011

Athen a USA

3013

HIGH SIDE

3017

20'

4041

5040

5038

aRace Deale r r

4045

National Powersport Auctions

20'

6044

E3 Spark

50'

5017

Bridgestone Motorcycle Tires

20'

6028

4005

Main Aisle

Entrance

SSR Motorsports

4017

20'

Liqui Moly USA

5029

6030

ARI World Netwo of

5031

Tucker

5028

4023

4029

5030

Consu ANSE mer D

4031

Lawso n All

4033

6034

5035

MBA Synch Insura rony

5039

Spectro Performanc e Oils

5045

6046

Califo Signal rnia matic

5047

6050

5034

50'

5051

4035

Dia-Frag

20'

Pinlock Systems

TEXA

20'

20' 20'

Voltz Power

20'

20' 20'

20'

SBS Friction A/S

20'

Digital Lead Performanc Mitas Tires

20'

CycleTrader .com / Heidenau Tires / GIVI USA Inc

30' Brands That Shine

20' 20'

Stor-Loc

20'

Merric k

6033

6035

KENE CT

6037

6023

20'

7028

J.D. Power (formerly NADAguides )

6029

Lights peed

Arkon Mount

7030

7032

7034

7036

Rollic Hyper k, Inc. tech

7040

7044

Nation Text al Requ

6041

6045

7046

Perfor Triple manc Crow

Sport Bike

6047

7048

United Plaste States x

6049

Pit Bull Products

6009

20'

7016

LEXIN Electronics, Inc.

6017

Twisted Throttle

20' 20'

50'

20'

K&L Supply

Reserved

8010

8012

7009

8008

60'

Globa Nation l al

7011

NCom passT

7013

R&G

7017

20'

Dayco Products, Inc.

7023

20'

SuperATV

7031

20'

American Landmaster

7039

20'

8044

Boom International Inc

7045

8046

XKGL Ultima OW, x

8023

20'

United States Postal Service

8029

20' Massimo Motor

8041

20'

Reserved

8045

20'

Ride With Us

8017

Red Line

8009

8011

MIC Business Center Meeting Rooms

7007

20'

7047

8048

20'

30' 30' 20'

20'

30' 20'

20'

LEM Helmets

20'

30'

20' TSY America Inc

30' 20' 30' 20'

Made in America 30'

9009

MIC Business Center and AIMExpo Sales Office

9017

30'

Suzuki Motor USA, LLC

30' 50'

Moni . moto

JAN.

Main Aisle

DECEMBER 2021

ABUS MOBILE SECURITY, INC...... 2029 1765 N Elston Ave Suite 222 Chicago, IL 60642 312-640-1111 www.abus.com

AMERICAN LANDMASTER............7031 2499 South 600 East Columbia City, IN 46725 800-643-7332 www.americanlandmaster.com

ARNOTT PERFORMANCE..............2023 100 Sea Ray Dr Merritt Island, FL 32953-4104 800-251-8993-118 www.arnottcycles.com

ACF-50 / LEAR CHEMICAL...........5058 6182A Kestral Rd Mississauga ON, Canada L5T 1Z2 905-564-0018 www.learchem.com

ANDREWS PRODUCTS, INC...........6053 431 Kingston Ct Mount Prospect, IL 60056-6068 847-759-0190 www.andrewsproducts.com

ATHENA USA.................................3011 2308 58th Ave E Bradenton, FL 34203 844-447-0377 www.athenausa.com

ANSED DIAGNOSTIC SOLUTIONS LLC.. .....................................................5028 1528 Walnut St Suite 1600 Philadelphia, PA 19102 646-747-7090 www.ANSEDdiagnostics.com

BAZOOKA AUDIO..........................6082 14763 Florida Blvd Baton Rouge, LA 70819 800-843-8823 www.bazooka.com

AIM CORP......................................7053 16631 Gemini Ln Huntington Beach, CA 92647-4432 714-848-3030 www.aim-tamachi.com AIMEXPO EDUCATION - DISRUPTIVE THINKING......................................2124 2 Jenner Suite 150 Irvine, CA 92618 855-627-4697 www.AIMExpoUSA.com AIMEXPO STAFF OFFICE...............1050 2 Jenner Suite 150 Irvine, CA 92618 855-627-4697 www.AIMExpoUSA.com ALL BALLS RACING GROUP..........4101 2751 Parkside Circle Urbandale, IA 50322 515-727-2321 www.allballsracinggroup.com AMERICAN CYCLE FINANCE.........4058 80 Northboro Road E Marlboro, MA 01752 508-481-0191 americancyclefinance.com

BELLISSIMOTO.............................9023 ANTIGRAVITY LITHIUM BATTERIES...... 6175 S Pecos Rd .....................................................3056 Las Vegas, NV 89120 15622 Broadway Center St 702-901-4028 Gardena, CA 90248 http://www.bellissimoto.com 310-527-2330 www.antigravitybatteries.com BENELLI BIKE USA.......................7047 4300 Biscayne Blvd Suite 203 aRACER SPEEDTEK INC................4041 Miami, FL 33137 3510 Cotterrim Ln 786-269-2150 Diamond Bar, CA 91765 www.benelli.bike 949-288-3556 www.aracer-speedtek.com BERINGER BRAKES USA & VIZYONAIR BOX USA.......................................4089 ARI NETWORK SERVICES.............5029 17832 S Hobart Blvd 120 W. 2nd Street Gardena, CA 90248 Duluth, MN 55802 310-817-5447 612-260-0293 www.beringerbrakes.us www.arinet.com ARKON MOUNTS...........................7030 20 La Porte Street Arcadia, CA 91006 626-566-7699 www.arkon.com

BEYOND CREATIVE/DEALERLEADPRO. .....................................................7073 1560 Sawgrass Corporate Pkwy Suite 457 Sunrise, FL 33323-2858 754-254-1900 www.gobeyondcreative.com

BIT DEALERSHIP SOFTWARE.......8059 318 Erin Dr Suite 4 Knoxville, TN 37919 865-686-6544 www.bitdms.com/powersports

BRAAAP MOTORCYCLES!.............1011 25147 Foothills Dr N Golden, CO 80401 303-378-4003 www.braaapusa.com

CALIFORNIA HEAT - HEATED CLOTHING.....................................5045 1169 Priestford Rd Street, MD 21154 410-870-4328 www.california-heat.com

BLACKPURL..................................5054 100 Justin Leonard Round Rock, TX 78664 905-464-5769 www.blackpurl.com

BRANDS THAT SHINE...................5034 1752 NW Market St Suite 4520 Seattle, WA 98107 208-863-2259 www.brandsthatshine.com

CANDO DIAGNOSTICS, INC...........4034 138 E. Lemon Ave. Monrovia, CA 91016 909-226-3611 www.candointl.com

BOOM INTERNATIONAL INC.........7039 2260 S Haven Ave Suite B Ontario, CA 91761 909-979-0411 www.boommotors.com

BRIDGESTONE MOTORCYCLE TIRES......... .............................................................5017 200 4th Ave South Nashville, TN 37201 615-937-3549 www.bridgestonemotorcycletires.com

CARDO SYSTEMS.........................2011 101 E Park Blvd Suite 600 Plano, TX 75074 951-966-5686 www.cardosystems.com

Booth #4089

CEDAR INDUSTRY LLC.................4036 3042 Clancy Dr Dumfries, VA 22026 571-402-4564 cedarindustry.us

D.I.D CHAIN..................................4032 1031 Fred White Blvd PO Box 7659 Portland, TN 37148-8369 615-323-4020 www.didchain.com

DUNLOP MOTORCYCLE TIRES......7077 8656 Haven Ave Rancho Cucamonga, CA 91730 678-576-5990 www.dunlopmotorcycletires.com

CENTRAL POWERSPORTS DISTRIBUTOR...............................8082 505 11th Street SE Suite 3 Watertown, SD 57201 605-878-1005 cpd.direct

DAYCO PRODUCTS, INC................7017 16000 Common Rd Roseville, MI 48066 248-373-4800 daycoaftermarket.com

DX1 – DMS, WEBSITE, AND LEAD MANAGER.....................................5067 150 Granby St Norfolk, VA 23510 757-351-8220 www.dx1app.com

CONCESSIONS..............................2106 2 Jenner Irvine, CA 92618 714-606-1900 www.mic.org

DEALER SPIKE..............................5040 26600 SW Parkway Ave #400 Wilsonville, OR 97070 800-288-5917 www.dealerspike.com

E3 SPARK PLUGS..........................4033 4210 Valley Ridge Blvd Suite 106 Ponte Vedra, FL 32081 904-280-0339 www.e3sparkplugs.com

CONSUMER RESEARCH SOLUTIONS INC................................................4029 100 Grove St Suite 320 Worcester, MA 01605 612-260-0293 www.crs-corp.com

DEALERNEWS...............................1031 3250 Knoll Drive Columbus, OH 43230 949-861-0863 www.dealernews.com

eBAY MOTORS..............................5101 583 W eBay Way Draper, UT 84020 801-624-8774 www.ebaymotors.com

CORNERSTONE UNITED................4073 1020 Main Ave. NW Hickory, NC 28601 828-449-2652 www.cornerstoneunited.com

DEALERSHIP PERFORMANCE CRM...... .....................................................7059 25030 SW Parkway Ave, Ste 300 Wilsonville, OR 97070 800-516-1768 dealershipperformancecrm.com

EBC BRAKES.................................2045 6180 S Pearl St Las Vegas, NV 89120-6258 702-826-2400 www.ebcbrakes.com

CYCLEBOARD, INC........................3067 2925 College Ave Unit B2 Costa Mesa, CA 92626 949-307-2792 www.cycleboard.com CYCLETRADER.COM / STATISTICAL SURVEYS, INC...............................4038 999 Waterside Dr. Norfolk, VA 23510-1604 800-684-6104 www.cycletrader.com

DIA-FRAG.....................................4035 13601 Airport Rd Maxton, NC 28634 910-844-9768 www.wabtec.com/business-units/dia-frag DIGITAL LEAD PERFORMANCE.....5047 12730 Commonwealth Dr Fort Myers, FL 33913 239-284-0301 dlpspeed.com

ENERGY SUSPENSION..................7058 1131 Via Callejon San Clemente, CA 92673 949-361-3935 www.energysuspension.com ENGINE ICE...................................1017 1000 Tennessee Ave Cincinnati, OH 45229 732-300-4814 www.engineice.com

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FACTORY-LINKS / SCAR RACING......... .....................................................4083 17944 Canby Rd Leesburg, VA 20175 571-789-8056 shopfactorylinks.com

GRYPHON......................................5086 133 W Market St Unit 235 Indianapolis, IN 46204 317-460-3130 www.gryphonmoto.com

IMPACT CANOPIES USA...............8041 22600 Temescal Canyon Rd Corona, CA 92883-4634 877-840-3524 www.impactcanopy.com

FLOE INTERNATIONAL..................7067 48473 State Hwy 65 McGregor, MN 55760-5443 800-336-6337 www.floeintl.com/cargo-max-trailers

HEIDENAU TIRES / MOTOAMORE LLC.. .....................................................4016 1700 Enterprise Blvd. Suite C W.Sacramento, CA 95691 916-822-4206 www.heidenautires.com

J.D. POWER (FORMERLY NADAGUIDES)...............................6023 320 East Big Beaver Rd. Ste 500 Troy, MI 48083 714-619-2079 www.nada.com/b2b

FUNNEL WEB FILTERS..................7083 505 11th Street SE Suite 3 Watertown, SD 57201 605-878-1005 cpd.direct

HELMET FLAIR..............................6052 2939 Shady Hollow East Boulder, CO 80304 303-885-3079 helmetflair.com

K & L SUPPLY COMPANY..............7016 2099 S 10th St Unit 80 San Jose, CA 95112 408-727-6767 www.klsupply.com

FUSSINI........................................3073 893 Malcolm Chandler Ln #405 West Palm Beach, FL 33401 561-889-2025 www.fussini.com

HIGHSIDER....................................3013 16315 Monterey Rd Suite 100 Morgan Hill, CA 95037 408-465-4555 www.highsider-us.com

K&N ENGINEERING, INC................1023 1455 Citrus St Riverside, CA 92507-1603 951-826-4052 www.knfilters.com

GIVI USA INC................................4010 9309 Forsyth Park Dr Charlotte, NC 28273-3885 704-679-4123 www.giviusa.com

HLC...............................................5072 1181 S Lake Dr Lexington, SC 29073 803-359-3787 www.hlc.com

KAYO USA.....................................6067 10580 Mulberry Ave Fontana, CA 92337 909-823-2903 www.KayoMoto.us

GLOBAL VISION EYEWEAR CORP......... .....................................................7009 5760 N. Hawkeye Court Wyoming, MI 49509 800-927-2801 www.globalvisioneyewear.com

HORSEPOWER LEASING...............3059 1401 Manatee Ave W Bradenton, FL 43205 832-236-5710 www.horsepowerfinancial.com

KEN SEAN BY K SOURCE, INC.......4052 3030 E Maria St Rancho Dominguez, CA 90221 404-344-8922 www.ksource.org

HYPERTECH..................................7036 7375 Adrianne Pl Barltett, TN 38133 949-697-1174 www.hypertech.com

KENECT.........................................6035 1064 S North County Blvd. Pleasant Grove, UT 84062 888-972-7422 www.kenect.com

GOODRIDGE USA..........................4053 529 Van Ness Ave Torrance, CA 90501-1424 704-231-2336 www.goodridge.com

KLEAN FREAK...............................7052 9318 S 370 W Sandy, UT 84070 801-916-4509 www.kleanfreak.com

LEOCH BATTERY CORPORATION..6066 19751 Descartes Unit A Foothill Ranch, CA 92610 949-588-5853 www.leoch.us

LIQUI MOLY USA...........................4017 17942 Sky Park Cir Suite B Irvine, CA 92614 714-380-9267 www.liqui-moly.com

KYT HELMETS...............................4082 615 Country Club Rd York, PA 17403 717-495-7265 www.risemoto.com

LEXIN ELECTRONICS, INC.............6009 3303 Harbor Blvd Suite E-6 Costa Mesa, CA 92626 949-981-8132 www.lexin-moto.com

LIZZY DMS FROM NIZEX, INC.......6101 PO Box 737 Jackson, GA 30233 678-374-3441 www.nizex.com

LEM HELMETS..............................8017 155 Mast St Morgan Hill, CA 95037 307-690-7411 www.lemhelmets.com

LIGHTSPEED.................................7028 215 N Admiral Byrd Rd Suite 150 Salt Lake City, UT 84116 800-521-0309 www.lightspeeddms.com/powersports

MASSIMO MOTOR........................8029 3101 W Miller Rd Garland, TX 75041 877-881-6376 www.massimomotor.com

Coverage for over 30 brands including Harley, Indian, Ducati, BMW, Triumph, CanAm , Polaris and many, many more! The MOTO Pro is a comprehensive, full-functionality scan tool for motorcycles and recreational vehicles. With today’s modern motorcycles having computer systems controlling not only the engine, but brakes, transmissions and much more, it is now imperative to have a scan tool that can access these systems and make diagnostics and repair much faster. The MOTO Pro covers all major manufacturers from Europe, Asia and North America. Furthermore, PWC, or personal watercraft is also covered, as are recreational vehicles, such as ATVs and Side-by-Sides.

Visit us at Booth #4034

MAVSIGN......................................6103 25108 Marguerite Pkwy Suite A202 Mission Viejo, CA 92692 877-628-7446 www.mavsign.com

MIC BUSINESS CENTER MEETING ROOMS.........................................7007 2 Jenner Irvine, CA 92618 714-606-1900 www.mic.org

MOTORCYCLEGROUP....................3045 5200 West Century Blvd. Suite 750 Los Angeles, CA 90045 310-345-0852 www.motorcyclegroup.com

MBA INSURANCE..........................5035 8383 E Evans Rd Scottsdale, AZ 85260-3614 480-946-1066 www.mbainsurance.net

MITAS TIRES.................................5031 Skofjeloska cesta 6 Kranj, Slovenia 4000 780-380-9865 www.mitas-moto.com

MOTOTV NETWORKS....................4095 3457 Ringsby Ct Suite 316 Denver, CO 80216 970-201-4566 www.mototvnetwork.com

MCGRAW POWERSPORTS............8066 5515 E. La Palma Ave. Suite 150 Anaheim, CA 92807 512-592-0046 www.McGrawPowersports.com

MONIMOTO...................................4048 Sauletekio al. 15 Vilnius, Lithuania 10224 +370 67358122 www.monimoto.com

MOTUL USA INC............................7087 5836 Corporate Ave Suite 150 Cypress, CA 90630 949-353-4935 www.motul.com

MERRICK BANK............................6033 10705 S Jordan Gateway Jordan, UT 84095 801-946-7701 merrickbank.com

MOTOAMERICA............................3087 18004 Sky Park Cor Suite 110 Irvine, CA 92614 949-439-6638 www.motoamerica.com

MSF..............................................8052 2 Jenner Suite 150 Irvine, CA 92618 949-727-3227 www.msf-usa.org

METRA ELECTRONICS..................2005 460 Walker St Holly Hill, FL 32117-2653 386-257-1186 metraonline.com

MOTOBATT USA INC.....................5076 1067 Beckingham Drive St. Augustine, FL 32092 904-753-5801 www.motobatt.us

MUC-OFF......................................5077 23 Branksome Business Park Branksome Poole Dorset, UK BH12 1DW 949.293.7954 us.muc-off.com

MIC BANKCARD............................5069 1000 Holcomb Woods Pkwy Suite 136 Roswell, GA 30076-2575 877-726-7017 www.micbankcard.com

MOTOMATE/INVENTORY/APPRAISE..... .....................................................5051 PO Box 401030 Las Vegas, NV 89140 702-600-0237 www.motomate123.com

N2 PLASTIC..................................3035 4210 Steeds Grant Way 1442 Fort Washington, MD 20744 301-356-0341 N2plastic.com

MIC BUSINESS CENTER AND AIMEXPO SALES OFFICE..............9009 2 Jenner Irvine, CA 92618 949-517-7503 www.aimexpousa.org www.mic.org

MOTORCYCLE & POWERSPORTS NEWS............................................3055 3550 Embassy Pkwy Fairlawn, OH 44333-8318 502-802-5608 www.motorcyclepowersportsnews.com

NATIONAL AUTOMOTIVE EXPERTS / NWAN...........................................8008 8370 Dow Cir Strongsville, OH 44136 877-222-1645 www.naenwan.com

Star Powersports & Marine | Knoxville, Tennessee | DX1 Dealer Since 2019

MOVE With the DX1 Dealership Management System, you’ll move more product, save money, and get hours back to focus on what matters. Before you sign a long-term contract with your current provider, take our demo and see why you should expect more from your Dealership Management System.

ONE SOLUTION FOR YOUR DMS, WEBSITE, AND LEAD MANAGER Schedule a Demo Today. Call 1.800.700.4391 or visit dx1app.com/demo

NATIONAL CYCLE.........................6041 2200 S Maywood Drive PO Box 158 Maywood, IL 60153-1783 708-343-0400 www.nationalcycle.com NATIONAL POWERSPORT AUCTIONS.... .....................................................4045 12400 Stowe Dr. Poway, CA 92064 951-537-0454 www.npauctions.com NATIONAL POWERSPORTS DEALER ASSOCIATION...............................2035 435 S. Washington St Falls Church, VA 22046 614-477-4311 www.npda.org NCOMPASSTRAC..........................7011 26072 Merit Cir Suite 124 Laguna Hills, CA 92677 714-612-3378 ncompasstrac.com NELSON-RIGG USA.......................4070 3518 Lake Center Drive Suite A Santa Ana, CA 92704-6979 714-850-1811 www.nelsonrigg.com NG BRAKE DISC............................6070 Camp 83 Cerdanyola Barcelona, Spain 08290 34 93 6920635 www.ngbrakedisc.com PANAVISE.....................................6080 7540 Colbert Dr Reno, NV 89511 800-759-7535 www.panavise.com

PARTZILLA.COM...........................6059 1113 Seminole Ln Albany, GA 31707-5164 877-408-1587-330 www.partzilla.com

POWERSPORTS BUSINESS...........5053 10405 6th Ave N Suite 210 Plymouth, MN 55441 763-383-4469 www.powersportsbusiness.com

PATRIOT ASSET MANAGEMENT...3028 436 Action Dr NW Concord, NC 28027 833-726-0767 www.patriotassetmanagement.net

PRO MEDIA CO., LTD.....................3037 6F., Ln.258, Sec.1,Gongyuan Rd. Changhua, Taiwan 50057 886-4-7264437 www.motopromedia.com

PERFORMANCE BROKERAGE SERVICES, INC..............................6045 7545 Irvine Center Dr. Suite 200 Irvine, CA 92618 949-309-2851 performancebrokerageservices.com

PROBOX........................................2077 5001 FM 2515 Kaufman, TX 75142 972-962-8953 www.probox.com

PIG SPIT PRODUCTS.....................4046 6511 W. Hummel Dr Boise, ID 83709 208-899-7282 www.pigspit.com

PROTECTIVE ASSET PROTECTION........ .....................................................5052 14755 N Outer 40 Rd Suite 400 Chesterfield, MO 63017-6050 636-536-5687 www.protectiveassetprotection.com

PINLOCK SYSTEMS......................3038 Zilverparkkade 134 Lelystad 8232 WL 31 0 320 200 333 www.pinlock.com

PSXDIGITAL..................................5068 3815 Loch Glen Ct Houston, TX 77059 844-779-3444 www.psxdigital.com

PIT BULL PRODUCTS....................6029 614 Pearl Ave NW Huntsville, AL 35801-5746 256-533-1977 www.pit-bull.com

PWR BIKES...................................5073 1181 South Lake Dr Lexington, SC 29073 803-359-3492 pwrbike.com

PLASTEX PLASTIC REPAIR KITS.......... .....................................................7048 59 Damonte Ranch Pkwy. Suite B461 Reno, NV 89521 775-852-4066 www.plastex.net

R&G..............................................7013 570 Nooseneck Hill Rd Exeter, RI 02822-2311 855-255-5550 www.twistedthrottle.com

RACE WINNING BRANDS..............7101 7201 Industrial Park Blvd Mentor, OH 44060 440-951-6600 www.racewinningbrands.com

ROHVA.........................................8052 2 Jenner Suite 150 Irvine, CA 92618 949-727-3227 rohva.org

S3 PARTS......................................7081 505 11th Street SE Suite 3 Watertown, SD 57201 605-878-1005 cpd.direct

RED LINE SYNTHETIC OIL CORP...8009 2331 CityWest Blvd Houston, TX 77042-2862 832-765-0423 www.redlineoil.com

ROLLICK, INC...............................6037 1078 Headquarters Pkwy Fenton, MO 78738 512-402-8118 www.rollick.io

SAINTS OF SPEED........................4056 2279 Eagle Glen Pkwy Suite 112-447 Corona, CA 92883 951-454-1255 saintsofspeed.com

REGGIANE ENGINEERING.............8072 via Petrolini 6 Reggio Emilia, Italy 42122 39 348 36 23 311 www.reggiane.eu REGINA CHAIN..............................3030 305 E Mahn Ct Oak Creek, WI 53154-2101 414-571-0032 www.racing.reginachain.net RICK’S MOTORSPORT ELECTRICS........ .....................................................4077 48 Gigante Drive Hampstead, NH 03841 603-329-9901 www.ricksmotorsportelectrics.com RIDE VISION..................................3031 Galgalei Haplada 11 Herzliya, Israel 972-506468413 ride.vision RIDE WITH US...............................8045 2 Jenner Irvine, CA 92618 714-606-1900 www.mic.org

POWERFUL PHONE INTEGRATION SAVE TIME, TRACK CALLS, NURTURE LEADS AND EXPERIENCE FULL INTEGRATION. Lightspeed Voice Connect integrates with Lightspeed®EVO to help you drive more opportunities into the dealership, while helping to enhance workflow and increase efficiency.

Contact your Sales Representative at 800.521.0309 or go to lightspeeddms.com/voice-connect

SBS FRICTION A/S........................5030 Kuopiovej 11 Svendborg, Denmark 5700 +45 63 21 15 15 www.sbsbrakes.com SEA FOAM SALES COMPANY.......6056 510 N Chestnut St Suite 206 Chaska, MN 53318 605-359-4351 www.seafoamworks.com SEIZMIK UTV................................8076 1412 Stewart St Fuquay-Varina, NC 27526-9356 919-957-0044 www.seizmik.com

SERVICE MANAGER PRO AND ZPLAN.. .....................................................3005 108 Killian Farm Rd Stanley, NC 28164 704-504-1731 www.servicemanagerpro.com

SMK HELMETS..............................2017 23/7 Mathura Rd Ballabgarh Faridabad Haryana, India 121004 31 628476037 www.smkhelmets.com

SHERCO USA................................5095 12625 Wetmore Rd San Antonio, TX 78247 800-310-2617 www.shercousa.com

SPECTRO PERFORMANCE OILS....5039 993 Federal Rd Brookfield, CT 06804-1108 203-775-1291 www.spectro-oils.com

SIGNALMATIC CORP.....................6044 6344 County Road 116 South Alamosa, CO 81101 719-206-2453 www.signal-matic.com

SPINCAR.......................................3053 344 S. Warren St. Syracuse, NY 13202 www.spincar.com

Help Riders Come Home Safe come See our demo at AIMExpo booth #3031

Become a dealer and help us save riders' lives. Blind Spot Alert Dangerous Overtake Alert Distance Keeping (Proximity) Alert Forward Collision Alert Ride Statistics 3-hour dashcam

https://ride.vision https://ride.vision

SPORTBIKE CHIC, LLC..................6047 1629 Essexwood Dr Fuquay Varina, NC 27526 919-889-2409 www.sportbikechic.com

STOR-LOC.....................................6030 880 N Washington Ave Kankakee, IL 60901-2004 800-786-7562 www.storloc.com

SVIA..............................................8052 2 Jenner Suite 150 Irvine, CA 92618 949-727-3227 svia.org

SSR MOTORSPORTS.....................4005 13220 Molette St Santa Fe Springs, CA 90670 562-926-2888-243 www.ssrmotorsports.com

SUPERATV....................................7023 2753 Michigan Rd Madison, IN 47250-1613 812-274-0041 www.superatv.com

SW-MOTECH.COM........................3023 Ernteweg 7-10 Rauschenberg, Germany 35282 49 (0) 64 25/81 68-00 www.sw-motech.com

STOP & GO....................................4044 3610 Thunderbird Lane Crystal Lake, IL 60012-2089 800-747-0238 www.stopngo.com

SUZUKI MOTOR USA, LLC.............9017 3251 E Imperial Hwy Brea, CA 92821-6722 805-405-7240 www.suzukicycles.com

SYNCHRONY FINANCIAL..............6034 950 Forrer Blvd Kettering, OH 45420 937-534-5624 www.synchronybusiness.com

SYSTEM 3 OFFROAD....................7095 22343 La Palma Ave Suite 120 Yorba Linda, CA 92887 435-253-0650 system3offroad.com/wheels

THE LILLY PROJECT......................2031 3250 Knoll Dr Columbus, OH 43230 614-477-4311

TEXA USA.....................................3016 409 Joyce Kilmer Ave New Brunswick, NJ 08901 855-200-8392 www.texausa.com/solutions/bike

TRAKMOTIVE ATV-UTV CV AXLES........ .....................................................4030 1675 W. Park Ave. Redlands, CA 92373 909-253-0077 www.trakmotive.com

TEXT REQUEST.............................7040 417 Market St. Chattanooga, TN 37402 423-218-0111 www.textrequest.com

TRIPLE CROWN PRODUCTS..........7044 102 W Boxhorn Dr Mukwonago, WI 53149 262-534-7878 www.triplecrownproducts.com

TRIUMPH MOTORCYCLES AMERICA LTD................................................2067 100 Hartsfield Centre Pkwy Suite 200 Atlanta, GA 30354 678-854-2010 www.triumphmotorcycles.com TSY AMERICA INC........................8011 525 Westpark Dr Suite 320 Peachtree City, GA 30269-1499 770-487-3444 www.tsyamerica.com TUCKER........................................4023 4900 Alliance Gateway Fwy Ft Worth, TX 76177-3722 817-258-9000 www.tucker.com

GENERATE MORE SALES. GUARANTEED.

We know how to sell more bikes because it’s what our team did for more than 30 years. We are bikers serving bikers. Partner with us and get: • Higher appointment rates; >65% of dealers appointments show

• Stronger sales opportunities; >4,600 bike sales assisted in just 18 months • Lower cost than managing in-house

Digital Lead Performance’s cutting-edge lead management program will turn your digital leads into face-to-face appointments. Regain your time. Increase your sales.

SCHEDULE A DEMO TODAY AT DLPSPEED.COM/CONTACT-US. Reference Dealernews and get a FREE case study.

TUCKER........................................6089 4900 Alliance Gateway Fwy Ft Worth, TX 76177-3722 817-258-9000 www.tucker.com

TWISTED THROTTLE.....................6017 570 Nooseneck Hill Rd Exeter, RI 02822-2311 855-255-5550 www.twistedthrottle.com

TUCKER........................................6077 4900 Alliance Gateway Fwy Ft Worth, TX 76177-3722 817-258-9000 www.tucker.com

ULTIMAX BELTS BY TIMKEN.........8044 2601 West Battlefield Rd` Springfield, MO 65807 417-849-7872 www.ultimaxbelts.com

TUCKER UNIVERSITY....................7100 4900 Alliance Gateway Fwy Ft Worth, TX 76177-3722 817-258-9000 www.tucker.com

UMBERTO LUCE............................4066 Ajusco 536 Leon, Mexico 37179 52477 558 8269 www.umbertoluce.com

TWISTED ROAD............................6072 1001 Green Bay Rd Suite 300 Winnetka, IL 60093 847-323-9731 www.twistedroad.com

UNIBAT BATTERIES USA...............4071 12051 Rivera Rd Santa Fe Springs, CA 90670 833-472-1156 www.unibatitalia.com

UNITED STATES POSTAL SERVICE........ .....................................................8023 475 L’Enfant Plaza SW Washington, DC 20268 202-268-8048 www.usps.com UNITED STATES WARRANTY CORPORATION..............................6049 PO Box 639 Madison, OH 44057 440-421-9316 www.uswceagle.com V20 RECRUITING + CONSULTING......... .....................................................5057 5640 Frantz Rd Suite 200 Dublin, OH 43017 860-828-9435 www.V20Recruiting.com

ted n a in s W d n ra d Rep B ing rs An w o Gr ibuto t s ste , Distr a F he alers T at 5076 h s e t u i # W ca. D see h r t e i o r e o tn Par th Ame Com Expo b Nor AIM

(833) 668-6228

motobatt.us

VOLTZ POWER...............................3017 2180 Immokalee Rd Suite 205 Naples, FL 31440 562-949-5460 www.voltz-power.com

W-STANDARD USA.......................4055 2152 Dupont Dr Suite 230 Irvine, CA 92612 949-735-5518 www.wstandardusa.com

ZERO MOTORCYCLES...................9066 380 El Pueblo Rd Scotts Valley, CA 95066-4248 831-325-0398 www.zeromotorcycles.com

WILLIAMS AND STAZZONE INSURANCE AGENCY, INC.............4054 99 N Atlantic Ave Cocoa Beach, FL 32931 321-868-2000 www.wsins.com

XKGLOW, INC................................7045 2801 N Farmers Market Rd Springfield, IL 62707 217-952-7027 www.xkglow.com

ZIGGY ELECTRIC MOPEDS & TGB...8094 750 Port America Pl #100 Grapevine, TX 76051 833-944-4490 www.ziggywheels.com

XTREMEGARD...............................6076 34555 Chagrin Blvd Suite 100 Moreland Hills, OH 44022 216-245-0531 www.xtremegard.com

ZIIDMS - ENTERPRISE DEALER MANAGEMENT SYSTEM...............5066 150 Granby St Norfolk, VA 23510 757-351-8220 www.ziidms.com

WORLD OF POWERSPORTS / DEALERORDERS.COM..................6028 2635 N 22nd St Decatur, IL 62526-4745 217-423-6521 www.dealerorders.com

YUASA BATTERY INC....................5087 2901 Montrose Ave Laureldale, PA 19605-2752 610-929-5781 www.yuasabatteries.com

ZIIDMS DEALER RECHARGE ZONE...4060 150 Granby St. Norfolk, VA 23510 757-351-8220 www.ziidms.com

THANK YOU DEALERS! COME SEE US AT AIMEXPO! BOOTH #9066 USA AF1 RACING (AUSTIN, TX) AMERICA’S MOTOR SPORTS (MADISON, TN) ASK POWERSPORTS (COLUMBUS, OH) BEAVERTON MOTORCYCLES (BEAVERTON, OR) BLUE MOON CYCLE (NORCROSS, GA) BOONDOX MOTORSPORTS (CALEDONIA, MI) CAPITAL CITY MOTORSPORTS (SPRINGFIELD, IL) CENTRAL KY MOTORSPORTS (LEXINGTON, KY) CHEROKEE CYCLES (GREER, SC) CHESAPEAKE CYCLES (ANNAPOLIS, MD) CITIES EDGE MOTORSPORTS (SHAKOPEE, MN) COASTAL POWERSPORTS (FORT WALTON BEACH, FL) CONTRA COSTA POWERSPORTS (CONCORD, CA) CROSSROAD POWERSPORTS (UPPER DARBY, PA) CYCLE PARTS (EUGENE, OR) CYCLEMAX (GAITHERSBURG, MD) CYCLEWISE (NEW HAVEN, VT) ELITE MOTORSPORTS (LOVELAND, CO) ELK GROVE POWER SPORTS (ELK GROVE, CA) EUROCYCLE RENO (RENO, NV) EUROCYCLE SONOMA (WINDSOR, CA) EUROSPORT CYCLE (FORT WORTH, TX) FILIPACCHI MOTORSPORTS (NEW YORK, NY)

GABLES MOTORSPORTS (MIAMI, FL) GAIL’S POWERSPORTS (GRANDVIEW, MO) GO AZ MOTORCYCLES IN PEORIA (PEORIA, AZ) GO AZ MOTORCYCLES SCOTTSDALE (SCOTTSDALE, AZ) GRAND PRIX MOTORSPORTS (LITTLETON, CO) GULF COAST MOTORCYCLES (SOUTH HOUSTON, TX) HEINENS MOTORSPORTS (OSSEO, MN) HOLLYWOOD ELECTRICS (WEST HOLLYWOOD, CA) HVC CYCLE (LINCOLN, NE) INDIAN MOTORCYCLE OF MONMOUTH (NEPTUNE, NJ) INDIAN MOTORCYCLES OF METRO MILWAUKEE (MUSKEGO, WI) INTERSTATE CYCLE (MOORESVILLE, NC) JOE’S CYCLE SHOP (DAYTON, OH) KISSELL MOTORSPORTS (TYRONE, PA) KOUPS CYCLE SHOP (HARRISBURG, PA) LETKO CYCLES (OLATHE, KS) MAJOR POWERSPORTS (LAS VEGAS, NV) MARK’S MOTORSPORTS (ENFIELD, CT) MAXEYS MOTORSPORTS (OKLAHOMA CITY, OK) MAXIM MOTORSPORT (ALLEN, TX) MISSION CITY INDIAN MOTORCYCLE (BOERNE, TX) MOMS TYNGSBORO (TYNGSBOROUGH, MA)

CALGARY CYCLE CITY (CALGARY, AB) CLASSY CHASSIS & CYCLES (LAKEFIELD, ON) INTERNATIONAL MOTORSPORTS - LANGLEY (LANGLEY, BC)

INTERNATIONAL MOTORSPORTS - VANCOUVER (VANCOUVER, BC) ISLAND MOTORCYCLE COMPANY (VICTORIA, BC) LES ENTERPRISES DENIS BOISVERT (SHERBROOKE, QC)

MONARCH POWERSPORTS (OREM, UT) MONTEREY PENINSULA POWER SPORTS (SEASIDE, CA) MOTO Z (ELMA, NY) MOTOR CYCLE CENTER (VILLA PARK, IL) MOTORCYCLES 508 (PLYMOUTH, MA) MOTORCYCLES OF DULLES (DULLES, VA) MOTORCYCLES OF GREENSBORO (GREENSBORO, NC) MOUNTAIN MOTORSPORTS (ONTARIO, CA) MT. HOLLY MOTORSPORTS (VINCENTOWN, NJ) NCY MOTORSPORTS (SAN MARCOS, CA) NEW CENTURY MOTORCYCLES (ALHAMBRA, CA) NORTHWEST MOTO (SEATTLE, WA) ON ANY MOTO (TUCSON, AZ) PACIFIC NORTHWEST MOTORCYCLES (FERNDALE, WA) PALM SPRINGS MOTORSPORTS (PALM SPRINGS, CA) PIKES PEAK HARLEY DAVIDSON (COLORADO SPRINGS, CO) PISTON SOCIETY (CINCINNATI, OH) PRIDE OF CLEVELAND SCOOTERS (CLEVELAND, OH) PRO CALIBER MOTORSPORTS (BEND, OR) RANDY’S CYCLE (MARENGO, IL) RIDENOW POWERSPORTS BEACH BLVD (JACKSONVILLE, FL) RIDENOW POWERSPORTS GAINESVILLE (GAINESVILLE, FL) RIDENOW POWERSPORTS TRI-CITIES (KENNEWICK, WA)

ROCKET MOTORCYCLES (SAN DIEGO, CA) SAN JOSE MOTORSPORTS (SAN JOSE, CA) SANTA FE MOTOR SPORTS (SANTA FE, NM) SF MOTO (SAN FRANCISCO, CA) SKY POWERSPORTS (SANFORD, FL) SKY POWERSPORTS OF LAKELAND (LAKELAND, FL) SKY POWERSPORTS OF PORT RICHEY (PORT RICHEY, FL) SOUTH SOUND MOTORCYCLES (FIFE, WA) STRUTHERS BROS. (DES MOINES, IA) STUART MOTORSPORTS.COM (STUART, FL) STU’S MOTORCYCLES/FT LAUDERDALE (FORT LAUDERDALE, FL) STU’S MOTORCYCLES/FT MYERS (FORT MYERS, FL) SYNERGY MOTORWORKS (TULSA, OK) TEAM POWER SPORTS (GARNER, NC) THREE RIVERS CYCLES (GLENSHAW, PA) TOM WOOD POWERSPORTS (INDIANAPOLIS, IN) TRIUMPH DETROIT (SHELBY TOWNSHIP, MI) V1 MOTO (HOUSTON, TX) WOW MOTORCYCLES (N MARIETTA, GA) XTREME POWERSPORTS (TAMPA, FL) ZERO MOTORCYCLES OF OAHU (KAPOLEI, HI) ZERO MOTORCYCLES OF ORANGE COUNTY (ORANGE, CA)

CANADA MARTIN MOTOR SPORTS SOUTH EDMONTON (EDMONTON, AB) MARTIN MOTOR SPORTS WEST EDMONTON (EDMONTON, AB) MITCHELL CYCLE (MITCHELL, ON)

MOTOPLEX - QUADPRO - MIRABEL (MIRABEL, QC) MOTOPLEX - SAINT EUSTACHE (MIRABEL, QC) SM SPORT (QUÉBEC, QC)

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

CURRENTS+

LIVEWIRE CHARGES ONTO WALL STREET

Harley-Davidson & KYMCO In For $100 Million Each Harley-Davidson announced that LiveWire has entered into a definitive business combination agreement with sustainability-focused AEA-Bridges Impact Corp. to create a separate public company. Following the close of the transaction, LiveWire will become the first publicly traded EV motorcycle company in the US. Its common stock is expected to be listed on the New York Stock Exchange under the symbol “LVW”. “Today’s announcement is a historic milestone with LiveWire set to become the first publicly traded EV motorcycle company in the U.S.,” says Jochen Zeitz, Chairman, President and CEO of Harley-Davidson. “By building on Harley-Davidson’s 118-year lineage, LiveWire’s mission is to be the most desirable electric motorcycle brand in the world, leading the electrification of the sport. This transaction will give LiveWire the freedom to fund new product development and accelerate its go-tomarket model.” Together, Harley-Davidson, ABIC and KYMCO, believe in the future of LiveWire as a dedicated electric brand with the ability to lead, grow and revolutionize the electric motorcycle industry and beyond. The strategic rationale being posited to Wall Street is that LiveWire will leverage Harley-Davidson and KYMCO’s engineering expertise, manufacturing footprint, distribution, supply chain infrastructure and global logistics capabilities. “LiveWire will be able to operate as an agile and innovative public company while benefitting from the at-scale manufacturing and distribution capabilities of its strategic partners, Harley-Davidson and KYMCO,” adds Zeitz. Transaction Overview: The transaction will be financed by ABIC’s $400 million cash held in trust, a $100 million investment from Harley-Davidson, and a $100 million investment from KYMCO, through a PIPE (private investment in public equity). * The combined company is expected to have an enterprise value of approximately $1.77 billion and post-money equity value of approximately $2.31 billion at closing.

* Jochen Zeitz, Chairman, President and CEO of Harley-Davidson, will be Chairman and serve as Acting CEO of LiveWire for up to two years following completion of the transaction. Ryan Morrissey will serve as President of LiveWire * LiveWire’s Board of Directors will include independent directors in addition to representation from Harley-Davidson and ABIC. ^ The net cash proceeds will be used to fund LiveWire’s strategic plan to accelerate its go-to-market strategy, invest in new product development, and enhance its global manufacturing and distribution capabilities. * Upon closing of the transaction, Harley-Davidson will retain an equity interest in the Company of approximately 74%, ABIC’s shareholders will own approximately 17%, and ABIC’s founders and KYMCO will own approximately 4% each. * As the majority shareholder in LiveWire following the transaction, Harley-Davidson will continue to consolidate LiveWire’s results of operations for GAAP financial reporting purposes. LiveWire will be reported as a separate segment within Harley-Davidson’s financials with GAAP disclosures recognizing amounts attributable to the non-controlling interests. * The transaction, which has been approved by the boards of directors of both Harley-Davidson and ABIC, is expected to close in the first half of 2022, and is subject to the approval of ABIC shareholders and other customary closing conditions. “We are at the confluence of two seminal shifts impacting the industry – vehicle electrification and sustainability,” explains John Garcia, Chairman and Co-CEO of AEA-Bridges Impact Corp. “LiveWire is well-positioned to become the premier sustainable electric motorcycle brand and redefine the industry by leveraging the manufacturing and distribution expertise of Harley-Davidson and KYMCO. We’re excited to partner with Harley-Davidson and the LiveWire team to help define the future of electric motorcycles as the industry continues its rapid transformation.” Look out Tesla?

SPEAKING OF LIVEWIRES…

The customization potential of the LiveWire One was on full display in early December at Autopia 2099, a new EV event in Los Angeles. Designed to showcase electric motorcycles, bicycles, cars and other mobility solutions, the organizers included a “retrofuturism” motif. Two local shops, SMCO and Earle Motors, stepped up and showed off their interpretation of the future of motorcycling. “The custom bikes showcased at Autopia make a big statement on behalf of LiveWire,” said Ryan Morrissey, Chief Electric Vehicle Officer. “Personalization has always been an element of motorcycle culture, and this weekend SMCO and Earle Motors demonstrated the customization potential of LiveWire One. These custom bikes and components are early indicators of our intent to incorporate limited edition builds and accessories into the digital bike builder on LiveWire.com.” Brothers Aaron and Shaun Guardado founded SMCO in 2010 to sell T-shirts and started building custom competition motorcycles in their Long Beach shop. They also started racing what they worked on, of course. This past July, Shaun and Aaron entered a pair of LiveWires in the Roland Sands Super Hooligan Championship. “The bikes are so fast and so much fun to ride, but we wanted to find ways to improve on that performance,” said Aaron. “We started by reducing rotating mass with a set of carbon fiber wheels from BST. Then we removed all the stock bodywork and used it to make molds for our own lightweight carbonfiber pieces. We also designed our own rear-set foot controls to put us in a more-aggressive posture for road racing the bike.” The SMCO race-prepped LiveWires were displayed at Autopia in the unpainted carbon bodywork.

Alex Earle from Earle presented a more refined approach at Autopia. “I’ve spent a lot of time riding off-road, but I discovered the LiveWire One was the perfect stress-relief street ride,” claims Earle, who teaches powersports design at the ArtCenter College of Design in Pasadena, California. Earle Motors is more of an outlet for Earle’s creativity than it is a business, so he turned that creative design into his LiveWire One. “Initially this bike was intimidating, because it’s electric,” said Earle. “There’s no exhaust, for example, which is always an easy starting point for customization. And no fuel tank. I had two goals in mind – to consolidate the design and adjust the ergonomics for my own comfort. I want it to fit like a tailored suit.” Earle replaced most of the bodywork with pieces of his own design, created in composite on a 3D printer, except for the “fuel tank” in front of the seat, which covers tightly packed electronics that can’t be reshaped. He removed the rear fender and lighting and replaced the tail section with one he formed of welded steel. How does this shape a retrofuturistic motorcycle movement? “This generation can customize a bike… They can 3D print their own parts. They could liquid cool the electronics. I’m hoping this project gets on Instagram and some 17-year-old in Portugal sees it and gets a spark of inspiration. That will be the future of customization.”

DECEMBER 2021

CURRENTS+

He adds the patent-pending inverter is “the world’s smallest inverter for 50-100 kW power ranges,” and that the Varg will smash anything else on the market on power-to-weight, gasoline or otherwise. There is an app for that: 100 modes on the phone app can dial in the “exact settings of the power curve, engine braking, traction control and the patent-pending virtual flywheel,” enabling the Varg to deliver the power characteristics of anything from 125cc 2-stroke to the latest and greatest 450 4-strokes. This project looks to be more than the vaporware or GoFundMe hype, with real world R&D by Sebastien Tortelli and Josh Hill. KYB suspension, Brembo brakes and other top bits of kit could make the Varg’s bite work without the bark of a harsh 4-Stroke. Details are still being formulated, but delivery is anticipated by the Fall of 2022. The 60 hp base model will be priced at $11,000, with the Alpha dog 80 hp version of the Varg going for $12,900. If you have 15 minutes to invest into the future of motocross, watch the Varg video: https://www.youtube.com/watch?v=ozEEvlgtTPE

VARG: A WOLF IN WOLF’S CLOTHING!

The announcement of Varg (Swedish for “wolf”) sent shockwaves through the EV and MX community this week. The “fastest, most powerful motocross bike in the world” was unleashed by Stark Future founder Anton Wass on December 13. “Stark Future is here to challenge and inspire the motorcycle industry to sustainability. And we will do that by proving electric technology is superior to gas in every single aspect. The bike that we are presenting here today has more power than any other motocrosser on the planet!” Speaking of power, motovation comes from a proprietary powerplant. Designed in-house, the 360-V carbonfiber sleeve motor weighs 20 lbs. but cranks out 80 horsepower. Peak torque is even more impressive as can be expected of an eBike: 692 lb-ft at the rear wheel! “To put that in context, the most frightening dirt bike I’ve ever ridden was the KX500, a 500cc Kawasaki 2-stroke that delivered somewhere around 66 horses in a manner I found rude, inconvenient and unlikely to help me live until a ripe old age in the company of all my original limbs,” says Los Blain in the tech journal New Atlas. The motor serves as a structural part of the frame, and Stark claims to have addressed the range bugaboos. “The waterproof, air-cooled battery is a 6-kWh pack offering enough capacity to match a full tank of gas on a 450cc 4-stroke. That should be sufficient change to deliver up to 6 hours of easy trail riding or a full moto at MXGP intensity per 1-2 hour charge,” says Wass.

CHARGE IT?

U.S. Investor Increases Stake In Energica “IDEX is increasing its commitment to Energica to further support its growth trajectory while maintaining the Italian footprint and expertise,” says Shane McMahon, Ideanomics Executive Chairman. “As Ideanomics continues to expand its global mark in the electric vehicle (EV) industry, especially in the high-growth two-wheeler market, Energica’s demonstrated technical, battery and industrial expertise will be vital.” Energica CEO Livia Cevolini had previously announced a plan to more than double Energica dealers in the United States by the end of 2021, targeting early electric vehicle adoption markets (see last month). “The goal of this expanded partnership is to strengthen the Italian company’s position as a global leader in the world of high-performing electric motorcycles, while maintaining the strong Italian heritage that has always distinguished the company,” she explains. “This will be achieved by putting Ideanomics’ global footprint, financial resources and growing EV vehicle and infrastructure capabilities together with Energica’s technical and industrial skills.

“The result is an exciting new chapter for Energica and its team, which will be filled with new resources looking towards continuing and building on their success around the world for this amazing product that was conceived, designed and built in Italy.” Ideanomics, a New York based, NASDAQ listed private equity investor has followed up its acquisition of around 20% of the shares in Italian electric sportbike manufacturer Energica by increasing its stake to a controlling 70% interest. According to McMahon, Ideanomics “specializes in facilitating the adoption of commercial electric vehicles” and that supports “next generation financial services and fintech products on a salesto-financing-to-charging (S2F2C) basis in high-growth potential markets.” Energica and Ideanomics are proud to announce an agreement to launch a voluntary conditional tender offer for ordinary shares and Warrant issued by Energica. As a result, Energica will be delisted from trading on AIM Italy. Part of Energica’s announcement was stepping down as the sole supplier of MotoE World Cup bikes…

“Ducati is always projected to the future and every time it enters a new world it does so to create the best performing product possible,” said Ducati CEO Claudio Domenicali. “We are working to make high-performance electric motorcycles characterized by their lightness available to all FIM Enel MotoE World Cup participants. Ducati’s involvement in the MotoE series will accelerate our own full-sized electric motorcycle development.” “It’s in the area of weight, which is a fundamental element of sportbikes, which will prove the greatest challenge. Lightweight machinery has always been in Ducati’s DNA and thanks to the technology and chemistry of the batteries that are evolving quickly, we are sure that we can achieve excellent results. We test our innovations and future-focused technological solutions on circuits all over the world and then create exciting and desirable products for Ducatisti. I am convinced that, once again, we will treasure the experience we gain in the world of competition in order to transfer and apply them to production motorcycles.” As with their MotoGP and WorldSBK projects, Ducati says this new adventure in MotoE will prove to be the perfect laboratory to take technology and innovation from the track to the showroom. “We are eager to see what the future has in store and continue to watch this technology develop and grow, with the MotoGP paddock and MotoE continuing to drive innovation and evolution in the motorcycling industry — at the same time as creating an incredible on-track spectacle for the FIM Enel MotoE World Cup,” adds Carmelo Ezpeleta, CEO Dorna Sports: “We are very proud to announce Ducati as the new, single manufacturer for the FIM Enel MotoE World Cup. “In addition, we would like to thank Energica for the important role they have played in the inception and growth of the FIM Enel MotoE World Cup. They have made an invaluable contribution to making the series what it is now as we look forward to another season racing together in 2022, ahead of this new era.” “Ducati is always focused towards the future and every time it enters a new world it does, aiming to create the bestperforming product possible,” concludes Domenicali. “This agreement comes at the right time for Ducati, which has been studying electric powertrains for years, as it will allow us to develop within a controlled field: that of competition. We will work to give every participant in the FIM MotoE World Cup a high-performance, electric motorcycle.” Since Ducati’s Volkswagen/Audi Group parent company has already announced plans to progressively phase out internal combustion engines, the MotoE move makes sense. VW’s charge toward zero emissions by 2030 and other electric mobility options could trickle knowledge, research, expertise and budget down to Ducati’s own electric technologies.

DUCATI SHOCKER COMING IN 2023

Just hours after Energica’s announcement that it would pull out of the MotoE World Cup after the 2022 season, now it’s official that, starting in 2023 and running through 2026, Ducati will step in and supply the bikes for the series. Ducati has been playing with Class 1 electric-assist bicycles since 2019, when it teamed up with Thok E-Bikes on the TK01-RR, but Moto GPstyle bikes is still a big step.

DECEMBER 2021

Personnel Files By Alex Baylon

MIND BLOWN!

I Was Today Years Old When I Learned About Working Interviews

here has been an Internet craze around for a few years called “I was today years old when I learned ________.” You can waste hours reading about and watching videos of stuff that is in our daily lives yet we never knew that’s what it’s for. For example, many of you reading this you will be “today years old” when you learned the indented circle on a milk jug has a purpose. If the indented circle pops out, that means your milk has gone bad and it’s time to replace it.

Inserted in these bits of trivia and silly things like there is an 8 in the middle of the Eight of Diamonds playing cards, there are some really mind-blowing things out there… no really, check it out. Seriously though, it happened to me recently when my neighbor was telling me she was going to a “working interview.” I was “today years old when I learned what a working interview” is. So for those of you that want to know what it is and how it may work for you… this is a great idea. What Is A Working Interview? A working interview is exactly what it sounds like. It is when an applicant for employment “works” for an employer as part of the interview process. The employer assigns the candidate a task or tasks to see how he or she performs. An extension of the traditional verbal interview, it allows the applicant to perform work he or she would be doing as a regular employee. This gives the employer an opportunity to observe the applicant’s skills, as well as determine if the applicant is a good fit for the company. So, instead of bombarding the candidate with purely theoretical questions, a working interview tests their skills. This interviewing method is to be commended for how effective it is for both parties. While it can last anywhere from a few hours to a few days, it is a brilliant addition to consider adding to your hiring practices. Now you’re probably wondering if this is legal? Technically it is a “trial employment period” and employers must pay candidates for that work. How much? You obviously have to compensate them for their time, current minimum wage or more. If for some reason they work more than 8 hours, make sure you pay the overtime. Employers should require candidates participating in a working interview to fill out employment paperwork like a W-4. This does not mean the candidate has the job; it just means employers are doing their legal due diligence by adding the candidate to the payroll for the duration of the working interview period. Where the working interview is usually employed as a method of evaluating a candidate, it’s important to note that the working interview framework is also a chance for your potential employee to determine if the workflow at your business will work for them. After all, there’s no sense hiring someone if they aren’t likely to stick around long-term.

What type of employees should you use a working interview with? Well… truly that is up to the owner or hiring manager, but in my opinion this is a great tool to add to your interview process for management. If you’re hiring a new GM, he or she will be in charge of a lot of employees and can easily disrupt the culture that has been built. However if upsetting the applecart is what you’re looking to do, that’s a different story altogether. Managers are supposed to be leaders, so I think a working interview will give you more insight into their style. Remember that it’s not just about their skill set, it’s also a personality test. How is he or she going to get along with your staff? Maybe the staff unanimously agrees that they would not be a good fit. This goes back to a previous article I wrote about

engaging employees into the interview process for new hires and this process kills 2 birds with one stone. I think a couple of days at 4-hour intervals should do the trick for any candidate going through the working interview process. After learning about this option and reading up on it, there really doesn’t seem to be any downfalls. The employers get to see the candidates’ skills and personality. The candidate gets to see if the company is a good fit for him or her. Rather than crying over spilled milk or noticing the indent on the gallon jug has popped out, the Working Interview is really a great way to try before you buy your next employee!

MIJ Industry #PROfiles

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

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

DECEMBER 2021

THE COUNTDOWN IS ON AIMEXPO 2022 - JANUARY 19-21

GOVERNMENT RELATIONS Congress Considers Landmark Recreation Legislation

The MIC, the Specialty Vehicle Institute of America, and the Recreational Off-Highway Vehicle Association are joining numerous outdoor recreation businesses, associations, conservation groups, and enthusiasts urging Congress to pass a sweeping recreation package of bills that would be a great boost for powersports. In The Hill newspaper, Jessica (Wahl) Turner, executive director of the Outdoor Recreation Roundtable (which is supported by the MIC, the SVIA, and ROHVA), wrote about the potential impact of the legislation: “Through a combination of bipartisan and bicameral bills the outdoor recreation industry has long supported – including the Simplifying Outdoor Access for Recreation (SOAR) Act, Recreation Not Red Tape Act (RNR), and the Ski Hill Resources for Economic Development (SHRED) Act – as well as other outdoor recreation legislation like the newly introduced Outdoor Recreation Act, this package would be a legacy achievement for our shared natural resources and all who enjoy them today and in the future. These bills streamline the permitting process for outfitted excursions, support “gateway” communities, create public/private partnerships to modernize campground infrastructure, extend shoulder seasons and improve visitation data on public lands to help with overcrowding, make common-sense updates to antiquated systems, and provide more tools in the toolbox for land managers to plan for sustainable recreation for years to come.” What Recreation Funding Could Mean for Powersports

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Despite new scientific data from the Scripps Interim Year 3 Report that also challenges the wisdom of said mitigation efforts, it appears that Parks will continue to tap the OHV Trust Fund to pay for unwarranted dust reduction measures for decades to come — even if/when the SVRA is closed to motorized use! We will have to pay for the privilege of banning ourselves from recreating on public lands. Lunacy! Other brain drain issues headed for the holiday suspend file include, but are not limited to:

CHRISTMAS DEFRAG By Donald Amador

or many in the off-road advocacy profession, the Christmas holiday season is a treasured short period of time when the wheels of government bureaucracy briefly stop turning and politicians shutter their office doors. That respite grants us the opportunity to check for brain damage and refocus our attention in a more positive direction. For me, the Christmas defrag starts by mentally purging — even if only for a day or two — all of the negative impacts experienced during the past year. For those of us living/ working in California, the very first issue tossed to the sidelines is the unrelenting efforts by 97% of politicians in Sacramento and the California Air Resources Board to severely restrict or ban fossil fuel powered OHVs and other outdoor products. It seems as though their goal is to restrict anything and everything central to recreating or resource management in the West, including small generators and chainsaws! The second thing to get set aside is the expenditure of $22M by California State Parks from the OHV Trust Fund. That money is being wasted on unwarranted dust mitigation measures that functionally close large portions of Oceano Dunes State Vehicular Recreation Area to OHV use.

• Failure to get legislation passed that would allow for 2022 model year and newer competition motorcycles to get a title and registration card from the CA DMV • Ongoing COVID restrictions and shutdowns at government offices • Public land OHV riding areas closed by wildfires. Fortunately for OHV advocacy and the riders/dealers we serve, there is no shortage of OHV-related blessings and good tidings from which to draw inspiration and hope this Christmas. For example, numerous counties are in the process of siting new OHV parks. In addition, the 1,300 acre Blue Oak Ranch – purchased by the BLM with federal and state grant funding – will provide easy access, once planning and construction is completed, for both small and large vehicles/RVs and significant camping/staging for casual use and competition events at the South Cow Mountain OHV Area near Ukiah. A large Forest Service OHV Trail network temporarily closed by litigation was reopened for motorized use. New high quality and sustainable OHV trails have been or are in the process of being constructed on numerous federal riding areas. More private land owners are partnering with OHV clubs to host sanctioned competition motorcycle events. Current and new powersports industry-based foundations are funding trail projects and post wildfire recovery efforts. The “good news” list is actually quite long. As I pen this article with a mug of Christmas blend coffee nearby and few Pepparkakors in hand, it is my hope that members of our Dealernews family and business network will have a joyous Christmas and prosperous and Happy New Year.

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

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

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

Confessions Of A Customer® By Eric Anderson

WORD!

Words To Thrive By

ver the years I have collected quips and quotes from various experts in the industry enlightening us to look anew from an oftentimes foreign pointof-view. Some of these may even be my older, original thoughts of mine which often evolve to become “blends” of multiple quotes squeezed together. My wife says I tend to exaggerate, but I always reply that I am simply saving her time by interweaving several longer stories into a single shorter one to make my point even stronger. As the late, great John Wyckoff said, “That is not lying, but fabricating the truth.” We can all be a little guilty of that, sometimes I suppose. Compiled here are some of my favorite “combo quotes” that may help you look at your business from a renewed POV in the New Year: 1) “Make it easier to say “yes” fewer times for more product.” This is the same as “selling packages and not pieces,” which McDonald’s taught us with Value Meals more than two decades ago. “Kitting” as it is called isn’t new, but it was in the Tom Hanks movie set in the 1950s called That Thing You Do. 2) “Here!” The most powerful word in all of retail. You are not a museum showcasing products on shelves and inside glass cases. Put the products — aftermarket or vehicle — in their hands or under their butts! Saying “here” while handing them a product off the shelf or showing them the seat of a motorcycle helps break the ice and encourage interaction with the customer.

Remember to not simply rely on 2 of the human senses when selling. Add “tactile” to the visible and auditory experience you are delivering. That’s a 33% increase on the experience of being in your store and something the internet will never be able to deliver. Leverage your advantages. 3) “The pain and frustration of poor quality far outlasts the temporary sting of a higher price.” We all know you get what you pay for, so do a better job in 2022 upselling a customer to a better-quality product. “Deserve” a better product if you are a committed rider (vs. involved) end-to-end selling: Upsell for the complete experience 4) “Satisfaction comes from exerting effort so don’t make it too easy.” The “hunt” is part of the customer’s quest for the right experience and the right product. You cannot read his mind, but you can lead him to water… like a horse. Case-in-point is to “lead him” and not hand it to him in a silver bowl. Without a “quest” the customer has no investment in the acquisition (purchase). Make it “his idea” to buy and not yours! 5) “Parts are things people need. Accessories are things people want.” In other words, parts are reactively fulfilled, and accessories are proactively sold. Is the motorcycle, UTV or TV an “accessory” because it must be sold? With the huge demand lately along with short supply, the vehicles essentially became commodities. Don’t forget how to “sell” after the vehicles catch up to demand. 6) “If it cannot be measured, it cannot be improved.” Coaches keep stats on their players and their competitors. Chances are your fantasy football stats are more detailed than your monthly P&L statement.

Classically Funny! More one-liners to consider:

Borrow money from pessimists — they don’t expect to get it back. Half the people you know are below average. 99% of lawyers give the rest a bad name. 42.7% of all statistics are made up on the spot. A conscience is what hurts when all your other parts feel so good. A clear conscience is usually the sign of a bad memory. If you want the rainbow, you gotta put up with the rain. All those who believe in psychokinesis, raise my hand. The early bird may get the worm, but the second mouse gets the cheese. I almost had a psychic girlfriend, but she left me before we met. 7) “If your store’s conversion rate is 50% or lower, then you need to transfer some advertising dollars into sales training dollars.” This is truer than ever with the supply chain issues! 8) “The Third Place — home, work and your store.” Starbucks invented the concept. Now, steal it and make it your own. Increase “dwell time” in your store by making it a Wi-Fi friendly lounge in addition to a showroom. As soon as customers see tables and couches, they will spend more time there and voila… more attention (and sales) will exude from your location! Take a lesson from the old Motorcycle Tire Center in Las Vegas — lure them in with tires and coffee and keep them there… to shop the store while waiting. 9) “Seventy two percent (72%) of all motorcycles sold in the USA are driveway-to-driveway between private parties.” You need to figure out locally how to get your hands on some of those transactions. If inventory is your problem, then go shopping locally or with the auction houses. If interested shoppers are your problem then start leveraging social media better with full walk-arounds on pre-owned inventory posted on CycleTrader.com, Facebook Marketplace and Craig’s List. 10) “Profit is more important than margin.” There may be some disagreement on this topic, but profit dollars always override margin percentages at the end of the day. Margin is extremely important and ultimately results in profit but be sure to always differentiate between the two. It’s the profit that gets deposited in your bank account — not the margin. Save them. Post them. Add to them. Share them… and use them for employee training. They belong to all of us, no matter who may have uttered them first. Now, thrive in 2022!

OK, so what’s the speed of dark? How do you tell when you’re out of invisible ink? If everything seems to be going well, you have obviously overlooked something. Depression is merely anger without enthusiasm. When everything is coming your way, you’re in the wrong lane. Ambition is a poor excuse for not having enough sense to be lazy. Hard work pays off in the future, laziness pays off now. I intend to live forever -- so far, so good. If Barbie is so popular, why do you have to buy her friends? Eagles may soar, but weasels don’t get sucked into jet engines. What happens if you get scared half to death… twice? My mechanic told me, “I couldn’t repair your brakes, so I made your horn louder.” If at first you don’t succeed, destroy all evidence that you tried. A conclusion is the place where you got tired of thinking. Experience is something you don’t get until just after you need it. The hardness of the butter is proportional to the softness of the bread. To steal ideas from one person is plagiarism; to steal from many is research. The problem with the gene pool is that there is no lifeguard. The colder the X-ray table, the more of your body is required to be on it. Happy New Year!!

DECEMBER 2021

2022 DAKAR RALLY PREVIEW Ricky Brabec, Skyler Howes, Andrew Short & Mason Klein Lead The Strongest Contingent Of American Riders Ever! By Scot Harden

hile most of us were settling down for an extra shot of eggnog, sliding ever deeper into an l-tryptophan stupor, White Christmas droning on somewhere in the background, relishing in all our great good fortune on Christmas Day 2021, small groups of off-road motorcycle racers from points around the globe were boarding flights heading to Saudi Arabia for the start of the 44th Dakar Rally. Their delayed gift to themselves — nothing less than the ultimate prize in off-road motorcycling! Spanning 12 days, 5200 total miles, and 2700 miles of special tests. Some Xmas present! A.S.O. Dakar Race Director David Castera describes this year’s route as “Sand… in all shapes and colors.” What’s that mean? The old adage, “be careful what you wish for,” may never be truer! Following requests from racers in 2020 and 2021, major sand dune crossings have been brought back and figure to play a very prominent role in this year’s Rally.

Expect a much different riding challenge this yearr. If nothing else, year three in Saudi Arabia promises to ratchet up the level of intensity and pressure exerted on every racer, especially those battling for the win. If 2021’s see-saw, back and forth racing is any indication of how things will shape up in 2022, expect some close racing, with the final result probably going down to the wire. In other words, don’t forget to bring your popcorn! I’ve followed Dakar with great interest, and the sport of rally racing has evolved over the years. My reference points go back to the late 80’s when I embarked on my Rally career and continued through 2004/2005 when I served as Team Mgr. and rider for the Red Bull/KTM US Dakar team. There have been some major moves during these decades The move from Dakar’s traditional home in Europe/North Africa to South America and ultimately to its current residence in Saudi Arabia, has dramatically altered the event’s vibe and the competitive make-up of the race. The move to lighter bikes, the trend to shorter, more technical routes, more control over the G.P.S., and the roadbook have led to some of the closest racing ever as factory riders and teams are confronted by an ever more level playing field. By comparison, the big race teams in the past could use their cubic dollars, map specialists, satellite technology, years of experience, and local knowledge to get a leg up on the competition. They provided their racers, in some cases, remarkably accurate forecasts and information regarding daily navigation and anticipating terrain conditions for each stage. Now that advantage has seemingly vanished. With G.P.S., and even roadbook info, now provided just moments before the start of each stage, every day will reveal itself as a complete surprise. This also means even more pressure is put upon the rider, and race strategy increasingly comes into play. Determining when to lead and when to follow, when to try to build an advantage, when to lay back and let others do the heavy lifting of opening the road. As if that isn’t enough, the talent at the top seems to be closer than ever. Five powerful factory teams (Red Bull KTM, Monster Energy Honda, Rockstar Husqvarna, Red Bull GasGas, Monster Energy Yamaha) and another half dozen satellite teams are vying for top honors. Red Bull KTM is chomping at the bit to reclaim its 18-year stranglehold on Dakar after losing in 2020 and 2021 to Monster Energy Honda. Former Red Bull KTM Dakar champions Matthias Walkner and Toby Price lead the team. And to show just how serious they are about reclaiming the top spot, they hired last year’s champion Kevin Benavides in the off-season away from the Monster Energy Honda Team. All three Red Bull KTM teammates are former Dakar champs. There are no water boys in this group, just three very badass dudes competing for the overall win. Meanwhile, Monster Energy Honda returns as the two-time defending champions. Led by America’s Ricky Brabec, with Pablo Quintanilla, Jose Cornejo and Joan Barreda rounding out the team, Honda has stacked the deck. Ricky is the only

Andrew Short

Ricky Brabec

Ferrari” Ross Branch from Botswana and American MX star Andrew Short. If they sort out some of the niggling technical problems that have held them back the last couple of years, they will also be a threat. No doubt the 2022 winner will come from the names above.

former Dakar champion on the team but make no mistake; all three other Honda riders are Dakar stage winners, overall threats… and hungry as hell! Just ask Johnny Campbell (see sidebar).

Mason Klein

Skyler Howes

Rockstar Husqvarna will field a two-person team that includes American phenom Skyler Howes and Luciano Benavides. This is Skyler’s first factory ride at Dakar after an impressive ninth place rookie showing in 2020, several stage wins and a fifth-place overall in 2021. Not bad for the kid from Hesperia. Thunder from down under! Red Bull GasGas will be led by 2017 Dakar champ Sam Sunderland and Daniel Sanders. The Aussies have the speed and experience to win. And maybe more importantly, the temperament to take it all in and have a laugh. They will ride very competitive bikes based on the same platforms as the KTM and Husqvarna mounts. Leading the Monster Energy Yamaha Dakar Rally Team is French ace Adrien Van Beveren, teamed with The “Kalahari

One other rider that bears mentioning is 20-year-old American Dakar rookie Mason Klein. Mason is riding a KTM 450 Rally bike for the Dutch B.A.S. Dakar team. Managed by Bart Vandervelden, it is one of Dakar’s most professional non-factory teams. They put together an excellent program and give young Mason every opportunity to show what he can do and get a good finish. Mason is fresh off his Rally2 Class win at the Maroc Rally held in October and is looking to gain valuable experience and move up to the top tier of Dakar riders. It is gratifying to see four very competitive riders flying the stars and stripes this year, especially for those of us who have invested a lot of time and effort and sacrificed to establish an American presence in rally racing. Brabec, Howes and Short each have a realistic chance to finish on the podium. Klein represents the future. Meanwhile, Brabec and Howes are definite overall threats. Tune in starting January 1st for the greatest spectacle in all of motorsports!

DECEMBER 2021

BRABEC BACK ON FORM

Dakar Insider Information By Scot Harden

spoke with fellow Dakar veteran and Baja Champ Johnny Campbell as he was packing to leave for the 2022 Dakar Rally to get his thoughts on how he sees it all playing out. Johnny, of course, is deeply involved in Honda’s Dakar program and is there to support Ricky. Scot Harden: What do you think about the renewed American interest in Dakar? Johnny Campbell: It’s great to see all the momentum building for the American effort at Dakar. Ricky’s win in 2020 certainly reset American expectations. When you factor in the depth of the Americans in the field with experienced Rally racers like Skyler and Andrew competing, America has many reasons to follow this year’s race. S.H.: Speaking of Ricky, how is he doing? How has his training gone, are things on track for where you expect him to be? J.C.: Ricky is 100%, he’s healthy. We’ve been going out practically every week training and doing navigation drills. Since the summer, our training program has been going non-stop, starting with Vegas to Reno and our durability testing program. He’s logged thousands of miles, has another year of maturity and is anxious to get started. He’s a veteran at this point, knows what to expect and what it will take to win. He’s ready! S.H.: The news coming out of A.S.O. is to expect a lot more sand this year. What are you hearing? J.C.: We are hearing the same thing. Saudi Arabia is such an open desert; it’s fast and rocky, which suits Ricky very well. This year

though we expect a lot more sand. It will definitely separate the riders. This year, they are running the route in the reverse direction, and it will prominently feature sand in the first half. S.H.: Are there any key stages or moments in the event you guys are looking at where this could change the race’s complexion? J.C.: We think the first couple stage will be basic, a short prologue to start followed by a long transfer section on Day 1 with the top 15 being able to choose their starting position, which is crucial because we expect some big dune crossings very early with a lot of sand. That goes right into a marathon stage on Day 3, which is unusual so early in the event. Going into Day 4, they tell us there will be a lot heavier navigation that will really sort things out. The first week is going to be very interesting. S.H.: There have been some significant changes to the rules, none more challenging than the new rule affecting when the organizers give the racers their Roadbooks. What can you tell us about that? J.C.: Typically, the riders are given their roadbook for the next day the night before and have all night to work on it. This affects the rider and the map specialists that each team has hired. With all the technology and satellite imagery available, the race teams can basically figure out where the course is going each day. To create a more level playing field, this year, the Roadbook is being given out in the morning, 20 minutes before the start. Just enough time for the rider to load it into his bike. This has pros and cons. For one, there won’t be any chance to get advance intel on the route as mentioned. On the other hand, the rider won’t be consumed by working on his roadbook all night long, making notes, and studying it and should be better rested and stronger for the next day. This suits Ricky fine. S.H.: Any other info you can share about this year’s event that might be different from previous years and impact the way the race plays out? J.C.: One big difference this year is that the route has several stages where the bivouac remains stationary, and the daily stages go out and return to the same point. It’s part of their COVID-19 mitigation efforts to keep the Rally circus in one place and not travel around as much. It will definitely be easier on the support teams as they have less traveling, and the racers will be based in the same location for a few days. It’s something I’m looking forward to. S.H.: Best of luck to you and all the American racers. Have a safe trip and see you when you get home. J.C.: Thanks, Scot! It’s great to have so much support from everyone back home. We will do our best to make everyone proud! The 2022 Dakar Rally starts on January 1st. You can follow the progress of your favorite racer at www.dakar.com

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

VEGAS BABY! AIMExpo 2022

While it is people that make the world go round, it is all the new products and programs that get gear heads fired up! The best of both worlds is happening in Las Vegas when the industry gets together again for the first time in two years. With the return to a trade only format, the aftermarket is all-in but interestingly some of the OEMs have doubled down on their trip to Vegas. Polaris/Indian/Slingshot will be hosting their national dealer meeting concurrent with AIMExpo (but not on the show floor). But Benelli/SSR is back in a BIG way with a pavilion in the entryway!

Suzuki will be kicking off the new year at AIMExpo, with show-only specials for their dealers and showcasing the trade show debut of the 2022 Suzuki GSX-S1000GT+, an all-new high-performance sport touring bike with Superbike street cred. Suzuki joins nearly 200 exhibitors on 300,000 square feet of exhibit space. And of course, you won’t want to miss the general session on opening day, where industry leaders will talk about market expansion and expectations for the year ahead. This will be followed by an epic Industry Party Powered by Tucker, where the networking magic happens.

DECEMBER 2021

MBA IS BACK IN BOOTH #5035

MBA Insurance has been the leader in the rental insurance business since 1978, offering rental coverage options for motorcycles, ATVs & Scooters, for rental operations and their customers. MBA also provides state-specific rental contracts, access to federal and state vehicle rental laws and additional forms needed to run a smooth rental operation. What will be different this year is that long time MBA VP & Marketing Director Josephine Johnson will not be in Las Vegas as she is retiring December 31. Meet the new team at AIMExpo or visit them in the virtual world at: https://www.mbainsurance.net/

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From AFT Flat Track to RSD Super Hooligans, Beringer has been providing a variety of trick braking systems for virtually every discipline in the USA. But they can still go retro classic… Beringer has extended the range of products dedicated to the Triumph Bonneville, Scrambler and Thruxton by offering a rear brake disc in the same diameter as the original disc. It fits with the original caliper or with a Beringer 2D1A caliper mated to a special mounting bracket available from Lossa Engineering. Stop by the Booth at AIMExpo or click here: http://www.beringerbrakes.us/

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Ride Vision is an industry-leading Collision Avoidance Technology that is designed to fit any kind of two/three-wheeler and rider behavior, explains Marketing Manager Geva Telem. “Ride Vision’s unique system works by using two small wide-angle cameras mounted on the rear and front of the vehicle that transmits footage to Ride Vision’s onboard processing unit, where a patented algorithm is used to detect and notify riders of collision threats in real-time.” Ride Vision is launching in the US and is looking for partners, wholesalers, dealers and installers. Get the holeshot on AIMExpo and see the Ride Vision video here: Main Aisle https://www.youtube.com/watch?v=uVTvLCzd3yk&t=5s

LATE BRAKING NEWS! BERINGER BRAKES USA COMING INTO BOOTH #4089 HOT!

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CAN Main YOU SEE ME NOW? RIDE VISION DEBUTS IN Aisle BOOTH #3031

JAN.

MOTOBATT CHARGES INTO BOOTH #5076

“Partner with the fastest growing battery brand in North America,” encourages Motobatt CEO Matt Finch. “Dealers can carry less stock, say yes more and make more money.” Motobatt provides a seamless range of Premium AGM, LifePo4 and Lithium Hybrid Batteries, chargers and accessories all under one Globally recognized brand. “Patent holders of innovative production and cutting-edge technologies, we pride ourselves on providing real world solutions for dealers to save them time and money, by reducing inventory holdings and offering more sales opportunities. With Motobatt on your shelf you are a one stop Battery Specialist. Distributors and Independent Reps Come see us at booth 5076.” Or charge over to: https://www.motobatt.us/ MIC Business Center and AIMExpo Sales Office

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Since 1959, American Landmaster has built and distributed American made off-road vehicles. Made in America means built from the ground up in a stateof-the-art facility in Columbia City, Indiana. It also means dealers are not impacted by those pesky supply chain SNAFUs. “When you join the American Landmaster family, you receive more than the ability to sell American-made UTVs,” says company President Jeff Bannister. “You gain the benefit of becoming part of a nationwide network of dealers. This includes exclusive access to the American Landmaster Team Portal, special dealer pricing on vehicles, parts, and accessories, referral and Co-Op programs, access to marketing materials and much more.” Click here to grow your business: https://americanlandmaster.com/ 1023

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AMERICAN LANDMASTER IS LOOKING FOR DEALERS IN BOOTH #7031 Braaap Motorcycles !

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within range, it provides exact location tracking to the owner’s smartphone. “Most standard solutions, such as locks, fail to prevent theft, and just a small fraction of stolen motorcycles are returned to their owners,” says Andrius Bruno Rimkunas, one of Monimoto founders. “Our tracker allows owners to immediately work with authorities to recover their stolen bike or motorcycle. We’ve already seen the demand for this product in motorcycle applications throughout Europe.” To help secure a place in the burgeoning U.S. marketplace, Monimoto has locked down the services of Sturgis Hall of Fame Steve Piehl, a powersports expert who spent 35 years on staff Main Aisle at Harley-Davidson and was responsible for launching the Harley Owners Group, one of the motorcycle industry’s biggest success stories, with nearly a million members in more than 90 countries. Say hi to Steve in Las Vegas or click here:https://monimoto.com/

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FROM LITHUANIA TO LAS VEGAS, MONIMOTO LOOKS TO LOCK UP BUSINESS IN BOOTH #4048

DECEMBER 2021

TRIUMPH TABS RSD FOR TIGER 1200 UNVEIL The Best Of All Worlds By Gus Stewart

illed as “the best of all worlds” Triumph took the wraps off their new Tiger 1200 family simultaneously with launch events in New York, Atlanta near their U.S. HQ and in Long Beach at Roland Sands new digs (see sidebar on page 88). After hinting the brand was going to get dirty, there was an expectation of a motocross or harder edged enduro machine in some quarters, however Triumph is going after the ADV/Rally market with its three new Tigers. A whopping 55 lbs. lighter than its predecessors (and 37 lbs. lighter than any competitor in the class, according to Triumph) and getting a corresponding bump in horsepower from the 1160cc “t-plane” triple, the big Tiger appears to be the cat’s meow… at least on the spec sheet and the sweet B-Roll they shared at RSD. Dealers should also dig the fact that the big bikes launched with more than 50 Genuine Triumph Accessories for customers to make the bikes their own… and dealers to make a little margin. A partnership with GiVi means panniers complete the package, but everything from heated seats to Harmon Kardon sound systems and Sena connectivity are included in the comprehensive range of dealer-installed accessories. “Significantly lighter and much more powerful, with class leading handling and specification, plus all of Triumph’s new T-plane triple performance advantage, the all-new Tiger 1200 has been designed to be the world’s most capable, agile, and maneuverable large capacity adventure motorcycle,” said Triumph’s Director of Marketing VP Adam VanderVeen. “Delivering a transformation in capability and performance

on road, and the most dynamic and exciting experience offroad, the new generation brings the best of all worlds with a whole new Tiger line-up, including for the first time two allnew 30-liter/7.93 GAL tank Tiger Explorer options.” Tiger 1200 GT family is tailor-made for road-focused adventure riders, with 19” front and 18” rear cast aluminum wheels and a 20-liter/5.3 GAL tank. The GT Explorer gets a 30-liter/7.93 GAL tank for venturing even further afield. For the Rally/Raid fans, the more off-road oriented Tiger 1200 Rally Pro and Rally Explorer get 21” front and 18” rear tubeless spoked wheels. Rally Pros get the 20-liter/5.3 GAL tank, while the Rally Explorer gets the bigger 30-liter/7.93 GAL tank.

Spec Sheet Highlights • New lightweight frame with bolt-on rear aluminum subframe and pillion hangers • New lighter and stronger ‘tri-link’ swingarm • New category leading Brembo Stylema monobloc brakes plus optimized cornering ABS with IMU • Advanced Showa semi-active suspension set-up tuned for maximum road and off-road capability/ More about that motor: The all new 1160cc triple was designed to set a new benchmark for engine character, according to VanderVeen. It also delivers more power with 147 HP at 9,000rpm and more torque with 95LB-FT at 7,000rpm on tap. For those keeping score at home, that is 8 HP more than the previous generation, and 13 HP more than the closest shaft drive competition. “The unique T-plane triple crank with uneven firing order delvers enhanced low-down tractability and responsiveness, while still having an exciting and engaging mid-range to top-end response.” Price, service and availability: • Three years unlimited mileage warranty, with the option to extend • High service intervals: 10,000 miles (16,000 km) / 12 months • Competitively priced, starting at $19,100 for the Tiger 1200 GT • Available to dealers Spring 2022

SPEAKING OF SNEAK PEEKS…

riumph is expanding on a successful first year of the Sneak Peek Tour, which saw the Trident 660, Tiger 850 Sport, and Speed Triple 1200 RS visit 50 US dealerships. This year’s tour will reach over 100 dealerships in the United States and Canada. “The Sneak Peek Tour creates the exciting feeling of knowing that at this moment, this is one of the only places in the world where you can see these motorcycles,” explains Marketing Director Adam VanderVeen. The all-new Tiger Sport 660 and Speed Triple 1200 RR began making their public debuts at Triumph dealerships across North America as part of Triumph’s 2022 Sneak Peek Tour back on November 16th and continues through March 2022 for dealers on both sides of the border. “There’s already a lot of enthusiasm building around this year’s all-new models,” Adam adds. “We can’t wait to create that exciting environment for riders at our dealerships again.” The goal is to drive customers directly to dealers. “Riders are encouraged to visit their local dealerships for an exclusive opportunity to see the bikes in person before they’re available for sale.” The full schedule of tour stops can be found at: www.TriumphOnTour.com

DECEMBER 2021

RSD GETS NEW DIGS By Gus Stewart

ust weeks after hosting the Moto Beach Classic and days after a grand opening for their new facility, Roland Sands Design treated the media to the Tiger 1200 press unveil. Roland Sands partnered with Andy Bell of Nitro Circus fame to buy a historic property in the Zaferia district of Long Beach with a shared vision of a truly creative space that happens to have motorcycles as a common ground. “We just wanted like-minded but different companies here to fuel a vibe of people that are stoked and doing rad stuff,” Bell told the Long Beach Business Journal. “People we can hang out with,” Sands added. “Fabrication, 3D fabrication, film, photography, graphics, printing—it’s all here. Almost any project is possible here, and that’s a pretty special thing.” Not to mention the facility itself, “this place was built in the ’40s, and it’s gorgeous,” says Sands. The space features RSD’s new retail store, a theater area where the new Triumphs made their media debut, 3D fabrication facilities, motorcycle garage, design rooms and office space. It also includes a bar, a two-chair barbershop for special events and of course, a vast collection of custom bikes. The long-time friends almost missed out on the space, Sands told LBBJ reporter Brandon Richardson. The building was listed in 2018, but he was not in a position to take on the project by himself — and Bell was not ready to jump into such a massive undertaking. But when another buyer went into escrow on the site, the pair said they instantly knew they made a mistake.

Although they bought the property in July 2019, the best laid plans to join forces were put on a pandemic hold and a prior tenant still had some time left on the lease. That meant the $2.5 million buildout couldn’t get underway. But finally things came together for a December debut. Between dozens of other projects, playing host to the Moto Beach Classic and the Super Hooligan National Championship, the crew still managed to move down to the beach in time to host Triumph’s big to-do. So what do you do for an encore. Roland says you ain’t seen nothing yet. However if you want to check out the new digs, go here: Roland Sands Design 1365 Obispo Ave. Long Beach, CA 90804 (562) 493-5297 M-F 9:00AM - 6:00PM PST Sat 9:00AM - 5:00PM PST https://rolandsands.com

HARDEN & ASSOCIATES

Bringing a Unique Perspective to the Powersports Business

Specializing in Adventure, Dual Sport, Off-Road and EV market segments. Delivering solutions in today’s rapidly evolving marketplace. Over 35 years of senior level executive management experience. • • • • • •

Brand Development Advisory Services Strategic Planning Product Development Motivational Speaking Advocate for the Sport

INDUCTED 2008

FOUNDER

Scot Harden scot.harden@harden-offroad.com

harden-offroad.com

RSD MOTO BEACH FEST SHNC Quattro By Gus Stewart

hat happens when the Beach Boys get up with Bob Marley to go motorcycle racing? Probably something like the 4th Annual Roland Sands Designs Moto Beach Classic & Super Hooligans National Championship held at Bolsa Chica to close out the summer and the SHNC season. “We’ve cultivated a community of eclectic humans that live a life on two wheels, creating an event that speaks to the heart of Southern California,” says event founder Roland Sands. Eclectic humans is an understatement as a mix of punk, funk, reggae and surf rock provided the sound track for the final round of the 2021 Super Hooligan series. An art show and the V-Twin Visionary Ride-In Custom bike show provided the unlikely aesthetics. Blend in vendors, a STACYC course for the kiddos, food and beverages from folks like MotoDoffo and you have some real fun for the whole family at the beach at a time when everyone was feeling cooped up after two years of COVID.

The 2021 SHNC series took to a purpose-built asphalt oval track to determine who the most well-rounded heavy streetbike racer in the nation is! In addition to the SHNC finale, the track was rocking all day with classes ranging from Hooligan Amateur, Desert MX Open, Vintage AirCooled, Mad Dog Mini’s, Big Twin, Run What Cha Brung, Super 73 and Super Moto. However, it wasn’t all go and no show. RSD partnered with V-Twin Visionary where contestants had front row parking for their customs in the middle of all the action. The custom bikes ranged from mild resto-mods to wild choppers, scramblers, trackers, café racers and purposebuilt racers. Looking for a good time? Call RSD and find out details on the Summer of 2022’s Moto Beach Classic.

Super Hooligan Series To Expand In 2022

aytona Bike will see the new roadracing emphasis applied to Roland Sands Super Hooligan National Championship (SHNC)… and it will even be a legit part of the MotoAmerica program for several rounds in 2022. Four races at three roadracing events begin with the doubleheader at Daytona International Speedway, March 10-12. From there the action will return with an SHNC round at Michelin Raceway Road Atlanta, April 22-24, and will conclude with a return to WeatherTech Raceway Laguna Seca, July 8-10. “Daytona has always been a special place for me as both a racer and a fan of all the activities of Bike Week,” says Roland Sands. “Taking Super Hooligan roadracing to the high banks of Daytona International Speedway is really a dream come true. It will be awesome, and we look forward to seeing our fans and racers in the sunshine of Daytona Beach in March.” “We’re pumped to have Roland Sands and his Super Hooligan series back with MotoAmerica for 2022,” adds MotoAmerica COO Chuck Aksland. “The RSD Super Hooligans at Laguna had a good vibe, cool sounds and the racing turned out to be great. We’re looking forward to more of the same next year. Having the series participate at Daytona will definitely add to the atmosphere of the event, which was already going to be big with the Daytona 200, Mission King Of The Baggers and MotoAmerica Twins Cup, and it just got even better with the addition of two Super Hooligan races. We’re looking forward to getting it all started in Florida.” In shades of the original Class C racing where racers competed in several different disciplines, the 2021 fourround series included three flat track races (a half mile dirt track, a TT, and a paved short track) and the lone roadrace, held in conjunction with MotoAmerica’s Laguna Seca round. With this in mind, Roland Sands Design will also be announcing a West Coast Short Track series to support the historically dirt-focused SHNC Series, with outlaw events like the Moto Beach Classic on the schedule, of course

Scooter Vernon took first place in the Moto Beach Classic Super Hooligan main event

DECEMBER 2021

VALE WES COOLEY 1957-2021

lways a fan favorite, Wes Cooley pioneered the Superbike class, taught many racers how to get better (including our own creative director) and became the face of the brand for Suzuki. Despite his battle with diabetes, Cooley amassed a slew of championships and was inducted into the American Motorcyclist Association Hall of Fame in 2004. He served as an instructor for Team Hammer’s Advanced Riding School while simultaneously earning his nursing degree. According to his obituary, Cooley was born to road race: Wes was born on June 28, 1956, in Los Angeles, California. Wes began racing motorcycles at a very young age courtesy of the fact that his parents owned and operated a club racing organization known as ACA. It was obvious from a very young age that he had the passion and raw talent to pursue racing as his career, ultimately winning two AMA Superbike Championships in 1979 and 1980. And he was big in Japan, as well. Wes was considered a legend in Japan for his accomplishments at the famed Suzuka Endurance race. He won the Suzuka 8 Hours in both 1978 and 1980, which was particularly impressive due to the challenges of being a Type I Diabetic. In response to his Superbike and Suzuka victories for Suzuki, they went on to create a Wes Cooley Replica Version of his distinctive blue and white GS1000. After several successful years in racing across the United States, Europe and Japan, his career was cut short by a crash at Sears Point. “Wes was always known as being a fan favorite,” states the Parks Funeral home memorial. “He loved people and he loved showing his appreciation to the fans by taking the time to acknowledge and speak with them, which carried on until the day of his passing. With his good nature and nice guy attitude, he was also liked and respected by many of his fiercest competitors in racing.

“Upon retiring from racing himself, it was only natural for him to go on to teach others at a Superbike riding school where it allowed him to still be in contact with the industry and be part of the racing community. After several years of teaching, he then went on to work in the nursing profession which also seemed natural since he truly enjoyed helping others. “Though Wes was best known and remembered as one of the original “pioneers” in Superbike motorcycle racing, he was talented in so many other areas. As a young boy, he painted in both acrylics and watercolors and won a 1st place ribbon for his watercolor at the Laguna Beach Art Festival in the early 70s, although racing was just “in his blood” and something he not only excelled at but loved. Wes will be deeply missed by his family, friends, and fans. As was his wish, Wes was cremated. In lieu of any flowers, a donation to the American Diabetes Association would be appreciated.” THE AMA OFFERS CONDOLENCES The AMA Motorcycle Hall of Fame offers its condolences to the family, friends and fans of Wes Cooley, a member of the Hall of Fame Class of 2004 who was a pioneering force behind the rising popularity of AMA Superbike racing in the 1970s and early ’80s. Cooley passed away on Oct. 16 at his home in Twin Falls, Idaho, after reportedly suffering complications from diabetes. He was 65. Wester Steven Cooley was born in Los Angeles on June 28, 1956 and was a product of the Southern California roadracing scene. When he entered his first AMA Superbike Series event at Daytona International Speedway in March of 1976 on a Kawasaki KZ1000, he was a young, hardcharging rider who differed in several ways from the oldschool roadracer mentality that had been the norm in the ‘60s and ‘70s.

Along with some of his 1970s contemporaries, Cooley helped change the face of the then-new Superbike class by stepping up the level of competition, eventually winning two AMA Superbike Championships in 1979 and 1980. He gave Suzuki its first AMA Superbike title in 1979. In addition to his Superbike exploits, Cooley also made history by becoming the first rider to win an AMA Formula One National on a four-stroke. Not only did Cooley become a racing icon in America, he was also a legend in Japan for winning the inaugural Suzuka 8-Hour Endurance race in 1978 and again 1980.

In May of 1985 at Sears Point Raceway, Cooley sustained life-threatening injuries in an ugly crash. Cooley made a slow but steady recovery from that horrible accident and went on to teach in the Team Hammer Advanced Riding School for a few years, eventually earning a nursing degree and working as a medical professional in Idaho. When inducted into the Hall of Fame in 2004, he acknowledged that his 1985 accident is what propelled him into the medical field.

Cooley will always be remembered for changing the face of AMA Superbike racing in its formative years, but he was also a fan favorite throughout his racing career, a guy who always took the time to connect with fans. In 2016, Cooley served as Grand Marshal for the AMA’s Vintage Motorcycle Days and drew an expansive crowd. Cooley is survived by Melody Rose, his partner of many years, along with son Wes Jr. and daughter Alexis.

AIMExpo..............................................................................CVR4 AIMExpo Education................................................................41 American Landmaster............................................................35 Beringer Brakes.....................................................................47 Beyond Creative ....................................................................49 Bobcat........................................................................................9 CanDo Diagnostics, Inc..........................................................51 CDK/Lightspeed.....................................................................55 Digital Lead Performance (DLP)..........................................59 DX1...........................................................................................53 Find It Now GPS Security......................................................11 Fuel Capital Group, Inc..........................................................15 Harden Off-Road....................................................................89 KTM/Synchrony......................................................................61 LGP Powersports...................................................................23 LS2...........................................................................................81 MBA Insurance........................................................................58 Motobatt .................................................................................60

Motorcycle Industry Council (MIC).......................................73 Motorcycle Industry Jobs (MIJ).............................................17 National Powersport Auctions (NPA)..................................27 National Powersport Dealer Association (NPDA)..............25 Nelson-Rigg............................................................................62 Performance Brokerage Services........................................63 Ride Vision..............................................................................56 Royal Enfield.............................................................................7 SSR Motorsports....................................................................39 Sullivans..................................................................................19 Tread Lightly...........................................................................75 Triumph Motorcycles America..............................................13 Tucker Powersports...............................................................57 Unfiltered Marketing.............................................................31 Vanderhall...............................................................................43 Vroom Network......................................................................95 Western Power Sports........................................................2-3 Zero Motorcycles....................................................................64

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DECEMBER 2021

have to atone for… and your second thought is to find that so-and-so service writer! Now the proper way to solve this problem is to walk up to said service writer and tell them, “the next time I see your momma, I’m going to punch her right in the mouth!” But all joking aside, all techs have seen this scenario roll onto their benches. With the pandemic and lack of new units, most jobs are on Frankenbikes these days. But what to do? Hopefully your service advisor took in all the info necessary for you to quickly and profitably solve the problem. Questions answered like: “When was the last time it ran well?” or “Has it ever run well?” or “How can we duplicate the problem?” I think you get the idea.

MONDAY MORNING QUARTERBACK How To Turn A Problem Into A Paycheck! By Greg Ditus, General Manager Interstate Honda — A John Elway Dealership

e’ve all struggled at one time or another with time management and tech problems. First off, don’t let the customers’ problems become your problems. We fix problems! Furthermore, we get paid to do it! Remember this …It will help to keep you focused and on task. How many times have you picked up your RO and read “diagnose running problem” and it pays 1 hours’ time? Those three words will make any mechanic quiver with fear… or should I say in anger? What could possibly be a problem on a 1982 HonYamKawai 355 (with a little Briggs & Stratton thrown in to keep it American)? As you look at the mechanical monstrosity that has been loaded onto your lift, you may begin to wonder what bad Karma you

Now here is where the fun begins: you start with seeing if you can start it, nope! You then pull out the spark plug: does it have spark? Yep. Then you check for gas, then for compression, Check Check Check. You then step back for a moment studying the machine and decide to try and start it one more time. You throw a leg over it and put your boot to it, first time nothing second time a little puff of smoke comes out the exhaust then third, fourth and fifth attempt nothing. Then you decide to give it one more try and Braap it starts and runs for a few seconds which is followed by you spending the next 15 minutes trying to get it running again. Now you’re in it, you can’t turn away now, this bike isn’t going to beat you… BUT STOP! Two and a half hours have passed… what are you doing? Quit getting emotional about this bike, this machine isn’t yours, you haven’t been transported back to an earlier time when you were a kid and you would work all day on it just to ride your bike for 5 minutes. That memory may be why you chose the life of a motorcycle mechanic, but now it’s time to get paid! Now is when I tell you the secret to getting paid. I want you to stop off at the grocery store on your way home tonight, find the aisle with the cooking supplies and find yourself one of those old-fashioned wind-up timers with the annoying bell ringer. Tomorrow when you start your first job, turn the dial to one hour and start. As in any fight you just need to hear the bell to stop and go to your corner… or as in this case, back to the service advisor with your notes so they can sell more time and as we all know: “Time is Money”

In his 34 years in the Powersports Industry, Greg Ditus has run every department at Interstate Honda AND has loved every minute of it. Who can blame him, we definitely have the best customers on the planet! Combining his passion for Powersports and Customer Service, he enjoys hearing customers’ stories about the adventures they have experienced on the machines they’ve purchased at Interstate Honda. CERTS: Factory Trained Aquatrax Mechanic, AHM P.A.R.T.S Map, AHM SST, Gart Sutton Business Management, Spader Operations Training, PSM Marketing Boot Camp, and most importantly, 30+ Years Customer Service training courtesy of Interstate Honda’s customers!

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