Issue #12 December

World’s Luckiest Man

By Bob Althoff

A CLEAN SHEET OF PAPER

Until about 20 seconds ago, this was a clean sheet of paper.

Every month this almost 60-year-old bible of the powersports Industry called  Dealernews has started every issue this way: a clean sheet of paper. Print and then digital from when Larry Hester and Bill Bagnall first came up with the concept of “Motorcycle Dealer News” as a monthly trade publication to this very day when The Bad Idea Club (insider joke) comes together to launch the latest issue — like the very pages you are reading here — it all starts with a blank page.

It never ceases to amaze me how Robin, Gus, Brenda, Blake and the talented team of a dozen or so contributors create the 90+ pages of “content” that informs, inspires and at times, I’m sure, infuriates our 14,000+ faithful readers.

Back when the William Lawrence Corporation (an amalgam of Bill and Larry’s first names) was launched, the plan was to augment the magazine

with a series for trade shows (and later consumer events). That spirit of cooperation and partnership still continues as Dealernews has been proud to be AIMExpo’s media partner since 2018. Speaking of which…

AIMExpo is nigh.  Please come!

I.Y.K.Y.K. However, if AIMExpo is new to you, I personally guarantee you’ll enjoy, learn a little, make and renew friendships. Zoom calls really can’t replace a dealer show.

But as a fan of all that AIME entails, I also have a thought or two about what would make it better.

• All OEMs should be there. Kudos to Kawasaki and KTM/Husqvarna/GasGas for joining SuzukI (which has been at every AIMExpo), Triumph, SSR/Benelli and a full contingent of eBike pioneers, including Bakcou, Fantic, Rambo, Rawrr, Recon Power Bikes, Surron, QuietKat and UBCO.

• So should the public. The trade-only for two days, followed by the “public invited” two days on the weekend after is perfect.

• As important as “Dealer Education” is, perhaps “Dealer Dialogue” might be in order. Dealers don’t need to be “spoken to” — they need to be “spoken with.” Matt Gruhn at the Marine Dealers Association hasit right when he convenes an industry-wide strategic planning day.  All the boat building OEMs, Aftermarket and Dealers meet to discuss issues and prepare an agenda for the year ahead.

• AIME isn’t EICMA — yet. But we should certainly all work to the common goal that one day it will be!

Milan’s motorcycle show has been around since 1914 and successfully integrates trade and consumers, OEM and aftermarket and Dealers from around the globe! Going after that business model is not such a bad idea, is it?

AIMExpo is your show… so show up! Your 2023 is a blank sheet of paper, so pencil in Las Vegas. There is time for you to come join us. And I sincerely hope you will.

Bob

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Editor’s Note

By Robin Hartfiel

RABBIT, RABBIT, RABBIT

Welcome to 2023, the year of the Water Rabbit. Running from January 22, 2023 (Chinese New Year) through February 9, 2024 (Chinese New Year’s Eve) the sign of the Rabbit is a symbol of longevity, peace and prosperity in Chinese culture.  Gung hay fat choy is how Cantonese speakers wish you a happy new year — literally “wishing you great happiness and prosperity.” A little peace and prosperity are something dealers may be in short supply of this Spring as many financial experts are predicting we will experience a recession.

How long, and how severe seems to vary from expert to expert. And its impact varies from industry to industry as well. I went to National Powersport Auctions CEO Jim Woodruff for the answer if the motorcycle industry was experiencing a recession. His opinion is that at the beginning of December, we are not in a recession. However we may soon be. “Take a look at what’s happening in the credit markets. Take a look at what’s happening with unemployment particularly, that’s a big one that I always keep an eye on — things are great,” notes Woodruff (who also serves as Treasurer for the MIC Board Of Directors). “Profits are doing great at a corporate level. But there is still a lot of doubt and uncertainty, a lot of fear. I think we will have a recession in 2023. I’m nearly 100% certain of that at this point in time, but it hasn’t happened yet.”

Given the fact that day is coming, dealers should be hedging their bets now… particularly when it comes to inventory. Live cash is always better than dead inventory!

“The reason I would hedge my bet and liquidate some bikes is because I believe pre-owned inventory will be easy to get

in the spring,” adds Woodruff. “It might be a little bit more expensive, but you’re going to be able to get it whether it’s the auction process or through other methods. “So if you do end up hedging a little bit too much, and you’re a little shy of what you need, you can always get more, it’s not going to be a problem,” he explains.

“But if you go into it heavy, and you end up with extra inventory going into next summer, I don’t think you’re going to be happy about that situation... You’re probably going to be hanging onto stuff that you paid too much for that you’re not going to be able to get rid of at that point. Bikes bought in September will not be worth more than they were next spring... and could be worth substantially less... so I would go into the spring leaner for sure.”

“We knew the day would come and prices wouldn’t last. Using the auctions as a proxy for what’s happening out there, pricing has definitely fallen off significantly over the last several months, starting about July... and it continues to slide.” Woodruff adds, “Dealer expectations aren’t quite keeping up with that yet. Fortunately, new unit supply is improving. Sales have not been what they were last year, but they are not horrible... definitely slowing down at this point in time with both seasonality and some of the macro headwinds…”

If you take nothing else away from this issue, watch what Woodruff has to say archived on  Dealernews’ YouTube channel:  www.youtube.com/watch?v=YMAPhh4si_M

It isn’t just us, powersports-adjacent markets have already experienced declining values. Automotive and the RV sector seem to have tanked back in September. According to J. D. Power guru Lenny Sims, “powersports pricing dipped heading into the 4th quarter. While still strong from a historical perspective, all segments are now negative year-over-year. Inventory levels are filling and demand is slowing. This is diving values down from the COVID-created highs.”

Another bit of folklore from our furry little harbingers is the tradition of saying Rabbit. Rabbit. Rabbit on the first day of the month. Repeating “rabbit” is a superstition found in Britain and North America wherein a person uttering it on the first day of a month ensures good luck for the rest of it! On behalf of all of us Rabbit, Rabbit, Rabbit and  Gung hay fat choy!

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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dept, and improving our Google Scores to the top in the zone, I am now ready to submit for the next opportunity with the Dealernews Top 100. Thanks in advance.

Cheers, Kevin R. Dunn, General Manager

Capital Powersports

Wake Forest, NC www.CapitalPowersports.com

Congratulations on the great work with Capital Powersports, the store is definitely a contender! The Top 100 Kickoff will be Thursday evening at AIMExpo where we will salute the previous 25 years worth of Grand Prize winners and release some additional details on when the official call for entries will be coming.

CONVERSATIONS

Nice work in the November issue. When Brandon Nash and I finished this interview, I dropped his dad the link so he could see what a great job Brandon had done. He was and is very proud of his son. Brandon, you’re doing well and getting attention because you’re a quality person. You care about your people; you care about customers, all while employing great ambition, reasonable profits and eschewing greed.

Keep it up! The business needs more operators and innovators like you!

Mark Rodgers, Principal  Rodgers Performance Consulting www.persuasionmatters.com

TOP SLED DEALERS?

I am looking for a list of top snowmobile dealers. If listed by state this would be even better. Thanks for your help in advance.

LOST IN TRANSLATION, AGAIN?

Buenas tardes, encantado de saludarte. Soy Jose Quería escribirte porque me ha parecido interesante comentar contigo la posibilidad de que tu negocio aparezca cada mes en periódicos digitales como noticia para posicionar en los primeros lugares de internet, es decir, con artículos reales dentro del periódico que no se marcan como publicidad y que no se borran. La noticia es publicada por más de cuarenta periódicos de gran autoridad para mejorar el posicionamiento de tu web y la reputación. ¿Podrías facilitarme un teléfono para ofrecerte un mes gratuito?

Gracias, Jose Quería AutoPrensa Claymont, DE AutoPrensa.com

No gracias, amigo

TOP 100?

I am just inquiring when the annual Top 100 Dealers contest begins and when you start taking entries? I was previously heavily involved with getting Ray Price Harley-Davidson/Triumph listed in this top honor for a couple of years straight, and now after taking over this dealership 3.5 years ago and lots of team building, remodeling, new service

Brandon Mueller,

Product Line Manager

Powertex Group Eau Claire, WI powertexgroup.com

Top is a subjective term... “Top” by volume of sales? By CSI ratings, years in business, etc.? Dealernews did conduct the Top 100 program for 25 years, but we never specifically broke out sled dealers. Seems like Power Tex clients like Arctic Cat and Yamaha would be a better source of Top Snowmobile Dealers? Perhaps the consumer books like Snow Goer Magazine might have ratings/ listings of top snowmobile dealers? Snow Goer also produces snowmobile shows like the Big East Powersports Show so they might have a database of dealers that have historically exhibited at their events?

SOUND OFF!

NO, THANK YOU!

So grateful and fortunate to be a part of the Dealernews “Bad Idea” team. Can’t wait to see everyone at AIMExpo. I’m currently down in Ocotillo with Johnny Campbell for our Baja Borrego Dual Sport ride. I head home after that for knee replacement surgery. This means I will be stuck in bed for a couple of weeks and gives me a great opportunity to draft something for the AIMExpo deadline.

Scot Harden, President Harden Offroad, Inc 951-491-1819 harden-offroad.com

Join in the conversation via e-mail: Editor@dealernews.com Check us out on Instagram: www.instagram.com/dealernews Like us on Facebook: www.facebook.com/DealernewsFan

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TUNE IN, TURN ON SPEED SPORT!

Former Supercross broadcaster Ralph Sheheen says he can finally talk about his latest venture. “Thanks to our friends at the Associated Press for breaking the news on SPEED SPORT launching our very own TV Network called SS1! I am so proud of our entire team who have been working tirelessly to get to this day! Now the hard work begins as we get ready to flip the switch and go LIVE with SS1, says Sheheen. Speed Sport, which began as National Speed Sport News in 1934, announced its deal with Obsession Media to debut SPEED SPORT 1 next spring. SPEED SPORT 1 plans to broadcast over 400 live events and thousands of hours of motorsports content across free ad-supported streaming television (FAST) and traditional linear platforms. Other platforms currently described as FAST services include Paramount’s Pluto TV, Comcast’s Xumo, Fox’s Tubi, Amazon Freevee and The Roku Channel.

SPEED SPORT 1 plans to broadcast motorsports competition, news, information, behind-the-scenes action, lifestyle programming and documentaries. It is being developed by Obsession Media, a consortium of motorsports and television executives with backgrounds ranging from ESPN, Disney and MTV to the original motorsports-dedicated platforms Speedvision and Speed Channel. Dan Teitscheid, president of distribution and development for Obsession Media, will be the president and general manager of SPEED SPORT 1. He has previously worked for MTV, ESPN and Disney.  “This is a unique opportunity to work with an unbelievably experienced and dynamic team of motorsports, TV and entertainment executives, all of whom have been directly involved in launching some of television’s most iconic brands,” added Teitscheid.

Roger Werner, the former CEO of ESPN and Outdoor Channel Holdings, will be both an advisor and investor to SPEED SPORT 1. Werner, who is an investor and advisor to Obsession Media, founded Speedvision Network in 1995 before selling it to FOX in 2001, where it became the SPEED Channel.

AMA ANNOUNCES 2022 MOTORCYCLIST(S) OF THE YEAR

The 2022 FIM Motocross of Nations team — along with Team Manager Roger DeCoster — has been named AMA Motorcyclist Of The Year. “Eli Tomac, Chase Sexton and Justin Cooper accomplished something extraordinary at Red Bud this year,” said AMA Board of Directors Chairman Russ Ehnes. “Bringing the Chamberlain Trophy back to American soil after 11 years was a feat worthy of recognition, which is why we selected the team as the 2022 AMA Motorcyclist of the Year. We’re proud of these riders’ stellar example of American greatness, and we’re proud to have them as AMA members.”

The AMA Board also awarded the AMA Dud Perkins Lifetime Achievement Award to the late AMA Motorcycle Hall of Famer Loretta Lynn, who passed away in October, for her massive impact on the motocross community. Recipients of the award showcase the highest level of service to the AMA in an area of activity. Since 1982, Loretta Lynn’s Ranch has welcomed more than 60,000 AMA riders vying for AMA National No. 1 plates at the AMA Amateur National Motocross Championship, making her the perfect candidate for this honor. See Dealernews tribute to Loretta Lynn and her posthumous message to her fans in the November issue:  https://issuu.com/dealernews/docs/issue_11_ november_d4893c58be9a40/78

The Bessie Stringfield Award awarded for promoting motorcycling to emerging markets went to Brian Schaffran and Molly Vaughan. The husband-and-wife duo are the owners of Skidmark Garage, a community garage in Cleveland and leaders of Motogo, a nonprofit dedicated to teaching middle school and high school students how to solve problems through working on motorcycles. We caught up with Skidmark Garage at the 2019 AIMExpo: https://issuu.com/dealernews/docs/issue__11_final/20

Rounding out the AMA Board of Directors Awards, Chris Real is being recognized with the AMA Hazel Kolb Brighter Image Award — an honor given to individuals or organizations that generate good publicity for motorcycling. Real, an expert in the specialty transportation industry focusing on motorcycles, has provided the technical background, equipment and additional support to the AMA’s sound meter program for more than a decade. He’s trained countless enthusiasts and enforcement organizations to properly conduct field tests and accurately measure sound levels, ensuring tests are conducted consistently and accurately.

DEALER NEWS: BARNEY’S CHANGES HANDS

Long before the purple dinosaur roamed the airwaves, Barney’s Motorcycle & Marine was already a legendary dealership. However the story is just getting started as KC Wood and Todd Hempstead are selling all three Florida stores to another larger than life dealer, Dave Veracka, in a deal brokered by George Chaconas and Courtney Bernhard from Performance Brokerage Services.

KC Wood, grandson of the Barclay’s, spent several decades working in the business with his uncle, Ray Hempstead. In 2004, Todd Hempstead — who had worked at Barneys as a teenager — decided to join his dad Ray and cousin, KC spent his time in St. Petersburg while Todd managed the Brandon facility and Ray oversaw the Brooksville location. Ray eventually retired and KC stepped into the role of President while Todd became VP.

“After 76 years and three generations of owning Barney’s Motorcycle & Marine, our family made the difficult decision to sell our three dealerships,” said Wood. “When Performance Brokerage first reached out to us, we had not yet made the decision to retire. They provided valuable information as to what the sales process would entail, and before we knew it, they brought us an offer from a well-respected company in the industry.”

This is not Dave Veracka’s first dealership deal. Veracka turned his passion for motorcycles into a career that began more than 50 years ago, when he opened his family’s first Kawasaki dealership in Brockton, Massachusetts. In 2003, along with his partner, Veracka added his first Harley-Davidson dealership. Over the years, Veracka and his sons, Paul and Michael, continued their steady growth in the industry. In 2019, they made the decision to split the company into two groups; his sons took over the Harley-Davidson dealerships and Dave established The Motorcycle Company, a new dealership consulting group.

PERFORMANCE BROKERAGE SERVICES

POSTS ANOTHER RECORD YEAR

With the recent sales of Red Bluff Motorsports and the three Barney’s Motorcycle & Marine dealerships to Dave Veracka, Performance Brokerage Services solidifies their standings as North America’s highest volume dealership brokerage firm. In fact, over the past 5 years, Performance Brokerage Services has advised on the sale of more than 300 dealerships, making it the highest volume dealership brokerage firm in North America. In 2021, the company consummated 72 transactions, marking a record-breaking year. George Chaconas was the exclusive advisor for these transactions and the head of the National Harley-Davidson and Powersports Division for Performance Brokerage Services.

“When my Associate, Courtney Bernhard, and I met with KC and Todd for lunch, I was not sure how serious they were about selling.,” says Chaconas of the Barney’s deal with Dave Veracka. “Naturally, it is a very emotional and difficult decision to sell a family business after 76 years. With no succession plan, they decided to move forward and hire us. We were thrilled to have the opportunity to help the family maximize the value of their life’s work and sell their largest asset. We knew this was a special opportunity for only a select group of buyers, and ultimately Dave Veracka was the logical and unique fit.

“I would like to thank KC and Todd, along with their families, for their perseverance in seeing this transaction to the finish line amid the obstacles we faced along the way. I look forward to Dave Veracka and his team building on the iconic Barney’s brand. It has been a true honor and pleasure to facilitate this transaction, and I wish KC and Todd a well-deserved retirement.”

“To say I’m thankful is an understatement,” adds Courtney Bernhard. “A year ago, I took a leap of faith and approached the owners of the legendary Barney’s Motorcycle & Marine to see if they would consider a sale. Although they hadn’t contemplated selling, with careful consideration and divine timing, they decided to pursue a sale. We knew in order to be the right fit, the buyer would really need to grasp the immense dedication that Barney’s had within the racing community, their passion for the outdoors, and above all, the love of their

staff. I am honored that they allowed us to guide them through this process. The efforts to complete a sale of this size, while maintaining business operations and employee morale, was no small task.

“I want to thank KC and April Wood, Todd Hempstead and their entire staff for getting to the finish line, always willing to help, and smiling even when it felt like we would never see the end,” she adds. “They went above and beyond, working countless hours, to get the dealerships ready for the transition. It’s clear to see why the Barney’s name has been so well-respected for over 75 years. I wish the entire family a very happy retirement, and hope they enjoy their next chapter in life. I have no doubt that Dave Veracka and his family will continue the spirit of Barney’s legendary reputation and propel the dealership to new and exciting heights!”

With 25+ years of experience, 700 dealerships sold and a 90% closing rate, the company’s reputation is unmatched and governed by the utmost ethical conduct and integrity. For more information about the services offered by Performance Brokerage Services, visit:performancebrokerageservices.com

DEALER NEWS: DESTINATION DAYTONA UNDER NEW MANAGEMENT

Daytona Bike Week will have a new “Destination” in 2023. After 28 years as the ultimate Bike Week destination, the Rossmeyer Family has sold Bruce Rossmeyer’s Daytona HarleyDavidson and the Destination Daytona complex to automotive powerhouse turned motorcycle dealer Teddy Morse of the Ed Morse Automotive Group. “Our kids continued Bruce’s dream after his death and I am very proud of them,” said principal owner Sandy Rossmeyer, noting Bruce Rossmeyer’s dream will live on.

“I am extremely pleased that we are selling to a buyer who knew Bruce and that Mr. Morse is thrilled to carry on the Daytona Harley-Davidson legacy, she adds. “The time to sell is when you are on top, and my children and our loyal team of associates have certainly kept us there and will work hard to help Teddy build his own Harley-Davidson legacy.”

The dealership will now operate under the name Teddy Morse’s Daytona Harley-Davidson, along with the Main Street location. Destination Daytona will continue to operate with its existing tenants, the Clarion Inn Ormond Beach, the Pavilion and Saints & Sinners Pub. However, the New Smyrna Harley-Davidson dealership was permanently closed back on November 30, 2022.

As reported back in the October issue, Ed Morse Automotive Group owns 40 locations housing 70 automotive franchises. Teddy Morse recently purchased the Cowboy family of dealerships from Sheila Umphrey in a Texas-sized dealer brokered by George Chaconos and Courtney Bernhard of Performance Brokerage Services.

HEADS UP! SHARK & TLD TO TAKE A BITE OUT OF BIZ

Troy Lee Designs is now heading up U.S. distribution for Shark Helmets. “I am stoked to be partnering and joining forces with Shark Helmets as their North America distributor,” notes eponymous company founder Troy Lee. Makes sense given Shark bought TLD from VC Spanos Barber Jesse & Co. (SBJ) back in March.

Although terms of the deal were not disclosed the 2Ride Group (parent company to Shark) is a manufacturer and distributor of protective gear in Europe. Since 2018, the group has been owned by Eurazeo, France’s largest private equity fund. “The TLD and 2Ride teams have many of the same values,” noted TLD CEO Jason Steris when the deal went down. “We share commitment, passion and the desire to provide the safest protective products in their category.”

Based in Marseille, France, Shark manufactures more than 300,000 helmets. They are sold in 70 countries via 5,000 distributors worldwide, with TLD being the latest point of distribution. Look for Shark to take a bite out of the U.S. helmet biz heading into the New Year, propelled by the passion and professionalism of Troy Lee Designs.

“It is a dream come true to be able to work with MotoGP and roadracing riders at all levels and expand my involvement into the street market,” concludes Troy Lee.

Good things happen to good people!

Congratulations to MIC Board of Directors member  Joey Lindahl who has just moved up a notch in her “real” job. “I’m excited to share that I’ve been promoted to  Director of Marketing for Slingshot at Polaris Inc. I’m truly grateful for the opportunity to continue growing, developing and bringing value to the organization as I take on this expanded role. To me, the way we work is just as important as the work we do, and I’m incredibly proud of the integrity and dedication to excellence I see in my team of rock stars every day  Clara Alberg (Nellans), Rachel Welhouse  and Sean O’Gara. I can’t wait to see everything we accomplish in 2023. I’d also like to congratulate Clara Alberg (Nellans)  on her muchdeserved promotion to  Marketing Manager for Slingshot! She’s an invaluable asset to the team with a very bright future.” MIC will be hosting members in the MIC Business Center & AIMExpo Show Office Booth #100.

White North: After entering the UTV space at the  SEMA Show, Atturo appointed  Bill Hume as the new Sales Director for  Canada. “We are looking forward to expanding upon our historical presence in the Canadian market,” notes  Michael Mathis. “We think Bill Hume brings the right mix of experience and enthusiasm for both the product and the market to help Atturo achieve our distribution goals in Canada.”  Industry veteran Hume will serve as Sales Director for Canada. “I am confident that the Atturo Tire Lineup will be a strong and competitive brand in the Canadian market that will be well received across the country,” said Hume. “We plan to offer Atturo Tire’s full lineup across Canada, these products, especially our Winter, OffRoad and UTV Tires are a perfect fit for the Canadian culture and lifestyle.” See more of Arturo’s UTV offerings in Booth #4099 at AIMExpo.

Speaking of Lemans,  Parts Unlimited  is proud to announce the newest sales rep for the Northwest Region covering  Northern California  and  Southern Oregon areas –  Deram Tucker . His industry experience even includes a stint in outside sales for a dealer services firm. He has extensive riding experience, including  AFM roadracing . He also rides a sportbike, dual-sport, dirtbike and a sport cruiser. In his down time, Deram enjoys track days, being a BMX dad, outdoor photography, hiking, RV camping and moto camping. Parts Unlimited will be based in  Booth #7059  at the  AIMExpo

Leman’s Corp. is pleased to welcome  Kristalyn Manka to the  Drag Specialties sales team. She will be covering  V-Twin dealers in the  southern Michigan / northern Indiana area. After several years working at the  dealership level managing the shop and  service department, she can talk the talk! She can also walk the walk as a rider. She started riding in 2017 and has since owned 10 motorcycles! Her current rides are a  1999 Harley-Davidson Super Glide and a 2018  Honda Grom. Talk about diversity. In her free time, Kristalyn enjoys cooking, concerts and watching sports, particularly  powersports Parts Unlimited/Drag Specialties will be located in Booth #7059 during AIMExpo

from within:

Atturo Tire  rolls into the Great

Promoting

HISUN USA  has elevated industry veteran  Phil Chapman  to Director

of Parts & Accessories. Chapman moves from his previous role as HISUN’s Plant Manager to his new position. In this new role, Chapman has been tasked with expanding the company’s North American parts and accessories portfolios with an emphasis on increasing profitability for the manufacturer and its  dealer partners . Chapman began working in the powersports industry in 1995 and, before joining HISUN USA in 2021, was employed in various roles in the industry, including technical service, product planning and product development roles for  Yamaha, Suzuki  and  Schuberth North America  to name a few. Chapman says he takes pride in being a fixer and head-on problem solver. He thrives in product and process improvement environments and believes customers’ needs are best addressed when the end user is always top of mind. “Whether it’s units that need repairing or customer accessory needs that have to be met, I thrive on problem-solving and process improvement,” “I like to plan the work, then work the plan— meaning one has to know what they are trying to fix before executing,” says Chapman. ”I’m a service guy, we tend to be realists, and I’ve found that almost everything can be broken down into the problem, the cause and the correction to find a solution. I look forward to bringing this mindset to my new role to bring our dealers  and customers a true OElevel experience whether it’s parts and accessories or ongoing product development and improvement.”

VP of Operations Jamie Cheek adds, “We’re thrilled to have Phil take the helm in our  Parts & Accessories Division , his extensive industry experience and diverse skillset will greatly benefit our team. Phil will work hard to add to and round out our sideby-side accessory categories. We look forward to seeing what Phil brings to dealer showrooms  for HISUN USA customers.”

To that end  Matt Christopher is now North Central territory sales rep. This is the second new road warrior Landmaster has hired in the past 30 days. A 14-years field rep, Christopher has covered various territories across the U.S. “Most recently I’ve been in a district sales manager role covering the  Pacific Northwest,” he notes. “Prior to that I spent 8 years at a  Marine/Powersports dealer in the Midwest. Now, I am excited to be moving back to my home state of  Minnesota to take on my new role as RSM with Landmaster,” adds Christopher. Although he officially started with Landmaster back in October, he had to go through several weeks of extensive sales training and hands-on product training at the  Landmaster factory before calling on dealers in the field.  “I could not be more excited about joining the Landmaster team and the great products and people that make up this brand. I look forward to growing Landmaster’s presence in the North Central region,” concludes Christopher. Outside of sales Matt enjoys spending time on the water, trail-riding, or on the golf course. In the winter he enjoys snowmobiling and skiing.

They say a rising tide floats all boats. Most recently with  Malibu Boats , industry veteran  Eric Bondy  has come on board with S&S Cycle  as VP of Sales & Business Development for the powersports performance powerhouse. In this new role, Bondy will lead S&S Cycle’s global sales and business development efforts. Before weighing anchor with Malibu, Bondy held executive roles with  Textron, Kymco  and  Arctic Cat , which should serve him in good stead given that S&S recently expanded into the  SxS space  with the launch of their off-road division, added several million dollars in new manufacturing capabilities and has seen substantial growth across the past five years. “Eric is a seasoned powersports leader that brings with him a deep understanding of our space,” shares S&S President and CEO Paul Skarie . “The S&S team is particularly excited to have him join our organization and help write the next chapter of this storied brand.”

American Landmaster continues to cultivate dealers. Known for its  American made UTVs  — homegrown in  Northeast Indiana — they have been ramping up production and adding to the force in the field.

ELWAY POWERSPORTS A Winning Team

On December 1 the former TNT Motorsports in Laramie, Wyoming, became Elway Powersports of Laramie, the 5th member of the Elway Powersports team. The starting five are now NOCO (Northern Colorado Powersports — A John Elway Dealership), Interstate Honda. Wild West Motorsports and Star City Motorsports (now Elway Powersports of Lincoln). Founded in 2004, the John Elway Dealership Group started as an automotive dealership and has grown to 10 locations throughout Colorado, Utah and Nebraska. But the focus has been to translate the winning ways from their namesake’s gridiron days to the powersports field in the past two years.

“During his NFL Hall-of-Fame career, John Elway won with passion and leadership,” notes Elway Powersports President Michael Maledon.  “We have applied that same winning formula to selling and servicing vehicles. We are dedicated to creating and maintaining a culture that exemplifies teamwork and a commitment to excellence. We understand that teams driven by enthusiastic teamwork win, and we have put together an All-Star roster of individuals that demonstrate a passion for exceeding the expectations of customers.”

The vision, mission, core values and culture created by the group are more than just lip service… ask any of the staff who has stayed on through when their store joined the Elway Powersports team. “I have already seen a continuation of the friendly service and family atmosphere that TNT Motorsports was known for,” claims founder Andy Thompson. “They have brought in some big IT improvements to comply with the new privacy laws the federal government has,” adds Robert Kay who sold his multi-time  Dealernews Top 100 winning dealership to the Elway group. “I honestly don’t know if the normal dealership has the wherewithal and the know-how to do what they did.”

“In my 30+ years in the industry, I can honestly say I currently work for the best group ever,” adds Greg Ditus, GM of Interstate Honda and Director of Inventory & Logistics for the Elway Powersports. “We are led by a visionary partner, Michael Maledon. The way he empowers and elevates us all is a sight to see. We have grown to 5 dealerships in a year and a half with more than 200 employees… and believe it or not he knows every single person’s name and shows interest in growing us all to our full potential.”

This we had to see for ourselves! We talked to our friend Robert Kay (see sidebar), checked in on the TNT crew and jumped on a call with powersports insider Ditus and automotive outsider Maledon by December 28.

Winning depends on teamwork – the combined efforts of each individual. — John Elway

Michael Maledon brings a fresh outside perspective to the Group: “I am currently the president of Elway Powersports, and I’m a partner in the Elway Dealer Group. I have been with the group now for about seven years. Prior to that, I was with another very large automotive group which was sold to Berkshire Hathaway. That group had acquired and consolidated about 100 automotive dealerships when we sold it to Berkshire. Then I went and partnered with the Elway Dealership Group. We got into powersports a little over a year and a half ago and that’s really my focus right now. We’re still wanting to grow in automotive but really focused right now on powersports.

Mr. Inside is Greg Ditus, the GM Interstate Honda adds, “I’ve been with the dealership since its inception in 1991 as it transitioned from Loveland Honda to become interstate Honda. It has always been a single-line Honda dealer as we’ve gone through three ownership changes since the beginning and I have to say, by far this has been the best exchange.”

The new Laramie store. Left to right: Michael Maledon President, Marie Maledon Marketing Director, Jonathan Hinshaw GM NOCO Powersports and Variable Ops Director, Ray Stibitz General Manager Harley-Davidson, Greg Ditus GM Interstate Honda/Director of Inventory & Logistics, Jeromie Ritzman Wild West Motorsports/John Elway Harley-Davidson/Director of Fixed Ops. And of course John Elway in the middle.

How does a powerhouse group in the automotive industry translate into powersports? Elway Powersports is a pretty recent development, isn’t it?

The automotive market has been kind of a crazy post-COVID with product shortages and a lot of different variables. We actually started looking at powersports pre-COVID. There was even one dealership that we looked at real closely, but we wound up not buying that one. Then when NOCO came up in northern Colorado, we decided we would go ahead and acquire that first one because we’ve got a strong presence in Colorado. We were really pleased with that acquisition. We have some terrific people there and some great brands. Then Greg’s Honda store became available right after that… and then another and another led to closing our fifth acquisition in December. We’ve got a big appetite for powersports right now.

The newest store on the team is in Laramie, which used to be TNT… A regional icon on the sled side of things and a wellrespected dealership. It seems like you’re picking some really good starting points with these stores that you’ve acquired.

I

Another one of your recent acquisitions was also one of our cover dealers, Star City Motorsports.

It was great to get to know Robert, I mean, what a neat guy. And the staff that he built there is awesome. I think he’s a people person, an enthusiast and really put together a great staff there… We’re really pleased with that store.

So Greg, this isn’t your first rodeo… you’re going on 35 years in this business? What’s it like when the car guys come in? Are you learning lots of new things?

I’m learning a tremendous amount. I was a little skeptical at first. But, as I’ve told Michael, this group is amazing how they work together, how they support each other. We just had our first partners meeting, it was a round table with a bunch of gems. Everybody was so polite, and they didn’t talk over each other… nobody pounded their chests. I’ve been to multiple 20 Groups and other types of meetings with other motorcycle dealers that just want to bury each other! It was very eyeopening from that perspective. The support and how they want us to operate has just been amazing.

That behind-the-scenes information, that’s the kind of thing that you can only get from a 20 Group, even with its flaws, or being part of a family of dealerships. It is this outside expertise that is really beneficial.

True. We’re almost developing our own 20 Group — we talk very openly. Our principles are very much group oriented. Each of the separate stores are working well together. No animosity.

You guys had a leadership meeting the same time we were having the Honda press intro for the Pioneer 6 in Montana and no axes appeared to be buried in anyone’s back…

It was all forward-facing and on target. You have to trust guys, if you’re going to turn them loose in a room with axes. It was a great experience! It would have been nice to know that Honda was just right across the river. We could have had a nice little jaunt over there and experienced that new six seater.

couldn’t be happier! I think that all five stores have just been tremendous acquisitions, with great products, great brands, and most importantly, great people.

Continued from page 21

Michael, your background is actually in legal? And then you’ve made the transition into powersports?

I went to college for business and finance. And then I practiced law for a few years. On the business side I was representing big public companies, private equity firms that were doing acquisitions. My focus was on acquisitions and finance. So I was recruited to go to work doing acquisitions on the automotive side. I was there for about 10 years, and like I said, we got up to about 100 rooftops before it was sold. I really enjoy the acquisition side but since I’ve been partnered with the Elway Group, I’ve gotten into operations on the automotive side. I ran our Jeep store for a little while. I think the nice thing coming into powersports is like Greg said, there’s not a whole lot of egos in the room. I’m proud of what we’ve accomplished on the automotive side — we’ve got some very high performing automotive dealerships — but I think we also remain humble. And I think that really helped us when we got into powersports, because there are certain things that we just didn’t know. There are ideas that we thought would work in powersports, but like to bounce them off the leaders that we have picked up — Greg and the management teams at the other dealerships. It is a great group of people that we bounce ideas off of, and we’re learning as much from them as I think that we are getting from us on the automotive side. It’s been a really nice experience with a great group of people.

And that goes against the stereotype that we have in the powersports industry of the evil automotive empire coming in and telling us how we’re going to run things. You’ve got quite a culture within the Elway Group that translates well into your automotive or powersports families.

We try to be very progressive in terms of being very customercentric. Our Toyota store was the one of the first one-price, nohaggle dealerships in the country and it rose to the 4th volume dealership in the country a couple years ago. Being transparent to your customers, no haggle, and it works. But when you put John Elway’s name on the building, you’ve got a reputation to stand behind and hold up. I think all the employees come in understanding that’s the culture. We know that we’re leaving money on the table that more aggressive dealerships might be going after, but for us, it’s not about grabbing the last dollar, it’s about creating customers for life… and happy employees. I think that’s our recipe for success. It’d worked really well for Mr. Elway and his partners and now it’s working well in our powersports group.

Greg, a year ago, who would have thought that you’d be in a private jet with John Elway as part of this family of dealerships?

It is a testament to the way that Michael is uplifting the team, developing it and showing us a bunch of different things that maybe we didn’t ever think that were possible as far as what our skill sets were. He’s really good about seeking out and finding what we’re good at and helping the rest of the team…And you’re right, I would have never have thought getting on a plane with John Elway would happen in a million years!

Michael, in your personal journey are you picking up this powersports bug? Are you riding sleds, motorcycles and side-by-sides?

I am, with Greg as my mentor. He took me on my first long ride and I bought my first bike. I do a lot of outdoor activities and I used to ride when I was really young. I’m really big into road biking and mountain biking and skiing. But motorcycling was new for me. So I got my first bike a year ago and Greg took me for my first ride in February. It was a great night… nice and cold! And we just went sledding a couple of weeks ago, and that was a lot of fun. The last time I had been on a snowmobile was a decade ago. These new ones have such tremendous power. It’s been fun playing with toys.

Greg and I have joked about and that’s why we stick with this business because the toys… and the people are the best in the world.

Absolutely. These customers, everyone that you come in contact with in this industry, starts talking about their rides. I’ve found with customers the dealership is the one area you can always go to feel like you’re the coolest person in the world.

But this wasn’t always the case…

When I was growing up, I dealt with a few motorcycle shops that were very racer-oriented. They were very intimidating to go into. And I always said if I had the control, I would make sure that every person that comes in the door has that feeling of being #1. So just getting people to start talking about themselves, ask them out what bike they have in common and how cool their bike is. You just watch them grow two inches right there. And then they want to keep coming back for that feeling. So Saturdays are for hanging out at a shop. it’s a destination to go to and that’s always been my idea about motorcycle or powersports dealerships — the one area where you can feel like you’re the king…

LIFE AFTER SELLING THE STORE?

One of the more recent acquisitions of the everexpanding Elway Powersports team was Star City Motorsports. NPDA Founding Board Member and Dealernews November 2021 cover dealer Robert Kay. He had decided it was time to ride more and continue his adventure trekking — he has ridden around the world and summited the highest mountain, including Mount Everest — but there were still some mountains and a month-long walkabout in the Australia Outback on the bucket list.

So he huddled with Performance Brokerage Services to pass Star City Motorsports in Lincoln, Nebraska, to John Elway Powersports. “As I did not have a succession plan, I decided to hire the professional industry experts at Performance Brokerage Services to help me navigate this life changing decision. Although I wanted to sell my business, I also cared deeply for my staff, and wanted them in the right hands after my exit. The Performance Brokerage team was sensitive to that and brought the right buyers to the table.”

NOCO Powersports

Elway Powersports Of Lincoln

Interstate Honda

Wild West Motorsports

John Elway Harley-Davidson

Elway Powersports Of Laramie

Coincidentally as this issue was coming together, Kay had returned from his trips to Australia and Nepal and was checking in on his old digs. We had to ask if there was any seller’s remorse?

“Actually I have stopped by my old store pretty regularly, tying up loose ends, getting various of my collection bikes home, etc. It seems like the Elway team is taking good care of everyone — which is great news,” he reports. “There have been quite a few changes, mostly positive, some neutral but nothing negative that I’ve seen. They are super professional.”

“There have been some very tangible benefits on the operation side, particularly with the CPSC privacy laws coming into play for 2023. This is an issue the NPDA has been facing on behalf of its member dealers, but it is some deep waters for a solo dealer to navigate. With their automotive expertise, the Elway team brought a defensive unit on the field to help the newly renamed dealership with a win.

“They have brought in some big IT improvements to comply with the new privacy laws the federal government has,” adds Kay. “I honestly don’t know if the normal dealership has the wherewithal and the know-how to do what they did.” He also says he got out of the game at the right time.

“There is no question in my mind that the bigger dealer groups will continue to grow while the smaller players will find it increasingly difficult if they want to stay out of trouble with the government.” All’s well that ends well? Not at first, he admits.

“I had enormous seller’s remorse for the first few days after closing the deal. I felt like I’d cheated on my wife and buried a loved one at the same time. Fortuitously I left four days after the closing for my seven week trip to Australia. That trip was actually planned for 2020 but super strict COVID travel restrictions in Australia forced me to delay it until 2022. The closings of the two dealerships was actually accelerated slightly to accommodate my travel schedule which had been arranged many months prior.”

Good planning and a global pandemic came together. “Basically what happened is I ‘shifted gears’ mentally when I boarded the plane for Sydney and switched into adventure/travel mode — all the emotional thoughts were forced aside as I focused on prepping bikes and then riding around Australia. It was cathartic for me and it would be my number one recommendation for anyone selling. Not necessarily to go to Australia, but to have something really big planned very shortly after their closing. I returned home and was a little concerned that those initial emotions would rush back to me but it never happened. I’m truly glad to have closed that chapter of my life and have zero desire to ever return to it!”

Can a made man really find happiness once they are out? “I can imagine that one could get bored or lose a sense of purpose with retiring but so far I’ve been busier than I would prefer. There are a lot of loose ends when you sell a store and I’m so glad I did it when I am healthy and still have (most) of my mind left. I don’t know how a spouse could properly sell a business like this if circumstances forced it on them.” He adds that choosing a professional like George Chaconas at Professional Brokerage Services is critical. “Without help, a dealer or family member would leave enormous sums of money on the table.”

In addition to continuing to work with the National Powersports Dealer Association, Kay has also agreed to work with Garage Composites and moderate a 20-Club. “I’m looking forward to doing the 20 Clubs. I remember when I first went down that path in 1997 and what a difference it made in our profits and cash flow. I’d like to pass that help on to other dealers now…

In summary, I have no regrets with the decision to sell to the Elway Powersports.”

THE VILLAIN IS A HERO!

Christmas Comes Early For Select Segway Dealers

Segway Powersports started dropping hints that their much anticipated Villain Sport UTV would be coming to town starting in October. However the response has surprised even Segway’s brass! By the end of November, all its available inventory had been accounted for. True to their word, the pre-order units began dropping at dealerships in early December.

“Having worked closely with our sales and marketing team, we made a conservative sales volume estimate for 2022 and the Villain mode,” says Shane Wilson, VP of Segway Powersports. “While we felt confident in our ability to reach our target, we’ve been pleasantly surprised in achieving those targets at a much faster pace than originally projected. Dealer acceptance has been strong, and it is clear there is an appetite for the technology, performance and quality Segway is delivering to the powersports industry.”

In addition to the sporty Villain Segway also announced its updated Fugleman UT10 platform. Unlike other comparable models on the market, both the work and play variants of the Villain and Fugleman series come standard with a premium driver’s seat, electric power steering (EPS), a 10.4-inch smart touchscreen (optional on the Villain SX10 E and Fugleman UT10 E models), Smart Moving APP (SMA), tilt steering, roof and doors.

For maximum versatility, the Villain comes in both 64-inch and 72-inch versions across 3 different model options. The flagship 72” Villain SX10 X comes complete with Segway’s Smart Moving App and 10.4” Smart Touchscreen. Meanwhile, the 64” Villain SX10 X is engineered with the same technology in a narrower application; and the value-conscious 64” Villain SX10 E utilizes the same narrow platform but has some of the bells and whistles stripped away for a lower price point. All Villain side-by-sides are available in 4 colorways including Segway’s signature Intensive Red, Dream Green, Innovative Gray and Bold Black.

Fugleman For 2023

The updated Fugleman platform delivers class-leading performance with a potent 105 HP from its 1000cc engine. Combining performance and functionality, the Fugleman offers a 1,000 lb. bed capacity, 2,500 lb. towing capacity with an industry- leading 10.4” touchscreen and connectivity powered by the Smart Moving App. Available in two different models, the Fugleman UT10 X and Fugleman UT10 E both come in 3-person configurations and 4 colors including Intensive Red, Dream Green, Innovative Gray and TrueTimber Prairie Camo.

Smart Commanding System

All models feature the brand-new Smart Commanding System (SCS), consisting of Segway’s Smart Moving APP. Utilizing the cutting-edge internet of vehicles (IoV) to help you

blaze a trail and explore the wild, you can access the realtime data of your vehicle through SCS. The SMA offers the following features:

• Airlock: Via Bluetooth, you can activate and start your vehicle remotely using your smartphone as the key.

• Driver setting: Customize your vehicle for a personalized fit to enhance your ride.

• Safety alerts: In the event of a collision or rollover, the app will automatically send an SMS text to your emergency contact with your GPS coordinates.

• Real-time data: View real-time vehicle performance data with speed, acceleration, torque and power output, mileage and more.

Power To The People

All three Villain variants and the two Fugleman workhorses share the same 1000cc powerplant producing 105 horsepower and 65 ft-lbs. of torque. The SX10 E and SX10 X models feature 14-inches ground clearance, while the SX10 WX model has a whopping 15-inch ground clearance. The workhorse Fuglemans feature 1,000-pound bed capacity and 2,500-pound towing capacity.

The UT10 X specifically boasts 14-inch forged aluminum wheels with beadlock ring; these reinforced inner lips provide extreme strength and durability. Both Fugleman models come with 27- inch 6-ply tires. All makes and models come with a 1-year consumer warranty/90-day commercial warranty. Speaking of warrantees, Segway is launching the Villain with additional dealer support.

“Unlike newcomer OEMS, who get their feet in the door with bold new products but flounder when the time comes for support after the sale, Segway offers both the product and support capabilities to deliver additional retail sales for your dealership,” concludes Wilson. “Our staff, parts warehouse and headquarters are all located right here in the US, which means you can talk to a real person, easily access parts and resolve program or warranty issues quickly.” To become a dealer click here: https://www.segwaypowersports.us/become-a-dealer/ See more at: www.segwaypowersports.us

SPECS

72” Villain SX10 WX - MSRP: $19,299

• Colors: Tensive Red, Dream Green, Innovative Gray, Bold Black

o Dual A-Arm Front Suspension with Stabilizer Bar and 16inch Wheel Travel

o Multi-Link Trailing Arm Rear Suspension with Stabilizer Bar and 18-inch Wheel Travel

o Segway Coilover 2.5 Damper System o 30x10-14 front and 30x10-14 rear CST Stag tires o 14-inch Aluminum Wheels with Beadlock o 15-inch Ground Clearance o 10.4-inch Smart Touchscreen with Smart Moving App

64” Villain SX10 X - MSRP: $18,299

• Colors: Tensive Red, Dream Green, Innovative Gray, Bold Black

o Dual A-Arm Front Suspension with Stabilizer Bar and 14inch Wheel Travel o Multi-Link Trailing Arm Rear Suspension with Stabilizer Bar and 17-inch Wheel Travel

o Segway Coilover 2.5 Damper System o 27x9-14 Front and 27x11-14 Rear CST Stag tires o 14-inch Aluminum Wheels with Beadlock o 10.4-inch Smart Touchscreen with Smart Moving App o 14-inch Ground Clearance

64” Villain SX10 E - MSRP: $16,899

• Colors: Tensive Red, Innovative Gray o Dual A-Arm Front Suspension with Stabilizer Bar and 14inch Wheel Travel o Multi-Link Trailing Arm Rear Suspension with Stabilizer Bar and 17-inch Wheel Travel o Segway Coilover 2.5 Damper System o 27x9-14 front and 27x11-14 rear CST Stag tires o 14-inch Aluminum Wheels o Smart Moving App o 14-inch Ground Clearance

Fugleman UT10 X - MSRP: $16,699

• Colors: Tensive Red, Dream Green, Innovative Gray and TrueTimber Prairie Camo o 10.4-inch Smart Touchscreen with Smart Moving App o 2,500-pound Towing Capacity o 1,000-pound Cargo Bed Capacity o 4,500-pound Winch

o Dual A-Arm Front Suspension with 9.5-inch Wheel Travel o Dual A-Arm, Independent Rear Suspension (IRS) with 11inch Wheel Travel o 27x9-14 Front and 27x11-14 Rear Tries o 14-inch Aluminum Wheels with Beadlock

Fugleman UT10 E - MSRP: $14,399

• Colors: Dream Green, Innovative Gray and TrueTimber Prairie Camo o Smart Moving App o 2,500-pound Towing Capacity o 1,000-pound Cargo Bed Capacity o 4,500-pound Winch

o Dual A-Arm Front Suspension with 9.5-inch Wheel Travel o Dual A-Arm, Independent Rear Suspension (IRS) with 11inch Wheel Travel o 27x9-14 Front and 27x11-14 Rear Tries o 14-inch Steel Wheels

WHAT THEY SAID

The staff has been extremely excited about the addition of the Villain to the showroom floor. Customers have been drawn to their sleek esthetic and technological features. The price point is competitive, and we have already retailed a couple of vehicles since their arrival. ~ Brad Brown, General Manager of RideNow Powersports Georgetown

The Villain has been well received in our dealership. We sell most brands of side-by-sides in the market and feel the Villain is top of class as far as performance, fit and finish. The Segway brand is recognized for innovation and technology, and it is shown in the Villain. ~ Tim Crawford, Regional GM of Fox Powersports

This machine is really well built, and as you can see, a ton of fun!! Stay tuned for more! ~ Hell Fury Motorsports https://www.youtube.com/watch?v=sTrs4muicZA

We are completely blown away by the response. Introducing a new product comes with a lot of preparation. As we navigate the post-COVID market, we are faced with some new challenges, but the dealer and consumer acceptance has been overwhelmingly positive. ~ Gabriel Cruz, marketing director for Segway Powersports

Dealernews Research

By Don Musick

ALEXA, SIRI… MEET

JARVIS PART IV

IN YOUR FACE!

So far, all of the smart/super-smart helmet devices that we’ve examined have relied on independent HUD screens (prizm-based or waveguide) that are placed in the riders FOV. The screens are typically transparent which allows visual information to be displayed as an overlay on the road ahead. Nice, but it still falls short of the Jarvis-like augmented reality visuals. Lets take a step back and take a look at what’s brewing in the automotive world.

First to market on Cadillac’s “Ultium” battery platform is the all-electric 2023 Lyriq. The Lyriq features a unique AR HUD overlay which is scaled and perspective-adjusted so it appears mapped onto the road ahead. The technology, called the “Dynamic Holography Platform” was developed by UK-based “Envisics”. The system is capable of seamlessly displaying navigation vectors/ cues, hazard warnings, automatic cruise-control, points of interest, destination markings and more directly on the windshield.

Could the same type of AR technology be incorporated into a helmet visor?

At CES 2020 the Chinese company “Livall”, a manufacturer of smart cycle and ski helmets, introduced their concept smart motorcycle helmet.

Once again, the Livall helmet checks off many of our wish list items above but distinguishes itself with a display that projects directly onto the helmets visor. While not as visually engaging as the Envisics AR HUD, it does get points for losing the extra display! Curiously though, there’s no mention of the helmet on Livall’s website which might suggest “vaporware”? Since the company already has an established brand and clientele (est. 2014), development of their motorcycle helmet likely won’t depend on crowd-funding and the “mum word” may only reflect pandemic-induced global chip shortages. Still, it looks pretty promising and it would be nice to hear more.

From Livall’s neighbors to the north in Russia comes another contender, “LiveMap”. Based on LiveMap’s “projection technology”, AR image overlays appear to float in front of the rider at an apparent distance of ~20 meters. This is much closer to an Envisics-like AR HUD experience, but with an important distinction. In an automobile the AR is fixed to the windshield so the only view presented is in the direction of the vehicle motion. With visor AR displays, the view presented is in the direction of the rider’s head which can result in a nearly panoramic FOV! This is accomplished through on-board accelerometers, gyroscopes and digital compasses to track head movement.

First introduced at CES 2019, LiveMap was initially focused on perfecting their AR navigation system. However their ecosystem roadmap is far more ambitious than just navigation as shown in the image inset. The final prototype was completed in 2020 and a demo of the current AR display can be seen in the video above. LiveMap’s initial funding came from various State-sponsored institutions and they’re currently pursuing venture capital and angel investors. According to their website, as of 2021 they were poised to begin manufacturing with the first wave of distribution slated for the US, UK and Australia. Stay tuned!

JARVIS:

WHAT, ME WORRY?

We’ve covered a lot of ground here and although the technology is rapidly catching up, for the time being I think that JARVIS’s job is safe! And hey, if all of this wizardry isn’t your cup of tea, you can always go for the “look” and forgo tech!

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

Dealernews Research

By Lenny Sims

J.D. Power Q4 Powersports Market Overview

Powersports pricing dipped heading into the 4th quarter. While still strong from a historical perspective, all segments are now negative yearover-year. As noted last month, inventory levels are filling and demand is slowing. This is driving values down from the COVID-created highs.

In the motorcycle segment, values for the most recent 10 model years of cruisers averaged 3.0% lower in the September-October period compared to year-prior. However, year-to-date, this segment is still 6.0% higher.

Simultaneously sportbikes averaged 5.6% lower in September-October 2022 compared to the same period of 2021. Value still remains 3.8% higher year-to-date.

In the side-by-side segment, values for the most recent 10 model years of utilities averaged 2.7% lower in the September-October period compared to year-prior. This category was still 7.4% higher in the first 10 months of 2022 compared to the same period of 2021. Sport sideby-sides averaged 1.2% lower in the September-October periods, but 12.0% higher year-to- date.

Higher interest rates, a possible return to seasonal demand trends, and increased spending on other forms of entertainment and travel are likely factors behind the recent depreciation. Supply of new side-by-sides and motorcycles is not yet back to normal, which will help keep depreciation in check.

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

NOVEMBER ‘22 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

NOVEMBER AWP IN REVIEW

The Pain Of Returning To Normal

Trends in Average Wholesale Pricing (AWP) across the product spectrum continue to show rapid declines due to the impact of simultaneous seasonality and market normalization. November pricing in all major categories was down mid to high single digits versus the prior three months and down mid to high teens Year-over-Year. The steepening price corrections continue to push AWP back toward 2019 levels with no real signs of slowing as we approach the end of the year. With one month left on the calendar, Q4 pricing has fallen faster than any time since 2008.

More Newer, Cleaner Units

Product mix remains relatively stable, with the Domestic Cruiser and Sport bike categories showing slight upticks in volume versus prior months. With no significant changes in inventory source, like a spike in repossessions or a flood of aged trade-ins, we expect December volumes to follow suit. Average model ages and mileages are back on par with this time last year. This is in contrast to the ongoing rise in model age that occurred the last several years.

The Million-Dollar Question

What is going to happen to wholesale prices in the coming months? Typically, the anticipation of spring drives pricing up as dealers stock up for the busy retail season ahead. With uncertainty around inflation, employment, and interest rates casting doubts, expect December and January AWPs to continue to soften. Now more than ever it is critical to use the most current data and value guide information to value units correctly and make smart decisions. We hope the holiday season fills Santa’s inbox with requests for powersport toys!

NOVEMBER ‘22 VS. NOVEMBER ‘21 AVERAGE WHOLESALE PRICE CHANGE

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

What’s it worth? National Powersport Auctions CEO Jim Woodruff offers his two cents on the state of the industry. Values dropped precipitously and drastically, but why? More importantly where is the soft landing and when is the bounce back? “We knew the day would come and prices wouldn’t last. And I think that day has come. Using the auctions as a proxy for what’s happening out there, pricing has definitely fallen off significantly over the last several months, starting about July... and it continues to slide.”

Woodruff adds, “Dealer expectations aren’t quite keeping up with that yet. So it has affected our conversion rate and other metrics that we measure. I think it does tie in to the macrolevel market trends because people are uncertain about what’s happening. Fortunately, new unit supply is improving. Sales have not been what they were last year, but they are not horrible... definitely slowing down at this point in time with both seasonality and some of the macro headwinds...”

The state of the industry is pretty scary. It looks like new unit sales fell off a cliff September 1. What are you seeing at the auction level for pre-owned product? And what is the macroeconomic perspective of where powersports is right now?

The market has been so strong the last two years with COVID — both at retail and wholesale — that I think people have gotten used to inflated prices. I think powersports does tie in to the macro-level market because people are uncertain about what’s happening. There’s a lot of doubt and uncertainty out there right now. And I think dealers have quite a bit of inventory on hand at a time that they don’t need more.

Are we in a recession or not in a recession?

Great question. I’m not an economist, but I do have an opinion. So I’ll be happy to share that. My opinion is that we’re not in a recession now. And the reason I say that is that there’s a number of factors that go into that determination. GDP is a measure that people look at frequently. We had a couple of quarters of negative GDP, the only reason that it was negative on a real basis was because of inflation. So inflation is really the problem… if it wasn’t for inflation, we wouldn’t be having this conversation.

Take a look at what’s happening in the credit markets. Take a look at what’s happening with unemployment particularly, that’s a big one that I always keep an eye on — things are great. Profits are doing fine at a corporate level. But there is still a lot of doubt and uncertainty, a lot of fear. I think we will have a recession in 2023. I’m nearly 100% certain of that at this point in time, but it hasn’t happened yet.

So what can a dealer do with their crystal ball as far as inventory levels, both new and used at this point?

Crystal balls are always a little cloudy, some of them are cracked and it’s hard to see what’s going on… and every dealer is going to have a different opinion. Of course, their region and their product mix are going to have a lot of influence on what their inventory level should be. You know, I think 2023 is going to be an OK year, but not great. It will be down from 2022 in my opinion. I don’t think we’re gonna see the free money or easy credit times of COVID.  People will need to return to work…

But I think motorcycles will still get sold. I don’t think the credit markets are going to freeze up like it did during the financial crisis back in 2008 through 2010. So we don’t have that problem. At this point in time, it’ll just be a little bit more expensive, with higher interest rates. People may not feel as confident and comfortable as they did before based upon their employment situation. Dealers need to determine how much inventory do they really need. I would be thinking I need a little less than what I had last year. And that’s all-in new and used units.

Dealers do have new supply coming in finally, depending on the product and the manufacturer — some are still catching up. But generally speaking, it’s not the problem we had a

year ago or even the beginning of this year for supply. I think inventory will be plentiful in 2023. across almost all brands and categories, as there’s almost unlimited supply, but I don’t think there’s going to need as much used in their showrooms as they had because they’re not going to need to make up for the lack of new unit inventory that they had before.

Retail swings are probably going to be at a reduced rate. The one advantage to pre-owned is that you know someone who doesn’t have the money for a new bike or once a particular model that’s still hard to get, you know, there’s definitely a place for pre-owned in the space but it’s probably going to shift back to a balance more like what we saw pre-COVID… and at volume levels, perhaps slightly elevated above 2019 — but not what we saw in 2020 and 2021.”

dead inventory. “If I’m a dealer today, and I’m holding on to a bunch of used inventory, I would probably be looking at making sure I have the right balance or less…  I would be hedging my bets to the negative a bit,” notes National Powersport Auctions CEO Jim Woodruff.

“The reason I would hedge my bet and liquidate some bikes is because I believe pre-owned inventory will be easy to get in the spring. It might be a little bit more expensive, but you’re going to be able to get it whether it’s the auction process or through other methods,” he explains.

KNOW WHEN TO HOLD THEM… AND WHEN TO FOLD THEM!

Take a message from Kenny Rogers classic song and don’t gamble with your dealership’s inventory going into Q1 2023. Time to cash it in and hold on live cash rather than

“So if you do end up hedging a little bit too much, and you’re a little shy of what you need, you can always get more, it’s not going to be a problem,” he explains. “But if you go into it heavy, and you end up with extra inventory going into next summer, I don’t think you’re going to be happy about that situation… You’re probably going to be hanging onto stuff that you paid too much for that you’re not going to be able to get rid of at that point. Bikes bought in September will not be worth more than they were next spring… and could be worth substantially less… so I would go into the spring leaner for sure.”

So as a baseline pre COVID, the ratio was about 3:1 preowned to new. Is that going to be our new norm again?

Yes, I think for on-highway, it was in that 3:1 range — it was a little bit higher actually, for certain product categories. I think that it’s been much higher than that, because of both the Continued on page 38

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decline in new supply as well as the just the explosion in the market, increased US sales so significantly. I think we will see more of a return to an overall retail level within a dealership of 1:1 ratio is more common, pre-owned to new. I think over the last couple of years that definitely went up for those that were active in pre-owned — many dealers were. So it’s going to return back to some more of that level, most likely.

That’s for motorcycles. What about side-by-sides, sleds and personal watercraft, these closely aligned products?

In those categories, particularly side-by-sides, the ratio has typically been more like .5:1, drastically different. Why is that? Overall, SxS is a fairly new product category — motorcycles have been around for over 100 years — so there just isn’t as much pre-owned inventory to work with… And it’s been evolving rapidly.

The new models are amazing from all the manufacturers, so it’s just been a different ratio. Same thing happened where the used ratio did go up, but it will go back to what it was preCOVID is my opinion. I believe pre-owned inventory will be easy to get in the spring. It might be a little bit more expensive, but you’re going to be able to get it whether it’s the auction process or through other methods. If you’re a little shy of what you need, you get more, it’s not going to be a problem. But if you go into it heavy, and you end up with extra stuff going into next summer, I think you’re not going to be happy about that situation, because you’re probably going to be hanging onto stuff that you paid too much for that you’re not going to be able to get rid of at that point.

To NPAs credit, even back in the very beginning of COVID when dealers were paying retail for used units, you tried to put the dampers on as much as you could, but in a competitive environment, you can’t stop people from driving those prices up. So why are we seeing a “right sizing” of the pricing structure? Or is the expectation level now that I’m still going to get that? Because that’s what I paid for it?

Now it’s a good question. Definitely the right size. We’re seeing that there’s actually room to go in that regard, we have done a lot of analysis that paints a picture for that. A question that we’ve gotten over the last couple of years is “How could things be so expensive at auction?” We hold the party, we don’t set the price. It’s the free market that sets the price. That’s the beauty of the process.

The good news is that dealers were able to also charge more. So in fact, the margins even with higher option prices, for many dealers were higher in the last couple of years on pre owned

inventory than years prior even though their acquisition cost had gone up. That will continue to be a similar ratio, but at a lower level, right? Because people don’t need as much inventory. I think at this point in time, there’s still demand for it, it will still sell, there’s still somebody out there that could use that vehicle, but not at the price wholesale dealers were getting

I think it is right-sizing. We’re at a point now where if I could describe in a simple fashion, one of the things we look at is what we call retain value or depreciation stability. So if you take a two-year-old vehicle over the last several years, what did it sell for at auction relative to its original MSRP? Right? What does that look like? And is that stable? Is it going up? Is it going down theoretically, in the rational normal market, it should be fairly stable, whatever that product category happens to be. It should probably perform similarly over time.

For something like let’s say domestic cruisers, the largest onroad category, it’s not uncommon for the retail value of a two year old model also to be between 60% to 70%. But I’d say 60% of original MSRP is a fairly normal wholesale value for that vehicle in decent condition. Well, during COVID, it shot up to over 80%, almost 85% — 25% increase in value.  But they were making money, so it was okay, it works. But it’s down now to more in the 70% range. That’s not what it was, even though pricing has fallen, and I think that there’s a lot of consternation amongst the dealer community now about how much price has fallen off.

Dealers are thinking, I’m stuck with this inventory, what do I do. There’s actually some more room to go to get back to the more normal level.

So from the macro view to a micro view, specifically for Harley-Davidson, the last air cooled Sportster rolled off the line, does that create a micro spike for guys that are purist and traditionalist, and that’s going to be a strong market, if you’re sitting on those.

It could. When we see that happen with other models in the past, sometimes when a brand ceases to manufacture something… Victory would be an example. Great bike, but Polaris focused energies towards Indian. In the beginning, it didn’t have too much of an impact. And then there was a softening of vehicles because they were still plentiful. And then they went up over time. And you know, because there were people that really wanted the Victory, they love the bike, and they just couldn’t get them anymore, except through the preowned channel or through auction. We don’t really see many of those these days. So you might see the same cycle… when supply thins out, the pricing will probably go up.

In January 2020 Jim Woodruff succeeded Cliff Clifford as CEO of National Powersport Auctions (NPA), the leader in powersport vehicle remarketing services since 1990. After starting as the Chief Technology Officer in 2003 at a time when NPA was revolutionizing the powersports world, Woodruff has helped guide the company for the past 16 years, including as COO the last 10 years. ‘Companies don’t do things, people do… With outstanding people come outstanding results and the entire NPA team will remain dedicated to the innovation and superior service the industry relies on every day.” In addition to being NPA’s CEO, Woodruff also serves as the Secretary/Treasurer for the Motorcycle Industry Council and as a strategic advisor to the National Powersports Dealer Association. We are all in this industry for the right reasons… I think that people in powersports, whether they’re consumers or working in the industry, are driven by dreams and desire, not necessity or greed. My goal is to make sure NPA specifically and the industry as a whole continues to innovate and succeed.”

DŌST READY TO DUST THE EV COMPETITION

AT AIMEXPO

DŌST is the name, range is the Canadian company’s game! Every DŌST Bike comes complete with the most powerful 750W mid-drive motor in the industry and a dual battery option that delivers a whopping 120-mile range and a throttle that eliminates the need to pedal.

Try it, you will like it, suggests company founder Sam Atakhanov. “We’re so confident your customers will love their DŌST eBike, we’ll let them try it for 14 days. If they don’t love it — they can return it.” Atakhanov is also confident of the workmanship and materials that go into their bikes, offering a warranty program. “All DŌST eBikes come with an exceptional 2-year “bumper-to-bumper” warranty.”

“We’re a new company with a long history - we’ve been building electric assist bikes here in Canada since 2014,” he explains. “Our custom designs have sold in the thousands across North America in nearly every state and province. Everything we know about eBikes we owe to the thousands of conversations we’ve had with our customers, and the tens of thousands of miles we ride ourselves.”

To learn more click here: dostbikes.com

Or demo ride the bike for yourself in the eBike Pavillion. DŌST will be in Booth #1075 during AIMExpo.

SADDLEBACK IS BACK IN THE SADDLE Greenger Charges Ahead In

eBike Business

Although SoCal MX enthusiasts will remember “Saddleback” as a moto Mecca back in the day, Saddleback is now serving as an inspiration to a new generation of riders in the form of Greenger Powersports’ latest electric balance bike. An expansion of their proprietary CRF-E2 product with Honda, the little Saddleback is available to all dealers.

“With the success of the CRF-E2, it was a clear indicator kids of all ages want to ride,” explains Greenger Sales & Marketing Manager Brad Chapman. “We want everyone to experience life on two-wheels powered by Greenger.”

Motivation comes from a 22V 150W Ultra-Quiet hub motor coupled with a long-lasting LG battery. “The LG battery uses a tool-less bracket to make it quick and easy to swap,” adds Chapman. “You have two sizes to choose from — 12” or 16” — with three adjustable speed modes and it even has a push mode for the younger ones.” These features allow the Saddleback to grow with kids and their riding capabilities.

With the mindset that everyone should ride, Greenger will be releasing a family of models in 2023 to get the masses outdoors. Meanwhile Saddleback began shipping to dealers this week — MSRP for the 12” is $749 and the 16” retails for $949. All other models will become available in Q1 of 2023.

Greenger Powersports will be at AIMExpo in Booth #1074.

HUCKING THEIR HAT INTO EV MARKET

Huck Will Hit AIMExpo

Huck Cycles will be exhibiting at the 2023 AIMExpo! “This will be our first time at the show and we invite all dealers and distributors to stop by and check out our bikes,” says channel sales manager Paul Aiken. Dealers may remember Aiken as the founder of Aeromach back in the day, but now he is onboard with eBikes.

According to Aiken, “We build by hand and test the hell out of each bike before delivery. Huck is the ever-present search we are all on - equal parts destination and journey. Life is oftentimes the void in between point A and point B. To fill that gap with emotion and experience is, ultimately, the goal. “We will have the Rebel, Overland and the all new 2023 Stinger on hand. Maybe we can test ride a few before or after hours! 100% electric, 100% fun. For us, the destination is secondary. See you there!”

Huck will be in Booth #1083 — Can’t wait for AIMExpo and want to get the holeshot on Huck? Click here:huckcycles.com

KROC TAKES ON THE VARG!

Straight off the back of his WSX Championship and Supercross de Paris victories (and just before signing with Suzuki), Ken Roczen made a shocking detour to Barcelona, Spain to take the Stark Varg for a spin! “I could win on that,” said the once (and future?) moto champion.

Billed as the “first electric motorcycle to be the performance leader within its category,” dealers are being solicited and consumers can reserve a Stark VARG now for just $100 / €100 / £100 / A$100 at: starkfuture.com

To become a dealer contact:: support@starkfuture.com

LET THEM EAT CAKE

The Swedish electric motorcycle manufacturer is treating the U.S. to a taste of CAKE. The first North American CAKE :site has popped up in Los Angeles, California. Not only is this the first :site in North America, but it’s the first one outside of Europe. Located on Lincoln Boulevard in the vibrant Venice Beach neighborhood, the new space will also serve as the headquarters for CAKE’s North American sales and marketing.

“Los Angeles was a natural choice when we planned our first location,” claims CAKE CEO Stefan Ytterborn. “California is the world’s largest market for off-road vehicles and it’s our strongest market in North America. Along with wanting to be close to our largest customer base, California’s progressive environmental policy is a good match with our vision of inspiring society towards a zero-emission future.”

California has a long history of being on the leading edge of enacting environmentally responsible policy in the United States, which dovetails nicely with CAKE’s mission to accelerate the transition towards a zero-emission society, combining excitement and efficiency with responsibility, continues Ytterborn. “All CAKE products and components are designed and manufactured in-house to both optimize performance and allow the brand full control to minimize the environmental impact of manufacturing.”

Eric Asmussen, Managing Director N.A. for CAKE adds, “We’re very proud to have our North American headquarters in Los Angeles. CAKE has already partnered with the city on a few key projects, like using the Ösa for patrolling bike paths with StreetsLA. Using the new :site as a base of operations, we’re excited to continue our work with the city and all the people of LA who are tired of being stuck in traffic as we strive for a zero emission future as it drives toward a sustainable future.”

The new CAKE :site doubles as a retail and service center, as well as an event space and showroom. Its proximity to the beach and trendy neighborhoods like Santa Monica, Venice, and Marina del Rey make it an ideal location for new customers to test ride CAKE’s urban commuter bikes, Makka and Ösa. Beyond retail and service, the facility will be a place to foster the community of CAKE riders and allow them direct access to the team behind the brand.

More CAKE :sites are planned to open in cities around the U.S. in 2023.The CAKE :site L.A. is now open and is located 4112 Lincoln Blvd, Marina Del Rey, CA 90292.

Veteran trade media insider  Dave McMahon has flipped the switch and is now with EV powerhouse  Volcon McMahon comes to Volcon with a deep understanding and skill set focused on powersports dealerships: After serving as Powersports Business magazine’s content director for the past 11 years, McMahon will now head up all channel marketing efforts at Volcon.

“I’m beyond excited to have Dave on the team,” says  Melissa Coffey, VP of Global Revenue & Business Development at Volcon. “His experience and extensive powersports background, as well as his proven ability to interact with  dealers on a meaningful level makes him the ideal candidate for this role.

She adds, “Dave’s extensive understanding of  dealers’ needs and challenges is key to him being able to recognize what tools they require to effectively support the Volcon brand and vehicle lineup. I look forward to him integrating with the teams here at Volcon and rolling out his channel marketing strategies.”

For his part, McMahon adds, “I’m thrilled to be part of the cutting-edge team at Volcon. The combination of vehicle performance and company culture attracted me from the start. The sales channel continues to grow thanks to Volcon’s expertise as an  EV leader, and I look forward to using my experience in the industry to help  dealerships strengthen their partnership with Volcon. The Volcon electric powersports vehicles that land on dealership showroom floors and the company’s vision from its leadership have me excited about the future of our brand.”

The recent launch of the Stag, Volcon’s flagship UTV, powered by GM Ultium batteries and electric components, has propelled the company into a position of high visibility. Additionally, the company expects the recent introduction of the  Brat, Volcon’s first  eBike, to reach a new and growing customer base. Volcon believes the addition of McMahon to the team will provide the much-needed support of the dealer network while leveraging recent product launches & growing brand awareness.

While at  Powersports Business , McMahon was part of the team that launched the Accelerate Conference, a dealer-focused event that attracted dealers from 25 states. His content-creating skills are enhanced by his experience hosting webinars that have attracted thousands of dealers and industry professionals over the years. McMahon graduated with a Bachelor of American Studies degree from the University of  Notre Dame.

“After 76 years and three generations of ownership, our family made the difficult decision to sell our three dealerships. When George Chaconas and Courtney Bernhard of Performance Brokerage Services first reached out to us, we had not yet made the decision to retire. They provided valuable information as to what the sales process would entail, and before we knew it, they brought us an offer from a well-respected company in the industry. The transaction was quite complex since we were a large, multi-location dealer. With George and Courtney’s help, and with the resources they recommended, we successfully navigated the many twists and turns and made it to the finish line. Todd Hempstead and I would like to personally thank the team at Performance Brokerage Services for their professionalism, industry experience, frequent communication, and persistence. If you are thinking of selling, and wondering if the time to sell is now, I would encourage you to reach out to them. Thank you, George and Courtney!”

For a confidential consultation and complimentary estimate of value on your business, please contact us:

Powersports Division George C. Chaconas, Senior Partner, CBI/M&AMI 813. 245. 2535 | george@performancebrokerageservices.com Courtney Bernhard, Partner 813. 753. 7262 | courtney@performancebrokerageservices.com 2102 West Cleveland Street, Tampa, Florida 33606

FLORIDA Acquired by Dave Veracka from KC Wood & Todd Hempstead

KC WOOD, PRESIDENT | BARNEY’S MOTORCYCLE AND MARINE

News from YOUR National Powersports Dealer Association

All About AIMExpo 2023

NPDA to Hold Annual Meeting at AIMExpo in Vegas

This just in: The National Powersports Dealer Association will hold its 2023 annual meeting as part of the AIMExpo www.aimexpousa.com in Las Vegas.

FREE to Dealers, AIMExpo 2023 is February 15-17 at the Las Vegas Convention Center. Here’s the LINK to all you need to know and to get signed up:

The NPDA’s annual meeting will be held the morning of AIMExpo Day 2, Thursday, February 16. While such a yearly meeting is held to keep with its bylaws, this by no means will just be a formality event for the NPDA!Tthis will be a gathering where Dealers can offer insight on the direction the group takes in 2023 and beyond.

NPDA Chairman Bob Althoff asks, “What do YOU want from the NPDA? We want to hear from Dealers: This is a group for Dealers made up of Dealers, and our best efforts will be driven by those we serve.”

The NPDA expects to showcase several initiatives already underway, as well as gain feedback on new ones that can help move the Powersports Industry to greater success. Oh sure, there will be coffee and danishes, too, added incentive to attend since few other “wins” come as easily in Vegas!

Get signed up for the AIMExpo 2023, and we’ll see you at OUR annual meeting!”

Harley-Davidson Dealer Council Planning “Open Forum” Sessions At AIMExpo 2023 Exclusively For H-D Dealers

The NPDA welcomes and serves all Powersports Dealers. Period. That means those that sell streetbikes, dirtbikes, side-by-sides, ATVs, personal watercraft and snowmobiles have a voice in our industry. However, we also have a group within the group focused on the unique needs and interests of Harley-Davidson Dealers — the Harley-Davidson Dealer Council.

With The Motor Company having done away with its large-scale gatherings, many H-D Dealers have yearned for the opportunity to gather together with their colleagues and friends to socialize as well as meet and discuss topics specific to their businesses. To that end several special activities have been planned at AIMExpo for Harley dealers specifically.

The “Open Forum” sessions planned by the NPDA’s H-D Dealer Council will provide Dealer Principals the chance to share ideas as well as network with their peers. Holding these exclusive gatherings as part of AIMExpo allows Harley-Davidson Dealers to also take advantage of all the events and activities held throughout the three-day tradeonly event.

In the first Open Forum session on Wednesday morning, February 15, Dealers will be able to “share what’s on their minds so we can capture the issues in a cohesive, positive manner,” explains George Gatto, Chairman of the H-D Dealer Council and an NPDA Board Member. Additional sessions Wednesday & Thursday afternoons will include break-out sessions from which next steps can be launched.

Harley-Davidson Dealers, what topics do you want us to cover at YOUR meetings during AIMExpo 2023? We want you to go home from Vegas a winner, so tell us what we can do to create a valuable event! Email info@npda.org and look for a more detailed questionnaire soon!

January 11, 2023

“A Candid Conversation About ... Credit Card Processing.”

Presented by NPDA Partner, Electronic Data Payment Systems

What is your biggest frustration from accepting credit cards in your Dealership?

• I keep getting an unusually high number of chargebacks …

• I feel I’m being overcharged but don’t know how to confirm this …

• I feel I don’t have any alternatives to processing cards through my DMS …

• Any of these? All of these? Other frustrations?

We’ve got 8 weeks until this webinar takes place, so we want to learn what is frustrating you in your efforts to process credit cards. Email info@npda.org, and you’ll get great help dealing with these frustrations on January 11!

Wednesday, January 11, 2023

2 p.m. ET; 1 p.m. CT; Noon MT; 11 a.m., PT

The webinar is FREE, but you need to register HERE.

There are lots of Dealers reading this who are not yet members of our organization. Why the heck not? Have you read this newsletter, and the ones before it, and seen what we’ve been up to in our first year? Have you seen our website, www.npda.org, and checked out things like the State Franchise Laws we’ve posted? https://www.npda.org/resources

We have a lot of work to do, and to be our best, we need your support. At the price of $395 a year, can you afford NOT to join your industry friends at the National Powersports Dealer Association? For those Dealers who are all ready members, Thank You!

NPDA Partner Profile:

MAXOPP MARKETING

Been there, done that… and more! Having owned and operated successful local businesses in highly competitive markets, MaxOpp Marketing says they have lived in the business they market to. They have dealt with overhead, staff challenges, infrastructure, flooring lines and customers. They have also received services from marketing agencies — and service providers masquerading as marketing agencies — who did not understand our product lines or the needs, wants and desires of their customers.

“When forming MaxOpp Marketing, we knew businesses needed someone to “Do It All for Them” — someone who would not call in sick, show up late, make excuses, or simply ignore them. We created MaxOpp Marketing to specialize in serving local businesses that deserve to be considered #1 in town, helping them grow and scale by creating and nurturing deeply organic digital opportunities with unique story-telling content, leveraged to attract engagement.”

The following questions were posed to John VaughanChaldy, Vice President, MaxOpp Marketing:

Business Summary: MaxOpp Marketing was founded to serve dealerships in the powersport, marine and RV industry.

We are a one-stop shop; our clients are served by our inhouse team. We offer and provide marketing, advertising, graphics design, video editing, copywriting, content development, sales training, and consulting services. Our approach is to do it all for you, which leaves you free to engage with your clients and work with your staff to optimize opportunities at your dealership.

We are confident that you will not find any company as committed to providing services that produce results the way MaxOpp does - and results to us means “Driving Quality Leads”. We are that unique company who holds themselves accountable, never accepts “good enough” or “that’ll do” and after 13 years, we’ve never asked a client for a term commitment/contract.

What sets us apart as a firm is that, by design, our team is comprised of experienced, skilled professionals who have a passion for the activities inspired by the products our clients sell (riding, boating, RVing).

MaxOpp’s goals and desires for our clients go beyond being the industry’s #1 lead producer; we want more for our clients, so we’ve gone beyond providing exceptional

services, we’ve developed and share our highly effective proprietary training strategies like “Digital Dialogs” to assist our clients to optimize the leads we developed. Our “Double-D” strategy has improved two-way dialogs an average of 67%, and driven conversion rates as high as 1 out of 3.5 lead engagements. We welcome your questions and we’re happy to provide references you can contact directly. Reach out and you’ll quickly see and feel how we can make a positive difference for your dealership.

Why Is MaxOpp Marketing A Partner Of The NPDA? At MaxOpp’s point of formation in 2009, a part of our Mission Statement was to “Help dealerships not just survive but to thrive.” So, when we heard about the NPDA and saw how their Mission Statement paralleled ours, we knew immediately that we needed to become a partner.

How Can NPDA Members Best Benefit From Our Partnership With MaxOpp Marketing? By contacting us with an open mind! Admittedly we are unique and candidly admit we differ in our approach to marketing/advertising for dealerships. Yet we’ve never failed to increase leads and their quality or to assist our clients to increase their conversions.

Anything Else You’d Like To Add To Help NPDA Members Understand How MaxOpp Marketing Can Help Them Do Business Better? MaxOpp brings a new perspective to marketing. Our proactive service philosophy is to create “perpetual marketing momentum” optimized by design to attract search algorithms to find and consistently deliver content that projects a friendly, positive, trustworthy, and transparent attitude targeted to engage prospects meeting key interests best matching the users of the vehicles and vessels our clients offer... which most of our client’s competitors do not find and engage when their marketing is focused and dependent on Adwords/PPC and traditional SEO.

Headquarters: Oceanside, CA Year Founded: 2009 Number of Employees: 16 https://maxoppmarketing.com

See more with John Vaughan-Chaldy here: https://www.youtube.com/watch?v=ltA5vNuqZC8

ABOUT NPDA

The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members. Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry.

Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared,

SHOWTIME

DEALERNEWS TOP 100 RETURNS TO TRADE SHOW

For 25 straight years the traditional trade show dates in February were synonymous with the Dealernews Top 100 awards. The powersports industry’s largest, longest running retail competition returns to AIMExpo in Las Vegas, February 15-17, 2023, with a special tribute to the Top 25 Grand Prize winners of all time. All AIMExpo attendees are invited to a reception celebrating the Top 100 on February 16. “We want to thank Dealers for all they do to sustain and grow our industry, support our sport, enhance our lifestyle, and serve as the pillars of our community,” said  Dealernews magazine owner (and former Top 100 winning Dealer) Bob Althoff.

“The Dealers’ impact, individually and collectively, is inspiring and vital to the future of powersports. It is high time we return to recognizing retail excellence,” adds Althoff. “Where better to salute Dealers than at our industry’s trade show?”

“AIMExpo is the annual grand stage for the North American powersports industry,” says Cinnamon Kernes, VP of market expansion for the Motorcycle Industry Council. “It attracts influential industry leaders who are focused on progressing the powersports business. Together we can energize the industry. With invaluable Dealer education programs and networking opportunities like this, as a Dealer in the powersports business, you need to be here!”

Kicking off the Top 100’s return will be a salute to the Grand Prize winners from 1992-2016. “AIMExpo will be toasting the Top 25 of All Time with a cocktail reception immediately following Thursday’s show,” she says. “All attendees and exhibitors are welcome to join in the tribute to these great Dealers — past, present, and future!”

Dealernews launched its Top 100 program to spotlight the outstanding achievements of North America’s powersports retailers in 1992, and with AIMExpo continuing to prioritize the industry with its trade-only format for 2023, the time and place to bring the program back was perfect. “For 25 years we recognized retail excellence by the Dealers of North America,” claims editor Robin Hartfiel. “Since our awards program has always been about recognizing and honoring the people we respect the most, ‘Top 100’ has been the ultimate Dealer accolade since 1992.”

TEAM TUCKER TARGETS DEALERS AT AIME Tucker

Powersports, with a significant sponsorship and huge presence on the show floor, will use AIMExpo 2023 to help dealers launch into the 2023 riding season. Tucker will highlight the newest products from its 12 owned-brands, showcase programs to support its 7000+ dealers and offer some fun with its sponsorship of the AIMExpo Industry Party.

“We’ve worked hard to provide Tucker dealers with everything they need to be prepared for the Spring selling season,” notes Tucker’s Director of Business Development Jamie Kempinski. “Our team and the staff at AIMExpo are committed to making this the best show ever.” Tucker University, the company’s online training program, will be available at the show to assist with registration, course options and updates.

Supporting their virtual training, Tucker will have an expansive physical “campus” on the show floor, featuring the house brands, as well as a special section for products available exclusively through Tucker. Kuryakyn, TwinPower, ProTaper, FirstGear, DragonFire, QuadBoss and Answer Racing will use AIMExpo as the first public showing for their newest products. Brand experts will be sharing detailed information on the design and development of new accessories and riding gear and will be working with dealers to help them prepare their dealerships to meet consumer needs in 2023.

Many of the Tucker brand managers will also be making presentations on the main stage each day as part of the New Product Showcase (see GEAR this month). Dealer attendees will have a chance to learn more from their Tucker Rep, all of whom will go through extensive product training in advance of the show. Those same dealers will be able to take advantage of Show Specials offered only to AIMExpo attendees.

There are more new products coming from Tucker partners including “new to the USA,” Forcite Helmets and “new to powersports,” Segway products, along with numerous other items distributed by Tucker. And AIMExpo has also invested heavily in the show’s E-Bike Pavilion and Demo Ride area, where Tucker products will be a big part of the show. On Wednesday, the focus will be exclusively on Tucker’s E-Power portfolio of products in that space. Experts from Fantic Bicycles and UBCO will be there to assist riders as well.

Then the fun happens on Wednesday night, when AIMExpo throws the Industry Party powered by Tucker. All attendees and exhibitors are invited.

OEM UPDATE: SUZUKI SET TO SHINE @ AIME

“Every year, AIMExpo provides the platform for the industry to come together and stay connected,” said Kerry Graeber, Senior Vice President, Division Manager of Sales and Marketing at Suzuki. “Suzuki was one of the first OEM supporters of AIMExpo and firmly believes in the value that this event provides to our industry.”

In fact, Suzuki Motor USA, LLC, has been leading the way among major OEM exhibitors since 2012. “For us that means connecting with powersports leaders, building new relationships, showcasing key new product and program offerings, and gaining valuable market insight through conversations with dealers,” add Graeber, noting this year will be no exception as Suzuki is set to show off the all-new 2023 GSX-8S and V-STROM 800DE. Joining the new middleweight motorcycles will be the thoroughly refined 2023 V-STROM 1050 line.

These exciting new products along with the multi awardwinning GSX-S1000GT+ high-performance sport tourer and Hayabusa, Suzuki’s legendary hyper-performance sportbike, will be featured in the Suzuki display along with a presence from Suzuki’s Genuine Parts & Accessories showcase highlighting ECSTAR Oil & Chemical products and genuine Suzuki apparel. “Suzuki is looking forward to meeting with dealers from around the country to discuss business and interact with Suzuki leadership while sharing more about what Suzuki has in store for 2023 and beyond.

“We are incredibly grateful to Suzuki and all our legacy exhibitors for recognizing the value that AIMExpo delivers to powersports,” added Andre Albert, MIC director of sales & marketing. “Thank you for helping us bring the industry together, all under one roof.”

Suzuki Motor USA LLC will be in Booth #7030.

LET THE GOOD TIMES ROLL! KAWASAKI ALL-IN FOR VEGAS SHOW

“To be able to meet, face-to-face, with hundreds of dealers from across the country as we kick off the sales year is a tremendous opportunity,” said Kawasaki’s Alan J. Schapel, senior manager, Dealer Development & Training in announcing Kawasaki’s return to the AIMExpo. Kawasaki Motors Corp., U.S.A., is returning to the AIMExpo show floor, February 1517, 2023, in Las Vegas with its Dealer Development & Training team to connect and strategize with potential new dealers as it begins to grow its dealer network.

“Dealers are often the first point of contact for our consumers — especially new riders — making them one of the most important ambassadors of our products,” adds Schapel. “Therefore, it is our priority to ensure that we select only the best new dealers to represent the Kawasaki brand.” Commanding more than 250,000 sq./ft. of exhibit space at the Las Vegas Convention Center, AIMExpo will also feature a comprehensive education schedule focused on providing dealers with actionable content and information that they can use the moment they return to their shops.

“We are excited to have Kawasaki join us for AIMExpo 2023,” confirms Cinnamon Kernes, MIC VP of market expansion. “Kawasaki, one of the earliest members of the Motorcycle Industry Council and a long-time industry leader, has always been at the forefront of powersports trends and innovation. Their planned use of this show as a platform to connect with dealer prospects and focus on the B2B side of their business is exactly what AIMExpo is about – connecting the industry with the industry.”

Kawasaki Motors Dealer Development team will be in Booth #8031.

DIALING IN AIME SYMPOSIUM BROADCAST

AIMExpo 2023 is taking all the best parts of the show from January of this year and building on it – and dealers are responding by registering in big numbers. That was the takeaway from November’s MIC Symposium, a sit-down conversation with the latest on the AIMExpo trade show and the Ride With Us market expansion program. The 38-minute session featured Cinnamon Kernes, MIC VP of market expansion and Andre Albert, MIC director of sales & marketing. Jacqueline Peterson, MIC vice president of communications, moderated the symposium.

“The last 30 days is when the trajectory truly dials up, and almost goes 90-degrees up,” notes Albert. “One of the big reasons the dealers come to the show is to meet with their distributor. So because we have two out of the three major distributors coming to the show, obviously our registrations are up.”

“Tucker has been a great partner,” adds Kernes. “One thing that makes the show better this year is having Parts Unlimited on board and having them recognize the value of coming to the show and connecting with dealers. They see the value in coming to Las Vegas as well, so we’re excited to have them on board, along with Motonation. We have quite a few distributors on the floor this year.”

The OE representation is there, too, adds Albert. “We have Suzuki coming back and Kawasaki returning in 2023. Triumph, KTM, GASGAS and MV Agusta will be on our show floor, so that’s super exciting news. These are a lot of heavy hitter brands and obviously there’s a huge turnout from the European brands coming to AIMExpo.”

OEMs will have a new AIMExpo stage to present their products. “We have a specific part of the show floor that we call New Product Central,” explains Albert. “Traditionally, we have new product display showcases. Those will remain…but now we’re building a stage with cameras and a host where aftermarket companies, OEM companies, and any of our exhibitors, can apply to do a new product presentation with our host on the stage. It gives dealers the opportunity to hear about products in one place.”

ALWAYS FREE FOR DEALERS!

AIMExpo is more than just a trade show. It is the place where the $39.9 billion powersports industry gathers as a community to discover, explore, and experience the trends and products that shape the marketplace. Learning, growth, profitability, and change — and it all starts here.

As a trade-only event, Dealers remain the focus for 2023. Education for AIMExpo attendees, both in the form of the Disruptive Thinking presentations and in-person MIC Symposium sessions, will again play a major role in the Las Vegas show. “We took our education and put it on the main show floor,” Albert said.

“We didn’t really know how it would be accepted, but it went down well. One comment we did get was that people missed the classroom style education, so for 2023 we’re going to have both the main stage on the show floor and we’re also going to bring back the classrooms. People are going to get that dayto-day dealership, inner-workings kind of classroom from those sessions, as well as the bigger thinking, motivational type of panel.”

AIMExpo always offers FREE registration for Dealers. Click here: https://www.xpressreg.net/register/AIME0223/landing.asp

MIC SYMPOSIUM

AIMExpo Generates Record Dealer Registrations at 100 Days to Go

AIMExpo 2023 is taking all the best parts of the show from January of this year and building on it – and dealers are responding by registering in big numbers.

That was the takeaway from November’s MIC Symposium, a sit-down conversation with the latest on the AIMExpo trade show and the Ride With Us market expansion program. The 38-minute session featured Cinnamon Kernes, MIC vice president of market expansion, and Andre Albert, MIC director of sales and marketing. Jacqueline Peterson, MIC vice president of communications, moderated the symposium, now available for viewing

“One of the number one reasons the dealers come to the show is to meet with their distributor,” Albert said. “So because we have two out of the three major distributors coming to the show, obviously our registrations are up.”

Albert encouraged more companies of all kinds to lock in floor space at AIMExpo, and for dealers and powersports staff members to register for free, and for all attendees to take advantage of Las Vegas hotel discounts while they are still available.

MEMBER BENEFIT

The Latest Motorcycle Market Predictions from Competitive Analytics

MIC members can access the latest Business Advisory & Forecast report, which details total motorcycle and on-highway motorcycle sales and makes predictions, based on macroeconomic trends, correlated to motorcycle sales. The reports examine trends that affect our industry, as well as the larger, general economic direction.

MIC members, logged in at the association website, just need to visit the Member Reports page and click on the Forecasts button.

DEALER SAVINGS

Lower Rates, Payment Solutions, Specialized Support with MIC Bankcard

In this short video for MIC Bankcard, the program’s Ray Smith talks about how the credit card processing company lowers dealership costs through its powersports industry payment solutions. The MIC Bankcard Program is a partnership with the MIC.

PIONEER WOMAN CRIS SOMMER SIMMONS

Cris Sommer Simmons has enjoyed a lifetime love affair with two wheels. An eager passenger on her stepfather’s motorcycle at age 9, she got her first motorcycle at 14, her first Harley at age 19 and has been riding ever since. Her pioneering journey on twowheels makes for quite the timeline! Author/publisher, transcontinental rider, hall of famer and Hazel Kolb Award winner, she has done it all. From lifetime HOG member as well as a Motor Maid and a member of the Antique Motorcycle Club of America, there simply isn’t enough space to cover her journey, but there are certainly some major milestones on her epic ride that have to be mentioned:

1985 — Cris co-founded the world’s first motorcycle magazine for women called  Harley Women. For the next 5 years she acted as co-publisher and editor. Since then, Cris has appeared in countless national newspaper articles, radio and television talk shows as a representative and advocate of the growing number of women who ride.

1990 — She was honored as a pioneering woman motorcyclist in the American Motorcycle Associations’ Women In Motorcycling exhibit. In 2017 she was appointed to the Board of Directors for the AMA Hall of Fame American Motorcycle Heritage Foundation. Cris has written extensively for several motorcycle magazines in the U.S, as well as around the world.  She is also a sought after speaker about women in motorcycling at events around the country.

1994 — Cris wrote and self-published the award-winning children’s motorcycle book  Patrick Wants To Ride, for which she was honored with the AMA’s Brighter Image MVP Award.

1995 — Cris was one of 4 women featured in an original documentary on women motorcyclists for Turner Broadcasting called “Biker Women.”

2003 — She was inducted into the National Motorcycle Hall of Fame in Anamosa, Iowa, and the American Motorcycle Heritage Foundation Motorcycle Hall of Fame in Westerville, Ohio.

2008 — She was inducted into the Sturgis Motorcycle Museum Hall of Fame.

2009 — She released the popular book  The American Motorcycle Girls 1900-1950 (which is still one of the top selling motorcycle history books). Later that year  Cycle Source Magazine named Cris the “Motorcycling Woman Of The Year” for 2009.

2010 — Cris rode her 1915 Harley-Davidson, Effie, 3,200 miles in the pre-1916 motorcycle cross country Motorcycle Cannonball. The grueling 16-day endurance ride started in Kitty Hawk, NC and ended up in Santa Monica, CA. Out of the 45 riders entered, she was one of only two women registered, and the only American woman rider. She made it all the way to Santa Monica and took 20th place.

2011 — Cris released  The Cannonball Diary, a book about her journey riding Effie across the country.

2013 — Cris and her husband Pat rode their 1914 and 1915 Harley-Davidsons 1,000 miles from Sturgis, SD to Milwaukee, WI to celebrate the 110th Anniversary of Harley-Davidson.

2014 — The pair also rode the 4,100 mile pre-1937 Motorcycle Cannonball on their 1934 and 1929 HarleyDavidsons.

2016 — They both rode the Motorcycle Cannonball again, on their 1914 and 1915 H-Ds from Atlantic City, NJ to San Diego, CA.

2018 — Motorcycle Cannonball, riding from Portland, Maine to Portland, Oregon once again on Effie, making Effie one of only a handful of motorcycles to complete 3 Cannonball rides. (The fourth Cannonball for Cris.)

2019 — Cris was one of 3 women (out of over 70 riders) to compete in the inaugural Cross Country Motorcycle Chase, open to 1930-1948 motorcycles. The 2,500-mile ride went North to South, from Sault Ste Marie, Michigan down to Key West, Florida. Cris rode Buddy, her 1934 Harley-Davidson VLD. The difference between the Chase and the Cannonball is no outside help, support crews or chase trucks. You have to pack everything you need for the ride on your motorcycle. This was a real challenge for all the riders! Cris respectably finished 7th in the field.

July 2020 — During the COVID 19 pandemic, Cris launched “Coast 2 Coast” a weekly, hour-long FaceBook Live/ YouTube show. Along with Co-Host famed motorcycle photographer/journalist, Michael Lichter, the show features interviews with women riders from all over the world. After 49 shows, they went on hiatus until recently.

Gin Shear — RiderCoach & DMV Instructor, Learn2Ride

Along with partner (and fellow Top 100 winner)

Sue Slate, Gin founded Women’s Motorcyclist Foundation, Inc. as a charitable/educational foundation. They raised in excess of $2.3 million for breast cancer research and WMF Inc. also provides a Red Cross course, teaching CPR and First Aid Courses to Scout Troops, motorcycle clubs and MSF coaches. “When I was 7 years old I got my first magazine subscription. It was to HarleyDavidson’s  Enthusiast magazine. I didn’t actually get my first bike, a Kawasaki KZ400, until I was 25, but my Mom moved her car out of her and Dad’s garage so I had a safe place to park it.”

Erin Sills — LSR world record holder and WRN Leadership Board Member

As announced at AIMExpo in 2019, land speed record holder and retired social media exec Erin joined the Leadership Board of WomenRidersNow.com (along with Sarah Schilke who was highlighted in the last issue). “I’ve met some incredible women through my adventures in land speed racing, and I see chairing the WRN Leadership Board as an extension of the programs I support to encourage new female riders and racers. This is a great time to be a woman on two wheels, and it’s paramount that all riders have access to the important resources that WRN provides through the WomenRidersNow.com site and its email and social outreach.”

Sue Slate —National Programs Chair Women’s Motorcyclist Foundation

In addition to the work Sue does with partner Gin on behalf of the Women’s Motorcyclist Foundation, the dynamic duo co-host DIRTY for GOOD Female Focused Dual Sport / Adventure Rider Training/Fundraising Camps & Tours (see Gin’s bio above). Two of WMF’s enduring legacies are their “On Track For A Cure” and “Adventure For The Cure” events combining fundraising with rider education. These programs are designed to give to the greater good plus enhance skills and enlarge the number of opportunities. She also spent a decade with Riders Of Kawasaki’s RLK Team. Both Gin and Sue have taught for Learn2Ride in Rochester, NY since 1992.

Kathy Sommervold — Event Manager, LeMan’s Corp/Parts Unlimited

With all of the industry rides like the Rocky Mountain 300 to the annual NVP in Madison and Louisville these days, there are no dealers, vendors or road reps that Kathy Sommervold has not been in contact with during her tenure with Parts Unlimited/Drag Specialties. However, December 13th was a big day on Kathy’s calendar: “Well 40 years ago I stepped in the front door at LeMans and today I walked to my desk and had this nice surprise. Didn’t even know it was my anniversary. Thank you Lisa Reif for putting this together and to all the ones involved with the surprise. It’s been a great ride for sure. Feeling pretty special today!”

Lindsay Stanley — Brand Experience Manager, Kawasaki Motors Corp.

Living the dream! In her day job from 9 to 5 Lindsay is Kawasaki’s Experience Manager… after hours is when “Linz”, her cosplay alter ego comes out to play. “With production experience from companies such as The Walt Disney Company, Blizzard Entertainment, and Urban Decay, I am experienced in all facets of Entertainment — including creative content such as hosting and Influencer Marketing, but when I’m not saving the world from super villains, I consider myself to be a Geek of All Trades™ because I love all things geek-related from movies to comics and video games.”

Brenda Stiehl — Production Manager Dealernews

Chances are if you have done business with  Dealernews in the past 5 years, you know our Production Manager Brenda. Before joining the motorcycle trade media, she had a diversified background with 8 years in the motorcycle industry and 18 years in action sports. She has held positions at Schwinn/GT Bicycles, TransWorld Media and Motorsport Aftermarket Group in marketing and finance. “I love being a part of a team that cares so deeply about the motorcycle industry and it is my pleasure to help deliver a respected monthly magazine in support of the powersports industry’s retailers while bridging the gap and harboring success with our B2B clients.” An accomplished cyclist from her time with GT, Brenda has been our resident eBike advocate, but she has broadened her two wheel horizons to include ICE, starting MIC’s “RideWithUs” program at IMS and branching out from there.

Personnel Files

By Alex Baylon

SALARY TRANSPARENCY

Making Cents Out Of Payrolls

Money talks! Get ready to get comfortable talking about the uncomfortable (and sometimes) taboo topic of money. Specifically salaries… I remember the time when having your resume online was the kiss of death. Employees were so worried their employer would find out they were looking they never even applied.

Companies like LinkedIn have helped break down those barriers and made it more acceptable for your resume to always be online and updated. However there is a new taboo to discuss, and money talks. This time the salary barriers are not being broken down by some social media tech company, but instead by our lawmakers. Let me tell you what has happened… and what is coming with pay transparency laws.

Pay transparency on job postings are laws that require employers to disclose the salary or wage range for a particular job in their job posting. These laws are intended to promote fairness and equality in the workplace by ensuring that employees are paid according to their qualifications and experience. The legislation is intended to objectively compensate candidates rather than based on subjective factors such as negotiations or personal connections.

Pay transparency laws vary by state, with some states having more comprehensive laws than others. For example, some states legally require employers to disclose the salaries of all employees, while others only require disclosure for certain types of jobs or

industries. The most recent state to make it mandatory was New York. The next one in line — which should be law by the time you read this — is California’s Transparency Law which will be in effect on January 1, 2023.

Here are some laws by state:

Alabama - Employers cannot decline hiring, interviewing, promoting, or employing a candidate who refuses to provide their salary history

Alaska - No law

Arizona - No law

Arkansas - No law

California - Employers cannot request salary history and must disclose salary ranges on job postings starting January 1, 2023

Colorado - Employers must disclose salary ranges in job postings

Connecticut - Employers must disclose salary ranges upon candidates request

Delaware - Employers may not screen employees based on salary history

Florida - No Law

Georgia - City agencies may not screen employees based on salary history

Hawaii - Employers cannot request salary history

Idaho - No Law

Illinois- Employers cannot request salary history

Indiana - No Law

Iowa - No Law

Kansas - No Law

Kentucky - City offices cannot request salary history

Louisiana - Employers cannot seek salary history or screen candidates based on it

Maine - Employers cannot request salary history

Maryland - Employers cannot request salary history

Massachusetts - Employers cannot request salary history

Michigan - Ban on salary history bans for all, except state departments

Minnesota - No Law

Mississippi - City office applications cannot request salary history

Missouri - Employers cannot request salary history

Montana - No Law

Nebraska - No Law

Nevada - Employers cannot request salary history or screen candidates based on it

New Hampshire - Employers may not screen employees based on salary history

New Jersey - Employers may not screen employees based on salary history or require a specific range to satisfy a minimum or maximum criteria

New Mexico - No Law

New York - Cannot request salary history and must use salary on job postings

North Carolina - State agencies cannot request salary history or use it to set pay

North Dakota - No Law

Ohio - Employers cannot request salary history

Oklahoma - No Law

Oregon - Employers cannot request salary history until a job offer has been made and cannot use a candidate’s previous salary to set pay

Pennsylvania - State agencies cannot request salary history and must disclose salary ranges

Rhode Island - State agencies cannot request salary history and must disclose salary ranges

South Carolina - Changes by city and county

South Dakota - No Law

Tennessee - No Law

Texas - No Law

Utah - City offices cannot request salary history or use it to determine pay

Vermont - Employers cannot request salary history and can only confirm information after a job has been offered

Virginia - Salary history cannot be included in applications

Washington - Employers cannot request salary history but can confirm information candidates disclose. Businesses with 15+ employees must provide the minimum salary for the position upon a candidate’s request and after an offer has been extended.

West Virginia - No Law

Wisconsin - Ban on salary history bans

Wyoming - No Law

*Please double-check your state laws. This information was provided by:  https://www.zippia.com/advice/pay-transparency-laws-bystate/

SHOW ME THE MONEY

So what are the pros and cons to advertising pay ranges? One of the main advantages of advertising pay ranges is that it can help to attract potential employees. By providing a clear range of salaries for a particular job, a company can give potential employees an idea of what they can expect to earn if they are hired for the position. This can be particularly useful for job seekers who are looking for a job with a specific salary range in mind. In my experience, job postings on MIJ — and probably other job boards — will receive more applicants when you show applicants the money.

Another advantage of advertising pay ranges is that it can help to ensure that employees are paid fairly. By providing a clear salary range for a particular job, a company can help to ensure that employees are paid according to their qualifications and experience, rather than relying on negotiations or other subjective factors. This can help to promote fairness and equity within the workplace, which can in turn improve morale and productivity and help retain employees.

Let’s talk about the other side of the coin. One potential disadvantage of advertising pay ranges is that it can limit the flexibility of salary negotiations. By providing a clear salary range for a particular job, a company may be limiting its ability to offer higher salaries to particularly qualified or experienced employees.

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/

This can be an issue if a dealership is trying to attract top talent, as these individuals may be looking for higher salaries than the advertised range and decide not to apply.

Another potential disadvantage of advertising pay ranges is that it can lead to salary compression. Salary compression refers to the situation where employees with different levels of experience or qualifications are paid the same salary, due to the constraints of the advertised pay range. This can be frustrating for employees who have more experience or higher qualifications, as they may feel that they are not being adequately compensated for their skills and expertise. At the beginning of this new law it’s going to potentially cause some problems with existing employees and if you are advertising for a position that is similar — for example a sales, parts, or service advisor to name a few — and your ad shows a higher salary range than your current employees.

The last advantage & disadvantage scenario is that employees are now going to be able to see what competing dealerships are paying and may realize that they are underpaid. The advantage to knowing what others are doing is that it will allow you to see if you’re competitive or offer an advantage in your wages which will create happy employees. Or lastly, the scary part is that you may realize your wages are not competitive and your employees will start to notice.

However it plays out, I think there is going to be an adjustment period. It could cause some headaches for both employers and employees, but after we get through it, we will all be better off because of it.

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.

SANTA BRING ME A SPARE!

A Gift For All Seasons

By Donald Amador

Christmas came a little early for the off-road community in Northern California. Quiet Warrior Racing wants to congratulate members of the Mendocino National Forest’s recreation and resource team who completed the Recreational Off-Highway Vehicle Association (ROHVA) ROV Basic DriverCourse. This RBDC was taught to staff at the Fouts Springs OHV Area near Stonyford, California, on December 7-8, 2022. For those not familiar with the area, Fouts Springs is in the Grindstone Ranger District of the Mendocino National Forest.

In a gift that will keep giving, these ROHVA classes were offered in recognition of the long-standing partnership between OHV stakeholders and the Mendocino National Forest. The program is in support of the CA Off-Highway Motor Vehicle Recreation Division’s work to improve/ update important safety measures to address the rapid growth of ROV/UTV/SxS use on public lands… And as we know, getting butts in seats is the first step to getting converts.

Search, Evaluate and Execute (SEE) remains one of the many important themes stressed by ROHVA in both the online E-Course and field training. SEE is a common sense yet powerful decision-making process where a driver looks for various factors such as trail difficulty then evaluates the risk level of the situation and subsequently executes an action such as turning around and taking another route.

Protective safety gear is also another area that is highlighted during online and field education process. Wearing a

helmet, using eye protection, gloves, long sleeved shirt/ jersey and over-the-ankle-boots with non-slip soles can help the driver have a safe and fun trail experience. But there is another key component to the curriculum: Make It Home!

QWR believes another key safety axiom — that is also a key motto within the Forest Service — is having staff ensure they make it back home at the end of a work day by working in a safe manner. One of the many safety discussions that occurred was about how to “make it home” and those talks centered on outfitting your SxS with a spare tire, tire jack, portable 12v air compressor and lug nut wrench perchance you get a flat tire.

Having a puncture flat is a fairly common occurrence in the West on routes with sharp rocks, old nails, or pointed branch stubs that have fallen off trees damaged by wildfires. Being able to change a flat tire just might be the difference on making it home safely before dark or spending the night in the wild.

As a ROHVA-certified DriverCoach, my message is that, “It’s great to help train agency staff about how to safely operate a ROV/SxS on designated road, trails and areas.  And, to have them learn about the importance of outfitting their ROV with the proper tools to ensure they are able to drive home at the end of the work day.”

Since many federal/state agencies, cooperators and non-profit partners have increased the use of ROVs for recreation/resource management and fire suppression activities, QWR offers the RBDC course for agency or cooperator staff that need to get certified or re-certified before operating a government or corporate SxS/ROV.*

QWR is a strong supporter of the focused safety efforts by our partners at CA State Parks OHMVR Division, Forest Service, Bureau of Land Management, ROHVA, Tread Lightly and the CA Outdoor Recreation Foundation to address the rapid growth of ROV/UTV/SxS use on public lands.

Go ahead and take the free online ROHVA E-Course: http://www.rohva.org/

*Editor’s note: If you are interested in having Don teach a ROHVA ROV Basic DriverCourse, contact him at: damador@quietwarriorracing.com

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

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

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Confessions Of A Customer®

By Eric Anderson

HERE WE ARE...

Top Business Diagrams & Cartoons Of 2022

Do you know where you are? I am interrogating you from a business perspective, not a geographic one. Many dealers and aftermarket manufacturers “feel” they are headed in the right direction for 2023, yet they don’t have a firm grip on their current “big picture” retail reality, financial feasibility or statistical strength? Are you profitable here and now? Really?

How would you know… Unless you have an experienced powersports mentor or are a 20-group member where you can compare yourself with your peers on a proven benchmarked system. Or is that fancy car in your executive parking space proof enough to your non-inquiring mind? Ouch!

No insult intended, but you would be surprised at just how many dealers and small aftermarket businesses have no clue where they are, fiscally speaking. If you don’t have a great grasp of current affairs in your business or the rapidly changing industry around you, there isn’t much hope for getting you to the next level of success. Unfortunately, the path to success is never a straight, level, or comfortable road. Growth never happens when you are in your comfort zone.

It’s entirely possible —even likely — that “you don’t know what you don’t know” or where you “are” right now. This makes it impossible for you to envision the next level. Are you working too much “in” your business instead of “on” your business.

One of the best cures for what an industry friend and personal mentor, John Wyckoff, used to call “rectal myopia” is to get your backside to a national level tradeshow. “See, hear and feel” what other dealers and small manufacturers are doing…

and learning! Listen to what these businesses are saying about their new products, better still engage in what the new, smaller OEMs have to say about powersports.

Even the fast-growing new National Powersports Dealer Association will have a major presence at the upcoming AIMExpo February 15-17, 2023 in Las Vegas. Knowledge is power and done right, the tradeshow experience can yield some powerful results which those 2021 Zoom meetings simply cannot match. Get out more!

Even if you are not a dealer and are new to the powersports industry, get to AIMExpo! It’s amazing to see the newcomer service businesses, competitive distributors, aftermarket manufacturers and startups seething to gain attention and customers. You can let all 5 of your human senses experience the action and direction the industry will be moving towards in the upcoming year. You will never “get that” experience e-blasted into your email in-basket.

ILLUSTRATING THE POINT

These business-related diagrams and cartoons helped me “feel my way” through 2022, certainly a much better year than the one previous. Today the stock market jumped 500 points (Dec 2022) and unemployment (Nov 2022) is down to 3.7%. Gas prices are coming down, too. There are still issues, of course, but keep your chin up and your view of the industry from 40,000 feet as well as Ground Zero--inside your store.

Perhaps a racing metaphor will make it clearer: How long have you been “cherry picking” at the local racetrack? Isn’t it time for you to try out some new tracks and fields of competition for the purposes of self-improvement and growth? If you don’t get out of your comfort zone soon, then be ready for somebody else to show up at your local “business track’ from the outside… and kick your butt into the stratosphere.

Stretch that old business model and get out there! That’s where you go from here!

Pic 1: This is an overview of “Going To Market” for startup, product-based businesses I built years ago. All my  VroomNetwork.com  clients are trained to become “forensics plumbers,” to always keep their pipeline open so their product business will sail.

Pic 2: If it’s your idea and you are suffering from this syndrome, you likely are overly infatuated with it to a point of biasedness. Before you take the leap, hire an expert or more industryknowledgeable person to give you a 3rd party view on the concept. Without scrutiny on your idea, it likely won’t make it to becoming a monetized business.

Pic/Video 3: Why do certain brands become great brands? By David Brier — a 2 minute video so you “get it” on how to build a brand or a business by seeing it through your customers’ eyes and not your own. Click here: https://www.youtube.com/watch?v=uaGotppPsCs&featur e=youtu.be

NEW PRODUCT CENTRAL

AIMExpo Highlights Innovations

New products are what drive our industry. To help highlight the latest products, AIMExpo will host a centralized place on the floor for new products — New Product Central. NPC will have some of the latest products on display as well as a new product presentation stage where participating brands can show and talk about their latest products with a New Product Host. All dealers and media are invited to attend these presentations.

“Our industry is developing and delivering new products and features faster than ever before,” said Cinnamon Kernes, vice president of market expansion at the Motorcycle Industry Council, “And AIMExpo’s New Product Central will bring these products — and the people behind them — to the forefront.” Forefront literally as the Product Central display area is right in front of the Dealernews Booth at the very front of the show hall in Las Vegas.

AIMExpo is selecting up to 30 companies to give special on-stage presentations of their new product designs with host Kevin Dunworth, an award-winning bike builder and innovation leader, as guest interviewer. A camera crew will record each session, and the content will be available for use by the presenting companies for the rest of the year. “As a life-long fan of innovation, I know the challenges of bringing new concepts and products to life,” said Dunworth. “I can’t wait to speak with each of these companies to learn more about what solutions and ideas they are bringing to the table, and ultimately how they are advancing our entire industry.”

SHOW SPECIALS

INNOVATION HAS NO FINISH LINE

ProTaper gets the holeshot for the new product presentations on the main stage at AIMExpo. Since 1991, ProTaper has presented revolutionary ideas like the oversized 1⅛” handlebar and the Micro Handlebar Kit, the only control system purpose-built for youth riders. ProTaper continues to push the limits and transform how we experience riding our motorcycles with things like the new ACF (aluminum/carbon fiber) bar. See what is in store for your store in 2023 at AIMExpo on the stage or in the Tucker Powersports Pavilion. Can’t wait for AIMExpo?

Click here: https://www.protaper.com

TWIN POWER… WHAT’S NOT TO LIKE?

Most dealerships don’t live on moto alone, so the V-Twin folks will be treated to the powerful product offerings from Twin Power in the second session of AIMExpo’s presentations on the main stage. “We love the new Milwaukee 8 platform,” says Twin Power presenter Brand Manager James Simmonell. “It’s a fantastic design with huge benefits over previous generation Harley engines. We saw that there were design changes since the engine’s original introduction, and we know that a reliable oil system is critical to any engine, whether it’s a stock rebuild or a maximum performance hot rod.” A new oil pump is the latest solution to join the product range. “This oil pump is better that the stock version on M8 models produced today. With a true bolt-in installation, compatibility with stock or aftermarket components, and an affordable price... what’s not to like?” Learn more at: twinpower-usa.com

SSR KNOWS PITBIKES!

It is tough to miss SSR’s massive pavilion inside the front door of every AIMExpo and they will be hosting the first OEM presentation on the main stage Wednesday morning. “SSR Motorsports is a leader in the powersports segment,” explains GM Jeff Li. “We accomplished this by providing vehicles ranging from pitbikes to full size motorcycles — all backed by a support network that’s bolstered with our new 45,000 sq./ ft West Coast distribution center, knowledgeable staff, and attention to what both our dealers and consumers want.”  http://www.ssrmotorsports.com

ON FIRE!

DragonFire has been on fire as UTV sales have surged in the past two years, but this is just the beginning, according to Brand Manager Kyle Frederick, who will take to the stage to roll out wheels, tires and some other surprises. “Our goal is to offer UTV owners products to help them have the best looking and top performing UTV in the crowd,” he adds. “Tires and wheels are a big part of a rig’s look and feel, so it’s only natural for us to offer products in these categories.” Enter 2023 on a roll at AIMExpo or: https://www.dragonfireracing.com

ZIIDMS INTROS RFID @AIME

Designed for large and multi-rooftop dealership operations, ZiiDMS business intelligence harnesses the power of your data for better lineof-sight into dealership decision-making. Real-time data visualization is presented with easy-to-read graphs and charts which ultimately allows you to find the information you need on one-screen. ZiiDMS utilizes the latest in RFID technology allowing dealers to take inventory in one evening by simply walking around their dealership with an RFID reader terminal. Dealers can cycle counts or conduct physical inventory without manual collection of inventory data which is expensive and time-consuming. See how it works on the product presentation stage at AIMExpo, swing by  Booth #5024 for a personal walk-through or click on: https://www.ziidms.com/

ATTURO ON A ROLL!

As we saw at SEMA and the last issue, Atturo is rolling into the UTV market in a big way! “Atturo Tire has committed to entering the powersports market with two tires targeting the recreation and performance segments of the side-by-side market,” says Joe Gomez. “Nearly every SxS owner also owns a light truck and trailer for transporting their machine. While Atturo is a new entrant to the powersports market, it is a brand that is already familiar and recognizable to light truck owners. The Trail Blade SxS line will include two tread patterns derived from the most successful in our light truck lineup, however, each pattern has been specifically tuned to match the demands of the modern sport UTV.” Witness the roll out on the main stage, wheel into  Booth #4099 or click here: http://www.atturo.com

TEAM HONDA HRC 2023

Honda’s 50th Anniversary In Motocross

With the racing season fast approaching, Team Honda HRC presented its 2023 roster, including riders, management and technicians, to the media during a special event held today at Southern California’s Blackmore Ranch. This will mark the 50th anniversary in motocross for American Honda, which approaches the ‘23 AMA Supercross season with a powerful rider lineup comprising Chase Sexton, Colt Nichols, and Hunter and Jett Lawrence, along with Chance Hymas.

The squad’s 450 effort will be led by Chase Sexton, who embarks on his third AMA Supercross season aboard the factory CRF450RWE. A two-time AMA Supercross 250SX East Region Champion, the Illinois native took a big step forward this past season, regularly posting podium results indoors, finishing a close second in the AMA Pro Motocross final standings, and riding for the winning Team USA effort in his Motocross of Nations debut. As previously announced, Sexton is joined for the 2023 indoor series by 2021 AMA Supercross 250SX East Region Champion Colt Nichols, who moves to Honda and the premier class after a successful career aboard quarter-liter machinery.

For the third year in a row, Team Honda HRC’s 250 effort is headed up by Australian brothers Hunter and Jett Lawrence, both campaigning the CRF250R. This past season saw Jett not only successfully defend his AMA Pro Motocross 250 title, but also earn the AMA Supercross 250SX East Region crown, while Hunter was second in the West Region and third outdoors. For 2023, the brothers are swapping supercross regions, with Jett riding West and Hunter racing East. Meanwhile, Chance Hymas advances from the amateur ranks to join Hunter in selected East Region appearances.

In addition to his 250 efforts, Jett intends to switch to the CRF450RWE fulltime for AMA Pro Motocross. At that point, Hymas will fill his 250 spot fulltime alongside Hunter Lawrence.

Following a successful debut year as Team Manager, Lars Lindstrom continues at the helm for 2023, once again joined by 450 and 250 Crew Chiefs Shane Drew and Grant Hutcheson, respectively. Brandon Zimmerman is Sexton’s mechanic, while Nichols’ technician is Jordan Troxell. Christien Ducharme and Cameron Camera continue as mechanics for Jett and Hunter Lawrence, and Thomas Harris is spinning wrenches for Hymas.

“The 2023 season

50

motocross

said Brandon Wilson, Manager of Sports & Experiential at American Honda. “We experienced some good success in 2022, including indoor and outdoor championships in the 250 class, but we’re hungry for more. We’ve got a great lineup of riders aboard competitive machinery, and talented

Honda,

will mark

years of

for American

and we’re excited to get started,”

crew and management behind them. Honda has compiled an impressive motocross and supercross heritage over the past half-century, but we’re focused on adding to it as we head into the next 50 years.”

The 2023 season features a new format, with the 17-round AMA Supercross series commencing January 7 in Anaheim, California; the 11-round AMA Pro Motocross series kicking off May 27 in Pala, California; and the new three-round SuperMotocross World Championship starting September 9 in a yet-to-be-announced location.

CHRISTMAS MIRACLE Ride With The Pros!

By Gus Stewart

As luck would have it for me our editor Robin Hartfiel forwarded me his invitation to the Team Honda HRC Media Day at Blackmore Ranch. Robin said “Unfortunately I don’t get back from Iowa until December 11th… Who do I know that could pinch hit on a flat tracker? Buehler... Buehler?” The event was scheduled for December 9th. Fortunately for me the 9th was wide open — I answered the call and gladly registered.

Event details — The invitation read: Team Honda HRC invites you to join us for the 2023 AMA Supercross team Media presentation. The new season is just around the corner, and we’re set to field strong title contenders across all classes. Meet 450 riders Chase Sexton and Colt Nichols along with 250 riders Jett Lawrence, Hunter Lawrence and Chance Hymas. The event takes place at Blackmore Ranch in Murrieta, California, on December 9. Lunch will be provided, and members of the media will have the opportunity to interview team members.

Ride with the Pros!

Attendees will have the opportunity to ride a CRF125F on Blackmore’s flat track. Think you can keep up with the pros? Bring your gear! Now this part sounded exciting! Also a little nerve racking too as I haven’t been on a motorcycle in over 12 months — sad to say our desert trips have repeatedly lined up with our magazine deadlines. I had no delusions about keeping up with the pros, I just hoped that I could keep up with the other media guys and not crash. Note to self — don’t embarrass Dealernews or yourself. There was also the issue that my older gear was falling apart. That was remedied with a new Troy Lee helmet and some Fox boots.

With my gear bag packed and camera gear in tow it was time to head to Blackmore Ranch. The weather was close to perfect. As stoked as I was to be there, I was feeling bad for Robin missing out on the day’s events. Us media guys were greeted by the Honda people with fresh hot-off-the-grille tacos and fixings. Outside were the 2023 HRC race machines along with our CRF125Fs and a corn hole game. Inside the Blackmore Ranch main building was a pool table, vintage motorcycles and cool MX memorabilia.

We gathered around to listen to the 2023 Team Honda HRC announcements and hear from each of the pro racers — story on pages 74-75. Then came the announcement to gear up and head to the flat track. At the flat track were signs that listed the riders for each team composed of a HRC pro rider, mechanics and media guys — Team Chance, Team Chase, Team Colt, Team Hunter and Team Jett. I landed on Team Hunter with Cameron Camera and Dylan Kelley. To keep the pros safe we raced in relay fashion. Hunter suggested that I go first for our team and he would ride last — probably to make up some time for my lap times. Each team ran a practice session then it was go time!

I headed for the bike I ran into my buddy Blake Scott a regular at Blackmore Ranch. Blake jumped in as my pit and moral support guy. The crew at The Whiskey Throttle Show shot video of the practice sessions and the races. After watching the video I got a kick out of Hunter’s comments during my practice. “He hopped on the bike and said one down and four up, right? So I was a little nervous when he said that but I am actually… the performance is speaking for itself. So I mean let’s get some Gus!” All of the teams were very competitive and the final times were close but Team Hunter pulled the win. Like Hunter said “we want the bragging rights”.

The handoff to Dylan Kelley.

Results:

1st Place – Team Hunter 3:16.5

2nd Place – Team Chance 3:17.3

3rd Place – Team Colt 3:20.8

4th Place – Team Chase 3:21.6

5th Place – Team Jett 3:25.7

What a day! So awesome, fun and a bunch of great people! As Blake and I were planning our next moto adventure Eric Storz approached me with a signed “Hunta” #96 number plate as my trophy for the day. I was speechless. Everything seemed like Christmas and the fact that Dealernews was there and we won seemed like a miracle. Thank you Robin, HRC and Blackmore Ranch!

After the Team races the pros had a race of their own. Hunter Lawrence ripping!

Cameron Camera coming in hot!

VALE COY GIBBS 1972-2022

With heavy hearts, MX Sports Pro Racing and the motocross community mourn the tragic passing of Coy Gibbs, Vice Chairman and Chief Operation Officer (COO) of Joe Gibbs Racing (JGR) and the former owner of JGRMX, which competed in both Monster Energy Supercross and the AMA Pro Motocross Championship from 2008 until the 2020 season.

Official statement from JGR:

“It is with great sorrow that Joe Gibbs Racing confirms that Coy Gibbs went to be with the Lord in his sleep last night. The family appreciates all the thoughts and prayers and asks for privacy at this time.”

The youngest son of NFL coaching legend and Pro Football and NASCAR Hall of Famer Joe Gibbs, Coy followed in his famed father’s footsteps both on the field and on the racetrack. After four years as linebacker for Stanford University, from 1991-1994, he made the move to four wheels and enjoyed a brief stint as a driver in NASCAR’s Truck Series and Xfinity Series from the 20002003 seasons. He returned to football in 2004 as an assistant coach under his father with the Washington Commanders and remained through the 2007 season.

Prior to the 2008 racing season Coy parlayed his personal passion for motocross and supercross into an extension of JGR’s highly successful racing pedigree with the establishment of JGRMX. The fledgling program took a unique approach in its operation and was headquartered in North Carolina to leverage the deep engineering and development resources of the team, which worked in tandem in a manufacturer partnership with Yamaha. Over the course of 13 seasons, JGRMX established itself as the sport’s premier satellite program and became an integral entity within the industry.

A direct result of Coy’s commitment, passion, and lovable personality. JGRMX captured numerous victories and podiums over the course of its existence, despite missing out on an elusive championship. The names who competed for the team reads as a who’s who of American motocross — Justin Barcia, Justin Bogle, Justin Brayton, Josh Grant, Alex Martin, Davi Millsaps, Chad Reed, Joey Savatgy, James Stewart, Weston Peick and others.

“This is a tremendous and tragic loss, not just for the motocross community, but motorsports as a whole. Even though he was one of the quietest individuals in the pits, Coy was a giant in the business of racing,” said Davey Coombs, President, MX Sports Pro Racing. “You’d be hard pressed to find someone more knowledgeable and passionate about what it takes to be successful.

19-year-old Ty, had cemented the Gibbs family’s distinction as racing royalty by capturing the NASCAR Xfinity Series championship. Coy’s passing follows the equally tragic loss of his brother, J.D., in 2019, as the two had established a formidable second generation of leadership within the organization.

Godspeed, Coy.

Twist That Throttle!

Just a quick note I am sending to some friends. Shout out to motivational author David Nour…I need to give props to David as he had this on his forum today, and it was the catalyst for a note to my industry friends. While this article below is specific to entrepreneurs, It defines the majority of the powersports aftermarket, the people in it, the characters they are and the passion they have.

For those in powersports, most of who we deal with in the aftermarket are cut from an entrepreneurial cloth, and perhaps what drives them more than the hopes of financial success is the brands they build and the products they produce… and the notoriety this can create. Their job, work and business is attached to their self-esteem and their identity; in some cases, it defines them. God bless the brave and the driven, and perhaps the crazy ones that are fearless to try and build something from nothing!

For me, this hit home as closing my company many years ago. It was incredibly impactful financially, but what I missed most was being in the middle of it, building a brand, driving a brand, building my own company, and yes, to some degree, it defined me and allowed me to feel unique in the powersports industry. It allowed me to connect with like-minded people passionate about racing, riding and all that means to us.

I am just a few months into my new company, and I have found my passion again for the first time in a very long time. I feel, to some degree, reborn, energized, put simply… happy! Follow your passion while you can and chase your dreams while you still have the legs to run. Live Life, ride through it, twist that throttle as it goes fast and is over often way too soon.

Wishing all of you good health, happiness, and much success in your endeavors.

10. The real risk for the entrepreneur is not money; it is their self-esteem, their identity.

9. Keep doing what you are good at, and you’ll consistently build a valuable business.

8. The wise entrepreneur seeks advice from someone who has been there and done that.

7. If you are a mentor, advisor, or friend, you need to care enough and love enough to be honest.

6. The secure entrepreneur will accomplish what the timid only dream of achieving.

5. The would-be entrepreneur who ignores her dreams will eventually discover it dissipates and finally disappears.

4. When someone asks, “Why do you…” you must have an answer that connects with your soul.

3. Only a true entrepreneur has the guts to pursue his idea with everything he’s got.

2. For success, the entrepreneur and the investor must connect on the what, the why and the who.

1. Question of the Day: What challenges have you ignored? What dream have you allowed to dissipate? Will you do something about that?