FOR AULD LANG SYNE

Should old acquaintance be forgot, and never brought to mind? Should old acquaintance be forgot, and auld lang syne?

For auld lang syne, we’ll take a cup of kindness yet, for auld lang syne.

It is a new year, out with the old and in with the new AIMExpo dates that coincidentally coincide with the old Dealernews Dealer Expo dates in Cincinnati and Indianapolis. But should the industry forget old acquaintances and move forward? I suppose it depends on who you ask? Dr. Leinberger puts sentimentality aside and cautions our customer base has ridden off into the sunset. Meanwhile the ironically named Jay Old sounds off in this issue’s Backfire column about the dealer being the nexus of our industry 20 years ago… not so much in this New Year. So what is an auld guy like me supposed to think?

I still remember Guy Lombardo and the Royal Canadians ringing in the New Year with Auld Lang Syne. For the post-Boomers I will spare you the Google search: From 1929 until 1976, first on radio and then on television, Americans tuned in to the New Year’s Eve broadcast by a big band act led by Lombardo, and every single year he played “Auld Lang Syne” to bring in the new year).

“The Great Retirement” is the start of the generational shift from Boomers to Millennials and Gen Z,” says Dr. Leinberger. He cautions that old times can, and will be forgot as this industry transitions. “When it is over — approximately eight years from now — we will be living in a changed world and the powersports industry will be catering to an entirely new customer base... Like it or not!”

Jay Old from upstart start-up KickstandUp further challenges, “Twenty years ago, the local dealership served as a powerful hub for moto culture. With a passionate stable of riders and bulletin boards packed with flyers for local events and races, dealerships provided customers with tremendous added value. As the dealer-customer relationship has grown increasingly transactional, riders are largely on their own to figure out how to enjoy their two-wheeled toys… Many are left all geared up with nowhere to go.”

The phrase “auld lang syne” directly translates from Scots language to modern English as “old long since,” but can be interpreted in practice as “old times, especially times fondly remembered” or an “old or long friendship,” according to Dictionary.com. Are we hanging onto old acquaintances and outmoded business practices too long? Or should we gather as an industry and share a “pint-stoup” as Robert Burns poem suggests?

How about both? AIMExpo provides our entire industry the opportunity to see what’s new, learn first-hand how to cope with what is coming in the disruptive thinking educational presentations and, after a full day on the show floor, share a cup of cheer at the Tucker Industry Party on Wednesday night. Lest old acquaintances be forgot, Dealernews is bringing back the Top 100 program with a toast to the previous 25 years’ Grand Prize winners on Thursday night.

The lyrics to the later verses of Auld Lang Syne call for a pint-stoup — essentially saying, “Surely you’ll buy a pint and I’ll buy a pint and we’ll drink to the good old days.” However at our Top 100 salute it will be more like McGraw Margaritas and tacos.

Cheers to a new year and new ways of doing business! We’ll take a cup of kindness yet, for auld lang syne

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

INTRODUCING THE X-CAPE ADVENTOURING

Moto Morini, the iconic Italian motorcycle brand founded in 1937, has long been the symbol of Italian innovation and performance. With a heritage of producing extraordinary motorcycles, Moto Morini brings decades of master craftsmanship, exceptional Italian design, premium quality and unparalleled performance to the United States with a portfolio of motorcycles to meet and exceed the demands of today’s riders on and off the road. BECOME A DEALER TODAY.

MSRP $8,299

IS AIME THE PLACE?

I am a former Harley-Davidson dealer. Reopened as an independent. Is AIMExpo the most pertinent event in the industry for domestic cruisers? I am looking for some gear and ancillary items for our shop. I did get spoiled by HDFS, but if I could find weekend finance vendors it would be a good thing. I used to go to Indy, but I do not see that as an option any more.

Scott Hutson, Dealer Principal Cycle Connection

Joplin, MO www.cycle-connection.com

AIMExpo is on target, Scott. With the demise of the Dealer Expo in Indy, and Paisano pulling the plug on the V-Twin Expo in Cincy — and most recently the International Motorcycle Shows going on hiatus after 45 years — AMExpo is our only industry show with a B2B focus. As you can see from this issue, there are a whole host of vendors who will be in Las Vegas and we are betting they can supply all your PG&A and F&I needs!

IS NOT THE PLACE!

A NATIONAL DEALER ASSOCIATION?

There are 36 State Dealer Associations listed in NADAappraisal guides. I would bet 10% are up to date, but a start to getting a national association back and viable. Jerry Abboud from Denver could shed some light on the failure of our last organization. I will keep reading about progress and put my 2 cents in as necessary. Thanks for the thought as it is necessary for our own good.

Um, a publication that has been focused solely on brick & mortar dealerships since 1965 is probably not the best place to provide details on circumventing the system. That being said, Sur-Ron recently had a change in policy, dropped out of AIMExpo and is apparently revamping its procedures for becoming a dealer in the U.S. — but you would be better off asking them directly instead of DEALERnews.

Richard G. Riley Fredericktown Yamaha Frederick, MD

Since Mr. Riley sent us this note, NPDA has celebrated its 1-year anniversary and has more than 250 dealers as dues-paying members. Coincidentally his dealership was featured in the January 2022 issue… guess NPDA and Fredericktown Yamaha are both on the same page, as it were.

Top 100 Nomination

I recently did a tour of the new service department at Bob Lamphere’s Beaverton Motorcycles. They have a great approach and layout to train and maintain the all-important ever harder-to-find technicians. I was just thinking that this could be a cool story for Dealernews to cover. Matt Munsterteiger is the GM, and he is a great guy!

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Dealernews Salutes Top 100 At Aime

To commemorate the return of the Top 100 program, Dealernews is throwing a party at AIMExpo… and did we mention free tacos? All AIMExpo attendees are invited to a reception honoring the Top 25 Dealers of All Time 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,” says 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… And where better to salute Dealers than at our industry’s trade show?”

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 McGraw Margaritas and tacos courtesy of the Pediatric Brain Tumor Foundation immediately following Thursday’s show,” said Cinnamon Kernes, VP of market expansion for the Motorcycle Industry Council. “All attendees and exhibitors are welcome to join in the tribute to these great Dealers — past, present and future!”

Dealernews magazine 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.

TRIUMPH TALKS MXGP… AND MORE

In mid-December the moto world was rocked when Triumph (Booth #5030) announced it was going to compete in the MotoGP and SuperMotocross World Championship at the start of the 2024 season. With the input from the greatest Supercross & Motocross racer of all time Ricky Carmichael (coincidentally last year’s AIMExpo Keynote speaker) the team will be led by Bobby Hewitt and team manager Stephen ‘Scuba’ Westfall. The team will be located at a dedicated new state-of-the-art private race facility in the US.

“Following close on the heels of our recent announcement to enter the FIM Motocross World Championship in 2024, launch of Triumph’s partnership with the incredibly talented team of Bobby and Scuba in the all-new Monster Energy AMA SuperMotocross World Championship continues our journey to the top tier of off-road competition and racing,” said Triumph CEO Nick Bloor. “I have no doubt, knowing the experience and capability shared between our dedicated in-house design and engineering teams, and Bobby’s handselected team of racing experts, that this partnership will make an indelible mark on the history of this incredible sport and Triumph’s illustrious brand.”

“To be able to help build this US Triumph Racing team from the ground up is a once in a lifetime opportunity,” added Hewitt. “Triumph Motorcycles have been a part of my family growing up and to have them now decide to enter into professional off-road racing is a tremendous opportunity for our sport and a testament to the growth of the motorcycle industry overall in America. I am honored to be working alongside everyone at the factory in Hinckley and cannot wait to get back to the racetrack in 2024 with our new team and compete for an SMX World Championship!”

The Triumph Racing Factory Team will field its all-new Triumph 250cc 4-stroke MX bikes in the 2024 SuperMotocross World Championship, Triumph will additionally field its forthcoming 450cc bike in the SuperMotocross World Championship in the 2025 season. Swing by Triumph’s display at AIMExpo or get the holeshot on all we know here: www.dealernews.com/Home/post/triumph-talks/2022-12-13

Oem Update

Stacking The Deck At AIMExpo

Triumph is not the only OEM to show its cards in Las Vegas. The pot just got sweeter as Yamaha Motor Corporation, U.S.A., and

KTM North America, Inc. have anted up. OEMs meeting with dealers is a sure thing, says Andre Albert, director of marketing and events at the Motorcycle Industry Council. “Dealers are the lifeblood of our industry,” he points out. “Manufacturers know that the best way to help businesses grow and thrive is to connect, in-person, with those who represent their products daily to customers.”

This pair to draw to — Yamaha (Booth #3133) and KTM (along with its Husqvarna, GasGas and MV Agusta brands) — join a full house in Las Vegas, including: Benelli/Keeway America (Booth #2022), Kawasaki Motors Dealer Development (Booth #8031), GasGas (Booth #5104) KTM/Husqvarna (Booth #5110), Moto Morini (Booth #2031), Piaggio Group (Aprilia, Moto Guzzi & Vespa Booth #1059), MV Agusta (Booth #5104), Reiju (Booth #1039), SSR (Booth #4003), Suzuki Motor USA (Booth #7030) and the aforementioned Triumph (Booth #5030).

“There is no better opportunity than this for dealers and manufacturers alike to network, learn and plan for profitability,” concludes Albert. “Major aftermarket brands, distributors, data & financial companies, services, marketing companies and industry leaders will all be here in one place. Not to mention we’ll have AIMExpo’s Disruptive Thinking Education series that will offer plenty of actionable ideas that can be put to use immediately.”

MOTO MORINI TAKES AIM AT U.S. MARKET

Led by industry veteran Chris McGee, iconic Italian motorcycle brand Moto Morini is set to enter the American market at AIMExpo. With the addition of the United States, Moto Morini increases their rapidly growing global presence, which now includes operations in Italy, India and Asia.

Headquartered in Milan, Moto Morini was founded in 1937 by the famed motorcycle designer Alfonso Morini and the brand has long been the symbol of Italian innovation and performance. “With a heritage of producing some of the most extraordinary motorcycles in Europe, Moto Morini brings generations of master craftsmanship, exceptional Italian design, premium quality and unparalleled performance to the United States,” notes Chief Operating Officer McGee. “The line launches with a portfolio of motorcycles to meet and exceed the demands of today’s riders on and off the road.”

The new Moto Morini American operation is based in Irvine California, the heart of the motorcycle industry and will service dealers nationwide. “With premium quality, impeccably designed high performance motorcycles — as well as leading edge apparel and exceptional Italian accessories, Moto Morini is poised to make an immediate and lasting impact in the American motorcycle market,” he adds. Dealers can expect world class service and sales support. The motorcycles will debut at AIMExpo, or see the complete line at: MotoMoriniUSA.com

SPEAKING OF ICONIC ITALIAN BRANDS…

The venerated Vespa marque will be highlighted as Piaggio Group Americas plans to make a statement with its return to AIMExpo 2023. The parent company to Vespa, Piaggio is bringing an array of motorcycles and scooters from across all four of its iconic brands: Aprilia, Moto Guzzi, Piaggio, and Vespa.

“In addition to offering one of the strongest product lineups Piaggio Group has ever delivered, our Marketing, Sales and Dealer Development teams will be ready to connect with business and industry partners during AIMExpo,” said Marco d’Acunzo, president & CEO, Piaggio Group Americas. “Our industry is evolving fast and we at Piaggio Group are investing into our brands, developing products that excite our customers and providing new opportunities to our partners to keep growing.”

“We are beyond excited to welcome Piaggio Group back to North America’s largest powersports tradeshow,” added MIC’s Andre Albert. “Piaggio always has something for every type of rider, whether you enjoy an easy ride around town, an adventurous road trip, or pumping out some serious adrenaline at a track day. Piaggio’s brands are always a hit with our attendees and we look forward to kicking off a successful year in powersports with everyone at AIMExpo 2023.”

The Piaggio Pavilion will be in Booth #1059

DEALER NEWS: CYCLE SPECIALTIES CHANGES HANDS

Cycle Specialties has been a Cincinnati landmark since 1984, back when the Dealer Expo used to bring the motorcycle world to Jeff Zang and Dave Freudemann’s turf for the annual tradeshow. Ironically it was at the 2019 AIMExpo that the partners met with Juan Pardo of Performance Brokerage Services to discuss a succession plan for when they retired.

“Dave and I started discussing a possible sale of the dealerships as retirement was on the horizon,” recollects Zang. “We met Juan at the 2019 AIMExpo where he explained the buy-sell process, and what we would need to do to prepare the dealerships for a possible sale. In early 2022, we hired Performance Brokerage to help sell both dealerships… We knew Juan would help find a qualified buyer who would not only take care of our staff, but also take care of our customers that have been with us for so many years.”

That buyer was Mitch Potter, a 30-year veteran in the coal industry-turned powersports professional. Potter picked up his first dealership in 2004 — Lexington Motorsports in Kentucky. Since then, his dealer group has expanded to include 7 locations in Kentucky and Ohio, with a team of more than 150 employees under the United Motorsports umbrella.

“As United Motorsports continues to grow, we felt these 2 dealerships were a great fit for our brand and growth strategy in Ohio,” says Ryan Schwartz, General Counsel for United Motorsports. “Juan understood the buy-sell process and helped keep the deal on track throughout the transaction.”

“I am very proud of my Partner, Juan Pardo, for facilitating this transaction,” says George Chaconas, Senior Partner and head of the Powersports Division for Performance Brokerage

Services. “We are very grateful to have exclusively represented our clients, Jeff and Dave, in another successful transaction. I wish all parties great success and prosperity in their future endeavors!”

The dealerships will remain at their current locations at 6175 Harrison Avenue in Cincinnati, and 7220 Dixie Highway in Fair.

Looking to leverage his dealership expertise, SW-MOTECH USA has named Shane Heilman as Sales Manager for the German-engineered luggage line. Hailing from management positions at several high-volume powersports dealerships, Heilman was most recently the Sales Manager for one of the largest Harley-Davidson dealers in the Pacific Northwest. In his new role, Heilman is responsible for dealer network operations and product sales strategy. His focus in 2023 will be leveraging this experience to enhance dealer programs and grow the network while improving customer communications and honing the company’s U.S. product offerings. “We are pleased to have Shane join our team,” says SW-MOTECH USA VP Sarah Schilke. “He brings a wealth of knowledge about the consumer marketplace, winwin dealer programs and honing a focused product offering. We also look forward to leveraging his expertise to fuel our Legend Gear retro motorcycle luggage line.” An avid street and dualsport rider, Heilman has relied on SW-MOTECH products since he first slung a leg over a bike. When he is not focusing on the business or out riding his motorcycles, you can catch him drumming with his band at local clubs, fabricating parts and building bikes in his personal shop, or getting lost in the woods of the Pacific Northwest. Swing by the SW-MOTECH USA display at AIMExpo Booth #2039 to meet Shane at the show.

Just before AIMExpo , was there a distributor event in Louisville, Kentucky: LeMan’s Corporation’s 2023 Parts Unlimited & Drag Specialties NVP Product Expo helped to heat things up as hundreds of new vendors and a full complement of interested dealers took to the floor at the Kentucky International Convention Center January 21-22. New hire Trey Crouch was definitely feeling the heat as his first week on the job coincided with rep training and the NVP! Talk about a trial by fire! After the trade show, Crouch assumed dual roles as the newest sales rep for both Parts Unlimited and Drag Specialties in the Central Region. Trey’s territory covers dealers in Iowa and South Dakota. However this isn’t his first rodeo. Crouch’s industry experience includes working parts and sales at the dealer level. He is also an avid rider — Harleys and dirtbikes in the summer as well as mountain snowmobiling in the winter. Away from the heat of NVP, Crouch can be found chilling: hunting, fishing and trail riding his horses. Miss the NVP? No worries, Parts Unlimited/Drag Specialties can be found in Booth #7059

Not exactly late braking news, but Galfer’s new guy is on duty at AIMExpo following his own trip to Parts Unlimited NVP. Galfer USA promoted Mark Crookston to Senior Sales Lead, last November. In his new role, Mark will lead the sales team by coaching the company’s dealer development reps, as well as, expanding the business with Parts Unlimited as their exclusive representative in a distributor role. An eight-year veteran to the company, Crookston has risen through the sales department ranks and became an integral part of the Galfer family. “In many ways, Mark has been the face of Galfer through his efforts representing the company across the country promoting and selling our brand at various events,” says Galfer USA President Sandro Milesi. “His extensive knowledge and enthusiasm in this industry has led him to excel in multiple roles in the company.” See Sandro and meet with Mark at AIMExpo Booth #2074 is

In addition to rolling out its “Trail Hazard” tire protection plan at AIMExpo, Atturo Tire Corp. is staffing up for its push into powersports. The addition of Jeremy Wurst as Northeast Sales Director serves notice Atturo is serious. Wurst will service Pennsylvania, Maryland, Delaware, New Jersey, Connecticut, Rhode Island, New York, Massachusetts, New Hampshire, Vermont and Maine. “We think Jeremy is an excellent fit for our growing sales team,” states GM Karl Becker. “Atturo’s full line of SUV, Light Truck, Trailer, and most recently added UTV Tires, will be available to distributors, dealers and consumers across the Northeast United States.” Wurst is an industry veteran with 15+ years of sales experience. “I am looking forward to engaging with distributors and dealers to help them realize the profitability of the Atturo product line while attracting a customer base that has come to realize the quality, innovation and value of the Atturo Brand,” he adds.

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“I’m excited to share that beginning in the new year, I am starting a new role at Atturo Tire as the Powersports Category Specialist,” enthuses Mikottis. “I am looking forward to this new challenge and getting the opportunity to bring the Atturo brand to a whole new market segment… 2023 is going to be a great year of growth and opportunity for the brand!” See Collin and the crew for more details on what is rolling out for powersports dealers in Atturo’s display at AIMExpo, Booth #4099.

The National Powersports Dealers Association (NPDA) has added a pair of industry veterans to its Board of Directors as the organization positions itself for greater growth and outreach success in the new year. “Since its founding less than two years ago, NPDA has grown to more than 250 powersports dealer members, including Harley-Davidson and metric dealers and independent shops,” says Organizational Director Darris Blackford. “The Board of Directors of eight men and three women are dealers from Alaska to Virginia , Ohio to Texas. Newest additions to this group are Bob Henig and Mark Sheffield NPDA will be in Booth #1008 at AIMExpo

Mark J. Sheffield , Strategic Advisor, Woods Cycle Country/ Woods Indiana Motorcycle, New Braunfels, Texas, becomes an NPDA Board member concurrently with joining the Board for TMDA (Texas Motorcycle Dealer’s Association). A veteran of the U.S. Army, Sheffield served in Iraq during Operation Desert Shield/Desert Storm and has worked in various positions in the powersports industry. In addition to his position with Woods, he currently facilitates multiple 20-groups for Spader Business Management and is a contributing writer for PowerSports Business. “Having a dealership in a state with a strong dealer body, I’ve come to realize how valuable these organizations are,” says Sheffield. “In working with dealers across the nation, I’ve also seen how few of these groups are left. My goal in joining the NPDA is to help dealers recognize that the relationship with OEMs doesn’t have to be one-sided, and that if the dealer network is willing to work together, the industry will be around long after we are gone.”

Bob Althoff, Chairman of the NPDA, concludes, “Adding the five decades of smart, passionate industry Dealership experience found in these two fine gentlemen will further strengthen the leadership of the NPDA . We look forward to what will surely be their important contributions.”

For more information or to join the NPDA, visit Booth #1008 or click here: www.npda.org

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