Issue #3 March 2025

A CELEBRATION OF LIFE

PROFILE: Alexander Smith On Grit

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WORLD’S LUCKIEST MAN

Bob Althoff On Early Morning Musings... AIMExpo Wake Up Call

EDITOR’S NOTE

Robin Hartfiel On For Whom The Bell Trolls

LETTERS+ The Industry On The Allure Of Motorcycles NEWS+ Honda Top Tech, Historic Harley Deal, Segway Surges SHIFTING GEARS+ Personnel Postings, Courtesy MIJ

DEALER PROFILE+ Alexander Smith On Grit And The Real Malcolm Smith SHOWTIME!

Jackpot! AIMExpo Ends Its Run In Las Vegas BY THE NUMBERS

AIMExpo Tallies For 2025

InDUSTRY

INDUSTRY RESEARCH+ Lenny Sims On Market Overview

INDUSTRY RESEARCH+ Jim Woodruff On November AWP In Review eDEALERNEWS

Charging Onto The Tradeshow Circuit

CURRENTS+ UBCO Goes Belly Up Down Under, LiveWire Losses Continue, NAV Launches

NPDA HOLESHOT Dealer Association News & Notes

ADVOCACY+ Don Amador On PTSD

ADVOCACY+ Scot Harden On Life Lessons From Malcolm Smith

CONFESSIONS OF A CUSTOMER

Eric Anderson On The Need For Fundamental Training GEAR+ AIMExpo Picks To Click

PRESS

VALE+ Ave Atque Vale Tim Buechele

AD INDEX

This Issue Brought To You By… BACKFIRE

Frank Esposito On Malcolm Smith

OUR TEAM

EDITORIAL

Robin Hartfiel Editor/Publisher

Bob Althoff World’s Luckiest Man

Gus Stewart Creative Director

Brenda Stiehl Production Manager

CONTRIBUTORS

Don Musick Genesys Technology Solutions

Dr. Paul Leinberger

Eric Anderson Vroom Network

Jim Woodruff National Powersport Auctions

Lenny Sims NADA Appraisal Guides

Scot Harden AMA Hall Of Fame/Harden Offroad

Alex Baylon Motorcycle Industry Jobs

Hector Cademartori Illustrations

William Douglas Little Unique Powersports

Charlie Williams Off Road Editor

Don Amador Quiet Warrior Racing

Joe Bonnello Joe B Photography

Uncle Paul Wunsch Love Cycles

The Anonymous Dealer

ADVERTISING

Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com

Blake Foulds Account Executive (760) 715-3045 blakefoulds@dealernews.com

Brenda Stiehl Production Manager brendastiehl@dealernews.com

John Murphy Publishing Consultant johnmurphydn@gmail.com

World’s Luckiest Man

By Bob Althoff

EARLY MORNING MUSINGS

AIMExpo Wake Up Call

Very early on the first day of our industry’s family reunion in Las Vegas — hours before the doors opened and thousands of Dealers, Exhibitors, Press and others poured in — I experienced once again the magic that is our reason for doing what we do. I was only a few feet into the hall when all the beautiful new toys started to take my breath away. You know the feeling…” Wow”, I’d like to have that in my garage!”

My pulse quickened and my pace slowed as the enormity of the South Hall packed to the rafters with powersports products and services swept over me. More than 400 exhibitors and 300,000 sq./ft. of exhibit space is a lot to take in.

I was on my way to an early morning huddle with our Dealernews team. Fortunately, our booth was hundreds of feet from the front doors. So that feeling of awe and anticipation had time to sink in.

I was back at AIMExpo and quickly forgot the time away from home and work; the expense and hassle of cross-country airline connections; and the restlessness of being three time zones away. There were old friends to meet; deals to be done; education to soak in; and a few inspiring speeches to witness (Thanks, Jayson Davis!).

It was a great three days. And for three decades, going back to those amazing days in Indy, our industry’s show has always been the highlight of the year for me.

Could it be better? Emphatically, yes. Where were those people who write all our paychecks? The customers who by the tens of thousands joined us on the last two days of AIME in 2018 and 2019 in Columbus?

I miss them. And I know they miss us (even more since the IMS Shows went by the boards).

And I still can’t comprehend why Harley isn’t an MIC Member and major Exhibitor.

Too many of my fellow Dealers are missing out on the magic. Trust me, you need to attend AIMExpo! As my friend and fellow dealer Kim Harrison reminds us: “We are better together.” We certainly were better for AIMExpo bringing us all together in Las Vegas this year.

Finally, how about formal plenary sessions that include the AMA; NPDA; MIC and outside facilitators? The agenda is simple: find two or three common priorities... Topics like how better to tell our stories, build our brand and grow this incredible industry come to mind.

Next year we go West… See you in Anaheim!

Editor’s Note

By Robin Hartfiel

FOR WHOM THE BELL TROLLS

My friend Tom Doran, former head of Bell Helmets, still wants to know what is going on even after being out of the game for more than a decade. With all the wild headlines about dealership closures, KTM insolvency, Harley happenings, etc. he asked how things were really going on the eve of AIMExpo.

My response is that I hate the Internet! All our dirty laundry is now aired out for Wall Street to manipulate profits and venture capitalists to wreak havoc with brands like his beloved Bell. Clickbait-chasing “influencers” like Robby Starbuck and his crusade against Harley to cast a very dismal view of where we are....

I hate that OEMs have to pander to Wall Street rather than catering to Main Street. Rather than build 5%-10% of long-term ridership on the COVID bubble, the pressure was on to overproduce by 30% — which caught up to KTM and Harley on a global scale.

I hate the Internet because kids play on computers rather than having an On Any Sunday moment and discover the joy of riding... not to mention clickbait

nonsense being foisted on the powersports world as gospel by Tik Tok and chatbots. We are being trolled by AI algorithms rather than introducing riding to the next generation of enthusiasts.

One scan of the Internet and you will see record numbers of long-time Harley-Davidson dealers closing and walking away rather than passing the business on to their kids or employees or a buyer with a dream. The Internet is having a field day with KTM’s collapse on a global scale (dragging GasGas, Husqvarna and MV Agusta down with it). Textron just cancelled production of all Arctic Cat products, leaving their entire snowmobile dealer network in limbo; Yamaha just exited the pedal-assist eBike market (after 30 years) and the Snowmobile market (40 years)... if you want to see that the sky is falling, just go online for the seemingly self-fulfilling prophecy.

However, the reality of the market is never even touched upon by the online “experts” controlling the narrative from their parents’ basements or Wall Street cubicles. At the height of the motorcycle market there were 8 million motorcycles registered for street use. The latest numbers we have from DOT note there are now 12+ million motorcycles registered for street use — and that doesn’t include the still unregistered dirtbikes which have been the hottest selling segment of the past decade.

On top of that, add millions of UTVs that are not classed as motorcycles but have been the bread & butter of most dealerships in the West for the past 5 years. There are more powersports vehicles in use now than ever in history. With the strength of UTV sales that means 4x as many tire sales and 90% more drive belt sales.

I won’t be a pollyanna and say powersports has a future for everyone, but there really is a realistic market for the powersports industry moving forward. Of course, my opinion in a digital magazine is worth as little as all the other dissonant voices filling the Internet these days!

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.

Candy Hunter, President

FORE!

Does anyone remember the energy and fun from the days of the Indy show? Where absolutely everyone and everything from our collective industry could be found under several roofs in the grand city of Indy? I just spent some time at the PGA Show in Orlando this week. Everything and everyone that has anything to do with golf. Biggest show I have seen since Indy days.

Somewhere along the way as I was wandering the people filled aisles I felt some sadness for what our industry used to be. I mean, this golf deal—its a hobby right? You can’t ride your golf clubs to work and while it obviously provides an escape from the weekly grind to millions of people across the country I think our motorcycle industry has no reason to not be right up there with a leisure activity.

So what are we doing to bring the Indy days back? How are you getting people into riding? How do you meet other industry people and engage with them to come up with mutually beneficial plans to help improve riding in your area? Let’s all make 2025 a year we strive to add more riders to our sport. Get them riding young! Get people back into riding. Convert certain car and truck drivers to just ride a bike to save money. Be nice and be engaged to anyone who takes the time to call and walk through your doors. Let’s all focus on this

SOUND OFF!

FOR THE KIDS

Hey Robin,

Thanks for taking time to talk with me at AIMExpo. As I have just a few more years in this business I wish to get more children, and their parents involved in motorcycling. I think SSR is a great vehicle for this goal. I do wish there was an American manufacturer that filled the bill. But alas, It isn’t so.

Thanks again. I appreciate your taking time, and the work you do at Dealernews. If I can ever be of assistance, just call.

Rick Dorfmeyer (World Famous), RSM SSR

Motorsports Yuma, AZ

ROLL OUT AT AIMEXPO

AIMExpo 2025 marked a major milestone in our journey to becoming a global leader in two-wheeler tyres, and we were thrilled to hit the road in the USA. We showcased our high-performance two-wheeler tyres at North America’s premier powersports tradeshow, presenting our sport touring, off-road and trail range to industry leaders, dealers and distributors.

Thank you, Las Vegas, for an incredible experience!

Senthil Kumar, Assistant GM, Motorcycle Tires, International Business Eurogrip Bike Tyre Tamil Nadu, India

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HARDEN SPEAKS

I wanted to share something that recently happened that has left a pretty big mark on me. As we all know by now motorcycle legend, star of On Any Sunday and longtime friend to the entire sport, Malcolm Smith recently passed away. For those of us who grew up watching On Any Sunday and were fortunate enough to know Malcolm in real life, his passing was a huge loss. I know it was a huge loss to me. I was blessed to know the man and his family, spend time with him on the trail, be sponsored by him, travel around the world with him, and basically follow in his footsteps for over 50 years.

In early January, around 2000 of us attended his Celebration of Life at his dealership in Riverside, CA. That day is etched in my memory as I saw so many old friends from racing, business and my life in powersports. It was a humbling experience. I was even asked to say a few words. In hindsight, the experience is one that was very profound. I realize more than ever we are only here on this earth for a short while and we never know when we will take our last ride. Based on this I have renewed my commitment to this sport and decided to dedicate as much time as possible to riding as much as I can while I can.

Malcolm always said, “Never pass up a good ride”. And you know what, I’m going to try to live by that motto.

Scot Harden Harden Offroad Ammon, ID

Malcolm Smith’s celebration of life was a celebration of our entire industry… and more. From legends like Mert Lawwill to local friends, Malcolm had a profound impact on millions of people. From Alexander to Zap, we have tried to capture some of it with this issue, including Scot’s heartfelt words and Frank Esposito’s parable on what Malcolm meant from a business standpoint.

MOVING ahead

HONDA AWARDS TOP TECH HONORS

Joel Christensen, who is employed by Southern Honda Powersports in Chattanooga, Tennessee, was the winner of Honda’s first National Technician Contest. Organized to promote Honda’s technical training programs, the National Finals were held at the Honda campus in Alpharetta, Georgia.

Christensen was among the finalists determined through an online qualification test open to Honda Powersports technicians across the country (both 2 and 4-wheels). Advancement to the National Finals required completion of Honda’s Red-level training. The other Two-Wheel finalists were Devin Paulsen from Honda of Sioux Falls (Sioux Falls, South Dakota); Jake Stifter from Davis Motorsports of Delano (Delano, Minnesota); and Santiago Webber from Al Lamb’s Dallas Honda (Dallas, Texas).

The Final exams included Knowledge tests, Off-Vehicle tests and On-Vehicle tests on Gold Wings and Pioneer 1000s. Following the event, participants and their guests were hosted in a side-byside driving experience in Honda Talons at Iron Mountain Park.

“It’s still hard to wrap my head around, because I really didn’t think I was going to win this,” Christensen admitted following his Two-Wheel victory. “It’s just one of those things where you do all the stuff behind the scenes, and this is actually proving that I know what I’m doing. I have the vindication that the last almost 20 years have actually gotten me somewhere.”

Beyond the reputational benefits, Christensen earned a Grand Prize including a 40-inch Snap-On tool cart, an 18-volt half-inch drive Snap-On impact wrench, a $3,000 Snap-On gift card and a customized Honda Motocompacto.

“Congratulations to all of our finalists for the inaugural Honda National Technician Contest,” said Jeremy Merzlak, American Honda Director of the Aftersales Experience Division. “This group is the best of the best, and we’re proud to have them representing Honda’s powersports aftersales program. It was

exciting to see them in action this week, and I’m gratified that they’re receiving the recognition they deserve. Our hope is that through this initiative, Honda Powersports technicians around the country will be inspired to work hard to achieve their own potential, elevating service standards across our dealership network and enhancing customer satisfaction.”

The second annual Honda National Technician Contest is planned for early next year, and a 2027 edition is in the works as well. National Champions from the three years will compete for the chance to travel to Japan for the Honda Global Technician Contest in 2027.

DEALER NEWS: NEW DIGS FOR MANCHESTER HARLEY-DAVIDSON

Manchester Harley-Davidson is thrilled to announce the upcoming move to our brand-new, state-of-the-art dealership located in Hooksett, NH. Set to open in Spring 2025, this permanent home for Manchester HarleyDavidson spans 50,000 square feet and features 10 double technician bays, over $1 million in parts & accessories, and an extensive collection of genuine Harley-Davidson apparel and collectibles.

While our new dealership is being finalized, we will temporarily relocate to 1 Bouchard St, Manchester, NH starting on Thursday, January 2, 2025. This interim move will allow us to continue serving our loyal customers without interruption as the finishing touches are completed on our new facility.

“We are incredibly excited to move into our new home and welcome you to our new dealership,” said Matty Laughlin, Managing Partner at Manchester Harley-Davidson. “Our new location will offer hundreds of events in our event space and parking lot, providing ample room for parties, gatherings, and community fun.”

DEALER NEWS: HISTORY IS MADE!

After four generations of family ownership, Historic HarleyDavidson in Topeka, Kansas, has been sold. Helping make history, the team from Performance Brokerage Services facilitated the transfer of the landmark dealership from Mike Patterson to Steven and Nicole Towers.

“I was focusing on relocating and opening a new Evel Knievel Museum in Las Vegas when I started thinking about selling,” notes Patterson. “I reached out to George Chaconas and his team of Courtney Bernhard and Juan Pardo. I want to thank them for helping facilitate the sale of our family business of 75 years.” Historic Harley-Davidson was established in 1949 by Patterson’s

grandfather. “Although it was difficult, moving on to the next chapter of my life and our family’s journey was the right decision.”

George Chaconas commented, “After being a family-owned Harley-Davidson dealership for 75 years, with Mike having been part of it for almost 45 years, this was an emotional milestone. Along with my partners, Courtney Bernhard and Juan Pardo, we helped facilitate the sale to one of our great buyer clients, Steven Towers, who has now purchased his third Harley-Davidson dealership from us.”

Steven Towers has more than a decade of experience in the automotive industry. He previously owned a network of more than 20 Midas muffler locations, and has since acquired 10 Big O Tires locations across the Midwest. He is also a long-time Harley-Davidson rider with a deep passion for the brand. In 2023, Towers acquired his first Harley-Davidson dealership, Boneyard Harley-Davidson in North Carolina, followed by Frontier HarleyDavidson in Nebraska in 2024, both of which were facilitated by Performance Brokerage Services.

“Having recently acquired my second Harley-Davidson dealership in Lincoln, Nebraska, with the help of Juan Pardo of Performance Brokerage Services,” says Towers. “Juan approached me about the possibility of acquiring Historic Harley-Davidson — Geographically, it made sense for me as I continue to grow my Harley-Davidson portfolio, and the numbers ultimately worked out.”

See more here: www.performancebrokerageservices.com

IS KTM OUT OF THE WOODS, YET?

In a brief (very brief considering the complexity of the situation) PIERER Mobility claimed KTM was back on track and motorcycle production will resume in “mid-March 2025.” Noting that the KTM AG reorganization plan was accepted by creditors today (February 25, 2025), CEO Gottfried Neumeister proclaimed: “KTM is back on track.” There are a couple caveats that could send the Austrian OEM back into the weeds however. Creditors will need to be paid 30% by May 23, 2025 and KTM still needs an infusion of fresh capital to the tune of EUR 800 million required.

Resetting the stage: If you missed Dealernews’ deep dive into the muddy waters last October: issuu.com/dealernews/docs/issue_10_october_ f2fdf6352172b2/64

here is the tempest in a tea cup: KTM AG — a wholly owned subsidiary of PIERER Mobility AG — had filed for court restructuring proceedings with self-administration on November 29, 2024. The aim of the proceedings was to agree to a restructuring plan with the creditors within 90 days.

The Restructuring Plan Adopted

At the February 25 restructuring plan meeting, the creditors accepted the restructuring plan submitted by KTM AG. It provides for creditors to receive a cash quota of 30% of their claims. This cash quota is to be paid by KTM AG to the restructuring administrator by May 23, 2025.

Fresh capital of around EUR 800 million required?

In order to finance the cash quota and further production, the Group requires fresh capital of around EUR 800 million. Citigroup Global Markets Europe AG (“Citigroup”) was commissioned to support this investment process in a structured, transparent and efficient manner in the interests of all stakeholders

Production will be ramped up again from mid-March 2025

To enable production to be ramped up again gradually from mid-March 2025, KTM AG will be provided with financial resources totaling EUR 50 million from the extended circle of shareholders. The planned full capacity utilization of the four production lines in single-shift operation is to be achieved within three months.

“Our employees have done everything over the last three months to ensure that the race can continue,” states

Neumeister. “We have closed an important chapter today. But a single chapter never tells the whole story. Now we can continue the great story of KTM. We do it for the millions of KTM fans worldwide, to whom we are grateful every day. For our racers, of whom we are damn proud, and for our Austrian location, to which we are deeply attached in our hearts. KTM remains one of the top employers in the Upper Austrian industry.”

OEM UPDATE: SEGWAY SALES SURPASS 100,000

Segway Powersports hit some significant milestones in 2024, including producing its 100,000th off-road vehicle… and this was before the launch of the highly anticipated Super Villain! Designated the SX20T, the company’s flagship has entered mass production. These two accomplishments signal a new chapter in Segway’s continued expansion and the future of offroad performance.

”The roll-out of the Super Villain SX20T injects fresh momentum into our global strategy,” said Danny Xiang, Head of Brand Marketing for Segway Powersports Global. “Our focus remains on meeting the evolving needs of our customers and continuing to shape the future of the off-road industry.”

Since its first unit hit the market in the end of 2020, Segway Powersports reached the 100,000 vehicle milestone in just four years, setting the pace in the off-road vehicle industry and establishing Segway as the fastest growing brand in this sector. “This remarkable growth reflects Segway Powersports’ relentless innovation and its focus on delivering exceptional performance across markets worldwide,” claims Xiang. The brand has rapidly established a leading presence in Northern and Eastern Europe, as well as the United States, demonstrating its resilience in the powersports industry.

Looking ahead, Segway Powersports is committed to accelerating its global expansion, further enhancing its market presence, and driving technological innovations. Segway remains focused on delivering world-class off-road experiences, and its ongoing commitment to innovation ensures it will continue to meet the evolving demands of outdoor enthusiasts around the globe.

At the core of this announcement is the flagship Super Villain SX20T will roar into AIMExpo for dealers to see it for themselves. Powered by a 2.0T turbocharged engine delivering 235hp and equipped with an automatic transmission system, the Super Villain SX20T marks Segway Powersports’ entry into the 200+ horsepower performance segment.

HARLEY SLUMPS, AGAIN

Harley-Davidson lost money in 2024, according to the Q4 financials: HDMC revenue of $420 million, down 47% vs. prior year. “In 2024, we saw our performance being significantly

impacted by the continued cyclical headwinds for discretionary products, including the high-interest rate environment affecting consumer confidence,” is how Jochen Zeitz, Chairman, President and CEO, Harley-Davidson addressed the elephant in the room.

The Q4 numbers indicate fourth quarter consolidated revenue was down 35%, driven by a revenue decline of 47% at HDMC. This was partially offset by revenue growth of 4% at HDFS. In the fourth quarter, the consolidated operating loss was $193 million which compares to an operating loss of $21 million in the prior year’s period.

For the full year, consolidated revenue was down 11% compared to the prior year. This was driven by revenue decreases of 15% at HDMC and by $12 million at LiveWire, partially offset by a revenue increase of 9% at HDFS. For the full year, consolidated operating income was down 47% compared to last year. This was driven by an operating income decline of 58% at HDMC, partially offset by a 6% increase at HDFS. The full year operating loss at LiveWire was $110 million, which was in-line with expectations.

The silver lining? See more here: dealernews.com/Home/post/the-silver-lining

An industry veteran joins iconic brand with the appointment of Chris Peterman as VP of Sales & Dealer Development for Moto Morini USA. The legendary brand was launched in Milan back in 1937 and continues to add to its legacy of innovation, craftsmanship and exceptional Italian design … qualities that enticed Peterman to join the team. “We are excited to have Chris Peterman on the Moto Morini team,” says COO Chris McGee. “Chris has a great deal of experience connecting with dealers to help strengthen their businesses. Chris will continue the Moto Morini mission of industry-leading dealer support and cultivating long-lasting partnerships.” Peterman comes to Moto Morini with a wealth of knowledge and nearly 30 years of leadership experience in the motorcycle industry. His extensive background includes management experience with Yamaha and CFMoto as well as being a General Manager in a dealership. McGee believes Peterman’s dealer development insight and industry knowledge make him the ideal leader to accelerate the growth of Moto Morini nationwide. “I believe Moto Morini is well positioned for major expansion in the US market,” says Peterman. “Moto Morini is an iconic Italian brand that offers a tremendous line of highquality motorcycles and accessories. The tradition of the brand combined with the great Italian design, performance, and high quality makes Moto Morini a standout brand. I look forward to growing the family of Moto Morini dealers.”

Heads up! Revelyst, Inc. — home to Bell Helmets and Fox Racing — has hired Simon Waters as president of Licensing & Entertainment, a newly created role. Waters will oversee licensing efforts and build entertainment capabilities across the company’s outdoor portfolio, which also includes Foresight Sports, Bushnell, Giro, CamelBak and Simms Fishing . “We’re delighted to welcome Simon to our company and leadership team,” said Eric Nyman , CEO of Revelyst. “Simon’s proven expertise in licensing and entertainment, combined with his passion for building innovative partnerships, will be instrumental as we expand our presence in these growth areas. I’m confident that his vision and leadership will help us unlock new opportunities and elevate Revelyst and our portfolio of iconic brands to new heights.” Previously, Waters led global divisions at The Walt Disney Co., Hasbro Inc., BMG and Universal Music Group . He most recently was the president of World Builder , a consulting agency he founded. “I’m thrilled to join this incredible team at such an exciting time for our business,” Waters said. “Revelyst’s potential in licensing and entertainment is immense, and I look forward to leveraging my experience to uncover new opportunities that resonate with fans and partners worldwide.”

Promoting from within: HarleyDavidson has named Jonathan Root as President, Commercial; Root will also continue to serve as Chief Financial Officer at The Motor Company . Root’s new title is officially “Chief Financial Officer and President, Commercial.” He assumes his new responsibilities effective January 27, 2025, reporting to CEO Jochen Zeitz . In this expanded role, Root will assume oversight of global commercial operations while retaining his existing leadership of the finance organization.

“This promotion reflects Jonathan’s strong leadership across a variety of roles at Harley-Davidson, and is underpinned by his knowledge and expertise of our business ,” notes Zeitz, Chairman, President & CEO, Harley-Davidson Inc. Root joined HDFS in 2011. He was appointed CFO in June 2023, having previously held the role of Senior VP at Harley-Davidson Financial Services (HDFS) , where he oversaw the global HDFS business. Root was also President of Eaglemark Savings Bank , President of HarleyDavidson Insurance and President of all other HDFS subsidiaries. Root holds an MBA from the University of Detroit Mercy and a Bachelor of Science in Corporate Finance from Wayne State University.

Continued from page 16

Speaking of V-Twins, Dustin Boyko is now president of Russ Wernimont Designs . Most recently VP of Sales & Marketing for Tolemar Mfg . Boyko says, “I am excited to work at and help grow the well established RWD brand. RWD has been an innovative aftermarket Harley-Davidson parts manufacturer since the early 1990’s. My goal is to grow this brand to a leading position in the aftermarket Harley business.”

At the dealership level, Keystone Harley-Davidson is proud to announce the promotion of Shannon Marcum to the role of Managing Partner. This significant milestone reflects Shannon’s exceptional leadership, dedication, and contributions to the success and growth of the organization. “This promotion marks an exciting new chapter for Keystone HarleyDavidson,” said Bob Eggstein , CEO of KHD. “Shannon has been instrumental in driving our

operational success while embodying the core values that define our organization. As a Managing Partner, he will bring fresh ideas, renewed energy, and a steadfast commitment to ensuring our continued growth and success. I’m excited about the future we’re building together,” Eggstein added. “With Shannon as Managing Partner, I’m confident we’ll reach new heights, create incredible opportunities for our team, and continue to set the standard for excellence in our industry.”

Madelyn Pegg takes the editorial helm at Boating Industry as managing editor, bringing a wealth of hands-on retail dealership experience to the position along with a lifelong passion for boating. Pegg grew up in and around the water, running everything from ski boats to pontoons and personal watercraft. As a member of the family-owned dealership Hubbard Powersports , her earliest assignment sweeping floors progressed to assisting in unit assembly and later, inventory management. A journalism graduate with a minor in communications, she launched her post-graduate professional career as associate editor of Powersports Business and co-host of the PSB Power Hour podcast. “I am excited to share that I will be transitioning to the role of Managing Editor for Boating Industry,” she says. “Over the past two years, I’ve had the privilege of growing within EPG Brand Acceleration and working alongside the incredible Powersports Business team. I’m excited to continue collaborating with them while building new connections with team members and industry professionals who help the boating industry thrive!”

Bryan Kraham enters free agency. Sherco’s former Chief Marketing Officer is striking out on his own after a five and a half year run with the French bike builder. “After an incredible chapter leading business development and marketing for a premium off-road motorcycle brand, I am excited to share that I am open to new career opportunities,” claims Kraham. Before Sherco, he most recently served as Director of Corporate Partnerships with Circuit Of The Americas . Speaking of Sherco, Cody Webb has also parted ways with the team, making his Yamaha debut at King Of The Motos in January.

The shoe is on the other foot now as Peter Bernacchi becomes Wholesale Sales Manager for Dainese USA. “After five years with Alpinestars, I’m excited to announce that I’m now heading up the Dainese/AGV/TCX dealer team as North American Wholesale Sales Manager! Proud to represent this storied brand in motorsports with a deep commitment to quality — and one that protected me personally in my years of road racing in the Midwest. Astars and Dainese may battle it out on racetracks and in dealerships, but they share a common goal that will always be important to me — making motorcyclists safer at every speed

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TRUE GRIT

When it came time to eulogize his father, Alexander Smith recounted the four virtues Malcolm instilled in all his children. Grit — to have the courage and resolve to do the difficult things — being one of the four pillars (see sidebar). Grit is also the word that legendary journalist and self-described moto fanboy Zap Espinoza seized upon from Malcolm’s celebration of life. When Alexander stopped by the Dealernews booth at AIMExpo it was kismet to have him talk about grit with Zap who had just lost everything in the Altadena fires. As they discussed the things that matter — family quickly rose to the top and that means our extended moto-family in this industry. Another of Malcolm’s maxims is Family comes first. They are the ones that will be around in the end. With grit and the support of family we can overcome anything. Thanks to these two legends for reaffirming this fact!

Welcome to the AIMExpo in Las Vegas. I’m sitting here with the legend himself, Alexander Smith. Alex, what have you been doing lately?

Riding dirtbikes, running the business and spending time with the family. I have two young kids and I’m really enjoying it.

What’s the best dirtbike ride you’ve done in the last year?

Probably the one I just did last week down in Mexico. We hosted our No Wimps Baja ride — just gnarly six days of riding, and had 40 guys that we ground down and made them cry…

Speaking of crying, what’s the earliest memory of going riding when your Dad made you cry?

I don’t remember a ride when there wasn’t crying. I remember there always crying and maybe a little bit of misery from very early on!

At the service, I think the word you used that spoke the most to me was “grit.” You talked about your Dad instilling a sense of grit. How would you describe that for the wider audience of what grit was to your Dad?

That’s a hard one. I think grit just embracing whatever is happening to you at the moment, and not being hung up on the uncomfortableness of it. Just get through whatever it was that’s in front of you, no matter how hard it was, or how uncomfortable it was, or how tired you were… just get through it, get to the end of the day, get to the finish line. Grit is the courage and resolve to do the difficult things.

What is it about the bicycle or the motorcycle? I’ve asked many people whose very lives are defined by each of these vehicles. What is it about the motorcycle, as broad a question as that is?

I think it’s a great question. I love the actual act of riding. I think riding the motorcycle is very cool, but really, if I’m honest with myself, it’s what riding allows me to do. That sense of exploration is another gift from my Dad. You can go anywhere. I can ride a motorcycle to anywhere in this world. That really speaks to me.

Another story that came out at the service was when you raced the Baja 1000 solo and crashed down in La Paz, but wasn’t there another story about when you and your Dad were in the same hospital?

That was some years later than my race crash… actually, in 2019. I was leading a ride down there and had a real bad accident, broke my femur, broke both my arms, my wrist… I really messed myself up. I got life-flighted out of Mexico and spent some time in San Diego, and then got transferred from San Diego to a critical rehab facility in Loma Linda near our house. About the same time I had my accident, my Dad was at a charity golf event in Death Valley and got run over by a golf cart! He spent some time at the Las Vegas hospital, and then got transferred to a critical rehab facility in Loma Linda. We ended up being right down the hall from each other at the same facility.

I have always been a motorcycle partisan, but it hurts when people say, “God, motorcycles are so dangerous.” You’ve had a lot of injuries on motorcycles, and you’ve got young kids… do you let them ride and what do you say to other parents?

Oh, my kids are riding! No question. I think parents that try to insulate their kids from all risk are doing them a disservice… and they’re not going to be successful at it anyway. I think it is much better to embrace it and show them the right way to ride. Maybe I’m not the best person to show them the right way to do it because I’m covered in scars. But I think for someone like me or my Dad that have their fair share of injuries, the good far outweighs the bad. If you were to ask me, “would I go back and not ride and not have the injuries?” I would say, No, I’d take the injuries. I take the injuries any day of the week for the sake of riding.

I just want to say — for everyone in this room, whether they know it or not, and for everyone in the world who know it or not — thank you and your Dad and your entire family for providing so many of us the positive energy and the motivation and the inspiration to go forward and do what we do. We appreciate everything the Smith family has done for the sport of motorcycling and the industry as well!

DISRUPTIVE THINKING Alexander Smith Takes The Stage At AIMExpo

The simple answer is getting more handlebars into more kids’ hands, but how do we do that,” asks Alexander Smith. “At the dealership we really try hard to provide a really good road map for what we call our ‘never-ever kids’ and our ‘never-ever parents.’ So how do we get to those people, provide a really clear road map for ‘this is how you start and this is what you do, this is where you go riding?’”

With new-motorcycle sales settling back to pre-COVID levels, and the industry striving to boost them, three expert panelists addressed market expansion yesterday at AIMExpo. Ross Clifford, Business Head – Americas at Royal Enfield, joined Chris McGee, Chief Operating Officer at Moto Morini, and Alexander, General Manager of Malcolm Smith Motorsports up on the Disruptive Thinking Stage.

“Historically, a lot of OEMs have basically sold some cheap bikes to MSF schools and hoped that (it would lead) to building the industry,” Clifford said. “I think we’ve got to do more than that. Clearly we have to support MSF and try to drive more new riders to go get trained, to engage. Grassroots, that’s really key, trying to be available, trying to be visible to people.

“But I think we also have to sort of position the new riders as to what motorcycling can be to us. It’s a generational shift. If you look at the younger generation, think about how great motorcycles are. You go for a motorcycle ride, it cleanses your brain, you feel great about it. The newer generation now is really focused on mental health. How can we focus on different elements that can engage people with motorcycles? We’ve got to do collectively more as an industry.”

“I think a lot of the OEMs are thinking about this and addressing it in their own way,” Alexander added. “I think the lower-cost, entry-level bikes are a great start. As dealers, we need to all look at ourselves and say ‘what do we need to do to adjust to this problem,’ because we can’t just point to the OEMs. It’s our problem, too.”

Bottom line according to Alexander: “We need to get out there, do more grassroots events, get more butts on seats, get more kids riding, get more young people riding. And we do that, really, by doing events that are focused on that ‘never-ever’ conquest consumer.”

THE REAL MALCOLM SMITH

By Alexander Smith

Actor, business owner, philanthropist, motorcyclist… hero. To the world , my Father was many things, but to me he was always just Dad.

No doubt you have heard countless stories about his exploits on wheels, his success in business or his impact on the motorcycling world or perhaps his philanthropy work. Although it seems strange to set aside any of those achievements, a wise man once told me, “when we are gone, we will be judged only by what we leave behind.” So I would much prefer to tell you about the gift he left behind for each of his children.

His sense of adventure drove everything that he did with us, from the mundane to the epic. We climbed remote mountains; jet skied to islands in the middle of the ocean; drove off-road to places no car should ever go… and we got stuck very often. We rode snowmobiles and motorcycles, traveled the world, took the long way home from school and generally pursued any type of adventure we could find, big or small… and my Father did this better than anyone I’ve ever met!

He also never formally taught us kids anything. Instead, he relied heavily on learning by doing and encouraging

his kids to figure it out for themselves. Using this method he instilled in his children four virtues: Curiosity, Resourcefulness, Independence and Grit.

Curiosity to explore the world. Resourcefulness to fix anything Independence to do it ourselves Grit to have the courage and resolve to do the difficult things.

These four virtues — all basic minimums to keep up with my Dad — were constantly ingrained in his children.

Each adventure was a result of his own curiosity. He always wanted to see what was over that next mountain or down that next canyon. This created late nights and protests from the kids… but always resulted in new discoveries and new adventures. As his children grew, we all developed a similar curiosity.

As expected, these adventures were not without their mishaps. The old adage that “adventure is only disaster narrowly averted” was standard operating procedure in our family. Few stories capture this better than the tale of the Yellow Submarine.

One rainy day my Dad took us for an after school adventure in our old yellow Jeep. Predictably we got stuck and we hiked home in the dark. As we walked, my Dad kept telling Joel, Ashley and I how we would go back the next morning and we would get that Jeep out. Well, when we returned the next day, the Jeep was gone. In its place a huge lake had formed.

Two days, an inflatable boat and many dives later, my Dad pulled that Jeep out of that lake with a tractor… and he got it running again!

I decided to race the infamous Baja 1000 solo — Dad not only joined my pit crew, but as the race’s Grand Marshal, he waved the green flag as I left the start line. Near the finish line in La Paz, I crashed. Dad found me in a local hospital and with tears in his eyes he told me, “I should have never let you race.”

Even in my semi-conscious state I found that a funny thing for him to say. I remember thinking. “Let me race? You waved the green flag here... what are you talking about?” Besides he was the one who taught his kids that only adventures requiring grit were the real adventures.

Curiosity, resourcefulness, independence and grit… all required virtues for an adventure and his life was the master class.

He immersed us kids so deeply into adventure that we considered it normal — just as he did. Who knows where this adventurous spirit began? While I don’t have the answer, I do know this: it is a unique gift and a gift meant to be shared. Although his absence leaves a void, my promise to him is to share his gift with my daughter Miley and my son Malcolm.

JACKPOT!

AIMExpo Ends Las Vegas Run

Jackpot! AIMExpo ended its 4-year run in Las Vegas with the industry coming away from the table as the big winner. The preliminary payoff is that 2,000+ dealers and 400 exhibitors – including more than two dozen OEMs and nine distributors – came together on the 300,000 sq./ft. show floor.

“Thank you for making this year’s show the best one yet,” said Cinnamon Kernes, MIC VP of Market Expansion in a message to every AIMExpo 2025 attendee and participant. “The energy was exceptionally high, the feedback overwhelmingly positive, and attendance by dealers and industry leaders the strongest we’ve seen. The success of last week’s show is because we are all part of an industry that exudes strength, passion, determination and goodwill.”

The show featured two and a half days of Disruptive Thinking and Dealer Excellence education sessions led by industry experts examining big powersports issues, challenges, and opportunities, as well as the latest on ever-changing best-business practices for retailers. It also saw the debut of Tech Talks – fireside-chat-style discussions with tech business leaders.

“If you weren’t able to join us in Las Vegas last week, you missed the industry’s biggest trade-only event of

the year – with new products launched from OEMs and aftermarket manufacturers, new technologies, next-gen idea-sharing in the new Digital & Tech Sector, countless networking opportunities, and good times had by all – and you need to make sure January 2026 is on your calendar.”

DEALER NEWS: ROYAL ENFIELD DEALER MEETING

To commemorate 10 years in the U.S. market, Royal Enfield co-located its 2025 Dealer meeting with AIMExpo in Las Vegas and returned to the show floor in a big way. Established in 2015, Royal Enfield North America (RENA) has a growing network of more than 150 dealers in the contiguous U.S. and Canada, as well as an expanding range of motorcycles, including the Flying Flea EV.

“AIMExpo is an excellent opportunity for Royal Enfield and our dealers to connect, see new products, meet with other exhibitors, and genuinely support industry growth,” said Ron Luttrell, VP of North America Sales. “It was an easy decision to hold our dealer meeting there. AIMExpo is an attraction unto itself, and our dealers ravishingly consume motorcycling culture. Plus, to be in Las Vegas, where bikes are vital all year long, makes it an excellent call to kick off the selling season nationally.”

For those who don’t stock the venerated brand, Luttrell added, “At Royal Enfield, we’re really proud of our blend of heritage and modern engineering. Our Classic 350, Interceptor 650, and Continental GT reflect our philosophy of timeless design. Our adventureready Himalayan 450, the American cruiser-focused Super Meteor 650, and our new rider-focused Hunter 350 and Shotgun 650 showcase the brand’s focus on customization and versatility. There’s something for every type of rider.”

A panel of special guests helped introduce the new machines at AIMExpo, including Moto Anatomy’s Johnny Lewis, Adrian Sellers of the Royal Enfield Custom Programme and roadracing phenom Mikayla Moore of the Royal Enfield Build.Train.Race. program. Moore, the two-time BTR champ, presented the INT650-based race replica, while Sellers showed off the Goan Classic 350 styled for the Motoverse event in India. and AFT -racerturned Moto Anatomy/Royal Enfield Team Manager Johnny Lewis displayed his Royal Enfield FT450.

Speaking of Royal Enfield’s dealer meeting, our friends from Baxter Cycle were named the #1 Royal Enfield Dealer in North America over some serious contenders! Literally in the middle of the cornfields, the dealership located in Marne, Iowa, population 111, beat a burgeoning dealer network now exceeding 150 stores in the U.S. and Canada. “Honored. Humbled. Excited. — Being recognized as the #1 Royal Enfield dealer in North America for 2024 is the absolute most gratifying award I have ever received,” says flat track racer turned best dealer in America, Randy Baxter. “To think that all started 25 years ago when I bought my first kickstart Bullet 500.”

However Randy, GM Jeremy Pendergast, top tech Stretch and the crew are quick to credit their loyal customers for the milestone achievement. “Here is to you! You put your faith in us, you asked for us to ride along with you, you supported us, you trusted us.” Hard to believe last time we were at Baxter’s the “new” Royal Enfield signage was going up on the side of the building!

Continued on page 26

How do you become the #1 dealer in the nation? Make like Nike and just do it, according to Randy Baxter. “You never know where the road will go if you don’t start down it. Thank you, from the bottom of all of our hearts.”

DEALER NEWS: THERE CAN BE ONLY ONE!

Moto Morini USA used its media roll-out of the 2025 new models at AIMExpo to announce their 2024 Dealer Of The Year. “However since we are in the city of champions, we thought it would be kind of cool to present the winner with something more than just a plaque,” said Chief Operating Officer Chris McGee.

In customary over-the-top Las Vegas fashion, an oversized Championship Belt was presented to the top dealer in the nation. “There can only be one Dealer Of The Year selling Moto Morini motorcycles,” McGee added… complete with a drum roll from the drumline Moto Morini brought into the South Hall of the Convention Center for the announcement.

“Congratulations to Chris Clovis of EuroCycle, Las Vegas, for this prestigious award,” exclaimed McGee. “Thank you for your solid efforts in expanding the Moto Morini brand!”

SPEAKING OF DEALERS…

Jayson Davis took advantage of the open mic opportunity to speak from the heart! “Day 3 brought more of a mental journey thanks to the most impactful presentation to ever grace the stage at any industry event I’ve ever attended, bar none,” exclaims industry veteran and NPDA Executive Director David McMahon.

“Jayson Davis, owner of Powersports Of Greenville in South Carolina and Vice Chairman of the Board of Directors for the National Powersports Dealer Association, nailed it with his “You, Me & Our Industry” oration as part of the Open Mic stage.”

“The first comment we heard from the audience upon his conclusion was: “I was about to cry….” And those would be tears of joy for the prospects our industry has if we all join hands, lock arms and show what we can do together when we’re all at full strength.” Can you see the possibilities? Davis asked. “Can you imagine the outcome?”

“On behalf of everyone in the building — and those far away — thanks for the inspiration, Jayson,” concluded McMahon.

www.youtube.com/watch?v=1QLoXOrlGl0

THAT’S A WRAP!

The AIMExpo team recaps what went down in Las Vegas… and who showed up!

“The industry showed up in Las Vegas for AIMExpo 2025 and together, we made history! Our energized industry spent 3 days getting business done, seeing new products, exploring new trends, and learning new ways to be efficient, service customers and be profitable. Here’s a SMALL glimpse of who and what made this year’s show one of the best ones yet. THIS is how it all went down in Las Vegas!

“Thank you for being a part of AIMExpo 2025. We will see you next year in Anaheim.”— The AIMExpo Team

AUCTION ACTION

Highlighted by “Malcolm’s Corner” on the show floor, a live auction and generous donations, the industry rallied at AIMExpo to raise more than $33,000 for worthy causes, including Malcolm Smith’s Foundation. The live auction alone raised almost $20,000 to support injured athletes and fund education for children in Mexico

“The generosity on display at AIMExpo was a testament to the spirit of this industry and its willingness to give back,” said Ryan Keefe, Vice President of Marketing for National Powersport Auctions. “These funds will make a tangible difference and we’re proud to have played a part.”

Hosted by National Powersport Auctions, the event featured Malcolm Smith memorabilia and other auction items, with all proceeds directed to the Road 2 Recovery Foundation and the Malcolm Smith Motorsports Foundation. When the final gavel came down, the auction generated $19,730, with an additional $13,650 collected through direct donations. Sales of MSR event shirts are ongoing, with proceeds expected to raise an additional $10,000.

“The support from the powersports community was incredible,” added Cinnamon Kernes, MIC Vice President of Market Expansion. “Every bid and every donation represents a real commitment to helping those in need, whether it’s an injured rider working toward recovery or a child gaining access to education.”

Road 2 Recovery provides financial assistance and resources to injured athletes in the powersports industry. The Malcolm Smith Motorsports Foundation funds education for children at El Oasis Orphanage in Valle Trinidad, Baja Norte, Mexico.

AIMExpo BY THE NUMBERS

The numbers are in and the industry agrees that we need a place to gather under one roof at one time to CONNECT, ENGAGE and UNITE. “We want to find inspiration with one another so we can unite and work toward a common goal of growing our industry together,” says Cinnamon Kernes, VP of Market Expansion for the Motorcycle Industry Council. “AIMExpo is THAT place.”

With more than 2,000 dealership personnel and 400+ exhibitors – including more than two dozen OEMs and nine distributors, AIMExpo 2025 was that place where the industry came together in one place at one time under one roof on the 300,000 sq./ft. show floor.

“Thank you for making this year’s show the best one yet,” said Cinnamon Kernes, MIC VP of Market Expansion in a message to every AIMExpo 2025 attendee and participant. “The energy was exceptionally high, the feedback overwhelmingly positive, and attendance

by dealers and industry leaders the strongest we’ve seen. The success of last week’s show is because we are all part of an industry that exudes strength, passion, determination and goodwill.”

The numbers are in and they tell a story of progress.

Dealernews Research

By Don Musick

WHO WAS THAT MASKED MAN?

PART II

BAD MOON RISING

You might think that during the pandemic, motorcycle theft would be on the rise (financial stress and too much idle time). And you’d be right! NICB statistics for the periods 2011-2022 show exactly that as shown below.

From 2011 through 2019 the theft volume had been trending downwards but reversed sharply in 2020. Similar trendlines are also seen in FBI automotive theft data from the over the same period.

Using 2019 as a reference year, the number of motorcycle thefts per State (as tabulated by the NICB) ranked by volume is illustrated in the figure below. Red bars represent theft volume while the yellow line represents the volume of recovered bikes. Recovery rates per State range from a low of 22% (Connecticut) to a high of 74% (Wyoming). The average recovery rate over all States is about 41%.

If you really want to get into the weeds, the graphic above shows theft rates by city (the larger the circles the more the thefts).

Since we live in an information-dense world, it’s interesting to see if motorcycle theft is also reflected in social media. Once again, we turn to our friends at Google Trends.

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) 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

POWERSPORTS MARKET INDUSTRY OVERVIEW

The final numbers are in for 2024 and the sportbike segment remains the standout in the powersports marketplace. Values in the current time frame are comparable with 2023… and not showing seasonal downward movement. Other segments reflect the realities of higher inventories and reduced customer demand.

Looking at motorcycles, values for the most recent 10 model years of sportbikes averaged 0.5% higher in September-October compared to July-August. Led by the smaller displacement models, sportbikes were 5.4% higher year-over-year. Something positive to build on.

Meanwhile, cruisers averaged 3.5% lower in the September-October period compared to July-August. This was 6.1% lower year-over-year.

In the side-by-side segment, utility machines averaged 3.6% lower in September-October compared to JulyAugust. This was 4.9% lower year-over-year. The sport segment averaged 3.3% lower in September-October compared to July-August. Sport UTVs were down 4.7% year-over-year.

Based on feedback we received from dealers and our observation of the market, we anticipate a need for local market pricing adjustments and potential factory rebates. While market conditions may improve as the buying season approaches within the next couple of months, dealers are not overly positive as a whole.

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.

NOVEMBER AWP IN REVIEW

Ho-Ho-Hope you’re ready for 2025!

As we approach the end of 2024 and set our sights on the new year, we’re encouraged by recent trends in wholesale pricing and inventory performance. November’s Average Wholesale Price (AWP) data offers insights into dealer sentiment and hints at what may lie ahead in the powersports market. Dealer optimism has improved, buoyed by clarity following the election and the momentum of the holiday shopping season. Manufacturers have ramped up yearend incentives and promotions to clear inventory and spark consumer interest. We see reasons for cautious optimism while inventory build-up and financing hurdles remain challenging. With tax refunds set to bolster consumer purchasing power in Q2, financing dynamics becoming more favorable, the economy is paving the way for improved dealership traffic.

November Overview

The Domestic Cruiser and ATV/SxS segments led the charge with robust gains in AWP, reflecting strong demand. On-road motorcycles continued to exhibit consistent and predictable value trends, aligning with historical stability. Off-road segments showed improving trends, and PWC and Snowmobiles experienced significant jumps in AWP, primarily driven by a cleaner, newer inventory mix. Conversely, RV/Camper pricing declined for the third consecutive month, while Boat values softened after reaching unusually high levels earlier in the year.

Holiday Momentum and Beyond

The holiday season is a pivotal period, with consumer spending peaking between Thanksgiving and Christmas. Maintaining visibility and offering competitive pricing on new and used products will be critical to capitalize on this demand surge. We expect pricing trends to continue their gradual upward trajectory through the remainder of Q4. As we move into the early months of 2025, AWPs are likely to climb further, especially in anticipation of the spring selling season. This presents a strategic opportunity for dealers looking to acquire high value used inventory.

From all of us at NPA, thank you for your partnership. We wish you a Merry Christmas, Happy Holidays, and a prosperous New Year filled with growth and opportunity!

NOVEMBER ‘24 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

NOVEMBER ‘24 VS. NOVEMBER ‘23

AVERAGE WHOLESALE PRICE CHANGE

AMA DEALER-LEVEL MEMBER BENEFITS

u Business Member ad in American Motorcyclist with current year Business Member company logos

u Discounted advertising rates

u Consumer data from product surveys sent to AMA members

u Magazine copies to dealers including member information

u Encouraging AMA organizers/state chapters to use dealerships for meeting places (bring more people to the dealers)

u Connect dealers to clubs/organizers for local events

u Dealer listings on the AMA website

u Right to display AMA Business Member logo with year on website

u Window cling acknowledging membership

Apply here https://form.jotform.com/amatech/business-member-app For more information contact Michael Kula at mkula@ama-cycle.org • (949) 466-7833 or Alex Boehm at aboehm@ama-cycle.org • (310) 662-1724

UBCO SHORT CIRCUITS

Belly Up Down Under

CURRENTS+

SEGWAY SURGES!

Even before AIMExpo, Segway dominated Las Vegas headlines with its eBike division presentation at CES. Although the big push for Segway Powersports has been for its UTVs in the U.S. the past couple of years, Segway-Ninebot Global aspirations are smaller — micromobility transportation solutions, They have even assembled a dedicated e-bike division in the United States to support the launch of its first two e-bikes. The Xyber and Xafari made their debut at the Consumer Electronics Show in Las Vegas and will be available in Q1 2025.

The company is implementing a new sales model for its e-bikes supporting independent dealers rather than selling direct-toconsumer or through major retail chains and websites as it does with its other product offerings. “We’re committed to entering the e-bike market in a big way and doing it right,” claims Nick Howe, head of e-bike. “This means doing something new and different with both our products and our sales model. We see an opportunity to redefine the e-bike and micromobility product categories and return to a true dealer-centric sales model in the process.”

Dealer Model

For its new e-bike division, Segway is seeking independent bicycle dealers (IBDs), electric bicycle dealers (EBDs) and what it is calling “other bicycle dealers” or OBDs—shops that may not be bike-specific, but are a good fit for its e-bikes, including powersports and outdoor retailers.

“These are awesome machines,” said Howe. “But they’re also very sophisticated and technical. We want to ensure the customer has the best experience possible, and that means professional assembly and service. It also gives us a great opportunity to support the dealers who are the backbone of the bicycle industry.”

In addition to purchasing directly through dealers, customers will be able to buy e-bikes on Segway’s website and have them shipped to a local dealer of their choice. Receiving dealers will still earn margin on these “online to offline” (O2O) purchases. Interested dealers can contact: salesteam.ebike@segway.com

EXPLORE THE XAFARI

In many ways, we’re a technology company first,” notes Nick Howe, Segway’s e-bike head. “Product conversations start with discussions of ‘tech stacks’ and expand from there. We are using our technology to create a more seamless user experience much like what has been done with automobiles.”

Segway’s first two e-bikes — the Xafari and the Xyber — will feature what the brand calls the “Segway Intelligent Ride System,” which promises industry-leading technology that Howe claims has more in common with modern cars than other e-bikes.

Speaking of tech, check out the Segway Xafari, built tough, designed smart, and ready for any adventure. From smooth city roads to dirt trails, the Xafari redefines what it means to ride.

Key features:

• Unmatched Power: 80Nm torque, 750W motor, and acceleration from 0-20mph in just 5.2 seconds

• Ultimate Range: Ride up to 62 miles on a single charge

• Ride Smooth: 80mm front and 70mm rear suspension with 8 damping levels keep your ride comfortable on mixed terrain.

• Tech-Forward: Navigation, Bluetooth, music playback, and Find My all built into the app.

• Durable Design: Full cast aluminum frame supports a 445 lb. payload, with racks for your gear (front: 33 lbs, rear: 55 lbs).

In addition to advanced smart tech and features, the company says to expect category-leading safety and performance; its Xyber will be capable of more than 100 miles of range on a single charge in its dual-battery configuration and the Xafari will be able to go 88 miles before needing to be plugged in.

“These are two incredible yet very different bikes and this is only the beginning,” concludes Howe. “We can’t wait to show you what else we have in store for 2025 and beyond.”

Explore the Xafari here: www.segway.com/xafari

BUSINESS AS USUAL?

KTM eBikes Consolidate

The KTM bicycle and e-bike business unit is a completely different company that is not connected to the motorcycle division or the restructuring. “Neither KTM AG nor Pierer Mobility AG manufacture bicycles or e-bikes with the KTM brand,” says the official statement. “Only KTM Fahrrad GmbH makes KTM Bicycles.”

Since 1992, the motorcycle manufacturer KTM AG and the bicycle manufacturer KTM Fahrrad GmbH have been two completely independent and autonomous companies. The bike business is owned solely by the Urkauf family and has a healthy financial structure.

The family would like to clarify the fact that: “There are therefore no economic or corporate ties to Pierer Mobility AG or KTM AG.” Again there are three key factors:

• Since 1992, the motorcycle manufacturer KTM AG and the bicycle manufacturer KTM Fahrrad GmbH have been two completely independent and autonomous companies. There are therefore no economic or corporate ties to Pierer Mobility AG or KTM AG.

• Since 1992, every KTM brand bicycle and e-bike has come exclusively from KTM Fahrrad GmbH.

• Neither KTM AG nor Pierer Mobility AG manufacture bicycles or e-bikes with the KTM brand. Only KTM Fahrrad GmbH makes KTM Bicycles.

Pat Hus, Pierer New Mobility North America’s sales director, confirmed this in a statement to Bicycle Retailer & Industry News explaining that the e-bike business remained unaffected by the motorcycle group’s restructuring. “The financial challenges we are facing today are largely at the parent level and therefore we have not been impacted as much. We are operating as business as usual.”

UBCO GOES BELLY UP DOWN UNDER?

According to reports in the New Zealand Herald, among others, Kiwi EV innovator UBCO has gone into receivership as of January 17. “As there is no funding available, the receivers have ceased to trade the business and all employees have been terminated with immediate effect.” This despite pending deliveries to the Australian postal department and a number of pizza delivery services.

Receivers Stephen Keen and David Ruscoe from Grant Thornton, stated they were open to selling the business, but no access to the company’s current financials was offered. TPK, UBCO’s main manufacturing partner in Taiwan, was the largest shareholder before the company went into receivership. TPK had acquired a significant stake in 2021 and held roughly 40% of the company by the time it collapsed. GD1, a venture capital firm based in Auckland, held approximately 21%, while smaller investors from the Snowball Effect crowdfunding platform also had ownership shares.

As recently as August 2024, UBCO announced it had negotiated a contract to provide Australia Post with 175 electric motorcycles. “This initial order could potentially lead to more in the future, as these bikes were intended to supplement the postal service’s large fleet totaling 10,000 vehicles,” was the word at the time. Additionally, a smaller trial program was set up with NZ Post, and some bikes were being tested out for local pizza deliveries via Domino’s in New Zealand.

LIVEWIRE LOSSES CONTINUE IN Q4

Despite a surge to 234 units produced in the quarter, LiveWire closed 2024 with less total units than 2023 612 vs. 660. Net loss for the group “improved” to -93.9 million for the year. “In 2024, we undertook several initiatives to navigate the market dynamics and turned challenges into opportunities to reposition the business for 2025,” claims Karim Donnez, CEO, LiveWire.

“We now expect to reduce our cash burn by 40% or more in 2025 compared to 2024. The Company plans to continue establishing its leadership in the EV space,” he notes. However, that 236 unit figure in Q4 was 54% lower than the comparable Q4 2023 total of 514 units. Other “wins” for Q4 included:

• Unit sales of 236, a 138% increase over third quarter 2024

• Consolidated operating loss decreased by $8.5 million from 2023 driven by a decrease in consolidated selling, administrative and engineering expense

• Aligned the Company’s go-to-market strategy with Europe moving to a wholesale model and entered Spain and Italy markets

Bottom line: LiveWire’s consolidated net loss was $93.9 million for the year ended 2024 compared to $109.6 million for the year ended 2023. This decrease of $15.7 million was driven by a decrease in selling, administrative and engineering expense of $12.6 million resulting from the completion of development work on the S2 platform in the prior year, and initiatives taken during the year around streamlining of headcount, offset by a decrease in revenue. There was also an increase in nonoperating income of $14.8 million related to the decrease in fair value of the outstanding warrants as of December 31, 2024, offset by a decrease of $4.8 million in interest income as compared to prior year.

The Company’s consolidated net loss was $22.8 million for the fourth quarter 2024 as compared to $33.1 million in the same period prior year driven by the segment results noted below, an increase of $3.3 million of non-operating income related to the decrease in fair value of the outstanding warrants as of December 31, 2024, offset by a decrease of $1.5 million in interest income as compared to prior year.

“With our world-class products, first-class team, and best-inthe-industry retail partners, we will continue to relentlessly improve the fundamentals of the business and position ourselves for long-term success,” concludes Karim Donnez.

STACYC FOLLOWS SUIT

Students of the EV space all know that LiveWire Group, Inc. is comprised of two business segments:

Electric Motorcycles – focused on the sale of electric motorcycles and related products

STACYC – focused on the sale of electric balance bikes for kids and related products

What EV experts might not know is the fact the balance bikes took a huge hit from 2023 vs. 2024. Full year production in the prior year was 32,113 units… 2024 final production total was 18,549 units, a change of -42%.

STACYC volumes were flat in the fourth quarter of 2024 compared to 2023, concedes CEO Karim Donnez. The silver lining is the fact that “revenue increased by $138 thousand from increased dealer and online sales offset by decreased sales to the Company’s third party branded distributor.”

Overall selling, general and administrative expenses increased by $554 thousand primarily driven by planned product development costs and increased marketing initiatives.

After an extended in-your-face social media teaser campaign, Kawasaki finally took the wraps off their new NAV. For those who guessed it was a golf cart early on, you were right... sort of. Kawasaki calls the NAV 4e a “Personal Transportation Vehicle (PTV)” noting it is lifted like a UTV combined with the easy egress found in a LSV like a golf car.

“Kawasaki’s first-ever electric four-wheeled vehicle is more than just a way to cruise the neighborhood or run errands, it is a new way of life,” claims Team Green. “You will no longer be going to your neighbors, or the local pickleball court, you will ‘NAV’ to your desired location. Once you slide inside, you will be amazed by the well-appointed interior with amply padded seats and plenty of leg and shoulder room to conveniently NAV the neighborhood in comfort and style.”

For 2025, the NAV 4e lets the Good Times Roll in three different model configurations with the NAV 4e, the NAV 4e LE and the flagship NAV 4e Limited. The NAV 4e LE model offers an upgrade to lithium-ion batteries while the NAV 4e Limited model includes lithium-ion batteries, 7” full-color TFT instrumentation, audio system, brush-guard style front bumper, a flip-down windshield, premium seats and steering wheel along with floor lighting and more.

KEY FEATURES

• Smooth, simple induction electric motor rated at 4 kW output

• Two battery Types: Lithium-ion (LE, Limited) and lead acid

• Premium lifted style

• 14” wheels with 23” off-road style tires

• Unique Kawasaki front-end styling

• Roomy interior layout

• Elegant and comfortable seats

• Passenger-centered convenience

• Comfortable chassis design

• First in category* fold-flat rear seat

• Spacious

TOUGH BRAKE!

Super73 Recall

Following on the heels of a lawsuit during the Xmas break, Super73 has suffered a recall for bad brakes. In conjunction with the Consumer Product Safety Commission, Super73 is recalling about 1,400 Z Miami SE and Z Adventure Core e-bikes because the retaining pin in the disc brake caliper can loosen and dislodge from the assembly.

There have been 21 reports of loose retaining pins and/or related brake failure, resulting in one minor injury.

Consumers should stop using the recalled e-bikes and contact Super73 for a free repair kit and up to $50 toward the cost of the professional installation of the pin. Consumers will be asked to send a copy of their installation receipt to Super73 for reimbursement of the installation cost. Super73 and its retailers are contacting all purchasers.

The Z Miami SE e-bikes were sold in three colors: Bandit black with a black seat; Palladium gray with a camel seat; and Astro orange with a black seat. The Z Adventure Core e-bikes come in only one color: Sandstorm, which has a black and brown frame. The model name and color are on the purchase receipt.

The bikes were sold at the Super73 store in Irvine, California, other bicycle stores nationwide and online from April 2024 through September 2024 for between $2,300 and $2,500.

More information: Super73 recall page | CPSC recall page: www.cpsc.gov/Recalls/2025/Super73-RecallsZ-Miami-SE-and-Z-Adventure-Core-ElectricBicycles-Due-to-Crash-and-Injury-Hazards

TRANSACTION ANNOUNCEMENT

“Having acquired my second Harley-Davidson dealership in Lincoln, Nebraska, with the help of Juan Pardo of Performance Brokerage Services, it was not long before he approached me about the possibility of acquiring Historic Harley-Davidson in Topeka, Kansas. It made sense for me as I continue to grow my Harley-Davidson portfolio, and the numbers worked out. Juan Pardo and Courtney Bernhard at PBS were great sounding boards as we worked through and completed the deal. I look forward to working with them in the future, and would recommend Performance Brokerage Services if you are looking to acquire a Harley-Davidson dealership.”

STEVEN TOWERS | BUYER

“I got to know George Chaconas of Performance Brokerage when he was working in my Kansas market area. He introduced me to a couple of Harley-Davidson opportunities, but I was focusing on relocating. When I started thinking about selling, I reached out to George and his team of Courtney Bernhard and Juan Pardo. I want to thank them for helping facilitate the sale of our family business of 75 years. When considering buying or selling a dealership, I recommend reaching out to George and his team of industry experts. Although it was difficult, moving on to the next chapter of my life and our family’s journey was the right decision.”

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

Harley-Davidson & Powersports Division

George C. Chaconas, Senior Partner, CBI/M&AMI

Office: 813. 569. 6250 | Cell: 813. 245. 2535

Email: george@performancebrokerageservices.com

Address: 2102 West Cleveland Street, Tampa, Florida 33606

MORGAN G. SLATER

JUAN C. PARDO

COURTNEY A. BERNHARD

GEORGE C. CHACONAS

MIKE PATTERSON | SELLER

Welcome to Holeshot, the monthly newsletter of the NPDA that’s built to keep our Dealer and Partner Members out in front. Thanks for your interest in all things NPDA.

If you are receiving this newsletter, you are not yet a member of the NPDA (Dealer or Partner), but we are here to help remedy that! We invite you to join as a Member as part of our growing February Membership Drive. That’s right — now’s the time for you to join us on the other side of the ropes as we Promote, Unite, Represent and Educate our NPDA Dealer and Partner Members.

You can see a sampling of our successes below, but we encourage you to have full access to the articles and profit-driving insight every month by joining us as an NPDA member. We can have a greater impact together.

Prospective NPDA Dealer Member —

Join us today by clicking here: www.npda.org/dealer

Prospective NPDA Partner Member — Learn about our Partnership program that allows you to support Dealers today by sending an email to dave@npda.org.

We were pleased to see so many of you at AIMExpo to get a head start on the year. Also, a warm welcome to our newest Partners this month — ACTION Recruiting and Sheffield Financial. We would be glad to welcome you this month alongside our 370 Dealer Member Locations and nearly 30 Partners. February 2025

GARAGE COMPOSITES PODCAST FEATURES NPDA

EXECUTIVE DIRECTOR

Dave McMahon, Executive Director of the NPDA, was the guest on Garagecast #265 that was part of the live broadcast from the AIMExpo show floor earlier this month. The podcast, hosted by Garage Composites principals Tony Gonzalez and Sam Dantzler, describes it thus: “Dave, a well-known industry leader with experience as an editor, content director, and even on the manufacturing side, now serves as the Executive Director of the National Powersports Dealer Association (NPDA). He shares the NPDA’s mission to support...

POWERSPORTS WORLD TV MAKES AIMEXPO DEBUT

Join us for the ride! Powersports World is powering the future of streaming through cutting-edge technology and reaching 50 million households in the US and worldwide!

There is no more active, engaged and compelling community than the powersports world. Street, track and trail, snow and water. Rallys, races, collections, history, competitions — our community has the greatest stories to tell… and now with the advent of Powersports World, we have a place to curate this great content and nurture our Content Creators.

We have a place to invite, inform and inspire the powersports world to join us for the ride!

Best of all, Powersports World is free!

Watch here or find us on these platforms: DAZN, Sling, FreeCast, DistroTV, LocalNow, Fubo, Streamstak and Roku.

Interested in lending a hand in the early stages of your TV channel? Reach out to NPDA Co-Founder Bob Althoff at bob@bobalthoff.com

ENCOURAGED TO JOIN ABOUT NPDA

The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members.

Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry.

Our Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared, sustainably profitable, and exceed the expectations of a growing Powersports customer base.

PTSD OP-ED

Post

Wildfire Grieving Process

By Don Amador

Other than sending donations to organizations that are providing relief services to victims of the ongoing L.A. wildfires there is not much that I can do to provide immediate in-person assistance to those suffering tragic losses. It is a loss I feel personally and professionally. In fact, most of my personal life and professional career have been spent recreating and working on public lands in Northern California impacted by the 450,000-acre 2018 Mendocino Complex Fire and the one million+ acre 2020 August Complex Fire and 2021 Dixie Fire.

I hope the following grief-related information that I have gathered since then might help affected parties in some small way cope with, and process, the devastating longterm effects these fires have on displaced families, first responders, business owners, relief workers, and many others.

The American Psychological Association (APA) states that trauma is an emotional response to a terrible event like an accident, rape or natural disaster. Immediately after the event, shock and denial are typical. Longer term reactions include unpredictable emotions, flashbacks, strained relationships and even physical

symptoms like headaches or nausea. APA goes on to say that accidents or wildfires are typically unexpected, sudden and overwhelming. For many people, there are no outwardly visible signs of physical injury, but there can be nonetheless an emotional toll. As we are seeing, it is common for people who have experienced disaster to have strong emotional reactions.

Health professionals state that post-traumatic stress disorder (PTSD) is a mental health condition that’s triggered by a terrifying event — either experiencing it or witnessing it. Symptoms may include flashbacks, nightmares and severe anxiety, as well as uncontrollable thoughts about the event.

The Mayo Clinic also states that most people who go through traumatic events may have temporary difficulty adjusting and coping, but with time and good self-care, they usually get better. If the symptoms get worse, last for months or even years, and interfere with your dayto-day functioning, you may have PTSD.

I have found the posting of stories and pictures of my experiences in the affected areas to be therapeutic. Talking with friends, colleagues, and partners are other important ways that survivors cope with PTSD.

As the L.A. firestorm continues, it is important for us to exercise patience until firefighters and other first responders complete their assignments and understand they may be in some stage of a Post Wildfire Traumatic Stress Disorder (PWTSD). Also, it is important for family members and friends that are outside of the burn area to understand that they too might be suffering from PWTSD.

I want to thank Allen Payton an editor and long-time friend in the SF Bay Area who cares a lot about how natural disasters impact families for posting this article on the issue of the post wildfire grieving process: contracostaherald.com/writer-shares-about-postwildfire-traumatic-stress-disorder

Don Amador has been in the trail advocacy and recreation management profession for over 33 years. Don is President of Quiet Warrior Racing LLC. Don serves as the Western States Representative for the Motorcycle Industry Council. Don is Past President/CEO and current board member of the Post Wildfire OHV Recovery Alliance. Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. Don served on the California Off-Highway Motor Vehicle Recreation Commission from 1994-2000. He has won numarous awards including being a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award. Don served as the government affairs lead for AMA District 36 in Northern California from 2019 – 2023. Don is a Core-Team member on FireScape Mendocino. Don is a contributor to Dealernews Magazine. Don writes from his home in Cottonwood, CA.

LIFE LESSONS FROM MALCOLM SMITH

By Scot Harden

Good afternoon, everyone! It’s great to be surrounded by so many familiar faces, as we share in this celebration of Malcolm’s life and all he meant to us. Looking around, to say Malcolm Smith left a huge mark on our world is clearly a huge understatement. I was fortunate to know Malcolm over some 50 years as a competitor, as a sponsored rider for MSR, as a teammate, a business associate and friend. I wouldn’t be standing here if not for him.

Looking back, it’s amazing to think what he accomplished in life. Some will say it’s all because of On Any Sunday, and the recognition and exposure that came with it. Even he admitted it was a big help getting him started, but honestly if there hadn’t been a real person, the person who Malcolm really was underlying all of it, he wouldn’t have had the enduring impact he made on all of us. In the end Malcolm was so much more than the amazing competitor and funloving everyman portrayed in that movie. Malcolm led a life of singular achievement.

It would take all day to list all the things he accomplished as a racer, businessman, philanthropist, advocate, and most important of all as a family man.

However, today I don’t want to talk about what he did but how he made us feel, the way he inspired us. Malcolm changed the atmosphere of any room he entered. You could feel his presence. I witnessed this over and over at races, banquets, dealer and trade shows. I saw it in people’s faces as they waited to meet him. He had an uncanny way of making you feel like you were the most important person in the world. Whether it was a warm handshake, or the way he looked you right in the eye, or that big silly ear to ear grin, Malcolm made every interaction feel significant. He treated everyone with the same respect and kindness leaving a lasting impression on anyone fortunate enough to cross his path. He provided a great example of how to treat others.

I know this was true in my case. As a young upcoming racer his words of encouragement meant everything to me; they were rooted in a deep understanding of who I was and what I might become. There are countless stories of other racers, employees, customers and everyday people whose lives were changed by this man in some meaningful way.

One of the things I admired most about Malcolm was how he dealt with pressure. I witnessed it firsthand in

Baja, at Rallies in Africa and South America, and in a multitude of situations. He just had a way of getting in the deepest of shit and usually come out smelling like a rose. He never got flustered.

We all know Malcolm had a reputation for being tough in business. Those who dealt with him knew this side. But even though he could drive a hard bargain, he was a man of unparalleled integrity. His word was his bond. He lived by an old school code way of doing business that never wavered. His actions spoke louder than words, and his example showed us the power of staying true to one’s values. In a world that feels more unsteady every day, Malcolm was a rock—a dependable, steadying force of everything good about powersports.

As we all know Malcolm had a reputation for being frugal, ok, let’s call it like it was, Malcolm was a tightwad. It served as the subject of many jokes all which he bared with grace and good humor. But don’t let his alligator arms fool you; he was one of the most generous individuals I ever met because he gave things of much higher value, ...his time, his energy, and his spirit. In this area he gave selflessly, never expecting anything in return. Just ask the kids at the

orphanages in Baja impacted by the Malcolm Smith Motorsports Foundation. There are countless other examples of his generosity.

Malcolm was a great example of a life well lived. I learned a lot from Malcolm. Here are just a few of life lesson’s he taught me.

• Nothing is guaranteed in life. Ride as much as you can, while you can.

• Sometimes you must slow down to go fast.

• It’s not a real ride until its dark, you are almost out of gas and your 50 miles away from your truck. Oh yeah and no one has a working headlight.

• Racing is a thinking man’s sport.

• Riding wide open, taking chances in the dust has an expiration date.

• In racing and business, knowing when to risk and knowing when to settle for the card you’ve been dealt determines how successful you will be over the long run.

• No matter how tired, how cold or miserable you are Pain/Discomfort is temporary. Quitting lasts forever.

• Chase your dreams, and while you are dreaming, you might as well dream big!

• Be gracious when you lose. And even more so when you win.

• Family comes first. They are the ones that will be around in the end.

• If you’re not having fun, then why the hell are you doing it.

• Most important lesson of all, if someone else offers to pick up the dinner tab, let them.

I’ll never forget the way Malcolm made me feel. Let us carry forward his passion for motorcycling, especially now, when motorcycling really could use some positive energy. He’s not here with us, but his spirit lives on in us and the countless lives he touched. Think of him every time you throw your leg over your motorcycle and head out on a new riding adventure with your friends. He is there beside you!

Malcolm’s legacy will endure in our hearts forever. My heartfelt condolences to Joyce, Alexander, Ashley, Joel and the rest of the Smith family. Thanks for sharing Malcolm with all of us.

Rest in peace, Malcolm. You were truly one of a kind. We will miss you!

Confessions Of A Customer®

By Eric Anderson

THE INDUSTRY NEEDS FUNDAMENTAL RETAIL TRAINING

— public schools are not producing qualified employee candidates, so let’s do it ourselves!

Atroubling trend in American education has emerged, with recent national test scores revealing further declines in reading and math proficiency among students. According to the Wall Street Journal, the National Assessment of Educational Progress (NAEP) reported that scores for 4th and 8th graders have reached historic lows since testing began in 1992. Particularly concerning is the decline in 8th-grade math skills, which have dropped by 8 to 12 points since before the pandemic in 2019. Proof is my experience with the local dealer’s parts staff having trouble “making change” for a $20 bill when I bought a $3.65 chocolate bar. These frightening score findings signal bigger economic and social challenges ahead for our beloved powersports businesses and even the nation. It is most likely that we in the powersports business will have to fundamentally “train our own” instead of assuming public schools will do the job for us.

Dr. Eric A. Hanushek of Stanford University estimates an individual’s lifetime earnings reduction of 3% to 9%, depending on the state. This translates into billions of dollars in lost economic productivity over time. The social consequences are equally alarming. Learning deficits often

lead to lower high school graduation rates, decreased college enrollment, increased rates of teen motherhood, and jail time. Depressing, isn’t it? These create a ripple effect, impacting not only individuals but also their communities and recreational pursuits (like motorcycling).

PROBLEM: American students entering the workforce here are at a disadvantage as more international workforces advance in mathematics and multilingual literacy. That disadvantage grows even larger knowing most American kids don’t want to pick strawberries or flip burgers. Nationally speaking this widening Qualified Employee Gap has contributed to a growing reliance on foreign and immigrant talent to meet our country’s needs for advanced technical skills and a willingness to do the hard work…or both. The issuance of more H1-B work visas certainly confirms this dependency. As domestic education systems, both collegiate and vocational, fail to produce enough skilled professionals, businesses are increasingly turning to international talent to fill these gaps. The pool of qualified employees to pull from is getting smaller. What really caused all this and more importantly, what’s the solution?

The pandemic accelerated students’ learning losses, but the underlying issues predate the health crisis. The trends surrounding educational inequality go back to policy changes in the 20th century. During the 1980s, many middle-income manufacturing jobs went overseas seeking cheaper labor in the name of “globalization” and profit. Right or wrong, the social fabric of the USA changed completely. The Great Recession in 2008 further strained families, leaving Millennials and subsequent generations grappling with hard times and reduced opportunities. Yet another troubling consequence surrounding these times was an increase in premature deaths among young people due to suicide and drug overdoses. Depressing… again. Employers now will become tasked with “educating and motivating” employees rather than simply putting (pre-trained) people to work. Consider becoming more of a “helpful coach” than a “dictatorial employer” moving forward.

Look at the widening gaps in our society’s educational accomplishments. In the powersports industry, for instance, business leaders are noticing a growing disparity between highly trained 20 Group dealer principals… and the younger inexperienced employees entering the workforce. A lack of fundamental skills — not technical ones — among new hires has become a real problem making middle management and new employee-seeking more of a challenge than ever before. Dealers don’t have the time to educate or reeducate all new employees. They expect them to hit the ground running with only a little orientation!

Generational differences in the definition of “work” further complicate the issue. Older generations often view “work” as a collaborative, hands-on activity involving diverse tasks such as unpacking, lifting heavy objects, shelf organizing, and direct customer interaction. In contrast, younger generations tend to associate “work” with digital input, data management, computer organizing, social media engagement all with minimal face-to-face interaction. Younger employees were educated for their job positions — usually in solitary environments focused on digital tool usage. No wonder employers are disappointed with

the pool of skilled young people! These changes in how our youth are being educated create tension in agediverse workplaces, especially in customer-facing ones like powersports where personal skills and passion are essential. Some of my powersports dealer friends report difficulty finding employees who are equipped with traditional and modern skills but are also willing to engage actively with “real live customers.” The decline in “people skills”—such as communication, teamwork, conflict resolution and problem-solving — adds another layer of complexity to the challenge. Perhaps the powersports industry needs some fundamental 24/7/365 mobile-friendly, online training and retail orientation courses for young dealer staff to address these challenges. This way new employees can be better trained before taking the job while also allowing them to learn in solitude on their digital device, one of this generations favorite pastimes. Five-minute e-learning courses like “How to greet a customer,” “Five steps to the sale,” “How to start a customer conversation,” “Overcoming an objection,” “Selling a helmet” and “Telephone etiquette.” Naming 20 more would be easy.

Tie a junior college and high school recruiting program to our own powersports-specific e-learning program…and dealers will have a much better talent pool to draw from.

“Consider becoming more of a “helpful coach” than a “dictatorial employer” moving forward.”

SOLUTION: Train our own. Powersports dealers will have to learn how to bridge the gaps between young employees’ actual skills and their own pie-in-the-sky expectations. Implementing powersports-specific, mobile-friendly e-learning platforms takes time, but can provide accessible and efficient training for younger, new employees. These learning tools would allow your business to “upskill” your workforce quickly, addressing both technical and human “soft skills”

to newcomers. Mentorship and role-play programs could also play a critical role in team collaboration, selling skills, and knowledge-sharing between generations. By pairing experienced employees with younger team members, your dealership could instill work ethics, practical skills, and a sense of community on a higher level. If powersports industry leaders prioritized an effective dealer education system for the higher turnover job positions inside a working dealership we would have a much better chance of becoming profitable. This can also include investing in youth education wrapped in a powersports theme — EX: add “Come Work With Us” to MIC’s “Come Ride with Us.” Industry organizations and retail sectors will need to synergize their powers now to keep up with the needs for a fast-changing, newly adapting powersports workforce.

If our schools do not train quality candidates for retail work, we need to do it ourselves. Include retailoriented math and science.

If we agree the general education system is broken, or at least unable to provide technically or “soft skills” trained retail candidates, then let’s do it ourselves. Failure to act perpetuates the mediocre growth we are currently experiencing. By investing in the next generation of powersports-specific employees, the industry can regain its competitive edge and ensure a brighter future. The stakes are high, but the opportunities to create meaningful change are within reach. Now, do I need to begin writing a curriculum on “How to make change from a 20-dollar bill”… for a future powersports e-learning platform?

E-learning is the only way forward to take control of our own industry’s destiny to build our own quality dealership candidates.

FRONT & CENTER IN LAS VEGAS

With a new look and expanded layout for the AIMExpo Starting Line – a new feature area at the front of the show — New product presentations took center stage, literally and figuratively front and center in Las Vegas. Early bird dealers and nearly 200 media types were treated to a guided tour on the show floor. Meeting by the REV’IT! ADV Checkpoint at the Starting Line near the main entrance, the tour took the media scrum to the OEM displays, including Suzuki, Moto Morini, MV Agusta, Piaggio Group, KTM group, Zero Motorcycles, Royal Enfield and Segway.

Following the OEM excursion, individual product presentations began on-stage at New Product Central. Adjacent to the wildly popular Moto Trainer simulators which ensured a captive, if somewhat distracted audience at times: www.motorbikesimulator.com

We attempted to snag as many of the exhibitors as we could for separate Dealernews LIVE video segments as well. Look for the videos to begin playing at our YouTube channel as soon as we get them through post-production… with nearly 50 segments it will take some time, so stay tuned.

ALPINESTARS BLOWS UP AIMEXPO

Did you catch the unveiling of the Alpinestars Tech-Air 5 Plasma at the 2025 AIMExpo New Products Stage? Marking a significant milestone in motorcycle airbag technology, the Tech-Air 5 Plasma was showcased to a captivated audience of industry professionals. With its sleek design and cutting-edge features, the Tech-Air 5 Plasma was designed to provide unparalleled protection for riders representing a major leap forward in safety and performance on and off the track.

DENAGO DEBUT

AIMExpo was the first time dealers could see the new Freelander 300FI and meet the full team of top pros at Denago PowerSports. “We are excited to announce a new offering of premium powersports vehicles that will stand the test of time while providing outstanding value, style and reliability,” says GM David Garibyan. “Denago PowerSports offers ATVs, side-by-sides and dirtbikes at an unbelievable price and backed by a full warranty.” If you missed AIMExpo, discover the Denago Difference here: www.youtube.com/watch?v=4xcjxGQSA9I

KABUTO CAPS OF INTRO

Heads up! The wraps came off for Kabuto’s return to the Americas at EICMA, but the real rollout was at AIMExpo. “I’m excited to announce that I have accepted the position as director of Kabuto Americas,” says Scott Holbrooks. “Kabuto is a famous Japanese helmet company that was founded in 1981. I’m honored to be bringing this brand’s extraordinary technology and uncompromising quality to North and South American riders.” Holbrooks adds, Kabuto is passionate about protecting riders and they conduct themselves with the highest levels of honor and integrity. “Kabuto is a familyowned business, I have known and been working alongside them for nearly a decade.

HEADS UP FROM KYT

Trusted, tested, proven. Since 1998, KYT has incorporated racing DNA into its helmets. P-1 for KYT at AIMExpo was its all-new TT REVO full-face helmet. The aerodynamic design crafted using advanced wind tunnel testing, the TT REVO delivers unmatched safety without compromising on style or rider comfort. Safety is at the forefront of the TT REVO’s design. The helmet is both DOT FMVSS No.218 and ECE 22.06 certified, meeting the highest international safety standards, including the latest European regulations. The helmet is equipped with a Class-1 polycarbonate visor, featuring an anti-scratch coating for long-lasting, crystal-clear visibility. It’s also Pinlock-ready, providing riders with a fog-free experience in all weather conditions.

RABACONDA RETURNS

Rabaconda, known for their legendary Dirt Bike Tire Changer, popular Street Bike Tire Changer, and sought-after Mini Tire Changer, returned to AIMExpo to connect and engage with the powersports dealer community. If you missed seeing just how easy tire changes can be, you missed one of the most valuable reasons to drop by the New Product Pavilion!

youtube.com/shorts/1U4XdwbZ0x4?si=Ir2fb6sFd6MlXYtM

RMSTATOR CHARGES INTO LAS VEGAS!

The crew from Canada “charged” into AIMExpo looking for dealers. Miss the show but still want to amp up your shop’s electrical system business? With more than 50,000 ATV, UTV, Motorcycle, Snowmobile, PWC and Marine applications, RMStator is truly one stop shopping for your shop. “This expo presents an incredible opportunity for us to showcase our latest technological advancements and introduce you to our innovative product lineup,” says CEO Guillaume Robert. “Our team at AIMExpo included our electrical engineer and Product Director on hand to demonstrate our groundbreaking REVOLT technology & CDI testing software, share insights into our ongoing projects within the powersports industry and more.”

www.youtube.com/watch?v=2uG6sTchVJs

MALCOLM SMITH’S CELEBRATION OF LIFE

It all started for me on March 9, 1941, in a small rural hospital in the village of Ganges, on Salt Spring Island, British Columbia, Canada,” wrote Malcolm Smith in the first chapter of his acclaimed autobiography. “Where it will end, no one knows. But you can be sure I’m going to enjoy every minute I have left, with a smile on my face, and my family nearby. Can’t ask for more than that.”

And Malcolm’s extended family — friends, fans, neighbors, customers, competitors and actual relatives — came together to share one last smile with Malcolm. With the notable exception of the Museum on the mezzanine, the dealership was completely cleared so there would be room enough for all 2,000+ people who turned out.

Note this was not at a black tie affair — it was a celebration of life — Hawaiian shirts were encouraged! On Sunday (of course) January 12, family, friends, fellow legends and heroes gathered at Malcolm Smith Motorsports to celebrate the life of the Motorcyclist Of The Century. Tall tales, good food, bad Hawaiian shirts and a showing of On Any Sunday, were the order of the day.

Malcolm Smith’s celebration of life was a celebration of our entire industry… and more. From legends like Mert Lawwill to local friends, Malcolm had a profound impact on millions of people around the world. Although the motorcycle industry was in Southern California for the start of Supercross, not everyone could pay their respects and swap Malcolm stories in person. So the celebration of life was live-streamed for everyone and archived at the dealership’s YouTube channel: www.youtube.com/watch?v=st4jkmELiY4

MALCOLM SMITH MOTORSPORTS FOUNDATION

Since 1998 the motorsports community has been giving back to Baja via funding education for all children at El Oasis Orphanage, Valle Trinidad, Baja Norte.

“We provide the opportunity for every child at El Oasis the chance to realize their dreams through a fully funded academic opportunity, Kindergarten through University… and beyond,” explained Bill Wheeler during the celebration of life.

“Mucho” also told the story of his unique sobriquet, but you will have to watch the video for that tall tale.

The Foundation is a motorsports community based organization, fully committed to giving back to the future leaders of Baja, the children. “Doctors, dentists, school teachers have all come from the orphanage’s graduates,” said Wheeler.

“We offer the children at El Oasis the opportunity to follow their dreams through a fully funded education of their choice. Malcolm Smith Motorsports Foundation is a fully volunteer organization with no paid staff.” That means 100% of the donations go straight to the kids, noted Wheeler. “Facilities, utilities and most costs are donated by Malcolm Smith Motorsports, ensuring all dollars are used for the children.”

MALCOLM SMITH FOUNDATION PROJECTS

1) Original site development.

2) Water systems for both potable and agricultural water.

3) Electrical system to bring power to the site

4) Irrigation and planting 400+ trees

5) Playgrounds and ball courts

6) Ed-u-center for after school studies and enrichment

7) Beds and bedroom furniture from TrendWoods furnishings

8) Medical assistance in the US for extreme conditions.

9) US-based summer internship program for university age students.

10) Fully funded education for every child; tuition, books, uniforms, travel and room and board where applicable.

Malcolm’s legacy lives on in Baja! Gracias Mucho and all the volunteers. Find out more about the Foundation and make your own donation to Malcolm’s favorite charity: www.malcolmsmithmotorsportsfoundation.org

KIDS LEARN TO RIDE!

My Dad instilled that joy of riding and the desire to see what was of that next ridge,” says Alexander Smith in this month’s profile. “Of course, there were tears… I don’t remember a ride with Malcolm when there weren’t tears,” chuckles Alexander.

Just as Malcolm instilled that joy into an entire generation of riders, Alexander has been living up to the legacy with the Malcolm Smith Motorsports “Kids Learn To Ride” events for the better part of a decade. However there are many more smiles and a lot less tears at Alexander’s inspirational sessions.

Malcolm Smith Motorsports hosted its annual Kids Learn To Ride event in the middle of November, with 109 children, ages 3 to 10, discovering the joy of dirtbike riding. Held at Glen Helen Raceway, the event provided a safe, fun-filled environment where USMCA-certified professional coaches guided firsttime riders through step-by-step lessons…with no tears.

The free program focuses on safety, skill-building, and confidence, leaving young participants grinning just like Malcolm as they embark on their first rides. By the end of the day, kids who had never even ridden a bicycle were ripping around the National Track… or at least able to get from point A to B under the watchful eyes of the coaches.

“This event is all about sharing our passion for riding with the next generation and teaching life skills like confidence, independence, hand-eye coordination, and physical fitness,” explains Alexander Smith, General Manager of Malcolm Smith Motorsports. “Seeing more than 100 kids discover motorcycles for the first time and leave smiling is incredibly rewarding.”

The event was made possible through the support of FOX Racing, which outfitted participants in headto-toe moto gear, ensuring they were both protected and looking good. For younger participants not yet ready for the Yamaha motorcycles, STACYC offered their electric balance bikes.

According to Alexander, “the Malcolm Smith team is already planning for next year, excited to continue inspiring the next generation of riders.”

For more information, please contact the Malcolm Smith Motorsports team at info@malcolmsmith.com

TIM BUECHELE

1966-2025

Editor’s Note: Every one of these obituaries strikes a chord, but my friend Tim Buechele’s passing is particularly poignant. We met at the Dealer Expo in Indy, he was a student of the industry as well as working in a dealership and had some questions. Last call came and went but we were just getting started with our conversation. Every Expo after that, we would compare notes and when he got his dream job with Drag Specialties, I lived vicariously through the social media posts of his schedule and dealer visits. Tim was one of the very few folks to call me “brother” and really mean it. He said he had picked up some sort of bug coming back from NVP Louisville, but we were going to compare notes on AIMExpo. He passed days before his 59th birthday… Godspeed, my Brother!

Timothy William Buechele died Feb. 3, 2025, at his home in Hammond, Louisiana. A native New Yorker, Tim lived in Louisiana for more than 30 years, working in motorsports and becoming a legend in the Gulf Coast motorcycle community. Committed to his family and friends, he also loved music and had a passion for fine whiskey. The cause of death was a massive heart attack. He was 58.

Tim was born on Feb. 25, 1966, in Poughkeepsie, NY. As a boy, he especially enjoyed outdoor activities, including camping, snowmobiling and canoeing, eventually earning the Boy Scouts’ top honor of Eagle Scout. If not exploring, he could be found helping his father tinker with antique cars, lawn mowers and motorcycles.

In 1984, Tim graduated from Arlington High School, where he made many lifelong friends. He went on to attend Dutchess Community College (DCC), graduating with an Associate of Science degree in Mass Communication/ Media Studies in 1986, and from the State University of New York (SUNY) at Oswego with a Bachelor of Arts degree in Public Relations, Advertising and Applied Communication in 1988. During these early years, he worked on the farm crew of Adams Fairacre Farms, at DCC’s Campus Radio, and as an intern at the Hudson Valley’s renowned classic rock radio station WPDH. After graduating from college, he worked in admissions and recruitment at the Culinary Institute of America in Hyde Park, and then at Sullivan County Community College in Loch Sheldrake.

It was not until he moved to Louisiana that he really found his calling, linking his love for powersports and motorcycles with his skills in communications and sales. He began at Harley-Davidson of Baton Rouge under Malcolm Zanca, where he stayed for eight years, rising from Retail Sales Manager to General Sales Manager and then to General Manager. In 2001-2002, he took a oneyear hiatus in New York to spend time with family during the end stages of his father’s battle with Alzheimer’s. During that stint, Tim found a position at HarleyDavidson of Woodstock. Upon returning to Louisiana in 2002, Tim worked as the Service Manager at Bent Marine, a family-owned boat dealer in South Louisiana, for three-and-a-half years, experiencing firsthand the devastation of Hurricane Katrina in August 2005. Tim returned to motorcycles in 2006, working at Hammond Harley-Davidson until 2014, then shifting to Covington Powersports until 2021. For the last four years, until his death, Tim was Gulf Coast Sales Representative for Drag Specialties, a major distributor of aftermarket accessories in the powersports industry.

“Crazy Uncle Timmy,” as his nieces and nephews affectionately called him, loved music, concerts, and music festivals. He had recently purchased a vintage Shovelhead Harley in hopes of restoring it and riding more often during retirement. Raised Episcopal, Tim became a regular participant in Church in the Wind at Cajun Thunder MotorSports in Ponchatoula, Louisiana.

He was predeceased by his loving parents, Alvin and Judith, and his pets of 14 years, Cole and Dolly. He is survived by his sister Heather Dinardo, her husband Joe, and their son Jaheem, and daughter Kaitlin and her partner Rudy, who are expecting a baby in August, as well as his great nephew Parker; his sister Elizabeth Stone, and her children Isabella, Trent, Luke and Addison; and many cousins.

Two celebration-of-life services will be held-the first in Louisiana, then in New York: Feb. 23, 2025, 10:00 a.m. with the Church in the Wind, Cajun Thunder Motorsports, 42031 Yokum Road, Ponchatoula, LA 70454; March 8, 2025, 11:00 a.m. at St. Paul’s Episcopal Church, 808 Traver Road, Pleasant Valley, NY 12569.

of Tim may be made to the Tangipahoa Parish Animal Shelter tangipahoa.org/ government/animal-services 15487 West Club Deluxe Road, Hammond, LA 70403, or the Dutchess County SPCA www.dcspca.org 636 Violet Avenue, Hyde Park, NY 12538.

MALCOLM SMITH CELEBRATION OF LIFE

To my friends, colleagues and fellow motorcyclists,

Malcolm Smith was arguably the most influential motorcyclist in history, worldwide. Motorcycling’s patron saint and favorite son was one of the winningest offroad racers in history. His titles include Rider, Racer, Gold Medalist (six times), dominant winner of Baja, AMA Hall of Famer, Distributor, Tour Guide, Actor, Sponsor, Adventurer, Philanthropist (he started an orphanage from nothing) Husband, Father, Grandfather, Friend and more.

For those non-motorcyclists, it’s worth watching the fulllength movie On Any Sunday starring Malcolm Smith, Mert Lawwill and Steve McQueen. There is simply no better documentary about the life of being a motorcycle racer ever filmed. This is the movie that changed the trajectory of an entire industry. Even if you don’t ride, you will find this to be an incredible movie.

For those who are motorcyclists, you already know Malcolm Smith. For those who are motorcyclists or not-yet motorcyclists, it is well worth listening to the speeches of his Celebration of Life held on January 12th, 2025. I was blessed and honored to have been selected as one of the speakers.

To watch his Celebration of life, go to YouTube and enter “Sunday Celebration of Malcolm Smith” —or click here: www.youtube.com/watch?v=st4jkmELiY4

In the middle of the presentation is a one-hour photo gallery. If you don’t choose to watch the photo gallery, make sure you scroll to the end. The ending is spectacular!

“Is it worth a dollar to you to find out one of the great secrets to successful selling?”

This was the most moving and inspirational event of my life. I was blessed to have Malcolm for a friend. Malcolm inspired me and made my life better. Malcolm Smith was a brilliant, generous, talented, humble and beautiful man. There will never be another like him.

Godspeed Malcolm!

Kindest Regards, Frank Esposito