Issue #3 March 2024

DISTRIBUTOR PROFILE+

Turn 14 Takes Over ACES & PIES

Chris Candido Makes A Case For Data

BECOME A BOBCAT DEALER.

EXPERIENCE HIGH-POWERED GROWTH WITH BOBCAT.

With an expansive lineup of products that continues to grow, Bobcat will help you better serve your existing customers and expand into new markets. In addition to our breadth of products, we’ll back you up with dealer support that is second to none.

EDITORIAL

Robin Hartfiel Editor/Publisher

Bob Althoff World’s Luckiest Man

Gus Stewart Creative Director

Brenda Stiehl Production Manager

CONTRIBUTORS

Don Musick Genesys Technology Solutions

Dr. Paul Leinberger

Eric Anderson Vroom Network

Jim Woodruff National Powersport Auctions

Mark Rodgers Performance Consulting

Lenny Sims NADA Appraisal Guides

Scot Harden AMA Hall Of Fame/Harden Offroad

Hector Cademartori Illustrations

William Douglas Little Unique Powersports

Charlie Williams Off Road Editor

Marq Smith Holeshot Motorsports, Canada

Don Amador Quiet Warrior Racing

Joe Bonnello Joe B

Uncle Paul Wunsch Love Cycles

The

Robin

489-4306

Blake

Brenda

John

World’s Luckiest Man

By Bob Althoff

STRONGER TOGETHER

Winning in an election year? To borrow from the Preamble, “We the Dealers of the United States, in order to form a more perfect Union, establish Justice, insure domestic Tranquility, provide for the common defence and promote the general Welfare and secure the Blessings of Liberty to ourselves and Posterity of the powersports industry...” have come together as the National Powersports Dealer Association (NPDA). This is more than an empty campaign promise leading to the Primaries, NPDA is a fact!

It has been an honor to be associated with the NPDA Board, Advisors, Staff and like-minded Dealers. We are stronger together now with close to 500 fellow Dealers from every state in the country, manning the front lines on behalf of every Dealer and, in fact, of our entire industry.

I’m mindful of the exceedingly important work to be done in Washington, D.C., and in our 50 state Capitols to protect all we hold dear. That work is being done by the AMA; Scott Schloegel and his MIC team; individual OEMs, various land use champions, motorcycle rights groups, and now by your NPDA.

Having reached our early goal of having an NPDA Dealer member in every state, we are very close (perhaps a dozen shy) of having representation in all 435 Congressional districts. This is a massively important milestone.

We can now throw our weight behind the AMA and MIC lobbyists. Being able to approach a Senator, Congressman or a Regulator and say, “we represent an important business in every Congressional district — someone who is in touch with thousands of customers, many of whom are voters” will get heard. And in an election cycle, I think all of us know how much power over our lives and businesses is wielded in the Halls of Government.

Imagine if we had not been deemed “essential” during the Pandemic and had been forced to collectively close our doors. Imagine some Legislator who writes a new law attempting to outlaw any motorcycle over 600ccs; banning I.C.E. engines (I’m looking at you, California); or sacrificing our freedoms because some “self-driving” car can’t “see” us?

There will always be a new threat… just ask MIC’s Scott Schloegel about PFAS. But now there is some serious additional heft that will be manning the line — your NPDA.

If you are a Dealer that hasn’t joined our ranks, I’d ask you to seriously consider the many benefits of doing so. If you need any additional motivation, just consider the fact that it could be the last night you switch off the lights and lock the door to your Dealership behind you without AMA, MIC and NPDA looking out for our general welfare and the posterity of the powersports industry.

An ounce of prevention is worth a pound of cure, as they say. I say we are stronger together!

Bob

Editor’s Note

By Robin Hartfiel

MORE ON SHOWS…

Iknow what you are thinking, “Another moron with more on the AIMExpo… spare me!” However having been to trade fairs from Anaheim to Taipei, Münich to Milan (there was even that time in Singapore with Sophia Loren, but I digress) I have become a connoisseur of trade shows. Never missed the Dealer Expo — or its replacement in Cincinnati for a decade the V-Twin Expo — since the day I started working at Dealernews. And truth be told, I was sneaking into the industry-only events for a decade before that!

I have been an exhibitor, attendee, journalist, guest of honor and gate crasher for everything from AAPEX to SEMA, The SHOT Show, GIE (now called the Equip Expo by the lawn & garden guys), AVN to PRI. In the powersports space, I’ve been the face of the brand and the butt of jokes for events like the Top 100 and the old Moto Business Expo; behind the scenes cranking out show dailies for the start-up American International Motorcycle Expo in Orlando; invited speaker on the world stage in Italy, Taiwan and Germany, and thrown out of my own event… twice! I even met my wife at the Dealer Expo and our first date was a romantic Valentine’s Day dinner at Steak & Shake arguing the viability of the scooter market with some exhibitors at 12 a.m. (but I digress, again).

Suffice to say, I have an opinion on AIMExpo, but I wanted to hear what others had to say about the show. So for three days in Las Vegas, I asked every guest in the Dealernews LIVE hot seat how they felt about the

show. I mean we are going into an election cycle which historically means a slump in sales, we saw a flat Q4 and are still facing the threat of a recession or the second coming of the Great Depression, spending on which “expert” you listen to… Yet every single one was upbeat and happy to be at the show. Dealers like Ian Riley from Fredericktown Yamaha to OEM representatives like the always effusive Bob Starr from Yamaha were engaged and genuinely enthusiastic about the opportunity for the industry to come together.

My friend and fellow moto journalist Marilyn Stemp says it best in this issue’s Letters section: “Everyone has their own assessment: too much of this, not enough of that, not the same as the old days... To me, those are moot points. AIMExpo is the trade show we have available to us in motorcycling. I haven’t missed one yet and I’ll continue to support it…

“Connections made, relationships reinforced, new information gained and good times had. That’s a win!” Indeed it is, Marilyn. Intangible and simultaneously invaluable.

“More, more. more,” is how Cinnamon Kernes said it (or maybe that was Billy Idol?). “We saw more business being done and along with it, we had more fun,” adds MIC’s VP of Market Expansion & Events. “Overall, just more pure powersports. And my hope, and that of our team, is that last week was a look at what’s to come. To all our dealers, industry professionals and partners, we recognize the resources you invested into making AIMExpo great: the time, the travel, the willingness to leave your shops, your offices and head to Las Vegas.”

Cinnamon and I go back to the old Dealer Expo days and we have a shared sense of “ownership” of the industry’s premiere trade event independent of who might actually own it. As an MIC Board Member I guess technically I still do have some “ownership” of AIMExpo, but like the days of the Dealerenws International Powersports Dealer Expo (or even the original Motor Cycle Dealer News Expo in Anaheim), these events transcend ownership and naming rights — they belong to the industry. They are “our” shows.

There are many good reasons to save money, keep the store open, not to waste the time in Las Vegas… However there are even “more” good reasons to go to AIMExpo and Connect/Engage/Unite!

See you in Las Vegas in 2025!

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.

the great x-

“ This has to be one of the best-looking ADV bikes on the market today. The price makes it look even better.”

-CycleNews

X-CAPE | $7,999MSRP

HIGHEST MARGINS DEALER PORTAL PREMIUM COMPONENTS U.S. PARTS INVENTORY

COVERED

Good afternoon. This is Ricky Brabec’s mom, is there a way to get the current issue in stores. Or is it just digital?

Thank you,

Brenda Brabec

Sent from my iPhone

Congrats to Ricky for winning Dakar 2x! The Dealernews February issue is a digital only issue and not available in print. But I have attached the pages of the features of Ricky for you to have and print if you would like. Here is the link to the issue: ww.dealernews.com/Dealernews-Archive/ February-2024

PRINT ISSUES, PART II

We used to get your magazine, but haven’t seen one in a while. Do you guys still print them and mail them out?

Kyle Vaughn, Parts & Accessories Manager Colboch Motorcycle Sales Morristown, TN

Hi Kyle,

The last monthly printed issues of Dealernews ended in 2015 when UBM/ Advanstar/Proforrma ended the Dealer Expo and pulled the plug on Dealernews magazine. Former Top 100-winning Dealer Bob Althoff bought the title and brought the magazine back in 2018. Since then we have produced 65+ monthly digital issues. We do one print issue per year just for old

time sake, but apparently we live in a digital era now? AIMExpo attendees could pick up the paper version of the show issue: issuu.com/dealernews/docs/ dealernews_aimexpo_2024

WHY AIMEXPO?

Upon returning from AIMExpo 2024 there were lots of follow-ups and notes to mow through, not to mention the payback for being away. But no regrets: so glad I went!

Yes, it takes a hard-working team to produce a trade show. For vendors and attendees it takes time away from work plus the expense of travel. But being present matters. Being present allows for the irreplaceable face-to-face conversations. And being present opens the door to serendipity.

Everyone has their own assessment: too much of this, not enough of that, not the same as the old days... To me, those are moot points. AIMExpo is the trade show we have available to us in motorcycling. I haven’t missed one yet and I’ll continue to support it.

Connections made, relationships reinforced, new information gained and good times had. That’s a win!

Marylin Stemp, MotoJournalist Via Social Media

THANK YOU DEALERS

I just wanted to reach out and say thank you to all the dealers and groups that have inquired about ZiiDMS. We’re extremely blessed to be as busy as we are right now and it doesn’t happen without a good network. If you know anyone looking for other DMS solutions, please send them my way. The relief that we’re providing is truly gratifying!

Sid Humphreys, Regional Sales Representative ZiiDMS @ Dominion Enterprises

See this month’s Backfire column for more musing from Mr. Humphreys

KEEP ON TRUCKING

What would it cost me to advertise my business in your magazine? I am a specialized motorcycle transport service. I have loader decks installed on my curtain side trailer. I can haul 16 motorcycles with no height restrictions. The only restriction I have is nothing over 10 feet in length. Trying to get my business off the ground the name is Motor Sport Xpress llc...

Kevin Keasey, Founder Motor Sport Xpress,

LLC www.4msx.com

SOUND OFF!

Join in the conversation via e-mail: Editor@dealernews.com

Like us on Facebook: www.facebook.com/DealernewsFan

Check us out on Instagram: www.instagram.com/dealernews

Follow us on Twitter: twitter.com/Dealernews

Tune into the new YouTube channel: www.youtube.com/c/Dealernews50

Keep up to date on: Dealernews.com

DAWN OF A NEW ERA HARDWIRE ROLLS INTO YEAR THREE

On January 24 Harley-Davidson rolled out its “Dawn Of A New Era” with the 2024 models as the third year of its “Hardwire Strategic Plan” continues. Bottom line is a profit four, according to The Motor Company. “We continued to deliver against our strategic priorities,” claims a short clip prepared for investors. “Investing in our strongest motorcycle segments: Touring, Large Cruiser and Trike.”

“In the third year of The Hardwire, we made progress on key elements of our strategic plan by focusing on our most profitable products and markets,” stated Chairman/President/ CEO Jochen Zeitz. ”We believe this will continue to yield benefits to the business and have set us up for long-term value creation despite the current challenging environment for the industry.” Meanwhile 2023 HDMC global motorcycle shipments of 179,984, down 7% year-over-year and HDFS operating income finished down 26%.

“We are excited by the early read of our new Model Year launch, the most comprehensive product development in the touring platform in well over 10 years,” added Zeitz. “That will redefine the Harley-Davidson Grand American Touring experience for years to come and lay the foundation to drive retail sales growth in ‘24. I’d like to thank the team at Harley-Davidson for everything we accomplished together in 2023. Building on the momentum from last year and the launch of our new touring motorcycles in January, we’re well positioned for the year ahead.”

The year ahead does not include the return of the Sportster or birth of the Bronx. Instead dealers were treated to the new CVO Street Glide and Road Glide and six additional limited edition models, including the Road Glide 3 trike, a blacked out version of the Freewheeler trike, a revamp of the Breakout, Fast Johnnie packages, Pan America CVO and Electra Glide Highway King in the U.S. On a global scale the X350 and X500 models are being launched in Australia, China, Japan and New Zealand. See the 2024 teaser here: www.youtube.com/watch?v=OL3V34Re0pQ

SHOW ME THE MONEY!

OEMs Offer $10 Million To MX Racers

When the Pro Motocross Championship kicks off on Memorial Day Weekend, more than $10 million in contingency cash from the OEMs will be up for grabs! And this is just part of the $36 million SuperMotocross World Championship total. MX Sports Pro Racing has announced the financial contribution that will be made available by competing manufacturers: GASGAS, Honda, Husqvarna, Kawasaki, KTM, Suzuki and Yamaha have combined to provide $10,496,200 in posted contingency awards. Triumph adds an eighth manufacturer to American motocross competition and the storied British brand is currently in the process of developing its own contingency program.

“Thanks to a steadfast financial commitment from our competing manufacturers, the competitive foundation of the Pro Motocross Championship, and the SuperMotocross World Championship as a whole, is healthier than ever, with the primary intent to benefit our highly skilled athletes,” said Roy Janson, Commissioner of Motocross, MX Sports Pro Racing. “In Pro Motocross alone we’ve seen an increase of more than one million dollars in OEM contingency for the upcoming season and are eagerly anticipating a further diversification of motorcycles in our paddock with the addition of Triumph Racing.”

Janson adds, “Under the unified effort that is the SMX League, the sport is bigger and better than ever, with a bright future ahead as organizers and manufacturers alike continue to prioritize the very individuals who make SMX the premier level of off-road racing by laying it all on the line each and every weekend.”

DEALER NEWS:

MOMS & The Old Man Of The Mountain

When the newest MOMS — Motorcycles Of Manchester — dealership opens in New Hampshire later this spring, the store will be sharing the love with a local landmark. The MOMS Jericho Super Center will carry multiple brands of powersports vehicles ranging from ATVs to snowmobiles and select watercraft. Each line will be complemented by a selection of accessories,

branded apparel and parts. A full team of factory certified MOMS technicians will be on board as well.

The MOMS Jericho Super Center will also offer outdoor recreation equipment and apparel. Since the new store is located near Jericho Mountain State Park, the Appalachian Trail Junction, and several more parks and public recreation areas, MOMS is developing land it has acquired near the store into trailhead parking areas. Off-road riders and snowmobilers will be able to leave their vehicles and trailers at the trailheads while enjoying the area’s vast off-road trail networks. The trailhead areas will feature a variety of facilities such as warming shelters, rest rooms, and more.

But it is inside the dealership itself where the Old Man Of The Mountain will be found. For more than a century, The Old Man of the Mountain was the most enduring symbol of New Hampshire. The Great Stone Face was perched atop Cannon Mountain, a set of five granite cliff edges formed the distinctive profile of a man. Sadly, it collapsed in May 2003, when the rock formations finally succumbed to time, stress and wear.

A team of artists and builders is recreating the Great Stone Face inside the MOMS Jericho Super Center. It will top a “mountain” that will serve as a display platform for several vehicles. It will be positioned in a welcoming, spacious area ideal for photo ops, making the store a must-stop destination for all tourists.

The 61,000-sq.ft. facility — housed in a former Shaw’s grocery store — is slated for its grand opening May 25, 2024.

DEALERS DEFRAUDED, AGAIN

Several dealerships in the Twin Cities of Minneapolis-St. Paul were bilked of more than $200,000 in motorcycles, heavy machinery, trailers and a boat by a serial swindler, according to a report on Fox9.com. A dozen different dealerships throughout the Twin Cities were targeted, including Simply Ride in Eden Prairie — Minnesota’s largest used Motorcycle Dealer.

Simply Ride’s Cy Webber sold a pair of dirt bikes to the 54-yearold suspect, only to see his check bounce. Court documents claim Richard Wooton, 54, stole more than $232,000 worth of items from May to October 2023. He would then sell many of the items for cash. “As soon as I pulled up Google… immediately I see this gentleman’s face, and it was a mugshot,” said Webber. “My heart just dropped.”

Wooton is currently serving time at the Minnesota Correctional Facility, in relation to a previous theft conviction.”It seems whatever punishment he was previously doled out didn’t do the job,” adds the disgruntled dealer. The full video can be viewed here: fox9.com/news/convicted-swindler-metro-businessdozen-minnesota

CONNECTING OUR INDUSTRY

“We’re thrilled to introduce Powersports Connection to the market,” says BrandEcation Founder Rich Maychrich.”It represents a significant leap forward in our industry that will

redefine how dealers and brands communicate. With more than 20 years in the powersports industry, we set out to build the most robust and comprehensive networking platform available, filling the need for an application that bridges the gap between brands and dealers…. Basically Brands asked, and we listened.”

Powersports Connection boasts a range of cutting-edge features and tools designed to enhance the user experience, including: Training & Education Portals, Communication Center, B2B Dealer Center and New Product Launch Center.

“The launch of Powersports Connection is a testament to our commitment to innovation and delivering top-notch products to our valued customers, claims Maychrich. “We look forward to sharing our latest innovation with the powersports industry at AIMExpo in Las Vegas!” If you missed the unveil in Vegas, click here: powersportsconnection.com

PAYMENT GENIE GRANTS THREE WISHES

Dealers looking for three wishes to be granted? Sheffield Financial and Dealer Spike teamed up to premiere “Payment Genie” at AIMExpo. Payment Genie will allow consumers to determine estimated monthly payments, and even apply for financing on a specific vehicle at up to 5,000 eligible dealer websites across the United States.

“Our collaboration enables dealers to effortlessly incorporate Sheffield Financial’s innovative pre-qualification technology into their own Dealer Spike website,” explains Jeff McKay, President of Sheffield Financial. “This fully integrated financing solution empowers digital shoppers to see if they pre-qualify without any impact to their credit. Dealers will enjoy an integrated and efficient workflow, as pre-qualified digital shoppers will be available in their Dealer Spike retailing portal.”

“The partnership between Dealer Spike and Sheffield Financial is set to transform the way dealerships operate in the digital realm, ultimately benefiting both dealers and consumers alike, adds Tim McDonald, CEO of Dealer Spike parent company LeadVenture. “This new partnership will help our dealers accelerate their business and make the buying process even more frictionless for their consumers.” More details here:

www.dealerspike.com/blog/why-dealers-need-toadapt-now-to-thrive-in-the-future--58748

WHAT DOES MIC DO FOR YOU

One of the unsung heroes of the industry is the Motorcycle Industry Council’s Government Relations team. What VP Scott Schloegel and his crew do behind the scenes makes it possible for all of us to go about business as usual. MIC annually peels back layers of the onion to share with members what is really happening in Washington Several of

our dealer friends and NPDA Board Members like Bob Althoff, Kim Harrison and Bob Henig are Fly-In regulars.

As Moto Morini’s Chris McGee notes, it is eye opening to attend an MIC Fly-In. “Each time I learn something new… and each time I am able to connect with new members of Congress. It is also a great time for us to come together with a common goal.” But attending the Fly-In is not limited to MIC members.

The Fly-In is free for MIC members. The only member costs are hotel and transportation to and from Washington, D.C. Most meals during the Fly-In activities, and all meetings at House and Senate offices, will be provided by the MIC. Nonmembers can attend and participate for $1,000.

Speak now… or forever hold your peace. Register now to be a part of the annual Capitol Hill Fly-In, April 29-30 in Washington, D.C., and have your voice heard by legislators from across the country:

www.capitolhillflyin.com/event-details

Promoting from within! HarleyDavidson exec Luke Mansfield has a new role at The Motor Company as Chief Commercial Officer. Mansfield succeeds Edel O’Sullivan who left The Motor Company after three years on February 9th, according to a filing with the Securities & Exchange Commission. O’Sullivan is said to be “leaving to pursue another opportunity” outside HarleyDavidson. “I love Harley-Davidson. I love spending time with our amazing dealers and their teams. I love meeting and riding with our amazing customers,” says the former VP of Motorcycle Management. “I’m thrilled to announce that the ride continues as I transition to Chief Commercial Officer to lead growth in revenue, profit and motorcycling. A dream role! Thank you and kudos to my current Motorcycle Management team Kristin Pozel, Michael Greenway, Laura S., Ed Herten and Matthew McCarthy, Ph.D. for your leadership and friendship these last few years, you lead with empathy and professionalism, and you’ve created an amazing team culture. I’m very proud of you all.” Mansfield celebrated his promotion at AIMExpo, going to the National Powersports Dealer Association Harley Council meeting and mingling with dealers on the show floor.

Former Powersports Business front man Dave McMahon also used AIMExpo as a platform to announce his new gig as National Powersports Dealer Association (NPDA) as director of education just in time for the trade show. McMahon joins NPDA as the non-profit group expands into 2024. “Mention the name ‘Dave McMahon’ to someone in this industry and it is likely they not only know Dave, but hold him in high regard,” notes NPDA Chairman Bob Althoff. “Dave has great connections, and we are excited by the prospect of what his joining our Team can mean for our continued success.” With the upcoming launch of the NPDA’s Educational Program, the timing was perfect, adds Bob Kee, NPDA Vice Chairman and head of the group’s Education Committee. “This is true building-block work being done for this organization,” explains Kee. “Education is at the heart of Dealer success and NPDA stands ready to provide the best tools to help our members achieve unsurpassed growth and profitability.” McMahon adds, “It’s feels like I’m coming home, being able to connect and engage with NPDA Members in order to help them grow their business. Thanks to the encouragement of several Dealers that I respect and admire, joining the highly passionate team at NPDA is an ideal next step for me. As we know, ongoing education comes in a variety of forms and formats, and we’ll be delivering all of them to contribute to the long-term growth of Dealers and their teams.”

Speaking of media types jumping ship, Jean Turner is now off the road and in-house? “Very excited to share a major career shift. This week I started a new position as Product Manager at Fuse Interactive! I will definitely miss the many wild adventures of moto journalism, but find myself more than ready for some professional stability, a single focus I can sink my teeth into... and a steady paycheck! I’m thrilled to rejoin the Fuse team (for whom I used to freelance as a copywriter) and to also work closely with my beloved crew at Kawasaki Motors Corp., U.S.A. It will be an honor to be a part of this amazing creative team and such a powerhouse brand that is on the move in so many segments of throttle-twisting fun. I feel like I’ve won the job-search lottery with this gig — and also feel like such a grown-up! (I guess it had to happen at some point, right?)

Former LeMans VP of Sales Jeff Derge has landed at Lincoln Industries. “I am honored to share that today marks the beginning of my tenure as the Director of Branded Products at Lincoln Industries. Having collaborated with this team since 2016 in my previous role, I quickly recognized the unique nature of this company. To all my colleagues at LeMans Corporation, I express my gratitude for an incredible 16-year journey. I extend my best wishes to the

Dealer/NPDA Council Chair George Gatto & Luke Mansfield at AIMExpo

EXPERIENCE

INDUSTRY LEADING DEALER PROFITS

All-Inclusive Dealership Program.

At Bintelli, we get it. Our comprehensive dealership program has your company covered, from inventory flooring to attractive retail financing and everything in between. Start a conversation and learn how partnering with Bintelli can help grow your business today.

BECOME A GOLF CART DEALER TODAY

Continued from page 16

company and each one of you for the future. A special acknowledgment goes out to the Sales, Dealer Services, Dealer Development and Events teams for your unwavering support and dedication. To the Dealers and Suppliers, thank you for the opportunity to have worked with you and your teams. My goal was to always ensure that what we developed would be what was best for everyone in the powersports Industry and its customers.”

RumbleOn announces the appointment of Brandy Treadway as Senior Vice President and Chief Legal Officer for the nation’s largest retailer of powersports vehicles, effective immediately. “We are thrilled to waelcome Brandy to RumbleOn,” said Mike Kennedy, CEO of RumbleOn. “Her unique set of skills and her legal and HR background make her a great fit for our leadership team. I’m happy to have her support as we grow and transform the company.” Treadway will lead RumbleOn’s legal and human resources functions. Treadway brings more than two decades of legal expertise, including executive positions at J.C. Penney Company, Inc. and as a partner at Martin Powers & Counsel, PLLC. In her most recent role at Martin Powers & Counsel, PLLC, Treadway served as a Corporate Partner, representing small and medium-sized businesses in corporate and human resources matters. Prior to that, she held key positions at JCPenney, including

Senior Vice President, General Counsel & Secretary, where she oversaw all legal functions for the Fortune 250 retail company, and Interim Chief Human Resources Officer, where she led an in-depth analysis of the company’s organizational structure. “I am honored to join RumbleOn during this exciting phase of growth and innovation,” said Treadway. “RumbleOn is a trailblazer in the powersports industry, and I can’t wait to help this organization drive forward with the strategic initiatives that Mike has laid out for us.” Treadway holds a Juris Doctor from SMU Dedman School of Law, graduating magna cum laude and being inducted into the Order of the Coif, an honor society for law school graduates. She also holds two BA degrees from the University of Virginia. She will be based at RumbleOn’s headquarters in Dallas, Texas.

Just in time for Spring Training National Powersport Auctions adds to its all-star roster! Jason Wilson steps up to the plate as the Territory Sales Manager (TSM) for the Pacific Northwest. Wilson is now going to bat for dealers in Alaska, Idaho, Montana, Oregon and Washington. In fact, you may have already seen him covering the bases in some of your dealerships

No rookie, Wilson has been riding for nearly 25 years (currently a new Ducati) and has worked in the industry for two decades. Most recently, Wilson was with

a Ducati dealership in Portland and worked his way up in sales to become the General Sales Manager. “I enjoy being around powersports, and what better way to enjoy it than being on the inside? I look forward to working with dealers and continuing to share our common interest in the industry,” he adds. Having worked with NPA at his former dealership he is very familiar with the pre-owned process! And promises to bring a unique point of view and dynamic energy to the NPA sales team. His wealth of experience will be invaluable to dealers within the territory, according to Mike Murray, NPA Vice President of Sales. “We are pleased to welcome Jason aboard. His depth of knowledge will undoubtedly illuminate additional avenues for dealers, showcasing the potential of NPA for their pre-owned inventory.” Dealers in the Pacific Northwest looking to play ball with NPA can reach Jason at jawilson@ npauctions.com or 503.349.0571.

Dealer News: While we were ramping up for AIMExpo, the folks at Fox Powersports were making moves of their own, including promoting a new GM from the ranks. “We’d like to proudly announce the promotion of Stephanie Falkiewicz to General Manager. Stephanie has been a dynamic and remarkable member of the Fox Powersports team for 11 years. Her dedication to our Core Values and knowledge of the industry are unmatched. Come on in and say hello to Stephanie!”

TRANSITION TIME

Turn 14 Takes Over AIMExpo… Tucker, Too

We have about 40 different booths here at the show and we’re excited to show our dealers that we are taking this market very, very seriously,” is what new Turn 14 Powersports President Bob Schuetz told the AIMExpo cameras. Brand managers and staff from the 12 brands owned by Turn 14 Powersports along with dozens of partners anchored the massive Turn 14 Pavilion in the center of the Las Vegas Convention Center.

Meanwhile parent company Turn 14 Distribution served as title sponsor of the trade show, hosted the industry party and handled 50% of the eBike demo area. Note there is a distinction between “Powersports” and “Distribution” these days as automotive leader Turn 14 assumed some of Tucker Powersports assets and brands but disbanded Tucker’s distribution operations and emptied the warehouses. The media was brought in before show hours so Schuetz could explain what has been going on since he joined Turn 14 back in October of 2023.

“AIMExpo is really a ‘coming out’ party for Turn 14 Distribution and Turn 14 Powersports,” Schuetz said. “This is our first chance to tell the Turn 14 Distribution story at AIME and it’s a wonderful opportunity to remind dealers about the great products from the Turn 14 Powersports brands.”

He believes the business is simple… although execution can be problematic. “Just get back to basics, we make our industry more complicated than it needs to be. What does the dealer really want? He wants to know that he can order a product; that It is a good product and

it’s going to be shipped on time. That’s all he needs! If you give him just those three things, you’re going to be successful in the marketplace.” Just that simple.

“So that’s going to be our focus — making sure those three things happen. My belief is if we take care of the customer, it’ll backfill all the way through — dealers don’t want problems.” They want products in a timely manner, and Turn 14 Distribution has demonstrated that in the automotive realm, relying on technology and efficiency (see sidebar with CTO Chris Candido).

“We’re signing up new dealers every day,” Schuetz adds, conceding it is time of turmoil. “It’s difficult for the dealers, because it’s a whole new way of doing things. We utilize a lot of technology, so it’s an educational process. We have a guy here at AIMExpo who is showing dealers how to use the website. I think that once the dealers understand it, they’re going to be hooked. It’s really a cool system, it gives them all the data so they can place orders, they can track orders… they can do whatever they want once they get into the portal. We’re really, really excited about bringing that technology to powersports.”

New technology combined with proven brands from Tucker makes perfect sense… however he is clear this is NOT Tucker Powersports! “What we’re doing here is the brands that were bought in the acquisition… the brands were acquired from the previous entity, nothing more, nothing less. We’re going to focus on building these brands, Turn 14 Distribution is going to focus on redistributing these and other brands. We’ve separated the two operations because they’re the most efficient at taking a box and moving it from point A to point B. They’re really, really, really good at that.” Divide and conquer!

“Given my background — I’ve been in manufacturing for a little over 35 years — I understand what Turn 14 Distribution does, because they used to be a customer of mine, okay? What Turn 14 Powersports does is brand building. The building that we have in Keller, Texas, is about 11,000 square feet, and it’s strictly for marketing, engineering, support, you know, those services. In addition to that, we’re opening a 5,000 square-foot Innovation Center. One of the things that we believe will drive us forward and separate our brands from the competition is new product innovation. So we’re going to open up the center that will fuel that growth.”

How better to have a coming out party than to host the AIMExpo Industry Party, meet with dealers and chat up the media? Certainly there will be challenges but Schuetz believes they have turned the corner and are ready to accelerate into 2024.

TRANSITION UPDATES

As of AIMExpo the inventory of Tucker Powersports is now moved to Turn 14 Distribution’s three distribution centers, located in Pennsylvania, Texas and Nevada. It’s been a huge project for Turn 14 Distribution warehouse staff, with over 11,000 pallets of product, representing 146 brands and over 60,000 SKU’s moving into Turn 14 Distribution possession.

Turn 14 Distribution onboarded 146 product lines from the acquisition of Tucker Powersports assets. The bulk of these products are now posted on turn14.com for dealer access at that time.

Powersports Sales & Marketing efforts are moving forward to assist dealers for Spring selling. Turn 14 Distribution uses both field territory managers and inside sales staff to support dealer needs. With this partnership, Turn 14 Distribution meets dealer needs in person in dealerships, while inside staff is available for prompt response to calls and emails. In addition, Turn 14 Distribution has a Customer Support Team, separate from Sales, to ensure the company is meeting dealer needs.

The company is also building a marketing team for Turn 14 Powersports, led by former Tucker Marketing VP Lesley Madsen, and additional marketing resources for distributed brands. The open positions on the Marketing Teams should be filled by Spring 2024.

Turn 14 Distribution’s industry-leading API and data exports are available today, and the company has engaged with all the leading DMS Systems (Lightspeed, DX1, etc.) and channel providers. A data team is working on enhancing product data so more information is available to Turn 14 Distribution’s dealers.

About Turn 14 Distribution, Inc.

Turn 14 Distribution is an award-winning national warehouse distributor which sells vehicles, parts, and accessories into the automotive and powersports aftermarkets exclusively through the businessto-business channel. The company’s Powersports Owned Brands team is responsible for product development, R&D, brand management and marketing for the twelve well-known brands of accessories, parts and apparel for on-road and offroad powersports fans. Turn 14 Powersports brands include Answer, Biker’s Choice, BikeMaster, DragonFire Racing, FirstGear, Kuryakyn, ProTaper, QuadBoss, River Road, Speed and Strength, Skid Lid and TwinPower. Turn 14 Distribution is privately owned and operated.

HOW DID I END UP HERE?

Turn 14 Powersports President Bob Schuetz had been a supplier for Tucker on and off for 20 years. “I was certainly familiar with the company and the brands… And I knew about their financial troubles and what a big challenge they faced. But I was retired!” He had been a senior leader at top aftermarket companies like Warn Industries, Öhlins USA and premium suspension manufacturer KW Automotive, before taking an early retirement at 58 and a half.

Tucker’s turmoil was not his problem, until Schuetz received a call from Turn 14. “So I was playing golf, and I got a call from those guys. They asked, what are you doing? And I said, ‘what do you think I’m doing? I’m retired, and I’m playing golf. What are you doing?” However, the Turn 14 Distribution team was persistent.

“They said, ‘We want to talk to you.’ And I said, ‘Okay, you can fly me up to Philly.’ I jumped on a plane and went up to Philly. And Jon Pulli and Chris Candido explained their vision of what they thought this acquisition could be. They said, “What do you think?’ Well it would have been nice to have a little more lead time here to figure it out.” However the hook was set and Schuetz was off the golf course.

“I laid out a vision and we agreed on it. It was October 11 when I took over, so there hasn’t been much time... I still need to get my arms around some of the product categories and some of the brands, but I can say that we’ve secured our supply lines, which was a huge endeavor, and our top priority. Key vendors are happy right now and product is flowing, but it’s just going to take a little time and a little patience for us to get it where we think it should be.” This trip to Texas is not his first rodeo, though.

“I got a little taste of it when I was the VP of sales & marketing at Öhlins, so powersports is not new to me. Back in the late 80s-90 I worked for some cargo management companies so distribution was not foreign. To me, the powersports industry is very, very similar. The way you go to market is similar. We call them dealers, on the automotive side, they call them “jobbers” — It’s the same thing. The function is the same.” However, there is at least one key difference Schuetz has discovered.

“The only surprise that I’ve gotten is data. In automotive, data management is a really, really big deal. They are able to get everybody from Walmart to Autozone to little jobbers, to NAPA to agree on a structure on how data should be formatted. hard numbers, weights, dimensions, in a specific order, number of characters, all this so everybody could share data. And it all ends up giving the consumer a really good product. Here in powersports, I’ve found that everybody kind of does their own thing.”

Welcome to the Wild West and making a case for ACES & PIES! “Right? We don’t have anything like that yet. So it’s a hodgepodge. It really is. We are working on standardizing it within our company since the priority was to secure supply.” Standardized data notwithstanding, Schuetz admits he has had his hand full explaining what Turn 14 Powersports isn’t, rather than what it will be.

“I’ve spent a tremendous amount of time talking to our vendors, our suppliers, our factories, explaining to them what transpired — We didn’t buy Tucker, we made an asset purchase, which is different. But try to explain that to some of our overseas suppliers. It’s a little difficult. I don’t speak Mandarin or Cantonese! So there is a little bit of a gap. But I think we are getting where we need to go.

“That’s been primarily my focus, reorganizing a little bit and getting to know the people that came over. The brand managers are enthusiasts, they have years of experience, and I lean on them quite a bit. We’re working on selling propositions and strategic positions and branding because Tucker just didn’t do a lot of that towards the end. We are making progress. Got a few more positions to fill in, but we’ll get there.

TURN 14 CTO CHRIS CANDIDO TALKS

As Turn 14’s Chief Technical Officer, Chris Candido has a lot on his plate! The automotive distribution giant’s upto-the-minute online inventory tracking, forecasting and dedicated Customer Support Department allow the company to cut lead times and keep its customers informed about product fulfillment. With 723,000 sq./ft. of warehouse space, Turn 14 Distribution boasts ground shipping coverage to 45% of the U.S. population in one day and 100% within two days. Globally, Turn 14 Distribution’s competitive freight rates, ‘ship to your shop’ flat rate shipping, late shipping cutoff times, seven-day-a-week operation, and same day in-stock order fulfillment is a lot to take in… Then add taking in more than 11,000 pallets of product and over 60,000 SKU’s when it came time to transition Tucker’s inventory into Turn 14’s facilities! We put Candido in the hot seat at AIMExpo to cover what has been happening behind the scenes.

I’m CTO and co-founder of a certain 14 Distribution operation…

Turn 14, we’ve heard that name here around the show. It’s new to the powersports space, but not new in the bigger automotive distribution world.

Yes we’ve been in the automotive space for about two decades. We tried to transition into powersports over the year, but last year, we purchased the assets of Tucker. We’ve kind of taken that on and rolled that into our organization… that’s what we’re doing now.

Everybody from the car side of things seems to see things a little bit different than powersports people. What do you see here at the show?

It’s really been pretty eye-opening for me to be on the ground, talking to dealers and talking to brands… It seems everyone is very focused on the market. People want to talk about the industry, they want to talk about what they’re interested in. And it seems really nice. We’re used to the SEMA show, which is a lot bigger, but I think this has

a lot of really good content and a really good interaction. So it’s been really good!

Speaking of SEMA, for those that don’t know, Turn 14 was awarded Warehouse Distributor Of The Year for how many years consecutively? Five out of six, or some incredible number like that?

it was, I believe, three years of the past five… So it has been a pretty good run. We appreciated the recognition, and it is a real honor.

It means you guys know what you’re doing, you are efficient on the operations side, and you have happy dealers at the other end of the pipeline. Those kinds of economies of scale and the efficiencies that you have developed in that bigger automotive picture can help powersports. How will Turn 14 impact us in powersports?

Well, I think we have a lot of great systems, we spend a lot of time and effort trying to be as efficient as we can be. We put a huge emphasis on technology. From the warehousing level, where we use a lot of automation, down to our systems, we try to be as efficient as possible and easy to work with. But I would also say on the flip side, we have an excellent team. The new folks we’ve hired in the powersports side have been fantastic as well. They have great synergy with our team. So it’s been a really big win there. We have a lot of people who know how to navigate the industry and know a lot of folks that have a lot of retail knowledge. And also I think we have excellent dealers and excellent suppliers. So it’s kind of a win all around. We’re big on relationships.

You’re the chief technology officer, can you please touch upon what ACES and PIES are and what we can learn on the powersports side from Turn 14’s specific model?

ACES and PIES are basically a product categorization standard, established by Auto Care on the car side. They make it really easy in automotive, it’s very easy to get products into catalogs in a way that’s usable across the dealer network. So ACES and PIES simplify attributes and standardize data for vehicle fitment and applications. On the motorcycle side, we had kind of a struggle because we’re used to dealing with a common system for a couple of decades. We’re working on actually adjusting some of those standards to bring over to powersports as part of our business practices. I think it will be something we’ll push

Continued from page 24

for within the industry, because I think it’s a good move to be unified. People bringing new products to market can be done with a click of a button versus, having somebody inputting data and keeping it up to date.

Speaking of inputting data, there was a lot of SKUs that had to be integrated from the old Tucker system into Turn 14

It has been a lot of work. Our team has done an excellent job with it, the folks that we transitioned over to hit the ground running, and they’re really committed to what they’re doing, which has been tremendously helpful. We’re still working through the transition right now. Also in the midst of the Tucker process, we doubled the footprint of our Pennsylvania warehouse and opened another warehouse in Indianapolis. So it’s been a lot of challenges along the way! But I think we’re getting everything under foot and kind of getting rolling. So we’re excited.

What Is ACES & PIES Data?

While the automotive industry takes it for granted these days and Turn 14 distribution implements every day, the powersports industry seems to have missed the memo. Simply put, ACES and PIES are standardized data formats utilized by automotive industry:

ACES (Aftermarket Catalog Exchange Standard) supports automotive application (fitment) data.

PIES (Product Information Exchange Standard) supports product (part number) data.

These data standards work together to manage and exchange part number and fitment data to subscribers. It also gives the automotive aftermarket industry a universal standard to work with. So why have ACES and PIES become the industry standards that are used today by as many as 535,000 business members? To understand that, we need to take a deeper look into the definitions of the ACES and PIES information exchange standards.

ACES and PIES demonstrate how the automotive industry is different from other industries, namely powersports! Both industries have to manage year, make, model fitment data for products — car guys do it efficiently and effectively… motorcycle industry, not so much. This presents unique challenges to companies exchanging data. This data helps create websites, sell online or in a retail store, or helps warehousing products. These data standards were created by the Auto Care Association when the association was still called Automotive Aftermarket Industry Association (AAIA).

ACES aftermarket catalog exchange standard is the automotive aftermarket industry standard for managing and exchanging automotive catalog applications data. Aftermarket manufacturers can send and receive parts data using industry standard vehicle applications. This includes year, make, model, part types and qualifier statements.

The standard further includes part data (brand, part number, part type), along with application fitment information. That application fitment defines which vehicle, which vehicle attributes, and which position on the vehicle the part fits. “Fitment” can cover vehicle make, model, year, submodel, engine, transmission, truck bed length, and so on.

Sounds simple enough… until you try to implement it across 11,000 pallets of product and over 60,000 SKU’s as Chris Candido was tasked with when Turn 14 acquired Tucker’s assets.

Chris Candido is co-founder and Chief Technology Officer of Turn 14 Distribution. His technological focus has fueled Turn 14 Distribution’s growth as a leader in the automotive aftermarket and an exemplary organization in the fields of logistics and automation. Under the leadership, inspiration and guidance he has provided, Turn 14 Distribution has grown immensely since its inception in 2007.

While attending Franklin & Marshall College, Chris joined with Jon Pulli to found JSC Speed, an e-commerce retailer. Building that business provided Chris with many insights into the challenges of e-commerce in the early 2000s. After the sale of JSC Speed in 2007 and the subsequent founding of Turn 14 Distribution, Chris worked to design new applications, automations, and integrations to make Turn 14 Distribution a leader and key partner to its customers and suppliers.

These automations and innovative distribution methods in Turn 14 Distribution’s ultramodern facilities utilize technologies designed to take the company well into the future and set the standard for parts distribution. Chris has a passion for technology and efficiency and leads a team of talented individuals focused on end-to-end integration and improved workflows from the company’s website to the distribution center floor.

THE

Full System and Sub-system Coverage (Engine, ABS, Transmission, Body Controls, etc.) ➤ Read

➤ Complete Special Functions: ✔ ABS Brake Bleed ✔ Service Resets (Oil, Brakes, Spark Plugs + more)

✔ Adjustments (Idle, AFR, Throttle Position + more)

✔ Calibrations (Traction, Lean Angle, Radio + more)

➤ 7” Rugged Android Tablet for fast boot-up

➤ Brand specific cables and connectors included ➤ One year software updates

➤ One year warranty

Dealernews Research

By Don Musick

DIFFERENT STROKES PART II

Back to 2024 again. Let’s pull back the curtain and take a look at the technologies powering today’s personal watercraft. Only 3 players are still in the game, so that simplifies things (note: since Krash Industries pwcs are for competition only, they’re not included). The table below summarizes several key engine characteristics by manufacturer. This table was derived from a model-by-model compilation of 2024 products from the Jetdrift.com website. You can see the complete table here

The net result of all these refinements? According to the PWIA, EPA and CARB standards for personal watercraft have resulted in ~90% reduction in emissions and ~70% reduction in noise levels since they were implemented. In fact, the PWIA has determined that: “Technological enhancements made to PWC engines have resulted in one of the most environmentally friendly motorized vessels on the water”. The images in the table below illustrate just how far watercraft technology has progressed. Like the title of “Fat Boy Slim’s” 1998 album, “You’ve Come a Long Way Baby”!

So that’s it? Everything’s good, and powerplants are squeaky clean? Not so fast Grasshopper!

NO SMOKE ON THE WATER!

How about zero emissions! Of course, that means electric propulsion. While mum’s the word from the current players, Bombardier has announced that all their product lines will include electrified models by 2026. In fact, a prototype Sea-Doo® e-GTI was displayed at the Las Vegas dealer show in 2019. There’s also a more recent (2021) demo of the e-GTI that can be found here While the text of article is in English, the video sadly is in French. At least you can appreciate its whisper quiet operation. If you’ve seen the movie “A Quiet Place”, it would fit right in!

SQUEAKY CLEAN?

The e-GTI isn’t the only electric watercraft that Bombardier has teased with. The Sea-Doo® Rise electric hydrofoil will apparently be available by summer of 2024!

So, with information about Bombardier’s electrified watercraft just trickling out, you might ask if there are any viable startups in the works. It turns out that there are several and they’ve been at it for a while!

EYE OF THE TAIGA

Another Canadian-based company, Taiga Motors has been manufacturing electric powered watercraft and snowmobiles since 2015 (sound familiar?). Based in Montreal QC, Taiga is currently accepting direct orders for its “Orca” watercraft in 3 different configurations: Sport, Performance and Premium carbon fiber models. The Sport model priced at $17,490 (US) features an 80 HP powerplant giving it a top speed of 56 mph. The Performance package ups the power to 160 HP for a maximum speed of 62 mph and it slots-in at $19,490 If only the best will do, there’s a carbon fiber version of the performance model which will set you back $26,500.

All three models feature eco and Sport modes but the Performance and Premium models have a 3rd “Wild” mode for stupid fast acceleration. All three feature a 7-inch Bluetooth-enabled touchscreen with GPS as well as regenerative braking. Charging is via a standard SAE J1772 port giving a ~3.5 hr. charging time on public level 2 chargers. The premium model also supports level 3 charging for a ~20 min. charge time. According to a

press release, Taiga topped 1,000 vehicles in produced in 2023. While Orcas are ordered consumer-direct, they also support a network of service providers for deliveries and after sales servicing.

There’s a great YouTube video that benchmarks the performance of the carbon model ($26,500, 160 HP) vs a Sea-Doo RXT-X ($19,999, 300 HP) that you can check out here (link). Off the line the Orca is impressive, but raw horsepower still ruled the day!

BUT WAIT, THERE’S MORE!

Taiga isn’t the only e-fish in the pond, there are also entries from Narke, T3MP3ST and Bouvet Marine. All three manufacturers are consumer direct. The Narke Electrojet GT95 pricing begins at $47,000 and reaches a top speed of 47 mph. That equates to $1,000 per mph and as you can see from their home page, the GT95 might as well be made from unobtanium!

Next up is the T3MP3ST Maverick GT which claims a 350 HP marine grade engine which can reach 70 mph. Billed as “The Worlds Smallest Yacht” it will set you back a cool $500,000. With seating of 1-4, or up to 8 with an optional tender, maybe it makes sense? Doubt it!

As long as we’re talking about stupid money, there’s always the Bouvet Marine Supermarine MM01 HyperJet. Packing 300 HP and capable of reaching 75 mph, it’s double the price of the Maverick at a budget busting one million dollars! Ok, time to leave fantasy land and get back to reality!

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

Dealernews Research

By Lenny Sims

RV MARKET REPORT

After 30 years of skewing ownership demographics dramatically downward while driving sales to double digit growth, even the transformative GO RVing movement has hit some headwinds on the road to success. With NPA adding RVs to the auction mix at the new Lakeland campus, and NPDA Board members asking about how the other half lives, a 2023 recap is presented here.

As a bit of context, a group of RV industry thought leaders came together in 1994 to create an all-industry marketing campaign that united the three branches of the industry (RV manufacturers, dealers and campgrounds) necessary for a positive consumer experience. The concept caught on and became a role model for multiple adjacent industries, notably powersports. While the Q4 numbers were down, early Q1 data indicates that a resurgence of towables has offset the motorcoach decline leading into 2024’s RV season.

Generally speaking all segments of the RV industry are depreciating in a market generally defined by higher supply and tougher finance conditions. However, values are still strong by historical standards.

Looking at individual segments, the most recent 10 years of Standard Hitch trailer values averaged 5.4% lower in

the November-December period compared to SeptemberOctober, and 4.0% lower in calendar-year 2023 compared to 2022. Meanwhile, Fifth Wheel units averaged 4.0% lower in November-December compared to September-October, and 2.5% lower in full-year 2023 compared to 2022.

In the Motorhome segment, Class A vehicles averaged 1.1% lower in November-December compared to SeptemberOctober, and 2.5% lower in 2023 compared to 2022. Class C motorhomes averaged 2.9% lower in November-December compared to September-October, but 1.3% higher in 2023 compared to 2022.

Camping Trailer values were 1.3% lower in NovemberDecember compared to September-October, and 3.3% lower in 2023 compared to 2022. Truck Campers averaged 4.5% lower in November-December compared to SeptemberOctober, but 0.6% higher in 2023 compared to 2022.

Travel, fifth-wheel and camping trailers saw the biggest turnaround in market conditions in 2023, flipping from appreciation early in the year to notable depreciation in the second half. Motorhomes behaved more moderately in 2023, generally losing minimal to moderate value throughout the year and bringing money on par with 2022. Market conditions should continue to correct in 2024 as headwinds increase.

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.

JANUARY AWP IN REVIEW

Upcoming Months

January typically signals a shift in dealer mindset, transitioning operations at the store from maintenance mode to gearing up for the spring selling season. In most years, we’d expect modest gains in January pricing with a continued upward trend in Average Wholesale Pricing (AWP) into May. With unsold new inventory levels at their highest point in 5-6 years, looming uncertainty continues to be the commentary from many dealers, banks, and OEMs. With all that being said, “normal” seasonality trends through the final months of 2023 have us optimistic that the “Spring bump” should be on the horizon.

January Comparisons

January 2024 started this year in a typical fashion, with overall auction values up ~5% versus the prior 90 days, further supporting the narrative that normal seasonality should take hold this spring. Notably, onhighway motorcycles showed strong AWP gains in January, with Domestic Cruisers up roughly 4%. Offhighway units fared similarly, while UTV/SxS values showed softening, partly due to higher concentrations of rougher de-fleet inventory working through the lanes. Comparing prior year values, January is much softer across the board, down ~10% from 2023. While some categories remained flat, most saw double-digit decreases year-over-year. It is important to note that Spring ’23 inventory levels were in a much different situation. The prevailing concern from dealers then was if they had enough inventory headed into the season, elevating AWPs in early 2023. Dealers are now concerned about too much inventory, and OEMs are offering heavy incentives.

Spring is Coming

So, what can we expect headed into spring? By the time you read this, AIMExpo 2024 will have concluded and new narratives will emerge from our industry’s largest trade show. Our continued advice is to monitor turn times and use pre-owned as a buoy for overall dealership profitability. Continue using NPA Value Guide data to evaluate trade offers, make wholesale purchases, and mitigate aged inventory losses. Despite the higher levels of new inventory in the market, used vehicles offer dealers unique price points at lower monthly payments to entice and attract consumers into your showrooms. Keep your inventory fresh and your customers engaged with a unique mix of new and used units. Spring is around the corner. Are you ready?

My Ride My Motor Oil

CURRENTS+

CAKE EATS IT

Swedish EV Innovator Bankrupt

The same time that CAKE was delivering its Bukk Ltd. editions, announcing dealership openings in the Czech Republic, and joining the Motorcycle Industry Council, CAKE shocked the world by announcing it was bankrupt and pulling the plug. Cake 0 emission AB, 559014-2682, (“Cake”), was declared bankrupt on February 1, 2024, with attorney Jakob Callmander appointed as the bankruptcy administrator.

After launching in early 2017, CAKE opened a 2800 sq./meter factory in Sweden in 2020 and announced ambitious plans for a second factory in the US. CAKE introduced 5 models, counting the kids bikes and production estimates were about 6,000 total units in 7 years. However company founder Stefan Ytterborn had previously admitted, “We know that we will not be cash flow positive until we sell 7,500 to 10,000 vehicles annually.”

In order to reach critical mass, Ytterborn’s Stockholm-based operation underwent a variety of VC machinations, raising some $74.4 million in funding. Cake first raised a $14 million Series A in 2019, followed by a $60 million Series B round in 2021 led by Swedish pension fund AMF. The capital was meant to fund manufacturing facilities and to scale up its retail capabilities, CAKE claimed at the time. The company was in the middle of another funding round when it fell. Swedish media reports suggest withdrawal of a VC investor was the final tipping point and on February 1, CAKE was cooked.

“It is not one but several circumstances that make us end up in this situation,” concluded Ytterborn. “Climate issues are no longer in focus; we are in a recession. It’s about us, but it’s also at the risk of the ecosystem. At the moment, CAKE is completely dead; there are no takers….”

Now that CAKE’s mission to produce “Cleanest Dirt Bike Ever” — in conjunction with European energy company Vattenfall — has short-circuited, who will step up to “produce the world’s cleanest motorcycle by 2025 and change how all vehicles are made?”

KINETIC ENERGY

Polaris Ranger EV Returns For 2024

“Going all-electric with the professional-grade Pro XD UTV empowers customers to meet sustainability obligations without sacrificing capabilities,” claims Aaron Stegemann, VP Polaris Commercial. “With the introduction of the Pro XD Kinetic, we’re keeping the features our customers love and rely on from the Pro XD family – superior durability, serviceability and safety features – while addressing the ever-growing environmental, operational and government requirements for EVs.”

Stegemann states Polaris has been a leader in the electric UTV space, adding “The all-electric RANGER has been called game changing and the gold standard for battery EV UTVs.” Polaris Commercial has leveraged that industry-leading innovation for its commercial customers with the introduction of the Pro XD Kinetic, rounding out the Pro XD family that also includes gas and diesel, full-size and mid-size, standard and crew models.

The Pro XD Kinetic utilizes purpose-built features that rental, construction and other industrial customers value and delivers them in a sustainable, reliable and high-performing work UTV. Featuring an all-electric powertrain courtesy of an exclusive 10-year partnership with Zero Motorcycles, the Pro XD Kinetic offers the same 1,250 lb. cargo and 2,500 lb. towing capacity as a full-size gas or diesel Pro XD UTV. An electric powertrain also requires less maintenance, which means more vehicle uptime, while its quieter operations enable access to restricted areas where heavy-duty gas and diesel UTVs are excluded.

STACYC COMES UP A LITTLE SHORT

Despite Q4 numbers that were up, the STACYC brand of balance bikes came up a little short on the 2023 consolidated financials. “STACYC volumes were up in the fourth quarter of 2023 compared to 2022, while revenue and operating income were down due to product mix and pricing,” explains LiveWire/ STACYC CEO Karim Donnez.

Bottom line: “STACYC is here to stay. The future of this brand is to continue the integrity and organic growth through our developmental products and positive engagement.”

HONDA WINS E-XPLORER OPENER

Proof is in the pudding, so HRC is serving notice that the CR Electric Prototype is more than a half-baked idea. After Andrew Short showed it off at an All Japan National round, Team HRC has entered the full 2024 FIM E-Xplorer World Cup. The season started with a win at the team’s home round in Osaka, Japan, 16-17 February.

Since the series calls for two person teams, four-time Italian MX Champion and three-time Italian Enduro Champion Francesca Nocera and Tosha Schareina (who made waves by winning the Dakar Prologue Stage) have been paired to field the HRC effort. Despite crashing, both racers remounted to charge to second place in the mens and womens classifications for the best combined score and home opener win.

“Today was a day full of ups and downs, but we managed to overcome the challenges and take the team victory. I am incredibly proud of the effort of the whole HRC team,” said Schareina after his E-Xplorer debut.

TEAM CLASSIFICATION

1. TEAM HRC .......................................................132 POINTS

2. ROBBIE MADDISON RACING ............................131 POINTS

3. INDE RACING 121 POINTS

4. GRAVITY ..........................................................118 POINTS

5. BONNELL ........................................................101 POINTS

6. PCR-E 89 POINTS

7. CAOFEN.............................................................85 POINTS

8. AUS-E RACING 81 POINTS

Three

CURRENTS+

TRICERA TOPS AT AIMEXPO

Yamaha Motor Corporation U.S.A. leaned into the future at AIMExpo with eBikes and a peek at what the future could be. The TRICERA topped the Tokyo Mobility Show and then was jetted to Las Vegas just in time for the trade show. The concept vehicle is based on a future of Yamaha Japan calls “Urban Exciting Mobility.”

Featuring electric power coupled with “3WS” three-wheel steering, the “full open” exoskeletal machine is “a humancentered package design to explore the excitement of human control,” according to Yamaha R&D. The concept is in keeping with Yamaha’s KANDO philosophy as found in all its current consumer products.

If the future isn’t your focus, Yamaha had some tangible here and now offering at AIMExpo, including additional dealer enhancing opportunities like the launch of Yamaha’s new Learning Management System; the extensive Yamaha eBike line-up, benefits of Yamaha Finance Company for retail and wholesale solutions and Yamaha’s Outdoor Access Initiative program, focused on preserving valuable off-road riding areas throughout the country.

EXTRAvaganza ROLLS OUT AT AIMExpo

In conjunction with its concept vehicle and demo rides, Yamaha’s Smart Power Division debuted the “EXTRAvaganza” sales program for powersports dealers at the 2024 AIMExpo in Las Vegas. Running through the end of March, new Yamaha Bicycle customers have access to Yamaha’s first-ever cash back incentives, along with the opportunity for a free extra battery. Yamaha has also extended its e-bike 5-year warranty on select models.

“Yamaha is uniquely positioned to continue growth in the e-bike market,” said Rob Trester, Manager of Yamaha’s Smart Power

Vehicle Division and the Yamaha Power Assist Bicycle group in the U.S. “Thirty years of experience and innovation has given Yamaha Bicycles an incredible advantage as one of the only companies in the world that designs the bicycle frame, battery, drive unit, and programming, creating the best quality e-bike products.”

“The new EXTRAvaganza sales program is a great example of the level of support Yamaha Bicycles is offering to dealers to help sell through product at the retail level,” adds Drew Engelmann, National Sales and Marketing Manager at Yamaha Power Assist Bicycles. “We’re getting great feedback from the field and potential new dealers we met with at AIMExpo.”

Dealers at AIMExpo expressed their appreciation for Yamaha’s history, position, and experience in the e-bike industry. Yamaha launched the world’s first electrically power assisted bicycle more than 30 years ago, and since then, has sold more than 5.5 million e-bikes worldwide making it one of the largest e-bike OEMs in the world. New to the U.S. market in 2017, the Yamaha Bicycles business has grown steadily while adding models and building its field team to support its growing network of independent bicycle and powersports dealers.

Yamaha Bicycles expects to hire additional regional sales and marketing positions in the very near future, while also increasing its corporate headcount in Cypress, California. Its line of power assist bicycles includes full suspension e-mountain bikes, fitness/ commuter models, and e-gravel bikes. An overview of Yamaha’s 30-year history in e-bikes is here:

www.yamahabicycles.com/the-yamaha-evolution

To help Yamaha peddle more pedal-assist products and accelerate its dealer network, the Tuning Fork folks announced two new field sales & marketing reps at AIMExpo. Hamilton “Mo” Ory is now calling on dealers in the South-Central region and Bill Dosek is making the rounds in the North-Central Region. “Mo and Bill both bring extensive knowledge of bikes and the ever-changing landscape of e-bike sales and marketing to our team and our dealer partners in their respective regions,” notes Drew Engelmann, National Sales & Marketing Manager at Yamaha Power Assist Bicycles. “They have the experience to support both IBDs and powersports dealers looking to add Yamaha Bicycles to their showrooms.”

I n s t a g r a m

@ s u r r o n t e c h

Rawrr (Booth #7122) charged into AIMExpo with industry veteran Tim Calhoun taking over as President of Sales & Marketing. Having played a crucial role in the eMoto market innovator since its inception, Calhoun is now managing all daily operations of Rawrr Inc. Calhoun’s influence has been pivotal, overseeing the recruitment and training of the national sales team and establishing a robust dealer network. “I am proud of the work and product development we have done to date,” claims Calhoun. “Setting up more than 200 dealers last year was hard work, but I really enjoyed getting to know dealers across the U.S. I am looking forward to delivering several diversified models that address market needs with variance in size, power, price points and segments served… I think dealers will be very excited about our 2024 offerings and brand growth.” The growing eMoto market demands a DOT-compliant motorcycle. Calhoun emphasized the importance of providing an affordable and fun option for legally ridden, trained and licensed riders. To that end, the team unveiled Rawrr’s Mantis “S” — a fully DOT-compliant enduro model — at AIMExpo. This model promises versatility, customization, daily transportation, utility and affordability for consumers. “We are looking to expand our dealer network and introduce our first of three new models in 2024.” With Tim Calhoun being named President, former Rawrr exec Andy Leisner has left the brand.

Time to chamber another round? Volcon CEO Jordan Davis returns to his roots in the firearms industry. “I’m happy to share that I’m starting a new position as Chief Growth Officer at WATCHTOWER Firearms! It’s an absolute pleasure to be coming back home to the shooting sports industry,” Davis fired off on social media. “It has been one of the pleasures of my career to have worked with the team at Volcon. The company is full of driven, dedicated, wonderfully smart people, and I believe, without a doubt, they will be successful. I will look back fondly on my time with them and look forward to celebrating their successes in the months to come. Thank you to all the Volconites who made my time there such a great experience. You will be missed.”

www.youtube.com/shorts/-Ot0QUeT2BA

With Davis ejected, Volcon reloads with Super73 co-founder John Kim — who has been named Volcon’s Chief Executive Officer in advance of the market launch of the Stag UTV. As a Veteran, Kim says the company’s first priority is to deliver units to the Army Corps of Engineers and immediately begin shipping units to dealers thereafter. Kim made his comments while tooling through Volcon’s production facility. “His skillset

and background in building companies, designing products for manufacturing, and successfully launching them on the market is what Volcon needs at this stage in our company’s life,” says Christian Okonsky, Chairman of the Board of Volcon. “John has a passion for building companies and products that appeal to consumers. With the imminent launch of the Stag, we have found the right leader to take this product to market and showcase its capabilities.” Kim adds, “Volcon is poised to become one of the most recognized brands in the off-road powersports industry with the launch of the Stag. As a board member, I could see the potential and having spent time meeting with the manufacturer, part suppliers and Volcon employees,” claims Kim, noting that the assembly facility in Mexico is up and running and ready for production. “My focus is to get the Stag launched and build the Volcon brand in the off-road industry.” Kim received an MA in Design from Stanford University in 2001. In 2003, he founded U-Life, an internet enabled home appliance company in South Korea, which was acquired by LG in 2006. Earlier, he was the principal designer for Yahoo Search, a car designer at Honda, and a former U.S. Army paratrooper. He is currently a private investor and has served on Volcon’s Board of Directors as an independent director since July 2021.

Meanwhile former Volcon and most recently Rawrr CEO Andy Leisner has hung out his consulting shingle. “As my kids spread out to Universities across the country, I’ve reevaluated my career location, priorities and path,” says the former roadracer and Cycle World publisher. “I will be using my skills to help companies and the enthusiast industries I love grow and prosper. I will also be focusing on more work with the Type-1 diabetes and canine rescue charities. And speaking of dogs, I’ll close with some famous words from Bill Murray that have somewhat guided me in life: “I’m suspicious of people who don’t like dogs, but I trust a dog when it doesn’t like a person.”

PLAYING WITH HOUSE MONEY!

Dealers Win Big At AIMExpo

They have a saying in Las Vegas that the house always wins. AIMExpo proved the point. Dealers in the house at the Convention Center definitely hit the jackpot in terms of engagement, energy and enjoyment. But like the lottery, you can’t win if you don’t play… for those of you who avoided Las Vegas leading up to the Super Bowl, here is a sampling of what you missed:

BY THE NUMBERS

The powersports industry did not hold back at AIMExpo’s 10th anniversary event in Las Vegas, with more dealer attendees, more exhibitors, more new products, more education, more racing, more excitement, and already a record number of exhibitor renewals and OEM commitments for 2025.

“The numbers speak for themselves,” said Erik Pritchard, president and CEO of the Motorcycle Industry Council. “We’re seeing all-time interest in dealer participation since our strategic decision to focus on the industry and go trade-only with the show. And this year, we put on our best show yet — a direct result of the hard work, dedication and tenacity of our team.”

“We attribute the strong dealer interest to more OEMs and major distributors on the show floor, plus an increase among aftermarket and service providers participating in AIMExpo,” added Cinnamon Kernes, MIC VP of market expansion & events.

“On just the first day alone, we connected media with more than 10 OEMs launching new products. Add to that the increased networking opportunities including

the Industry Party powered by Turn 14 Distribution, two morning breakfast sessions sponsored by S&P Global, and the Dealer Tech Zone powered by Transax Digital Retail. You could feel the high level of energy on our show floor.”

SHOWTIME!

No, not Jeremy McGrath, although he was at AIMExpo working a booth. This “showtime” was the schedule of events that literally kept traffic flowing through the aisles. The show kicked off with a media tour of new products and models presented by participating OEMs, including Moto Morini, which unveiled three new motorcycles at AIMExpo — the 2025 X-Cape 1200 adventure bike, the Corsaro Sport, and its custom cruiser, the Calibro. Stayed tuned for a full video walk-through with Moto Morini’s Chris McGee coming to our YouTube channel.

Not to be outdone, Piaggio brought their own Italian flair to AIMExpo, including the latest from Vespa, Aprilia and Moto Guzzi. Highlights included the Aprilia RSV4 Factory 1100 and the Moto Guzzi Stelvio Adventure Tourer.

Suzuki has been a significant supporter of every AIMExpo event for the past decade doubled up in Las Vegas, sharing the new GSX-S1000GX+ and the GSX-8R. In a milestone of their own, Suzuki gave special mention to the 25th anniversary Hayabusa. Yamaha brought its TRICERA electric three-wheel concept vehicle straight from the Tokyo Mobility Show to share with a North American audience (see eDEALERNEWS this month for more). While they shared a glimpse of the future Yahama also paid homage to the past with their 50th Anniversary YZ450 and 30th Anniversary YDX-MORO 07 pedal assist product.

CFMOTO continues to show up on everyone’s radar, revealing featured two-wheelers and four-wheelers, including the 2024 Ibex 450 midrange ADV bike, the 450CL-C cruiser, the CFORCE 1000 Touring ATV, and the ZFORCE 950 Sport 4 side-by-side. In some European markets Pierer Mobility Group handles distribution for CFMOTO, but that is definitely not the case in the U.S. as the KTM, Husqvarna, GASGAS and MV Agusta had their hands full with a host of new models to share with the media, including KTM’s 1390 Super Duke R Evo, KTM 890 SMT, the Husqvarna Norden 901 Expedition, GASGAS ES 500 dual-sport, the MV Agusta Rush hyper-naked.

Rounding out the tour was first-time AIMExpo exhibitor Segway, showcasing its Super Villain side-by-side, the first in the industry with a hybrid powertrain, and a new line of e-bikes — the Xyber and Xafari models. See the opener to GEAR+ for more of Segway’s splash at AIMExpo.

ELECTRIFYING

Fire Alarms and smoke breaks notwithstanding EVs were a hot topic for AIMExpo 2024. “AIMExpo’s New Product Central was abuzz with 32 brands featuring innovative new products,” quipped Director of Marketing & Events Andre Albert. “Several electricbike manufacturers also presented on the New Product Central stage, including Arctic Leopard USA, Denago Powersports, Greenger Powersports, JackRabbit Mobility, NIU, Rawrr eMoto and Ryvid.”

“The most significant trend at AIMExpo was the overwhelming number of new electric off-road and street motorcycles on the showroom floor,” confirms veteran industry observer Dale Spangler in The Monthly Buzz newsletter. “Most of the presenting brands were from Asia. The list includes Arctic Leopard, Caofen, Champ, GoWow, Icebear, Kollter, NIU and Nicot. The electrification revolution is in full swing — and the electric power sports segment will only grow in the coming years. New providers will help drive innovation, disrupting the market with more affordable zero-emissions bikes.”

While the demo tracks were less crowded than last year, the sheer number of exhibitors, new players and technology advancements still generated plenty of buzz! Just don’t ask Rawrr’s new president Tim Calhoun about it!

CUSTOMS

New for this year was a collaboration with Sturgis Buffalo Chip, which brought a new level of excitement to the 2 Wheel Custom Showcase. Rod “Woody” Woodruff, president and CEO of the Legendary Sturgis Buffalo Chip, was on hand to award custom builder Mike Rabideau winner of the Spirit of the Chip trophy for his build.

“Everyone we spoke to not only made some great connections for business, they also had an amazing time,” concluded Kernes. “We’re excited about the industry enthusiasm for AIMExpo 2025. And we’re looking forward to continuing to evolve the experience even more.”

Gamblers say never bet on a sure thing. However MIC is betting that 2025 in Las Vegas is going to be another winner! If you have been hedging your bets about going to Las Vegas, it is time to go all in... or crap out!

MORE, MORE MORE!

According to Motorcycle Industry Council VP of Market Expansion & Events Cinnamon Kernes, the watchword for AIMExpo was MORE! “Having launched AIMExpo more than a decade ago, this was our 10th show and truly, it was our best one yet,” claims Kernes. “It doesn’t take much thought to know why. Everything was simply “more,” and also better than what we’ve staged in the past.”

AIMExpo 2024 featured:

- More OEMs

- More distributors

- More dealer engagement on the show floor

- More cool and more diverse products and services

- More technology highlighted in the new product showcases

- More vehicle and product launches through New Product Central

- More Disruptive Thinking education

- More networking

- More racing

“We saw more business being done and along with it, we had more fun,” she adds. “Overall, just more pure powersports. And my hope, and that of our team, is that last week was a look at what’s to come. To all our dealers, industry professionals and partners, we recognize the resources you invested into making AIMExpo great: the time, the travel, the willingness to leave your shops, your offices and head to Las Vegas. We thank you.

“To our exhibitors, whether this is your first year or your 10th, the dealers came to see you. The investment in your booths, in delivering new products, in creating a memorable experience for dealers and engaging with them, was unprecedented this year. Based on the conversations that were heard – in booths, in the aisles, in the MIC Business Center, at the racetrack and everywhere in between – you created a memorable experience for our attendees. We thank you.

“To every person who ever set foot on an AIMExpo show floor, from our very first year until now, this is your show. We continue to evolve and shape AIMExpo to be the platform that you and the powersports industry need it to be. You are what makes powersports great. We thank you all.

“Together in 2024, we did it again. We can’t wait to see everyone in Las Vegas next year and make everything at AIMExpo even MORE.”

Rod “Woody” Woodruff, president and CEO of the Legendary Sturgis Buffalo Chip, presented Mike Rabideau with the Spirit of the Chip Award at AIMExpo’s 2 Wheel Custom.

BSA IS BACK?

Hidden in plain sight on the AIMExpo show floor was the return of BSA with a new Gold Star! The bornagain BSA is actually being produced by Mahindra (remember them from ROXOR?) under their “Classic Legends” banner for the burgeoning home market.

India replaced China as the #1 two-wheeled market in the world a couple years ago and hasn’t looked back... well, other than brands and styling cues.

Mahindra bought BSA IP in 2021 and built an impressive R&D center in the British Midlands tasked with creating a 21st Century Gold Star. Closer to home, Howard Swinnerton has been brought on board to bring back BSA in the U.S. He decided to test the waters with a low key presence at AIMExpo. In fact, we almost walked past the bike without looking... almost.

“We have a pair of prototypes in the country right now,” said Swinnerton. “This one at AIMExpo and another one undergoing DOT and EPA testing.” The unit on display was a 650cc, liquid-cooled model which is already on sale back in old blighty. Depending on testing and homologation hoops, Swinnerton says the Gold Star should be coming in two variations: a $7,299 Deluxe edition with the signature silver, red and black livery of the original DB34, and a toned down standard model with a $6,299 target MSRP. The big thumper is a fourvalve Rotax, resplendent with a modern EFI system instead of an old Amol and the Lucas electrics have been ditched in favor of something a bit more functional.

THAT’S A WRAP!

One last look at AIMExpo. Although AIMExpo is an annual event, MIC VP Cinnamon Kernes says the 10th Anniversary edition was truly something special. “The entire industry- from dealers to media, OEMs to aftermarket, distributors to e-power brands all turned up in Las Vegas, energized and ready to get business done.”

She adds, “the feedback has been overwhelmingly positive from all attendees as the show solidifies itself as the place where our industry comes together in one place, at one time each year!”

Didn’t make it to AIMExpo? Check out the recap video for some of what went down in Las Vegas at AIMExpo 2024: www.youtube.com/watch?v=U0Gg5sqS-88

Chris McGee made sure we kept our distance and declined our offer to transport it back to the office for him.

Don’t know what connection the mighty Maico 490 has with a battery company... and don’t care! Made us stop at the Voltronix display...

As did this old CZ!

Moto Morini scored a real GP Works Bike to call attention to their Corsaro 750 unveil... unfortunately CEO

What’s old is new again? Mario’s MC Moto may look familiar to Tomos moped fans.

TGB’s much anticipated Land Max UTV is finally Stateside. Here North American Director of Sales Scotty Smith gives Dealernews cameras the walk-around. Stay tuned for the full video segment in an upcoming OEM Update.

Kawasaki “kommerated” 50 years of the KX with the throwback graphics on the 450.

MIC DAC Takes the stage. Motorcycle Industry Council Dealer Advisory Council members Bob Althoff, Rick Alcon and Kim Harrison were thanked for a decade of service to the association.

Winner of National Powersport Auctions Big Game in Las Vegas… and it wasn’t the team from Kansas City: Congratulations to David from Desert Valley Powersports in Prosser, Washington. He was the winner of NPA’s Super Prize Bowl Package on the show floor. “We’re excited to see our current members and engage new dealerships to help them build their pre-owned inventory that meets their needs,” says VP of Sales Mike Murray.

Throwdown winner Thor Drake didn’t let anyone get between himself and the checkered flag, or a brand new SUPER73 e-bike to take home from Vegas. Drake, the founder of the One Moto Show in Portland, Oregon, is also a SUPER73 dealer. “I used to be a hooligan racer, and it was pretty cool to come out here and win.” He plans to give the bike away, though. “I’m just trying to promote motorcycles, so it’ll go to a good home.”

Transactions were exclusively facilitated by our Harley-Davidson & Powersports Division.

2023 FEATURED TRANSACTIONS

LOS ANGELES HARLEY-DAVIDSON

Fullerton, California

Acquired by Pacific Motorcycle Group from Rodin Younessi

FREEDOM CYCLE

Concord, New Hampshire

Acquired by Joel Wheeler of MOMS from Rupert Dance

MOOSE LAKE IMPLEMENT & SPORT

Moose Lake, Minnesota

Acquired by Northland Lawn, Sport & Equipment from James & Andrew Gassert

PATRIOT HARLEY-DAVIDSON

Fairfax, Virginia

Acquired by Paul Veracka of PVM Enterprises from Sheehy Auto Stores

MULHOLLAND HARLEY-DAVIDSON

Calabasas, California

Acquired by Bret Irvine from Rodin Younessi

DOWN HOME HARLEY-DAVIDSON

Burlington, North Carolina

Acquired by Phil Mitchell & Dan Roland from Fred Bosshardt

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

PJ PARKER-COMER

BRAD E. GEORGE

JUAN C. PARDO

COURTNEY A. BERNHARD

GEORGE C. CHACONAS

DEALER NEWS

MARCH MADNESS!

Members, Meetings & More

News from YOUR National Powersports Dealer Association

Welcome to the February 2024 newsletter from the NPDA! More than 425 Dealers have joined us in our Mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.”

New Initiatives To Serve Dealers, Industry Growth AIMExpo 2024 - Big Wins In Vegas For NPDA

The National Powersports Dealer Association is pursuing an aggressive path in 2024 to drive the Powersports Industry to greater success.

The NPDA had a very active presence at the February 6-8 AIMExpo in Las Vegas. We were an exhibitor, held meetings for Harley-Davidson Dealers, Board members were honored and Advisors and Partners served as featured show speakers.

The NPDA also held its second Annual Update Meeting, which featured association leadership, as well as representatives from many of the 24 Partner companies that provide financial and intellectual support to the organization.

During the meeting the NPDA announced progress on two major initiatives:

• “Education Initiative” - an education strategy that will mesh programming and coursework from a variety of sources to create an Industry-leading platform;

• The “Powersports Industry Growth Initiative” - a multi-media effort which will include visual campaigns to help “mainstream” the industry on various platforms.

The following video was released to build excitement about the Growth project. Along with updates on these two initiatives, the NPDA reviewed key wins in 2023.

“We don’t sell our products, we get to share our passion! But the real magic comes when dealers come together… that is where NPDA comes in, the ultimate alliance,” exclaims Gail Worth, NPDA Board member and Dealer Principal. Since its founding less than three years ago, the NPDA has grown to more than 400 Powersports Dealer members from all 50 States plus Puerto Rico. The Board of Directors of 12 men and three women are Dealers from Alaska to Virginia, Ohio to Texas.

“The hard work of our Directors, Advisors and Team is leading to real progress by our organization,” adds Bob Althoff, NPDA Chairman. “Together with our Partners, we are positioning the NPDA to best serve Dealer members and help them become more profitable, while advancing the entire Powersports industry for greater success.”

In October 2023 NPDA surpassed the 400-Dealer level, but Gail and Bob say NPDA isn’t done yet: “500, 600, even 700, we’re coming after you! The fact is, we’re doing our job to help Dealers be more profitable and make our industry better.”

For details, click here: www.npda.org

Top Harley-Davidson Executive Meets With Dealers

The National Powersports Dealer Association proved its value to Harley-Davidson Dealer Members by orchestrating a presentation at the AIMExpo featuring a high-ranking official of the Motor Company.

Luke Mansfield, new Chief Commercial Officer of Harley-Davidson Inc., addressed a gathering of dozens of Harley-Davidson Dealers who took part in two meetings for H-D Dealers coordinated by the NPDA as part of the Powersports Industry’s largest annual trade show.

“It was really exciting to be here at the invitation of the NPDA,” Mansfield said. “Any opportunity we get to spend time and share ideas with our dealers is time well spent. It benefits the whole community and it’s something we all want more of.”

Founding Board Members Honored for Service to MIC

The National Powersports Dealer Association proved its value to Harley-Davidson Dealer Members by orchestrating a presentation at the AIMExpo featuring a high-ranking official of the Motor Company.

Luke Mansfield, new Chief Commercial Officer of HarleyDavidson Inc., addressed a gathering of dozens of HarleyDavidson Dealers who took part in two meetings for H-D Dealers coordinated by the NPDA as part of the Powersports Industry’s largest annual trade show.

“It was really exciting to be here at the invitation of the NPDA,” Mansfield said. “Any opportunity we get to spend time and share ideas with our dealers is time well spent. It benefits the whole community and it’s something we all want more of.”

NPDA PARTNER PROFILE:

Rider’s Advantage

With a full suite of extended warranty packages as well as insurance plans for consumers, Rider’s Advantage is two businesses in one… three if you consider their F&I training programs for dealers. “Our model is simple: World class customer service and fast, fair, and efficient claims adjudication,” explains RA President Rob Hefner. “The Rider’s Advantage team looks forward to opportunities to help our dealers and customers, we thrive on their satisfaction. We are unique in an industry that is generally poorly served.”

There is another key difference according to Hefner, “We are not a Third Party Administrator. We are backed by the best and most financially secure insurance companies in the world, this allows for a very unique relationship with our dealer partners. Financial Security combined with innovative products and a highly competitive pricing model, no one else compares.”

Bottom line: “We continue to prove ourselves on a daily basis, we invite you to put us to the test”

Business Summary: Rider’s Advantage is unique, due greatly to its core values and implementation of these values. We do not focus on product presentation, instead, we employ the largest and most experienced direct sales force which allows for a genuine and mutually beneficial partnership. We specialize in training, reinsurance and unique Finance and Insurance (F&I) product offerings.

Why Does Rider’s Advantage Partner with NPDA? NPDA has and will continue to allow for a resourceful synergy that combines empowerment and bold initiatives, not previously available to powersports dealers. I cannot imagine a more important organization for the industry. Clearly, our values and initiatives seem aligned with the NPDA.

How Can NPDA Members Best Benefit From Our Partnership With Rider’s Advantage? RA has many resources that are not likely available in our respective “space” in the marketplace. The largest direct sales team, the new Lemco Peer Advantage Group, as well as best-in-class reinsurance offerings. Our internal RA training team will strongly enhance NPDA’s newly established education initiative. RA and NPDA are currently exploring several value driven concepts that will greatly benefit NPDA members.

RIDER’S ADVANTAGE

Headquarters: Columbus, OH & Tulsa, OK

We have two separate entities under common ownership: Rider’s Advantage & Capital Administrative Professionals (administrator)

Year Founded: 2022

Number of Employees: 8

Website address: www.riders-advantage.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.

www.npda.org

NCMDA DEALER MEETING

Drawing A Crowd In Carolina

By Dave McMahon

When Mark Hendrix, GM at Tobacco Road HarleyDavidson across town, arrived via motorcycle at the North Carolina Motorcycle Dealer Association’s annual meeting in Raleigh on Sunday, his hands were a bit chilly -- i.e., still frozen -- from the 20-degree morning temperatures.

But some coffee and a packed house of about 70 attendees in a ballroom at the swanky Renaissance North Hills quickly helped warm up everyone in attendance. Admittedly, some were still riding high from the NCMDA’s “Cocktails & Casino Night” held Saturday night on the lobby terrace, thanks to contributions from Rider’s Advantage, Farris Insurance and Aegis. Plenty of relationships were rekindled there, along with some good-natured ribbing about bets gone awry at any number of tables.

State Sen. Steve Jarvis, who played a major role in getting the street-legal bill passed into law and is already in the midst of helping to get the long-awaited off-road title bill approved in the state, joined dealers and industry partners for the Saturday night festivities. A prior commitment prevented him from joining the crew on Sunday, but his presence was appreciated.

“Senator Jarvis – this guy is great. He’s real,” said NCMDA president Chris Brewer, owner of Brewer Cycles in Henderson and an eight-time Dealernews Top 100 winner (see sidebar). “I started introducing him to dealers and everyone wanted to talk to him. We all just appreciate what he’s done to help out our businesses.”

The street legal side-by-side approval has helped North Carolina dealers accessorize more than 10,000 street legal side-by-sides at their shops in just two years since the passage, ranging from tires to windshields in addition to kits, explained Brewer. The parts counter has benefitted, as well as the service department. “For about 90% of our customers, we do the installation on the street-legal accessories, whether it’s the kits, tires, windshields,” Brewer added.

NC State Treasurer and avid motorcyclist Dale Folwell might as well be an honorary member of the NCMDA by now, with the former Honda of Winston-Salem mechanic seeking to become the state’s Governor now that his two terms as Treasurer are coming to a close. He showed off his old dealership shop shirt to the crowd and in general got them excited about heading to the ballot box for the March 5 Republican primary. It was his time spent alongside mentors at the dealership, he referenced, that got him back on the straight and narrow as a young man. He’s turned into one of the best stories in politics: www.governing.com/policy/for-americas-politicaladults-look-outside-washington

Appreciative of Folwell’s support of the NCMDA, Brewer and the rest of the room hope Folwell returns next year with a new title, in front of more dealers. The enthusiasm and attendance were not lost on Brewer: “We had a really nice turnout, one of the best we’ve had in several years,” Brewer said. “We had a lot of great speakers, and some politicians who have really impacted and supported our businesses in a positive manner.”

Partners on hand Sunday who offered insight into their products and the current retail environment included Federated Insurance, Rider’s Advantage, Live Oak Dealer Service, ZiiDMS, Torque Group, Law Tigers, Synchrony, Aegis, Dealertrack, BUD’s Foundation, Motorsports Marketing Group, Sport Bike Chic, Carolina Academy for Riding Excellence, CCCC Motorcycle Mechanics Program, Sheffield Financial and the National Powersports Dealer Association.

The catchy slogan, “Dale Yeah” for North Carolina Governor, was created by a member of the Honda of Winston-Salem, where Folwell wrenched as a young lad.

It was a National Powersports Dealer Association breakout session when the crews from Flip My Cycle (NPDA dealer) and Rider’s Advantage (NPDA

partner) gathered at

event.

National Powersports Dealer Association Education Director Dave McMahon (left) and Chris Brewer, President of the North Carolina Motorcycle Dealers Association. Photo by Lisa Brewer

Joshua Morris, general manager at SRS Motorsports in Greensboro, made his debut at the NCMDA annual meeting. He got acquainted with Torque Group’s Justin Newton and Erin Houser.

Mark Hendrix (left) from Tobacco Road Harley-Davidson gets Tom Moody from Flip My Cycle acquainted with Moody’s new role as a Board member of the NCMDA. Hendrix was still warming his hands from a bone-chilling ride across town to the meeting.

An overflow crowd of more than 60 dealers and NCMDA supporters gathered in Raleigh.

The crew from Great Western Motorcycles crew made the junket from Statesville: (from left) Alex Brink, Steve Prokupek, Jeremy Prokupek and Megan.

Raffle items were donated by a host of NCMDA sponsors.

Photo by Lisa Brewer

Brandon Prokupek, owner of Powermaxx Motorsports in Iron Station, offered up marketing tips via his Motorsports Marketing Group business.

crew from Independence HarleyDavidson made the trek from the Charlotte area.

the conclusion of the

ALL ROADS LEAD TO RALEIGH?

AIMExpo may have been in the rearview mirror, but dealers in North Carolina were looking forward to their annual member meeting and sessions with State Senator Steve Jarvis, NC State Treasurer Dale Folwell as well as NPDA’s new director of education Dave McMahon. The North Carolina Motorcycle Dealers Association (NCMDA) hosted its annual Winter Meeting February 17-18, at the Renaissance North Hills in Raleigh, NC.

NCMDA President Chris Brewer and executive director Lisa Brewer of Brewer Cycles in Henderson helped oversee the event. “Membership in our association will help us all to stay strong and be able to unite to face the issues that affect the powersports industry in our state. We welcome all dealers, repair shops, accessory stores and pre-owned bike centers to join our association.”

Established more than 30 years ago, NCMDA strives to protect, promote and keep the powersports businesses and sport thriving in the state of North Carolina, states Executive Director Lisa Brewer. “We encourage a friendly competition and business atmosphere among our dealers and members.”

Speaking of friendly competition, Brewer Cycles is an eight-time Dealernews Top 100 winner (2015, 2014, 1999, 1998, 1997, 1996, 1995, 1994) and a role model for many retailers in the region, however both Lisa and NCMDA president Chris maintain a clear separation of church and state when it comes to their deanship and their respective roles with the Association. “We have clear bylaws and a vision for NCMDA and believe we can all succeed better together.”

To learn more about NCMDA, click here: www.ncmda.com

The catchy slogan, “Dale Yeah” for North Carolina Governor, was created by a member of the Honda of Winston-Salem, where Folwell wrenched as a young lad.

WHEN TRAILS CLOSE

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

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

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

Personnel Files

By Alex Baylon

EMPLOYEE REVIEWS ARE LIKE TUNING A MOTORCYCLE…

Back in the day, we would gap the plugs, change the jets and swap in a clean filter for our old 2-strokes when we hit a new track. Fine tuning was therapeutic as well as a requirement. Somewhere along the way, EFI took the need to fine tune out of hands as everything was “optimized” by a black box! Same thing has happened in our businesses. However AI chatbots can’t “optimize” our employees… at least not yet! To make sure your business is firing on all cylinders, it is necessary to do periodic tune-ups, i.e. employee reviews.

After 30+ years in the motorcycle industry, I can safely say most companies don’t follow the corporate America trends. Employee reviews are most likely one of the areas we deviate from mainstream business, in my opinion. I’m also speculating that the majority of dealerships don’t do them at all on a consistent annual basis… if ever. My best guess is that most of the people reviewed in the industry are employees of major OEMs, not the local dealership.

Employee reviews, often conducted annually, serve a dual purpose—evaluation and development. Traditionally, these sessions involve managers assessing an employee’s performance, setting goals, and discussing areas for improvement. However, I think the true magic lies in the opportunity for open communication and feedback.

There are five key benefits that can be derived from fine-tuning your semi-annual employee review process:

1. Employee Engagement & Satisfaction: When employees feel heard and valued, engagement and job satisfaction soar. Recognition for achievements, constructive feedback, and a clear path for career development contribute to a positive workplace culture. Even something as simple as employee of the month can help employees feel valued.

2. Skill Development & Growth: Employee reviews help identify areas for improvement and skill development. Giving

your employees a chance to be a part of something like asking them to help train new employees, or offering the right employees a chance to learn some management skills, even offering rewards for process improvement ideas that get implemented. Who knows best than the employees that are living their department on a daily basis where improvements can be made. All these things can help reviews pave the way for continuous learning and growth.

3. Goal Alignment: Aligning individual goals with organizational objectives is crucial for success. Employee reviews serve as a forum to ensure that everyone is moving in the same direction, fostering a cohesive and goal-oriented work environment.

4. Improved Communication: Transparent communication is the lifeblood of any successful organization. Regular reviews break down communication barriers, promoting an open dialogue between employees and managers.

5. Recognition & Motivation: Acknowledging hard work and dedication boosts morale and motivates employees to strive for excellence. Recognition, when genuine and timely, becomes a powerful tool for fostering a positive work culture… like I said before something as simple as employee of the month can go a long way.

In a world where change is constant, regular check-ins provide a platform for employees to voice concerns, share achievements and align their goals with organizational objectives. Rather than a one-size-fits-all approach, personalized feedback sessions foster a sense of belonging and recognition. This, in turn, boosts morale and motivates employees to invest their best efforts.

Dealer principals and GMs — it is time to do a plug-chop and get a reading on how lean your team is running, maybe even change the jet and richen the mixture for key employees?

Managers In The Hot Seat: Making A Case For 360-Degree Reviews

Now this is something I would love to see more companies do. While employee reviews are a staple in most organizations outside of the motorcycle industry, a revolutionary concept that I whole heartedly agree with and is gaining traction is the 360-degree review. A process where managers are also evaluated by their employees, peers, and superiors. This feedback loop not only holds managers accountable but also creates a culture of mutual respect and continuous improvement.

Encouraging Managers to Embrace Feedback Can Create A Cultural Shift

1. Leading by Example: To encourage managers to embrace feedback, company leaders must lead by example. When top-level managers and executives actively seek input from their teams, it sets a precedent for a culture of openness and transparency.

2. Training & Development: Upper management and leaders need to encourage their managers to accept and apply feedback effectively. Leading by example in areas like active listening, empathy and conflict resolution can enhance your manager’s ability to receive and act on feedback. It’s about

finding the best route to success and guiding the team through every twist and turn.

3. Anonymous Feedback Mechanism: This is the biggest concern with this idea of a 360-degree reviews. There are managers out there and employees who don’t like receiving or giving constructive feedback. The best way around that is to introduce an anonymous feedback system to ensure employees feel comfortable sharing their thoughts without fear of repercussion. This fosters honesty and transparency in the feedback process. Note: anonymity is tough to maintain in a two person operation!

4. Incorporating Feedback into Performance Metrics: Link feedback from employees to managerial performance metrics. When managers see the direct impact of constructive feedback on their career growth, they are more likely to embrace the process.

The Benefits of 360-Degree Reviews for Managers:

1. Enhanced Self-Awareness: Managers gain a deeper understanding of their strengths and weaknesses through multiple perspectives, fostering self-awareness and personal growth.

2. Improved Leadership Skills: Constructive feedback from various angles allows managers to refine their leadership skills, adapt their management style, and build stronger, more effective teams.

3. Building Trust and Collaboration: A culture of mutual

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry. “When you start reading the Industry #PROfles, you will notice that 80-90% of them get their start at a motorcycle dealership,” says MIJ founder Alex Baylon. “The dealers are on the front lines and have always been the heart and soul of the industry. Without motorcycle dealerships, most of us wouldn’t be where we are today, so part of our message is always going to be ‘support your local motorcycle shop.’”

In addition to recognizing industry pros, Dealernews is also working with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews.com site. Check it out at: www.dealernews.com/Industry-Jobs

“Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/industry-profiles/

feedback builds trust and collaboration within the organization. When employees see that their opinions matter, they are more likely to contribute to the overall success of the team.

4. Retention and Employee Satisfaction: Managers who actively seek and implement feedback are more likely to create a positive work environment, resulting in higher employee satisfaction and lower turnover rates.

A Feedback Revolution

Some managers thrive on being the Boss, but we really need people managers to be people leaders. Managers who see themselves as an equal and a part of their team will always be a more effective leader. When managers and employees can communicate with each other with openness and respect become a part of a family.

Just as a motorcycle needs regular tune-ups to ensure peak performance, so do the individuals steering the dealership ship. Consider this revamped approach to employee reviews — one that involves everyone in the dealership family, from the mechanics to the managers.

By expanding the feedback loop to include managers, we lead in a new era of leadership — one built on trust, collaboration, and continuous improvement. As employees and managers engage in a constructive dialogue, the workplace transforms into a thriving ecosystem where everyone has a voice, and success is a collective achievement. So, there you have it—the lowdown on why employee reviews are like tuning your bike and why managers should throw on their helmets and join the ride.

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years.

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

WINNING THE BATTLE FOR RESPONSIBLE RECREATION

Semper Fi

By Donald Amador

As goes California, so goes the nation? The old saw has some teeth to it when it comes to public land use policy. Off-road powersports history in California is replete with seminal moments that have impacted motorized access to public lands for better... or worse... in many states. Key events include creation of the CA Off-Highway Motor Vehicle Recreation (OHMVR) Program in 1971; passage of the 1994 CA Desert Protection Act; the complete overhaul of the CA OHV program via passage of SB 742 by the legislature in 2007; closure of the BLM’s Clear Creek OHV Area in 2009, and passage of the National Defense Authorization Act in 2014 that created the Johnson Valley Shared Use Area.

With the off-road world’s focus on Hammer Town all this month, it was time to put boots on the ground in Johnson Valley. This included an official visit to the Johnson Valley OHV Area as part of a CA OHMVR Commission Tour of the King of the Hammers off-road racing event. After a full recon mission, I was again impressed by the strong partnership that exists between the Marine Corps, BLM, State Parks, local law enforcement, OHV community, racing promoters, powersports industry and local businesses. This hasn’t always been the case!

Some 15 years ago, a number of OHV grassroots groups mobilized their memberships and “ordered” elected officials to engage in the early planning process for the Combat Expansion Proposal that threatened to permanently close all or part of the Johnson Valley OHV Area to the public (circa 2008 – 2012). In addition to rallying the troops, a strong coalition of OHV recreation groups sent in the following position statement to the USMC planning team:

California OHV Recreation Stakeholder Group

October 2008 Position Statement on Johnson Valley Issue

We the undersigned strongly oppose the withdrawal of the Bureau of Land Management, Johnson Valley Off-Highway Vehicle (OHV)

Recreation Area by the Marine Corps Air Ground Combat Center, Twenty-Nine Palms. While we respect the need to train our troops, we believe the Marine Corps must clearly demonstrate a need for the expansion of the base. If such expansion is warranted then we support, in general, expansion in an eastward direction from the base.

Eastward expansion presents the least conflict with multiple-use of the public lands in the Johnson Valley area, and further, has the least impact on local communities and their residential and economic interests. We will participate actively in the continuing development of alternatives for the proposed expansion as necessary.

While we respect the need to train our troops, we believe the Marine Corps must clearly demonstrate a need for the expansion of the base. If such expansion is warranted then we support, in general, expansion in an eastward direction from the base. Eastward expansion presents the least conflict with multiple-use of the public lands in the Johnson Valley area, and further, has the least impact on local communities and their residential and economic interests.

We will participate actively in the continuing development of alternatives for the proposed expansion as necessary.

Signed,

American Motorcyclist Association, American Motorcyclist Association District 36, American Motorcyclist Association District 37 Competition, American Motorcyclist Association District 37 Dual Sport, American Sand Association, Blue Ribbon Coalition, California Association of Four Wheel Drive Clubs, California Off Road Vehicle Association, California Trail Users Coalition, Friends of Giant Rock, Friends of Johnson Valley, High Desert Multiple Use Coalition, Off Road Business Association, Partnership For Johnson Valley and San Diego Off-Road Coalition.

For those who ask why they should be involved in, or support, government relations, volunteerism and building partnerships in their communities and riding areas, I believe the Johnson Valley OHV Area provides the rationale for that level of grassroots engagement across the nation.

The thousands of comment letters sent in by the OHV community to the planning process and elected officials — combined with the hard work by our OHV advocacy corps back in the day — is why millions of motorized recreation enthusiasts continue to enjoy use of public lands at Johnson Valley, elsewhere in California and across the Western states. It serves as a reminder why member participation/support continues to help preserve and protect access to sustainable OHV recreation for current and future generations.

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

POWERSPORTS ASSOCIATIONS ADD INDUSTRY VETERAN

Don Amador Shifting Gears

Dealernews readers will recognize the latest member of the Motorcycle Industry Council’s Government Relations team: Don Amador has officially signed on with the associations affiliated with MIC. As the new Western States Representative,

OHV icon Don Amador will liaise with land managers, clubs and officials in a newly created position with MIC, Specialty Vehicle Institute of America (SVIA) and Recreational Off-Highway Vehicle Association (ROHVA). Amador will develop and enhance working relationships with key decision makers and program leads across a variety of agencies in the West, including: USDA Forest Service – Region 5, Bureau of Land Management, federally recognized Tribes, state OHV commissions, state highway patrols and the California Air Resources Board.

“Protecting our land access and promoting safe and responsible use of public lands is my life’s passion,” says Amador. “I can’t wait to put that to use for the industry and OHV users in the Western states.

“Don’s long-held leadership position in the Western state OHV community will enable him to immediately make a positive difference for riders, drivers, the training community, and the broader powersports industry,” said Scott Schloegel, senior vice president of government relations for the associations. “Happy to welcome him aboard.”

Amador has worked in the trail advocacy and recreation management profession for more than 30 years. Most recently, he served as the government affairs lead for AMA District 36 in Northern California. Amador is also a Core-Team member of FireScape Mendocino and serves on the board of the Post Wildfire OHV Recovery Alliance. From 1994-2000 he served on the California Off-Highway Motor Vehicle Recreation Commission. In 2018 Amador received the Friend of the AMA Award, and was a 2016 Inductee into the Off-Road Motorsports Hall of Fame.

Confessions Of A Customer®

By Eric Anderson

Simplicity Needs to Mask Complexity

Simply sell the Escape, Adrenaline and Adventure

Life is getting busier. Business feels more complicated. Customers are increasingly fickle. Darn, this retail business is getting harder than ever before!

FYI, everything is getting harder, but that is because we are choosing to…make it so. This self-fulfilling prophecy may sound like a command hurled out from Captain Picard of the Starship Enterprise, but the human species — particularly techno-savvy Americans — are overly skilled at making things more complicated than they really are. It has become too easy to overlook the simple (and important) things in life because we are more obsessed with texting an urgent and interruptive, yet relatively unimportant message on our new smart phone.

” What is important is seldom urgent and what is urgent is seldom important.”

— President D. Eisenhower

The trick now is handling the complexities of life and business while making it look and feel… um… simpler to our family, friends, staff, and customers. Like a genius, you need to make it look and feel simpler than it really is (behind the Wizard’s curtain).

“If you can’t explain it to a six year old, you don’t understand it yourself.”-Albert Einstein

Google, Apple, and Amazon are examples of complicated businesses on the backend. Yet, their sole goal was to simplify our lives as customers — your goal as a powersports retailer can be the same. Help us get back to the “simple life” of wind in our hair and reaching for the horizon — the real horizon and not the screensaver photo on our computer screen.

“Powersports needs to become the new comfort-recipe for modern man’s stress-related ailments. Make it easy and they will come.” — Eric Anderson

Your customers are addicted — not just you — to technology. The very powersports products you sell are as addicting as are their TVs, computers, phones, helmet communicators, GoPros and drones we are amassing in our homes and garages. Even our clothing is becoming complicated and “smart.” Will it ever stop? Nope, and you as retailers need to learn how to cut through all this “noise” to get customers’ attention and then convince them how simple it is to learn to ride, upgrade their machine, meet friends, or own a new ride. Fewer words… and more pictures? Fewer shoppers… and more buyers? More word-of-mouth… and less self-serving advertising? How will you make it more compelling — and simpler— to experience the machines you have for sale?

“Progress is man’s ability to complicate simplicity.” — Thor Heyerdahl

Perhaps the best way to “get grounded” in all of this would be to retreat to the mountaintop on your favorite motorcycle and isolate yourself from the madness for a few hours. Do it! What I hope you will realize is… YOU… and how important “you” are to the retail business. The madness from high pressure OEMs, supplying distributors, aftermarket manufacturers, payroll, insurance agents, reps, employees, and demanding customers has likely sucked you dry of enthusiasm for the business… or at least buried you and your true energy for motorcycling and related powersports. True? Well, it shows.

“Beware the barrenness of a busy life.”

— Socrates

If you once had the exploratory spirit of Thor Heyerdahl to excitedly adventure around on your powered equivalent of a Kon-Tiki raft, you need to find it again and let it out. Never again will the world of business be the same as it once was, BUT… man’s true sense of adventure and exploration will also never disappear even if it has temporarily from your overly taxed psyche. You sell adventure… and the products which go along for the ride. Perhaps your problem has been focusing more on the techno-advanced product features themselves… and not enough on the benefits they deliver to mankind. Dump what’s immediately urgent and focus on what’s overly important. Could selling the sizzle be more important than the steak itself?

OK. That may sound completely theoretical, philosophical, and obscure, but you need to “get it.” You have forgotten how to sell that “sizzle” because you work in the slaughterhouse. It’s not easy to take what’s complicated and make it easy for your staff and customers, but that’s what successful companies like Apple, Google and Amazon do best. It’s time to temporarily shelve the sea of minutia… for the longer-term vision and mask the business complexity with the simpler reasons for customers to get out and ride. Start with simply selling the Escape, Adrenaline, and Adventure that people are searching for… so they too can get away from their overcomplex lives.

Will a One Day Digital Detox Really Help?

Throw away the “noose” for one day and see how simplicity… just happens.

STEP 1 Digital Detox

Unplug for a day. You have likely forgotten what it’s like to be “disconnected.” Try it, you’ll like it. Isn’t it a beautiful thing to put on a (non-smart) helmet… and ride? High-stressed people these days are paying for digital detox journeys and experiences. Now, isn’t that what a motorcycle or SxS does for us… anyway?

STEP 2 Share It

Now, help share that enlightening “detox experience” with your staff and customers… on motorcycles, SxSs and other powered machinery you sell. Once the techno-generation realizes what Powersports machines can do to “reconnect” them with noncyberspace adventure, they will tell their friends. It’s magic!

STEP 3 Sell It

“Have you ever seen a motorcycle parked outside of a psychologist’s office?” — anonymous motorcyclist. Only the true experience of riding a motorcycle (or SxS, ATV, PWC) will enlighten your customers. All the paid newspaper ads and social media suggestions won’t break through. Getting butts on seats… will.

BACK TO THE FUTURE?

American Honda Collection Hall Hosts 2024 Team Presentation

Planes, trains, automobiles and most importantly motorcycles, Honda aficionados aspire to attend MotoGP and see the Honda Heritage Hall in Motegi, Japan. Closer to home, there is the Honda Heritage Center in Marysville, Ohio, where the very first Elsinores rolled off the assembly line and countless Gold Wings took flight before the plant converted to one of the world’s largest car production facilities… it is a phenomenal look at the power of Honda’s dreams and a short ride from the AMA Hall Of Fame. But the West Coast where it all started for American Honda in 1959 didn’t have a dedicated Heritage Center until last September!

The paint was still drying when HRC used the Collection Hall to announce its 2024 off-road, SX, MX and Baja Teams… and in a fortuitous harbinger of good things to come, Ricky Brabec’s Rally Bike. All tolled, the new display features 20,000 square feet of display space, with presentation rooms upstairs and includes more than 60 “historic and significant Honda and Acura automobiles, motorcycles, power equipment, race machines, engines and concept models, plus images, graphics, and video presentations.” Bikes on display include:

1962 Honda 50/Super Cub – One of the first three models Honda sold in the U.S. The Super Cub is now the overall best selling vehicle globally with 100+ million sold to date

1969 Honda CB750A – Widely considered the first ever superbike and called “the Motorcycle of the Century” by Motorcyclist magazine

1973 Honda CR/RC250 Elsinore – Honda’s first production motocross motorcycle and the first product Honda manufactured in the U.S., named after the famous Elsinore Grand Prix

1975 Honda GL1000 Gold Wing – Redefined long distance touring motorcycles with a revolutionary horizontally opposed four-cylinder engine

1981 Honda CBX1000 – Honda’s first motorcycle with over 100 hp, powered by a 1000cc six-cylinder engine

1983 Honda VF750F – The revolutionary VF750F used a liquid-cooled DOHC V4 engine and a stiff square-tube frame that also helped it dominate superbike racing in the mid ‘80s

1990 Honda VFR750R/RC30 – A homologation special created for competition in the World Superbike Championship

1992 Honda NR750 – The most technically advanced motorcycle at the time, iconic for its oval-piston engine design and other innovations

2004 Honda RVT1000R/RC51 – A street version of Honda’s championship winning V-Twin superbike

The collection had been housed in a nondescript warehouse a couple blocks away that the public was not allowed to see. You had to know the secret handshake — or our friend Charles “Kokooro” who served as AHM Brand Culture Champion and gatekeeper to all things historical. If you are a Honda fan, you have to follow his IG feed: www.instagram. com/kokoro_honda

“Our new American Honda Collection Hall reflects the important connection between the dreams and passion of Honda associates and the joy experienced by customers who love their Honda products and racing fans thrilled by our checkered flag successes,” said Noriya Kaihara, President & CEO and director of American Honda Motor Co., Inc., at the grand opening. “Everyone at Honda is honored to share the expressions of our history in America that are on display in the form of products and technology that have helped move people and society forward.”

Continued on page 74

Continued from page 73

However even if you don’t know the secret handshake or can’t crash HRC’s press functions, you can now see the Collection Hall as part of the ongoing “Cars, Bikes & Coffee” events, held on the third Saturday of every other month:

Saturday, April 20, 2024, 9 am to noon

Saturday, June 15, 2024, 9 am to noon

Saturday, Aug. 17, 2024, 9 am to noon

The collection is housed adjacent to the lobby on the ground floor of the American Honda HQ,1919 Torrance Blvd., Torrance, CA 90501.

HRC TEAM SET FOR SMX 2024

Set against the backdrop of Honda’s Heritage Collection Hall, HRC Racing presented its 2024 teams to the sponsors and members of the media… and Dealernews snuck in too! The factory squad is coming off a record-setting 2023 season that saw Honda win virtually everything on dirt, including a record six professional AMA championships. Jett Lawrence — who accounted for three of the 2023 titles —the 250SX West title, the AMA Pro Motocross 450 championship and the inaugural SuperMotocross title, was joined by brother Hunter, newly signed Jo Shimoda and returning 250 rider Chance Hymas who bounces back form injury.

A host of Honda-supported teams joined the HRC squad, including SmarTop/Bullfrog Spas/MotoConcepts Honda, SLR Honda, JCR Honda, Turner Racing Honda, Honda OffRoad Factory Racing and Raceco-USA Honda. Also present was Phoenix Racing Honda, celebrating the recent signing of two-time AMA Pro Motocross Champion Dylan Ferrandis, to campaign the premier class in AMA Supercross.

“While it’s gratifying that we were able to get Team Honda HRC back on top where it belongs in 2023, this team’s proud legacy wasn’t built on a one-and-done philosophy; in fact, the recent success just makes us even more determined to keep it going in 2024,” is how Honda’s manager of racing

& experiential marketing Brandon Wilson prefaced the presentation.

“Fortunately, I think we have all the pieces needed to accomplish that: an incredibly talented rider roster, a capable crew, competitive machinery and valuable sponsors. And while of course the factory squad is the focus, I’m also very proud of the lineup of support teams we’re fielding in various disciplines. I can’t wait for the new season to get started.”

The 17-round 2024 AMA Supercross season commences on January 6 in Anaheim, California, followed by the 11-round AMA Pro Motocross series and the three-round SuperMotocross Championship.

SEGWAY DOUBLES UP IN LAS VEGAS!

A last minute addition to the AIMExpo floorplan, Segway was a winner in Las Vegas. Even though they knew Atturo would be using the new Villain to showcase their TrailBlade tires, Segway decided to go all-in at the tradeshow… and the gamble paid off in spades! Segway secured applications for 31 new dealers during the powersports industry’s premier event.

“We’re elated to hear about Segway’s success at AIMExpo,” said Cinnamon Kernes, MIC vice president of market expansion and events. “Beyond its sizable exhibit at the show, Segway participated in our OEM media tour and featured a vehicle in our 4-Wheel Showcase. And the fact that Segway was able to network and connect with so many potential new dealers is exactly why we work so hard to deliver North America’s best powersports industry show each year.”

In addition to the show-topping Super Villain, Segway hedged their bets with additional sure things including its new line of e-bikes, the Xyber and Xafari. These innovative electric bicycles captured the attention of dealers and further solidified Segway’s reputation as a pioneer in sustainable mobility solutions, according to Segway Powersports Marketing Director Gabriel Cruz.

“At AIMExpo, we showcased not just products, but we presented a vision of innovation. The overwhelming response, with 31 new dealer applications in just 2 and a half days, reaffirms the market’s hunger and acceptance of a new household brand that is delivering cuttingedge products,” concludes Cruz. “Our commitment to redefining off-road experiences is not only resonating but accelerating, as we continue to expand our growing dealer network.”

ATTURO NOT ABOUT TO SLOW THEIR ROLL

The road trip that never ends? Atturo announces that after AIMExpo the team will be rolling on to even more events this year, including returning to the 4Fest series. Atturo Tires plans to be on-site at multiple locations throughout 2024 showcasing their entire product range, including the recently launched Trail Blade SXS lineup. “After a brief hiatus, we are glad to be returning to two of their events this year,” added Category Specialist Collin Mikottis. “It is great to be working with Tom and the team at 4Fest Events again in 2024. Their events have always been a great way for Atturo to get enthusiasts hands-on with our product lines.” atturo.com/sxs

BRIDGESTONE ANNOUNCES OEM SPEC TIRE AT AIMEXPO

Bridgestone is on a roll! They used AIMExpo to announce OE spec for Yamaha and will supply BATTLAX HYPERSPORT S23 tires as original equipment for the new MT-09. Bridgestone celebrated the 40th anniversary of the BATTLAX brand in 2023 and believes the next generation will continue this legacy of pressing the limits of tire performance. Its efforts over four decades have resulted in BATTLAX claiming the No. 1 global share of the original equipment market for premium motorcycle tires… and wait until you see what they roll out at the Daytona 200! www.bridgestonemotorcycletires.com

RABACONDA ROLLS OUT MINI TIRE CHANGER

Big news at AIMExpo was a mini tire changer from Rabaconda. The Mini Tire Changer is made to quickly and easily change motorcycle tires from 10”-17”, which are often some of the most difficult tires to change. “As a father of boys who love to ride, I am all too familiar with the nuisance that is changing a kids dirtbike tire,” says Rabaconda co-founder Jakob Saks. “I’ve pinched several tubes while swapping tires on my sons’ Yamaha TTR 110 over the years… and having to put on studded 12” winter tires is truly a nightmare!” We feel your pain and share the busted knuckles to prove it, Jakob. If you missed the mini magic in Las Vegas, call Rabaconda Inc. 1-646-933-1298 or e-mail sales@rabaconda.com

MIRROR, MIRROR… WHO IS THE FAIREST VENDOR OF ALL?

Who is the fairest vendor in UTV land? “See” what you missed at AIMExpo… Josh Salazar was kind enough to share Dirtbag Brands vision with us during the tradeshow. “These mirrors have been doing tremendous for us. One clamp fits roll bars 1.5-2in, with our patented design. It also comes with pod light mounts. Simplify your inventory with one part number. Forged from 6061 billet aluminum, high clarity convex glass, and compatible with windshields... and always dealerdirect!” See more here:

dirtbagbrands.com/mirror-w%2F-pod-light-mount

MOTO MORINI TAKES THE WRAPS OFF THREE ALLNEW BIKES

From the Calibro targeted at the casual cruiser market to the big gun Big Twin X-Cape 1200 and the hard-edged Corsaro Sport, Moto Morini had a winning trifecta in Las Vegas. “This confirms the fact that Moto Morini is to be taken as “the” serious new Italian motorcycle brand to enter the U.S. market,” says Chris McGee, Chief Operating Officer for Moto Morini USA. Supporting the launch of the three new models, McGee notes Moto Morini offers the highest margins, a comprehensive range of accessories and a full 3 Year Unlimited Mileage Warranty. “All modes in stock and only a 6 bike minimum are needed to become a dealer.” We will have a full walk-around of the Corsaro coming in the next issue. www.motomoriniusa.com/become-a-dealer

HURRICANE BLOWS INTO LAS VEGAS

Last year a blizzard blew into Las Vegas during set-up for AIMExpo… this year it was a hurricane! Not the weather, but Nelson-Rigg’s ever-expanding range of Hurricane Tail Bags. Not just any bags, the Hurricane series blows away the competition with a lifetime warranty. Fully waterproof, the bags are made from heavy duty UV-treated PVC Tarpaulin material and all seams are electronically heat-welded to ensure water stays out. Miss them at AIMExpo? Dive into the eye of the storm here: www.nelsonrigg.com/new-products/hurricanewaterproof-tail-bags-detail

“SUPER HUNKY” RICK SIEMEN EXIT

By Rick Sieman February 1982 Dirt Bike

Dad has gone on his last ride. I am numb as I am writing this. I am thanking the gods that I was able to be here when he took his last breaths. I have been blessed to be able to spend as much time with him as I have the last months. Thank you everyone for all the letters, cards and support over this time. He was able to go on his own terms and in his own home. All my love... from my family to yours. — Cindy Sieman

When I wrote this piece, an avalanche of mail followed. A whole bunch of people thought the story was about me, and that I had a terminal illness. Luckily, that was not the case. However, the story was based on reality. I will not say who, why, or how.

It was the pain deep inside his chest that forced him to see a doctor. Oh sure, he knew something was wrong, but, like most people, he put it off and put it off. How long had that pain been gnawing away? Two years? Three? At least three. It’d been there so long it was almost taken for granted.

But, lately, it had worsened. It was affecting his riding, walking, eating, sleeping and his work. Motorcycle racers don’t like to go to doctors, even though they are forced to seek their services now and then. The occasional trip into the Twilight Zone, the harsh crack of bone against rock and it’s Plaster City. Frank had been there before. Not too often, but enough to keep a healthy respect for just how far he would let it all hang out now.

He raced a bit more cautiously nowadays. Still fairly fast and competent, but the years and the close calls and the bumps and the bruises had all taken a tiny bit off that racer’s edge. Still racing was fun and that’s what counted, right?

Frank sat in the doctor’s office idly flipping through a tattered copy of National Geographic, wishing he’d had the foresight to bring a bike magazine with him to help pass the time. He’d been in this cold, white office too many times in the last month what with all the checkups, X-rays, blood tests and other mysterious things they did to his body. The pain was still there. Always the pain.

The white-haired doctor called him into his private office and closed the door quietly behind them. Frank knew at that moment that something was desperately wrong.

The doctor told him very quietly, patiently and calmly what was up. He did it so professionally that Frank listened in an almost detached manner, as the whitehaired physician told him he had only a few months to live, perhaps five or six at the most. What got Frank upset was that he’d never even heard of the disease. A lot of Latin words strung together. Why didn’t they just call it a ball of pain in the chest?

With more calm in his voice than he could believe, Frank asked the good doctor about operations and alternatives. With an obvious tremble in his hands, the doctor explained the whynots and the where-fors of the situation. He took a long time and ignored the blinking light on his phone.

When he stopped talking, Frank fairly well understood the mechanics behind his doom. The doctor wrote out a prescription (for the pain) and told him to use it as needed and to call any time the pain got too intense. There were stronger things available for stronger pain.

They shook hands and parted. Frank drove his pickup truck home, head whirling with thoughts. He stopped off at a drive-through, ordered some burgers and junk food and ate as he put in the 22 miles that separated his home from the medical center.

By the time he got home, Frank knew exactly what he wanted to do. He grabbed a beer and sat down at his wobbly old desk. A yellow-lined pad and a felt-tipped pen were extracted from the center drawer, along with his savings account and checkbooks.

Very slowly and with much thought, Frank made a list on that clean yellow pad. After each item, he put a price. Frank knew just about what things cost. Nine hundred bucks for the trick frame. Twenty-five hundred for the bike. Exotic forks, special shock, aluminum this, magnesium that, chromoly goodies, lightweight plastic, special parts for the engine, the best tires money could buy. . . in fact, the best of everything.

When he completed the list and added it up, he gave a low whistle. The total came to over eight thousand dollars. A check of his bank and checkbooks showed that he had more than enough to cover the cost. He slowly savored three more beers that evening and made page after page of notes on the yellow-lined legal pad. Sleep came easy, in spite of that ever-present pain in the chest.

The next morning was spent cleaning out his garage. He shaped it up to perfection, then made a trip to the bank and withdrew a tidy sum of cash. Frank then stopped off at his favorite place and spent a considerable amount of that cash on new tools. The good stuff. Snap-On, S-K, topof-the-line sockets and wrenches. And then he bought a shiny new red Craftsman two-piece roll-around toolbox.

It gave him an odd feeling of pleasure to peel off the twenty-dollar bills to pay for the tools. The salesman helped him load everything in the back of the pickup and Frank then headed down to the bike shop.

The man behind the counter knew him by his first name and they exchanged the usual pleasantries. Casually, with a slight smile of glee, Frank told the man to load that bike — that one over there — in the back of his truck, and started counting out one hundred dollar bills on the counter to drive the message home.

After the paperwork, Frank placed an order for some special parts and goodies. The man totaled it up and Frank once more proceeded to count out bills on the glass top of the display case. He was offered a discount, but refused it. His only request was that everything be delivered to his home before the end of the week.

Frank made two more stops before he headed home to his garage: One to order a special frame and another to pick up a cardboard box full of speed parts for the engine.

He spent that night sorting everything out on his work bench and checking off items on that yellow legal pad. Sleep came hard. Continued on page 84

Early the next morning, Frank rolled the new bike into the center of the garage and put it up on a milk crate. Parts were carefully removed with the shiny new tools and placed in various cardboard boxes that were marked with a thick felt pen; then he placed them on shelves.

By noon, only the engine sat there. Frank opened the thick workshop manual and proceeded to tear the big four-stroke engine down. He made notes, put nuts and bolts into small boxes and, at four o’clock, took the barrel down to his local machine shop with instructions to bore it out to match the new, huge piston.

The days went by slowly and pleasantly. Frank did not answer the telephone and did not open any mail. He only left the garage to make trips to the machine shop, or to the bike shop for needed odds and ends.

With the arrival of the frame and forks, the bike started to take shape. Parts started to fall into place. Some things required drilling, bending, shaping and fitting. Frank carefully fitted each and every piece with patience until he was satisfied that it was perfect.

By the time two weeks had passed, Frank was forced to stop by the pharmacy and get that prescription filled. The pharmacist looked a bit startled when he read the doctor’s scrawl and placed a call to check it out. Frank took a double-dose of painkillers to sleep that night, but he woke up so fuzzy-headed the next morning that he flushed the remaining pills down the toilet.

It took one more week before the bike was completed. Naturally enough, the last two bolts were snubbed in place well into the wee hours of the morning. Frank poured some straight gas in the tank, twisted on the petcock and depressed the choke lever.

It took three kicks for the big bike to light off, but when it did, the sound from the megaphone was pure music. Frank ran the bike for three minutes, ignoring the blue haze filling up the garage, then shut off the lights and went to sleep.

Early the next morning, he rose and went out to the garage. An hour was spent checking all of the nuts and bolts with a torque wrench. Frank then loaded the bike up into the back of his truck with all of his riding gear and headed out the Interstate.

He stopped off at his favorite restaurant and had steak and eggs and several cups of scalding-hot black coffee. The waitress smiled from ear to ear when he left the whole twenty dollar bill with the check.

Twenty minutes later, Frank arrived at his favorite riding area and unloaded the bike. He fired it up and let it idle comfortably while he put on his riding gear. Frank slipped the goggles in place, then swung a leg over the bike and

blipped the throttle a few times. The engine responded cleanly and instantly with a rapping snarl. Good.

Frank nudged the shift lever into low and eased away. The bike pulled strongly, satisfyingly, through the gears. Not a hint of a flat spot, or even a burble, as the revs rose.

Frank followed the two-track road through the valley and then caught the old fire road heading up the mountain side. The smoothly graded road had just the perfect surface for letting it all hang out.

Once he got the feel of the bike, Frank started to stuff it into the turns with the rear end hanging out, the exhaust note wailing off the steep canyon walls.

As the road climbed, Frank was forced to use a lower gear and rev the engine harder to maintain his speed. A thin sheen of perspiration covered his forehead and face. He breathed harder, worked the bike deeper into the turns.

As Frank neared the summit, he saw the last wide sweeping corner before the road ended and the narrow trails began. It was clearly marked with white barriers to keep wayward vehicles from plummeting off the vertical drop.

Frank smiled, took a deep breath, let the revs rise and aimed the front wheel directly at the flimsy barriers. The white wood snapped cleanly and the bike sailed out into the clear blue air.

Frank held tightly onto the bars and sailed and sailed and sailed. He had always wondered what it might be like.

And now he knew.

WHERE ARE ALL THE REPS?

Brain drain, greener pastures, or changing business models… where have all the good road reps gone? For some time now, I’ve been thinking of a way to get the traditional powersports reps in line with the best intentions of the industry — and for the greater good of the dealers.

I think it would be a positive step forward to mesh the dealer and rep/brand into a more collaborative approach as partners with the end goal of looking out for what’s best for the dealer in purchasing decisions. I think there is a potential to create a Powersports Dealer Rep Association (PDRA) which

could suit many needs. My vision would be for this association to be run by industry leading reps or former reps who coordinate with dealers and fellow field reps. Meetings and discussions would make this a beneficial partnership — with both parties working to help one another.

Maybe by putting such a force together, we can lobby for the importance of the outside rep while making a case for a code of ethics within the rep ranks to ensure positive outcomes for dealers. As a rep for some time, I’ve always tried my best to look out for dealers’ best interest as an industry partner. I love the conversation and I’m optimistic that with the right individuals around the table, a positive outcome will follow. Show season is in full swing — I type this as I’m sitting in Austin, Texas finishing up with the Texas Motorcycle Dealer Association and then on to AIMExpo we go!

Thank you,

Sid Humphreys, Regional Sales Representative ZiiDMS

Sid Humphreys — Powersports Enthusiast & Regional Sales Representative For ZiiDMS

With years of experience in the Powersports/Bicycle/ OP Industry ranging from retail to B2B for the past 16 years, I have built a seasoned professional sales profile and have a proven track record of success. I have a deep understanding of the sales process, and an intimate knowledge of the powersports industry. I believe great communication and transparency is key! Good business ethics and a sound moral compass has provided a living for my family in the industry we all love. My dedication to the powersports industry is personal and drives me to find new ways to provide the best service from top to bottom. I believe in building yourself the life you want through hard work and persistent customer satisfaction.