Dealernews Issue#6 June 2021

DN 2.0 #6

RIDE WITH US AIMExpo Back In The Saddle

Dealer Profile:

Triumph Champion Challenge OEM Update: Speed Triple 1200 RS

CONTENTS

ON THE COVER Triumph Champion contender Don Baker gets acquainted with Chuckwalla, a long way from his Tampa dealership!

Photo courtesy Triumph

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06 08 EDITOR’S NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+ 20 DEALER PROFILE+

WORLD’S LUCKIEST MAN

Bob Althoff On Going All-In For AIMExpo Robin Hartfiel On Opening Up The Industry On Dealernews Breaking News Dealers Can Use Getting Back To Work

Tampa Triumph: Don Baker On The Little Dealership That Could… And Does!

24 OEM UPDATE

Triumph Speed Triple 1200 RS

28 INDUSTRY RESEARCH+ 30 INDUSTRY RESEARCH+ 32 INDUSTRY RESEARCH+

Dr. Paul Leinberger On The King Of Retail Is Dead, Long Live The King!

Lenny Sims On J.D. Powers Valuations Larry Daniel On Success Breeds Complacency

36 INDUSTRY RESEARCH+ 44 SUMMER VACATION 45 SHOWTIME! 50 DIVERSITY+

NPA’s Jim Woodruff On Pre-Owned Roadtripping On Triumphs With The Greatest Of All Time EICMA, SEMA, PRI And AIMExpo Return

Alisa Clickenger On The Final Salute

52 55 eDEALERNEWS 56 CURRENTS+ 60 ON ANY SUNDAY TURNS 50 62 PERSONNEL FILES OF A CUSTOMER 64 CONFESSIONS PERFORMANCE+

Mark Rodgers On Are You Made To Persuade?

Cash For Clunkers Program Returns The Latest eNews

Dealers Can Host Screenings

Alex Baylon On “Stay” Interviews Vs. Exit Interviews

Eric Anderson On Times Change…

Can Bosses?

66 MIC RIDE REPORT 68 ADVOCACY+ 70 GEAR+ 74 PRESS PASS+ 76 PRESS PASS+ 78 VALE+ 79 AD INDEX 80 Parting Shot+

What Does The MIC Do For You? Don Amador On The Greatest Strategy Guide Ever Written

Win On Sunday…

10th Annual Justin Brayton Shoot-Out Triumph Takes On Chuckwalla, Dealernews Crashes The Party

OUR TEAM Bob Althoff World’s Luckiest Man EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Eric Anderson Vroom Network Jim Woodruff National Powersport Auctions Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer Dealer Advisory Board Bob Althoff Chairman Joey Belmont Big #1 Sports Jim Boltz Lynnwood Cycle Barn/WMDA Jim Foster Killeen Power Sports George Gatto Gatto Harley-Davidson Malcolm Hunter Deeley Harley-Davidson Robert Kay Star City Motorsports Bob Kee Destination Cycle Jerry Lenz Beaverton Motorcycles Kurt Mechling Performance PowerSports Don Owens Dothan Powersports Mark Peterson Southwest Superbikes Sandy Stroope Boat World Honda Polaris

Ave Atque Vale Dick Mann This issue Brought To You By…

ADVERTISING

John Murphy On Gut Check’s & Going To AIMExpo

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

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Dealernews Magazine 3250 Knoll Dr. Columbus, OH 43230 www.dealernews.com © Copyright 2021

JUNE 2021

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World’s Luckiest Man

By Bob Althoff

GOING ALL-IN IN LAS VEGAS! AIMExpo Is Back

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ere at Dealernews we are thrilled with the announcement that AIMExpo is back with an in-person gathering of the industry in Las Vegas next January. It has been far too long since we have been able to come together as an industry, share fellowship, exchange ideas, broaden our horizons through education and do business faceto-face. COVID-19 has been such a destructive force in so many of our lives, even with motorcycle Dealerships being declared “essential” — however it utterly decimated the Convention business. Our OEM Dealer meetings, our aftermarket distributor sales gatherings and our annual trade show were all wiped off the calendar.

So, what have we missed since last we gathered in Columbus way back in 2019? Education; celebrations; recognitions; thought-provoking keynotes; hugs and handshakes; meeting new friends and renewing old; test rides and flat tracking; inspiration and cold beer — to name a few of my favorite things.

Let’s face it, you can’t have an industry without the regular face-to-face gathering of the clan. AIMExpo is that important!

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Dealernews has always been a massive supporter of our industry gatherings. Six years ago, when I bought Dealernews from the global enterprise called Advanstar (which, by the way, they decided to sell so they could better focus on their worldwide convention business portfolio), one of their executives told me that, by their calculation, Dealernews provided Advanstar with $350,000 annually in promotional value to their DealerExpo in Indianapolis. But beyond the promotional value, there was educational aspect and the Top 100 program recognizing retail excellence.

We believed then. And we believe now. You must join us in Vegas in January. Failure on your part to do the things necessary to be a vital and engaged industry supporter makes you a part of the problem. Being there; voting with your feet and your dollars and your mind, makes you a part of the solution.

Time to double down! The return of AIMExpo comes with a renewed focus on the Dealer and added emphasis on education, courtesy of Tucker Powersports. The Texas-based distributor will also be co-locating their annual dealer show at the venue to ensure Dealer attendance.

“Focusing on the business of your business, AIMExpo Dealer Education will help drive door swings by sharing content that speaks community engagement, business management and best practices for retail operations,” promises AIMExpo’s “Pit Boss” Cinnamon Kernes.

What Cinnamon and her team are doing matters greatly in the success of our entire industry…

Just as what Robin Hartfiel and our team here at Dealernews does.

We are proud to partner with AIMExpo. To say Dealernews is “all-in” in Las Vegas parlance is an understatement. We are betting on a sure thing here!

Trust me when I tell you there are critically important developments afoot in our industry. And every Dealer ought to have a seat at the table and be a part of what’s coming.

See you in Vegas!

Bob

Editor’s Note

By Robin Hartfiel

COME RIDE WITH US!

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ow that the vaccinations are spreading and the COVID cases are dropping, it is time to get back to business and make sure the powersports industry can get more riders to “Ride With Us.” To that end, the Motorcycle Industry Council took the wraps off their long-awaited ridership plan, Ride With Us, the powersports industry’s first multi-faceted market expansion program. Appropriately Ride With Us officially launched on the first day of Summer, June 21.

With this issue’s announcement of AIMExpo returning to Las Vegas and the subsequent Ride With Us market expansion campaign gaining smiles — and hopefully many more miles from riders — the wraps are coming off some of the good work that MIC has been doing on behalf of the entire industry. For the record, Dealernews has been all-in with MIC since the magazine was re-launched at AIMExpo’s first stop in Las Vegas.

So what do you think about Ride With Us? I have heard it all, from “What’s with those colors” to “it is an Amazon rip-off without the A to Z rational” — as well as positive comments including, “This is exactly what we need to reach new customers…” and “Thank you! Another knobby tire or pistonbased campaign won’t appeal to the intended customers in the future…” especially if those customers are riding eBikes?

The concept came from a task force composed of industryleading marketing talent to provide direction on the brand,

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logo and style guide for the Ride With Us campaign. They will deliver additional elements of the program, including social media content syndication and social media best practices for MIC dealer members.

As a part of the Ride With Us program, MIC is also delivering new 45-minute first-ride experiences for people who have never ridden a motorcycle before. The activation was beta-tested at Comoto’s three-day Get On! Moto Fest. I saw firsthand first-time riders going through the program on Saturday and showing up on Sunday with friends who had never slung a leg over a motorcycle in their lives. This program can win hearts and minds well outside our sphere of influence. COVID has created the perfect reset button… we just can’t afford to screw up the recovery!

However, within our immediate sphere of influence are events like the Justin Brayton Shootout. Hundreds of families flooded Riverside Raceway in Winterset, Iowa, for four days of fireworks, fun and camaraderie that only exists within our powersports circle. From the grandfather celebrating his retirement with a new dirtbike to the groms playing in the giant sandbox promoter Tony Wenck provided (adjacent to the STACYC track), it reminded me just how special our profession is… we literally can create a field of dreams on any Sunday! Sure it was good to see legends like Bradshaw, Brayton and Dungey engaging with fans on the vendor aisle and greeting everyone at the entrance, but it was even better as a reminder for what this industry offers all of us!

I closed my eyes and remembered showing up to the track back in the day, racing in a flannel shirt and third-hand boots with electrician’s tape numbers. The excitement, the butterflies and the sheer joy of something as simple as hanging out for a weekend playing in the creek with my buddies between motos came flooding back… then I opened my eyes and saw that Iowa farm kid racing in a flannel shirt, a couple buddies riding to the snack bar two-up on a clapped out XR 400. Build it and they will come!

We need to build a new customer base, we need to retain our existing “COVID windfall” customers, we need to reach those kids playing in the sandbox and we need to keep G-Pa celebrating his retirement at the track. As an industry, we have a real need to create compelling reasons to Ride With Us. Is going back to AIMExpo or the “Amazon” campaign the answer? Time will tell…

But I will tell you we all have to do something other than bitch about what might have been! Join MIC, register to attend AIMExpo, host a demo day… become part of the solution rather than perpetuating the problems.

It is time for us to reconnect as an industry and connect with new riders who accept the call to come Ride With Us. Former Editor-in-Chief and publisher of Dealernews circa 19902003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper and was an editor of publications ranging from All About Beer to VW Trends.

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GREAT MOVE! Great move! I do remember at Harley’s dealer expo (I was a supplier) their response to Buell. Less than enthusiastic. My opinion, which many seem to agree with, is that the market would be better served by opening up the LiveWire brand outside of the H-D dealer network. Whether or not the LiveWire is a viable product on its own, remains to be seen.

LIVEWIRE SHORT CIRCUITS? LiveWire as a stand-alone brand… Are they mad? I’m not sure about other areas, but around here just above ½ price seems to be the going value for LiveWires. Will a separate, stand-alone LiveWire dealership sell enough units, P&A and service to make a go of it? I really doubt it. A separate adventure bike dealership makes slightly more sense, but in the unlikely advent of a Pan America series of bikes doing well, dealers will put up a fuss, wanting that line back in their dealerships. I just don’t see it; I hear a massive belly flop coming at the end of this summer!

Marq Smith Holeshot Racing Langley, BC CANADA

MOVE MOTIVATED BY FEAR Strikes me as fear of their core consumer who can’t/won’t accept electric…

Alexander Dunstan, Owner Quinn Knives Julian, CA

Bruce Herter, Managing Partner Two Brothers Motorcycle Shop Pleasant View, TN

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DEFINE SUCCESS? I have to wonder how many dealers you have visited that offer LiveWire. Since it was an opt-in product I don’t think the FEW dealers that are still “rooted” in their 70’s business models would have opted into such a product. And what is the definition of “success” — How many electric bikes did Zero sell last year?

Joseph Perry Via Facebook

SPUN OUT… OR SPIN OFF? Come on guys...think about it. Spun off they have a brand they can sell for cash.

Think Dodge Ram, now just RAM. At the time it was about having a brand that had a value and could be sold without the baggage of Dodge. I see this as the same thing. Don’t even want to get started on the Franchise law issue.

Steve Biegler Biegler’s C&S Motorsports Aberdeen, SD

BUELL RING ANY BELLS? Evidently they didn’t lose enough money on Buell?

Tom Monroe Saddlemen Rancho Dominguez. CA

ENLIGHTENED! Running LiveWire as a separate entity will allow them to progress beyond the H-D limitations/conventions and really look at the new world of transportation that is coming. Imagine if LiveWire had come out with an eBike like the Sondors MetaCycle? Under H-D they would have been slammed for it (more than likely never even get it off the paper), even though the demand is NUTS...

The Anonymous Dealer Via The Internet

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

Abbott has signed Senate Bill 586 into law, protecting dealers in Texas. “This Bill will enforce existing tax law and crack down on the practice of Texans traveling out of state, buying OHVs tax free from out of state dealers, then bringing the units back to Texas, but NOT paying the required Use Tax to the Comptroller.”

The Bill requires ATV manufacturers and distributors to provide sales information to the Comptroller. TMDA notes the Bill was unopposed in the legislature, adding, “This Bill allows for Texas dealers to have a level playing field with out of state dealers.”

The effective date of the Bill is September 1, 2021.

OUTSTANDING IN THEIR FIELD

National Powersports Auction To Transform Pasture Into 140,000 sq./ft. Facility “If you look around, you see a big piece of empty land, but what I see is a 140,000 sq./ft. facility that will be NPA’s home in Florida for years to come,” said NPA CEO Jim Woodruff from the groundbreaking in Lakeland, Florida. “NPA sells 70,000 – 80,000 vehicles a year and with this new location it will be even more.”

Since opening its current facility in Plant City last fall, National Powersport Auctions (NPA) has seen an overwhelmingly positive response from the Florida Dealer network. To meet this volume of business, NPA broke ground on its future home in Lakeland. The 45-acre property will be the permanent location for a state-of-the-art auction facility that will service powersports, RV and marine Dealers all throughout the state. “We purchased this land about a year ago and opened another facility in the meantime while we build this one out,” Woodruff added.

In attendance at the event was the Mayor of Lakeland, Bill Mutz, plus additional representatives from the city and the Lakeland Economic Development Council (LEDC). “We are so excited to have NPA create their next 140,000 sq. ft. facility here in Lakeland,” added Mayor Mutz. “They’re going to thrive in this part of Florida, and we’re excited to watch them grow.”

The symbolic groundbreaking ceremony comprised of Mayor Mutz, and NPA executives including CEO Jim Woodruff, Founder Cliff Clifford, VP of Operations Jeff Kinney, VP of Business Development Tony Altieri, VP of Sales Mike Murray and Eastern Regional Operations Manager Mark Clifford. See it all here: https://www.youtube.com/watch?v=xMO9YuoCjHs

TMDA WINS ONE FOR ATV DEALERS

The eyes of Texas are upon you! According to the Texas Motorcycle Dealers Association (TMDA) Texas Governor Greg

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MOTORCYCLE SALES UP… WAY UP!

New-model motorcycle sales among leading brands increased more than 37.2% in the first quarter of 2021, according to the Motorcycle Industry Council Retail Sales Report. Compared to the same period last year, Q1 sales were up by double digits in every category: on-highway, off-highway, dual-purpose and scooter.

“This is the fourth straight quarter of strong sales numbers, indicating continued and growing interest in riding among new and returning riders,” said Erik Pritchard, MIC president and CEO. “Combine the new-motorcycle sales performance with the pace of tire sales and we know that more riders are putting on more miles. We hope that indicates that riding is becoming a larger part of consumers’ lives.”

Specifically, year-to-date sales of dual-purpose motorcycles were up by 47%. Off-highway sales were up 45.4%. Scooter sales rose 34.6%. And on-highway motorcycle sales increased 31.4%.

Inventory issues may put a damper on things heading into the heart of selling season, however. See what is happening with the J.D. Power/NADAguides and auction action courtesy of National Powersport Auctions as new models have dried up for several OEMs heading into the hottest selling time of the year.

MIC members can also access the MIC Tire Sales Report, showing year-to-date motorcycle and scooter tire sales among nine major brands. The quarterly report is an indicator of tire sales trends, as well as motorcycle usage, vehicle population, and aftermarket sales.

More detailed information by model type is available in the MIC Retail Sales Unit Summary. All MIC members who have signed restricted use agreements may access the summary at MIC.org

SPEAKING OF MIC…

Alexander Smith Joins Dealer Advisory Council Alexander Smith, of Malcolm Smith Motorsports in Southern California, is the newest member of the Motorcycle Industry Council’s Dealer Advisory Council. He joins DAC Chairman Rick Alcon, of Team R&S Powersports Group in New Mexico; Curtis Sloan, of Sloan’s Motorcycle ATV; Kim Harrison, of Coleman PowerSports; Bob Althoff, of Farrow Harley-Davidson, and the owner of Dealernews; and Kevin Lackey, of Freedom Powersports.

“MIC’s Dealer Advisory Council continues to play an important role, helping to link dealers, OEs, aftermarket companies, the MIC Board of Directors, and riders,” said Erik Pritchard, president and CEO of the Motorcycle Industry Council. “Alexander is another incredible addition to the DAC, and we look forward to continuing to strengthen the powersports industry together.”

The DAC is a group of MIC dealer members representing a crosssection of the national dealership population and serving as an effective avenue to share ideas among the powersports value chain: consumers, dealers, and manufacturers/distributors.

The DAC regularly participates in discussions to help further the industry.

Son of Motorcyclist Of The Century Malcolm Smith, Alexander literally grew up in the shop. “I was fortunate to grow up riding and working with my father, who always aimed to instill the same skills, sense of sportsmanship, work ethic, preparedness, and attitude that made him not only famous but successful in business,” says the younger Smith. “And now my time is primarily occupied with Malcolm Smith Motorsports in Riverside, California, a dealership that’s home to 15 OEM franchises.”

Although the dealership eats up much of his time, Alexander also owns and operates Malcolm Smith Adventures, which provides motorcycle adventures to clients from all over the world. He attended Sonoma State University earning bachelor’s degrees in business management and international economics.

YAMAHA REVS YOUR HEART

In the early morning hours of Friday, March 26th, a devastating tornado struck the town of Newnan, Georgia, home to Yamaha Motor Manufacturing Company and where many of the factory employees and their families live.

Shortly after, Yamaha Motor executives offered a 200% matching fund for all employee donations to put towards relief efforts. Last week, Yamaha Motor Manufacturing Corporation of America staff turned over a check in the amount $50,760 directly to the Coweta Community Foundation Tornado Relief program.

To date, the fund has helped 80 families with a portion of their homeowners/renters/auto insurance deductibles, as well as provided a grant to a local nonprofit to continue their efforts to provide assistance. Total tornado relief efforts have helped 255 families and funded eight nonprofit grants focused on Tornado Recovery assistance. #Yamaha #RevsYourHeart

JUNE 2021

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RETURN OF THE SUPER HOOLIGANS

Shades of the original Grand National races where a racer had to master multiple disciplines from dirt track to roadracing, the 2021 Super Hooligan National Championship (SHNC) has been rolled out by the head hooligan himself, Roland Sands. “The 2021 Super Hooligan championship is all about diversity of terrain and like nothing seen before but still reminiscent of the AMA Grand National championships the likes that made Gary Nixon, Kenny Roberts, and Bubba Shobert legends,” says Sands.

But there is a catch.

The four-round series features a mix of Road Racing, Short Track, Half-Mile and TT tracks; with the caveat being racers will have to run the same bike in the four very different disciplines. “Our racers are incentivized to use the same bike at all four races,” he adds.

“For 2021 we have put together a four-race, format-defying series that will ultimately determine who the best and most well-rounded heavy street bike racer in the nation is... 4 races, full send with an AMA National Super Hooligan title and the bragging rights as the most talented heavy streetbike racer.”

The schedule kicks off at the world-famous WeatherTech Raceway Laguna Seca in Monterey, CA, in conjunction with the MotoAmerica HONOS Superbike / King Of the Baggers Series July 9-11, followed by The “Wild Ones” TT in Castle Rock, Washington, August 14-15, then back to Southern California, the birthplace of modern Hooligan for the Moto Beach Short Track September 1112 and ending with a partnered AFT ½ mile dirt oval at the historic Charlotte Motor Speedway, Charlotte, NC October 8th.

See more here: www.superhooligan.com

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BMR JOINS BRL

Racing For A Reason With all the attention being generated by roadracing Baggers, Dealer Bryan Shields is using the platform to raise awareness about Veteran Homelessness. His non-profit company Racing To End Veteran Homelessness and his hard charging Bagger Mayhem Racing team caught the attention of the HardDrive folks and now they are all going racing for a reason in the Bagger Racing League (BRL) series set to launch June 2527th at the Utah Motorsports Campus in Grantsville, UT. “HardDrive is pleased to announce its multi-year commitment and support as the primary sponsor of the Bagger Mayhem Racing Team in the Premier Bagger GP Class.,” says Krys Brown, HardDrive Product Director. “This is a partnership that embodies everything that HardDrive stands for, our work hard – play hard culture, standing side by side with our Dealers and our preferred partner vendors all while sparking

a flame within the motorcycle community and throughout an industry that we are all extremely passionate about.”

SEO, Social Media Engagement, Brand Awareness, and Personalized Campaigns within the market media world.

The partnership between HardDrive and Bagger Mayhem Racing will launch a collaborative brand recognition and elite brand representation in the spotlight of the most rapidly growing trend of the V-Twin industry. This growth will lead to establishing an exclusive partnership of product being developed and sold into the HardDrive dealer network.

Shields is the owner of a shop, Penn Ohio Cycles in his day job, but on... race weekends he is Co-Owner of Bagger Mayhem and Team Manager of Bagger Mayhem Racing, along with Jason Pohuski, Co-Owner of Bagger Mayhem, Team Operations / Development & Marketing. Bagger Mayhem Racing Media (BMRM) is poised to take maximum advantage of the opportunity for worldwide viewership through aggressive social media promotion and production of a unique documentary highlighting the team’s progression during the race seasons.

Along with bringing awareness to the V-Twin community of the Bagger Racing League, BMR is also campaigning to raise awareness about Veteran homelessness. This has been a long-time goal of Bryan Shields to utilize his racing efforts to create Racing to End Veteran Homelessness — a non-profit entity.

Among the first products to go from the racetrack to retail will be an exclusive line of carbon fiber goodies. “Carbon - X is launching new parts in 2022,” says Shields. “Stay tuned for the list of Race-X, and Street-X carbon parts available for Bagger Motorcycles.”

In the meantime, Pohuski is busy working on a documentary film to debut this summer and a host of media services for fellow dealers and aftermarket entrepreneurs. “Let our team help you with all the Marketing & Social Media work, and become a valued partner on achieving success. We offer a variety of custom marketing from, photography, videography,

See you on the track!

Brought To You By MotorcycleIndustryJobs.com

Effective June 7, ex-Motor Company exec Paul Skarie replaced retired Paul Langley as President and CEO for aftermarket engine leader S&S Cycle.

“I’ve long been a fan of S&S, admiring their ability to continually innovate in both the performance and racing markets,” says Skarie. “I am both honored and excited to help lead this premier brand into the future.” Most recently Harley-Davidson’s Business Planning manager for North America, Skarie was with The Motor Company for 15 years, including stints in dealer development and as Managing Director for Australia and New Zealand. “After an exhaustive and thorough search for a candidate that we felt could help write the next chapter of the S&S story, both the shareholders and board of directors agreed, Paul had the right stuff,” explains S&S Chairman of the Board, Mark Platt. “His involvement in the powersports industry, combined with a broad spectrum of experience, has forged a seasoned leader with the vision and demonstrated ability to drive S&S towards a prosperous future.”

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Shifting gears and twisting throttles!

“The Twisted Throttle operations team just pumped up the torque and twisted the throttle to the stops with the addition of Ravi Raghunandan at its helm as Director of Operations,” says Marisa McInturff, Director of Marketing & Web Content. She adds he is a versatile executive whose experience spans several industries, including the cosmetics display business, risk management and manufacturing. “The main principles of the plan are structure, innovation, automation while bringing lean management to the team at Twisted Throttle,” notes Raghunandan. “I look to bring a new approach of operations while offering costeffective ways of reinvesting into Twisted Throttle to build the brand stronger than ever.” Popular product lines including SWMotech, R&G and Barkbusters will remain Raghunandan’s focus. However, the DENALI Electronics brand will be highlighted as they expand into the SxS, ATV and 4x4 markets in 2021. To learn more about Twisted Throttle and their distributed brands, or to become a dealer, click here twistedthrottle.com/dealer-home-page/

Ready to race…online.

Bryce Maxwell is the new Brand Marketing Manager for MotoSport.com effective immediately. Formerly with Vital MX and most recently in Motorsports Marketing for KTM, says he is ready to kick things up a gear. “My role as Brand Marketing Manager is to steer the look and feel of our organic social channels and build compelling activations that speak to new and existing customers,” he says of the new gig. “As a brand, our goal is to provide the best customer service and

experience in the industry, ensuring your next ride is your best ride. This is our promise… from riders… for riders.”

Parts Unlimited is pleased to announce Dusty DeBusk is calling on Dealers in the distribution giant’s Central Region covering the Tennessee/ Kentucky/Virginia area. DeBusk has been doing it in the dirt for well over 20 years of motocross racing and dualsport riding as well as a background that includes distribution sales. During his free time, Dusty enjoys boating with family and riding his dual sport KTM 500 as much as possible.

Drag Specialties welcomes Carey Bowen to the North East region sales team. In his new role, he will be covering V-Twin Dealers throughout Pennsylvania — Should be a snap since Bowen brings 9 years of experience from different roles at various dealerships. He started riding at a young age and then transitioned to Harleys when he was old enough to get his license. His current ride is a 2018 Road King Special. In his free time, Bowen says he enjoys cigars while watching movies and shooting firearms (hopefully not simultaneously).

Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

Interim period is over and Michael Speetzen has been named CEO and appointed to Polaris’ Board of Directors while Bob Mack has been named executive VP and chief financial officer. Speetzen and Mack have been serving as interim CEO and interim CFO, respectively, since January… as noted in this column in the January issue. “Mike is a proven and highly respected leader within Polaris and across the powersports industry,” said John Wiehoff, chair of Polaris’ Board of Directors.

“His strong vision and deep understanding of the business gives us great confidence in his ability to further build on Polaris’ legacy of innovation and growth. In his six years with the company and as interim CEO, Mike has consistently demonstrated his ability to inspire our team, build strong stakeholder relationships and drive strategic execution. We are excited about Polaris’ next chapter of success and value creation under Mike’s leadership.”

Speetzen adds, “Polaris is an incredible organization, and one that I have been privileged to be a part of for the last six years.

I am honored and truly humbled to lead Polaris’ outstanding team.

As our results over the past year show, Polaris has tremendous opportunities as the undisputed leader in the powersports industry.”

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“I look forward to the continued partnership with Polaris’ talented senior leadership team, including Bob Mack in his role as CFO, as we continue building on our momentum and fully capitalizing on the booming interest in outdoor recreation,” says new CEO Speetzen. “Bob is a results-driven leader who was integral in expanding Polaris’ role as an industry leader through strategic M&A activity and his leadership of our Global Adjacent Markets and Boats operations.

While serving as interim CFO, Bob has been a trusted advisor and partner whose financial acumen and breadth of experience make him well-suited to continue advancing our financial strategy as CFO.” Mack added, “I look forward to the ongoing partnership with Mike and our business leaders to accelerate growth, build on Polaris’ strong financial foundation and deliver value to our shareholders.” With support from a deep roster of leaders, Mack will continue to oversee Polaris’ Corporate Development and Global Adjacent Markets teams.

But wait, there is more from Polaris: Chris Wolf has been named chief product

excellence, quality and safety officer. Polaris initiated a search for this newly elevated role after Todd Gross, VP of Global Product Safety & Quality, announced his retirement. Wolf is a nearly 20-year Polaris veteran, most recently serving as Snowmobiles Division president. “I want to thank Todd for all he has done to mature our product safety and quality strategy and systems, and for the talented team he built over the last several years,” said CEO Mike Speetzen. “Elevating this role reinforces those goals and the importance of this work. Over the course of his career, Chris has been a terrific advocate for our customers. Along with his extensive leadership experience and robust engineering and technical background, Chris’ deep understanding of our businesses, products and processes will be a tremendous asset to our efforts to deliver safe, quality vehicles.”

Meanwhile, John Stockman has been named VP and general manager of Snow, reporting to Steve Menneto, president of Off Road. Stockman will succeed Wolf in leading the Company’s Snow business, including product development, engineering, marketing and sales. He has been with the company for more than six years, most recently as VP of Strategic Initiatives, Corporate Partnerships and Boats Integration. “Our Snow business has just experienced one of its strongest years to date. John’s strategic approach and tremendous track record of furthering business results makes him the right leader to build on Snow’s incredible momentum as we continue to grow and invest in this segment,” commented Menneto.

GET LOST NOT STRANDED. BikeMaster tubes are stronger and better by design. Made of natural rubber so they wear better, are more pliable and have higher elasticity than synthetic rubber tubes. Natural rubber offers superior resistance to punctures, is less likely to tear when hot and more cost-effective than synthetic alternatives.We’ve coupled this high-quality material with a heavy-duty valve stem so that you can ride worry-free.

TAMPA TRIUMPH The Little Shop That Could

I

t is not the size of the dog in the fight, but the size of the fight in the dog that triumphs… certainly in the case of Tampa Triumph, the little shop that could, the old adage holds true. “We are a standalone Triumph Flagship dealer,” says GM Don Baker. “We are also the #1 Triumph dealer in Florida, again.” Triumph’s Dealer Awards announced in the April issue confirm this fact. However, succeeding as an underdog takes some work.

“My particular store is the smallest store out of all of the 168 stores in North America,” Baker explains. “And some of the challenges become a challenge for the little store that we are.” That didn’t seem to stop the perennial Triumph Motorcycles Dealer of the Year Winners starting in 2017 and continuing through this year.

When Dealer Principal Elliott Dorsch decided to take on Triumph in November of 2014, he started with a clean slate from the Fun Bike Center Motorsports operation in Lakeland, Florida. A former Dealernews Top 100 winner, Fun Bike Center Motorsports has been a multi-line superstore since 2005, carrying Honda, Kawasaki, Yamaha, Honda Power Equipment and MotoFino scooters. However Dorsch decided to break the mold with the new standalone solo store.

“On September 29th, 2015, we opened Tampa Triumph, the first and only Triumph flagship store in Florida,” he notes. “The Tampa Triumph project represents a significant and major investment in the future by our company and a strong belief in the continuing growth of Dorsch Inc.”

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Then he hired Don Baker at the end of 2017 and things really began to click. A string of Triumph regional awards kicked off in 2017 and Tampa Triumph has been on a wild ride right through the middle of the pandemic.

The little shop that could fires on six cylinders… um, employees — including Gigi Viera, in charge of “Barketing Support” — and offers full sales/service/PG&A and financing. That means the team is cross-trained and everyone wears several hats. Which helps the small single line store succeed against big odds. Baker attributes the success to Triumph and its wide array of niched product offerings.

“It certainly helps when your OEM seems to have a bike in almost every niche in the market,” he says. “I think that the focus on the products has been stellar. The one thing I’ve always enjoyed about being part of this brand is the fact that they’ve kept their business plan where it needed to be. They know exactly what the people are looking for, and then they build bikes for those people. They’ve stuck to that plan for a very, very long time, hence the success of the brand.”

Baker believes there really is a seat for everybody. “The thing I’ve noticed the most is that whether it’s a new bike or an old bike, everybody’s got a story affiliated with Triumph. So whether they talk about the early 60s bike that they had, versus the new one that they have, the fact is that they’ve had multiple generations of our bikes. So that tells you, it’s the loyalty within the brand. History… a lot of history with the brand.”

Being able to work directly with an OEM has been phenomenal. “First of all, the one thing I’ve noticed through all of this is they didn’t stop during the Pandemic,” notes Baker. “They didn’t stop with any sort of issues worldwide; they just kept plugging away, and they found a way to make it happen.

“I knew that in the manufacturing facility, they were down to a low count of people. But they made sure that they had the essential people there to still make those quotas for the number of bikes that had to go out. We have 12 new models coming out this year, which is unheard of, particularly following a pandemic. It makes me excited, because that gives me and the team a lot of new stuff to Continued on page 23

JUNE 2021

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One of the challenges was to do something on social media. “We had to demonstrate the new rain gear.

I mean, it’s not raining where I’m from, Florida is the Sunshine State. So coming up with creative ways to utilize that content and come up with content to show off the gear, the bike, whatever the challenge happens to be forces us to think outside the box and do better.”

And it is not all social media fun and games, either.

“Some of the other challenges are fixed operation challenges like you get points or whatever based on the new ‘triple financing’, adapting the new leasing option that’s available, or selling the first of a new bike, the first registered bike that counts, it doesn’t have to be 20 of them, it just has to be one for X number of points. So that’s huge as a motivation and an inspiration to buy into Triumph’s programs.”

WEARING HIS HEART ON HIS SLEEVE

T

riumph Tampa GM Don Baker wants to win the Triumph’s Champion Challenge. How much? He has got his arms around it, literally as well as figuratively.

“I am in first place nearing the end of the Triumph Champion Challenge against all of our dealerships.” The program engages dealership personnel with ongoing challenges, from fixed operations to social media, with the grand prize being a brand new Trident 660. “That is a hell of an incentive,” says Baker.

Even before his ink, Baker was a believer. “I’ve been in the motorsports industry for just over 36 years, but the last five years on the powersports side have been the absolute best!” Winning the bike would be icing on the cake, but he understands there is more to the Challenge, personally and for the entire Triumph dealer body.

“The challenges give us an opportunity to take some of that new knowledge and apply it in some way to daily operations.”

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Baker understands the carrot of a Trident 660 grand prize but sees the bigger picture. “A lot of people don’t understand what the Champions Challenge is doing.

What it does is it takes people from all the dealerships in North America and makes sure they have a true brand champion on staff. It’s nice to have one dedicated person from every dealership in North America that can become the Triumph Champion. That person gets to learn all the ins and outs of the bike, and we get a lot of extra training. We get opportunities like the Chuckwalla track day (see Press Pass), or the immersion ride, to get the feel of that new bike, get to experience a new bike and we take all of that energy and we bring it back to the dealership to get everybody else hyped up!

“It’s not just sitting down at a computer, learning the newest, latest and greatest product. It’s not a Zoom technician call saying this is what the new bike is about — this is how you take it off. This is how you put it back on. Nothing like that! We get to go out there and experience the bike — we bring back that euphoria of the new bike! Now we can say ‘I’ve been on this thing and it did everything it says in all the propaganda videos and brochures — it does it and exceeds it. Customers can feel that excitement. And relate to some of these experiences.

“Every time I’m at an event or completing a challenge, I go to Facebook Live, I use that social media. I’m trying to use that information right then and there where the excitement is already way up. I want to make sure everybody knows why this is so fantastic. I’m bringing back the feeling of the motorcycle to the dealership.”

The Trident would be a welcome addition to Don’s stable of Triumphs. “Winning the most anticipated new bike in the world is a Hell of an incentive! I’m close. In the first five months of the Triumph Champion Challenge I’ve been number one a couple of times, but I fell short this previous month — not short enough to miss out on the chance to ride at Chuckwalla though!”

Continued from page 21

talk about! I have only seen a few of the new models, and I’ve heard rumors of some of the other ones. I think what they’ve got going on is going to be stellar!”

It is easy to be excited about new bikes, especially when you are flown to Chuckwalla and given a brand new 1200 RS to put through its paces (see OEM Update), but what about some of the big challenges facing the dealership today?

“Our secret to success was staying engaged with the motorcycle community during the Pandemic,” claims Baker. “To make it in these trying times you must be everywhere or you go nowhere!”

7000 N. Dale Mabry Hwy. Tampa, FL 33614 (813) 523-4693

www.tampatriumph.com

Photos courtesy Triumph

THE WORLD IS NOT ENOUGH? If James Bond Rode A Naked Bike…

By Gus Stewart

T

riumph bills the 2022 Speed Triple 1200 RS as the new benchmark for how everything combines to deliver the ultimate performance naked streetbike — think super bike performance in a naked streetibke.

As “Q” um, Triumph lead engineer Stuart Wood says, “It is the best Speed Triple Triumph has ever built.” But is it a bit over the top? After all 22 lbs. lighter and 30 bhp more power than the previous edition is a massive bump in the power-to-weight ratio (26% over the prior 1050 version, to be precise).

In a word, NO! The World Is Not Enough.

The raw performance numbers are offset by sophisticated suite of electronic aids to make this mad machine equally happy on the track or the freeway. No really. The six-axis IMU enables a host of electronic aids, including four-way adjustable lean-sensitive traction control with integrated anti-wheelie mode. Given the arm-stretching acceleration we experienced on the opening laps around Chuckwalla’s unfamiliar twists, I opted to leave the wheelie control engaged in order to better enjoy up/down quickshifter and five riding modes: Rain (power restricted to 99bhp),

24

Road, Sport, Track and a customizable “Rider” mode. It has been a few years since I last roadraced but the quickshifter worked better than anything I ever had on the track!

Fellow journos noted that the shifting really is that slick.

“With the new, and more compact, stacked 6-speed gearbox, gear changes are significantly smoother than the previous generation,” says Motorcycle.com’s Ryan Adams who cut his teeth on Triumphs. “The up and down quickshifter paired with the slip and assist clutch provide a light lever pull when you need to bother with it and excellent shifting through the gearbox without touching the lever.”

Despite the bump in displacement, the mill is more compact and more than 15 lbs. lighter than its 1050cc predecessor… and more reliable than ever. Service intervals are now up to 10,000 miles! However it is how that power is transferred to the tarmac that really counts.

The tight track at Chuckwalla helped illustrate just how competent this machine really is, even if I wasn’t worthy.

But the more important question is will it sell? We asked special guest and Triumph Champion Challenge contender Don Baker from Tampa Triumph what he thought.

“The Speed Triple RS 1200 is amazing… amazing! I’ve only had access to one before today and I only rode it for about 15 minutes on the street, prepping one for sale.

Today was the first time not only to be on the bike on the track, but my actual first time on a race track.” Talk about intimidating… of course Baker charged ahead with his customary gusto (and like me, wheelie control engaged).

“Definitely different than the riding I have ever done in the past, we don’t have a closed circuit at the shop. Let’s just say it was interesting to have this opportunity because I got to go a lot faster than I’ve ever done before! The experience is incredible.” Baker believes the track time translates to the street.

“The bike does everything that it is supposed to do.

Because of the traction control, ABS and wheelie control, I felt confident on it and felt extremely safe on that bike.

I had little to no issues of confidence at all. I knew that the bike was going to keep me safe. More seat time is a must! We just have to figure out if my budget can handle what another bike in my arsenal… um, demo bike on the showroom floor.”

I have to concur with Don. Despite years of rust, the RS 1200 was confidence inspiring and each lap became faster and easier. The real trick will be finding that elusive budget for a naked bike that thinks it is a superbike!

JUNE 2021

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Continued from page 25

WHAT THEY SAID

The 2022 Triumph Speed Triple 1200 RS is a culmination of decades of advancement through refinement into what may arguably be the best large displacement sporty street bike. I’m not saying it will put down faster lap times than more razor-focused bikes in the category or higher numbers at the dyno, but what often gets overlooked when considering sporty machines is the overall package. The level of fit and finish is industry-leading, the electronics have been meticulously scrutinized to perform at the level they do, and the outright performance is nothing to shake a stick at. Being able to build a bike that’s more than down for a rip around your local racetrack whilst also being a machine you’ll enjoy living with is not an easy task, and on this, Triumph has delivered in spades with its latest Speed Triple. ~ Ryan Adams, Motorcycle.com

The new Speed Triple 1200 RS takes a significant step beyond the old bike in terms of power, torque, electronics and rider aids, and looks, which we have only touched upon. The older 1050 Speed Triple still is a great road bike but lacks the excitement, performance, and technology of its rivals… but not the 1200 RS. Competitively priced, with a quality feel, refined electronics, and that unique triple soundtrack, this is the best Speed Triple to date. ~ Adam Child, Motorcyclist What’s the catch? Maybe the price. Considering the spec, the outgoing bike was something of a bargain in the big naked bike sector at $16,500, but all this redesigning and updating has to be paid for somehow, with the new bike listing for $18,300. The price does reflect a decent increase in performance, as the new 1,160cc Speed Triple is now more on par with bikes like the KTM 1290 Super Duke R ($18,699). At this price and power the new Speed Triple finds itself going bar to bar with the KTM 1290 Super Duke R, Ducati’s V4 Streetfighter, and Kawasaki’s Z H2. And then let’s not forget the 2021 BMW S 1000 R or Yamaha’s MT-10… The list of awesome supernaked bikes just keeps growing. The real measure will be, as always, in the riding; with so many bikes competing in this category, choice comes down to what suits you best. ~ Chris Northover, Cycle World The brakes are amazing. The electronics are really really unobtrusive and very sophisticated as well. The entire riding experience combines the riding position, the really powerful, torquey motor that really kind of doesn’t matter what gear you’re in, the really high end suspension, it’s got Öhlins front and rear and combined with the Brembo brakes allows you to just turn lap after lap going faster and faster, with relative ease, relative comfort… and more and more and more speed! I’ll tell you this, I only quit riding this bike today when they threw the checkered flag at me. ~ Michael Gougis, Roadracing World & Motorcycle Technology

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Dealernews Research

By Dr. Paul Leinberger

THE KING IS DEAD, LONG LIVE THE KING! Post-COVID Business Life

A

fter 15 months of living through shutdowns and surges, vaccines have begun to turn the tide of the Coronavirus Pandemic. Restaurants and bars are reopening, flights are taking off with full loads, and infection rates are way down. Although variants could still cause trouble, consumers are cautiously optimistic that the worst is behind us. The big question becomes who ascends the retail throne in the post-COVID era?

With the Pandemic easing, we have begun to think about life after COVID. Finally, we hope, life will return to “normal.” However, we know better. There is no going back. What’s ahead is the “new normal.” We know that COVID shattered the status quo and accelerated many consumer trends. We know that 90% of us spent more time online in the past year and 34% of us used a BOPUS option (buy online and pick-up in store) to shop (Ernst & Young, 2021). We learned new ways to shop and, more importantly, discovered that we liked them.

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Prior to the Pandemic there were two ways to shop – in-store and online. Now, the lines have completely blurred. “What started as two distinct channels – in-store and e-commerce,” says Tory Burch, American fashion designer and retailer, “is now truly becoming one global channel.” Pre-Pandemic there were two distinct shopping channels, physical (in-store) and digital (online). Both had their own goals and objectives, their own inventory and, arguably, they competed against each other for the same customer.

Historically, in-store sales were the king of retails and online sales were seen as ancillary, a nice-to-have additional way to increase sales. Consumers, however, never made the same distinction. They always used whatever channel was most convenient for them. Thus, when the Pandemic hit and they could no longer shop instore, it was completely natural for them to dramatically expand their online shopping.

In fact, online connections have risen to historic highs. As of June 2021, 85% of Americans have a smartphone (up from 81% in 2019) and 77% of Americans have a home broadband subscription (up from 73% in 2019). Further, 91% of Americans say having an Internet connection is important to them (Pew Research, June 2021). We now rely on mobile technology and home broadband – that is our new normal.

This is important because it means that as Dealers, you can no longer look upon your website as a “nice to have” or additional way to increase sales. It means that your website and your presence on social media are now your most important ways to do business and your store is secondary - there to support your online sales efforts.

The polarity has reversed. It is NOT an exaggeration to say there is a digital revolution sweeping through the industry. The big question is: Do we realize it… and if we do, what are we doing about it?

As you might expect, broadband adoption and smartphone ownership varies significantly by age, education, household income, race and ethnicity. For example, 96% of those ages 18-29 own a smartphone (considered to be TOTAL penetration) compared to just 61% of those over the age of 65. Home broadband ownership peaks with 86% for those 30-49 (70% for ages 18-29) while only 64% of those over 65 have broadband (Pew Research, June 2021). In terms of income, 92% of households earning $75,000 or more per year say they have broadband Internet at home, while only 57% of those whose income is $30,000 or less have broadband at home.

Educational differences follow a similar pattern. There are also significant gaps in home broadband adoption by race and ethnicity. White adults (80%) are more likely than Black (71%) and Hispanic adults (65%) to have home broadband. The lesson here: If you want to sell to consumers ages 18-49, you must have a strong Internet presence.

Your website and your presence on social media (YouTube, Facebook, Instagram, Snapchat, Twitter and TikTok) are more important than ever. However, that doesn’t mean your store is no longer important. In fact, it is more important than ever – just in a new way. Your store remains your single most important point-ofcontact with your customers. In the future you may not have as many store sales, but the role of your store will actually expand. And the role of your staff will expand as well.

Going forward, think of your store as the omnichannel center of your business. As more and more of your business is done digitally, your store will become the hub for your digital transactions – including “ship from store,” BOPUS (buy online, pick-up in store), and curbside pick-up. Your sales staff will no longer just be selling off the floor, they will also be selling off your website. In addition, they will be fielding inquiries coming from your website and supporting all of your digital transactions.

Your store will become more of a showroom and less of a retail sales center – and you’ll be happy with the change. Your store will be the place you highlight new models and innovations and the central meeting place for events you sponsor in your community. You’ll measure success not by how many bikes you sell in your store, but rather by how happy your customers are with their overall buying experience, whether they are buying online or in store.

Connected customers expect connected channels and a connected experience. You need to be where your customers choose to shop, offering a seamless and great customer experience no matter how they choose to interact with you. Your bricks & mortar store has an important role to play in delivering the kind of omnichannel experience consumers expect. Now is the time to change the way you do business… A new retail era has begun!

Long Live The King!

A perennial keynote speaker for the Motorcycle Industry Council's annual Communications Symposium, Dr. Paul Leinberger has become the powersports industry's de facto futurist/strategist.

Dr. Leinberger is an expert in market/brand strategy and research with more than two decades of social trend forecasting, market strategy and strategic planning. Prior to joining TTD, he was Senior VP of GfK NOP, where he ran the company’s flagship consumer trend services, Roper Reports, as well as the company’s groundbreaking Global Visual Database. His client list reads like a Who’s Who of corporate America: Hewlett-Packard, Apple, Disney, Nordstrom, Microsoft, Levi Strauss, E.& J. Gallo Winery and Toyota, among many others. Prior to his global responsibilities at GfK NOP, Dr. Leinberger was the Corporate Manager in the Product Planning and Market Strategy department at Nissan North America. Dr. Leinberger holds a Ph.D. in organizational and social psychology and a Masters of Urban Planning (Highest Honors). He lives in Irvine, California, and his work can be seen at www.dennyleinbergerstrategy.com JUNE 2021 29

Dealernews Research

By Lenny Sims

BY THE BOOK

J.D. Power Valuation Guide

S

chool is out for summer, but the lessons we have learned from COVID and the steps to recovery for many industries are just beginning. For the powersports world, the lack of inventory has put a premium on pre-owned, driving values up and causing logarithmical increases in look-ups in the J.D. Power Valuation Guide. Eventually supply will begin to catch up to demand and dealers will stop having to pay retail for used units — In the meantime Average Retail Value and Traffic Views remain off the charts!

It is not just isolated niches like sport Side-by-Sides or entry-level bikes — Interest in all segments of the powersports industry remains red hot. New enthusiasts continue to enter the market and existing riders are looking for new-to-them bikes and sideby-sides. The critical lack of new unit inventory has caused a corresponding spike in look-up activity and Q4 2020/preliminary Q1 2021 look-ups remain higher than they have ever been.

Powersport vehicle values across the board had a strong year last year and show no sign of wearing as America returns to work. In the 2020 Year-End Review Powersports Market Insights, analysts from J.D. Power Specialty Valuation Services noted that used powersports vehicle prices began increasing in the second quarter of 2020 as the pandemic shifted consumer focus to more outdoor recreational activities. Similarly, dealers said

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they experienced near-record sales despite having very little inventory.

Lack of new units in the motorcycle segment caused cruiser values to increase steeply, and they are now running 2.2% ahead of last year’s 5.2% increase — a combined 7.4% increase in the middle of the Pandemic is a pretty serious bump! And the surge is just beginning heading into the warmer summer months.

Sportbikes saw an even greater uptick, finishing the year 4.8% over 2019 and 8.3% more than 2018. This bodes well for a strong summer selling season as vaccines increase and the world opens up. Inventory issues are the real limitation here, not pent up demand.

As MIC has noted, dirtbikes continue to do exceptionally well.

UTVs stayed strong in the most recent period. The utility segment values came in a whopping 8.7% higher than the same period of 2019. The sport segment machines brought in 6.5% more money year-over-year in 2020, based on a strong second half of the year.

As the powersport industry continues to benefit from customers shifting their discretionary income from vacations to other forms of entertainment and while the OEMs play catch-up on the inventory side, we will continue to see a sellers market.

Unfortunately that means dealers will have to pay more for any unit they can find, but they can also ask more… for a while.

J.D. Power Specialty Valuation Services (formerly NADAguides) is a leading provider of specialty vehicle valuation products and services to businesses.

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

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

NEW NAME.

J.D. Power is a leader in providing vehicle data and insights through a variety of products offered through online and mobile applications, and printed guidebooks.

Whether you are looking to buy, sell, trade, manage, or appraise a vehicle, J.D. Power is committed to giving you the level of knowledge and confidence you need by delivering the most comprehensive and accurate vehicle valuations in the business.

b2b.nada.com

©2021 J.D.Power. All Rights Reserved

N A D A VA L U E S A R E N O W

ANALOG ANALYSIS:

Finding Companions Among Competitors

By Larry Daniel

I

n past articles for Dealernews, I outlined several prominent high-level trends that are shaping business in the powersports industry, including COVID, the coming EV and autonomous vehicle marketplace, as well as the geographic patterns of vehicle related legislation.

These topics could all be regarded by those within the industry as “external” factors affecting businesses. In this article, though, I want to challenge readers toward thinking more personally about how your company should respond to all the market dynamics and drive its own change internally.

It can be overwhelming to think about changing an SMB (small-to-mid-sized business), especially today when the dollars are [finally!] flowing more easily than they had in prior years. A constant theme for success, though, is to avoid complacency, especially when business is going well. As Intel’s former CEO Andrew Grove once remarked “Business success contains the seeds of its own destruction.”

Former president Bill Clinton offered a related sentiment along these lines that “The price of doing the same old thing is far higher than the price of change”.

My favorite quote of this flavor, though, is another of Grove’s: “Success breeds complacency. Complacency breeds failure. Only the paranoid survive.”

One can be reluctant to embrace change during an industry’s bull run for fear of not maximizing the momentary opportunity, but I will submit that its far easier to entertain change during high times such as the industry is experiencing today than to be forced to

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move out of necessity later. We are thriving in a moment where many of us in the industry are probably doing well despite suboptimal business operations, but that margin of error is unlikely to last forever.

To play a little more off Andy Grove’s quote (and borrow a graphic from the digitalclaritygroup.com) it strikes me that we are approaching an inflection point, where actions today will dictate whether we are individually set for exciting growth or disappointing declines tomorrow.

Big companies generally have the scale, access to internal brainpower and consultants, as well as a variety of methods at their disposal to intentionally cultivate change, so I will focus the balance of this article about simple steps that everyone can undertake, even those that are the smallest in the industry. And my central recommendation is simply to start with “analog” analysis.

Analog analysis involves verifying the general course of one’s business by examining the success of similar businesses whose strategies and practices represent kindred spirits to one’s own. This method of analysis has a long track record of use around investment circles, not requiring and far predating “Big Data.” For years, when entrepreneurs were seeking cash, investors pushed back and asked them to validate their business model using analog analysis – essentially asking the entrepreneur to find and think through businesses that were already in motion using similar [or at least quasisimilar] operations and marketing approaches as the entrepreneur had in mind. Inevitably, the investors’ demand pressed entrepreneurs to think through their 4 Ps (Product, Pricing, Placement and Promotions) and generally re-examine all facets of execution before moving forward on another party’s nickel.

So how does analog analysis apply here today in a mature industry when so many businesses are already in motion acting similarly? Well, particularly because of data emerging on the web, analog analysis can be useful and efficient today since it is so easy to spot businesses who are in circumstances similar to their own and examine what changes they might be making to prepare for tomorrow. Some light investments into data and research on the web can quickly reveal pretty both the big and small marketing and operations changes afoot.

Analog analysis is easy to do and efficient to do and requires only a few dollars to check the gameplan for the future.

There are basically 3 steps; here below is an example illustrating how a dealer can put analog analysis in motion:

1) Go to a site like Data-Axle.com or TheDealerDirectory.com and obtain a list of dealers who sell products like you (motorcycles, ATVs, scooters, e-bikes, personal watercraft): Depending on your geographic interests, you can generally obtain these lists for a few hundred dollars, and they will detail for you the locations of dealers along with their URLs, contact information, and interesting tidbits about what they sell.

Continued on page 34

JUNE 2021

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Continued from page 33

2) Download the data into Excel and apply filters: If you know Excel even a little bit, you will be fine. You will just open the files and apply filters. If you do not know how to load the data or apply filters, no problem! Just Google terms like “Open data in Excel” or “Apply filters in Excel” and there are a host of links from Microsoft, Excel-easy.com, Dummies.com and other companies that provide free and easy 5-10-minute instructions (often with videos) about how to perform the operations.

Set your filters to view only the brands and geography that you have the most interest (for example Colorado Honda dealers) and you should be quickly looking at a small subset of dealers that match your filter – analogs for your business review.

3) With the analogs in front of you, the analysis is simple – scour the list to find those who appear most similarly situated as your own, then visit these websites and look them up on social media. Check Facebook, Instagram, Twitter, LinkedIn, etc. and consider how their operations might be the same or different from yours, especially with regards to the four Ps (product, pricing, placement, and promotions).

To get your creative ideas moving more quickly, select a couple dealers in markets with similar size as your own, but are located in a different state. Call a couple and see if you can schedule time to speak strategy with the owner or general manager. You are mining for pure gold – an opportunity to trade ideas with someone who faces the same business dynamics and issues as yourself, with similar dilemmas, and the same future risk/rewards. These discussions can be very valuable. Yes - on paper, these analogs might seem like long-distance competitors, but in reality, these dealers are brothers-in-arms.

The principles of analog analysis can be done especially easily with any location-based business using sites such as mentioned above and others such as Dun & Bradstreet and Hoovers. If you happen to be a powersports dealer and this specific idea interests you today, make sure to check out TheDealerDirectory.com. For a limited time as part of their recent launch, they are offering individual dealers a free report identifying the 2-3 other dealers across the country whose market situation (in terms of population and competitors) and brand lineup mirrors your own.

Analog analysis – old as the hills, but still infrequently performed – offers every company a quick and efficient way to check their compass. The upside for us all is that we have a fascinating powersports and transportation future ahead. Harkening back to Andrew Grove’s quote, though, let’s be careful not to drift into complacency amid the success.

ABOUT LARRY DANIEL Larry Daniel is the Managing Director of Sextant, a Colorado-Based firm focused on Dealer Development, Operations and Marketing for Dealers and OEMs across the motor vehicle industries.

Feel free to reach Larry at 719-362-0070 or email at ldaniel@sextantusa.com 34

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SUMMER VACATION Road Tripping With RC

I

t’s on! Last week The GOAT, Ricky Carmichael announced he was going to take another cross country ride this summer. Like last year, RC will be riding a Triumph and he says it will be even more epic than the previous adventures we have chronicled.

Although it is strange to see him on something other than a motocross track, the 7X MX Champ has already been called out by former rivals like Damon Bradshaw to do some “real” riding on this year’s trip.

”I’m really looking forward to our adventure ride this summer,” Carmichael claims. “I’m even more excited to be teaming up with my old mechanic Mike Gosselaar and Simon Cudby. Goose has moved to Idaho and opened up a shop and rents adventure bikes. Cudby and the boys at Upshift are going to lead our tour through Idaho and Montana… I hear it’s some of the best trails in the country.”

“This is going to be fun,” adds Goose. “Can’t wait to get started on this project Tiger 900 project for Ricky and Triumph for his summer adventure with Upshift.”

But before we get to this year’s festivities JH Leale offered us an inside look at last year’s ride to Sturgis in the middle of the Pandemic:

EPIC! The 2020 edition of RC’s summer motorcycle ride is in the books… and to paraphrase The Grateful Dead, what a long strange trip it has been. This was the installment of the ride

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and a big departure from Ricky’s normal ride. In the past he has always done cruisers, but this year due to the last minute changes due to the Corona Virus and the uncertainty of the Sturgis event, (and RC’s kids school schedule), leaving a little earlier made better sense.

Another big change this year was the choice of bikes. The opportunity presented itself to ride adventure bikes, so that also gave us the chance to try and do something different. Our plan this year was to head west again and check out some sights we’ve missed the last couple years. We flew into Salt Lake City and met up with Anthony Paggio, RC’s longest friend, and Ray Butts from Rocky Mountain ATV/MC. Our choice of adventure bikes were the Triumph Tiger 900 and 1200.

Once we landed, we headed straight to the local Triumph dealer, Harrison Eurosports in Sandy, UT to pick up our bikes. A huge thank you to Tim and his team for helping sort out the bikes and having everything ready for us to go when we got there.

Being our first time on an adventure bike (RC, Pag and I… Ray is a seasoned vet on ADV bikes), their help setting up the bikes and letting us know all the options available was a huge help! The amount of options on the Tigers are amazing!

We knew right off the bat we were in for a great week! With our saddlebags packed, and the addition of our RMATV/MC Tusk Dry Duffel bag (it was the perfect roll bag for our ride) we hit the road! Here is a brief recap of our ride route, along with RC’s comments.

Continued on page 40

JUNE 2021

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Continued from page 39 Day 1 - SLC to Jackson, WY

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Day 2 - Jackson, WY to Red Lodge, MT

Day 3- Red Lodge to Hungry Horse MT

Day 4 – Glacier NP to Darby MT

Continued on page 42

JUNE 2021

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Continued from page 41 Day 5 – Darby MT to SLC

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Day 6 – SLC loop to Payson and back

In summary we traveled 2119 miles, 40 hours in the saddle. We hit 2 National Parks, Yellowstone and Glacier, as well as 6 National Forests.

We would like to thank the sponsors of the ride. We really appreciate the support from our partners and hope to grow these summer rides into more than once a year and get the public involved as well. Know anyone who wants to go on a road trip with RC?

That’s a wrap! What an epic trip.

Enjoyed every minute and mile,” concluded Carmichael. Thanks to everyone involved, it was a lot of fun, from every aspect. Wish we would have had more time however, sounds like a good excuse to get going on our next adventure!”

2020 SPONSORS

Triumph Motorcycles

Cometic Gaskets

Oakley Motorsports

Rocky Mountain ATV/MC

Slick Products

ODI Bars and Grips

Cardo Systems

RokForm Photos courtesy of JH Leale (RC4 Marketing), Natalie & Andeas from Triumph and Ricky Carmichael.

JUNE 2021

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SHOWTIME

SEMA A GO!

Now In November

Page 47

PRI TRIPS THE LIGHTS

Racing Into Indy

Page 46

VEGAS BABY

AIMExpo Rolls Back Into Town Page 48

TRADE SHOWS TO RETURN

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ack in early March, the Performance Racing Industry gambled on red lighting and jumped the gun by announcing their annual PRI Trade Show would be returning to an in-person event… no more virtual roadshow stops for the racing industry! Dealernews had covered a couple of the most recent PRI shows in Indianapolis because of the growing number of cross-over players and you may remember the show was the last hold out to announce it was postponing the trade event because of COVID concerns. With the news that Indy was back on, their counterparts at SEMA announced the show would go on in Las Vegas and ultimately AIMExpo announced it would be returning to Las Vegas in January 2021!

PRI TRIPS THE LIGHTS

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return to Indianapolis for the annual PRI Trade Show is a go! With its mission to build, promote, and protect the racing community, PRI is focused on uniting motorsports professionals and enthusiasts in 2021 through both traditional platforms and newly introduced initiatives and services.

Topping the list is this year’s return of the PRI Trade Show— which takes place December 9-11 at the Indiana Convention Center in downtown Indianapolis.

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Then came the good news that EICMA was returning to Milan around Thanksgiving 2021.Trade days for the oldest and largest motorcycle trade fair are now November 23-24 at the Rho Fiera facilities. Since its first edition in 1914, EICMA (acronym for the International Motorcycle & Accessories Exhibition) has been the most important trade event for the world’s 2-wheel industry.

After the trade days, EICMA overcomes the distinctions between B2B and B2C by opening the doors to hundreds of thousands.

Consumer days run November 25-28, 2021. This combination makes Milan the most visited event in the world by number of Dealers, exhibitors, consumers and press internationally. Stay tuned for details here: https://www.eicma.it/en/

“The racing industry is resilient and continues to push forward, and PRI very much reflects that spirit,” said PRI President Dr. Jamie Meyer. “Racing businesses have demonstrated remarkable passion and perseverance over the last 12 months.

Many have even reported record sales and month-over-month revenue growth. Our job is to help the entire community thrive, and No. 1 on that list is bringing the industry together under one roof for an in-person PRI Show to get back to the business of racing and discover all the latest parts, equipment, technology and solutions.”

“PRI is laser-focused on supporting the motorsports industry,” said Meyer. “The PRI Show is a critical component of what we do. Membership will complement what takes place at the event by providing year-round legal support, advocacy, educational seminars, and more.”

Exhibitor booth space applications for the 2021 PRI Trade Show opened March 15. Show details and attendee registration can be found at: www.PerformanceRacing.com

SEMA NOW SET FOR NOVEMBER

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EMA is on track to deliver an in-person trade show at the Las Vegas Convention Center (LVCC) November 2-5, 2021.

With exhibits included in the LVCC’s newly constructed West Hall, the entire SEMA Show floorplan will be optimized and offers room for new features and enhancements for an improved overall attendee experience.

“The industry is eager to reconnect,” said Chris Kersting, SEMA president and CEO. “The return to an in-person SEMA Show gives resellers a chance to engage with an amazing gathering of suppliers, new products, stunning vehicle builds and networking opportunities. We are excited to provide our industry with a world-class marketplace that will help them grow and expand their businesses.”

This year’s Show will include exhibit space in the Las Vegas Convention Center’s newly constructed West Hall, a 1.4-million square feet facility completed in January during the COVID-19 shutdown. The new facility will house a Powersports & Utility Vehicles Pavilion. The realignment is one element of a comprehensive plan to enhance the entire attendee experience, connecting exhibitors with buyers throughout the four-day event.

With eight months to go, nearly 1,000 exhibitors have already confirmed their participation in the 2021 SEMA Show. Buyers will begin to secure credentials as registration opens in May. SEMA also continues to work closely with the convention center authorities and the state of Nevada, where large-scale events are opening up.

“Demand from the industry to connect in a trade show environment is very strong,” said Tom Gattuso, SEMA VP of events. “Las Vegas and the Las Vegas Convention Center are on a great path to hosting live events, and we are steadfast in connecting it all to deliver the best SEMA Show ever.”

Registration for the 2021 SEMA Show, scheduled for Nov. 2-5 at the Las Vegas Convention Center in Las Vegas, Nevada, is now open at: www.semashow.com/register

VEGAS BABY!

AIMExpo Tradeshow Returns In January

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he Motorcycle Industry Council’s American International Motorcycle Expo has selected the world famous Las Vegas Convention Center for AIMExpo 2022, scheduled for January 19-21, 2022. Additionally, Tucker Powersports will co-locate their annual dealer show at the venue, creating the largest and most important powersports industry event in the country.

“AIMExpo 2022 will be the first time our industry gathers together in more than two years, and we are working to make this a can’t miss event for everyone in powersports,” said Erik Pritchard, president and CEO of the Motorcycle Industry Council.

“In the two years since we last met, our industry managed to thrive under the most challenging of circumstances. We are building a show that will help dealers continue this success, no matter what the future holds.”

New for 2022, AIMExpo will be partnering with Tucker Powersports and other industry leaders to create an educational line-up that offers basic and advanced sessions designed to increase dealership profitability, community visibility and efficiency. In addition to the combined educational offerings available through AIMExpo and Tucker, nearly 300,000 square feet of exhibit space will feature more than 300 of the industry’s top vehicle manufacturers, aftermarket manufacturers, distributors, and service providers.

In addition to showcasing their latest products and services, exhibitors are already announcing show specials designed to kick-off the powersports industry’s order writing season.

Dealers who are customers of Tucker Powersports will enjoy a separate check-in experience, VIP activities, an exclusive lounge on the show floor and much more.

After more than two years since the last AIMExpo, an industry reunion of this scale wouldn’t be complete without networking events celebrating the people and passion that make this industry great. AIMExpo’s opening day will feature a general session focused on the year ahead, market expansion and how the powersports industry can unite for future growth.

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Following the general session there will be an epic industry party kicking off the 2022 buying season. Finally, after two solid days of education, exhibits, and networking, the show will close out in true Las Vegas style, Johnny Lewis and flat track racing return to AIMExpo for Fast Friday with celebrity, industry, and e-class racing.

DEALER EDUCATION The return to trade-only format brings a renewed focus on the Dealer and added emphasis on education, courtesy of Tucker Powersports. The Texas-based distributor will also be co-locating their annual dealer show at the venue to ensure dealer attendance.

“With COVID pushing us apart for many months, we’re happy that we can help bring Dealers together to learn, to experience great products and to reconnect with friends,” says Tucker Powersports President and CEO Marc McAllister. “The powersports industry is all about people joining together to do what they love, and Tucker has always put a high value on building great relationships with our Dealers.”

“By continuing to partner with Tucker Powersports, the nation’s premier powersports distributor, both AIMExpo and Tucker will be able to deliver exponential value to Dealers and enable them to efficiently connect and conduct business,” adds Cinnamon Kernes, VP marketing and events for the Motorcycle Industry Council. AIMExpo is partnering with Tucker and other industry leaders to create an educational line-up that offers basic and advanced sessions designed to increase dealership profitability, community visibility and efficiency.

“Focusing on the business of your business, AIMExpo Dealer Education will help drive door swings by sharing content that speaks community engagement, business management and best practices for retail operations,” notes Kernes.

To register to attend, participate as an exhibitor or sponsor, book your hotel room, or learn more, visit: www.AIMExpoUSA.com

COME RIDE WITH MIC

With the announcement of AIMExpo returning to Las Vegas immediately followed by the “Come Ride With Us” market expansion campaign gaining smiles — and hopefully many more miles from riders — the wraps are coming off some of the good work that MIC has been doing on behalf of the entire industry. Dealernews has been all-in with MIC since the magazine was re-launched at AIMExpo’s first stop in Las Vegas.

Dealernews owner Bob Althoff was an early volunteer and served as chair of the MIC Dealer Advisory Council. He says, “Here at Dealernews we are thrilled with the announcement that AIMExpo is back with an in-person gathering of the industry in Las Vegas next January. It has been far too long since we have been able to come together as an industry, share fellowship, exchange ideas, broaden our horizons through education and do business face-to-face.”

We are also honored to have been a media partner for AIMExpo, and to serve on the MIC Aftermarket Committee, Dealer Advisory Council (Bob) and MIC Board (Robin). Yes, we are all-in for AIMExpo, MIC and its combined efforts to advance our industry.

It is time for us to reconnect as an industry and connect with new riders who accept the call to come Ride With Us. Not a member of the Motorcycle Industry Council? Why not? Our industry association is fighting for our rights to expand a sustainable marketplace for all stakeholders in the powersports industry.

Under its new marquee market expansion brand, Ride With Us, MIC is working to introduce everyone to the incomparable thrill of riding a motorcycle.

The MIC is a not-for-profit trade association representing motorcycle manufacturers, distributors, aftermarket companies, dealers, retailers and a variety of related organizations providing vital support to the powersports industry. MIC advocates for fair policy and regulatory environments, works to deliver valuable data to the industry, and strives to bring the joy of riding to everyone, everywhere.

Established in 1914, the MIC is headquartered in Irvine, California, with a government relations office in metropolitan Washington, D.C. Keep up with the industry association through the weekly MIC RideReport or online at: mic.org

when seeking housing and other supportive services.

Since the Revolutionary War, over 2,000,000 women have served with honor. They have fulfilled their obligations to their country. We need to support them during their time of need.

With the help of the American people, foundation, and corporate supporters, Final Salute Inc. is able to achieve their mission. Why do they do this? Because it’s the right thing to do. Because She Served, Too: https://www.youtube.com/watch?v=I52NQo1ZR2w For each registered rider participating in the Suffragists Centennial Motorcycle Ride and attendee to the Women’s Cycle Festival & Conference, a $10-$50 donation will be given to Final Salute, Inc. to support their mission and goals for helping women veterans. Attendees to the Women’s Motorcycle Festival & Conference, August 19-22 will also have an opportunity to meet members of this organization and make a donation.

By Alisa Clickenger

SALUTING WOMEN VETERANS

Learn more about how your support will help them reach their goals: https://centennialride.com/final-salute-inc

W

hen I first heard about Final Salute, I was absolutely shocked that I’d never even given a thought to the plight of female veterans in need.

Who talks about them? Nobody! Of course there are female Veterans, but if I was overlooking them, I imagine that nobody else was thinking about them either. This was the motivation to name Final Salute https://www. finalsaluteinc.org as the Official Charity for the 2021 Suffragists Centennial Motorcycle Ride (SCMR2021) and The Women’s Motorcycle Festival & Conference - August 19-22, 2021.

Final Salute does so much for our female veterans, and I want to support them in supporting our lady vets. I hope to help raise awareness of their plight by talking about them at my events and choosing to support them with a sizable donation.

Final Salute Inc. was founded in 2010 by a woman Veteran and cancer survivor who became aware of the many homeless women Veterans in the United States.

She realized a need for an organization designed to meet and understand the unique needs of homeless women Veterans and their children.

There may no longer be front lines in war; however, female Veterans feel they are put at the end of the line

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Alisa is a two-wheeled world traveler, author, tour operator, and event producer. She has been featured in a variety of media outlets as a woman pursuing a life of adventure and helping others to access their inner wisdom and be free to lead lives they are passionate about. Her book Boost Your Confidence Through Motorcycling: A Woman’s Guide to Being Your Best Self On and Off the Bike became an Amazon.com #1 Bestseller. In 2019 Alisa was also named to Dealernews TOP 100 People in Powersports. Her personal mission is to empower women through motorcycling and adventure while being a strong advocate for the powersports industry at large. Alisa’s motorcycle touring company is www.WomensMotorcycleTours.com.

ARE YOU MADE TO PERSUADE?

By Mark Rodgers

T

o the uninitiated, the term “persuasion” has negative connotations. “You’re not going to persuade me!” they say defiantly. Or the well-intentioned person may proclaim, “I would never try to persuade someone.”

However, the art of persuasion is misunderstood.

Persuasion is not coercive, conniving, or devious. Drop that inaccurate psychological baggage immediately. No one can be persuaded to do something they don’t want to do. They may have second thoughts or buyer’s remorse, but that’s another subject entirely.

I define “persuasion” as ethically winning the heart and mind of your target.

The Persuasion Paradox Many professionals take (at best) a mindless approach to persuasion. At worst, they abhor the practice of persuasion, striving to avoid it. The mindless ones, either consciously or subconsciously, assume that just because they’ve heard people say “yes” to them — and they’ve given the same response to others — they understand the complexities of attaining agreement. This supposition couldn’t be further from the truth.

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The act of persuasion remains a significant obstacle for many professionals, and they might not even be aware of it. Like failing to look in your blind spot to eye a fastapproaching semi-trailer truck behind you on a narrow two-lane highway, ignoring this obstacle can lead to disastrous results!

However, having someone say “yes” to your ideas, offers, and suggestions ranks among the greatest achievements in the business world. It represents validation, respect, and acceptance among your peers and others. In author Daniel Pink’s survey of U.S. workers, “What Do You Do At Work?” for his book, To Sell Is Human: The Surprising Truth About Moving Others, he discovered full-time, non-sales workers spent 24 out of every 60 minutes involved in persuasion efforts. And of course, for powersports sales professionals, it’s almost 100%!

To say effective persuasion is merely important is to engage in extreme understatement.

Persuasion requires intellectual lifting. Understanding your target, knowing how to increase the value of your offering (or, conversely, decrease the resistance of your target), choosing the right words, and determining the timing of your persuasive efforts all are prerequisites of effective persuasion.

Five Essential Persuasion Behaviors A behavior is how you conduct yourself in a given situation.

In professional settings, wildly persuasive people are:

Assertive: Inclined to be bold and self-assured.

Empathetic: See the world from another person’s perspective.

Communicative: Adept at applying verbal and nonverbal communication.

Tenacious: Extremely persistent in adhering to or accomplishing something.

Resilient: Possessing ability to recover quickly after hearing “no.”

Now that you know what these behaviors are, let’s see just how much of these abilities you possess.

Are You Made To Persuade? A Self-Test Rank yourself in each area based on the descriptions below.

1) Assertive Low: You rarely ever raise a new or contentious issue with others.

Medium: You regularly speak out in meetings and present cases for your statements.

High: Others might describe you as hard-headed or strongly opinionated.

Low 1 2 3 4

Medium 5 6 7 8

High 9

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2) Empathetic Low: You rarely consider another person’s perspective.

Medium: You easily determine when others want or don’t want to continue a conversation.

High: You’ve cried tears of joy at another’s success.

Low Medium High 1 2 3 4 5 6 7 8 9 10

3) Communicative Low: You tell everyone the same thing, the same way; you send a lot of group emails.

Medium: You can explain most things to most people.

High: You intentionally vary both verbal and nonverbal approaches to suit your audience.

Low Medium High 1 2 3 4 5 6 7 8 9 10

4) Tenacious Low: You try to convince people of an idea, but you’re not going to force them to agree with you.

Medium: When you want something, you’ll keep trying to get it for a good long time.

High: You hold on to your positions and objectives forever.

Low Medium High 1 2 3 4 5 6 7 8 9 10 5) Resilient Low: When people say “no” to you, you feel personally rejected and depressed for days or weeks.

Medium: When rejected, you feel down, reflect on what happened, then move on.

High: Nobody likes to hear “no,” but you quickly shrug it off and move forward.

Low Medium High 1 2 3 4 5 6 7 8 9 10 Interpreting Your Results Doing well on this self-test isn’t about scoring 10 in each area; it’s about possessing the right blend of these important behaviors of persuasive people. A strength overdone is a weakness. Let’s say you have great voice inflection and people find you an engaging and persuasive public speaker. Go too far with that voice inflection, though, and you’ll sound like a crazy — and not-at-allconvincing — late night infomercial host.

Here’s my take on the optimum score for each essential behavior of persuasive people:

Assertiveness: You should score around a seven here. You certainly can’t be devoid of assertiveness and be considered persuasive; at the same time, if you gave yourself a 10, you might have already crossed the line from assertiveness to aggressiveness.

Empathetic: An eight is great. You can’t be tone-deaf to the other person’s needs, but you also shouldn’t make your objectives completely subservient to your target’s every whim. You want to put yourself in the other person’s shoes temporarily; you don’t want to live there.

Communicative: This is where you want to hit the persuasive ball out of the park. Communication skills are crucial. What you say, how you say it, where you say it, when you say it, and what you’re wearing all count. You want to be at your best, using both verbal and nonverbal communication to suit the message needs of your audience in much the same way a chameleon changes colors depending on mood and circumstances.

Tenacity: This one might surprise you. To be a persuasive professional, you only should score about a five or six on the tenacity scale. If you hold on to your ideas too tightly, you may quickly establish the reputation of someone who is unreasonable or obstinate. The key to knowing when you’ve gone too far is the ability to decode corporate-speak. When people start telling you they “like your passion,” that’s code for “We think you’ve lost your mind.” When you hear that, ease off the throttle.

Resilient: You need to score around a nine here, because you will face a lot of rejection in your career. No one hears “yes” all the time, so you better learn how to handle “no” appropriately.

If someone doesn’t like your suggestion for the new marketing campaign, and you sulk about it for weeks as some sort of personal condemnation, you’re setting yourself up for a brutal existence. I’m not suggesting you be completely unfazed by rejection, either; that sort of momentary unhappiness can stimulate you to reflect and make important and necessary adjustments to your approaches. But the key here is taking action after hearing “no.” Do you get back to work quickly?

People who score a nine in resiliency do.

It’s important to understand that your ability to improve is not based on some sort of inherent genetic disposition. You don’t need to be born with a silver tongue in order to be successful at persuasion. If you naturally have what it takes to be a persuasive individual, congratulations!

But if you aren’t a natural, find reassurance in the fact that persuasion skills can be acquired, and just knowing that is your first step towards success.

Be sure to tune into: SALES SUCCESS IN 60 SECONDS OR LESS as sales expert and award-winning Dealernews columnist Mark Rodgers shares how to accsellerate® your sales. Watch Mark explain the guiding principle of how to succeed in the motorcycle business even in these stormy times. (FYI, Mark only counts the content after the whizbang video open in his time limit, so start your stopwatches then!) Mark Rodgers is an award-winning speaker, best-selling author, and sought-after consultant, who has spent 33 years working in the Harley-Davidson industry. Check out his 60-second sales tips twice a week at Dealernews social media channels or contact him via e-mail: Mark@RodgersPC.com Copyright ©2021 by Mark Rodgers. All Rights Reserved.

JUNE 2021

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e

CASH FOR CARBON

Zero Offer Adds Up - Page 56

TESLA “SECRET” PLAN

eBikes In The Works Years Ago - Page 57

JUMPING JACK FLASH

It’s A Gas...Gas - Page 58

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CURRENTS

The recent gasoline shortages have exacerbated the shortage of motorcycles as riders flock to more fuel-efficient modes of transportation. For the last 15 years Zero has been working to perfect the motorcycle riding experience to ensure every moment on a Zero Motorcycle is one to remember. With award-winning and effortlessly powerful electric motorcycles, Zero Motorcycles is proud to make the transformational riding experience of an electric motorcycle more attainable than ever with this trade-in promotion.

The SR/S was released as a new model in February 2020 and joins the SR/F, its award-winning sibling, as the company’s two most powerful and premium offerings. The effortlessly powerful motorcycles are driven by Zero’s proprietary powertrain that produces an astounding 110 hp and 140 ft-lb of torque. Each model can charge through any wall socket or at over 90% of the public EV charge network through fast, Level 2 chargers.

The SR/F is capable of up to 201 city miles of range per charge with an available Power Tank and the sleek and aerodynamic full fairing of the SR/S allows for up to 13% more range when riding in a tucked position. Additionally, each bike is powered

by Zero’s proprietary operating system, Cypher III, which controls every subordinate technology on the bike including the full complement of Bosch Motorcycle Stability Controls like straight line and cornering ABS, Drag Torque Control and Traction Control.

Fast Forward! The new Zero SR/S https://www.zeromotorcycles.com/model/zero-srs

CASH FOR CARBON? Zero Offer Adds Up

Remember the old cash for clunkers program to get gas guzzlers off the road? Zero s offering a similar incentive to electrify the motorcycle market. “Cash for Carbon” increases the tradein value offered of internal combustion engine motorcycles towards the purchase of a new 2020 or 2021 SR/F or SR/S at participating dealers. From now until July 6, 2021, buyers who bring in a gas bike as trade-in towards the purchase of a new Zero will be given an additional $1,500 credit on top of the trade-in value assessed by the participating dealer on a given motorcycle.

“The current state of uncertainty over gas prices has spiked the appetite for electric motorcycles more than ever before,” notes Mike Cunningham, Zero Motorcycles VP of Sales, Americas. A former Dealernews Top 100 winner and cover dealer, he knows what it is like to be on the other side of the sales counter and believes this is an idea whose time has come, again. “This trend has been intensifying the existing popularity of powersports in general and makes now the perfect time to reintroduce the Cash for Carbon program.”

The Zero value proposition adds up, according to Cunningham.

Not only does trading gas motorcycles towards the purchase of new electric SR/S and SR/F from Zero earn an additional $1,500 in value, customers are eligible for the 10% Federal Tax Credit available for all Zero’s electric motorcycles. Customers can also qualify for any available state or local tax incentives, creating up to $4,000 or more in value on the purchase of a new model.

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WHEN IS AN eBIKE A MOTORCYCLE?

When it is added as a racing class at a Pro Motocross National round, the lines blur between eBikes and Moto bikes. Specialized Bicycles has partnered with Pro Motocross. “Specialized is proud and excited to partner with Lucas Oil Pro Motocross Championship in 2021,” said Saul Leiken, leader of Specialized Bicycles’s e-bike program. As the newest corporate partner of the Lucas Oil Pro Motocross Championship, Specialized Bicycle Components will serve as the Official Electric Bike for the 2021 season. The kickoff was an Industry Invitational Ride at High Point to highlight Specialized’s Turbo eMTB model lineup

“We’ve been working with pro-level moto athletes for the better part of two decades. Trainers and racers, like Aldon Baker and Marvin Musquin, are known to incorporate cycling into their training programs,” adds Leiken. This partnership will give Specialized a prominent presence at each round of the championship, offering education surrounding the rapid growth of electric bicycles and demo rides of its Turbo eMTB products.

“With the introduction of Specialized Turbo e-bikes, in recent years we’ve been involved at all levels of the sport,” Leiken notes. “Starting with our partnership with GNCC and the creation of the e-MTB National Championship, and now with Lucas Oil Pro Motocross, we’re bringing industry-leading e-bike technology to the powersports community.”

“Specialized has built a tremendous reputation within the off-road landscape through its support of the GNCC Racing Series, so the opportunity to expand its reach and ingrain itself with the motocross community is something we’re incredibly excited about,” said Tim Cotter, Event Director, MX Sports Pro Racing. “With the exceptional level of anticipation surrounding the return of Pro Motocross to High Point we sought to find a way to elevate the National even more.”

Cotter concludes, “Specialized can focus on the opportunity to engage directly with our passionate fanbase. The Invitational eMTB Ride is sure to be a popular addition to an already actionpacked weekend and we can’t think of a better way to open the new High Point Bicycle Park.”

TELSA’S “SECRET” PLAN

The buzz on the Interwebs is about Tesla’s Model B Concept designed by industrial designer Kendall Turner. The bike itself will be filled with technology for safety, including LIDAR and steering that is controlled more by pressure on the handlebars instead of actually turning. The front wheel turns based on rider input, but there are some Autopilot and collision avoidance features built in. Definitely buzz worthy but turn out is old news.

Tech Archives says Elon Musk tipped his hand in an interview all the way back in 2018. After talking about how undignified electric scooters such as those used by Bird and Lime are, he ruled out that Tesla would ever build one. However he set his sights on a different two-wheeled EV: electric bicycles. Until now with the Model B.

See what Tech Archives knew way back when: https://youtu.be/CmKEmi5GIW0

The Fuel Loan Program Is Here The One Stop Shop For Powersports Financing Rates from 4.99% • 100% Paperless • Fast funding Now financing Slingshots and Can-Ams

Call (239) 315-7535 for more information.

FuelCapitalGroup.com

CURRENTS+

FUELL GOING FOR INTERNAL COMBUSTION DEALERS

Motorcycle industry visionary Erik Buell has some compelling reasons for you to stock eBikes in your motorcycle dealership.

He also has an eMotorcycle in the wings but start with the eBikes. “Why should you become a FUELL dealer,” he asks.

“FUELL’s mission is to reinvent the pleasure of riding.” Oh, and make money in the process.

The primary concept behind FUELL is to develop a unique range of vehicles for the new urban adventurers, thanks to freedom of design, engineering, and distribution. This creates the perfect opportunity to establish FUELL partnerships within existing powersports Dealers to serve this new segment of riders. There are many reasons why becoming a FUELL dealer can be great for existing powersports businesses and here are just a few:

The two wheeled electric market is big and growing with 5 million units sold (EU + North America 2020) Annual growth of + 25% E-mobility markets are now growing faster E-bikes are the perfect gateway product to bring new riders into the Powersports market Earn up to 25% margins on FUELL E-bikes To date 48% of Fuell consumers own motorcycles!

To sign up to become a new FUELL dealer contact FUELL at dealer-support@FUELL.US and to learn more about FUELL vehicles, head to www.FUELL.US

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JUMPING JACK FLASH But It Is All Right Now, In Fact It Is A Gas…Gas

GasGas dealers have been suffering the same lack of inventory as other OEMs, “But it’s all right now, in fact, it’s a gas…” well make that a GasGas electric balance bike. Dealers were scheduled to have units in stock starting in June. The GASGAS Factory Replica electric balance bikes are available in two sizes – the 12eDrive and 16eDrive – and equipped with three power modes and adjustable seat heights to ensure children up to the age of eight gain maximum enjoyment while staying safe.

Riders as young as four can safely be introduced to riding on two wheels. The 60-minute run time, combined with fast recharging cycle makes for day-long fun, according to GasGas. “Whether it’s for beginners looking to get their first taste of life on two wheels or more experienced boys or girls pushing the limits around their local pump track, the GASGAS Replica 12eDrive and 16eDrive electric balance bikes are perfectly suited to a wide range of riders.”

Fanboys and girls can customize their bike to look like Justin Barcia with the #51 sticker kit and number plate. Those who prefer a more extreme approach can run hard enduro star Taddy Blazusiak’s iconic #111 or a #1 for all those aspiring future champions.

Once kids have mastered the fundamentals on a STACYC balance bike, the GASGAS MC-E 5 is next in line on their dirt biking journey. With an adjustable seat height and six selectable power modes, it helps little rippers charge to that next level.

See the GasGas Factory Replica balance bikes in action with BamBam here: https://www.youtube.com/watch?v=mFp2WDluY1w

CURTISS CHARGES AHEAD

Curtiss Motorcycles has released a philosophical sizzle reel in advance of the November 2021 launch of the “Curtiss One” platform. taking inspiration from both the city of New Orleans and the great American playwright Tennessee Williams — Curtiss intends to redefine the culture around motorcycling, declaring the industry’s typically aggressive, fear-based, and death cult-like storytelling and imagery to be outdated, false narratives. Curtiss is driven to ultimately express humanity’s dreams and desires at the highest level.

The film, entitled “Green, Clean, Mod, Cool: A New Age,” outlines the philosophical narrative set around the Curtiss Motorcycle Company and their new Light Electric Vehicle platform architecture, Curtiss One, the basis for all future Curtiss motorcycles. It is due for release in November 2021, and will further explore the philosophy, practices and vision of Curtiss Motorcycles.

Based in New Orleans, Louisiana, and with offices in Leeds, Alabama, Curtiss Motorcycle Co., Inc. (OTC Pink:CMOT) is on a mission to lead a new golden age of true sustainability by designing and crafting the world’s best and finest electric motorcycles. CMOT is an over-the-counter, publicly traded stock.

For more information, visit: curtissmotorcycles.com

Coming events

ON ANY SUNDAY CELEBRATES 50th ON THE BIG SCREEN Dealers Welcome To Be A Part Of History

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ard to believe that a group of kids on BMX bikes first came screaming onto the big screen 50 years ago, but that opening scene of On Any Sunday became etched in the minds of an entire generation. Mert Lawwill, Malcolm Smith and Steve McQueen made millions want to go cow trailing with their buddies and the soundtrack became an anthem that still plays in the heads of many of us to this day.

Now the acclaimed 1971 Oscar-nominated documentary motorcycle film is set to return to theaters nationwide this fall. An enhanced picture/digitally remastered audio version is being released by Bruce Brown Films to celebrate the 50th Anniversary of the iconic motion picture. But the best news of all is that Dealers can host screenings in their local theaters and be a part of all the action this time, rather than hiding in the restroom and sneaking in for a second showing (you know who you are).

Pipeline Digital Media, LLC, creator of The Motocross Files TV series and producer of PENTON: The John Penton Story, has secured an exclusive licensing agreement with Bruce Brown Films and Bayview Entertainment for all public and theatrical screenings of the new release from June 1st through December 31st, 2021. Gathr Films will distribute the film and Dealers can sponsor the screenings in their communities to bring the greatest motorcycle movie in history back to its larger than life glory.

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“I was inspired as a 9-year-old kid to ride motorcycles, BMX bikes, and just about anything else that had wheels when On Any Sunday first came out in 1971,” says Todd Huffman, Pipeline Digital Media Producer/Director. “Here we are now, 50 years later and we’re releasing the film again to be enjoyed by new generations on the big screen for the first time.”

The process to repair, re-color and remix the groundbreaking documentary by director Bruce Brown, maker of The Endless Summer (1964) actually began in early 2020. The re-mastered and enhanced film was originally only going to have a streaming and DVD/blu-ray release, but Bruce Brown Films felt a theatrical release is what the film’s director Bruce Brown (who passed away in 2017) would have wanted.

“When Todd brought us this opportunity, we asked ourselves what Bruce would have wanted,” notes Alex Mecl, President and CEO of Bruce Brown Films, LLC. “And that was for as many fans as possible around the globe to enjoy this fully reengineered classic on the big screen again together. The work that has been done to remaster the film is truly stunning. It’s exciting and beautiful all over again.”

Gathr Films is the distributor for the film nationwide with On Any Sunday being instrumental to their re-opening strategy of returning to theaters as the COVID-19 pandemic restrictions come back to normal. They will use their “Theatrical On Demand” system to enable Dealers, clubs and fans of the movie to host screenings all over the country utilizing crowdsourcing and social media to rally older and younger enthusiasts (under 50?) to see OAS on the big screen for the first time.

“To come out of the dark of the pandemic with a film in our theaters as revered as On Any Sunday is truly special,” adds Scott Glosserman, Gathr Films’ President and CEO. “It’s the perfect, timeless, feel-good movie whether you’re a motorcycle fan or not. We cannot wait!”

Part of the program for local screenings nationwide will be the availability of actual stars from the movie and other racing legends attending screenings for autographs, Q&A sessions and more. Legends like Mert Lawwill, Dave Aldana, Keith Mashburn, Jeff Ward, Ricky Johnson, Brad Lackey, David Bailey and many others have committed to being part of this unique program. Bruce Brown’s son and filmmaker, Dana Brown (Dust To Glory, Step into Liquid, On Any Sunday-The Next Chapter), will also be available for Q&A sessions.

In addition to the film’s screenings, an extensive merchandising program has been developed around the 50th Anniversary with several licensees already releasing limited edition products, including Brett Smith’s We Went Fast company. T-Shirts, hats, posters and other merchandise are also being developed. “When I saw the 50th Anniversary for On Any Sunday approaching, I knew we could develop some great licensed products that complement our brand well,” says We Went Fast President Brett Smith. “This theater screening program will only help sales.”

Gathr Films will start offering screenings to local “On Any Sunday Movie Captains” beginning July 1st with first screenings starting toward the end of September into early October, 2021. A Hollywood “re-premiere” is in the works as well. Home DVD/blu-ray and streaming from Bayview Entertainment will begin at the end of November 2021 prior to Black Friday for the holidays.

Dealers can contact Huffman to help with a launch follow the project’s progress at OnAnySunday50th.com

JUNE 2021

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Personnel Files

By Alex Baylon

BEATING THE GREAT RESIGNATION! Don’t Do Exit Interviews

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ow! Have you seen the headlines lately? CNBC says 1 in 4 workers are not coming back to a postpandemic workplace. Forbes notes one third of Millennials plan to quit their jobs after the pandemic.

HR Executive paints an even more dire picture: “Half of workers plan to quit after COVID-19.” The pundits in the press are calling it “The Great Resignation Of 2021.”

What can you do to counter this trend? First, be mindful that business as usual will be anything but that for all of us for a long time to come. Second, give good employees a reason to return. “Of the 26% of workers planning to leave their employers after the pandemic, 80% are doing so because they’re concerned about their career advancement; meanwhile, 72% say the pandemic caused them to rethink their skill sets,” claims CNBC.

Don’t wait until you have to do an exit interview… get proactive with “Stay Interviews” for your entire team.

Never heard of a “Stay” interview? It’s interesting to note that although motorcycle dealerships have an incredible turnover rate in the best of times, many dealer principals don’t do anything about it! Instead they just assume that is just the way it is. We have learned this is NOT the way it is… and it is going to be worse because of the pandemic.

I get it, you are already short-staffed, fighting to find inventory and wondering how to wear your mask these days. The last time you even considered doing a job interview for a new employee was 20 months ago. With the COVID lock-down employees were just furloughed

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in absentia and there was no traditional exit interview.

In the past Dealerships who took the time to do an exit interview could dig a little deeper to find the root of why the employee is leaving. In the wake of The Great Resignation, the question becomes “why aren’t you coming back to work?”

Asking “why are you leaving” on the last day of work is reactive. It’s a little too late. Worse is finding out that the employees aren’t coming back… and they left no forwarding address. In both cases the right tool for the job is to become proactive and initiate “Stay” Interviews.

This enables a business to gain valuable knowledge about what was working… and more importantly, what isn’t! What are the expectations for getting back to work in the new normal? Based on the feedback from a Stay Interview, employers can create a new working environment and retain team members.

Find out why the employees are engaged and happy now so you can continue to provide that environment — not only for them, but also for new employees who weren’t part of your pre-pandemic operation. Dedicated, engaged, passionate employees automatically take pride when creating something from scratch. COVID has provided all of us an opportunity to convert this theory into reality. For example, allow a parts associate to create and maintain a display welcoming customers back to the store, and notice that that particular display will always be looking its best.

Another strategy is to ask your salesmen to come up with ideas for your “back in business sale.” Watch them work with more enthusiasm. Your employees are full of ideas to help your business re-engage with your customers… rather than stifling this creativity, make it part of their new role. If you conducted Stay Interviews you would know who is coming back to work and why.

When do you do a Stay Interview? YESTERDAY! Sure, everything is crazy with re-opening across the country, but it is critical to get it right and RIGHT NOW! Conduct a Stay Interview for each of your valued team members immediately. BTW “Stay Interview” is just a fancy term for an informal review in which the manager and staff member sit down to discuss progress, ideas and the feedback both parties may have for each other. Ideally, the manager will do more listening than talking. Simple as that!

Despite its simplicity, companies that use the Stay Interview process are finding that it helps to reduce turnover significantly. If you’re the Owner, President or GM it may be easier to have your managers conduct these Stay Interviews, but you also need to do this for your managers; after all, running the business is your job. The process is simple and informal and you sit down to discuss progress, ideas and the feedback both parties may have for each other. Ideally, the manager will do more listening than talking. (A good friend once told me you were born with 2 ears and 1 mouth, so you can listen twice as much as talk).

Like a doctor’s chart, it is important to track the progress of your store’s recovery; set at least three dates on the calendar for 3 month, 6 month and 12 months from the date of the “Stay Interview.” Setting up these meetings in advance forces the employee and manager to prepare their feedback for each other and to take the time to sit down, face-to face, to share their input rather than just relying upon informal small talk in passing. Getting and receiving feedback early and often will enable both the team member and the manager to take corrective action on any issue, large or small, before it’s too late.

Closing the Interview: To close a Stay Interview, summarize the key reasons the employee gave for staying or potentially not returning to work. Examples of closing statements include:

“Let me summarize what I heard you say about the reasons you stay at our dealership as well as reasons you might not return. Then, let’s develop a plan to make this a great place for you to work.”

“I appreciate you sharing your thoughts with me today.

I am committed to doing what I can to make this a great place for you to work.”

Once these ground rules are established, work with the employee to develop a stay plan. One last bit of advice, be sure to end on a positive note… the goal of the Stay Interview is to get the employee to Stay! Plus, it is always easier to conduct an informal “Stay Interview” with proven employees than to have to conduct a series of formal job interviews with their would-be replacements!

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry.

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

In addition to recognizing industry pros, Dealernews is also working with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews.com site. Check it out at: www.dealernews.com/Industry-Jobs “Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/industry-profiles/

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

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

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Confessions Of A Customer®

By Eric Anderson

POST-PANDEMIC STRESS SYNDROME Workers Have Changed; Can Bosses Adapt?

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mployees have been through a lot recently. Learning how to be a “Zoombie” was their first lesson, followed by building a selection of ugly sweatpants and adding a few pounds… all the while hoping to stay employed. While balancing that work-from-home tightrope, one had to remain vigilant looking toward the horizon for their next job between daily safaris to the mailbox in search of checks from the U.S. Treasury.

Yes, you bosses didn’t have it easy either, but your perspective as a business owner has been completely different. Sure, you may have had more “on the line” than employees during the pandemic, but employees don’t or won’t ever understand your risks until they someday own their own successful business like you do. It’s an experiential thing! Have you ever held a conversation with a married couple who has never had children… about having raised children? Yeah, like that!

After reading an article authored by Alexandra Samuel in the Wall Street Journal last month, I was inspired on how bosses need to take a walk in their employees’ shoes right now. The “employed sector” is on a different

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level mentally and financially than you are, Mr. Boss Man. It’s time to take a look at your employees as different persons now than pre-pandemic. In fact, it would be wise to re-interview each one and explore how they have changed and what newly adopted expectations do they have about employment in your powersports business.

It would be a big mistake to simply go back to the “same old same old” way of doing business because we have all been scarred by 2020 yet in different ways. Explore those myriad ways with your employees so you can also begin to explore how your business might change and better evolve to a new post-2020 retail consumer.

Business has changed… can you?

A New Taste Of Independence Do your employees need as much supervision (or micromanagement) now as they did pre-pandemic?

Have they learned to get the job done in their own way while working from home or on a lockdown schedule?

How can you take their newly found independence and leverage it to your advantage moving forward?

Business Hours The term itself has now become almost irrelevant. What are those, especially as we begin to get away from landlines and use our mobile devices for texts, emails and calls 24/7/365? Why couldn’t your salespeople sell at night or close a deal on a Sunday/Monday all the while the front doors are locked? I even had a parts manager drop off a part at my house on his way home 6 months ago when we were all wearing masks and shunning the shaking of hands. I still needed a dirtbike part and my local shop made it happen! Why stop that level of service now?

Meetings During the COVID era, Zoom-esque meetings were used initially as a way of checking up on employees. Later, they became more of a way to socialize and get over our deprivation of human interaction. Now, I will never look at meetings the same way again. Will Dealerships begin working on hybrid work schedules or is that a “thing” only for service providers? Keep in mind that your extrovert employees will relish the opportunity to come back to a collection of long-lost friends while the introverts will see it as an opportunity to get “stuff” done! Be prepared to manage the differences.

Texting… With Other Staff And Customers Bosses and customers are now more accepting of using telecommunications to close a sale. Are you willing to continue offering online sales, curbside pickup, home delivery and “texting” to keep the business moving forward? I am absolutely “jazzed” that my local service manager texts me questions related to my motorcycle, then pings me when it’s done! Yes, texts are awesomely efficient compared to phone calls because we are all on other group calls during business hours, right?

Commuting Do all your employees need to be in the office at the same time? Really question yourself about the Monday to Friday hours especially. Could you spread out the team a little thinner during what used to be traditional business hours, then re-focus the team on afternoon hours, weekends or even those Sunday/Monday days when you used to be closed. Think about it from a consumer’s POV and you might shift working hours with the side benefit of having employees miss the morning and 5 o’clock traffic rush. Remember, they haven’t likely regularly commuted in over a year — do they need to go back to coming to work the same way as before?

Workflow We have all learned that when it rains, it pours. The work never came in an even flow and we noticed that even more during the pandemic. Is there something we all learned from “working from the couch” on our phones… or handling a problem on vacation because it could not be avoided. The flow of work seems to be a sine wave — up and down like a roller coaster… and we all know it.

Talk to your staff about how to get the team to rally when needed, then prepare for the next surge in the dips of the wave.

Mutual Respect Employees saw your business suffer when it was bad, then luckily, they were able to see it thrive if you were selling out of dirtbikes, UTVs and personal watercraft.

They know you have more “at risk” than they do, so after going to war in 2020, there should be a good feeling getting the band back together. Leverage that feeling and respect without assuming it was the same as it was pre-pandemic.

Consider your team “war buddies” who made it through, so what are you going to do now? The War with Mother Nature is almost over this time, yet it has changed us all for life. How will you treat your staff for having stuck it out with you? Hopefully, with mutual respect.

There will certainly be more challenges along the way.

Mother Nature, government or the business community will always be throwing curve balls at us. Adaptation is necessary for survival — always has been and always will be. Just about the time you become “comfortable” is when expectations tend to fly out the window.

Remember that nobody learns anything new while comfortable. So, seek out the uncomfortable aspects of your business before the next pitch and address what you think is coming next. Re-interviewing your employees anew post-pandemic might just give you a clearer vision into the crystal ball.

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PUBLIC LANDS Outdoor Rec Leaders, Federal Officials, the MIC Discuss the Future and Funding The Outdoor Recreation Roundtable’s annual Partners Outdoors forum recently brought together more than 150 recreation industry leaders, plus federal agency and conservation partners, to discuss building the recreation workforce through diversified talent, training for anticipated skills gaps, and enhancing career pathways. The event also included sessions on the future of recreation funding, management, and policy.

The MIC’s Scott Schloegel, senior vice president of government relations, hosted a session on “The Future of Surface Transportation Legislation to Drive the Recreation Economy.” He discussed various transportation and infrastructure bills currently proposed, the impact each bill would have, how these bills might be funded, and how these bills might pass.

Want to Know More?

MSF COMMUNICATIONS Media Effort Reaches Millions of Motorists On television, websites, and through social media, the Motorcycle Safety Foundation’s far-ranging educational campaign delivered key messages about sharing the nation’s roadways, rider training, and riding gear during May’s Motorcycle Safety Awareness Month.

“In addition to working with a number of major non-endemic media outlets, as we often do, this year we partnered with both Ford and AAA, and that really extended our reach with car and truck drivers,” said Andria Yu, MSF RiderCoach and communications staff member. “We delivered important motorcycle, car, and truck safety messages through a variety of media channels and types, and we are looking to extend this MSF educational campaign during an entire summer of safety.” Want to Know More?

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Sure, scientific studies, reports, biological opinions and other criteria are certainly factors in the land use decisionmaking process. However, the politics of the issue will be the last filter through which any decision must pass.

NIMBY WARS The Battle Continues

By Donald Amador Back in 2009, I read NIMBY Wars: The Politics Of Land Use — this may be one of the best books ever written on the subject of effective grassroots political activism and how groups use the fine art of “political-craft” to achieve their land-use goals. Given the current number of fierce political campaigns to shut down OHV recreation at Oceano Dunes SVRA and other state and federal riding areas, I want to encourage the new crop of OHV advocates to spend less than $25 to purchase their own personal copy of NIMBY Wars.

Not In My Back Yard explains the concept and is a must read for all who are involved in land use advocacy.

Regardless of your station in the battle for recreational access to public lands, you will benefit from the insights of this book as it succinctly explains the complex world of land use politics and articulates strategies for success.

It was early in my career of OHV land use advocacy (circa 1991) that I had this epiphany, “All land use decisions are political decisions.” Many club leaders, riders, new activists and seasoned veterans have heard me talk about how important it is for all of us involved in land use advocacy to understand that at the end of the day — ALL land use decisions are political decisions.

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I have tried to explain (oftentimes unsuccessfully) to those new to the field of land use politics the aforementioned thesis. To the normal person, just sitting down with the decision-maker and explaining the facts, pointing out good science, offering a common sense solution, or supporting best management practices should be enough to encourage the decision-maker to make the right call. Unfortunately, those factors have little, if anything, to do with the final decision because the final decision is a political decision.

NIMBY Wars is a literary masterpiece that diagrams the bottom-up approach to grassroots activism and the importance of that local citizen (e.g. voter) or citizen’s group in achieving your objective. In short, authors Robert J. Flavell, P. Michael Saint and Patrick F. Fox describe in explicit detail how politics will always dictate the battlefield.

Again, you must order this book if you are involved in OHV advocacy, the OHV industry, or want to be involved in or lead successful political campaigns to champion OHV recreational activities on public and private lands.

If you are an experienced land use political professional, it will confirm various concepts and strategies you have employed and teach you new tactics.

If you are a new advocate, it will explain the politics of land use decision-making. If you are in the OHV business, it will explain and highlight the important roles of the professional land use consultant and the local user/ leader. If you are a politician, lobbyist, or bureaucrat, it will explain the history of land use politics and illustrate why and how you make your decisions.

Read this book! It will make you a more effective OHV champion: https://www.amazon.com/NIMBY-Wars-PoliticsLand-Use/dp/0615306527

Don Amador has been in the trail advocacy and recreation management profession for almost 29 years. Don is President of Quiet Warrior Racing/ Consulting. Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. Don served on the California Off-Highway Motor Vehicle Recreation Commission from 1994-2000. He has won numerous awards including being a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award. Don currently serves as the government affairs lead for AMA District 36 in Northern California. He may be reached via email at: damador@quietwarriorracing.com

Please tread lightly and travel only on routes and in areas designated open for motor vehicle use.

Remember, Respected Access is Open Access.

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

WIN ON SUNDAY… Sell On Monday!

Never mind the fact that most motorcycle shops used to be closed on Sundays and Mondays or that Supercross and the outdoor nationals shifted to Saturdays, the mantra Win On Sunday, Sell On Monday persists. From MotoGP to MotoAmerica the goal of sponsoring racing is to go straight from the top of the podium to the bottom line at retail. Heck, the new Bagger Racing League and King Of The Baggers series have already captured the buying public’s imagination and spurred an aftermarket renaissance of go-fast goodies for Baggers… never mind the seeming oxymoron. If it drives door swings, has your service department busy bolting widgets onto Baggers and keeps the clicks coming to your online channels, we are all for it!

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Photo courtesy HJC America

JUNE 2021

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TAKE A SEAT SUPER HOOLIGANS

According to head hooligan Roland Sands, one of the key parts of a flat track race bike is the seating position and tail section styling. “Custom race frame builders, of the past and present, use the tail section shape as their signature,” says Sands. “These fiberglass tail sections were designed by our friend Mr. Klee and we have been using them since we built our first Indian hooligan race bikes in 2015.” The shape offers smooth sides and a longer seating area for plenty of mobility, so the rider can move around to the best position, while the gripper material on the seat from Saddlemen helps keep riders locked in. See this and more FTR race products from RSD in the video here: https://rolandsands.com/flat-track-tail-sectionseat-for-aluminum-gas-tank-subframe/

ART FOR ART’S SAKE?

Alloy Art is not something to hang on the wall… they are producing hard parts for the burgeoning performance bagger biz. Their TXR Frame Stabilizer is a masterpiece designed to fit 1993-08 FLT, FLHT, FLHR, FLTR, and FLHX models w/ Baker plus one oil pan or Custom Cycle Engineering finned oil pan. CNC-machined from 6061 T-6 aluminum, it improves handling by triangulating motor and transmission in the chassis to eliminate wobble at high speeds and while cornering — key considerations when hustling a 700 lb. motorcycle through the corkscrew at Laguna Seca! Adjustable intermediate member w/ integrated patented Gooden-Tite polyurethane and aluminum isolator bushings combines with an open plate design, complete with ventilating air scoops to assist in transmission cooling. Available in black anodized or polished finish.

MSRP $347.95. See Alloy Art’s approach to reverse engineering here: https://www.youtube.com/watch?v=5eQ7ip5fIL4&t=27s

HEADS UP, MINIONS!

Pol Espargaro has been sporting the Otto Minions graphic in MotoGP this season driving demand for a lid that wasn’t available… until now!

“The new Minion helmets will be available for purchase starting June 18 in the USA and around the globe,” says our friend George Hong, head of HJC America. Originally built for the racetrack and now being taken to the streets, HJC’s RPHA 11 Pro is their premium sport helmet, according to Hong. “It is specifically designed with an aerodynamic shell structure for extreme performance at maximum speeds.” The Premium Integrated Matrix (P.I.M Plus) shell composition provides enhanced shock-resistant performance and a more comfortable and lightweight helmet. An enlarged eye port for an increased view in a tucked position and an enhanced ventilation system were designed with riders top of mind. Safety features include reflective patches on the rear and an emergency release cheek pad system for safe and quick helmet removal in an emergency situation.

MSRP $599.99 Check with your HJC distributor or click here for details: http://www.hjchelmets.us/product/rpha-11-pro-otto-minions/

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NOT LEGAL FOR STREET USE!

Bassani has a heritage of race-winning pipes, CARB compliance, not so much. Scofflaws and racers will appreciate the black Road Rage 2-into1 system even if the gendarmes do not. Stepped headers merge into a true reverse-cone 4” Megaphone as the 1-3/4 inch headpipe steps up to 1-7/8 inch into the collector to increase flow and improve performance. Fits 2017-2021 Baggers and of course, made in the U.S.A. MSRP $1,099.95.

Contact your Parts Unlimited or Drag Specialties rep for dealer details. See the video here: https://www.youtube.com/watch?v=MS96MxQwZcM

“FEULING” THE FIRE

After some collaborative distribution attempts with companies like When Feuling Performance goes racing, they go all out. From fielding Ben Bostrom in the BRL to offering their full competition kits of race-spec packages for Twin Cams and Milwaukee 8 powerplants. Recommended for 2017-2021 Milwaukee 8’s with highly modified cylinder heads and intake manifolds, Fueling says its 592 Race Series Camchest Kit – Oil Cooled (Part #7264, Drag #0925-1268) is the hot ticket. Related components include their Highload Beehive Valvespring Kit, Fuel Injectors 6.1 g/s, O2 Sensors and Vented Dipstick. See the teaser here: https://www.youtube.com/watch?v=8Xb9ZAw6YsQ

TURBOCHARGED PERFORMANCE

Nick Trasck feels your need for speed! Trask turbos are the ultimate in overkill… and not for everyone. And he says he is not interested in every dealer. You have to jump through some hoops to become an official Trask Dealer. “Trask Performance is actively seeking premium dealers to join our dealer network. Our dealers provide the highest level of customer support, actively generate new/repeat sales, and strive to be experts in all areas of the Trask Performance product range.” This includes some minimum standards: TURBO KITS Have a working motorcycle Dynamometer on the dealership premises Currently listed as a Motorcycle Dyno Center Have at least one employee actively trained and capable of using the Dynamometer to tune motorcycles Familiarity with the ThunderMax ECM tuner Still think you have what it takes? Apply here: https://www.traskperformance.com/dealers

JUNE 2021

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BUILD IT AND HE WILL COME 10th Annual Justin Brayton Shootout

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romoter Tony Wenck is doing for motocross in Iowa what W.P. Kinsella’s Field Of Dreams did for baseball. However, unlike a ball field out in the Iowa cornfields that was built to host Shoeless Joe Jackson, Riverside Raceway was built in a tree-lined valley just south of Winterset, Iowa, to host Iowa racer gone big time, Justin Brayton. Wenck didn’t exactly hear voices when the track was built in 2000, he saw the dirt down in the river bottom.

“The valley has some of the best loamy black dirt in the country,” he claims. After seeing the sweet chocolate cake carved through the trees along the Middle River, Tony is on to something. To get there, simply get on Interstate 80 and head west until you are about to hit Nebraska, exit the Highway and take a left… go past a couple of the Bridges Of Madison County (for real) until you reach the town limits of Winterset, birthplace of John Wayne and home to the Iowa Quilt Museum, hang a right and head down the road a couple miles… track is on the left. You can’t miss it.

With hundreds of motorhomes, toy haulers, trailers and nearly 2,000 race entries gathered for the 10th Annual Muc-Off Justin Brayton Shootout Presented by Fly, Wenck isn’t kidding when he says you can’t miss it!

During the past decade the event’s fame has spread well beyond local racer-made-good Brayton’s vision of giving back to the Iowa moto community. Barnstorming pros looking to cash in and hordes of others looking for a chance to ride in that incredible loam has made this event a bucket list race for much of the midwest. More than half the license plates were from out of state.

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“When you put up a massive guaranteed Wiseco Piston Pro Purse, some of the baddest privateers in the country come to take home their share of the prize pool,” admits Wenck. “The big Moto Pro HQ Bounty Hunter on the weekend for the second year in a row saw Marshal Weltin grabbing over $3,600 on the weekend. After all was said and done, over $13,800 was paid out to A class riders at the Justin Brayton Shootout.”

The Thor/Kawasaki/Pro Circuit won five of the eight motos in the 250 A and Open Midwest racers Zack Williams and Cody Williams were the other big winners, as GASGAS-mounted Zack swept the 250 A class on Saturday and KTM-equipped Cody won the first 250 A moto on Sunday. But the pro purse is not the real draw for most of the racers.

Everything from the Wiseco Bags Tournament and pit bike races to a live radio broadcast with legends like Ryan Dungey and Damon Bradshaw, who not only worked the Fly booth on vendor row but jumped in to mix it up with the locals on the track. Since Wenck’s real job is in the fireworks industry, the nights were lit up by professional grade pyrotechnics, while fireworks on the track were provided by local dealer Storm Lake Honda’s infamous “HotLap” winner-take-all (actually fastest lap on the pit bike track netted the winner a 2022 Honda CRF 125F) and the JB10 Team Race with the sole requirement being that the bike must be able to clear all the jumps.

Unlike a Supercross race in the big city, Brayton himself was at the entrance welcoming friends and families to the fun. The Beast From The East was signing autographs and telling the Fly Racing story… title sponsor Muc-Off built a paved bike wash pad and was up to their ankles in all that rich loam from the track pressure washing competitors bikes all weekend. Wenck had a giant sand box for the kids to play in, free STACYC track and a host of activities from Thursday through Sunday.

Build it, make it accessible and most importantly make it fun and they will come!

Click the link for more on this field of moto dreams: https://www.riversideraceway.net/

JUNE 2021

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CHUCKWALLA VALLEY RACEWAY Burning Gas & Smoking Tires!

By Gus Stewart

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ccording to Roadracing World & Motorcycle Technology editor-at-large Michael Gougis, “There’s nothing better in life in terms of motorcycling than having an empty racetrack basically to yourself. It’s just glorious! Now, the racetrack is not the environment that the Speed Triple is designed for. But it works really, really well here. And it allowed us to really explore and enjoy some of its strengths.”

“This is just a part of our exciting Triumph Champion Challenges dealer incentive program, which is hosting one of our dealership staff winners to a track day on the brand new Speed Triple 1200 RS,” explained Triumph Public Relations Manager Gina D’Ambrosio. See the sidebar in the Dealer Profile on trip winner’s Don Baker’s first ever trip to a race track.

Don Baker after a session

Since Triumph had rented the entire Chuckwalla facility, they opened it to a couple of other participants including Incubus DJ Chris Kilmore, Roadracing World editor-at-large Michael Gougis and one over the hill creative director! As my editor always says, if someone else is paying for burning gas and smoking tires DO IT! Although it has been a few years since I last took to the track and having never even seen Chuckwalla before, the Speed Triple naked bike really did feel like a Superbike on the desert track… only better! The quickshifter, traction control and tons of torque made it easy to focus on my lines while the bike seemed to intuitively find its way around the race line.

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Jolene Van Vugt, Billy Van Vugt and Chris Kilmore keeping some tight lines

R: 145' L: 450'

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Track Length: 2.68 miles

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6' 30

R O N

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hot pit lane

Don Baker with a copy of Dealernews

493'

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paddock

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R: 150' L: 100'

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CHUCKWALLA VALLEY RACEWAY

“Our mission is to provide an exciting motorsports destination with an uncompromising commitment to safety,” is Chuckwalla’s MO and combined with the Speed Triple’s traction control and ABS, it lived up to both goals!

Chuckwalla Valley Raceway was built in 2010 and is considered by many to be Southern California’s Premier road course. Situated on more than 1,000 acres, the 17 turn, 2.68 mile track was designed to run both clockwise and counterclockwise, and to provide the safest possible motorsports experience for everyone from beginners to experienced racers.

Billy Van Vugt putting the Speed Triple through its paces

Do yourself a favor and make like Nike — just do it! Learn more about treating yourself to a track day at Chuckwalla: https://chuckwalla.com/

JUNE 2021 Creatve Director Gus Stewart shaking off the rust

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Gus circa 1990

DICK MANN 1934-2021

Honda Remembers The Renaissance Man Of Motorcycling

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true Renaissance man, Mann was noted for his adaptability as a rider, and for the longevity of his professional motorcycle-racing career, which included charter membership in the exclusive Grand Slam Club (for riders who earned Grand National wins in road racing, short track, TT, half-mile and mile competition), two AMA Grand National Championships and a bronze medal for Team USA in the 1975 International Six Days Trial. According to Racer X Illustrated, Mann even scored a win at the first AMA-sanctioned professional motocross race. Those successes came with a variety of brands, but the Utah native’s primary tie with Honda centered on a single race—the 1970 Daytona 200.

It was Honda’s first factory effort in the legendary endurance event, with a four-rider project aboard CR750 machinery (the racing version of the now-iconic CB750 four-cylinder, which had started production just a year earlier). Conversely, Mann (then 35) had a long and relatively successful history at the race, though victory had eluded him to that point.

After launching from the front row of an all-star starting grid, Mann eventually secured the lead, then preserved the bike in the race’s latter stages to score a 10-second win over Gene Romero, with Don Castro third. In the

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process, Mann ran a record average race speed of 102.697 mph. It was Honda’s first AMA National Championship race win, and it established the CB750 at the top of the performance hierarchy. (Over four decades later, Motorcyclist magazine would name it the Bike of the Century.) As such, the victory was significant not only for Honda, but for its American subsidiary.

“For a Japanese company with its first, completely unproven big bike, it was hard to top that,” Bob Hansen, then American Honda’s National Service Manager, is quoted as saying in Aaron P. Frank’s book Honda Motorcycles. “Hansen prepared the machine, and I rode it as best I could, just as I was contracted to do. That was it,” said the humble Mann in the same book.

Mann, who would back up the Daytona 200 win the following year aboard a BSA, was inducted into the Motorsports Hall of Fame of America in 1993, and he is a charter member of the AMA Motorcycle Hall of Fame.

“Everyone at American Honda sends their heartfelt condolences to Dick Mann’s family, friends and fans,” said Bill Savino, Senior Manager of Customer Engagement at American Honda. “Dick tallied a number of accomplishments over the course of his long career, but he’ll always hold a special spot in our hearts for the role he played in proving that Honda motorcycles could perform with the very best.”

While Mann got his racing start in scrambles, he soon got hooked on turning left on dirt ovals, and after some time learning his trade, headed to the professional racing circuit in 1954, turning expert in 1955. He achieved his first national win at the Peoria TT in 1959, quickly establishing himself as an elite racer in the series.He also helped pioneer the sport of motocross in the U.S., competing in several of the early AMA professional motocross races in the late 1960s and early 1970s.

AMA HALL OF FAMER DICK MANN

Dick “Bugsy” Mann, one of the most versatile racers to ever throw a leg over a motorcycle, passed away on April 26 at the age of 86.

Born June 13, 1934 in Salt Lake City, Utah, Mann was a two-time AMA Grand National Champion (1963 and 1971), and became best known for being the first person to achieve a motorcycle racing Grand Slam, which involved winning across all five types of circuits included in the Grand National Championship: road racing, TT, short track, half-mile and mile. When he retired from racing in 1974, Mann had 24 national victories, which — at the time — placed him second in all-time wins within the AMA Grand National Series.

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Perhaps Mann’s most fulfilling national win was his victory in the 1970 Daytona 200 aboard the then-new Honda CB750. He’d been racing the Daytona 200 for 15 years and finished second three times, and in 1970 finally got to the top step of the podium, holding off rising stars and future Hall of Famers Gary Nixon and Gene Romero, as well as former world champion and Hall of Famer Mike Hailwood. That win wasn’t just Mann’s first victory at the 200, but the first time a Honda had won an AMA national.

Despite retiring from professional racing in 1974, Mann returned to his trail-riding roots in 1975, qualifying for the United States International Six Days Trial team, competed for the U.S. on the Isle of Man, and brought home a bronze medal.

Beyond being a legendary racer, Mann’s mentorship of the next generation of American racers and future Hall of Famers like Dave Aldana, Mert Lawwill and Kenny Roberts, was just as important.

In 1995, Mr. Mann was presented with the AMA Dud Perkins Lifetime Achievement Award, recognizing his significant contributions to the sport. He was inducted into the AMA Motorcycle Hall of Fame in 1998.

Motorcycle Industry Jobs (MIJ).............................. 17 National Powersport Auctions (NPA)................... 27 Piloteer Agency....................................................... 51 Royal Enfield.............................................................. 7 TheDealerDirectory.com......................................... 47 Tread Lightly............................................................ 69 Triumph Motorcycles America............................... 15 Tucker Powersports................................................ 19 Unfiltered Marketing..................................................59 Vanderhall.....................................................................54 Western Power Sports.......................................... 2-3

Shameless Plug – For the most up to date dealer news, check on the news feed at Dealernews.com, be sure to like us on Facebook and click on Dealernews’ monthly digital editions: www.dealernews.com

JUNE 2021

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RELATIONSHIPS...

Trust Your Gut!

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o me a favor. Take a minute to visualize the following: I’m reaching out my right hand to you. I have a smile on my face and a twinkle in my eye, as I say:

“It sure is great to meet you in person. Thank you for your time, for your information and for your business!”

That’s it. Deal done, with a look in the eye, a promise made and sealed with a handshake. Sure, the lawyers and accountants want a signed contract, but the “real” deal was sealed with that look in the eyes, and a handshake.

The origins of the handshake go back to at least the 5th Century.

The ancient Greeks would, as a sign of peace and showing that neither party was carrying a weapon, extend their right hand in greeting. Later in Rome, this evolved into an arm grab, to search long sleeves for hidden weaponry.

As big as our $24+ Billion+ powersports world has become, we are united in many ways. One thing that hasn’t changed since the ancient Greeks is that in our world, our word is still our bond.

Deals are done with a sincere trust factor based on a “Gut Feel.”

I define a “Gut Feel” as an instantaneous reaction to a situation, based on all the accumulated experiences you’ve ever had — the good, the bad and the ugly — all brought together at that instant to give you the call to either stand your ground or run like Hell.

Shake his/her hand; or walk away? Trust your gut. It’s always right.

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If you’ve been in the motorcycle Industry, for even just a few years you will find real friendships based first on a trusted business relationship, then blooming into “personal” friendships. I am proud to say I’ve got a full roster! Your first relationship was based upon your promise.

You fulfill those promises again and again, proving that, indeed, your word is your bond. Along the way, you get to know a little bit about their lives; their families and core values; and you realize why your “Gut” told you to seal the deal whether over the phone, via E-mail or if lucky, with a look in the eye and a handshake.

This is why it is so important to attend the powersport Industry’s trade show: AIMExpo is coming to Las Vegas, Nevada, January 19-21, 2021. It is here that you get a “Gut-Check Exam” and have the opportunity to meet that person you’ve only seen on Zoom calls, spoken to over the phone or communicated only via e-mail, in person. You have the opportunity to look them in the eye, and shake their hand. These are some of my favorite experiences at the AIMExpo; putting faces to names and shaking hands.

Leading up to the AIMExpo, Dealernews is here to give the powersports Industry a monthly Gut-Check. The collective experiences from our gifted contributing editors and columnists are brought together to give YOU the power to know if it is time to shake hands or walk away.

Dealernews exists to give you a FIGHTING CHANCE. Please let us know how we are doing. That’s what friends do!

Editor’s Note: With the end of COVID-19 restrictions and a return to face-toface interaction, John Murphy’s words ring even truer now that when he first sounded the bell to call the industry together at AIMExpo in Columbus back in 2019. The gut check litmus test still holds true! Come by the Dealernews booth in Las Vegas, look us in the eyes and shake our hands! That’s what friends do!

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