Issue #6 June 2022 by Dealernews

DN 2.0 #6

THE WOLVERINE WAY! WPS ROLLS OUT THE RED CARPET

CONTENTS

06 WORLD’S LUCKIEST MAN 08 EDITOR’S NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+ 20 DEALER PROFILE+ 26 OEM UPDATE 30 INDUSTRY RESEARCH+ 32 INDUSTRY RESEARCH+

34 INDUSTRY RESEARCH+ 39 eDEALERNEWS 40 CURRENTS+ 47 NPDA DEALER NEWS 48 MEETING MINUTES 50 NPDA PARTNER PROFILE 53 SHOWTIME! 60 DIVERSITY+

Don Musick Balancing Act, Redux

Bob Althoff On Growth

Watts Up?

Robin Hartfiel On Shrinkage

Shocker From Kawasaki, Torrot Teams With Volcon

International Edition

Things Looking Up For Dealer Association

Fitting In All The News…

Survey Says!

Personnel Postings

MaxOpp Marketing

Wolverine Harley-Davidson: Doing Things The Wolverine Way The Sportster Is Dead, Long Live The Nightster

WPS Takes Flight, INTERMOT Returns To Köln The Intersection Of Art & Motorcycles

NPA’s Jim Woodruff On Pre-Owned Lenny Sims On J.D. Power Valuations

47 4

OUR TEAM

TOP 100 WOMEN IN POWERSPORTS

#powerwomen Class Of 2022 Continued

62 64 PERSONNEL FILES

MIC RIDE REPORT

What Does The MIC Do For You? Alex Baylon On Hire From Out Of State

ADVOCACY+

CONFESSIONS OF A CUSTOMER

Don Amador On Post Wildfire Observations

70 74 76 77 78

Bob Althoff World’s Luckiest Man

GEAR+

WPS House Brands Ready To Fly

PRESS PASS+

Indian Rogue Rocks SoCal

VALE+

Ave Atque Vale Fraser Scott

AD INDEX

This issue Brought To You By…

BACKFIRE

Shoe On Motorcycle Meditation

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

Eric Anderson On Brain Drain

Jim Woodruff National Powersport Auctions Mark Rodgers Performance Consulting Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer ADVERTISING Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com Blake Foulds Account Executive (760) 715-3045 Blakefoulds@dealernews.com Brenda Stiehl Production Manager brendastiehl@dealernews.com John Murphy Publishing Consultant johnmurphydn@gmail.com

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

JUNE 2022

On the brink of repeating a cycle similar to 20082020, the question becomes, “HOW DO WE GROW OUR INDUSTRY?” Moreover, that growth needs to be sustainable and substantial — not simply “juiced” by the COVID money train. I believe that answer can, must and will be answered by us, my fellow Dealers. After all, our job is to create “final demand” for the great products being designed and built by our OEMs and Aftermarket. Their job to build product (and get it back to market after the supply chain SNAFUs can be resolved). We build customers.

World’s Luckiest Man By Bob Althoff

Further, the Dealers who have joined the National Powersports Dealer Association have been increasingly coming to the realization that there is only one answer. Physician, heal thyself! Dealers will have to sell the joy of powersports to a future generation. We need a second coming of On Any Sunday to intersect with “Meeting The Nicest People” — and then some!

WHERE DOES GROWTH COME FROM?

Fortunately, we have visually rich and compelling stories to tell: Our history; our community (inclusive and generous); and racing; our events; our builders, our barn finds and magnificent museums — and so much more! Better yet, the roadmap was written for us by our RV and Marine Dealer brothers and sisters.

he economic downturn of 2008 - ‘09 was referred to as the “Great Recession.” For those of you who steered your Dealerships through those not-so-great times, it was nothing any of us wants to go through again. Yet here we are again, teetering on the brink. Are we really destined to relive the past because we can’t remember our history?

Americans are spending an average of eight hours per day in front of their screens. Some of those hours need to show powersports at its best. Once we get their faces off the screens and their butts in saddles, we can all ride a wave of substantial and sustainable growth.

For point of reference, Total New Unit Motorcycle Sales were down approximately 40% in 2009 from the high water mark of 2008. For the next 12 years (through 2020), our industry Total New Unit Sales stayed flat. That is a long dry spell! Then came the “Great Reprieve” as 2020-2022 provided our industry a complete reset, scarcity ended discounting and 3+ years of non-current inventory that had been languishing in OEM warehouses and Dealers’ showrooms worked its way through the system. To be sure, COVID renewed our belief that consumers could and would eventually return. Not to mention the SxS phenomenon has saved a lot of Dealers’ bacon.

No need to reinvent the wheel. We simply need to execute — take our stories to the people! Easier said than done, but for once technology can be harnessed to our collective benefit.

Stay tuned! Bob

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Thor would need to slow production by 25% for the rest of 2022 in order to stay within its full-year wholesale RV shipment estimates… and avoid the discount bugaboo. “Late last year, economic changes such as the end of individual stimulus, increasing competition for consumer dollars from the service and travel industries, gas prices and general inflation had threatened to impact demand for RVs… Since that last prediction, the Russian invasion of Ukraine has caused those economic factors to accelerate, and we may be seeing some effect in the marketplace,” cautions NADAguides’ Lenny Sims (yeah, I know it is J.D. Power now, but I still remember our first meeting at Dealer Expo in Cincinnati and will always think of him as the valuation guide guy).

Editor’s Note By Robin Hartfiel

SHRINKAGE?

he powersports market has watched the RV industry somewhat enviously ever since they got the consumers to GO RVing! According to the RV Industry Association lore, the idea of creating an all-industry marketing campaign that united the three branches of the industry (RV manufacturers, dealers and campgrounds) was necessary for a positive consumer experience. Our friends at NPDA aspire to capture the same sort of lightning in a bottle by uniting OEMs, Dealers and riders via AMA… which is not a bad notion, but is it too late? While we all enjoyed the pandemic reset driving prices up and clearing non-current inventory completely out of the pipeline in the past 24 months, it looks like the rise in inflation and gas prices are beginning to impact RV sales. Retail sales of trailers/towables are also reported to be slowing, after prices had increased as much as 20%. Are our high hopes about to be doused with cold water? Thor Industries (the largest producer of RVs in the world, not the MX gear guys), has hinted it will hit the brakes on new unit production. “RV dealer lot stocking levels are most directly affected by rising interest costs, while consumer demand is driven by inflation factors like fuel costs, groceries and utility bills.” Given the current convergence of all these factors, RV industry experts say

When he says the market might be in for a correction, I listen. “Seasonality was somewhat more pronounced in early 2022 than in the previous two years. This dynamic was also present in other specialty vehicle segments, namely powersports, but to a lesser extent because supply is still lagging behind demand. Economic conditions continue to evolve, and it is likely the consumer is responding to some extent.” Having just ridden the new Honda Pioneers in the aptly named Pioneer, Tennessee, I saw plenty of RV lots that were already full of motor coaches, 5th wheelers, towables, pop-ups and toy haulers heading into summer, so fingers crossed that demand stays up long enough for Thor and the others to pump the brakes on production. On the bright side, I also saw countless miles of of connecting trails and enough campsites to accommodate an army of enthusiasts. Best of all, it seemed like the ratio of UTVs per RV was 2:1! It is one thing to watch Wall Street forecast market futures, but it is equally enlightening to go out to a ride spot and see what our future holds (hell of a lot more fun, too). I suggest our NPDA friends continue to watch the RVIA, but don’t lose sight of our own backyard! Although GO RVing is a great model, it wasn’t exactly an overnight success. In fact, it took a decade or more after its 1994 launch to really expand the RV market at the retail level. However, RVs have proven to be a pretty resilient market and certainly powersports people can learn something from their track record of success.

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

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¡Muchas gracias! Alberto Alberto Posicionar https://www.posicionar.org/ Too much will get lost in translation trying to explain we are a U.S. based trade-only media outlet and we have no need for public recognition in Spanish language newspapers.

CONGRATS TO THE “AMERICAN” SX CHAMP The FIM would like to congratulate Eli Tomac on clinching the 2022 Monster Energy AMA Supercross Championship — the now-national “America” series. This is the first edition of this championship since Feld Motor Sports and the FIM terminated its long running agreement at the end of last season. The 2022 FIM Supercross World Championship will get underway in September of this year under the management of the new series promoter SX Global. The full championship calendar will be released soon, when announced these events will determine the official 2022 FIM Supercross World Champion. Full details of SX Global being appointed as the new promoter of the FIM Supercross World Championship from 2022 onwards can be found here: https://www.fim-moto.com/en/ news/news-detail/article/fimsx-global-unveils-plans-for-fimsupercross-world-championship Isabelle LARIVIERE, Communications Manager FIM - Fédération Internationale de Motocyclisme Route de Suisse 11, 1295 Mies SWITZERLAND Sort of a backhanded compliment to Eli Tomac who beat the best SX riders in the world fair and square with one round to spare. “The AMA congratulates all three AMA Supercross champions and their teams,” said AMA President and CEO Rob Dingman. “AMA Supercross showcases the best riders from across the world, and Eli Tomac, Christian Craig and Jett Lawrence brought the dedication, skill and energy required to claim the victories.” Here is to the 2022 American SX champ!

LOST IN TRANSLATION Jim Woodruff, Ești un idol SEXopornoo. Uno mereu în inima mea frumos, dragoste, alegere, cultural. Sunt unul dintres cele mai bune concerte.... Ivan Ozernyj Romania Via YouTube Mr. Woodruff is certainly a rockstar, but we have never seen him in concert. Are you sure you have the right video? There was no singing at AIMExpo during our Dealernews LIVE video interview: https://www.youtube.com/ watch?v=_fMcfsc2A5I LOST IN TRANSLATION, AGAIN Hola, soy Alberto del Departamento de Prensa. ¿Qué tal estás? Estoy interesado en explicarte cómo podemos hacer que tu empresa aparezca en más de 50 periódicos digitales como noticia por una única cuota al mes de 99 euros (Qué, El Confidencial Digital, Periodista Digital, Moncloa, etc.). Periódicos de gran autoridad enlazarán la web de tu empresa, consiguiendo así reputación y posicionamiento web. Nos encargaremos de la redacción de la noticia y el análisis de las palabras clave. Publicaremos tu empresa en más de 50 periódicos como noticia (No publi) de forma garantizada. Al ser una noticia, *no* se borrará. App para gestionar todo el proceso. ¿Me podrías facilitar un teléfono para comentarlo? Me encantaría hablar contigo.

PREFER PRINT I mean this constructively, but I hate the Digital Edition. Yes I am old (73) but I am a computer programmer in addition to a Dealer Principal. The format is hard to use and the last thing I want to do at the end of a long day is to spend more time in front of a bloody electronic device of any kind. I regularly enjoy Road Racing World, Trail Rider, Climbing and Alpinist magazines. I just tried last week to look at your digital version and my verdict has not changed. Thank you, Rupert Dance, DP Freedom Cycle 110 Manchester Street Concord, NH 03301 www.freedomcyclenh.com I agree 100% and would love for Dealernews to be back in print. The digital flipbook format we use is the same as CycleNews, Rider and all the Hi Torque MX books, but it doesn’t compare to the experience delivered by a paper publication. However as Cycle World, the world’s largest circulation print magazine for motorcycles seemed to prove, print is dying. Dealernews has always been delivered to dealers free of charge for more than 50 years. Really tough to go back and try to charge a $25 subscription price (and even that wouldn’t pay for paper and postage). Our advertisers all seem to want digital format and definitely are not willing to pay a premium for print pages. The sad thing is that the process for producing a digital magazine is the same as a print magazine... right up to the point when we collect the files for output and send them into cyberspace instead of to the printing press. — Robin Hartfiel

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: https://www.youtube.com/c/ Dealernews50/featured

TIME TO SCOOT!

POLARIS TAPS OUT, WHEEL PROS ROLLS IN

In a deal valued at more than $50 million, Wheel Pros and Clearlake Capital are purchasing the Trans America Parts (TAP) business from Polaris. “We are thrilled to combine with TAP and build a vertically integrated omnichannel platform for aftermarket automotive enhancements across a wide range of vehicles,” claims Wheel Pros co-founder and CEO Randy White. “TAP’s extensive product portfolio, proprietary brands, manufacturing capabilities, and omnichannel platform have resulted in an automotive and off-roading enthusiast following that we have long admired. We look forward to working with the TAP team as we undertake new initiatives to accelerate the growth of the combined business and continue to drive value for our customers, suppliers, and partners.”

Just in time for the annual /, the Motorcycle Industry Council reports scooter sales were up 45% in Q1 2022... despite the continuing supply chain SNAFUs. Data compiled from MIC Retail Sales Reporting System, which gathers new unit sales from the 14 leading OEMs in the country, provides a strong indicator of total sales trends. Spiking gas prices could drive this sales surge even higher this summer, which seems like a good reason to get in on the action at Amerivespa for scooter industry types. “Every year, Amerivespa, the USA’s largest motor-scooter gathering, attracts 600-800 Vespa aficionados and other scootermotorists from all across the United States (and all around the globe!) for a four-day event in celebration of all things scooter,” notes Vespa Club of America president Josh Rogers. “June 2022 we expect another extraordinary event. In our 29th year, we will be enjoying the sites and scenery of Minneapolis and St. Paul, Minnesota. Thanks to the incredible Twin Cities Scooter Collective and Vespa Club of America for teaming up!” Click here for more details: https://www.amerivespa.net/

According to the headlines in the local media, Polaris purchased the auto parts business for $675M but is selling it for $50M. “Polaris is unwinding the deal for Transamerica Auto Parts business it made under its previous CEO to concentrate on its powersports lineup,” noted the StarTribune. Polaris purchased TAP under previous CEO Scott Wine for $665 million “in order to boost its aftermarket parts and accessories business while moving into the retail business for the first time,” claimed the announcement at the time. Unwinding Scott Wine’s deal, impacts more than 100 4 Wheel Parts retail locations and TAP’s 1,700 employees also move to Wheel Pros. “We have a clear vision to be the global leader in powersports,” explains Polaris CEO Mike Speetzen. “Our decision to divest TAP better positions us to capitalize on growing consumer interest and demand for our powersports offerings.” Wheel Pros designs, manufactures and distributes aftermarket vehicle enhancements for ATV/UTVs, light trucks, SUVs and passenger cars. Founded in 1995, Wheel Pros portfolio of lifestyle brands, includes Fuel-Off-Road, American Racing, KMC and Black Rhino. Utilizing its expanding global network of distribution centers spanning North America, Australia and Europe, Wheel Pros now serves more than 13,500 retailers and is expanding its ecommerce presence.

UTV TIRE MAKERS TOLD TO SLOW THEIR ROLL Mislabeled As FMVSS Rather Than NHS The U.S. Tire Manufacturers Association (USTMA) applauds the recent information letter issued by the National Highway Traffic Safety Administration (NHTSA) advising tire dealers and distributors that some Utility Terrain Vehicles (UTV) and AllTerrain Vehicle (ATV) tires for sale in the U.S. are mislabeled and marketed as compliant with Federal Motor Vehicle Safety Standards (FMVSS), instead of categorized as Not for Highway Service (NHS) tires. The information letter issued by NHTSA on June 3, reads in part: The National Highway Traffic Safety Administration (NHTSA) has become aware of Utility Terrain Vehicle (UTV) and All-Terrain

Vehicle (ATV) tires offered for sale in the United States that are incorrectly labeled and marketed as being compliant with Federal Motor Vehicle Safety Standards (FMVSS). The Agency is providing this information for your awareness and to promote compliance within the off-road tire industry. We encourage you to share this information with other industry members and stakeholders. Over the past two and a half years, USTMA has worked with NHTSA officials to address the issue of NHS tires carrying improper Department of Transportation (DOT) marks and inappropriately marketed as regulated under a FMVSS. “USTMA members are committed to producing safe, durable and efficient tires, so we take labelling and certification very seriously,” said USTMA Senior Vice President & General Counsel Tracey Norberg. “We know off-road and all-terrain vehicles are especially popular during the summer months, so we applaud NHTSA for this important and well-timed information to help ensure consumer safety. We worked closely with NHTSA to raise this important safety issue and will assist in publicizing the information.” Although the tires were improperly labeled and marketed as being compliant to FMVSS, the designation does not apply to UTV or ATV tires because they are not manufactured for use on public roadways. The symbol “DOT” cannot appear on these kinds of tires. The advisory also says that use of language “approved,” “certified,” or “compliant” are misleading and do not apply to these types of tires.

BRIDGESTONE ROLLS OUT MAP

Bridgestone Americas announces it is implementing a unilateral minimum advertised price (MAP) policy on select motorcycle tread patterns in the United States, effective July 1, 2022. The MAP policy applies to dealers, distributors, businesses, individuals, resellers, retailers or other parties selling Bridgestone motorcycle products in the U.S. According to the tire manufacturer, the policy will apply to newer and premier Bridgestone motorcycle tread patterns, including: A41, AT41, AX41, H50, RS10, RS11, S22, T32, X10, X20, X30, X31, X40, E50, M59 and Exedra OE tires for Gold Wing. Authorized Bridgestone motorcycle distributors will contact their dealer networks directly to communicate the policy change details. For additional questions regarding the MAP policy, email: BridgestoneMoto@bfusa.com

Continued on page 14

Continued from page 13

and the OEMs. “This action taken by the FTC is a huge win for motorcycle riders,” states Mike Kennedy, President & CEO of Vance & Hines. “While we still need to see how this plays out, we anticipate that riders will have more choices in how they repair and update their motorcycles during the warranty period, which is clearly a big deal for companies in the motorcycle aftermarket, too. I hope that the “it will void your warranty” threat for someone who just wants a better sounding or smoother running Harley is a thing of the past.” Motorcycle Industry Council Government Relations head Scott Schloegel weighed in on the right to repair ramifications back in the July issue, noting the damaging effects of digital right to repair regulation or legislation would be felt across the entire powersports industry: Dealers — Right to Repair regulation or legislation would mean customers tampering with their vehicles thinking that they can fix them as well as the factory-trained dealerships can. This may result in bringing vehicles to the dealership after further damaging it and expecting you to fix it under the warranty despite possibly violating the warranty. This could create significant ill-will with consumers and raise Magnuson-Moss Warranty Act issues at a time of heightened enforcement by FTC. OEMs — Having untrained/undertrained people attempting to work on today’s highly sophisticated vehicles could potentially alter the effectiveness of high-tech safety equipment, could damage the electronics, could negatively impact emissions, could be detrimental to performance, and could result in completely unwarranted reputational damage to their brand.

FTC TAKES ACTION AGAINST HARLEYDAVIDSON

Get the full scoop here: https://issuu.com/dealernews/docs/issue_7_july/82

The Federal Trade Commission is taking action against HarleyDavidson Motor Company Group, LLC for illegally restricting customers’ right to repair their purchased products. The FTC’s complaints charge that The Motor Company’s warranties include terms that convey the warranty is void if customers use independent dealers for parts or repairs. The FTC is ordering Harley-Davidson to fix warranties by removing illegal terms and recognizing the right to repair and ensure that dealers compete fairly with independent third-parties. “Consumers deserve choices when it comes to repairing their products, and independent dealers deserve a chance to compete,” said Samuel Levine, Director of the FTC’s Bureau of Consumer Protection. “The order requires Harley to fix their warranties, come clean with consumers, and ensure fair competition with independent providers. Other companies that squelch consumers’ right to repair should take notice.” The Federal Trade Commission announced a complaint on June 23, 2022, against Harley-Davidson, ordering the company to “fix warranties by removing illegal terms and recognizing the right to repair, come clean with customers, and ensure that dealers compete fairly with independent third-parties.” Link to Federal Trade Commission Statement: h t t p s : / / w w w. f t c . g o v / n e w s - e v e n t s / n e w s / p r e s s releases/2022/06/ftc-takes-action-against-harleydavidson-westinghouse-illegally-restricting-customersright-repair-0 Right To Repair has been a lightning rod for several industries, particularly powersports where it has galvanized the aftermarket

DEALER NEWS: SMITH SELLS SIX STORES

Everything is bigger in Texas, even the deals. Serial entrepreneur Adam Smith has sold six of his Lone Star State dealerships to a new holding company called Navigant Motor Group. Included in the deal were Smith’s six franchised dealerships: flagship Texas Harley-Davidson in Bedford; Texoma Harley-Davidson in Sherman; Lumberjack Harley-Davidson in Nacogdoches; Roughneck HarleyDavidson in Longview; H-D Waco and Texarkana Harley-Davidson. The deal also includes Lucky Penny Cycles in Bedford and Houston, which specialize in pre-owned motorcycles. “I’ve been in this business 31 years — that’s a lot of friends, motorcycles and rides,” says Smith. “I started with one 6,000 sq./ ft store with 6 team members and grew to eight locations with more than $100 million in annual revenue. I accomplished what I set out to accomplish in this industry. This is the right partner and the right time for me to find out what might be next in life for me and to take a back seat for once.”

Smith, 48, opened his first dealership in Grand Prairie, in 1996, making him the youngest person to own and operate a HarleyDavidson dealership at the age of 22. In 2017, he opened Texas’ largest Harley-Davidson dealership: Texas Harley-Davidson is 72,000 sq./ft. on six acres with two separate showrooms. His dealerships have earned multiple coveted Bar & Shield awards and Smith also served as the 2018 Harley-Davidson Dealer Advisory Council president, representing the approximately 675 Harley-Davidson dealers across the nation. The sale to Navigant Oak represents one of the first dealership acquisitions by a financial buyer in the Harley-Davidson arena. The Motor Company has historically prevented private equity investors from acquiring dealership franchises. However HarleyDavidson recently relaxed ownership restrictions to facilitate growth. Navigant Oak (NavOak) is a private holding company for a southeast Michigan family’s portfolio of investments. They specialize in working with owners who are exiting companies while working to maintain the longevity and commitment to the business the owner originally created. Navigant Oak currently

has holdings in several industries including aerospace, HVAC, real estate, transportation, retail, industrial equipment, power generation, business services and automotive supply. “Navigant Oak was the best cultural fit for Calculated Risk and I appreciate that they are a family company,” notes Smith. The sale allows Smith to retain 20% ownership of all dealerships, as well as a seat on the board of directors. The sale closed May 16. The existing dealer leadership team will remain and continue to be a driving force for the company. NavOak’s leadership will include managing partners Ethan Allen and Aaron Cozart under the guidance of the company’s Principal Greg Boll. “Navigant Oak is excited to partner with Adam Smith and the incredibly talented team he assembled at each dealership location,” adds Allen. “To propagate the legacy of the iconic Harley-Davidson brand is a thrill for our team.” “Harley-Davidson is an iconic American brand with a promising future. As technology and customer desires evolve, the Navigant Motor Group intends to embrace and capitalize on H-D’s roots along with new ingenuity to create significant growth opportunities for all stakeholders – the dealer, the manufacturer and especially the customer,” claims Cozart.

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Brought To You By MotorcycleIndustryJobs.com Dealers in the Phoenix/Tucson area are now being called on by Stofle, who knows the drill having spent the past 22 years managing parts and inventory for several Harley-Davidson Dealership locations in California. He says he grew up racing BMX and dirtbikes which transitioned to Harley riding, and ultimately a career. In his free time, Stofle enjoys racing Nitro offroad 1/8 scale remote control cars.

The Wild, Wild West has a new star as veteran off-road racer Chris Moody has become a road rep for Parts Unlimited. As the newest sales rep for the Southwest region, Moody will be calling on dealers throughout Nevada and Arizona. While the gig may be new, the territory is familiar as Moody has extensive racing experience throughout the region including AMA D37, Big 6 NCGP, Score Baja and Best In The Desert events. His industry experience includes marketing photography/video as well as advisory roles in service, custom fabrication and as a Pee Wee Motocross instructor. In his down time, Moody enjoys mountain biking, photo/videography, street/dirt riding and playing guitar (just don’t ask for any Moody Blues).

Also new to the LeMan’s Corp. family on the western frontier is Drag Specialties latest road warrior, Nick Stofle. V-Twin

Banana Splits Buggy builders ODG have added the legendary Joey Hallstrom as Product Manager for its ATVs, UTVs and amphibious Xtreme Terrain Vehicles (XTVs). Based in Thief River Falls, MN, Hallstrom will be working with a multitude of groups from both the Canadian and US operations on product development, channel strategies and promotions. “I immediately saw a spark and positive energy in everyone,” says the snowmobile industry Hall Of Famer. “Seeing how far ARGO has come in the last few years and where they want to go, I couldn’t be more excited to be part of that. Plus, there is a whole group of hard-working people up in Ontario that I’m looking forward to collaborating with.” Finding his place early in life, Hallstrom’s impressive tenure at Arctic Cat had him wearing many hats, from race manager, to product manager, business development manager and ending as an industry relations manager. “Joey’s experience in powersports, product management, and international affairs make him the perfect fit for this position,” adds ARGO CEO Brad

Darling. After getting acquainted with the upcoming MY23 product, Joey will transition to the “what’s next?” for ARGO.” The MY23 ARGO product launch is currently slated to be released in late summer of 2022.

Our friends at Powersports Business have hired Madelyn Hubbard as associate editor, handling a variety of content roles. “We’re excited to have Madelyn join the team,” says PSB Content Director Dave McMahon. “Her storytelling talents will be apparent on the pages of the magazine, in our e-newsletters and at our in-person events. Yes, it’s quite a fit indeed and one that we believe will benefit Madelyn, our team and the industry as she embarks on her career.” Hubbard is a 2022 graduate of Arkansas Tech University in Russellville, Arkansas, with a B.A. in Journalism and a minor in Communication. She brings a variety of experience and large dose of enthusiasm to the role. Her parents, Glen & Missy Hubbard, established Hubbard Powersports in their hometown of Russellville in 2000. Needless to say, Madelyn knows her way around a dealership. “I grew up riding fourwheelers and side-by-sides,” she says. “As this is my first full-time job, I am grateful and absolutely thrilled for the opportunity to join the Powersports Business team and get to know the powersports industry!” Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

Speaking of media types, Cycle Wo r l d E d i t o r- a t- L a r g e B l a ke Conner has hit the road… figuratively speaking. “Almost through week one officially with Cycle World and parent company Octane. After three months of freelance, it’s a huge relief to be back full time and I’m totally stoked to be writing and editing stories about motorcycles — and eBikes! — again. If one thing was a positive takeaway from COVID, it’s that fact that remote work is now the norm, opening the door for me to stay in Colorado and work for CW. See ya around…”

Long-time BMW guy Bobby Brown moves from Motorrad to Motos America, effective immediately. “Welcome to the fast-paced motorcycle industry,” says Brown. “Today I start a new role with Motos America as Director of Sales. I like to call it a power-up on my prior and continuing role. Now my focus is on new and pre-owned inventory working directly with BMW, Triumph and Ducati. While at the same time, managing our dealerships’ sales departments with the Motos America Team. I will still be on the hunt for that perfect preowned inventory. “Live the passion, Take the Ride!”

base, are expected to continue to add to their aggregate market share in the coming years, and we expect to help that happen,” adds Odwarka. “The low number of BMW, Ducati and Triumph motorcycle dealers nationally dampens intra-brand competition and supports margins… BMW, Ducati and Triumph, each have a total of less than 160 dealers in the U.S. This is as opposed to the four Japanese motorcycle brands ( H o n d a , S u z u k i , Ya m a h a a n d Kawasaki) and Harley-Davidson each having between 600-1,500 domestic dealers.”

Earlier this year, Salt Lake City-based Motos America Inc. announced that former BMW Nor th America and Husqvarna executive Kris Odwarka had been named president. Motos America closed its first round of financing, raising $5 million from private investors. The company plans to use the proceeds of this offering for working capital to expand its base of luxury brand motorcycle dealerships across the U.S., including the acquisition of three dealerships in Florida: Motorcycles of Orlando, Motorcycles of Tampa and Motorcycles of Daytona. “We are well on our way to achieving our dealership acquisition target,” said Vance Harrison, CEO of Motos America and a dealer principal in his own right: Dealernews profiled his Harrison Eurosport dealership in December 2018: ht t ps:// issuu.com/dealernews/ d o c s / 91 0 2-1 5 4 5 5 8 9 8 4 3 / 1 8 “The company sees a particular opportunity in BMW, Ducati and Triumph motorcycle dealerships,” foresees Harrison. “These luxury brands, with their well-heeled customer

Jamie Evans jumps ship from Harley to join Mercury Marine. Mercury Marine is pleased to announce and welcome Jamie Evans as vice president of marketing. Jamie joined Mercury from Harley-Davidson where she was the general manager of retail sales marketing. In her new role at Mercury, Evans will lead all aspects of our marketing organization. Her responsibilities include advancing a comprehensive global strategy that develops, adopts and builds on best practices. “We couldn’t be more excited to have her on the Mercury team,” says the marine “Motor Company.” A D1 soccer player at Bowling Green, Evans started with Harley-Davidson back in January of 2019. Prior to that she was Director of Marketing Communications for the faucet folks at Kohler.

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THE WOLVERINE WAY

Doing The Right Thing In This Michigan Dealership By Mark Rodgers

n 2001, prompted by a friend’s out of the blue phone call, Chuck Riley and George De La Nuez applied for and were ultimately awarded a new Harley-Davidson point in Clinton Township, Michigan, just north of Detroit. Today, Wolverine Harley-Davidson is one of the most highly regarded HarleyDavidson dealerships in the country. As a result of their commitment to their employees, their community, and most importantly, their customers. The crew at Wolverine HarleyDavidson has a culture like no other, as they like to say, It’s the “Wolverine Way.” In this episode, I’m pleased to bring you Wolverine owner and operator George De La Nuez. What is your origin story? How did you come to the Harley-Davidson business? I’ve been in love with two wheels my entire life as far back as I can remember, bicycles, mini bikes, dirtbikes… I was on a road bike when I was 14 years old. So my love for two wheels has always been with me. I graduated to Harleys when I was in my 30s. My mentors — I have been blessed with two great mentors and friends — Scott Morrison, and Chuck Riley who is my partner now — are Harley enthusiasts. One day, while working for Chuck as a general manager at his Chrysler Jeep store, a friend of ours called. He was a Harley owner in Michigan and said, “Listen, I just found out that Harley-Davidson is awarding a new point in your area and I think you guys are the perfect candidates.”

We went for it almost immediately. We’re enthusiasts, we have a love for motorcycling. I remember, it was May 31 of 2001 when I went to Juneau and gave my presentation… I remember that day because it was my daughter’s eighth birthday party. She didn’t want me to leave. So we had to fly to Milwaukee, give the presentation and fly back. To make a long story short, we were awarded the point. We opened in September of 2002 — that was 20 years ago and here we are. You’ve been rocking ever since! Don’t you just love how sometimes serendipity plays out. Do you think you would have ever actively sought a Harley point if it wasn’t from your friends prompting?

I had been in the car business for a long time, so we weren’t even considering it. But yes, that call changed our lives… And it changed mine. Greatness requires significant effort and sacrifice. I’ll never forget the one dealer meeting where Jerry Wilke was talking about a similar event where he had to leave and his daughter was in the driveway and her bicycle was broken. She asked him if he could fix it, but he had to leave to attend this very important dealer meeting. That immediately came to mind when you talked about your sacrifice asking your daughter to understand that you needed to be apart for her eighth birthday. Do you find that you have to sacrifice — or ask people to sacrifice things in their personal life — in order to be successful at Wolverine? Good question: I like my employees to have balance, I really go out of my way so they have the proper time off. I understand. I know that it’s very, very important to balance your life and, you know, be with your family and recharge your batteries. And you can’t, burn people out. Right. And I tried again to do it, I have a tendency of being a workaholic. And I’ve kind of pumped a brake on that a little bit because you got to set an example. But at Wolverine, I think people just jump in when we need to jump in, I think that we’ve become very resilient, very roll-up-our-sleeves and we deal with whatever comes our way. Keep a very positive attitude, and focus on the things that are important, not the things that aren’t. As we were talking before I clicked record, your people just love you… they’re mad for you. So it’s no great leap to think you know there are times of intentional imbalance which, face it, there are — this is a seasonal business. You’re in Michigan, just north of Detroit, where your summers are what, about four weeks? There are times when it’s all hands on deck! Yet your employees say you are right there with them. Why do you think that’s so important? It is what I love to do… and by the way, my people love me as much as I love them. It is a two-way street, I think it’s the perfect Harley-Davidson ownership model. I’m here because it’s what I love doing… I love riding, I love being with my customers, I love being with my employees. You know sometimes when I try to take a day off, I kind of gravitate back to the store! I love my team. My daughter is a prime example, we spoke about her being 8 when we started this, now she is a manager. How cool is it to see and interact with your kid? It gives me great joy to give back to my community — it’s important to my customers that I’m here and that I’m available to them, so that’s why it’s important to me.

We have a Ride For Freedom that we’ve been doing for 20 years and it benefits our veterans. We’ve been awarded the Governor’s Award here in Michigan for our work with foster children. We work with the Rainbow Connection which gives wishes to terminally ill kids. My daughter is very close to them. It’s the relationships we’ve formed. I went online and checked you out and there was a segment on the greatest sale. Your story was about this gentleman who was down on his luck. He didn’t have much, but you went in the back, found a dependable used bike, dusted it off and made it possible for him to purchase it. You didn’t make much money, but you earned his delight, and you set him free. Just the fact that made you very happy. So I’ve got a story for you. It’s not my greatest sale, but one of my greatest moments here. I had a very loyal customer for years, unfortunately he passed away. A few months later his widow came in and told my salesperson, “I want to sell my late husband’s bike.” The salesperson went through the motions in our process, then came to me. He said, “you know, boss, so and so’s widow is here and she wants to sell his bike.” I did the numbers myself, and I put in the retail amount… and then I added a little bit because it’s the right thing to do — That’s the Wolverine way. I went back to her to share the numbers personally. So I sat down and told her how sorry I was for her loss. And I wanted to assure her that we would do the right thing. But before I could say a word, she said “Stop. You don’t have to explain a thing. The number is fine. You don’t have to explain anything... Let me tell you a story, years ago my husband told me, ``If anything ever happened to him,” — I get teary eyed just talking about it — “He told me to bring the bike to you and you would do the right thing.” That is one of my proudest moments.” Continued on page 22

With Wolverine, what dealership accomplishment are you most proud of? That’s a pretty unfair question. There’s so many accomplishments. I’m so indebted to my team. I’m so indebted to my customers and I’m so indebted to my community. All right, well then take two or three… Let’s just go right to reputation: We are an exemplary HarleyDavidson dealership — you can ask our customers, you ask our competitors or you can ask The Motor Company. We are blessed to be able to give back to the community. The Bar & Shield gives you the power to give back as it attracts people and it really helps charities and benefits with their causes.

JUNE 2022

Continued from page 21 It’s a wonderful feeling that people know what you’re about… that’s quite a responsibility to live up to that reputation and to keep doing the right thing. It is also about relationships. I get a sense that far too often we’re losing these sorts of connections in dealerships that you’ve just described. We are moving to a much more transactional industry these days. It is almost becoming more and more automotive. Are you seeing that in conversations with your fellow dealer principals? Yes, these are changing times. Everybody’s trying to do the right thing. The Motor Company is trying, I truly believe, to find its way and do the right thing. I don’t need to tell you we all have global issues… we’re dealing with a lot of things but yes, I believe the true dealer, owner operator is what really makes HarleyDavidson special. We’re passionate. We ride with you. We spend time with you. We take care of you. I think that we go through different phases, but we always end up back at that structure. And I’m fairly confident that we will succeed. I think that’s what fuels the brand, as Willie G used to say, “we ride with you.” There is this other trend right now, the ever-growing dealer groups. It seems like some folks are playing Monopoly — they want to get as many spaces on the board as possible. I’ve got great friendships that are with dealer groups, and no two dealer groups are created equal. By the way, I’m on the Harley-Davidson Dealer Advisory Council, so I’m very familiar with dealer groups. They run some dealer groups beautifully. Mike Davis is one… Ozzy Gigilio is another. I don’t have anything against dealer groups. I’m just saying that the way I’m built, my love, my passion is not having a major corporation to worry about, but about having fun with my customers and to be here for my employees. So let’s talk more about that. Wolverine is an incredibly values-based group. Why is that so important to you? There’s nothing more important than that. To me, it’s part of our culture… there’s many things that make our culture what it is. First of all, you have to lead by example. I instill that in my management team and my leadership team. Hypocrisy is expecting others to do what you yourself were not willing to do. So if you don’t lead by example, no matter how much you beg, how much you ask people or not, they may do it in front of you. But soon as you turn your back, they’re going to do the wrong thing.

If you can envision the traditional org chart, and then invert it, that’s what Wolverine is all about. The customer is, of course, the boss. And I am all the way at the bottom. I support my managers going up and they support their people in the front line. Our front line is basically right under the customer, so we have to give them all the support we can, as well as mentor and train them. We have to give them everything they need and love them the way we want them to love the customer. I believe culture is a living, breathing thing. I believe culture is as a result of what you’ve been in the past; what you are right now; and your goals and thoughts of the future. I want you to put another visual in your head. Envision a pavilion. Let’s say it has a roof and four pillars. Below it all, it has a foundation down beneath. Our guiding principle is the first pillar, okay? Our guiding principle is to treat every guest and each other with integrity and appreciation every time. That means do the right thing. Doing the right thing is not politically motivated, it’s not money motivated, it’s not pride motivated, doing the right thing is doing the right thing. I want you to be thankful for each other, for what we have. And be thankful for our customers. After you envision that first pillar, the second pillar has to do with our mission. Our mission statement is to listen. We will listen to our customers daily and through their eyes, view our dealership to make the necessary changes in policy to be the best Harley-Davidson dealership in the world. I didn’t say the biggest I said the best. I believe those two pillars are extremely important.

We serve of course, and we have daily disciplines. That’s the third pillar, by the way. We have our daily disciplines, which are based on our integrity and appreciation. So we see someone outside, we open the door. We close only when the last customer is served. Our music is never turned off and the lights are never dimmed… ever experienced that? A customer will ask us what time do you close? And we’ll answer, “Well, we’re scheduled to close like an hour and a half ago!” The changing point in my life is when I took all this stuff out of my head and shared it with everybody. You can call the dealership right now and talk to a technician, talk to the receptionist, go to a salesperson— they will recite our guiding principles and they’ll recite our mission statements. The daily disciplines. Still waiting for the last pillar? The last pillar is our sales steps. Every firm has sales steps, we use the acronym “PERFECT” 1) Point of contact 2) Establish relationship. 3) Recognize customer needs. 4) Find the customer5) Establish ownership 6) Close and 7) Thank customer for life. Again, every salesperson will recite that and then go into more elaborate detail. We train on this. All these things are all contained in a little pocket manual. It’s part of your uniform and everyone has it on them… even me. It’s always with you. It’s part of your uniform. It’s part of the dress code. I love this. For years I’ve tried to get my hands on one of those cards. But to your larger point, you believe that it’s harmful for dealers to just copy other dealers’ practices, you believe they’ve got to come organically. That’s what you were talking about before I so rudely interrupted. So tell me why you think that’s key? It was developed by our team, and there’s total buy-in by our entire team. We all worked on it together and this trifold has changed many times. These processes aren’t etched in stone, we change them, if somebody shows me a better way. We have continuous training, if a trainer comes in and shows us a better, smoother way to take good care of our customers, we immediately adjust. Everybody has to be part of it. It’s all about creating that organic commitment. For example, we have a facility tour, which is part of establishing a relationship. We have a history wall, it tells you specifically where to go, what to do and how to explain things and how to introduce that to every employee. That is why something that has to be unique to your store. And that’s why Harley stores are special. They’re all unique. They’re all special. Every time you go somewhere, you find something cool to talk about, and ride to. That is the “roof” of our pavilion. It is how we keep each other covered is basically our job description, your part in the process. Underlying it all is the foundation: Team Wolverine. We believe in the team first. In order to make this team first concept stick, there has to be continuous communication. So we have a yearly off-site, where we get together, we strategize. We plan the future, we set our budgets, and we set our goals. That’s our song sheet for the entire year. It is adjusted like everything else, and we have a weekly general meeting. I recommend that you start weekly with everybody in the whole dealership. Then of course, there’s the team meetings that go on every day to check the trends, potential problems and progress toward goals. There is one thing that you do that I have never seen in my 35 years in this industry: you have a “no gossip” policy. Let me tell you about the gossip policy. This is something that I read probably 13 years ago and it was Dave Ramsey’s book, EntreLeadership. https://www.ramseysolutions.com/

store/books/entreleadership-by-dave-ramsey I was just fascinated with it. I incorporated it into our guiding principles because it’s the right thing to do. Gossip is divisive. It hurts the team. It’s cruel. The Bible mentions how divisive and cruel it is… Yet, we all do it. I think gossiping is unstoppable. I really do. But what the policy does is it brings attention to how destructive gossip is. The policy gets people to think about gossiping even if it’s unsolvable. I think it’s just something that’s deep-rooted in humans. But I’m slowing it down. Will I enforce it? Yes, it is a zero tolerance policy. Have you ever had to enforce the policy and fire someone for gossip? I haven’t had to enforce that specific policy, but it has certainly been part of why some people are not working here. The biblical reference is interesting, because the Bible really considers gossip to be “murdering of a person’s character” — it is really where a team starts to fall apart, isn’t it? Absolutely. I’m reading Proverbs now and Solomon tells you how horrible it is many, many times. And gossip is really not necessary. My policy basically gives you guidelines on what to do if you have a problem with somebody. Rather than gossip, it tells you to be a good friend… go to that person, explain to them what they are doing is upsetting to you. You tell that person to their face. If that doesn’t work, then you go to your department manager, talk to them, see if it can be resolved. If that still doesn’t work, just come to me. Culture… it can be described as how things get done in an organization. How you do what you do, gets aggregated onto the back of your baseball card stats. It becomes your reputation. The late Peter Drucker, the father of modern management, once famously observed, “Culture eats process.” I don’t know about you, but I certainly learned a thing or two about creating and sustaining culture after hearing George talk about the Wolverine Way. So until next time, go sell something, will you!

44660 NORTH GRATIOT AVE CLINTON TOWNSHIP, MI 48036 Phone: (586) 463-7700 www.wolverinehd.com JUNE 2022

shown our support since opening our doors in 2002. We hope this illustrates our passion for all members of our armed forces, both active duty and retired: • Annual Ride For Freedom (20 years running) has generated more than $750,000 for worthy causes. Funds from this have been donated to the Army Garrison at TACOM in Warren Michigan and the VVA Chapter 154 so that the Chapter can continue their work to assist all Veterans in need.

ABOUT US

hat began as a dream for two businessmen in 2001 is now 42,000 sq./ft. of Harley-Davidson reality. When Chuck Riley, owner of Parkway Dodge Chrysler Jeep and his General Manager George de la Nuez submitted their proposal for Southeast Michigan’s largest Harley-Davidson dealership, The Motor Company accepted and Wolverine HarleyDavidson was born. Soon after their Business & Marketing Plan was chosen, construction began. Rembrandt Construction broke ground in mid-November of 2001 after the four old farmhouses on the 3.67-acre site were demolished. Less than 10 months later, the new 42,000 sq./ft. building designed by Cityscape Architects was complete. The twostory, red brick structure recalls the historic Milwaukee motorcycle factory with its limestone details, metal overhangs and large glass windows. Designed to be both functional and beautiful, the addition to the Harley-Davidson family is more than just a store. Creating more than 50 new jobs in the heart of Clinton Township, Wolverine Harley-Davidson has not only added economic stimulation to the area but has provided motorcycle enthusiasts with a much-needed resource for all of their riding needs. Developed with the rider in mind, Wolverine Harley-Davidson makes the customer the number one priority. The 14,000 sq./ ft. Service Department and 13,000 sq./ft. showroom stocked with P,G&A, new and used motorcycles, is equipped to take you straight from your oil change to your riding gear. All of us here at Wolverine Harley-Davidson are proud of our military personnel and veterans and we thank them every chance we get,” says George De La Nuez. “We have staff members who have served in the military. We have numerous events honoring veterans and we invite veterans in for free meals. This is just a brief summary of some of the ways that Wolverine Harley-Davidson has

• U.S. Army Garrison at Selfridge Air National Guard Base has also benefited with proceeds used to assist the children of deployed soldiers. Wolverine Harley Davidson also works with SANGB to assist families of deployed Airmen. • Wolverine Harley-Davidson has contributed more than $15,000 to Vets Returning Home, and a Manager at Wolverine is a Board of Director for VRH. Contributions have been made to the Veterans Recreational Fund, which is used to take wheelchair-bound veterans who are permanently housed in the VA Hospital to various recreational events throughout the area. • Wolverine Harley-Davidson contributed funds towards the construction of the Macomb County Vietnam Veterans Memorial which bears the names of 149 young men who did not return from Vietnam. • Wolverine has provided funds and volunteer time to the Macomb County Veterans Treatment Court. • Staff and members of the Wolverine Harley- Davidson H.O.G. Chapter go to the John Dingell VA Hospital yearly and spend a day with the Veterans there. We also escort the VA Hospital Bus to Wolverine Harley-Davidson where we serve them lunch and entertain the Vets for the day. • Deployed Military personnel can store their bikes free of charge. Military personnel are also awarded 2 rewards points for every dollar spent.

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THE SPORTSTER IS DEAD, LONG LIVE THE NIGHTSTER “

he Nightster is an instrument of expression and exploration, underpinned by performance,” said Jochen Zeitz, Chairman, President and CEO of HarleyDavidson in launching the next generation of Sportster. “By building on the 65-year Sportster legacy, the Nightster provides a canvas for creativity and personalization, offering the ultimate platform for customization and expression for new and existing riders.” “The 2022 Harley-Davidson Nightster model starts a new chapter in the Harley-Davidson Sportster motorcycle story – a leap forward in performance and design while remaining an accessible entry point to motorcycling and the brand,” is how the official announcement reads. “This all-new motorcycle combines a classic Sportster model silhouette with the on-demand performance of the new Revolution Max 975T powertrain and a host of contemporary electronic rider aids and features.” The heart of the matter for the Motor Company’s Nightster is the liquid-cooled, Revolution Max 975T — a 60-degree V-Twin which Harley claims has a torque curve that stays flat through the broad powerband. “Engine performance designed to deliver strong acceleration and robust power through the mid-range. The length and shape of the intake velocity stacks, combined with the airbox volume, are tuned to maximize performance across the engine speed range. The profiles of dual overhead camshafts and Variable Valve Timing phasing on the intake valves are designed to match the performance of this engine.”

Revolution Max 975T Engine Specs Displacement 975cc 90 HP (67 kW) @7500 RPM 70 ft. lbs. (95 Nm) peak torque @ 5000 RPM 97mm bore x 66mm stroke Compression Ratio 12:1 Low seat height of 27.6 inches and a suite of safety features are intended to make the Nightster approachable to new riders, while the 975cc engine and taut suspension and mid-range torque should keep more seasoned enthusiasts intrigued. The Rider Safety Enhancements* by HarleyDavidson are electronic and utilize the latest chassis control, electronic brake control and powertrain technology. Its three elements are: • Antilock Braking System (ABS) Designed to prevent the wheels from locking under braking and helps the rider maintain control when braking in a straight-line, urgent situation. ABS operates independently on front and rear brakes to keep the wheels rolling and prevent uncontrolled wheel lock. • Traction Control System (TCS) Designed to prevent the rear wheel from excessive spinning under acceleration. TCS can improve rider confidence when available traction is compromised by wet weather, an unanticipated change in the surface, or when riding on an unpaved road. The rider can deactivate TCS in any Ride Mode when the motorcycle is stopped and the engine is running. • Drag-Torque Slip Control System (DSCS) Designed to adjust engine torque delivery and reduce excessive rearwheel slip under powertrain-induced deceleration, which typically occurs when the rider makes an abrupt down-shift gear change or quickly reduces the throttle while on wet or slippery road surfaces.

The Nightster also offers selectable Ride Modes consisting of a specific combination of power delivery, engine braking, ABS and TCS settings. The right-hand MODE controller can change the active ride mode at the touch of a button. Road Mode is intended for daily use and delivers balanced performance. This mode offers less-aggressive throttle response and less mid-range engine power than Sport Mode, with a higher level of ABS and TCS intervention. Sport Mode delivers the full performance potential of the motorcycle in a direct and precise manner, with full power and the quickest throttle response. TCS is set to its lowest level of intervention, and engine braking is increased. Rain Mode is designed to give the rider greater confidence when riding in the rain or when traction is otherwise limited. Throttle response and power output are programmed to significantly restrain the rate of acceleration, engine braking is limited, and the highest levels of ABS and TCS intervention are selected. The Nightster model is arriving at authorized dealerships globally back in April. Base MSRP is $13,499 (Vivid Black) and $13,899 (color options).

“Harley-Davidson delivered a solid third quarter and we have seen many of our Hardwire strategic initiatives perform well, providing encouraging initial proof points of our five-year strategy,” adds Zeitz. “Our teams continue to work to mitigate the impact of the ongoing supply chain challenges that our sector faces, however our performance underlines that we are on course to deliver our long-term Hardwire strategy.” See Harley’s Investor Relations report here: https://investor.harley-davidson.com/staticfiles/93f83c58-db9e-4137-8c00-6a52bbf2c66e

PARADIGM SHIFT FOR HARLEY-DAVIDSON? The Motor Company Changes Gears

arley-Davidson has been the #1 producer of heavyweight motorcycles (over 600cc) for a generation. Prior to the Financial crash in 2008, there were approximately 543,000+ heavyweight motorcycles sold in the U.S. and Harley had a nearly 60% global marketshare in the category. Then things motorcycle sales softened, Harley’s Baby Boomer customer base began aging out of the market, the competition became stronger, management became fractured and the mighty icon seemed to be stalling out. By 2020, retail sales of Harley-Davidson motorcycles in the United States dropped 10.3% in the third quarter alone compared to 2019, while the company’s share of the 601+cc market dropped dramatically in Q3 to 41.4% from 49.8% a year ago. Worldwide, Harley-Davidson sales in Q3 were off 8.1%. Then came the pandemic, coinciding with Jochen Zeitz taking over from Matt Levatich. The focus shifted overnight and in the past two years the company has made such dramatic moves as making the LiveWire a standalone brand and completely transforming the Sportster, the brand’s global sales leader. HARLEY DECLARES VICTORY By the end of Q3 2021 Q3 CEO Jochen Zeitz was ready to declare victory for Harley-Davidson. “Today we shared our Q3 2021 financial results, in addition to providing proof points to our Hardwire strategy. As we continue to enhance our position as the most desirable motorcycle brand in the world, the efforts of our entire global team are demonstrated by our solid results this quarter.” Driven by growth in the motorcycle sector, Q3 consolidated revenue was up 17% versus Q3 2020. Total net income growth of 36% was driven by growth across both the Motorcycles and the Financial Services segments. In fact, Financial Services segment operating income growth was $15 million in the quarter alone.

REWIRING THE SPORTSTER This shift in fortune can be attributed to an overall surge in motorcycle sales since the pandemic began, but specifically in Harley’s case, an argument can be made for the results being buoyed by the Hardwire strategy Zeitz implemented in place of the re-wire approach under Levatich. The longest model in production at Harley-Davidson, the Sportster mirrors the fate of the brand, and it was this platform that Zeitz chose to transform in the spring of 2021. The King Is Dead, Long Live The King? According to The Motor Company, a new chapter has opened in Harley-Davidson’s longest-running family, powered by the all-new Revolution Max 1250T. “To call it the ultimate Sportster is an understatement. A legacy born in 1957, when the KH was replaced by the XL, the Sportster has inspired racers, builders and riders for generations. Today Sportster is reborn: delivering on a new promise of performance in a way only Harley-Davidson can do.” “The Sportster S is the next all-new motorcycle built on the Revolution Max platform and sets a new performance standard for the Sportster line,” said Jochen Zeitz, chairman, president and CEO, Harley-Davidson. “This is a next generation Sportster defined by power, performance, technology and style. And it’s part of our commitment to introduce motorcycles that align with our strategy to increase desirability and to drive the legacy of HarleyDavidson.” Believe the hype? “The Harley-Davidson Sportster S model is an all-new sport custom motorcycle designed to deliver a thrilling riding experience and ushers in a new era of Sportster performance. A 121-horsepower Revolution Max 1250T V-Twin engine puts the Sportster S rider in command of unrelenting, on-demand torque. A taut, lightweight chassis and premium suspension deliver responsive, intuitive handling. From stop light to stop light, and corner to corner, the Sportster S model offers riders extraordinary power and performance and creates a new standard for the most enduring Harley-Davidson model.” “Every visual design element of the Sportster S model is an expression of the motorcycle’s raw power,” added Brad Richards, Harley-Davidson VP of styling and design. “This is a wolf in wolf’s clothing.”

WHAT THEY SAID Reinventing an icon is never easy, and the Sportster is about as iconic as a motorcycle can get. Introduced in 1957, the Sportster is old enough to qualify for Medicare, and it’s the longestrunning model family in the 119-year history of Harley-Davidson. Thanks to the RevMax platform, the Sportster S and Nightster have reclaimed a reputation for performance... The Nightster is more familiar, more accessible, and has stronger links to the long history of Sportsters. Both are taking Harley-Davidson in a bold new direction. ~ Greg Drevenstedt, Rider It’s a completely new motorcycle that has almost zero in common with the outgoing Sportster, but the design and engineering teams knew (along with everybody else on the planet) that they needed to retain some Sportster character… It’s a shame they mostly kept some of the worst Sportster characteristics, but there it is: There’s not enough wheel travel out back, and forward foot controls are not as good for most people… I only rode the bike for one day, so don’t hold me to this. But I think the Revolution Max might not just be my favorite Harley engine, it might be my new favorite motorcycle engine. And the rest of the new Sportster S isn’t far off the pace, including its standard cruise control. I take back all the nasty things I’ve said about lame Sportsters over the years. This one makes up for all of them, and it only took H-D 30-some years to get it right. ~ John Burns, Motorcycle.com The Competition: The Indian Scout is the obvious benchmark here as a liquid-cooled, fat-tired, 100-horsepower middleweight cruiser made in the United States. The Sportster S brings 20 more horsepower with 60 pounds off the Scout’s curb weight, although the Indian is about $3,000 cheaper. Harley shortens that price gap with the S’s advanced electronics and the rowdy Revolution Max. Other contenders include the Honda Rebel 1100 ($9,299) and maybe some Eurobikes, like the Ducati X Diavel or the Triumph Bobber. More Sportsters will follow because Harley understands, as the automotive world has shown time and time again, that a legacy nameplate is priceless, even if the sequels are multiple degrees of separation from the source. ~ Andy Greaser, Common Tread An era ended at iconic American motorcycle maker Harley-Davidson on Tuesday, but as happens so often, a new and hopefully better chapter also began.Bottom line: This is arguably a return to form for the Sportster, which was originally added to the lineup way back in 1957 as a leaner, meaner, faster and more sporting alternative to the larger, heavier and more expensive cruisers. Over time, the big bikes received most of the tech updates and performance boosts; now, that trend has come full circle as it were with the new Sportster S. ~ Bill Roberson, Forbes

JUNE 2022

MAY ‘22 VS. AVG OF PRIOR 3 MONTHS

-5%

-4%

SNOWMOBILE

PWC

SIDE X SIDE

ATV

DUAL SPORT

-1%

-2% -6%

-5%

-10%

-11% -15%

-18%

-20%

MAY ‘22 VS. MAY ‘21

15%

SNOWMOBILE

PWC

20%

SIDE X SIDE

AVERAGE WHOLESALE PRICE CHANGE

14%

10%

5% 0% -5% -10% -15%

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

SPORT

-1%

ATV

Even with mild softening in May, AWPs were well above 5-year trends in most major categories. Mileage shifted lower, and overall age trended up, which isn’t uncommon for this time of year. In general, we see pricing and dealer behavior following more normal seasonal patterns. Even though new inventory remains tight, we expect price softening to continue into June and July. When inflation and gas prices impact retail powersports sales, bigger price adjustments will occur.

Ending Spring Stride

DUAL SPORT

May mileage trends shifted in the opposite direction from prior months, with average mileage in the On-Road segments dropping for the first time in a while. The average model age of units continued to increase. Metric Sport and Metric Cruisers continue to represent a greater share of overall auction sales, a trend we’ve seen building over the last 6-8 months. While Metric product continues to grow, Side x Side volumes are steadily decreasing as a percentage of the total. As new Side x Side inventory continues to be hindered by supply chain issues, consumers and dealers are keeping and sourcing more used UTVs.

SPORT

Mileage Trending Down, Age Up

10%

METRIC CRUISER

In May, On-Road and Off-Road categories both experienced subtle dips in Average Wholesale Pricing (AWP) compared to previous three-month averages. Sport Bikes fell the most in the On-Road segment, decreasing by 3.5%, with MX seeing the most significant change in the Off-Road categories at -5.9%. When comparing YoY numbers, Sport Bikes actually saw a strong increase, up 5% in AWP, with Off-Road pricing producing mixed results.

DOMESTIC CRUISER

Soft Pricing May

METRIC CRUISER

MAY AWP IN REVIEW

DOMESTIC CRUISER

AVERAGE WHOLESALE PRICE CHANGE

-1% -7% -12%

-9%

-11%

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Dealernews Research By Lenny Sims

BY THE BOOK

J.D. Power Valuation Guide Powersports Market Industry Overview

nprecedented demand and supply chain problems caused a run on used units, which resulted in a need for more service work across the board. Vehicle owners say the ease of doing business with an aftermarket service facility is a key reason they choose them rather than a franchised new-vehicle dealer for some types of service. According to the J.D. Power 2022 U.S. Aftermarket Service Index (ASI) Study, franchised facilities hold an advantage in consumer perception with one notable exception: customers say aftermarket service providers are easy to do business with, outperforming dealer service facilities specific to general maintenance, tire replacement and oil change services. “During the depths of the pandemic, many dealers increased emphasis on their service business,” said Leonard Martin, director of automotive retail at J.D. Power. “To remain competitive, independent service providers must understand that it’s important to build on the competitive advantage of being easier to do business with — which is something franchised dealers typically fail to communicate to their sales and service customers. This facet of the business includes location, hours of operation, scheduling procedures and overall friendliness. Customers want to be acknowledged immediately and then served hassle-free.”

The study, now in its third year following its debut in 2019, measures customer satisfaction with aftermarket service facilities. Performance in three segments—fullservice maintenance and repair; quick oil change; and tire replacement—is based on the combined scores for seven measures that comprise the vehicle owner service experience. These measures are (in alphabetical order): ease of scheduling/ getting vehicle in for service; fairness of charges; service advisor courtesy; service advisor performance; service facility; time to complete service; and quality of work. Price and convenience are equally important: Some 39% of service customers cite the lower cost of service as a reason for choosing independent service providers. In comparison, 38% cite ability to accommodate their schedule and 34% cite the perceived ease and speed of using the facility. Among Gen X], Gen Y and Boomer respondents, prior experience with the service facility trumps price and convenience. “As American consumers emerge from the pandemic, the demand for service is on the upswing, and their service expectations remain high,” Martin said. “This research confirms that independent specialty service providers still have a strong place in the market, especially if they emphasize strengths that include convenient locations and ease of doing business.”

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

Dealernews Research By Don Musick

BALANCING ACT, PART II

In A World Of Autonomous Vehicles, Who Needs Humans?

ho needs humans when we have self-driving cars, autonomous lawn mowers and even selfriding motorcycles? This is not just hyperbole, BMW, Honda and Yamaha have long had self-balancing prototypes. To reset part one last issue, I was put on the iRobot trail a few months back when a colleague reached out for information about the dealer networks of Series 3 compact tractor OEMs. Since we already profile many of the OEM networks in the tractor space, I thought this could be fun! But there was a twist! This tractor was electric! Turns out that this puppy is autonomous too! It isn’t just electric tractors driving themselves in empty fields. At the 2019 Consumer Electronics Show (CES), BMW unveiled its self-riding motorcycle! Based on an R 1200 GS, the bike used non-gyroscopic balancing technology with the capability to independently start, accelerate, counter steer in turns, slow down and stop. Balancing is accomplished by mimicking the inputs that an actual rider would make. As BMW’s automotive group recently announced the availability of level 3 autonomous technology by the second half of 2025, it’s not too surprising to see it bleed into the Motorrad group as well.

NICE DOGGY! Not to be outdone, Yamaha also revealed an autonomous electric concept motorcycle called “MOTOROiD” back in 2018. Like the Monarch MK-V tractor mentioned last month, the MOTOROiD is an AI-enabled self-riding (rider optional) and self-balancing vehicle. It uses a unique articulated swingarm and counterweights to balance the vehicle without the need for gyros. Its advanced biometric features enable rider face recognition, hand gestures and voice control. It will even follow you around like a puppy! Just what you always wanted… a pet motorcycle!

But wait… there’s more! Autonomy aside, BMW has also revealed another self-balancing electric motorcycle concept, the “VISION NEXT 100” — https://www.youtube.com/watch?v=ed_NIdsgFFo

While not as fascinating to watch in action as the BMW, the MOTOROiD will definitely bring a smile to your face: https://www.youtube.com/watch?v=4Lx0ZJGgsFs

If a pet Yamaha doesn’t float your boat, then maybe a pet Honda will? First introduced at CES 2017, Honda’s Riding Assist-e technology was based on the same robotic research

developed for their ASIMO humanoid robot. The tech is non gyro-based using minute steering and geometry movements to balance the bike. Like the MOTOROiD, it’s also capable of heeling behind its owner! Riding Assist-e has since been updated to incorporate a gimbal-like mechanism in the swingarm to accomplish the same thing. From behind, the rear wheel movement looks like it’s wagging its tail! Perfect! To see “Spot” in action, click on this link: https://www.youtube.com/watch?v=b02qxongPWk

DEAD LIFT Parking the autonomous aspect of these vehicles for a moment, why the emphasis on self-balancing? That’s an easy one! Ever tried to pick up a 900 lb. Harley Dresser that’s fallen over? Yeah, we’ve all been there at some point in our motorcycle careers! And then there’s keeping your balance at a traffic light or maneuvering at slow speeds. In fact, this consideration was the motivation behind Harley-Davidson’s development of its own self-balancing technology. A recent patent application revealed a rider assistance system based on gyroscopic technologies: https://www.cycleworld.com/story/motorcycle-news/ a-self-balancing-harley-davidson/ Unlike the inertial sensor arrays utilized by other autonomous prototypes, the Harley patent describes a gimbal-mounted flywheel spinning at 10,000-20,000 rpm mounted in a Tour-Pak top case. Under normal operation, the gimbal is free to rotate with the bikes axis, but at low speeds the gimbal locks to a computer-controlled actuator to provide stability for both bike and rider (see below).

Autonomous or semi-autonomous technology is not just the domain of the major league players. Startups like Davinci Motor have claimed that their “robotic” DC100 has many of the same capabilities, including self-balancing, forward and reverse modes and rider targeting (following): https://global.davincimotor.com/

Continued on page 36

JUNE 2022

Continued from page 35

Since its acquisition by the Chinese company Ninebot in 2015, Segway has continued to place much of its emphasis on the original form of the PT. However, they do offer a traditional-styled electric scooter model the E110A, which surprisingly doesn’t incorporate their well-established selfbalancing technology or any autonomous features. Maybe next year?

NOT A PUSHOVER! So far we’ve only focused on the heavy iron segment of the powersports industry. What about scooters? I’m not talking about hoverboards, or One-Wheels or Segways, but rather traditional Vespa-esque styled scooters. In this arena, the closest the majors get to autonomy is electrification (eg. BMW CE 04, Yamaha NEO, Honda U-GO, Vespa Elettrica). However, the Indian company Liger Mobility has embraced autonomy in a big way! Self-balancing, selfparking and voice command activated, their technology only increases the cost of the vehicle by 10%! It uses a computer controlled lightweight gyroscopic balancing system that is more than adequate to keep the scooter upright… even when forcefully pushed as seen here: https://www.youtube.com/watch?v=Gx1RJLveeKo SEGUE TO SEGWAY Conspicuously absent in the discussion so far is the pioneer, the unrivalled champion of self-balancing technology, Segway. Launched in 2001, the Segway PT (Personal Transport) brought self-balancing technology into the public domain.

WAX ON, WAX OFF! It certainly appears that autonomous and self-balancing technologies will appear in the powersports industry in the near future. But, until we see a motorcycle balancing on its rear wheel on a stump on the beach, Daniel LaRusso will continue to hold that crown! https://www.youtube.com/watch?v=j7_ L3w4vOJk&t=41s

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

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KAWASAKI ELEKTRODE Let The Good Times Roll Page 40

COMPLETING THE CIRCUIT

Torrot Teams With Volcon Page 41

FUELL REACHES MAXIMUM VELOCITY

In Canada, Eh? Page 43

CURRENTS

•The lithium-ion battery provides approximately 2.5 hours of running time from a single charge, requires 2.5 hours for a full recharge, and will power the Elektrode to approximately nine miles on a single charge. Running time varies based on rider weight, speed, and riding conditions. •The Elektrode is equipped with an auto-sleep feature that shuts off the power after 10 minutes of inactivity, preserving usable battery time. •The battery can be charged via a charging cable that conveniently connects between the front of the bike and any home outlet. It can be also charged from a car, camper or side by side vehicle so it can be ready to go even in remote locations.

SHOCKER FROM KAWASAKI!

Last fall at the EICMA show in Milan, Kawasaki announced it was going green… as in EV bikes in the foreseeable future and by 2035, it would only sell electric motorcycles in key markets. Kawasaki Motors President Hiroshi Ito further announced Team Green would introduce three new electric/ hybrid models before the end of 2022. On June 7, the future arrived: “Kawasaki’s first-ever electric vehicle — the Elektrode balance bike—is the perfect introduction to motorcycling for young riders. Its light weight, low center of gravity and parent-selectable speed modes provide plenty of peace of mind as kids make their first steps toward becoming riders,” claimed the company. “Plus, it’s designed and built by Kawasaki especially for young riders, so you know that the Elektrode offers the build quality and reliability for which the Kawasaki brand is known.” Moto-vation comes from a 250-watt motor paired with a large capacity battery designed to keep riders of the future actually riding for 2.5 hours from a single charge! The largecapacity battery offers ample riding time without the need to change batteries mid-session and being housed in the frame it is protected from day-to-day wear and tear and potential damage for added durability.

•Housed within the aluminum frame, the battery is shielded from dirt, dust and rocks. The frame also helps protect it from potential damage from falls or hard use by kids, adding to the overall lifespan of the battery. The KX-inspired machine features ergonomics for riders from 3-8, and the 16-inch wheels should do the trick as the little rippers get a little bigger. The Elektrode’s adjustable ERGO-FIT® seat height and a frame sized to accommodate it, which are paired with 16-inch wheels that work well for children of many sizes. “The result is a machine that does not need to be upgraded to a larger model as the rider grows,” claims Kawasaki. •Adjustable seat height is 16.1 inches at the lowest point and 20.5 inches at the highest, accommodating 3- to 8-year-olds between 37 and 55 inches tall and weighing under 99 pounds. •Folding steel footpegs with rubber pads as used on Kawasaki’s full-sized motorcycles are rugged and resist damage. They can also be folded up and out of the way to allow the rider to use the Elektrode as a balance bike. •Handlebar design contributes to an upright riding position, while leaving plenty of room for the knees of growing young riders. •Handlebar and seat component sizes are common with many standard bicycle parts for those who want to further customize the fit, feel and appearance of the Elektrode. Let the good times roll!

in these new markets and effectively reach new customers.” Meanwhile U.S. based dealers will continue to work with Mark Berg and Central Powersports Distribution. “Working with Torrot has been a great experience thus far,” added Jordan Davis, CEO of Volcon ePowersports. “We’ve quickly identified several opportunities, with the most obvious being the ability to distribute the Torrot lines of products in our existing Latin American, South America and Caribbean markets,” he explained. “This agreement will create opportunities to quickly realize additional revenue with little to no additional overhead as we are able to utilize our existing resources and the expert sales and logistics teams that are already in place at Volcon.”

TORROT TEAMS WITH VOLCON

Torrot Electric Europa has turned to Texas-based Volcon Inc. to distribute Torrot’s line of electric motorcycles throughout Latin America, South America and the Caribbean (LATAM). This agreement is expected to provide Volcon with an immediate opportunity to improve revenue and profitability by selling quality, “off-the-shelf” products throughout Volcon’s existing and expanding LATAM dealer and distributor network. “We are happy to have the opportunity to work with Volcon ePowersports,” explained Torrot CEO John Dixon. “Our companies are well aligned with many evident synergies and we share a similar customer base which has made the process of integrating our teams swift and smooth. We are confident that Volcon will help us expand our brand and sales presence

Logistics are already underway as Volcon integrates Torrot products into their LATAM distribution process. Volcon and Torrot have also begun making plans to work together to execute and enhance marketing efforts in the new markets as they support dealers and distributors in reaching new consumers in these markets which open vast new sales opportunities for both companies. “Our existing network in Latin America, South America, and the Caribbean is the ideal setup to distribute Torrot products,” concluded Cristian Liani, Volcon ePowersports, Latin American Sales Manager. “We currently have a solid foundation in place to seamlessly and rapidly introduce the Torrot lineup to the LATAM market thanks to our strong list of distributors in the region currently distributing our Volcon products. The Volcon team is excited and prepared to take on this new opportunity.”

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CURRENTS+

SPEAKING OF SHOCKERS FROM VOLCON…

In advance of its STAG UTV launch (orders open July 11), Volcon has announced a collab with BFGoodrich for some revolutionary rubber. The Volcon Tech Innovation Group (VTIG), a division of Volcon that explores advanced technologies to enhance and evolve current and future Volcon products, will be the first UTV brand to work directly with BFGoodrich to co-develop this technology. The two teams will work together to leverage the power of the EV motor in tandem with BFGoodrich’s ActivAir, the Central Tire Inflation System (CTIS) that makes real-time adjustments that aim to enhance the off-road performance and increase the battery range of Volcon’s future UTV products. “As the market evolves towards electric vehicles, BFGoodrich is excited to work with companies that embody the adventure spirit,” says Harold Phillips, General Global Manager for BFGoodrich Tires. “Collaborating with Volcon will allow us to innovate in an exciting direction and help lead the industry into the future of off-roading.” “We are excited to work with a world-leading tire supplier,” adds Christian Okonsky, Chief Technology Officer of Volcon ePowersports based in Texas. “The joining of our teams and technology will bring invaluable knowledge and experience to the development process as we work to bring industry-leading EV-specific solutions to market.” Additionally, BFGoodrich Mud-Terrain T/A KM3 UTV Tire will come standard on all 2023 Stag LE models. “The BFGoodrich Mud-Terrain T/A KM3 Tire is a must-have for the serious offroad enthusiast when conditions require extreme traction and toughness,” he notes. The KM3 comes with a Standard Manufacturer’s Limited Warranty, which will further enhance the quality of the all-electric Volcon UTV and further strengthen customers’ confidence in the Stag LE. See the teaser snippet in advance of Volcon’s STAG UTV launch (orders open July 11) here: https://www.youtube.com/watch?v=9GFSC5RqlNI

TAKING THE CAKE

The Kalk AP, Ösa Flex and Makka Flex are all on display at the Electric Revolutionaries exhibition that premiered at The Petersen Museum in Los Angeles. “We’re already humbled that the Petersen Automotive Museum has the Kalk OR in its permanent collection for a couple of years,” says Stefan Ytterborn, founder and CEO of CAKE. “But highlighting our entire main catalog of models and acknowledging our aim to inspire and excite towards a zero-emission society, is a great endorsement for our ambitions.” “I’m super excited to include the new CAKE lineup at Electric Revolutionaries, especially the AP anti-poaching bike,” adds curator Paul D’Orleans. “CAKE’s concern for endangered wildlife reveals the heart of the company. I also love the :work series, as I was a contractor for 25 years and would have loved to zip to my clients on a Makka! This is our second exhibit at the Petersen Museum featuring CAKE, and we’re proud to feature their excellent work as Electric Revolutionaries.” “Our bikes on display at Electric Revolutionaries perfectly demonstrate not only the incredible pace of societal change, but also how they create opportunities and offer elegant solutions to real issues. Such as how the rugged off-roader Kalk AP have made silent and solar-powered anti-poaching activities a reality on the African continent, or how craftsmen from all over the world have started to use the mobile workbench Ösa Flex to beat urban traffic, while hauling their gear in an emission-free, efficient way,” Ytterborn concludes. Open now through February 26, 2023. Click for details: https://www.petersen.org/electric

sales Jason Mateus after the successful roll out. “The response to FUELL has been unanimous, they are all stunned by its looks, the performance and technology that FUELL is bringing forward.”

FUELL REACHES MAXIMUM VELOCITY IN CANADA

FUELL is looking to accelerate north of the border, signing a new partnership with Velocity Distribution in Canada. This “electrifying” distribution deal will provide Canadians access to the complete line of FUELL e-bikes, parts and accessories. To roll things out in style, FUELL and Velocity jointly displayed the Fluid-1 eBikes at the Montreal Bicycle Show. “Bicycle and powersports dealers in our network are either readily selling e-powered bikes, or excited to make the move and integrate them into their lineups,” noted Velocity’s Director of

“This new partnership is a real success for both brands,” adds Erik Buell - CTO at FUELL Inc. “Providing desirable products through an exceptional dealer network that provides outlets and service near every rider has been Velocity’s forte for a long time. FUELL’s strengths are in innovative product design and manufacture.” Buell believes this FUELL-Velocity partnership is a tremendous opportunity for both companies, as well as participating Canadian dealers and consumers. “In the exploding marketplace for electric mobility, this makes a dream pairing for enthusiasts who want cutting-edge designs but need solid local support,” he adds. “Velocity’s leadership team has the breadth of knowledge and experience to go full bore into this emerging marketplace, and the leadership at FUELL is very excited for the future together.”

Former FOX Factory shock business development manager and one time Warn winch exec Jason Smith is now building out Stark Future SL dealer network and identifying new market opportunities. If you missed our December issue’s “coverage” of the VARG eMotocrosser, “Stark Future was born to challenge and inspire the motorcycle industry to sustainability,” says Smith. The company’s first serial production model – the Stark VARG motocross bike – proves that electric technology is superior to gasoline equivalents in every single way.” At 242 lbs. with 80hp on tap, the Stark VARG is the first electric motorcycle to be the performance leader within its category. Deliveries are set to start in September 2022.

UBCO expands cSuite and Board of Directors. Joining the Kiwi eAdventure bike brand’s board of directors are Foster Chiang, Dino Vendetti and Bryn Fosburg. With a passion for innovative automotive technology, former Vice

Chairman of TPK Holding Co Ltd, Foster Chiang has been a long-time supporter of UBCO’s journey and is a welcome addition to the board. Since partnering with UBCO on a global supply chain agreement with TPK, I have seen the team go from strength to strength and scale at a breakneck pace,” Chiang claims. “I am excited to use my experience to help shape the future of the transport industry and continue to guide UBCO in its next phase of global expansion.” Also joining the board is Dino Vendetti, Director of Seven Peaks Ventures and backer in UBCO’s previous funding round. Vendetti brings a wealth of experience in technology, startup investment and business development to the board and will leverage his relationships across North America to accelerate growth within UBCO’s priority market. “UBCO is quickly positioning itself as the innovative, category leader in the electric adventure vehicle space,” says Vendetti. With my experience in scaling technology businesses, coupled with UBCO’s one-of-a-kind hardware and product suite, l am thrilled to become a part of the team as they navigate their continued business growth.” With almost 30 years’ experience at industrial technology giant, Trimble, Bryn Fosburgh has been responsible for the creation and growth of many multibillion dollar businesses. “I am incredibly passionate about preserving the planet for future generations, so I am proud to be joining the UBCO Board and being part of the team that drives the future of the transportation industry, and the collective efforts to reduce the resultant waste of traditional consumer transportation technologies,” explains Fosburgh. Also going to UBCO from Trimble is Kim Chaumillon who brings her wealth of experience to the role of Chief People Officer. At UBCO she will be in charge of establishing industry leading DE&I initiatives, strong HR processes, developing the future of work, and helping to scale and nurture the strong team and culture as it grows. “To partner with a truly progressive CEO and leadership team to create a unique culture and organization with kick-ass performance – and in a sector I am so passionate about – is the perfect opportunity.”

Newly appointed Senior Vice President of Supply Chain & Manufacturing, Chirag Patel brings UBCO more than 30 years of experience in engineering, operations management and product development. “It has been a goal of mine to work with a creative ‘think tank’ engineering team with a mission to craft a product that will truly benefit people’s lives,” says Patel. “I am excited to be a part of a team that meets this challenge, whilst aligning with my own passions.” As an avid lover of biking and the outdoors, he will use his wide range of experience to grow and develop the operations team and engage product development and supplier teams across the board. “We are delighted to welcome these incredibly talented and diverse minds to the board and executive team,” notes UBCO CEO Katherine Sandford. “The wealth of knowledge, experience and expertise across multiple markets will be immensely beneficial to our continued growth plans into 2022 and beyond.” These international appointments accompany UBCO’s expeditious growth into global markets driven by record demand, deepening distribution in the US via Tucker Powersports, and new global operations centers. With the support of $20m capital raised in 2021 from existing investors, and recent investment activity, UBCO will further its leadership position in the electric adventure vehicle category. UBCO plans to double its talent acquisition, particularly in product and technology, operations and supply chain and sales and marketing, with an emphasis on the US market.

TRY BEFORE YOU BUY

RISK FREE TRIAL The UBCO and Tucker Try Before You Buy Program will allow Dealers to receive a demo bike before fully committing to be a UBCO Dealer. CONTACT YOUR TUCKER REP FOR MORE INFORMATION

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At MaxOpp Marketing, we consistently achieve success for our clients by breaking the conventional "set-it-and-forget-it" approach that most Powersports marketing rms predominantly rely upon (also known as one-dimensional Pay-Per-Click (PPC) ads).

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DEALER NEWS THINGS LOOKING UP FOR ASSOCIATION NPDA Chair Bob Althoff & Vice Chair Bob Kee

SURVEY SAYS!

Membership Weighs In

NPDA PARTNER PROFILE: MaxOpp Marketing

elcome to the June 2022 newsletter from the NPDA! There is strength in our growing numbers, and we’re on the move in furthering our mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.”

Member + Partner Lists Keep Growing! It’s only been a few weeks since our first anniversary on May 24, and we proudly announce we’ve topped 200 members and 14 partners supporting the NPDA! What does that mean for you? • First up, we’re connecting with some very smart people in our industry! Not only dealers with amazing experience, but leaders from partner companies able to provide access to tools for improving your businesses. • The larger our member/partner base, the more we can do to help each member run their dealerships better by providing helpful resources, including educational/training programming, group buying power and information on things such as insurance, warranty reimbursements and state franchise laws. • We’re developing a strategy to deliver key information on subjects of the most benefit to you, including technology, law, training, and management systems. Immediate projects we’re working on: • Website relaunch - We’re only a year old, but we’re making some changes to our website look and functionality to make it more user friendly. • Group buying power - there’s strength in numbers, and we are seeking to find you savings when buying items you use in running your businesses. • A webinar series featuring experts from our partners providing information you can use NOW! • Regional Meet & Greets - we’re planning gatherings nationwide for members and prospects to gather for in-person discussions, seminars, socialize and provide feedback on issues of importance. • Continuing to grow our base - You’ve committed to support the NPDA, but can we ask for a little added help? Share this newsletter with industry colleagues, send them to our website, www.npda.org, and help us gain even more momentum in creating the best, most impactful group for Powersports Dealers imaginable! Survey Says! Membership Survey #1 Results The NPDA is about listening and learning in order to successfully advocate, educate and celebrate members, partners and supporters of our industry. To that end, we are launching a series of surveys to gain insight into what’s on the collective mind of our membership. Each survey is short, but the information is allowing us to drill down on the topics important to you and allow us to achieve the greatest success! Our first section was issued June 1, and again on June 10. Among the key findings: • 90% of respondents think staying on top of compliance, regulatory and government affairs is important. • 70% think keeping staff trained and “retail ready” is a challenge. • 60% are concerned that the “Tesla Model” of direct to consumer sales is being considered by their OEMs. • 60% support the following: “I need to invest some time and/or money in supporting my industry and fostering the growth of our businesses.” • 100% said they would consider attending a Town Hall Open House type meeting hosted by a fellow Powersports Dealer to learn more about the state of our industry and the NPDA.

Thanks to everyone who participated in our inaugural survey!

All Franchised and Independent Powersports Dealers

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WHY JOIN NPDA NATIONAL VOICE OF THE DEALER EDUCATION DISCOUNT PROGRAMS DEALER COMMUNICATION ADVOCACY AND MUCH MORE

ABOUT NPDA The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members. Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry. Our Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared, sustainably profitable, and exceed the expectations of a growing Powersports customer base.

www.npda.org 844-673-2266 For the NPDA to become a productive and powerful force, we need to expand our membership base and bring all franchised and independent dealers in the country together. Please complete your membership application today.

NPDA Partner Profile

when Yamaha released their Royal Star heavyweight cruiser, Baron was immediately attracted to this motorcycle and saw opportunities in customizing them. He built and sold his first custom Royal Star; that led to a request from Yamaha Motor Corp. to build two custom Royal Stars for their use as display vehicles for their 1996 national tour.

MAXOPP SAYS IT IS ALL R.I.T.E. FOR DEALERS TO GET P.A.I.D.

“

etting P.A.I.D. is important to any dealer. However, in the case of MaxOpp Marketing, P.A.I.D. means giving a dealership a competitive advantage with its Presence, Authority, Internet Dominance, Program. We sat down with industry veteran John “Baron” Vaughan-Chaldy at AIMExpo to learn more about why it is only R.I.T.E. to get P.A.I.D. We help local businesses by reaching out to create brand and service awareness using Relevant, Interesting, Timely & Entertaining (R.I.T.E.) content strategies,” explains MaxOpp co-founder Vaughan-Chaldy. “We deploy social media advertising to parallel our P.A.I.D. strategy, which acts as a catalyst, stimulating engagement, making the impression our clients are friendly, helpful, easily approachable people which in turn inspires leads, phone calls and door-swings. If you have a product or service offered in a specific location, neighborhood, or region, we will get you seen in storytelling ways that will bring you opportunity day-by-day, week-by-week, month-by-month.”

Vaughan-Chaldy began customizing bikes with his Honda CT70 in 1974. In 1976 he began working for his father’s business, Smith and Marsee Vintage Cars, located in Leucadia, California. In 1994 “Baron” and childhood buddy Rolf Sammons founded MotoPro, a franchised HondaYamaha-BMW dealership in Oceanside, CA. In late 1995,

That tour exposure quickly created demand from dealers and customers around the world, not just for his custom motorcycles, but also for parts he had created. Almost overnight, the Baron had become king of the Metric customs market and utilized in these custom builds. By September of 1997, demand for his custom accessories had grown to a point where they required his full attention, so he stepped away from the day-to-day operation of MotoPro. However, it is this experience at the dealership level that led Baron to understand the significance of what the National Powersports Dealer Association is attempting to achieve and MaxOpp immediately stepped up as a strategic partner. This isn’t your first rodeo. MaxOpp is the culmination of more than 40 years in the trenches, but people may know you as Baron Custom Accessories, or as the host of a TV series or even The Godfather of the Metric Custom market. Who are you and what do you do? I’m John Vaughan-Chaldy. I own MaxOpp marketing with my partner, Rolf Sammons. And we’ve been in the industry for about 40 years. I built my first dealership in the early 90s, about the first chrome & glass store in California, which was called MotoPro. It’s now a RideNow store and it’s been successful over all these generations. We flipped the parts company out of the dealership in 1996… And then later on, when we sold the parts company, we said, what can we do? We don’t want to grow up yet, because this is such a great industry. Let’s stay in the motorcycle business. We saw this opportunity for marketing. We had grown Barons without ever buying a single ad in a magazine. We did it all on word of mouth and maximizing our digital presence. So I told Rolf, “Let’s start a company where we help dealerships essentially take all the marketing off their table.” We knew businesses needed someone to “Do It All for Them” — someone who would not call in sick, show up late, make excuses, or randomly quit on people. We created MaxOpp Marketing to specialize in serving dealers that deserve to be considered #1 in town, helping them grow and scale by creating and nurturing deeply organic digital opportunities with unique story-telling content, leveraged to attract engagement. We built it to be part of the team. MaxOpp is kind of like you built an office inside your dealership, you just didn’t put any doors or windows in it. And so everything is done community communicationswise, digitally, although our team contacts our dealers two to three times a week. And that’s the thing. It’s different. It’s a virtual environment. There are a lot of people in the virtual space, but very few are actually real contacts. Business at the dealer level is not an algorithm. This is a humanto-human interface.

Having been in the dealership for so long, I looked at the contact strategy and said, “Oh, I get it. You guys are all calling the customers. Why are you doing that?” Well, that’s easy. Okay, but that’s not good. Because how many people answer their phone today? If there’s a number on the phone you don’t recognize, do you take the call? Absolutely not, because it’s spam. And you don’t have time to waste on spam!

Yeah, and I may regret this later, but 10 years ago I started giving my cell phone out to my clients… So they all have it now. That means Saturday and Sunday mornings I get calls because I say, “look, if it’s important to you, it’s important to me.” I have my team — we have a graphics department and we have a video department — we have everything in one house so that we can control it. That way we don’t delay the response to our customer’s needs — we can react instantly to our dealerships. What we did was say, “Let’s really maximize the opportunities that exist within any dealers’ digital spaces — that’s emails, that’s the website; that’s their Facebook page; that’s their Instagram; that’s their CRMs — particularly their CRMs. That’s their response strategies, and just general letters when they’re allowing their sales team to generate their own content to send to customers. So we look at all that, we rewrite it, we set it, we listen to what the clients say. Once we determine what the message you want to go out is, then we craft that, and then make sure it’s perfect right down to commas and punctuation. Then we put it into a package and say, “here, you can either use it… or if you can’t do it consistently, then let our team do it for you.” But you take it one step further than that. There’s the followup aspect. Many dealers spend that money to generate a lead, but nobody ever picks up the phone at the dealership level. So you have a customer with cash in hand who wants to buy right then and there but never hears back from anyone. Interesting that you said it the way you said it because you said that “no one picked up the phone.” That was something that we started looking at about three and a half years ago. We said, “why are some of our dealers doing things really, really well when it comes to lead responses?” So any lead comes in and somebody delegates the lead… Either the CRM delegates it or a sales manager delegates it to a staff member. We asked why are these response rates so low? And we found that there was a 7%-9% response rate from leads going into a dealership, being responded to by a team member but never hearing back from the customer. What’s wrong with that?

What we said was, “Don’t phone your customers back when you have a lead!” The first thing you do is realize that 96% of the phone numbers given out today are textable phone numbers. So start your strategy with a text. We’ve developed a specific strategy with texts that went from 7% and 9% to 67% response rates. That means when we responded for the first time to a lead, and we were getting a 7%-9% comeback, we’re now getting 67%! That’s a strategy we then tightened up and called “Digital Dialogues” which is constantly evolving. We rewrite it and we hand it out to our dealers, and we’ll even do training on it. If they can’t get it themselves, then we’ll do a screen share or whatever and we’ll help them understand it better. But we also found that even with a digital contact, when we can get them to start talking, we still have to teach them how to get with the customer to get a flow going. So we developed a second strategy called “The 90-Second Romance.” We take these points of communication — subliminal kinds of statements — and we’re going to transfer those, not from your lips, but to your fingers. Then we’re going to guide that conversation to where we’ve got people wanting to make appointments and wanting to show up at the dealership. Does it take a little time? Absolutely. But is it worth it? How about when your conversion rates go up from one out of 14 to 1 out of 7? We’ve got a dealership in Texas that is getting 1 out 4! That changed the world for us and for our dealers…. and it’s so much fun. I mean, when you do it right, everybody gets a chance to play. We listened to everyone. And we don’t think anybody has a bad idea. We just try to see how we can put it to work and we do it for the dealership. I don’t know if that leaves you with any questions? Just one question: How does a dealer find you? Just don’t call me on the weekend… Seriously call us up anytime and talk to us about what your dealership’s specific needs are… We do answer our telephones! The Dealer Hotline is (760) 494-0294. And there’s a nice little website at: https://maxoppmarketing.com/

JUNE 2022

Industry leaders | the most engaged dealers and progressive brands New products | tools | education and networking needed to grow your business Dedicated powersports trade only event aligned with the buying season

SHOWTIME

INTERMOT IS A GO!

5 Minutes With Alexander Wolff

BACK IN BOISE

WPS Rolls Out The Red Carpet

GOING ROGUE IN SOCAL

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Indian Scout Crew Kicking It @Vans

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While it was business as usual for the most part, the focus did seem to shift from distributed brands to in-house products, new players and exclusives. In fact, the first day of the 3-day session was devoted to WPS Exclusive Brand Presentations. The 40-minute presentations allowed for a deep dive into Aplinestars, Fire Power, FLY Street, FLY MX, GMAX, HardDrive, Highway 21, Open Trail, Scorpion, Sedona, Shinko and UClear among others.

WPS ROLLS OUT THE RED CARPET

Back To Boise Ahead Of Schedule

lthough it seems like we were just in Boise for the annual national sales meeting, a lot has changed in the intervening 8 months since we covered the September shindig. With a changing of the guard as Western Power Sports became part of the Arrowhead Engineered Products group, the emergence from COVID and the onset of a new riding season, WPS shifted the dates of their national sales meeting far forward.

Despite the internal changes, WPS continues to accelerate out of the pandemic and has been ahead of the curve addressing some of the supply chain SNAFUs. “We saw it coming and tried to stock accordingly, but like everyone else, the length and breadth of the issues was more than we expected,” says Ryan Bush, the new Shinko Brand Sales Manager. “However, 94% of all SKUs were in stock for Shinko as of 5/18/22. We have nearly 200,000 tires on hand and in stock. Dealers can order with confidence.” Shinko was also one of the tire and wheel brands to roll out stringent new MAP policies at the sales meeting. House brand Sedona and distributed partner RaceLine were among the other tire and wheel brands to roll out MAP plans at the show.

For their part, the Arrowhead team kept a low profile, although there was an expanded All Balls Racing Group presence in the center aisle. The intent was to introduce some of the brands like Tiber Lights and Pivot Works to the rep force (and start the discussion of ways to expand into Stens OPE territory). After all, if it ain’t broke, don’t fix it. WPS is already known for its exceptional dealer service and wide array of leading house brands like FLY Racing, serves nearly 12,000 dealer customers with more than 150 sales reps and seven U.S. distribution centers, noted new CEO John Mosunic back in January. Arrowhead Engineered Products, the outfit that owns All Balls Racing, Hot Cams, Vertex Pistons and other leading aftermarket parts brands, purchased Western Power Sports at the beginning of the year. “This acquisition is an important step in our growth strategy and aligns with our mission to be the largest off-road aftermarket parts supplier in the world,” explained Mosunic at the time. The combined power of Western Power Sports’ trusted distribution and dealer network with Arrowhead’s additional brands, global distribution footprint and best-in-class supply chain network creates a powerful team giving dealers a wider selection of quickly available products.” Former WPS controller and president Steve Lester stepped up to the WPS CEO role, replacing former owner Craig Shoemaker. “Through the sale process, we spoke with several quality companies that expressed interest in WPS — Arrowhead was the only company with an excellent cultural fit and matched our commitment to customer service.” With both Arrowhead and WPS rooted in powersports and parts distribution, dealers and consumers will continue to enjoy the diverse product offering and exceptional customer service. https://www.youtube.com/watch?v=gVRGU4hpVLs&t=34s

HONING THE CRAFT ON THE BIG SCREEN

riginally intended to be shown as part of the National Sales Meeting, the accelerated schedule meant Western Power Sports took over Boise for a second weekend for the big screen premiere of Honing The Craft — a celluloid tribute to the biker lifestyle. Headlined by its Highway 21 Brand (so named after the stretch of road that winds through the Rockies), the two-time Telly award winner pays tribute to the pursuit of perfection and the ultimate motorcycle ride. In addition to playing on the big screen at the historic Egyptian Theater in Boise, WPS hosted a custom bike show and donated more than $10K in raffle prizes. Best of all, it is free of charge for everyone in the community. “At Highway 21, our passion for motorcycle culture fuels every decision we make,” says cinematographer James Reeves. “In Honing The Craft, we sit down with creators, makers, and riders from various industries to explore the power that comes from creating with intent. It’s an examination of craftsmanship and the endless pursuit of perfection. More than just business, it’s a lifestyle — and it’s everything we stand for.” Featuring the talents of Matt Whitlock from Wrecked Metals, Boise-based husband and wife Weston and Nicole Keisel, Farm Boys CC Ryan Salaman, CHOP Merchandise and Highway 21’s own senior lead designer “Weld Burn” AKA Jacob Heaton. Mountains. It’s an insight into the eye of a craftsman, it’s the hard work, the sweat and the blood that it takes to build true character,” explains Brand Manager Brandan Smith. “It’s not just one thing, it’s everything that it takes to achieve perfection, no styling detail is too small and no aspect of safety will be overlooked. At Highway 21 we pride ourselves in being enthusiasts of two wheels and will never stop turning those wheels to provide riders with new innovative technology in timeless style.”

JUNE 2022

Krys Brown lights up the room

HardDrive Clicks It Up Into Overdrive!

ith 150+ new part numbers and nearly 20 exclusive partners packed into the 2022 Summer Supplement that was due to hit dealers the week after the national sales meeting, HardDrive Product Director Krys Brown had to cover a lot of ground in a limited amount of time! But with the visual aid of a couple completely decked out display bikes, WPS V-Twin reps were able to see exactly what all the excitement was about. While the focus for many of the breakout sessions was to pay attention to the house brands, Brown’s message to the road warriors was, ”focus on the HardDrive brand AND your exclusive partners.” She also managed to highlight the latest from several of the newest exclusives, including key items like Sawicki FXR and Big Inch pipes, Lyndall gold Bowtie and 9-Spoke rotors, Kodlin’s FLT accessories and Dynojet Power Vision 4. She also had a special shout out for Santoro Fabworx for proving the devil is still in the details with their Chacho bolt kits, colored shift linkages, shock sliders and a trick seat/helmet lock that is the ultimate impulse buy once a customer sees it!

WPS who believed in me and helped build this brand into the monster that it is today. “I especially appreciated the talks with Terry Baisley, who’s a f***ing bad ass by the way! — and retiring after 30+ years of building WPS. But if you love what you do you’ll never work a day in your life. Also, thank you Craig Glab for hiring me and believing in me from day… Yes, my Ogio sample bags are bigger than me.” With all that is happening at HardDrive, Brown closed the session with a reminder to the reps to use the Powermail system. “There is a lot to remember here so take advantage of the new product email blasts. Do not forget to enter Dealer emails into the HardDrive System for all relevant contacts at every Dealer.” If your HardDrive Summer supplement didn’t arrive by the end of May or your name wasn’t added to the Powermail list, remind your rep they will have to answer to Krys Brown!

In keeping with the HardDrive mantra — Invest In Your Business. Promote With Pride — Brown busted out some of the new POP that will be coming later this summer. New EZ-Ups, table covers, solar flags and BAR STOOLS! That was a big hit with the field force. Speaking of the road reps, Chris Kasabula not only made the elite WPS President’s Club but was recognized with the HardDrive Sales Manager Award. “WPS and HardDrive have made big changes and are growing at such a crazy rate everyone wants to be a part of us now,” said an elated CK. “Have to thank Kyle, Ronnie, Terry, Craig and everyone at

Terry Baisley and Chris Kasabula

We plan to bring the central ideas of innovation, community and lifestyle to life and explore them in six different theme worlds under the overriding guiding theme we call the WORLD OF INTERMOT: the WORLD OF eNNOVATION, the WORLD OF 125cc, the WORLD OF SHOP@INTERMOT, the WORLD OF PARCOURS, the WORLD OF TOURING and, last but not least, the WORLD OF HERITAGE & CUSTOM. All the important developments and trends will be included and presented in these theme worlds. In the last two years, the industry, the OEMs have presented their new launches digitally, and with some success. How do you convince them of the value of trade shows?

INTERMOT IS A GO! GERMAN TRADE FAIR RETURNS IN 2022 Five Minutes With Alexander Wolff, Director of INTERMOT

n less than 5 months, INTERMOT, the International Motorcycle & Scooter show will return after a COVID created hiatus. Historically held every other year in Cologne October 4-9, 2022, will see the latest motorcycles, e-bikes and scooters rolled out along with parts, accessories, apparel and shop equipment will be showcased at the Koelnmesse exhibition grounds. Show director Alexander Wolff, who has been on the job a little over 10 months, and his team are now in the critical phase of finalizing the last details… so what better time to get a progress report? INTERMOT 2020 had to be cancelled and October marks first event in four years. How did you make use of the time between events and what can we expect from the trade fair? Alexander Wolff: Due to the COVID crisis we were unable to hold any motorcycle trade fairs in Cologne since 2018. But that is all the more reason to look forward to this October. We are very excited about the event. INTERMOT 2022 will be the first large motorcycle trade fair this year to give motorcycle enthusiasts the opportunity to experience the new vehicles and other products introduced over the summer in the flesh. And yes, we made good use of the time we had. We scrutinized every detail and took into account the changes that have taken place in the two years of COVID. As a trade fair organizer and industry expert in one of the most important motorcycle markets in the world, we believe we are obligated to provide a world-leading industry platform that involves the entire industry. Consequently, we have developed a future-oriented concept that will reinforce the status of INTERMOT as an international business and event trade fair for the world of motorized two-wheelers for a long time to come.

It’s true that the last two years have led more manufacturers presenting their latest vehicles and other products digitally. That will undoubtedly happen in the future, too. But when it comes to a product with a high emotional content such as a motorcycle, you can’t compare seeing it on a screen with experiencing it live and in person at a trade fair. INTERMOT will be the first trade fair where these new vehicle launches will not only be viewable on screen but also available for motorcycle enthusiasts to experience in person. That is precisely the unique added value that trade fairs offer: direct, personal contact to the community and potential customers, integrated into a live experience. All the same, in-person trade shows seem outdated, and digital features are the future. Have you adapted to these changes and needs? Digital features are undoubtedly indispensable these days. I absolutely agree with you there. But can it be proved reliably that digital presentations are really the be-all and end-all? That is without question true in times when in-person events are unable to take place, but is it also true when that is no longer the case? I think that the true answer is, as always, somewhere in the middle, and a mix of an in-person trade fair and a digital presence meets both needs. But to come back to your original question – yes, we are also well positioned in that regard. On the official press day, all presentations will be streamed live and viewable worldwide. We will also produce and play additional videos clips featuring all the new launches and developments that were presented on the press day and the first day of the trade fair. In this way, we can also reach the motorcycle enthusiasts who are unable to be there in person, which is both in our interests and the interests of the exhibitors.

One of our customers’ key objectives in attending the trade fair is to build international networks and make contacts. We will help them to achieve this online. INTERMOT exhibitors and visitors can use the INTERMOT app for this purpose. They can search for contact persons, get in touch with them and arrange meetings in a targeted way. You mentioned the unique experience offered by trade fairs. INTERMOT visitors want to see the new launches and be entertained at the same time. Apart from the exhibitors’ presentations, what can we look forward to? INTERMOT will again offer exciting visitor experiences. As part of the WORLD OF PARCOURS, visitors will get the chance to shift into gear and experience the fascinating world of motorcycles live. Here there is something for everyone: a first ride on a 125cc bike for newcomers with and without a license, take a lap on a big bike, or ride around on an e-bike or e-scooter. Only an in-person trade fair gives you the chance to touch, feel, try out and test-ride the new vehicles. With the “WORLD OF SHOP@INTERMOT” enthusiasts can get kitted out with new gear for the coming season. As part of the WORLD OF TOURING, visitors will not only be able to try out the bikes but also discover personal accounts of exciting rides, receive planning tips and view all the accessories needed for a motorcycle journey on site. As if that weren’t enough, at INTERMOT 2022, visitors will be able to delve into the WORLD OF HERITAGE & CUSTOM, a stage for classic and retro bikes and accessories with a 70s look and feel.

Is INTERMOT a trade show or a consumer event open to the general public? INTERMOT is and remains a leading international motorcycle trade fair for the industry, but at the same time, it is an event open to the general public from Central and Western Europe. A glance at the figures from the last INTERMOT backs this up: roughly 50,000 trade visitors from nearly 100 countries and approx. 220,000 motorcycle enthusiasts came to Cologne. That remains the benchmark that we want to build on, even if the situation this year is different to what it was four years ago. But once again: the only way to make a combined business and public event work is to create a platform with an international focus – for our exhibitors, for our trade audience, for the motorcycle community and not least for ourselves. Only on an international platform can companies present themselves directly rather than via the retailers, and only here can trade visitors meet the contact persons they need to meet and enter into business exchanges. And only here can motorcycle enthusiasts find such a comprehensive range of new products in all industry segments. Further information: https://www.intermot-cologne.com/trade-fair/ intermot-2022/industry-trade-fairs

Dealernews had a chance to sit with Maggie at AIMExpo and compare notes between her artistic vision and what someone like the dean of motorcycle illustrators Hector Cademartori does. Think megapixels vs. 700-year-old bristle brushes and charcoal sketches. The art of the motorcycle remains vibrant and everevolving, and according to Hicks, there is room for all art, digital and analog, as long as it comes from a position of passion… and tempered with plenty of time in the saddle. “I do ride a lot. That’s where I started. But I have been most recently creating content for various brands, storytelling, and really putting together a lot of video and photographs for HarleyDavidson and several other brands. “It’s interesting how quickly people digest content these days, what I like about what Hector does is that it’s evergreen — it’s going to last forever. That’s something that has faded away with social media and various digital outlets. It’s very quickly rapidly digested, and then we’re left with the task of continuously putting more content out. Videos on social media get seen for maybe four hours, and then we’re off to the next thing. But I have huge respect for the kind of artwork that he’s been putting out for years!”

By Alisa Clickenger

THE ART OF THE MOTORCYCLE?

See more of the intersection of art and life on the open road here: https://www.themaggiehicks.com/ Catch the full interview here: https://www.youtube.com/watch?v=mWRl1i9Gqw0

5 Minutes With Maggie Hicks

aggie Hicks is a content creator, virtual designer and a Moto Gypsy — in short, a woman after my own heart! Her artistic vision is at the intersection of a digital future and a real world rider and ambassador for motorcycling. Her raison d’être really resonates with me: “Why we ride…to seek out new places…to meet new people…and to experience the world with wind in our hair and sunshine on our faces.” Words to live by. “I actually started in 2015 —I booked a one-way ticket overseas, and I’ve been riding motorcycles overseas, and just working from my laptop from anywhere. Having the freedom to do my work from my laptop from anywhere in the world was life changing. I can balance a motorcycle lifestyle while on the go from anywhere. So that’s kind of the nice thing is we can really live it now. I actually was living in Bali, Indonesia, for three years when COVID hit. I came back to the United States and was like, “What do I do here?” So she bought a 2021 Harley-Davidson and put 30,000 miles on it in the past year. “I just worked from the road and hit all four corners of the United States. So I kept it going. I was like, I can’t stop. I can’t sit still.” She adds, ”I have a strong passion for riding motorcycles, creating engaging content for powersport brands and adventuring to the max. I believe in storytelling. After years of working in advertising and marketing, I developed the skills necessary to tell engaging stories that reach target audiences. Everything I create and every brand I work with, I strive to have impact over influence.” In short, she sets out to answer the question “What are brands doing to create waves in their market and how does their story align with mine and their customers? Let’s not just create thumb-stopping content, let’s have a purpose behind everything created.”

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.

Rachel Gutish — Team USA ISDE Rachel Gutish was just named to the defending champion women’s ISDE Team! Driven would be a good description for Gutish, who started riding motorcycles at 5; started racing at 7; went professional at 15; pole vaulted for DePauw’s track team for two years; returned to racing two months after breaking her elbow a year ago; has lost count of her concussions; skipped her high school graduation ceremony to compete in the 2014 X Games (where she won a bronze medal) and continues to be a force in the Grand National Cross Country Series and the National Enduro Series. “I would not recommend it for everyone,” she said of her college-era lifestyle. But she managed to beg her professors’ indulgence, tackle her homework, take exams early and otherwise do whatever it took to maintain her racing career but still graduate summa cum laude with a major in psychology (and membership in the Psi Chi Psychology National Honor Society), a double minor in philosophy and business administration. Tracy Harris — SVP Informa Markets Tracy Harris is the SVP in charge of the International Motorcycle Shows, the leading consumer events in the powersports industry for the past 40 years. Starting with the company in 1989, Harris reached more powersports people in North America. Trade and Consumer, than virtually any other woman in the world! From 2007-2010 she led Advanstar’s Powersports Group which included the Dealernews International Powersports Dealer Expo (DX), the International Motorcycle Shows (IMS), Dealernews Magazine, Big Twin Dealer and 2-Wheel Tuner (2WT). Responsible for running and operating the division with full P&L responsibility for the overall performance of the group, she oversaw a group of 50 full-time staff and 20 seasonal team members at locations across the U.S. When Advanstar sold to UBM Americas in 2015, she reprised her role as SVP, International Motorcycle Shows, and continued when the parent company became Informa Markets though the 2022 IMS tour went on hiatus.

Krystal Hess — Founder Motorcycle Missions Krystal Hess formed the non-profit Motorcycle Missions to help veterans and first responders suffering from Post-Traumatic Stress Disorder (PTSD) participate in an unconventional form of therapy — custom bike building. A pediatric and surgical nurse, she founded Motorcycle Missions in the wake of her own traumatic experiences dealing with an abusive marriage. “I just knew motorcycles were my life – they became my therapy and my way to cope. My mission is to help individuals with PTSD and suicidal ideation find hope and balance through motorcycling. I don’t know where I’d be without motorcycles, so I hope to help others find the same passion.” Read Krystal’s story at http://www.motorcycle-missions.org

Buffy Huffman — National Powersport Auctions General Operations Manager Atlanta Buffy Huffman has one of the most inspirational career trajectories in the industry. After starting part-time while still in high school, Buffy has worked her way up to the top of the NPA ranks, currently running the crown jewel in the nation’s leading powersports remarketing business. And she is still excited about the job, saying: “My passion is to always strive to provide the best customer service to our clients, while also leading our team to be the best in the remarketing business for the ever-changing motorcycle industry and its continued success.”

Joanna Kaczmarek — KTM PG&A Marketing Manager After getting her start in the industry as Production Manager for Don Emde’s Parts Magazine back in 2005, Joanna decided she needed to immerse herself in the industry and started desert racing… despite not being a rider. She stuck with the racing despite some serious injuries and spent time with such iconic aftermarket brands like Saddlemen and Performance Machine before rejoining KTM in 2016. She is still living the dream… and racing the NHHA series to keep in touch with the market.

Liz Keener — MRAA Certification Manager Liz Keener has the distinction of being a trusted advisor to the National Powersports Dealer Association, despite being in the Marine Industry! Her past experience as Associate Editor of Powersports Business magazine as well as currently working with the Marine Retailers Association of the Americas gives her a unique point of view. She also has the honor of being the only guest editor in Dealernews in the past 5 years! Her passion and professionalism make her a valued team member in any industry. Despite working at MRAA, she is passionate about motorcycling and all outdoor recreation. Boating, snowmobiling, ATVing all give you freedom you don’t find elsewhere. This offers people the chance to get away from their everyday JUNE 2022 61 lives and truly enjoy living, whether it’s by themselves or with family or friends. Outdoor recreation is a true getaway, and she wouldn’t trade it for anything.

MIC members can access reports that detail powersports sales in the on-highway, off-highway, dual-purpose, scooter, and ATV categories. MIC reports cover new-motorcycle retail sales among leading manufacturers by brand and segment, across the nation and also by state. The MIC also summarizes manufacturer and distributor shipments of motorcycle and scooter replacement tires, in total and by market segment.

GOVERNMENT RELATIONS Working to Keep Moab Trails Open

Staff from the MIC’s Government Relations Office traveled to Moab, Utah, to help save some of the nation’s most scenic riding trails. Scott Schloegel, senior vice president of the MIC’s GRO, rode to the Labyrinth Rims/Gemini Bridges Special Recreation Management Area, overseen by the Bureau of Land Management. Trails there are in danger of being closed to motorized users. Leading the way was Clif Koontz of Ride with Respect, which aims to protect natural resources while accommodating diverse recreation on public lands through trail restoration projects and educational programs. Local motorcycle rental and tour company Ride Moab Industries helped supply gear for the ride. “Clif is a passionate rider who has dedicated his life to ensuring that riding opportunities remain open in the Moab region of Utah,” Schloegel said. “His group has put in countless hours marking riding trails to ensure that visitors stay on designated riding routes, and recently received a Right Rider Access Fund grant.” The GRO also has a longtime relationship with Utah Congressman John Curtis, cosponsor of the Recreational Trails Program reauthorization bill. He sits on the House Energy & Commerce Committee with jurisdiction over the Consumer Product Safety Commission, which regulates off-road motorcycles, ATVs, and side-by-sides. Curtis is also a member of the House Motorcycle Caucus.

OUR INDUSTRY’S MARKET EXPANSION INITIATIVE. JOIN THE MOVEMENT. HELLO@RIDEWITHUS.COM

Personnel Files By Alex Baylon

DO THE MATH

Hiring By Zip Code Doesn’t Add Up!

ccording to the Bureau of Labor stats, there were more than 13.5MM job openings as of May 2022, yet there are only 8MM on the unemployed rolls. Simple math proves one of our industry’s biggest challenges remains finding qualified candidates, especially technicians (but that is a whole different topic). Given the global lack of wrench-spinners it is time to broaden your horizons when it comes to hiring. We still get requests for geolocated job posts at the expense of dismissing out-of-state applicants. That is a huge mistake! Dismissing out-of-state candidates out of hand before they even have a chance to state their case automatically and dramatically reduces the odds of finding any qualified candidates. While there may be a 2:1 ratio of positions available per candidate, odds of finding a trained tech in your zip code are astronomical! However, before you start offering 110% relocation packages, consider the fact there are plenty of great candidates who are looking for a chance to get back to their hometown or a place to raise their kids, etc. The bigger issue is that other industries are draining our talent pool like never before! As I discussed with Eric Anderson for his Confessions column this month, even my own son didn’t apply for a motorcycle industry job! The young guys who used to start working in your parts department to support their racing habit are priced out of the market. The pay and discount parts they used to get no longer outweigh the improved compensation they can get elsewhere. My 19-year-old son doesn’t work at a motorcycle shop. He works as a pool boy at a local resort folding towels making $21/hr. — plus tips!

Even in the best of times finding techs is always a challenge so you are going to have to pay more than a pool boy can take home. One strategy would be to focus on finding a newly minted Motorcycle Mechanics Institute or Wyotech grad and train them up to the A-level tech you desperately need. The newest MMI graduates will go just about anywhere to get their start and most likely in any state they can best land a job. If you have automatically discounted any resume coming from the 85027 zip code or failed to take the candidate’s call from a (407) area code, congratulations you just eliminated the entire graduating class from MMI from your list of applicants! (As we all know, MMI campuses are in Florida and Arizona). Take it one step further. It stands to reason that as these grads gain experience and possibly even find a significant other, they will try to work their way back to their hometown. Strange as it may sound, I have spoken to unicorn “A” level techs who were completely ignored by prospective employers because their resume had an out-of-state address on it. Rather than looking for employees by zip code or area code, let them come to you from Florida or Arizona after they graduate! I encourage all employers to widen their search parameters and then if someone out-of-state pops up who looks promising, pick up the phone and take 5 minutes to find out why the candidate is willing to relocate. Heads Up Class Of 2022! One of the biggest challenges of conducting an outof-town job search is getting a potential employer to consider you. As mentioned, many hiring managers aren’t looking at candidates outside their own zip code. A major reason for this is that they have local candidates who can interview tomorrow, start sooner and won’t require relocation money up front, making hiring locals easier for them. The good news for you is that only 3.5% of eligible Americans are unemployed meaning those who don’t want to come back into the workforce regardless of the zip code! If you are willing or want to move, what can you do to get an employer to consider you? Here are a couple of strategies to catch the eye of a hiring manager. Make your move seem like a done deal (e.g. you have a moving date). Another tip is to put the new location on your resume. Many employers read resumes before they look at cover letters that explain in detail about a relocation desire. Take steps to convey your desire right on your resume to fight the “out-of-town candidate” stigma. For instance, you can put “relocating from California” directly below your address, which is perfectly understandable to most HR managers these days! Consider using a local address if you have friends or family already living in the location you’re targeting. If you do the latter, though, be sure that you are prepared for the possibility that you will be called to come in for an interview as soon as tomorrow.

Putting It All Together If your goal in hiring a new employee is to get the best of who is available, then take the extra few minutes to widen your search and learn more about possible candidates that are out-of-state. You might be surprised at who is looking! If you are seeking a job and willing to relocate, make this clear and up front by customizing your resume to that out-of-state position. Once you better understand how the employer and job seekers are looking for candidates and opportunities (online keyword, job title, location and other advanced search options), you can better cater your search to the right audience. Job-seeker or employer, the bottom line is the same: Zip Codes don’t add up to employees!

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry. “When you start reading the Industry #PROfles, you will notice that 80-90% of them get their start at a motorcycle dealership,” says MIJ founder Alex Baylon. “The dealers are on the front lines and have always been the heart and soul of the industry. Without motorcycle dealerships, most of us wouldn’t be where we are today, so part of our message is always going to be ‘support your local motorcycle shop.’” In addition to recognizing industry pros, Dealernews is also working with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews.com site. Check it out at: www.dealernews.com/Industry-Jobs “Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/industry-profiles/

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.

JUNE 2022

While trail volunteer crews can and do make a difference, the lack of agency volunteer coordinators combined with the high cost of living and astronomical fuel prices — that volunteers must address - does make that partnership model less sustainable at least for the foreseeable future. Despite the many challenges and obstacles confronting us, we need to take time to appreciate what we still have and that is access to much of our backcountry road and trail network. Sure, some of the views are not as “scenic” as they once were, but maybe we can envision what it will look like for the next generation. Many of our favorite trails are still there and a blast to ride even though they are now lined with the charred remains of fir or pine trees. And, when we plan a volunteer project it needs to respect and maximize the time donated by our volunteer work force to help the agency continue to provide a highquality recreation experience.

POST FIRE OBSERVATIONS

Complex Fire Recon in the ShastaTrinity National Forest By Donald Amador

ver the past several weeks, I had the opportunity to do my first large scale recon of areas that were impacted by the August Complex Fire. As some of you know, on August 17, 2020 a severe lightning storm started 38 separate wildfires that eventually grew into what became known as the August Complex Fire. It was California’s first “Giga Fire” because it consumed over 1 million acres of private and public lands in or near the Mendocino, Shasta-Trinity, and Six Rivers National Forests.

Further good news comes in the form of the Great American Outdoors Act, through which the U.S. Department of Agriculture will invest more than half a billion dollars on recreation sites and conservation projects for much-needed maintenance, improved infrastructure, increased user access, and supporting rural economies. “Thanks to the Great American Outdoors Act, we have already seen tremendous impact on our ability to enhance visitor access and land conservation efforts through the Legacy Restoration Fund and Land and Water Conservation Fund projects,” said Forest Service Chief Randy Moore. “Repairing and enhancing the infrastructure on the national forests and grasslands and expanding forest conservation ensures that the Forest Service continues to meet the need for outdoor recreation for current and future generations.”

For many of us who worked or recreated on lands within the burn footprint it was a devastating and life changing event. Many important natural and cultural resources along with high value recreation assets were consumed by the firestorm and altered for generations to come. As somebody who has done a lot of post-fire recovery volunteer work on forest lands over the last 20 years, I want to state my appreciation to fire and recreation staff who worked hard to mitigate hazard trees, replace damaged signs, and address other management issues in high-use areas such as campgrounds and along key routes. On the other hand, there are many areas in the burn footprint that basically appear as they did after the fire was extinguished almost two years ago. Many signs are burned up completely or wording is not legible. Road or trail barriers have been destroyed and remain as they were when the fire crews left. Unfortunately, the large number of recent mega-fires compounded by ongoing COVID mitigation measures, retirements and high cost of living in certain regions continue to create capacity challenges as the agency works to address routine management efforts, fuel reduction projects, and their recreation program.

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

WHEN TRAILS CLOSE WE ALL LOSE Do Your Part / Don't Lose Trails

Keeping trails open is everyone's responsibility. By working together as one motorized community, we can keep our trails open, healthy and beautiful for generations to come. Do your part by riding responsibly, keeping trails clean and trash-free, and volunteering with organizations that are working to keep access open for everyone. Do your part, support Tread Lightly! and it's mission by becoming a member at treadlightly.org.

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

Don’t think I am referring to professorial types at intellectual management levels. Nope. I mean anyone who wants to work in a fun and continue-to-be-growing powersports industry. The pandemic fueled sales for just about everyone, yet there feels like a lull — economic or otherwise — occurring right now. Are we going to keep the newbie customers who fueled last year’s increased sales or did we simply “rent them” for 18 months? I was in a meeting with 8 different retailers this week and every single one of them needed techs and all stated sales have quieted (associated with mid-June stock market losses). We cannot change the stock market, but what can we do about the technician shortage?

Confessions Of A Customer® By Eric Anderson

OUR INDUSTRY’S BRAIN DRAIN Are We Losing Our Minds To Other Industries?

owersports as an industry is “talent light.” Now, don’t be insulted since I didn’t mean you. There simply is evidence of a lack of qualified personnel to staff retail dealerships, wholesale distribution operations as well as manufacturers and service providers at upper levels requiring specific skills. Hell, restaurants and warehouses can’t seem to find or keep employees these days. Current inflation levels, gas prices and high employment levels don’t help, either. Accounting, welding, sales, logistics, finance and marketing are all skills this industry needs plenty more of. So where do we find qualified candidates who actually want to come into work? As of May 2022, there were 13.5MM job openings in the USA, yet there were only 8MM unemployed people to fill those positions… And don’t use simple subtraction in your head because the skills of the 8MM unemployed likely don’t line up anywhere close to those available 13.5MM jobs’ requirements or their geo-locations (note Alex Baylon’s Personnel Files column in this issue). Only 3.5% of eligible Americans are unemployed (Bureau of Labor for May 2022) which means employers are having to compete harder and harder to attract employees to get or remain staffed up. It ain’t like it used to be. Nowadays, you must think out of your own box by “stealing employees” from other industries and job-train your own… Then there is the matter of retaining them. It’s tough!

According to Trisha Weaver of Motorcycle Mechanics Institute (owned by UTI), the recruitment and retention of techs has been down across the board since the 2008 Great Recession. The auto industry is also experiencing a recruiting and retention downturn of qualified personnel, it is not as much as in the motorcycle industry. Why? Trisha’s answer is that auto dealers pay more and participate in tuition reimbursement programs… which most powersports dealers don’t use as an incentive. Motorcycles might be more fun than cars, but apparently the days of your techs getting a job to fund their motorcycle addictions are long gone. “Show me the money!” is the new call to action shoving out the door ye olde concept of “WYLD” (What You Love Doing). Human capital is the hardest element to replace, thus the most expensive to maintain. Alex Baylon, founder of MotorcycleIndustryJobs.com and Western Regional Sales Manager for Western Power Sports states, “Other industries are sucking us dry because powersports doesn’t pay as well. Even the young guy working in your parts department to support his racing habit is aging up

and out. The pay and discount parts they used to get no longer outweigh the improved compensation they can get elsewhere. My 19-year-old son doesn’t work at a motorcycle shop. He works as a pool boy at a local resort folding towels and picking up empty drink cups making $21/hr. including tips. We all must compete in this new normal to retain quality employees.” MMI and UTI are not operating at full capacity. All trades — auto and powersports included — are losing mechanics. Young people prefer an app to do it for them, yet apps cannot swap a tire or change the oil. We are amid a turnover in our labor force. Look for the Hispanic population to evolve from landscaping jobs toward more technical and mechanical opportunities which pay more. This demographic is already 17.2% of the auto mechanics in the USA behind white at 65.6%. Women are 3.6% of the auto techs out there. (Source: Zippia.com). How can we recruit more young people into the industry for tech, design, management and retail positions? Perhaps motorcycling has lost its cache with young people, or we haven’t promoted it enough to the new and next generation. I suggest the new National Powersports Dealer Association board meet with MMI and figure out something new. The MIC has “Ride With Us” as an industry-wide expansion program. So how about a cooperatively synergizing, freshly conceived glamor campaign to build more motorcycle career paths out of high schools and community colleges called “Work With Us?” or “Wrench With Us?” This way we are collectively growing the industry with riders with a corresponding infrastructure of workers and techs. Another solution looking down the road will be online training programs which will be recognized by industry institutions. I am a big e-learning fan having built Powersports University for the MAG brands more than 10 years ago. The cost of delivery for non-tactile, but informational courses is pennies on the dollar requiring no instructor’s salaries or travel budgets. Training sales techniques, F&I systems, retail processes, DMS operations, accounting and more can be assembled relatively cheaply to enable growth. But the 13.5MM question remains — who will take the lead, plug the brain drain and enable the powersports industry to acquire and retain its best people?

Has The Great Resignation Hurt Powersports?

s it just healthcare and restaurants or has “The Great Resignation” had an impact on the powersports market? The World Economic Forum says “yes,” but also points out people are still struggling to find a “normal life” postpandemic. Note that the highest paid, mid-career employees are the ones most likely to “walk” since they feel they can accelerate beyond their current position more quickly in this “buyer’s market” for jobs. It’s going to be musical chairs for a while, but here are some ideas to help get you and your business through. Offer a sign-on bonus of tuition-reimbursement directly to MMI or Wyotech graduates, but on a condition. That condition is you receive the bonus after working in your dealership for 9 to 12 months. Promote “Team Bonuses” to encourage improved relations between your departments. Chances are your departments are too “independent and vertical” avoiding contact and coordination. Customers can sense the friction. Grease the skids by sharing the wealth across those departments when group milestones are accomplished. Supply personalized wood, leather or metal engraved name tags with titles. Make employees proud to wear your business’ name and brand. It sounds small, but it works BIG! Listen to Sir Richard Branson: “Train people well enough so they can leave, treat them well enough so they don’t want to.” Give Tours of Your Dealership. It takes 5 minutes to walk through the shop and introduce everyone. Have managers carry business cards in their shirt pocket to hand to tour participants while inviting them to call on “me” with any questions relating to my department (service, finance, sales, parts, accessories). Promote your dealership as a family. It works internally, too. Pay More. It’s cheaper than Searching, Replacing & Retraining. MIJ’s Alex Baylon recently spoke to a Honda Powerhouse dealer who refused to pay his A-level tech $2 more an hour (about $4000/yr.). Calculating for lost business plus the time/money it took to seek a replacement the ordeal cost him more than $8000. If somebody is good, they are worth their weight in gold!

JUNE 2022

With a changing of the guard coming as Western Power Sports became part of the Arrowhead Engineered Products group, the emergence from COVID and the onset of a new riding season, WPS shifted the dates of their national sales meeting far forward. The focus also shifted from distributed brands to in-house products, new players and exclusives. In fact, the first day of the 3-day session was devoted to WPS Exclusive Brand Presentations. The 40-minute presentations allowed for a deep dive into Aplinestars, Fire Power, FLY Street, FLY MX, GMAX, HardDrive, Highway 21, Open Trail, Scorpion, Sedona, Shinko and UClear among others. Here are some of the products that were highlighted in Boise back in May.

JUNE 2022

FLY 2022.5 KINETIC MESH DROPS

Reps were just treated to a sneak peek at the revamped Kinetic Mesh gear at the WPS Sales Meeting in Boise, but the Fly Racing news was embargoed until it officially dropped at the Outdoor National kick-off in SoCal. “This season’s Kinetic Mesh got an upgrade with all new stretch materials,” says Sales Manager Jason Thomas. “This is the racewear used by our professional motocross racers at Pala this weekend as well as off-road warriors in Baja and beyond. Kinetic Mesh is the first choice in ventilated racewear.” If you missed the races, see it here: https://www.youtube.com/watch?v=FMXXDHi-yrE

PIVOT WORKS ROLLS OUT WHEEL BEARINGS

Pivot Works is part of the family of brands that was brought in when Arrowhead Engineered Products purchased WPS. An expanded range of wheel bearing kits were presented to the press in Boise. Available with and without spacers as needed, these quality, hardened wheel bearing kits are sourced from trusted OEM suppliers including NTN, NSK and Koyo, but for a more competitive aftermarket price. Dealers can easily replace old bearings with a Pivot Works Rebuild Kit quickly and efficiently, and those who want to do the work themselves can learn from the nearly 40 Pivot Works installation videos on YouTube. More information is available at: www.ABRGbearings.com

GOOD THINGS COME IN SMALL PACKAGES

Yoshimura continues to prove good things come in small packages by decking out the Firepower Grom and unveiling new exhausts for the Navi. “Hands down the Honda Navi is the most economical Honda made today, many have been showing up at local track days and racing the Navi. We decided to go with an RS-2 mini carbon muffler full system with our Works Finish,” claims Yosh. “We developed the RS-2 with the stock intake on the Navi and removed over half the weight by removing the stock exhaust and adding our RS-2 system.” WPS dealers, look for the Race Series RS-2 full system for the 2022 Honda Navi to begin shipping in September 2022. See the video to hear the system in action: https://www.youtube.com/watch?v=nf4RqnJRuiI

CUP CHECK!

“Kruzer Kaddy is the original motorcycle cup holder having started 20 years ago by two riders that grew tired of throwing away half-consumed beverages after a quick stop for fuel,” notes Patrick Dowd. “The few containers found were either flimsy or very unattractive… hence came the KRUZER KADDY.” We are very pleased to be included in the robust product offering WPS offers to their large customer base and expect the very knowledgeable sales staff to expose Kruzer Kaddy to a wide variety of dealers worldwide. “Each cup holder comes with multiple foam liners to accommodate up to a 20 oz bottle. The clamp mounts will easily attach to any 7/8”, 1”, or 1 ¼” bar. Customers can click on the WPS Dealer Locator and get a Kruzer Kaddy: www.wps-inc.com/dealer-locator

GET A GRIP!

The Gripmax Foot Pegs by HardDrive, were designed as a lightweight and functional option for riders while giving the rider full adjustability for a perfect foot placement. Machined from T6061 Aluminum and Anodized in Black, Gold or Red. Also available in a brilliant Chrome finish, or Raw for a customized finish. Foot pegs are for all HD male clevis (except M8 Softails & Pan America) and measure 3.5” x 2.7”. Gripmax Floor Boards and Mini Boards are also available. Exclusively through HardDrive/WPS!

SLICK SHIFTING FROM NOMADIC

Another new HardDrive exclusive is the Nomadic Mid-Control Shift Linkages. Customers can customize their ride while also getting a performance upgrade from the sloppy stock linkage. These clean looking, adjustable, shift linkages are made from a superior raw material that gives way to a superior design. Offered in Anodized Black, Gold and Raw finishes. All Nomadic products are designed, manufactured & assembled in Southern California. Click here for more details: www.wps-inc.com/dealer-locator

JUNE 2022

GOING ROGUE IN SOCAL By Gus Stewart

hat is more quintessentially Southern California than Van’s sneakers and In ’N Out Burgers? These cultural icons served as the perfect backdrop for the Scout Rogue roll out as Indian Motorcycles hosted a Scout Rogue Crew House party at the Van’s off the wall HQ in Costa Mesa. Not sure if the Indian Crew was implying we are a bunch of loafers when they invited us to a shoe company, but motorcycles, music and axe throwing mayhem certainly sounded right up our alley. It isn’t a party unless everyone is invited and certainly the introduction of the Rogue and Rogue Sixty at a sub$10K starting price opens the door for even more riders to come to the party. Add a bit of self-expression and a liberal dose of attitude and the guest list really starts to get interesting! “For so many motorcyclists, riding carries a rogue spirit – a bold statement of freedom and individuality that brings riders together – and Scout Rogue delivers that in spades,” claims Indian Motorcycle VP Aaron Jax. “It’s an attitude that can only be found on a motorcycle, and it creates a totally unique level of camaraderie and community, and that’s what Scout Rogue is all about.”

The Scout Rogue Sixty guest of honor features a 60 cubic-inch (999 cc), liquid-cooled powerplant producing 78 horsepower, and comes decked out in Black Metallic, Titanium Smoke and Bronze Smoke. Starting at $11,499, the Scout Rogue delivers 100 horsepower by way of a 69 cubic-inch (1133cc) motor and is available in Black Metallic, Storm Blue, Sagebrush Smoke, Black Smoke and Stealth Gray.

A host of new features give the Rogue its attitude, including a quarter fairing, mini ape-hangers, blacked-out fenders and valve covers, and a 19-inch front wheel. Our host added that the powertrains pack some serious punch with loads of low-end torque for snappy acceleration, but we will have to take their word for it. Unfortunately we didn’t get to dance with our dates as this was a static launch. However we are looking forward to some seat time with these beauties at a future soiree.

JUNE 2022

VALE FRASER SCOTT 1935-2022

ust days after celebrating his 87th birthday, Fraser Scott inventor of the Scottoiler passed away on June 7. “It is with great sadness that we have to inform you of the passing of our friend and founder, Fraser Scott, who passed away on Tuesday night,” said the team in Milngavie, Glasgow, Scotland. “As the inventor of the Scottoiler, Fraser has improved the lives of so many motorcyclists all around the world, a legacy that we will continue to uphold through the Scottoiler family business.”

Fraser was 87 years of age and had led a very full and interesting life. “Always talking motorcycles, he was one of the industry’s true characters and he will be sorely missed by us all.” Even though he had stepped away from day-to-day operations, Scott remained active and involved in the business, or as he put it: “I’ve maintained my role as a disruptive innovator within our R&D team, as Scottoiler continues to work on new and exciting projects.” His earliest memories began on a motorcycle and were always an important part of Scott’s life. “Motorcycles run like a thread through my life. My earliest memory is of being a two-year-old tank-top passenger on my dad’s Triumph Twin. In a life dedicated to bikes,” recounted Scott. “I’ve since used them to go camping, hillwalking and scrambling. And sometimes to meet women… “In the late seventies, I was riding a Suzuki 750 four and used it most weekends on trips from my home in Glasgow to meet my girlfriend in Manchester. The Suzuki had an ‘O-ring’ chain which couldn’t be removed without detaching the swingarm. By the

time I reached Manchester, it was hanging off the sprockets, but looked too costly to replace. I had an idea the Suzuki’s vacuum petrol-tap could be adapted to make an automatic chain oiler. That inspired my career as the inventor of the Scottoiler.”

Having created a prototype which worked, Scott spent the next five years perfecting it, encouraged by the fact that, on the road and even in the dirt, the ‘O-ring’ chains didn’t wear out. “Our key moment arrived in 1983 when TML manufactured 10,000 chain oiler systems which were launched at the NEC Motorcycle Show the following year. We sold just 50 kits in a difficult motorcycle market.

he best time to plant a tree may have been yesterday, but Scottoiler founder Fraser Scott’s legacy will live on with Trees For Life planting a forest for Fraser, literally. “Despite that, I thought it would be madness not to keep going “To celebrate the life of our founder and the inventor of the even though it was costing me my social life and most of my Scottoiler, Fraser Scott, we have set up a Memorial Grove in his money. In 1985, with no money left for marketing campaigns honour.” or events, I decided to sell the kits by mail-order from my living room. Through word-of-mouth I managed to slowly build up For every donation, Tree’s For Life will plant a tree in the sales as more and more bikers recommended the Scottoiler Caledonian Forest in his native Scotland. “We thought that this chain oiler systems to their friends. was a lovely way to celebrate a brilliant man and one that Fraser would’ve enjoyed,” says daughter and Managing Director Fiona “By 1990, our growth meant we needed to hire full-time staff Scott. and adopt a more professional approach to the business. As satisfied customers spread the word to friends, it was not long “Our vision is of a revitalised wild forest in the Highlands of before first dealers, then wholesalers and even international Scotland, providing space for wildlife to flourish and communities importers wanted to stock our products. That led to one of my to thrive,” adds the award-winning Scottish charity. “Our mission proudest moments when we formed a partnership with BMW is to rewild the Scottish Highlands by enabling the restoration Motorrad who chose Scottoiler systems as an official accessory.” of the globally unique Caledonian Forest which once covered much of Scotland.” He eventually handed over the reins to daughter Fiona who, as Managing Director, has continued to successfully develop the Integral to our success is the involvement of people. Volunteering company to its present highly regarded place in the motorcycle offers a rewarding and hugely enjoyable opportunity to restore marketplace. Scottoiler now employs more than 20 people in its native forests and wildlife habitats. With the help of volunteers, Glasgow factory where its products are still manufactured and we have planted nearly two million trees. We need volunteers to assembled before being sold and exported to over 40 countries get behind our mission and help bring back the forest. https://treesforlife.org.uk/groves/402506/ worldwide.

AIMExpo ............................................................................52 All Balls Racing.................................................................57 American Landmaster......................................................38 Bobcat.................................................................................. 7 CanDo Diagnostics, Inc. ..................................................27 Denny-Leinberger Unfiltered Marketing.....................33 DX1/Traffic Log Pro:........................................................31 Evolution Electric Vehicles.............................................43 Find It Now GPS Security................................................11 Get Started Riding Motorcycles.....................................79 Harden Offroad............................................................CVR4 MaxOpp Marketing...........................................................46 MBA Insurance..................................................................59

Motorcycle Industry Council (MIC).............................. 63 Motorcycle Industry Jobs (MIJ).......................................17 National Powersport Auctions (NPA)...........................25 National Powersports Dealer Association (NPDA).....49 Piloteer..............................................................................37 Rambo Electric Bikes.......................................................41 Red Line Oil ......................................................................15 TEXA USA...........................................................................19 Tread Lightly.....................................................................67 Triumph Motorcycles America.......................................13 Tucker/UBCO.....................................................................45 Tucker/Twin Power........................................................... 9 WPS.................................................................................. 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 2022

It’s about here a much needed thought floats through. It doesn’t have anything to do with this moment. This very moment is the only life you have. So let it go and enjoy the ride. Eventually, the tribal drum song of my bike is rolling off the hillsides and buildings on passing through. I notice it changes its tune to the guardrails, the jersey barrier and a dairy fence. Much like myself taking in a deep breath, tasting it before letting it go. Noticing the power pulses of the engine have become a natural bush. The cadence and controls moving as need be with the demands of the moment. Clutch. Brake. Shift and ease on the throttle… Do what feels right to the sound and your speed and let it slip out. Compensating with more or less throttle intuition. A car on the hillside is rolling towards the intersection. You noticed it because you were taking in the vista between your bars. No worries, your mind is right there with you. Not with this morning, or with the cheeseburger you have planned for later in the days budget. A quick flip of the high beam and ease off the speed to be sure you’ve noticed each other and with the next breath as relaxed as the ones before, my scoot’s song is again singing its focused soundtrack to that very moment.

MOTORCYCLE MEDITATIONS By Shoe

raffic is piling up at the intersection. It’s a lot closer to the heat of the day than I like it to be taking off for a ride. But hey, what are you going to do? Things need to be taken care of before most folks can simply check out of the daily grind. It still seems to take me 600 miles to become aware and fully joined in the moment. There are a few paths to finding some peace in this every-minute-consumed world. I, being the “Bookstore Buddha” I am, take the one I like most, my motorcycle. The first step, really the only step for me seems to be so simple: to be in the moment. After weeks or years of thought and hours of preparation to machine and myself, it’s time to lift the stand and get rolling. At first glance, one would have to think a person couldn’t be more in the moment than that first few minutes underway of a long motorcycle ride. Nevertheless, two hours — closer to four — I begin to notice that my jaw is set, and maybe I’m holding my breath when approaching a transition in the route or negotiating traffic. The last things seem to hang in the back of my helmet for hours… Is there enough food for Duke or the fish? Should I stop and have someone double check that the shop is locked? Is the compressor still plugged in? Is that hay truck going to crush me before he finds his lane? That brake seemed wooden? Did I get something on the road or when I was fueling up or it was parked at the shop? I wonder if the charge in this headset will outlast the one on my phone or vice versa.

Second fuel stop and I’m planting my left foot and pivoting on my toe while I’m opening the gas cap. Another deep breath to taste what my bike is breathing. I stretch a bit and walk around it. Nothing catching my eye like shiny spots on the body or a drip finding its way down a fork leg, no smell other than fuel dominating the air. It’s funny how fast the bike fills up. You’ve barely started to answer the questions of the admiring cager at the pump before it’s time to clean your glasses and flip up the stand. Once again leaving that moment and rolling into the next. The most cliched line of our culture. absolutely hands down has to be “live to ride and ride to live.” And once again hackneyed old lines that are proven in the long run to be true. I forget sometimes, and it takes wiping down my bike or seeing another in the breeze while I’m at work to remember when I can embrace the moment of my life spent on a motorcycle, no matter how hot, rainy, windy, bumpy or even downright terrifying. Being in the moment is freaking out a little bit when the truck nearly kills me at the intersection or screaming when cold rain runs down the back of my neck and puddles in the seat. When that moment is gone, roll through to the next one. It is the closest to Zen as I’ve found. Ride safe, I’m Shoe

Shannon “Shoe” Gower is the dealer principal and head builder for Hotshoe Customs. Nothing here is a bolt-on. I am a fabricator, not a distributor of other companies mass-produced parts that make you fit in — I make one-ofa-kind bikes that stand out. I can make your bike entirely or make your bike entirely yours. I charge a fair price and am competitive for my parts as well as for me to pick up and deliver. Thank you, ride safe, peace! Shoe Hotshoe Customs & Motorworks Salina, Oklahoma

http://www.hotshoecustoms.com/

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Reunion/Celebration: September 24th Blackmore Ranch $50 Borrego Baja Dual Sport Ride: December 9th-10th $250

The Desert and Baja Motorcycle Racing community is set to gather once again to celebrate our amazing past, present and future. This time on two separate weekends. The Reunion/Celebration will be held Sept. 24th at the legendary Blackmore Ranch. Displays, Presentations, and Discussions in a beautiful park like setting surrounded by powersports memorabilia. The “Baja Borrego” Dual Sport Ride will be held the weekend of Dec. 9-10 at Ocotillo RV Resort and will feature a 130+mile GPS guided ride only Johnny and Scot could design. Riding Seminars, a group campout and party will be held to celebrate our amazing history, past legends and champions.