Issue #7 July 2022 by Dealernews

DN 2.0 #7

DEALER PROFILE

Chris Watts, America’s Motor Sports

AN IDEA WHOSE TIME HAS COME Scot Harden Has A Proposal...

CONTENTS

06 WORLD’S LUCKIEST MAN 08 EDITOR’S NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+ 20 DEALER PROFILE+ 24 PERFORMANCE+ 28 INDUSTRY RESEARCH+ 30 INDUSTRY RESEARCH+

Bob Althoff On Time To Check Yourself: Pop Quiz Robin Hartfiel On A Matter Of Perspective The Industry On Dealernews

All The News That’s Fit To Print Personnel Postings

America’s Motor Sports: Welcome To The Swirl! Stern Words Between Mark Rodgers And Dan Stern Lenny Sims On J.D. Power Valuations NPA’s Jim Woodruff On Pre-Owned

32 37 38 42 44 47 48 50 53

INDUSTRY RESEARCH+

Don Musick Muses On Flying Cars

eDEALERNEWS Watts Up?

CURRENTS+

Triumph TE-1, Volcon Stag & Joe Rogan Takes A Grunt…

EV OEM UPDATE

American Landmaster Shocker Set For September

WHAT THEY SAID

Bob Weaver On Why Become An American Landmaster Dealer

NPDA DEALER NEWS It’s The Real Thing

NPDA MEETING MINUTES

National Powersports Dealer Association July Update

NPDA LIVE!

MaxOpp Partner Profile Part II

SHOWTIME!

AIMExpo Update

On The Cover: Chris Watts courtesy of Liz Ross Cruse, www.smileforliz.com

20 4

OUR TEAM Bob Althoff World’s Luckiest Man EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Eric Anderson Vroom Network Jim Woodruff National Powersport Auctions Mark Rodgers Performance Consulting Lenny Sims NADA Appraisal Guides

54 56 DIVERSITY+ 100 WOMEN IN POWERSPORTS 57 TOP FIVE MINUTES With CINNAMON KERNES

AIMExpo Registrations Are Open Cinnamon Kernes Blazing A Trail For Our Industry

#powerwomen Class Of 2022 Continued

58 MIC RIDE REPORT 60 PERSONNEL FILES+ 64 ADVOCACY+

What Does The MIC Do For You? Hunting Unicorns With Jason Gearld

Don Amador On A Star Spangled Salute To Building Bridges

66 CONFESSIONS OF A CUSTOMER 68 ADVOCACY+ 72 GEAR+ 76 PRESS PASS+ 79 PRESS PASS+ 82 VALE+ 83 AD INDEX 84 BACKFIRE Eric Anderson On Here Come The Disruptors!

Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports

Scot Harden On An Idea Whose Time Has Come (Again)

Charlie Williams Off Road Editor

Winning At Retail!

Marq Smith Holeshot Motorsports, Canada

Celebrating 50 Years Of Pro Motocross: Honda’s Day In The Sun!

Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing

The Future Is Now For STACYC

Joe Bonnello Joe B Photography

Ave Atque Vale Sonny Barger

Uncle Paul Wunsch Love Cycles

This issue Brought To You By… Riverside Raceway Shut Down

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

JULY 2022

This much is true — a brand is a story. Great companies are great storytellers. So what is our brand? No, not your brand. I bet you could tell a compelling story about your Dealership… our monthly dealer profiles are proof of that. Oh, and not that brand you carry — Honda, KTM, Harley and Indian…Yep, all great storied brands. But what is our brand? What is the story of Powersports? And to whom and how well do we tell that story? How consistently, how widely; how effectively do we tell the story of our Industry? I’d posit that we do a pretty good job of “talking among ourselves.” We can bench race for hours. It’s called “preaching to the choir.”

World’s Luckiest Man By Bob Althoff

POP QUIZ!

But it’s time to get out of our echo chamber. It is time to hone the Story Of Powersports… And way past time to shout it from the mountain tops! There are millions of Americans who would love to hear that story… And among them are hundreds of thousands who would find their way into our sport and our showrooms, having been exposed to our truths.

ultiple Choice Test: A, Bust, Boom, Bust B. Boom, Bust, Boom

Our stories are, and must always be, authentic (we’ve got that covered!). They must evoke emotion; show benefits; inspire; invite; be consistent.

Hint: There is only one correct answer

But most importantly, our stories need to go beyond the target marketing we are doing and get to mass marketing.

Where does our industry go from here? If you are a Dealer, you are tired of being held hostage to forces beyond your control, but this is a test we really can’t afford to fail. For years, I kept an index card taped above my desk to remind me that there are things just not worth worrying about. Seeing that each day reminded me that we as entrepreneurs have enough REAL THINGS to worry about rather than wasting our time worrying about that which we cannot control. The 2008 to 2010 run was brutal for our industry. The 2020 rebound was pretty wonderful. What’s next? And what can we do to pass the next test? There are certainly forces at work that are troublesome… and largely outside our control. Interest rates, war, supply chain issues all come to mind. But for all that, there is much we can, should and must do.

We can do both! As they say on TV, “stay tuned!” Bob

participants tackle daily riding challenges. After a week of riding alongside like-minded adventurers, 27% of all participants managed to reach the key goal of riding more than 1,000 km. Riders in 90 countries racked up more than 1 million kilometers in the saddle. That translates to a lot of tires, chains, brake pads and post event service work around the globe. July also witnessed the return of World Ducati Week after a four-year hiatus and the Ducatisti were out in droves… to the tune of 80,000 attendees from 84 countries. Even with the pandemic caused travel restrictions and rising fuel costs, the faithful flocked to Misano World Circuit “Marco Simoncelli” for the 11th WDW “fans of the world of two wheels celebrated three days of passion, fun and unforgettable experiences,” said Ducati CEO Claudio Domenicali.

Editor’s Note By Robin Hartfiel

A MATTER OF PERSPECTIVE

The Glass Is Not Half Empty…

hat a month! Rather than creating a selffulfilling prophecy of always seeing the glass as half empty, time to accentuate some of the positives powersports has been experiencing globally. KTM just wrapped up a 1-million-kilometer ride challenge, World Ducati Week returned after four years and rather than bitching about supply chain SNAFUs one OEM is ramping up manufacturing in Mexico. The proverbial glass is virtually spilling over. It is 4 a.m. in Monterrey, Mexico, and I am returning from seeing the brand new HISUN manufacturing facility that will ultimately become an 800,000 sq./ft. campus, employing hundreds and fulfilling thousands of families’ dreams with ATVs and UTVs. Rather than seeing a bubble burst, HISUN is betting on the future of powersports in North America, investing $152 million in its new plant. In fact, they expect to produce 5,000 units by the end of the year, even though the assembly line just went live. Stay tuned for more on this in coming issues.

The success of World Ducati Week was also digital: during its three-day run, more than 6 million impressions were generated on Ducati’s social media channels. As Claudio claimed, “World Ducati Week celebrates the deepest soul of Ducati: we don’t sell motorcycles, we design experiences for our fans.” And that is what all of us in the powersports industry do, we are the gateway to great experiences. We are a robust and growing industry, albeit single digit growth rather than the double digits MIC reported in July 2021. How does this translate to the dealers? That I leave to Bob Althoff for the dealer’s perspective. As his column notes, “2008 to 2010 run was brutal for our industry. The 2020-22 rebound was pretty wonderful.” But as he adds, we need to accentuate these positives by spreading some of the good cheer. “There are millions of Americans who would love to hear that story... And among them are hundreds of thousands who would find their way into our sport and our showrooms, having been exposed to our truths.” WDW and KTM World Adventure Week are great global sounding boards for our story. Bartender, pour me another glass… in fact, make it a double. This party is just getting started. Cheers!

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 This week was KTM/s World Adventure Week worked for most of the B2B publications in the encouraging people to ride their motorcycles… and Powersports arena. Prior to the trade side, he ride they did! The event saw almost two thousand worked as a beat reporter for a local newspaper and was an editor of publications ranging from 8 All About Beer to VW Trends.

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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.

PRO MOTOCROSS CHANGES THE CHANNEL To the American Motocross Community, The 2022 Lucas Oil Pro Motocross Championship has been an exceptional series so far. We’ve seen massive crowds at every round, great racing on perfectly prepped tracks, and the competition in both classes has been exciting and entertaining. The series is celebrating 50 years of AMA Pro Motocross, and the 2022 season is shaping up as one of the best we’ve ever had, with one glaring exception, and that is the train wreck that’s been our live streaming package. In our failure to have dependable livestream coverage through the first half of the series, we have let down a large segment of very loyal motocross fans. MAVTV Plus simply did not work. The app could not handle the global traffic load that came with Lucas Oil Pro Motocross, and no one felt that disappointment more than we did at MX Sports Pro Racing and MAVTV. With both Ryan Dungey and Antonio Cairoli joining the rest of the stars in this series, we knew the whole motocross world would be watching this summer. Unfortunately, MAVTV Plus was not up to the task, and the problems and inconsistencies with the service gave the series a black eye — several, actually. We have been working diligently with MAVTV to find a fix, and after five rounds of frustration, they made the difficult decision to move the streaming coverage to an entirely different (and much more dependable) platform in FloSports, on a new “MAVTV on FloRacing” channel. They are honoring the existing MAVTV Plus subscriptions through the end of this month, and MAVTV Plus will soon be

refunding the balance of their annual subscriptions. Lucas Oil has been our title sponsor ever since MX Sports Pro Racing took over the reins of the series in 2009. They have also partnered in broadcast production with Lucas Oil Studios and through television coverage through their MAVTV network, showing the first motos while NBC Sports Network aired most of the second motos, with a few on NBC proper each season. NBC Sports Network had also been our commercial partner in the series for more than a decade. But last year NBC decided to shutter the sports channel in the wake of the troubled 2020 Olympic Summer Games in Tokyo, which were postponed for an entire year due to COVID, and then finally held last summer with no fan attendance permitted. NBC still airs motocross—Saturday’s first 450 moto at Southwick will air live on the network channel—but not the vast majority of the series. With NBC Sports Network out of the picture, that meant our previous streaming platform, Peacock, was no longer an option either. At that point MAVTV offered to step in and make Lucas Oil Pro Motocross their #1 priority, offering to show all four motos live from each round, with no preemptions for other sporting events or shows. They also had their new streaming platform, MAVTV Plus, to replace Peacock, at a similar price point for fans: $6.99 a month.

Unfortunately, MAVTV Plus did not work the way it was supposed to, and for that we are truly sorry. It was a disaster, and it could not have come at a worse time for Lucas Oil Pro Motocross, which has otherwise been humming on all cylinders. I appreciate all of the people at Lucas Oil and MAVTV who tried to fix the problems, and I also commend them for coming to the very difficult decision that they were better off moving to FloRacing than to take any more time trying to fix a much larger problem that could not be rectified quickly. And yes, FloRacing is honoring the $6.99 per month price that MAVTV Plus originally offered, which is significantly lower than their regular monthly subscription. MAVTV Motorsports Network will also continue airing Lucas Oil Pro Motocross. On a personal level, I would like to apologize to all of the fans and viewers who have struggled to watch with MAVTV Plus. I hope the change to watching “MAVTV on FloRacing” is as seamless as it is easy. I also want to apologize to all of the competitors and race teams, as well as the event promoters and sponsors, who have all worked so hard to make the 2022 Lucas Oil Pro Motocross Championship the success that it’s otherwise been. The effort that everyone has put into motocross deserved better streaming coverage than we have given them this summer, and for that I am truly sorry. One thing that has remained true since Round 1 and will continue through the rest of the season is our commitment to providing our audience with the best coverage and easiest access to watch the races from anywhere you might be. We hope you continue to tune in to see these amazing riders on these great racetracks. Sincerely, Davey Coombs, President MX Sports Pro Racing Morgantown, WV

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

Racing to our portfolio will allow us to target multiple consumer demographics across mountain and road biking, skiing/snowboarding, and powersports. We expect that Fox Racing and our legacy teams will find multiple opportunities to leverage core competencies, enhance supply chain efficiency and resiliency, and better serve our customers and consumers to drive future growth. We believe that the combined platform will make each business stronger and more profitable tomorrow than they are today, while allowing us to continue to deliver long-term returns for shareholders. We expect to be one of the largest outdoor recreation companies in the industry,” concluded Metz.

FOX HEADS OVER TO BELL? VISTA OUTDOORS BRINGS ICONIC BRANDS TOGETHER

Vista Outdoor Inc., the parent company of Bell Helmets and nearly 40 outdoor product brands, has brokered a deal to buy Fox Racing. The purchase price is said to be $540 million, with the potential for an additional $50 million earnout based on Fox Racing’s financial performance.

Fox Racing will be part of Vista’s Outdoor Products segment and will be included in the new Outdoor Products Company upon the completion of the previously announced separation featured back in the May issue: https://issuu.com/dealernews/docs/issue_5_may/14

“Over the last four years, we have built a diversified portfolio of iconic outdoor brands led by a proven leadership team that continues to execute well and drive strong results for our shareholders,” claims Vista Outdoor CEO Chris Metz. “With the acquisition of Fox Racing, we are continuing the successful implementation of our strategy to use accretive acquisitions to expand our leadership position and ability to capitalize on long-term growth opportunities in outdoor recreation. For 50 years, Fox Racing has been a leading voice in the motocross and adventure community, with a dedicated consumer following and talented group of employees that embody the brand’s mission to “honor yesterday, conquer today, and invent tomorrow.” Fox Racing’s deep history of producing innovative gear that enables racers and explorers to reach new heights aligns perfectly with Vista Outdoor’s existing portfolio of leading outdoor brands. Fox Racing grew net sales by a compound annual growth rate of approximately 20% from calendar year 2019 to 2021 and is expected to grow in excess of that in calendar year 2022.

WHAT DOES THE FOX SAY?

“We’re excited to join the Vista Outdoor family,” adds Fox Racing CEO Jeffrey McGuane. “Together we can leverage the heritage of our leading brands, enjoy new supply chain synergies, expand our deep and established channels and target an expanded customer base. Combined with enhanced access to capital for innovation and scale, we believe this transaction is a win-win for all involved. Vista Outdoor’s leadership team has proven they have an effective, repeatable acquisition model, making Vista Outdoor the clear acquirer of choice for Fox Racing.”

Vista Outdoor expects to finance this acquisition through a combination of a $600 million asset-based revolving credit facility, which will replace Vista Outdoor’s existing asset-based revolving credit facility, and a $350 million secured term loan facility. Vista Outdoor expects to close the transaction in the second fiscal quarter of FY 2023, subject to the receipt of regulatory approvals and other customary closing conditions. Following the closing of this transaction, Vista Outdoor’s leverage ratio is expected to be below 1.5 times, well within the target leverage ratio of one to two times.

McGuane and the Fox leadership team will continue to lead the company following the closing of the acquisition, according to the announcement. “It is not often that an acquired company can remain true to its culture and customer base, while also tapping into the benefits of Vista Outdoor’s Centers of Excellence, vast retail partnerships, innovation engines and a leadership team that enables a founder’s mentality and results-driven culture,” notes McGuane. Needless to say, we are thrilled about this next chapter for Fox Racing.” “Fox Racing is an ideal fit for our portfolio with a reputation for high quality helmets, protective gear and apparel for motocross and mountain biking. Motocross and mountain biking are growing and familiar categories for Vista Outdoor. Fox Racing is synergistic to our existing action sports business unit, which includes Bell Helmets, Giro, Blackburn, Krash, Copilot and Raskullz. The addition of Fox

Vista Outdoor has agreed to pay a gross purchase price of $540 million, subject to certain customary closing adjustments and not including contingent incentives up to $50 million, upon the achievement of certain EBITDA targets. For calendar year 2022, Fox Racing’s full-year net sales and adjusted EBITDA are expected to be approximately $350 million and $55 million, respectively. Vista Outdoor expects the transaction to be immediately accretive to earnings, excluding transaction costs, transition costs and inventory step-up.

We spoke with Jeff McGuane at the beginning of the pandemic… even then you could see there was an eye on the prize. “The investment in talent and culture is job #1 as we set our sights on the future of Fox,” said McGuane on his 1-year anniversary with Fox Racing. “Our promise to deliver the most inspired experiences begins with building the most inspired team.” Fox has always been driven to make the best products available, and to make great products, you need a great team. “I am extremely confident in our team and excited about what we have in the works, right now and for the future. The experience and vision they have will propel us into the next chapter of Fox,” he predicted in Part I of a candid and wide-ranging series of interviews with Dealernews: https://www.youtube.com/watch?v=58lFsHmyPA0&t=52s

“Many thanks to SBJ for partnering with me and our executive team to take TLD to this next level,” says TLD’s eponymous founder Troy Lee. “I also want to thank my family who has persevered with me and helped make all of this happen. Over the past 41 years, it has been my dream and passion to create and design safety products and iconic graphic designs. I’ve had the opportunity to work with incredible artists and amazing athletes all over the world. With the 2Ride partnership, I am totally energized to continue the journey and expand my dream, and I couldn’t be more excited for this next chapter to get started.” Under the partnership, 2Ride Group and Troy Lee Designs jointly will develop protective products for the motorcycle, cycling, and outdoor markets.

TROY LEE DESIGNS SAYS VIVE LA FRANCE

Heads up! SBJ Capital —Troy Lee Designs’ (TLD) investment partner since 2016 —has sold its interests to a global investment firm based in France back in March. Headquartered in Marseille, the 2Ride Group is a manufacturer and distributor of protective equipment for motorcyclists, skiers and cyclists including Shark Helmets. Since 2018 2Ride Group has been owned by Eurazeo, France’s largest private equity fund.

Jason Steris, CEO of TLD notes: “Joining the 2Ride group is an exciting new chapter. The TLD and 2Ride teams have many values, including commitment, passion and the desire to provide the safest protective products in their category. Through this partnership, which will benefit both our businesses, we can continue to build the TLD brand experience for riders and enthusiasts worldwide.” Terms of the sale were not released. The integration is being led by Troy Lee, TLD CEO Jason Steris and 2RG CEO Christophe Sicaud. Continued on page 14

Continued from page 13

DEALER NEWS: MOTOS ILLIMITEES LAUNCHES PIAGGIO GROUP RETAIL CONCEPT ARAI PARTNERS WITH PUREMOTO TO HEAD OFF CUSTOMERS

Rather than have customers pass by dealerships, Arai Helmet is heading them off at the pass. The helmet company has engaged PureMoto to refer customers actively looking for Arai Helmet products on www.AraiAmericas.com directly to stocking Arai dealers to make the sale. Here’s what dealers need to know: • PureMoto is a live inventory search tool integrated into Araiamericas.com and connected to your DMS inventory. • It allows customers to search for Arai Helmet products right down to the size, model and color currently in stock at retailers in real time. Customers can even choose to purchase in-store or have it placed on reserve for them. • PureMoto live-syncs with several inventory systems, so you don’t need to spend time updating inventory files or matching data sets. Dealers not on a compatible system can still sign up and easily upload and maintain your Arai inventory levels daily. Stock more and sell more all while getting more customers through your door. See PureMoto for more details at: www.PureMoto.com/partners

“It is a privilege and honor to join in this new adventure with the Piaggio Group,” says Lynn Landry, owner of Motos Illimitees, in Montreal. “We are very excited to be working together to grow this new concept, as the first in Canada, with this wonderful retail environment that celebrates each of the brands. Our team is enthusiastic about the new possibilities with Aprilia, Moto Guzzi, Vespa and Piaggio, and are eager to share this with our market and our existing customers.” The flagship dealership is an exclusive Piaggio Group retail location featuring Aprilia, Moto Guzzi, Piaggio, and Vespa motorcycles and scooters, which shares a global vision of an elevated two-wheeled dealership experience. Together under one roof the Piaggio Group “MotoPlex” retail concept provides service, accessories, merchandising and entertainment, to give customers a unique global vision of the two-wheeled world. “The extension of this retail flagship concept for Piaggio Group has been a critical element to our global retail vision,” states Marco d’Acunzo, President and CEO of Piaggio Group Americas. “The right retail environment to showcase our brands is a top priority, and with Motos Illimitees, we have partnered with the right dealership, to support one of the most passionate twowheeled markets in the Americas, in Montreal. We are pleased to welcome this flagship into our network, and are happy to see the success they are already generating with the Piaggio brands,” adds d’Acunzo. Motos Illimitees is located at 3300 Bd des Entreprises in Terrebonne, Quebec, and joins other select Piaggio Group franchises around the world in cities such as Shanghai, Milan, Mexico City, Berlin, Buenos Aires, Dubai and more than 500 others worldwide. The first in Canada is a milestone for Piaggio Group Americas and the Canadian market.

who possess exceptional skills in other vital areas of the sport to contribute to the overall execution of the Monster Energy AMA Amateur National Motocross Championship at Loretta Lynn’s in Hurricane Mills, TN July 31st - August 6th, 2022.”

THE APPRENTICE RETURNS

We are not talking about a reality TV show hosted by Donald Trump… this apprenticeship is set to take place at Loretta Lynn’s and serve as a springboard to a career in powersports. “The Loretta Lynn’s Apprentice Program is a groundbreaking program aimed at fostering the next generation of off-thebike talent for the motocross industry,” says On Track School founder and Apprentice administrator Andrea Leib. “The program offers a one-of-a-kind opportunity for individuals

Any aspiring young talents hoping to embark on a career in the industry are encouraged to apply, as this innovative program will provide apprentices with a vital role contributing to the success of this year’s championship, with mentorship from some of the most experienced and well known members of the American motocross community. The Loretta Lynn’s Apprentice Program offers a limited number of positions across several key areas such as photography, video production, announcing, track prep, working with some of the amateur teams as an apprentice mechanic, EMT and more. A complete list of apprentice opportunities will be announced soon. On Track School is an accredited K-12 online school honored to participate in the third year of the Loretta Lynn Apprentice Program. Apprentices have the opportunity to earn high school credit by continuing their apprenticeship in our one-year course. Stop by the On Track booth at Loretta Lynn’s to learn more or apply for the Loretta Lynn Apprentice Program, click here: https://docs. google.com/forms/d/e/1FAIpQLSc5xtLM0yhJTt1WHhlGaghXCnD0Ms68INlQH5k60fp5DzxAw/viewform

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Brought To You By MotorcycleIndustryJobs.com working on the Yamaha account, and also worked with PR firm Paine & Associates on the Suzuki account. Kula will focus his efforts primarily on partnership and marketing initiatives for AMA.

Just in time for the American Motorcyclist Association Vintage Motorcycle Days celebration came word that Michael Kula was joining the party. AMA has brought in the seasoned pro to serve as its Manager of Business Development. Kula’s career spans three decades in the motorcycle industry in sales, advertising and public relations, most recently as Sales Director for EPG Media/Rider Magazine. “There’s a lot of exciting stuff happening at the AMA,” claims Kula. “The magazine has been revitalized and is now the largestcirculation motorcycle publication in North America; there’s a brandnew website in the offing; the organization’s social media efforts are buzzing; and the AMA’s events, led by AMA Vintage Motorcycle Days in July, are impressive, so I’m very excited to be joining the team.” Kula will report to AMA Communications and Editorial Director Mitch Boehm, but will continue to be based in Southern California. “We’re very happy to have Michael Kula join the AMA team,” said Boehm. “He’s an industry pro and a guy with the high level of sales and marketing expertise we need to help promote our event and media assets — which are world-class — and strengthen membership. We’ve got a lot of exciting new things percolating at the AMA, and Michael will be a key factor in helping us get where we’re headed as the AMA approaches its 100th Anniversary in 2024.” Prior to the past years with EPG/ Rider, Kula was with both Bonnier Corporation and VerticalScope in a variety of sales roles. He spent nearly 13 years with Marshall Advertising

After serving dealers throughout Georgia as an outside rep for Tucker Powersports for the past 6 years, a fixture in the field at Fox Racing before that and starting with a 6 year role as senior inside sales rep at Maxxis International, industry veteran David Presten has enlisted in the Orange Brigade. “I’m happy to share that I’m starting a new position as Inside Sales Manager KTM Group North America, Inc. What an exciting time in the powersports industry. I’m grateful to be joining the family!”

Another long-time Tucker Powersports road warrior Mark Francis is now with HISUN. To say he is an “experienced salesperson with a demonstrated history of working in the wholesale industry,” is a huge understatement as Francis first started

calling on dealers in October of 1996! More recently he was the Project Owner and Lead Design Rep of the businessto-business Tucker.com site from 2020-2021 where he was finally able to utilize his Bachelor’s degree focused in Management and Industrial Technology from Missouri State University. He officially started as a District Sales Manager for HISUN in June. “It is a great time to join HISUN,” says HISUN’s National Sales Manager Jason Walling. “With multiple new initiatives and a product roadmap that aligns with the evolving landscape of the powersports industry, we continue to grow, improve and learn how to better serve our customers.”

Speaking of HISUN, they are also promoting from within. Former top tech Thomas Baker is HISUN’s latest District Sales Manager. Baker, a certified master technician, has served on the company’s mobile tech-support team since 2021. His contributions to the team’s development have fast-tracked his career path within the organization. “Congratulations, Thomas! We are excited to have you on the sales team. I look forward to what you can do to better serve your dealers and elevate the HISUN brand,” says RSM JJ Pecsok. “I strongly believe that this role is all about serving the end user by supporting our dealers with quick, logical solutions and clear communication,” notes Baker. He will be tasked with developing the HISUN Dealer network and educating their staff on all the features and benefits of HISUN branded products. Additionally, Thomas will assist the company Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

with its continuous improvement projects, leveraging his extensive mechanical background. Before joining the HISUN team, Baker spent several years with Crockett Powersports of Chattanooga, TN as their operations manager. His credentials include a stint in the Marine Corps, graduating top of his class from MMI and earning a master’s degree in management & leadership. “Thomas’ experience makes him a unique asset to the sales team,” says Taz Sobotka, newly appointed regional sales manager for the Eastern US. “He will bring a different perspective that is fresh and intimate. More importantly, his service experience will enhance his ability to connect with dealers, making him particularly valuable to our initiatives. It will be a joy to work with him.”

Sherco signs seasoned pro Randy Mullinix as National Sales Director. The Idaho native comes to Sherco USA from the KTM Group where he most recently was the Strategic Dealer Acquisition Manager. During his decade-long career with KTM, Mullinix rose through the ranks from district manager, to regional manager to his most recent role in Dealer development. Prior to KTM, he spent four years as a DSM with Suzuki Motors of North America.

In addition to his OEM gigs, he gained valuable experience as the operations manager for ProMoto Billet - Fastway, who are a team partner of FactoryONE Sherco, the racing arm of Sherco USA. Mullinix began his powersports career at the dealer level with 15 years as a performance parts manager and a sales manager. Randy is married to Tessa and they have two children — Talon and Makala — and three dogs (Rudy and Rev who are Jack Russell Terriers and a Texas Heeler named Gertie). He is an avid off-road, motocross and trials enthusiast.

Another on-point hire by Arrowhead Engineered Products: Rebecca Shaffer moves from being an internal comms consultant to full-time Senior Director of Communications effective immediately. “I worked with the wonderful Chera Gibb for several months as an internal comms consultant and I’m so happy to join her team full-time.” Past president of the International Association of Business Communicators Chicago chapter and one-time Senior Internal Communications Analyst for the Federal Reserve Bank of Chicago, Shaffer has a wealth of communications expertise to draw from. “To say we are thrilled at Arrowhead is an understatement,” adds Gibbs, Sr. VP Marketing for the parent operation to All Balls Racing Group/Western Powersports. “You will soar here and I can’t wait! Congratulations and welcome to Arrowhead!”

RumbleOn Board Of Directors rumblings: the nation’s first technologybased omnichannel powersports platform has appointed Shin Lee to its Board of Directors. Lee is a seasoned executive bringing nearly 20 years of experience from leading Fortune 500 companies including Block Inc. and Wells Fargo. “We are honored to welcome Shin Lee to RumbleOn’s Board of Directors,” says Marshall Chesrown, RumbleOn’s Chairman and CEO. “As a global business leader with extensive operations experience, I am confident that her expertise in planning and executing complex initiatives in rapid growth environments will prove to be an asset to RumbleOn. We continue strengthening our leadership team and remain focused on driving profitable growth and delivering shareholder value as we execute on our mission.” Before Block, Inc., Lee held a number of senior executive roles during her 18-year tenure at Wells Fargo, including risk management, governance, global expansion and merger integration. She holds a Ph.D. in organizational psychology from Kansas State University and an EMBA jointly awarded by NYU Stern, HEC School of Management and the London School of Economics. “Like many of the world’s most innovative companies, RumbleOn strives to provide unparalleled customer choice and a seamless, personalized and multitouch digital experience, in an industry that has yet to embrace technology,” adds Lee. “RumbleOn is revolutionizing an industry that is ripe for disruption and I am thrilled to join Marshall and the rest of this visionary team and help lead RumbleOn into the future.” With Lee’s appointment, RumbleOn’s Board is now composed of seven directors, five of whom are independent. She will serve on the Board’s Nominating and Corporate Governance Committee and its Compensation Committee.

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AMERICA’S MOTOR SPORTS Welcome To The Swirl!

hris Watts keeps a laminated copy of Ed Lemco’s old illustration “The Swirl” in his office at America’s Motor Sports as a reminder to stay focused, flexible and keep it fun. However Uncle Ed never imagined COVID, Supply Chain Issues, employees embracing the great “staycation” and trained techs disappearing from the workforce. One more thing, multiply the swirl times 3 as Chris is the President and CEO of three thriving multiline/multi-bands locations serving Middle Tennessee. The simple swirl has become a full-blown maelstrom! And through it all, like the calm in the eye of a hurricane, Watts still manages to keep it fun and keep on top of an ever-changing business environment. Originally established in 1982 by his parents Richard and Dotty, America’s Motor Sports gradually became a force of nature. The single-line Honda shop with about 5-6 employees has spiraled outward during the past four decades. “Over the years we added other lines as other dealers around us closed or we were able to buy them out and roll their business into ours.” AMS added its second store in 1993… and then a third location in 2001. Now they are the largest multi-line metric/multi-store group in Tennessee, with more than 60 full-time employees. Welcome to the swirl!

HOME SCHOOLING Don’t let the southern charm and slight drawl fool you, Chris is a keen student of the game and he definitely plays to win! After getting caught up in the crash of 2008, America’s Motor Sports became an early player in the pre-owned space a full decade before the supply chain break down caused a collapse in inventory levels across the country.

Even before America emerged from the pandemic, America’s Motor Sports is already looking forward to what’s next. They plugged into Zero early on and now AMS already has Volcon Grunts on the showroom floor and orders in for the forthcoming Stag ETV, plus the full range of pedal-assist eBikes from Yamaha. “We focus on the opportunities that are out there, looking at what can be done,” he notes. “You can’t get ahead by watching the news and reacting after the fact.” Better than homeschooling is “dealership schooling”— and a little peer pressure — when it comes to learning how to deal with “the swirl.” “I grew up working all departments as a kid in the business,” recounts Watts. “I studied marketing at the University of Tennessee, graduated 1994 and came into the business immediately after graduation.” That is when the real schooling began! “I began participating in 20 Groups even before graduation. My dad was determined that I learn from other dealers and not just himself. By and far the best education I ever received!” Seeing the value of what 20 Groups did for AMS’ bottom line, Watts was also an early convert to the National Powersports Dealers Association and was unanimously voted in on its Board of Directors. “It’s important for dealers to share best practices,” insists Watts. “In addition to the best practices of a 20 Group, NPDA can provide education, advocacy, group buying

and other benefits to any dealer. It is vitally important for dealers to have a unified voice and to communicate with one another.” Despite the vortex of running three thriving stores, Watt’s feels obligated to find the time to spread the NPDA message. Just as his father suggested, “it is best to learn from your fellow dealers.” HOME GROWN Good help has always been hard to find, so what is the secret at America’s Motor Sports? Grow your own! “Most of our managers are home grown,” Watts explains. “You can hire in at one store but always move into a different position in another store… there is always room for growth. If somebody does want to alter their career path, we can fill the spot. We show our new hires the employees who have been with us 12-15 years” Offering flexibility… and keeping it fun… helps keep employees within the AMS family of stores. “We try not to have a lot of turnover… and we don’t.” Having just been in Tennessee for the Honda Pioneer launch, Dealernews experienced firsthand what the UTV market has come to mean… and why it was important to get out in front of it a decade ago! More than just unit sales, side-by-sides keep service and accessories blowing through even when supply chain slow-downs put a damper on new unit deliveries. Continued on page 22

JULY 2022

Continued from page 21 Continued from page 21

“Parts per unit sold are so much higher for side-bysides compared to what we see on motorcycles, ATVs or watercraft… with tops, windshields, winches, tire kits and more, we add $1,000 to the average UTV sale. Customers are constantly spending money on those machines.” In addition to adding accessories, folks in the area are using their UTVs — hard — keeping the service department whirling along at all times. “We focus on getting as much labor sold as we can every single day.”

930 8th Ave S. Nashville, TN 37203 (615) 834-8990 629 Myatt Drive Madison, TN 37155 (615) 859-7292 596 Hwy 46 S. Dickson, TN 37155 (615) 740-9000 22

LEAD BY EXAMPLE

Conversations With Dan Stern Continue By Mark Rodgers

n this third installment of Conversations, Dan Stern tells Mark that far too many Dealer Principals have forgotten what it’s like to work for a wage... if you’re serious about performance, you’ve got to roll up your sleeves and get to work! What advice would you give to dealers who want to develop their people more effectively? I think most dealers, and most general managers, have forgotten what it’s like to work for a wage. At the end of the day, your employees see you drive off in your new car, while they’ve got to carpool to get home. If your employees were speaking honestly about a dealer principal, they see you as an elitist — you’re wearing Affliction T-shirts and designer jeans, and you’re arrogant in your speech and your actions. I know, because I’ve been in a lot of dealer meetings, and I’ve heard them talk and I’ve seen them in action! I drove an old truck… I didn’t want them to see me as somebody above them. If I built a bike, I built it in front of them so they could see me doing that. Here’s the one that’s going to push everybody’s button, I swept and polished the floor. I know everybody thinks “oh, that’s bullshit. Maybe you did that once. For appearance’s sake.” I did it a lot. And I did it because I wanted the employees to see that I was no better than they were. I helped unload bikes, more than just driving a forklift, I worked inside 10 days out of the month in

each department, working elbow-to-elbow with them. You have got to show them what your work ethic is, you have got to lead by example. And then there are the “three things” I would start by asking my managers, “What three things can I do for you other than money?” That really sets them back on their heels. I would have them think about that and respond to me in writing. And then, after they came back with it and writing, I’d ask them, “What three things can you do for me over and above your current responsibilities?” That gets both of us thinking about their future… We’re going to have to clue our readers in. We’ve spoken many times over the years, and kind of have this mind-meld where you shared with me “the three things.” At some point, they all say something along the lines of more time off, or more money.” Because those things are set, those things are budgeted, you cannot alter them, but other than more time off or more money, what can I do to help you thrive? And I have been using that in our management boot camps and giving you absolute credit. I also love the turn of phrase “over and above your existing roles and responsibilities, what else might you be able to do for us?” I don’t think I ever had anybody score all three in both directions. But I could do one. And when they would tell me what they could do for me, oh, my God, it was like, wow, they’re gonna take on this work!

What are some of the examples, some of the most memorable things that people said and did? One came to me. He was a high-mileage BMW rider and he was always burning through tires. He said, “Okay, other than money, I just need a way to get tires.” I thought it’s kind of like money, but I’d think I can have a real impact here. So I filled, absolutely filled his cubicle full of tires.” When I asked what he was going to do for me, he took on a trade show, he took on managing some lower level people that one of the other departments didn’t have enough time to manage — The payback I received for a bunch of tires went on for years. It was phenomenal. Hang on a second. Let me see if I got this straight. So you had a guy working for you, who was riding a Beemer — I don’t know if I love that — But okay. So the guy was riding a BMW into your Harley dealership, when you were having his performance review conversation, you said, What can I do for you other than money and time off? And he said, “tires.” The payback for me was tenfold what I gave him. It was an unusual one that I paid up first, because normally I wouldn’t do that. But that was the most memorable one. You have to show you care, you’ve got to show you’re thinking about them. And I’ve only had one that I’ll call failure where a guy came to me and he said, “I can’t think

of anything but money.” Even that was an insight to me, because then I knew I might have a problem motivating him with something other than money. Any other examples of what people ask for you to do for them, or what they then volunteer to do for you? One request was as simple as “can you adjust my work hours?” A single mom needed time on Tuesday and Wednesdays, “The store doesn’t open till 10, but can I come in at 9 and leave an hour early?” Of course I said yes, but since she was selling MotorClothes I asked about what you’ll do that hour. Well, my God, she laid out two hours worth of work that she would get done, and the uptick in what I could visually see. She was so appreciative of getting that time because she had asked before and had been turned down by a manager at the time. Just shifting her hours made her happier and more productive and it didn’t cost us a dime. You were so ahead of your time. Now, the rage is creating these sorts of customized packages for employees. I’m very proud that to this day I have employees, not just from House of Thunder, but going back to Custom Chrome, who show up at my door to tell me wonderful things about why they enjoyed working for me. I know I had an impact, and it makes me feel great. Continued on page 26

Continued from page 25

So would you describe the tires in the cubicle as a Santa Claus Moment? This goes to every company I’ve ever worked at. I want to create an environment where we’re excited to be at work. I’m excited to be around these people. A Santa Claus Moment is me listening carefully… I’ll give you an example of another one: My service manager and I are just chatting during work. And he says, “Hey, I put in a request for vacation time to go to New Orleans.” Then it hit me and I said I’ll be right back. I ran into my office, called down to Paul Prudhomme’s restaurant in New Orleans, got a $200 gift card and made a reservation for him and his wife. I had them email a copy of that and I put it in an envelope and I went back to him and I handed him this envelope. “I want you to have a real good time on your vacation. Here’s dinner and I’ve already made your reservations to get into this restaurant.” I don’t believe in giving cash. I really don’t because they spend it and it’s gone. But the fact that I went to that much trouble, I’m telling you, I scored more points with his wife than I did with him. She realized that now he’s working for somebody that actually cares for them. Did it cost me 200 bucks? Yes. Was this one of my best employees? Yes. Would I do it for some of the others? Yes, but I had an opportunity to go over and above right then and there — a Santa Claus Moment. Here’s another one… Part time guy, Dale, hard worker and just loved him, asks if he can have one of the techs come in on their day off to work on his bike and he would pay for the shop time. So we did the whole routine and he came to me with the bill after the bike was finished. I tore it up in front of him, handed it back to him and said, “Dale it’s my pleasure to have you do this and for all you do for us.” That is so wild. Tommy Hannum did something like that for me and employees remember that forever. But I don’t want to give anybody the impression that you’re some sort of California woowoo softy. You’re probably not like Gandhi walking around the frickin store. Did you ever blow your top, ever get angry… ever yell at somebody?

First off, I should say I grew up on the South Side of Chicago, so I don’t take shit from anyone. I have lost my temper…I would lose my temper on carelessness when I thought we put a customer’s life in jeopardy working on a motorcycle. I have to say we never had a customer have an accident, we never got sued. I never even had a buyback, my service was really good. But I would use phrases like this that are about as vicious as you could be: I would tell the tech when I saw what had happened, that customer died, I would put them on the witness stand so they could face the widow and the fatherless children and explain to them their lack of concern for their job killed their dad. That’s pretty harsh. But you know what? When you hit somebody that hard between the eyes, they tend not to forget that this is a dangerous sport. I don’t want to say it wasn’t unusual when I lost my temper. But I would always calm down. And I would always explain why I lost my temper. I’m talking about like their dad and I’m disappointed in them. I know you’re smarter than that. Why did you do that? We worked with a three strikes rule. You make a bad mistake, and we’re going to talk about it. If you make that same mistake, we’re going to write it down, and then you’re going to repeat it to me, and I’m going to repeat it back to you so now we both know. Third strike, you’re gone. No exceptions. I walk into stores now and you can hear who the favorite employee is and what they get away with and it’s bringing the whole store down. So no, I’m not the easiest guy to work for. But I was fair and I was consistent. And I did have to fire good talent because they broke the rules. The short term pain was better than the long term. That just proved to the gang that you were a man of your word. They could trust in the rules and in the result. In a recent industry event, I mentioned dealer principals working in each department — you could almost hear an audible groan from the crowd. Dan always said his approaches are simple. He never said they were easy. Until next time, go sell something well, you?

Be sure to tune into: SALES SUCCESS IN 60 SECONDS OR LESS as sales expert and award-winning Dealernews columnist Mark Rodgers shares how to accsellerate® your sales. Watch Mark explain the guiding principle of how to succeed in the motorcycle business even in these stormy times. (FYI, Mark only counts the content after the whizbang video open in his time limit, so start your stopwatches then!) Mark Rodgers is an award-winning speaker, best-selling author, and soughtafter consultant, who has spent 33 years working in the Harley-Davidson industry. Check out his 60-second sales tips twice a week at Dealernews social media channels or contact him via e-mail: Mark@RodgersPC.com 26

Dealernews Research By Lenny Sims

CAN EV OVERCOME SKEPTICISM? J.D. Power Valuation Guide Overview

hoppers in America are more likely than ever before to consider buying a fully electric vehicle (EV), and new EV entries are responsible for much of the added consideration, according to the J.D. Power 2022 U.S. Electric Vehicle Consideration (EVC) Study. The percentage of shoppers who say they are “very likely” to consider an EV for their next purchase climbs to 24%, four percentage points higher than a year ago. “The addition of new EV models has moved the needle on consumer consideration,” claims Stewart Stropp, senior director of retail at J.D. Power. “Even so, more remains to be done in terms of transitioning from early to mass adoption. Though the study findings show a shift in favor of EVs, about 76% of newvehicle shoppers say they are not ‘very likely’ to consider buying one.” One hurdle to EV adoption revolves around shoppers’ living and working situations. There is a substantially higher ratio of shoppers who own their home who say they are “very likely to consider” an EV (27%) than those who rent (17%). Not only are homeowners more affluent, on average, but are more likely to be able to charge an EV at their residence. Perhaps most tellingly, 34% of those who indicate they are unlikely to consider purchasing an EV say they lack access to any charging capabilities at home or work.

The study, now in its second year, finds that the more vehicle owners drive, the more they are likely to consider an EV. While daily commuters who are encountering higher fuel prices are logical candidates to switch to EVs, those who take frequent vacations and road trips might be assumed to be less likely to adopt EVs. But, like heavy commuters, heavy road-trippers have a higher EV purchase consideration tendency than those who use their vehicles less often for this purpose. It could be an indication that frequent drivers are increasingly seeing the advantages of EVs compared with their gasoline-powered counterparts. Still, as the number of EV models proliferates, manufacturers must seek to convert the large percentage of EV shoppers who say they are “somewhat likely” to consider into actual customers. The study points out a key opportunity to accomplish that: expose EVs to those shoppers who have never even sat on such a vehicle. Echoing last year’s findings, the 2022 study reveals that firsthand experience with EVs plays an important role in purchase consideration. Only 11% of study respondents who had no personal experience at all with EVs say they are “very likely” to consider an EV. That percentage more than doubles to 24% among those new-vehicle shoppers who have simply been a passenger in an EV and rises to 34% among those who have driven an EV. Owners of EVs are also sold on the technology, as 48% of owners say they are “very likely” to consider another EV for their next vehicle purchase.

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

JUNE ‘22 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

+20%

Domestic, Sport Units Holding

-15%

PWC

SIDE X SIDE

ATV

SPORT

DUAL SPORT

-6%

-7%

JUNE ‘22 VS. JUNE ‘21

AVERAGE WHOLESALE PRICE CHANGE

25%

25% 20%

18%

15% 10%

-15%

-13%

-3%

-1%

SNOWMOBILE

-10%

PWC

-5%

SIDE X SIDE

ATV

-20% *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.

-3%

-2%

SNOWMOBILE

-10%

METRIC CRUISER

-5%

Across the country, riders and travelers are looking to make the summer of 2022 feel like past summers. While we are seeing normal AWP behavior for this time of year, overall pricing remains strong compared to pre-COVID trends, with many segments like Sport and Domestic beating five-year averages. As summer continues to heat up, expect seasonality to have a bigger impact as we move into the back half of 2022.

SPORT

Summertime Sizzle

METRIC CRUISER

Model age continues to trend upward in all major segments as it has for the past few months. In nearly all categories, age and usage continue to climb. However, Dual Sports and Side-by-Sides continue trending younger, highlighting a newer mix of inventory moving through the lanes. The average model age in both segments has decreased in the last few months. Despite these two segments, the model age of auction inventory is still trending older when averaging all categories.

10%

DOMESTIC CRUISER

On-Road Model Age Up, Side-by-Side Age Down

16%

15%

DOMESTIC CRUISER

As summer has arrived, prices for OnRoad vehicles have softened in line with typical seasonal trends. Domestic Cruiser pricing was flat when comparing June to the previous three-month averages, but Metric Cruisers and Sport Bikes dipped versus their respective spring peaks. Dual Sport units were the lone On-Road category to experience an increase in Actual Wholesale Price (AWP) compared to previous three-month averages due to product mix. Off-Road segments followed the June trend, showing subtle declines in AWP in all major categories.

DUAL SPORT

JUNE AWP IN REVIEW

-16%

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Dealernews Research By Don Musick

SO WHERE ARE THE FLYING CARS?

he concept of flying cars is nothing new. In fact, a quick reference to Wikipedia quotes the International Flying Car Association (yes it’s a real thing!), as having documented over 40 such vehicles dating as far back as 1901!

My “working” model also relied on a cushion of air which was accomplished by blowing (vigorously) through a long rubber tube. Although I never could make it float very well, it did do a great job of making me red-faced (much to my parent’s amusement).

My first encounter with the real deal was the Ford Mach 1 Levacar, introduced in 1959 at the Ford Rotunda in Dearborn Michigan. I was so taken by its “technology” that my parents bought me a “working” scale model from the Rotunda gift shop (inset). The full-sized prototype actually floated on a cushion of air and was claimed to have a top speed of near 500 mph! Unfortunately, nothing beyond the prototype was ever built.

COMING SOON TO A THEATER NEAR YOU? The prediction that flying cars are just around the corner has persisted for decades, so much so that it’s become a punch line. Peter Theil, co-founder of Paypal and co-author of “What Happened to the Future” made this observation: “We wanted flying cars, instead we got 140 characters”. And magazines such as Popular Mechanics have been keeping the promise front and center as far back as 1957 and as recently as 2018! That’s 61 years of public exposure!

So, is the promise all hat and no cowboy? The Swedish company Jetson Aero doesn’t think so and plans on making it a reality! Unabashedly borrowing their name from the cartoon series of the same name, their flagship product “Jetson One” promises to make anyone a pilot. Shown below in folded and extended configurations, the Jetson One is capable of speeds over 60 mph with a service ceiling of 1,500 feet.

WHAT ABOUT FLYING BIKES?

In last month’s article we connected the dots between autonomous cars and autonomous motorcycles. So, naturally I was curious to see if there are also parallels with flying cars. When I think of what a flying motorcycle might look like, the first thing that comes to mind is the “Speeder Bikes” from Star Wars – Return of the Jedi. In case you’ve forgotten that iconic forest chase scene from the movie, you can check it out bellow. Curiously the Jetson One video is very reminiscent of the Speeder Bike chase from the film. By design? Probably!

Powered by eight electric motors, it comes with a laundry list of redundant safety features including a rapid deploying ballistic parachute and Lidar driven terrain tracking and obstacle avoidance. Its high-discharge lithium-ion battery charging time is 1 hr. on 220 V or 2 hrs. on 110V giving it a flight time of 20 about minutes. It also features a hands-free hover mode so you can sit back and take in the scenery around you!

One possible flying car/bike differentiator is that you would straddle a bike as opposed to sitting inside it. So how would that work? It turns out that this idea is not new either. There have been multiple DIY attempts which you can find on YouTube, some serious and some comical. If you’ve ever seen crazy inventor Colin Furze’s YouTube channel, you’ve probably seen his homemade “Hover Bike”.

$92K is the entry fee to be a player, a price comparable to most large SUVs. And unlike an SUV, there’s no drivers (pilots) license required! But hurry, their delivery schedule for 2022 (12 units) is sold out and only 3 of the 182 2023 units are still available! Jetson Aero’s videos are all over YouTube, but I think that the one above will give you goosebumps! Maybe we’re not too far away from seeing traffic signs like this!

So it’s certainly within the realm of possibility! While DIY videos like this can be entertaining, we’re interested in solutions that are a bit more grounded technologically. Continued on page 34

JULY 2022

Continued from page 33

THE REAL DEAL! Similar in concept the hover bike above, the Tokyobased drone company A.L.I. Technologies unveiled their Xturismo flying bike in late 2021. Utilizing a hybrid powertrain consisting of an internal combustion engine paired with 4 electric motors, the Xturismo is capable of speeds of up to 60 mph and flight times of up to 40 minutes. The bike is a limited edition (only 250 to be made) and went on sale in October of last year for a paltry $680,000. That might seem like a lot, but hey, you can get it in red, blue or black! Some assembly required.

Cool stuff to be sure, but a stable mate, the Lazareth LMV 496 goes a step farther. While they appear similar, the LMV 496’s wheels are driven by electric motors giving it a range of about 100 miles (the Maserati-like engine is a plastic cover- appearances you know!). But the magic appears at the touch of a button. All 4 wheels articulate horizontally outward revealing a set of 4 kerosene powered jet engines! Yes this is a real vehicle and like the Xturismo it’s not for the faint-hearted. It will also set you back about $560,000. Each of the 4 wheels also incorporate parachutes (gotta be safe you know). A great video of the LMV 496 in action can be found bellow.

OPTIMUS PRIME – BEST OF BOTH WORLDS! The French automotive company Lazareth, manufacturer of some of the most exotic cars and motorcycles in the world has pioneered a unique front/rear twin cantilevered motorcycle powered by a Maserati engine in the LM847. Similar in concept to the Yamaha Niken Sport Tourer, each pair of the LM847wheels are spaced closely together.

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: 34 dmusick@genesystech.com

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TRIUMPH’S UPLIFTING UPDATE

TE-1 Progress Report Page 38

VOLCON ERUPTS!

Stag’s Success Page 40

LITHIUM ION LAUNCH

Landmaster’s Shocking 4x4 Page 42

CURRENTS

system and front wheel lift control, the team responsible for delivering the TE-1 project anticipates that performance could be enhanced further, harnessing the full torque potential to enable even quicker standing start acceleration. GAME-CHANGING 20-MINUTE CHARGE TIME Advances in battery and charging technologies that have been developed as part of the Triumph TE-1 project, in collaboration with Williams Advanced Engineering (WAE). The team’s efforts have resulted in a game-changing 20-minute charge time (0-80%). This successfully delivers on the ambitious targets laid out by Innovate UK, the British government’s research agency that supports business-led R&D funding and UK business growth.

TRIUMPH TE-1 PROGRESS REPORT

Last fall at the EICMA show in Milan, Kawasaki announced it “The throttle response on the TE-1 is kind of incredible, it’s very torquey and when you first touch the throttle it’s instant power, which is obviously what I love as a motorcycle racer – I love when it’s super-torquey and picks up right away, so for me it was a really great experience,” says Daytona 200 winner Brandon Paasch of the Triumph TE-1 prototype. “I got to peg this thing all the way from zero to 100% throttle and it’s unbelievably quick, it pulls like crazy.” Paasch participated in the final testing phase, both in engine performance evaluation and with the final set-up of the prototype through track testing. The extensive live testing program, which involved numerous assessments of the bike’s performance on the rolling road, as well as on track, provided vital direction into the final set-up and calibration of the TE-1 prototype demonstrator, which has now delivered on all of its targets and objectives. Now officially complete, the live testing phase of the Triumph TE-1 project has seen the prototype demonstrator exceed expectations, delivering on all project objectives of accelerating electric motorcycle development and innovation, setting new standards for the sector overall, including final battery and range performance. The expertise and capabilities developed throughout the project now pave the way for the exciting electric future to come from Triumph Motorcycles. CATEGORY-LEADING 100 MILE RANGE Exceeding the real-world range of the equivalent electric motorcycles available today, the Triumph TE-1 prototype has achieved all project targets with regards to the energy capacity of the Williams TE-1 project developed battery, with a 100-mile (161 km) range, based on official testing and projections. PERFORMANCE THAT MATCHES THE SPEED TRIPLE 1200, WITH AN EVEN FASTER 0-100MPH With a level of performance similar to the current Speed Triple 1200, the TE-1 prototype delivers 175hp (130kW) peak power, as well as peak torque of 80 lb./ft. (109Nm), for instant responsiveness, smooth controlled power all the way up through the rev range and a completely exhilarating ride… and there is plenty more torque on tap! With further refinement of the electronics, including the traction control

485LB OVERALL WEIGHT With an overall weight of 485 lbs., the TE-1 prototype is lighter than the equivalent electric bikes available currently, by up to 25%, giving it an incredible power-to-weight ratio. Having a physical size and scale comparable to a Street Triple, but with the ergonomics, geometry and weight distribution of a Speed Triple, the TE-1 delivers a completely thrilling ride, while being confidence-inspiring, nimble and compact. “I wish I’d had this at Daytona, that acceleration in this chassis, and how it corners – wow!” Paasch proclaims. “I think this would be a really nice motorcycle to ride on the street, just based on how nimble and agile it is, and how light it feels.”

TRIUMPH TEAMS WITH OSET

“We are excited about the opportunity of joining forces with OSET Bikes, a dynamic brand that has been encouraging children into motorcycling for many years and have been at the forefront of developing electric trials bikes for fun and competition,” announced Triumph CEO Nick Bloor on Tuesday. “Whilst the two brands will continue working independently, Triumph and OSET will collaborate on new state-of-the-art products to inspire young riders into off-road riding, across the segments that Triumph and OSET will have a presence in, drawing on their respective strengths to build the best bikes in the world.” This shocker comes concurrently with Triumph’s impending Motocross and Enduro launch. OSET Bikes, a leader in children’s electric off-road motorcycles, was started in 2004 by Ian Smith, who wanted to build an electric off-road bike for his son Oliver. In the intervening 18 years, OSET has sold more than 40,000 bikes globally that feature their inhouse developed electric powertrains.

“When we built that first ‘garage’ bike for my son, Oliver, I had no idea that it would lead to this moment,” adds Smith, who will stay on as OSET CEO. “We are all very excited for what the future holds for OSET as part of the Triumph family. The OSET brand will remain as OSET and will continue to serve the trials and off-road motorcycling community. We are now better positioned to develop and innovate across our range, while enjoying the security of scale and market position Triumph can offer OSET.” The acquisition of OSET sits within Triumph’s strategy of entering the off-road segment, announced in 2020, and provides both companies with the opportunity to share and benefit from each other’s knowledge and experience in their respective segments, enabling both brands to grow internationally in parallel. Triumph’s philosophy, For The Ride, played an important role in the acquisition of OSET as it enables the Hinckley-based brand to inspire future generations of riders by providing them with the perfect starting point to develop their passion and dreams. OSET Bikes offers products that are suitable for any rider, starting from 3 years old and upwards.

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CURRENTS+

THE WRAPS ARE OFF!

The teases are over and the wraps came off the class redefining Volcon Stag today. To cut to the chase: How fast: 80 mph. How far: range is more than 100 miles. How quick is charging: Less than 6 hours. How much: $39,999. How soon can I get one: Reservations being taken for dealer delivery now; machines in dealerships by Summer 2023. “With the class-leading 125 hp and 265 lb-ft of torque, the Volcon Stag offers exhilarating performance and an unmatched driving experience,” claims Volcon Powersports Communications Manager Gina D’Ambrosio. “The electric motor provides a flat torque curve delivering instant power the moment you touch the pedal, resulting in unparalleled off-road acceleration.” The Stag’s instant power and torque delivery provide a thrilling acceleration, speed recovery and control on any terrain. It also offers the exclusive Paddle Shift with overboost mode as an accessory, which can increase overall motor output above 140 hp. Range: With an expected range of over 100 miles on one charge, the Stag offers multiple drive modes to extend range while utilizing other technology to support the battery system, such as regenerative braking. A digital interface will provide the battery percentage readout and average consumption data so the user will be informed of the remaining available charge. Charging: The Stag 7.2 kW onboard charger allows the vehicle to be charged in less than 6 hours when using Level 2 charging. Stag Specs Horsepower: 125 / above 140 hp* Torque: 265 lb-ft Range: above 100 miles Charge Time: less than 6 hours** Motor: 107 kW Battery: 42 kWh Top Speed: 80 mph Payload: 1,550 lbs Bed Volume: 13.4 / 26.7*** cu-ft Wheel Base: 121” Vehicle Width: 64” Towing: 2,000lbs**** Capacity: 4 people Drivetrain: 4WD on demand * with optional power boost

STAG BREAKS COVER… TO THE TUNE OF $70 MILLION IN PRE-ORDERS Volcon is looking to drive an estimated $70 million in business through its dealers in its first year of production, based on preproduction orders beginning Monday, June 27th. The Company has received thousands of non-binding pre-production orders for its first all-wheel drive, fully electric UTV, the Stag. “We made a conservative estimate concerning sales volumes, having worked closely with our sales and marketing team to identify sales targets for 2023,” says CEO Jordan Davis.

“While we felt confident in our ability to reach our pre-order targets, we’ve been pleasantly surprised to find we are achieving those targets at a faster pace than we had planned,” Davis notes. “Dealer acceptance has been strong, and it’s clear to us that the powersports community is ready for high performing electric off-road vehicles. The Stag fulfills that desire perfectly.” With an MSRP of $39,999, dealers were required to submit purchase orders directly through Volcon’s sales representatives. The company will continue to accept orders for 2023 model year production from dealers until sold out, at which point Volcon will accept waitlist orders. Pre-orders of the Stag are non-binding and cancellable prior to delivery. On the heels of the better than anticipated pre-order volume, the Company has already begun looking at additional solutions to overcome supply chain constraints; however, no assurances can be made that such solutions will be available to the Company on economic terms, or at all. “The Stag has always been core to the vision of what Volcon could become,” adds Christian Okonsky, Volcon’s co-founder and Chief Technology Officer. “That vision has become a reality with the launch this past week. The excitement around the Stag has been awesome to watch, and the dealer interest, via their pre-orders, supports the efforts we have made to design and engineer the Stag and build our brand. This is all the more reason for us to continue to pursue leading edge technology solutions by partnering with reputable suppliers, whether it be in drive trains, suspension components, or tires. We’re looking forward to, and deeply focused on, solidifying and deepening our relationships within our supply base and the broader powersports industry.” Click here for the electrifying details: https://www.volcon.com/stag

“According to Time Magazine, the Joe Rogan Experience podcast reaches an estimated 11 million listeners per episode, making it Spotify’s most popular podcast. We couldn’t be more thrilled to have the Grunt exposed to this massive audience!”

JOE ROGAN VS. THE GRUNT

Some would say Joe Rogan is a “shock jock” — but 11 million fans follow his galvanizing podcasts. Love him or hate him, Rogan is a real live wire, so it was only appropriate for him to take on Volcon’s new Grunt. “For those of you who are Joe Rogan fans, we’re thrilled to announce that the Grunt was just showcased on his podcast,” says Volcon ePowersports Communications Manager Gina D’Ambrosio.

If you have a Spotify account, you can click here to watch Rogan and Brian Redban analyze the Grunt: https://open.spotify.com/episode/1KLPEuwJYA Sc9nRm3qitwL?si=rGFDDzINQHm8N8a5rIohO w&t=11068&context=spotify%3Ashow%3A4rO oJ6Egrf8K2IrywzwOMk&utm_medium=email&_ hsmi=219311607&_hsenc=p2ANqtz-_8XZz D d b j m o y e q V d 5 H s n i G 5 Ya 5 2 O x X G H 9 L X _ l f - _ U8NdiTooypAxoBIFJti5fYiSDHpUNArXnvs6XwM_ TtyVuibF3dAw&utm_content=219311607&utm_ source=hs_email&nd=1#login IMPORTANT: If clicking the link above opens up your web browser instead of the Spotify app, make sure to click the “Open App” button instead of the play button.

SHOCKER

Landmaster To Launch Lithium Ion 4x4 EV In September

“

wo years ago, we created the first ever, purpose built Lithium-Ion utility vehicle,” explains David Piercy, Director of Marketing for American Landmaster. “We are extremely excited to continue the growth of this category with our 2022 EV Lithium 4X4 line up.” Better yet, authorized American Landmaster dealers will have the new EV 4X4 machines available in their showroom starting in September 2022. The new EV 4x4 is built on the same chassis as the original, including fully independent L-ROSS suspension, automotive grade ball joints & bushings and weathersealed electrical connectors. But it gets a host of improvements and upgrades. “The 2022 Landmaster EV 4X4 will continue to drive innovation in the lithium utility vehicle sector with a best-in-class 160 amp-hour powerplant, super duty 4WD transaxle and on-demand 4WD coupled with a rear locking differential,” adds Piercy. Dealernews had an opportunity to attend the dealer meeting where the original EV was introduced and even had a chance to ride it in the September 2021 issue. See

the scoop here: https://issuu.com/dealernews/docs/issue_9_ september/24 CHARGE! The new vehicle is capable of up to 65 miles on a single charge. Opportunity charging for 10 minutes, 20 minutes or an hour, can extend this range and can be fully recharged in less than 6 hours. An on-board charger, low maintenance battery and on-dash battery storage switch are all standard features designed to create a best-inclass ride experience, whether hunting, trail riding or while working with a commercial landscape crew. In addition to the electrifying powertrain, the suspension package is pretty shocking in its own right. The standard suspension provides 500 lb. bed capacity, while the HD suspension system will accommodate up to 700 lbs. capacity. The EV 4X4 is capable of towing up to 1,500 lbs, with a total vehicle capacity up to 1,100 lbs. Optional accessories will include a 3,000 lb. electric winch, oversized steel cargo bed, steel-framed weather enclosure, hunting/cruising/commercial packages, and a rear cargo bed/flip seat to provide seating for up to (4) people.

“The hunting community has been ready for a fully functional lithium powered 4WD side x side for a long time,” adds Andrew Flood, Director, Eastern Regional Sales. “We have taken our experience with the original EV 2WD — along with the voice of the customer and dealer input — and created the best, dollar-for-dollar, Lithium-Ion 4X4 available.” Based directly on this feedback, the EV 4x4 is being introduced in three specific configurations: UNTAMED The Untamed package is designed for the outdoor enthusiast, providing an extreme array of outdoor & hunting gear. Electronic power steering, rear gun racks, front hood rack, custom Desert Tan or OD Green frame & dashboard, roof, and windshield are just some of the features for this package. CRUISER The Cruiser package is set up for the recreational adventure seeker, complete with electronic power steering, locking center console, split windshield, 25” Premium road and turf tires, and a USB port to charge cell phones & tablets.

COMMERCIAL The Commercial safety kit includes a strobe light, horn, back up alarm, and brake lights. Coupled with the standard ROPS Roll Over Protection cage, 4-wheel hydraulic disc brakes, 4-wheel parking brake lock, zerowatering lithium batteries, zero fumes/low noise and 3-point seat belts standard, nearly all worksite safety protocols can be satisfied.

“At American Landmaster we’re building high quality, American Made UTVs at an incredible value for our customers,” concludes Piercy. “Our UTVs are built from the ground up in Columbia City, Indiana. American Landmaster’s mission is to serve your family or business with a UTV that brings others together and accomplishes what you need.”

JULY 2022

WHAT THEY SAID

Why Become An American Landmaster Dealer?

ob Weaver, from Bob Weaver Motorsports Bob Weaver explains why he enjoys being an American Landmaster dealer and what his overall experience has been with the product, brand and people from American Landmaster.

Since 1959, American Landmaster has built and distributed American made off-road vehicles from both its Fort Wayne, Indiana, and Roseland, Louisiana, plants. Both operations were recently consolidated to a state-of-the-art facility in Columbia City, Indiana. “When you join the American Landmaster family, you receive more than the ability to sell American-made UTVs,” explains David Piercy, Director Of Marketing. “You gain the benefit of becoming part of a nationwide network of dealers. This includes exclusive access to the American Landmaster Team Portal, special dealer pricing on vehicles, parts, and accessories, referral and Co-Op programs, access to marketing materials and much more. Piercy points out the top 5 reasons to become a dealer: #1) American Made UTVs built from frame to finish in Columbia City, Indiana. The steel for the frames comes from the mill next door so supply chain issues are mitigated #2) High Quality, Affordable UTVs The world’s most affordable full line of UTVs comes from the U.S., not China, he notes. #3) Fast Parts Availability A support team that’s easy to talk to with a rapid parts response, with most parts orders shipping in 24 hours. #4) High Profit Margins Above average industry margins to help you grow your business faster with every UTV sale. #5) Competitive Price Point Gain more market share with a more attractive MSRP And then there is the “Easy Life Warranty” — 36-month coverage on the motor. With an industry leading 12-month bumper-to-bumper limited warranty. Does limited sound confusing? “It isn’t,” he explains. “As long as a customer cares for the machine with routine maintenance, doesn’t wreck it, or crush it, or let it be attacked by unruly farm animals, American Landmaster is going to cover it. Except for tires, brake pads, batteries, damage and neglect.” Dealer applications can be found here: https://americanlandmaster.com/dealer-application-form

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DEALER NEWS

IT’S THE REAL THING!

Meeting Minutes

NPDA PARTNER PROFILE:

5 More Minutes With MaxOpp

News from YOUR National Powersports Dealer Association Welcome to the July 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.”

Website Relaunch - CHECK IT OUT! Keeping up with the latest ways to help our members and partners is extremely important to us at the NPDA, so even though we’re only a little over a year old, we’ve already updated our website! It’s got improved features and functionality, better images and an all-around nice look to it, if we do say so ourselves! But you be the judge - check it out Website Relaunch - HERE!

FREE FTC Rules Webinar by A2C - August 18 Understanding the FTC rules regarding the protection of customer information could be one of the best decisions you can make for your Powersports Dealership – and not understanding it could put your business at serious risk. To help NPDA members gain the latest information on the Safeguards Rule, we are holding a FREE webinar hosted by NPDA partner Accelerate 2 Compliance. Thursday, August 18, 2022 2 p.m. ET; 1 p.m. CT; Noon, MT; 11 a.m., PT Free Admission Register HERE!

Survey Says! - Membership Survey #2 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 second survey, issued July 1 and focused on education and training, included these key findings: • 62 percent of respondents felt Sales staff require the most training, followed by Service at 25 percent. • 64 percent think scheduled webinars with live instruction are better for training than training modules available 24/7. • 65 percent prefer on-site training at their Dealership versus at a training center or educational facility. • 82 percent think credits or certification should be issued for completed training. • 62 percent belong to a 20 group. Thanks to everyone who has participated so far in our survey series!

Membership Survey #3 Coming August 1 Our survey work continues August 1 with the final questionnaire in our threepart series. This time, we’ll be seeking input about the role you’d like to see the NPDA, YOUR Powersports Dealer Association, play in growing your business. Be on the lookout for the NPDA survey in your email in-box soon, and as always, thanks in advance for your responses!

Partner Spotlight – Accelerate2Compliance

www.accelerate2compliance.com Headquarters: St. Louis Park, Minnesota Year Founded: 2015 Number of Employees: 4 full time + numerous consultants Business Overview: Accelerate2Compliance™ (A2C) offers the most cost-effective and easy-to-use information security compliance solution designed to help Powersports Dealers - and their vendors - achieve and maintain FTC Safeguards regulatory compliance requirements. A2C delivers this through the A2C Portal™, the all-in-one cloudbased subscription software solution to empower Dealers with the most simple and efficient assessment process, robust tools and reports, and best business practices to guard against ever increasing information security threats all in one place. Summary of A2C Benefits to NPDA Members: Click HERE

National Powersports Dealer Association | 435 S. Washington St, Falls Church, VA 22046 (844) 673-2266 JULY 2022 49

NPDA Partner Profile

MaxOpp Says It Is All R.I.T.E. For Dealers To Get P.A.I.D. Part II

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. In Part II of our conversation, the Baron addresses the Internet and ways to make it work for your dealership. First off, don’t reinvent the wheel… just grease the bearings. Optimization rather than starting from scratch can be an effective starting point for many dealers. “As we go into a website, and we don’t want you to change it if we don’t have to, we just want to optimize it. So when we take over, for example, a Dealer Spike website, we go in and we manipulate content and layout. Typically, we’re seeing anywhere from 32% to 38% increase in lead conversion on the website after we’ve just done our tune up. “We have this process that we call Presence, Authority, Internet Dominance or P.A.I.D. What that does is it allows us to go out and take control of anywhere from 70 to 90 digital locations — websites, business listings, maps, geo locations and emails — we take control of everything. Then what we do is make it all work together and all network with one another. We play with the algorithms and we take

something like “Google My Business” pages and double it in six months. We are on target for doubling the number of people that see that listing in a 30-day period. “That’s been great, because what we realized is Google has taken over; always trying to steal your website business by creating Google My Business pages that are so complete and so thorough, so deep in data that if you as a dealership optimize that content, man, you can really own your digital location. Are there strategies involved? Absolutely. We’ve got photo strategies, we’ve got video strategies, we have everything! This is not a guessing game for us, because you can’t afford it! As a dealership, you got to make every dollar count… and that’s what we do. We generate leads up to 40% more consistently than anything. Our dealers 18 months after coming on board have a track record of increasing their vehicle sales — pre-COVID, so no COVID crazy numbers — over 26% more vehicles sold! And we don’t do any pay per click. I mean if you force us to, we’ll do it, but we’re not bringing you an idea. ‘Let’s try pay per click.’ That’s not us. But man, we know how to get you in front of people and we know how to be able to get trust developed very quickly, to where those people want to talk to you. We make you the first choice of any online shopper.” Bottom line: MaxOpp wants to get dealers P.A.I.D. Learn More here.

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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.

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SHOWTIME

A CONVERSATION WITH CINNAMON KERNES: 2023 AIMExpo Update

CONNECT. ENGAGE.UNITE. AIMExpo 2023 Update

ince the outbreak of the pandemic we have seen the industry experience paradigm shifts, make some incredible gains as well as backtrack… and everything else in between. So where are we going from here, what’s going to happen within the industry and more specifically, what happens with our industry trade show — the AIMExpo? We came to Motorcycle Industry Council headquarters to talk to Cinnamon Kernes about the state of affairs. The good news is that we do have a confirmed AIMExpo show date and it is going to be the traditional show dates during the President’s Day break. Cinnamon confirms this: “It is February 15-17 of 2023. We’re going to be back in Vegas, so we’re excited about that. And it is the 15th, so for all of you worried about missing Valentine’s Day, you actually do still have the opportunity to be at home for that. So, no excuses. Las Vegas is a transportation hub, so everybody should be able to get in and out… It’s not like going into Indianapolis or Cincinnati in the dead of winter and having to worry about weather delays. CK: Definitely not! February in Vegas is good… it gets cool in the evening, but during the day it’s perfect. You can’t ask for better weather. We’re in the new South Show Hall again, which worked out pretty well this past time, more than enough room to accommodate our group with room for expansion. How are we looking with exhibitors?

CK: Exhibitor registration is right on par with where we had been pre-COVID. We are super excited about that. Our show floor is going to be double the size that we had last year. We are looking for significant growth on the aftermarket and OEM side of exhibitors on the show floor. Can we let the cat out of the bag that our friends at Tucker Powersports have doubled down and expanded their footprint in Las Vegas? CK: Tucker is back on board. They were a great partner last year and they will be an incredible partner this year! They are sponsoring our industry party again… Wednesday night will be the industry party powered by Tucker. They will also be bringing in eBikes, their aftermarket brands, their house brands and most importantly, their dealers. We are excited to have them onboard again, Is there going to be the same emphasis on eBikes that there was this past show? CK: This past show, there was some emphasis, not as much as we would have liked to have seen, but we were still in the middle of COVID. This year, we are bringing back the eBike pavilion, and our team right now is actually working on building out a demo space on the show floor. We expect a significantly larger presence of eBicycles. Just to be clear, there will be a demo area for eBikes on the show floor. Not just displays… actual demos. With the loss of the IMS tour, the eBike guys don’t have a lot of places to reach into our powersports market.

CK: They don’t. AIMExpo is the perfect place for that. Our dealers — we always talk about our dealers — are the ones that connect with consumers. What better place to connect with dealers and distributors than at AIMExpo?

I would have to agree with that. And the fact that we did get together face-to-face even if some of us had to wear a mask. It still was an awesome show. It was nice to see that return to our industry roots, as it were.

There are big things coming from our traditional OEMs within the space, as well as the aftermarket, so now the hardcore bicycle industry is seeing the light and looking our way. Looking forward to that portion of the show. But one of the other homeruns that we did have this most recent show was the renewed emphasis on education and a change in the format. Now we’ve got Garage Composites coming back. What is happening with Dealer Education?

CK: We are an industry based on getting together, being outside, enjoying life… and that’s really what our trade show should be about. Along the way, while we’re doing that, we’re also improving our business. We are learning, we are networking, we are building relationships, we are seeing new products, we are getting the media involved. Honestly, what more can you ask for? I’ve said this before, it doesn’t make sense to me: How could you not go?

CK: AIMExpo’s “disruptive thinking” education platform was launched last year, and it is designed to really get dealers engaged and thinking about bigger business, marketing, digital tracking and leadership… It is really more about a global, higher vision of learning. Disruptive Thinking takes place on the show floor on a main stage. We did have Tony Gonzalez confirm from Garage Composites. One of the things we did last year, but we didn’t talk about all that much was we took the MIC Communications Symposium that traditionally took place in November and incorporated it into AIMExpo. At previous MIC Communications Symposiums we have had speakers like Dr. Paul Leinberger, economists that talked about global and macro views. We are bringing back the MIC Communications Symposium as part of AIMExpo’s Disruptive Thinking platform. We have David Savlowitz on board. We are looking at other speakers from outside industries such as PADI, the marine, other economists and obviously people from within the powersports industry. You will be able to see all of that. What’s also different this year is that we are bringing back a classroom component for Dealer Education. We’ll be curating the content. We will have a digital marketing specific track. We’ll have leadership, we’ll have Sales, we’ll have F&I so dealers can get the most out of their visit to Las Vegas. Will the bugaboo be “if we have the classrooms separate, it takes traffic off the show floor” — are the classroom sessions before and after show hours? CK: It will be during show hours, but it’s not going to be the back-to-back relentless schedule that we’ve had in the past. One thing that we have committed to our exhibitors and to dealers to allow them dedicated time on the show floor. We’re still working out the schedule, but we will make sure that there’s dedicated time for education and dedicated time on the show floor. In the aftermath of last year’s show, what was the feedback that you received from the dealers and the exhibitors who attended? CK: I think the biggest takeaway was quality over quantity. Our attendance numbers were pretty solid, all things considered. When you walked around the show floor, the quality of the conversations that were happening was noticeable — there was real business being done. That’s probably the biggest takeaway, and the most commonly heard feedback that we received was the quality of the attendees, the quality of the exhibitors and the quality of the business was better than any AIMExpo people had been to.

Dealer registration? Didn’t it open? CK: Registration just opened two weeks ago. Go to aimexpousa.com That’s where you go to register and it’s free for all dealers. It’s quick, it’s easy. Again, there is no reason to not register… and no reason not to be there. So you mentioned aimexpousa.com… We’ve got a revamp on the website, new graphics and a whole new approach to the marketing of the show… We refresh the graphics every year, the show needs to stay fresh and the content is fresh. We always want to have a new look, a new feel, but the message is still the same. AIMExpo is always about connecting, engaging and uniting our industry.

FREE PRE-REGISTRATION FOR DEALERS

ave the date! The powersports industry will Connect, Engage, and Unite once again at AIMExpo February 15-17, 2023. North America’s most important powersports tradeshow will take place at the Las Vegas Convention Center. “With a dedicated focus on dealers, AIMExpo is the place to get ahead in the postpandemic era,” says MIC VP Cinnamon Kernes. She notes the show has some updates for the coming year, intended to help dealers grow their business. Among the highlights for 2023: • DEALER EDUCATION with AIMExpo Education’s Disruptive Thinking, designed to make your business more profitable and keep you ahead of current buying trends • Face-to-face CONNECTIONS with distributors, OEMs and hundreds of aftermarket exhibitors • The NEWEST 2023 Models, Technologies, Parts & Accessories, including a strong focus on the UTV market • The epic AIMExpo INDUSTRY PARTY powered by Tucker, Wednesday night, February 15!

“Dealers, this is your show,” claims Kernes. “This is where our industry gathers as a community to discover, explore and experience the trends and products that shape the marketplace. Learning, growth, profitability and change – it all starts here.” If you have any questions about the registration process or the show, please contact Adam Schelor, Exhibitor & Dealer Relations Manager at aschelor@mic.org or simply click here to register: https://www.xpressreg.net/register/AIME0223/landing.asp

JULY 2022

Her vision has included a pivot to the Ride With Us Moto Intros expanding to all Overland Expos this season. Building on the first-year success of the Motorcycle Industry Council’s Ride With Us market expansion program, the MIC is bringing Ride With Us Moto Intros to the West, Mountain West, Pacific Northwest and East Overland Expo shows. “We had an overwhelmingly positive response last year to our Ride With Us initiative and we are looking to bring the Moto Intro experience to even more people this year,” she explains. “There is nothing quite like experiencing your first dirt bike and our Moto Intro coaches help create a fun, pressure-free environment, giving everyone the opportunity to try.”

By Alisa Clickenger

GO-TO GAL

Cinnamon Kernes Is Living The Dream

Moto Intro is specifically for those who have never ridden a motorcycle or scooter before. Motorcycle Safety Foundation-certified coaches guide new riders through basic motorcycle controls and their first ride experience. This activation will be a part of Overland Expos this summer and fall, enabling Cinnamon to do more than preach to the choir of existing riders and generate a whole new chorus of enthusiastic customers for all of us. The rider journey continues online at RideWithUs.com with information and resources on next steps and specifics on rider education and training, including the Motorcycle Safety Foundation Basic RiderCourse, the licensing course offered in 46 states and throughout the U.S. military. To get caught up on Cinnamon’s ongoing efforts, go to: https://ridewithus.com/

hen the International Motorcycle Shows needed somebody to go above and beyond, Cinnamon Kernes was their go-to. When Mike Webster and Larry Little launched the AIMExpo, Cinnamon was their immediate go-to… When the Motorcycle Industry Council launched its Ride.With.Us initiative, Cinnamon was their goto (never mind she already had a very full-time gig as GM of the AIMExpo). “I was working in the medical device industry and honestly I had no idea jobs like this existed in the powersports industry,” recollects the go-to gal. “I landed a job with Advanstar working for the International Motorcycle Shows team and it was a dream come true.” Capable and confident, she brought one more key element to the IMS gig: Passion! She loves to ride and wants to spread this gospel to the world! In her new role as the Vice President of Ridership for the Motorcycle Industry Council she is truly living the dream. With big things happening with its ridership expansion efforts, Cinnamon was promoted to VP of Ridership at MIC and is poised to make a major impact on motorcycling in America. With IMS dropping off the map, she has had to pivot to events like the Overland Expo to spread the word... and it is working. From concept and budgeting to rolling it out in the field, she has moved the industry forward, despite minor obstacles like a global pandemic and the industry’s leading consumer event folding its tents just before the 2022 season kickoff.

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.

Amy Kerr Rodgers — Mark Rodgers Performance Insightful. Pragmatic. Committed. Amy Rodgers has helped dealers go further, faster for over three decades. From Harley-Davidson Motor Company international marketing coordinator to the product manager for the entire HDMC MotorClothes Leather line, rising to today where she is a partner in Rodgers Performance Consulting, Amy has spent a career helping dealers become better retailers. “I’m passionate about creating meaningful developmental experiences for dealership people,” says Amy. “We’ve had enormous, hardcore biker guys, well up with tears after our workshops because they are so proud of themselves and what they’ve accomplished. Those are moving experiences for them… and me.”

Cyndy Knauss — CFO Southern California Motorcycles This mother of pugs has ridden motorcycles on three continents, and is obsessed with the Isle of Man and “real” roadracing. Her personal mantra is “I am relaxed,” and she also believes following the daily activities of acquaintances from the past through social media is unnatural She will probably never accept that her floors will always have pug hair on them no matter how often she swiffers.

Kim (Jerman) Knupp — Motorcycle National Events Manager at Yamaha Motor Corp., USA Since June of 1980 Kim has been the driving force behind Yamaha’s presence at trade events, the International Motorcycle Shows, Supercross, dealer meetings and virtually any place Yamaha rolls its semi trucks full of toys to. For virtually every Yamaha motorcycle event anywhere in the country, chances are Kim handled the logistics and the set-up firsthand. Despite being busy every single weekend of the season, she did find time to enroll in the Yamaha Champions Riding School back in 2016 — for product familiarization and for the passion that has driven her for more than 40 years!

Melissa Laufer — Frau Ruckt Verrückt is “crazy” in German and a clever play on words for Melissa Laufer’s alter ego “Frau Ruckt“ because she has always been crazy about motorcycles. “My passion for motorcycles almost feels innate. Since I was a toddler, I remember riding on the tank of my dad’s chopper up and down the block. As I grew older, it seemed that I always gravitated toward friends that were of like mind. Mostly men, of course, as no woman that I knew at the time, rode, or would even consider riding their own bike. As my kids started getting older, I found myself feeling empty, and then I realized.... I had no friends with a motorcycle! Until one day... a GIRL friend that said she wanted to ride. One of the most life changing days of my life, when she and I took our riding course together. She and I bought our bikes together and later discovered the Litas Twin Cities. There, we met so many women that were dedicated to riding, togetherness and supporting the motorcycle lifestyle. As I continued to grow as a rider, I also grew a new network of motorcycle industry business owners, supporters and developers. Social media involvement and behind the scenes advocacy, will forever be a part of who I am. Condoning and advocating for all women, no matter their age, to get on two wheels and experience life in a whole new way. Jenny Lefferts — Founder MAD Maps Jenny Lefferts, Founder of MAD Maps, has been a motorcycle and back roads enthusiast for years although her passion began long before she was licensed to ride. Her dad’s idea of a summer vacation was to load up the family in the ‘72 VW bus and take to the road. Jenny moved to San Francisco in 1987 and purchased her first motorcycle. She was instantly hooked and began searching the Bay Area for the best scenic roads: the seed for MAD Maps was planted. Over the decades, Jenny developed and published an extensive library of rides across America, including classics like Route 66 and interesting paths to nowhere like Key West, Florida. Under titles like “Rides of a Lifetime”, “Get Out of Town”, “Scenic Road Trips” and more, Jenny helped define the passion for exploration within each of us. As MAD Maps moves into the third decade of the 21st Century, the proverbial baton has been passed to the team at Maps.com. Our goal is to improve on perfection, take this valuable palette of road trips and extend it to new horizons… and to live each day making Jenny proud!

Laura Lemco — CEO Lemco Legacy Dealer Services These days Laura Lemco serves as president of Dealership Valuation Services, LLC but she will probably be remembered by most dealers for her work keeping her father’s legacy alive via Lemco Legacy Dealer Services. Either way, the bottom line is being of service to dealers. Laura provides business appraisals and valuation related consulting services to dealerships of all types — motorcycle, RV, marine, auto and equipment. She conducts research and analysis to determine what influences and drives the value of each company in today’s volatile market. She also published her father’s autobiography last year: JULY 2022 57 https://dealershipvaluations.com/ed-lemco-autobiograpy/

ROHVA Proposes Safety Enhancements The member companies of the Recreational Off-Highway Vehicle Association (ROHVA) put consumer safety first. Each company takes pride in producing high-quality, durable products. Each constantly seeks to innovate and improve vehicle safety. As part of these commitments, ROHVA works on the industry’s behalf to maintain voluntary industry-wide safety standards first published in 2011. Most recently, ROHVA has worked closely with the Consumer Product Safety Commission (CPSC) to address rare incidents involving fire and debris penetration hazards. ROHVA is now preparing a revised safety standard that includes new testing methods intended to reduce such risks. ROHVA has shared its detailed plans with CPSC. ROHVA is confident that the proposed revisions will adequately address the safety concerns raised by CPSC. Once the revised voluntary standard takes effect, it should eliminate any basis for CPSC to pursue formal rulemaking on these subjects. ROHVA is opposed to the proposed CPSC rulemaking for this and other reasons, and will submit written comments in opposition to CPSC’s rulemaking notice. ROHVA welcomes all interested parties and members of the public to submit comments concerning their use of and experience with ROVs and to express support for ROHVA’s voluntary standards. Detailed instructions for doing so are available in CPSC’s June 21 rulemaking notice at: https://www.federalregister.gov/public-inspection/2022-15355/safety-standard-for-debris-penetration-hazards.

GOVERNMENT RELATIONS PFAS Laws Looming in the Northeast

Dozens of manufacturers and business organizations across many industries, including the MIC, are requesting that the State of Maine extend its deadline for reporting products that contain PFAS substances. The reporting deadline begins the first day of 2023, giving companies little time for compliance, especially because Maine has offered few details about what information is needed and the process for submitting it. Staff from the MIC Government Relations Office participated in a briefing on June 30 regarding implementation of the new law. “Powersports companies should check with their legal counsel to determine how the Maine law may impact their lines of business,” said Scott Schloegel, senior vice president at the MIC GRO. “Our team is tracking and responding to PFAS bills in several other states including California, Colorado, Georgia, Massachusetts, and North Carolina.

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

Personnel Files

HUNTING UNICORNS 5 Minutes With Jason Gearld

e have all seen what has happened with the job market in the “real world”, but it is even tougher in the powersports arena. Jason Gearld knows and tells… even if the answer isn’t what you want to hear. Prior to the pandemic and the “Great Resignation” finding techs was already a serious problem. In the search for the elusive unicorn, how does one even find an A-level service tech? And where did they go to find such a mythical beast? A-level techs are probably not sitting on the couch watching Ellen all day — They are probably gainfully employed. What we’ve been trying to do at MIJ is encourage all of our dealers to continuously post jobs up, given the fact that the A-Team is probably not sitting there at the computer just looking for a job. But there may be some out there unhappy where they are and looking to move. However, you can’t just hope that they’re going to see your job in 30 days. We’ve worked with our dealers to try to keep subscription plans or annual programs so that they can post jobs every month, in hopes that they’re going to find the elusive unicorn who turns a wrench. There’s more to it than just “hang and hope” or slap up any old job description. If you’re actually trying to recruit talent and it’s the unicorn that you’re looking for, you better have a compelling help wanted ad! Alex Baylon who owns MIJ always says, “you wouldn’t go see a movie without seeing the trailer.” So we encourage dealers

to post up photos of their store that goes well beyond the store. What does your town have to offer? What’s the riding scene or the après-ski, if you will. What else goes on in the town that might encourage people to want to live there if they don’t already live there? And like you said, you’ve got to be making it enticing to them to want to work at the store as well. The “real world” has even more problems with job placement these days, but the expectations are much higher for MIJ than they are for a Jeeves or a something.com generic site. You are going to a more targeted potential marketplace with relevant information, and yet they complain about it. Then I see the real-world headlines “The Great Resignation” where nobody’s going back to work. Why are these unfair expectations put on MIJ? It’s funny, every time that I see a story that comes up that’s outside of the motorcycle/powersports industry, where they’re struggling to find help, whether it’s a mechanic, or just regular employees, I take note, because this isn’t a motorcycle industry-only issue — excuse me, “powersports” issue. I think sometimes we all get stuck in our own little world. We’re only focused on how it affects us. But everybody is struggling to find good help. And when I see these fantastic jobs that are going up I want to figure out how we get more people to them. Whether it’s a great dealer job or something on the other side of the counter within the industry, great jobs are out there. But I can’t get into people’s heads to know why they’re not taking those jobs because we get plenty of them. You’ve had some pretty phenomenal OEM job posts Continued on page 62

HAVE FUN! Tell us about your personal experience, qualifications and knowledge. Just have fun and get to know our world of motorcycles better!

KTM PRO TIPS

How To Apply For A Job — Top 3 Tips From Our Recruiting Experts

TM recently posted this on LinkedIn as advice for powersports career-minded individuals. Interesting to note that KTM utilizes MIJ extensively. Proof is in the pudding, as they say. Job applicants should consider these pro tips when looking to make a career move, particularly in a passion-based industry like powersports!

BE CURIOUS Treating you with respect is very important to us. So take the opportunity to exchange ideas with us. Don’t be afraid to ask questions – your interest shows us your motivation. If you are now ready to apply for a job with our winning team, take a look at our job vacancies at MIJ or: https://jobs.ktm.com/Jobs

We are always looking for passionate employees who want to be part of our winning team. How can you do this best to become a part of it? Take a look at the pro tips from our recruiting experts:

PREPARATION IS EVERYTHING If you want to join the KTM AG family, you should know why. Find out more about our company and ask yourself whether you can identify with our philosophy and the product.

Did you know? For 2021/2022, our recruiting team has once again won the “Best Recruiters” award in the automotive sector!

JULY 2022

Continued from page 60

recently. You want to be the Team Green technician and join the Supercross series? That job was posted recently. I wish I was 40 years younger and looking for an opportunity to get into the industry. I used to tell people you’re not gonna find a factory technician job on our website, but we can’t say that anymore… KTM has posted factory technician jobs, the Kawasaki Team Green job and the most recent one was Honda looking for an engine tuner for Chase Sexton and Kenny Roczen! People thought that the Honda gig was a fake post when it first went up and some were saying it was the old “bait and switch” happening here.

I thought so too, until I saw Lars Lindstrom was the one who pulled the trigger on it… and I thank Lars for doing it. But it just goes to show if Honda is struggling to find those engine tuners, it stands to reason that dealers are going to have that same struggle. But that’s why we’re here. We’re still that place for the industry to see our jobs. This is the place. I tell dealers all the time, “you have got a shotgunblast it everywhere — you can’t put all your eggs in any one basket, and that includes ours.” However, we still are the place to go for the industry… and people talk! When people see the job on our website, they’re likely to tell a friend, and that friend may tell a friend and that person applies for the job. So just getting it out in front of industry eyes is all too important. Hence the name: Motorcycle Industry Jobs Bingo!

MIJ Industry #PROfiles

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

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years. Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry.

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QWR commends leadership and staff at the BLM Ukiah Field Office for their “git er done” attitude — during difficult times — to repair severely damaged OHV bridges and restore functionality and connectivity within the 94 mile network of designated roads and trails. Another good example of why OHV works with some of the major eco groups in California with a focus on Berryessa Snow Mountain Monument (note OHV listed as use): https://tuleyome.nationbuilder.com/monumental_ questions_why_is_july_10_important? “Since 2015, Tuleyome and our partners, including the Bureau of Land Management and U.S. Forest Service (which comanage the Monument) have conserved, enhanced, restored and enjoyed this wonderful area. School field trips, hikes, astronomy events, trail building activities, equestrian rides, OHV events and many other activities have taken place within the monument. BEFORE

STAR SPANGLED SALUTE Building Bridges By Donald Amador

nited we stand is an appropriate message for the 4th of July. In the spirit of the season, The Quiet Warrior would like to salute the bridge building efforts of the off-road community, the eco groups and the BLM. This “bridge building” has become both literal as well as figurative recently in my neck of the woods. Common ground has been found and these diverse groups have been brought together by physical bridges.

“These events showcase the unique qualities that the Monument possesses. They also help strengthen and reaffirm support for Berryessa Snow Mountain National Monument. This support has led to the introduction of the Berryessa Snow Mountain National Monument Expansion Act (H.R. 6366/S. 4080) which will increase the size of the Monument by nearly 4,000 acres by including the Lake County portion of Molok Luyuk, colloquially known as Walker Ridge.” Thanks also to the Motorcycle Industry Council for their ongoing support of the collaborative process in this one. This revolutionary spirit of cooperation between BLM, recreational and ecological groups and the MIC has helped bridge the gap and protected our rights to public lands.

OHV bridges have become a critically important part of today’s sustainable trail systems on public land, particularly in mountainous or forested regions. Often they are used to relocate motorized use out of sensitive riparian areas to protect wildlife and water quality or to provide connectivity throughout a unit’s route network. When those structures are damaged or destroyed by wildfires or other natural disasters, public access to designated roads and trails can be severely impacted for both casual use and permitted competition events. One such federal unit is the BLM’s South Cow Mountain OHV Recreation Area near Ukiah, California. It is a Congressionally-designated OHV recreation area where managed multiple-use OHV recreation is a prescribed use. This almost 25K area facility has an extensive route network that provides various degrees of challenge for dirt-bikes, ATVs, SxSs, buggies and 4WD vehicles. It also provides motorized access to non-motorized activities such as mountain biking, wildlife views, and hunting. In 2018, much of South Cow Mountain was devastated in the River Fire. Some of that destruction included a number of key OHV bridges that provided important connectivity within the route network. Impacts to the bridge system created safety concerns and often resulted in trail closures or restrictions and also made it difficult for the agency to issue permits for historic off-road motorcycle events.

AFTER

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!

estate. Look how drones have revolutionized aerial photography, Hollywood movie making and now military combat. Oh, and Facebook (Meta) is still the world’s largest media company without creating any of their own content. Those are true disruptors.

Confessions Of A Customer® By Eric Anderson

HERE COME THE DISRUPTORS Time To Pull Your Head Out Of The Box

hile most of us have been obsessed with surviving the pandemic, inflation, inventory shortages and high fuel costs, a select few have been creatively focused on unforeseen powersports business models. A mentor from my past, John Wyckoff, used to claim we were all suffering from “rectal myopia” in the industry box and couldn’t see the opportunities right in front of our noses “because it is too dark in there.” It’s happening again. By definition, a disruptive business model presents a new concept to an already crowded marketplace, earning the attention and respect of customers, usually at the expense of its slower moving competitors. Disruptors rise above traditional businesses creating their own niche or specialty, metaphorically placing their “stake in the ground” by announcing a new, better, or more efficient way of doing business. As an example, think of how Uber questioned the old method of hailing a taxi without owning a single vehicle… or how AirBnB changed the hotel model without owning any real

Most start-ups take advantage of recent technologies which traditional dealers, distributors or service providers haven’t had time to think about amidst the past 24 months of chaos. These include mobile devices, interactive websites, YouTube & Tik Tok videos, widgets, apps, social media, microsites, geo-location, lead-gen, configurators, texting and more. In other words, these newcomers have had a chance to take a more objective view from 40,000 feet above our industry and see opportunities while the veterans trapped in their maturing morass of traditional ground-level businesses remain blind to such opportunities. There have been some pretty bright ideas out there, but it is still pretty dark in here! The past 2 years has been a test of traditional business, while also acting as an incubation period for new ideas about to come blasting into the marketplace in the next 6 months. You might want to attend the AIMExpo in February 2023 and keep reading Dealernews to watch for these newbie disruptors coming out of hiding like butterflies emerging from their cocoons. This natural metamorphosis of business is the same as starting a new life in an alternative environment or pushing the “refresh button” on your computer. Wipe the past clean so it’s easier to take a new look at the present… and the future. The newbies have a more objective view of this newfound territory while the vets already living here are firmly entrenched in their routines, making it challenging to look outside their own self-inflicted boundaries. Disruptors and

Pull your head out of the box! It is time to address your rectal myopia before the market passes you by.

youth — sometimes synonymous — are Nature’s way of improving the quality of the entire herd, even if it upsets the aging tribal chiefs and longtime Dealer principals.

There has always been disruptive competition in powersports. It’s not new. Do you remember the 1980s when evil 800# mail order warlords were stealing business from traditional brick and mortar dealers? They made you a better retailer. Those businesses were empowered by technology changes of toll-free phone numbers and UPS vans delivering packages more efficiently. Subsequently in the 1990s, the internet fueled the e-comm growth even more. Now look to convenient appointmentmaking apps and texting salespeople to streamline service and sales transactions… And that’s not all that’s coming. The bottom line: Will you be able to disrupt your own business before someone else does it for you?

My own start-up-focused consulting business attracts a lot of wild, newly funded ideas which I must admit, are sometimes not well thought out. However, if they are solid concepts with a chance of success, the question becomes, are they wellfunded enough to get to market? More follow-up questions ask if they have protective IP (Intellectual Property) or will they have the necessary speed-tomarket to stave off copycat competitors? MIC staged its own version of TV’s Shark Tank for a few years in association with the AIMExpo. Called “Gas Tank” it provided a competitive platform for new business ideas, many of which were for smaller clothing, publishing or widget-like inventions. The platform helped get attention for these small entrepreneurs. However post-pandemic, times have changed as bigger, better-funded and more disruptive concepts are accelerating into the market. I am not permitted to mention exactly what’s coming, but I can say there are some new concepts coming to powersports which might surprise you. I don’t mean “more businesses” — I mean real disruptors. No, Elon Musk isn’t going to be selling electric motorcycles online or in shopping malls, but there will be some consolidators, chain operators and retail models we have only seen in automotive circles but thought couldn’t happen in powersports. We’re too small, right? Not true anymore! With modern metrics, super software, economies of scale and retail efficiencies, some older business models will be outdated when they aren’t looking.

JULY 2022

have the impact we desire. What is needed right now is an overarching communications plan that presents motorcycling to the masses much like what the RV industry has been doing through its Go RVing campaign. You’ve seen their advertisements on TV, in print and on the Internet, the compelling images of friends and families enjoying the great outdoors, getting away from it all in an RV. Formed in 1994 Go RVing is a partnership between America’s RV manufacturers, suppliers, dealers, campground hosts and affiliated trades. Go RVing debuted as a national campaign in February 1997. The goal:

AN INDECENT PROPOSAL #GoMotorcycling — An Idea Whose Time Has Come? By Scot Harden

ack in March of 2019 I proposed the powersports industry take a page from the RV Industry Association’s successful Go RVing campaign. There has been a lot of water under the bridge in a surprisingly short period of time, but the concept rings even truer in the post-pandemic era of windfall motorcycle enthusiasts. Our industry is still tripping over itself trying to remain relevant in the rapidly changing social and economic environment. With the loss of the IMS tour, the addition of MIC’s Ride.With.Us initiative, creation of the National Powersports Dealer Association, an end to stimulus checks and the beginning of a recession, we are looking under every rock and down blind alleys in attempts to find new riders; drive folks to dealerships, attract the attention of younger audiences and retain the COVID bubble customers. The MIC, AMA, NPDA, HarleyDavidson and even grassroots efforts like my Plus 1 Rider Initiative are doing their best to sustain at least some of the business that came our way the past 24 months. While all should be commended, something is still seriously missing. And like last time, I know I will get some flack for my indecent proposal… So what’s missing? An overall strategic plan! If nothing else the past four years have proven the point. The more the landscape has changed, the more I realize that what’s needed now more than ever is an overall strategic plan for promoting motorcycling; a plan that ties everything together; a plan that applies structure to the programs and campaigns that our industry currently supports, a well-defined campaign that allows our industry to speak with a collective voice. Without it, I’m afraid we’re pissing in the wind, diluting our efforts with token efforts and falling far short of the critical mass we need to attain to

• To maintain or increase the RV and campground industry’s share of the discretionary dollars of consumers aged 30- 64, including the vast “baby boomer” generation, through major advertising and marketing communications campaign that promotes the benefit of RV travel for families with children and active empty nesters. • To attract past owners back into the RV market. • To keep current and new owners satisfied with their investment by working as an industry to maximize RV quality and service.

Phase I of the GoRVing campaign generated 2 billion impressions over three years from three different TV and five print ads. Over the next 20 years, the RV industry continued to invest launching Phase II, III, IV, V and on with increasingly sophisticated marketing campaigns taking advantage of developments in social media and expanding digital communication platforms while at the same time refining its message and reaching out to an ever-expanding demographic including millennials. Nationally recognized celebrities like Tom Selleck and Jenny Garth served as the face and voice of the campaign. By 2015, Go RVing’s media budget had grown to $15M and was generating more than 4.2B impressions a year. Through good times and bad, the RV industry has never stopped investing in Go RVing and continues reaping the rewards for having the foresight and commitment to bet on its future. Despite the recent slowing in RV sales as the supply chain pipeline seems to be finally filling up (see Robin Hartfiel’s column last month), the RV industry as a whole has been growing steadily since bottoming out in 2008. More importantly, they are having success reaching out to younger audiences including millennials. According to Go RVing Vice President Karen Redfern who said in a July, 2017 interview in USA Today, “We have been targeting the millennials over the past few years in an effort to help them understand how RVs fit with what they already enjoy doing and that RVs aren’t the stereotypical vehicle they might imagine ... and it’s working.” CNN corroborated their success, in November 2017 they reported, “Millennials are driving the growth in camping in America, totaling 38% of active campers.” First-time buyers made up 34% of RV purchases in 2016, according to the Recreational Vehicle Industry Association. A typical RV owner is now 45 — down from 48 in 2015 — the group found. “The current expansion has been driven largely by new consumers adopting the RV lifestyle,” Thor said in an investor release at the end of 2017. How great would it be if this success story was ours? Which brings me back to my original point. When is our industry going to get its act together and put together a strategic plan designed to communicate our value proposition and start selling motorcycling as a lifestyle to the masses? Ride.With.Us is a good start, but came up a little flat when IMS unexpectedly folded its tent and eliminated much of its planned outreach opportunities for 2022. It has a refreshed look ready to roll out any day, but we are already in July and presumably in the heart of selling season. The time has come for our industry to stop the fragmentation and truly develop a coordinated campaign that promotes motorcycling on a national level using the latest in digital communication platforms, PR and broadcast channels to reach Gen Z, Millennials, GEN X, ethnic and female audiences. I fear the time and money currently being spent by all our independent campaigns won’t move the needle to the extent required and, more importantly, since it’s not part of a coordinated, long term effort designed to shape perception and preference won’t have the desired effect.

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JULY 2022

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I realize the U.S. RV industry is about twice the size of the US Motorcycle industry; roughly $55.9B in 2021 and projected to grow to $87B by 2028 compared to the $30B economic impact of the powersports industry. Without question, the RV Industry has more resources to throw at the problem. This doesn’t mean we can’t still have a significant impact if we pool our resources. What if we added a $5.00 surcharge to each new motorcycle sale? By my math, that would add up to approx. $2.5M in revenue in the first year alone. What could we do with $2.5M? Plenty… if we’re smart. The big question is who is going to take the lead. While I admit this question is above my pay grade, as I looked around our industry circa 2019, the only association capable of speaking for motorcycling and managing such an undertaking was the MIC. The MIC is the only organization that currently serves manufacturers, dealers and the aftermarket… and quite frankly, it has the infrastructure to lead such an effort. Yes, a campaign of this nature would require additional staffing and some guidance, and I might also suggest would benefit from locating a great media partner to develop the campaign. If adequately funded, it could be done. Since the time of my original indecent proposal, MIC did get the Ride.With.Us campaign rolling, but it is still on training wheels as it reaches scalability. Also in the intervening four years, NPDA has emerged and already has 250+ active dealer members signing on in its first 12 months. AMA has celebrating its annual Vintage Motorcycle Days this month and making some great forward progress on its mission to promote the motorcycling lifestyle and protecting the future of motorcycling. And credit where credit is due, AMA CEO Rob Dingman and MIC CEO Erik Pritchard are in constant contact with each other. Time is against us, but fortunately, a roadmap already exists; a roadmap with a proven track record that has reinvented another industry that was also coming very

close to aging out. I know I’m not alone thinking this. I had a conversation with a long-time industry associate and friend, someone I deeply respect about this issue. We both came to the same conclusion. The motorcycle industry should borrow a page from the RV industry and start the process of reintroducing itself to the American public. We have such a rich and compelling story to tell. (For goodness sake, we aren’t selling soap). Let’s sit down and start putting a strategic plan together, one that five years from now we can all look back on and the only thing we will ask ourselves is, “What took so long?” #GoMotorcycling

HARDEN & ASSOCIATES

Bringing a Unique Perspective to the Powersports Business

Specializing in Adventure, Dual Sport, Off-Road and EV market segments. Delivering solutions in today’s rapidly evolving marketplace. Over 35 years of senior level executive management experience. • • • • • •

Brand Development Advisory Services Strategic Planning Product Development Motivational Speaking Advocate for the Sport

INDUCTED 2008

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Scot Harden scot.harden@harden-offroad.com

harden-offroad.com

WINNING AT RETAIL

Although the old “win on Sunday, sell on Monday” adage didn’t exactly apply to shops that were actually racing on Sundays and closed on Mondays, we can certainly appreciate the sentiment. With the legendary Daytona 200 returning to its global prominence and Triumph having a strong cross-over presence as the engine supplier to MotoGP’s GP2 class for the next couple years, Brandon Paasch winning on the high banks does translate to winning at retail. Paasch averaged 113.162 mph in winning the race and he also set the fastest lap of the race, a 1:49.959, en route to snagging his second Rolex watch. But the coolest thing he got for winning the Daytona 200 was an Arai helmet signed by the legendary Gary Nixon. A fitting tribute for the two-time AMA Grand National Champion and winner of the 1967 Daytona 200 on a Triumph The 80th running of the iconic race brought out roadracing’s biggest stars for the 57-lap battle that literally came right down to the wire. For those who want to relive the epic Daytona 200, the full broadcast of the race can be viewed on MotoAmerica’s YouTube channel: https://www.youtube.com/watch?v=ymGu9pDhInQ

JULY 2022

WHAT WINNING LOOKS LIKE

“It’s what I’ve dreamed… turn into reality,” said an elated Brandon Paasch from the top of the Daytona 200 podium. But the best was yet to come. This week Triumph presented Paasch with an Arai helmet signed by the late Gary Nixon. “Super stoked Triumph hooked me up with this signed Gary Nixon Arai lid! So cool!” While your customers can’t have this helmet, Arai has a contemporary new lid in the line-up with the new for 2022, Rea6 replica graphic from multi-time World SBK Champion Jonathan Rea on the Arai Corsair-X. Check out Arai’s partnership with Pure Moto in the news this issue or click here: https://www.araiamericas.com/corsair-x-variation

WHICH ONE OF YOU #@%*s IS COMING IN SECOND? Metro Racing remembers Gary Nixon with an array of T-Shirts, hoodies and race jerseys as part of their Legends series. Metro Racing continues to honor our industry legends courtesy of Don and Peg Miller. “We have a passion for vintage motorcycles that can sometimes be mistaken for an obsession,” explains Donzzilla. “We consider ourselves so very lucky that we get to go to work each day surrounded by things that we love, working together happily after 30 years of marriage, being friends with some awesome people with the same interests, having friendships with some of our motorcycling heroes, and all while being able to make a living selling some cool vintage motorcycle gear.” They can even customize gear for your shop. https://metroracing.com/nixon-jersey/

TIRE WARS

Although MotoAmerica is a spec series, the Daytona 200 was open to all tire companies. Of the nearly 50 racers on the grid. 16 opted for Pirelli and casting an even wider net, Pirelli Tire North America announced its RYAO road racing program was returning for all 2022 Championship Cup Series (CCS) and American Sportbike Racing (ASRA) events around the nation. “The Pirelli RYAO program has been extremely popular with racers across North America these past few years and we’re really excited to bring it back for 2022,” said senior racing manager Oscar Solis. “Each year, the program continues to grow, bringing more and more riders out to take on the challenge of competing in multiple classes with their DIABLO Superbike slicks. When you’re at the racetrack, there’s nothing better than being able to get in as many laps as possible, which is exactly what this program is designed to do with a low fixed entry fee.” For each of the events, Pirelli’s local trackside vendor will have certificates for Pirelli riders good for regular sprint and twin sprint classes.

COOL IT!

AO Coolers announced their cool new Leopard line just in time for Bike Week and the legendary Daytona 200. AO Coolers’ Vicki Norman says. “The series gets its toughness thanks to rugged 1200 denier fabric that resists tears and repels water.” AO also upgraded all four of its coolers to a TPU-coated reverse zipper. It gives the cooler a more airtight, water repellent seal and sleeker look. Upgraded D-rings make for a stronger tie down area. Available cooler options include 9-, 12-, and 24-pack coolers as well as a cooler backpack. Leopard print too wild for you? Check out their entire product line at: https://aocoolers.com/

NIGHTSTER SLIP-ONS

While the Battle Of The Baggers at Daytona was an excellent branding exercise during Daytona Bike Week, dealers are starting to see some real action with the new Nightsters on the show floor. “Bikes are just now trickling into the dealerships, but we are ready with a slip-on that makes this machine sound amazing,” says David Zemla, VP - Marketing for S&S Cycle Inc. “Exhaust team put in some work on this one. Welcome to the next generation of the Sportster: Lighter, faster, water-cooled, and sadly very muted.” Luckily, the performance gurus at S&S Cycle are already on the job and have launched a slip-on system that allows the most technically advanced Sportster ever created to sound more like, well, a Sportster. Designed to mesh with the factory header and shields, the S&S exhaust features their trademark removable dB Reducer that allows for easy sound and performance tuning. Wake up your Nightster with the Grand National Slip-on and look for more performance parts for HarleyDavidson’s latest from S&S Cycle. All S&S exhausts are made in the USA and the MSRP is under $400. Check out the details on their site: https://www. sscycle.com/products/grand-national-nightster-black-45slip-on-muffler-for-2022-nightster

SPEAKING OF SPORTSTERS’ EVOLUTION… NEW NIGHTSTER SADDLE

In addition to Daytona there is Hollywood, Florida… there is also a Corbin facility in Florida so it is no coincidence the Nightster’s newest seat is the Hollywood Solo saddle. Cobin’s Hollywood Solo is available in two models: Standard and Close. As you may guess, the Close model provides seating that is lower and built closer to the bars for easier reach. Corbin claims customers looking for a low and slammed look. Saddle mounts like stock and integrates with the OEM key lock system. MSRP $455. Click here for details: https://corbin.com/harley/xl/hdxln22h.shtml

JULY 2022

CELEBRATING 50 YEARS OF PRO MOTOCROSS Promising Opener At Pala By Brandon Davis

o many story lines came into the 50th Anniversary launch: Honda presenting the anniversary model of the Elsinore on the eve of the season; Dungey coming back, Cairolli coming to America, new riders in cool old school gear, new live streaming… oops. See Davey Coombs’ open letter to the industry elsewhere in this issue. It was an otherwise picture-perfect day for those industry types ringing Fox Raceway in Pala, CA for the kick off. Honda stepped up to be the presenting sponsor of the first round of the season and pretty much dominated the narrative… even before the bikes took to the track. The official name of the event was the Honda Fox Raceway I National, Presented by Fox. Quite a mouthful, but HRC backed up its talk with plenty of action! Things kicked off the Monday before the season opener when the Red Riders gathered for an advertising photo shoot with the then-secret 2023 CRFs. Tuesday was AMA Pro Motocross’s pre-season Ride Day at Fox Raceway. Wednesday and Thursday were devoted to dealer and industry visits, while Friday was the official unveiling of the CRF lineup at Temecula’s Peltzer Winery. Honda champions gathered for the gala included Gary Jones, Johnny O’Mara, Rick Johnson and Trey Canard, along with past Team Honda manager Dave Arnold. Jones and Jett Lawrence – Honda’s first and most recent AMA Pro Motocross Champions –

did the honors of pulling the wraps off the new CRF450R 50th Anniversary Edition. The evening also saw 11-time Baja 1000 winner Johnny Campbell recognized for his 30th anniversary with American Honda. What could be more perfect for the host? How about a clean sweep of both classes? Team Honda HRC dominated all four motos across the 450 and 250 Classes. Chase Sexton posted the first 1-1 performance of his career, just beating a revitalized Ken Roczen, while Jett Lawrence kicked off his 250 Class title defense with 1-1 motos, followed by his brother Hunter in second… and don’t forget the donuts… their fan club had set up a sweet trackside donut stand. However Ryan Dungey’s return to racing and 9X MXGP champ Tony Cairoli coming to America were pretty compelling stories as well (see the sidebars)… meanwhile the real story of Eli Tomac’s season was just waiting in the wings. It may have been Honda’s day, but the 50th Anniversary of the Lucas Oil Pro Motocross Championship is going to be anybody’s game and generate bench racing stories for the next 50 years! Bookended by the holiday weekends that serve as the proverbial starting point and finishing point of the summer, with the season-opening round over Memorial Day Weekend on May 28 and the season finale over Labor Day Weekend on September 3. The 12-round season will visit 10 different states, visiting iconic venues with decades of history like the Hangtown Classic (June 4), High Point

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JULY 2022

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Raceway (June 18), RedBud MX (July 2), The Wick 338 (July 9), Spring Creek MX Park (July 16), Washougal MX Park (July 23), Unadilla MX (August 13), and Budds Creek Motocross Park (August 20), as well as additional world-class venues in Fox Raceway (May 28 & September 3), Thunder Valley Motocross Park (June 11), and Ironman Raceway (August 27). 450 Class Overall Results Chase Sexton, La Moille, LHonda (1-1) Ken Roczen, Germany, Honda (2-2) Christian Craig, El Cajon, CA Yamaha (3-3) Eli Tomac, Cortez, CO Kawasaki (7-4) Ryan Dungey, Belle Plaine, MN KTM (5-5) Jason Anderson, Edgewood, NM Kawasaki (4-8) Antonio Cairoli, Italy, KTM (10-6) Aaron Plessinger, Hamilton, OH KTM (6-10) Justin Barcia, Monroe, NY GASGAS (8-9) Shane McElrath, Canton, NC Husqvarna (11-7) 250 Class Overall Results Jett Lawrence, Australia, Honda (1-1) Hunter Lawrence, Australia, Honda (2-2) Jo Shimoda, Japan, Kawasaki (4-3) RJ Hampshire, Hudson, FL Husqvarna (3-9) Michael Mosiman, Sebastopol, CA GASGAS (9-4) Austin Forkner, Richards, MO Kawasaki (6-6) Seth Hammaker, Bainbridge, PA Kawasaki (8-5) Levi Kitchen, Washougal, WA Yamaha (5-8) Pierce Brown, Sandy, UT GASGAS (7-7) Stilez Robertson, Bakersfield, CA Husqvarna (10-11)

THE FUTURE IS NOW The next generation of riders, like Christian Craig’s son, Jagger, are beginning their two-wheel journey on STACYC bikes.

etting the stage for future generations of riders, MX Sport Pro Racing named STACYC the “Official Stability Cycle” of the Lucas Oil Pro Motocross Championship, sanctioned by AMA Pro Racing. Additionally, its #STACYCLIVE Contest is being showcased during series broadcasts, with a VIP trip to the 2022 season finale for one lucky family.

stability cycles allow new riders to gain confidence through natural progression, doing so at their own pace, which will only serve to benefit them as they gain more experience. Their presence at Pro Motocross events will add even more to the family atmosphere of this championship,” concluded Coombs.

“Creating the next generation of riders is our mission and we’re fortunate to have an opportunity to connect with new families and riders daily,” said STACYC’s VP of Marketing, Matt Schumann. “Through our partnership with the Lucas Oil Pro Motocross Championship and event support at four Nationals this summer, we’ll establish connections — both new and ongoing — with kids across the country, facilitating the growth of the industry. Sharing the love of riding is our goal, from bringing new families into racing or creating opportunities for families new to two wheels.” “In the handful of years its innovative products have been available to consumers, STACYC has made a significant impact on the motorcycle industry, establishing a path for youth to begin riding at an even younger age,” added Davey Coombs, President, MX Sports Pro Racing. “Their

JULY 2022

Red Bull KTM Factory Racing stacked the 450 gate with Dungey, Aaron Plessinger and 7X MXGP champ Antonio Cairoli. Dungey’s return to racing had been one of the biggest stories of the two-week transition from Monster Energy Supercross to the Lucas Oil Pro Motocross Championship. At least in the U.S. — Cairoli’s long-awaited American debut had the industry buzzing around the globe. The two veterans didn’t disappoint with Dungey delivering… He showed no signs of slowing charging to 5th in his moto in five years! He was even stronger in the second moto, just missing the holeshot.

DUNGEY IS BACK

yan Dungey was just 27 when he hung up his helmet back in 2017, putting pause on a career that saw him capture 46 career wins, third all time, earn 91 career podiums, second all time, and take three 450 Class titles (2010, 2012, 2015) and a 250 Class crown (2009). At the age of 32 and just over two months after the birth of his second child, Dungey decided he had some unfinished business and lined up at the gate at Pala with something to prove.

“Going into the first moto, it was important to just let it come to me – don’t rush, don’t override, hit your marks and find good lines as the race goes on,” noted the Minnesota native. “I was able to make some passes and I was actually pretty happy with fifth. I got a really good start in the second moto and that was nice because I got to run up there with Chase and Ken and get a feel of that pace that I need to work towards. I’m actually really happy with the day and the bike, too. For me, it’s the best outdoor bike I’ve ever ridden at KTM, so that’s really pleasing. The cool part is I see the areas I need to work on and that’s the challenge and the motivation moving forward.” “We knew that the 50th anniversary season of the world’s most prestigious motocross championship was destined to be one for the ages, but nothing could have prepared us for the competitive return of two of motocross’ most prolific champions in Ryan Dungey and Antonio Cairoli,” added Davey Coombs, President, MX Sports Pro Racing. “When Ryan retired in 2017 it certainly felt like he still had a lot left in the tank, so it was bittersweet to watch him step away in his prime. While a return to action was always something we’d hoped would happen, today’s announcement is unprecedented and we cannot wait to watch two ageless legends of the sport go bar-to-bar with their younger counterparts this summer. Seeing the #5 and #222 together on the track will truly be one of the series’ landmark moments.” Fittingly, Dungey finished 5-5 for 5th overall on his famed #5 KTM 450 SX-F 5 years after his last pro moto… you can’t make this stuff up!

“I’m really happy about how it went considering my level of fitness… I only started race training two or three weeks ago,” claimed Cairoli. “I was testing for the team at KTM, but I didn’t really have a plan to race at Pala until a month ago. It was feeling a little bit like ‘your mind wants to do it more but you’re careful because this track was very sketchy and demanding.’ So we took whatever comes and we build up a little bit race after race.”

CAIROLI ON COMING TO AMERICA Arrivederci Antonio

aking his much-anticipated American motocross debut, 9X MXGP champ Antonio Cairoli put on a show for fans all over the world. With an 8thplace start in the opening moto, Cairoli was working his way toward a top-five finish until a late-race crash set him back to 10th. A better start in the second moto saw Cairoli charge into the top-five on the opening lap. Battling against Eli Tomac early on, Cairoli ended up finishing 6th, good enough to secure 7th overall in his AMA Pro Motocross debut.

The Italian’s bucket list originally called for appearances at Pala and the Hangtown Motocross Classic as a farewell tour, but after two events in California, the 36-year old added Colorado and Pennsylvania to the schedule since he was having fun… and doing surprisingly well! “I knew it would be very tough to compete but then I was also a bit surprised because a top five was possible if it wasn’t for a few mistakes. We were always there: 7, 8, 5, 6, 4, 4. I was pretty happy in the end with the pace I had.”

JULY 2022

VALE SONNY BARGER 1938-2022 L ong time Hells Angel leader Sonny Barger left a final message to people on his Facebook page:

“If you are reading this message, you’ll know that I’m gone,” wrote Barger. “I’ve lived a long and good life filled with adventure. And I’ve had the privilege to be part of an amazing club. Although I’ve had a public persona for decades, I’ve mostly enjoyed special time with my club brothers, my family, my friends. Please know that I passed peacefully... But also know that in the end, I was surrounded by what really matters: My wife, Zorana, as well as my loved ones. Keep your head up high, stay loyal, remain free, and always value honor.” Born Ralph Barger Jr in Modesto, California, Sonny grew up in Oakland, where his father, Ralph Sr, was a dock worker. His mother ran off with a bus driver when Sonny was four. He was raised by his grandmother and his father, an alcoholic who took his young son with him on bar crawls. An indifferent student, Barger quit school at 16 and joined the Army. After 14 months he was honorably discharged when it was found out he had lied about his age to join up. Back in Oakland, he split time between his father and his older sister. While working on the docks he met a number of fellow veterans and joined the Oakland Panthers MC in 1956. A year later he and Don “Boots” Reeves founded the Oakland chapter of the Hells Angels, using a logo borrowed from a club in Sacramento (allegedly the apostrophe in Hells didn’t fit on the iconic patch). They affiliated Oakland with the Angels’ main chapter in San Bernardino. When the overall president was sent to prison in 1958, Sonny, aged 20, replaced him, and moved HQ to Oakland.

Hunter S Thompson’s first book, Hell’s Angels: The Strange and Terrible Saga of the Outlaw Motorcycle Gangs characterized Barger as charismatic and canny. “By turns he is a fanatic, a philosopher, a brawler, a shrewd compromiser and a final arbitrator,” wrote the Gonzo journalist. Two years later Barger appeared in Tom Wolfe’s Electric Kool-Aid Acid Test when the author and counterculture figure Ken Kesey invited the Oakland Angels to a party; Kesey introduced the bikers to LSD. Barger quit his day job as a machinist to serve as a technical adviser in a series of biker movies, starting with Roger Corman’s Wild Angels starring Peter Fonda and Nancy Sinatra in 1966. In 1967 he had a cameo role Richard Rush’s Hells Angels On Wheels starring Jack Nicholson, and he played himself in Hell’s Angels ’69 in 1969. Barger’s vision of the “Devil’s Advocates” on armored choppers riding into Cambodia to rescue a CIA agent was featured in The Losers in 1970. Despite establishing a relationship with the police, Barger’s rap sheet grew. He escaped drug-dealing, kidnapping and murder charges, but was convicted of drug possession and firearms charges in 1973. He served four and a half years at Folsom prison on a 10-to-life sentence. In 1979 Barger was one of 33 people charged with racketeering under federal RICO (Racketeer Influenced & Corrupt Organizations Act) statutes. Though the outcome of most cases was mistrial, he and wife Sharon were the only two acquitted outright. In 1983 Barger contracted throat cancer; his vocal cords were removed and he learned to speak through a vocalizer in his esophagus. In 1987, he was again arrested on federal conspiracy charges of drug and gun running in California, but found himself on trial in Louisville, Kentucky, accused of supplying explosives to destroy the Outlaws. He was convicted and served three and a half years of a four-year sentence; he insisted he had been entrapped by the FBI, but said it was part of a learning experience.

“I think doing time is just part of growing up,” he told The Los Angeles Times in 1994. “There’s just certain things you’ve got to do in your life. You’ve got to go to school, you’ve got to go in the Army, you’ve got to go to jail. It all helps you to have a well-rounded life.” He also said he never regretted his life choices. One of the things that has always amazed me about reporters” is that 99% of them will say, ‘Gee, after talking to you I find that you’re halfway intelligent. You could have been anything you wanted to be!’ They don’t realize, I am what I want to be.” Barger withdrew from public leadership of the Angels and by 1998 was living in Arizona. With warfare between gangs intensifying, in 2002 he tried to organize a peace conference at the Laughlin River Run, but a battle between Hells Angels and Mongols left three dead, and the conference was cancelled. He marketed various Sonny Barger items, including his own salsa, and began writing books, including a biography, Hells Angel (2001), written with Keith and Kent Zimmerman. With the Zimmerman’s, he also wrote two Patch Kinkade novels, including Dead in 5 Heartbeats, was made into a film in 2013 that he produced along with his fourth wife, Zorana; they both played bit parts in it. Between 2010 and 2012 he made several appearances on the Sons Of Anarchy TV show. Zorana and Sonny had married in 2005, the year he wrote Freedom: Credos From the Road, a compendium of his wisdom and guide to life. And in 2010, with Darwin Holmstrom, he produced a guide to safe motorcycling, Let’s Ride. “Joining a band of brothers together, a group with one common interest or mission, whether as a company, a team, or a motorcycle club, requires not only a commitment to loyalty but an understanding of self-preservation as well.” — Sonny Barger

AIMExpo ............................................................................52 All Balls Racing.................................................................36 Bobcat................................................................................19 CanDo Diagnostics, Inc. ..................................................13 CycleNews.....................................................................CVR4 Denny-Leinberger Unfiltered Marketing.....................29 DX1/Traffic Log Pro:........................................................31 Evolution Electric Vehicles.............................................41 Find It Now GPS Security................................................11 Handstands at 100............................................................. 9 Harden Offroad.................................................................71 HJC Helmets.......................................................................23 KTM/Synchrony................................................................27

MaxOpp Marketing...........................................................46 MBA Insurance..................................................................25 Motorcycle Industry Council (MIC).................................59 Motorcycle Industry Jobs (MIJ).......................................17 National Powersport Auctions (NPA)...........................45 National Powersports Dealer Association (NPDA).....51 Rambo Electric Bikes.......................................................39 Red Line Oil.......................................................................15 TEXA USA...........................................................................35 Tread Lightly.....................................................................65 Tucker/Answer Racing...................................................... 7 Vroom.................................................................................63 VWPS................................................................................ 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

JULY 2022

An open letter to the Iowa motocross community:

y name is Tony Wenck, I own and operate Riverside Raceway in Winterset, IA. When I first started the racetrack in the early 2000’s, I did it because I loved dirt bikes and wanted a cool place for everyone to come race.

I bought the place back in 2015 for the same reasons. I wanted to help grow the motocross community and give Iowa motocross families a place to be proud of. Since then, we’ve brought in national coverage from Racer X, Swap Moto, Vurbmoto and more to showcase our riders worldwide. In recent years the track and entire facility has gotten many facelifts, always trying to improve. I’ve always done my best. Most importantly I wanted to see smiles on everyone’s faces every time they come down the driveway and when they leave. We host so many bonus activities which we don’t charge extra for like the bounce house, playground, sandbox, pit bike track, pit bike races, fireworks, celebrity appearances, toy track building competitions, bags tournaments, dunk tank, video game tournaments, trails, firewood, and more; all to make sure our guests have a fun-filled, family weekend. We pride ourselves on providing value on and off the track. On the race track we put in endless hours to make it the best we possibly can. Mother Nature likes to toss us curveballs, but our dirt crew stays up through the night burning diesel and destroying the facility… the result though is almost always an awesome race track. We do this because we know you chose to spend the weekend with us, filled your tanks with gas to get there, and we owe it to you to give you the best conditions possible. We have created some awesome events and continue to add to the facility with improvements. Most recently, the free wash bay, a new podium, and infrastructure to make the experience better. When the tornado ripped through the valley this Spring it caused a ton of damage at the track and completely leveled my acreage and home that sat adjacent. The following day was the Iowa Moto Kickoff party at Pole Position. I kept my promise to have a bucket of cheeseburgers delivered and expressed that I didn’t want my situation to disrupt the progress and momentum building for the upcoming season. We have worked hard to help rebuild Iowa Moto and somehow we were going to get the place together to hold our race. We didn’t ask for charity, we just asked that the moto community support the efforts to rebuild by coming down our driveway for our events this year.

At our last event— the Justin Brayton Shootout — we brought Brayton, Bradshaw, Nicoletti, Stephenson and even Davey Coombs (the “mayor of motocross” in the USA) to see Iowa motocross first-hand. Unfortunately the facility was left with more damage… A group of kids broke into a campsite, entered a stranger’s tent and proceeded to pour out many of their beverages, ketchup, and mustard from their cooler all over their blankets and mattress. Their clothing was put into their cooler and then overflowed with beers, water and condiments. Some of the kids decided to urinate all over everything inside the tent. After a few of the kids were caught, it was discovered my dad’s old van parked at the property had also been vandalized. All the windows were knocked out and the mirror was ripped off. While not a Rolls Royce, the van was one of the only things I had left that survived the tornado. My dad is very special to me, and it was his daily driver. Unfortunately, he’s no longer with us and one of the only things I had left is destroyed. When we have big events like the Justin Brayton Shootout and Loretta Lynn’s Qualifiers we have a recognized, national level AMA referee on staff. He sent the names of the kids who were discovered to have taken part in the vandalism to the AMA headquarters, which is standard procedure. The AMA decided on a 60 day suspension for all the riders who admitted to being involved in the vandalism. Even though I was extremely disappointed by the situation, I spoke with the AMA about reducing the penalties because I knew more riders were involved that weren’t caught. After penalties were sent out to the guilty parties, one of their parents published a very skewed statement online. Some of it was untrue entirely. Sadly, this parent is also the president of the Iowa Moto Series. I sat back and watched myself and the race track get bashed, more lies flooded out, and tons of unwarranted and unfounded personal attacks mounted. Many were from people I thought were friends (some for decades), other track promoters I thought were partners, and even strangers who have never met me. Yet most of the Iowa motocross community that my staff and I have dedicated so much to either sat silent or joined in on the public bashing. Not a single one of our partners in the Iowa Moto Series even picked up the phone to call me and find out what was actually going on. They didn’t reach out to offer support, or lift a finger to end the destruction of the series’ most attended track. The smear campaign continued for weeks allowing the destruction of the Iowa Moto Series as well. In fact, some of those “partners” even participated with the bashing. When I went racing at another track shortly after the letter went out I was treated like a stranger by many racers that would normally go out of their way to say hello to me. One morning I got a threatening phone call from a restricted number saying I better not show up to the Waterloo race or I’ll get my ass kicked. Of all the organizers in the state I’m the one that goes racing and riding at other tracks the most and now I feel I can’t. I really hoped our motocross community valued their race tracks more than this and we had created a true unified series within the state. Weeks went by after the statement was released with no response from the Iowa Moto officers or other series’ tracks. We repeatedly requested a meeting to address the situation before one was finally scheduled. Moments before the meeting was set to begin, the Iowa Moto Series President cancelled the meeting and it was never rescheduled. I guess I’m just supposed to forget about it and let it go. Like everyone else, I can choose to spend my time doing anything. For several years I chose to operate this facility because I enjoyed giving people a solid place to ride/race with their families and friends. No matter how much I do, it seems it’s just never enough. If this is the result of spending countless hours of hard work and lots of money, then I’ll go a different direction. I’ve invested so much of myself over the years to better the sport I love. We’ve endured plenty. After the way I’ve been treated the emotional appeal for me is gone. I’m tired of being the punching bag. Due to these circumstances, Riverside Raceway will be closing its gates indefinitely and will no longer be part of the Iowa Moto series. We are cancelling our scheduled Fall events and will re-evaluate the future of the facility at another time. Best regards, Tony Wenck

JULY 2022

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