DN 2.0 #8
INDUSTRYLEADERS|THEMOSTENGAGED DEALERSANDPROGRESSIVEBRANDS
NEWPRODUCTS|EDUCATIONANDNETWORKING NEEDEDTOGROWYOURBUSINESS
DEDICATEDPOWERSPORTSTRADEONLY EVENTALIGNEDWITHTHEBUYINGSEASON
NPDA DEALER NEWS
Taking On A Presenting Role
NPDA MEETING MINUTES
Some Things To Think About Your Association
NPDA PARTNER PROFILE
Protective Asset Protection
MIC RIDE REPORT
What Does MIC Do For Dealers?
PERSONNEL FILES+
Alex Baylon On Get The Balance Right
ADVOCACY+
Don Amador On Fire Season
CONFESSIONS OF A CUSTOMER
Eric Anderson On Is Venture Capital Killing Passion?
ADVOCACY+ MSF CELEBRATES 50 YEARS
Cinnamon Kernes Is Inspired To RideWithUs
TRAVAILS WITH CHARLIE
Gonzo Targets ISDE Gold
GEAR+ Return Of The Dirtbag!
PRESS PASS+
9th Annual Kurt Caselli Foundation Fundraiser At MotoDoffo
VALE+
Ave Atque Vale Roland Hinz
AD INDEX
This issue Brought To You By…
BACKFIRE
Brandon Prokupek Says “Don’t Discount!”
Robin Hartfiel Editor/Publisher
Bob Althoff World’s Luckiest Man
Gus Stewart Creative Director
Brenda Stiehl Production Manager
Don Musick Genesys Technology Solutions
Dr. Paul Leinberger
Eric Anderson Vroom Network
Jim Woodruff National Powersport Auctions
Mark Rodgers Performance Consulting
Lenny Sims NADA Appraisal Guides
Scot Harden AMA Hall Of Fame/Harden Offroad
Hector Cademartori Illustrations
William Douglas Little Unique Powersports
Charlie Williams Off Road Editor
Marq Smith Holeshot Motorsports, Canada
Alisa Clickenger Women’s Motorcycle Tours
Don Amador Quiet Warrior Racing
Joe Bonnello Joe B Photography
Uncle Paul Wunsch Love Cycles
The Anonymous Dealer
ADVERTISING
Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com
Blake Foulds Account Executive (760) 715-3045 blakefoulds@dealernews.com
Brenda Stiehl Production Manager brendastiehl@dealernews.com
John Murphy Publishing Consultant johnmurphydn@gmail.com
Dealernews Magazine 3250 Knoll Dr. Columbus, OH 43230 www.dealernews.com © Copyright 2023
I’ve been honored to sit in a darkened ballroom with many of my heroes several times over the years. Still gives me goosebumps! In fact, some years ago, I was asked to introduce an AMA Hall of Fame Inductee (Alfred Childs) in the same ballroom that will see the AMA Hall Of Fame Class of 2023 installed on September 14th this year.
Thinking about that now, I am reminded of the pomp and circumstance that a once-a-year special event entails. After all, to be enshrined in the AMA’s Hall of Fame bestows immortality to each of these men (mostly) and women who have earned this ultimate stature in our sport/industry.
Rights.Riding.Racing… The AMA fights to protect motorcycling freedoms of all riders. As Dealers, we are all well-aware of the 99 years of leadership the American Motorcyclist Association has provided on behalf of riders and all of us who love motorcycling.
AMA race-sanctioning has given us all an opportunity to just be fans; to marvel at the skills; and to witness competition at the highest level. Don’t miss AMA orchestrated Team USA going for the gold at the ISDE and Motocross des Nations (I’m old school when it comes to the olympics of motocross) this fall.
AMA governmental relations advocacy has been at the forefront protecting our rights to ride. If you have ever attempted to navigate the halls of congress or get through some byzantine labyrinth of legislation, you would know what a job this is.
And the AMA Hall of Fame Museum has become a destination, drawing visitors from around the world who can learn about the history of our industry and its brightest stars. As an industry we need to stand by those who stand up for us. As a Dealer, here is what each of us might do to support the AMA:
1. Become a Life Member
2. Educate your new-to-sport buyers about the importance of the AMA; encourage them to join.
3. Consider buying the 1st year membership for each of your new bike buyers so that they might see first hand the work of the AMA and enjoy that monthly print magazine.
And you join me in congratulating one of our own, fellow Dealer Grant Langston (Langston Motorsports, Perris, CA) on his forthcoming Induction! After a Hall of Fame career as a racer, Grant has found out first hand what real competition is like in retail!
This month has been pretty tumultuous for our entire industry… but we will persevere in the face of change, competition and calamity! Want to see a real life Hall of Famer? Take a look in the mirror. The one constant in this sea of change is you, the Dealer. That man or woman in the mirror remains the rock upon which our industry will thrive!
Bob
They say never meet your heroes… “It is unwise to seek personal acquaintance with people whom one has regarded with high esteem, as they often fail to fulfill one’s expectations, resulting in disappointment.” Not sure exactly who “they” is/are, but “they” never met any motorcycle dealers! Every dealer I have ever met has been the pillar of their local community, the purveyor of dreams, a broker of freedom and exhilaration and the life of the party — particularity when it is a Dealernews Top 100 gala!
They also say do something you love and you will never work a day in your life! That might be true, but it fails to take into account the work done long after business hours! My heroes are all burning the midnight oil, working through the weekends at the track, on trade show floors or even in Dealer Advisory Council sessions with their OEMs, 20 Group training to better their business and even serving on the NPDA Board of directors.
NPDA Chair Bob Althoff says he is “The World’s Luckiest Man” but some of that legendary luck has rubbed off: I get to talk to Bob about industry issues, high finance, mutual friends in low places, old motorcycles, new motorcycles and most of all, our heroes, his fellow dealers. Having a conversation with Bob is like sitting in on your own personal “Ted Talk,” but with even cooler subject matter! Thanks to Dealernews, I have been lucky enough to work with the best people in the world since 1990… and I get reminded of this fact daily! This
afternoon I get to visit a local shop for the nickel tour of a new business venture. Last week I was on the show floor at NVP watching founding NPDA Board member Gail Worth light up the room.
We are definitely in the company of heroes and legends every time there is a dealer in the room!
Which brings us to our cover story this month... Since 1965, Dealernews has been trade-only, and we like it that way. However, when a dealer — Grant Langston — is being inducted and when our friends at NPDA stepped up as the presenting sponsor for the 2023 AMA Hall of Fame ceremonies, we decided to join in on the fun. As organizational Darris Blackford notes, “Many of the Dealers in the NPDA are long-time and/or Charter Life Members of the AMA, and the NPDA is proud to show our support as Presenting Sponsor of this year’s Hall of Fame induction weekend.”
“The AMA Motorcycle Hall of Fame celebrates the men and women of our industry who, through their significant contributions, have shaped the motorcycle world that we know and love,” adds Bob Kee, Vice-Chairman of the NPDA and Owner of Destination Cycle in Kerrville, Texas. “The National Powersports Dealer Association was formed to represent the voice and needs of our nation’s dealers. It makes perfect sense for NPDA to be a Presenting Partner for the Hall of Fame Ceremony. By supporting the AMA, our organization will help honor those giants who have come before us and made our sport what it is today.”
Having served as the voice of the powersports industry since 1965, Dealernews is also honored to step up as the live streaming partner for AMA Hall Of Fame awards. ”We know not everyone can close up shop and head to the induction ceremony, so it makes sense to spread the word via the live stream,” says Bob Althoff.
“Just as the AMA honors its own with the annual Hall of Fame inductions, we want to thank dealers for all they do to sustain and grow our industry; support our sport; enhance our lifestyle and serve as the pillars of our community,” adds Althoff. “How better to do that than by sharing the induction ceremonies with everyone?”
As for meeting your heroes, I have met Grant and his dad Gerald a time or two over the years… but we won’t talk about that time in Switzerland when he was sleeping on the floor of the bus transporting us to tour the Motorex plant!
Former Editor-in-Chief and publisher of Dealernews circa 1990-2003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper and was an editor of publications ranging from All About Beer to VW Trends.
Is there any way that I could look up past articles by “Uncle Paul” Wünsch. I miss his brain drizzles and other flashes of genius.
Boyd Thomure, High Commander Cycle Stop Webster, TX
We did run most of the less time sensitive columns by the late, great Paul Wünsch in just about every issue from 2019-2020. We miss Uncle Paul’s “Wünschisms” and would be happy to revisit some of the best of his wit and wisdom for wrench-spinners... A.K.A. The Hammer & Chisel Brigade as he called them. In the meantime, all the issues of Dealernews 2.0 are archived digitally starting with “Winterization, TexasStyle” in the AIMExpo issue and the “My Reality Check Bounced” masterpiece in the December 2018 issue: issuu.com/dealernews/docs/91021545589843/90
to the dealer experience from the principal down to the counter worker and techs. It’s now quite clear that the distributors, brands and even OEMs are all going D2C so dealers/retailers are going to need to find reasons to stick around beyond just business reasons. More so than ever.
Todd Shafer, eComm Consultant/ Sherpa Dealernews Doing Business Online Columnist circa 2006-2010 linkedin.com/in/toddshafer
SEA-DOO RISE?
What is the MSRP of the Sea-Doo Rise electric hydrofoil?
www.youtube.com/watch?v=pEtP7fHeAI&lc=UgxC9HbgmUQ8yGBEJJ4AaABAg
STAY FOCUSED!
It seems like you’re making a good effort to climb out of the hole the previous fuckwits made of the place! Keep it up! You just need to keep content laserfocused on the dealers. Pay attention
Dear Sir Or Madam: May I kindly ask if you accept quality articles for your website dealernews? What are the prices, terms, and conditions? If you can, please make an invoice for PayPal payment.
Thank you, John Carter www.bulbastic.com
Dear John, In an effort to stay focused on Dealers, we do not accept unsolicited pay-to-play articles… in any language.
¡Hola! Me llamo Laura y estoy encantada de saludarte. Quería escribirte porque me ha parecido interesante comentar contigo la posibilidad de que tu negocio aparezca cada mes en *periódicos digitales como noticia* para posicionar en los primeros lugares de internet, es decir, con artículos reales dentro del periódico que no se marcan como publicidad y que no se borran. La noticia es publicada por más de sesenta periódicos de gran autoridad para mejorar el *posicionamiento de tu web* y la reputación. ¿Podrías facilitarme un teléfono para ofrecerte *hasta dos meses gratuitos*? Gracias, Laura Subido
Agenciassubido.com
No gracias!
Mike B. Via YouTube
linkedin.com/in/toddshafer
TBD! The Rise is scheduled to be released in the Summer of 2024.
Pre-Order details here:
www.sea-doo.com/us/en/sea-doo-rise.html
TOP 100?
You had mentioned that we could apply for the Top 100 Dealer award again. I looked on the Dealernews website and did not see how to apply. Would you mind directing me to where I can do this.
Mom and Dad said to say Hello!
George Gatto, President
Three Rivers Harley-Davidson
www.ThreeRiversHarley.com
Stay tuned for the 2023 Call To Entries!
The Motorcycle Industry Council says the motorcycle market is UP through the first half of 2023! MIC is reporting that motorcycles and scooters increased 4.7% among leading brands. Sales data through the second quarter of 2023 compared favorably to the same period the previous year... and even better compared to pre-pandemic benchmarks in 2019.
Slumping sectors such as scooter sales were buoyed by dirtbikes. “Off-highway sales in the second quarter of 2023 have seen the most substantial percentage increase year over year, compared to the same quarter, since the first quarter of 2021,” notes Buckner Nesheim, MIC director of Research & Statistics. “There is strong growth across several product categories, and this is particularly interesting as these sales happened amid rising interest rates.
“Year-to-date sales of dual motorcycles are up again,” adds Nesheim. “On-highway sales have increased, and the market share of off-highway bikes among motorcycles is currently the second highest it has been in the past 10 years, only surpassed by the 30% achieved in 2020.” Members can get more information by logging in to www.mic.org
Interesting to note that company employees comprise the 10th largest shareholder. Steve Menneto, President Polaris Off Road presented the positive Ranger/RZR/General numbers. North America off-road sales were up 17% year over year (11% 5-year CAGR). Dollar volume was $6,436M in 2022 sales. A pillar to market expansion for Polaris is partnering with its dealers, according to Menetto.
The global network has increased to 2,500 dealers, but they plan to roll out the “Dealer Advantage” program in the second half of 2023. To improve the network, Dealer Advantage calls for “establishing a best-in-class Global Dealer Channel where Polaris is recognized for an industry-leading customer experience with strong operators who can invest in their business and are aligned to Polaris’ strategic plan.”
Now that is a forward looking statement!
While dealers were seeing the 2024 models at the Polaris Summer Dealer Meeting and the investors were being presented plans for the future in the concurrent Capital Markets Day session in Nashville, shareholders around the globe were being paid a dividend! Polaris Inc. (NYSE: PII) announced today that its Board of Directors has declared a regular quarterly cash dividend of $0.65 per share payable on September 15, 2023 to shareholders of record at the close of business on September 1, 2023.
Dogpatch USA was the home of Lil Abner in the old Sunday Funny pages, but now it is the new home for the legendary Scuderia Motorcycles. The former Top 100 winner and cover dealership is relocating to the Dogpatch area of San Francisco, just 10 minutes east of its original digs in The Mission district.
“It’s been a great experience being part of The Mission community,” said owner Greg McCord. “We’ve seen tremendous growth over the past few years, so it was time to move to a larger space to accommodate our growing customer base.”
Since 1991, Scuderia has been a go-to destination for motorcycle enthusiasts looking for an alternative to traditional dealerships. Offering a comfortable atmosphere and a unique collection of apparel and accessories, customers have come far and wide for their needs. Service was added shortly after opening, and over the years, the dealership has added KTM and Aprilia lines as well as Vespa and Piaggio.
The new location includes a larger building which will provide more floor space for an expanded inventory section and additional room for service bays. The property also features a larger parking lot more conducive to meet-ups, shows, events, gatherings and celebrations. As they make plans for their move southward, McCord adds Scuderia looks forward to continuing its commitment to providing excellent service with an inviting atmosphere that keeps customers returning year after year.
On Any Moto has taken delivery of its first KTM XBow racers and is just about ready to race the KTM Sportscar at the adjacent INDE Motorsports Ranch (IMR) track in Willcox Arizona. OAM Motorsports is now the exclusive Arizona dealer for KTM Sportscar GMBH and exclusive dealer of Wolf Racing Cars for Arizona, New Mexico, Colorado, Utah and Nevada. “As an
established premier full line powersports dealership staffed with highly trained and experienced personnel selling and servicing brands such as Ducati, Aprilia and primary sponsor of a BMW Stock 1000 race team in MotoAmerica, OAM Motorsports now joins forces with KTM Sportscar GMBH and Wolf Racing Cars,” announced OAM president Bob Stevenson.
“Further complementing these racecar offerings, OAM Motorsports will be a full line dealer for Alpinestars Auto & Karting driver safety products and Swisstrax flooring to name a couple of exclusives,” says Stevenson. “The strength of these combined relationships allows OAM to significantly enhance Brand representation in the Southwest, Customer – Dealer experience and IMR membership support.”
“We are excited to offer these bespoke brands exclusively for racetrack use, as well as provide top-notch maintenance and service in spacious facilities adjacent to IMR,” adds OAM VP of Operations Josiah Brennan. “We are looking forward to offering an opportunity to test drive a variety of demo cars through the INDE – KTM or INDE – Wolf driving experience by pre-qualified buyers.”
To manage this expansion, On Any Moto also announced that they are opening a second location at Raptor Ranch as part of the INDE Motorsports Ranch complex. The Raptor Ranch facilities are scheduled for completion with full inventory available Fall of 2023.
Continued on page 14
Text The American Sand Association (ASA) is set for Dune Season and giving away a 2023 Polaris Pro R. Provided by Polaris, this year’s raffle rig has been tricked out with some of the top aftermarket companies in the industry, including DRT Motorsports, KC Hi Lites, Valor Offroad, Buggy Whips, Pro Eagle, Warn Winch, Freedom Ropes, BOXO, Shock Therapy and Cage Wrx. Coincidentally all of these companies will also be in attendance at this year’s Sand Sports Super Show set for September 15-17 at the OC Fair & Event Center in Costa Mesa, California.
“It is great to have all these partners that help support us to fight for your right to ride,” says ASA executive Director Dave Kuskie. “Support those that support you!” Raffle tickets will be available for purchase at the Sand Sports Super Show and the winner will be drawn live on Sunday at the show.
For more information on the American Sand Association or on this year’s Polaris Pro R giveaway, click here: www.americansandassociation.org
Driven by feedback from attendees, Camp RZR returns to the Glamis Imperial Sand Dunes on October 27 and 28, featuring a wide range of attractions and activities to kick off dune season in grand fashion. Camp RZR will once again deliver an unforgettable, family-friendly weekend, featuring free admission, RZR demos, on-site vehicle service, food trucks, vendor row and a kid’s zone, all capped off by a live performance from alternative rockers Everclear.
“When we created Camp RZR, we saw an invaluable opportunity to serve and celebrate our off-road community during a time when thousands of off-road riders make their way to Glamis every year,” explains Steve Menneto, president of Polaris Off Road. “We’re incredibly grateful for this annual opportunity to interact and ride with our RZR owners and foster the powerful camaraderie that exists in the off-road community.”
Guests will have the chance to meet top Polaris RZR racers and ambassadors, including Tanner Foust, RJ Anderson, Casey Currie, plus HEAVY D & THE BOYZ, while Camp RZR’s Vendor Village will once again provide riders access to their favorite off-road brands, gear and aftermarket parts. A ferris wheel offers both kids and adults alike the ultimate view of the Glamis dunes. For a streamlined entrance into the event, guests are encouraged to register at CampRZR.com, which will open mid-September.
As part of its previously announced plan to split things up, Vista Outdoor Inc. parent company of Fox Racing and Bell
Helmets, brought in former Hasbro Toy exec Eric Nyman to take over as CEO of the company’s Outdoor Products segment and take a seat on the board, effective Aug. 21.
“I am honored to join Vista Outdoor as the CEO of the Outdoor Products segment and a member of the Vista Outdoor Board of Directors,” claims Nyman. “It’s an incredible opportunity to lead an iconic portfolio while also joining a purpose-driven company with a compelling mission that connects people to the outdoors in deeper and more meaningful ways.” His focus will be on improving shareholder value.
“The planned separation to unlock shareholder value will generate momentum for our people, brands and shareholders. I look forward to partnering with our teams, the board and external stakeholders in the days and months ahead as we take Vista Outdoor, the Outdoor Products segment and our brands to new heights.”
Nyman, who has more than 30 years in the consumer products industry, joins Vista Outdoor from Hasbro Inc., where he most recently served as president and COO. At Hasbro, he was responsible for all aspects of Hasbro’s business, including e-commerce, operations, media and marketing. Prior to Hasbro, Nyman was in the outdoor industry, serving in brand management and marketing roles for outdoor apparel and footwear brand Timberland. Nyman currently serves on the Virginia Wesleyan University Board of Trustees and previously sat on the Board of the Roger Williams Park Historical Foundation.
Heads up! Headhunter/talent scout V20 Recruiting + Consulting has added industry veteran Christian Henderson to the team. “We are very excited to have Chris joining the V20 Team,” says firm president Doug Sexton. “It is important to us that we have enthusiastic and passionate members on our staff. Chris is definitely both. He has already hit the ground running and I’m confident he will be a great asset for our clients and the candidates he interfaces with.” A 28-year veteran of the powersports industry, Henderson started at the dealer level before climbing the corporate ladder at Triumph North America for 10 years as the South US Sales Director. Most recently as Managing Director Americas for MV Agusta. Sexton believes this diverse and deep knowledge of the industry will help dealers, OEMs and aftermarket organizations identify talent that will help propel the growth of their businesses. “I am excited and find myself re-energized as I start this next phase of my career,” comments Chris. “I know this industry like the back of my hand, and I am confident that I can help V20 clients grow their business with the talent that we match with them. It’s going to be a challenging but fun ride!” If you need top talent, click here: www.V20Recruiting.com
Speaking of #GetAJob the MotorcycleIndustryJobs.com and HarleyJobs crew is excited to have a new face on board. Ryan Schaffler is a lifetime motorcycle enthusiast and is now officially part of the powersports industry. “If you’re an employer talking with Ryan, now you can put a face to the voice,” says MIJ founder Alex Baylon. “He’s as good as they come. Welcome to the crew, Ryan.”
Just in time for Sturgis, the go-fast guys from Wisconsin expanded the S&S team adding Jeremy (JJ) Braun to handle business development responsibilities. Braun comes to S&S after spending the last few years driving sales in the automation space and before that a decade at HarleyDavidson. “JJ brings solid experience, a passion for motorcycles and the aftermarket and a rider’s perspective that makes him a perfect fit for S&S,” says VP of sales Eric Bondy. A biker to the core, Braun currently rides a custom Cross Bones. “Starting with Sturgis, look for JJ to make it out to key industry events this summer as part of his ongoing support of future growth,” Bondy adds.
ZiiDMS is proud to welcome Brian Thompson to the Regional Sales Team. Brian has been in the industry for more than 20 years, most recently serving as the General Manager of Motorsport Roanoke. Before his GM role at the dealership, Thompson served as District Sales Manager for Tucker Powersports. “Brian grew up racing Hare Scrambles and Enduros,” says new ZiiDMS teammate Gene Lydick. “Let’s give a warm welcome to Brian.”
Promoting from within, S&S Cycle also announced Roberto Santiago assumes the newly created Key Accounts Manager role. “Rob has more than proven himself within the organization and we’re excited to see him take on a broader role,” says Eric Bondy, VP of Sales. “Going forward, he will be the primary point of contact for a number of major accounts, including distributors, E-com and OEM customers.” Santiago has been with S&S since 2017, initially working from the Viola, Wisconsin, HQ in the Southwest Dealer and rep support roles. He was also at the S&S Rally Rig during Daytona Bike Week and Sturgis. Santiago says he will still continue to support consumer facing events as time allows. However, going forward, industry stalwart and S&S Territory Manager Scott Hakins will assume much of the Dealer and rep support duties in the Southwest territory.
Continued on page 18
Continued from page 16
“Please join me in welcoming our new General Manager of Iconic Motorbikes for his first day,” noted the auction company founder Adam Tromp. “If you don’t know Kent Kunitsugu, you should as he was Editor in Chief at Sport Rider Magazine for 20+ years and Motorcyclist Magazine before that. Kento is exactly the person we hoped to find for our new GM position: Wonderful attitude, more knowledge in motorbikes than anyone I’ve met… Not to mention he’s an excellent rider, incredibly bright and we get along magically.” With a new GM in place Tromp believes Iconic can expand its reach. “With Kento helping manage our HQ, Abhinay Eswarappa and I can ‘bootstrap’ more. Travel to see clients, tour collections, attend events, work on partnerships and grow our brand. Furthermore, it allows us to work more on our Japan and UK operation/strategy as they are already well underway.”
lubes operation. “The entire Red Line Oil organization is excited to have Eric as our new Powersports Director,” says Director of Sales Justin Johnson . “Eric is a 24-year veteran in the powersports industry with experience in dealerships and at the distribution and OEM levels.” Over the past 11 years, Christianson has focused on lubricants and service chemicals, making him uniquely qualified for the role with Red Line. “Eric brings more than 20 years of experience and is a wealth of knowledge in the powersports segment,” concludes Johnson. “We look forward to Eric representing Red Line Oil’s best in class product offering to our powersports partners and enthusiasts.”
to reduce lead times to customers. Huel will later lead the creation of a service department that will allow customers to get their motorcycles serviced conveniently and more cost competitively.” In addition to adding a service department, Johnson will add a retail facility in the existing showroom that will feature premium riding gear from Klim and Parts Unlimited.” Johnson has 30+ years of experience and leadership in the motorcycle industry, including serving as GM at Eurocycles of Daytona (2020-2023) and service manager before that circa 2013-2020. He is a factory-certified technician for BMW, Ducati, Honda, Kawasaki, Suzuki, Triumph and Yamaha Need seats? Click here:
www.diamondmotorcycle.com
Slick news from Houston HQ as Red Line Oil has expanded its team. Eric Christianson is now Director of Powersports for the oils &
Long-time tech Huel Johnson leaves the dealership ranks to join Diamond Motorcycle, a manufacturer of premium motorcycle seats. As operations manager, Johnson will lead the day-to-day activities as well as serving as a key voice in the future strategy of the company, which has been keeping customers comfortable on their bikes since 1971. “Huel will provide leadership and mentoring to the team and help the members develop and advance their careers. I’m proud that he’s joining Diamond Motorcycle,” said Diamond’s president, Scott Roudebush. “Initially, Huel’s priority will be to help the Diamond Motorcycle team improve efficiency in order
Ready to make an impact in the protection industry, Mark Salvatore has joined RE ZRO as Business Development Manager for North America. Based in Brighton, England, RE ZRO is billed as the world’s first fully biodegradable impact protection. “In addition to providing top flight protection with level 1 and 2 CE-certified range, the recyclable material biodegrades in 3-5 years,” says Salvatore. “This is a big deal.” Salvatore is well-versed in the impact space having been with D30 Technologie s and served as brand manager and apparel development manager for Tucker Powersports for the better part of a decade and several other protective gear outfits in the recent past.
The QuadBoss 360° camera system helps you see everything that’s going on around your vehicle. Features a wireless control knob switch that easily attaches to the dash for easy screen navigation. The system renders feeds from 4 highdefinition fish-eye Sony® HD cameras, one on each side of the vehicle, into a seamless composite image spanning 360°. Compatible with monitor or tablet using HDMI connection/ cable. Ultra-bright, high-definition monitor (P/N 601378), sold separately. Calibration mats (P/N 601376) can be purchased separately, and are required for installation and initial setup. Waterproof IP68 rating.
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Ensure that the camera view that you are relying on for your safety is accurate by calibrating your QuadBoss 360° camera system to your vehicle for optimal image focus with these calibration mats. Simply place one of the included mats on the ground on each side of the vehicle and scan with the cameras. This will process will perfect the monitor display image to your specific vehicle.
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360° Camera 360° Camera 360° Camera Monitor Ultra-bright monitor for 360° cameraThousands of votes have been tallied, and the AMA Motorcycle Hall of Fame is proud to announce the five inductees to be honored during the 2023 AMA Motorcycle Hall of Fame Induction Ceremony on Sept. 15, um scratch that! They may be Hall Of Famers but a couple of the Class of 2023 are still on the gas rather than coasting through retirement (see sidebar), so the ceremonies had to be moved up a day to September 14. Certainly you would expect nothing less of this year’s inductees: Rita Coombs, Ryan Dungey, Barry Hawk, Grant Langston and Travis Pastrana.
“The Class of 2023 includes individuals who have excelled in many different areas of motorcycling,” said AMA President and CEO Rob Dingman. “Some are champions in many of our premier racing disciplines — motocross, AMA Supercross, and Grand National Cross Country — while others have been significant ambassadors for the sport, creating prestigious events and series that have introduced motorcycling to thousands. We are honored to recognize these motorcycling greats this Sept. 14 at the AMA Motorcycle Hall of Fame.”
Having served as the voice of the powersports industry since 1965, Dealernews is honored to step up as the live streaming partner of the AMA Hall Of Fame awards, particularly since “one of our own” — Grant Langston who became a dealer after his Hall Of Fame racing career came to a close — is being honored. “We know not everyone can close up shop and head to the induction ceremony, so it makes sense to spread the word via the live stream,” says Dealernews magazine owner (and dealer) Bob Althoff.
“Just as the AMA honors its own with the annual Hall of Fame inductions, we want to thank dealers for all they do to sustain and grow our industry; support our sport; enhance our lifestyle and serve as the pillars of our community,” adds Althoff. “How better to do that than by sharing the induction ceremonies with everyone?”
Althoff also notes the National Powersports Dealer Association is now the presenting sponsor of the AMA Hall Of Fame. “Many of the Dealers in the NPDA are long-time and/or Charter Life Members of the AMA, and the NPDA is proud to show our support as Presenting Sponsor of this year’s Hall of Fame induction
weekend,” explains NPDA Organizational Director Darris Blackford. “NPDA serves as an advocate for our members and the powersports industry. Working to support Dealers includes promoting the Industry we serve, building bridges among OEMs, aftermarket companies and consumers. Together we work to restore steady growth in Powersports. As such, NPDA is honored to have an opportunity to support an important powersports industry event like the AMA Hall Of Fame induction ceremony.
“The AMA Motorcycle Hall of Fame celebrates the men and women of our industry who, through their significant contributions, have shaped the motorcycle world that we know and love,” says Bob Kee, Vice-Chairman of the NPDA and Owner of Destination Cycle in Kerrville, Texas. “NPDA, was formed to represent the voice and needs of our nation’s motorcycle dealers. As an organization, NPDA hopes to reshape our industry into a more cohesive, growing, and prosperous body of dealers nationwide.”
Kee concludes “It makes perfect sense for the NPDA to be a Presenting Partner for the Hall of Fame Ceremony and Hall of Fame Days this upcoming September in Pickerington, Ohio. By supporting the AMA, our organization will help honor those giants who have come before us and made our sport what it is today.”
To better accommodate the most prestigious guests of the 2023 AMA Motorcycle Hall of Fame Induction Ceremony, the date of the ceremony has been moved to Thursday, Sept. 14. The event will still take place at the Violet Township Event Center in Pickerington, Ohio, at 5 p.m. with a Cocktail Reception taking place at the nearby AMA Motorcycle Hall of Fame Museum at 8 p.m.
“Working with our event partners, we were able to make this change at the request of the industry and the inductees themselves,” said AMA Director of Marketing and Communications Joy Burgess. “Planning for the induction begins 10 to 12 months ahead of time, well before Hall of Fame voters select the current class. As it turned out, this year’s class featured inductees with professional commitments Friday through Sunday, and we felt it was important to make this change to accommodate our honored guests. We are looking forward to an inspirational evening and a packed event as we celebrate the Hall of Fame Class of 2023!”
To give fans of the legendary members of this year’s class a chance to mingle with their heroes, the AMA has added a Cocktail Reception-only ticket to the lineup, which includes the reception at the AMA Motorcycle Hall of Fame, private unveiling of the Class of 2023 exhibit and a special meet and greet with newly inducted Hall of Famers. Tickets are limited, so get yours today.
With the Induction Ceremony moving to Thursday night, the AMA Hall of Fame Days program of events has also changed: and the updated schedule is as follows:
Thursday, September 14
1 p.m. – 4 p.m. – AMA Commission Member Registration and Check-in
5 p.m. – 8 p.m. – AMA Hall of Fame Induction Ceremony and Dinner
8 p.m. – 10 p.m. – Hall of Fame Class Cocktail Reception and autograph session at the AMA Hall of Fame Museum
Friday, September 15
9:30 a.m. – 4 p.m. – AMA Commission Meetings
10 a.m. – 5 p.m. – AMA Heritage Adventure Ride
Saturday, September 16
9 a.m. – 7 p.m. – AMA Hall of Fame Museum Open House
9 a.m. – 9:30 a.m. – AMA Member Meeting
10 a.m. – 1 p.m. – AMA Hall of Fame STACYC Challenge & Pit Bike Exhibition
1 p.m. – 3 p.m. – AMA Commission Meetings
4 p.m. – 7 p.m. – AMA Hall of Fame Bike Night and Bike Show
Sunday, September 17
9 a.m. – Fédération Internationale de Motocyclisme Mobility
Commission Meeting
10 a.m. – 12 p.m. – AMA Road Captain Workshop
For up to the minute updates on the AMA Hall of Fame Days and the AMA Motorcycle Hall of Fame Induction Ceremony, click here:AmericanMotorcyclist.com/events/hall-of-fame-days
their own track, Appalachia Lake MX Park in Bruceton Mills, W. Va.
In 1982, the Coombs — with the help of Paul Schlegel — pioneered the creation of the AMA Amateur National Motocross Championship at Loretta Lynn’s Ranch in Hurricane Mills, Tenn. Since its creation, the event has become the premier amateur motocross race in the world.
The Coombs also played a role in the formation of the AMA Grand National Cross Country Series — the country’s premier off-road racing series.
After her husband’s passing in 1998, Rita Coombs continued to run the family business alongside her children, Carrie Jo, Davey and Tim.
As one of the leading architects of the current off-road racing scene, Rita Coombs’ impact on the sport of motorcycle racing has been monumental.
Playing key roles in the creation of several prestigious motorcycle races and series, Coombs’ reach is felt throughout the sport. Now, Coombs is entering the AMA Motorcycle Hall of Fame thanks to her tireless effort in growing the sport of motorcycle racing.
Inspired by On Any Sunday, Coombs and her husband Dave — a 2000 inductee into the AMA Hall of Fame — began promoting their own AMA events in 1973. Soon after, the Coombs opened
Possessing one of the most noteworthy 10-year runs in AMA Supercross/motocross racing, Ryan Dungey’s induction into the AMA Motorcycle Hall of Fame comes as little surprise to motorcycle racing enthusiasts.
From 2007-17, Dungey claimed four AMA Supercross 450SX titles and a trio of motocross championships in the 450 class, elevating himself into the upper echelon of all-time motorcycle racers.
Dungey — a Belle Plaine, Minn., native — signed his first professional contract with Suzuki in 2006 and immediately made his mark as a pro, winning the AMA Supercross/Motocross Rookie of the Year in 2007 and capturing the SX Lites West and AMA 250 Pro Motocross titles in 2009.
After winning the AMA 450 Supercross and AMA 450 Pro Motocross titles in 2010, Dungey switched over to KTM — where he produced a pair of motocross titles and a trio of AMA Supercross championships. While with KTM, Dungey registered a record-setting 31 consecutive podium finishes.
Dungey also tallied a trio of Motocross of Nations wins with Team USA, winning three-straight in 2009-11.
For his prowess on the track, Dungey won back-to-back ESPY Awards for Best Athlete in Men’s Action Sports in 2015 and 2016
Continued on page 22
Rita Coombs
Ryan Dungey
Regardless of whether he was on two or four wheels, Barry Hawk displayed a multi-disciplined racing ability that little could emulate.
An eight-time AMA Grand National Cross Country Champion, Hawk cemented himself as one of the greatest off-road competitors the sport has ever seen. With his versatile skillset, Hawk’s racing accomplishments have led him to the AMA Motorcycle Hall of Fame.
After beginning his racing pursuits at local county fairs, Hawk moved up to the professional ranks in 1990, and took just three years to claim his first GNCC ATV Championship in 1993. From that point forward, Hawk ripped off six additional titles, finishing a stretch of seven-consecutive championships from 1993-99.
Hawk also emerged as the 2003 GNCC Bike Champion, becoming the only rider to win GNCC Championships in both the ATV and motorcycle classes.
Showing his versatility, Hawk also competed in AMA National Enduro and Reliability Enduro events and the International Six Days Enduro in 2003.
Hawk now serves as the team manager for the Coastal GasGas Factory Racing team, where he has helped racers to wins in several GNCC events.
At 16 years old, Langston moved from his home country of South Africa to Europe to being his professional racing pursuits. Just two years after his move, Langston secured the 2000 FIM 125cc World Motocross Championship.
As a result of his success on the international stage, Langston inked a deal to compete on the AMA Supercross circuit in 2001. Langston added his first race win in 2001 before claiming the AMA 125 National Championship two years later.
In 2005 and 2006, Langston became the first rider to win both regional 125/250cc Supercross championships. One year later, Langston clinched the AMA 450cc Pro Motocross Championship, snapping AMA Motorcycle Hall of Famer Ricky Carmichael’s seven-year hold over the circuit.
Unfortunately, Langston’s career was cut short after a tumor was found in his eye during the 2008 season, causing Langston to experience vision problems. Since his retirement, Langston has opened his own multi-brand motorcycle dealership and served as a race commentator.
Showing his racing prowess on both the American and World racing circuits, Grant Langston proved to be an annual contender to pick up championships.
As the only racer to win a World Motocross Championship, an AMA Motocross Championship and both AMA Supercross Regional Championships in the 125/250cc classifications, Langston’s strong competitive career has led him to the AMA Motorcycle Hall of Fame.
As a racer and stuntman, Travis Pastrana has always delivered for those in attendance.
After getting his start in motocross, Pastrana delved into the world of entertainment as a stunt rider and lead personality behind the Nitro Circus brand, which spans reality TV, movies and live performances. Now, Pastrana is set to become an AMA Motorcycle Hall of Famer.
In motocross, Pastrana became the then-youngest rider (16 years, 10 months, 26 days) to capture an AMA Pro Motocross title after winning the AMA 125cc National Motocross Championship in 1999. Pastrana also added the 2001 125cc East Supercross championship to his resume.
Although an accomplished racer, Pastrana set his eyes on a different form of competition in the X Games, where he saw similar success. He produced 17 total medals, including 11 golds, during his illustrious X Games career.
Beyond the world of competition, Pastrana founded and fostered the Nitro Circus brand, which has grown into one of the largest entertainment fixtures in motor sports. He is also a successful stunt rider, a pursuit sparked by his childhood role model Evil Knievel.
Pastrana was recognized as the Best Male Action Sports Athlete at the 2007 ESPY Awards and the 2018 AMA Motorcyclist of the Year.
Grant Langston Travis Pastrana Barry Hawk
From the day Moto Morini USA Chief Operating Officer Chris McGee presented the X-Cape ADV bike to dealers at AIMExpo right through presenting the brand to riders at the Sturgis Rally, Moto Morini has been on a wild ride for its re-launch into the American market. If you missed seeing it in person in Las Vegas back in February and skipped Sturgis, the bottom line is that Moto Morini is serious about supporting US-based buyers with a full inventory of replacement parts, personal customer service and a nationwide dealer network.
As McGee recounts, the legendary Italian brand from Milan is on a mission! “Moto Morini was founded in1937 by the famed motorcycle designer Alfonso Morini. It has long been the symbol of Italian innovation and performance and now it is returning to North America. With a heritage of producing some of the most extraordinary motorcycles in Europe, Moto Morini brings decades of master craftsmanship, exceptional Italian design, premium quality and unparalleled performance to the United States.”
Here we are at the North American debut at AIMExpo with Moto Morini USA Chief Operating Officer Chris McGee.
Moto Morini, the iconic Italian brand founded by Alfonso Morini in1937 is a great legacy to build on, but these bikes are very contemporary. They are really designed for the American market and the American rider combining a high tech, performance-driven platform with this great Italian styling.
The fit and finish is immaculate… This is the real deal.
This is the real deal! And thanks, I know you’ve got a great eye for that. All the design work, development and engineering is done out of our state-of-the-art facility in Milano. So it is steeped in that Italian heritage and design —right up the street, it’s Gucci, down the street is Ferrari— So you can’t beat this legacy of Italian styling that just comes through on the bike. And the finish is unbelievable. But it is actually all about function, performance, reliability, and that fit and finish is really what Moto Morini is about.
This isn’t a one hit wonder for the show, you have bike deliveries coming to dealers.
Absolutely! Certain restraints that we’re coming out of and the world is getting back to normal, so it is a great time now to enter the U.S. market. It is certainly a little bit later than Moto Morini had wanted, but now we’re in a tremendous position to be able to supply all the bikes to dealers in all 50 states. We’ll be branching out though, looking for Canadian dealers and South American dealers. This is a very long term position for Moto Morini. We began shipping bikes at the end of April.
This isn’t your first rodeo, but even with your experience you got a lot on your plate. Launching in the US, throw in Latin America just for fun!
I’m blessed to be a second generation in the industry. My parents were both very prominent members of the market and contributed a lot to it. And so I’m very proud to carry on the legacy that my family started and it’s really full circle for me. My first motorcycle when I was four years old was a Moto Morini Mini Bambino. So it’s destiny for me to be here at Moto Morini today, introducing the brand here in North America…
The Seiemmezzo (meaning six and a half in Italian) is now being offered in a Retro Street and Scrambler variants. The STR Naked Street Bike was added to the Moto Morini mix during the Demo Tour activation located at the CrossRoad area of the Buffalo Chip during Sturgis Rally week. Joining the X-Cape adventure bike dealers saw at AIMExpo, the Seiemmezzo SCR scrambler with its On and Off-road performance capability and Seiemmezzo STR naked street bike hit the twisty roads of the Black Hills in August.
“We were excited to show off the Moto Morini brand in Sturgis,” said COO Chris McGee. “The STR is just one example that reflects the Moto Morini mantra of delivering performance, quality and exceptional craftsmanship. It’s a great looking machine that’s super fun to ride.”
Sharing the same proven power plant found on the X-cape, McGee says the STR is an exceptional blend of style, comfort and premium features found on more expensive machines. “The proven reliable 649cc parallel twin engine is surrounded by a steel trellis frame, premium KYB suspension, full LED lighting and a 5” color TFT dash with Bluetooth to get you there in comfort.” Additional highlights for the STR include
tubeless alloy wheels with TPMS, Pirelli Tires and while Brembo ABS braking helps keep the bike planted in turns and under braking.
The Seiemmezzo STR is available in Metallic Red, Vivid White and Anthracite Smoke at a highly competitive MSRP of $7,499.
The new Moto Morini American headquarters in Irvine, California, is in the heart of the motorcycle industry and will service dealers nationwide. With premium quality, impeccably designed, high performance motorcycles as well as leading edge apparel with famous Italian style exceptional accessories and world class service and support, Moto Morini is poised to make an immediate and lasting impact in the American motorcycle market.
Ciao! Thank you for your interest in joining the Moto Morini dealership family. Please tell us a little about yourself and one of our Moto Morini team members will be in contact right away. Arrivederci! www.motomoriniusa.com/become-a-dealer
Today we took our X-Cape Adventure bike, STR Street bike and SCR Scrambler to Moto Club in Santa Monica, CA so they could demo ride each bike. Victor, the shop owner, takes each model for a ride with his helmet cam to give first impressions. “Whoever is in charge of this brand is taking this very seriously! To get all this for the price of a Vespa?” ~ Victor
Ruvalcaba, Moto Club Santa Monica, CAThe Moto Morini X-Cape 649 has landed in the USA, with a ton of features for only $8,299. With an engine and frame based on the venerable Kawasaki Versys 650 (engine is made by CF Moto), but with better suspension and more tech, is this a serious contender in the middleweight ADV space? Let’s find out. ~ Ian, Big Rock Moto www.youtube.com/shorts/r-2al4SRWHA
Its muscular stance looks almost Triumph Tiger-ish, but the Morini’s Italian bravado belies the friendly, docile nature of the engine. And that’s a good thing. The 649cc DOHC eight-valve engine makes excellent use of its 60 ponies with a well-spaced six-speed transmission. Fed by Bosch EFI, the smooth engine pours on steady, predictable power. At freeway speeds, even up a steady grade, the little twin will maintain power and can still pour on a little extra for overtaking when needed. It’s not without some effort, but if you give it the beans, it’ll squeeze out some espresso. For the right buyer, the X-Cape has much to offer for a modest price tag. The Moto Morini has more potential than we could tap in our five-day intermezzo, but from what we can tell, the beefy chassis and docile motor amount to a very solid and capable machine. ~ Jean Turner, adventuremotorcycle.com
The middleweight adventure market is hotting up with Yamaha, Aprilia and Triumph all fighting for the biggest slice of the pie and yet the Moto Morini X-Cape 650 should not be ignored. Where the Moto Morini X-Cape immediately stands out is when you climb aboard... It’s a genuine go-anywhere motorcycle and can tackle light off-road work without any difficulty. The X-Cape is capable, practical and pleasing. ~ Alan
www.motorcyclenews.com
Cathcart,
Tucker Powersports announced today that its business will be acquired by Turn 14 Distribution, one of the largest automotive aftermarket distributors in the United States. The purchase includes certain assets of Tucker and all of its private label brands, which include well-known brands such as Kuryakyn, Answer Racing, Pro Taper and QuadBoss.
“The change in ownership will provide a huge injection of resources to better serve Tucker dealers around the country,” explains Marc McAllister, President and CEO of Tucker Powersports. “I am confident that Turn 14 will have a significant impact on the powersports industry with its approach to inventory and its high-quality customer service.”
Turn 14 Distribution is noted for its customer-first approach, proprietary technology, and logistics efficiency in the automotive industry. Turn 14 Distribution is a 16 year-old national B2B-only distributor based outside of Philadelphia, Pennsylvania. It operates facilities in Pennsylvania, Michigan, Texas, and Nevada, and has more than 500 employees across three distribution centers and two office locations.
Named after the 14th turn in the legendary Road America racecourse, the company was awarded SEMA’s Warehouse
Distributor of the Year in 2016, 2018, and 2021. In 2022 iTurn 14 was awarded SEMA Channel Partner of the Year (previously known as the “Warehouse Distributor of the Year” award) for excellence in distribution.
The team at Turn 14 states they will apply many of the principles the company was founded upon and is known for to the powersports industry, including building favorable relationships with partners and employees and leveraging the company’s strengths in operations, technology, and customer service.
Terms of the deal were not disclosed.
Noting the focus will remain on the retailers Turn 1 is ready to turn the corner with Tucker Powersports. “We understand the importance of the dealer in the motorcycle and UTV owner experience,” said Jon Pulli, CEO of Turn 14 Distribution. “We are confident that powersports dealers will benefit from working with us, and we are excited to continue the legacy of Ed Tucker and others who have played an important role in this company’s history.”
But who is Turn 14? With 723,000 sq ft of modern distribution center space, Turn 14 Distribution boasts ground shipping coverage to 45% of the U.S. population in one day and 100% within two days. Globally, Turn 14 Distribution’s competitive freight rates, ‘ship to your shop’ flat rate shipping, late shipping cutoff times, seven-day-aweek operation, and same day in-stock order fulfillment commitment enable it to service customers both across the United States and the world efficiently.
Pulli says their strategy consists of catering to niche vehicle markets, along with stocking its partner manufacturers’ full
product lines for quick order fulfillment.Exclusive Turn 14 Distribution promotions ensure that products are marketed efficiently and correctly to each supplier’s target audience. The company relies upon its dedicated sales specialists — chosen for their experience in each particular market — to service its dealers with superior knowledge.
In addition, the company’s website offers lens technology to permit customers to view the products available for each individual market most efficiently.Turn 14 Distribution’s up-to-the-minute online inventory tracking, efficient forecasting, and dedicated Customer Support Department allow the company to cut lead times and keep its customers informed about product fulfillment.
The company’s goal is to provide its customers the sales, marketing and post-sales support needed to succeed in the modern marketplace. This philosophy seems to have Turn 14 on the right track as the WD has been honored as SEMA’s Warehouse Distributor of the Year in 2016, 2018, 2020 and 2022!
Jonathan Paul Pulli is co-founder and Chief Executive Officer of Turn 14 Distribution. Under his leadership, Turn 14 Distribution has reimagined automotive performance parts distribution for the modern marketplace. Jon’s commitment to transparency and long-term strategic vision, paired with ground-breaking applications of technology in an industry which has traditionally been slow to adopt new methods, has propelled Turn 14 Distribution from its roots as a start-up
business in 2007 to become the SEMA Warehouse Distributor of the Year in 2016, 2018, 2020, 2022
Under Jon’s leadership, Turn 14 Distribution has won numerous Warehouse Distributor of the Year awards from its vendors. Jon’s combination of entrepreneurial drive and systematic operation have allowed him to achieve sustained growth and long-term success for his partners. Jon’s intense focus on the process of distribution has led the company to establish many industry-first innovations, which have fueled Turn 14 Distribution’s impressive growth. Industry recognition of this leadership came when Jon earned the title of SEMA Gen III Innovator of the Year in 2018.
During his junior year at Franklin & Marshall College, Jon cofounded JSC Speed, an automotive e-commerce retailer. After graduation, Jon served as CEO until 2007, when the business was sold and Jon co-founded Turn 14 Distribution in 2007, which allowed him to focus solely on the business of wholesale automotive parts distribution.
Jon was born into a family of entrepreneurs, as his mother, father, sister, and grandfather each started numerous successful organizations across a diverse collection of industries including Construction, Food, Retail, Psychology, and Martial Arts. Surrounded by this pioneering spirit, Jon learned innumerable lessons that have successfully been applied to his leadership style at Turn 14 Distribution. Jon’s life experiences have crystallized into central core values: maintaining work-life balance, establishing and maintaining meaningful relationships, and creating positive change in the world.
Turn 14 Distribution views the Dealer-Distributor relationship as a long-term partnership; because of this, the company is highly selective when choosing new Dealers. Provided that a Dealer fits the requirements, they are introduced to Turn 14 Distribution’s proprietary solutions by a New Accounts Sales Representative. Upon successful completion of the New Accounts period, Dealers are assigned to a Market Specialist whose knowledge and expertise aligns with their business objectives.
All new Dealers are required to place an opening order at a specified size—typically called a buy-in—to open an account with Turn 14 Distribution. Turn 14 Distribution’s buy-in policy and Dealer requirements create a sufficient barrier to entry into the automotive aftermarket to prevent sellers who are not invested in the future of the industry from gaining access. This in turn helps to protect Turn 14 Distribution’s current partners.
While the process to become one of the company’s Dealers is stringent, it is because Turn 14 Distribution is focused on building a long-term, mutually beneficial relationship. Turn 14 Distribution supports ethical business practices as a guiding principle and does not believe that the owner of a dominant marketplace should participate as a seller in that marketplace.
Marketplace participant and owner situations inherently lead to unethical abuse of power as dominant marketplace owners have the exclusive ability to manipulate their marketplaces in order to gain advantages. Turn 14 Distribution will not do business with any dominant marketplace owners who participate in owned marketplaces.
See more here: www.turn14.com/become_customer
By placing RFID tags/labels on inventory and assets, dealers can cycle counts or conduct physical inventory with one or two employees anytime. RFID reader terminals do not require line of sight, so counters don’t need to bend down under partitions, climb shelves, or position each item to be visually seen to be counted. RFID physical inventory provides accurate, up-to-date data leading to better analytics, improved asset utilization, and reduced lost sales.
The proxy wars ended just in time for RumbleOn to announce its Q2 financials. Marshall Chesrown and Peter Levy are gone and Mark Tkach’s interim team is in place. “In a very short period of time, we’ve taken meaningful proactive measures to better position the business for 2023 and beyond,” stated RumbleOn’s interim Chief Executive Officer.
“We have restructured our financing agreement, taken decisive actions to improve our balance sheet, cost structure and corporate governance, giving us additional flexibility to execute on our strategies,” continued Tkach, “Our highly motivated team has a set of priorities to capitalize on the substantial opportunity in the fragmented powersports landscape. I am confident that our efforts will drive improved, and more consistent, sales and profitability performance over the long-term.”
RumbleOn, Inc. (NASDAQ: RMBL) (the “Company” or “RumbleOn”), the nation’s first, and largest, publicly traded powersports platform (dealership group), reported its operational and financial results for the three months ended June 30, 2023. Second Quarter 2023 financial & operational highlights included:
• Total Unit Sales of 20,277, comprised of 13,126 New Units and 7,151 Used Units, resulting in New:Used ratio of 1.8x, a slight increase from the prior quarter and more in line with a normal post-COVID ratio.
• Total Company Revenue of $382.7 million, up 14.5% sequentially, driven primarily by a rebound in new powersports vehicle sales and normal seasonal trends.
• Total Company Gross Profit of $106.4 million; Total Company Gross Profit Margin of 27.8% increased 80 bps sequentially.
• Net Loss from Continuing Operations of $(12.8) million with Loss per Share from Continuing Operations of $(0.78).
• Adjusted Net Income of $0.3 million with Adjusted Diluted Earnings per Share of $0.02.
• Adjusted EBITDA of $23.6 million, impacted by lower used unit sales and GPU, and a lag in the impact of SG&A reductions.
Additional highlights for the quarter include inviting Stone House Capital Management’s Mark Cohen to join Board of Directors, subject to the Company’s governance procedures. RumbleOn also reached an agreement with the primary creditor for revised leverage covenants. On the real estate side of the ledger, RumbleOn signed a letter of intent for sale leaseback of the Real Estate portfolio. The company also signed a letter of intent to sell finance company credit portfolio.
According to RumbleOn CFO Blake Lawson, the company is revising its outlook for the full year 2023:
• Total Powersports and Transportation Revenue of $1.38 billion to $1.48 billion, compared to Powersports and Transportation Revenue of $1.46 billion in 2022.
• Powersports GPU of approximately $5,300 to $5,400 compared to $6,159 in 2022.
• Adjusted EBITDA of $55 million to $65 million, compared to $120 million in 2022.
“I am thrilled to be partnered once again with Mark Tkach as we endeavor to improve the capital structure, reduce costs and grow the business sensibly,” claims Lawson. “The steps that we have already taken position us well to create substantial future shareholder value.”
Concurrent with its quarterlies RumbleOn, Inc. (NASDAQ: RMB announced that it plans to make a $100 million rights offering to holders of the company’s Class A common stock and Class B common stock (and certain holders of warrants issued by the Company entitled to receive the same).
Pursuant to the terms of the fully backstopped rights offering, the company intends to issue, for no consideration, subscription rights that will entitle eligible holders as of the applicable record date to purchase their pro rata portion of $100 million of Class B common stock.
The Company has entered into a purchase agreement with certain existing stockholders (the “Backstop Purchasers”) to backstop the $100 million rights offering in full. The purchase agreement commits the Backstop Purchasers to purchase in a private placement (the “Backstop Private Placement”) any and all shares of Class B common stock that remain unsubscribed for in the rights offering on the same terms as the proposed rights offering. Pursuant to the terms of the purchase agreement, the Backstop Private Placement is expected to close shortly after the expiration of the rights offering subscription period.
The Backstop Purchasers’ obligation to purchase the securities pursuant to the purchase agreement and to fulfill their backstop commitment and the Company’s obligation to issue the securities in the Backstop Private Placement are subject to certain customary closing conditions, including completion of the proposed rights offering. The rights offering and the Backstop Private Placement are expected to close in the fourth quarter of 2023.
The Company plans to file a registration statement with the U.S. Securities and Exchange Commission (the “SEC”) relating to the rights offering as promptly as reasonably practicable. The Company is working on developing the terms of the rights offering and has not yet set the subscription ratio or subscription price. In addition, no record date has been set. Additional information about the proposed rights offering will be provided in the registration statement, once filed with the SEC.
The Company is planning to conduct the rights offering to enable it to comply with a covenant in its recently amended credit agreement. It is expected that the net proceeds of the rights offering will be used to repay debt under its amended credit facility with the remainder being available to fund the growth and development of its business, including for possible acquisitions.
The securities to be offered in the proposed rights offering and proposed Backstop Private Placement have not yet been registered under the Securities Act of 1933, as amended (the “Securities Act”). The securities to be offered in the proposed rights offering may not be offered or sold nor may offers to buy be accepted prior to the time the registration statement relating to the rights offering has been filed with the SEC and has become effective.
The securities to be sold in the proposed rights offering and proposed Backstop Private Placement have not been registered under the Securities Act or the securities laws of any state or other applicable jurisdiction, and may not be offered or sold in the United States absent registration or an applicable exemption from the registration requirements of the Securities Act and applicable state or other jurisdictions’ securities laws.
BRINGING POWER BACK TO B R I N G I N G P O W E R B A C K T O
TEXA IDC5 powersports software guides repair technicians through all the diagnostic phases. Motorcycles, Dirtbikes, e-Bikes, Snow Mobiles, Side-by-side/ATV, Personal Watercrafts (PWCs)
- Fast Multi-System Status Scan With DTC Reports
- Data Graph Live Parameters, Maintenance Resets
- Component Activations, Bi-Directional Controls
- Interactive Wiring Diagrams / Component Locations
By Lenny Sims
Is The PWC Glass Still Half Full
Did you diversify during the pandemic? Are you near waterways, lakes and rivers? Perhaps you picked up pontoon boats during BRP’s product expansion the past couple years or a Kawasaki Dealer celebrating the 50th Anniversary of the Jet Ski? In any event the summer of 2023 has been an interesting time for the marine and PWC market… to say the least!
Depreciation in the first half of 2023 has been minimal, with outboard and inboard boats still close to peak pricing from the recent high water mark. Meanwhile, stern drives and personal watercraft continue to correct back towards the pre-pandemic trend.
Looking at individual segments, the most recent 10 model years of used personal watercraft. The segment averaged 14.8% lower in the first half of 2023 compared to the same period of 2022. Outboard boat values averaged 2.7% lower in the first half of 2023 compared to the same period of 2022, while stern drives averaged 17.4% lower. Inboards averaged 2.2% lower in the first half of 2023.
Dealer sentiment may not be as optimistic as a year ago, but values are still holding up. With economic conditions continuing to correct back towards historic trends, we’ll continue to watch market activity and reflect any movement in our published values.
At this point, the glass still appears to be half full going into the summer selling season.
Cheers!
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.
AVERAGE WHOLESALE PRICE CHANGE
The impact of seasonality and the increased availability of both new and used inventory continues to influence pricing in the lanes. July Average Wholesale Prices (AWPs) followed recent trends well below the 3-month and year-over-year (YoY) comparable. None of this is a revelation to anyone that has been following the trends, as this aligns with the larger market forecasts we’ve been expecting since the fall of 2022. On-Road AWP trends continued to trail prior months, falling between 4-12% versus the last 90 days. Off-Road category shifts were mixed, with ATV and SNOW pricing showing slight gains generally associated with seasonal product sales cycles. Despite continued trends, aggregate AWP for 2023 remains elevated over 2019 levels.
Auction volume remains stable with slight declines from 2022 but is in line with 5-year trends. One dynamic impacting wholesale volume is diminishing dealer trade-in success. Many dealerships have reported elevated consumer expectations for trade-ins despite a rapidly correcting wholesale market, impacting their ability to take trades. This helps to explain why the average model age continues to trend nearly a full year older than 2019, as dealers are finding it more difficult to acquire newer model trade-ins. As the market matures into fall and winter, inventory levels will be a focal point for dealers, and volumes could increase as a result. Repo volumes are rising but are still below 2019 levels.
In reviewing high-level dealer DMS data through July, new retail sales volume outpaced 2022. Despite strong retail numbers, the volume of inventory that remains idle in dealerships is nearly double that of 2019. On average, “days-in-inventory” sits well over 120 days, with used inventory currently trending over six months of inventory on hand. With less than 50 days remaining in summer, dealerships will need to focus on rightsizing inventory, moving and replacing aged units with higher velocity sellers. Now is the time to develop a plan to better prepare your store for what lies ahead before values decline further.
*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.
Start offering the Synchrony Outdoors Credit Card for powersports purchases like service, parts, gear and other accessories to help your business achieve:
Increased traffic: Attract customers with another payment option.
Higher tickets: Customers can easily upgrade their powersports accessories.
Repeat sales: Welcome cardholders back to shop with their dedicated line of credit.
Plus, cardholders can take advantage of 6 months promotional financing on purchases of $199 or more.*
This card cannot be used for the purchase of a powersports vehicle with a VIN, including down payments.
To enroll, scan the QR code to visit syfenroll.com and enter the code Outdoors23 or call (866) 209-4457 and select option 3.
*Subject to credit approval. Minimum monthly payments required. Gas station purchases are not eligible for promotional financing.
Shocking eBike Standards
New Platform
The National Bicycle Dealers Association (NBDA) has stepped onto the eBike third rail and charged the Bicycle Industry E-Bike Safety & Standards Panel with “fostering collaboration among industry experts to address critical safety and standard concerns related to lithium-ion batteries and e-mobility devices,” notes NBDA president Heather Mason. “Ensuring the safety and reliability of e-mobility devices, particularly lithiumion batteries, is of paramount importance to the National Bicycle Dealers Association.”
“The formation of the Bicycle Industry E-Bike Safety & Standards Panel underscores our commitment to creating a cohesive and collaborative environment for industry stakeholders to collectively address challenges, share insights, and establish comprehensive best practices,” Mason explains. “We believe that by uniting experts from various domains, we can drive positive change and elevate the standards of safety and compliance within the e-bike sector.”
The panel is comprised of industry leaders, engineers, scientists, manufacturers, retailers and policymakers. Their stated mission is to identify potential risks, concerns and opportunities related to e-mobility devices. Battery issues in particular, including the shipping, receiving, storage, maintenance, charging, selling and servicing of lithium-ion batteries, is a priority for the panel.
This is a “concerted effort by the NBDA to drive proactive measures within the industry, ensuring that safety remains at the forefront of e-mobility development and deployment,” claims Mason. “By bringing together experts from various sectors, the panel aims to address the diverse challenges associated with lithium-ion batteries and e-mobility devices, spanning crucial segments including codes, standards, certifications, importation, battery management, insurance coverage, supplier and retailer best practices, recycling, and consumer education.”
The first quarterly meeting will be held on September 12. The NBDA encourages all industry stakeholders, including dealers, OEMs, legislative bodies and even consumers, to participate. Help lead the charge by connecting here: nbda.com/#!event/2023/9/12/bicycle-industry-e-bikesafety-standards-panel
Bringing In The CPSC Technology often outpaces regulations, and with new products emerging at an accelerated pace, electric bicycles are quickly gaining the attention of federal regulatory agencies, most importantly the U.S. Consumer Product Safety Commission. Rather than bury their collective heads in the sand, the bicycle trade association PeopleForBikes is bringing CPSC Commissioner Mary T. Boyle to address the issues head to head at their SHIFT‘23 convention.
Commissioner Boyle is set to address the future of federal e-bike regulations — lithium ion battery safety, product certifications, rider safety and more. As a member of the bike industry, your attendance and voice is critical as we navigate the evolving regulatory landscape surrounding electric bicycles.
SHIFT‘23 is billed as the must-attend industry conference for all things electric bicycles. Join PeopleForBikes from October 16-18, 2023, in Bentonville, Arkansas, to address the most important e-bike topics facing our industry including safety, access, regulations, incentives and more. Register here: shift.peopleforbikes.org/register?eid=130119
pushing the boundaries, the Mantis catapults into the league of the fastest eMotos available. The increased power and torque ensure that riders can navigate rugged terrain with even more power, truly unleashing the power to rip anywhere!
“While the Rawrr Mantis is similar in form to a SurRon or Talaria, it was designed to be a more capable off-road motorcycle,” says Rawrr eMoto CEO Andy Leisner. To prove the point the Rawrr team took over Blackmore Ranch and put some top flight talent in the saddle to show this is a capable eMoto machine, not a toy. Fortunately Jason Gearld’s cameras were rolling to confirm the statements.
Boosting power and torque by 20%, this version of the Mantis takes excitement to electrifying new heights. “Our engineers come from a background in motocross, and they designed the Mantis to be an off-road, lightweight-electric motorcycle with
Stag Production Update from Volcon’s head wrangler, CEO Jordan Davis gave an update on the new shipment date, as well as some other exciting news on August 18. “So we have been doing a lot in the past couple of weeks, namely we went to Pueblo, Mexico where our manufacturing facility is located.” The good news is that it looks like all systems are go.
Volcon recently received its final engineering validation unit from manufacturing partner GLV, marking a major development milestone for the Stag. Volcon has been validating the final engineering units, including regulatory testing which the Stag passed with flying colors. Following these developments, Volcon has begun ramping for production, scheduled to start in October, with the first shipments before the end of that month.
“We had the opportunity to spend a couple of days reviewing all of the readiness of our machinery, our tooling and see what’s going on in terms of production capacity. The good news is we are on track for an October production start and delivery to dealers,” notes Davis. “As you can see in the video, we have got our chassis in production, our suspension in production and body panels in production. We’ve even installed our gantry and hoist system for the production cycles.” But wait, there’s more!
“We’ve also got some awesome news coming in the next couple of weeks about our options and trim packages. And what you can expect in terms of look, feel and design of the vehicles as well as the accessories. We might even have a limited edition model coming that will be very, very limited… like you’re going to want to order it as soon as you find out about it”
“Thank you for being part of our journey,” Jordan concludes. “And thank you for your patience.”
Celebrating its 30th anniversary as an e-bike pioneer, Yamaha rolled out an all-new e-commerce platform in partnership with their dealer network. “While many companies may offer an e-commerce sales platform, they often neglect the crucial role provided by their dealers,” claims Drew Engelmann, Yamaha Power Assist Bicycles’ National Sales & Marketing Manager. “At Yamaha, we believe in the power of partnership and collaboration with our dealers, and we recognize the vital role our dealers play in the customer experience,”
“The new Yamaha Bicycles e-commerce platform will revolutionize the way we do business with our dealers,” adds Rob Trester, Manager of Yamaha’s Smart Power Vehicle Division and the Yamaha Power Assist Bicycle Group in the U.S. “Together with our dealer partners we have the opportunity to reshape our business and elevate our customer’s experience to new heights.”
Customers can browse the latest models from Yamaha Bicycles and make their purchase online, which is then fulfilled by a Yamaha Bicycles dealer. By participating in the e-commerce program, the dealer is the seller of record and an integral part of the process. According to Trester, the program is designed to provide exceptional customer service that goes beyond what other companies can offer, while building lasting connections between the customers and their local dealers.
“We are very proud to provide a truly exceptional pathway to explore, select, and bring home our customers’ perfect ride with the roll-out of this new ecommerce option,” says Marcos Acosta, General Manager of Digital Transformation at Yamaha Motor Corp., USA. “We’ve harnessed the power of digital transformation to elevate our customers’ experience and connection with our Yamaha brand.”
Yamaha launched the world’s first electrically power assisted bicycle in 1993. Since then, Yamaha has sold more than 5.5 million e-bikes worldwide making it one of the largest e-bike OEMs in the world. An overview of Yamaha’s history in e-bikes is here: www.yamahabicycles.com/the-yamaha-evolution
While Yamaha has been in the e-bike market for three decades, the Yamaha Bicycles brand was first introduced to the United States in 2017.
See the e-comm system Yamaha is “pedalling” here: yamaha-motor.com/shop/e-bike/ebike-models
Transactions were exclusively facilitated by our Harley-Davidson & Powersports Division.
FREEDOM CYCLE
Concord, New Hampshire
Acquired by Joel Wheeler of MOMS from Rupert Dance
REDDING HARLEY-DAVIDSON
Redding, California
Acquired by Rami Yanni of Wise Riders from David Wright
BONEYARD HARLEY-DAVIDSON
Winterville, North Carolina
Acquired by Steven Towers & Bobbie Krull from Marc Ingwerson & Jerry Carrillo
MULHOLLAND
HARLEY-DAVIDSON
Calabasas, California
Acquired by Bret Irvine from Rodin Younessi
CYCLE SPRINGS POWERSPORTS
Clearwater, Florida
Acquired by Dimmitt Automotive Group from Marty Skapik & Noel Hughes
DOWN HOME HARLEY-DAVIDSON
Burlington, North Carolina
Acquired by Phil Mitchell & Dan Roland from Fred Bosshardt
Partner Profile: Protective Asset Protection
Welcome to the August 2023 newsletter from the NPDA! WE APPRECIATE every single one of the 384 (& counting!) Dealers who have joined us in our Mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.”
The National Powersports Dealer Association serves as an advocate for our members and the Powersports industry. Working to support Dealers includes promoting the Industry we serve, building bridges among OEMs, aftermarket companies and consumers. Together we work to restore steady growth in Powersports.
As such, the NPDA has an opportunity to support an important Powersports industry event which occurs annually at the American Motorcyclist Association.
Among its many roles, the AMA works to preserve the history of motorcycling, and each year holds its Hall of Fame induction ceremony, one of the most prestigious events in all of Powersports.
This year’s ceremony in September will immortalize five inductees. We are especially thrilled that one of those being honored – Grant Langston - is one of us, a Dealer (Langston Motorsports in Perris, California)! Others include Ryan Dungey, Rita Coombs, Barry Hawk and Travis Pastrana.
Many of the Dealers in the NPDA are long-time and/or Lifetime Members of the AMA, and the NPDA is proud to show our support as Presenting Sponsor of this year’s Hall of Fame induction weekend.
“The AMA Motorcycle Hall of Fame celebrates the men and women of our industry who, through their significant contributions, have shaped the motorcycle world that we know and love,” said Bob Kee, Vice-Chairman of the NPDA and Owner of Destination Cycle in Kerrville, Texas. “The National Powersports Dealers Association, NPDA, was formed to represent the voice and needs of our nation’s motorcycle and Powersports dealers. As an organization, the NPDA hopes to reshape our industry into a more cohesive, growing, and prosperous body of dealers nationwide.”
Kee added: “It thus makes perfect sense for the NPDA to be a Presenting Partner for the Hall of Fame Ceremony and Hall of Fame Days this upcoming September in Pickerington, Ohio. By supporting the AMA, our organization will help honor those giants who have come before us and made our sport what it is today.”
If you are not a member of the AMA, please JOIN! In fact, some motorcycle Dealers even give their customers free membership when they buy a bike – why not you, too?
The NPDA considers the AMA vital to the success of Powersports – its outreach, advocacy and celebration of motorcycling is as important as our work as Dealers and OEMs efforts to create great machines!
Be sure to follow all the news from the AMA about this year’s ceremony and join us in congratulating all this year’s inductees!
We’re having a great 2023, but we aren’t resting on our success: The NPDA has set a goal of 500 total Dealer members by the end of 2023.
We are sitting at 384 as of this moment, and have significant marketing outreach underway to build on that total.
We always say there is strength in numbers, and if you are not yet a member, join the ONLY nationwide Dealer organization fighting for your rights and working to help you grow your business - Visit www.npda.org and sign up for $395 for a single rooftop, and only $195 for additional ones.
In cooperation with our Partner Protective Asset Protection, we’re holding a pair of webinars to help your business become financially stronger.
In a unique approach, we’ll hold two webinars on consecutive days, Wednesday & Thursday, October 4 & 5.
Here are the specifics you need to sign up:
Register for “Wealth Creation Through F&I Profit Participation Programs - The Engine” being held at 2 p.m. ET on Wednesday, October 4, at this LINK.
Register for “Raising the Bar for F & I Performance – The Fuel” being held at 2 p.m. ET on Thursday, October 5, at this LINK.
Any questions, please send an email to info@npda.org
YOUR NPDA has yet another great perk to offer Dealer members interested in attending or sending an employee to the 2023 PowerSports Finance Summit, being held Monday & Tuesday, Oct. 30 & 31 at the Bellagio Las Vegas – FREE Registration!
We have 20 VIP passes for this event to distribute among our Dealer members. Interested in one of these FREE event registration offers? Send an email to info@ npda.org.
Operators are standing by (well, we are checking our emails) for the first 20 NPDA Dealer members who reach out about the complimentary passes.
Again, email info@npda.org with a note expressing your interest in receiving a free pass and we will reach out to the first 20 inquiries after verifying membership status.
Special thanks to our friends at the PowerSports Finance Summit for their support of the NPDA. Check out autofinance.live/psfs for complete information and to make your travel plans for this important industry event!
With a full portfolio of powersports-specific F&! Product, including service contracts, limited warranties, Guaranteed Asset Protection (GAP), and ancillary products like trie & wheel protection, pre-paid maintenance and a lifetime battery protection plan featuring replacement coverage for motorcycles, ATVs, UTV, snowmobiles, PWC and even scooters and mopeds, Protective Asset Protection has been serving powersports dealerships since 2001. “Our XtraRide® Powersports Program is designed to increase customer satisfaction and provide peace of mind,” claims the company.
The program includes pick-up and delivery reimbursement. On-road vehicles also receive the following benefits with the program: rental vehicle reimbursement, meals and lodging reimbursement and emergency roadside assistance. Optional touring, tire and wheel and towed trailer coverage (availability may vary by state ) in addition to GAP coverage are also available.
Business Summary/Overview About Protective Asset Protection: Protective Asset Protection has been providing finance and insurance (F&I) solutions for more than 60 years. We proudly serve thousands of dealerships and financial institutions in the automotive, marine, powersports and RV industries in the U.S. providing innovative vehicle protection products, wealth-building programs, training and technology. Our portfolio of vehicle protection plans, GAP coverage, limited warranties and ancillary products provide opportunities to generate revenue with products that help drive customer retention and satisfaction. Protective Asset Protection is part of the financial services holding company, Protective Life Corporation.
Why Does Protective Asset Protection Partner with the NPDA? Protective Asset Protection believes in NPDA’s mission to bring exceptional products, services and education to the Powersports industry. Through our partnership with NPDA, Protective Asset Protection is able to provide NPDA members with the tools they need to drive F&I profitability and customer satisfaction for their dealerships.
How Can NPDA Members Best Benefit from Our Partnership with Protective Asset Protection? We help NPDA members scale their F&I capabilities to new heights and accelerate growth with a suite of industry-leading F&I solutions designed to generate additional revenue and increase customer satisfaction that builds repeat business.
Protective Asset Protection
Headquarters: St. Louis, MO
Year Founded: 1962
Number of Employees: 720+
For more information about Protective Asset Protection visit: www.ProtectiveAssetProtection.com
Fifteen powersports manufacturers have already signed on to exhibit at AIMExpo 2024, a record number of commitments from OEMs six months before the show.
Aprilia, GASGAS, Husqvarna, Indian, Kawasaki, KTM, Moto Guzzi, Moto Morini, MV Agusta, Piaggio, Slingshot, Suzuki, Triumph, Vespa, and Yamaha will be among the exhibitors at AIMExpo, solidifying the event as the largest, most consequential powersports trade show in the country.
“Manufacturers are the center of our industry, building the machines we sell, accessorize, and ride,” said Cinnamon Kernes, MIC vice president of market expansion and events. “With fifteen OEMs and counting, we’re preparing for one of our biggest shows yet. Any industry insider serious about learning the latest trends and positioning themselves for success will want to be here. We expect a full house, with the entire powersports ecosystem under one roof, giving attendees the best opportunity to plan, learn, and strategize for the coming sales season.”
Kernes said that AIMExpo provides dealers with an excellent opportunity to connect, in-person, with both manufacturers and aftermarket companies as they build out their plans for the year.
“Manufacturers and industry leaders have truly embraced AIMExpo as an annual gathering to kick off the new sales year and to gauge the overall health of the powersports industry,” she said. “Every year, the AIMExpo team works to deliver more to our attendees and exhibitors. As always, registration is free for dealers.”
AIMExpo 2024 will again feature the Disruptive Thinking education series; the E-Bike Pavilion; New Product Central; the Dealer Recharge Zone on the show floor; the MIC Business Center, where MIC members will have access to complimentary meeting rooms, basic business services, a lounge, beverages, and lunch; and the AIMExpo Industry Party powered by Tucker.
SHIFTING GEARS: METZ JOINS DREAM TEAM AT AIMExpo
Experienced trade show professional Deanne Metz has joined the MIC Events Department as event operations manager. In her new role, Metz will work as part of the AIMExpo staff. Her extensive experience in event operations includes working to support the SEMA sales team. Most recently while at Freeman Expositions she served as the electrical production coordinator, supporting electrical needs at convention centers from Los Angeles to San Diego
“Deanne has a love for the motorcycle industry after working as the marketing coordinator at Orange County Harley-Davidson for three years,” says Cinnamon Kernes, VP of market expansion & events. “She is excited to start contributing to the AIMExpo team and is grateful to work in an industry she is passionate about.”
So we all know the COVID-19 Pandemic unexpectedly led to a surprising growth in our industry. Motorcycles emerged as a convenient and socially distant mode of transportation and the pandemic-driven desire for outdoor activities fueled a phenomenal interest in what we sell. These factors collectively contributed to a notable expansion of the powersports industry, demonstrating its adaptability and resiliency even in challenging times. This created some amazing sales numbers for many companies and dealerships during those years… conversely many of us did more with less people. The volume of sales went up, service demand was through the roof and PG&A numbers were great, however many businesses furloughed staff at the start of the Pandemic (understandably so), but didn’t bring them back until recently… if at all.
In my opinion those years set the expectations bar really high for the years to come. I have noticed a trend of uneasiness with various companies trying to match COVID sales numbers — from the OEMs all the way to dealerships now dealing with flooring costs and OBS inventory and slower foot traffic. It can create a lot of stress! I know the feeling… Since I’m in a similar situation I felt this topic needed to be addressed.
As I write this I keep hearing Depeche Mode’s
Right sound track playing in my mind. As the lyrics proclaim: There’s more besides the joyrides…
When you think you’ve got a hold of it all
You haven’t got a hold at all (all) When you reach the top
In the post-Pandemic marketplace, stress has become almost overwhelming for many of us. Sure, a little sense of urgency can be motivating and lead to increased productivity, however chronic and excessive stress can have detrimental effects on both mental and physical well-being. Recognizing the signs of stress in the workplace is essential for maintaining a healthy work-life balance.
Workplace stress is the emotional and physical strain that arises when the demands of a job exceed an individual’s ability to cope. It can stem from various sources, such as high workloads, tight deadlines, interpersonal conflicts, job insecurity, lack of autonomy, and unreasonable expectations. The pressure to perform consistently and meet targets can contribute to chronic stress if not managed effectively.
Recognizing the signs of stress early on is crucial for addressing the issue before it escalates into more severe problems. Here are some common signs to look out for:
• Physical Symptoms: Stress can manifest physically in the form of headaches, muscle tension, digestive problems, fatigue, sleep disturbances, and even compromised immune function. Frequent illnesses or ailments might be indicative of underlying stress.
• Emotional Changes: Individuals experiencing stress may display heightened irritability, mood swings, feelings of anxiety, depression, or a sense of being overwhelmed. A noticeable change in one’s emotional state can be a red flag for workplace stress.
• Cognitive Difficulties: Stress can affect cognitive functions, leading to difficulty concentrating, making decisions, and solving problems. Memory lapses and reduced attention span might become apparent.
Change in Work Habits: Sudden changes in work habits, such as decreased productivity, procrastination, or difficulty in meeting deadlines, can indicate that stress is taking a toll on an individual’s ability to perform effectively.
• Social Withdrawal: People under high levels of stress might begin to withdraw from social interactions and professional networks. Isolation and a decline in communication can be indicative of an individual struggling to cope.
Physical and Emotional Exhaustion: Constant stress can lead to burnout, characterized by a deep sense of exhaustion, detachment from work, and decreased enthusiasm about one’s job.
• Escalating Health Issues: Long-term stress is linked to various health problems, including cardiovascular disease, gastrointestinal issues, and mental health disorders. If existing health conditions worsen or new problems arise, it’s essential to consider the role of stress.
Acknowledging the signs of stress is a critical first step towards managing it effectively. Here are some strategies individuals can employ to mitigate workplace stress:
• Set Boundaries: Establish clear boundaries between work and personal life. Avoid overextending work hours and make time for relaxation and leisure activities.
• Prioritize Self-Care: Regular exercise, a balanced diet, and adequate sleep contribute to resilience against stress. Engaging in activities that bring joy and relaxation can also help alleviate stress.
• Effective Time Management: Break tasks into smaller, manageable segments, and prioritize them based on importance and deadlines. Avoid multitasking, as it can lead to increased stress levels.
• Seek Support: Don’t hesitate to discuss your feelings with a trusted colleague, friend, or family member. Sometimes, simply sharing your concerns can provide relief.
• Practice Mindfulness: Mindfulness techniques, such as meditation and deep breathing exercises, can help manage stress by promoting relaxation and self-awareness.
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/
• Communicate: Open communication with supervisors or managers about workload, expectations, and challenges can lead to solutions that alleviate stress.
• Seek Professional Help: If workplace stress becomes overwhelming and negatively impacts your well-being, consider seeking guidance from a mental health professional.
Stress is an inevitable part of the workplace, but it doesn’t have to be a destructive force. Recognizing the signs of stress early on and implementing effective coping strategies can help individuals navigate the challenges of their jobs while maintaining a healthy work-life balance. Or as Depeche Mode’s first line suggests, start with the joyride!
By riding, prioritizing self-care, seeking support and fostering open communication, individuals can work toward creating a more harmonious and less stressful work environment. Remember, managing stress is not just about enhancing productivity but also about preserving your mental and physical well-being in the long run. There is not a perfect way to fix work-related stress, but like we just covered, there are plenty of ways to manage it! And we have the perfect toys to help blow off a little steam.
At the end of the day we work in an enthusiast, passion filled industry. We do this for the love of powersports. Do your best to manage expectations… and get the balance right.
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.
As residents, property and business owners (including a life-long friend of mine) in the historic Hawaiian town of Lahaina struggle to cope with the catastrophic wildfirecaused loss of life and livelihood, I am reminded about similar wind-driven firestorms that have impacted California and other western states over the past 15-20 years. While the aforementioned losses are devastating and hard to process, the impacts from mega wildfires to public land access and recreation opportunities cannot be understated for the millions of people who visit federal areas for OHV and other forms of recreation with family and friends.
Having spent most of my personal life and professional career recreating and working on federal OHV recreation areas impacted by intense wildfires, I think it is important for those touched by these events to understand the devastating longterm effects these fires can have on them. PTSD from fires is a hidden and long-term impact.
The American Psychological Association (APA) states that trauma is an emotional response to a terrible event like an accident, rape or natural disaster — read wildfire. Immediately after the event, shock and denial are typical. Longer term reactions include unpredictable emotions, flashbacks, strained relationships and even physical symptoms including headaches or nausea.
APA goes on to say that accidents or wildfires are typically unexpected, sudden and overwhelming. For many people, there are no outwardly visible signs of physical injury, but there can be nonetheless an emotional toll. It is common for people who have experienced disaster to have strong emotional reactions.
Health professionals at the Mayo Clinic state that PostTraumatic Stress Disorder (PTSD) is a mental health condition that’s triggered by a terrifying event — either experiencing it or witnessing it. Symptoms may include flashbacks, nightmares and severe anxiety, as well as uncontrollable thoughts about the event.
The Mayo Clinic also states that most people who go through traumatic events may have temporary difficulty adjusting and coping, but with time and good self-care, they usually get better. If the symptoms get worse, last for months or even years, and interfere with your day-to-day functioning, you may have PTSD.
Over the last year, I have had the privilege to talk with residents, recreationists and land managers who lived through the 2021 Dixie Fire in Northern California that burned through 963,309 acres of rural communities, private timber property and lands managed by the Forest Service and other government agencies.
Listening to their stories of courage in overcoming the loss of a home or business and their resolve to rebuild and persevere was stirring and inspires me to continue supporting pre- and post-fire forest health and fuel mitigation projects. There is also a need to help private sector non-profit post fire recovery efforts of fire damaged recreation facilities.
The people of Hawaii will need all the post-fire help they can get. The real work is yet to begin, but recovery is possible for the people and the place as we have learned in the aftermath of the Dixie Fire. The California Office Of Emergency Services has a rebuilding site: wildfirerecovery.caloes.ca.gov/general-info/rebuilding
Specifically for the OHV community there is the Post Wildfire OHV Recovery Alliance. PWORA is a national organization founded to protect and restore sustainable OHV recreation from the devastating effects of intense wildfires and other natural disasters. PWORA collaborates with a diverse array of multi-interest strategic partners to mobilize volunteers and deploy resources to mitigate post-disaster impacts to recreation areas: pwora.org
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
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!
Somebody should write a book…How many times does a corporation from outside powersports need to enter the industry and fail before their VC followers learn from history? It sometimes appears the “investor lemmings” keep coming and continue leaping off the cliff into powersports investment mayhem. I suppose the interpretation of “fail” is at issue depending upon who you are and how long before you reach an ROI, but from my veteran’s POV, such pursuits consistently seem fraught with peril.
There were nearly 200 regional distributors from the 1950s to the1980s including names like KK Distributing, Hap Jones, NEMPCO, Motorcycle Stuff, Custom Chrome, Southern MC Supply, DomiRacer, White Brothers, Milne Bros., Van Leeuwen, Sammy Tanner, Nichols Distributing, Berliner, Full Bore, Beck-Arnley and Dixie (John Wyckoff’s alma mater). They would all attend Dealernews Fall DIPDE distributor show to see what new products to add to their offerings the following February during the Dealer Expo. Those were the days!
A few have survived by super-specializing their products in apparel like Helmet House, Sullivans and Sammy Tanner with Arai helmets. However, the most successful acquisitions of regional distributors (and their warehouses) being rolled up into consolidated national ones took advantage of new breaking 1980s technologies
like quick-delivery UPS and toll-free 800 phone numbers. Orders could be phoned in and shipped… daily!
These multitudes of small distributors were acquired by private powersports entrepreneurs like Fred Fox and Bob Nickell — industry insiders from the get-go. Later, Rocky joined Tucker and Drag Specialties teamed up with Parts Unlimited. Craig Shoemaker’s Western Power Sports started a bit later, but also grew through strategic acquisition and smart industry-specific knowledge of products, programs and people. The Big 3 still exist, but we have seen a wild couple years as Shoemaker sold WPS to Arrowhead and Turn14 just acquired Tucker Powersports this month.
Then there were the e-comm giants like Ken Wahlster’s Bike Bandit (.com) and Don Becklin’s Motorcycle Superstore (.com) which were acquired and promptly gutted because the new owners didn’t realize their businesses were built on fundamental pillars like trust, fill rate, convenience, speed, informative content and passion from the founders. Once the founding legacy staff was gone, excitement waned, maintenance metrics were ignored and the businesses deteriorated quickly. What a difference a few qualified people can make!
The founders mentioned above were all well-versed individuals who were proven powersports businesspeople — not a consortium of unknown accountants and faceless foreign executives spewing corporate jargon about “infusing new offensive strategies to capitalize on cross-sector convergence while further strengthening our omnichannel consumer offerings, expanding our national footprint and deepening our leadership position in powersports…” I must restrain my nausea when I read of such acquisitions in the trade mags — it reminds me historically of the Europeans colonizing Africa (and the world).
The venture capitalists are metaphorically invading what they feel is an adolescent industry primed for pillaging while often unintentionally leaving behind scorched Earth. VCs should consider hiring (and listening to) a MotoSacajawea who speaks the local powersports dialect and can assist in the cultural and capitalistic transition.
The passion and excitement of growth in our industry may be displaced soon with a huge “negative doubt” feeling when someone from outside acquires anything inside. Paranoia and fear have crept into an “us vs. them” equation. There have been countless times when the “new guy” (or girl) representing 100s of millions of dollars dons a brand-new leather jacket, ill-fitting helmet and no gloves, then sits crossways on a parked Harley-Davidson with the kickstand down and brown Florsheim shoes exposed for his new trade press photo. It looks (and feels) like The Great VC Conqueror is revealing himself to the indigenous natives.
It borders on insulting when such outside executive “corporate experts” arrive on an island populated by uncivilized powersports natives who desperately need an injection of civilized accounting and corporate streamlining. The problem is that our “native ecosystem” is based on good, time-proven relationships and recreation — not intergalactically advanced commodity-based pricing and ROI profiteering. Take a lesson from Star Trek’s “Prime Directive” for at least a year before you start to monkey with what’s already working. “Resistance is futile, you will be assimilated” was the call of the Borg if you are a Trekkie Yes, upsetting, rescuing, or resetting business can be healthy, but sucking the life out of existing entities for the benefit of the passionless Collective is not in any galaxy!
A past mentor and boss of mine, Denis LaBonge of Intersport Fashions West, always said, “If the concept is right, the money will come.” These present-day corporate entities seem to think the other way around — make money first and get the concept right… later. This “turn and burn” philosophy is getting tiresome or at least upsetting because I have rarely seen it work — “later” never comes.
Don’t get me wrong, I believe disruption is good for the Earth, good for business and good for individuals. It keeps the evolution of a product, company or person moving forward into new and uncomfortable “learning territory.” Too much comfort also kills the will to boldly go where no one has gone before (Star Trek again).
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Unlimited. The Fred Fox Story provides an indepth look at the life of Fred Fox, a leader of the modern era of powersports product distribution. The newly released book written and published by Don Emde is a full-color, 324-page publication, hardbound with an embossed dust jacket and 700+ photos. Price: $75.00 plus $10.00 shipping & handling – sales tax where applicable.
Postage rates shown are for U.S. addresses only.
Transitioning to “corporate commodity-based leadership” methods too quickly will suck the life out of a successful passion-based powersports business in a recreationally oriented industry.
We all need fresh meat coming into the industry, but would those of you who want to “teach us a profitability lesson,” please first study powersports history before you repeat its mistakes? This is an exciting “wind in your hair” industry built on relationships, friends and fun. We work here because we love it. Oh, and the money did come — and will come for you — because the concept was correct in the first place.
There are exceptions of course. All the aftermarket (nonautomotive, EV or marine) companies which Polaris has purchased still seem to be cranking away — Klim, Kolpin, 509, ProArmor, TrailTech. Their secret Legacy founders or key employees with a passion for the brand were kept in place. However, even Polaris missed on its Midas touch when they tried to apply their formula to the automotive world. Polaris purchased Transamerican Auto Parts for $655 million in 2016 only to turn around and sell TAP for $50 million in 2022.
Before the Tucker-MAG merger, MAG subscribed to the same successful legacy formula after learning their lesson with the breakup of White Brothers, their first acquisition. Then came Vance & Hines, Performance Machine, Progressive Suspension, Mustang Seats, Renthal, J&P Cycle, Roland Sands Designs, DragonFire Racing and more. In most cases MAG kept the founding teams in place. Nobody had to move. Very few got fired or replaced unless the business was struggling. Best practices in manufacturing, marketing and sales were shared between companies. It worked… at least until the new accountants of a financial partner wanted to “go vertical” by owning powersports manufacturers, a powersports distributor and powersports e-comm retail operations.
It looked good on paper and even sounded logical, but three different business cultures clashed heavily killing the flock of golden geese. Each of the three independent entities thought they drove the bus… like before the merger. Mayhem won in the absence of well, a strong leader.
All businesses have their weaknesses. Great product with weak marketing? Great marketing with weak products? Great product, great marketing, but weak distribution? Incredible sales and distribution, but a weak selection of products? Awesome branding and products, but poor supply? Mediocre branding, excellent supply, but horrible sales force? You see there are myriad reasons for businesses to fail and only a few that hit the “sweet spot” balance point making them attractive enough to be acquired.
The price, however, of a company which is experiencing success “on top of the world” is expensive or not for sale. It’s often the companies headed by an owner looking to retire or a company struggling to stay alive which are for sale. What is missing with the inbound “top down” VC is true leadership penetrating down to Ground Zero. When “bottom up” founders and true leaders leave, their passion, employee allegiance and tribal knowledge goes with them.
Money is power, but so too is passion. Do not let one overpower the other since both are needed to move forward in any successful business, particularly in powersports. We are the motorcycle, UTV, ATV, scooter, cruising, motocross, adventure, enduro, racing, touring, watercraft, personal mobility industry. The word “sport(s)” as in powersports is defined in the dictionary as a ”challenging activity undertaken for amusement.”
Most of us got into this industry as young people for excitement and so we didn’t have to pay “retail” for our racing habit (like me). As veterans, we know powersports is not a private club, so if you are interested in joining, please enter with respect for your targeted company and how it got there. If it’s a financial turn-around project, employ a few powersports experts before letting your corporate colonels infuse their uber-leadership and vertical accounting methodologies.
In powersports, if the concept is not right, it won’t make money.
Small regional distributor and individual dealer acquisitions not included. What big ones did I forget?
• Malcolm Smith Products Sells to Transpacific Holding Group (gone)
• Fairchild (Sports) Buys Intersport Fashions West (gone)
• LDI Takes over Tucker Rocky and Merges Tucker with MAG (LDI exits 2018)
• Motorcycle Super Store (.com) acquired by MAG, then merged with Tucker (gone)
• Affinity Development Group acquires BikeBandit.com (gone)
• Polaris Purchases Transamerican Auto Parts for $655 million in 2016 (sold TAP for $50 million in 2022)
• Arrowhead Engineered Products Acquires Western Power Sports (TBD)
• Rumble On and RideNow Combine Businesses (See this issue)
• Rumble On Acquires Freedom Powersports (See this issue)
• Tucker Acquired by Turn 14 (See this issue)
Even if our industry is consumed by the corporate entities and the passion for our background work is eradicated, will consumers care? Riders will still be able to acquire the vehicles, parts and accessories they want if they know exactly what they want from Internet research. There will no longer be a human to help them — only an algorithm which predicts what they should buy based on past purchases.
That feels like a closed loop system, doesn’t it?
Passionate salespeople, skilled marketers and experienced entrepreneurs will have moved on to where
their human attributes are more welcomed. Perhaps the powersports dinosaurs need to retire and give way to Money (cue Pink Floyd’s Money soundtrack here) in the absence of passion. The result will be the commoditization of powersports… not something the old guard signed up for in the first place.
The wind in our hair and bugs in our teeth will give way to whomever can squeeze the most blood out of a turnip… P.S. the algorithm can’t bust a UTV tire or adjust a cam chain! The market needs passionate dealers and wrenchspinners to survive. Bean counters can always be found if we need them!
At some point, I think every rider is asked by someone how they got into riding. Depending on how and when the question is asked, my answer lives somewhere between wanting and not being able to be a fighter jet pilot and being awestruck by the absolute coolness of the “motorcycles” in the movie Tron – and I mean the original 80’s version. But if I stop for a minute and think about that “big bang” moment, I have to thank my dad.
I only have one memory of actually being on a bike with him, and that ended up with an exhaust burn on my 4-yearold calf and disappointment that he decided my time on the back of his BSA was over before it even started. But I remember his love for his bike and the stories he would tell long after he stopped riding. When he talked about riding, there was a smile in his words and a happiness that ran far deeper than his voice. I grew up riding vicariously through his memories.
They say the hardest part of anything is that first step of actually doing it. One of my dad’s favorite stories (and now mine) are his first days of learning to ride.
It was 1972 – the Motorcycle Safety Foundation didn’t yet exist. I actually don’t know how people learned to ride then — maybe the same way I did – start, shift, stall, tipover — lather, rinse, repeat, until you got it down. It was not ideal. In any case, as my dad obsessed over his future BSA, he became good friends with the shop’s owner, Theresa Wallach, who taught him how to ride.
Not many people know her name, but Theresa is in the AMA Hall of Fame, she was key in forming and running the Women’s international Motorcycle Association (WIMA), and while she has quite a few notable accomplishments, I think most noteworthy is a 13,000 mile trek across Africa on a 600cc Panther with a friend in 1935 – 1935! Long, long before Ewan McGregor and Charley Boorman went a Long Way Down. So after teaching countless future riders how to ride, including my dad (and one failed attempt with my mom), Theresa sold her shop in 1973, moved to Phoenix, and opened the Easy Riding Academy.
While Theresa was a far cry from today’s MSF sciencebased riding curriculum and safety-based approach, teaching my dad to ride gave him and my mom one of the best gifts a person can give — the gift of freedom, confidence, and pure joy. My dad had a small stature
but when he rode, he was larger than life. While my mom ended up staying a passenger, her sense of adventure was never-ending (and instilled in me) and the two of them loved riding — so before Tron and Top Gun, there was Theresa, my dad, a BSA and the never-ending stories he shared.
So how did I end up here, working for the motorcycle industry? It started in Chicago. My first bike was a Kawasaki Ninja 250, red with purple wheels. I lived in an apartment and my bike lived in a storage unit about a mile away. The spring of ’98 was great until it turned into the winter of ’98.
I was a solo rider. I spent most of my time at work and didn’t have much of a social life, which meant I rode on my own. As it was pre-Internet and pre-AOL (Instagram and TikTok – inconceivable!!), I didn’t know about battery tenders, bump starting, and other such things – I just knew I had to dress really warm and ride my motorbike – snow or ice be damned – to keep the battery fresh and my ride ready for the return of warm weather. Those winter miles were not my favorite and, after a particularly cold day in October, I decided it was time for a change.
I left my family and a great job managing a medical association tradeshow in Chicago to drive a Penske truck across the country to California.
I was young and thought it would be easy to continue my career path on the West Coast. I was so wrong. As I sat at the desk of a not-great-job, a supplier who knew that I loved motorcycles mentioned an opportunity to sell exhibit space for the International Motorcycle Shows, a national consumer show series. I couldn’t send my resume in fast enough. I didn’t know anything about sales, and I certainly didn’t know anyone in powersports to whom I could sell anything, but that didn’t stop me from showing up for the interview. It went awful.
Them: “Who’s in your black book?”
Me: “What’s a black book?” I figured it was over before it even began, but it turned out that the day before, someone on their events team resigned. I turned out to be a pretty good fit and the rest is history. I worked with IMS and Dealernews Dealer Expo for nearly 12 years. I had the privilege to work with a great team led by my mentor and now great friend, Mike Webster. At one point, Mike left IMS and eventually would reach out to ask if I would be interested in joining him and Larry Little to launch what would become AIMExpo.
In 2013, the American International Motorcycle Expo launched; the show’s road to success hasn’t been the easiest but it’s something I’m very proud to be a part of. In 2015, the Motorcycle Industry Council acquired AIMExpo and that was to be the start of the next chapter in my career.
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It’s not often you get to launch projects that have such meaningful and far-reaching impact. I have the privilege of not only working on AIMExpo – helping the business side of our industry grow through education and networking – but also launching and growing Ride With Us, the motorcycle industry’s market expansion initiative. Our team is responsible for the growth of our entire industry, and it’s incredibly fulfilling, humbling, and honestly a little terrifying all at the same time.
One of the best things about being part of the MIC is not only effecting change across nearly every facet of powersports, but being able to work with every segment of the industry – from the consumer who doesn’t know they’re a rider yet, to the dealers, the aftermarket and distributors, the CEOs of the biggest motorcycle/powersports manufacturers in the world, and the motorcycle safety and training community, the MSF. In a way, it comes full circle.
As I lead the MIC’s market expansion program, Ride With Us, I get to work with many Motorcycle Safety Foundationcertified coaches. These coaches help give people who have never ridden a motorcycle before their very first experience riding and controlling a motorcycle, using the clutch and throttle. (Believe me, I am still amazed at how effective the MSF’s methods are.) And seeing those huge smiles on the new riders’ faces is something that I will never tire of. Sometimes, it even makes me think of my dad and the big smiles on his face as he retells his favorite motorcycling stories.
Going back to my dad, I realize that in so many cases, a rider has made a rider. Theresa taught my dad; my dad instilled a passion in me; I get to be part of a team that inspires people to become riders and (I hope) reminds current riders why they ride.
Thank you Theresa, dad, and all the coaches and RiderCoaches out there, for helping me and millions of others become a motorcycle rider.
Succeeding AMA Of Hall Fame pioneers like Theresa Wallach, MSF’s science-based programs are teaching the next generation of motorcycle riders how to enjoy motorcycling. Instead of isolated pockets and random legends, 45 states and all branches of the U.S. military now rely on the Motorcycle Safety Foundation’s Basic RiderCourse (BRC) curriculum for their motorcycle safety and education programs.
The BRC is MSF’s primary learn-to-ride curriculum for traditional two-wheel and three-wheel motorcycles, involving approximately 3 hours of online instruction, 5 hours of classroom activities, and 10 hours of handson skills development on a paved lot. More than 8 million motorcyclists have enrolled in MSF RiderCourses since 1974. More than 400,000 students now take the course annually, at nearly 2,700 sites, with 9,900 MSF-certified RiderCoaches available to guide them.
Course graduates are often eligible for insurance discounts and incentives from motorcycle distributors for course tuition or fees. In many cases, they can obtain a waiver for the riding skill test and/or written knowledge test portion of their state’s license exam requirements.
All 24 MSF RiderCourses are developed using a sequential “interactive and intergroup” process, ensuring that the final program has undergone extensive field-testing before being released to the public. This ensures the proper application of contemporary learning principles and practices, and verifies the effectiveness and efficiency of the program. As the scientific community yields rigorous research results that lead to better methods to facilitate learning, and as the motorcycling community embraces improved ways to achieve safety and enjoyment from riding experiences, the MSF will continuously assess and refine its programs.
Another aspect of RETS involves ensuring that courses are facilitated according to MSF’s standards. MSF offers a unique Quality Assurance Specialist certification to top-level RiderCoaches and RiderCoach Trainers who wish to make themselves available to monitor and evaluate their peers and develop program and curriculum delivery improvement plans.
It was late on Day 4 and the trail was taking us back to the parc ferme.
I had a late minute among the Open Class, so it was not surprising for the early 4-Stroke riders to catch and pass me. This time it was Kari Tiainen and soon I was following and riding with the 7-time World Enduro Champ! It was quite the experience for a fat kid from Indiana.
Of course it was a transfer section and he was not at race speed, but this was my shining moment to keep pace with a legend! We were cruising right along in 4th or 5th gear. We were in open territory heading southwest, crossing a series of small dry creek beds — a gradual climb, a descent and another rocky ditch creek drainage, rinse and repeat.
The riding was easy and we loped along for miles. My mind had wandered and disconnected, I was just following a master. I figured anything he can do, I can do too!
In my Zen-like state of hypoglycemia I dreamed that heading this direction we could ride 1,500 miles before running into the Sea of Cortez, cutting fences and jumping roads the whole way to Baja. This is the freedom a Rally racer must feel — no track, no trail — just a direction.
Tianen was sponsored by Lucky Strike and had on a jersey like Edi Orioli, Danny LaPorte and Dave From Hesperia (A.K.A Davide Trolli) have on in the accompanying photo.
I’m sitting on a beach in Mazatlan enjoying umbrella drinks in my mind’s eye when I realize that big red Lucky Strike logo on the back of Tainen’s jersey is getting BIGGER... and FAST!
He had entered a rock garden and had slowed to a snail’s pace and I was coming up quick. I started hitting rocks and the noise was memorable KAK as the wheels hit the rocks... KAK-KAK as the front end hit the steering stops back and forth. The bars were ripped from my hands a couple of times, which would have caused a coronary had my heart not already stopped from the soul-wrenching sound... KAK KAK KAK!
The noise, it’s metal-to-rock, metal-to-metal — noise you never want to hear. KAK KAK KAK KAK KAK KAK!
It’s like slowing a bike by throwing gravestones in its wheels. KAK is the Death Rattle of racing.
I came within inches of mowing the champ down from behind. I could see the stitching detail of his jersey right in my face before miraculously regaining control at the last millisecond!
I had just been in a terrible crash! The bike and rider didn’t fall, but it was most certainly a crash.
Tianen surely heard the racket echoing behind him, although I didn’t get to talk to him. I was incapable of speech and he roosted away leaving me to unclench my sphincter from totally swallowing the seat cover and attempting to get my heart started again with manual compressions.
Not sure how long it took to regain my ability to breathe and see... however I can assure you that Lucky Strike logo getting bigger and BIGGER is one vision I will never forget!
More than a century ago, the world’s best riders were brought together for a six day-long trial by fire to determine which country made superior motorcycles and riders. Much may have changed since 1913, but the Six Days is still the ultimate test of man and machine (and women, too). The American Motorcyclist Association proudly announces the 10 Trophy riders and 21 Club Team riders who will represent the United States at the 97th FIM International Six Days Enduro (ISDE), Nov. 6-11 in San Juan, Argentina.
Every country participating in the ISDE is allowed four riders on its World Trophy Team, three riders aged 23 or younger on its Junior Trophy Team, and three female riders on its Women’s team. The 10 Trophy riders will compete as the U.S. World Trophy, Junior World Trophy and Women’s World Trophy teams include:
* U.S. World Trophy Team Taylor Robert, Johnny Girroir, Dante Oliveira and Cole Martinez
* U.S. Women’s World Trophy Team Brandy Richards, Rachel Gutish and Korie Steede
• U.S. Junior World Trophy Team, made up of riders age 23 and younger, Mateo Oliveira, Kai Aiello and Grant Davis
“I’m looking forward to some redemption after our performance in France last year,” said KTM Director of Offroad Racing and ISDE Team Manager, Anti Kallonen. “I can assure you, so are our riders. We have started our preparation now and will continue it until the end with only one goal in mind.”
The U.S. World Trophy Team last won the ISDE in 2019, which was the second ISDE World Trophy title for the United States.
“I’m pleased with the teams we were able to build,” Kallonen added. “Our Trophy team consists of four of the fastest riders in the country for the style of racing and terrain we will have in Argentina.”
The U.S. Women’s World Trophy Team won in 2021, and previously had won in 2019 and 2007. “I’m happy to announce we are bringing back the same Women’s team as last year,” added Kallonen. “They are hungry for redemption, and I expect great performances from all three riders.”
The U.S. Junior World Trophy Team last won in Argentina in 2014. “Our Junior Trophy team is expected to perform well, and a championship is long overdue. The last time we won the category was actually in San Juan, Argentina, in 2014,” claimed Kallonen.
“Argentina has proven to be a demanding and challenging place for the ISDE in the past,” explained AMA Off-Road Manager Michael Jolly. “This year the event will be held at the same location as in 2014. This year’s qualifier events were scheduled to reflect Argentina’s terrain, allowing us to find the very best riders for the job. I believe our Club Teams will perform exceptionally, and they are expected to be in contention for the overall Club Team win.”
Club Team riders have started raising money to support their efforts to attend the 2023 ISDE. Check with individual riders on these teams to discover how you can help support their quest to represent the United States in Argentina this November. The AMA’s two three-day qualifiers — one on the East Coast and one on the West Coast — resulted in the qualification of 16 individuals, while five riders were selected by the ISDE committee. Club teams and riders include:
Team XC Gear Josh Toth, Ryan Surratt, Austin Serpa
Team GTBN Jaden Dahners, Nathan Ferderer, Thorn Devlin
Team Missouri Mudders Jhak Walker, Trevor Maley, Cade Henderson
Team BRAAPtastic.com Zachary Toth, Preston Campbell, Axel Pearson
Team Steve Hatch Racing POTM Jackson Davis, Hunter Smith, Chase Bright
Team Eric Cleveland Memorial Kyle Tichenor, Nolan Cate, Ava Silvestri
Team The Elizabeth Scott Community Rick Emerson, Jeremy Shoning, John Beal
The AMA’s ISDE effort would be impossible without the support of the ISDE Advisory Committee, which includes Jay and Jarred Hall, AMA Motorcycle Hall of Famer Jeff Fredette, Eric Fredette, Dave Chamberline and Asa Abel. Sponsors include KTM, BI-CON, FMF, Motorex, Rabaconda, Arai Helmets and Motion Pro.
Click here to learn more about the U.S. ISDE team: www.AmericanMotorcyclist.com/isde
Years ago when I started ZULZ, I flew to California and met with Mitch Payton,’ says eponymous founder Chad Zullian. “During our meeting, he showed me a tiny little travel bag that everyone on the 2005 Motocross of Nations team received for the trip to Ernée, France. The passion in his voice when he spoke about the experience and how cool it was that everyone used them to look like a “team” — regardless of their personal sponsorship obligations — was the inspiration behind this.”
“That conversation lived with me ever since and today is the day I get to finally put something similar into motion,” Zullian says of the Special Edition Collection. “Not to mention the cool coincidence of MXoN being held at Ernée again this year!
“With the support of the American Motorcyclist Association I’m happy to announce Pre-Ordering for these Special Edition MXoN & ISDE luggage sets is LIVE, with a ship timeframe anticipated for early September. Proceeds from the sale of these bags will be donated to Team USA MXoN and Team USA ISDE to help offset expenses. Fly the colors and support Team USA!”
ZULZ, creators of high-quality active lifestyle bags and luggage, announced their 2023 Team USA Special Edition collection and fundraiser for the 2023 Motocross of Nations (MXoN) and International Six Days Enduro (ISDE) American teams. In partnership with the American Motorcycle Association (AMA), this exclusive luggage set is showcased with Team USA’s bold Red, White and Blue colorways and will include the Official AMA event logos for MXoN and ISDE.
• Super smooth rolling skate-like wheels
• Telescoping pull-handle
• Felt lined pocket to protect sunnies or for those quick access items
• 2” zippered expandable section for those longer trips requiring more clothes
• Mesh lined interior pockets to stay organized
• Hard case pocket for sunnies protection durning travel
• Embossed Biofoam back panel with handle pass-through for easy traveling
• Suspended laptop sleeve
With MXoN scheduled to take place in Ernée, France October, 7-8th and the ISDE set to be held in San Juan, Argentina November 6-11th the limited PIVOT backpack and PRIMETIME carry-on pieces are available for pre-sale now, with pieces scheduled to ship by September 1st, 2023.
Proceeds generated before the events will be donated to the teams. Fans are encouraged to preorder now to guarantee delivery and help build the ZULZ donation to the teams. To help support Team USA MXoN or ISDE, please pre-order today!
The Zulz PIVOT backpack and PRIMETIME carryon are the perfect combination for all your travel needs. Show your support, and help fund American’s MXoN and ISDE racing efforts by ordering today at: www.zulzbagco.com
One year ago we met with Josh Salazar to discover what Dirtbag Brands brings to its Dealers. This year we sat down with Josh again at AIMExpo for a progress report. The brand is gaining traction but the fundamentals remain the same. “My dad always called me his “dirt bag” — so now I think it’s safe to say I am a bigger Dirt Bag as Dirtbag Brands expands.”
It’s been a year that has you still a dirt bag, but a bigger dirt bag than before?
We’re growing slow but steady. We have grown by 60% and expanded our footprint in the past year alone…
And you’ve extended the reach into multiple states.
Now we’re in multiple states, we’re in just about every major dealer in Colorado, Utah, Arizona, Las Vegas, we started in SoCal. I’ve got dealers in New Jersey. So I guess you could say we’re coast-to-coast.
That is awesome. Your business model is driving some of that, but also the innovation of your product is driving that growth.
Our business model has been absolutely superb. With everything going on in the industry today, who is there to back the dealer? Who can the dealer count on? We try
to fill the gaps. We want to do great product, we want to do great margins for the dealer. We want to support our dealers in any way that we can. And so far, it’s proven to be a foolproof plan.
We have just rolled out some products that nobody else has, we’re kind of tiptoeing between what all the distributors are doing now. And we want to kind of capture that niche market, what can we take and make it better for our dealers?
The machines are getting faster, whips are getting bigger. So how do you accommodate that? Well, one of the most common brands as been the 5150 whip, so we want to make sure we can accommodate that brand. But then there’s so many other brands out there as well. How do we make it better? How do we make sure it’s going to be durable? Not only that, let’s do it out of billet, and make sure that it fits all roll bar sizes, from inch and a half to 2-inch roll bars. So that’s exactly what we did. And it’s multi adjustable, that fits all the roll bar sizes on the market today for the UTVs.
In addition to the durability, the anodized finish is a nice touch.
So then we took it a step further… we said you know what, if we made a set, everybody’s got fuel jugs, RotoPax being the number one brand. So let’s make ours compatible with RotoPax, which is exactly what we did. What we did is we took it we made it with compatible with RotoPax with their blocks, and it fits all roll bar sizes inch and a half to two inch. But here’s what I thought was really cool. You can actually have a match set with these. I you’re investing that kind of money into a UTV, you want to have product that looks good, and you want to have product that stands up. Our 6061 billet was able to do just that.
higher. So when I say anything we can go back to the dealer. I mean that…and that includes protecting their margins. And we pride ourselves on that.
Click here to become a dealer: dirtbagbrands.com/become-a-dealer-1
If I’m a dealer,
get
touch with you, You can contact us through the website, you can reach out to us to our email, and then we’re gonna verify we take all the steps, we want to make sure you’re gonna be a legitimate dealer, your brick and mortar, not out of your grandma’s basement, not at your mom’s basement, not out of your garage. If I can’t find you on Google and I can’t verify you. I can’t sign you.
And then you’re also protecting the dealer.
There is no third party distribution. Our relationship is directly to the dealer. We control everything at MSRP or
Dirtbag Brands is excited to announce the release of its new whip and rotopax mounts for all roll bar sizes. As the machines and accessories continue to grow, it can be challenging to find mounts that fit a range of roll bar sizes. That’s why we’ve designed these mounts to be universal, with a single part number for each product that fits all roll bar sizes between 1.5” and 2” Our RotoPax mount is designed to be low profile, unobtrusive and exceptionally strong. Made from 6061 billet aluminum.
Probably not the best question for owners of older RZRs, but Dirtbag fire extinguisher mounts are the best answer. Fits all tube roll bars from 1.5”-2” and everything in between. Marine grade extinguisher with aluminum casing and black and white matches everything.
Have you seen Dirtbag’s new adjustable tire bonnet with etracks yet? Easiest and most secure way to tie down your UTV to the trailer and allow the suspension of your unit to ride with the bumps in the road. Comes with etracks, hardware and a pair of tire bonnets. 2200lb capacity per tire! Hold your rig down to the trailer by the tire! Smoother ride on the trailer, extend the life of your suspension, zero movement. 2200lb capacity per tire.
Specifically designed for the crazy popular 5150 whips, Dirtbags’ whip mount is a 4-bolt design clamp with beefy bends to add even more strength to the 6061 billet aluminum. Faster machines put a lot more stress on the whip and the bracket. Along with a longer L bracket to accommodate larger base lighted whips we can whip it good!
Tire repair on the trail, dunes, rocks, or swamps can lets the air out of any weekend. However with 35” UTV tires becoming commonplace, tire repair is a BIG job. Dirtbags offers two kits to save the day. Basic kit fits in a glove compartment and is great in emergencies. The Deluxe kit is for the guy who is always prepared for any challenge.
Once the tire tool has done its work, time to get the hell back to your Dodge toy hauler. Don’t get left feeling a little flat! Dirtbsg’s ompressor features beefy 2.5cfm, 10’ 12v power cable, 10’ quick release air hose with gauge, stunning EVA case to protect it, sleeve to use for battery connection as well as 12v lighter. Coming in hot. Air up a 32-14 in 2 minutes flat.. um, in 2 minutes sharp.
Not that we need an excuse to visit the MotoDoffo collection of vintage bikes stashed away in Temecula’s wine country, but the KC66 fundraiser has been an annual highlight for the moto community for nearly a decade. In fact, it has become a de facto industry event. Friends from nearby local dealerships like Malcolm Smith Motorsports to KTM (the new campus is just over the hill from Doffo), to Phoenix Handlebars and National Powersport Auctions make the trip worthwhile. More importantly it raises awareness and real money in support of off-road riders.
This year the event raised $43,700 for the cause! “The generous contributions and unwavering support will enable us to continue our work in promoting rider safety, funding educational scholarships, and creating a safer environment for off-road riders and racers,” said Donny Emler Jr., President of The Kurt Caselli Foundation.
The 9th Annual Caselli MotoDoffo fundraiser, presented by FMF, KTM and Rocky Mountain ATV/MC, took place on Saturday, June 10, 2023, at Doffo Winery in Temecula, California. Nearly 400 folks gathered from 4:00 pm to 10:00 pm to celebrate the life and legacy of Kurt Caselli while contributing more than $43,700 to help advance The Kurt Caselli Foundation’s mission of Protecting And Supporting The Lives Of Off-Road Riders.
The atmosphere was electric as enthusiasts, sponsors and supporters alike gathered to honor the memory of Kurt Caselli, a legendary racer whose larger-than-life spirit and love for the sport continue to inspire generations of riders. Live music by Those Guys Band filled the air, setting the perfect tone for an unforgettable evening. A family friendly affair, the event featured activities for kids, including face painting, hat designing and balloon art, while big kids could enjoy an adult beverage and marvel at Marcello Doffo’s eclectic collection of vintage motorcycles in the rafters of the Barrel Room, resulting in a memorable experience for attendees of all ages.
This year’s event brought back vendors, adding an extra dimension of engagement. The silent auction, raffles, Caselli merchandise, food and drink proceeds, and event admissions played a pivotal role in raising funds to support The Kurt Caselli Foundation’s initiatives within the off-road riding and racing community.
During the KCF presentation, the two Fall 2023 Kurt Caselli Scholarship recipients were announced, recognizing Braxton Good of Huber Heights, Ohio, and Corey Wettstein of Ontario, Oregon. Each recipient will be granted $6,600, which is sent directly to the school. The Kurt Caselli Scholarship program, established in 2015, continues to empower and support offroad racers in their pursuit of education and future careers. Racers can now apply for the Spring 2024 scholarship at: KurtCaselli.com/scholarship
Sponsors of the event include: FMF, KTM, Rocky Mountain ATV/MC, PCI Race Radios, Torco Racing Oils, Maxima Racing Oils, 805, Doffo Winery and Drink Weird.
The Kurt Caselli Foundation is a 501(c)3 nonprofit established in 2013. The focus of the foundation is the safety of riders and racers in the off-road motorcycling industry. While we understand the inherent elements of danger in this industry, we aim to help minimize this danger to the best of our ability. The foundation has a three-part mission that encompasses safety precautions for riders before, during, and after a racing career. Read more at: www.KurtCaselli.com
The Kurt Caselli Foundation was established in 2013 in loving memory of Kurt Caselli, who tragically died in a racing accident while leading the 2013 Baja 1000. The focus of the foundation is the safety of riders and racers in the off-road motorcycling industry. While we understand the inherent elements of danger in this industry, we aim to help minimize this danger to the best of our ability. The foundation has a three-part mission that encompasses safety precautions for riders before, during, and after a racing career.
1. Before racing, we are committed to encouraging, developing, and standardizing safety precautions that will help minimize risk outside of the rider’s control.
2. During racing, we are committed to developing, establishing, and encouraging the use of safety equipment and policies to increase the safety of the riders.
3. After racing, we are committed to providing a safety net that allows and encourages former racers to further their education and reach career goals for themselves and their families.
The Foundation pledges that 100% of all donations go to The Kurt Caselli Foundation to be used for its work in Protecting And Supporting The Lives of Off-Road Riders. The Kurt Caselli Foundation is a nonprofit public benefit corporation. The Foundation was granted 501(c)3 tax-exempt status effective December 17, 2013. All donations made to The Foundation are tax deductible.
We appreciate your support. We can all make a difference. Click here to make a difference: www.kurtcaselli.com/donate
Roland Hinz March, 1939 – July 5, 2023
Sadly, The Chief, Roland Hinz, passed away Tuesday July 4th. I have been trying to process this for a day now and the chapters after chapters of thoughts are just overwhelming, I actually just realized with all the wonderful ad salesmen that I worked with over my 35-years that I had the longest run of them all!
Roland was a tremendous mentor, I was a 19-year old motorcycle enthusiast who couldn’t stand the slow pace of college and wanted to get going and work in the motorcycle industry. Tom Webb was a friend of my brother and he brought me in to interview with Mr. Hinz for a starting ad sales position.
Early on “The Chief” as he liked to be called was the most intimidating man I had ever met. I don’t think he tried to be but it just was his style. He was an old-school man with many rules, and that was the perfect person for me. I was essentially raised by my Dad, Mom and Roland.
I remember every time we had those infamous “Situational Meetings” he would always ask all of our opinions, he respected all of them and then make the decisions he felt was best, always making a decision based on his morals, not the potential loss of the pending incoming dollars. He really had a wonderful insight and was a forward thinker.
There were so many Roland lessons, but one I remember the most was “if you do something wrong always be honest with me. Explain to me why or how whatever happened and as long as you are honest with me, we will always work through it. That speaks volumes.
Early on Roland was a banker and enjoyed dirt bikes and casual trail riding in the local desert. Living in Pasadena, he would frequently go to Tracy’s Husqvarna and Eric Jenson’s shop and that was his early connection to the sport, his favorite rider was JN Roberts.
Through the ebbs and flow of the early motorcycle publishing world he had a chance to step into a struggling publishing company that he would ultimately turn around assuming the debt from the printing company and later rename the company to “Hi-Torque”.
He built Hi-Torque on his values of delivering honest product testing delivered in a often “fun” style. He wanted the reader to know they could trust our editors’ “word” and have a good time doing so, It worked.
Through the years he had tremendous success outside of HiTorque in building Christian radio stations and he had a knack for strong real estate opportunities.
Godspeed, Roland! — Robb Mesecher, Ex-Executive Sales Director, Hi-Torque Media Group Inc. at Hi-Torque Publications, Inc.
Sad to hear that Hi-Torque publisher Roland Hinz passed away. RH and I couldn’t have been more opposite about politics and culture, but he gave me my start as a journo, let me be me (and one of few to call him “Roland” vs “Mr. Hinz”)... and we both believed in the value of hard work & print. Stern, but with a sense of humor...for one Halloween, he even joined the Hi-Torque knuckleheads and donned his own “Zap” costume (3rd from left). RIP “Chief. — Zapata Espinoza
The year was 1980 when I started working at Dirt Bike Magazine. Two weeks prior, the ownership (Bill Golden) had hired an executive to run the day-to-day operations and play a role in the planning and execution of the two magazines we had, Motocross Action and Dirt Bike. Roland Hinz had come from a successful job working at entertainment mags (Rona Barrett’s Gossip and Hollywood) turning them into big money makers. He was a magazine guru, a newsstand specialist and he had a passion for dirt bikes.
Roland had come into an environment where huge egos worked diligently to protect their fiefdoms and were violently opposed to most of the ideas he brought to the table. Editorial meetings forecasting our plans for the month, cover subject meetings, cover line control and working within a budget led his vision...
What we didn’t know was that Roland was there to rescue a sinking ship that was hemorrhaging money. His goal was to pay off the debt, then purchase the company.
He was good at letting the editors with the passion of their sport drive the content. We just had to convince him how this was good for the reader, a boon for the advertiser and on point for the newsstand buyer. I remember when Paul [Clipper] tested a Honda ATC in Dirt Bike. It was a hotly contested move, hated by the purists in the office. Roland saw it as an emerging sport and started Dirt Wheels magazine. For decades it was his most successful magazine.
There were some unique sides to the man. He was incredibly successful yet drove a Volkswagen Thing to work every day for years. In the decades that I worked for him, he wore shorts and tennis shoes religiously. And talking about the big guy upstairs, Roland was a serious Christian. Every year at our Christmas party he would start it with a prayer, allowing non-believers to leave if offended.
When I started working for Roland, I was a pup who feared the stern German. We battled over covers, argued over budgets to test and travel and in over four decades nothing changed. Except that we became friends. He was a mentor and in an evolving world where magazines were considered a dead deal, we remained profitable.
Roland passed away after a long battle with his health. I will truly miss this man, he was a teacher, a tough and strict boss and had the gift of taking care of the people who made great things happen which was most definitely a catalyst to Hi-Torque’s success. God speed my friend. — Tom Webb, Dirt Bike Magazine
As we see inventory levels rise and demand slow down we are seeing those price shoppers show up in the dealership again. They seem to always have the best price in (or out) of town and they always seem to be so overly focused on getting the “best deal.” It makes it extremely hard to converse with them unless you just drop your pants and get down to your best price immediately. Unfortunately, no matter what the MSRP is on a machine, the market price is always going to be dictated by the lowest priced dealer. For example, if a 2023 Polaris RZR XP 1000’s MSRP price is $21,899 but people can now buy them for $18,999, well that’s the new price of that machine. This is always based on product availability. It goes back to supply and demand.
During COVID, we all saw how supply and demand can dictate pricing (in our favor), but as the market begins to cool and supply increases on certain models, the price of these machines will always go down. This was common play preCOVID and its starting to rear its head again now that supply has increased.
Now, here is where you have a choice to make, you can either A) ignore this fact and continue to price your machines high
and lose crucial business that you NEED to keep cash flow AND end up with an astronomical floor plan interest bill in 6 months. Or B) you can get on board, realize what’s going on in the marketplace and stay ahead of the curve to keep those customers coming into YOUR dealership. As frustrating as this may be to any salesperson or sales manager, there are always a few logical things you can do to combat this and overcome the price shopper.
The first thing is to be aware of what someone can buy something for in the marketplace. This means that you (or a few of you on your team) will have to start secret shopping your competitors and these dealers that keep coming up in conversation that always seem to have the best price. Be sure to get a written quote that includes all fees. During the conversation with the customer when they tell you their “best price” your immediate response should be “Wow! That is a great price, my boss tells me to never lose a deal over price and I’m going to do my best to get the best deal for you. If you could send me a written quote, we can do our best to match or beat it.”
You can also tell the customer that the reason you need the written quote is to be sure they have included all taxes and fees and that you (being the expert that you are) have seen dealers give a low price just to get you in the door and that if that dealer isn’t willing to send you a written quote, then there is more than likely something fishy going on and that will not be what you pay after they add all their fees. Being aware gives you leverage during this phone call or interaction, and you can immediately sniff out whether or not the customer is being truthful with you about the price they say they have from another dealer. This is an extremely important factor when deciding what your price structure is going to be.
You don’t have to be the cheapest, but you do have to be competitive. You also have to have selling points on why they should pay a little bit more to do business with you (unless you decide you want to be the cheapest…not recommended). Whether you are $500 more than the cheapest price or $1500 more, you have to be ready to justify why that customer needs to spend the extra money with you.
Having at least 5 good reasons why is usually a good starting point. You can use things like “We have been in business X amount of years and have a reputation of taking care of our customers during and after the sale” or “We may not be the cheapest in town but we have a great facility and a great team on board to give you the best experience and that the competition most likely has lower over head with a not so great facility, team or experience and that’s why they can offer a lower price.” These must be unique to you and your dealership. A good starting point would be to hold a meeting with each department and come up with what makes your dealership stand out from the crowd and why someone should do business with you over the competition.
Next you are going to want to do is figure out how you can maximize profits on these particular units that are price shopped the most. The number one way to do this is through add-on accessories (windshields, rear panels, roofs, audio packages, wheels/tire, bumpers etc.). 90% of these units get decked out with these accessories after they leave your showroom if you do not capitalize on it beforehand.
By creating a plan around these units to already have these accessories installed before they hit the showroom floor, you are able to make extra profit that you may have missed by not being aware of this. My suggestion would be to stay under the $4,000 mark. This alone can create an extra $1000-$1500 of extra profit on these highly price-shopped units. You have access to your order shipment statements and should be well aware when a unit that is not spoken for is on its way. Once this unit is shipped (or even before) get together with your Parts & Accessories Department and go ahead and pull the needed accessories for this “custom build”.
You should already have your accessories picked out and pulled before the unit arrives. Once it arrives these accessories are to be installed during the build process to ensure that it DOES NOT make it on the showroom floor before being completely decked out. By doing this, you are accomplishing two things, 1) guaranteeing and maximizing profits on these price shopped units and 2) you are guaranteeing that you are selling through accessories that you’re having to stock anyway. The manufactures are making you order these accessories and have them in stock, by doing this you are merely selling through what you are having to stock and not tying up your hard-earned dollars tied up in inventory.
The second thing you can do to increase profitability on these units is to have a hardcore F&I selling process — extended warranties, GAP, theft, GPS, etc. — 90-95% of these units are going to be financed in some form or fashion. By focusing on payments rather than the total price of the unit you can sell more back-end products. I suggest if you aren’t already you need to be menu selling with payments. Give them 4 options, the base package payment with just an ESC all the way up to the grand slam with all your available back-end products on it. (If you need help with this reach out to me and I’ll help you with this process.) If done correctly you can increase your profit on these units in this area by $1000-$1500.
People will buy these products if presented the correct way. The customer NEEDS to buy the GAP in case it gets totaled by a roll over or collision. The customer NEEDS to buy an extended warranty to cover their machine for the duration of the loan so that they can guarantee no more out of pocket cost in the future. The customer NEEDS that GPS or Theft to cover them in case someone decides to steal their machine. You must believe that these back-end products are good for the consumer. Heck, when I buy a car, I almost always buy the GAP because I always finance with no money down. If I had an accident the day I drive off the lot I’d be upside down if I didn’t. By believing in these products and propositioning them in a way that appeals to the customer you can increase your profitability on these highly price-shopped machines.
The last thing you need to do is to make a plan on how you’re going to roll these things out and educate your sales staff on how to handle this type of customer. There’s nothing more damaging to a sales person than not having an answer when this comes up. It will kill their ego and they will give up. You will often times hear “Well, so and so up the street is just giving stuff away” or “We can’t make any money cause so and so’s price is so cheap.”
This just means they don’t have the right ammo and they don’t have the right understanding about what’s going on or how to handle it. The difference between a decent or even good salesperson and a great salesperson is one that’s well prepared and well trained. If you don’t give your soldiers the
right weapons before you send them to war, they will get killed on the battlefield. You have to equip them to be able to handle this situation. By creating a plan and educating your sales staff you are equipping them with a freaking bazooka, a bullet proof vest and the confidence to go out there and win that war.
Overcoming the price shopper is hard. There’s not many people out there giving you an actual playbook on how to handle this situation. As crazy as this may sound, it’s not really all about the price. The customer thinks that by having a cheap price on hand when calling you that automatically they have the upper hand. By recognizing the problem and knowing that you need to do something about it you are already miles ahead of everyone else who will sit around and make excuses and cry about other dealers “giving stuff away.” It’s inevitable, and once you understand how to handle it you will look at it from a very different perspective.
So to sum this up, you have to 1) be aware of what units are being price shopped and what they can actually be bought for. 2) Set your pricing structure to be competitive and have AT LEAST 5 reasons why someone should purchase from you over the competition. 3) Setup processes to drive profitability in other areas like P&A and F&I. And 4) Make a plan of action and educate your soldiers. This is what I have done in the past to combat this issue and have been very successful with handling this problem and increasing sales and profit margins.
If you want more info or need help creating a battle plan and educating your staff, I’d be happy to get on call and see how I can help!
We help Powersports Dealers drive traffic into the dealership, leads into the CRM and ultimately help close more deals. Our digital marketing strategies are proven to increase dealership sales. Our main focus is driving clients to the dealership’s website as well as in the front door.
www.motorsportsmarketinggrp.com
