Dealernews Issue#10 August 2019 by Dealernews

DN 2.0 #10

50 years of

Vale Peter Fonda

Starring

PERFORMANCE CYCLE OF COLORADO • DEFINITIONS OF SUCCESS FLY SUMMER CAMP • INDUSTRY RESEARCH

CONTENTS 06 WORLD’S LUCKIEST MAN 08 EDITORS NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+ 20 DEALER PROFILE+

Bob Althoff Musing On 50+ Years Robin Hartfiel On One Small Step...

The Industry On Dealernews News Dealers Can Use Who’s On First?

Performance Cycle Of Colorado Success Story

24 INDUSTRY RESEARCH+ 26 INDUSTRY RESEARCH+

Dr. Paul Leinberger On 7 Rules For Success Lenny Sims NADAguides On Q2

29 SHOWTIME!

AIMExpo Updates & FLY Summer Camp

Currents From Around The eBiz

30 EXPO NEWS 32 SUMMER CAMP 34 PITSTER PRO 37 eDEALER NEWS

News & Notes #ColumbusRolls

Honda Hobbit Habit, Part III LiveWire, STACYC & eBikes: Harley-Davidson Vision For 2020

FLY 2020 Gear Unveil

William Douglas Little On Show Me Success

Minis At Summer Camp BMW & Harley Roll Out Peddle Power

38 eNEWS+ NOTES 42 eRESEARCH+ 48 OEM UPDATES+ 50 OPINION+ 52 PERSONNEL FILES

Alex Baylon On Successful Practices

54 NORTHERN EXPOSURE

Marq C. Smith On How They Measure Success iI Canada, Eh?

56 DIVERSITY+ 58 CONFESSIONS OF A CUSTOMER 60 MIC RIDEREPORT 62 ADVOCACY+ Alisa Clickenger On Success In The Women’s Market

Eric Anderson On Consumer Success What Does The MIC Do For You?

Don Amador On Successfully Gaining A Seat At The Table

OUR TEAM Bob Althoff W.L.M. Stan Simpson Vice President EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Eric Anderson Vroom Network Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer Dealer Advisory Board Bob Althoff Chairman

64 66

ADVOCACY+

70 72 74

OPINION+

Scot Harden Says Success Is Not A Number

WÜNSCHISMS

Uncle Paul On Successfully Dealing With Aliens Peter Starr On Taking It To The Limit

OPINION+

The Anonymous Dealer On Success

GEAR+

Editor’s Choice

78 RACE-TESTED 80 PRESS PASS+ 82 PARTING SHOT 83 AD INDEX 84 VALE+

Moose Gear For Team Mooch

Doffo Hosts Kurt Casselli Foundation Opportunity + Curiosity = Success By Don Musick This issue Brought To You By… Ave Atque Vale Peter Fonda

Joey Belmont Big #1 Sports Jim Boltz Lynnwood Cycle Barn/WMDA Jim Foster Killeen Power Sports George Gatto Gatto Harley-Davidson Malcolm Hunter Deeley Harley-Davidson Robert Kay Star City Motorsports Bob Kee Destination Cycle Jerry Lenz Beaverton Motorcycles Kurt Mechling Performance PowerSports Don Owens Dothan Powersports Mark Peterson Southwest Superbikes Sandy Stroope Boat World Honda Polaris

ADVERTISING John Murphy Publishing Consultant johnmurphy@dealernews.com Tigra Tsujikawa Sponsorship Manager (949) 861-0863 tigratsujikawa26@gmail.com Blake Foulds Account Executive (760) 715-3045 Blakefoulds@dealernews.com

getting is an ever expanding list of discrete initiatives aimed at “creating new riders.” When will we learn? Who will lead the effort? A well-conceived, National campaign with the reach and frequency needed to pierce the “noise”— it also needs to be funded with something on the order of $25,000,000 per year — yes, that’s the ticket! So with that modest proposal said, here is my list. These are the things this Dealer would see as “success” in our industry:

W.L.M.

By Bob Althoff

1. I have three of my nine grandkids (all under age 11) now riding. As much as I’d like to leave this earth knowing that all of them could enjoy the fun, friendships and adventures I’ve enjoyed over the last 50 years… well, I’d settle for five of the nine.

WHAT DOES SUCCESS LOOK LIKE?

2. The AMA with 3,000,000 dues-paying members, all supporting its advocacy efforts and the Hall of Fame… 3. The Harley-Davidson Motor Company Co. joins the Motorcycle Industry Council. It is time. Both parties win big. Just do it!

osing the question — “what does success look like?” — seems somewhat antithetical to a motorcyclist. After all, we have long since understood that “the journey is the destination.”

4. Millennials are between 22 and 37 years old now. As they enter their 40’s, I look for them to surprise us all and find life on two wheels.

Motorcycling in North America is big, diverse and in many ways unlike motorcycling anywhere else in the world. There are some starting points we should agree on before we start visualizing a successful end state. First, we are splintered. Hopefully not forever; hopefully not fatally. But for many reasons we are an industry, sport and lifestyle with way too many silos. Some of that was born in the days of early racing. Some as a result of our supporting institutions being slow to forge the alliances that would serve us well. Some of it just purely competitive juices at the various brands (both domestic and international). Whatever the reasons for our historical divisions — they are hurting us today. Unfortunately the leadership to heal these divisions is yet to emerge. In a world of “noise,” the noise the public needs to hear from us is not that of a well tuned V-Twin. It is the single voice of an industry with a compelling, emotional and irresistible call to come join the motorcycling family. We need only look to the “Go RVing” messaging to see what that might do for us. And yet, as of yet, all we are

5. We continue to represent “community” in a Nation sorely needing more of that. It is as simple as making sure “the wave” that we share as we pass on the road never goes away. And as profound as continuing to welcome women, youth, and minorities into our tree house. 6. That our institutions like Sturgis, Daytona, Rolling Thunder never fade away. Oh, and that includes the less formal desert meetups that families do every weekend out West. Every ritual is important. 7. That Lilly Farrow gets her Hall of Fame spot. 8. That we continue to be the most generous people in the most generous Nation on earth. The charities we support need us more than ever. I could go on… but it is time to go for a ride…. Bob Althoff W.L.M.

Editor’s Note By Robin Hartfiel

SUCCESS

Time For A New Definition?

ohn Murphy and I had a chance to catch up with AIMExpo VP/GM/Jill of all trades Cinnamon Kernes and the show’s Director of Sales & Marketing Andre Albert. Less than 40 days out from the industry’s premier event, they had just put the finishing touches on the 2019 Powersports Industry Week events… or were trying to. For every step forward comes a series of new pitfalls. Having spent more than a few years being affiliated with the trade show side of things, John and I could feel their pain. There are certainly similarities between shows and magazines and the landscape for both has definitely changed. And the changes are coming at an even more frenetic pace… Easy Rider is 50 years old, Peter Fonda has passed away and MAD magazine is ceasing newsstand sales as of October… and that is just the news of the past month. Certainly the past 12 months since we relaunched Dealernews at the AIMExpo in Las Vegas have been a wild ride! During our meeting with the AIMExpo folks we discussed what success means in this incredibly dynamic time… Is Dealernews being back a success, or is it just the start of things? The new norm of what success may mean is definitely different than what success meant to the magazine back in the day. The show folks are also facing the same quandary when people compare AIMExpo to the

old Dealernews Dealer Expo trade events. It was enough to make my head hurt to paraphrase the late, great Uncle Paul Wunsch (or maybe that was the beer?). Rather than suffering alone, I asked the real experts on Team Dealernews to think about the new definition of success from their unique vantage points. Does the recent Oceano Dunes “victory” feature last issue mean success to Off-Road Advocate Don Amador, or is it a call to action to protect our future rights to recreate offroad? Alisa Clickenger, is MIC acknowledging that 19% of motorcycle ownership is now female a success, or is it a caution that they changed the definition from “ridership” to “ownership” to provide a feel-good message rather than real “diversity” within the powersports industry? Marq Smith, how does “success” translate into Canadian, eh? Bill Little, isn’t Missouri still the Show Me State? What does success mean to a retailer in middle America these days? The answers that came back are intriguing, and a call to action. With the self-deprecating exception of Off-Road Editor Charlie Williams “I am the least qualified person to define success, I’ve never experienced it. Now if abject failure comes up for a subject, I’m your go-to guy!” — the answers are all different – and amazingly optimistic in the face of all the doom and gloom! Of course, Eric Anderson presents a third option and Bill Little blows things up by saying there is no such thing as “success.” I’m with Scot Harden in the fact that “success” is not a number. By the numbers, the powersports industry is more “successful” than when I first joined the team in 1990 and the industry was still reeling from the Consent Decree that eliminated more than 1 million new unit sales of three wheelers. We were at rock bottom before going on a wild ride of 13 consecutive years of double-digit growth. I’m not suggesting that we are poised for another success like that… but why not? From Bob Althoff’s column up front to the Anonymous Dealer and numbers guy Don Musick’s Parting Shot opinion at the back of the book, we have presented what the “new” definition of success is. For some dealers, being successful is a matter of still being in business since the 2008 crash. But maybe you could be more successful using Scot Harden’s Plus1 math where we all need to get just 1 new rider each? Or is the new definition of success quality relationships with repeat customers vs. volume sales to one-hit wonders, Dr. Paul Leinberger? The definition of success has changed... have you? Stop by the Dealernews booth at AIMExpo and tell me what the definition of success is to you! Former Editor-in-Chief and publisher of Dealernews circa 19902003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper was an editor of publications ranging from All About Beer to VW Trends.

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THANK YOU & FAREWELL I am retiring as Executive Director of ARRA. Much has happened during my 19 years with ARRA. Motorized recreation on public lands has reached a new level of support on the part of federal policymakers both in the Executive Branch and in Congress along with the recognition that this activity contributes to both the personal health of OHV enthusiasts and to the economic vitality of our country.

WELCOME BACK I’ve been meaning to reach out to you and let you know how glad I am that Dealernews is back! A quick perusal of the issue I just received reminded me of that. Literally every column and article is of value. Great job! Please pass along my congratulations to Robin Hartfiel and the rest of the crew! Kerry Graeber, Vice President MC/ ATV Sales and Marketing Suzuki Motor of America, Inc. Brea, CA

GET A JOB! How can I place an employment ad/ listing on your Dealernews.com site? New owners, new management new opportunities! RJ Loesch Monterey Peninsula Power Sports Seaside, CA Hi RJ: The live feed of of job postings found at Dealernews.com https://www.dealernews.com/Industry-Jobs comes from our friends at MotorcycleIndustryJobs.com — Jason Gearld can take care of all your needs. His e-mail address is: jason@motorcycleindustryjobs.com

Before I close, I want to thank a couple of individuals and the organizations for their longtime support of ARRA. Namely, Tim Buche and Kathy Van Kleeck, both of whom served as key executives for the Motorcycle Industry Council, Specialty Vehicle Institute of America and the Recreational Off-Highway Vehicle Association. Tim as CEO of these organizations and Kathy as the former head of the Associations’ Washington office. Not enough recognition is given to these trade organizations for all they do for motorized recreation. So, a sincere thank you for their support of ARRA for so many years! And finally, to all ARRA members, thank you for being a part of this journey with me. ARRA is you. It’s not about me. You are the ones who have consistently made the difference by contacting your elected representatives on critical OHV issues and in attending countless forums before the various land agencies for so many years (the RTP study and Oceano Dunes are the latest examples). Your collective efforts have made a positive difference for motorized recreation. ARRA is about to enter a new chapter and I hope you will continue to be a part of this effort. It’s mission to improve access to our public lands for motorized recreation remains of critical importance. In the months to come, you will be learning more about ARRA’s future; an exciting one at that, so please be a part it. Happy Trails, Larry E. Smith, Executive Director Americans for Responsible Recreational Access Washington, DC Orange, CA

HARLEY BEATS THE STREET A rising tide raises all ships. Our industry’s health is tied directly to Harley-Davidson. Even if they are your competitor, you better wish for their success as yours is tied directly to it. The Q2 earnings of $195.6m exceeding Wall Street’s expectation is good news. Scott Holbrooks, Product & Brand Director Simpson Helmets New Braunfels, TX

HARLEY Q2, PART II Fox News says Harley beat the Street, The Wall Street Journal claims the Q2 earnings of $195.6m missed the mark: https://www.wsj.com/articles/ harley-davidson-cuts-forecastfor-motorcycle-shipments11563880969?mod=searchresults&pa ge=1&pos=1 Perhaps instead of reading biased journalist interpretations... we should just read the report publicly produced by Harley-Davison and decide where the honesty lays? https://investor.harley-davidson. com/news-releases/news-releasedetails/harley-davidson-announcessecond-quarter-2019-results Tim Burke Via Facebook

SOUND OFF! Dealernews is indeed back. Join in the conversation by emails Editor@dealernews.com Check us out on Instagram: https://www.instagram.com/ dealernews/ Like us on Facebook: www.facebook.com/ DealernewsFan/ HATS OFF TO DEALERNEWS! Belated thanks for running the news of Hemlock Hat Company’s collaboration with American Honda Motor Company — greatly appreciated! Keep up the good work with Dealernews. Love what you guys are doing with it.

STRANGE BEDFELLOWS? I am wondering how we could have the announcement that Temecula HarleyDavidson has added BMW Motorcycles and is now Temecula Harley-Davidson BMW? Regards,

Chris Jonnum Jonnum Media Long Beach, CACA

Andre LeCompte Temecula Harley-Davidson BMW Temecula, CA

Follow along on Dealernews.com Tune into the new YouTube channel: www.youtube.com/channel/ UCZE6q4gQ5EIz0nOX4WaXw1w

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AUGUST 2019

FLAT TRACK FUTURES

American Flat Track race winner Johnny Lewis is all about the future of the sport. Working in conjunction with the AMA, Flat Track Futures will hold the inaugural Dunlop Florida Fall Classic at Volusia Speedway Park. The AMA-sanctioned event will take place October 18-19th, 2019, the same week as Biketoberfest which typically attracts more than 100,000 riders to the surrounding area for the week-long festivities.

WHAT, ME WORRY?

MAD Magazine Calls It Quits

End of an era as Easy Rider hits 50 years, Peter Fonda passes away and now iconic Mad magazine is set to disappear from newsstands in October after a nearly 70 year run. “Age hits everybody: It hits magazines, it hits the movies, it hits technology,” legendary Mad cartoonist Sergio Aragonés told The Washington Post. “It’s been a logical development.” From a peak circulation of more than 2 million subscribers in the ‘70s, the satirical comic remained a social gadfly and newsstand powerhouse. But by the 1990s, circulation dropped way off. In order to survive the magazine was cut from monthly to quarterly. But even that was apparently not enough.

“I’ve been running Moto Anatomy training programs throughout North America and Europe working with a range of riders for four years now,” Lewis explains. “I’ve come to realize there is a crucial need for an amateur orientated series that can showcase these riders and their incredible talents while gaining exposure required to connect with sponsors. I plan to establish a premier level amateur national series that provides young riders the tools to join the American Flat Track ranks when their time comes. My overall goal is to build an even stronger grass roots flat track community.” Moto Anatomy will also be hosting a two part event that will take place over two days with guest speakers from inside and outside the industry. The Summit will include demonstrations, visual seminars, and question & answer discussions with top professionals in their respective fields ranging from technical training set up tips to motivational speakers, athlete marketing and professionalism, and much more. For more details, visit www.flattrackfutures.com/ or follow @flattrackfutures

It will remain available to subscribers and through comic book shops but the magazine will produce no new content, instead all issues after that October will be reprints pulled from the past 67 years. “We have influenced or entertained a great many people who are now grown and introduced it to their children,” Mad cartoonist Al Jaffee told The Post. “It’s mostly nostalgia now.” “Of course we all knew this was coming,” Mad artist Tom Richmond wrote on his blog. “Last week, DC laid off one art director and three of the four remaining editors. Not too many magazines can keep publishing without any staff.”

COBRA SLIDES INTO FLAT TRACK RACING 12

Joining Johnny Lewis and the push for flat tracks’s future, Cobra Moto slides right into the newly formed AMA amateur flat track

series Flat Track Futures with a contingency support program for the 2019 October Florida Fall Classic and November Winter Olympics events. With strong efforts towards growing flat track from the ground up, Flat Track Futures’ main goal from the beginning has been to start with the youth classes and work its way up to gain industry support for the riders and families invested into amateur flat track racing. With support from Cobra Moto, Flat Track Futures announces its first OEM contingency program totaling $2400 for the 50cc and 65cc classes.

“We are pleased to welcome Polaris to the City of Fernley. The company’s innovative facility is a great addition to our community that will have a positive impact on our economic growth and development,” said Fernley Mayor Roy Edgington. Construction on the distribution center was completed within 12 months and was performed by Ryan Companies US Inc. The new distribution center currently employees 50 employees with plans to employ up to 100 at full capacity.

Cobra Moto will provide a 2019 contingency program for the Florida Fall Classic single day race event in the 50cc 4-6, 50cc 7-8 and 65cc 7-11 classes - totaling $875 payout. The Winter Olympics 3-day event will feature an overall contingency program for 5 classes including the 50cc 4-6, 50cc 7-8, 50cc Pee Wee 4-8, 65 MOD and 65 DTX - totaling $1525 payout. “This is exactly why I started Flat Track Futures,” says founder and flat track racer Johnny Lewis. “For years there hasn’t been any type of contingency programs from OEMs in the amateur ranks, and my goal was to change that.” More at https://cobramoto.com

MIC INITIATIVE TO BRING IN MORE RIDERS

POLARIS EXPANDS INTO NEVADA

Although not quite as mysterious as Area 51, Polaris has launched its first multi-brand distribution center hidden in the Nevada desert. Located in Fernley, Nevada, the 475,000 square-foot facility, will support Polaris’ growing aftermarket Parts, Garments, & Accessories (PG&A) businesses by providing additional capacity, improving delivery speed and customer service, and optimizing operations. Early operations and initial shipments began last month at the facility located just 30 miles east of Reno. The Fernley location offers an experienced workforce and access to prime transportation routes allowing Polaris to enhance customer and dealer service within the western region of the United States. “We are thrilled to be a part of the Fernley and greater Nevada communities. The addition of a western region distribution center to support our growing portfolio of brands and customers is an important strategic investment for the company,” said Steve Eastman, president of Aftermarket, PG&A at Polaris. “From initial concept through construction, this state-of-the-art facility has been designed to elevate service to our customers while leveraging innovative technology and impressive local talent to efficiently support an expansive range of products and brands.” As Polaris’ first multi-brand distribution center, the Fernley facility will serve Polaris, Transamerican Auto Parts and Kolpin customers. Similar to other Polaris distribution centers, the facility’s automated footprint provides flexible operations while supporting speed, quality and safety.

The Motorcycle Industry Council is launching a broad, long-term initiative to bring more people into the world of motorcycling. “It’s clear the industry needs to reach and inspire new customers,” said Paul Vitrano, MIC board chair. “While many of us, with our individual businesses, have taken steps to grow ridership, we also should be working together. To help us fully understand the barriers to entry, and to create an inclusive strategic plan to conquer those barriers that will be available to all stakeholders, we have partnered with a team of researchers and strategists to bring fresh perspectives to this challenge and opportunity.” MIC has hired consulting firm Centauric LLC to lead the first phase of this initiative. “Centauric has committed an impressive multi-disciplinary team of behavioral scientists, engineers, and business consultants, and takes a unique approach to problemsolving. We are excited to be working with them on this critical initiative,” Vitrano added. With the MIC’s in-depth library of primary industry research as a starting point, Centauric has begun conducting secondary and additional primary research that, after a series of ideation and solution labs involving a mix of industry stakeholders, will lead to a strategic plan. The plan will be presented at AIMExpo as part of the Dealer Summit session. “This is not designed to be a quick fix, nor is it just about sales,” said Chuck Boderman, MIC vice chair, and VP at American Honda. “It’s about showing people how motorcycles can fit into and enrich their lives, no matter where they live, what they do, what their hobbies are, or how old or young they are. This will take time, so we are committed to building a campaign that takes the long view. We strongly encourage the entire industry to attend AIMExpo to learn more about the program, and how united as one, we can attract new riders to motorcycling.”

AUGUST 2019

TRIUMPH’S GP BIKE FOR THE STREET

To mark Triumph’s return to top tier roadracing, the limited edition Daytona Moto2 765 is the closest thing you can get to a factory ride… and it is street legal! The exclusive engine supplier to the Moto2 World Championship, Triumph’s new Daytona is a celebration of their partnership with the MotoGP series.

TUCKER BUILDS HOUSE OF BRANDS

Following the recent unwind of the Motorsport Aftermarket Group (MAG) companies, and with a new leadership team firmly in place, Tucker Powersports is pleased to announce its ‘house’ of exclusive brands. The brands exclusively distributed by Tucker include the following. The list of premium brands comprises some of the most iconic names in powersports with a history of high quality, safety, innovation, riding experience, and attractive margin opportunity. ProTaper is the inventor of the oversized diameter handlebar without a crossbar. FirstGear has long been a pioneer in the adventure riding apparel segment. And for 15 years, DragonFire has provided premium side-by-side accessories that are now exclusively sold through Tucker. Tucker’s list of premium exclusive brands complements the range of other brands the company distributes. “Having these brands as part of the Tucker organization allows us to continue our focus on creating profitability opportunities for our customers,” stated Sebastian Bretschneider, CEO of Tucker. “Some of these high-quality and innovative brands are generating very significant ‘pull’ for our dealer customers. Organizing them in a ‘house’ of brands creates positive synergies to further strengthen the brands in the market.” Moving forward, Tucker will ramp up its consumer marketing, and merchandising efforts for each of these exclusive brands and focus on inventory levels of the products and product fitment that customers demand at the dealership level. “These brands have strong positions in the market. Our dealer channel will appreciate having exclusive rights to them through our Tucker dealer channel,” explained Greg Blackwell, Chief Commercial Officer at Tucker. “We’re excited to continue bringing value to the powersports industry and specifically our dealer channel.” To become an authorized Tucker dealer, click here: www.tucker.com/becoming-a-dealer

This is not just some race replica paint scheme applied to a stock street bike, according to the Brit bike builder. “The engine is derived directly from the Moto2 spec powerplant, cranking out 128 HP peak power at 12,250 rpm and delivering 59 LB-FT peak torque at 9,750 rpm — Triumph’s highest ever power and torque from a production 765.” But wait, there’s more racing sourced goodies! Engine upgrades include titanium inlet valves, stronger pistons, MotoGP-sourced DLC coated gudgeon pins, new cam profiles, new intake trumpets, modified con rods, intake port, crank and barrels. The increased compression ratio and red line raised to 13,250 rpm results in the engine revving 600rpm higher than the Street Triple RS… And the Arrow titanium race can sound the part, too. The same chassis as utilized by the Moto2 engine development prototype and the BSB Championship-winning, multi-time Isle of Man TT Supersport race-winning Daytona R goes into the mix. Triumph says this results in unbeatable agility and precision, which, on top of the highest ever specification, makes this new model the most dynamic and precise handling Daytona ever produced. Full carbon bodywork, 5-spoke cast aluminum wheels, Öhlins 43mm NIX30 front forks and a TTX36 rear shock, race-spec Brembo brakes and Pirelli’s latest-generation, highestperformance road tires, the Diablo Supercorsa SP round out the trick bits of kit the Moto2 765 is equipped with. Also for the first time ever on a Daytona, riders can take advantage of five new riding modes enabled via ride-by-wire – Rain, Road, Rider Configurable, Sport and Track – all of which adjust the throttle map, Traction Control and ABS settings to suit the riding style and road conditions. There is even a quickshifter for clutchless gear changes. With a limited run of only 765 motorcycles for North America (and another 765 for the rest of the world), the new Daytona Moto2 765 Limited Edition is a rare, special and truly unique machine. Each bike features a billet-machined Moto2-branded aluminum top yoke displaying its laser-etched unique limited edition number.

BOOTH

#1601 @AIMExpo

WE KNOW DIRT Visit Us @ AIMExpo Booth #1601; Select Areas Open For New Dealers! From the small competition dirt bikes, called pit bikes, to the larger competition MX models, we have the complete line-up of quality and affordable models for any rider. Announcing the all new SR300S, a great addition to the SSR line-up. Price at an affordable MSRP* of $4,399. VISIT YOUR LOCAL SSR MOTORSPORTS DEALER TO SEE THE AVAILABILITY OF THE NEW MODELS. /SSRMotorsports /ssrmotorsports

/SSR_Motorsports

SR300S SPECIFICATIONS * Engine Type.......................................300 cc, Single Cylinder, 4 Stroke, Liquid Cooled w/ Fan Bore x Stroke...........................................................................................................82 mm x 53.6 mm Compression Ratio.....................................................................................................................10.6 : 1 Rated Output...................................................................................................30.84 hp @ 9,500 rpm Fuel Supply............................................................................................................Carburetor, 35 mm Starter.................................................................................................................................Electric / Kick Transmission..............................................................................................................................6 Speed Front Suspension............Rebound / Compression Adjustable Forks, Inverted; 10” Travel Rear Suspension.................Spring Pre-load and Rebound Adjustable Shock; 10.5” Travel Front Tire...............................................................................................................................80/100 - 21 Rear Tire.................................................................................................................................100/90 - 19 L x W x H............................................................................................................85.4 x 32.3 x 50 inches Seat Height...........................................................................................................................37.4 inches Wheelbase...............................................................................................................................57 inches Minimum Ground Clearance..........................................................................................11.4 inches Fuel Tank Capacity............................................................................................................1.71 gallons Dry Weight..........................................................................................................................256 pounds

A Model For All Riders. SSR, “We Know Dirt”!

* MSRP does not include destination charge, set up, tax, title, license or any other dealer fees. Specifications and pricing are subject to change. Please visit www.ssrmotorsports.com or your local dealer for details.

Brought To You By MotorcycleIndustryJobs.com time and experiences here at BMG. I am proud of the work that I’ve accomplished here together with your help. I wish you the very best in your future endeavors and wish nothing but success for BMG.” Hit him up on social and keep him in mind for any projects you may have.” Although John is gone, Bonnier will be at AIMExpo based in the two Cycle Volta Pavilions Booth #113 and Booth #123.

After more than 25 years of dealership experience, Lenny Baker has shifted to the OEM side to join Sherco. After a stint with Competition Accessories (remember them), he moved over to Iron Pony where he’s been for the past 11 years. “I have 25 years of dealership experience in sales, service and parts departments. I most recently managed a dealership that started as a single line dealer in 2008 that has grown to a 17-line operation with two locations,” says Baker. “Now I am now the National Sales Manager for RYP USA heading up the sales team for the French-made Sherco motorcycles. I am waiting on the new 2020 Shercos to get here so I can add a SC 250 Cross Country to my garage.” Riding and racing in the dirt has been a way of life for Baker since his first Suzuki JR50 back in 1980. “Two wheels are my passion.” Meet Lenny and see the new Sherco 2020 line-up in Booth #1207 at the AIMExpo in Columbus.

Media guy shifting gears: former TransWorld MX stalwart and most recently Bonnier biz dev guru John Simanovich says, “I’m leaving my position as Business Development Manager here at Bonnier Motorcycle Group. I have worked alongside some amazing friends and colleagues, and have grown and developed a lot in my career,” he adds. “I will never forget my

Heads up! Long time Bell Helmets creative guru Casey Potter has hung out his shingle as a creative director and brand strategist. “As a creative director I have extensive experience leading crossfunctional teams to create and execute innovative B2B and B2C brand marketing solutions,” he says. “I have successfully developed advanced creative launch strategies. I am an expert at creating cohesive strategies across both digital and analog landscapes.” If this is what your brand needs, get more details at https://caseygp.com/

Glenn Summers

J.T. Sharpe Fresh from Sturgis, MUC-OFF North America continues to clean up. In view of 60% year-over-growth in the North American market, the U.K.-based business has hired Glenn Summers as West Coast Sales & Event Associate; and J.T. Sharpe as East Coast Sales & Event Associate. “Muc-Off’s expanded staff are committed to supporting the North American powersports community, retailers, and distribution reps,” says Tony Zanca, Head of North American Sales. “It is exciting to have both Glenn and J.T. join the team this year. Their expertise on product and support for the industry has really helped our brand awareness grow in North America.” Muc-Off products are available to dealers via Parts Unlimited/ Drag Specialties (Booth #1931) and Tucker powersports. Canadian retailers can purchase Muc-Off products through Kimpex, who will be in Booth #1313 at the AIMExpo.

Can’t tell the players without a scorecard? We highlighted new Tucker Powersports president & CEO Sebastian Bretschneider last issue, but there were some more shifts to the leadership team. Greg Blackwell brings over 30 years of powersports industry experience to his role as Chief Commercial Officer, having worked for KTM North America, Lemans Corporation, Metzeler Motorcycle Tire North America and most recently with MTA Distributing. He has a strong industry background and proven track record in brand development, advertising and marketing, sales force development, dealer networking and powersports distribution. His focus is on building relationships, delivering an outstanding experience to dealers, and growing market share through strategic partnerships to achieve sales and revenue goals and continue to improve the Tucker organization. He was recently recognized as one of Dealernews Top 100 Leaders in Powersports. Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

As both a strategic and tactical supply chain and operations executive, Danny Anderson built his career in global supply chain management by innovating and leading top caliber supply and logistics operations across diverse industries. With a BS in Business Administration & Management from Pepperdine University, Danny will oversee purchasing, warehousing & transportation operations, inventory planning and merchandising for Tucker. Danny brings over 25 years of supply chain management experience at several fortune 500 companies.

Jason Potter stays in his role as VP of Sales after three-and-a-half years as part of the Tucker sales team, first as the Central Area Sales Director, then as Western Area Director of Sales. With a Business Administration degree from the University of Texas at Arlington, and a background in the consumer electronics distribution, repair, and manufacturing, Potter has a proven record of success in the highly competitive mobile telecommunications market as well as the powersports industry. His goal is to deliver powersports dealers unique customer experiences and to ensure Tucker is value-add partners to its dealers and their business.

VP of Marketing Jim Barker is a driven leader with 25 years of experience selling and leading sales and marketing organizations. He enjoys helping teams drive revenue with an innovative approach to providing unique customer experiences, where issues are resolved, and desired outcomes are achieved. With a Business Administration degree from Tarleton State University, Barker is responsible for growing and developing Tucker through creative marketing services that provide value to dealers and help support the sales organization. His goal is to help dealers drive retail traffic to their stores and web storefronts to purchase more powersports parts and accessories.

Alejandro “Hondo” Huerta brings over 15 years of progressive Financial experience with him and brings to Tucker a focus on Accounting, Finance, Risk and Treasury. He has a strong record of successfully leading organizations across multiple industries and platforms including Consumer Products, Hospitality and Gaming. He has led major global bottom and top-line initiatives including footprint rationalization and global business strategy implementation. His focus is on the development of a strong culture of accountability driven through a clear understanding of business decisions on financial results.

VP Information Technology & Process Excellent Troy Rochat brings more than 25 years of experience in information technologies management, aftermarket distribution and operations specializing in the implementation and business integration of large-scale IT/ERP solutions. He has extensive experience in managing aftermarket logistics, including materials management, part configuration, inventory optimization and warehouse operations and has leveraged the Toyota Manufacturing System for more than 18 years. A graduate of Friends University and Wichita State University with degrees in Mathematics, Computer Science and Executive Management, Troy is an energetic change advocate with a perceptive, balanced set of skills centered around employee engagement, leadership and communication.

Kristin Krotosky is now Director Of Talent for Tucker Powersports. She joins the team with 14 years of HR experience in a wide variety of industries. She will focus on expanding Tucker’s talent and organizational capability while working closely with the leadership team to develop new programs related to employee engagement, talent development, succession planning and diversity. Krotosky’s focus will be on honoring the company’s culture while continuing to cultivate an environment where our people can grow and thrive.

THE ULTIMATE DESTINATION RETAILER? Performance Cycle Of Colorado By Alisa Clickenger

ob Reardon is a happy guy. A gregarious fellow sitting with his wife on a comfortable sofa in a living-room-style area surrounded by motorcycle sprocket art, racing memorabilia and a large screen TV, he’s quick to share his affinity for this establishment. He’s been a customer for more than 15 years at three of the six different locations of the store’s history, and greets owner Don Waddill by first name. This is his second visit to Performance Cycle of Colorado. Today. Just for fun… and never mind the gargoyle looking down on him. Not merely a motorcycle store, the Waddill family has created their Centennial, Colorado, retail establishment as a motorcycle shopping destination. Built by the family from the ground up, their attention to even the

smallest details of the retail shopping experience have all been exceedingly well thought out. Taking advantage of the slope of the land they purchased in 2014, there’s an entire basement shipping and receiving area, plus storage area underneath the main retail floor. Product comes in the lower level truck bays, then gets sent to the upper, retail level via an elevator, then proceeds out the front door with the customers. When customers come in that front door there’s an observable and well executed retail journey through the store with a clear pathway to sales. Designed to be a department store for all things motorbike-related, there are clearly marked – and marketed – retail spaces organized by riding discipline.

Following the department store model, the traffic flows in a circular pattern in order to give people the most visual stimulation as well as giving customers access to all goods. When you walk into Performance Cycle and want street or sportbike apparel, circle left. Up for the dirty disciplines Colorado is famous for? Circle to the right. And this is one motorcycle store where the women and kids are not forgotten. Instead, they are embraced with their own distinct and welcoming shopping areas, with not one but two women’s sections – on both the street and the dirt side of the store.

comfort and convenience, there were five parts people serving up moto goodies to eager customers. The parts department is conveniently located right next to the glass-walled, pristine looking walk-in tire mega showroom that takes up two thousand square feet of the retail footprint. Having the ability to buy in bulk, Performance Cycle’s tire selection and pricing is comparable to any online retailer. Their computer cataloging system for creating custom labels for each tire pays off and wows the customers, making it super simple to find the exact tire that meets their needs. The only form of service their shop offers is a tire service, and their single, dedicated ‘tire guy’, Zach Hodges (who formerly worked at nearby Woody’s Wheel Works) knocks out between 20 and 40 tire changes per day in his glass-walled studio.

The family dirt section is laid out with a fantastic selection of goods on smaller racks, benches for the smaller tikes to try on boots, and even some playthings to keep the youngest of enthusiasts entertained while the serious shopping takes place. Think of Nordstroms not Payless! There are even seven proper changing rooms, which are decidedly more than just bathrooms in which customers can try on gear; these are deluxe stalls with draw curtains and an inviting and fun atmospheric flair. All paths lead to the parts department at Performance Cycle. Quite literally, actually, as the retail pathways through the store head straight to the neon-illuminated parts department. Purposely built with no walls, the Weddill’s wanted to hyper accentuate the parts department and all they had on offer, with a feeling of ‘gee, they really have a lot of stuff back there’. “Belly on up to the parts bar,” chuckled Don Waddill, the family patriarch. “The parts department is a huge part of our business. We’ve got six stations with which we can service customers.” Lined with bar stools for maximum

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Continued on page 22

Continued from page 21

The parts department and tire showrooms are opportunely juxtaposed on the other end of the main retail aisle from the big-volume customer cash out pavilion with six checkout stations. A clever cross between a supermarket and a mall store customer checkout pathway, once again customers are guided though a retail shopping experience of last-minute checkout must-haves like maps, ear plugs and other useful low-dollar add-on gadgets. While its big business in the big retails store, Don still keeps it fun. On my tour, the checkout ladies are fondly referred to as the “ornery bunch.”

living room for family-only meetings and late-night stayovers at the shop.

The store took over two years to build, and is a total of 60,000 square feet. The current iteration of Performance Cycle is the Waddills dedication to their children and the family-first model of running a business. “The kids are most of the reason we built this 38-year legacy,” said Don.

Performance Cycle of Colorado is steeped in family, the outdoorsy motorcycle lifestyle and in motorcycle racing. Waddill originally began the business as a drag racing build shop with a buddy and a beer, but it’s the family experience which keeps the customers coming back year after year. Even with a state-of-the-art facility, the Waddills have somehow managed to maintain the ‘mom and pop’ feel for the business, even in thirty thousand square feet of brisk and bustling business. Don’s Wife Bernadette is on site every day and runs the finance end of the business. Daughter Nicole and son Lance are deeply involved in the day-to-day operation of the business, each also having made significant contributions to the design of this store. So clever is this design, that on the upper level, where each family member has their very own glass-fronted enclosed office, in the back corner there is also a studio apartment complete with a bedroom, full bathroom, kitchen and a

Yet the Waddill legacy isn’t just about family; there’s a healthy component of giving back to the community. They were the first official sponsor of the Motorcycle Relief Project, and every December Performance Cycle wheels all their retail displays to the edges of the space in order to host their year-end banquet/fundraiser. The store caters the beer and wine and they have an auctioneer come in and get the fundraising party started. Motorcycle clubs also meet at the store, using the parking lot and the interior lounge area as a place to gather. Gatherings and events are a core part of the Performance Cycle of Colorado sales dynamism. In June they host a carnival-style bike night with vendors, food trucks and the Colorado craft brew beer truck. There are slow drag races, a road course, a cone course, a raffle and store promotions aplenty. Their annual sale is an event that many customers anticipate all year long.

As the largest accessory-only store in the nation, Performance Cycle employs over 25 people full time. Is it a seasonal business in Colorado? Somewhat. The Adventure Segment is a huge contributor to the store’s bottom line. “Colorado is an active state and a lot of people dirt bike and bicycle here. The Colorado Backcountry Discovery Route got a lot of people interested in riding through the state, and we service that crowd as well,” said Don. Adventure has its own well-defined portion of the store, as does Cruiser, Sport and Dirt. Performance Cycle does big business in chemicals, and with the ample storage in the basement of the building they can keep pallets full of dead batteries until recycle time. The basement storage space, the entire size of the upstairs retail footprint, also offers space to store a bevy of displays and racks, so they have the ability to continually change the look of the interior of the store in order to keep it visually fresh and ever-changing. And, thanks to the younger generation of Waddills, the more things change the more they’ll remain the same at Performance Cycle… but there is still that gargoyle overlooking everything!

7375 S Fulton St Centennial, CO 80112 303-744-2011 https://performancecycle.com/

AUGUST 2019

That won’t surprise you. You have heard me say over and over again that “demographics is destiny” and that you need to understand the needs and wants of your customers. You can have the best products, a brilliant market strategy, an effective pricing structure and even an ample budget, but if no one wants what you are selling, you are going to fail. It is worth saying one more time: What market need are you fulfilling? 2) Solve A Problem Successful powersports dealers are good at solving problems. They ask themselves every day: “What is a problem that needs to be solved – and can I come up with a solution?”

Dealernews Research By Dr. Paul Leinberger

At your next staff meeting, ask your staff: “What problems are customers coming to you with?” Keep a running list of them – somewhere for all to see -- and check them off as you solve them. Big ones and small ones, it doesn’t matter. You’ll be surprised at the power of problem-solving.

DEFINING SUCCESS

For example, in the June issue of Dealernews (“Confessions of A Customer”), Eric Anderson asked the question (and I’m paraphrasing): “Why has the powersports shopping experience become the same everywhere?” Perhaps you don’t think that’s a problem, but if you do, what could you do to differentiate your store? To my mind, that’s a problem worthy of some serious thought – and action.

3) Serve An Unserved Or Under-Served Market Segment Many, if not most, great companies either created a new market (by meeting a need or solving a problem) or they entered an old market by doing something that was overlooked or deemed too difficult.

Recently, I was asked this question by a very successful dealer (which should tell you something right there) and I said: “Well, I have some hunches, but let me get back to you in few days. I’ll do some research and see what I can discover.”

Ask yourself, who is being underserved in our market? Generation X? Women? African Americans? Hispanics? Asians? There is an underserved market out there that you could be serving. What is yours?

The Seven Secrets of Successful Powersports Dealers

hy do some dealerships thrive and others do not? What is it: the products they sell, their location, their sales and service departments, their aftermarket selection?

As you might expect, there is no shortage of advice out there. Do a Google search on successful small businesses and the references run into the hundreds of millions. Hundreds of books, thousands of articles – from scholarly treatises to smart-ass advice. However, there actually are some commonalities – lessons to learn: 1) Meet A Market Need According to the Bureau of Labor Statistics (http://bls. gov/bdm/us_age_nais_00_table7.txt) 20% of small businesses fail in their first year… and about 50% fail in their first five years. There are a variety of reasons why they fail, but the number one reason, according to CB Insights (http://www.cbinsights.com/research/ startup-failure-reasons-top/) there is no market need.

4) Have A Clear Objective Successful powersports dealers have laser vision. They are singularly focused on meeting their goal – and won’t be deterred by the inevitable doubters and second guessers. Having a North Star to follow is critical because it focuses employee efforts and helps the dealership make critical decisions about where to put its money. A Gallup meta-analysis of 192 small businesses (http:// www.gallup.com/workplace/236537/why-companymission-driven.aspx) found that companies driven by a clear objective are not only more successful, but they experience increased employee retention, stronger customer engagement, better strategic alignment and better decision-making. 5) Take Risks Successful powersports dealerships aren’t afraid to take calculated risks. In fact, it is one of the qualities that defines them and sets them apart. They live by the old saying: “No risk. No reward.”

They also have learned to celebrate failure and embrace rejection. They know that you can learn from your mistakes – if you are willing to. 6) Put The Team First Successful powersports dealerships KNOW that to be successful, team must be paramount. This begins by picking the right players. The most important thing to look for in the people (you recruit) is a team-first attitude. Strive to win, but always “win right, with commitment, teamwork, and integrity.”

7) Build A Strong Culture To sustain a successful dealership beyond its founders, it is crucial to build a strong and supportive culture. “Not have the right team running the business and a lack of a strong culture” is the third most cited reason why small businesses fail. Successful dealerships recognize early on that they need a strong team committed to the business and an organizational culture that supports and reinforces a passion for the business. Bottom line: If you lead a dealership, your TOP priority must be the well-being and success of your people. Everything else must come second.

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

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AUGUST 2019

Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Market Insights Power The Market Values

ruisers are seeing a surprising resurgence in Q1-Q2 2019. What isn’t surprising is that Harley-Davidson is the top researched brand at NADAguies.com with 50% of all look-ups going to The Motor Co. On the touring side, Harley is doing even better with 78% of the total look-ups — no other OEM is even close in terms of research activity. Please note that we are only including the most recent 10 model years in our graphs now, so some of the figures will look different than previous results. Last month we explored motorcycle values. Cruisers are bringing 4.5% more money in the first half of 2019 compared to the same period of 2018… which coupled with the volume of look-ups bodes well for clean, late model Harleys on the market. This result suggests the segment still has legs despite demographic trends. The mix of category views among consumers, dealers and finance companies is also interesting. The strong activity on the touring side and cruiser category is coming from dealers going where the money is! ATV and Side-By-Side look ups are

driven by consumers looking for bargains. Value vs. volume? Our money is on the smart dealers in this equation. Although UTV activity is still running 3.3% behind Q2 of 2018 there is still signs of life, especially with with flood of new models coming out. Sport Side-by-Sides started the year strong. but had only a slight bump in the second quarter… but look for that to change with Honda getting serious abut the Talon. This segment is averaging essentially equal pricing year-over-year. Bottom line: consumer spending is trending upward because people have jobs. According to the Bureau of Labor Statistics, the unemployment and Labor Participation rates continue to go in the right direction. This should support values in the powersports market through the rest of the summer.

About NADAguides.com NADAguides.com, the largest publisher of the most market-reflective vehicle pricing and information available for new and used cars, classic cars, motorcycles, boats, RVs and manufactured homes, offers in-depth shopping and research tools including a broad range of data, products and service and informational articles as well as tips and advice. NADAguides. com also produces electronic products, mobile applications, raw data, web services, web-syndicated products and print guidebooks. NADAguides.com is operated by National Appraisal Guides, Inc., a division of J.D. Power.

J.D. Power/NADA Guides, Inc. 3200 Park Center Drive, 13th Floor Costa Mesa, CA 92626 (800) 966-6232 Fax (714) 556-8715 www.nadaguides.com/Motorcycles AUGUST 2019

North America’s Most Important Powersports Tradeshow and Industry Gathering •

See new products from 500+ OEM's, distributors, aftermarket manufacturers and service providers

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Powerful dealer education designed to make your business more profitable

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New floorplan, lifestyle features and schedule make it easier to access the products, tools and education that are most important to the growth of your business

Free Dealer Registration Now Open at AIMExpoUSA.com

SHOWTIME

DEMO DAYS

Ready Roll PAGE 31

WELCOME TO INDUSTRY WEEK

AIMExpo Races Into Columbus PAGE 30

SHERCO SET TO STEAL SHOW

2020 Model Roll Out PAGE 31

SUMMER VACATION

FLY Launches 2020 Gear PAGE 32

Welcome To Powersports Industry Week 2019! Building on the success of last year’s Powersports Industry Week℠ AIMExpo is ready to rock Columbus when the industry rolls into town this month. The goal is together dealers, manufacturers, service providers, media and consumers under one roof at one time in the centrally located city of Columbus, starting with the Dealer Summit on Wednesday, September 25. The 2019 Dealer Summit will feature small business expert, Forbes columnist and renowned author, Gene Marks. The summit has been designed to give the most engaged powersports dealers a fresh outlook on current hurdles and opportunities and all attending dealers are welcomed. There will also be a general session for the entire industry on Thursday afternoon at 4 pm. Open to all attendees and exhibitors, this year’s topic is “Increasing Ridership – A Commitment to Building our Future” as the Motorcycle Industry Council will update its recently announced strategic initiative. Playing with the toys is one of the reasons many of us got into to the game in the first place, so the AIMExpo Outdoor! demos will be running ALL FOUR DAYS of the show. This is your best opportunity to experience the latest 2020 models from your competition. Harley-Davidson, Honda, Husqvarna, Kawasaki, KTM, Royal Enfield, Suzuki, Vanderhall and Yamaha are all participating in the demo rides this go round. Don’t forget the dealer education, industry party, job fair, Shop Builders Invitational Custom Bike Show and the new Sideways Saturday Hooligan races all happening as part of the extended Industry Week festivities!

AMA Motorcycle Hall Of Fame Bike Night

Everyone Is invited To After Party! Everyone is invited to the 2019 AMA Motorcycle Hall of Fame Fall Bike Night, offering free admission to the Hall of Fame museum, a bike show, exhibitions, live music, vendors and more from 5-9 p.m. Friday, Sept. 27. The event, which starts when AIMExpo closes for the day, will be on the campus of the American Motorcyclist Association, 13515 Yarmouth Drive, Pickerington, Ohio. This is just a short ride from the Greater Columbus Convention Center. “During Bike Night, the campus is open to the community, giving everyone a chance to learn more about the AMA and the AMA Motorcycle Hall of Fame, while hanging out with fellow motorcyclists, enjoying food, entertainment and vendors,” says AMA Recreational Riding Manager Heather Wilson. The AMA Motorcycle Hall of Fame Bike Show, presented by Old Bike Barn, includes classes for custom, classic and current bikes. Entry is a $5 donation to the American Motorcycle Heritage Foundation. Bands will perform throughout the evening on the Old Bike Barn stage. National pro trials rider Sam Fastle will be demonstrating his motorcycle mastery at 6 p.m. and 8 p.m. Beer from North High Brewing will be available for purchase, as well as food from various food trucks. In addition to dozens of motorcycles on the upper floor commemorating Hall of Fame inductees, the museum currently features the exhibit “Six Days – U.S. International Six Days Enduro Teams and the Chase for the World Trophy,” celebrating the history of U.S. competition at the FIM ISDE, capped by the 2016 title in the FIM World Trophy division. The display includes the four bikes ridden by the 2016 ISDE champions, along with Kurt Caselli’s 2013 ISDE bike, Dick Burleson’s Husqvarna and Jeff Fredette’s Kawasaki. All proceeds from Bike Night benefit the AMA Motorcycle Hall of Fame. The AMA established the AMA Motorcycle Hall of Fame in 1998 to honor the legends and heroes of American motorcycling and highlight their achievements and contributions to motorcycling.

Sherco Set To Steal Demo Daze! The Show Sherco off-road motorcycles will be attending the 2019 show for the first time ever, and will be displaying its full lineup of 2020 motorcycles, including enduro and trials bikes. The company was formed in 1996 as Ryan Young Products by 6-time Trials Champ Ryan Young. In 1999 RYP was named the sole US importer for the Spanishmade Sherco trials motorcycle line. Sherco USA originally focused on the Bultaco and Sherco brands, concentrating on the distribution and support of trials bikes. After years of continued success, the operation eventually grew to be the largest distributor of trials motorcycles, parts and accessories in North America. Fast forward to today, Sherco USA sells and distributes the entire range of more than 20 Sherco motorcycle models, which includes its entire lineup of trial and enduro motorcycles with a wide variety of engine displacements available. This means US consumers have a one-stopshop for all Sherco products, including its entire line of motorcycle parts and accessories. “We’re thrilled to be exhibiting at AIMExpo this year and to show off the newest additions to our lineup,” said Sherco USA Chief Marketing Officer, Bryan Kraham. “The show boasts an incredibly well-rounded group of brands and companies from the Powersports Industry and we’re excited to engage with the massive number of dealers and consumers at the show.” “We’re happy to welcome Sherco as a first-time exhibitor and it’s great to see a new OEM trust AIMExpo presented by Nationwide to reach dealers and consumers from across the country. This shows us that we are moving closer to our goal of being the platform the Powersports Industry trusts to help grow and do business efficiently,” said Andre Albert, Director, Sales and Marketing, MIC Events. Sherco USA will be showing off its 2020 lineup of 2-stroke and 4-stroke enduro and trials bikes in Booth #1207.

Located five minutes from the show floor, AIMExpo Outdoors! will feature nine of the leading motorcycle manufacturers offering test rides of their latest models on the open road. The OEMs participating in demo rides include Harley-Davidson, Honda, Husqvarna, Kawasaki, KTM, Royal Enfield, Suzuki, Vanderhall and Yamaha. Kawasaki has already confirmed it will bring a number of Ninja and Z motorcycles, as well as the new Versys1000 SE LT+ and the W800 CAFÉ neo retro take on a classic. Joining the demo line-up for the first time ever at AIMExpo, KTM is bringing a full fleet of its streetbikes, including everything from the 390 Duke up to the 1290 Super Duke R, as well as the 790 Adventure, 1090 Adventure R, 1290 Super Adventure S and 1290 Super Adventure R plus the 690 SMC R. Stablemate Husqvarna has the 2020 Vitpilen 401, Vitpilen 701 as well as the Svartpilen 401 and Svartpilen 701 scheduled. “Being able to test ride and experience so many motorcycles, along with 350,000 sq./ft. of indoor exhibits with hundreds of exhibitors is a unique and valuable experience,” said Andre Albert, Director, Sales & Marketing, MIC Events. “Today’s consumers make buying decisions based on experiences and there’s no better way to get a feel for what new bikes offer than to ride one. AIMExpo Outdoors! is the ultimate experiential playground for every motorcycle enthusiast.” While the indoor expo will be accessible to the public on Saturday and Sunday only, AIMExpo Outdoors! will be open to the public on all four days of the show during the following show times: Thursday, September 26th, 10am - 4pm Friday, September 27th, 10am - 5pm Saturday, September 28th, 9am - 5pm Sunday, September 29th, 10am - 5pm

AUGUST 2019

FLY SUMMER CAMP Seeing The New Gear 2020

ack to school always meant those dreaded “what I did on my Summer Vacation” essays. However this year, Dealernews went to FLY Racing’s Summer Camp in Boise, Idaho. Now how to fit three very full days — where we were able to test out the gear, slide down five stories, roost around Skyline Motocross Park, go white water rafting and single-track trail riding up in the mountains of Boise — into a single essay? “Before we get blown off the top of this building, I would like to welcome everyone to see what we have been up to,” said WPS CEO Craig Shoemaker from the roof of Jack’s Urban Meeting Place (JUMP). Featuring slides, including a five story drop to the ground, and antique tractors outside the presentation area where the media saw the new FLY gear for the very first time, the roof top unveil was a great way to start summer camp. Having heroes like Andrew Short, Weston Peick and the “Beast From The East” Damon Bradshaw on hand to bench race with was definitely icing on the cake.

“We want you to understand the culture of the FLY brand and everything we’re trying to do up here in Idaho,” said FLY Racing sales manager Jason Thomas. “We’re not located in Southern California, so sometimes we can be forgotten about. But we are trying hard here in Boise, we’re trying to build better products and we’re trying to fulfill our responsibility to riders to build safer products and better performing products. And ultimately we want everyone out there looking as cool as possible, too. “We had taken some huge steps with the gear in 2019 so we had planned just to make some refinements for 2020, but we have made some really fundamental changes for this year,” said Jason Thomas. A former pro racer, JT$ had a hand in every step of the 2020 gear’s creation. “Jerry Lathrop our creative director will say ‘let’s build safe stuff’ and I go ‘let’s make cool stuff,’ and the sales team want us to have the most affordable stuff— there is always that battle between sales, the design team and the marketing team. “But in the end, it’s all about family and we are all here trying to build the best brand we can and fulfill the dream of Craig Shoemaker and Terry Baisley came up with so many years ago,” says Thomas. “There has been a handing off the responsibility to the younger generation. We now have to execute the plan and fulfill the dream. There were all these things they wanted to accomplish and all of us like myself, Cole Siebler, Cameron Coltrin and Jeff “Norcal” Northrop want to fulfill everything they set out to do.” With that in mind, the 2020 gear is as close to perfect as the team can make it, even it doesn’t appear radically different to the naked eye. “We have made more nuanced changes that you might not see at first glance, but when you ride in it, you will notice the stretch panels are a little different, the ventilation has been adjusted,” notes Thomas. “You name it, the design team upgraded it.

“We’ve grown so much that when you go out to the track, you are probably going to see somebody else in FLY Racing gear but hopefully you don’t want to look exactly like the person on the bike next to you. Giving people some variety is what we tried to keep in mind.”

FLY Summer Camp counselor Damon Bradshaw with star-struck kid form Indiana Jason Gearld.

However, the beauty of the new gear is more than skin deep cosmetic options. “The DST stands for Durable Stretch Technology which is exactly what we are attempting to do… keep the durability that current customers love and add in that stretch material where modern MX gear is going. We have combined the stretch material with an athletic cut… it is really the perfect combination of both.” Our creative team feels they have to build the absolute safest product that we can. That means innovation, that means new materials and changing current products… it is an ongoing process. I think whether it is us or any gear on the market, protective materials are going to be the next step for everyone.” Comprised of Kinetic, Hydrogen and Evolution lines, the new gear dropped at dealerships in August to give retailers a holeshot on the holiday selling season. The public had their first look at Washougal (and a nice FLY Summer Camp vignette on the TV broadcast).

Peick and the legendary Damon Bradshaw snuck out on the big track and laid down some amazingly fast laps. We rode in the mid-point Kinetic gear, which FLY is touting as their “every day racer” gear in terms of durability and styling. While Dealernews was not lapping at the pace Peick and Bradshaw were, we can personally attest to the fact that it fits comfortably over orthopedic knee braces and somewhat, shall we say, “larger” waistlines. (Interesting Kinetic tidbit is that Andrew Short wore Kinetic for years, including when he won the 2012 Seattle SX).

But Summer Camp was about more than pure moto, so day 3 was split between single track in a top-secret riding area to test the vented gear and water rafting on the south fork of the Payette River. Pretty funny to see absolutely fearless pro racers getting pushed out of their comfort zone by some Class 3 white water! By the end of the FLY RACING trip however, we were all happy campers!

Fleet of freshly prepped bikes courtesy Carl’s Cycle Sales.

Seeing may be believing, but the folks from FLY wanted the media to actually ride in their gear. The perfectly groomed Skyline MX park track and a fleet of new KTMs and Husqvarna’s prepped by Carl’s Cycle Sales in Boise were turned over to the media for the morning session. Riding and shooting photos was followed by an epic pit bike race, courtesy of Pitster Pro (see sidebar). While most eyes were on the pit bike racing, a rehabbing Weston

AUGUST 2019

into mini supercross bikes. Riders would spend thousands trying to get more power and better suspension to outdo their buddy. It was all about banging bars and having a good time! Many aftermarket companies catered to this fast-growing trend. The back yard “pit bike craze” was in full bloom!

Jason Gearld dicing for Dealernews

GOOD THINGS REALLY DO COME IN SMALL PACKAGES Pitster Pro Pitbike Races

ne of the highlights of the FLY Summer Camp was the pit bike races. Despite the Tommy Boy visuals of “big guy on a little bike” pro racers, media guys and even “Dr. Dan” the Phd. who designed the protection system integrated into the new FLY Formula helmet, all came off the track with big smiles after racing the Pitster Pro MXR 125s. We had a chance to talk to USA MOTORTOYS (exclusive distributor of GPX Moto and Pitster Pro products) boss Gary Goodwin after the festivities on the mini bike track to see what opportunities there are for dealers looking to get back into the pit bike biz.

Tired of spending thousands on a “mini bike” and seeing the opportunity to develop a complete mass production “pit bike” USAMT began the Pitster Pro product line. By developing overseas contacts, and maintaining quality control Pitster Pro soon became a world-wide brand. Podium finishes were no stranger to the Pitster Pro product line in some of the largest races in the world including the Mini Moto finals in Las Vegas on many occasions. Starting in 2003 USAMT has expanded the Pitster Pro product line into more than 10 international countries and over 30 models. Pitster Pro has become known as the go to product line for those in search of “mini” motorcycles, ATVs and UTVs for kids… and kids at heart. The vision of a full product line has come to fruition. With the developments of more advanced production facilities and technology improvements including, EFI systems, larger displacement engines the GPX Moto product line was born. The GPX Moto brand focus is to provide performance products to the motorsports world while maintaining quality and affordability.

“We have been doing this for 20 years, during the boom and subsequent bust, so this is not some fly-by-night outfit bringing in one container load of seconds at a time to dump,” says Goodwin. “USA Motortoys is a family owned manufacturing and distribution company, operated by riders and enthusiasts. We love what we do and we want to share our passion for our products with other riders!” Goodwin notes that this devotion to the segment means they want dealers and customers alike to have a positive experience. “When you have been at it as long as we have, quality control and product durability issues are resolved before the retail transaction.” They also look out for dealers with a generous margin averaging 34% for the pit bikes and between 25% and 34% for their 250cc and 450cc big bikes. Dealers get protected territories, including no online sales in any dealer’s area. Plus, there is a warranty program and even a dealer locator on the website. BACK TO THE FUTURE A brief history of how it all started, according to USAMT. In the early 2000’s many young and enthusiastic riders started to take small 50cc motorcycles and try to turn them

Sean Finly from Cycle News leads his heat

THE FUTURE “With GPX Moto big bikes we wanted to take what we have learned with Pitster Pro and have a fully featured bike that didn’t break the bank,” explains Goodwin. “Not everyone needs a bike that can win a Supercross… a simple aircooled two-stroke is a much more realistic and affordable alternative for many riders, including myself.” For that guy looking to go-faster, many performance options are available to dealers allowing the end user to customize their purchase and get the performance and options they want. “From big bore kits, to suspension packages, we have the options your customers want,” he adds. “As a convenience many of these options may be purchased through our website or we can direct you to the nearest distributor.”

And the best may be yet to come… set for November arrival are the mini ADV bikes: https://pitsterpro.com/index.php?route=product/ product&path=16&product_id=1251961 And the full sized GPX Enduro offerings: https://gpxmoto. com/index.php?route=product/category&path=5 The combination of GPX Moto and Pitster Pro provide expanding market opportunities for powersports dealers and the confidence, reliability and performance riders are looking for! Bottom line according to Goodwin, “It’s about time riding become affordable and more fun again!” For more information or to get a dealer application, call 801.796.7416, email contact@gpxmoto.com or contact@pitsterpro.com 1459 West 40 South Lindon, UT 84042 https://pitsterpro.com

AUGUST 2019

POWER YOUR

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GETTING ALL ZIGGY WITH IT

Dealers Wanted

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ZEUS 8 COMING AT YOU Steampunk eBike?

Page 40

eRESEARCH

By The Numbers, Part III

Page 42

CURRENTS+

ZEROING IN ON AIMEXPO

Lead by their new SR/F flagship, Zero Motorcycles is returning to the AIMExpo in Columbus, OH, on September 26-29, 2019. “We’re thrilled to be showcasing the 2020 Zero Motorcycles product line at AIMExpo in September,” said Sam Paschel, CEO, Zero Motorcycles. “AIMExpo attracts the most influential and successful powersports dealers in North America, and we’re fortunate to count many of our most valued business partners among those who will be in attendance.” That being said, Zero is in the market for more dealers. “Expanding the dealer network is a priority for our 2020 strategic initiatives,” says Zero’s Director of Sales & Dealer Development Mike Cunningham. A former Dealernews cover dealer himself, Cunningham has a pretty good idea of the caliber of retailer Zero is looking for. Since 2006, Zero Motorcycles has established itself as one of the leading manufacturers of electric motorcycles and has built a thriving business with a global supply chain and extensive distribution network. Utilizing the most powerful and energy-dense EV technology in the powersports industry, these powerplants provide riders with an effortless delivery of power while reducing the emission. That single prototype from 13 years ago has spawned an entire electric motorcycle range, which includes the off-road Zero FX, the stealthy supermoto FXS, the naked street Zero S and SR, the versatile DS and DSR as well as the all-new Zero SR/F, which brings greater muscularity and the latest technology to the range. “As the Powersports Industry introduces more alternativepowered vehicles to the market, it is one of AIMExpo’s top priorities to showcase these products and highlight the latest innovations within the industry for dealers and consumers,” adds Andre Albert, Director, Sales and Marketing, MIC Events. “Electric motorcycles are not just an evolution of the current market but also represent the opportunity to reach potential new buyers.” Zero will be in the demo area and Booth #1435 at AIMExpo.

GETTING ZIGGY WITH IT!

New Player In EV Game Headed by former TAO TAO U.S. exec Mike Hillman, ZiggyWheels is rolling into the North American EV space. Scooters, golf carts and other all Ziggy vehicles are fully assembled in the USA and arrive at your dealership complete with a 2 year warranty. “We are looking for dealers who want to grow with us and who are interested in supplying and marketing profitable, value added and reliable electric vehicles to their customers,” says Hillman, who formerly served as general manager of the three largest US-based Chinese motorcycle companies. “Our parent company is one of the most successful distributors of motor/electric sports vehicles, exporting to dealers all over the world,” he adds. “We have distributed more than a half a million units worldwide. We currently have a network that spans across several countries — including America — and growing.” Get more details on ZiggyWheels and apply for a franchise here: http://ziggywheels.com/

THE MOTOR COMPANY UNVEILS EBIKES AT 2020 DEALER MEETING

It looks like the company is planning three different models including two step-over city style e-bikes and one more stepthrough frame. Though “city bike” might be a bit dainty of a title, as these bikes look a tad more rugged, especially with those large tires and relaxed rake angles.

EBIKES NOW PERMITTED ON ALL U.S. NATIONAL PARK TRAILS

Shocking news from Interesting Engineering is that all types of electric bicycles are now allowed on the National Park trails in the United States. “Up until now, it was a contentious debate, and it still is to some extent. But now, however, with the new decree signed by the Trump Administration’s Interior Secretary, David Bernhardt, there’s little left to contest,” reports IE. Prior to Secretary Bernhardt’s sign-off, only Class 1 e-bikes were allowed on trails within the National Parks system. Basically Class 1 bikes require the cyclist to peddle in order for the electric motor to kick into gear… peddle-assist or pedlec vs. Class 2 or Class 3 bikes with a throttle, much like a motorcycle. All e-bikes’ speeds could increase up to 20mph. The main concern for hikers and walkers on foot as well as regular cyclists is the danger associated with the speed of e-bikes, as they could come flying around a bend, seriously injuring others, claims IE. However not everyone is opposed to riders twisting the throttle on the trails. “For those who enjoy the outdoors but aren’t as fit or as young, or for those who have had to be restricted to main roads and paths with their e-bikes, they are now able to go further, faster and deeper into National Parks, thanks to the new decree,” concludes Interesting Engineering.

According to The “Motor” Company, “Harley-Davidson’s first electric pedal-assist bicycles are light, fast, and easy for anyone to ride. Designed to shine in urban environments, this all-new line of eBicycles is just one more example of how Harley-Davidson’s More Roads initiative is actively working to inspire a new generation of two-wheeled riders around the world.” “As Harley-Davidson enters the electric bicycle market, they’re sure to enter a crowded space,” according to eBike journal Electric. “With models on the low end starting at under $500 all the way up to high end $10,000 e-bikes, it’s anyone’s guess where in that range Harley-Davidson electric bicycles could land.” However they note the fine print indicates sooner than later: “Prototype model shown. Production model features will vary. Not yet available for sale. All future models shown may not be available in all markets.” “Harley-Davidson’s first electric pedal-assist bicycles are light, fast, and easy for anyone to ride,” states the company site. “Designed to shine in urban environments, this all-new line of eBicycles is just one more example of how HarleyDavidson’s More Roads initiative is actively working to inspire a new generation of two-wheeled riders around the world.”

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CURRENTS+

ZEUS 8

BMW EBIKE

Miss the 2019 BMW eBike roll-out? So did most of America, fortunately Cycle Volta was on it. “Although we might think of BMW primarily as a premium automotive and motorcycle brand, the Germans haven’t been averse to putting their engineering chops to use in the human-powered two-wheel realm either,” says Andrew Cherney. “The latest release on that front comes in the form of its newest electric bikes that stealthily tuck the motor inside the frame to maintain a clean and elegant silhouette while also offering on-demand pedal assist at the touch of a button...

Steampunk eBike? Fast Radius and Curtiss Motorcycles have teamed up to pioneer a hybrid manufacturing processes to create the Steampunk looking Zeus 8 motorcycle. Highlighted by its distinctive V8-style battery housings and its modular monocoque frame made with aluminum and enhanced with carbonfiber, the collaborative effort certainly stands out. “Curtiss’ mission is to ‘create sustainable, desirable, intergenerational, mean, clean, and green future-proof hot rod motorcycles,’” said H. Matthew Chambers, CEO and Chairman of the Board for Curtiss. “Fast Radius’ best-in-class hybrid manufacturing approach and operational efficiencies will enable us to deliver the Zeus 9 on time—satisfying the strong demand from our global audience.”

“Okay, so the BMW Lifestyle division actually has a pretty robust BMW Bikes Collection (BMW has been building bikes for decades), but let’s face it, the Germans don’t really market them over here, even though by most accounts their products are better than average. BMW’s latest electric two-wheelers were announced by the Germans several weeks ago, and of most interest to us was the newest version of the BMW Active Hybrid eBike…

Fast Radius and Curtiss are already in production on the first 100 Zeus 8 bikes, available to the public in 2020. Both companies expect to collaborate on future iterations of the Zeus, as well as Curtiss’ upcoming models including Hades, Psyche and Eros — the latter two of which will be priced competitively with Harley-Davidson’s LiveWire electric motorcycle. Fast Radius and Curtiss plan to utilize both legacy and additive manufacturing processes in the creation of these machines.

Stop by the dueling Cycle Volta eBike Pavilions (Booth #113 & Booth #123) at the AIMExpo in Columbus or read more at: https://www.cyclevolta.com/bmws-2019-ebikes-aresleeker-and-more-advanced

“Bringing Zeus’ advanced design to life wasn’t easy,” continued Chambers. “We knew that we would need a partner like Fast Radius, who could innovate with us, not just make the parts.” Using three separate legacy and additive manufacturing processes, Fast Radius produced more than 60 parts and components for the bike at more than 95% yield. Curtiss unveiled the Zeus 8 at the Quail Motorsports Gathering back on August 16. “Our partnership with Curtiss is ideal because it allows them to do what they do best — designing stunning motorcycles — while we do what we do best — matching the project with the right technology and getting quality parts made quickly,” said Brian Simms, VP of Sales at Fast Radius. “We’re looking forward to innovating with Curtiss as they grow their brand.” According to Simms, Fast Radius helps make new things possible for today’s leading product companies – whether that’s unlocking new business models through legacy or additive manufacturing, helping them make formerly “unmakeable” products.

Fast Radius is headquartered in Chicago, with offices in Atlanta, GA and Singapore, as well as a production hub on-site at the UPS Worldport facility in Louisville, KY. More details at: www.fastradius.com

Last issue we saw Vintage Electric having to consider different go to market strategies because the IBDs (Independent Bicycle Dealers) and purists don’t think they belong. And we have also heard from Dr. Leinberger in recent issues that it is a C2B world. Time to go where the customers will be? Knock, Knock! In our last installment of “Hobbit Habit Redux” we explored the potential opportunity for powersports dealers in the eBike space (opportunity knocking). We also noted that there has been some speculation by bicycle industry pundits that the eBike market might “remain autonomous” from traditional IBDs as opposed to “ultimately merging” with them.

Dealernews Research By Don Musick

Hobbit Habit Redux PART III Knock! Knock!

n an open letter sent to Bicycle Retailer & Industry News (BRAIN) earlier this year John Burke, president of Trek Bicycles wrote: “America is just at the beginning of its eBike Revolution. In good retailers in the U.S. e-bikes now represent more than 10% of total sales. We could be looking at a business in the near future where e-bikes represent 30% or more of sales.”

These same pundits also warned of a greater concern posed by powersports and auto manufacturers as direct competitors in the e-bike marketplace. Clearly, the nexus or alignment with the powersports industry is the stronger of the two from the perspective of pricing, familiarity and lifestyle. Throw in the absence of licensing and insurance requirements and eBikes just might be the entry-level silver bullet that continues to elude the powersports industry! Who’s There? In addition to storefront IBDs, chains (e.g. Dicks Sporting Goods and REI) and corporate stores (e.g. Trek and Giant), there are also online-only manufacturers/vendors helping to fuel the rapidly expanding eBike market. Typically, online e-bike OEMs offer direct-to-consumer (D2C) and/ or local IBD delivery models which in turn spawned mobile mechanic services (e.g. Beeline, Velofix) in support of these venues.

Table 1

For now, let’s stick to the storefronts and leave online-only retailers for another time (some OEMs support both storefronts and D2C sales). To get a feel for the scope of the e-bike storefront universe, Table 1 summarizes our current survey of dealer networks by OEM.

Figure 1 eBike OEM Dealer Networks

Note that the overall dealer count of 24,235 (compiled in late 2018/early 2019) represents the sum of individual OEM networks and not rooftop/physical locations. It also doesn’t include the networks of bicycle manufacturers that do not offer eBikes. Still that is a “Big Gulp” to be sure, with apparently more to come! However, as large as these e-bike networks appear, most retailers carry multiple OEM brands so the actual head count is likely to be significantly less. By comparison, the 2017 U.S. powersports dealer network total of 38,389 reduces to 23,932 physical locations or by about 62.3%. Given the higher inventory cost of a powersports vs. eBike dealer as well as the relative number of OEMs potentially carried (average powersports dealer carries only ~1.6 OEM lines), it’s a good bet that the eBike rooftop percentage will fall well below this percentage. With Arms Wide Open? So how have bicycle dealers embraced the emerging eBike marketplace? There’s a couple of ways to answer the question: 1) From the perspective of bicycle OEMs which have added eBikes to their lineup and 2) eBike-only OEMs. The first category has the advantage of introducing eBikes to an existing dealer network and then growing participation. The second category has much more of a challenge since it requires the acquisition of new dealers in order to expand their network footprint. Two examples of the first category are shown in Figure 1. In both cases, dealer counts reflect Trek® or Felt® dealers that carry their respective eBike product lines. With Trek®, dealer eBike participation gradually decreased from 2012 through 2016 then rapidly reversed course in 2017. Felt on the other hand experienced slow but steady growth from 2015 to 2018 with an equally rapid expansion in 2019. Notably, the increase in dealers carrying these eBikes closely parallels the patterns seen in estimated eBike retail, sell-in and GoogleTrends discussed in the first article of this series. The gradual decline in Trek dealer participation above may be a reflection of the “cheater” stigma sometimes associated with eBikes among cycling purists. Continued on page 44

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Continued from page 43

Now let’s take a peek behind the curtain at the evolution of eBike-only OEM networks. Figure 2 shows the growth of ten representative dealer networks by year.

Figure 2

Once again the same trend is observed albeit at a slower pace since network growth requires establishing new dealer locations. Also, as noted in an earlier part of this series, Polaris is no longer participating in the eBike space (for now?) and might account for the decline beginning in 2017. While we’ve seen overall bicycle sales steadily declining over this period, bicycle/eBike and eBike-only OEM networks appear to be welcoming the emerging market with open arms. And while eBikes currently account for only ~3% of overall bicycle sales, industry insiders have forecast increases to 30% or more in the next few years (source: John Burke, president of Trek Bicycles in Bicycle Retailer and Industry News 02/15/2019). That’s 30%+ of 12 million unit sales annually! Does that make you think that there just might be room at the table for additional players? Crickets? Coming back to the opportunity piece, let’s take a look at the degree to which powersports dealers have dipped a toe in the eBike pond. Figure 3 profiles the penetration of 9 of the 10 eBike-only OEMs (less Polaris) into the dealer networks of 16 “traditional” powersports OEMs in 2017. For clarity, the eBike OEMs are arranged back to front, largest to smallest penetrations. Powersports OEMs are arranged left to right largest to smallest. The numbers in each bar represent the number of eBike OEM carrying dealers for each powersports OEM. Okay, so the degree (quantity) of eBikes penetrating powersports dealer networks won’t set the world on fire, but where they’ve succeeded tells an interesting story. So let’s not focus on the number of dealers carrying eBikes, but rather the percentage network penetration for each powersports OEM. Starting on the left of the chart with Genuine Scooter (GEN), there are 15 dealers that carry Genze, Bintelli or Easy Motion eBikes. Although this is not a large number, it still amounts to 6.36% of the GEN dealer network! Similarly, 2.23% of KYMCO dealers carry Genze, Pedego, Bintelli, Easy Motion or Faraday eBikes. SSR Motorsports (SSR) weighs in at 4.19% with 6 eBike brands while Vespa (VES) and Lance Powersports (LPS) post 5.56% and 6.12% respectively. What’s notable about these 5 OEMs (red circles) aside from having the highest network penetrations, is the diversity of eBike OEMs represented!

Figure 3

Moving further to the right with KTM and Polaris (both have/had eBike lines), network penetration and diversity drop dramatically (orange circles) to 1.39% and 0.27%. As for the rest of the field… pretty much crickets! What’s so interesting about this pattern is that the “major” powersports OEM networks seem to be sitting on the sidelines while it’s the B-level players that have been checking the opportunity box! Another observation is that all of the early adopter OEM networks have scooters in their lineups. This suggests that eBikes might be an alternative or complimentary product to traditional scooters. In fact GenZe, which has the highest overall penetration, has a product lineup that includes both eBikes and scooters.

Continued on page 46 Figure 4

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Continued from page 45

Release The Kraken! In addition to existing eBike storefronts and online retailers, there are many more bicycle-only manufacturers that could potentially enter the market. There are also a significant number of crowd-funded newcomers. A recent search of trending eBike campaigns on Kickstarter® and Indiegogo® showed 121 and 85 active projects respectively (Figures 4 & 5).

Figure 5

To put this in perspective, the Indiegogo® projects represent over $49 M in funding with an average of ~$681,000 per project! Since crowd-funding projects typically engage a single provider (to maximize participation), redundancy in these counts should be minimal. So if crowd-funding success rates are ~ 35% (according to Statista.com), that would translate to ~ (121 + 85)*35% = 72 additional players entering the market! Of course success in the marketplace once funded is a whole different story. In the near term, expansion in the eBike retail landscape is more likely to come from the bicycle-only manufacturers and not from crowdfunded startups. However, the value of the startup segment is that they fuel innovation and that innovation is being adopted by existing OEMs at an increasingly rapid pace. There is no parallel in the powersports industry. So sit on the sidelines or jump in with both feet. Ownership of the eBike market future is up for grabs! Finally, returning to our venerable Honda Hobbit, lyrics from Peter Allen and Carole Bayer Sager’s 1974 song “Everything Old is New Again” seem appropriate: “Don’t throw the past away You might need it some rainy day Dreams can come true again When everything old is new again”

Harley-Davidson LiveWire Model: A New Motorcycling Experience

The LiveWire model is an all-new, all-electric motorcycle; an exhilarating and evocative new model designed to offer the rider a high-performance motorcycling experience infused with a new level of technology and the premium look and feel of a Harley-Davidson product. Propelled by the immediate torque of the H-D Revelation electric powertrain, the LiveWire is capable of rapid acceleration with just a twist of the throttle – no clutching or gear shifting required. With up to 146 miles of range**, performance is optimized for the urban street-rider. The LiveWire model is the first in a broad portfolio of electric two-wheelers designed to establish Harley-Davidson as the leader in the electrification of motorcycles. **146 miles (city) / 95 miles (combined). Riding range estimates provided following the SAE J2982 Riding Range Test Procedure and are based on expected performance of a fully charged battery when operated under specified conditions. Actual range will vary depending on riding habits, ambient weather and equipment conditions.

HARLEY-DAVIDSON’S VISION FOR 2020 More Roads To The Future Lead By The LiveWire & Low Rider S

he annual dealer meeting was focused on “new models, new technologies and more customer choices,” according to Harley-Davidson. Everything from prototype eBikes and the official launch of the STACYCsourced balance bikes for kids to more traditional CVO offerings and the new Low Rider S model were presented to the franchised dealers in attendance. The new models and advanced technologies are components of the “More Roads To Harley-Davidson” initiative intended to accelerate building the next generation of riders through new products in additional motorcycle segments, broader access and a commitment to strengthen dealers globally. “Harley-Davidson offers riders a host of new models, gear and accessories for 2020 as we leverage our unmatched ability to blend style, performance and technology in products designed to elevate the motorcycling experience,” said Chief Marketing Officer Heather Malenshek. “This year Harley-Davidson offers more choices for more riders than ever before.” Lead by the all-electric LiveWire, other 2020 highlights include the CVO Tri Glide, which is being billed as “the ultimate three-wheel motorcycle.” Also new is H-D Connect — a subscription-based cellular connectivity service for select models, and the Reflex™ Defensive Rider Systems (RDRS), a new collection of rider-control technologies for select models that includes traction control and advanced Antilock Braking System (ABS).

Low Rider S Combines Performance With Attitude The Low Rider S takes a performance-first approach that emphasizes power, agile handling and enhanced rider control combined with traditional Harley-Davidson character, according to Malenshek. “Handling of the Softail chassis is enhanced by premium suspension components tuned for aggressive riding stoked by the power of a muscular Milwaukee-Eight 114 engine. Styling cues from the coastal build scene include a raised handlebar, mini fairing, solo seat and blacked-out finishes.” For the traditionalists, the Heritage Classic “drapes the Harley-Davidson Softail platform in pure nostalgia.” It has been completely re-styled for 2020, going from the blackedout look of the previous model to bright finishes for riders who prefer the bling of rich Harley-Davidson chrome. A chrome air cleaner and covers; chrome steel laced wheels; chrome headlamp bucket and auxiliary light buckets, bright fork legs and chrome fork covers and nacelle; chrome rear fender struts and side covers; a chrome console; a polished stainless steel handlebar with a chrome riser and top clamp; and a full clear windscreen with chrome support hardware. In a word: Chrome!

The Heritage Classic is mechanically identical to the 2019 model. Features include lockable and sealed hard saddlebags, a detachable windscreen, a two-piece skirted seat and pillion with black studs, and standard cruise control and Antilock Braking System (ABS). Color options include: Vivid Black, Billiard Burgundy, two-tone Silver Pine/ Spruce and Billiard Red/Vivid Black. The Heritage Classic 114 model powered by the Milwaukee-Eight 114 engine will retain the model’s original, blacked-out look.

features, including painted pinstripes, gloss inner fairing finish, heated hand grips, Slicer II Contrast Bright wheels and new tank, front and rear fender medallions. “The Road Glide Limited model is a long-haul, two-up touring specialist featuring the distinctive aerodynamic Road Glide shark-nose fairing with triple split stream vents that limit rider head buffeting,” claims Malenshek. “The standard Milwaukee-Eight 114 engine delivers smooth, powerful touring performance while dual Daymaker LED headlamps offer outstanding night visibility.” A Premium Touring suspension package includes easyadjust rear shock pre-load for a smooth, confidenceinspiring ride. The Reflex Electronic Linked Brakes with ABS delivers better braking performance. The Boom! Box GTS infotainment system with color touch screen offers navigation, communication and entertainment options.

New Technology

Not yet available in all markets, the H-D Connect service introduces subscription-based cellular connectivity to select models to keep riders connected to their motorcycle through their smart phone using the latest version of the Harley-Davidson App. The H-D Connect service allows owners to connect remotely to their motorcycle and view key vehicle health information. It also provides the owner with the reassurance of being able to remotely monitor their motorcycle’s security, including tamper alerts on the Harley-Davidson App and stolen-vehicle assistance. The Reflex Defensive Rider Systems (RDRS) is a new collection of technology designed to match motorcycle performance to available traction during acceleration, deceleration and braking, utilizing the latest chassis control, electronic brake control and powertrain technology. The RDRS features are standard on the 2020 LiveWire, Trike and CVO models, and optional on all 2020 Touring models in the U.S. (except Electra Glide Standard).

The new Black Finish Option for the 2020 Ultra Limited and Road Glide Limited gives these models a sinister blackedout look direct from the factory. The Black Finish package includes: glossy black Slicer II cast aluminum wheels; fuel tank, front and rear fender medallions with a gloss black fill surrounded by a charcoal border; the powertrain, covers and exhaust have also gotten the black powdercoat treatment, as has the Tour-Pak luggage carrier hinges, latches and rack, a black console, footboards, handlebar, gauge trim rings, hand control levers, mirrors, and foot controls, black LED Daymaker headlamp, trim ring, as well as black fork lowers, fork covers, engine guard and saddlebag guards. In a word: Gloss Black! New standard Antilock Braking System (ABS): The Reflex by Brembo electronic linked Antilock Braking System (ABS) that was previously optional on some Touring models is now standard on all 2020 Touring motorcycles. ABS is designed to prevent the wheels from locking under braking and helps the rider maintain control when braking in a straight line.

CVO: The Pinnacle Of Harley Style

The new CVO Tri Glide joins the CVO Limited and CVO Street Glide® models in the portfolio of limited-production, super-premium CVO motorcycles for 2020. “Created for discerning customers, CVO models offer show-stopping finishes, advanced technology, exclusive components and attention to detail that borders on obsessive, engineered and assembled to factory-quality standards and backed by the Harley-Davidson warranty,” notes Malenshek. “The Milwaukee-Eight 117 powertrain – the most displacement and power offered from the H-D factory – is exclusive to CVO models.” Throw in the IronE balance bikes and three adult-sized prototypes of eBicycles (see eDealernews elsewhere in this issue) and the Milwaukee faithful were seeing Harley’s vision 2020 clearly in Milwaukee!

New Touring Options

The new Road Glide Limited replaces the Road Glide Ultra for 2020, offering new premium luxury-touring

AUGUST 2019

You see, unlike many of the other columnists here, I’m not a brilliant teacher that everyone looks to for advice and learning. I’m just a guy who threw away a decent radio career years ago in order to follow his dream, and somehow, I built a Top 100 motorcycle dealership in the process. I then sold that dealership a decade-anda-half later; which means that I’ve basically finished the race and the magazine believes that I should have a wealth of knowledge and experience to share with others through my “special” style of writing. (Phhhffftt… boy, do I have them fooled!) Well, the “special” part is probably accurate to some degree. But like the other columnists I was asked to focus on a single topic … “Success.” Specifically, the editor wanted us to define what we deem success to be and whether or not that definition has changed along with the face of the industry. For me, this has been the hardest column I’ve ever written. I mean, first off, how do I define success? Did I achieve it? What does that even mean? And secondly, how do I tie that to a tale about falling down? Hmmm… this is definitely outside of my wheelhouse. So, after pushing far past my deadline and re-writing this several times, it finally hit me: I can’t find the answer because I’m looking for something that doesn’t exist! Here’s the thing, “success” isn’t a small thing that can be applied to one industry, nor does it have a specific definition to be shared by all. It’s specific to the individual — its meaning vastly different, based exclusively upon the eye of the beholder — and yet, its definition is static, not a fluid one that can be edited or changed to better work within a given set of circumstances, but one that always means the same thing, no matter how it’s applied.

DEFINING SUCCESS Success… What’s That? By William Douglas Little

ypically when I write a column, it’s just about the stuff that happens in life. I mean, sure, it’s often some sort of unfortunate experience that includes a broken bone, loss of blood or a concussion; but that’s not because I favor stories with those things in them. On the contrary, I usually loathe those stories; since it’s often me who is wearing the cast, applying the bandage or holding the ice pack against my head. No, I write about these things because the river of my life tends to include a lot of fast-flowing “rapid sections,” that usually end with those broken bones, loss of blood or concussions. I’ve spent nearly a half-century as a magnet for that type of thing. In fact, I’m pretty sure my “Spirit Animal” is the Great Dane; tall and lanky, constantly tripping over sticks and rocks, stumbling into furniture and apologizing for knocking people down with my tail. (If you’ve seen me ride, you know how true this is). Barely-controlled chaos is an applicable term. What I’m trying to say here is that I normally just write about something that happened to me; what, (if anything), I learned from what happened; and, if I’m really lucky, it all wraps up at the end with a bit of humorous appeal. Everyone gets a little chuckle, maybe somebody has a lightbulb go off in their mind or views a challenge in their own life a little differently, then we all go have a beer and laugh it off.

See, success isn’t linear. It can’t be measured in increments of “how much success we’ve achieved,” or “at what level of success” we currently are, (though we often misuse it as such). Either you’re successful, or you’re not. Likewise, success isn’t a tangible. You can’t grasp success and frankly, I don’t believe that you ever “achieve success.” Success is also not something pursued, it’s more the pursuit itself in a way. Okay, I’ve thrown a grenade here and blown everything apart, so let’s see if I can glue it all back together. (Basically, until I dove into this project, I didn’t even know this stuff. It’s all just coming to light for me now, so this is the first time I’m hearing this crap, too. Stay with me, we might both learn something from this). I think that where I’m going with this is here: “Success” isn’t a destination; it’s a trail. And, not only is success a trail upon which we ride, it’s also the way we ride the trail that matters. Either you’re on the trail of success and riding it successfully, or you’re not. Maybe that’s it. When I was a younger man, I had the foolish pride and confidence that we all share up to the point that life beats that flame out of us. I’ve always referred to it as the “Superman Complex,” though I don’t have any clue whether that’s an official term, or just something I made up. Essentially, it’s the feeling that we’re 10-feet tall and bulletproof - that there is absolutely nothing we cannot accomplish if we set our minds to the task — and often times, we accomplish amazing feats, only because we don’t know that we can’t. Okay… erase that. Or, better yet, set it to the side for a minute to consider this dog analogy: A Great Dane is sniffing around for a place to pee when he mindlessly crosses the border into the neighbor’s yard. There, lying on the porch of his yard, is the neighbor’s dog; let’s say a Dachshund.

Now, that Dachshund is lying there, watching that Great Dane, just waiting for him to step across the border. And, when he finally does, the Dachshund launches from his perch! His stubby little Dachshund legs are instantly going 4,000 miles per second and his highpitched, yapping-bark is reaching eardrum-shattering levels as he races toward that Great Dane at Mach-1! Of course, by all common sense, that little Dachshund shouldn’t be able to chase that Great Dane out of his yard. After all, he could pretty much fit entirely inside the Dane’s mouth, but that Dachshund doesn’t realize that he’s small. He doesn’t look at a mirror every morning and he hasn’t gotten into a tug-o-war with the Dane in order to have a basis for size/power comparison. In his mind, he’s just as big as that Dane. In a nutshell, that Dachshund doesn’t realize that he can’t; so he does. That’s success. Limitations are what kill success in life; and, the older we get and the more that happens to us, the more those limitations become not only evident to us, but also become inflated beyond their true size. Get beaten-down enough and pretty soon you’re afraid to try anything, because reasonable limitations now appear gigantic in your mind. Sure, the powersports industry has changed a great deal in the past decade. We all knew what we were doing everyday and then suddenly, someone popped the top off of a huge can of Millennial Soup and poured it into the pot, along with slices of technology and some Internet dumplings; then they stirred it all up into a stew that none of us recognized. Suddenly, dealers everywhere found themselves struggling to find what works — an endless process of trial and error that often ended in disappointment and loss. Before long, frustration set in and those success-killing limitations began to rear their ugly heads. Next thing you know, everyone is sitting there, scratching their heads and feeling defeated and depressed. How do you win when you suddenly don’t understand the game? Again we arrive here; my point is, success isn’t the destination; it’s the trail. This is all about mindset. Stop letting life limit you and wear you down. Step back to what you did when you first started out… did you look at the big picture and think about all of the roadblocks standing in the way? Or, did you get a great idea and blindly race into it without considering the challenges, but instead, super-focused on the end result of what it could become? For me, my best successes were always those that I charged into, ignoring the nay-sayers and just going all-out to make it happen. My advice is to stop focusing on the “why not,” or the “how,” or the “is that possible” — be the Dachshund! Twist that throttle open, let that high-pitched bark escape from your throat and charge straight toward your trespassing Great Dane! I guess what I’m saying is, don’t overthink things and get caught up in the limitations you’ve grown based upon what has beaten you down thus far in life. Go back to your roots - the roots of success - and focusing on what you want to achieve, then go after it and let things fall into place along the way. They will, fall into place, that is. If you’re determined, they always do. Sure, there are trees along that trail, but if you focus on them, you’ll catch your bar and go down. Instead, bring back that old acronym from the 1980’s … “WFO.” Twist that throttle until the cable nearly snaps, fan the clutch if you have to, and just go for it with everything you have! Sure, you may crash a few times along the way, but the thrill of whipping through the trees and flying over the jumps while you stare at the checkered flag ahead is so much better than riding in first gear with your feet down, watching for every cross-rut and rock in the trail… it’s the difference between leading a life of failure, or enjoying a life of success; no matter where you eventually finish in the race. Because once more, success isn’t the destination; it’s the trail.

William Douglas Little is a former radio personality, stand-up comic, an auctioneer, a former multi-line dealership owner an author and a father of three. He lives on his farm in rural Missouri with his wife Beth. Find William’s book, “Mexican Bowl Fishing: And Other Tales of Life” on Amazon.

AUGUST 2019

greener someplace else is often a mistake. Employers tend to frown on resumes that show the same maintenance or service job at one place for two years or less, then another 12 months somewhere else, and so on. That type of stalemate experience on your resume leaves people wondering what’s wrong with you, not what’s wrong with the companies you’ve worked for. In fact, switching jobs frequently for no apparent benefit is one of the top red flags I’ve always considered when hiring someone. What’s wrong with moving to a new company because the grass is greener there? Well, just the other day I heard the perfect reason: because grass becomes and stays green by watering it. How does that relate to your current place of employment? Easy. If you expect to be happy at any position with any company, you’ll have to work on yourself… and your attitude.

Personnel Files By Alex Baylon

THE GRASS IS NOT ALWAYS GREENER Successful Hiring Strategies

e have all heard about “The grass is always greener on the other side of the fence” syndrome— Repeatedly. In reality job seekers just ignoring anything negative about a new gig and downplaying everything positive about current situation. The grass is NOT always greener — I’ve actually told people that very thing when they’ve approached me asking for advice. Seems like an easy cop out to actually giving advice. But here’s the rub, it IS good advice! We’ve all heard plenty of stories about motorcycle mechanics who, for some reason or another, think jumping to a new environment will immediately solve their issues. They’re the same ones who jump from one motorcycle to another based on an arbitrary need to have the bike do something miraculous, when all the while if the person would just stop and think about what they really want, they’d find they already have it. And more importantly, they’d find the issue isn’t Bike A or Company A, but inside themselves. Don’t get me wrong, changing to a different company because you’re moving up is one thing… and is the norm these days. But moving because you think the grass is

Water the grass under your feet. Soak in all the opportunities you can at your current position and with your current company. If you think there aren’t any benefits to staying put, you’re mistaken. You just haven’t looked hard enough at the opportunities all around you. The average employer spends more than $4,000 to hire a new employee. Imagine how successful that employer would be if instead of hiring new employees with that money, they put the money into the employees they already have? As an employee in the powersports industry, you have a unique perspective on what’s needed as far as training and development. Share your ideas with your employer, look for training opportunities, find ways to become more engaged at work, and learn to think outside the box. As a person who has spent my entire career in the industry, I think its frightening that people are afraid of change. Employers can’t be afraid of change and doing things differently if they want to continue to operate. By helping employees grow at work — which is kind of unheard of in the motorcycle industry — employers can keep the good employees they already have. Maybe the reason the grass is greener is because as an employee, your attitude is bad. If that’s the case, moving to another company isn’t necessarily going to fix or even help the problem. And if that IS the issue, changing jobs, switching motorcycles, and even changing your address is just going to delay fixing the issue. Before you think about the grass being greener, think about yourself and what you’re really looking for. It may be that this industry isn’t right for you. Maybe you need a vacation or maybe you just need to brush up on your skills and learn something new. I know one thing for sure, if the grass is greener someplace else because you’re bored, you’ll still be bored someplace else.

Maybe there’s something at your current job that you just can’t stand and it’s just that simple. Try to fix that problem before you even consider moving to a new company. I can honestly tell you, the grass isn’t always greener… and even if it is, you still have to mow it! Of course, there are always good reasons for switching jobs and in some cases, the grass IS greener. Sometimes you want to do something completely different. I know motorcycle mechanics are moving on to different trades outside of the industry or different opportunities — which is leaving a big problem for dealers, but that’s another story. Just be ready to explain why you’re moving around, and don’t tell any new potential employers you’re doing it because the grass is greener. They’ve heard that too… and they’ll expect you to continue that trend if they hire you.

MIJ Industry #PROfiles

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

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years. Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry. AUGUST 2019 53

Northern Exposure By Marq C. Smith

THE INTERRUPTION TEST A Yardstick To Measure Success

hat does success mean to you? Personal? Financial? Family? I believe that there are far too many different ways to quantify success. Since I have run my own business for many years, I’ve come up with one yardstick to measure a dealer principal’s success: How does your business run without you? We’re not talking about taking you permanently out of the equation and nothing as morbid as dying (which, of course, really means that no matter what happens, success doesn’t make any difference to you anymore). Instead, it’s something even simpler. I used to belong to a business group that was a lot like a 20 group, except that

it consisted of local business owners who had companies that didn’t compete with each other. We would meet once a month to discuss our problems. It turns out that no matter what kind of business you run, we all have the same problems. One of the things we came up with was the “Interruption Test,” whereby one of us could call any other member of the group between 11:45 and noon and say, “Let’s do lunch.” The only way you could get out of it was if you already had a lunch date, or were in a meeting. You had to leave your business, no matter what you were doing at the moment, and go meet the caller for lunch.

If you couldn’t go, you failed the “Interruption Test.” Many of you may say that you can’t possibly get away on such short notice. You have things to do. You have customers to help. You have fires to put out. These things are all true, but as someone much wiser than me once said, “Do you want to work IN your business or ON your business?” Obviously, you have to always be well organized, with great staff who know what has to get done; that are empowered to handle problems as they occur, without always asking you what to do. It takes time to get there. It takes planning to get there. It takes training to get there… but once you are there, I would call that a fair measure of success.

So, how about you? If I were to call you right now, and say that I would meet you for lunch, could you get up, right at that moment, and walk out the door? Being able to do that is a great measure of success. No, it’s not the only one, but if your business cannot get by without you for a sudden hour or two, then something is wrong. Certainly we all know what the specter of failure looks like! A successful business should be able to run itself for an hour or so, don’t you think? Now, let’s do lunch — meet me outside! Marq will be manning the Dealernews display during AIMExpo and available for Interruption lunches in Columbus.

A friend of mine once managed a transmission shop. The owner had several other shops, so he couldn’t be in all of them. My friend was very good at running this particular shop. But one thing I always disagreed with him on was that when he went away for vacation, he didn’t tell anyone anything. He left no instructions. He told no-one where anything was. This way, he reasoned, everything fell apart, and when he got back, his staff, and the owner, would be stressed to the max, and incredibly glad to see him. He could then play the hero and save the day. He called this “Job Security” but I always thought it was incredibly shortsighted. To him, it was good to have everything fall apart when he left. To me, a good manager would be the one who trained his staff to handle anything that came up, should it be required of them. There is always the possibility that he could train his own replacement, who might steal his job, but I believe that a great business owner will understand that a great manager always oversees an operation so that it will run itself… at least for two or three vacation weeks. By the way, the “Interruption Test” also means that, unless there’s a natural disaster like an earthquake or a tornado, your staff should be instructed not to call you. Although, I guess if there was a tornado or an earthquake, you would know about it, unless you were in another time zone, which is something most of us don’t do for lunch. But you get my drift.

Marq C. Smith has been involved in motorcycles since he was 17 years old. He worked for Canadian Harley-Davidson importer Trev Deeley as well as being the dealer principal for his dealership Western Powersports (not to be confused with the American Distributor Western Power Sports) for 21 years. He currently works at Holeshot Motorsports, in Langley, British Columbia, Canada. He taught rider safety courses for 10 years, and still is involved in making sure new riders get proper training. When he is not working in a dealership, he tours all over North America by motorcycle. He does plenty of dirtbiking and ATV riding as well. Famous Last Words: “I know you believe you understand what you think I said, but I’m not sure you realize that what you heard is not what I meant.”

AUGUST 2019

By Alisa Clickenger

WHAT SUCCESS MEANS TO ME… An Opportunity To Redefine Ourselves

his month I am knee-deep in planning for a women’s motorcycling event I am putting together in 2020. I have been working on organizing the event for more than a year now, and one of the things I find most challenging, and frankly most exciting, is the necessity for me to hold a big and bright future vision. I have to hold onto this vision even when things aren’t going well in my business, even when I have difficulty getting the ideas in my head organized for potential stakeholders, and even though there are naysayers. I see my event as a microcosm of the motorcycle industry at large. For nearly a decade now we, as an industry, have consistently repeated the refrain about new unit sales numbers being down, riders aging out of the sport, Millennials not spending money on bikes, etc. This is all valuable information in the equation, but I think of these ‘facts’ as a distraction… and quite frankly, a cop out. By blaming the economy, lack of riders and Millennials, we are not empowering ourselves to effect the very change that we wish to see in the industry. By continuing to repeat this refrain we are actually giving away our power to make change and wasting precious energy on what is, rather than focusing on what could be. Let us, for a moment, imagine what would happen if we all implement the refrain of ‘What if’? What if we are simply perpetuating an illusion that becomes reality through the power of our very own words? What if we actually aren’t in a slump at all, but this was the New Normal? What if we gave a new definition to success?

What if we all, as an industry, started working together rather than solely working within our silos of power? What if we all started cooperating to bring new riders into the sport? What if we redefined success as it pertains to current market conditions… and stopped dreaming of the past? What would that look like? Who would we be — who could we be — as an industry if we let go of that gloried go-go past and instead spent that energy focusing on solutions for the new norm? What if we all start stepping outside of our habits and create something brand new, fresh and brilliant that is so positive and so attractive to those outside our industry. What if a wider range of potential riders flocked to motorcycles simply for the promise of two wheeled freedom, our awesome community and the sense of adventure that powersports, in all its glory, offers? To me, success in this new norm looks like accepting the market for what it is: an opportunity. An opportunity to redefine ourselves as an industry, moving away from lamentation and into acceptance of the new era of the consumer-to-business customer model outlined by Dr. Paul Leinberger? Instead of spending a fortune for research to tell us what is wrong with the industry, what if we spent that fortune telling the world what we love about this industry and how the products make us feeeeel? The $10 Billion Self-Improvement Market talks about the idea of using mindfulness to change your habits of thinking. When done over a long enough period of time, science has proven you can actually change the neural pathways in your brain and change the way you think and react to stimuli. What if we, as an industry, employed this simple mindfulness technique and every time we started to beat the drum of what was. What if we changed the refrain before those words came out of our mouths? What if we all started chanting in unison that the industry is right where it is supposed to be, and that we now have this glorious opportunity to reinvent ourselves as a fun-loving and dynamic industry, rather than a dangerous and decrepit one? What if we never uttered those depressing and disempowering words again? What would that look like for us industry-wide? Success to me looks like a fun and engaged industry, with consistent messaging that gets people excited about the experience they can have on two wheels. So excited that no matter what the tough and tedious class threw at them, they were eager to see it through and get their license, even if they had to take the training class a second time. I see success as changing the current thinking so that motorcycling safety training becomes an experience which boosts confidence and provides a way to be actively engaged in your own life. I see success as there being equal numbers of men and women riders. I see success as a new generation of children growing up with an outdoor lifestyle that transitions them for two wheels… and I see success as an industry where new ideas thrive and blossom. Success is an industry in which we shake off the old stories and embrace the new narrative, whatever that might be, for our bright and shiny future.

HOST A WOMENâ&#x20AC;&#x2122;S MOTORCYCLING EVENT CONTACT ALISA TODAY FOR A BOOK SIGNING AT YOUR DEALERSHIP ALISA@WOMENSMOTORCYCLETOURS.COM

Amazon undoubtedly single-handedly and uniquely has changed the way all living generations in America shop. We have been “behaviorally modified” to shop with our fingertips now. Don’t push back, resist or bother disagreeing because you’d be wrong. There are too many mass merchant chains closing outlets daily to disagree. Just “get it” and move on accepting that a new standard for online perusing, shopping, searching and buying is permanently instilled inside our heads — and it will never go away! Now that we are all facing the music, is there still room for a super-specialized brick and mortar vehicle (and accessory) retail experience? Or will our outdated concepts of “dealership” evolve into retail museums, touch centers or catalog stores? These remind me of the old Sears catalog “order and pick-up centers” before they had real stores, the Internet and UPS. Are we coming full circle?

Confessions Of A Customer® By Eric Anderson

THE THIRD OPTION -- Success And Failure Are Not The Only Two Choices

he Third Option is more than the title of a best-selling book and a not-for-profit foundation to heal CIA Special Operations members. It is also a more objective way of approaching life’s challenges. The “Third Option” has always been metaphoric for looking outside the routine “glass half full/empty box” in which we invariably place ourselves. The human brain attempts to simplify, categorize and file away experiences and thoughts for future reference. We refer back(wards) to these simplified memories when they once again become relevant to a new challenge or problem… which in turn reminds us of the associated and simplified memory. But what is forgotten are the memory’s details — where the devil tends to play, leaving us suffering from “Good Old Days Syndrome” ringing in our heads. Is our industry’s definition of success based upon the 1980s and ‘90s images and overly simplified references we have stuck in our memory banks? The Boomer-aged business owners want to “go back” while the new generation wants to “move ahead” — this conflict ain’t new folks! It’s been going on for millennia during the transition of a family’s wealth, business partners, younger vs. older music tastes, a divided nation…or an entire industry struggling to continue its growth rates. Conditions change from the retiring generation to the inheriting one, but the fact remains this world is not purely ruled by “metrics of the past” or “dreams of the future.” It is a blend between the two — a checks-and-balances system which constantly moves back and forth depending on what the market demands. This “blend” also defines the continuous and natural struggle between younger and older generations… and their associated thought processes.

The glass of water is not full — nor empty — to those who think in the third option. “Get me a bigger (or smaller) glass” is their thought. If our industry is looking for a renaissance, it may not happen in the way our “fixed business brains” are thinking. The change will come from another Elon Musk or Jeff Bezosthinking person who rides… and who rocks a disruptive business model. Sure, state laws require licensed motor vehicle “dealerships” to deliver licensed motor vehicles, but that could mean you soon will be delivering to your customer’s doorstep instead of asking him to come to you. Think like Amazon (books), remember? And if a tradeshow or OEM national sales meeting is taking too much time and money to attend, perhaps it’s time for a mandatory mass webinar, an annual rewarded e-learning event or incentivized virtual show requiring you to learn what’s new… from your computer mouse following virtual avatars around the show on an event’s site? And plan on being “tested” on what you’ve learned in exchange for a discount on your purchases. Manufacturers will want to know that you saw them, engaged and eventually purchased their wares… and such electronic-enabled processes give them the data they crave. Hell, look at what small OEMs like KTM, Ducati and BMW did during the Recession. They “hit the gas” while the Japanese manufacturers backed off the throttle. Revzilla.com also “hit the gas” in the mid- to late-2000s with the power of SEO and video focusing on only apparel and generic parts without fit-up issues rather than attempting to be all things to all

people. Those OEM and aftermarket focused investments of not-taking-the-path-most-travelled seem to have paid off 10 years later with increased market shares and growth. Now the industry is at yet another crossroads of decreased ridership and purchasing. There isn’t a need to recount “why” — just know all generations are riding less due to either age or distraction…and the lack of a youth-based, generation longing for wind in their (virtual) hair. There is no longer a “feeder system” from the youth of motocross, BMX, enduro and hare scrambles like where “we” (over 50) came from. Hopefully, the balance bike movement will change that down the road. In the meantime, start thinking of Third Options we can all take with our respective businesses in the industry — manufacturers, aftermarket, distribution, service providers and dealers. The answer is never black and white. Blended, this way or that way it will be a blend of grays… or a brilliant light from something totally new!

IGNORANCE IS NOT BLISS

Pull Your Head Out!

hat are some of those Third Options our customers are going to be taking soon? Which ones do dealers need to accommodate? Continuing to ignore the Internet and e-comm will leave you like an ostrich with his head in the sand. Here are some options you need to know… and more importantly implement!

Cross-Docking: Some customers like boxes coming to their house, so start taking their orders away from Amazon and the e-comm players. Stop just saying “We can order it for you?” and add on “…and we can ship it to you too!” After you order it, receive it on one side of your cargo dock, then “cross-dock” it with a new shipping label…to the customer who may not have time for that second visit. The retail e-comm OEM parts businesses do thousands of times a day. Shopping Carts: Put them on your website even if it is for the smallest commodity items. You need to start somewhere like Amazon did with books. Then gradually begin to broaden your selection and “reach” beyond the local zip codes pulling business from 1 to 2 days out on the shipping charts. A toll-free order line will help, but it likely won’t be 24/7 like shopping carts. Product Differentiation: Why are you carrying all the same brands as everyone else? All those Big Box distributor housebrands are all over e-comm, so why not build your own e-comm and store business with something different, more premium or with better margin? Use your inventory for both the physical store and the e-comm biz you are building on the side. High Tech Communication: E-blasts, auto text invites, special event e-vites, pop-up events and social media reminders all help get people riding more… and you servicing their machines more. And we might soon be attending OE sales meetings and trade shows remotely from a big screen in our dealership… with an avatar showing us what’s new at the real (and virtual) show? Techy Insights to Customers: Watch for more motorcycles carrying internet-sensitive trackers and usage sensors which will inform dealers of service intervals. These will also be blended with social media “ride sharing” about routes and experiences. Don’t be afraid of Big Brother — I used a tracker doing a BDR this summer and my wife loved it. I suspect riding apps will evolve to include dealers who want to know how/when/where you are using your machine. Automated Appointment Setting: on an app for sales, service or accessory/apparel fittings? Customers don’t say “just looking” much anymore. They’d prefer to have you ready to show them what they “think” they need. They aren’t always right, but at least they won’t have to wait too long for service before walking out. If personal trainers are using them on websites and phones, why can’t powersports dealers? Offer personalized timeslots — we are used to them. Overcome your rectal myopia or get out of business, those are real options!

AUGUST 2019

EVENTS Five MIC Gas Tank Finalists Go to Final Round Five Motorcycle Industry Council Gas Tank Competition finalists will travel to Columbus, Ohio, to present their business plans to industry leaders, media, and influencers at AIMExpo Presented by Nationwide, where a first-place winner will be chosen. Finalists will also get exhibit space at North America’s largest powersports trade and consumer show, Sept. 26-29.

“I’m really excited for our finalists, who will each get a chance to put their businesses on center stage during our Gas Tank reception at AIMExpo,” said Cam Arnold, who runs the competition. “Not to mention the great exposure and networking opportunities they will get from exhibiting at the show.” Read More

RESEARCH AND STATISTICS Q2 Motorcycle, ATV Retail Sales Numbers Are In The latest quarterly MIC Retail Sales Report for motorcycles and ATVs is now available to members. This second-quarter report includes new retail sales of the 22 leading brands by product segment and brand. Members are reminded to honor the MIC’s copyrights and restricted use agreement. Members can access the sales reports here. Not a member? Join now!

Burning Rubber in North America The latest MIC Tire Sales Reports, leading indicators of motorcycle usage and ridership, are now available to members. The reports are based on manufacturer and distributor shipments of motorcycle and scooter tires for 10 brands in the U.S. and Canada. Members can access the reports here. Not a member? Join now!

Preserve Protect, Promote You take care of business. We take care of the business environment. Strong, effective representation in Washington, D.C. and state capitals • Vigorous media outreach • Industry statistics source Sales data • Educational symposiums and networking opportunities Join MIC’s 650 member companies and strengthen the industry. Visit the MIC Business Center on the AIMExpo show floor at Booth #141 to learn how your company will benefit from membership, including how to get $200 or more off your 2019 AIMExpo Booth.

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Also, off-road interests did not have highly-skilled legal representation because there were no “OHV lawyers” with expertise in challenging bad agency decisions or defending good agency actions. When I first entered into OHV advocacy field about 30 years ago, I remember going to government meetings (if we even got a notice) or resource industry stakeholder gatherings where our input was mostly ignored. The other faction simply did not consider OHV as an equal foe… or friend. That mentality has successfully been changed. Today in most states, OHV recreation is considered a valued stakeholder. We are now invited to agency planning efforts, diverse stakeholder groups and collaborative efforts.

A SEAT AT THE TABLE

Success is measured by having a seat at the land-use table. Credit is due to the OHV constituency recognizing the need to support sustainable riding practices… and a lot of hard work by those early off-road advocacy pioneers. Their successors have created an effective professional and volunteer program at the grassroots, administrative, legal and political levels. In short OHV success is having a seat at the table!

Defining OHV Advocacy Success by Donald Amador

bout 50 years ago, OHV advocacy was a new career path that was created in response to the rapidly growing and largely unmanaged sport of off-road recreation. It was the Wild West where millions of dirtbikes, dune buggies, Jeepers and other motorized users enjoyed riding or driving wherever they desired. Deserts, forests and private property became the playground for throngs of OHV enthusiasts who often enjoyed trails, hill climbs and racing (including me) without an understanding of, or regard for, property rights, trail ethics, or environmental impacts. Ignorance may have been bliss, but it also made the OHV community public enemy number 1! Well-established environmental groups reacted to this new phenomenon with lawsuits, regulatory proposals, non-motorized land classifications and even presidential orders. Not exactly a blueprint for success. Many of those early restrictive proposals were crafted without any input from either professional or volunteer OHV advocates. We were too small in number, too insular (duner’s didn’t care about rock crawlers and desert racers didn’t care about anyone) and too scattered to be counted as politically significant.

Photo by Bill Eppridge

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

Please tread lightly and travel only on routes and in areas designated open for motor vehicle use. Remember, Respected Access is Open Access.

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

and bad. All too often industries tend to focus on growth strategies when things aren’t going well. However, the best opportunity to develop a strong foundation for the future is during the good times. For me, “success” for the motorcycle/powersports industry isn’t just about numbers. Instead it is about shaping perception, laying the groundwork for a better riding experience, lowering barriers to entry, shifting social and cultural viewpoints towards motorcycling. Success is as simple as watching a father and son sharing a ride together or better yet, a mother and daughter! If we achieve these objectives, sales will follow. I recently reached out to a few of my colleagues asking them to define what success in the motorcycle industry might look like without numbers attached to it. What stands in our way of success? The feedback was enlightening:

SUCCESS: IT’S NOT ABOUT NUMBERS The Big Picture At A Quantum Level By Scot Harden

his issue’s topic seemed simple enough… at least at first. What does success look like in the motorcycle industry? That should be easy: Let’s start by getting back to 2007 retail sales volumes for starters. Things would be a lot better? Right? Well, yes that would be nice, but that would be like a junkie chasing a quick fix, rather than pursuing a long-term solution to his problem. There is no question that many of the purchases between 2000 and 2008 were impulse buys when people were using their home equity like ATMs. My point is even though we were selling over a million units a year in 2007, we didn’t have the foresight or programs in place to actively convert many of those first time and impulse buyers into long term enthusiasts. So what happened? Where did we go wrong? Let’s face it, if even a small fraction of the first-time owners who bought a bike between 2000-2008 remained active enthusiasts we would not be in the position we are today. It’s fair to say that many of those buyers back then also had a future Millennial or two living under the same roof, so not only did we miss an opportunity to convert the original buyer into a committed, long-term enthusiast, we didn’t do enough to market to other family members to incite a passion in them to come along for the ride as well. In my April Dealernews column, “Time To GoMotorcycling,” I used the RV industry as an example of an industry with vision and a long-term plan to promote itself through good times

1.) Riders-Share founder, Guillermo Cornejo, shared on our autonomous future: “I would hope that in the future as self-driving tech comes online that it ‘sees’ motorcycles and is mandated to do so, making riding safer for all. Also, I would hope more people see motorcycles as a solution to traffic congestion, especially in major cities, and more states pass lane-splitting laws.” Indeed, as autonomous vehicles come online, we have a tremendous opportunity to use the technology to influence the sport, making it safer for all positively, but only if we actively speak up on the matter. Along those lines Brandon Glanville added, “I for one would like to see the United States in particular start looking at motorcycles more as transportation rather than just toys for daredevils. Part of my thought on this is the desire that motorists at large also become a lot more aware of motorcyclists.” 2.) Several colleagues mentioned that the adoption of new technologies such as EVs should help broaden the appeal, especially to a younger, more urban demographic. I have no doubt this will be the case, but we still need to inspire the next generation of riders to give motorcycling a try. Personal experience has taught me the distance between switching from a traditional internal combustion motorcycle rider to an electric motorcycle rider is a nanostep compared to making the crossover over from nonmotorcyclist to a motorcyclist.

3.) On the subject of technology, our love affair with tech is a double-edged sword. No question that modern 4-stroke technology applied to off-road and motocross competition has significantly changed the landscape of racing and off-road recreation. Listen to what track owner Steve Johnson has to say about this: “Being a track owner, rider, racer, industry guy for 30+ years my thoughts on the offroad MX market all come down to the same conclusion: price! As we converted our riders from 2-strokes to 4-strokes, I saw my rider count get cut in half in less than three years. The 16 to 20-year-old kid with a 125cc bike in the back of his pick-up does not exist anymore. We saw rider counts of 100+ in the 125C class drop to maybe 2530 with the 250cc four-strokes. Price of a new bike and maintenance has put riding out of reach for most young riders funding their own way. The largest classes at a local level are Vet classes as they have the income to support the sport. We could write a book on how we got here, but all the long-time industry folks have already read it and live it”. Steve’s point is valid; there should be a balance somewhere between the pursuit of technology and cost.

4.) Another common theme is the connection between motorcycling and family. Fathers and sons, and in many cases mothers and sons, or daughters connecting via powersports is critical to our collective future. Lifelong motorcycle enthusiast and close friend Ben Janin summed it up by stating, “I am having the time of my life raising my two boys. It all started with a Strider, next an Oset, and then a 50cc, and finally pit bikes for all of us. I have been riding side-by-side with my boys for at least three years. And with each year it just gets better. We just wrapped up our 11th weekend of riding and camping. Fathers and sons riding on small bikes; that’s what success looks like to me. The STACYC bikes look like they will be an awesome addition as well. Emphasizing these intro bikes and dads (and moms) riding alongside may prove to be awesome. Nothing is more intimate or rewarding. We need to get this message across.”

5.) Another area that means success in my book is keeping off-road riding areas open. Let’s face it, the easiest way to get your first taste of two-wheeled freedom and adventure is on a dirtbike. No license required, just an area big enough and close enough to home to make it an option, and a good neighbor or friend willing to show you the ropes. Saving off-road riding areas is another key to our future success. Despite all the bad news we frequently hear regarding land closures, there is also good news. For example, work is underway to find a suitable location for an OHV park in Riverside County, California. Hard to believe that an area like Riverside that is home to so many off-road racers and stars doesn’t have an OHV park, but I can tell you first hand that a group of dedicated off-road enthusiasts, businessmen and women and local government agencies are working right now to make that a reality. Success for me looks like a new riding area located nearby to a major population center. 6.) No question but that motorcycling needs to be presented in a more powerful and authentic light in mainstream media and Hollywood. It’s hard to believe that almost 70 years down the road from Marlon Brando’s The Wild One that the image of the outlaw biker and biker gangs still prevails in movies and on TV. The only exception is when they are depicted in outlandish or extreme situations flying wildly through the air (with badly dubbed 2-stroke sounds coming from inline fours) or in some dangerous stunt setting. Success for me will be the day when motorcycles are presented as they truly are; freedom machines, transportation for the soul, exercise equipment with an unlimited supply of fresh air, vehicles to explore uncharted land, expand horizons, teach personal responsibility, foster life-affirming experience, friendship and sense of community on a deeply personal level. These are just a few of the comments and suggestions I received regarding what “success” might look like in our industry. It’s nice to know that we seem to be coming to our senses and not just reaching out for a better bottom line. I would be very curious to hear what you think. After all, how do you plan a strategy without first identifying what “success” looks like? If you have a few minutes and some thoughts to share on this topic, I would love to hear them. Please drop me a line at scot.harden@harden-offroad.com. Hopefully, there won’t be any numbers attached to your definition of success!

AMA Motorcycle Hall of Famer Scot Harden has enjoyed a nearly 40-year career as one of the world’s top off-road racers and compiled a set of records that few can match. From 1971 until his final professional race in 2007 — at the age of 51 — Harden mastered a wide range of off-road disciplines. He also has compiled an impressive executive management resume within the motorcycle industry as a brand builder, race team manager, sales professional and product planner with such companies as Husqvarna, KTM, BMW, Zero Motorcycles and Best in the Desert. Harden also is owner of Harden Offroad, a business consulting practice. He was inducted into the AMA Motorcycle Hall of Fame in 2008. AUGUST 2019

Wünschisms By Uncle Paul

My Reality Check Bounced The Balance Act

his is the grand finale of Uncle Paul’s take on finding, hiring and maintaining motorcycle mechanics. I’m gonna add this long sumbitch manuscript to my list of things never to do again. I think I hurt myself. I told everything I know and covered every topic I could on the subject matter. My Stetson is two sizes smaller to prove it! I appreciate the opinions and ideas I received from Dolores Allen at Houston Kawasaki. Thanks, Sweetie. Also to Denny Turnbull, the Arctic Cat rep in Texas: Thanks, Big Guy. Bill Hudgens, my friend, I also thank you. Certainly, kudos are due to all you readers, especially those who stuck with this monster through its entirety. If one solution, one snippet of information, has helped better your business endeavors, by golly that’s about all a feller could ask. Thank you. If you have been saving these since the September 1999 issue, you should now have a comprehensive operations manifesto for running your service department. What’s Going On Here We covered a lot in this eight-installment series, huh? When the “Filthy Rich Editor” (F.R.E.) and Uncle Paul began tossing around the idea of taking on the subject of finding motorcycle mechanics, it was just that, “finding mechanics.” At the same time, Love Cycles — the shop where I hang my hat — was undergoing major organizational shifts (the entire workforce was canned), so we were looking for

wrench-spinners ourselves. It seemed like a “natural” — write an article about doing what we were doing. Show and tell. No problem. Uncle Paul’s not concerned himself much with anything swelling up around here (least ‘til Viagra hit the shelves). Then this article started doing it. I seemed to be called Dealernews every few days telling them the same thing Adam told Eve when they first met: “Stand back, sweetheart. I don’t know how big this thang’ll get.” I mean, if we tell our readers how to find mechanics, shouldn’t we tell them about hiring mechanics, too? And something on maintaining mechanics? That seems important, don’t it? Finally, the F.R.E. told me to quit whining, get on with it and mail the manuscript to him. Uncle Paul didn’t cover everything… didn’t try to. I only took on the stuff dealers could change, alter or influence. Sometimes we pondered, sometimes it was “show and tell” using examples of how Love Cycles handles it, and sometimes I just came out and told you what I thought ought to be done — vignettes of problems and solutions. As Wünschism #14 says, “I never knew how dumb a boss could be until I became one.” Now that your own brain-like think device is full… now that Uncle Paul has given you all this stuff to think about, we need to conceptualize everything — put it all together. It’s like “Buckets & Beagles.” You got Beagles (problems) that need watering (solutions). I take a bucket (your brain) and fill it with water (ideas). I gotta fill the bucket before you can water the dogs. Get the picture? Buckets & Beagles! Buckets & Beagles Remember back in the very first installment? Where we were “looking” for Aliens From Another Planet, a.k.a., mechanics? I told ya all about how to advertise from them, how to get the word out. Remember dat? Uncle Paul hates to spring this on you, but we weren’t looking for mechanics. Not really. Nor were we laying the groundwork for Mr. Wonderful, the perfect mechanic. That’s why Uncle Paul gave you all the scenarios and solutions he could think of throughout the series to handle the different situations a manager or owner faces on a daily basis. We’re talkin’ about humans, here — not mechanics, not Aliens From Another Planet. Humans, with all their quirks, peccadilloes, idiosyncrasies, shortcomings, character flaws and problems. With all their strong suits and strengths, with all their baggage. The whole caboodle. Humans. Guess what? It’s the same all over. You’ve said it yourself, “Good help is hard to find.” A recent study of machine shops in Houston revealed the average age of a journeyman machinist (what we would call a line mechanic in motorcycle parlance) is 52 years old. Our baby-sans are growing up to be Nintendo pilots and Lotto players, not scooter trash or machinists. Folks who work for a living using their hearts, their hands and their heads are a dying breed. When we finally get someone to answer our plea for help, we overlook the fact that the slot we need to fill requires a lot of qualifiers not normally found in today’s labor pool — expensive hand tools, experience, basic education, job knowledge, developed skills, dedication, motivation. A lotta stuff, I’m tellin’ ya.

So we overlook some of these qualifiers, some of the things we know are pertinent to the position. It’d be totally unrealistic to think you can find someone who meets all the standards set (Jesus died almost 2000 years ago). “Onward through the fog,” through the hiring process we plow. So Uncle Paul’s sailing out cow patties (ideas and suggestions), and you’re catching them like a dog playing frisbee. Finally, your mouth fills up and you say to yourself, “Self, I can’t do everything Uncle Paul’s telling me, can I? This don’t taste right!” Nope, now go back and take a look at the changes you can make, the ones you’ve got time for, the ones that give you the biggest bang for the buck, and work at those. I’m sorry to report that, even if you were able to accomplish all the ideas I’ve suggested, it will still be a long, hard battle. Why? Relocation, relocation, relocation. You’re asking an Alien. to move. Oh sure, you can limit your recruiting to the local area. Your chances of finding the person you want drops from zero to none. No, most always the individual you

seek lives out of town. You better have strong incentives to get someone to move. That’s why our first installment (September 1999) told you to “look at your own self” before attempting to attract Aliens to your shop. That’s why our second installment (October 1999) cussed and discussed conducting live interviews. Getting Aliens to relocate is hard work! During this manifesto on Alien encounters, I’ve got a ton of letters asking why we limited our discourse to wrenchspinners when so many dealers also have problems finding, hiring and keeping folks in the parts department, front office, etc. Well, it’s partly because I be a High Commander, and working with Aliens is what concerns me most. But the other half of the answer is that this manifesto is less about mechanics than you might think. Thanks for tuning in. And lemme know how you’re doing… Uncle Paul loves war stories!

*Paul Wunsch was the owner of Love Cycles, a service-only shop located in Houston, Texas. “Wunschisms” are truisms that, according to the author, are often plagiarized or modified clichés – statements quoted so often that the employees of Love Cycles have numerically designated the most popular. Paul passed away November 21, 2003 but his wit and wisdom live on in the pages of Dealernews.

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HUDGEN’S LAW

friend of mine, Bill Hudgens, partnered a small dirtbike shop in Katy, Texas, years ago. His only claim to fame with that enterprise was he never won a race riding a shop-sponsored bike (he raced Hodakas or CZs, fergodsakes). When the business failed, as hobby shops usually do, the Hudgemeister had to look for “a real job” and re-entered the field of architecture. We’ve had some amusing conversations discussing a fella who can’t run a scooter shop, but can design and supervise the construction of a skyscraper… I’m getting’ there, I’m getting’ there. So, Mr. Bill, on one of his visits to Love Cycles, starts listening to me moan and groan over this world-class problem I’m faced with in wrapping up this article. Something’s missing. I’ve explained how to find mechanics by looking for people with special job qualifiers (education, knowledge, skills, etc.). I’ve walked my readers through a hiring process by showing them how various factors might induce a move. I’ve told them about reward systems, how to tighten the shop’s modus operandi and the changes required to bring all this about. I’ve talked about Aliens, I’ve talked about mechanics, I’ve talked about management, I’ve puked my guts out page after page… “Dammit, Mr. Bill, I’ve run outta stuff to tell my readers, and it still seems like I’m leaving something out.” That’s what I told him, “I’m leaving something out.” Make no mistake, The Hudge has a college degree — he is a state-certified member of the corporate world, a big-time mover an’ shaker. Hell, he’s even had sensitivity training, so he’s sensitive, too. He began to rub his chin (corporate types do this to show you they’re thinkin’, while guys like us scratch their butts when doin’ the same thing). Then he grabbed a sheet of paper and started sketching up a four-spoke mag assembly. Wanna know what “we” worked out? Hudgens’ Law. Using the example of the four-spoke mag wheel assembly, Bill labeled one wheel spoke “Knowledge.” That spoke represented the education and understanding to perform a certain job. Directly across from that spoke, he titled another “Skill,” explaining that this was the talent and

experience required to carry out a desired job. Next, he labeled a spoke “Motivation.” This has to do with the individual’s willingness to do the job. Directly across from that spoke, he marked “Reward” on the final spoke, which represented what the employee receives from performing his job and continuing to do it. “Hell, Hudgens!” Uncle Paul shouted. “I told ‘em all that. Maybe not in that exact manner, all those book-learning’ terms and such, but I told ‘em that.” “Hush, you blubbering old fool, I haven’t finished,” he calmly replied. “See the tires?” Bill asked. “We’re going to call those ‘employees.’ They all have identical circumferences, but some are slicks, some knobby, street or trials. Instead of calling these Yokomamma and Dumrap, give ‘em a name… Like Tom, Dick, Jane and Harry. All employees are now ‘big wheels.’ Same scenario as before. The long axle’s your business. The manager is positioned behind this rig of spinning ‘big’ wheels, initiating, conducting and maintaining the movement. Everything’s rolling down the treadmill of production.” “Dammit, Bill!” I hollered. “I tolum that!” Hudgemeister placed his hands behind his head, leaned back in his chair, and stared at the ceiling. “What you failed to tell them,” he said “what you didn’t cover in this entire manuscript is what it all boils down to.” “Huh?” “The mag assembly and tires,” Bill said. “They get out of balance. They all wear differently. Even the mag itself gets chips and road dings. This series of articles wasn’t really about finding, hiring and maintaining motorcycle mechanics. It’s not about a single wheel, single mechanic, nor is it much about employees and how they all must work together. It’s about balance. How well we keep our business balanced and techniques we employ to do so. How difficult it is to keep wheels spinning when a tire goes flat or needs replacing, that’s what your manifesto is really about…. It’s about owners and managers, mainly. It’s about the juggling act we must perform to keep everything balanced.” An’ that, my friends is no shit!

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So how do we instill that enthusiasm in a group of people for whom it might be a totally extraneous environment? First we must make our world available to them in the most userfriendly way possible. Many who work at dealerships see themselves as the only arbiter of motorcycle truth, and set up the sport as unobtainable. This might work among bench racers who wish to set a measurement for their testosteronedriven extremities, but the enjoyment for many, if not most motorcycle riders, never includes a racetrack, or for that matter a 170 horsepower superbike. It is the social side of motorcycling that attracts many, and never has this been more apparent than in the tremendous growth of the number of women in the sport, or the stunning growth of guided group tours of different countries. Hardly is there a country now that does not offer guided motorcycle tours.

MOTORCYCLING IS NOT A SPECTATOR SPORT

Successfully Creating A Community At Your Dealership

hen motorcycling was on the ascendant, there was a very definite essence of culture at many, if not most, motorcycle dealerships. It was not very long ago when the motorcycle dealership was a place to hang out, drink coffee and expound on the many diverse wonders of motorcycle sport. The dealership was a place and time to learn from the acknowledged local experts, and a place to expand ones’ enthusiasm in a safe environment. In short, it was the local community center for like-minded individuals. The world has changed… and in many respects we are wondering what has happened. We wonder why Millennials are not interested in our sport. Not just Millennials, but young people in general are apparently not interested in the freedom and empowerment of two wheels. It would appear that as a general rule we are no longer breeding “Moto-Heads.” The youth that simply could not wait to get their driver’s license and ride a motorcycle as a ‘right of passage’ or a way to impress the local females is long gone. In fact, young females today, as a rule, are not impressed by men riding or racing motorcycles. The days of “the Fonz” are over, likely never to return. One of the indisputable facts of today’s digital realm is that no matter how many “eyeballs” one might claim, these are not being converted into sales. Why is that you might inquire? Motorcycling, if you are in the business of selling motorcycles, is not a spectator sport. One has to have some degree of participation, which likely means, a degree of action. Furthermore, there might be a learning curve, preceded by the presence of raw attraction. Many of us older folks have had this raw attraction since the first time we ever saw a “live” motorcycle, as opposed to a picture of one or a film or television image of one. Kind of like falling in love, it is the power of attraction that demands that you take that baby for a ride.

So how do you bring that level of enthusiasm to your dealership? One great way is to organize a regular evening get together and invite various speakers, or other personalities to share their experiences. Reach out with advertising through your local social media as to this aspect of your dealership. Create nonstressful gatherings of local riders and build friendships. It is no surprise that some dealers organize a bike night and even less of a surprise that many are not successful due to the lack of enthusiasm from the dealership staff. This effort is an investment--what you put in reflects what you are likely to get out of the effort. Commit to your community that you are a place that should be part of their social group. Your goal is to be a destination, not just a retail store. From my own part as a producer of over 40 films about motorcycle sport, I have been offering a “night at the movies” and showing at dealerships one or more of those movies to encourage current enthusiasts to bring “newbies” or low time riders to a social event where they can be entertained while meeting like-minded people in a cordial environment while “selling” our sport. Not all off our sport is about racing, and neither should be your outreach. Vary your entertainment to attract a broad swath of interest from your community. Offer attractions that will appeal to off-road riders, casual street riders and road racers. In the UK, the trend among influential dealers is to install a café, coffee shop or even a restaurant in the dealership. A social space amongst the motorcycles and motorcycle décor for people to be in the ‘climate’ while participating in a normal, everyday activity, i.e. eating! In some respects it has never been easier to inform your potential customer. Now you need to use that power to invite them into your realm, make friends with them and develop them into a loyal customer. It has been said more frequently lately, that if every rider invited one new rider to a social event at a dealership, our riding society would multiply, along with our political power as a group that could better protect our rights. You in turn would build a business that would long serve you into the future.

Award-winning documentary filmmaker Peter Starr has been “taking it to the limit” on motorcycles and on film for five decades. His list of motorcycling accomplishments is nothing short of awe inspiring. From racing motorcycles and working for Triumph; to hosting and producing innovative radio programs; to award-winning films, television commercials and developing groundbreaking specialized camera equipment, penning articles for the world’s top motorcycle magazines, and producing more than 40 films, many available through http://motostarr.com/ Peter Starr will be presenting at AIMExpo this year as well.

We have something unique with the powersports industry, so maybe we should look at our success, or lack thereof, in a unique way. I believe that in our business, there are three parts that need to be satisfied to become successful. Personal success, company success and complete success. If a shop owner has become wealthy, but has miserable employees, and a one star rating, I don’t believe that’s success. Or employees are happy because they rule the roost, and the customers are ecstatic because of too low prices, or other things that prevent making money, so the owner is making no profit to take home to feed his family, then, that too, is a failure. If he does well for his family and his business, but the shop he owns isn’t the shop that people love to come to, then he has not achieved what I call complete success.

Anonymous Dealer

SUCCESS?

uccess. What is success? Are you successful? Are you successful at life? In business? How do you measure it? Talk about a vague topic!

I believe that there are many ways to measure it. However what is “success” to me may not mean success to you. Of course, no one is successful at everything. You will only be successful at some things, maybe most things. But never at everything. If the richest man in the world suddenly goes bankrupt, loses everything, and dies in poverty in the following few months, can he be called successful? If someone is poor all their life, but wins a lottery, becomes rich, with everything he or she ever wanted, is that person a success, or just lucky? Or someone who has had a hard life has all of his children go on to have great, happy lives, with everything they wanted, would he then be called successful? It seems to me that a person can’t really even know if he is really successful until later in life, but that kind of dodges the whole “what is success” question. So, let’s ignore the whole hazy success question, and look at our chosen profession: Powersports. We are in a rather unique trade where people drop in just to hang out, where they come in to not only buy merchandise, but they also purely to look at your wares. There are not a lot of other businesses like it. I know I never go to the local appliance store just to look at the new toasters that have just been announced for next year. I could also care less about the new shipment of plywood that just hit the floor at Home Depot. And even though I sell them, I have never had someone come into my store to see the latest generator that’s been recently announced.

One fellow dealer I talked to about success thought that complete success created a vibe, where the owner, the management, the staff, the business and the clients all came together and created something that was larger than the sum of its parts. It’s a great viewpoint and it really sums up the entirety of this business. Integrity is also a big part of the equation; do you have it? Do your employees have it? Do your company’s principles stand on a bedrock of integrity? Some talk about reaching your goals in life as success, but to me, robbing banks to achieve your goal of becoming rich is not success, because there is no integrity involved. I’m sure we have all dealt with businesses that cared not one whit about their clients’ satisfaction in the experience. And we have all dealt with others that were a joy to deal with. The success of the latter would indicate a presence of integrity. I don’t mean that you have to give away everything, and kowtow to unreasonable clients; but that you are fair to everyone you deal with. Even if that unreasonable client disagrees. Sometimes you have to bend a bit more than you’d like to so that you can appease someone, but it happens. The right thing to do will always result in a good final outcome. Eventually. So how is your business? Is it successful on all fronts? Do you have what it takes? Any one of us can do it. Sometimes a little luck is involved, but ultimately, it’s up to us to be successful. We have to be the guiding light, the rock, the one that shows all those around us what it means to be successful. And pull them along with us. That’s true success.

Yes, our international man of mystery is a real dealer; no we are not going to tell you who he is. Saying the things that you are thinking, without risking getting the franchise pulled. The Anonymous Dealer has more than three decades experience at the dealership, in every position from porter to dealer principal.

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Unlike most of the other premium brands the Trilobite collection is engineered and tested by riders then turned over to designers to refine vs. the more widespread industry practice of designers creating an item and then directly sending it to the costing department and then straight into production leaving you, the dealer, and your clients, to test it. Using many proprietary materials combined with unique-quality materials Trilobite is a stand out brand. Whether it is Dyneena®, Raw denim, Kevlar®, Aramid, Cordura®, Cool-Max®, Wax Cotton, 3M® Scotch-Brite™, top grain goat and cow leather, Velcro® or Lycra®, Trilobite products are built using only the best and with a sharp tailored fit! Plus many items come standard with CE2 level protection.

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EDITOR’S CHOICE

ack in the day, before the Internet shortened the news cycle to instantaneously, trade shows and print publications were where dealers accessed their news and information. Especially when it came to new products coming from the aftermarket. One early trade journal even boasted of being “your monthly trade show in print.” Now the concept of waiting an entire month to see what’s new is unfathomable, let alone waiting for an annual trade show. Or is it? For old guys tinkering on their bikes on Friday night with a pizza and a beer, or the winter projects that get done during the polar vortex, time seems to be slowing down. In fact, Cycle News is still proving once a month is not enough, but once a week works! Combining online convenience with social media channels and delivering breaking news is backed by a weekly digital edition that readers can enjoy with a beer at their leisure! Just my speed! Now if we could only get a print version to take out to the garage…

Photo Jason Gearld

AUGUST 2019

EXTRA, EXTRA! READ ALL ABOUT IT!

“We are still here,” says Cycle News Publisher Sean Finley. Because once a month really isn’t enough, America’s Motorcycle Weekly lives on. Cycle News was established more than 50 years ago and continues to provide the most timely motorcycle news. You will find a new issue of Cycle News every Monday with feature coverage of all major motorcycle racing events, breaking news, interviews and latest bike tests. All for FREE!. Stop by their newsstand in Booth #1114 at AIMExpo in Columbus or click here for instant gratification: https://www.cyclenews.com/

THE SWISS ARMY KNIFE OF CUTTING EDGE WINDSCREENS

National Cycle will be in Booth #1543 at the AIMExpo sharing their new VStream for Ducati’s Multistrada. Think of it as the Swiss army knife of windscreens for arguably the best all-rounder bike in the business: Ducati’s 950/S, 1200, and 1260 Multistrada. “These models appeal to the rider who wants off-road capability with sexy Italian style,:” says sales manager Paul Gomez. “Now National Cycle makes stylish VStream Windscreens that live up to this bike’s rugged reputation.” Available in three different sizes and tints the VStream should satisfy the Ducatisti. “VStream gets its name from its unique patented shape,” explains Gomez. “The advanced ‘V’ profile and dimensional contours push the wind vortex out and away from the rider’s helmet, resulting in a peaceful, quieter riding environment.” Quantum hardcoated polycarbonate has impact resistance 20X greater than other windscreens on the market, along with the best scratch resistance in the world. Click here: http://www.nationalcycle.com/vstream-hd.html

MUCK RAKING

“We are all thrilled about being able to get the word out about our wide range of products to retailers and riders who may not be aware of how much we have to offer,” says Tony Zanca, Head of North American Sales. Besides expanding their team in North America, Muc-Off has also been busy expanding their product range. “The extended range of products is a combination of new and newly-available items from Muc-Off’s extensive UK range.” The full range of new moto products launched stateside this year includes: High Performance Waterless Wash, Snow Foam, Helmet Care Kit, Matte Finish Helmet Detailer and Wunder Shine. Muc-Off plans to continue their North American growth, supported in part by upcoming releases including the highly anticipated Silicon Shine and Speed Polish. Muc-Off is distributed by Parts Unlimited /Drag Specialties (Booth #1931) and Kimpex, who will be in Booth #1313 at the AIMExpo. https://www.youtube.com/watch?v=RFRPkjpXTsM

IT’S THE BOMB!

Can you hear me now? The DENALI SoundBomb Compact horn emits an earsplitting 120 decibel blast! “The SoundBomb is 4 times louder than a standard motorcycle horn,” exclaims Erik S. a.k.a. Mr. Twisted. “The SoundBomb was designed for those who want to be heard, but still want to maintain a stylish look. Thanks to its compact design and blacked-out housing, the SoundBomb will practically disappear once installed.” Hear more about the DENALI horn range in the Twisted Throttle sound chamber at AIMExpo, Booth #635 or click here: https://www.twistedthrottle.com/denali-soundbombcompact-dual-tone-air-horn

WINGING IT!

For more than 25 years Mayhem Industries has specialized in the custom design, manufacturing, sourcing, and development for companies across the globe. They are also the authorized licensee for Honda and Yamaha apparel, among others. But the big news is their 2020 Goldwing line-up of apparel and accessories. “The premium apparel and high-quality accessories are designed to provide the owners with a way of expressing themselves,” say Mayhem president Ian Gouldstone. “For fans who want to take Goldwing with them everywhere, whether they own one or not, we want to offer them exceptional apparel with an authentic style.” See the 2020 Goldwing in the American Honda Motor Co. display at AIMExpo, Booth #1851 and then click here for the Mayhem gear: https://www.mayhemspeedshop.com/category-s/1946.htm

NEW OIL LINE IS ON FIRE!

WPS is fired up about the new line of Fire Power 10W-40 and 20W50 Full Synthetic motor oils. “We are extremely excited to add oil to the Fire Power line up,” says Fire Power Brand Manager Kirk Alves. “This product fits well with the current Fire Power lineup keeping our dealers and customers in mind first! We have developed a product at a competitive price point that doesn’t have to sacrifice performance… which continues the Fire Power story.” The Fire Power lineup meets or exceeds JASO MA and MA2 certifications for engine oil as well as warranty requirements for all Japanese motorcycle manufacturers. The Full-synthetic formula is fortified with racing ester to withstand extreme heat and high RPM use. View the lineup of Fire Power engine oils as well as the complete lineup of Fire Power parts at: https://www.firepowerparts.com/products/accessories/oils

AUGUST 2019

garbage bag. I can’t tell you one thing about the gear; my mind was so overwhelmed just trying to survive that details escaped the memory mesh. All I know is Wonderful Wife Wilma was able to get the muddy gear cleaned up very well. Her recipe: Spray & Wash pretreatment before riding. Rinse mud chunks off with hose. Spray & Wash again, then wash in Tide. Inspect before drying, repeat if necessary. Finally Fourth of July weekend we have dry weather! Well except for the daily storms that follow the afternoon scalding heat and humidity. But an hour long shower is better than what we’ve become used to, so it’s great conditions This time I’m riding an 83 430 Husqvarna at AMA Vintage Days. It’s a wonderful bike, it’s just a little hard to start. Really hard to start. Okay, absolutely freaking impossible to start!

THE MOOSE IS LOOSE! Big Man Gets New Gear By Charlie Williams

finally got to ride my bike! Indiana has had one of the wettest spring seasons ever. It’s only been since the 4th of July where you could step off the sidewalk without getting stuck. Quicksand might be an overstatement, but only 29% of Indiana’s Soybean crop got planted due to wet conditions and 42% of the corn fields remain unplanted. Sure the farmers have insurance and government programs, but WHO funds those? Sorry for the politics, I just want to ride my bike. From day one of my employ here at Dealernews, Moose Racing has kept me dressed sharp for most every occasion. From the local fairground races to AMA Vintage Days, or even standing on the sidewalk looking keen in full moto regalia during the middle of the week, my Moose gear makes a statement (and keeps the neighbors talking, too). I’m wearing the Qualifier line of gear this year. it is Moose’s midpoint line. Of course, for the muddiest season ever, I choose the red, WHITE and blue. Why do I choose white? It reflects the sun’s heat the best and I’m always about to overheat when riding my bike. Turns out my first two riding excursions this year were complete survival runs, trophies be damned! I just want to make it back to my truck without being Life Flighted off the course. Really, Indiana can offer some of the most challenging riding in the world. No, we don’t have as much of a riding area as we would like, and it’s certainly not high mountain riding, but we have the market cornered on tight, steep, slick, snotty trails. I’m contesting the Masters Class (60 years plus… sort of like that Dealernews 50+ logo, only older and crustier) at the Stoney Lonesome Motorcycle Club. It’s a special place. They’ve been racing there since the late 1940s — no, I did not race that first year, but I have been riding there for five decades. Over the eons of time, all the picturesque and rolling landscape has been worn away, leaving nothing but bony square edged rutted trails. In two races, I’ve gotten in two laps… and I’m bragging. Ertzberg has nothing on Stoney Lonesome! Waiting on the starting line it began to pour, my Moose Qualifier gear had me looking good as a stream of cold rain water ran down my back. An hour and twenty minutes later and six miles of struggle all my gear gets stripped off and crammed in a

I’d ridden a brilliant 1:25 minute race (read slow and cautious but didn’t kill the engine). Within sight of the finish line the old bike died and that’s where the true test of my riding gear came into play… see last issue for the gory details (and I’m not talking about the alleged streaker). Great effort was made pushing the bike to the line. It’s 4th of July hot and not a cloud in the sky. After the finish line I still had a quarter mile to my truck and it took me an hour of pushing, kicking and throwing up in my helmet. At no time did I have reason to blame any of my misery on my gear. Miserable yes, can I blame my pants? No. Wonderful Wife Wilma got it washed up again, but this time some of the stains had dried in and it’s not as brilliant white as it started, but we can’t really blame anyone for that. After a few short miles and many hours of wearing the gear, I can’t report any failures or shortcomings of any type. Sizing is always a challenge, I’m 6’1” and 222 pounds, I wear 36” jeans but the 38” pants in Moose, yes, they are a little big, but comfortable. I preferred the Sahara ventilated gear, but it’s sizing was even further off. “Athletic Fit” was the turn of phrase — sausage skin was the result! Not pretty and no pictures. If you happen to need larger gear, sizes up to 52” pants and 5X jerseys are available in some colors and product lines. The perfect scenario would be to stock enough so customers could try it on in your store. I wear my jersey over my plastic Acerbis chest protector and either another shirt or from now on the new Moose Body Armor zip up mesh jacket. XXL fits me great, sleeves are long enough, torso is plenty long too, so it fits. I’ve worn other brands of these mesh body armors, but this is by far the most comfortable. I only wish it had more protection, I still pull my Acerbis chest protector on over the Body Armor jacket with a jersey over the top of that. This is my new system. I really don’t want to get hurt... I have a couple pairs of Moose gloves and they all fit well enough, they match the gear and don’t break the bank. Read: Add-on sale. The Moose XCR goggles fit well, hold up well, look great and value-priced. Everyone should stock these goggles. I have another race coming up in August 4th at Stoney Lonesome. This will be an opportunity to enjoy the other season in Indiana, hot dry and dusty. So in closing, if any of this year’s Moose gear didn’t perform well, I would have said so here, it fits well and should hold up for a few seasons. Pants are $89 retail, jersey $32 and gloves $25 so the prices are pretty kind, you can easily spend twice all of this on a pair of pants. Have to give Moose two thumbs up on this years gear line! Distributed exclusively by Parts Unlimited, Moose will be in Booth #1931 at the AIMExpo in Columbus. Now back to the crop report…

HARDEN & ASSOCIATES

Bringing a Unique Perspective to the Powersports Business

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

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

INDUCTED 2008

FOUNDER

Scot Harden scot.harden@harden-offroad.com

harden-offroad.com

Same goes for the gracious hosts, as wine makers Marcelo and Damian Doffo have opened their doors to the entire powersports community to help KCF in its rider and racer safety mission for the past six years. With the help of generous sponsors and 700 enthusiastic people in attendance, more than $40,000 was raised this go-round.

AN EVENING WITH THE KURT CASELLI FOUNDATION 6th Annual Fundraiser Brings In $40,000

he driver shuttling people from the remote parking area down to the Doffo winery looked familiar… very familiar. Turns out former KTM & Husqvarna North America President Jon-Erik Burleson was piloting the cart transporting people to the festivities for the 6th Annual Evening With Kurt Caselli Foundation fundraiser. Although these days his dance card is filled with the United States Motorcycling Coaching Association (USMCA), he has been on the board of the Caselli Foundation since day one, claiming he is never too busy to do any job necessary for the cause.

Although we snuck in early to meet up with our friends from Kawasaki, NPA and Dealernews Advisory Board member Mark Peterson from Southwest Superbikes who had flown in from Dallas just for the event, the program officially kicked off at 4 pm with live music from the Working Man Band, followed by a trials demonstration by Geoff Aaron. Peterson was on a mission to “win” the raffle for a custom KC66 Intense Cycles Tazer electric mountain bike. Despite Peterson purchasing an entire roll of raffle tickets, the winner was Carol Van Leeuwen (no relation to the late Skip Van Leeuwen) and she wasn’t interested in selling the bike to Mark!

The band played until the presentations and the live auction was hosted by Christopher Aslanian who generously donated a framed Caselli jersey signed by Kurt himself. Auction items also included a VIP trip to Monster Energy Cup in Las Vegas with hotel and flights, and a ChampSchool track day experience complete with motorcycle rental & gear. However the BIG ticket item was a painting by Makoto Endo (the artist who uses chopsticks to paint with) which the 2019 Caselli Doffo wine label was created from. Peterson had outbid everyone and planned on taking the art back to Dallas as the auctioneer said going, going… Wait! Alexander Smith came in over the top of Peterson right as the gavel was going down and the Caselli painting is going to its new home at Malcolm Smith Motorsports in nearby Riverside! Meeting of the minds: KTM’s Selvaraj Narayana, AMA Hall of Famer Scot Harden and MotoAmerica’s Dennis Kanagae.

All good fun and all the money goes to a great cause! In fact the KCF crew has already identified where the funds are being budgeted in 3 different safety areas for 2019: Race Course and Safety, Rider Safety during events, and Injury Management. Specific projects include Riders 1st Responders First Aid/CPR Certification events; sending KCF Race Course Safety Advisors to help promoters provide safe, consistent races; partnering with select series to provide a KCF Safety vehicle with medical service devices and supplying major off-road race series with hundreds of KCF Caution Flags and high visibility KCF Safety Bibs to youth riders. The Kurt Caselli Foundation was established in 2013 after the tragic passing of the racing legend. 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. Learn more at www.KurtCaselli.com

AUGUST 2019

Its successor, the Mars Curiosity rover was launched in November 2011. After traveling 350 million miles, it touched down on August 2012 less than 1.5 miles from its intended target. In December 2012 Curiosity’s primary mission of two years was extended indefinitely. Today, nearly seven years later, Curiosity is still transmitting! Full stop! Wildest expectations exceeded = Epic Success! While teams of several hundred people made the Mars Exploration Rover Missions possible, the rover namesakes came from only two singular individuals. Nine-year old Sofi Collis wrote the winning essay in the Lego-sponsored naming contest for the Opportunity rover and its companion rover Spirit. Sofi’s essay said: “I used to live in an orphanage. It was dark and cold and lonely. At night, I looked up at the sparkly sky and felt better. I dreamed I could fly there. In America, I can make all my dreams come true. Thank you for the ‘Spirit’ and ‘Opportunity’.”

Parting Shot By Don Musick

OPPORTUNITY + CURIOSITY = SUCCESS!

he powersports industry is attempting to redefine what success means. On the 50th anniversary of the first lunar landing, it seems appropriate to consider ‘success’ in the context of the U.S. space program. The Mars Opportunity rover was launched from Cape Canaveral on July 2003 and reached the Martian surface in January 2004. Designed to last only 90 Martian days, its last communication was in June 2018 or over 14 (earth) years later! While its design range was only ~1,100 yards, Opportunity ended up traveling more than 28 miles, coming to a final rest (fittingly) in Perseverance Valley! Its mission was officially ended in February 2019 after 1,000+ attempts to restore contact had failed.

Disney-Pixar sponsored the naming contest for Curiosity which was won by sixth-grade student Clara Ma from Lenexa, Kansas. Clara wrote: “Curiosity is an everlasting flame that burns in everyone’s mind. It makes me get out of bed in the morning and wonder what surprises life will throw at me that day. Curiosity is such a powerful force. Without it we wouldn’t be who we are today. Curiosity is the passion that drives us through our everyday lives. We have become explorers and scientist with our need to ask questions and wonder.” So ‘success’ begins with Curiosity and that leads to Opportunity. And, to shamelessly borrow from other NASA namesakes, this leads to “Discovery” and ‘success’ in any “Endeavor.” Can you hear opportunity knocking?

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

AIMExpo........................................................................28 Find It Now...................................................................23 Harden & Associates...................................................79 Lexin Electronics.........................................................41 Motorcycle Industry Council (MIC)............................61 Motorcycle Industry Jobs (MIJ)..................................17 MOTOTV.........................................................................47 Motonation...................................................................85 Motonation (SIDI)..................................................CVR 4 National Cycle...............................................................25 National Powersports Auctions (NPA)...................... 9 Performance Brokerage Services, Inc.....................71

Red Line Synthetic Oil................................................11 SSR Motorsports.........................................................15 STACYC............................................................................ 7 Suffragists...................................................................57 Tread Lightly................................................................63 Trilobite........................................................................73 Tucker Powersports....................................................19 United States Warranty Corporation.......................83 Vroom Network...........................................................69 Western Power Sports.............................................2-3 Woodcraft Technologies Inc. ....................................67 Yuasa Battery...............................................................36

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

AUGUST 2019

Ave Atque Vale Peter Fonda 1940-2019

ale Easy Rider star Peter Fonda. Best known for his role of Wyatt, AKA Captain America, in the seminal 1969 motorcycle movie, he was planning a September gig and screening for the film’s 50th anniversary. He died after suffering respiratory failure from lung cancer. Referring to the iconic movie he co-wrote and starred in, his family asked the world to “raise a glass to freedom.” His family wrote in a statement: ‘It is with deep sorrow that we share the news that Peter Fonda has passed away. [Peter] passed away peacefully on Friday morning, August 16 at 11:05am at his home in Los Angeles surrounded by family. The official cause of death was respiratory failure due to lung cancer.’

Fonda has been planning a concert and screening of the iconic film on September 20 at New York’s Radio City Music Hall in celebration of Easy Rider’s 50th anniversary. Steppenwolf’s John Kay, Roger McGuinn, and other musicians were scheduled to perform as the movie was played, under the musical direction of no less than T-Bone Burnett. Fonda’s family even referenced his role as Wyatt and the freedom of the open road in their official statement, but wanted to keep things private. “In one of the saddest moments of our lives, we are not able to find the appropriate words to express the pain in our hearts. As we grieve, we ask that you respect our privacy.”

Fonda earned two Oscar nominations, almost three decades apart. He shared the first one with co-star Dennis Hopper and Terry Southern for best original screenplay for Easy Rider the story of two hippie bikers on a cross-country trip fueled by drugs and the thrill of youthful freedom. Fonda produced and Hopper directed it for only $380,000. It went on to gross $40 million worldwide, which a substantial sum for its time. The flick has since been listed on the American Film Institute’s ranking of the top 100 American films. The establishment gave its official blessing in 1998 when Easy Rider was included in the United States National Film Registry for being “culturally, historically, or aesthetically significant. Some may have been surprised by the film’s success, but Fonda believed that its enthusiastic reception made perfect sense, because of the very vocal generation coming of age at the time. “It was a market that had never been played to,” he told The Los Angeles Times in 2018. “Nobody had sung their song to them.” And he remained a life-long motorcyclist. However he did swap his old Harley choppers for a new MV Agusta F4 CC (serial #21out of 100) that he bought at Pro Italia Motors in Glendale, California (and former Dealernews cover profile) back in 2006. This was one of several MVs he owned.

“I had been aware of MV Agusta’s 37 World Championships for a long time, so, when I found out they were back in the game, I bought an F4 1000, immediately. I loved that bike and rode it all around the coast and savanna of tropical Queensland, Australia. When I had wrapped the film I was shooting, down under, I auctioned the bike to support the neo-natal wing of the children’s hospital in Melbourne and ordered a new one to be shipped to my ranch in Montana. Eventually, I brought the bike down to Los Angeles. “However, as soon as I rode the F4 CC from LA to Half Moon Bay, near San Francisco, I knew I had to have that bike. The F4 CC was the finest motorcycle I had ever ridden, and I was able to buy that same bike. I met Claudio Castiglioni in Stressa, Italy, in 2009, and saw where the bikes were built. I met Giacomo Agostini who had also ridden that same bike. What a fantastic dance card on my CC!” According to the New York Times, “Mr. Fonda appeared never to abandon his 1960s attitudes and openness, even as he prepared for the 50th anniversary this fall of Easy Rider which will include a Radio City Music Hall screening. The “about” section of his current website includes this thought: “I believe that one is only truly free when learning, and one can only learn when one is free.” Ride free, Wyatt!

Motonation, established in 1999, is an American brand of engineered motorcycle apparel. Every Motonation apparel model is extensively tested by veteran riders with decades of riding experience and a â&#x20AC;&#x153;man-caveâ&#x20AC;? full of National and International trophies. Motonation apparel offers dealers a high profit margin (50+ points!) apparel solution that is not outdated by a new collection at the change of each season and only includes the top selling product categories, sizes and colors. Simple and clean, with very few logos the Motonation apparel collection is timeless, traditional and profitable!

From the riders point of view Motonation offers an apparel solution for riders focused on product value, the utmost in features and fit at a reasonable price. Motonation apparel also meets strict quality and safety standards via some of the same production sources as the larger-expensive brands. Consider a break from the crowd and reduce your apparel obsolescence, inventory levels while increasing profitability, become a Motonation apparel dealer today!

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Sidi, established in 1960, is one of the market’s oldest motorcycle boot manufacturers and the creator of the market’s 1st purpose built MX boot in the early ‘70’s! Every Sidi boot model is extensively tested by World and National champions as well as veteran riders with decades of riding experience and display cases full of National and International trophies.

The Sidi collection is known for market leading technologies and materials, a very precise yet comfortable fit with an exceptional focus on rider safety. When applicable a wide color pallet is offered. Simply put Sidi men’s and women’s boots are the market leader! Sidi retailers, if accepted into the brand’s limited distribution program, enjoy competitive margins, generous terms and total support from Motonation. Consider a break from the crowd and offer your customers the finest boot on the planet – Sidi!

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