Dealernews Issue#13 December 2019 by Dealernews

DN 2.0 #13

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EICMA Report From Milan SxS Take Over SEMA

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You Meet The Nicest People IN A Honda

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CONTENTS 06 WORLD’S LUCKIEST MAN

30 OEM UPDATE+

08 EDITORS NOTE 10 LETTERS+ 12 NEWS+ 16 SHIFTING GEARS+

35 eDEALERNEWS 36 eNEWS 40 INDUSTRY eresearch 42 EICMA 2019

Bob Althoff On Vacation In The Land Of Motorcycles

Robin Hartfiel On A Tale Of Two Cities The Industry Sounds Off News Dealers Can Use Can’t Tell The Players Without A Scorecard?

20 DEALER PROFILE+ 26 INDUSTRY RESEARCH+ 28 INDUSTRY RESEARCH+

Holeshot Motorsports Langley, BC

Dr. Paul Leinberger On Technology Update…

Lenny Sims NADAguides On Q3

Photo by Drew Ruiz

Talon 4: You Meet The Nicest People IN a Honda Covering The Current State Of eBike Affairs Watts Up?

Don Musick On One More Thing, Part II Revolutionary Motion At The World’s Trade Show

46 SEMA 2019

Blurring The Boundaries Between Motorsports & Powersports

50 Northern exposure 52 OPInION+

Marq C. Smith On Electric Motorcycles, Eh?

William Douglas Little On Super Heroes

54 PERSONNEL FILEs 56 DIVERSITY+ 58 ADVOCACY+ 60 CONFESSIONS OF A CUSTOMER 62 MIC RIDEREPORT 64 ADVOCACY+ 66 WÜNSCHISMS Alex Baylon On The Man In The Mirror Alisa Clickenger On Rykers & The Reality Of Ridership Scot Harden On Plus 1 Revisited

Eric Anderson On The Pygmalion Prophecy What Does The MIC Do For You?

Don Amador On Being Grateful For Challenges

More Uncle Paul War Stories

OUR TEAM

68 72 PRESS PASS+ 74 ADVOCACY+

Bob Althoff W.L.M.

GEAR+

UTV Accessory Round-Up

Charlie Williams On Kids MIC More Riders Riding More Statement

76 80 PARTING SHOT 81 AD INDEX 82 VALE+ PRESS PASS+

Malcolm Smith Motorsports Kids Learn To Ride Anonymous Dealer This issue Brought To You By… Ave Atque Vale Clark Collins

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

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

W.L.M.

By Bob Althoff

SEASONS GREETINGS From The Land Of Motorcycles

s I write this I am poolside at Poppies Bali, a small resort I helped build 40+ years ago. I was recently finished with a two plus year assignment in Malaysia, came to Bali for a long weekend and ended up staying for a year. There were volcanoes and rice fields and surf breaks to discover on my rented motorbike. It was heaven then.

And now? Still heaven. Only with about two million motorbikes! We forget the scale of the world motorcycle market. And it continues to boom. Honda has two manufacturing facilities in Vietnam and another in Thailand. Good move! Statistics indicate that 3.28 million motorcycles are sold in Vietnam each year. Of these, 73% (2.38 million) are Hondas, including 902,000 from the Super Cub series. More than 1.79 million motorcycles were sold in Thailand alone in 2018, with Honda selling 1.4 million of them. Harley-Davidson just opened a plant in Thailand. Partly as a hedge against tariff issues; partly to tap into a market where four-up needs to get to two-up. To many, seeing the streams of perhaps tens of thousands of motorbikes in a day is a scene of chaos. To us it is a thing of beauty. It represents the first taste of mobility, of freedom. A reminder: we are blessed to have found motorcycling; to see the world; to make new friends; to have adventure... Merry Christmas and Seasons Greetings!

Another year on two wheels awaits. Bob

WELCOME TO THE TEAM :: CODY WEBB

photo by @jenjophoto

SC 300 FACTORY

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Where a couple hundred people with a vested interest in the survival of the motorcycle market had access to the MIC message, millions of messages were delivered to the masses in Milan. No hype, fact! There were more than 900,000 visits to the eicma.it website the week of the show alone, and add in 20,000 downloads of the show-specific app. Social media was off the chart — 1.3 million users reached and more than 6.4 million views of the posts on Facebook alone. YouTube brought in an additional 850,000 impressions, with 200,000 minutes of views and nearly 58,000 unique viewers… there was a + 72% increase in followers on Instagram, reaching more than 750,000 people and totallng some 2.5 million impressions… there was even Livestreaming on giant TV screens at the historic Duomo in downtown Milan during the full run of the show. Definitely the best of times in terms of impressions!

Editor’s Note By Robin Hartfiel

A TALE OF TWO CITIES

ong Beach and Milan are not London and Paris before the French Revolution. However with apologies to Charles Dickens’ 1859 tale of the French Revolution, the motorcycle industry is on the verge of its own revolution. And it truly may be the industry is facing both “the best of times… and the worst of times” on a global scale. Like one of my old English Lit classes, what we learned at the MIC Communications Symposium in Long Beach can be compared and contrasted to what happened days before in another city at the motorcycle industry’s largest and oldest trade show, EICMA in Milan. “Revolutionary Motion” was even EICMA’s message for the world. Closer to home, our Tale Of Two Cities coincided with the IMS consumer show in Long Beach. We witnessed the best and brightest people in our industry gathered for the annual MIC Communications Symposium… and in an unprecedented move, the doors were thrown open to all stakeholders in our collective future, literally and figuratively as the event was made public and live streamed via social media. “if we can align our messages to what people want and need to hear, and we can create experiences that address the barriers they’ve identified, we will succeed in creating a new, modern era of riders and riding,” said Larry Little, MIC VP and the staff project lead on the ridership initiative.This gateway to the riding experience will be branded and designed so that information is easy to access, with tools to help people navigate their path, said Little of the fledgling effort hinted at in Columbus and rolled out in Long Beach. See the full MIC statement on page 74. In keeping with our Two Cities approach, it would appear that the best of times are still in Milan, at least for the impact on the motorcycle market. While the Long Beach Symposium focus was on building a portal to potential riders, EICMA is already reaching once and future riders... and the sales numbers are up in key European countries including Italy, Germany and France.

We definitely have our work cut out for us in the U.S. And we have had many disparate individual efforts to up our game in the past, MIC included. Because of the Long Beach location, industry people probably remember Robert Pandya historically trying to rally the troops during the Long Beach kick off with his own informal industry meet-ups and “Give A Shift” campaign. He believes that getting balance bikes into pre-schools and elementary schools is the single most effective thing that can be used to save the two-wheeled market. “There is one absolutely guaranteed solution to building a future for motorcycling — balance bikes,” he says. “In addition to the 28.5 million elementary school kids, there are 20 million kids younger than 5… and they can get on a Strider as young as 14 months. Do the math, this is our future!” Dealernews has given Pandya a pulpit in the past, most recently June issue and you can revisit the details of the All Kids Bike Strider Education program here: https://www.allkidsbike.org/ Our own Scot Harden asked if MIC and Centauric had worked with AMA on the strategic initiative, since no one had spoken to him about his Plus1 rider effort (we asked him to revisit Plus1 in this issue, see page 58). However those elements were deemed as “tactical” steps and with all the wheels in motion, MIC s still focused on the overarching “strategic” moves. However, Larry Little did say that he and Centauric had actually put Plus 1 on its road map leading into Long Beach. “Here’s the bottom line: If we want more people to ride more, we must remove barriers, make it as easy as possible for them and connect motorcycle riding with positive emotions,” says MIC’s new CEO Erik Prtichard. “This portal to motorcycling is the first, essential step for our collective efforts to succeed.” As Sydney Carton concludes in a Tale Of Two Cities, “It is a far, far better thing that I do, than I have ever done; it is a far, far better rest that I go to than I have ever known.” While we are not exactly facing the guillotine that Sydney Carton was sacrificed to at the end of Dickens’ novel, a wide swath will be cut in the motorcycle market and we are all going to have to make some sacrifices… or at least make some serious effort to get More Riders, Riding More.

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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a request to sell their brand but the state lost the paperwork. After weeks of waiting, I got involved and called the state and got it through. The dealer shouldn’t have to do this. Let’s work together.

Sonia Ali Ducati International (Head Offfice) Sialkot, Pakistan

Ron Stimac, Proprietor R-3 Powersports Mosinee, WI

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DEALERNEWS DOES DUCATI DALLAS Thank you for reporting on Ducati’s Global Dealer Conference and the cover story… great read! As our Chief Executive Jason Chinnock says, “Our dealer network is the cornerstone of our success.” We really appreciate the coverage on Ducati Dallas! Alex Frantz, PR Manager Ducati North America Mountain View, CA

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WHAT’S HAPPENING IN WISCONSIN? Just a heads up on what’s happening in the state of Wisconsin. The D.O.T. in the state just increased the registration from $69.50 to $164.50. That means that the dealer that is selling a used scooter for $300 will have to add another $185 to his bill. Or take a new scooter at $1000 and add $243.50 to his bill. Tax, title and plates all cost more money. 2. The state is making dealers take a 50-question test in order to register titles for customers. 3. All MCO’s have to have LLC on the MCO if it applies to the dealership. Our shop is having so much trouble with the Dept. of Transportation (Titles) that we are considering not selling street legal units in the future. I am sure many other small dealers in the state are thinking the same. When the government says that they want to help small business out THIS is not the way to do it. Does the state realize that they are just cutting their own throat? I know our sales have dropped since the tariffs and these changes will put another nail in the coffin. I have called the state on this and never got a return call from them. When changes come out, we never get a letter or call from them. Who the hell is in charge of this department? You ask questions and they can’t answer them. I had a supplier send

DEALERNEWS, THE KING OF COOL? Can you share the picture of “the King Of Cool” Steve McQueen’s FIM International Driver’s License for the ISDT? And thank you for putting out such great content for all of us dealers! Jon Garrett, Sales Manager McGrath Hawkeye Harley-Davidson Coralville, IA

IS HIGHER EDUCATION WORTH IT? I remember what it was like when high school ended. I had no idea what I wanted to do, no idea if or what I wanted to go to college for. Some of my friends were going away to school, living in dorms like “real adults” I thought... I remember well what it felt like to think I was missing out on some pivotal life experience. I ended up at community college for a couple grand a year while living at home and working full time. Smartest thing I could have done. Thank goodness my parents helped me make a decision that was logical, not emotional. I’d never have kept up with the Joneses. Well, maybe except in those school loan debts. Brian FiXit Croft Dealership fiXit Podcast Hillsboro, OR

WHAT HAPPENED TO DEALER EXPO? I would like to know where and when Dealer Expo is? We used to visit the Dealernews show in Indianapolis in February… please let me know new location and date. Thank you! Raul Romero Via Dealernews.com

GET A JOB! Whether you’re already in the industry or looking to break in, you need to be reading the industry trade publications. Check out the latest issue of Dealernews for a wealth of information. And on page 54, see Alex Baylon’s latest article. Always informative, always entertaining. Be sure to follow @dealernews as well. Moto on! #motorcycleindustry Jason Gearld, Business Development MotorcycleIndustryJobs.com Carlsbad, CA

Unfortunately the Dealernews International Dealer Expo is no more. The show moved from its long time President’s Day Weekend slot in Indy to a December date in Chicago’s McCormick Place back in 2014 and it didn’t work out. The good news is that the AIMExpo is now the industry’s gathering place, combining the traditional trade show with consumer days. Mark your calendar for the Greater Columbus Convention Center in Ohio, October 1-4, 2020, or click here: https://aimexpousa.com/

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

TECHNOLOGY DIVISION

POWERSPORTS Dealer Software

CRM / ILM / INVENTORY MANAGEMENT DESKING / F&I MENU

December 2019

MOTOVAN MAYHEM

Open Letter Explains Canadian Distributor Is Not Bankrupt

Motovan isn’t bankrupt, but is under legal protection while it restructures under the Companies’ Creditors Arrangement Act. Be advised that on December 12, 2019, the Court has issued an amended and restated initial order (the “Order”) extending the stay of proceedings against the CCAA Parties until January 31, 2020. Based in Boucherville, Quebec, Motovan had purchased U.S.-based MTA and Edmonton Steen Hansen Racing in recent years. Brands include SHOT MX apparel, Olympia riding gear, TCX boots, Shoei and Zox helmets, among others. Dear Valued Customer, On December 2nd, 2019 due to certain business and financial challenges we face, Motovan Corporation and Motorcycle Tires & Accessories LLC (collectively the “Company”) voluntarily filed proceedings under the Companies’ Creditors Arrangement Act (“CCAA”), which establishes a formal restructuring process while obtaining the protection of the law during the process. The Company is NOT bankrupt and will continue its operations as usual. In the coming weeks, the Company will establish a plan while in the CCAA process, giving us the flexibility to ensure you receive the service you are accustomed to from the last 40 years. Please understand that this is a necessary step since the process will provide the financial security and the protection of the court for the establishment of a business strategy to ensure its eventual growth and long-term profitability. The company will continue to be led by its current management team and our family as we have in the past. Furthermore, KPMG Inc. was appointed Monitor by the Court and they possess a vast experience and expertise in such processes. Be sure that we will work diligently on the plan to ensure our success and continue our business relationship with you. For those who have open orders, this remains unchanged as during this process we will work with our vendors to make sure you get the needed inventory as quickly as possible. On behalf of my dad, brother and our loyal employees, I would like to sincerely thank you for your understanding and support throughout this period. Best Regards, James Paladino, MBA President and CEO

EAGLERIDER FLYING HIGH

Expands Subscription Based Services

At the 2018 MIC Communications Symposium one of the key take-aways was that Millennials are more into the experience rather than the hardware. This fact was not lost on the EagleRiders team. While EagleRider may have been around for 27 years, they were not about to rest on their laurels. The pioneers in motorcycle rentals and tours launched their latest innovation at the Long Beach IMS tour kick off. “EagleRider has always been a leading innovator in the motorcycle industry,” claims EagleRider’s co-founder and CEO Chris McIntyre. “Club EagleRider’s new Premium Memberships continue in that spirit by giving new and existing riders an easy, economical and safe way to experience the great sport of motorcycling.” In other words, catering to the experiential crowd. “You can ride anytime, anywhere on any bike. This is essentially like having a bike in your suitcase.” “Our company mission to get more people to swing their legs over a motorcycle,” adds McIntyre. “Always looking for ways to get more people to experience the joys of motorcycle riding, EagleRider is committed to getting more people access to motorcycles and riding experiences. Pricing and details can be found at: https://www.eaglerider.com/motorcycle-club

T.R.A.I.L.S. TO OPEN RIDERSHIP Polaris Puts Up $90,000

ITS A DATE!

Women’s Motorcycle Tours’ SCMR2020 Schedule & Routes Released

Coinciding with the 100th anniversary of the ratification of the 19th Amendment giving women the right to vote, Women’s Motorcycle Tours has released the official dates, routes and opening of registration for the Suffragists Centennial Motorcycle Ride (SCMR2020). The female-focused, three-week crosscountry motorcycling event will commence Friday, July 31, 2020 and end on Sunday, August 23, 2020. “SCMR2020 will be the most significant female-focused riding event in 2020,” claims Clickenger. “I love wrapping epic motorcycle rides around historical events, and Centennials are particularly powerful times to bring people together. My intent is to create an event that makes history at the same time as we celebrate it.” This cross-country event will provide multiple experiences for all disciplines of motorcycle riders in celebration of the centennial of women’s suffrage. The 19th Amendment provided women with the right to vote and is seen as a significant historical event in the journey toward equality and empowerment for women. Partnering with local, state and federal organizations, SCMR2020 will broadcast and amplify the message of women’s freedom, excitement and empowerment through motorcycling. While the ultimate goal is to create an atmosphere of celebration and unity among female motorcyclists, SCMR2020 welcomes all riders; male and female, all brands of motorcycles, two and three-wheeled machines… even non-riders. “Freedom, unity and celebration are our guiding principles,” concludes Clickenger. Click here for more details: https://centennialride.com

Polaris has put up $90,000 in the form of grants to off-road organizations across the United States as a part of its T.R.A.I.L.S Grants program. A total of 10 nonprofit organizations were awarded grants ranging from $5,000 to $10,000. These grants will be used towards developing, improving and expanding trails, as well as ATV/ORV safety and rider education. “The T.R.A.I.L.S Grant program supports the initiatives of off-road organizations that aim to champion off-road riding,” said Chris Musso, president of Off Road at Polaris. “These organizations are a driving force in off-road sports and play a vital role in the future of safe, legal and accessible riding.” The T.R.A.I.L.S Grant program covers two main objectives: promoting safe and responsible riding, and supporting environmental preservations and trail access. Organizations can use funds from the grant to increase and maintain land access through trail development, maintenance projects, safety and education initiatives and other projects. The September 2019 T.R.A.I.L.S Grant Recipients are: Town of Disney (Disney, Oklahoma) Missouri Dirt Riders Inc. (Wright City, Missouri) SPORTSMENS Off Road Vehicle Association of Delta County (Escanaba, Michigan) All-Terrain Vehicle Association of Minnesota (Stacy, Minnesota) Grand Isle ATV Club (Grand Isle, Maine) Minot ATV Club (Minot, Maine) New Mexico Off Highway Vehicle Alliance (Albuquerque, New Mexico) Sauk Ridge Runners ATV Club (Wisconsin Dells, Wisconsin) Progressive Agriculture Foundation (Birmingham, Alabama) Safe Kids Kansas (Topeka, Kansas) Polaris has been awarding T.R.A.I.L.S Grants since 2006. Todate, the program has supported nearly 300 off-road and ATV organizations with more than $2.5 million in grants. For more information on the T.R.A.I.L.S Grant program and to apply for a grant, follow this link to the Polaris website: https://www.polaris.com/en-us/trails-application/

December 2019

ABC HARLEY-DAVIDSON CHANGES HANDS

Edwin Alder and Dennis Atherton Sell Dealership To Dwane & Kari Cannady and Larry & Mary Clark

HONDA WINS BAJA 1000, AGAIN!

Spoiler Alert! SLR Honda has won the 2019 Baja 1000 and the SCORE series title… again. Despite a rain delay that saw the race postponed by a day, SLR teammates Justin Morgan, Max Eddy Jr., David Kamo and Shane Esposito took a wire-to-wire win on their 1X CRF450X. By taking the win in the 52nd Baja 1000, the squad finished its second-straight undefeated SCORE season and stretched the Honda CRF450X’s unmatched Baja 1000 win total to 13. In fact, the CRF450’s current platform remains undefeated in SCORE racing and Honda-mounted teams have earned a record 29 victories in the race, including 22 of the last 23 years. First officially run in 1967, the Baja 1000 — “the world’s longest non-stop off-road race”— was inspired by Dave Ekins and Bill Robertson Jr.’s 1962 run from Tijuana to La Paz aboard a pair of Honda CL72 Scramblers. Honda-mounted Larry Berquist and Gary Preston won the motorcycle class in 1968, and the list of winning Honda riders since then includes famous names like Johnny Campbell, Kendall Norman, Chuck Miller, Bruce Ogilvie, Al Baker and others. The team lead wire-to-wire, finishing back in Ensenada over 800 miles later with a winning time of 17 hours, 34 minutes, 28 seconds — more than two hours ahead of the runner-up Pro Moto Unlimited squad! Honda teams also won the Pro Moto 30, Pro Moto Ironman, Pro Moto 50, Pro Quads, Sportsman Quads and Sportsman Moto classes.

Edwin Alder and Dennis Atherton dreamed of building the best Harley-Davidson dealership and outfitter in the Oakland County, Michigan area. Back in 1981, starting their first motorcycle store located in Pontiac, Adler and Atherton developed a business philosophy of service to customers, hard work and dedication. By 1985, their commitment paid off and expansion was necessary, so they moved the business to its current location on M-59 in Waterford, Michigan. As five-time Circle of Excellence Award winners, Adler and Atherton have much to be proud of and were ready to retire. “After almost 40 years in the business, it was time for my Partner, Dennis, and me to officially retire,” said Adler. George Chaconas Performance Brokerage successfully sold our first Harley-Davidson dealership, so it was a very easy decision to engage him to sell our last. I want to thank George very much for his professionalism, commitment, discipline and perseverance.” Dwane Cannady, a first-time buyer, was the GM at a HarleyDavidson dealership in the Pacific Northwest for more than a decade. Wanting to move back to the Midwest and own and operate his own dealership, he was very excited to acquire ABC Harley-Davidson with partners, Larry and Mary Clark. “Buying or selling, you need a broker who sticks with it and gets the job done, Cannady comments. “Our three-year dream of purchasing a Harley-Davidson dealership would not have happened without George and his efforts.” The dealership remains at 4405 Highland Road in Waterford, Michigan 48328, but has been renamed Arsenal HarleyDavidson. For more information about the services offered, visit: https://performancebrokerageservices.com

December 2019

Brought To You By MotorcycleIndustryJobs.com

Putting a face to the friendly voice on the phone for Parts Unlimited dealers. Announcing the newest phone sales rep for the West region — Jason Friberg. His industry experience includes participating in B class Motocross events running a Honda CRF 250R. He also owns his own media company where he writes articles and contributes photography for various MX outlets. Away from riding, Jason enjoys playing guitar in a band. Rock on, Jason!

After Todd Baldwin’s cryptic announcement in the last issue that he was leaving Malcolm Smith Motorsports where he had started his career back in 1978, the other shoe finally drops. “I’ve partnered with Coyne Powersports in Banning, California. He also used the break to get a surgical tune up. “I’m excited and damn near ready to ride,” exclaims Baldwin. Dr. Brad Baum did a great job repairing my torn ACL, looking forward to seeing all of my friends at the track and in the shop soon! Braaaappppppp!”

Another moto guy making a big move as Tyson Coombs has jumped from MTA after 15+ years with the distributor to become a road rep for Troy Lee Designs. “My goal is to be more than a sales rep,” claims Coombs. “I want to be a supporter, be a partner, be an enthusiast.” This would explain his career trajectory heading to TLD. After starting in the parts department at Malcolm Smith Motorsports, and serving a stint as the parts manager at Corona Motorsports, Coombs went to MTA where he worked in a number of roles over the years. At MTA he was most recently key accounts manager for the West Coast, as well as handling sales training and inventory.

One more moto-head move: Industry veteran and former banking industry professional Ben Janin joins South Bound Motorsports team as Finance Manager and Global Team Leader for the Lakewood, Washington-based dealership. After starting in the family’s Kawasaki dealership in Colorado, Janin went on to be an inside sales rep for three very profitable years at Acerbis USA and spent some time with KTM before becoming a business relationship manager with Wells Fargo and his own business consulting firm. His banking background and passion for powersports makes him ideally suited for the new role at the dealership level. The guys at the dealership even did this video to welcome him on board: h t t p s : / / w w w. y o u t u b e . c o m / watch?time_continue=73&v=PK3zZL_ 7M5s&feature=emb_logo

Former VP of Sales for KTM North America, Brad Hagi is set to replace Jeff Leisk down under. A multi-time Australian MX champion and FIM #2 in the world in 1988, Leisk left racing in the early 1990s and worked with KTM as an ambassador before taking a full-time role within the business in July 2000. He is handing the reins to Hagi, who is currently President KTM Southeast Asia. Currently based in Singapore, Hagi will relocate to Sydney early next year. “I am looking forward to moving to Australia and further developing the KTM Group brands in both the Australian and New Zealand markets,” says Hagi. “An important factor of the success that has been achieved in these markets with the KTM, Husqvarna Motorcycles and WP Suspension brands is due to the strong relationships that have been built with our dealers and of course our customers, I look forward to continuing this.”

Ted Longworth, a longtime employee of The McGraw Group, joins McGraw Powersports as Manager of Product Development. Previously with Pacific Specialty Insurance Company, a sister company to McGraw Powersports, for more than 14 years, Longworth was most recently a Product Manager. In his new position, Longworth will work directly with dealers. “I’m looking forward to building relationships and getting to know our dealers and their customers’ needs as the industry continues to evolve,” he says. Longworth also intends to streamline Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16 processes to enhance the user experience and ensure McGraw Powersports’ product offerings continue to expand in variety and reach new regions of the U.S. “We are pleased to strategically move Ted into this new position and anticipate that his product expertise will bring great value to the McGraw Powersports team,” says Mike Budnyk, Executive Vice President of Sales for Pacific Specialty.

Jim Barker has hit the trail from Texas to upstate New York! The Former Tucker Powersports VP of Marketing was responsible for growing and developing Tucker through creative marketing services that provided 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. “Thank The Lord for this next phase of the journey,” Barker posted to Social Media. “Headed to Buffalo, New York to start at IVR Technology Group. #newopportunities #changeisgood.” Barker is now IVR’s chief revenue officer.

Dealer does good! Former Dealernews Top 100 winner and cover boy Mike Cunningham goes from dealership hero to Zero’s new VP of Sales for the Americas. Most recently Zero’s Director of Dealer Development, Cunningham has more than 20 years of senior management experience in sales and dealer development at the OEM level, including stints at Triumph, Piaggio North America and even Easyriders. “Mike is a lynchpin for overall sales operations at Zero, and we’re looking forward to seeing the Americas region reach new heights under his continued leadership,” says Zero Motorcycles’ CEO Sam Paschel. “He’s been a leader in the powersports industry for decades and brings Zero his incredibly valuable perspective, having served as both a dealer principal and a sales executive with major manufacturers over his career.” With his wealth of industry connections, insight and experience, Paschel believes Cunningham will bolster Zero’s global leadership team during a key transformative moment in time for both Zero and the electric motorcycling industry.

Heads up! Former Helmet House National Sales Manager and current MIC board member Tim Calhoun has a new gig. “I am excited to announce my new role as the Vice President of Sales for Quintessential Design Helmets. Founder Anirudh Surabhi is a design and technical visionary. I am excited to be part of a journey setting a new standard of what riders should expect in a 21stcentury helmet and what it delivers as to safety, crash detection, rider blue-tooth interface and more. Quin Design, well beyond a smart helmet,” claims Calhoun. “Closer to genius!”

Former Scorpion and Answer Racing designer Scott Wilkinson says THE VACATION IS OVER! “After 3 months I landed a sweet gig with 5.11 Tactical after two interviews and a generous offer during the 2nd interview. The design center is in Irvine about 1/2 mile from my last job. The place is awesome inside and the people I interviewed with are great. They even have an indoor gym with classes for yoga and weights. They love and value their employees. Title: Senior Digital Graphics Designer. Handling many of their online marketing needs, catalog design, store graphics, website, email marketing and overseeing a small team of junior designers. Stoked!”

Ex-PepiCo exec Lionel Nowell III has been elected to Textron’s Board of Directors, effective January 1, 2020. Nowell is the retired Senior Vice President and Treasurer of PepsiCo, Inc., and has more than 30 years of experience as a finance professional through operational and financial management roles he held at several multinational corporations, according to Textron. “We are extremely fortunate to welcome Lionel Nowell to our Board,” said Textron Chairman and CEO Scott Donnelly. “Lionel’s broad financial expertise and extensive board level experience will be invaluable.”

HOLESHOT MOTORSPORTS Living Large In Langley, BC

inning in the court of public opinion… and in cyberspace, Holeshot Motorsports has been able to buck the odds and become British Columbia’s largest motorsports dealership in the process. In a case of bigger actually being better, Holeshot has the size (multistories packed with more than 1,000 new and used units), combined with the personnel… and personalities to give customers that personal touch. The result is overwhelmingly positive reviews on Yelp, Facebook and the other social media channels… more about that later. Family run and operated since 1984, the team continues to feel like family, but has internal training and programs in place to keep it professional as well as personal as the operation has expanded considerably over the decades. Sales Manager Brian Bentley shares, “Our sales department offers the largest selection of new and used motorcycles and ATVs in the lower mainland. We carry new Honda, KTM, Yamaha, Suzuki products, as well as pre-owned Triumph, Ducati, Can-Am, Polaris and BMW brands.”

A host of demo days, dyno days and track days are augmented by targeted special events to help drive unit sales, Bentley adds. Recent sales promotions included a launch party held in honor of the Yamaha 2021 T7 arriving at the dealership (which U.S. dealers will still be awaiting for many more months) and the KTM Freeride eBike. Back in October, well before the snow started to fall. Honda ATV sales were spurred on by throwing in a free snowplow, free winch and free install on all 2020 Honda Rubicon TRX520s, plus deals on cold weather gear and accessories. Now that is a package deal! Bentley notes, “Our service department has factory certified technicians, who service motorbikes from Richmond, Surrey, Abbotsford, Coquitlam, Maple Ridge, White Rock, Ladner, Burnaby, Langley, Vancouver and Chilliwack… in fact, Holeshot will go out of its way to bring in work from surrounding areas.” While some dealers are lamenting winter doldrums, Holeshot Service Manager Rusty is offering free pick-up and delivery on any work orders over $150 within the lower mainland!

Accessories Manager Ayla says, “team work makes the dream work. Our larger than life accessories department carries all top brands in the motorsports industry and our parts department stocks a wide selection of original and aftermarket parts.” An example of their ingenuity included their version of a “Black Friday Sale” where off-roaders were given a holeshot of 20% off all dirtbike tires in stock, with the tagline “wrap up your holiday shopping early!” Can’t beat them, join them? Even Dealernews own Canadian Correspondent Marq Smith decided to join the team after running his own competing dealership in the same town for 21 years! After running the show for so long, Marq still welcomes all his former customers to come in and say hello. “I’m having fun again being able to focus on my customers and not sweat the behind-the-scenes hassles that certainly come with an operation this size.” Continued on page 22

December 2019

Continued from page 21

Seems like this sense of purpose and teamwork translates well throughout Holeshot’s entire operation. There is not a lot of staff turnover… Veteran Sales Manager Brian Bentley has been with Holeshot since June 2010, after previously working at a couple other premier motorcycle shops and working in the industry since 2004.

What you see is what you get! Perception is reality, so how do you stay ahead of the curve in cyberspace? Alan DeKleer is in charge of nipping the negativity in the bud by monitoring the online chatter and responding before things get out of hand. “You can generally find Al working on Holeshot’s website or snapping photos of the bikes when he is not helping customers find their new ride for the season,” according to his online bio. DeKleer also supplied the images for this profile and this cool video walk-through of Holeshot: https://youtu.be/es6KgSi5L4o

8867 201 Street Langley, BC V2Y 0C8 CANADA

Phone: (604) 882-3800 Fax: (604) 882-3884 https://www.holeshotracing.ca/

Dealernews Research By Dr. Paul Leinberger

CRYSTAL BALL Your 2020 Values-Driven Customer

n my September column, I talked about the Business Roundtable’s new “Statement On The Purpose Of A Corporation” that expanded the role of the corporation beyond increasing shareholder value. The change was driven, in part, by changes in consumer and employee attitudes. According to Fortune magazine, 64% of Americans believe that the “primary purpose” of public companies should be “making the world better” (along with making money for shareholders). And 84% of younger employees (ages 25 to 34) said they wanted to work for companies that take a stance on public issues. Further, “nine in ten Generation Z consumers believe that companies have a responsibility to address environmental and social issues” (McKinsey, November 2019).

This sea change in what consumers want is now being reflected in the predictions for 2020 coming from the prestigious consulting firm McKinsey & Company as well as the nation’s foremost technology research firm, Forrester. McKinsey calls it “a new leadership imperative” and Forrester proclaims: “This new world requires leaders to think and act differently.” There are two important dimensions to this change — and both will affect you as leaders in the powersports industry. The first has to do with how consumers are feeling as 2019 draws to a close and as they look ahead to what might well be a turbulent 2020. Today’s consumers are like the parents of a newborn: they can’t remember the last time they got a good night’s sleep. They are perpetually tired and because of that, perpetually anxious. Every day their newsfeed (or, if they are of a “certain age,” their television and/or their newspaper) screams with headlines about capitalism in crisis, the coming environmental catastrophe, extreme levels of economic inequality, fake news, digital disruption and social isolation. On top of that, their daily lives are consumed with ever-greater commitments and equally pressing demands. For many, it is like living on the end of a precipice, worrying that their next step could be disastrous. By many measures, they are less happy than they were 20 years ago. The second dimension is directly connected to the first. Technology has changed what consumers can ask for… and companies have responded. Consumers demand — and receive — more convenience (like one-day shipping), more personalization and more ways of doing business (omni-channel marketing – the subject of my June 2019 column). That’s the upside. The downside is that consumers have become more and more self-centered, more narcissistic — and they know it. It is arguably the case, and I would agree with this assertion, that humans want more than transactional relationships. They seek affiliation and they search for greater meaning. When these dimensions are taken together, it is understandable that consumers want to do business with companies that seek to do more than make money. The customer walking into your store wants more than good

products and great service. Let me say that again: The customer walking into your store wants MORE than good products and great service. They want to do business with a store that is values-driven. In our DL Strategy 2018-19 consumer trends study, we learned that 67% of the total public agreed with the statement: “It is important to me that the companies I buy from are clear about what values they stand for” and that number rose to 74% with Millennials (ages 23-40 in 2019). Values-driven firms are those that have a higher order reason to exist than just making money. Patagonia, for example, exists to “use business to protect nature” and Levi Strauss & Co. is driven by its values: empathy, originality, integrity and courage. You don’t have to take on a social issue to be values-driven (although there are many consumers, especially younger ones, who do want you to do that), but you do have to have a set of values that you live by and are evident to the consumer. Here’s How To Get Started: You need to identify values that are authentic to you,

that you can believe in and are believable to others. They must be connected to who you are and the products/ services you provide. For example, one of your values could be recycling. Ask yourself: How could we create a state-of-the-art recycling program? What would we need to commit to in terms of the products we sell? What would we ask our suppliers to do? How will we communicate this value to our customers? Select values you have a passion for. If being involved in your community is important to you, make it one of your values. At Levi Strauss & Co., one of their values is “to always be concerned about the welfare of their employees and the people in the communities where they do business.” Commit to your values for the long-term. You cannot decide to commit to “serving the community” this year and then abandon it next year (if your business goes south). If you abandon it, your reputation will be damaged — perhaps forever. Want a great way to jumpstart your business in 2020 and increase your chances of success? Consider becoming a values-driven store. You can do it; Dealernews can help.

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

December 2019

Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Market Insights Power The Market Values

o where the money is! While the market has remained stable for the first three quarters, preowned sales continues to outpace new units by nearly 3:1. Values can be found in cruisers, and more recently, sportbikes. Both are up by 4% or more. As we enter the fourth quarter, the market for used motorcycles is fairly hot, while side by sides are mixed. Looking at motorcycle values, cruisers continue to perform strongly, bringing 4.1% more money in the first ten months of 2019 compared to the same period of 2018. Sportbikes edged out year-prior results in the most recent period, with this segment bringing 4% more money year-to-date.

In fact, month-by-month retail values for cruisers have averaged up $500 over 2017. The category has consistently been at $8,500 for the first three quarters (see table #1). Sportbike values surpassed strong 2017 values in Q2 and are holding steady (table #2). Moving over to side by sides, the utility segment continues to fall behind the previous two years, currently averaging 3.3% behind 2018. Sport side by sides had a relatively healthy summer, almost catching up to year-prior pricing. This segment is now essentially at parity with 2018 in terms of average pricing, but should edge up as new Kawasaki and Honda machines enter the fray.

Table 2

Table 1

Table 4

Table 3

Looking forward, employment figures remain extremely strong and average wages continue to tick upward. Macroeconomic data is increasingly mixed, but demand for

motorcycles and powersports should remain consistent into early 2020.

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 December 2019

YOU MEET THE NICEST PEOPLE IN A HONDA Talon 4’s Intended Purpose! By Robin Hartfiel

ife really is better SxS… especially for dealers being treated to Honda’s Talon 1000X-4 first ride event, held in the desert outside of historic Caliente, Nevada. As with the intro of Talon 2-seater in Texas, Honda has shifted the narrative from hardware to having fun. In fact, dealers and journalists invited to the launch were encouraged to bring friends and family with them. Instead of going to a golf resort, the families stayed in a motorhome parked around a fire pit and the rides were epic loops through amazing scenery… not some Supercross track littered with triple jumps. “It is all about the intended usage of the machine,” explains Ben Hoang Honda’s ATV/UTV PR point man. “Generations of enthusiasts grew up going out for weekend rides with family and friends. We want to return to that vibe… starting with our dealers. Enthusiasm is contagious, but many people working in this industry may need a fresh dose of seat time to remember why we are here.” Hoang also hints that the intended purpose of the machines may have been forgotten. “The Talon-4 is every bit as capable as our two multisport models, it just extends

Photos by Drew Ruiz & Gus Stewart

the experience to three other people.” He isn’t just doing PR speak, Honda has announced a Talon race team for 2020 and the turbo-equipped desert cars will be based on the Talon-4 chassis.

While the focus was on the family experience, Honda hasn’t forgotten the hardware entirely. The new 64-inchwide chassis with Fox Live Valve active suspension and a 28.8-inch-longer wheelbase than the Talon 1000X does make a great platform for the miles of trails we traversed. The transmission features sport and normal shift modes, high and low range, and launch mode that allows fullthrottle acceleration from a standing start… not necessary for a family of four, but we noticed everyone was tempted to try it!

Dealernews had the opportunity to pre-run the Caliente experience with AMA Hall Of Famer Scot Harden. A native Nevadan, Scot and the late Casey Folks created the Nevada 200 Ride based in Caliente three decades ago, but he was kind enough to share some of his secret trails with Honda dealers. And as a bonus demonstration of the Talon’s durability, miles of the Silver State 300 race course were incorporated into the two loops in a section he nicknamed “The Honda Proving Grounds.” “These were a lot of smiles and happy people,” said Harden. “Honda really knows how to put on an event and it was an honor to share some of my favorite trails with the dealers and their families.” One thing he noted is “the right hand seat is 20 mph faster than the left side!” Seems the veteran Dakar and Baja racer had never played co-driver before in 50 years of racing. “Actually there is not a bad seat in the house,” he admits. “The stadium-style seating arrangements means you get a great view of the trail wherever you are sitting and the Fox Live Valve suspension makes the ride really comfortable.” The rear seats sit 3 inches higher and 2 inches closer together than the front seats and are specifically designed for easy egress, so who are we to argue with our guide? The standard 1000X-4 may not get the Live Valve suspension and launch mode, but it does feature the same 64-inch width and 116.4-inch wheelbase. Suspension travel is 14.6 inches up front and 15 inches in the rear using Fox QS3 shocks. Both Talon four-seaters come with 28-inch tires on 15-inch aluminum wheels. Bringing the Honda experience back to its roots is a welcome tactic to building future riders. Life is better SXS… and even more so when you have two more along for the ride. Having family and friends engaging in the experience of an event like a long weekend riding around Caliente is certainly a strategy we are onboard with. Time to start meeting the nicest people in a Honda Talon!

December 2019

WHAT THEY SAID Honda is known for attention to detail and the Talon upholds the tradition with impressive touches all over the machine. All the seats are roomy, with just-right firmness and openings to accommodate harnesses. The staggered stadium seating makes the backseat passengers feel like they aren’t backseat to all the excitement. There are large cup holders for everyone in the car, plus a big glove box and spacious under-seat storage. Overall Honda’s 64-inch wide sport four-seater is something special. It’s not cheap, but you get a versatile, beltless transmission, an engine that delivers more than you expect and the quality and durability that has made Honda the most popular name in motorsports. ~ Cain Smead UTV Action Why go for a two-seater when you can have a four-seater and more space to invite (more of) your friends on that dune bashing weekend you’ve been planning for weeks? That’s the exact question Honda must have asked before kicking off R&D for its new Talon 1000X-4 and 1000X-4 Fox Live Valve which come to take the four-seater UTV niche by storm. ~ Tudor Rus TopSpeed Many had brought friends and family members along to get a feel for the extra three seats in the Talon X-4. This is how Honda wants you to think about their machine as they always say, “Life is Better SXS.” We truly believe this as well because loving this sport means that you share your adventures and build memories with those you love while finding new places to go and things to see in the outdoors. Our 2020 Honda Talon X-4 performed very well and switching between the standard version to the Live Valve suspension gave us an appreciation of the technology that is in this new rig by Honda. Be sure to get out and enjoy life with family and friends because just like Honda says, Life is better side by side. ~ Rick Sosebee UTVGuide.net The six-speed automatic transmission (called DCT) is the biggest differentiating feature of the Talon line of UTVs. It is a direct drive system without a belt, which is the system used on most other UTV models. Those drive belts are a weak link that need regular replacement if you drive aggressively and the Talon eliminates this issue. We are big fans of the DCT transmission and driveline. The automatic works just about perfectly and you have the option of setting it to standard or sport, which makes it shift a little later for more aggressive driving. We had three different drivers in our vehicle trading off and we all preferred the automatic/sport setting the best. It is really cool to use the paddle shifter to downshift into corners to use the engine braking to help slow down and setup for turns. ~ Throttle News

Continued from page 31

IF SO, THEN GET WITH THE TIMES. A lot of Powersports DMS providers claim they’re keeping you strong, but older features and integrations can make them feel a little weaker. It’s hard to find new leads when the technology doesn’t recognize that flexibility and agility are what keep businesses moving forward. If you’re looking for a DMS that’s ready to pump you up, then schedule a CDK Lightspeed®EVO demo. We’ll provide a workout you won’t forget.

READY TO LEAVE THE PAST BEHIND?

Call 800.521.0309 or visit cdkglobal.com /anewera-powersports

© 2019 CDK Global, LLC / CDK Global and Lightspeed are registered trademarks of CDK Global, LLC. 19-5254 © 2019 CDK Global, LLC / CDK Global and Lightspeed are registered trademarks of CDK Global, LLC. 19-5254

POWER YOUR

YEARS OF

PASSION With 350 cold-cranking amps for reliable start-ups in any condition and 21 Ah reserve capacity to power all your accessories, the YTX series by Yuasa sets the standard by which all powersports batteries are judged.

yuasabattery.com

e TACITA TO TACKLE DAKAR

Italian eRally Racer Ready For The Dunes Page 36

EBIKE SALES ON A CHARGE Research Firm Says Sales Up 51% Page 36

FERRARI WINS!

MotoE Celebrates Initial Championship Page 37

CURRENTS+

TACITA TO TACKLE DAKAR Italian eRally Bike Ready For The Dunes

EBIKE SALES ON A CHARGE!

Following the merger with the Bicycle Product Suppliers Association, PeopleForBikes is now partnered with NPD Group (the bike industry’s time-tested research partner) to distribute monthly reports that summarize the sales of complete bikes from suppliers to independent bicycle dealers, including the burgeoning eBike biz. According to a recent PeopleForBikes E-bike Summit hosted Canyon Bicycles, E-sales continue to outpace the rest of the bicycle business, jumping 51% to $207 million in the past year. A corresponding drop of 1% in the overall bicycle market (including parts, accessories, apparel, and shop service) occurred in the same timeframe to $5.5 billion. According to NPD, E-bikes demonstrated solid growth in all the categories NPD tracks. For the IBD purists not interested in pedalassisted power, the profit centers to watch are gravel/cyclocross bikes, helmets, bike rentals and training accessories. In the bicycle market, NPD tracks point-of-sale transactions at retailers representing 19,000 doors. In addition to independent bicycle dealers, those retailers include sporting goods chains, mass merchants, toy stores, warehouse shopping clubs and online sellers. Interested in tracking how the other half lives? It is free to sign up for PeopleForBikes/NPD research for free: https://peopleforbikes.org/npdsignupemails/

With the toughest rally in the world coming to Saudi Arabia in January 2020, TACITA determined this would be the ideal venue to prove the capabilities of their rally edition eMotorcycle. “The Dakar Rally opens up to the future of mobility and TACITA has taken the challenge offered by A.S.O, the organizer of the epic Dakar Rally, to promote electric rally racing motorcycles,” says company co-founder Pierpaolo Rigo. So, on January 4th, the TACITA Rally Program for the upcoming 2021, 2022 and 2023 Dakar Rally will be officially presented at the Jeddah Dakar Village at the “New Energy” Podium. During the final stage on January 17th, the TACITA T-Race Rally 2020 will also join the full field of competitors at the Qiddiyah Grand Prix to make its Dakar debut. “ASO is encouraging the participation of hybrid and full electric vehicles on the Dakar and we took the challenge,” says Rigo. “We are working on the T-Race Rally Dakar 2020 that will be able to tackle the toughest rally in the world.” Back in 2012 TACITA was the first electric motorcycle to race an African rally at the Merzouga Rally. “After these years of continuous research and development, we are ready for the Dakar. We invite all rally enthusiasts to visit us at the Jeddah Dakar Village, on every Bivouac or at the final Qiddiyah Grand Prix to come test our TACITA T-Race Rally 2020 and see our mobile solar-powered trailer, the TACITA T-Station.” “We are happy about the future Rally Raid events, and we know that Alternative Energies will be part of it. The TACITA project and its full electric rally bike is a main development axis. And we are glad to welcome and promote this bike and this team at the start of our first Saudi Dakar in January 2020,” added Dakar Race Director David Castera.

HUSQVARNA READY TO RACE

EE 5 Eligible For Loretta Lynn’s 2020 AMA MX Championship Husqvarna Motorcycles all-new EE 5 electric minibike is eligible to compete in the new Mini-E (4-6) Jr. class at the 2020 AMA Amateur National Motocross Championship at Loretta Lynn’s. “Continuing the brand’s pioneering motocross journey, we couldn’t be happier to have the new EE 5 included in the firstever electric Minibike class at Loretta Lynn’s,” says Husky Race Team Coordinator Sean Murphy. The EE 5 is eligible for the Mini-E (4-6) Jr. class with the adjustable bodywork and suspension set to the lowest position, bringing the seat height below the 25-inch requirement. Restrictions for the new Mini-E (4-6) Jr. class include: battery energy limited to 1kWh; maximum (adjusted length) wheelbase of 41 inches; maximum wheel size of 12 inches; and maximum seat height of 25 inches. “We look forward to seeing youngsters compete on these environmentally-friendly, easily adaptable machines now at the highest level of amateur motocross racing,” concludes Murphy. For more information on the National Classes and Supplemental Rules for the AMA Amateur National Motocross Championship at Loretta Lynn’s, please visit www.mxsports.com

TRY BEFORE YOU BUY

LiveWire For Lease? Interested in riding the LiveWire but can’t get a Harley franchise? Twisted Road, the leading rental service for privately- owned motorcycles in the US, is offering HarleyDavidson LiveWire electric motorcycles in Los Angeles and San Francisco. With more than 2,300 motorcycles for short- or longterm rental, Twisted Road has many options from classic bikes to the cutting edge LiveWire electric motorcycle. “These are fantastic additions to our fleet,” claims Twisted Road Founder/CEO Austin Rothbard. “The owner in the L.A. area is offering the LiveWire for rent exclusively through us, and will even arrange for airport pick up and drop off.” Twisted Road is unique among motorcycle-sharing services with a flat rate per day charge for all bikes, set by the owner based on how popular or rare the motorcycle is. The LiveWire motorcycles will rent for about $199 per day. Like all other Twisted Road bikes, these bikes won’t have mileage restrictions. “It’s a great way to try out a bike you’ve never ridden before,” adds Rothbard. “Whether it’s a 21st century electric bike like the LiveWire, that’s perfect for getting around the city, or a vintage beauty like the 1958 BMW R50. We are building the most trusted motorcycle community around – a place for riders to connect with one another over their favorite passion. Riding.” For more information on Twisted Road click here: www.twistedroad.com

December 2019

CURRENTS+

EVEN MORE FOR ENERGICA IN 2020

FERRARI WINS FIM MOTOE CHAMPIONSHIP

Not that Ferrari, but still Italian to the core, Matteo Ferrari (Team Trentino Gresini MotoE), rode to the 2019 FIM Enel MotoE World Cup at Valencia’s Ricardo Tormo Circuit in the final race of the year. Ferrari, the pre-event title-favorite rode smartly and avoided any unnecessary risk to beat Bradley Smith (One Energy Racing). The race itself was won by Eric Granado (Avintia Esponsorama), who fended off all attacks from Bradley Smith right up to the last corner, when the Briton dived up on the inside with a tough maneuver that did not pay off on corner exit. The Brazilian took a well-deserved win to wrap up his season on an excellent note, despite the missed opportunities he experienced in the early rounds. After the final MotoGP round, the Energica team stayed over one more day for media tests of the Ego Corsa (on the track) and the 2020 range of road bikes. They have now made their way back to the Modena HQ in Modena to start the preparations for the second season of the MotoE series… and the American launch in Long Beach.

What a year Energica Motor Company had. The Italian manufacturer of high-performance electric motorcycles announced its eMotoGP series, lost all the race bikes in a fire, persevered and had a debut title championship won by Ferrari (Matteo, not the car company) and a blockbuster EICMA show… But wait, there was EVen more! Energica announced their 2020 models, revised pricing for the U.S. market and new technology offerings at the Long Beach IMS launch. Energica Motor Company Inc., the US division of the Italian parent company, was at the Long Beach IMS Show for the fourth year in a row. At IMS Energica noted that its MotoE experience has been a game changer in terms of technology. The incorporation of the 21.5 kWh battery in three new models means that Energica now has the battery pack with the biggest capacity and power ever installed on a production electric motorcycle. Thanks to the new power unit, the electric motorcycles made in Modena get a improved torque: 200 Nm for the Eva EsseEsse9+, 215 Nm for the Ego+ and Eva Ribelle. It is not all about performance, however, as weight and riding range are also positively affected: the MY2020 models are 5% lighter and have a 60% higher riding range: city 249 miles, Combined 143 miles, Highway 112 miles. Energica continues to feature all three levels of charging as standard (Level 1, Level 2 and Level 3) with DC Charging capability, resulting in 249 miles of city range achieved in about one hour (40 min charging up 80% SOC); or through Level 2 charging at 41.5 miles per hour. Availability: New 2020 models with the 21.5 kWh batteries will be available beginning in February 2020. Click www.energicamotorusa.com for more or see the sizzle reel here: https://www.youtube.com/watch?v=7SYGciOj4nk

Dealernews Research By Don Musick

One More Thing! PART II Fitness Junkies and Eco-Freaks!

n addition to the general demographic observations, both surveys also examined the issues which motivated respondents to buy/ride eBikes. The results of the Evelo survey in Fig. 9 show the dominant motivators are recreation, physical activity and fitness (51.8% total). This result is not surprising since 88% of survey respondents were from their email subscriber base. What is surprising though is that environmental concerns, cost savings and decreased dependence on automotive transportation only amounted to 19.1% overall. Not so eco-motivated after all! The results of the PSU survey however, showed a very different profile with recreation, physical activity and fitness categories totaling only 29.5% collectively. The primary motivator for these survey respondents was reducing dependence on cars (23.2%), followed by commuting (13.4%) and environmental concerns (12.5%). Combining the first and last categories into an “automotive alternative” classification, this group appears to be much more eco-conscious. Since the PSU survey also included participants from LEV-associated sources (Dealernews issue #12, page 31), the results are likely more skewed towards eBikes as automotive alternatives. Lastly, both surveys showed that saving money was not a significant motivator for owning/using eBikes.

Final Observation In the first section, we noted that consumer eBike interest as measured by Google Trends had a strong geographic correlation with the PSU survey respondents. We can also map Google eBike interest against the purchase year history which was compiled in the Evelo (only) survey. Figure 10 shows a near perfect match between the two data sets suggesting that Google Trends interest data also correlates with the timeline of increasing consumer purchases. Lastly I’d like to share another YouTube video titled “Why eBikes Don’t Count // why do some people hate eBikes?”. This video pretty much nails the motivational “ethos” shared by many eBike riders. https://youtu.be/3U9xxeI5ZHQ

Figure 9

Figure 10

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 web-based 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

December 2019

MOTO RIVOLUZIONARIO: EICMA 2019 Revolutionary Motorcycle Event Draws 800,000 By Robin Hartfiel

he 77th edition of the Esposizione Internazionale del Ciclo e Motociclo (EICMA) show is being billed as the most revolutionary, innovative and attractive version the world’s largest motorcycle show has had in its 100 year history. It is certainly hard to argue the results as more than 800,000 passionate moto people flooded Fiera MilanoRho fairgrounds. Certainly in terms of physical space, the show was bigger than ever before, having added two more pavilions than last year and occupying 300,000+ square meters of exhibit space, including MotoLive outdoor demo areas and race tracks. There were 1,887 brands present (up +47.54% over 2018 and +10.29% over the record high back in 2017). Better than 60% of the exhibitors come from abroad representing 43 countries. New for 2019 was the focused “EICMA FOR KIDS” project: an initiative that engaged more than a thousand girls and boys, from 4 to 11 years old giving them the opportunity to try bikes and motorcycles free and learn the basics of road safety.

“Molto soddisfatto… very satisfied with the results,” said the president of EICMA, Andrea Dell’Orto. He praised the excellent work of organizational infrastructure and thanked “all the exhibitors and the two-wheeler industry, as well as the individual members of the Board of Directors for having shared and supported the path that brought us to this success… much has happened since last year,” explained Dell’Orto. “It was indeed a very busy year, during which we fielded a series of important strategic investments which allowed us to further raise the value of our exhibition.” Dell’Orto was referencing the event’s communications and promotions efforts, as well as the ISO 20121 certification. A revamped digital presence, complete with the creation of a new website, a new app, online ticket sales programs, and a comprehensive media outreach, all of which helped the show reach record numbers during its 6-day run. Millions of messages were delivered to the masses in Milan. In fact, there were more than 900,000 visits to the

new eicma.it website the week of the show alone. Add in 20,000 downloads of the show-specific app, and you can see the reason for Dell’Orto’s “Molto soddisfatto.” Social media was off the charts — 1.3 million users reached and more than 6.4 million views of the posts on Facebook alone. YouTube brought in an additional 850,000 impressions, with 200,000 minutes of views and nearly 58,000 unique viewers… there was a +72% increase in followers on Instagram, reaching more than 750,000 people and totaling some 2.5 million impressions… There was even Livestreaming on giant TV screens at the historic Duomo in downtown Milan during the full run of the show. Record numbers were also posted by the new Stampa (press) team. The press office and on-line news desk took more than 10,000 photos, recorded more than 47 hours of film footage, published 160 news items, issued 15 formal press releases on site and compiled 52 video segments with the vendors. The press center also accommodated 4,053 accredited journalists and another 4,065 “influencers,” bloggers and the like.

Trade days on Tuesday and Wednesday saw 43,623 dealers from around the world making it to Milan. Nearly 24,000 (55%) of the dealers came from abroad, including Randy Nedescu from BellissiMoto in Las Vegas, who attended the show as the guest of the Italian Trade office in Los Angeles. The crew from Laidlaw’s Harley-Davidson also came from California in order to be crowned “Battle Of The Kings” winners at the Harley stand at EICMA (see sidebar). After 100 years, the oldest and largest motorcycle show has managed to reinvent itself. EICMA’s Moto rivoluzionario approach has not only made motorcycles relevant on the world stage once again and efforts like the social media program and EICMA Kids continue to broaden the reach well beyond its current base. Might be time for a similar rivoluzion here in the U.S.? The next EICMA show is set for November 3-8, 2020.

December 2019

The bike is a throwback to FXRT styling with a Southern California twist, paying tribute to the Pacific Coast Highway and the Southern California influence on modern performance cruisers. As a concept, it covers a lot of ground. As a design, it’s far more than the sum of its parts. The team wanted full functionality, but with a strong California flair. “Once again the global Harley-Davidson dealership community has excelled at demonstrating their custom leadership,” says Steve Lambert, International Marketing Director at Harley-Davidson. “Huge congratulations to all of our over 300 entries, the regional winners and finalists – and especially to our 2019 champions Laidlaw’s HarleyDavidson. A truly stunning build – and a worthy champion.”

California Dealership Crowned Battle Of The Kings Winner At EICMA

n a special media-day presentation at EICMA, Laidlaw’s Harley-Davidson was crowned Global Custom Kings and overall winners of the 2019 Battle of the Kings. Laidlaw’s “FXGTS Coast Glide” is based on a Sport Glide, but has been extensively customized to create a truly unique ride.

According to The Motor Company, Battle of the Kings is the world’s largest dealer custom build-off competition. The competition showcases the very best in customization capability and the creativity of the Custom Kings who can be found at every Harley-Davidson dealership globally. In 2018, the Custom King crown was taken by debut-entrants Harley-Davidson Bangkok with their Street Bob-based build they called The Prince. The United States dealers added an extra dimension to their competition, inspiring the next generation of custom builders by teaming each build with a trade school, with students working alongside the dealership team to create and build their machine. The 2019 runners-up were: Warr’s Harley-Davidson, The Crook (United Kingdom); Thunderbike Harley-Davidson, Roar (Germany); Calgary Harley-Davidson, Moonshine (Canada) and Harley-Davidson Queretaro, Joe Tracker (Mexico) – whose machines were all on display at EICMA for the tense final voting. For information on the Battle of the Kings contest visit: www.h-d.com/customkings

WHAT THEY SAID ABOUT EICMA

All the big guns wheel out their concepts and new launches at EICMA, along with countless range refreshes and minor updates. So we’ve sifted through all the PR bumf and picked out the bikes we reckon have a significant chance of success—or are game changers in some way. 1) Husqvarna Norden 901 The styling is crisp and original, and the specs suggest serious capability—starting with a 21-inch front wheel and 18-inch rear. Parent company KTM knows how to build dirt bikes, so we have high expectations for the Norden. 2) Harley-Davidson Bronx The good news is that Milwaukee has finally delivered the bike so many have asked for. It’ll be competition for the Kawasaki Z900 and Yamaha MT-09, and may even draw some buyers away from the Triumph Speed Triple. 3) Scrambler Ducati Desert X The Desert X concept catapults the Scrambler into the modern ADV segment, with a nod in the direction of the cultish Cagiva Elefant from the 90s. 4) Supercharged Bimota TesiH2 In a move guaranteed to get sportbike fans fizzing at the bunghole, Kawasaki Europe has bought into Bimota. 5) Moto Guzzi V85 TT Travel Moto Guzzi’s new variant called the Travel amps up the retro cool factor even higher. It’ll go on sale next year, complete with big aluminum panniers, a tall windscreen, heated grips and other goodies—plus a lovely ‘Sabbia Namib’ livery. ~ Chris Hunter BikeEXIF

In a foggy and wet Milan, the Euro 5 class made a thunderous debut at the Esposizione Internazionale Ciclo Motociclo e Accessori 2019 (or EICMA) with bigger and more powerful engines. The motorcycle show also demonstrated increasing competition from the Far East at all levels, and was garnished with some exciting announcements. 1) Bimota Tesi H2 The new 2020 Bimota Tesi H2 merges the supercharged power of the Kawasaki H2 with the legendary Italian hubcenter design to serve up the nicest surprise of the EICMA 2019 2) KTM 1290 Super Duke R KTM picked up Ducati’s Streetfighter V4 glove, launching a new, all too powerful 1290 Super Duke R as the company faces MV Agusta’s reply in the shape of a brand new Brutale 1000 RR. 3) BMW R900 XR Also expanding rapidly is the Adventure motorcycle segment, with engines growing continuously in capacity to the point where BMW’s middle models now come in at 900cc. 4) Moto Morini X-Cape Moto Morini, in tandem with Aprilia, plays a different hand by launching new 650 and 660-cc engine platforms respectively. Some seem to have realized that the Adventure bike clan risks losing touch with the average middle-class customer. 5) Benelli Leoncino 800 The Chinese manufacturers keep on growing in numbers, but they also return stronger every year. Just a few years ago you’d rarely see engines bigger than 125cc, but now a large number of 300cc models (and some even bigger) of all shapes and forms appeal to a wide spectrum of western customers and have successfully claimed considerable market shares in several countries. ~ Spiros Tsantilas New Atlas

EICMA 2019 was full of surprises, not least of which were the range of truly unique motorcycles and the storylines no one could have predicted. Who here expected we’d be talking about Pierre Terblanche, Aston Martin, and Bimota? The Top 5 craziest bikes from EICMA 2019: 1) Bimota Tesi H2 We haven’t seen a Kawasaki-powered Bimota since the early 1980s. Kudos to Kawasaki for knowing the H2 engine is what everyone would want in a Bimota. 2) AMB 001 by Aston Martin/Brough Superior Turn up the Edward Elgar, pour a glass of Glenlivet, and gaze upon its beauty. With design duties by Aston Martin and engineering from the boffins at Brough Superior, the AMB 001 has a turbocharged V-twin producing a claimed 180 hp, all in a sub-400-pound package strutting with carbon fiber, titanium, and billet aluminum. 3) MV Agusta Rush 1000 We’re thrilled MV Agusta is grazing in greener pastures, flush with capital, releasing new models, and resting in the very capable hands of Massimo Bordi (the engineer behind Ducati’s Desmoquattro) in his new role as executive vice president and head of production and quality control. 4) Cake Ösa+ Cake envisions a world of urban farmers, carpenters, and moms with small children zipping around and minding their business—sounds like a utopian real-life Richard Scarry book. 5) BST Hypertek What does a carbon fiber wheel maker know about making electric motorcycles? Enough to hire Pierre Terblanche to be the designer, apparently. Terblanche is best known as the head designer at Ducati around the turn of the new millennium ~ Seth Richards Cycle World

December 2019

Photos by Gus Stewart

SEMA SHIFTING TO A POWERSPORTS SHOW? Cracking The Car Code

illing the entire Las Vegas Convention Center,most of the adjoining hotels, acres of outdoor display space and test tracks, SEMA is the mother of all tradeshows for the automotive aftermarket. More than 2,400 exhibiting companies and attendees from all over the world congregated in Sin City November 5-9, 2019. No question SEMA is the center of the $44.6 billion automotive aftermarket universe… but steadily encroaching from a galaxy far, far away in years past, the powersports industry has been making inroads into the rarified air of the Specialty Equipment Manufacturers Association.

Continued on page 48

Given the growth explosion of the UTV sector, not to mention the fact that Side-by-Sides have 4 wheels and a steering wheel, SEMA has officially recognized the powersports market. SEMA exhibitors cast their votes and selected vehicles that represent the best business opportunities for the aftermarket in five categories: car, truck, 4×4/SUV, sport compact and powersports vehicle. The top three finalists in each category for the awards were presented at the SEMA Show Vehicle Reveal on opening day. Pretty cool to see the ROXOR A/T, Polaris RZR and Honda Talon right there with the Audi R6, Ford F-Series and Chevy’s newest Blazer. The envelope please… actually the three powersports vehicle contenders were all on the red carpet for the SEMA awards version of the Oscar during the SEMA Industry Awards Banquet. This bash is the automotive specialtyequipment market’s premier awards ceremony “where industry excellence and achievements are celebrated,” according to SEMA. Believe the hype, this is the auto aftermarket industry’s single largest gala, bringing in 3,000 automotive icons, professionals, supporters and celebrities.

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The lines between “Motorsports” and “Powersports” actually began blurring last year when SEMA started officially recognizing UTVs. Spoiler alert: The Polaris RZR PRO XP Ultimate was named SEMA’s 2019 “Powersports Vehicle of the Year” based on the potential aftermarket add-on potential. The PRO XP Ultimate is the perfect platform for further customization, according to SEMA criteria. “We’re excited to recognize the RZR PRO XP Ultimate with the SEMA Powersports Vehicle of the Year award,” said SEMA President and CEO Chris Kersting. “Voted on by SEMA Show exhibitors, the award recognizes the versatility of the RZR and how it can be modified to fit an individual’s unique needs.”

This is actually the second consecutive year SEMA picked Polaris as the honoree. Last year SEMA launched their ‘“Powersports Vehicle of the Year” competition in response to the burgeoning UTV market. Demonstrating its versatile design and the company’s strong relationship with aftermarket manufacturers, Polaris RZR has so far swept the award category with PRO XP Ultimate’s 2019 victory following on the RZR Turbo S win in 2018. “The SEMA Powersports Vehicle of the Year award is a testament to RZR’s sheer dominance and huge following in the powersports and performance side-by-side category,” said Polaris Off-Road President Chris Musso. “Thrill seekers and riders alike deserve the best machine, and with that, the freedom to customize their machines. Whether it’s with RZR accessories or aftermarket accessories, RZR is the platform for personalization, and we’re grateful to the SEMA members for recognizing that.” The RZR wasn’t the only winner from the powersports side. SSV Works picked up a pair of awards as their new WP3-RZ3O65 overhead weatherproof audio solution

for two and four seat Polaris RZRs won the Best New Powersports Product Award as well as a 2019 SEMA Global Media Award. “We couldn’t have asked for a better product launch than this,” said SSV Works CEO Trevor Kaplan… see more on the award-winning audio panel in this month’s GEAR+ column.

Once again ROXOR was on display in and out of the show halls, and we saw a surprising number of tricked out Talons, but there were more than UTVs on parade in Las Vegas. The SEMA Outdoor Experience Track at the Westgate was where you could take part in the Ninebot Gokarting experience and see their new Segway electric dirt bike prototype. Oddly enough the folks from Segway chose a car show to show off their new eBike and a motorcycle show to share their hybrid UTV (see EICMA show coverage elsewhere in this issue). Even upstart Phoenix Handlebars made the scene at SEMA, courtesy of their connections with the automotive realm. “When the mad scientist of truck builders, Sam Lauchner, asked about doing a project for SEMA, I wasn’t sure where he was going with it,” admits Phoenix founder Jason Gearld who was weaned on the old Dealernews

Dealer Expo when it was in Indy. “But that’s the thing about being a visionary... you just have to let them run with it. He put together this crazy build and then slammed on Phoenix bars and grips on his KTM. Stoked to be on the floor of the SEMA show and part of a rad project.” So how big is SEMA really? One of the interesting statistics is the length of one of the three main exhibit halls. Upper South Hall, where you find the majority of the powersports exhibitors, truck products, business services and some first-time exhibitors, is 464,658 square feet and is approximately 1,690 feet end-to-end. By way of comparison, the Empire State Building is 1,454 feet tall, including the spire! Mark your calendars for November 3-6, 2020 or click here for more details: https://www.semashow.com/

December 2019

Northern Exposure By Marq C. Smith

Lectric, Schmetric I

have seen the future. It is electric motorcycles. But it’s going to take a very long time for that future to arrive. I’ve been around the LiveWire. I’ve seen all kinds of different electric machines from scooters to dirtbikes to ATVs. But there are limitations. The LiveWire apparently will go about 100 miles before a charge. Then it can take 40 minutes to charge on a public fast charging station, or 10 to 11 hours charging on a regular 15 amp circuit. I really want the whole electrically powered vehicle category to grow, but I’m afraid that, at the moment, motorcycles with electric motors will have to wait until the technology catches up. I wish HD well; certainly they need some good news after the fall in sales that they’ve experienced lately. However, I really believe that the LiveWire is not going to be the sales success that it needs to be. Bravo for HD for being one of the first large manufacturers to bring an electric bike out, but is it too soon? Honda, Yamaha, and all the rest are all working on electric motorcycles. The Big 4 have apparently made a deal that they will have a common battery pack that can be transferred among all of their respective models. That’s a fantastic first step. That means that cost of manufacturing of the battery packs will come down, and it will give other manufacturers an ability to use the same battery pack, just as almost all vehicles run on the same petroleum products.

I see that Honda has an electric dirt bike that they have been playing with. Yamaha has just shown two new electric scooters at the Tokyo Motor Show. KTM has the Freeride E coming to North America soon. These machines make a lot of sense. Dirtbikes are usually run for short periods of time, and then returned to base, where a new battery pack could be put in, or a charge put into it. It does worry me, however about the off-road riders who run out of juice far from their truck, and now have to walk, or push their bike back. That could be a large problem in hostile environments.

Scooters we can use as commuter machines, and charge either at home or work while we are there. Larger motorcycles, however, present a much bigger problem. When I go out for a ride, I usually try to get out for the whole day. Quite often I will go through two or three tankfulls during a day ride. I can fill up in ten minutes, and be on my way. With an electric motorcycle, that’s going to be almost impossible. I’ll have to find a charging station, and if it’s available (no one is using it) I will have to wait at least 40 minutes to get a not quite full charge, or God knows how long for a full charge. And this happens every hundred miles. So every two hours or so, I will have to wait at least 40 minutes if I can find a quick charge station. So, yes, an electrically driven bike can be useful, but so far, only as a commuter. The question then becomes “Do I want to spend $30,000 on something just to go to work?” I’m not sure.

Also, something else that no-one ever talks about is taxes. Our respective governments make billions of dollars on liquid fuel that we use in our cars, trucks, boats and motorcycles. If we all eventually switch to electric vehicles, what do you think will happen to all of this free, or little cost, electricity? Right. They will start raising taxes on the electricity we will need for propulsion. They will have to. After a while, it may not be any cheaper to run an electric vehicle that it does now to use a gasoline powered one. Maybe you think that’s far-fetched. We’ll see. In the meantime, it’s going to take some huge leaps in technology to get most of us to jump on board this metaphoric train. But I think it’s going to be a long, long, time before most of us have an electric motorcycle in our garages. We’ll see.

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.”

December 2019

KRYPTONITE!

My Bike’s Never Been Clean For So Long By William Douglas Little

’ve never been the guy my friends referred to as “Mr. Clean.” I mean, I’m not Pigpen from the Peanuts cartoons or anything, but I’m also not the guy who shows up to the track with everything looking spotless and new. My tires don’t shine, my fenders often carry the dried mud remnants of the ride before and my gear is not anywhere near its original color. In fact, the only time that my bike is clean and new-looking is when I’ve not been able to ride for awhile and I start to spend a little time in the garage, promising it that we’ll go again soon. It’s during those visits that she gets washed, serviced, a little chain lube and grease on the parts that are supposed to have it. The longer I don’t ride, the better she ends up looking. Sadly, I noticed recently that her yellow plastic was bright and shiny, the depressing glint of the overhead fluorescents creating a dull twinkle against the half-can of SC-1 that I’ve guiltily applied in the past year. The past year? …frankly, it’s been much longer than that. There are times that life just gets in the way, you know? Throughout my years of selling bikes to the masses, I learned that I really had three mortal enemies in the powersports business. Oh, there were many reasons that individual customers might not end up buying, but three factors stick out as far more common and frustrating than the rest. In my

eyes, dealers are superheroes, but we all face three forms of kryptonite: 1) Wives Now, I don’t mean to come across as being “sexist,” or “genderist” or whatever PC term they have for it nowadays — and there are plenty of female riders who are just as enslaved to the love of the ride as men, God bless them. But let’s face it; wives are the number one enemy to the powersports dealer. They are now, they were then, and I would assume that they always will be. Why? Because, they’re smarter than we are. Typically, the woman is the level-headed person in the relationship. The one who thinks logically, (especially when it comes to extra-curricular stuff that the guy wants). The woman is the one who will take one look at that new bike and say, “that’s nice, dear, but we need to replace the washing machine soon; and the furnace has been making that funny noise; and you promised me you’d install that garage door opener; and we’re supposed to redecorate our daughter’s bedroom; and…” (Sound familiar?) The wife is also the one who controls the purse strings in many of today’s marriages. She handles the banking, does the grocery shopping, gets the kid’s school supplies and clothing, calls to schedule maintenance… Basically, she’s the one who knows what’s going on with the finances, whereas the male is the one looking through rose-colored glasses at that new bike and dripping drool on the tank. He can have a pink-slip from his employer in his pocket, yet tell a salesperson that business is great and he can afford it! A wife represents common sense thinking; therefore, she’s Powersports Enemy #1. 2) Business Is Bad Here’s another one that falls into the top-3 Lex Luthors to the Powersports Industry’s Superman, and obviously another dealkiller. When a guy’s work is slow, or he’s failing in business, he can’t afford that new bike, ATV or UTV that he longs for. Now, one would think that this wouldn’t play a huge role in our everyday lives as the ones selling those machines. I mean, unless the economy is in the tank and nobody is buying, you shouldn’t see the guy who can’t afford a bike, right? Well, we all know that’s not true… There’s something to be said for good old “Retail Therapy,” isn’t there? Time and again, when people lose their jobs, or they are suffering from a financial setback, they will flock to the stores like stray cats to a litter box factory, in search of something to make them feel better. Most of the focus of the scientific community has been toward traditional retail therapy — the habit of purchasing small items (“comfort purchases”) as a subconscious escape mechanism from depression or anxiety. In this form, it’s actually considered to be an addiction, or a mental disorder on par with opioid usage, since it incurs a cost with the process that makes it subject to a crash, or a comedown, leaving the “user” in need of another “fix” to regain that sense of euphoria. (Wow — we actually learned something!) With big-ticket items, however, there are fewer examples of study, leaving this phenomenon a little more open to interpretation. In these cases, it’s often more associated with people who are trying to find a lifeline; some validation that things aren’t as bad as they think they are, i.e.; if they

get approved for a loan on a new bike, they must be better off than they originally thought. We’ve all been caught dealing with one of these time-traps a time or two. In any case, retail therapy is an escape from reality. When business is bad and things look bleak, spending a bit of time pretending that life is good ain’t such a bad thing… unless you’re the salesperson, (and often Parts, Service and F&I Department), who invests a bunch of time, only to find out that the guy couldn’t buy his mother’s love. 3) Business Is Good Ah, but what happens when business is good? This is actually the reason that my bike is so darn clean right now. When business is good, we don’t have the spare time to ride and we certainly don’t have time to shop! We find ourselves fully consumed by the daily grind, with only enough free time to stop by the garage and take a rag to the old steed, or change the oil for the fourth time since she’d been ridden last. And perhaps worse are those instances where an overly busy guy makes the time to swing by, believing that maybe a new bike will encourage him, (or her!), to make more time to ride. Sadly, after the new bike sits mostly untouched for a year, that customer also runs the risk of deciding that he/she no longer has time in their life for motorcycles. They may decide that, “it was fun when I was a kid,” and “maybe I’ll have time when I retire,” leaving them out of the game for far too long in between. Back in the day, I would’ve suggested combatting any of these arch nemesis by focusing more effort on building new customers from the up-and-coming crowd. Engaging kids with events and programs to get them hooked on the sport, and pursuing the 18-29 group aggressively with targeted advertising of models and events that would get them to flood the doors. Of course, that was back before everyone under the age of 30 disappeared like the Mayan civilization — this time lost to the virtual world of walking zombified, their noses buried in Apples and Androids. Nowadays, I think I’d make a bigger push to re-engage the +30 crowd. Take the enemy on face-to-face. Now, I can’t suggest anything for getting rid of a guy’s wife, (nothing you’d actually want to do, anyway), and if he’s lost his job, well… you could hire him, but the guy might’ve lost his job for a reason, meaning that you don’t want his lazy butt, either. That third group, however… the ones that are too busy? Them we can do something about! I’d probably make a run at these guys with some hard-hitting campaigns geared toward pulling dads away from the kids for a couple of hours for a group ride. Perhaps something with a brief lunch at a sports bar, or a heavily guy-themed restaurant. Make it a short afternoon of male bonding over bikes and sandwiches. (And keep it short — something they could see as doable. In this case, less is more). Promote it as the busy guy’s ride or something, acknowledging that it’s hard to find the time to ride, so this short event is for him. Another thought may be to slowly work these guys back into the habit of riding by holding an event to showcase some of your shop accessories inventory — perhaps even set up a garage display with some cool ideas for non-riding time at home. If you can make the garage time more appealing and draw them in to see their bike more often, the urge will eventually overtake them and they’ll once again make some time to throw a leg over. Once that happens, and they get a little dirt on the tires and mud on the fenders, we win! Sure, it may be awhile before they get out a second time, but at least they won’t be staring at an overly-clean bike and feeling overwhelmed and depressed. Like me. I’m not suggesting that we get the guy to leave his poor wife, or to quit his job and spend each day hanging out at your dealership to spend every dime of a weekly unemployment check. I mean, that’d be great and all, but maybe too lofty a goal for now. But, with a little luck, maybe you can get him to work a little ride time back into his monthly schedule and start showing up on your doorstep much more often. That’s kind of like saving a man’s life in my opinion, and it’ll probably get you into Heaven when all is said and done. After all, you’re a superhero.

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.

December 2019

Personnel Files By Alex Baylon

THE MAN IN THE MIRROR

Top 5 Reasons You Have Employee Turnover

hat makes a good employee quit? There could be hundreds of reasons why this happens. In most cases there usually isn’t just one solid reason an employee leaves his or her job. Usually it’s a combination of things that weigh on their minds over time and impact their decision to quit. However, there is one common denominator: YOU! People usually don’t quit jobs — they quit bosses. If you are experiencing high turnover then it could be time you start to dig into why this is happening. Don’t just shrug off turnover as a cost of doing business… It costs you way more to recruit, train and lose productivity until a new hire is up to speed than it does to retain an existing employee. Here are the top 5 most common reasons good employees quit. 1) Bad Management Let’s start here because I think this is a big one. A Gallup poll of more than 1 million employed U.S. workers concluded that the No. 1 reason people quit their jobs is a bad boss or immediate supervisor. A full 75% of workers who voluntarily left their jobs did so because of their bosses, not the position itself. Gallup’s finding is most employees don’t leave companies, they leave managers. There is a lot of truth to that finding if you think about it. There are many managers who possess a superiority complex… their management “style” is to attempt to motivate employees with fear and ultimatums. Great leaders don’t talk down to employees. Respect is a must! Some managers are taskmasters and martinets, continuously drilling their employees. Bad manager! Micromanaging suffocates, demoralizes and kills creativity. A manager’s job is to motivate and give guidance. When employees don’t feel appreciated, morale and engagement disappear. In the end, a

bad manager can take a good staff and destroy it, forcing good employees to quit and the rest to lose motivation. Don’t be a bad manager! 2) Lack Of Appreciation And Recognition I wrote about this topic recently in the September 2019 issue of Dealernews, so we will keep this brief and suggest rereading this: https://issuu.com/dealernews/docs/issue__11_final/54 To reiterate, recognize employees or lose them! This has to be one of the easiest ways to keep employees happy… and one of the hardest things for some bosses to do! Simply put, employee appreciation and recognition are a great way to improve employee retention. Do it, or lose it! 3) Over Stressed And Over Worked Sometimes the higher performing employees are burdened with picking up the slack for others and gain an unreasonable workload. I get it, times are tough and everyone is having to do more, with less. But it is an easy trap to fall into and overwork good employees as they are obviously good at what they do. Be careful and be aware that overworking an employee can be counterproductive. It can easily lead to shoddy work. If your employees need help and are doing the job of 2 or maybe 3 others, it is your responsibility to recognize that. Offer them some help or hire another person before you drive them away completely. Do the right thing! 4) A Bigger Paycheck It’s not surprising to have this reason on the list, a bigger paycheck is usually one of the top reasons employees jump ship. While money is important, it isn’t the only factor. I believe it’s a combination of things — including the other four listed in this article.

For example, the more you overwork your employees the more resentful they will become and they will start feeling unappreciated and their expectations for a higher salary will also come into effect. When you ask an employee why they left, many will mention more pay, but that’s not really how the reason was created to begin with. It actually all started because that employee was stressed and overworked. Pay a fair wage, but realize there is more to employee retention than money. 5) Personal Life An employee may be making a move to another city or state, but the big question is did they decide to make a move because of a job offer with higher pay and/or benefits? Maybe someone just wanted to go back to their hometown to be closer to family and friends. This leads me to remind you to NEVER overlook candidates from other states when hiring. Until you know their motivations for moving, you may be missing. Money is not the only motivation! Bottom Line Employees need to feel as if they are an integral part of your organization. Value their ideas and input, otherwise they may

feel alienated and not part of the team. I’m speaking to owners and GMs here, but I encourage you to include employees and managers in the decision-making process whenever possible. If they feel their voice and opinion matters, then they feel part of the team and business. Boost morale and let good employees know that you trust them enough to work on their own. If you have a bad manager that is churning through good employees, it might be time to look for a new manager. If you are the manager… well, that is whole ’nother can of worms! Last, but not least, make sure you look in the mirror as company culture and vibe comes from the top down. Reward good employees. Recognize and praise them. Be conscious of overworking them, don’t allow micromanagement to mess things up! Talk openly with employees that are leaving by conducting exit interviews to find the root cause. Good employees are getting harder to find and extremely costly to hire and train, so unless you are replacing a cashier, don’t just assume there is another good employee waiting to come work for you. This is a small industry and word gets out about how employees are treated. …And remember the man in the mirror is the common denominator when it comes to retaining good employees!

MIJ Industry #PROfiles

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

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years. Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry. December 2019 55

By Alisa Clickenger

OF RYKERS & THE REALITY OF RIDERSHIP

ast week I attended the MIC Communication Symposium where the focus was on new ridership. I was gratified to bear witness to the new ideas, the new dialog, and the concerted effort to come together and get new riders buying motorcycles. Most of all, I was really impressed with the “feel” of everyone coming together to address this problem with a renewed commitment to try fresh and new ideas. While we were in California talking about how to solve the problem of ridership, Can-Am, the brand that once upon a time might have been called the dark horse of the powersports industry, has been taking calculated product risks to address the issue. During the past decade. Can-Am has caught up from behind and is now taking the lead in getting new riders into the sport… And not just any new riders. As a company they have discovered the holy grail of the industry and is now experiencing significant growth fueled by new, younger, and more diverse riders.

Their astonishing success is due to two core elements of their approach: product innovation aimed at accessibility (price and ease of riding) and a massive focus on rider training. Early on in the product development phase Can-Am identified these as significant barriers-to-entry. Laserfocused on solving those two issues, they are experiencing stellar sales with the Spyder and their latest product, the Ryker, because of it. “For us to be successful in overcoming these barriers-toentry and bring more people into riding, we had to build an infrastructure of schools specifically for three-wheel rider education, which did not exist two years ago,” explains Josee Perreault, head of Can-Am’s On-Road Division. “We would not be as successful had we brought the Ryker to market without the rider education piece. The combination of the two is what’s pushed us to the next level.” Can-Am’s focus on training has supremely paid off. In the past three years Can-Am has opened 193 training schools in the USA alone. “We started exactly two years ago, and now we’ve licensed more than 21,000 people,” said Perreault. “The majority are people who never had a license before... not two wheels, not three wheels, who now have their license to drive a three-wheeled vehicle, which is awesome. Our plan is obviously to grow that because when we grow that, we build more interest in the three-wheel market.” The real beauty of Can-Am’s numbers is this: The gender split of their rider training course graduates is a 50-50 split. And right now, 33% of Ryker owners are female, while the rest of the motorcycle marketplace is struggling below 20%. No, they aren’t two wheels, but the Can-Am Spyder and Ryker machines are a lot of fun to ride and they get more people into the powersports family. From my point of view, everybody having access to the thrill of riding is a good thing!

Alisa is a world traveler, author, professional experience maker and confidence coach. She has been featured in a variety of media outlets as a woman pursuing a life of adventure and helping others to access their inner wisdom and be free to lead lives they are passionate about. Her book Boost Your Confidence Through Motorcycling: A Woman’s Guide to Being Your Best Self On and Off the Bike became an Amazon.com #1 Bestseller. In 2019 Alisa was also named to Dealernews TOP 100 People in Powersports. Her personal mission is to support and empower other riders, particularly women, to be their best selves on and off the bike. #ByWomenForWomen

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

Yes, I’ve listened to all sorts of high-level marketing speak about the need for over-arching messaging and the need to take action. I’ve heard about all the mistakes we’ve made in the past, the unique characteristics of our industry compared to other recreational industries. Not wanting to belabor the point, but all statements of the obvious.

PLUS 1 RIDER REVISITED

An Action Plan For Today! By Scot Harden

or anyone who attended AIMExpo or the recent MIC Communications Symposium, it is clear that the Motorcycle Industry Council’s New Rider Initiative remains a work in progress. If I had to use a moto-analogy, I would say it’s still in R&D or better yet, still at the starting gate. I’ve sat through two high-level meetings now and don’t feel much closer to hearing an actionable plan or a comprehensive campaign now than before. And based on the feedback I hear I am not alone.

I’ve also been told we have to learn how to “Crack The Code” to learn how to communicate our passion for riding in ways other demographic groups can relate. This kind of language is suspect at best. Personally, it makes me think maybe I’m not smart enough to share my love for the sport without an interpreter. I know expressing these views puts me at odds with the MIC and the dedicated and well-intended motorcyclists who work there. I believe they are very sincere in wanting to reset the narrative on what it takes to promote motorcycling to the masses and hope their much-anticipated New Rider Campaign, along with specific action items, will shortly be unveiled. Nothing would be more gratifying than showing me my criticism was premature, that I just needed a little patience, that a real “plan” was only moments away. My problem is we are already late in this game, and every day spent developing a plan puts us further behind. All this brings me back to the Plus 1 Rider Initiative, an initiative that was launched almost two years ago with the support of the AMA, Dealernews and several other friends and industry associates. While we wait for the MIC campaign to take flight, I am convinced more than ever Plus 1 remains our best option of making a real difference in ridership, especially in the short term. And so does the MIC, by the way, as one of the central tenants of their program is that ownership of any new rider campaign is collective — A tenant borrowed directly from Plus 1. So while we wait for the MIC’s New Rider campaign, let’s revisit Plus 1. Plus 1 Rider is based on the simple premise that existing riders remain the single most viable force for driving change and bringing new riders to the sport. I think we can all agree that no one is in a better position to impact the public at large. I suggest we take this personally and, as motorcycle enthusiasts, each of us should and can do more to bring new riders to the sport. After all, who better to influence a non-rider’s perception of motorcycling than current motorcyclists?

I’m talking about grassroots evangelism on a one-to-one basis across the nation. It really won’t take much. All we need to do is share our passion with non-motorcycling friends by proactively engaging with non-riders. Here are some specific action items I shared when we first launched the campaign. Steps we can take as motorcyclists to turn people onto motorcycling and perhaps convince them to join us in this fantastic form of transportation and recreation: 1) Share your passion with others. Expose nonmotorcycle friends to the sport by inviting them to your house to catch the Sunday game on TV. Make your garage your man/woman cave. Use your motorcycle(s) as props to promote discussion about motorcycles. Let them touch, feel, even sit on your bike. Every motorcyclist started his/her love affair with motorcycling after first sitting on someone else’s’ bike. 2) Attend an event with your non-motorcyclist friends. Take them to a motorcycle show, race or rally. Take time to explain what is going on, introduce them to your motorcycling friends, and share the experience with them like you would anyone else. 3) Take a friend for a ride. It doesn’t have to be all day. Take them to lunch or to a movie. Make the experience fun and enjoyable. 4) Teach someone how to ride. I know this raises all sorts of issues, but many enthusiasts — like myself — have enough property and small-displacement bikes to teach people the basics. Get them over their initial fears; show them it isn’t as complicated as it looks, and encourage them to take a certified MSF or other rider-training courses. 5) Dinner and a movie? Invite your non-motorcycle friends for dinner and a movie. Might I suggest a motorcycle movie? Anything from World’s Fastest Indian, Long Way Around or The Motorcycle Diaries to classics like On Any Sunday or Take It To The Limit. Anything to inspire them to want to give motorcycling a try. 6) Share the experience. Tell your co-workers about your latest motorcycle trip or adventure. Sure, they probably already know you’re a motorcyclist. But have you ever shared what that means and how it enriches your life? This would work well in any group or association you are involved in. 7) Experience the great wide open. Invite non-motorcycle friends to go camping with you. Find a place where you can all enjoy the great outdoors, but make sure you have your motorcycle available, as well. My first motorcycle riding experience took place on just such a trip. 8) Visit your local motorcycle dealer. Next time you have to run to your local dealership, invite your nonmotorcycling neighbor to tag along. Offer to take him/her to lunch afterward. Let him/her see all the great product offerings. Make sure he/she understands that motorcycles exist in all shapes and sizes. 9) Target social media. Make sure to share plenty of pictures of you enjoying the sport. Share posts you come across that are inspiring and show just how much fun motorcycling is.

10) Reach out to millennials and young people. For all you baby boomers out there, make an effort to reach out to your children’s friends and acquaintances. Show an interest in what they are doing. Ask them if they’ve ever thought of going riding. Provide an opportunity if you can for them to experience the sense of freedom, adventure and excitement, motorcycling offers. These are just a few of the ways we, as enthusiasts, can have an impact on the sport and drive the next generation of enthusiasts forward. But make no mistake this won’t happen by accident. It takes deliberate, thoughtful, and concrete actions by those of us already involved in the sport. We must make a concentrated effort to engage nonriders. It will take manufacturers, aftermarket, dealers, clubs, the AMA, MIC and as I just stated, each of us, working one-toone with non-motorcyclists. In the end, all it would take is a very low conversion rate to have a huge impact on the bottom line. Imagine if only 5% of the existing population of 8 million licensed motorcyclists converted someone from a non-rider to a rider in 2020. That could almost double new motorcycle sales. I’m optimistic we can get this done. After all, motorcyclists are passionate, life-affirming people. Who wouldn’t want to be associated with that? And I believe if you give us simple, concrete action plans, plans that are easy to understand and implement, we can make a difference. “Cracking The Code” shouldn’t be any more complicated than letting others see the pure joy and fulfillment motorcycling adds to your life. So, where does this leave you? Honestly, I’d like to know. Please share a personal story of what you have done recently to bring a new motorcyclist into the fold. I plan to start sharing them here each month to inspire others. Don’t be shy. I know many of you are actively trying to encourage others. Let’s start a conversation about what works and doesn’t work. I can be reached at: scot.harden@harden-offroad.com

AMA Motorcycle Hall of Famer Scot Harden has enjoyed a nearly 40-year career as one of the world’s top offroad 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.

December 2019

Confessions Of A Customer® By Eric Anderson

WHY DO EMPLOYEES QUIT? Are You Suffering From The Pygmalion Prophecy?

he powersports industry talent pool doesn’t seem to be getting deeper, does it? Why is that? Are younger generations not keeping pace with the Greatest Generation’s work ethic? Are minimum wage rate hikes killing your profit? Is employee turnover at an all-time high? Are dysfunction and in-fighting driving you nuts? What’s a dealer to do? Maybe you should start by pointing the finger in the mirror Mr. Dealer, and not at others so much. It’s all too easy to blame the problems on others who report (or whine) to you. Could it be YOU who is manifesting the problem in the first place? I’m no Dr. Phil, but it seems to me many shop owners are creating their own vortex of employee dissatisfaction because they are dissatisfied with their employees. Do you see the self-fulfilling prophecy from which you have been unable to break? It’s called the “Pygmalion Effect” and it can lock you down into a perpetual cycle of employee distress. I visit more than 100 dealers a year, so like a fox sniffing the air for prey, I can smell culture in the air… or lack thereof! Any customer can also catch the scent since they are inside 100s of other retail establishments a year themselves. We all shop — it’s the hunting and gathering instinct innate to the species… again, I’m no Dr. Phil, but I was a biology teacher back in the day. Humans internally rank the surrounding environment so they know whether to come back to this hunting ground again… or move onto others.

Is there a tight team atmosphere that pays attention to serving customer needs in your “hunting ground” — or is it a “reality show” mess completely self-centered? It’s easy to sense the energy when it is present in any store. A few more minutes is needed to tell if that energy is positive or negative. The employees themselves — body language and faces — express exactly what type of management is present. They are perfect “reflections” of how they have been treated and trained. If Starbucks and In-N-Out Burger can build effervescence into their food servers, why can’t we provide some of that secret sauce to our powersports employees? Of all the self-awareness workshops, how-to-business books and enlightening gurus I have experienced, it always seems to come back to how each of us (managers) “projects” ourselves into our employees and the business culture we collectively build. We get what we give. All of us work in the best industry in the world, whether you are a parts clerk in Muskogee or a CEO in Milwaukee. We are all fortunate enough to combine our passion with our career and roll it into a 7 day a week lifestyle. The challenge comes in separating your rider and business personas — and not mix the two while managing people. To truly understand why your employees act the way they do, or why they quit, you really need to understand yourself better. Many of the job sites, career forums and LinkedIn Groups are discussing employee retention these days… and the Personnel Files column from MotorcycleIndustryJobs.com address it monthly in this very magazine (see pages 54-55) because “retraining” new employees is getting more expensive. This collectively creates the “double whammy” of more time lost to recruiting… and more lost sales due to a constant stream of new, untrained employees. Sure, the cross-town rivals and the Internet seem to be stealing your sales, but could it also partly be due to the fact that you are giving up sales? Why the staff turnover and the lack of a cohesive culture in your operation? The finger is pointed clearly at the man in the mirror!

These are 5 reasons people don’t stay with employers: 1) Relationships ...or more specifically absence of any. If putting in the time and collecting a paycheck is all you want from your business, then that’s all your employees are going to see and feel. That vibe is contagious, Mr. Mirror-Mirror-On-TheWall. 2) Boredom They can’t read your mind and oftentimes don’t naturally “see” what needs to be done. Have you provided a clear list of daily duties… and all the tools to get them done? Without seeing how it’s supposed to be done by a mentor or trainer, most employees won’t do it right. Make sure there is way more to do in a day than is humanly possible… action, activity and urgency seem to be contagious. 3) Under Utilization Of Skills Imagine being an Open Pro racer having to race the 125 Novice class? This also causes boredom (#2 above) and forces people to seek out more challenging jobs elsewhere, not to mention the inner-staff strife it could also create. Did you hire an over-qualified person for the job? If so, where else could you be using their skills in the operation? A little reverse engineering of the org chart never hurts. 4) Negative Culture… Or Lack Of Culture This is big — bigger than you think! Without established employee relationships, they are left to fabricate one in your vacuum. Can you guess why it’s probably a negative one? Set the tone for vibrancy by filling the previous void with energy, helpfulness and satisfaction. Remember Starbucks and every sushi bar you have ever entered.

5) No Recognition Pass out some more atta-boy awards and schedule several “recognition meetings” each month. It will completely change the feeling in your store. Sure, some will poo- poo the concept as childish, but they will also be the first ones to compete for most improved salesperson, customer service person of the month or customer’s compliment award. Going back to my training as a biologist, it’s human nature to seek the path of least resistance. So, set some higher standards for yourself… and your employees. Don’t be the drama queen who wonders why people leave when they are no longer happy themselves. Take a management course and learn how to put the “human pieces” of the puzzle together. Bring in a local guest speaker on customer service. Train employees on the “5 Steps to Making the Sale.” Read all about Starbucks’ customer service training (available from a simple Google search). The talent pool may not be getting any deeper, but why do you need to suffer turnover at all? Turning your entire staff into a more positive and co-operative team can honestly be done in far less time than you think — it’s likely your procrastination to “break out Pygmalion Cycle” that’s holding you back! Now back to Dr. Phil and people with some real issues!

December 2019

GOVERNMENT RELATIONS New Hampshire Becomes 16th State to Create Outdoor Recreation Office New Hampshire Governor Chris Sununu recently signed legislation to create an office of outdoor recreation to help the state promote its growing outdoor recreation economy, a move applauded by the Motorcycle Industry Council, the Specialty Vehicle Institute of America, and the Recreational Off-Highway Vehicle Association. Read More

New Hampshire Division of Travel & Tourism

New Summaries of Legislative, Regulatory Actions Affecting Powersports Now Available The latest roundup of recent federal and state actions impacting the powersports industry and its consumers is now available from the MICâ&#x20AC;&#x2122;s Government Relations Office, and itâ&#x20AC;&#x2122;s free to MIC members. More than 100,000 bills are introduced each year in state legislatures and Congress, and regulatory agencies account for thousands of additional initiatives. For the three new MIC reports, log in and visit the Government Relations page, then click the relevant tab at the top of the page for the PDF. Read More

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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CHALLENGES & OPPORTUNITIES

These ROHVA classes were offered in recognition of the growing partnership between the scientific community and OHV professionals that both share a common commitment to managed and sustainable high-quality recreation opportunities for both non-motorized and motorized activities. It is a privilege and also fun to help train the RBDC students…. I appreciate the dedication of the biologists who want to protect natural resources for future generations. And on recreation projects to ensure that units are maintained in a sustainable manner… and I am grateful for the opportunity to bridge the gap between our wildly divergent worlds. Being grateful for challenges we face or opportunities that are presented should be embraced with equal vigor. Because — as most of us know — challenges often bring opportunities and vice versa. During this holiday season and throughout the year be sure and set aside a portion of your day to reflect on gratitude and look for ways to share that feeling with your powersports family.

Grateful Advocacy by Donald Amador

he inspirational author, William Arthur Ward, once said, “Feeling gratitude and not expressing it is like wrapping a present and not giving it.” Just as the powersports Industry has seen its share of good and bad times, so to have those of us in the OHV advocacy profession. A recent trip to visit a colleague of mine who is battling terminal cancer reminded me that advocacy is not just about championing a cause but taking time to thank and honor those people who have been, or continue to be, part of your journey. Over the past 30 years, I have found that battle scars obtained from tough land-use fights and career or business challenges have been healed by the salve contained in meaningful relationships with my diverse collage of friends from powersports, recreation, conservation and government agencies. Most recently, and personally gratifying was the opportunity to make friends and introduce a group of scientists to our world. Biologists and specialists from AECOM and Applied Technology & Science (A-T-S) recently completed the Recreational Off-Highway Vehicle Association (ROHVA) ROV Basic DriverCourse (RBDC) taught at the Diablo MX Park located in Brentwood, California.

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

SAVE THE DATE

NOrth AMericaâ&#x20AC;&#x2122;s Most Important Powersports Tradeshow October 1-4, 2020 | Columbus, OHIo

AIMEXPOUSA. com

Wünschisms By Uncle Paul

Don’t Squat With Your Spurs On

ave ya ever pulled some carbs for cleaning and then stuck your eyeball (make that a mirror and a flashlight) into the intake ports for a quick look-see? If you’re not doing it every time you do a “make-run” job or fuel-system clean, you’re just playing mechanic instead of being one. Kinda reminds me of the time I learned to “cowboy” from an old-timer who pushed more than a few doggies down the trail. So listen up, Greenhorn; there’s no reason to play mechanic when it’s easy enough to be a real one. Take that intake port, for example. It’s got all kinds of info lingering about, just waiting for you to pick up on. Before you cast your evil eye down into the port, Uncle Paul wants you to check for crud between the port casting (the head) and the carb intake leak. After cleaning both surfaces (the head and the manifold), you might want to skim a light coat of high-temp sealer across the new gasket or O-ring. If the holder/manifolds are held in place with phillips-head screws, replace them with some decent 6x10 socket cap screws to get a better, mo’ tighter retaining torque. Now, peer into the port and look at the walls of the port runners and the backside of the intake valve (you might want to roll the motor over and close the valves, if you haven’t already). If you see a bright, shiny port and valve, then things are okay. Fresh air and fuel are moving in the right direction and scouring the port with a fresh fuel pooling problem. Fuel pooling can be caused by a

number of things, but most often it’s traced back to floatlevel settings being too high in the carbs. If it’s a hot-rod motor that’s showing strains, then the jetting is extremely rich on the low-speed circuit, cam overlap is too great, or the carb’s venturi is too big (oversized carbs) and killing the velocity of the incoming charge. We need to keep the fuel atomized and in suspension until it reaches the combustion chamber. Mo’ bigger ain’t always mo- better, ‘cept maybe when it comes to certain body parts I’ve forgotten how to use. What if you see black crud in the port and on the backside of the intake valve? That’s reversion. It means combustion by-product is heading back toward the carb — it’s going the wrong way, Pilgrim. Copsickles and Gold Wings are where you see it most often. If tight valve settings or a loose valve guide is causing problems, a small white line will edge the valve and seat (it’s really hot there), and sometimes a motor will develop a little hiccup when the combustion process moves into the intake port. Most always, when there’s a big buildup of crud on the intake valve, it’s because the cams are out of time — the cam chain or timing belts are loose and/or worn out. We need to replace or reset these worn units. Using factory-recommended procedures for tightening a cam chain or belt is barely acceptable, the way Uncle Paul sees it. This is one of those things that you need to think about, then develop your own technique. In their zeal to make everything automatic and monkey-proof, the factory guys missed the roundup in this area. We’ll probably have to cover this tension business in a future Done-Solved Mystery. It’s kinda messy, but there’s an easy way of getting this junk out of the ports. We had a Gold Wing in recently, and both the intake and the exhaust ports had a big buildup of black, oily combustion crud. Couldn’t hardly see the valves on one head, we hosed the ports down with alcohol and let them soak for a few hours. Then we stuck a hand-held sandblaster all the way into the port and wiggled it around until all the poop broke loose. A little high-pressure blast of air for clean-up finished the job. It’s okay to use the same technique on all motors; just make sure the sparkplugs are in, and the other ports and engine openings are sealed up. Bead media or blasting grit is brutal on engine internals. So there you got it, Tenderfoot. Playing motorcycle mechanic is a lot like playing “cowboy.” Think about what you’re doing, what you’re looking at and how you’re gonna get there from here… and don’t squat with your spurs on!

*Paul Wunsch was the owner of Love Cycles, a serviceonly 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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Side-By-Side Action

f two wheels are good, UTVs must be even better, at least when it comes time to turning a profit in your shop. Not only do your tire & wheel sales stand to double, it is doubtful the average Side-By-Side customer is going to bust the bead and replace the rubber himself, unlike the dirtbike DIYers! Add in 3-4 seats/belts version a solo saddle on many motorcycles and the numbers game definitely ships to the stocking dealersâ&#x20AC;&#x2122; favor. Then there are entirely new profit centers unique to the UTV sector, such as windshields with wiper blades, heated cabs and ROPS systems. Even better, industry estimates place new unit Side-By-Sales in line with motorcycle sales, if not better. Even with a conservative estimate of 450,000-500,000 new units, that tire & wheel upgrades X4 just waiting for the right dealers.

Photo by Drew Ruiz

December 2019

’TIS THE SEASON

Winter is here and that means mud for many customers. With lugs up to 2 inches deep, and a lightweight carcass that’s 8-ply rated, System 3 Off-Road brand manager Colt Brinkerhoff believes the all-new XM310R is just the ticket to traverse mud holes with ease. Available in 34-, 35- and 36-inch sizes for 20-inch wheels, the 9-inch wide XM310R tires are purpose-built for the muck and mire. An angular lug geometry designed to provide side bite is combined with a tread pattern that’s open enough for self-cleaning The 8-ply rated carcass gives the tires durability, and a deep rim guard protects wheels. “When matched with System 3’s new ST-3 20x6.5 wheels, the new XM310R is unstoppable in the mud,” he claims. System 3 XM310R MSRP ranges from $281 to $315. https://system3offroad.com/

DON’T HARSH YOUR MELLOW!

HarshCo OffRoad, an innovative UTV accessories company specializing in full glass windshields has been added to the Tucker Powersports portfolio. Father and son Johnny and Kevin Harshman developed the first HarshCo Can-Am X3 windshield back in 2018. In 2019, the Harshmans teamed up with businessman and MS finance graduate Robby Glass. Glass helped push the business to new heights and get these high-quality, USAmade products in the public eye. The team connected with Tucker’s Brian Perry, who spearheaded a deal to make HarshCo Offroad windshields available exclusively from Tucker. Talk to your Tucker rep for details. https://www.tucker.com/

PACKAGE DEAL

P&K Midwest’s story actually begins in Kingfisher, Oklahoma, circa 1985, when Barry Pollard and Wendell Kirtley opened the first P&K Equipment location. Over the course of several years, one location turned into two, and then eventually turned into ten, now a total of eighteen. These locations span northwestern, central, and eastern Oklahoma, as well as northwestern and western Arkansas. In 2012, the P&K Equipment enterprise expanded into Iowa with the opening of P&K Midwest. The original six locations have grown to a total of nine P&K Midwest locations, spanning all of eastern Iowa. “P&K has a long-standing reputation for providing solutions with honesty, courtesy, & a sense of urgency. Our parts and service availability is unsurpassed by the competition. Around here, John Deere starts with P&K!” Package specifically developed for niches like the 850I in the barn are the calling card for P&K Midwest… and a good model for powersports dealers to emulate. https://www.pkequipment.com/

CAN YOU HEAR ME NOW?

Fresh off winning “Best New Powersports Product Award” and a 2019 SEMA Global Media Award SSV Works is heading into 2020 on a roll with their Overhead Weatherproof Audio Solution for Polaris RZR applications. “With these two awards, we couldn’t have asked for a better product launch than this,” said Trevor Kaplan, SSV Works CEO. “Listen to your music via Bluetooth, AM/FM, or Aux-In through four 6.5-inch powersports speakers pumping out 200 watts of internal power with the new rugged SSV Works WP3-RZ3O65. This system also offers the capability to add more speakers and amplifiers by utilizing two additional high level and or low level outputs.” The WP3-RZ3O65 tucks neatly overhead into the cage tubes of the Polaris RZR allowing great visibility and helmet clearance. www.SSVWorks.com

TIE ME KANGAROO DOWN, SPORT

As we have seen at the Sand Sports Super Shows recently, Mac’s Tiedowns is getting serious about side-by-side solutions. Mac’s Wheel Nets hold the UTV securely by the wheels, allowing the vehicle’s suspension to smooth the bumps of the road. An adjustable net means your customer can use the same tie downs even when they upgrade to larger tire sizes! Built with the same 2” webbing used in their worldrenown automotive tie-downs, Mac’s purpose-built UTV/Side x Side tiedowns easily manage the heaviest 4-passenger machines. Get details on Mac’s Dealer Program here: http://www.macscustomtiedowns.com/dealer

BELIEVE THE HYPE!

Already a force in the go-fast automotive world, Hypertech hit the SEMA show hard with their UTV products. Polaris RZR sales were up 18% in the first half of 2019 (13% growth globally and 6% domestically), so Hypertech launched with RZR applications, including ball joints, blow -off valves and their signature plug and play “Max Energy Spectrum for 2015-2020 RZRs (Part #3200 covers both normally aspirated and turbocharged models). Benefits include: Gains up to 9.2 horsepower in normally aspirated models Gains up to 42.1 horsepower in turbo models Exhaust tunes Throttle response Rev limit, top speed, idle speed adjustability Temperature adjustability for cooling fans Speedometer correction to different sized tires and gearing Diagnostics Don’t believe the hype? Get the Hypertech facts here: http://www.hypertech-inc.com/ Photo by Drew Ruiz

December 2019

Charlie Williams and Terry Cunningham

MORE RIDERS, RIDING MORE

They’ll Be Back! Going Gonzo On Clubs, eBikes, Heroes & The Future By Charlie Williams

ll the talk is about bringing youth back into motorcycling. Save the sport, Scot Harden’s Plus1 and #togetherwerise are among the battle cries for adults. Now I’m on this More Riders, Riding More bandwagon as much as anybody, but I feel there is a flaw and our energy could be better spent when it comes to reaching future riders. Here’s the flaw with any communication campaign: Have you EVER communicated ANYTHING with a young person? You can’t tell ANYBODY ANYTHING, it comes off like you are selling something. Nobody wants sold something, they want it to be their idea. Did you buy when Jesus came to your door? Or were you lying on the bathroom floor swearing off alcohol again? SHOW youth a reason to get into motorcycling. Show the world just how much fun we are having with motorcycling as our hobby. If our hobby thrives, boots are bought, dealers win. When your shop has an open house, make it the best open house you can make it. Create a situation that knocks a 10-year-old kids head sideways. “That Dad, I want to do that.” Take Malcolm Smith Motorsports “Kids Learn To Ride” program in this issue as a perfect example.

When your club has an event, you need to go above and beyond. You call the local news station, you invite the local community, you do this because you love what you do. Your club needs a public relations person, media relations person, spectator relations… Like Big Dave Coombs said: “It’s not a party unless everyone’s invited.” Throw your entire heart and soul into what you love, and it will come back. Invite the local Boy Scout troop to your next event, show THEM. You can’t tell them, you show them. If I had 2 acres of property, 20 wooden stakes, some yellow caution tape and something awesome like a 490 Maico, I could change the lives of a scout troop. About half the boys will be struck like a lightning bolt and be motorcyclists for the rest of their lives (picture the Grateful Dead lightning bolt and it’s symbolism). Cubic yards of dirt clods thrown from the back of a loud red bike have that effect on boys. The other half of the troop might be cold and on their phones, but, the Girl Scouts will take them once Troop 104 becomes a Moto Club. Wait, what? You don’t have a Kids Moto Club? There are little Italian kids who can’t wait to shave the number 46 in their back hair, someday... tap into this kind of pent up enthusiasm. Influence our youth with, passion, spirit and soul. Show a mechanically inclined kid a vintage Ducati road racer and he’ll marvel at the Desmo. Show an artistically inclined child the same Ducati and they’ll focus on the 13 curves of the Jelly Mould tank. The young journalist will later write his description and the young rider will dream of the possibilities. The young entrepreneur will dream up a business plan. And we all enjoy motorcycling in our own way. SKIP! Then, like a record skipping, I’m changing the subject. Electric! It’s here! Embrace it! Charging into the future! If there’s a profit, grab it, be patient, your motorcycle customer will be back. In the meantime, I have ultimately been disappointed in EVERY electric gizmo I have EVER owned. From the first, “batteries not included” heartbreak of a child, (I wish I had written that line, it’s broken more hearts that Dear John...). While I’m disappointed this instant with outdated technology only moments old, and every single electronic device ever made, has, or will, go in the trash, the times are a changing. From STACYC and Oset for the little ones up to LiveWire and Zero for the big kids. Let youth buy the electric bikes, they will absolutely fall in love with motorcycling. We are going to see an explosion of urban riding experiences! Every vacant lot is going to become a riding opportunity, just like the old days. Hang on folks a wave is coming! Paddle out and catch it, or stand there and let it hit you. But when that expensive electric bike dies and goes to recycling, a wiser youth will come back and buy a regular motorcycle. But for now, youth doesn’t want dirty gasoline engines, they want clean electric! So, sell em clean electric! But the day he has to throw a $13,000 rolling chassis in the recycle bin because of battery issues, be it dead or dated, it ends in disappointment. For my entire life, I have been able to sell for actual money every gas engine I’ve ever owned. No matter how decrepit, someone could salvage a gas engine. Electric? Maybe someday. But for now, sell electric, don’t buy electric. Dear Mr. Electric Gizmo Manufacturer, look at history, by 1927

there was 200+ brands of motorcycles being built in the U.S. then in “28”, when the wall caved in, two manufacturers came through the rubble. That may happen to Electrics too. Buy the ticket, take the ride. Do you want to be one of the two that come through the inevitable crash? Drill me the 4 holes I need to mount one of those $149 Harbor Freight Briggs & Stratton engines where the dead battery once lived. Customizers and builders? Hang on, there’s going to be a glut of really cool rolling chassis needing refitted internal combustion engine. SHUFFLE Another record skip, (or “shuffle” in youth speak). My lifelong friend, John, has a Grandson Colton and he’s 14. John and I took Colton to the Ironman GNCC. John and I quickly lost Colton in the crowd. Our plan was to wait till the crowd thinned down and grab a kid about the same age and size. Well, young Colton, realizing he was lost, hustled back to the truck, borrowed a phone, called Grandma (Ouch) to get Grandpa’s phone number. Then Colton called Grandpa and I who had an ugly big-eared kid cornered, to tell us he was alright and back at the truck.

When he is not racing 6 Days, winning Super Hooligan hijinks, running up front at AFT flat track, qualifying for Supercross and racing 2-Stroke All-Stars, Ryan Sipes keeping it real teaching his kids to ride on the same JR50 he learned on years ago!

From left to right: 8x Enduro champ Dick Burleson, 4x National Enduro champ Terry Cunningham and 2X World GP champ Trampas Parker.

Grandma later pointed out that Colton had actually rescued John and I, since he was at the truck and we were still in the woods... The big-eared kid was happier too, he explained his big-eared Momma would miss him. John asked if he had any pictures? Lost in the field of 700 Ironman riders in the morning race were 4-time National Enduro Champion Terry Cunningham and on his left Trampas Parker, two-time World Motocross Champion! Further down the row was Dick Burleson, 8-time National Enduro Champion! Star studded row, buried 9 back from the front and 7 from the back. Parker and Cunningham were riding vintage 1983 Husqvarnas, they both got six-kick starts and began in a hole. Parker pushed the old drum brakes, twin shocked, air cooled cantankerous starting dinosaur to 18th out of 700 riders on the super muddy and challenging course. Pretty impressive result from the Super Senior class! On a Vintage bike! After, on the way home, I asked young Colton: “Of all the people he saw today, from the Pro Row all the way back to the Hooptie Class, to the announcers and the spectators and of everybody there today, who did he want to most grow up and be like?” I was kinda hoping he’d say me and Grandpa, but we pretty much got disqualified when Grandma was called... Colton piped up and said: “4x, Terry Cunningham, he was cool.” Wow, that should put a smile on Terry’s face! Once we got home, Grandpa’s old Husky was drug out of the barn and years from touching the ground, Colton took his first laps around the yard. I can just imagine Colton’s next school report is going to be about 4x TC. So here you go vultures! A youth! Colton WANTS to be a customer now, he WANTS, he NEEDS what you have! No, he doesn’t have any money, sorry, I’m behind the “save the sport” not the “bring me gullible wealthy youth” campaign. Like the Jamaican farmer says: “You got to have de good seed, Mon.” Consider the seed planted!

December 2019

RIDERSHIP Strategy Playbook (Mobile Version)

MORE RIDERS RIDING MORE

Initial Strategic Steps For Industry Ridership Initiative Showcased At MIC Symposium

strategy playbook, a new online portal for new riders, and a new director of ridership position highlighted an afternoon presentation to hundreds of guests at this year’s Motorcycle Industry Council Communications Symposium. “More Riders, Riding More – The Ridership Session” outlined these action plans for the developing industry-wide initiative, presented by MIC staff and strategic consulting company Centauric at the Nov. 21 symposium in Long Beach, California, which saw a record number of attendees. The Ridership Session was free and open to anyone in the industry, and was live-streamed as well. Helping non-riders gain an awareness of motorcycling and consider riding is at the heart of the new strategy playbook, a free, shared roadmap that the MIC will make available to the whole industry. A beta version was available for the audience to see on their mobile devices. Months of research revealed that almost all potential motorcyclists – from any background, age, gender, or race – if spoken to with specifically themed messages, can be well on their way to identifying with the riding experience. The playbook will help companies assess thesir messaging and identify what needs to change to help accelerate an interest in riding among new audiences. “If we can align our messages – and I’m speaking to everyone in this room and across our industry – if we can align our messages to what these people want and

need to hear, and we can create experiences that address the barriers they’ve identified, we will succeed in creating a new, modern era of riders and riding,” said Larry Little, MIC vice president and the staff project lead on the ridership initiative. Little reiterated that while the MIC is making the initial investment in a long-term industry program, it will be incumbent on all of the industry working together, with the newly developed knowledge, to create new riders. To help get future motorcyclists past the barriers to riding, the MIC is building a primary online portal where potential riders can learn more about riding, training, equipment, gear, rider groups, and all things motorcycling. This gateway to the riding experience will be branded and designed so that information is easy to access, with tools to help people navigate their path. “Of course, this is attractive to a generation used to having information at their fingertips,” said MIC President and CEO Erik Pritchard. “Here’s the bottom line: If we want more people to ride more, we must remove barriers, make it as easy as possible for them and connect motorcycle riding with positive emotions. This portal to motorcycling is the first, essential step for our collective efforts to succeed.” To oversee these efforts, the MIC will hire a director of ridership, a new position at the association. The ridership initiative will be the director’s sole, full-time job, and will be supported by other MIC staff. Pritchard added that, going forward, the entire industry must be expansive and speak to a broader, more diverse population who would choose to ride if provided the right opportunity and connection to the experience. The industry must also be consumer-centric, paying attention to what potential riders feel, think, want, and need, and making sure the experience, message, or product is designed to match their perspectives. He said the industry must be comprehensive and must connect with potential riders on an emotional and rational level, instead of focusing on technical specs. We must be responsible, Pritchard said, and promote safe riding, and we need to be collaborative, with everyone’s actions supporting the strategy playbook as well as their individual company’s success. Tina Beranbaum, Centauric behavioral scientist, stressed that this is a big, collaborative effort. She said there is an asyet untapped audience of people we might not have thought of as potential riders, and we must be working together as an industry to capture their interest. “The potential is much bigger than you might have imagined.” Video of “The Ridership Session” can be viewed at mic.org/ridership or here: https://vimeo.com/377603171

Larry Little and Tina Beranbaum discuss the ridership initiative at the MIC Symposium. A strategy playbook, being developed at the MIC, will be available to the entire industry.

The teething pains were ironed out in 2017 as the 2nd Annual Kids Learn To Ride Day was again free of charge at Milestone MX Park, in Riverside, CA for children 5 yrs old to 10 yrs old. The dealership supplied the motorcycles, riding gear and even a free lunch. The second year saw more than 60 kids learn the basics of motorcycling and enjoy a great day outdoors. By 2018 the event had to be expanded to Saturday and Sunday to accommodate all the kids wanting to learn to ride. But this time they remembered the parents and partnered with Yamaha to have 2019 demo units on site for the big kids. This effectively quadrupled the number of butts on seats and increased the number of smiles exponentially.

Photos by Jason Gearld

WINNING THE HEARTS & MINDS

Malcolm Smith Motorsports 4th Annual Kids Learn To Ride Day

alcolm Smith Motorsports has been winning the hearts and minds of enthusiasts since Malcolm first opened up shop and went on to star in On Any Sunday. A chip off the old block, son Alexander has also been winning hearts, but he astutely went after wallets as well! Starting in 2016 with the “1st Annual Kids Learn To Ride Day” the event continues to grow… and grow ridership. “Seeing the look on so many kids faces as they learned to ride was truly an awesome experience,” says Alexander. “We had 48 kids show up that first year and learn the basics of riding. Our staff, reps from the distributors, vendors and even magazine guys all chipped in.” The kids are given one-on-one instruction, training wheels and a shot of confidence building drills before being given an opportunity to ride around the track at the Milestone MX Park. Each child gets an hour of ride time and instruction. MSR was on hand, supplying the children with gear and training wheels for those that needed them. All in all, the feedback was tremendous, with many of the parents asking the date of the next learn to ride day!

This year Malcolm Smith Motorsports teamed up with STACYC to get even younger kids learning to ride… in addition to 5-10 year-olds on minis with training wheels, children as young as 3-5 could sign off to the STACYC Zone training. However, right after the event word came out that Milestone MX Park was shutting down, so things will be changing for 2020. What about the wallets? “We offer this free training right before the holidays… and we accept down payments onsite,” explains Alexander. “You would be surprised how many little bikes and sets of gear end up under the Christmas tree! The conversion rate from ‘free’ riding days more than makes up for the effort… plus, those smiles are priceless,” he says with a grin of his own.

HARDEN & ASSOCIATES

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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. • • • • • •

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Scot Harden scot.harden@harden-offroad.com

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better. Yes, you have something they want, but isn’t all relationships based on that? Both parties in every sort of relationship are getting something out of it.

Anonymous Dealer

THE ART OF SEDUCTION

Creating That Relationship!

e’ve all heard sales being described in many ways…. as a “service” to customers; Finding the “Hot Buttons.” Creating value for the customer. “Selling the Sizzle. Etc., etc. Yes, it’s service. It is taking care of the customer. It’s all of the above... However, a better definition is to look at sales as the art of seduction. All a salesperson is doing is seducing the customer to give them their money. That’s really a more apt description of what it is. Look back at when you were single. You are out at school, a bar, or a concert, wherever. It could be anywhere. You see someone who attracts you, for whatever reason. So, you spend the next hour, day or week creating an atmosphere where this person will spend her time with you. You are, in effect, seducing them. Now, consider sales. A client comes in. He or she wants something from you. That thing costs money. It’s your job to seduce that money from the client. And the more the

Now, I know that there are those of you out there with prurient minds that will only see the sexual side of this observation. I’m not talking about that. We just want their money. We obviously want them to be happy, but ultimately are mostly concerned about getting them to give us their dollars, and the more the better. We try to be funny. We try to be charming. We put our best face forward. Does this sound familiar? You will almost never sell something to someone who does not like you. You will almost never sell anything to someone who doesn’t trust you. It’s the same when, as a single man, you meet a new lady. The usual rules apply. Stay away from subjects that may cause friction; i.e. religion or politics. Anything that may cause some of the other party to be upset. Unless, of course, you can commiserate with the customer. If their views are somewhat against your beliefs, just change the subject and move on. The difference between this and the seduction in a bar is that you don’t want anything from the customer than their hard-earned wages. There may of course, be a time where their opinions are so distasteful that you can no longer talk to them. A lot of the conversation may be about other things than buying motorcycles or ATVs. That’s fine. Remember the goal. It’s about the seduction and the money. Some salespeople are what I call counselors. Some are efficient and to the point. I’m generally a story teller, but I try to be whatever the sale needs at the time for that particular client. You have to be flexible in your approach. Some of you are probably thinking that this all rather mercenary on my part. You are correct. But if my company cannot make payroll or pay the rent, I won’t be here long. It takes money. It takes sales…and lots of them. I’m not talking about losing all integrity with your customers. You may not want to marry them, but you do want a long relationship, after all. You want them to sing your praises to their friends and family, just as a girlfriend would tell their friends and family how great you are. So, remember the seduction. Be the one to get the client to spend their hard-earned money at your store. Not somewhere else. That’s the goal. Always.

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.

AIMExpo........................................................................65 CDK Global....................................................................33 Fuel Capital Group, Inc...............................................81 Harden & Associates...................................................77 Lexin..............................................................................19 MBA Insurance.............................................................23 Motorcycle Industry Council (MIC)............................63 Motorcycle Industry Jobs (MIJ)..................................17 Motonation (SIDI)........................................................83 Motonation (SIDI)..................................................CVR 4 MOTOTV.........................................................................75 National Powersports Auctions (NPA)...................... 9

Newtech........................................................................11 Performance Brokerage.............................................35 Piloteer Agency...........................................................67 Red Torpedo...........................................................78-79 Rolling Thunder.....................................................24-25 Sherco............................................................................. 7 STACYC..........................................................................39 Sullivans.......................................................................47 Tucker Powersports....................................................15 Western Power Sports.............................................2-3 Women’s Motorcycle Tours........................................57 Yuasa.............................................................................34

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10/2/19 9:42 AM

December 2019

Photo by Joe Bonnello

Ave Atque Vale Clark Collins 1941-2019

By Don Amador

IP CLARK COLLINS – Last night, the OHV advocacy community lost one of its great champions and pioneers. For me, the passing of Clark Collins, co-founder and former executive director for the BlueRibbon Coalition, is a huge loss on both a personal and professional level. In the mid 1980s, Clark saw a need for OHV recreationists to become substantively engaged in grassroots advocacy so as to have a voice in the national land-use debate and to challenge a barrage of trail closures by new Wilderness legislation or administrative non-motorized land classifications. For some unexplained reason in 1990, Clark took me under his wing and became my mentor and friend. He made sure I knew that accepting the call to become a professional OHV advocate - as a career - would be filled with a lot of “challenges.” I remember Clark as a Happy Warrior. He enjoyed the politics of OHV and encouraged me to develop my advocacy skill-sets by working on political campaigns, serving on boards, running for elected office, writing, working on legislation, supporting sustainable trail

management programs, and working in a collaborative manner with diverse stakeholder groups. I got a chance to visit with Clark over the phone several times where we had fun talking about old times such as hosting the Breakfast of Champions, working Capitol Hill, doing a trail ride, challenging bad travel decisions or defending good travel decisions in court, etc. I know Clark really appreciated getting phone calls from many of you over the last few weeks that were in his large circle of close friends. Godspeed Clark Collins!

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