Dealernews Issue#4 April 2020 by Dealernews

DN 2.0 #4

NATIONAL DEALER ASSOCIATION Too Soon... Or Not Soon Enough?

CONTENTS 06 08 10 12 16 20 24 28 30 32 36 39 40 45 46 48

20 4

50 OPINION+

WORLD’S LUCKIEST MAN

Bob Althoff On Essential Business

William Douglas Little On Great Danes & The Art Of Sales

EDITORS NOTE

Robin Hartfiel On Tough Calls

52 NORTHERN EXPOSURE 54 RESTARTING THE POWERSPORTS INDUSTRY 56 PERSONNEL FILEs 58 CONFESSIONS OF A CUSTOMER 60 ANONYMOUS DEALER 62 MIC RIDE REPORT 64 ADVOCACY+ 66 WÜNSCHISMS 68 GEAR+ 72 PRESS PASS+ 75 PRESS PASS+ 76 PARTING SHOT+ 77 AD INDEX 78 VALE+ Marq Smith On Canada’s View Of COVID-19

LETTERS+

The Industry On Dealernews

Scot Harden On Beating COVID-19

NEWS+

News Dealers Can Use

Alex Baylon Calls His Shot!

SHIFTING GEARS+ Life During Wartime

Eric Anderson On The Lifeboat Theory

DEALER PROFILE+

One Small Step For Southern California Giant

COVID-19 COMPENDIUM

A Dealernews White Paper

Crying The Blues

What Does The MIC Do For You?

CENTERS OF OPTIMISM

Jared Burt On Being The Good News

Don Amador On Respect The Law… And Other First Responders

INDUSTRY RESEARCH+

NADAGuides’ Lenny Sims On Q1

INDUSTRY RESEARCH+

Uncle Paul On April Alien Visitations, No Fooling

Don Musick On 2020 Detour

DEALER SURVEY

National Dealer Association… Now Or Never?

eDEALERNEWS

Stock Up To #RideItOut

King Of The Hammers

Zooz Goes Wild!

CURRENTS

King Of The Motos

Shocking eNews

SHOWTIME+

Virtual Women’s Conference, NPA Madison, Hammer Time!

REINVENTION!

Online Women’s Conference Connects

Dale Spangler On #FakeNews

This issue Brought To You By… Ave Atque Vale Dick Klamfoth

AUCTION ACTION

NPA Madison & Mobile App

Our resident illustrator Hector Cademartori notes that WWI poster’s strong, to-the-point, take-no-prisoners, “I mean YOU” message was the creation of artist James Montgomery Flagg.

OUR TEAM Bob Althoff W.L.M.

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

APRIL 2020

W.L.M.

By Bob Althoff

STAY HEALTHY!

Every Business Is An Essential Business

f you are a medical director at a hospital, you are concerned for your patients, your staff and your community. You do all you can to “flatten the curve” and protect as many people as possible in this time of crisis. The medical community convinced the government that shutting down the country was imperative to achieve this goal. So we did. Well, not quite… Certain parts of our economy were deemed “essential” and urged to remain open. God bless the truckers, the grocers and the janitors. I’m not a medical person. I am a businessman. My education, my experience and my focus has always been on our economy. Regardless of your political persuasion, you must understand that it is business that produces our essential needs; it is business that results in taxes being generated that ultimately pay for the things we value. It pays cops and teachers and nurses. It pays our military… and it funds our bail-outs, SBA loans and CARES program. It is business that provides the jobs that allow us to feed and shelter our families. It is for those reasons that I contend that EVERY BUSINESS IS AN ESSENTIAL BUSINESS. As I sit at home writing these words, my heart breaks for those losing their jobs, for the businesses which may never recover (including, perhaps, many of our own in the powersports world).

Our industry is in grave danger. All of us know that. No amount of “we’ll get through this together” cheerleading will save the day. As the President just said, “There are bad days ahead.” Robin, our columnists and I struggled to balance our messaging. Some hope? Some dread? We have reached out to you dealers, to industry officials, to academics, to government types to find answers — all recognize the alarming threat; few have concrete solutions. One very smart and very connected industry leader wrapped up his thoughts on the situation with this statement, “Isn’t it a shame that powersports dealers don’t have a National Dealer Association, especially in times like these.” Isn’t it just? Dealers are the front line of a multi billion dollar industry, yet more than half the country doesn’t even have a state dealer association. There may be some names on paper somewhere, but when was the last time your dealership communicated with a state dealer association, let alone engaged in any sort of meaningful actions impacting your very much essential business? I would encourage you to do a quick Wikipedia search of NADA. Would you agree that we would be a stronger industry today if 30 motorcycle dealers had met in 1917 to form a National Motorcycle Dealers Association? How much healthier could our industry be if we shared best practices and presented a unified voice to prove that powersports is an essential part of our economy? Stay healthy! The fight for our industry and your “essential business” has only just begun. Bob Althoff, W.L.M.

DN 2.0 #3

National Dealers Association?

THE NPA APP IS HERE Buying pre-owned powersports has never been easier.

The all new NPA Dealer app is here! Tap into the power of pre-owned powersports

NPAUCTIONS.COM | 888.292.5339

Editor’s Note By Robin Hartfiel

Between A Rock & Hard Place!

ho knew a trip to Hammer Town would be the last powersports related group activity I would be a part of? Supercross was set to wrap up and outdoor MX nationals were right around the corner and MotoAmerica roadracing season was back on track… the only rocks and hard places I was concerned with were Chocolate Thunder and Spooners canyon out in the high desert. Then the closures started. Literally as we left the parking lot of Southern California Giant, the radio was announcing Disneyland and Magic Mountain were shutting down and the beaches were closed indefinitely in order to flatten the COVID-19 curve. The next day my inbox was filled with e-mails concerning the heart wrenching news of dealership closures. What rocked my world that week now seems to be a daily occurrence as the lock-down continued. Some stores opted to lock it down completely… temporarily or in some cases, permanently. Others kept the doors open by hook or crook… at least until the language was clarified to make the powersports industry as “essential” as the auto industry (kudos to Scott Schloegel and the MIC team in Washington for making this happen). The hard part became harder when my local dealer shut down all its stores. “As Americans in this very UNIQUE circumstance, we all need to conform and do 100% of our part, because it’s our moral and social responsibility to stay at home, for the safety of our employees, customers and their families,” said Pablo Veglia, President/CEO of the Del Amo family of dealerships with stores in Redondo Beach, Long Beach, Orange County and San Diego. “In lieu of playing slick or circumventing the rules by pushing to stay open, you are only prolonging and worsening this event. Time will tell who’s right!!!” Pablo has family and friends in Italy and Spain which made the decision to close the largest motorsports group in California a moral imperative. I get that! “All our stores are still closed, however there are times in life that it’s not all about money. I am very closely connected to families in Italy and Spain, and I sure didn’t want any one of us to get to those levels, hopefully this thing passes quickly and we all get to do our jobs.”

That was six weeks ago. The proverbial rock in this was the fact that a dealership like Southern California Triumph was staying open. I have known Dealer principal Tom Hicks for going on 30 years. He has had shopping by appointment, new bike delivery, service appointments and every other trick of the trade in play for years before the COVID-19 closures. If there is any lemonade to be squeezed out of a sour situation, Tom is my bet to figure it out. That is why I opted to run the dealer profiles on him in March and April. The unintended silver lining is that Dealernews reach and readership has never been higher. The “time spent on page” figures have easily quadrupled because we are playing to a captive audience. By working with the MIC, AMA, ARRA and any other alphabet soup we can find, we have been able to get the word out on the CARES packages, SBA loans and other bailouts in almost real-time and share the news on the website, social media channels and industry-wide e-blasts. We have tapped into our own experts on ways to counter COVID closures, tracked the emerging trends and NADA research numbers and NPA auction action and had a front row seat to the OEM efforts. From BRP/Can-Am to Yamaha, the OEMs have been coming up with creative ways to get new vehicles into customers’ driveways without cutting the dealers out of the loop. Relative newcomer ROXOR was one of the first to initiate a major home delivery program with “ROXOR Delivers” in early April. “We’re forging into a new era of shopping with the ROXOR DELIVERS program to make purchasing a new ROXOR for our dealer network as easy and safe as possible from the comfort of peoples’ homes,” explains ROXOR VP of Sales & Service Justin Prann. “The new ROXOR DELIVERS service helps make the buying process easier at a time when many of our dealers are limited due to COVID-19,” notes Prann. “Mahindra Automotive North America is offering the most comprehensive manufacturer-led vehicle home delivery service with the ROXOR DELIVERS Program.” They are currently being rewarded in new unit sales holding steady at the height of the lockdown. This could be the future of retailing, a hybrid of Tesla’s online business with traditional brick and mortar motorcycle dealerships. How the future of retail looks remains to be seen, but Dealernews is in it to win it! We can #RideItOut as long as Dealernews has an audience and support of our advertisers. But major players have suspended all their advertising as of the April issue and I’m sure the smaller guys will be following suit if this lock-down continues past April 30th... which in all probability it will. Like nearly 30% of the dealers we surveyed regarding a national dealer association, the bailouts and stubbornness may not be enough to keep many businesses around. But in the meantime, we are opting for the old “when in doubt, throttle out” philosophy. Since the crisis, we have been averaging two e-blasts every three days on top of the usual Dealernews.com updates, YouTube videos and the supporting social media posts. Like the run up the face of a mountain for the King Of The Motos start, I have the throttle pinned WFO when it comes to flow of news and information coming from Dealernews. We may not all be able to #RideItOut, but it won’t be for a lack of trying!

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 and was an editor of publications ranging from All About Beer to VW Trends.

ULTIMATE PROTECTION. sealSavers has an all new Dealer Direct Program, free shipping on all orders (U.S Only), no minimums, up to 50% off. a trusted brand for over 20 years. SEALSAVERS.COM 951-757-0458

https://www.dealernews. com/Home/post/mic-guide-tocovid-19-resources-for-smallbusinesses/2020-03-27

HOW CAN DEALERS STAY OPEN? I’m frustrated! As Americans in this very UNIQUE circumstance, we all need to conform and do our 100% of our part, because it’s our moral and social responsibility to stay at home, for the safety of our employees, customers and their families. In lieu of playing slick or circumventing the rules by pushing to stay open, you are only prolonging and worsening this event. Time will tell who’s right!!! All our stores are closed, I risk to lose much more than SoCal, however there are times in life that it’s not all about money. I am very closely connected to families in Italy and Spain, and I sure didn’t want any one of us to get to those levels, hopefully this thing passes quickly and we all get to do our jobs. I want to take this opportunity to thank you for your support and contribution to our industry, Stay Safe & Healthy. Pablo Veglia, President/CEO Del Amo Motorsports Group Southern California Thank you for the clarifications, Pablo. I respect your decision to shut the stores down and I’m glad I didn’t have to make a similar choice for my staff. Safety is of paramount importance and getting out in front of the virus is the best for all of us. The silver lining is that SBA waiving principle and not taxing interest for businesses using that money to pay employees is something the MIC Board, ARRA, AMA and a host of others have been working on almost around the clock for the past 10 days. I sincerely believe this is the best way to keep all of us in business after the virus has run its course:

When I originally did the interview with Tom Hicks, the only stay home orders in play were in Washington State, and no dealerships were closed due to statemandated closures. Hard to believe that was only 10 days ago! Now that we are in the midst of the chaos locally, I might have had gone a different direction, but I see the discount mail-order outfits are going full tilt to fulfill orders and further erode the customer base of our brick & mortar dealer friends. Therefore I opted to run the SoCal story and Jared Burt’s article on what business in a post COVID-19 world is going to look like. — Robin Hartfiel, Editor

WE’RE CLOSED Please note that our business has shut down operations as of 3/24/2020 at 6pm per Governor Inslee’s request. We do not know at this time when we will be back to normal operations. Thank you for your patience and understanding while we navigate these unknown waters. Please stay safe and we hope to see you soon. Sincerely, Clem’s Enumclaw Powersports Enumclaw, WA

DEALERS ARE HEROES Now that we’re in the thick of this, dealers have been reaching out to me to share their struggles and success stories. Sanitation efforts are in full force. Curbside pickup for parts and accessories is happening. Salespeople provide FaceTime calls with Customers and home delivery service. Service departments are working hard while offering pick-up and delivery options. Today, hundreds of dealerships across the country have closed their showroom doors. Some dealers like those in Michigan can’t sell vehicles ($5,000 fine), but are keeping Service rolling. However, most of those dealers have responded with an action plan to ensure the safety of their customers and employees while accommodating Customer needs. Dealers are essential. Dealers are resilient, strong and scrappy. Dealers are heroes and they will ride this out. Sincerely, Jared Burt HeroHub

COVID-19 KICK-BACK Just tried to use the ARRA system to send a message regarding COVID-19. The message to Pennsylvania Governor Tom Wolf kicked back saying it is 367 characters too long and will not send.... weird!!!! Roy Vander Veur B2B - Soil Sampler NJMP Field of Dreams, LLC Ringoes, NJ

A COVID-19 MESSAGE FROM PWORA As COVID-19 related “shelter-at-home” orders and directives remain in effect in many areas of the country, PWORA wants to assure our network of partners, volunteers, and sponsors that we continue to work with agency staff

and other stakeholders via electronic transmissions to help build our capacity to help land managers recover, restore, and reopen recreation facilities damaged by previous wildfires and to prepare for the upcoming wildfire season. PWORA understands the frustration that is felt by many outdoor enthusiasts who are seeing more local, state, and federal units shuttered to help “Flatten the Curve.” PWORA and other non-profit cooperators are also concerned about the current group size limits, social distancing, and proposed additional access restrictions and their effect on important volunteer trail stewardship projects that have been put on hold until government agencies are able to have staff once again work at, or out of, the office. While a lot of agreements and planning efforts can be accomplished to some degree via telework, there is no substitute for in-person meetings, field trips, and on-the-ground collaborative trail recovery projects. PWORA believes it is important for our network to honor COVID-19 restrictions to protect the health of ourselves and the community. Our efforts now to mitigate the spread of the coronavirus will help shorten the length of access restrictions and allow for us to get back out in the field to do our recovery work. Thanks for your support and stay well during these challenging times. We will get through this. Don Amador, President/CEO Post Wildfire OHV Recovery Alliance Larkspur, California www.pwora.org

SENATOR FEINSTEIN RESPONDS Thank you for writing to me regarding the impacts of the coronavirus epidemic on the powersports industry. I appreciate the time you took to share your ideas on how best to respond to this crisis, and I welcome the opportunity to respond. I share your concerns about the deadly coronavirus outbreak, which has infected hundreds of thousands of people around the world. I have been actively monitoring the spread of the virus, and the U.S. federal government is taking historic steps to ensure we have the resources necessary to protect the health and safety of all Americans. I have heard from tens of thousands of Californians about how this pandemic is affecting them and their needs from the government. I joined my Congressional colleagues in passing the Coronavirus Aid, Relief, and Economic Security (CARES) Act to provide support for individuals and businesses across our country that face financial hardships due to the coronavirus. The President signed this bill into law on March 27, 2020. The CARES Act includes direct payments of $1,200 to most Americans plus $500 per child. It also assists workers— including self-employed, part-time, and gig workers—who are laid off, furloughed, or have their hours reduced by making them eligible for an additional $600 per week in unemployment benefits in addition to an extra 13 weeks of regular state unemployment benefits. This law also includes $350 billion in forgivable loans to small businesses and non-profit organizations to help them keep their workers employed, and $500 billion for distressed sectors of the American economy to help them maintain operations and employment through the crisis.

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

Importantly, the CARES Act includes $150 billion for hospitals and health care providers most affected by the coronavirus, while an additional $150 billion was set aside to help state, local, and tribal governments maintain critical services. It also gives $400 million in election assistance to help prepare for the 2020 election cycle. You can read my full comments on this law at the following website: https://sen.gov/8P7P To learn more about ways this law could help you, I encourage you to visit the following website: https://sen.gov/N05J Congress also passed the Families First Coronavirus Response Act (Public Law 116-127), which was signed into law by the President on March 18, 2020. Among other benefits, this law provides free coronavirus testing for everyone in the United States, up to three months of paid sick leave during the public health emergency, $1 billion in emergency funding to help states process and pay unemployment benefits, and over $1 billion for various programs that prepare meals for vulnerable Americans. You can read my full comments on this law at the following website: https://sen.gov/R51P I strongly support the decisions by California Governor Gavin Newsom and local leaders to mandate that Californians—except for those carrying out essential services—remain in their homes to prevent transmission of the virus. Anyone experiencing fever, coughing, shortness of breath, or other symptoms associated with the virus should contact their health care providers and determine if they should be tested. I will keep your ideas in mind as I continue to work with federal, state, and local authorities to protect the public from the outbreak and provide assistance to those impacted by this emergency. If you would like to read more about the actions that I have taken to address coronavirus, as well as information for travelers who have recently returned from abroad or who need assistance with returning home, please visit the following website: feinstein.senate.gov/coronavirus Sincerely yours, Dianne Feinstein United States Senator

APRIL 2020

MASSIMO ADDS ODES

“While others are cutting back, we are investing into the future,” says David Shan, founder and CEO of Massimo Motor Sports explaining the March purchase of one-time UTV rival ODES Industries. “The current world situation will be solved as it always has, Corona Virus 19 will end… oil will stabilize as it always has, and we will be prepared. We have confidence that dealers will trust the vision and history and choose to invest with us.” With that mindset Massimo acquired ODES Industries assets at the end of March, including all trademarks and design patents. ODES Industries will operate as ODES division under Massimo Motor Sports ownership. “Acquiring ODES Industries is an exciting opportunity for us to expand our product line and technology for our powersports division,” explains Shan. “Our focus has been the farm and ranch market and the acquisition of ODES allows us to expand into higher performance UTVs for sport and leisure. Their revolutionary designs and patents in suspension will help support our future growth.” Massimo also obtained an ownership stake in ODES China. These acquisitions establish a deeper foothold in Massimo’s manufacturing capabilities. Massimo is now managing the ODES division at their headquarters in Garland, Texas, as of March 27th, 2020. Click here for more details: https://www.massimomotor.com/SIDE-X-SIDE

PARTS UNLIMITED CANCELS NVP

What, no donuts? Following up with the news of a great regional NVP in Louisville last issue comes word that LeMans Corp. is cancelling the 2020 Madison NVP Product Expo that was scheduled for August 2223, 2020 due to the global COVID-19 (Coronavirus) pandemic. “We are very hopeful that races, rallies and events of this type return much sooner than the scheduled dates of NVP,” says VP Jeff Derge. “The decision was made based on what we feel is in the best interest of the industry. The time required by all for an event like NVP is substantial, we feel that our Dealers, Vendors and Reps will benefit from having that time to focus on their business and in turn, this will benefit us all.” Derge adds Parts Unlimited and Drag Specialties are looking forward and planning for the future with one goal; “continue to support our Dealers and Vendors as we work through these challenging times. This plan started March 16th when our Sales Team was pulled off the road for the health, safety, and wellbeing of the industry and our communities. At the same time, we took steps to ensure safe working environments at our Distribution Centers. “April 4th we announced significant changes to our Dealer Medal Level and Cumulative Programs to assist our Dealers while their business changes. We encourage our Dealers to visit our websites for details on this and future announcements: www.dealer.parts-unlimited.com

WE ARE ALL ESSENTIAL!

SPEAKING OF TRADE SHOWS, COVID-19 CASUALTIES CONTINUE TO MOUNT

Even though the world’s biggest trade shows are not scheduled until the fall of 2020, BMW and now KTM/Husky have announced they are pulling out of both INTERMOT and EICMA. “Trade shows are key business milestones for the entire motorcycle industry, but given the situation, public health and the welfare of our staff are higher priorities over the coming months,” says Hubert Trunkenpolz, KTM AG CMO. “We have taken this course of action with a great deal of thought and, as a company, KTM AG would be pleased and interested if show promoters, EICMA in particular, would simply consider moving dates to 2021, where we hope and expect the situation to be settled and back to normal.” According to Trunkenpolz, KTM assessed its 2020 strategy and made several key decisions in the wake of COVID-19 impacting public health, communities, the motorcycle industry and business on a global scale. In the best interest of employees and customers, the company will withdraw from global trade shows for the rest of the year, including INTERMOT in Cologne, Germany and the EICMA exhibition in Milan, Italy. “The proper planning of such events is currently at risk due to the uncertainty surrounding public gathering restrictions in most countries. The annual success of these indoor shows also sees hundreds of thousands of visitors gathering in enclosed spaces for a period lasting days and even weeks. For these reasons, KTM AG have identified their exclusion as way to contribute towards a safe and strong return to normal activity.”

Just days before President Trump signed legislation to replenishes funds for the Paycheck Protection Program (PPP) and the Economic Injury Disaster Loan Emergency Advance (EIDL), the CISA Guidance was clarified to make powersports “essential.” Now the industry can tap into the $480 billion package, including $310 billion for the PPP and $60 billion for EIDL and get back to business. Powersports employees, in manufacturing, distribution, sales, rentals, and maintenance, are essential workers, according to newly revised federal guidelines released today. This clarifies that many powersports businesses nationwide can remain open, thanks to the addition of new language added to the Cybersecurity and Infrastructure Security Agency (CISA) Guidance on Essential Critical Infrastructure Workers. This guidance is currently in use by 33 of the states with stay-at-home orders and has always listed “automotive repair” employees as essential workers. The CISA 3.0 guidance for the transportation sector now expressly includes: “Workers critical to the manufacturing, distribution, sales, rental, leasing, repair, and maintenance of vehicles and other transportation equipment (including electric vehicle charging stations) and the supply chains that enable these operations to facilitate continuity of travel-related operations for essential workers.” “We are grateful to CISA Director Christopher Krebs, who heard our case and made this important clarification,” said Scott Schloegel, MIC senior VP of government relations. “Proper servicing of all types of vehicles, including during times of emergency, is absolutely necessary. However, everyone still needs to follow state and local guidelines, as well as health official directives, and practice social distancing.”

APRIL 2020

CLICK.DELIVER.RIDE

With COVID-19 enforced closures changing the business paradigm, Indian is changing the rules. Indian Motorcycle introduced its Click.Deliver.Ride program, providing riders with of the option of purchasing a new motorcycle from their own home. Customers have long had the ability to search for a desired model and accessorize it, but they can now work with their local dealer, either online or via phone, to complete the purchase and have it delivered to their door. In the same way that Click.Deliver.Ride is providing Indian Motorcycle’s customers with convenience, it is adding value to its dealer network. Dealers play a crucial role in their local communities and economies, which is why Indian Motorcycle has dedicated itself to help them navigate through this unprecedented business situation, with Click.Deliver.Ride at the forefront. “Over the last month, we’ve all had to adjust to a new way of life and have had to alter the ways in which we conduct our business,” said Mike Dougherty, Indian Motorcycle President. “Our hope is that Click.Deliver. Ride. will help bring peace of mind to both our loyal customers and our network of dealers.” Click.Deliver.Ride. is available for a limited time only at participating dealers based on applicable laws and is subject to change. To learn more visit: https://www.indianmotorcycle.com/en-us/ click-deliver-ride/

KAWASAKI DELIVERS Home delivery for a new Ninja or a KRX1000? “In these unprecedented times, Kawasaki is looking to ease some of the burdens facing everyone and give them the opportunity to experience Good Times again,” explains Kawasaki Senior VP, Sales & Operations, Bill Jenkins. “We are proud of our dealer network for working with their customers to give them the Kawasaki vehicle delivery experience, while also following the guidelines set out in their local areas.” In light of recent stay-at-home orders, travel restrictions, and social distancing recommendations in response to the COVID-19 pandemic, participating dealers are now able to deliver Kawasaki products directly to their customers’ homes. “Our goal is to help facilitate purchases of Kawasaki products by those who cannot or may not wish to visit a dealership,” Jenkins adds. Products include vehicles, parts, accessories and apparel. PG&A will be delivered via third-party services or common carriers. “Our Kawasaki dealer network is committed to providing a first-rate experience for vehicle deliveries, replicating as closely as possible the vehicle pickup experience at a dealership,” he says. “This means that vehicle inspections will be performed at the dealership prior to delivery, and all required delivery checklists will be completed in the customer’s presence. “Vehicles will be delivered by trained dealership personnel who can provide a thorough briefing on vehicle operation, maintenance, and safety information… not by a third-party delivery service or common carriers,” Jenkins emphasizes. Delivery for parts and accessories ends May 31, 2020, and other limitations may apply.

Brought To You By MotorcycleIndustryJobs.com to watch her bring this technology to life in our industry.” Founded in 2019, Motosense is an automated dealership marketing platform driven by customer behavior. Click here for details: www.motosense.com

“Now more than ever we — powersports professionals — need to reinforce the importance of dealerships and their engagement in riding communities around the country,” says Teri Lynn, former Accessories & Clothing Manager at Triumph Motorcycles America. “Connected technology is no longer a thing of the future; it is now, and I am excited to bring the first of its kind to powersports dealers.” Lynn joins Arizona-based startup company Motosense as the new Sales & Marketing Director. “Motosense is a customer behavior driven, fully automated marketing platform that will deliver customers back to the door of brick and mortar stores… What could be more important as we emerge from the COVID-19 crisis?” Motosense is on-track to launch in the coming weeks with the goal of strengthening dealership riding communities despite our nationwide direction of social distancing. It is no surprise that platforms like REVER, Strava and Peloton are seeing a surge in activity; people that are passionate about their personal activities are going to find a way to continue doing them and there is no reason that motorcycling should be any different. Teri leaves Triumph Motorcycles America as a true ambassador of the brand; after winding down a two-year remodel of the Parts, Accessories, and Clothing Programs. “Teri has been instrumental in our entire PAC program redesign,” said Triumph America GM Rod Lopusnak. “Her mindset is truly putting dealers first by reducing dealer on-hand inventory while continuously improving the customer experience and retail sales in dealerships. It is bittersweet to see Teri leave Triumph; however, I am excited

Harley Guy In, Private Equity Guy Out! Former Harley-Davidson executive Marc McAllister is the new President and CEO of Texas-based distribution giant Tucker Powersports. “Marc has tremendous experience in powersports and in driving business growth,” claims Greg Ethridge, chairman of the company’s ownership group. “That’s what we need at Tucker right now. Marc understands the powersports industry and the challenging business issues that our dealer/customers face. He is a motorcycle rider and he’s also a former board member of the American Motorcyclist Association and the European Motorcycle Manufacturers Association.” McAllister held a variety of roles at Harley-Davidson during his 24-year tenure with The Motor Company. After starting in product design and supply chain, he moved to senior roles leading the company’s sales and growth in Europe and Asia. As VP and Managing Director of Global Markets and previously the AsiaPacific region, McAllister led sales, marketing and operations of The Motor Company while working closely with powersports dealers in each region. “I’m excited to dive in and work with the Tucker Team,” said McAllister. “My experience building a strategy and structure that delivers growth is important for Tucker right now. And it needs to be done while supporting our customers and partners in this difficult time. This is a tremendous opportunity for me to help strengthen the Tucker brand and the motorcycle industry.”

McAllister replaces Sebastian Bretschneider who has left the company, effective immediately. Bretschneider had been with Tucker since mid-2019 after filling the President’s position that had been open since September of 2018, as noted in our July issue: Bretschneider had worked as CEO and Chief Transformation Officer for a number of private equity companies in several industries before joining Tucker Powersports and was said to be a specialist in businesses going through transformation at that time.

STACYC, Inc. Is pleased to announce Matt Schumann as the company’s new Vice President, Marketing. Schumann is now responsible for the company’s go-tomarket strategy, partner marketing, sales enablement and marketing communications. “With 16 years of domestic and global solutions in the powersports industry, Matt has a proven track record of driving business results through brand campaigns and building high performance teams Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

globally,” says STACYC CEO Ryan Ragland. “His relentless focus on creating alignment between Sales and Marketing will be a key enabler in our ability to expand our brand and company.” Prior to joining STACYC, Schumann spent the past 10 years at Bell Helmets as the Director of Global Sales. In this role, Schumann was responsible for delivering the Bell Brand Plan and building out the commercial business globally.

Also heading STACYC’s way after being with Bell Helmets is Jon Eide. “What an amazing 8+ years it’s been, the former national sales manager told his team. “When I started this journey, we had roughly 400 dealers and 8 sales reps. Today we have more than 1,600 dealers domestically and 30 of the best independent sales reps in the industry. What we were able to accomplish as a company from product development, sales, marketing, athletes, colab’s and events is nothing short of extraordinary” Eide claimed. “I am extremely proud to have been a part of the Bell brand and to have worked with such a passionate and talented group of people.” Eide has taken this passion and professionalism to STACYC as West Coast Regional Sales Manager.

Heads up! Industry veteran, and Motorcycle Industry Council Director Tim Calhoun is now VP of sales for Quin Helmets and its dealer-direct business model. “I am excited to join the Quin team,” says Calhoun. “Ani Surabhi, our CEO, is an internationally recognized design engineer, with global experience building and selling his first bicycle helmet company, Kranium. Before that was a tenure with Ferrari, as part of their design team. Hannah Surabhi, Quin’s Director of Operations, also has extensive experience with international business with a focus on marketing and finance, I am excited to work with both them and the team they have assembled the last two and a half years.” Ani Surabhi, founder and CEO, adds, “We are excited to add Tim to our growing team and to head up our sales efforts. His experience in powersports and especially in leading sales organizations and building sales teams is well known, and we are excited about the dynamic he brings to Quin Design.” If you’re interested in what’s next in 21st Century helmet design or you want to become a Quin dealer, contact them directly at: sales@quin.design https://drive.google.com/file/d/1B gu8KdtL90UPSJBK3NpJNl7C4xP4P Oeg/view h t t p s : / / w w w. y o u t u b e . c o m / watch?v=TucBD5pGbng

Speaking of Helmets, Real Performance Marketing the rep agency headed by Scott Hochmuth, is now handling helmets. “I am pleased to announce that we will be representing the high-end Shark Helmet line out of France in MS, AL, GA, TN, NC, SC and FL” says Hochmuth, who actually got his start in the industry with Fulmer Helmets three decades ago. “Shark was born on the racetracks of Europe 30 years ago… they are a fixture in MotoGP and a leader in design, safety and innovation across their product line.” RPN also reps 509 Motocross, ARC Audio, Audio Legion, Brooks Apparel, Klim apparel, Liberty Wear and Oxford Products among other leading brands.

Shifting Gears: industry veteran Jeff Whaley is no longer VP of sales & operations for Vanderhall Motor Works. A former dealer principal, and later National Business Director at Tomberlin, Whaley is now looking to leverage his 30 years of industry experience shifting from three wheels back to two wheels. “I’m a life-long motorcycle enthusiast, and it was a dream to have a motorcycle store,” he says. “We brought our auto experience to the powersport arena, and in doing so became the largest-volume Victory motorcycle dealer in the country.”

IF SO, THEN GET WITH THE TIMES. A lot of Powersports DMS providers claim they can help you maintain existing leads and help you find new ones with the latest and greatest technology of the day. But when they hold on to past technology, you’re stuck with poor integrations and backward-looking features, software and support. If you’re ready for a DMS that will put the past in the history books, schedule a CDK Lightspeed®EVO demo. We’ll show you a DMS that revolves around what’s coming next.

READY TO LEAVE THE PAST BEHIND? Call 800.521.0309 or visit cdkglobal.com /anewera-powersports

ONE SMALL STEP FOR SOUTHERN CALIFORNIA MOTORCYCLES... One GIANT Leap For Powersports! By Robin Hartfiel

“

iant was really excited about jumping in with me to create this store because we are the only exclusive Giant electric bicycle store in a motorcycle franchise in the United States,” explains Southern California Giant’s CEO (Chief Enthusiast Officer) Tom Hicks. “The decision to do this is that we Baby Boomers — the majority of the motorcyclists out there now — are getting older. People in their 50s and 60s have some physical limitations. “These electric bicycles really help get us out riding... and we ride a bicycle to stay in shape so we can still ride motorcycles,” says the latest convert to the eBike realm. Like his other dealerships, including the #1 Triumph Dealer Of All Time and perennial Top 5 Ducati dealership, Hicks goes all in! Although he has five motorcycle dealerships under the Southern California Motorcycles umbrella, each store has its own dedicated entrance, staff specialists and unique vibe. This meant a completely unique build-out for the Giant store, service department, vendors… everything! However, Hicks does see one common denominator for all his two-wheeled brands: PASSION.

“We are not trike riders, we ride two wheels,” he explains. “These electric bicycles really help get us out riding... and we ride a bicycle to stay in shape so we can still ride motorcycles,” says the latest convert to the eBike realm. “A lot of people would like to get out and ride, but say, ‘Oh I can’t because my hip gets sore,’ or ‘it’s too much pressure on my ankle,’ I get too winded… An electric bicycle is the perfect combination so we can get out and ride and get some exercise so that we can go ride our motorcycles.” After suffering a heart attack a couple years ago, Hicks has to watch his heart rate so eBikes became a means to an end, with that end being riding motorcycles. “It really is about the health aspect, but don’t get me wrong, they’re fun! Four months ago I was poo-pooing the electric bikes! I was riding a regular bike and saying that’s cheating!” Cheaters never prosper, but there was a method to the madness. “Well, until you ride one, that is what you think… but once you ride an electric bicycle, you understand. You realize, ‘wait a minute, I can have all the fun I want, ride it like a regular bicycle and get as much exercise as I want, or I can press up the power a little bit and just have a nice leisurely ride anywhere… and it’s a lot of fun.’ That is the whole rationale for me putting it in with my motorcycle franchises.” “Very simply, it is not there to replace a motorcycle. It’s there for us to have some fun getting some exercise so we can ride our motorcycles more.” While the world might want to focus on cheap transportation, increased mobility or even affordability, none of those elements factored into Tom’s equation for Giant.

“The motorcycle business is not about logic,” he insists. “It is about emotions! I tell this to my customers all the time.” “When they ask ‘what should I get?’ I tell them they have to look at it, walk around it, sit on it… the one that makes your heart tick a little faster is the one you should buy. NOT because one is faster or slower or whatever… NO! It is about how it makes you feel!” “I’m following that thought process myself with Giant… not because it is logical, but because of how it makes me feel,” he explains. “This was not logic, this was all about how I feel about the product and the company.” While it is a heartfelt passion that drove Hicks to make the Giant leap of faith, he wanted to be on the leading edge of the next big thing for once (see March issue for Part 1 of Tom’s tale). “I created Southern California Giant here that sits under the umbrella of Southern California Motorcycles, as does Southern California Ducati, Southern California Royal Enfield, Southern California Suzuki and Southern California Triumph because the enthusiast wants to come to a dealership that is all about their brand,” he explains. “If you are a Triumph enthusiast walking into Southern California Triumph for the first time, I expect for your knees to get weak, your heart to race and say, ‘I never need to go to any other dealership again!’ That’s what I’m aiming for with the new Giant store.” Although the decision to jump in with Giant was purely passion-based, Tom’s head matched his heart in making the choice of Giant vs. any other PAS program. “The width and depth of their product range is incredible. Giant’s line is very extensive… they have the Momentum range, the Liv line for women and then they have a tremendous line-up of regular Giant brand eBikes.” A former Honda guy, Hicks is still a sucker for fit and finish. “Compare them… Hell, just look at them compared to other electric bicycles. They don’t even look like they are electric! The battery is hidden in the down tube and Giant bikes have always had ‘giant’ down tubes… now it is just a little bit bigger and there is a battery in it. I’m just really impressed with the brand!”

He is also impressed with the back-end operation. “Giant came in and assisted with the store design and do so much behind the scenes. The combination of Giant support and some of my own initiatives and we’ve got an exclusive Giant franchise in a motorcycle space.” Continued on page 22

Continued on page 22

APRIL 2020

Continued from page 21

He also had to write a big check to spec out all the Park Tools, truing stands and specialty equipment needed to service eBikes specifically. “It did cost more to do it right, but that is my philosophy: don’t go into something half-assed! You are either going to commit to it or you are going fail. “If I commit to it wholeheartedly, my customers will see that and say “I want to go there” because they are already committed to the product. They are committed to the Giant brand. Our salesperson is an expert cyclist with years of experience racing bicycles and he can answer ANY question. Once word gets out people will understand we know what we are doing and our level of commitment to the Giant brand, and they will want to keep coming back.” “As a motorcycle dealer bringing on another franchise of anything, you can’t just stuff 4-5-6 or even 10 bikes over in a corner of a room and expect them to sell. I had to start out showing the customer that we are 100% committed to Giant, the brand and 100% committed to the concept of electric bikes and 100% committed to the customer with a full array of accessories, a full service department complete with expert technicians. Any dealer can add another franchise, but they must commit to having all the special tools; stocking a full line of the product; and an expert staff. Because if not, the customers today are so perceptive and so much smarter, they can see right through you and say, I’m going to some place that knows what they are talking about!”

“When they come to Southern California Giant they know, just like when they walk into Southern California Triumph, we are all-in!”

515 West Lambert Rd. Brea, CA 92821 Phone (714) 256-6700

www.socalmotorcycles.com

GRAND OPENING!

outhern California Motorcycles in Brea, California, held a grand opening celebration and VIP night for its new Giant Group eBike store. Partnering with Giant, Liv and Momentum, the mainstay motorcycle dealer believes it can appeal to changing demographics through the fast-growing electric bicycle category. “Tom Hicks and his team at Southern California Motorcycles are great examples of forward-thinking retailers who understand the growing appeal of pedal assist bicycles with motorcycle enthusiasts,” says John “JT” Thompson, general manager of Giant Group USA. The store is a dedicated, stand-alone dealership within the 20,000 square foot Southern California Motorcycles complex and features pedal assist bicycles from Giant, Liv and Momentum—along with cycling accessories like helmets and shoes. “Some may wonder why we are opening an exclusive

E-bicycle store in our complex,” says Southern California Motorcycles Owner Tom Hicks. “Believe it or not, there really is a tie in. These power-assist bicycles—yes, you still have to pedal them—are a perfect answer. You can get as much or as little exercise as you want, and you’re having fun.” Southern California Motorcycles feature a service shop and dedicated staff trained to sell and service Giant, Liv and Momentum eBikes. The VIP night gathered media representatives – including Bicycling and Peloton – as well as motorcycle racing legends Eddie Lawson and Eric Bostrom, along with Giant Group staff. At the VIP event, Hicks conveyed how eBikes had changed his life for the better, allowing him to maximize the health benefit of his commute into work. He hinted that he expected a strong response to his Giant Group eBike assortment and was already considering expansion plans.

A Dealernews Whitepaper By Alisa Clickenger

BETTER TIMES ARE AHEAD

Callout Text: “Never give up. You will experience some of the toughest conditions you have ever faced; you will want to quit a thousand different times, just remember it’s never as bad as you think it is.” — Advice given to Scot Harden from Dick Burleson before the start of an ISDE race.

2) Develop A Dealer Action Plan: If you haven’t already, the time to act is now. This is your moment of truth. Implementing a comprehensive customer and employee safety program will save lives while providing the best How To Survive In The Post possible service to customers. Dealers have the opportunity COVID-19 Era to be heroes to their customers. Every motorcycle, ace it, none of us signed up for this. Having the OEMs automobile, powersports, marine and RV dealership has shut down and the customers locked out of dealer’s the talent and resources available for immediate action. showrooms right as the season was starting. Seriously? Although concentrated outbreaks may force dealerships in “Game over, man. Game over!” as Private William Hudson affected areas to close temporarily, dealerships that remain (Bill Paxton) proclaims in Aliens. Or is it? From chaos comes open for business must take proactive steps to provide the orders as our own Eric Anderson says… a fact not lost on highest possible safety for employees and customers. — billionaires like Warren Buffett and Mark Cuban in past Jared Burt times of turmoil. If your business is not Berkshire Hathaway, how do you rebound? According to no less an authority 3) Enhance Your Community: More people are staying than Inc. “Companies that are preparing to reopen in the home right now and missing the connection they usually coming weeks still need to be in ‘survival mode’ if they want get in the work and in everyday life. Dealers can provide that community an inspiration by starting a Facebook to outlast the impact of the coronavirus pandemic.” group, offering DIY videos or passing on useful (not scary!) Marilyn Landis, CEO of Basic Business Concepts, which information on how to adjust to a new normal. — Alisa provides CFO services to small companies, spoke at Clickenger the National Small Business Town Hall, a live webinar hosted by Inc. and the Chamber of Commerce on Friday, 4) Regularly Check Your Progress: Once you’ve made your April 17. “While emergency relief funding is on the way for decision on how to proceed, be ready to adapt and to modify many companies and some regions of the U.S. are expected your business plan as new information presents itself. We to reopen in a matter of weeks, business owners must focus are all in new, unchartered territory. As the reality of the on keeping their companies afloat in a new environment,” new business environment shows itself be ready to make changes to your plan. Take advantage of new opportunities says Landis. and information as they present themselves. Don’t be “We’ve got to start thinking about how we can start planning afraid to cut losses if the path you’ve chosen isn’t working for the spotty, sporadic opening and how we reach across out as planned. Those that recognize their mistakes early to our vendors, our customers, and our employees to begin on and aren’t afraid to change direction usually have the to function again.” Inc. offers its top 5 tips to meeting the best result. — Scot Harden re-opening challenge here: https://www.inc.com/graham-winfrey/reopening- Callout Text: Safe Practices On The Showroom Floor Dealership policy should prohibit employees to come to business-after-coronavirus-ppp-eidl.html?cid=sf01003 work with symptoms of any illness. There is no longer a We have turned to leaders from within our own industry badge of honor for employees showing up for work sick. for some strategies to succeed. In no particular order this advice can serve as a road map and pep talk to riding it out 5) Be The Signal, Not The Noise: People are scared and in for the next two months as the world gets back to business. a period of readjustment. Step up the frequency of your newsletters and offer some real juicy tidbits. Introduce 1) Don’t Make Quick Or Rash Decisions: At moments like your staff. Talk about how your kid home from college is these, it’s best to stop and give a long hard second thought now free labor in your shop and you are teaching her/him to what your next move should be. Now is not the time for the value of old-fashioned hard work in the family biz. Talk acting out on raw emotion. Think calmly and rationally. about how this crunch is affecting everyone, including your Instead of running off in every direction and burning up own business. Talk about the steps you’re taking to keep financial resources, give all ideas a second thought and look the doors open. People LOVE honesty and you’re being real. before you leap. By calmly putting one foot in front of the (Ease into that conversation if you’ve maintained a more other no matter how tough the times get, this will help you corporate voice in your communications thus far.) — Alisa Clickenger get to the finish line. — Scot Harden

6) Develop A Virtual Showroom: Dealers need to develop a Virtual Showroom ASAP! A virtual showroom must include virtually “everything” in the dealership. Every item (including vehicles, accessories, parts, apparel and service jobs) available for sale in a dealer’s inventory must be represented online and in real-time. Customers should be able to quickly identify that the dealership has a winch kit for their Kawasaki Mule in stock, what the installation cost is and when it could be installed. Additionally, customers should be able to purchase or reserve every item in inventory (including vehicles) online. — Jared Burt 7) Deepen Your Community Service: Offer a local pickup delivery service for your customers. Engage your go getter customers in this act of kindness. It should now be super easy for customers to purchase vehicles, parts and accessories from dealership inventory with same-day delivery service (within a specified proximity to your dealership). All products in the dealership should be available for this service. — Alisa Clickenger & Jared Burt’s combined ideas 8) Mobile Tech Service: A technician should be able to perform maintenance or simple repairs right where the customer’s vehicle is located. When needed, the technician could provide pick-up and delivery for more in-depth repairs, maintenance and installations. This should be an option for every single customer, for all types of repairs. — Jared Burt 9) Take Advantage Of The Down Time: Make progress on your bookkeeping. Get your staff to reorganize. Redecorate. Clean your shop floor. Get Caught Up! — Alisa Clickenger

Callout Text: Handshaking, hugging and fist bumping are strictly prohibited. Dealership employees operating customer vehicles will wear disposable gloves that are discarded after handling each vehicle. 10) Scheduled Shopping Sprints: When customers prefer or need to visit the dealership, scheduling appointments (especially for vehicle purchases) is even more important now for “crowd control”. It should be unacceptable for customers to spend more than 60 minutes at the dealership. The 6-hour used car buying process is unthinkable now. — Jared Burt 11) Ask For Help: Call your creditors and ask for some grace. OEMs are included in this call for grace as well. — Alisa Clickenger 12) Reinvent Your Business Practices: Lay out how you can still help customers, unless your community is still in complete lockdown. Tell them that you’re observing safe practices and that your customer-facing staff will wear disposable gloves and a face mask. — Alisa Clickenger 13) First Things First: What are the essentials right now? Drop the focus on being in crisis mode and become more solution-oriented. What needs to take place right now in order for you to survive 4-6 weeks of decreased business? What can you do to stop the financial bleed and at the same time sell more higher-margin goods? — Alisa Clickenger Continued on page 26

DON’T GET STUCK IN THE MUD. Service Contracts Priority Maintenance Protection Packages mcgrawpowersports.com • (844) 725-1615

Continued from page 25

14) Be Good To Yourself: Take Time Out — Really! — Take some down time and focus on everything you are grateful for. This will help shift your mindset from reaction mode to production mode. Plus, it makes you feel good to catalog all the things that are right rather than focusing on all the things that may or may not go wrong. — Alisa Clickenger 15) Look For Markers Along The Way: There’s a good chance someone else has done something similar, so look for signs of their progress. If you are a member of a dealer management group, look for support and advice on what is working for the others. Subscribe to Dealernews and don’t just skim the articles. Take time to read and digest and absorb the compilation of good information from your peers in the powersports industry. — Scot Harden Callout Text: Appoint a Dealer Sanitation Specialist to provides ongoing sanitation of all high-traffic areas including doors, counters and check-out stations. Hand sanitizer, disposable gloves and other supplies are replenished as needed. This might be an employee walking around in white gloves with Clorox Bleach wipes and other sanitizing supplies. 16) Perform Random Acts of Kindness: We can either use this time to distance ourselves and lick our wounds, or we can ask how we can best serve our communities. Dealership staff and clients alike have the same worries, frustrations and fears that we all do. Take a moment and really listen to them and make them feel heard. Small acts of kindness go a long way towards world-class customer service. — Alisa Clickenger 17) Take Control In An Out-Of-Control World: Even before the COVID-19 crisis people believed their lives are spinning out of control. Now more than ever they are seeking ways to regain some sense of personal control and self-sufficiency. What does that mean to you as a powersports dealer? Every brand, manager and dealer should strive for ways to give a sense of control back to their customers. — Dr. Paul Leinberger 18) Change! To survive the retail industry that has undergone a significant transformation… dealers must evolve. Think “buy online, pick-up at store”— a trend that was popular in the 2019 holiday season. Two-day (or even faster) free shipping — Amazon Prime and Prime Now. Daily online shopping specials, in-store augmented reality, the list goes on and on! — Dr. Paul Leinberger, January 2019! 19) Go Digital: Shift most, if not all, of your advertising and marketing to digital. The inflection point has been reached. From now on, digital rules… it’s time to get into the online game! — Dr. Paul Leinberger March 2019 20) Use Humor: When left without words, use appropriate humor to convey levity. Spread the message that motorcyclists are resilient, community-minded people and there is no safer (and fun!) place to practice social distancing than on a powered machine. — Dealernews

4 Things To Focus On: By Bob Althoff

ash – Cash is cash. It is not inventory or receivables. Do all things to maximize cash position, including perhaps, drawing closer to the line of credit that you have paid for (but perhaps not used much). Cash Flow – Do your best assumptions, then project (maybe even on a weekly basis) your anticipated cash flows. Balance Sheet – Review your covenants, talk to your board early and often. Government Stimulus Program – As soon as the bill passes, get busy understanding how almost $2 trillion might affect you. Read, ask for advice, look to your advisors and trusted industry sources like Dealernews.

Grand Teton GM Jim Wilson is proud of the optimistic role they play today and is committed to deliver personal freedom to both new and experienced riders as the pandemic subsides. “Everyone that visits, regardless of their background or experience, is welcomed into the family — especially those that are new to motorcycling,” said Wilson. From management and ownership down to the sales floor, this place is indeed a center for optimism. Talking about motorcycles with Grand Teton HD salesperson, Shane Fredrickson, I realized the attitude, energy and optimism in this dealership is more contagious than the ‘Rona. TAKEAWAYS FOR DEALERS: 1) Embrace the Good News Creator role for your dealership and become part of the solution.

THE CENTER FOR OPTIMISM Being The Good News

By Jared Burt

ike the Netflix docuseries Tiger King, the current environment we find ourselves in is stranger-than-fiction. Every day seems like a week. In spite of the unrelenting mountain of bad news, there are opportunities for you to be a source of good news. Are you a center of optimism or a source of doom and gloom? Many powersports industry players acted quickly and decisively to be part of the solution. Takeaways from these examples provide us with inspiration at a time when negativity is prevalent. Just as the snow was melting off Idaho byways ready to usher in another great riding season, Idaho Governor Brad Little issued a 21-day stay-at-home order. Like other states, non-essential businesses were required to temporarily close their doors. Some stores, including Grand Teton Harley-Davidson, were classified as essential under an intuitive interpretation of the automotive Service Center classification. Gov. Little encouraged these dealerships to “make good judgments” as they continue essential operations. Maintaining a safe distance, I recently sat down with the owners and General Manager of Grand Teton Harley in Idaho Falls. Greg and Mary Woodward are motorcycle enthusiasts with a background in private equity. They purchased the dealership last year with a mission to extend the freedom of motorcycling to everyone. They’ve expanded their vision and now see motorcycling as a solution to the global crisis. Like many other dealerships, Grand Teton HD is providing free pick-up and delivery services, robust sanitation efforts, and a strong dose of positivity for their customers. “Grand Teton HD is a Center for Optimism in our community,” says Woodward. This is more than a mantra for the dealership, it’s a mindset for the entire staff.

2) Make special safety accommodations for employees and customers a top priority. (See March 2020 Dealernews article, “Beating the COVID-19 Slump”) 3) Adopt the mindset that your dealership is the Center for Optimism in your local community. In addition to heroic efforts of countless dealers from coast to coast, the industry has joined with dealers to provide more good news. Here are some examples from familiar industry players that stood out to me: A) American Honda is offering payment extensions and late fee waivers for customers that have loans through Honda Financial Services. B) BRP ramped up their social media content defined as “escape therapy”. The BRP COVID-19 resource site explains, “We want to continue to share the joy of powersports, especially for those of us who can’t ride right now. In a time where your feeds are full of current events, we’re going to continue to post content that inspires with stories of exploration and adventure.” C) Polaris launched “Click.Deliver.Ride.” and ROXOR introduced “Delivered To Your Door” communicating the ability of participating dealers to provide a touchless purchase experience. A key aspect of their programs are dealer agreement adjustments that allow dealers to complete sales transactions remotely. Donations are being made to support front-line medical workers. Yamaha Motor Group donated $1.5 million to help

prevent further spread of the infection. Aftermarket omni channel outlet Comoto Holdings (Cycle Gear, RevZilla, J&P) is donating thousands of protective goggles. All major OEMs have announced some sort of dealer floorplan assistance and provided increased retail incentives. Many OEMs have even reduced pending dealer orders to reduce risk of inventory overstocks. TAKEAWAYS FOR OEMs: 1) Align dealer agreements and marketing communications with the critical dealership mission in mind - provide services in a way that prioritizes safety for employees and customers. 2) Do good. Communicate that good news to dealers and end users to inspire them to take action. (See March 2020 Dealernews article, “Beating The COVID-19 Slump”) 3) Provide digital experiences on your brand-owned channels, integrate with dealer’s service and expertise. In a dramatic shift from their typical content, the Motorcycle Industry Council (MIC) is posting updates almost daily on their COVID-19 Resource Site. This valuable information resource is available at no charge to both MIC members and nonmembers. Timely communication has provided the industry and dealers with critical support to navigate this Tiger Kinglike world. Greg and Mary Woodward, Owners of Grand Teton Harley-Davidson

Powersports vehicles are essential for first responders, search & rescue, farmers and countless other critical services supported by our industry. But maybe even more important than being essential, riding is a solution. Riding will intrinsically accelerate healing, restore meaning, and inspire confidence as we move forward. That’s ultimately why it’s paramount that dealers, with industry support, become the Centers of Optimism in communities everywhere. Shane Fredrickson, Salesperson at Grand Teton Harley-Davidson

Jared Burt is the co-founder and CEO of HeroHub®, home of DealerHero®. Jared is the former owner/operator of a Top 100 winning multi-line powersports dealership, and leader at a major powersports OEM for a combined 24 years in powersports. He is an adjunct professor of business at BYU-Idaho. Contact Jared at jared.burt@herohub.digital. Twitter @jrdbrt APRIL 2020

Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Market Insights Power The Market Values

bviously, dealership closures and stay-at-home orders turned business on its head in March and will continue to do so in the 2nd quarter. As we continue to assess the fallout, we can track how the powersports industry was doing before and in the early stages of the shutdown. All segments of the industry showed a typical decline in the first quarter, with cruisers depreciating more than usual. In the motorcycle segment, sportbikes were strong, returning average pricing higher than the previous two years. Cruisers showed some weakness, starting out the year in a good position but then losing 4% of their value on average from January-February to March-April. As precipitous as the drop from $8,631 to $8,276 was in 2020 note that the values are still over 2018 for Q1. (See Figure 1)

Sportbike values have dropped $100 in Q1 but are still more than $250 over last year and $600 over 2018. While the values have held this was still driven by pre-shut down activity… the second quarter remains a wild card, however. (See Figure 2). The utility segment started out 2020 behind the same period of 2019 but saw more moderate depreciation to end up similar in the March-April edition of both years. We certainly don’t expect to see a repeat of Q2 2018’s surge for utility UTVs, but the recovery could keep values up over 2019. (See Figure 3) As a whole, Side-by-sides brought relatively healthy pricing in the first quarter. The sport segment actually outperformed the first quarter of 2019 by 2.4% on average. (See Figure 4) What the “new normal” for retail becomes remains to be seen. However, the state of Georgia has already been declared “open for business” by its governor. Coincidentally Yamaha Motor Corp. is located in Newnan and can apparently return to manufacturing and selling vehicles.

Figure 1

Figure 3

Figure 2

Figure 4

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 APRIL 2020

In those areas where the populace complied with state or local stay at home orders, the analysis showed that the average distance traveled dropped from ~5 miles/ day to ~1mile/day. In those areas that resisted or delayed such orders, the averages were typically 3X higher. To underscore this disparity, between February 28th and March 27th, average travel distance in Seattle decreased from 3.8 miles to 61 feet! By comparison, during the same period travel distance in Daytona Beach decreased from 4.4 miles to only 1.9 miles. Although analyzing consumer travel patterns during the drive-restricted COVID-19 pandemic might be ill timed, an examination of consumer response at a distance might also prove insightful. Retail will change because of this pandemic, and it is now time to consider what the “new normal” means to your business.

Dealernews Research By Don Musick

It is also time to revisit our friends at Google Trends! Using the search keyword “COVID-19” along with keywords representative of the powersports industry “MOTORCYCLE”, “ATV” and “SXS” Google Trends data for the period February 11th to April 8th are shown in Fig. 2.

DETOUR You Can’t Get There From Here,

A few things to comment on: First and foremost, search interest in the COVID-19 keyword actually peaked during the week of March 22nd and began a steady decline afterwards! This is surprising since the same New York Times article showed that during this period, large swaths of the country had yet to limit their travel habits (Fig. 3).

Courtesy Of COVID-19

ur last article concluded with the statement: “As time has become a universal currency shared by all consumers, drive time will be a central focus moving forward.” Since consumer drive time preferences are central to determining dealer trade areas, it’s ironic that consumers now have time on their hands but are so COVID-19 travel-restricted, they can’t drive to the dealership! An April 2nd article in the New York Times analyzed cell phone location data to examine changes in travel frequency and distance. Fig. 1 illustrates county level changes in travel frequency during the week of March 23rd to pre-COVID levels.

This decline in search interest likely represents a combination of people adjusting to the initial shock of lockdown orders as well as of COVID-19 media fatigue. The second take away from Fig. 2 is that while the COVID-19 search term shows no repeat pattern, the powersports industry search terms MOTORCYCLE, ATV and SXS all share the same distinct pattern! All three keywords show search term interest repeating on a seven day cycle with minimums occurring mid-week followed by peaks on Sundays (weekend warriors?). While all three show the same pattern, the interest level volume for the MOTORCYCLE search keyword is much more pronounced. For clarity, the values of MOTORCYCLE interest levels are also shown for each day in Fig. 2.

Figure 1

Figure 2

Continued on page 34

APRIL 2020

Continued from page 33

Figure 3

WHAT GOES DOWN MUST COME UP, RIGHT? Prior to the “hockey stick” increase in the COVID-19 search keyword, the MOTORCYCLE keyword interest peak was increasing at a rate of ~ 9.3% per week — typical for early spring (Fig. 2). And then SLAPSHOT! As COVID19 search exploded, MOTORCYCLE interest began a precipitous decline at a rate of ~14.1% per week! (note: the same effect is seen for the ATV and SXS keywords, but are not as visible in Fig. 2). However, as COVID-19 search interest peaked during the week of March 22nd and began to decline, the MOTORCYCLE keyword simultaneously reversed direction and began to increase at a rate of ~10.1 % per week, almost reaching preCOVID-19 interest levels! A coincidence? Maybe, but only time will tell. It also might reflect resiliency and optimism in the mindset of the powersports consumer! We are a passionate and dedicated market. HIGH ANXIETY If you make the assumption that COVID-19 keyword searches correspond to public anxiety over health concerns, then Google Trends can also be used to determine where these anxieties are most pronounced. In Fig. 4 the frequency of COVID-19 keyword searches from February 11th to April 8th are ranked by state. Search frequency for this keyword was found to range from a low of ~40% (Mississippi) to a high of just under 70% (District of Columbia). Not surprisingly, search interest (anxiety) levels were found to be strongest in those States issuing travel restrictions earlier in the pandemic. In fact, the pattern of COVID-19 keyword searches at a State level mirrored the travel restriction implementation timeline seen in Fig. 3. In other words, those States that sounded the alarm earlier also raised constituent awareness and hence concern. This effect is reflected in COVID-19 search frequency. SURPRISE, SURPRISE, SURPRISE! And now, back to the powersports part of the story! With the State ranking presented in Fig. 4, the relative frequency of the MOTORCYCLE, ATV and SXS search keywords merit a closer look. Looking at the top line MOTORCYCLE graph, there is no discernible pattern or trend to be found.

Figure 4

In fact, a trend line regression analysis of the data shows an R2 value of 0.0351, i.e. nearly zero statistical correlation. However, both ATV and SXS keywords show near parallel trend lines and strong statistical correlations with R2 values of 0.658 and 0.7084 respectively. However, these trend lines vary inversely with the COVID-19 keyword State rankings! The disparate results between these segments of the powersports industry could be interpreted as motorcycle interest being more geographically agnostic than either ATV or SXS product. To be sure, consumer interest in the latter two is more concentrated in the South East and South West as illustrated. This graphic represents Google Trends UTV interest levels at the Nielsen DMA level (green boundaries) for calendar years 2018 and 2019. The size of the pie chart centered on individual DMAs is proportional to interest volume while the pie slices represent the relative share of each UTV OEM. An alternative interpretation of the disparity might relate lower COVID-19 awareness/anxiety plus increased mobility in these areas to greater interest and willingness to engage in off-road activities. Once again, we’ll have to wait to see how this all plays out, but if the interest bounce back as seen in Fig.2 is a predictor of things to come; it might just be that “you can’t keep a good industry down”! Next month we’ll get back to finding Waldo after this Detour...

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

APRIL 2020

SURVEY+

NATIONAL MOTORCYCLE DEALER ASSOCIATION Now… Or Never?

oo soon... or not soon enough? The COVID-19 crisis is changing the face of retail and it will be a brave new world for all of us when we emerge on the far side. Now that we are all facing an industry-wide “reset” is the time right to bring dealers together under a united banner? Think 20 Group on steroids and make this a 2,000 Group sharing best practices, key data points and group rates on insurance, among other things. We asked and the readers responded! Thank you all participants, especially those dealers who offered even more in-depth commentary. “I would support it, but only if it didn’t turn out like the National Bicycle Dealer Association,” noted a veteran dealer who is very active in both spaces. “The NBDA at times got combative rather than working on common ground with some vendors, not that some didn’t deserve it. I found that some retailers thought the NBDA was their platform to fight vendors, and it was never supposed to be that. Now that the

NBDA lost the rights to the trade show and their primary income, I do not know how beneficial they are to retailers at this point.” “Remember what Ed Lemco tried to do back in the day,” added another graybeard. “We need to not attack the OEMs, but work with them in the future.” “Always thought a dealer organization that was national and gave value to strength in numbers would be a good thing for the motorcycle dealer,” adds George Gatto, Jr. from Gatto Cycle in Tarentum, PA. “Especially in these trying times!” “There have been several buying groups and even a few co-ops that never amounted to anything, so going for Dealer Association discounts doesn’t work in my humble experience. We had things like credit card discounts, but a reasonable-sized dealer could do better on their own. The groups were a good start, but someone like Garage Composites or HD PG, did a much better job.”

APRIL 2020

POWER YOUR

PASSION With 500 cold-cranking amps for reliable

start-ups in any condition and 32 Ah reserve capacity to power all your accessories, the GYZ series by Yuasa sets the standard by which all powersports batteries are judged.

yuasabattery.com

e ZOOZ GOES WILD

Urban Ultralight Launches Page 40

VINTAGE ELECTRIC

Cataloging More Sales

Page 41

EV SALES UP IN INDIA

Despite The COVID-19 Downturn Page 42

CURRENTS+

ZOOZ GOES WILD!

The Urban Ultralight is a new concept from a new start-up comprised of motorcycle builders and product designers that are focused on the urban demographic that demands quality, style and performance, says Zooz co-founder Chris Zahner. “E-bikes are a rapidly growing segment with 130 million bikes and $25+ Billion in sales predicted over the next 3 years. While the usual suspects are adding pedal assist to the same old bikes they have been selling for decades, the door is opening for fresh ideas and innovative perspectives on e-mobility.” To that end, Zooz is offering a throttle-heavy, ultralight electric two-wheel experience that turns your urban commute into a joyride. The idea started in a small garage in Chicago where Zahner was struggling to appreciate the traffic in his 5-mile radius and his motorcycle wasn’t meeting his needs, either. “This minimal, yet elegant bike turns heads at every corner and is poised to be the next big conversation in the growing ebike space.” The Zooz is designed to perform and built to last. “Our patent pending design features a chrome-plated, 4130 Chromoly steel frame, fork and handlebar. This aircraft-grade alloy is strong, light and provides just the right amount of flex to handle the urban terrain. Our batteries are one of the lightest and most energy-dense packs on any electric bike on the market today,” notes Zahner. “We only use authentic Samsung 35E lithium ion cells.” Looking to go a little wild in your dealership? Now is the time to get in on the ground floor. Click here: https://zoozbikes.com/

SEGWAY SEGUES INTO KART MARKET

Looking to expand their product range, the folks at Segway came up with a go-kart kit to help pass the time during the COVID-19 hiatus. Designed to utilize the Segway Ninebot S self-balancing electric transporter and the “brain” and motivation, kart was designed with an adjustable frame and steering wheel to fit riders between 4’ 5” to 6’ 3” — maximum payload of 220 pounds. “Get ready to experience the coolest green electric Gokart ever,” claims Segway’s site. The 2 motors are good for 800w maximum power each, with 15 mph top speed… and it can go into reverse as well! Unlike most go-karts, the Ninebot Gokart comes equipped with the ability to go in reverse. Once at a complete stop, quickly tap the brake pedal twice and the Gokart is now in reverse. When stopped, tap it twice again to go forward. MSRP of under $850 for the kart kit might help it tap into customers otherwise uninterested in a self-balancing mobility device. See more at Segway: https://store.segway.com/segway-ninebot-gokart-kit

DAMON CYCLES NEW MISSION

Although e-Motorcycle pioneer Mission Motors may have short-circuited, its technology and IP live on at Damon. Mission will also be one of the keys to driving Damon past the COVID-19 slump says CEO Jay Giraud. “Like every core startup in the world, we’re gonna have to raise a lot of money no matter what. But we’re in a good place right now,” he said. Mission Motors was one of first e-moto companies to go racing starting with the Isle of Man TT back in 2009. “There are certain bits of that we’re going to roll into the commercialized Hypersport,” Damon COO Derek Dorresteyn told Techcrunch. “Specifically, we’re using the motor development that they had as a platform to advance our motor design… We’re looking at achieving 12 newton-meters per kilogram of torque output from an electric motor.” Giraud added that could translate to Damon producing an electric motorcycle with roughly 160 kilowatts of power, which translates to 200 horsepower and 200 ft-lbs of torque in ICE terms. That would outdo Energica’s EGO which produces 145 horsepower and 159 ft-lbs of torque. Damon’s founder also noted they are on track to fill its initial target of 1000 pre-orders for both its Hypersport standard and Premier models despite the COVID-19 crisis. In fact, Damon is extending orders on a limited run of $39,995 Hypersport Premier founder edition model in two colorways: Arctic Sun and Midnight Sun. Click for more details: https://damonmotorcycles.com/

VINTAGE ELECTRIC BUSINESS

CATALOGING

After capturing attention in the Dealernews booth at AIMExpo last fall, Vintage Electric made the cover of America’s longest running catalog this spring! Hammacher Schlemmer has been offering the Unexpected since 1848, so the 1920s board tracker look of the ebike was perfect for their cover… and who was to know that COVID-19 enforced home shopping was to kick in when this catalog came out? “This is the electric bicycle inspired by the gasoline-powered racing bikes of the 1920s,” according to the HS catalog copywriters. “With a look that suggests it just emerged victorious from a motordrome’s wooden track, this bike replaces a two-cycle engine with a 750-watt electric motor that provides a top speed of 20mph. And optional “racing mode” enables a 3,000-watt motor that provides a top speed of 36mph.” For 172 years Hammacher Schlemmer’s innovative offerings have been available through its catalog, at its landmark store on East 57th Street in New York City and now online at www.hammacher.com — which doesn’t do much for the IBDs or powersports dealers looking into crossover into the eBike arena.

APRIL 2020

CURRENTS+

EV SALES SURGE 20% IN INDIA

Despite a global slowdown in FY20 vehicle sales, the EV industry in India posted a 20% growth in domestic sales, led by e-powered two-wheelers. “Out of 156,000 electric vehicles sold in FY20, 152,000 were two-wheelers, 3,400 cars and 600 were buses,” according to data released by the Society of Manufacturers of Electric Vehicles (SMEV). “Despite the challenging fiscal year 2020, the electric vehicle industry posted a 20% rise in domestic sales at 1,560,000 units in FY20 vs. 1,300,000 units in FY19. In the electric two-wheelers space, 97% were electric scooters and the other 3% were motorcycles or other electric cycles. Low-speed scooters with a max speed of 25km/hr and do not need to be registered make up 90% of the total electric two-wheelers sold in India, which surpassed China as the world leader in powered twowheelers. “We believe that despite COVID-19, 2020-21 will be a defining year for all the EV segments,” says Sohinder Gill, SMEV Director General. “Few experiments like electric twowheelers being sold without the batteries and customers paying for the batteries as a fuel, E-commerce companies realizing the economic benefits of EVs and converting their fleets, E-taxi fleets beginning to make money due to lower operating costs may bring around the inflection point in the EV industry in FY 21-22”, he added.

ENERGIZING START TO 2020

Even before the bottom dropped out, Energica had already booked 100% of its 2019 business by the middle of January. “We reached 100% of the total order of 2019, for a turnover of around Euro 2.3M,” confirms the Italian performance electric motorcycle manufacturer. This strong acceleration, which began during 2019, was determined by the significant expansion of the worldwide distribution network (59 dealers in the world, 12 of which in Northern and Central America, 45 in the EMEA area and 2 in the Asia-Pacific area) and by the arrival of the new MY2020 range, which was unveiled at EICMA last fall. The new range defines new technological standards, courtesy of the 21.5 kWh power units which guarantees a 60% improvement in range, but also 10% more torque and 5% less overall weight. The interest towards electric mobility keeps growing in Italy in particular. ACEM numbers report a 97% increase in the twowheeled electric market in Europe between 2018 (7,478 units sold) and 2019 (14.739 units sold).

SHOWTIME

REINVENTION

Online Womenâ&#x20AC;&#x2122;s Conference Page 46

AUCTION ACTION

NPA Simulcasting Goes Mobile Page 48

HEADS UP!

MIPS Technology KING OF THE MOTOS

Trunk Show Burning Man Fueled By Race Gas PAGE 48

Page 75

launching a confidential job search and what hiring managers want. I also busted some myths about the perfect job search.

REINVENTION!

Online Women’s Conference Breaks New Ground!

t a time when COVID-19 closures and social distancing threatened to drive the motorcycle community apart, Dealernews Diversity columnist decided she wanted to be part of a solution. In addition to doing the White Paper in this issue (see page 24), she launched an online “Gathering Reinvented” conference — and pulled off a virtual miracle in less than 3 weeks! “Our inaugural Women’s Motorcycle Conference *Online” exceeded all expectations —mine and the participants,” exclaims Clickenger. “We sold 350 tickets to people from nine different countries, had 25 different presenters, 2 panels and 3 networking sessions.” The program exploded from a simple online meet-up to a two-day virtual trade show April 17-18, 2020. Clickenger believes the reason it resonated so well was more than just collective cabin fever. “Here at Women’s Motorcycle Tours, we’re gathering women riders from all over the world together — virtually — under the guiding principles of unity, community and the freedom of the road. We offer education, insight, empowerment and connection, all online.” “It was an amazing conference and experience,” says Jan Plessner, a presenter as well as a participant. “We had a good number of participants for a first of its kind event. The quality and diversity of presenters blew me away. I missed some of the sessions (working) and will be watching them off-line as soon as Alisa distributes the links!” An executive recruiter and industry veteran, Plessner presented the workshop “Motorcycle Industry Hacks to Land Your Dream Job.” “My presentation was well received, and a ton of the gals are reaching out to me with questions. During my Saturday morning presentation, I spilled the beans on topics like why some resumes suck, how to build a top-notch LinkedIn profile,

Oh, and I think there would be interest if we put together a conference or dedicated a section of the next conference targeting dealership owners and managers with insider and 1st person experiences as well as information and steps on how to connect with more female riders and future riders. If you have any suggestions for topics, especially to those older school folks, I’d love to learn more,” adds Plessner. This time around, presenters included Wendy Crockett, 2019 Iron Butt Rally champion, Tricia Szulewski, editor of WomenRidersNow.com, Dee Jones (Momma D), author of 50 States of Consciousness, Joanne Donn of GearChic.com, Brittany Morrow of RocktheGear.org, Porsche Taylor of Black Girls Ride, Annemarie Norman, Founder of The Robby Fund and Kirsten Midura, founder of Engines For Change. “I am humbled that so many female leaders in the powersports industry stepped up right away to join our unprecedented online event,” said Clickenger. “That these busy women are so generous with their time and willing to join with me to inspire and uplift other lady motorcycle riders is exactly why I love what I do and why I keep on doing it. This is what true community is all about.” While it may have been called a “women’s conference” there really was something for every motorcyclist. “What an Inspiring event,” said retired industry exec Frank Esposito. “The women who presented are warriors. Every story was unique and together presented a common theme of how being a motorcyclist had a magical spiritual value. I recommend that if you come across any of them, don’t get in their way. They are on their own private journeys and nothing is going to stop them.” “We need more ladies to step in and help the industry by taking the opportunity to learn to ride and ride more!” says Jennifer Robison. “Many females that have the desire and money just need a push to join.” But Alisa responds that, just like gender, the presentation is intended to be inclusive of curious rider women and those who prefer to be passengers, rather than the exclusionary old-boy rider groups. “That’s what’s so great about this event and the timing of it — for the cost of a takeout meal non-riding ladies can get a “feel” for the community and resources that are available to them. “Our focus was ‘Reinvention’ this time, but there are so many other topics to look into,” claims conference creator Clickenger. In addition to leading Women’s Motorcycle Tours, she is also the author of Boost Your Confidence Through Motorcycling: A Woman’s Guide to Being Your Best Self On And Off The Bike and preparing for the 2020 Suffragists Centennial Motorcycle Ride coming in August. “The feedback has been amazing,” concludes Clickenger. “Connecting online has proven a great way to #rideitout!” She is already planning to up the ante for the next one, themed Level Up! Education. Insight. Empowerment. Connection. Sign up for exclusive updates and invitations to future conferences. https://womensmotorcycletours.com/conference/

Alisa is a two-wheeled world traveler, author, tour operator, and event producer. She has been featured in a variety of media outlets as a woman pursuing a life of adventure and helping others to access their inner wisdom and be free to lead lives they are passionate about. Her book Boost Your Confidence Through Motorcycling: A Womanâ&#x20AC;&#x2122;s Guide to Being Your Best Self On and Off the Bike became an Amazon.com #1 Bestseller. In 2019 Alisa was also named to Dealernews TOP 100 People in Powersports. Her personal mission is to empower women through motorcycling and adventure while being a strong advocate for the powersports industry at large. Alisaâ&#x20AC;&#x2122;s motorcycle touring company is www.WomensMotorcycleTours.com.

APRIL 2020

NPA COVID-19 RESPONSE

All The Auction Action Is Online!

ong before COVID-19 was a blip on the radar National Powersport Auctions had already implemented remote auction access. In fact, the very first NPA “Simulcast” sale took place back in 2007. However, current events and the need to keep dealer customers, employees and auction staff safe has resulted in new technology, new safety protocols and even more online access to inventory than ever. “At NPA, the health and well-being of our customers, employees and auction staff is our top priority,” says NPA CEO Jim Woodruff. “As COVID-19 continues to evolve, we want to assure you that we are doing everything we can to keep you safe while continuing to conduct business as usual.” First and foremost, the auctions continue. “Our Live Auction schedule will continue as planned,” Woodruff notes. “All NPA facilities are open and our regular Auction schedule will go on as usual. Previously announced factory, month-end and other special auctions will also continue as planned. NPA eSale and our various online exchanges are all available as well.” The COVID caveat is that ALL LIVE AUCTIONS WILL BE SIMULCAST ONLY. “Effective immediately until further notice, all NPA live auctions will be conducted 100% online via NPA Simulcast. Dealers must bid from their computers or place proxy bids online in advance. Live auctioneers will conduct the sale as usual, either from the facility or remote broadcast locations similar to our Factory and month-end auctions. Dealers may still preview vehicles on-site before the sale if desired, either the day before the auction or on auction day before the sale starts.”

As it has been since 2007, the NPA Simulcast software is accessible from any desktop or laptop that has the most recent version of Chrome, Safari or Firefox. All NPA dealer programs remain in effect, according to Woodruff. “NPA Transportation and NPA’s Value Guide, Advance Purchase Programs (AVP) and DirectBuy will remain available to our dealers throughout the crisis. NPA staff will remain available via phone, email and text.” NPA continues to monitor Center for Disease Control and Prevention (CDC) recommendations and has implemented best practices including sanitizing public areas and work surfaces, hand washing, fist and elbow bumps in place of handshakes, and work-from-home options for office staff. GAME CHANGER “We are very excited to launch our all-new NPA dealer mobile app for both iOS and Android,” says NPA’s VP of marketing Ryan Keefe. With the ability to buy, sell, search values and inventory, view vehicle details, evaluate condition reports and place proxy bids right from your phone, this app gives dealers the tools to succeed at the tip of their fingers. “This truly is a game changer!” Through the NPA App, dealers have the tools to succeed at the tip of their fingers. They’re able to lookup vehicle values, preview auction inventory, view vehicle condition reports, create watch lists and place proxy bids on any units of interest. “We’re extremely excited to launch the NPA Dealer App,” adds Woodruff. “We’re always looking for ways to make it easier to do business with us, and this achieves that goal.” “With one-tap access to the NPA Value Guide, dealers will never fear taking a trade-in again,” according to Keefe “This comprehensive pricing tool gives current real-time market prices and assists with projecting returns on powersports inventory.” The app also gives qualified dealers the ability to sell inventory through consignment or NPA Direct Buy. The list of features the app offers is endless, including the ability for dealers to bid on units offered on NPA eSale, view their inventory, make decisions on pending bids, and manage their dealer account. NPA Simulcast will be added to that list of features shortly. “We are already working on the next set of features for the app and NPA Simulcast is at the top of the list,” confirmed Keefe. Dealers can download the app today through the iTunes App Store or Google Play.

However, Dealernews made a side trip during the last Parts Unlimited NVP in Madison (also cancelled in 2020) to get a progress report from NPA Madison’s General Operations Manager Glenn Zweig. “We have more than 66,000 square feet under our roof, says Zweig. “We held our first auction on September 13th, 2018… we had initially been projecting 600800 units for our future live auctions, but we were actually ahead of the pace.”

Madison Open House A Scratch

hile NPA has maintained the auctions, all non-auction events will be postponed or canceled. “The upcoming HDFS/NPA Dealer Training events in Atlanta and San Diego were postponed,” says CEO Jim Woodruff. “We will announce new dates for these and any other affected events as they are rescheduled.” One of the spring COVID-19 casualties was the scheduled open house for the Madison facility.

This growth came about despite some extenuating circumstances. “We didn’t have heating installed that first winter,” he ruefully admits. “However things warmed up last summer, our July 2019 event was just over 400 units and increased monthly from there.” Because of the location, the mix of units is diverse, which in turn draws more dealers. While we were there, there were a dozen custom Slingshots as an example of this diversity. “NPA Madison also helps our transporters and reduces the time to auction for everyone in the region.” NPA’s 6th live auction facility is also just 10 minutes form Dane County Regional Airport. “There are direct flights between Madison and our other locations making this new location readily accessible for our out of state buyers, sellers and clients.” When things get back to normal, we recommend going to the re-scheduled open house to see NPA Madison’s operation in person.

6474 Blanchars Crossing DeForest, WI 53598 Phone: 608.416.1096

100% Paperless Funding With a Fast Funding Commitment! Your Smart Leasing Option All Major Brands No Mileage Restrictions

239-315-7535 • FuelCapitalGroup.com FuelCapital-HalfPageAd-DealerNews-3_31_2020.indd 1

4/1/20 10:35 AM

GREAT DANES & THE ART OF SALES Controlling Reality… Without Looking Too Stupid! By William Douglas Little

ontrolling perception: 30 years ago, the first thing that they used to teach you in Advertising 101 was the concept of perception. “Perception is Reality” as my mentor insisted. What people perceive to be true is the truth, if only in their minds. In my experience, (and therefore, my truth), it’s the single-most important factor in advertising, in selling and in achieving success in everyday life. The second thing they taught, however, was also pretty darned important… “Spin.” Molding one’s perception (reality) into what you need it to be, in order to achieve your goal. Whether you’re focused on owning a market or turning a negative into a positive, you need to control the perception of others to get the result you want. Okay, this might sound evil, or domineering, but the cold truth is that we do this all the time in real life, without even thinking about it. Take Tuesday, for example…

I have a 1-ton “Dually” Dodge pickup — you know, extended rear axle with four rear wheels as opposed to two. And, if you’ve never driven a dually before, you’ll just have to imagine that those extended fenders make it difficult to reach something in the center of the pickup’s bed — even if you’re 6’7” like me. Tuesday, I was cleaning some old brush from the edge of one of my soybean fields with my backhoe when I realized that I was almost empty on fuel. I drove back to the equipment shed and started to fuel up from our Ag tank, only to find that it was also dry. Dammit! So, I threw several cans into my pickup and drove to town to fill them with diesel. As I pulled away from the gas station pumps and started home, I noticed that I only saw 4 spouts in my rearview mirror, instead of 5. I raised up in my seat and craned my neck to notice that one of the cans had apparently slid backward until it hit my gooseneck ball, then fell over and was riding on its side in the center of the truck bed. Of course, I did what any of us would do after paying $2.89/ gallon for something that might be spilling all over the truck bed … I whipped the truck into the nearest parking lot and jumped out like a madman, racing to the back!!! What I did next, sealed my fate. I placed my left foot on top of the rear tire, then lifted myself up and swung my right leg into the truck bed so that I could reach the can. However, just as I flipped it back upright, my left foot slid from the top of the wet tire and I fell, stopping abruptly when the inside of my right knee hooked over the side of the bedrail and scraped/dragged across the metal edge to catch the top of my calf muscle. (That was the only thing that kept me from flailing backward onto my ass in the Subway parking lot!) I quickly looked around, noticing a number of people looking my direction, so I ignored the screaming pain behind my formerly-good knee and swung my leg out with whatever grace I could muster, then trotted back to the driver’s seat, as though everything was fine… yeah, I meant to do that!

Anyway, think back to how many times you’ve fallen, or gotten hurt, or done something stupid — and the first thing you did was look around to see if anyone saw it. If they did, you probably did the same thing; act like you meant to do it and play it off like everything is cool. That’s spin, on the most basic level. Controlling the perception of an event to make others believe what you want them to believe, thus, changing their reality. Now, instead of a guy going home and saying, “you should’ve seen this idiot bust his ass at the Subway parking lot today,” the random guy who saw it will be going home to say, “man, I saw this guy get out of a pickup’s bed today by sliding backward and catching himself with his knee! I would’ve thought that would hurt like hell, but this tough bastard totally did it on purpose! It was pretty cool!” (Okay, maybe they won’t say it like that, but I’d like to think so). The first column I ever wrote for Editor Robin Hartfiel was back in 2005, entitled “Confessions Of A Clydesdale,” covering a 3-day Pitbike Race in Guy Cooper’s hometown of Stillwater, Oklahoma. “Clydesdale” was the name of the class for any rider over 6-foot, or heavier than 250-pounds, but the fact is, I’m actually more of a Great Dane — both when I ride, and throughout life in general. I’m tall and fairly lanky; I’m clumsy has hell — always bumping into things and turning to see what I might’ve broken; and, whatever I do, there’s usually just a blur of knees and elbows flailing all over the place. Plus — like my Great Dane, Siri — when I do knock into something and turn to inspect it, I typically look around to see who saw, then I pretend to be graceful and trot away from whatever mess I created, pretending that I did it on purpose and don’t care who has to clean it up. Not my problem, I’ve got more important things to worry about. That private area isn’t going to lick itself. That’s what selling is all about… No, not licking your privates, sales is about controlling perception. One of the biggest parts of that control is assigning ownership in a shopper’s mind. As a salesperson, it’s critical to get your customer to picture themselves as the owner of whatever you’re selling them — be it a new bike, gear, accessories or even an Extended Service Contract. We used to have large mirrors strategically positioned in my dealership’s showroom so that, no matter what bike a customer threw their leg over, they’d be able to see themselves sitting on that bike. It gave the customer a visual impression, (visual impressions are the most effective), of themselves owning that bike, wearing that helmet or sporting that new leather jacket that they’d tried on. Likewise, I always taught my sales staff to “Assign Ownership of Features.” Basically, when you sell features, if you’re the first guy to point something out, you own that feature in the customer’s mind. “Hey, look! This ATV has a fuel petcock so you can turn off the fuel when it’s going to be sitting in the garage for awhile, or if you’re hauling it.” Of course, every ATV had a fuel petcock back then —they were all carbureted machines, but to that customer — who just learned the importance of that petcock — my machine owned that feature. Now, if he went to another dealer to compare a brand I didn’t carry, he’d subconsciously look for that petcock on their machine. When he found it, he’d think that machine “also had it,” but mine owned the feature. Mine was the original in his mind; it owned the feature and the other brand just copied the design. Whether you’re a salesman convincing a customer that your machine is superior; a politician convincing your constituents that a virus is reason to let the government take your freedom; or just some guy trying to convince on-lookers that you’d intended to fall out of a truck and dangle from your knee, the ability to control perception and mold reality is a key skill in finding success.

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.

APRIL 2020

Northern Exposure By Marq C. Smith

A Canadian View Of COVID-19, Eh?

o COVID-19 is here. The virus that Bill Gates warned us about years ago. First things first; everyone take a breath. A lot of people are overreacting. Hoarding seems to be the biggest problem. I’m not sure why people are buying years’ worth of toilet paper and hand sanitizer, but please STOP!

refuse to follow your guidelines, ask them to leave. This should also apply to clothing.

We in the powersports industry have a somewhat unique position. Our customers need parts for bikes they may be using as transport. Perhaps farmers have units in the field that they need for production. Or rescue groups may have ATVs that they need to keep running. And at least on a motorcycle, our customers are out riding around, basically by themselves in a self-isolating way, getting some exercise. Just don’t hurt yourself, as it may be that hospital beds are a scarce commodity.

We have put taped lines on the floor about two feet from the parts & accessories desks, and asking clients to stand there. For the most part, people comply.

A friend of mine gave me hell when I suggested that we get out and ride, saying that if we are sick, we could spread our sickness to healthcare workers. If you are sick, then yes, stay home. I still believe that getting out, if you are well, is a good thing. Which brings us to what we can do to slow down this process. We should first of all put signs everywhere letting our clients know that we take this seriously and that we are cleaning and sanitizing constantly. There should be signs on the door to the effect that if you are sick, stay away! If someone comes in who is sick, staff should be authorized to tell them to leave. If someone wants to come in “Just to kill some time,” ask them to stay away. Practice social distancing with our clients. There should be no trying on helmets just to amuse themselves. If they are buying a helmet today, point out the one you want in which colour, and most staff can guess the size. If someone does try on a helmet, and does not buy one, it should be sanitized. If any customers

Customers may be upset, but at this time, if even one of them has the COVID-19 virus, you may be saving many others from getting ill.

The challenge, of course will be after this is all over. If clients decide that they are going to “Socially Distance” themselves, or if we go on complete lock down, clients may start looking online for their parts and accessories. This will, in my estimation, bring all of us our biggest challenge when everything is over (And it will be over at some point). At that time, many people who have been loyal to your shop will have tasted the online ordering drug, and we are all going to have to be on our best behavior to get them back. We will have to absolutely take phenomenal care and upgrade our whole outlook on our clients. We all know that customers are gold. After this crisis is over, they will be platinum, and we will have to spoil every single customer who comes in. We have to get them to forget this whole online ordering nonsense, and convince them to think of our shops as the first place to pick up or order their bits and pieces. We will have to spoil them so much that they will not even consider buying online at all. This will be the real challenge, and we’ll have to keep this in mind. Staff will have to be made to realize this, and get on board. We may lose a few more of our customers to online shopping, and it may take a long time to get them back, but getting them back into our stores will be our goal.

Coach your staff to be on their toes, and make sure that they are prepared no matter what transpires in the weeks to come. Speaking of staff, many of us will lose some; they may go to other shops, or move on to different industries. Especially if our industry is declared non-essential, and we have to lay everyone off. For those of us who may have some extra money, it might be a good idea to have a skeleton staff come in and do some heavy cleaning, or building some units. Maybe you can pay staff some sort of loyalty salary. Anything to keep them with you.

Bill Gates mug shot for driving without a license 1977.

It may be that if we are declared to be a non-essential business, and we close for a while, that there will be a boom of pent-up business afterwards. If so, be ready.

Afterwards, we will have to let the world know that we are back, ready to go. Maybe you can have an “It’s all over” sale, or a “Good riddance COVID-19” event where we burn toilet paper and hand sanitizer. Do some brainstorming! Get our customers to realize that it’s a new day, and we must carry on. I just hope that it is over soon, so that we can get everyone back on their bikes.

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.”

APRIL 2020

POST COVID-19: RESTARTING THE POWERSPORTS INDUSTRY Time To Step Into The Ring! By Scot Harden

e are in the fight of our lives, facing challenges and disruptions to our normal way of life unprecedented since “the greatest generation” mobilized for WWII. What we do next will determine whether we slide into full economic depression or fight our way out of this and get back to some balance of normalcy within the next year. The information coming out of Washington and our state governments is conflicted and politics is playing as much a role as science and common sense. We have seen draconian measures implemented that have impacted countless businesses, industries and ultimately, lives. The powersports industry is bearing more than its share of the pain and is especially vulnerable. Depending on how our industry is viewed by our leaders and policy makers in “Restart” scenarios will be crucial. One possible Restart scenario from a paper by John Marburger outlines some basic principles of restarting the economy based on detailed research of COVID-19’s impact and the corresponding results of mitigation efforts of various countries and individual US states. I’ve added my own thoughts in parenthesis. Interestingly enough data shows that regardless of when Stay At Home orders were implemented by various US states, they all converge at similar declining death rates starting about April 5th.

Here are 9 parameters for restarting the economy: 1) Low population density communities and areas of low infection should be encouraged to open up as soon as locally deemed possible. (This accounts for approximately 90% of the country and should impact the majority of powersports businesses). 2) All at risk individuals, by virtue of age or comorbidity should continue to follow shelter in place guidelines to the maximum individual extent tolerable. (Conversely, the other 80% of the population should get back to their normal lives, using proper precautions). 3) Outdoor activities and other business operations where reasonable distancing is possible and where chance of infection is low should be restarted, especially once science gives us accurate data about infection chances outdoors. (This includes all powersports related activities including racing, riding and day-to-day operations at motorcycle distributors, aftermarket companies and dealerships). 4) Working from home when possible should continue to be encouraged. (This would include all motorcycle distributors and aftermarket companies). 5) Antibody testing is incredibly critical to understanding the course of this epidemic. The widespread dissemination and accuracy of a testing kit is second only to vaccine development in this battle. (Powersports businesses should encourage staff members that travel extensively, especially overseas to get tested).

6) Antibody positive individuals and low risk individuals should be informed of their risk and assured that their community has the knowledge and capacity to advise and care for them if they get sick. (We must not lose sight of the fact that only a very small percentage of those infected experience severe symptoms requiring hospitalization). 7) Given that this disease does cause death in a fraction of a percent of young healthy people, we must not seek infection, yet at the same time realize that if a vaccine does not emerge, then herd immunity is our next greatest hope. (Without a vaccine or this “herd” immunity, no matter when we open up society for everyone, this virus will begin to spread in some fashion again and may lead to future shutdowns). 8) Iterative approaches are paramount. We must continue to look at new data and be quick to modify actions if necessary. (As I pointed out in last month’s columns, we are in unchartered territory. We must constantly check our progress to see what is working and what is not and adjust our actions accordingly). 9) Increase dissemination of accurate and timely data. The public needs to know risks so that it can make informed decisions on a personal level for their family and community. (This is the most important point to consider. As a country we have given away our civil liberties and individual freedoms to levels unimaginable just one month ago. We’ve done so out of respect for our system of government and trust in our leaders. We have every right to expect that we are given accurate information and provided a plan forward that does the most to give us back our lives. It’s reasonable to assume that the vast majority of Americans process news and data, and calculate that self-quarantining, wearing masks, and social distancing make sense for themselves, their families, and the country. Free people act out of self-preservation, but they shouldn’t be coerced to act through the authoritarian whims of the state. Yet this is exactly what’s happening). There is no question this is going to be a long, slow road back to normalcy. Even then, we may not get 100% back to the lifestyle we enjoyed just one month ago. In the meantime, we need to be doing everything we can to speak with a collective voice, to lobby our politicians and policymakers to make sure the powersports industry is not left on the side of the trail. Now, more than ever the MIC, AMA and various dealer groups should be working together on a strategic plan to make sure our voices are heard. And we should be taking on these challenges individually on the local level with our local Chamber of Commerce, local town councils and other business groups to make sure they are aware of the impact of powersports on the local economy. We are in the fight of our lives. Time To Step Into The Ring!

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.

APRIL 2020

Personnel Files By Alex Baylon

WHO IS HIRING DURING A PANDEMIC? Calling The Shots In A Post COVID-19 World

he old curse says: “May you live in interesting times.” Well, this is definitely an interesting time! Hopefully you’re reading this after we have all returned back to “normal” life and your dealership is operating without masks, gloves, a 6 ft social distance tape measure and limited staff (by limited I mean you and your dog). In the past month MIJ has seen a huge increase in resumes uploaded… which is to be expected, as a lot of dealerships have closed, laid off their employees or are working with a skeleton crew. Believe me, I get it! But what I would like to see is dealerships planning ahead and advertising their job openings NOW before the world decides to open. Unfortunately, most dealerships aren’t thinking and planning ahead. What are the dealerships that laid off all their employees going to do? Can they guarantee and count on their employees being there and available to go back to work when the doors open again? It is scary to see that some benefit programs will pay more to stay home than work say as a full time MotorClothes manager… are you positive all your people will be coming back? At the time of writing this article I looked through all the job postings to find out if anyone had posted a job with a message along these lines: “We are interviewing now, and hiring the minute we can open!” Guess what? Not one single listing like this from the hundreds of MIJ customers with the ability to post unlimited jobs.

That’s right, they can post as many positions with as many punchlines as they want at no extra charge. So why are dealers not taking advantage of this and planning ahead? Like Babe Ruth did in Game 3 of the 1932 World Series, I’m calling my shot and predicting a home run for the shops that get the holeshot now! Most dealerships will hit the panic button when the shelter in place is lifted and will be looking for employees to start work yesterday. I sincerely hope this is not the case. In a perfect scenario the dealerships will be able to call on all of their old employees to come back to work… but the one thing the virus has taught us, we can’t expect the old way of doing things will work in a post COVID-19 environment. Let’s talk about interviewing for a minute as we will need a refresher course after we get through this pandemic. Ask The Right Questions Open-ended questions are always more effective than simple yes or no questions in the interview process. Ask job-specific questions that they will encounter in that specific role. If you’re hiring for sales, ask sales-specific questions. If you’re hiring a mechanic, ask them technical questions… any wrench-spinner worth his salt should be able to answer something about the process before they start tearing into a customer’s bike! One open-ended interview question I like is pretty basic, but it speaks volumes! “Tell me about a time when you had an unhappy customer and what you did to turn them around?” Job applicants have to provide you with one or more challenges that they faced and the specific steps they took to solve them. It will be clear to you if they fudge their answer and if their experience is genuine. Don’t Rely On Close-Ended Interview Questions “Do you consider yourself to be a leader?’’ is a prime example of what not to ask! This question lets candidates off the hook by allowing them to give a one-word (or at least very limited) answers. You have learned nothing about them or their true level of leadership skills. Instead, try role playing. Role Playing This is one of my favorite techniques. I started implementing this about two years ago and it has really helped me to hire the right candidates. Take real life job scenarios and apply them to the interview process. For example, in a dealership hiring for the parts department, tell the candidate to act as the employee and you are the customer. Fill him in on pertinent information, such as if the dealership’s policy is “We DON’T match online tire pricing.” Then act as the customer, walk up to him with your cell phone and say, “I’m looking for this rear tire for my bike and you guys have it on the rack for $20 more than online, will you match this price?” Show him the picture/ price of the tire on the phone and sit back and listen to his response.

Will it just be a simple “I can’t match it” — or will they get creative and sell you on why you spend the extra $20 to buy it from him? Will he cut you a deal on mounting and balancing for tires bought in your store? Write It Down! Again, real life scenarios can be applied to any position, you just need to take the time to write them out and be prepared for the interview. That’s right, you need to be as prepared as the job applicant for the interview… maybe more so! After all, it is you who will have to pay for the problems related to the wrong hire. Before your next interview with any potential candidate, ask the service department head or sales manager how they would conduct an interview. Take an hour or two to read up on the Internet. Take your time and write down all your open-ended and role-playing questions on paper. Consider taking another manager with you for a team interview. Also, always write down the candidates’ answers. They might have some good ideas and you will want to review all of the candidates before bringing the finalists in for a second interview.

BOTTOM LINE Above all, you need to be the one calling the shots! Business as usual will be anything but usual. Use the enforced hiatus to shake up your roster and maybe bring in some free agents who can swing for the fences!

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. APRIL 2020 57

Confessions Of A Customer® By Eric Anderson

The Ultimate Confession: No Regrets!

Reflect, Reboot, Reignite, Reinvent, Reduce, Renew, Restore…

egret is a wasted form of energy. We didn’t see COVID-19 coming, so get over it and move ahead. Looking back and feeling sorry for yourself isn’t the “tough love” we need right now. You may still be in the Denial (victim) and Anger (survivor) phases. The faster you make the decision to move forward, the sooner you will be able to get on the road to recovery. There is no time for pondering your thoughts or regretfully taking stock of how you “did it all right” in the past because the proverbial sh*t just hit the fan (SHTF). Preppers call it SHTF and they may be more accurate on this “thing” than our elected representatives, some of whom look like the proverbial deer in the headlights. It reminds me of the last time I dragged the pegs of my Ducati around a steep, blind turn near Lake Tahoe last year only to encounter the doe’s eyes almost inside my face shield. Yeah! It scared the living stuff out of me, but also reawakened me to the fact I still needed to get home, protect my family, earn a wage and survive after that experience. Trembling at the side of the road in damp underwear helps no one. That was a private, non-shared event which changed me forever while inspiring me to not back off the “throttle of life” in any way. Survive, then thrive! I confess I did invest in new tires, brake pads and underwear, however.

Like never before, this column will be a “true confession” from a true customer. This crisis upon us now is unlike anything we have ever experienced in our industry, our country and in our world. The bad news is, of course, we weren’t prepared for it…at all. None of us saw it coming with the exception of Bill Gates in 2015 (see his Ted Talk) and our medical professionals who understand epidemiology a lot better than any of us moto-people. Locked in quarantine for the last 4-6 weeks has taught us all something about ourselves, hasn’t it? I suspect different people learn different things, but one thing for sure is that we can “do without” for longer than we thought. Without social gatherings. Without concerts, movies or plays. Without sports. Without driving to work. And for many, without work or a business at all! It’s a dystopian future we face — our country has been in traumatic situations before, although not anything as global as this. Even the domestic and overseas factories which make our methods of transportation, recreation, accessories and gear are shut down. So, how did you use your extra time at home working remotely? Did you reflect on your losses of life? Loss of financial stability? Loss of a business? Loss of camaraderie? Loss of love? Let me remind you of the 5 stages of healing from trauma so you can quickly move on to rebounding and more positive thoughts. The evolution goes in this order: 1) Victim 2) Survivor 3) Thriver 4) Server 5) Empowered Server Where are you currently with respect to your health and business? You should be in 1 and 2 now, looking forward to 3, 4 and 5 even if there are a few unexpected turns along the way. From a Darwinian point of view, the herd needed thinning — you can take that as you wish to apply to overpopulation of people on the planet or in the powersports industry in North America. Yes, it’s all connected to one world. It’s a classic population biology story pitching our Earth, country, state, city or business as a “lifeboat” with a fixed capacity. Once the “capacity” of the lifeboat is exceeded, everyone dies… unless a “correction” takes place to put “balance” in order once again. That “correction” in human behavior is taking place right now. Don’t think after this is over and customers will return to their old habits. Nope. We will be addicted to PPE apparel, “home delivery” and “curbside pickups” like never before! You need to begin preparing now for the longer view recovery—not the recession around the corner!!

A great Chairman of the Board from one of our industry’s larger OEMs wrote to his colleagues about taking this as a “Purposeful Pause” using the downtime to reboot, reinvent and reignite. I had to add other “re” words like reflect, reduce, renew and restore. It is time to take what we already know… and re-invent it. We have the power and the information. Do we have the money, resources and willpower? Americans throughout history have “pulled miracles out of a hat” when they need to and this is definitely one of those times! It’s time to think differently, innovatively and independently from the herd. I used to do just that on the motocross track… never taking the same line as the rider in front of me. I never liked herds and always took a chance on the outside or inside line that nobody else wanted. Now is the time to not follow that herd. People will be hesitant of crowds moving forward. No doubt, there will be large groups of people celebrating life once this is all over, but they likely will be wearing a N-95 fashion mask accessory which matches their helmet and leather jacket. The planet, the human race and business will re-fresh and re-generate just like life itself always does, but don’t expect it to be the same as it was. Move ahead carrying your experience with you, but not wasting time or energy on regrets!

his is really tough. The toughest. But population biologists have studied “population crashes” for decades and it seems our “lifeboat”—planet or industry—has exceeded its maximum capacity. It’s physically impossible to help all the victims of such a tragedy in health or business, so what is a person to do? My college population biology professor made a huge and powerful impression on me and it wasn’t a “warm fuzzy” one either. He was the author of what’s known as “The Lifeboat Theory,” Garrett Hardin. The planet, the country, the ecosystem and our industries have “fixed capacities” similar to a lifeboat. So, who has the knowledge and power to say “stop” — no more allowed on board when it is a life and death call for those already in the lifeboat? Welcome more individuals into the lifeboat exceeding the capacity and it flips upside down drowning everyone and helping no one. Mother Nature takes over in the absence of human controls irrespective of fairness, war, autocracy or democracy. If we won’t stabilize the growing human population, she will do it for us. The professor’s theory started with the classic population study of moose on Isle Royal in Michigan and what happened after the wolves — their natural predator — were removed. The population boomed, burst, starved, became diseased, died off and crashed horribly never reaching a “natural balance” without predators to “check” the population. Once predatory wolves were re-introduced (like they were later in Yellowstone also), the moose population found its stabilized and “balanced center” while all forms of surrounding life and ecosystems also improved incredibly. In other words, unchecked growth in our industry’s “business population” will eventually result in a consequential re-balancing of the eco-system. Throw in an “act of God” causing a huge change in consumer shopping habits and we have ourselves a cataclysmic manufacturing, distribution and retail event for which no one wants to take responsibility. Is it the mindless viruses’ fault — or did we simply build an unprepared society living too close together? These 2 articles are a fascinating biological--and businesslike — read should you choose to. https://www.garretthardinsociety.org/articles/art_ lifeboat_ethics_case_against_helping_poor.html https://en.wikipedia.org/wiki/Wolves_and_moose_ on_Isle_Royale APRIL 2020

Anonymous Dealer

CRYING THE BLUES

have sold Yamaha products for several decades now. I have always enjoyed working with the Yamaha Motor Corporation… and done very well selling their products. V-Stars have always done great, and the FZ/MT lineup has been a stellar success. We have always done big numbers of the off road bikes and ATVs as well. Yamaha makes some of the best motorized recreational vehicles in the world. They always seemed to me to have their fingers on the pulse of the powersports industry, knowing which products will sell… Until now. First, the Niken, which may be an interesting engineering exercise, but has not done any sales locally. I know of two dealerships in our area that have spider-web covered copies on their floor. Many people ask to ride them, apparently, but zero sales. Sure, it’s a nice halo product, but I’m looking for something to sell, not something that will be fun to talk about. But to me, the worst example of losing touch with the marketplace has been the Eluder and Venture. They were brilliantly designed and well appointed. I enjoyed riding them, and hoped that they would sell, but the last one I sold was a year old, and it went for well under cost. There are several locally that the other dealers would take almost any offer on, but they are still sitting there. Apparently, Yamaha had all kinds of meetings, and consulted with all kinds of people on the future of the Venture. The bike they came out with was amazing, but I believe that they went after the wrong market. This bike was, I believe, aimed at Harley-Davidson riders, who, as we know, are brand loving fanatics that mostly will never look at another brand, let alone purchase a Yamaha! I have heard that with all of the different opinions about what kind of Venture they should build, Yamaha became somewhat confused. They did put all of the modern amenities on the bike, from ABS, Traction Control, Bluetooth, power modes and everything that is

available… what they ended up with is an expensive, heavy bike that no-one seems to want. It rides beautifully and does a great job of hustling the rider down the highway, I know I found it a hoot to ride. It certainly is a much better bike to ride than a Chieftain or a Road Glide, at least in my humble opinion. I think the first problem is that it’s an air-cooled V-Twin. Almost no one builds air-cooled twins, except for the two American manufacturers. Even Triumph has now gone to liquid cooled parallel twins. So why on earth would a large, modern, well run manufacturer build a seemingly great motorcycle with an engine that is a step backwards? I would be willing to bet that, early on in the development of the Venture, someone high up made the arbitrary decision to put an air-cooled engine in this unit, and that they were going to show The Motor Company how to build a V-Twin. They certainly did that; it’s modern, and it works well. But it doesn’t sell. That’s the bottom line. They sit on the floor, taking up valuable credit line space, or sell a loss. Neither situation is great. When the Venture was released, Yamaha also made a lot of comparisons to the Goldwing, which has been one our best sellers since the new model came out in 2018. People also seem to like the DCT, as half of the Goldwings we sell have this transmission in it. I don’t know if Yamaha wants to build a bike with DCT or not, but before such a unit is designed, can we at least look at something completely different. Let’s not try to build a Yamaha aimed at HD riders; that hasn’t been working for them, at least not recently. Even Harley is having problems in a market where they have been King for decades. Let’s not try out-Goldwing Honda either. That would be a mug’s game. There is a hole in the market that no one seems to see. A type of unit that is no longer being made. I am talking, of course, about a touring bike with a flat four-cylinder engine. You don’t have to make it a modern miracle, with every option known to man, but make it light, with a 1200cc engine putting out 120 HP, and a tall 6 speed transmission. Design the fairing with the ability to keep the rain and wind of the rider. Have an ability to carry 150 liters of cargo, and two full coverage helmets in the top box. “But you are describing a Honda Goldwing!” you say. Correct. It’s as much a Honda as a V-Star or a Virago is a Shadow, or a Raider is a Soft Tail. Everyone seems to be building similar bikes with similar engines. Everyone has, over the years, tried their hands at V-Twins, straight fours, triples, single shock suspension, water cooling, etc., etc., etc. Nothing is new anymore. And Honda hasn’t built a flat four engine for 20 years. Why couldn’t someone else build one? It also doesn’t have to have every gee-gaw known to man on it either. Look how simple the Tenere 700 is. We have lots of orders on those, and I’m sure that we will sell out this year, even with the COVID-19 crisis. Yamaha could have gone after KTM and BMW with the T7, but instead they built a bike that works well, and has hit that sweet price point without a lot of modes, or traction control, etc. It can be done. All it takes is will power, and a conviction that a unit like that would sell. I may be alone, but I don’t think so. Does anyone else agree with me? Let Dealernews know!

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

DEALERSHIP SPOTLIGHT Providing Essential Service

The service center and police bikes inside Bob’s BMW in Jessup, Maryland.

Bob’s BMW in Jessup, Maryland, provides an essential service to law enforcement as well as to local farmers. RideReport recently spoke with owner Bob Henig over the phone. Q: Bob, do you work with many law enforcement vehicles? A: We have 30 to 35 police bikes that we are responsible for servicing. Currently, the Maryland State Police and about seven Maryland counties, plus the Maryland-National Capital Park Police, rely on Bob’s BMW for all their needs. Last week, we were notified that we were awarded a statewide, three- to five-year bid to provide police motorcycles to any department or jurisdiction in Maryland that wants to purchase these motorcycles, thus shortening these departments’ time frames measurably. Read More

RIDE IT OUT We Are Here to Assist

In times like these, the need to band together is more important than ever. And we want you to know, we at the MIC are here to offer assistance.

62 Cinnamon Kernes, vice president and general manager, MIC Events

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.

mic.org

• Encourage your trail network to comply with land use or travel restrictions • Check on friends and family who may need help • Call an old riding buddy • Participate in “essential activities” such as getting food and medical supplies or to perform work for an essential business THINGS NOT TO DO • Ignore government Stay-at-Home orders • Invite friends to go on group rides or outings • Travel to rural areas to recreate since many have limited or no food/ emergency/hospital services • Post pictures on social media of you recreating on closed facilities

SUPPORT YOUR LOCAL SHERIFF

Old Movie, New COVID-19 Reality by Donald Amador

ellow inductee in the Off-Road Motorsports Hall of Fame, James Garner, starred in Support Your Local Sheriff, a late 1960s-era comedy. Spoiler alert: the good guys save the day amidst the chaos. Somehow Garner’s character became the hero as he fought off outlaws who created chaos as they tried to tear up the town. Now the off-road community is facing chaos and closure of public lands by our local sheriffs. Today, many of our OHV land management and law enforcement partners are having to issuing orders (enforceable with steep fines) that prohibit both motorized and non-motorized recreationists from traveling long distances to their jurisdiction to enjoy OHVs, MTBs, ride horses, camp, fish, hunt, rock climb, or hike. Unfortunately, this scenario is no comic plot twist. Over the past week, I have talked with numerous county sheriffs, federal land managers, state parks officials, and healthcare workers — most of them also enjoy and support responsible OHV recreation. However, they are all pleading with the recreation community to honor STAY-AT-HOME orders. Don’t make them have to enforce the social-distancing laws! I also talked with a well-known OHV industry representative today who has several friends who are fighting the virus. Some of us know people who have died. Here are a few strong suggestions for OHVs to consider during Stay-At-Home orders: THINGS TO DO • Obey Stay-at-Home orders and follow related health guidelines • Recreate on local trails or areas that are open for public use

A seasonal closure of recreation facilities is a common land management tool. Those temporary closures are often related to wet weather conditions, floods, wildlife management or wildfires. However, we have seen temporary trail closures caused by contagion in the past. Historically, recreation facilities have been closed periodically due to the Bubonic plague (true story), bacterial infection, the Hantavirus (remember the kangaroo rat closures?), etc. COVID-19 is a serious and deadly infection that is not just located to a small area on a National Forest trail or BLM unit — it is a worldwide pandemic. Trail enthusiasts can show they are a responsible member of the recreation community by supporting current and temporary (for now) COVID-19 “seasonal closures” enacted by our county, federal and state agency partners. We have respected seasonal closures before… and we can do it again! #RideItOut

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

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

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

Wünschisms By Uncle Paul

Uncle Paul On Alien Visitation

he other day, Uncle Paul was cruising a weekly neighborhood rag (a local newspaper serving 40,000 addresses in a small quadrant of Houston) catching up on the latest social and political bedlam. In the “Help Wanted” classified section, I spot this eight-line ad from a large dealership in El Paso looking for motorcycle mechanics. HUH?! No kidding, in black and white, a pissant neighborhood newspaper. The first thing that came to mind was what possessed this dealership to waste its advertising dollars? Then I read the copy and realized someone was desperate. The ad copy was poorly written — typical for scooter guys playing ad exec. The only thing the wording that aroused emotion was the statement, “Ride year round in sunny Southwest.” Several things flashed through my mind: Do they want riders or mechanics? Why would anyone want to live in El Paso? The want ad bothered me. No doubt the ad was poorly placed. No doubt the copy was screwy. The copywriter gave a toll free number, then wasted two lines with a FAX number and an E-mail address. You couldn’t tell what kind of riders or mechanics they were looking for. Then there’s the El Paso thing… barely in Texas, more Tejano than Texan. Then I started cogitatin’ and speculatin’. “Self,” I said, “I bet those mullets in El Paso are saying the same thing about us when we put in an ad and tell ‘outsiders’ Love Cycles is in Houston.” I bet those guys are saying, “Houston? Why would anyone want to live in that big sumbitch?” I think the ad copywriter may have hit on something and didn’t even realize it. I betcha those El Paso folks think they’re livin’ in heaven. I mean, they are Texans, they do have great riding weather; a short hop north, and they’re in the Rockies. Hell, you can even wade the creek to Old Mexico… maybe El Paso isn’t a bod spot after all. Now hold this thought, because this is a two-fer-one war story… “an’ this is no shit.” This Alien (mechanic) walks into our shop at 9 a.m. one day and says, “Yo, Uncle Paul, I’m so and so from Colorado. I just drove 23 hours straight, and I can tell you right now that I ain’t working here!”

When Uncle Paul gets confused and befuddled, there’s not doubt about it. Uncle Paul’s “Dumb Look” is not a disguise, I’m befuddled and confused. I gave the guy my dumb look. “Huh?” I croaked, “You drove all the way down for a job interview and now you’re telling me you’re headed back without even discussing it?!” “Yep,” he replied. Then me and the paper-lady (office administrator) pounced for the guy’s legs. As we lay at his fee, clutching his legs, groveling for a chance at an interview, he agreed to tell us what caused him to change his mind about relocating to Houston. Seems the Alien rolls into downtown Houston at 3 a.m. ̶ bone-tired, lost and freeway-confused. Now let me tell ya, the only things downtown Houston has to offer at 3 a.m. are night creepers, freaks and other lost out-of-towners. So this yahoo trolls the streets for several hours, taking in the big city “attractions.” Goofy and spooky, I’m tellin’ ya. By the time the sun comes up, he’s pissed, confused and even more lost than he was to begin with. We start talking… No, Uncle Paul started talkin’! I began telling him about Houston and what a neat city it is. We cuss and discuss the merits of a large town as opposed to a small town. “The Gulf is less than a hour away,” I said, “and we have year’ round riding weather.” We cover all sorts of things, good points and bad. I had a real Dog & Pony Show going. Then I figured out what it was that he really didn’t understand about Houston. So I asked him to ride with me to pick up some parts at a distributor up the street. On the way to the distributor, I swung by my neighborhood. It’s in a small, sleepy area that’s common to the city. We play hopscotch all the way to the distributor. In and out of nice, quiet, mom-and-pop neighborhoods… hometown USA. “We don’t have a zoning in Houston,” I told him. “We have a good freeway and major artery system if you choose to live in the suburbs. In a 30-minute drive time you can nest in Hicksville (the boonies” if you don’t like city life. Houston is not like other metropolitan cities. Don’t judge it by what you stumbled through at 3 a.m.” I gave that boy the pitch from hell… An’ I didn’t lie to him once. The point in these war stories is Wünschism #2, “Perception Is Reality.” We’re asking the Aliens From Another Planet to relocate. Most always, they know nothing about the area we’re asking them to move to. Name off a couple of towns or states. Detroit, Aspen, El Paso… Florida, California, West Virginia… See? Even if we’ve never been to those places, we have preconceived notions of what it’s like to live there. Most always, though, we are dead wrong. As employers, we should address this relocation issue better than we have in the past. You might consider a Chamber of Commerce-type package on “your area,” to send along with the usual shop propaganda. Something to familiarize the Alien with the city, state and area you are located in. Think about this now… Relocation is a major hurdle.

*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.

PILOTEERAGENCY.com

LLEADERSHIP EADERSHIP IN A NNEW, EW, DDIGITAL IGITAL EECONOMY CONOMY Weâ&#x20AC;&#x2122;re Piloteer, a fearless marketing agency that helps you navigate a changing world.

BRANDING

RETAIL

DISTRIBUTION

TMV G R O U P

P I L O T E E R CA / MI

949-682-9990

LAUNCH@PILOTEERAGENCY.com

#RideItOut

he best way to win the war on the coronavirus is to stay at home on the couch? Never have Americans been so uniquely qualified to win a battle, quipped Jay Leno on a local LA radio station. The celebrated comedian was calling in from his garage packed with historic cars and motorcycles with dozens of projects to tinker on… which is where many dealers and customers should have been (their garages, not Jay Leno’s Garage). Busting bikes out of winter storage, actually finishing that “project bike” that has been collecting dust on the lift for a dozen years, restoring a vintage MX racer to relive your misspent youth… there are millions of things you could be doing rather than binge watching Tiger King and listening to Leno from the socially distanced comfort of your couch. And don’t start with the “researching something on the internet” ruse… that is the rabbit hole that led to the discovery that there is now a 2-Stroke Cologne and a reborn Evil Knievel stunt cycle on the market featured in this month’s GEAR+ section!

Photo by Jason Gearld/Phoenix Handlebars

APRIL 2020

2-STROKE COLOGNE… WHAT WILL THEY THINK OF NEXT?

I love the smell of castor bean oil in the morning… smells like VICTORY! Here is something to think about stocking after apocalypse now: 2-Stroke Cologne. According to the manufacturer “2-Stroke Cologne brings a subtle, yet powerful mix of scents reminiscent of the two-stroke exhaust smell you get after an enjoyable day of vintage MX racing, tree cutting, or snowmobiling in the woods.” When freshly applied, the top “note” or “accord” is similar to a fuel scent. The mid-note scent of oil is more pronounced between 20-45 minutes; the base notes of wood and smoke smells are more prevalent an hour or so after application. Packaged as one 3.3oz (100ml) spray “piston replica” bottle in a padded gift box for $39.99 (+ $8.74 shipping in Continental US). Original 2-Stroke Cologne is a proprietary blended scent conceived, formulated, mixed and bottled in Missoula, Montana USA. Dealer/Distributor inquiries welcome. Use the Order Code “DN1” to save 5% on your order. For more info click: www.2StrokeBrands.com

HEADS UP! QUIN GHOST ZERO HELMETS ARE HERE

“I have spent a lifetime in powersports and immediately recognized that Quin is pushing the boundaries of what you should expect from a helmet in the 21st century,” says the brand’s new National Sales Manager, Tim Calhoun. Quin’s new Carbon Fiber/Kevlar Ghost Zero helmet is ECE and DOT certified, meets or exceeds FIM and other professional race standards and is incredibly balanced, weighing in at a mere 2.8 lbs., complete with full Bluetooth integration. All Quin helmets offer advanced crash detection technology that pinpoints your location and an industry-first SOS system that will aid riders in traveling safely. Calhoun closes with, “We are excited to begin offering dealers our products, and we are seeking sales reps nationwide to sell and service this premium product line.” Quin Design is actively signing up sales reps and dealers at this time. The sales team can be reached at sales@quin.design

NEED A GOOD STIFF BELT ABOUT NOW?

While we would never advocate drinking and driving, this COVID-19 virus has some people in need of a good stiff belt! QuadBoss has just the thing — a new line of drive belts that are a direct OEM replacement and have been engineered and designed for performance and reliability. Specially formulated rubber compounds and aramid cord provide strength and durability. In fact, QuadBoss is so confident in the quality that they come with a one-year limited manufacturer’s warranty. Better than getting bat flu, QuadBoss sourced belts that were made in the USA! Retail Prices range from $59.99 to $109.99 with extensive fitment options. QuadBoss products are distributed exclusively in the United States by Tucker Powersports. https://www.tucker.com/quadboss-introduces-new-line-of-utv-and-atv-drivebelts/

PHOENIX 118 RISES FROM COVID-19 ASHES!

Whether you are carving through the trees, turning laps at your local track (Glen Helen has re-opened!), or enjoying trails with your family, the Phoenix 118 handlebar has the setup to make any day of riding even better. Four different rises allow for an easier choice in finding the right bar for your motorcycle. It is not a hard and fast rule that your height means you need a particular rise. It’s a personal preference for those that want a shorter bar or one that is quite a bit taller. We are here to assist in finding the right bar height. Options: 70mm - 80mm - 90mm - 100mm MSRP $88 https://www.phoenixhandlebars.com/118-handlebars

EVEL KNIEVEL STUNT CYCLE IS BACK!

Get all wound up by watching this: https://youtu.be/Uv-ePgAhXrU Evel Knievel, the man, the myth, the legend is back with this nostalgic gem. The original 1970’s version of the Evel Knievel Stunt Cycle is back in production. Your customers can now relive and enjoy one of the greatest toys in history (okay, who are we kidding? You know you want to wind it up once again yourself). MSRP $44.95 Email: info@ cacreations.net, call (714) 259-1900 or click here for more info: https://evelknieveltoys.com/#purchase

APRIL 2020

HAMMER TIME! Can’t Touch This!

an-Am stepped up as title sponsor and scored a clean sweep in the infamous King Of The Hammers the first week in February (who knew it would be one of the last powersports events we would see before the COVID-19 closures). A full week of racing, dominated by the UTV classes, and the return of King Of The Motos competition, made Hammer Time 2020 well worth the trip out to Johnson Valley in the California desert well worth it. Unlike King Of The Motos that faced a mass start up the face of a mountain and then proceeded to get harder from there, the UTVs started with a stadium course before blasting off onto the 143-mile race. A 77-mile desert loop mixed highspeed lakebeds with tight, twisty ridgelines which helped stretch out the field… right up to the infamous rocks! From there, the difficulty ratcheted up as the competitors had to traverse Outer Limits and Spooners as part of the rock loop; trails that overwhelm even ULTRA4 cars with 40-inch tires and V-8 engines. Amazingly enough, Jeremy McGrath was able to finish in his basically bone stock KRX1000 and Jesse Haines won the Every Man’s class in a diesel powered ROXOR (see sidebar). The UTV class was packed with top talent looking to get track time, legends like Jeremy McGrath and even Casey Currie fresh from becoming the first American to win a four-wheel class in the infamous Dakar Rally. KOH specialists like Loren Healy and Shannon Campbell mixed it up with desert racers Bryce Menzies and Cameron Steele, short course racers CJ Greeves and Rodrigo Ampudia, and longtime UTV racers including Branden Sims, Kristen Matlock and Mitch Guthrie. Casey Currie used his Dakar experience to navigate his way to a 7th place. Supercross legend Jeremy McGrath finished

29th in his personal KRX1000, “I put in a roll cage and went with some 35-inch tires and some goodies from Kawasaki’s accessory catalog, but it is basically stock,” McGrath told us at the starting line.

The UTV class drew top talent, including The King Of SX Jeremy McGrath in a stock KRX1000 and Casey Currie (below) fresh from winning Dakar.

To challenge this talented roster, Hammer King promoter Dave Cole used the same course for 2020 Can-Am UTV King of the Hammers Race as the first two laps as the unlimited classes (which ran an additional lap through the most challenging rock canyons). Just five years ago, only five UTVs finish the race. In 2020, 33 out of 131 vehicles finished the race within the eight-hour time limit. KOH newcomer Hunter Miller topped Midwest short course racer Kyle Chaney and KOH veteran Phil Blurton on the podium. Hunter’s brother Cody was the fast qualifier for Sunday’s race, putting the two side by side at the starting line. The Millers are new to rockcrawling and King of the Hammers, but they aren’t new to the winner’s circle. The two Texans have history racing for Can-Am, winning championships in GNCC and WORCS in the past. “It’s the absolute hardest race I’ve ever done, and I’ve been racing for 25 years now,” said Miller at the finish line. “I’ve never experienced anything like this before. Next to the day my wife said ‘yes,’ this is the best day of my life.”

Jason Weller finished just behind Casey Currie for 8th. Only 33 of 131 entries even finished.

Kawasaki rolled out the KRX1000 demo program at Hammer Town (see last issue’s trip to Texas). Hunter Miller topped the podium as part of Can-Am’s clean sweep.

Honda hosted a Live Valve intro breakfast and had two Talon’s in the race. Can-Am’s Kyle Chaney limped into second place... literally. He was run over by his own X3!

While Miller took the win, Kyle Chaney limped into second place… literally. After a roll-over incident with his X3 on a steep hill. Chaney and his co-driver were able to physically put the UTV back on its wheels…. the bad news is the Can-Am rolled backwards, running over Chaney’s leg in the process. Overcoming significant pain, raced to the finish line to take second place. “It’d take a lot more than pain to not get me to the finish line of this race!”

After coming in 8th the past two years, Phil Blurton came down from Northern California and spent two weeks testing and training in Johnson Valley. “You go fast, and then you bash through the rocks, and then you go back through the desert and hope that something’s not falling off your car, because you’re doing a hundred miles an hour across the lake bed,” explained the 3rd place finisher. See all the UTV class results here: https://ultra4racing.com/2020-can-am-utv-koh-race-results

APRIL 2020

ROXOR WINS EVERYMAN’S CHALLENGE The Little Diesel That Could

abricator Jesse Haines built himself a dream and defied the odds to win the Every Man Challenge (Class 4600) at the 2020 King of the Hammers’ in his relatively stock ROXOR. Combining desert racing with some of the hardest rock crawling canyons in the world made “Hammer Time” a perfect platform to test ROXOR’s mettle… full metal body included! The 4600 class is the most restrictive class Hammers has, requiring the factory engine, stock frame, full body, single shock, and 35-inch tall DOT-approved tires. Haines added custom axles and the required safety equipment, but otherwise his race ROXOR is largely stock to comply with the class rules. “The turbodiesel engine was a real advantage today,” claimed Haines. “The torque is such a benefit in the rocks, and our fuel economy allowed us to pass several other teams that had to make pit stops and add fuel.” Attrition is extremely common, even with purpose-built race cars. In fact, this year, only 38 of the 122 vehicles that took the green flag would reach the finish line. “We had very few issues, we got out of the car a couple of times, but nothing major,” Haines shared at the finish line. “I was excited just to finish the race, to win the class with my ROXOR is more than I could have ever hoped for.”

Haines started 110th in the field but was able to move up and finish 19th overall and first in class. “The first lap in the desert we knew that we were outgunned by more powerful vehicles with coil suspension,” Haines confessed. “But the ROXOR just never stopped chugging along.” At one point halfway through the race, Haines rolled onto his side in a rocky canyon in an attempt to pass the class leader. He and co-driver Justin Sexton were able to right the vehicle and continue on, leading the 4600 class for the remainder of the race.

KING OF THE MOTOS RETURNS Burning Man Fueled By Race Gas?

hink Burning Man meets Red Bull Romaniacs! The infamous King of The Hammers transforms Johnson Valley from population 0 to the third largest city in San Bernardino County for a full week of racing, concerts, mayhem... and our favorite, MOTORCYCLES. Justin Leineweber picked up the gauntlet flung by Jimmy Lewis and brought King Of The Motos back to Hammer Town this year… and made the race even harder! Nearly 130 starters took the start, but only 4 pros even made it to the “Gold Loop” for the much-anticipated return of the Progressive King of the Motos… Oh yeah, Sublime played, too. The day started with a short prologue along Means Butte that was more technical than many of the riders were anticipating, causing some to drop out before the land rush start of the official race. The race consisted of three progressively more difficult laps — bronze, silver and gold. Time cutoffs determined if riders could continue, as well as riders’ personal decision to continue the technical, rocky laps. Some of the same trails used during King of the Hammers, including Jackhammer, Sledgehammer and Chocolate Thunder were the “easy” parts of King of the Motos course! The format consisted of an unmarked course designed by Leineweber that each rider had on their GPS units. This navigational challenge added another degree of difficulty, as if KOM needed to be harder! German KTM rider Manuel Lettenbichler battled with Cody Webb all day and was physically leading on the start of the third lap when he bypassed the ten-foot tall dry waterfall on Backdoor, resulting in a one-hour penalty. Past KOM winner Colton Haaker received a similar penalty, opening the door for multi-time KOM winner Cody Webb to take the victory. “The first lap everyone was taking turns leading, making mistakes,” Webb confessed. “I ran a standard tire, just because I knew it would last, but it really kicked my butt. So the first two laps I struggled, and I did all I could to hang with Manny, just to stay in his rear wheel. Then I shot up Back

Door, and I saw him miss that checkpoint. I told myself to take my time, don’t mess anything up because that’s going to be a big setback for him. I lost that way a couple of years ago and it sucks. Manny definitely out rode me today.” Webb previously won four of the previous King Of The Motos events, but a recent ACL injury left some doubts going into this year. “This is pretty much my first race in 10 months, blowing my knee out and having that whole surgery, and then switching teams to Sherco, a new bike, trying to figure that out last minute, and a little over two weeks ago my son was born, so I just feel lucky right now to get the win.” Canadian Trystan Hart was just one of the four riders to start the Gold Loop, and he avoided the penalty that pushed Lettenbichler back to finish in second place. “On the last lap, I just put the hammer down,” said Hart. Leineweber explained that is how it was intended to be. “There were 26 pros at this race and only four of them started the Gold Lap,” said the Course Director. “My goal was to make the race harder than ever and I think that it was. No one finished within the time limit.” The final day of the Nitto King of the Hammers week was capped off with the Gambler 500 crew taking over the short course for HooptiX and a concert by Sublime with Rome on the Monster Energy stage. “I didn’t publicize the concert because I didn’t necessarily want people to come out just for the band,” Hammer King promoter Dave Cole explained. “I wanted to reward the fans and teams who stayed out here all week until the end.” Sublime did not disappoint, playing all of their hits along with new, original music. While staying properly socially distanced we met with Justin at the studios of the world-famous Rancho Relaxo Dirt Bike Country Club to get the scoop (see the exclusive videos here: https://www.dealernews.com/Home/post/king-of-themotos-video/2020-04-24

APRIL 2020

PARTING SHOT Fake News! By Dale Spangler

e live in an era of “fake news” where it is hard to discern what’s real and what’s not. Every day media outlets fire headlines at us through various mediums in a machine-gun-style race for breaking news. They sling accusations and tell stories (without solid proof in many cases) to the point where our senses become overwhelmed by the sheer amount of information overload that makes us want to just turn it off. In a way, we’ve been trained to no longer care about the factual truth. The more lies told (and believed) the more lies become the accepted norm. As I mentioned a few months back (on social media), I wouldn’t be posting much on Dirt Buzz going forward unless I felt a story needed to be told. This opinion editorial is a subject that’s been on my mind a lot lately. It’s sad to think about the state of our news media at the moment, and though the fake news hasn’t trickled down to our sport of motorcycle racing yet (I think), I have noticed a lot of changes such as more clickbait headlines and “top ten” type stories. Sadly, these are the current methods used by the news media to entice readers into clicking on a story, which in turn inflates numbers, which in turn allows them to sell more advertisements. We’ve all been there, that juicy headline that we simply cannot resist because it’s so vaguely intriguing. These methods are a study in behavioral science, and there are plenty of studies to back-up their effectiveness, but at what long-term cost? It’s my opinion these are shortsighted and deceptive practices that change how we perceive and digest news and contributes to an eroded trust in the media as a source of honesty and truth.

“We’ve all been there, that juicy headline that we simply cannot resist because it’s so vaguely intriguing. These methods are a study in behavioral science, and there are plenty of studies to back-up their effectiveness, but at what long-term cost?” So here we are in this strange limbo where the majority of our information comes from online digital sources, but none of them do the job exceptionally well, so we consume our news from multiple sources. According to a recent Pew Research study, “In 2017, two-thirds of U.S. adults get news from social media.” Although this may not be a surprise, it’s certainly alarming, and in my opinion, social media is even less trustworthy and more susceptible to errors than other forms of digital content. It says a lot about the state of today’s news media when such a high percentage of Americans turn to social media to learn about the day’s events. With social media platforms such as Facebook and Instagram controlling what “they think” you should see on your timeline, it’s become more difficult for users to see news from real publishers. As the saying goes, “when the product is free, you are the product.” The reality is, social media platforms are in business to make money not give you what you want, which has resulted in younger generations abandoning certain social media platforms out of sheer frustration or for the sake of principle. Even more alarming, for media, brands, and athletes, imagine your social media page disappears, or monthly subscription service fees are applied to continue to use your account. Those that rely on social media as a substantial part of their business model will be in for a big surprise if this happens. Within the powersports news media, the last five-plus years have been a flurry of acquisitions, mergers, and closures; the print side of publishing suffering the most where titles with decades of history have either reduced the number of issues per year or ceased publication entirely. Many of these titles/brands have migrated over to a digital-only model, pushing out content via their website and social media. Which means they need clicks, which brings us back to the problem mentioned above about deceptive headlines and clickbait. Add to that intrusive advertisements that pollute the website and further alienate readers. There’s a reason why so many users employ ad blockers on their web browser these days — they don’t want to be forced to see irrelevant ads or wait for slow page loads. It’s a tough spot for these media outlets because they’re damned if they do, and damned if they don’t (maybe even out of business).

“... people still like to read and hear the truth — not just hearsay—which has a lasting effect as opposed to short-term gratification followed by a braindump.” At some point, readers begin to lose trust in a website that employs these deceptive tactics and see the stories for what they are: empty and soulless. It’s no coincidence a news show like 60 Minutes is still popular after all these years. They take their time, do research, fact check — then bring you good old-fashioned journalism at its best. It often takes them months to finish a single story. My point is, people still like to read and hear the truth — not just hearsay — which has a lasting effect as opposed to short-term gratification followed by a brain-dump. That’s one of the reasons I never got sucked into breaking news on this website: It involves rumormongers and is less about revealing truth and more about being the first to reveal. If there’s one news source that delivers a somewhat clean news format, it’s Apple News. I’m certainly not saying it’s unbiased or without fault, but it’s at least an easy and less intrusive way to consume news. Although I doubt this will be free much longer seeing as how the subscription-based model is so popular at the moment. Anything from music to bed sheets to furnace filters is available for purchase via a monthly subscription service, and it’s only a matter of time before it trickles down to online media.

AIMExpo.................................................................... 44 CDK........................................................................... 19 Fuel Capital Group, Inc........................................... 49 Harden & Associates......................................... CVR 4 Hydro-Turf ............................................................... 79 Leineweber Enterprises......................................... 79 McGraw Powersports............................................. 25 Motorcycle Industry Council (MIC)........................ 63 Motorcycle Industry Jobs (MIJ).............................. 17 MotoTV...................................................................... 27

For the media to embrace a monthly subscription direction would mean a new level of expectation from its subscribers. If one is paying a monthly fee for news, they expect a certain level of quality content. That means more pressure on the editorial staff to deliver, in a time when editorial staffs have been pared down to the bare minimum. It’s easier to charge a monthly subscription fee for a tangible product than it is for information, and for the time being, most end users still expect their news for free. I don’t have an answer for how the state of our media can be fixed. Only time will tell where we end up in this wild west news media landscape, but regardless of where that is, I hope it involves a new level of truthtelling. I for one am looking forward to truth busting through all this fake news noise and making its way back to the forefront. Prior to a COVID-19 induced furlough Dale Spangler was Marketing Content Manager for Tucker Powersports and founder of DirtBuzz.com where this piece originally appeared back in 2018. However, it is even more true today than when he first wrote it, so it appears with permission here. Dale is a dedicated professional with 27 years of marketing experience in the powersports industry. Content marketing specialist with the ability to efficiently create, manage, and distribute content from start to finish. Expertise in brand building, marketing strategy, media relations, media buying, and deployment of sponsored social media advertising. Excellent written and oral communication skills with a vast network of industry associates and media contacts.

National Powersports Auctions (NPA)................... 7 Nelson-Rigg USA, Inc............................................. 23 Piloteer Agency....................................................... 67 SealSavers................................................................. 9 STACYC..................................................................... 43 Tread Lightly............................................................ 65 Tucker Powersports................................................ 15 Western Power Sports......................................... 2-3 Women’s Motorcycle Tours.................................... 61 Yuasa......................................................................... 38

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

Ave Atque Vale Richard “Dick” Klamfoth 1928 - 2019

“

ichard “Dick” Klamfoth, 91, passed away December 13, 2019. Dick was born September 30, 1928 in Groveport, Ohio, to the late Harold and Mary Klamfoth. Preceded in death by his wife Beverly of 63 years, his sister Thelma (Tom) Hicks, and his son Kelly Klamfoth…” the obituary that appeared in the local paper doesn’t do justice to what Dick and his partner of 63 years did for the motorcycle industry! They became the first Honda motorcycle dealer east of the Mississippi river opening “Dick Klamfoth Honda Sales” outside Columbus, Ohio, which Beverly managed for 14 years. Then they founded Honda Hills Motorcycle Park and ran it for 20 years… including hosting AMA Nationals. Even retirement didn’t diminish Dick and Bev’s involvement in the motorcycle industry. In January 2002, they began work on the Daytona 200 Monument in Daytona Beach. Dick and Bev made it their mission to erect a monument to remember the old beach-racing days (1937-1960), which ended with the completion of the buildout of Daytona International Speedway. After years of raising funds, the Daytona 200 Monument was built and can be found at 100 N. Atlantic Avenue, which is beachside of the Daytona Beach Hilton-Ocean Walk Village.

Sadly, no sooner had the Daytona 200 Monument been completed than the Klamfoths’ home near the old Honda Hills track burned to the ground. They were fortunately not injured, but they lost pretty much everything. Born in Columbus, Ohio, in 1928, Klamfoth got into motorcycle riding after getting his driver’s license at age 14. He began taking part in enduros after graduating from high school in 1946. He competed in enduros and flat track races in Ohio for three years before getting his first taste of racing on the Daytona Beach circuit in 1948. He finished runner-up in the amateur class that year, and the next year claimed his first Daytona 200 victory. Klamfoth won the Daytona 200 again in 1951 and in 1952, while scoring a runner-up finish in 1950. His record of three victories stood for more than 45 years before being broken by fellow AMA Hall of Famer Scott Russell who became known as “Mr. Daytona” — But Klamfoth will forever be associated with the Daytona 200. At the age of 20, he burst onto the motorcycle racing scene in March of 1949 when he rode to a surprise victory in the 200 on his very first attempt. Klamfoth won the spring classic again in 1951 and 1952 to become the first threetime winner of America’s most famous motorcycle race. Known as one of the true gentleman of the sport, Klamfoth

was named AMA’s Most Popular Rider in 1961. After finishing fifth in his final appearance in the Daytona 200 in 1964, Klamfoth then became a Honda dealer, track operator at the Honda Hills Motocross Complex in Thornville, Ohio, and race promoter. Honda Hills actually had several tracks: a dirt track, TT course and a motocross track that held TransAMA races in the early 1970s. Although the track is no longer in use, the sign for it is still visible in the woods alongside Interstate 70, on the north side of the highway, just past Mile Marker 136. Last May Beverly passed away at the age of 82. Seven months later, Dick died. The family asked both times that in lieu of flowers, donations be made to the Daytona 200 Monument at www.daytona200monument.com

The leader in aftermarket high performance race and street camshafts. Family made in our American machine shop since 1953. Visit our web site for our catalog: https://leinewebercams.com/ Or call our machinists, Justin & Jim to discuss your custom project. 760-364-4432 Follow us on social media Leineweber Enterprises @Justin Leineweber @JLeineweber72

HARDEN & ASSOCIATES

Bringing a Unique Perspective to the Powersports Business

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

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

INDUCTED 2008

FOUNDER

Scot Harden scot.harden@harden-offroad.com

harden-offroad.com