Dealernews Issue#9 September 2020 by Dealernews

DN 2.0 #9

GODSPEED RALPH HUDSON The Quiet Giantâ&#x20AC;&#x2122;s Last LSR Run

DEALER PROFILE: Baxter Cycle

OEM UPDATE

Chatting With SSR/Benelli

CONTENTS 04 WORLD’S LUCKIEST MAN 06 EDITORS NOTE 08 LETTERS+ 10 FROM THE FIRE LINES 12 NEWS+

Bob Althoff On The Winner Is… Robin Hartfiel On Kicking Ass In A Time Of Crisis The Industry On Dealernews Dealers On The Front Line

Women Unite, Again & Evel Jumps Into Court

16 SHIFTING GEARS+ 20 DEALER PROFILE+ Getting Back To Work

Baxter Cycle, Build It And They Will Come

26 30 32

OEM UPDATE

Chatting With SSR Motorsports

INDUSTRY RESEARCH+

Dr. Paul Leinberger On Consumer Confidence

INDUSTRY RESEARCH+

Lenny Sims On NADAGuides Numbers

INDUSTRY RESEARCH+

COVID CAVEAT

41 42

eDEALERNEWS

20 2

Don Musick On Mapping Made Easy, Part II Larry Daniel On A Compass For Countering COVID, Part II LiveWire Revelations & Zero At The Top Of The World

CURRENTS+

Watts Up With Electric Motorcycles?

On The Cover: Godspeed Ralph Hudson, Photo By Jean Turner TOC: Speed Demon Photo Courtesy John Baechtel/Lucas Oil

OUR TEAM Bob Althoff World’s Luckist Man

47 50

SHOWTIME+

AFT WINNING DESPITE THE CRAZINESS

PERSONNEL FILEs

62 64 66 68 70

CONFESSIONS OF A CUSTOMER

PRESS PASS+

78 79 80

BACKFIRE+

REVEAL Virtual Trade Show, Bonneville & Beyond

PERFORMANCE+

Mark Rodgers On Becoming A Triple Threat

Charlie Williams On Going Gonzo In Indy

Jason Gearld On Breaking Into The Industry Eric Anderson On The Thrill Of The Hunt

MIC RIDE REPORT

What Does The MIC Do For You?

ADVOCACY+

Don Amador On Firestorms, Political Or Otherwise

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

DIVERSITY+

Dealer Advisory Board Bob Althoff Chairman

GEAR+

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

Alisa Clickenger On Back To School With Gigi Montrose Editor’s Choice Because We Are Good Like That

The Need For Speed, Mavericks Head To Bonneville Frank Esposito On The Next Time I Ride

AD INDEX

This issue Brought To You By…

VALE+

Godspeed Ralph Hudson ADVERTISING Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com Blake Foulds Account Executive (760) 715-3045 Blakefoulds@dealernews.com John Murphy Publishing Consultant johnmurphydn@gmail.com

SEPTEMBER 2020

World’s Luckiest Man By Bob Althoff

AND THE WINNER IS…

onestly, I’m not sure which I’m more sick of — the pandemic or the political sickness we see all around us. And that’s saying something, because I’m pretty sick of both political divisiveness and COVID. (Figuratively speaking in the case of COVID). COVID-19 is a killer… of people, economies, jobs and businesses. While it is not yet known if it came from a lab in Wuhan, China, or a wet market around the corner, one thing is for sure — we did not give the virus to ourselves. Sadly, our political sickness has been self-inflicted. It is not just our country that is divided: It is our customers, neighbors, even our families. And, let’s face it: We all are disgusted with the nightly barrage of personal attacks, exaggerations and lies that are the hallmark of U.S. politics. Given what is at stake, I suppose it is inevitable that a presidential race would get ugly. But Americans deserve so much more from those who purportedly serve us.

We, the people, are getting short-changed by our politicians (note, I don’t use the term “leaders”). Of the Nation’s 20 wealthiest counties, there are 8 that surround Washington, D. C., including the top two. In fact, Silicon Valley’s two counties only manage to rank No. 3 and No. 6 on the list. Talk about obscene wealth concentration! Nobody should begrudge pay for performance. But neither party is performing! They are deserving of not only less pay, but far worse. Most of the career politicians deserve to lose their jobs! There is some good news. The BLM — not that one — the Bureau of Land Management has been relocated to Grand Junction, Colorado. Perhaps the entire Department of the Interior could follow. And then??? Well, one can hope. In the meantime, we the people deserve better. As a nation, it seems some of these truths should be selfevident. We deserve: A vaccine. Civil discourse. Civil servants who are both civil and serve us, not vice versa! Our industry has always proven we know how to fight for something worthwhile. Our fellow citizens will, too. l honestly believe there are better days ahead… we just have to ride out the wobbles caused by the pandemic and the politicians! Bob

“We will never forget this day and the lesson is clear,” said Frank. “The worst of horror and tragedy brings out the best in American Character. We always overcome the tragedy and we always end up stronger. God Bless America!” Certainly something to think about the next time any of us goes riding... and something to think about for this issue. Think you have it bad? How about the three stores that were burnt to the ground in Medford, Oregon? Dealerships that had been the pillar of the riding community in the region for nearly 100 years collectively were gone overnight. D&S HarleyDavidson, Oregon Motorcycle Adventures - KTM and Hansen’s Motorcycles first thoughts were to thank first responders, people in their community and their customers for their concerns. Their second thought was getting back to business! This fortitude, character and compassion for their community shines as a beacon of hope in these dark times.

Editor’s Note By Robin Hartfiel

KICKING ASS IN A TIME OF CRISIS!

he anniversary of 9/11 was cause to pause. Hard to believe that 19 years ago the world ended for hundreds of people and changed the airline industry, the financial community and the entire NYC skyline permanently. Between the wildfires wiping out at least four dealerships in the West, the continuing COVID protocols resulting in the cancellation of both PRI and LeMan’s gig in Louisville, not to mention the most divisive political environment since the Civil War, it is clear we are at a global inflection point. However there is a difference between 9/11 and the COVID crisis. The tragic plane crashes brought not only the nation together, but the world was unified. We were all Americans and we felt the pain of the people at Ground Zero. With the COVID we are literally being forced apart and alienated by social distancing, polarizing protests in many major cities and political discord! We went from cautiously optimistic to shaking in our boots with the latest rounds of re-closures. We know that the 50% increases in dirtbike sales and the 20% bump in dual-sports are not sustainable indefinitely — definitely not if there is another bigger wave of COVID closures coming — but if we can keep this crop of windfall customers riding for a few years, the aftermarket can continue to enjoy the fruits of the OEMs current labors through the end of the year and hopefully we all rebound with some lifetime riders/customers.

Where do we go from here? Dealernews is staying the course as long as dealers continue to ride it out! Why? We are honored to be a part of a resilient, passionate and kick ass community. Motorcycle people really are the greatest, not that we need any more adversity to prove the point. Just as we did 19 years ago, we are printing Frank Esposito’s “The Next Time I Go Riding” piece in its entirety and the words still ring true!

How could Dealernews not step up in these trying times? We have the industry’s eyes on us and are trying to lead the way by informing, educating and even entertaining the audience... just as the original Dealernews did for 50+ years of good and bad times. Believe it or not, it has been worse just during my tenure with Dealernews (but it has also been a Hell of a lot better when we were on that 13-straight year run of double digit growth). “The current crisis has not only impacted consumers’ finances; it has also impacted the rest of their lives,” says my friend Dr. Leinberger. “According to the University of Michigan’s Survey of Consumers, 45% of all consumers say their lives have changed a great deal due to the coronavirus, while just 20% reported little or no change. 60% are worried about their family’s health and 20% say they have been negatively impacted by required social isolation.” People in the “real world” are looking for guidance and confidence he suggests. I would say in our own insular industry, dealers are providing guidance and confidence. At a time when international trade fairs are closing, sporting events are held in spectatorless bubbles and life looks pretty bleak, dealers have figured out contactless sales, curbside delivery, service scheduling, driveway deliveries and countless other ways to keep the wheels turning. It isn’t easy, but it is necessary… and it is inspirational! Dealernews will continue providing resources like the COVID Handbook https://www.dealernews.com/ Dealernews-Archive/Powersports-Dealer-Guidebook and information in the regular issues at a time when the industry needs (and deserves) it the most! Just as we have since 1965! While the next 6 weeks leading up to the election promise more strife, bickering and BS; the COVID protocols get even more onerous (now even Best In The Desert has had to relocate their last two races), we are going to support the dealers the only way we know how: WFO! In short, we will follow the lead of our dealer friends and keep kicking ass in a time of crisis! 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.

DEATH OF A SALESMAN Great piece in the June issue, Eric! Marketing and sales both need to do a better job of meeting customers where they are today. Quite right that people want product experts offering solid advice and solutions, not sales pitches. Love your relentless focus on moving forward, all these years. Jessica Kerrigan, Customer Empath RESON8 Marketing East Greenwich, RI

DEATH OF A SALESMAN III I know we have shifted our process and it’s right along the same lines of getting the deal set and now our customers stop by for a pick up appointment. We still get to see them as they want the latest in protective gear and or fashion or the new helmet or boots. Maya Keller, General Manager Carson City Motorsports Carson City, NV

DEATH OF A SALESMAN IV Brilliantly brought to light! You are right on track with this line of thinking.

DEATH OF A SALESMAN II Do you suppose anyone will ever look at a car or motorcycle salesman the same...ever? Ironically, I know of several local operations recently taken over by “Car People” they all went backwards with selling under the 4 square model. They even think the short term success for 2020 might keep going! I fear some will be left with 2021 m ok drls for years. Kevin Hough Fort Worth, TX

Randy Northrup, Business Services Sales Santel Communications & Tech Solutions Woonsocket, SD

MISSING ISSUES I hope all is well for you… I have not written to you in a long time, but I need your help/attention, please. How can I get a PAPER COPY OF DEALERNEWS MAGAZINE MONTHLY? How can I find WEBSITES, DISTRIBUTORS, DEALERSHIP PROFILES? In the past (15-20 years ago) I used to receive Dealernews magazine paper editions at Motoservi, but we changed to Motoser. Best regards, Jaime Medina Medina, Owner Motoser Sucre Capitla, Chuquisaca BOLIVIA Saludos desde Dealernews, Jaime, The bad news is there are no more monthly paper issues (not since 2015). But the good news is that every digital edition of Dealernews 2.0 Is archived and available here: https://www.dealernews.com/ Dealernews-Archive

MISSING ISSUES PART II Hey Dealernews: What happened to my paper copy? It stopped coming some time ago, even though I have always requested a paper issue. I have been catching your mag on the innertube. I do miss the paper editions, though. My favorite local weekly paper issued their last print edition this week, virtual from now on. Thanks, Jim Jim’s Motor Service Since ’89 High Point, NC Prior to our Dealernews 2.0 coming out party at AIMExpo 2018, the last paper copy of Dealernews was printed in December of 2015. The goal was to be getting monthly paper issues out to all the dealers free of charge once again, but pandemic happens. For now, the monthly updates will be digital editions, like this one.

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 WOW! “Wow! Just Wow! What an incredible job you have done!!!!!!” Scott Odell Parrish, FL www.scottfodell.com E-mail: Mrscottodell@gmail.com Even Scott was impressed with how his cover image worked out. Go behind the scenes for last month’s shot of Sammy Halbert that was transformed into a work of art: https://issuu.com/dealernews/docs/ issue__8_august/76

COVID COMPENDIUM “Very useful” Todd Powell HWT Global Marketing Solutions San Jose, CA

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People are asking how they can help us. One thing you can do is to order Parts and General Merchandise online. If you do it from our website, then we will get credit for the sale. If you order direct from Harley-Davidson’s main website, you will need to choose D&S as your dealer. Just make sure you have your parts shipped directly to your house - not to us, because we’re not there right now. Every sale will help us a little bit as we go forward. We hope to reopen in a temporary location very soon. Thank you so much to all our friends out there. We miss you! https://dsharley.com/

From the fire lines

he West Coast wildfires continue cutting a devastating swath from California through Oregon. On Wednesday, several dealerships were wiped out, including D&S Harley-Davidson, Oregon Motorcycle Adventures - KTM and Hansen’s Motorcycles, located in Medford, OR. In the midst of heartbreaking devastation comes the stories like Hansen’s thanking the first responders for saving their flag, the only thing left standing after fire gutted the BMW dealership. We are part of a resilient, passionate and kick ass community. Motorcycle people really are the greatest, not that we need any more adversity to prove the point.

D&S Harley-Davidson Thank you all so much for your concern, your well wishes and your offers of help. We know you have a lot of questions and we will do the best we can to answer them as soon as we can. We are working to set up a new phone for D&S that you can call soon. We did make a mad dash into the building to get our server, so we still have your customer records. And we are still receiving parts shipments and stashing them until we can set the server up - somewhere - and try to resume business. It may be a little hectic for a while and we may not get back to you as soon as you wish, but please know that we are trying. The Martin family is safe, but we all live in Phoenix and Talent and have no power, no Internet and cell phones that don’t last long enough to get it all done. Again, thank you. We hope all of you are safe and we look forward to seeing you all soon.

Hansen’s Motorcycles We truly are amazed by the out pouring of support from around the country by literally the best customers and friends in the world. Thank you, it has helped mend some of our broken hearts. For 49 years we have had business insurance, but never planned on using it. Over the next weeks I’ll begin to find out how much it will take to rebuild Hansen’s BMW new facility and how good my insurance is. We have been offered space with Mason’s close friend to begin opening up, but don’t have a plan or time line yet. With all the people that have been affected by the fire, like Mark losing his home, Mason & I feel awkward sharing the Go Fund Me page that one of our customers has started. Our family & staff are people that offer help, but don’t ask for help. We expect nothing from our customers except for the love & encouragement you have been giving us. But after talking with some close friends we feel that it would be wrong of us not to post the link from the support of two of our great customers. This will be our last post of recent events, unless we find something super cool when we dig more. It’s time to focus on the future. Huge shout out to our first responders. You have helped our entire community stay safe as we navigate this tragedy. If you haven’t seen the photos check out our Facebook page, it’s pretty amazing and devastating. Lastly, thanks to all of you, our customers and friends. We appreciate all of the memories that you have given us and the calls, texts, photos and support through these difficult times. Thank You again, Craig, Connie, Mason, Dave, Mark & Wade The GoFundMe page for Hansen’s BMW: https://www.gofundme.com/f/rebuild-hansen039sbmw?utm_source=customer&utm_medium=copy_link&utm_ campaign=p_cf+share-flow-1

Oregon Motorcycle Adventures-KTM To everyone that has called, texted and left voice mails: OMA-KTM is gone! Thank you all for the support over the past 16 years! We have a great team and we WILL be back! If you had a bike down at the shop, message us on messenger and we will do everything we can to get you reimbursed. Again, thanks to everyone!!! This is the guy that stayed until he couldn’t stay any longer. He broke out our windows and saved 11 motorcycles. Unbelievable thought process to film and risk his life to help us! He has lost his home along with many others! We can’t help everyone, but this guy has a GoFundMe page and we are more than happy to help him! Thanks to everyone that has helped and supported OMA-KTM, especially Scott Flick! https://gf.me/u/yx9vsz

WOMEN RIDERS UNITE ONLINE, AGAIN

The next Women’s Motorcycle Conference Online will be held November 6-7, 2020. Sponsored by Indian Motorcycle and Motul, the topic for the November conference will be “Connection.” This second virtual gathering is geared toward all those who currently ride motorcycles or are interested in the motorcycle riding lifestyle. The virtual conference will feature 20+ presenters, 15 Presentations, and 3 Connection Sessions. The presentations will be offered in a variety of ways: topic-focused workshops, expert panels, round table discussions, a meet & greet with the presenters on Friday night and online networking time for all registered lady riders to get to know each other. The registration fee for the entire conference is just $20 until October 31 at www.WomensMotorcycleTours.com/Conference. Registration November 1 and later is $25. “Registrants of the Women’s online conference will be able to interact with their fellow riders as well as the presenters over a two day period in a way that is safe, comfortable, convenient and community-minded,” explains event founder Alisa Clickenger. “The schedule is structured, and workshop attendance is flexible. Registrants can choose to join one, many, or all of the workshops offered throughout the weekend for one low price. Recordings will also be available for purchase for those who might not be able to attend all the sessions.” Clickenger, the founder of Women’s Motorcycle Tours, created the Women’s Motorcycle Conference Online to continue building a strong and thriving community of women motorcyclists from every corner of the globe. Representing all styles of motorcycles and disciplines of riding, the Women’s Motorcycle Conference Online will feature all-female presenters. With a wide variety of presentations and motorcycle industry leaders delivering powerful messages, women riders can access the presentations safely from the comfort of their own homes. “We’re all adjusting to the new normal in the powersports industry, and I’ve decided to make these virtual gatherings regular events. And hopefully we can gather by my intended date of the in-person conference scheduled for August 19-21, 2021. Regardless of the venue my mission remains the same for both online and in-person events: to bring women riders together under the founding principles of unity, community and the freedom of the road,” concludes Clickenger. Discounted bulk ticket sales are available to powersports dealers and women’s motorcycle groups through the Women’s Motorcycle Tours newsletter at: https://tinyurl.com/motoconference

EVEL JUMPS INTO COURT!

K&K Promotions, Inc., the brand that owns the intellectual property rights of famed motorcycle daredevil Evel Knievel, has filed a lawsuit in federal court against The Walt Disney Company, Pixar, and other Disney-related entities, alleging trademark infringement and violations of K&K’s rights of publicity. The owner of the Evel Knievel brand has sued Disney, alleging a “Toy Story 4” character infringes on the daredevil motorcyclist’s trademark and its own Evel Knievel Stunt Cycle toy. The lawsuit was filed by K&K’s attorneys Randall Jones and Ronald DiNicola in U.S. District Court in Las Vegas. “Evel Knievel did not thrill millions around the world, break his bones and spill his blood just so Disney could make a bunch of money,” states Kelly Knievel, son of the world-renowned performer and the spokesperson for K&K Promotions. “He remains an instantly-recognized icon, as demonstrated by the huge popularity of the re-issued Evel Knievel Stunt Cycle among kids who hadn’t even been born when my father died a dozen years ago.” Evel Knievel garnered worldwide fame and recognition starting in the late 1960s when performing death-defying motorcycle jumps. By the early 1970s, Knievel became equally known for his readily identifiable signature wardrobe: a white jumpsuit embellished with star-spangled red, white and blue patriotic insignia with matching cape and helmet, and for his similarly decorated motorcycle. Evel’s best-known stunts included soaring over the fountains of Caesar’s Palace Hotel in Las Vegas, launching a steam-powered rocket over the Snake River Canyon in Idaho, and jumping over 13 buses at England’s Wembley Stadium. All three were among Evel’s many crashes, which only added to his daredevil image. Ideal Toys released the iconic Evel Knievel Stunt Cycle in 1973, featuring a doll of Evel in his signature red, white, and blue jumpsuit and matching helmet and motorcycle. The toy famously came with an “Energizer,” which users would wind up and release, propelling the toy motorcycle and doll forward. In 2019, Disney Pixar released Toy Story 4, featuring a major new toy character named “Duke Caboom,” voiced by Keanu Reeves. The character is a 1970s-era motorcycle-riding toy stuntman. The complaint seeks actual, compensatory, statutory and punitive damages, as well as profits from the film, “in an amount to be determined at trial.” The complaint alleges the Disney character is an unlawful knockoff of the classic and newly rereleased Evel Knievel Stunt Cycle: www.EvelKnievelToys.com

PRINT IS DEAD? Octane Buys Out Bonnier Powersports Portfolio

Octane, a Fintech company founded in 2014 to better serve the lending needs of the powersports market, has acquired the digital assets of Cycle World, Motorcyclist, Dirt Rider, Motorcycle Cruiser, UTV Driver, ATV Rider and Cycle Volta from Bonnier Corp. “We are acquiring these titles because we want to support brands that get people excited about powersports,” said Jason Guss, CEO of Octane. “Our goal for this acquisition is to ensure that unbiased product reviews, rigorous and objective testing, and informed storytelling will continue to be available to powersports enthusiasts. When combined with Octane’s financing platform and dealership partners, consumers will soon be able to go directly from researching their dream vehicle to owning it, in a fast, seamless process.” Bonnier Corp. will help produce Cycle World’s final print issue in October 2020; existing print subscribers will receive a digital edition beginning in 2021. Octane will invest in digital content and website development to further solidify Cycle World’s dominance in this space. Octane looks forward to welcoming Mark Hoyer, VP, Editorial Director of the brands, and his exceptional editorial team. “Since acquiring Cycle World in 2011, Bonnier has invested in best-in-class motorcycle content across all media channels, and it is gratifying to see that Octane recognizes and values the consumer trust that these brands enjoy,” said David Ritchie, CEO, Bonnier Corp. “We are encouraged by their commitment to content and look forward to seeing these brands continue to grow.” “We are acquiring these titles because we want to support brands that get people excited about powersports,” said Jason Guss, CEO of Octane. “Our goal for this acquisition is to ensure that unbiased product reviews, rigorous and objective testing, and informed storytelling will continue to be available to powersports enthusiasts. When combined with Octane’s financing platform and dealership partners, consumers will soon be able to go directly from researching their dream vehicle to owning it, in a fast, seamless process.”

PRINT IS NOT DEAD! Harley-Davidson Updates The Enthusiast

With American Iron folding earlier this year, Rider shifting to digital only format and the unexpected announcement that Cycle World’s final print issue will be in October 2020 as it changes hands from Bonnier to lending operation Octane, it was nice to see Harley-Davidson bring The Enthusiast back to life as a print and digital magazine designed to showcase motorcycle culture and the riding lifestyle through the lens of the Harley-Davidson brand. Originally published by Harley-Davidson from 1916 to 2008, The Enthusiast magazine will replace HOG® Magazine as the official publication of Harley-Davidson Motor Company and will become more widely available through other distribution channels. Printed four times annually, with a circulation of more than 500,00 print copies in the United States, plus 150,000 copies internationally, The Enthusiast is now the most broadly circulated motorcycle magazine in the world. First published by Harley-Davidson in 1916, The Enthusiast magazine was among the first consumer motorcycle magazines in print, although Germany’s Motorrad (1903), Italy’s Motociclismo (1914), and Motorcyclist magazine (1909) in the United States preceded it. Harley Owner Group members will continue to receive a complimentary subscription to The Enthusiast. Free App versions are also available for iOS and Android phones. Harley is also exploring ways to deliver the print magazine in the United States, including at franchised dealerships. For more details, click here: h-d.com/enthusiast

SEPTEMBER 2020

DEALERSHIP DEAL Old Glory Still Flying Under New Ownership

Old Glory Harley-Davidson of Laurel, Maryland, passes from Hendrick Automotive Group to Paul Veracka’s growing family of dealerships. The only Harley store in Hendrick’s portfolio, Old Glory had been operated by co-owner Bob Supler, Jr. for many years. Bob passed away in 2019 and the dealership came under management of Randy Voltin, who was the controller for the dealership, so the time was right for Performance Brokerage to negotiate a deal Old Glory Harley-Davidson is located off of Route 197 and the Baltimore-Washington Parkway opened in February 2007 as the 2nd Harley-Davidson dealership in Prince George’s County. The original owners wanted to be a service for the community and displays of the dealership’s commitment to the local police and first responders are still memorialized throughout the store. In fact, even the access road into Old Glory HarleyDavidson was renamed to “Steven F. Gaughan Drive” after a Prince George’s police officer. “It was an honor and privilege to advise Hendrick Automotive Group sell their only Harley-Davidson dealership to Paul Veracka,” says George Chaconas, the exclusive advisor for this transaction and the head of the National Harley-Davidson and Powersports Division for Performance Brokerage Services. “It was a pleasure working with Paul Veracka again, after selling him Six Bends Harley-Davidson in Fort Myers and Naples HarleyDavidson in Florida from Scott Fischer. I sincerely appreciate the opportunity to be of service and wish Paul great success in carrying on the legacy of Old Glory Harley-Davidson.” New owner and well-seasoned Harley-Davidson dealership owner, Paul Veracka, adds his 7th dealership to his group of stores. He is the current Owner/Operator of High Octane Harley-Davidson of North Billerica, Massachusetts, Palm Beach Harley-Davidson of West Palm Beach, Florida, Rockstar HarleyDavidson of Ft. Myers, Florida, Motown Harley-Davidson of Taylor, Michigan, Alligator Alley Harley-Davidson of Sunrise, Florida, and Manchester Harley-Davidson of Manchester, New Hampshire.

GETTING SMART ABOUT SAFETY

On September 5th, 2020 Nick Nankervis, took his motorcycle to pick up milk and water for his 2 month old son. Just a few minutes from home, a vehicle in front of him suddenly slammed to a stop. Oncoming traffic prevented Nick from being able to get out of the stopped lane, and his back tire slid out sending him skidding down the road on his right side. Nick tried to find his phone to call the police, but couldn’t because it had been hurled onto the road and was already smashed by a car. Only 7 minutes later, police were at his exact location to check on him. Three minutes after that Teddi, his wife, showed up crying. The happy ending to this tale is that Quin’s automatic Crash Detection and a manual SOS Beacon had done their job and Nick is okay. Teddi said: “Because of his helmet, I was able to call 911 and have them dispatch officers to his exact location. They got there before I did, and called me to let me know he was okay… I am so thankful Nick is unharmed, and thankful he had a Quin Design helmet when it happened.” Crucial to Nick’s experience is that the Quin Design helmet detected and authenticated the impact quickly enough to store his location in Quin servers prior to Nick’s phone being destroyed on the road. Teddi received the alert in the QUIN Ride App and could navigate herself and the police to the accident scene even though Nick’s phone was no longer working. Quin Design Helmets are capable of identifying and authenticating a crash within seconds of impact. If the rider does not disable the emergency protocol within 10 seconds, the rider’s location is shared with Emergency Contacts. “This is why I started Quin,” says Founder and Chief Designer, Ani Surabhi. “I know several people whose lives either ended or were irrevocably changed due to a motorcycle accident. Sometimes the matter of life or death, a one-week recovery or life-long disability comes down to minutes saved in response time.” Time to get smart about safety in your store? Check out the Quin Collection: https://www.quin.design/collections.

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The American Motorcyclist Association has promoted Mike Pelletier to director of racing from his role as AMA Supercross manager, effective immediately. In his new role, Pelletier will manage the AMA’s domestic amateur and professional competition, and continue to oversee the AMA Supercross Championship. “Mike has proven his abilities as a leader and collaborator as the AMA Supercross manager for the past three years, highlighted by his composed and determined focus to help see the championship through arguably its most challenging season in 2020,” said AMA President and CEO Rob Dingman. “In addition to a deep understanding of sporting operations, Mike has the intangible qualities that make him the right person for this job.” Pelletier added he is looking forward to the challenge during an unprecedented time for the sport, with sweeping schedule changes and cancellations in response to the COVID-19 pandemic. “In 2020, the racing community is demonstrating its flexibility, ingenuity and ability to work together to overcome obstacles,” Pelletier said. “Racers, promoters, clubs, our operational support crew, fans and the AMA have all become smarter and more adaptable in the wake of the pandemic.” Pelletier grew up racing motocross and held professional licenses from 2011 to 2015 in the United States and Canada. He graduated from New Hampshire’s Plymouth State University with a bachelor’s in business administration.

In a related move, Bill Cumbow, (left pictured with legendary Honda dealer Al Lamb) who was AMA’s acting director of racing, is now the director of international competition, transitioning from his previous role as director of road racing relations prior to Mike Pelletier’s newly expanded role. Working closely with Pelletier, Cumbow will manage all of the AMA’s activity in events sanctioned by the Fédération Internationale de Motocyclisme and FIM North America. Cumbow will continue his responsibilities for MotoAmerica, home of the AMA Superbike Championship and the FIM North America Road Racing Championship. “Bill has an understanding and perspective of motorcycle racing and the AMA’s historic role in the sport that few others have achieved,” said AMA President and CEO Rob Dingman. “We value Bill’s continued role in AMA operations, and, in addition to managing our FIMsanctioned international activity, he will continue to be an asset to Mike and our domestic partners as we grow motorcycle racing in America.” Both Cumbow and Pelletier will now report through Chief Operating Officer James Holter and work directly with Dingman to manage the AMA’s competition- and FIM-related activity.

But wait, there’s more! Tiffany Cipoletti, who has worked on motorcycle rights issues in Washington, D.C., for more than a decade, is the new American Motorcyclist Association government relations manager for on-highway issues. She will be based at the AMA Government Relations office in Washington, D.C., reporting to AMA Government Relations Director Mike Sayre. Cipoletti spent 13 years in various roles at the Motorcycle Riders Foundation, and served as MRF director of government relations from September until her departure earlier in July. “Having worked with Tiffany for several years while she was at the MRF, I was well aware of her knowledge of the issues affecting motorcyclists today and her skill in addressing those issues,” Sayre said. “We are happy to be able to bring someone of her caliber aboard.” Beyond her professional career in motorcycling, Cipoletti is an active member and former volunteer legislative director with the Virginia Coalition of Motorcyclists. “I am looking forward to this next step on my motorcycling advocacy path,” added Cipoletti. “I am very familiar with the issues that are important to every AMA member, and I am already getting involved.” Several years after beginning her career in motorcycling with the MRF, she signed up for a basic riding course to educate herself on the importance of rider training. With a temporary license in her hands, she bought her first motorcycle a few days later. Continued on page 18

Brought To You By MotorcycleIndustryJobs.com Continued from page 16

Women Riders Now (WRN), the longest running, largest, and most comprehensive news and information resource for female motorcyclists, appoints longtime moto enthusiast, Motorcycle Safety Foundation (MSF) RiderCoach, and American Motorcyclist Association (AMA) leader, Maggie McNally, as Director of Rider Outreach. In this newly created role, McNally brings her formidable skills, experience, and reputation to WRN, with the goal of creating programs to add value to subscribers, expanding web and social audiences and membership. McNally’s commitment to motorcycling is deep: In 2013 she became the first female chair of the AMA Board of Directors — a first in the AMA’s then89-year history — where she helped launch the AMA International Women & Motorcycling Conference and the “Get Women Riding” campaign. “WRN is thrilled to welcome Maggie to our team,” says Sarah Schilke, Women Riders Now Co-Chairwoman. “I’ve partnered with her on a number of initiatives over the years and have been impressed with Maggie’s unmatched passion, commitment, and industry knowledge.” McNally has been an avid motorcyclist for decades, an advisor, member and volunteer for numerous motorcycle clubs and associations, and has been a MSF RiderCoach for more than 13 years. “My son wasn’t even two years old when I put his car seat in a sidecar attached to a Honda Gold Wing,” said McNally. “With his sevenyear-old sister on the seat behind me, we covered many miles and created forever memories. My goal is to reach out and engage female enthusiasts and further our prominence as the leading

resource for women in motorcycling.” To learn about how your company can reach more women email Maggie at Maggie@WomenRidersNow.com

We missed a couple of Fox Racing’s global guys in last month’s Shifting Gears. Internationally, Julien Bretagne, VP of International Sales and Development has taken the helm as General Manager for Europe. Prior to joining Fox in 2012, Bretagne held various roles in sales and market development across Surf, Snow, Motocross and Mountain Bike Industries. His global focus for Fox includes international and regional business development; he was CoEuropean GM prior to his recent promotion. “This is an exciting time at Fox,” says Bretagne. “We are focused, as always, on the best, most innovative products, and now even more on the dealer experience and support for the retailer of our products’ sell-through.”

Kyle Beaird joined the Fox family as EVP Global Operations in July 2020,. His background includes operational and financial executive leadership roles with iconic performance and lifestyle brands across cycling, baseball and fashion. Kyle brings an obsession with serving the customer operationally in a way that reduces friction and elevates the experience and the brand.

The financial world has been likened to a high stakes game of chicken, but HarleyDavidson was not playing around when they hired Gina Goetter, a top finance executive at Tyson Foods, as Chief Financial Officer, effective September 30. “Gina is a CFO with the experience to drive a transformation of core processes and reporting for improved operational efficiency, build a global shared services model and modernize accounting and controls,” said Jochen Zeitz, chairman, president and CEO of Harley-Davidson. “She will add to the fresh perspectives and new capabilities now represented at the leadership level that complement the experienced talent that has been promoted from within,” he claims. “We have a diverse management team structured in a new way that is designed to fuel Harley-Davidson’s brand desirability and lead Harley-Davidson as a highperforming organization.” Goetter has more than 20 years of experience, most recently as Senior VP and CFO of Tyson Foods’s prepared foods segment. Prior to Tyson Foods, Goetter was with General Mills, where she led business model re-engineering and optimized procurement strategies and logistics. Goetter earned a BS in Finance and Economics from the University of Wisconsin – La Crosse and an MBA with a dual concentration in Finance & Marketing from Boston College.

Darrell Thomas, who assumed the role of interim CFO, will continue as Harley-Davidson’s VP and Treasurer. The company is currently continuing through The Rewire, Harley-Davidson’s efforts to, among other things, overhaul its operating model. The Rewire is planned to continue through the end of 2020, leading to The Hardwire, a new strategic plan for 2021-2025.

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BAXTER CYCLE

Build It And They Will Come? By Robin Hartfiel

n the eastern edge of Iowa, not far from the Mississippi River, and almost smack dab in the middle of the United States is the world’s largest truck stop — The Iowa 80 Truckstop. From there, make like Horace Greeley suggested and head west. Stay on I-80 past the Herbert Hoover Presidential Museum, going towards Des Moines… then keep going! Past John Wayne’s birthplace in Winterset and the Bridges of Madison County and through miles of corn fields like where Iowa farmer Ray Kinsella was inspired to plow up part of his corn crop to build a baseball diamond so the ghosts of famous players could play ball in Field Of Dreams.

Welcome to Marne, Iowa. Population 120! In motorcycling’s version of Field Of Dreams, Randy Baxter built up Baxter Cycle “Your British Bike Superstore” in Marne, due west of the middle of nowhere! For the past 43 years, Baxter Cycle has specialized in the spares for old British bikes (1940 and newer) and selling modern classics from Triumph and Royal Enfield. Build it and they will come. Feeding these dreams are not one, but two stand-alone stores. Like everything else he does, Randy Baxter went over the top. If one landmark dealership in the middle of Marne was good… two would be better! So when he added the Royal Enfield franchise, he deiced to build a brand new state-of-the-art Triumph store adjacent to it! Remember this is in a town of 120 people in the middle of nowhere! And like everything else Randy does, it works… defying all logic.

Photos By Jen Muecke

“Our excellent customer service and attention to detail are prominent in our parts, service and sales departments, as they are tailored to your wants and needs,” claims the website, so capably administered to by office manager Michelle. “Whether you need the correct parts to work on your motorcycle, you want an expert to service your bike, and/or you want to get one of the motorcycles of your dreams, Baxter Cycle is your destination!” IN THE BEGINNING The official story is Randy Baxter opened Baxter Cycle in 1977, becoming the last franchised Triumph dealer with the old Meriden firm in 1982. Now new Hinckley Triumphs fill one showroom, while the old store became a Royal Enfield dealership. But it is the old Brit bikes, specifically Triumph, that made Baxter Cycle a household name in some circles. After almost four decades associated with the brand, Baxter’s name has become synonymous with Triumph, but has expanded to include just about any vintage Brit bike.

Baxter Cycles continues to ship vintage Triumphs and Triumph parts around the world… “right out the loading dock over to I-80 and then out the Saint Lawrence Seaway, we are literally ‘shipping’ bikes out everywhere,” explains Randy, Suddenly nowhere seems pretty centrally located to serve the continental U.S., Canada and the World. There really is a method to Baxter’s madness. So how did this craziness really start. “I bought an old Triumph,” he shrugs ruefully. One old bike meant a second bike for spare parts… and then a third. Before he knew it Baxter ended up with two stores (now a third dealership in Omaha), two service centers and several historic old buildings around town stuffed from the basements to the rafters with frames, cases, tanks, tires, wheels… you name it! While the website says they have the more than 24,320 Vintage British Motorcycle part numbers online, there is more than that in the outbuildings… and in Randy’s head. Case and point we went to a building to unload his most recent parts scores from an estate sale and the Davenport Auction, he remembered he needed a front hub for a 440 BSA Victor restoration project that just came in the morning… he walked over to the far corner of a dust covered mass of unsorted parts and pulled out the lower fork legs, hub and front wheel assembly that had never officially been logged into the parts system. “I knew I would need this… I just didn’t know when.” How long had the front end been sitting in that neglected corner? “Not long, only about 10 years.”

Randy started his crazy career path repairing farm implements for a living (of course, it is rural Iowa) and doing a little racing on the side… which meant working nights on his Triumphs. Word got around and he began doing bike repairs for his friends… Randy realized he was making more repairing old Triumphs than working on new tractors, so he officially opened his own business on January 1, 1977 and ultimately became the last Triumph dealer from the old Meridien days. “We wanted to become a Triumph dealer, and were finally accepted in 1982, just as they were going out of business.” Although Randy only received 3 bikes before Meridien shut down, he can lay claim to being the once and future Triumph king. Just as crazy as being the last Triumph dealer was, Baxter Cycle almost didn’t become a modern Triumph dealer because John Bloor didn’t want to give them a franchise! “The guy with an encyclopedic knowledge of old Triumphs and one of the largest (and ever growing) collection of spares was not what the new Triumph was looking for,” says GM and co-owner Jeremy Pendergast. “It is kind of a funny story… now,” adds Pendergast. “When Triumph came back to the U.S. they wanted to leave the past behind and focus on nothing but the new bikes… there wasn’t even a Bonneville in the modern line-up when Randy applied. Then it gets weird,” he laughs. “We didn’t make the cut because we were a former Triumph dealer, we got the new franchise because we were a Moto Guzzi dealer at the time. Triumph was looking for dealers who had experience with European motorcycles… we literally qualified because we were a Guzzi dealer, not because Randy was a Triumph expert.” Regardless of the reasoning, the decision to add Baxter Cycles to the modern Triumph roster was a good one. The dealership punches far above its weight in sales volume and customer satisfaction, drawing happy customers from across the midwest. Back in pre-COVID January Triumph recognized Baxter Cycle for Top CSI and for Dealer Performance. Pretty good for a population of 120! Continued on page 22

SEPTEMBER 2020

Continued from page 21

“So proud of my team for working their butts off for these and so grateful to our amazing customers for being so vocal with your support,” says Jeremy “2020? We got this!” Adding the Royal Enfield franchise made more sense… and had less hoops to jump through, but has been no less successful. The very day Dealernews dropped by unannounced, the old Triumph sign was coming off the front of the building and a crew was installing the band new Royal Enfield sign. However Baxter Cycle was completely sold out of new Royal Enfield’s and the showroom floor had a couple demo bikes and Harleys that had come in on trade. Jeremy was even thinking about putting his personal Himalayan on the showroom floor so it wouldn’t look so sparse.

Remember this is a town of 120 people so Baxter Cycle pretty much has their own personal IT service 24/7. That is why the site boasts: Order Online 24 Hours a day, everyday of the year or call our in-store parts department. Our Part Department is answering the phones Tuesday through Friday from 8:00 AM to 5:00 PM CST and on Saturdays from 9:00 AM to 5:00 PM. Please don’t hesitate to call us or email us with your parts needs. With Logan and Mike working full-time in the parts department, almost all orders ship the same day.

“Royal Enfield has been great to work with, our customers like the product and we are selling through everything we have,” notes Pendergast. “Doesn’t get much better than that.” PARTS Yeah, we got that! Baxter Cycle has one of the world’s largest inventories of vintage British motorcycle parts, including many new old stock (NOS) parts. “Our website features more than 24,320 Vintage British Motorcycle part numbers and over 140 free online parts books for your convenience of finding the correct parts for your motorcycle.” Believe it! Among countless other old British dealerships, Baxter’s bought out much of Bob Schanz’s DomiRacer operation… this strikes a chord as DomiRacer was a Dealernews destination every time we went back to Dealer Expo during the Cincinnati era. Ironically the one bright light in the darkened warehouse is shining on racks of Lucas electrical components and NOS lights still in the original packaging. The power of the Internet makes Baxter’s parts business a global powerhouse. “We have great Internet service here,” says Randy. “Marne has its own telecom exchange, complete with two trucks and service crews… when the Derecho winds blew through and damaged much of Iowa a couple weeks ago, we never missed a beat.”

SERVICE According to “Stretch” (6’5” service manager Mike Mayne), Baxter Cycle’s two service shops are ready and eager to service your vintage or modern British motorcycle. “We do all services from simple oil changes to full restorations and everything in between. We treat your bike like our own, and we work towards full satisfaction with every service. We’ll even pick up and deliver your motorcycle to help reduce disruptions to your busy schedule.” Like Randy himself, Stretch started with farm equipment repair work, but quickly found motorcycles much more rewarding. While Baxter may have made a name for itself with Triumph, everything else was up on the lifts in the three separate service areas maintained between the Royal Enfield, Triumph and restoration shop/showroom.

That’s right, hidden in the back behind the two modern classic dealerships is the real field of dreams! The vintage collection. “Randy might not want to admit it, but everything is for sale,” says Jeremy. That includes a lot of 20+ bikes going to France that includes a rare Triumph X75 (the legendary collaboration between Dealernews’ own Don Brown and Craig Vetter), a trio of tasty Nortons and a really clean BSA Gold Star. “Okay, so there are a couple of bikes that we would put ludicrous prices on to keep them from leaving, like Randy’s old race bikes, the oneowner Ariel Square 4 and others,” Jeremy admits. Which explains the rather cramped nature of the vintage bike display area. And then there are the gas tanks… purple metalflake tanks from 60s era choppers to alloy race tanks and everything in between reside up in the rafters. According to the ubiquitous website, Baxter Cycle has a full range of new and used modern Triumph and Royal Enfield models, as well as a full showroom of vintage beauties some lovingly call “the museum.” Our lineup of motorcycles can accommodate any rider–whether novice or experienced, short statured or big and tall (like Stretch), easy-going or roaring with adventure— and any rider’s preference for modern comforts or classic mechanics. Our goal is to help you find and ride the bike of your dreams! EVENTS One of the great traditions in Southwest Iowa is open house/auction/demo days/pancake breakfast hosted by Baxter Cycle. Even with the pandemic and Derecho the 40th Annual event took place as scheduled in August. Triumph and Royal Enfield rolled their event marketing semis and provided a full fleet of demo bikes. After years of selling their own inventory, Baxters’ began taking consignment bikes from customers. This year VanDerBrink Auctions sold off noted collector Kim Ferry’s personal collection encompassing more than 50 years of tools, shop equipment and motorcycles including HarleyDavidson, Indian, Triumph, Honda, Norton, Ducati and more. An old Indian dispatch tow and a couple of the last consignment bikes were still in the building across from the open lot where the bike show was held. Like the rest of things happening in Marne, it was over the top! “We had a much bigger crowd than we expected,” Randy admits… downplaying the magnitude of the event and draw of customers from around the world for the festivities. Build it, and they will come… Indeed!

311 4th Street Marne, Iowa 51552 712-781-2351 https://www.baxtercycle.com/

BRAND ON THE MOVE

Catching Up With SSR Motorsports’ Jeff Li And Mel Harris By Jean Turner Photography By SSR Motorsports

early two decades ago, a pit bike brand called SSR Motorsports was founded by the Li family in Southern California. SSR set out to offer small off-road motorcycles sourced from China through American dealers. The business plan called for affordable models with U.S.-based customer service and parts support. Since 2002, SSR Motorsports has been on a steady growth spree, expanding their offerings to now include full-size dirt bikes, street bikes, scooters, electricpowered bicycles, kids balance bikes and even a UTV. Along the way, SSR Motorsports also picked up the U.S. distribution for Benelli Motorcycles in 2016 — the Qianjiang Group-owned Italian brand with some big releases rumored to be arriving in the U.S. this fall. Now under the direction of General Manager Jeff Li and VP of Operations Mel Harris, SSR Motorsports continues to thrive, even amid the wild ride that is 2020. We sat down with Li and Harris to hear about SSR Motorsports’ expansive line of product, the Benelli line, and their rather impressive dealer network. Li and Harris also talk QC in China, R&D in the States, why SSR took the bold step of entering into the full-size dirt bike space, what might be coming next for the ever-evolving brand that seems to have no shortage of tricks up its sleeve. Give us some background info about SSR Motorsports: JL: We started SSR Motorsports in 2002 with the small off-road motorcycles. And it was started by my dad and my uncle with the idea to bring something in with quality for kids at an affordable price and also to provide good customer service. The only thing we did for about six years was pit bikes, anything from 70cc all the way up to about 150cc at the time. We participated in the

Mini Moto races in Vegas every year. We were pretty big on R&D at the very beginning. To make sure the bike performed well and held up against all the competition out there. About 2008, the market changed. Pit bikes went down a little bit, so we started to go toward scooters when the gas prices went up. We did 50cc and we did 150cc and it was a same idea — to have something with quality that was also affordable. After that we started to increase the line even more. We got into full-size dirt bikes with the 250s and 450s and also midsize dirt bikes with 150 and 189. In 2015, we also signed an agreement, and in 2016 we became the exclusive distributor for the Benelli brand in the U.S. Since then we’ve brought in the 300cc Benelli street motorcycles, the 600cc and also the 135. Along with that, there’s the two scooters they have, the 150 fuel-injected and the 250 fuel-injected scooter as well. That’s very competitive in pricing and also gives good margins to the dealers. We also have our own SSR line of street motorcycles with the Razkull and the Buccaneers. All the way up to today we still work on new products and we’re looking at about three to four new products a year. So that’s a little bit about us. We’re a company that distributes our sports equipment at an affordable price with good customer service with a lot of attention on quality. SSR is a bit of a sleeping giant in the U.S. Tell me about the dealer network: JL: The dealer network is about 320 dealers in the U.S. So I don’t think we’re sleeping anymore! I think we’re full-speed ahead with enough dealers around that a customer always has an option around them for either to get a new vehicle, see new vehicles in the showroom, and also to get parts and get their bikes serviced.

MH: One thing our big dealers really appreciate about SSR is our ordering. Our business plan is to have product available so they can order as they need product, on a daily, weekly or monthly basis. Of course, right now, we gotta admit with the way the market exploded, we’re running back orders. But normally, and I use the word normally, we have inventory that the dealers can order and receive on a daily/weekly/monthly basis, whenever they need it as opposed to quarterly, or an allocation system that they order and then wait. With us, we will normally ship it within two days. Are all 320 SSR dealers also Benelli dealers, as well? MH: If they want to be. We have some dealers, Jeff will tell you, that were grandfathered in. But it’s been Jeff’s and my effort to get as many of the big-four-type dealers as we can. Simply because they have floor traffic coming in the door. There’s more chances they’re going to see one of our bikes and purchase it. We could name off some dealers that have come on board that do a good job for us. Our list of big-four-type dealers are almost like who’s who in the industry.

We’ve got multiple technical staff on our team now that brings their specialty to every segment of that. So really, there’s more talent at the company here in California that’s increased the number of people. The company has increased with each new segment that we have added. On the Chinese side, we have about two people at each factory during an SSR production run, and it’s multiple factories, so we have a traveling quality control team in China. They’re natives there, so they’re there full time. Sometimes they stay full-time at the factory throughout a production run. That team has expanded to four now. It has to do with our increase everywhere. If they’re short-handed, we increase the team as well there. The mission has always been the same. Everything’s just expanded now. Back to pit bikes, SSR has a very expansive line. What are some of the biggest sellers? JL: The bigger sellers for us are some of the more affordable models that we call base models. And we’re looking at the 70 Automatic. We can get a lot of kids into riding and into racing, basically into the sport. It’s electric start, full automatic [clutch/ shifting] and it has a tether cord on it that parents can walk alongside their kids as they learn. We also offer optional accessory training wheels for that model, as well. The next are our 110 semi-automatic and manual clutch 125cc pit bikes. After that we have our racing lineup that are 125s and140cc. They’re higher in price, but those are still very affordable. They’re about $1,500 to $2,000 range and those are geared more toward the adult pit bike racers.

Pit bikes were so huge about 15 years ago, and it seems like more recently, perhaps due to the coronavirus, they are making a resurgence. Do you see that happening as well? JL: Yeah. It’s not necessarily with the coronavirus. With COVID I think it just kinda blew up with everything that relates to motorcycles and outdoor sports. Back in 2008, things went down for the pit bikes, but for our company, our volume has always grown. Even since then. It’s just a lot of the activity around it has dropped off. The demand for something with quality and affordability has always been there. What we’ve seen in the recent 2-3 years is more resurgence in pit-bike racing. There’s a lot of individual local races that are popping up, starting on the East Coast. Now it’s come to the Midwest as well. And we see it now on our side [West Coast], too, with more local events and also these races getting incorporated into outdoor motocross races as well.

The full-size bikes that have come out more recently, 250, 300 and 450, seem to be creating quite a buzz. Tell me about SSR’s venture into the full-size bike range. JL: Looking at the market, all the dirt bikes have gotten very expensive, into the $9-10,000 range. So we wanted to come in with something more affordable, but also competitive at the same time. We started about 2013 with a 250 and went up to a 450. We had a racer for us, his name is Jeff Willoh. He raced for Honda of Troy back in the early 2000s. I think he won one of the Supercross races in San Diego. We decided to put him on our full-size dirt bikes. The first year he rode SSRs, he was racing in the WORCS and he won his 40+ class. So that was up against all the Kawasakis and KTMs. Continued on page 28

SSR has always had an eye on quality and service. Tell us about the steps you take in quality control and R&D in sourcing bikes from China. JL: We’ve done R&D from the start. I think the biggest difference now is our product line has expanded. And it’s required us to get talent for R&D for different segments of the powersports industry. Before we were only working on pit bikes, now we’ve got a UTV in our lineup, we’ve got street motorcycles in our lineup, we’ve also got new product coming from Benelli, a 500cc adventure bike and Scrambler.

SEPTEMBER 2020

Continued from page 27 That bike lasted for another two seasons after that with no mechanical failures. All we did was the regular maintenance on it, we upgraded some parts to be more heavy duty for bigger races, but other than that, the engine held up, the major parts on the bike, stock parts held up. That even surprised us, the durability of it, and the competitiveness of it. There are a few other European companies that have expanded out into that 300cc range, and we saw a need for affordable options in that space, so we went for that, as well. This bike has gotten pretty good reviews from different publications and it’s gotten very good feedback, as well, from some of the riders that our dealers sponsor. The SR300S seems like a pretty modern bike aside from the fact that it’s carbureted. Is EFI something that is eventually going to come? JL: Yes. We’ve been working on that development for several years now, actually. We want to make sure the product is right before putting it out. We also know that some people do actually prefer carbureted bikes in that they can modify them easier. There’s a lot of things you can still do to those bikes while EFI kind of limits those things, and depend a lot on the aftermarket. Still, I think the whole direction the industry has taken is toward fuel injection. We’re definitely heading that way, as well. Can you tell us about what’s coming next for Benelli? You mentioned a 500cc adventure bike. JL: The Benelli TRK502 is an adventure bike, 500cc twin, and those will come in a couple different trims. We have the regular street version, and we’ve got a more aggressive offroad version with knobby tires. And also another version with two saddle bags and the top trunk, as well. That one, we will tentatively have for October.

We can see around the world there are other larger displacement Benelli motorcycles. Will those eventually come to the U.S.? JL: Yes. Eventually we will have more of their lineup. Some of the larger displacement bikes they showed at EICMA 2019 have not been released yet. With the Benelli motorcycles, we do go through our own testing over here before we release them for the U.S. Now talking about e-power, there’s also quite an assortment there on the SSR side, so tell us about the Sprinters and the Vipers and the SEEV-800… I don’t even know what we call that. JL: We started in 2013 with the electric fat-tire bikes. The Sand Viper, it’s a 350-watt and also a 500-watt. We’ve offered that to the luxury bicycle world, and we’ve offered it to the powersports dealers. It wasn’t until about a year or two years ago we started to see more interest from the powersports dealers. Those two models are doing pretty well now. Some of the other electric products, we came out with a SEEV800. That one is a fat-tire electric scooter. It’s the first of it’s kind out there. Some dealers have done really well with it. The main ones are near the beach cities, where they can take it on the boardwalk, sometimes on the sand. And also in the retirement communities, as well. We also have another company that we work with that put a golf rack on theirs. So some of the golf courses out there have this vehicle that they can use on the golf course. And I think they’ve allowed this special scooter because the wheels are so wide, it won’t tear up the lawn. After that, the newest electric models we’ve come out with are the Sprinters. Those come in a 12-inch and 16-inch. They’re basically to get kids into motorcycling. Something that they don’t have to pedal. It works with a throttle, it works as a motor, but it’s small enough that right after they start riding these balance bikes, they can learn to balance, they can jump right in and start riding already. And we also have an electric four-wheel quad for kids. The line’s really expanded and they’re all priced very well, competitive in the market, a lot more affordable, and they help get kids into the sport. Does SSR have any interest in coming out with a twostroke in the full-size segment? JL: That’s something that we’ve looked into and we’ve worked on. It doesn’t have a close coming-to-market phase, but it’s something our team’s worked on. Is Canadian distribution coming soon for SSR?

I know that there has been supply interruptions in Italy [due to COVID]. Is everything still moving okay there? JL: Everything is picking up again. I think just the rush of how the motorcycle demand has grown has caught everybody off-guard. Also, with China recovering from the coronavirus, people getting back to work has been a bit slow. With all the delays added together, I think October is a pretty safe target.

JL: Right now the answer is no. Down the road it is possible. But the U.S. is very big. We want to make sure we have all the dealers in place for the customers. We want to be sure that we can support those customers with parts and the service that they need. We don’t need to reach out too far. But we definitely want to make sure that the U.S. is covered very well before we think of moving on.

You also mentioned a scrambler, is that the long-awaited Leoncino?

What’s coming next for SSR’s rapidly changing and expanding product line? What segments should we keep an eye on?

JL: Yes. The Leoncino is all on the same timeline with the TRK502. They will be released together.

MH: Well, we’d rather not say the segments because everybody will start guessing too much, but they know about the Benellis, the TRK502 and the Leoncino. But the other secret stuff that we hope to have for the fall, they’ll have no idea what’s coming.

ANSWERRACING.COM

Dealernews Research By Dr. Paul Leinberger

KICKING ASS IN A TIME OF CRISIS

Consumer Confidence Survey Says…

eptember marks the beginning of Fall and it is the month when many businesses begin their planning and budgeting process for the year ahead. One important aspect of the planning process is gauging consumer sentiment. Understanding consumer sentiment is critically important because more than 70% of the nation’s GDP is driven by consumer spending. Understanding how your customers feel when they walk through your doors (either virtually or properly socially distanced) may be the difference between success and failure in the coming year. The amount of confidence Americans have in the economy and their own financial security has an excellent record of predicting the future. When consumers feel financially secure and are optimistic about the year ahead, they tend to increase their discretionary spending – on products like motorcycles and ATVs, and the economy grows. When they are worried about their financial future and are uncertain about what the future might bring, they tend to spend only on the products they need, and the economy slows. Given the level of uncertainty that still pervades our lives and the very real possibility that COVID-19 could be with us through much of 2021, it is more important than ever to understand how consumers are feeling. The future of your business may depend on it. Every month The Conference Board, a member-driven think tank, does a Consumer Confidence Survey® that reflects

prevailing business conditions and likely developments for the months ahead. The report details consumer attitudes and buying intentions and is a widely accepted measure of consumer sentiment. In August, the Conference Board Consumer Confidence Index® declined sharply. “Consumers’ optimism about the short-term outlook and their financial prospects declined and continues on a downward path,” said Lynn Franco, Senior Director of Economic Indicators at The Conference Board. “Increasing concerns amongst consumers about the economic outlook and their financial well-being will likely cause spending to cool in the months ahead.” The percentage of consumers claiming business conditions are “good” declined to 16.4%, while those claiming business conditions are “bad” grew to 43.6%. Consumers also indicated that they are increasingly pessimistic about the next six months. Only three-in-ten (29.9%) consumers believe business conditions will improve over the next six months while those who expect business conditions to worsen grew to 20.5%. The good news, if you can call it that, is that the sentiment index is not nearly as pessimistic as it was in the two most severe recessions that occurred in 2008 and 1980. To an optimist, the sentiment index suggests consumers are cautiously optimistic and believe the economy will turn around sometime in the next year. To a pessimist, the sentiment index suggests that further declines are yet to come. Either way, consumers are uncertain about the future and uncertainty drives caution. What is unique about the current downturn is that it cannot be reversed solely by economic policies. The Federal Reserve Bank can only do so much and federal and state fiscal initiatives can only partially alleviate the current crisis. The economic crisis will not end without a vaccine and effective treatment for COVID-19. Consumers understand this and it factors into their level of confidence. The current crisis has not only impacted consumers’ finances; it has also impacted the rest of their lives. According to the University of Michigan’s Survey of Consumers, 45% of all consumers say their lives have changed a great deal due to the coronavirus, while just 20% reported little or no change. 60 percent are worried about their family’s health and 20% say they have been negatively impacted by required social isolation. It is no wonder then, that consumers look to the future with uncertainly and a sense of caution. What does this mean for you? You can expect consumer confidence to recover with fits and starts tied to progress on the coronavirus. For the next twelve months or so, become an armchair economist. Monitor closely The Conference Board’s Consumer Confidence Index® and the University of Michigan’s Consumer Sentiment Index. Taken together, they will give you an excellent sense of how your customers are feeling. If your customers are growing more pessimistic, provide them with reassurance and stock your shelves with value-based products and increase your inventory of used bikes. If they are beginning to feel better, focus on your new products and give them reasons to visit you (either online or in person).

The recovery is likely to be slow. However, no one knows. So keep a close eye on the consumer confidence numbers and, as our fearless leader, Robin Hartfiel so artfully puts it, keep “kicking ass in a time of crisis.”

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

Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Market Insights Power The Market Values

ounterintuitive as it may sound, the powersports market was doing better at the height of the pandemic (through the end of May) than it was doing in December of 2019. Although sportbikes remain soft, other segments are exploding. MIC data through Q2 pegs new unit dirtbike sales being up more than 50% and dual-sports are doing better than 20% than last year. Even scooters are up! In the motorcycle segment, cruisers recovered their steep early spring decline and are now averaging only 1% lower pricing than last year. Sportbikes showed no such recovery and no May-June rebound. However, the amount of traffic views for both sportbikes and cruisers continued to spike through the end of May. Average pricing for both these segments continues to trend ahead of 2019 as well. While not tracked and reported by MIC, side-by-sides lookups are trending even better than street motorcycles. The

utility segment outperformed May-June 2019 by 2.8% on average, although still slightly behind 2018 levels. The sport UTV segment continues to bring pricing stronger than in the last two years, 4.3% ahead of 2019 and 1.0% ahead of 2018. Since enjoying motorcycles and side-by-sides is a mostly solo endeavor, our industry remains largely unaffected by the need to social distance. Pricing in the most recent period suggests buyers are eager to get back on the roads and trails… and now with a second wave of the pandemic threatening to impact Q3/Q4 these traffic views are a positive harbinger. Most segments of the powersports’ industry rebounded nicely from the early stages of the nationwide shutdown, with all but sportbikes showing a typical seasonal increase in pricing and look-up traffic in all sectors spiking in May. Look for the counterintuitive traffic patterns to continue!

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

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Dealernews Research By Don Musick

UNDER THE HOOD

This Is Where The Fun Really Begins! Part II

ikes! What does all this stuff mean? Not to worry, for us it will just be a copy and paste exercise! Obviously I don’t expect you to manually pound this code into the Apps Script Editor, so here’s a link to the code source where you can grab the necessary code and paste it into the Editor (code source). The code is easily copied to the clipboard by clicking on the “copy” icon in the code window as shown below.

Now let’s switch back to the Apps Script Editor in your browser and delete the three lines of code in the “Code. gs” page. Finally, right-click in the blank code window and select “Paste”. With the GOOGLEMAPS Apps Script pasted into the Editor, you’ll notice that the name of the script shown in the Editor Tab and side margin still reads”Code.gs “. To give the script a more meaningful name, click the drop-down icon next to the margin title and select “Rename”. In this example we’ve renamed the script “Drive Time Calc”.

Continued on page 36

SEPTEMBER 2020

Continued from page 35

To save the Project and Apps Script code to Google Drive, you can select File>Save from the Editor menu or click on the “Save” icon on the Editor Toolbar. This ensures that the GOOGLEMAPS.gs script will always be associated with the “Test Retail” Google Sheet. Once again, the procedure above is a lot to unpack, but fortunately the script link above also includes a “how to” explanatory YouTube video (the first video). If you’re really into understanding how the GOOGLEMAPS Apps Script works, you can check out the second video. TAKE ME HOME COUNTRY ROAD Returning to the “Test Retail” Google Sheet, we’ll add two new data columns that will work with the GOOGLEMAPS Apps Script. As outlined above the script requires a start address (customer) and end address (dealer). It also requires a third text parameter (return type) which tells the script what sort of data is returned by the Google Maps routing service. This parameter can take on any of four different values: 1) miles, 2) kilometers, 3) minutes or 4) hours. The script requirements are nicely summarized at the top of the GOOGLEMAPS Apps Script as shown below. The two new columns are labeled “Drive Time (Min)” and “Drive Time (Hrs)” (only the first column will use the Apps Script). In the first row cell of the of the “Drive Time (Min)” column, the following formula is entered: =GOOGLEMAPS(k2,l2,”minutes”) as shown here. After pressing the Enter key, the cell will display “….loading” after which the shortest drive time between the two addresses will appear in minutes. The Google Maps routing service calculates the minimal drive time between addresses taking into account current traffic conditions. Consequently, drive times may vary depending on the time of day. Finally, the Apps Script formula can be copied and pasted into the remaining records as outlined above. Note that a simple formula of “=Drive Time (Min)/60” is used to calculate the last column. Again, I recommend copying both of these formula columns and pasting their corresponding text values to avoid repetitive queries to the Google Maps routing service which does have a daily quota. Take a deep breath Padwan! If you’ve made it this far you’re ready to take the next step: “TO INFINITY AND BEYOND” (This is where the fun actually begins).

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

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VIEWS ON THE PANDEMIC FROM TOP CHANGE AGENTS Part II By Larry Daniel

s reported by the U.S. Bureau of Labor Statistics (www.bls.gov), unemployment rates coming in April relative to March 2020 shot higher in nearly all sectors. Some sectors such as hospitality, retail trade, education and business services experienced tectonic shakes, while others such as information services, utilities and financial service organizations were less affected.

recovery. Analysis issued in May by the Boston Consulting Group (www.bcc.com), for example, conveyed expectations for either a V-shaped recovery or a U-shaped recovery.

Deloitte’s website (www2.deloitte.com) drills into sectorspecific impacts with excellent commentary and infographics examining how consumers are shifting what they are spending and how they spend it. Greater portion of consumer budgets are shifting into staples such as groceries and household goods, while expenditures in apparel and electronics have trended downward. In many sectors, 30% or more of the purchasing is occurring online. Deloitte’s site has tracked the depth of the COVID-19 impact on different industries, as well as each sector’s prospects for recovery. The Hospitality and Fitness space, for example, is gauged to have severe disruption, while Power & Utilities have been much quicker to return to economic stability.

It is not unusual for industry pundits to express more optimism for economic futures than economists, and much of the story has yet to unfold, however, economic reports and upticks at the end of May and June have recently reinforced beliefs that a U-Shaped recovery is possible and many are hopeful that a swoosh-shaped recovery can be avoided. Whatever the pace of economic recovery might be, our country’s largest consultants agree that business will forever be changed, and that COVID pandemic has pushed us into a season of faster change.

Notably, the degree that sectors have been dealt different challenges with COVID also contributes to different geographic recovery trends, as areas centered around resilient sectors (such as power and utilities) have fared better than those who are most closely tied to the more heavily damaged sectors (such as hotels, restaurants, health & wellness). Coupled with the reality that the virus has migrated around the US at varying rates (as illustrated on usafacts.org through June 30, 2020), conditions have varied considerably for consumers in different geographic markets area the country. Throughout the second quarter, most strategy consultants were generally expressing confidence that a U-shaped recovery was imminent, while research economists tended to anticipate an even longer ranging L or swoosh-shaped

In contrast, a poll conducted for analytics website fivethirtyeight (https://fivethirtyeight.com/) demonstrated that economists were anticipating a more-drawn out swoosh-shaped recovery.

Leading consulting agencies such as Accenture, Bain, Boston Consulting Group, DeLoitte, KPMG, McKinsey and PriceWaterhouseCoopers are recommending that companies focus especially on strengthening their digital sales channels, analytics and communications to keep pace with rapidly evolving customer dynamics. As business underwent a series of shockwaves this Spring, many consumers were getting their first deep dive into a digital world. Though millions have been on the web managing their finances and travel reservations for years, the degree of digital interaction that occurred this Spring was unprecedented. Many consumers learned to buy staples like groceries and apparel online for the 1st time, and nearly all of us leaned heavily on web conferencing tools to keep in touch with friends, family, and business colleagues. As a by-product of these cultural and behavioral developments, it is clearly now more important for businesses to chart a fresh course for digital marketing and support communications. McKinsey, particularly, has been outstated recommending to all its readers that they would be wise to re-chart their “customer journeys.”

The strategists’ advice to see the new world through their customers’ eyes seemed poignant for us all. Personally, the circumstances today prompt me to think of one of the classic quotes from Winston Churchill. In the midst of World War II, after battling against Nazi Germany and winning the “Battle of Egypt”, Churchill spoke about the British victory stating “Now this is not the end. It is not even the beginning of the end, but it is, perhaps, the end of the beginning.” Today, his words seem particularly apropos as we ponder the continuity or normalness of the times.

COVID-19 forced us to re-examine lives that we took for granted just months ago and the pandemic has forced a dramatic shift in many consumer behaviors. It may be some time before we’ve gain clear perspective on the range of change that has accelerated around us. After examining the analysis from our nation’s top strategists, though, it’s clear that the world is more susceptible to change than ever before, and we’d be wise to plan carefully how we can change with it.

Larry Daniel is the Managing Director of Sextant, a Colorado-based firm focused on Development, Operations and Marketing for Dealers and OEMs across the motor vehicle industries. Feel free to reach Larry at 719-362-0070 or email at ldaniel@sextantusa.com.

SEPTEMBER 2020

QUITE THE REVELATION

Angelle Sampey Sets eRecord Page 42

ZERO AT THE TOP OF THE WORLD A Number Of Firsts For Female Rider Page 43

SMASHING INTRODUCTION Vanderhall Navarro Video Page 45

CURRENTS+

QUITE THE REVELATION Angelle Sampey Sets eRecord

Powered by the Harley-Davidson Revelation electric powertrain Pro Stock racer Angelle Sampey piloted a LiveWire to records for elapsed time and top speed by an electric-powered production motorcycle on a drag strip. On September 4, the three-time Pro Stock Motorcycle champ swapped her Vance & Hines FXDR Pro Stock bike for a LiveWire and laid down world record-breaking runs on the quarter and eighth-mile. Sampey lowered the eighth-mile ET to 7.017-seconds and then turned a quarter-mile pass in just 11.156 seconds at 110.35 mph. For the record, the 2020 LiveWire is limited to 110 mph top speed. Both records were set during exhibition runs at the Denso Spark Plugs NHRA U.S. Nationals at the Lucas Oil Raceway in Indianapolis. “Let me tell you what’s amazing,” said Sampey. “That was the first time I rode the LiveWire. I could not wait to get it on the track. The LiveWire is so easy to ride. Just twist the throttle and go, and you really go!” Sampey and her Harley-Davidson Screamin’ Eagle/Vance & Hines teammates, Andrew Hines and Ed Krawiec, made a number of head-to-head runs on stock LiveWires, with Sampey posting the quickest times. Sampey is the winningest female in motorsports history with three-time Pro Stock Motorcycle championships (2000-2002) and 43 Pro Stock motorcycle wins. As Sampey proved in Indy, the instant torque provided by the Revelation “motor” delivers instant acceleration. The LiveWire can go from 0 to 60 mph in 3.0 seconds and 60 to 80 mph in 1.9 seconds. Because maximum torque is always on tap, roll-on acceleration for passing from any speed is outstanding. An optimized center of gravity, rigid aluminum frame and premium suspension components give the LiveWire dynamic handling, while the battery is good for a range up to 146 miles, according to The Motor Company. The 2020 LiveWire produces minimal vibration, very little heat and minimal sound, all of which enhance rider comfort and creates a unique riding experience, even on the drag strip.

WCGH DETOUR

Diego Cardenas was hoping to spend his 50th birthday in Spain… then the COVID came. He needed a new plan, but it had to be something that allowed social distancing but was also memorable. Riding his LiveWire from the U.S./Mexican border to the U.S./Canadian border using the West Coast Green Highway, WCGH became his detour for the trip to Spain. WCGH is a network of electric vehicle DC fast charging stations located every 25-50 miles along Interstate 5 and other major roadways in Washington, Oregon and California. “I wanted to be a part of Harley-Davidson history and have my future grandkids be able to talk about how their grandfather was the first H-D electric motorcycle owner to do such a ride,” said Cardenas. “I wanted to show the world that electric charging infrastructure is growing and be an inspiration for others to try riding electric motorcycles like the LiveWire.” He started from San Ysidro, CA, and rode 1,400 miles. On his 50th birthday, he reached his goal by making it to the U.S. Canadian border town of Blaine, Washington. Along the way, he did live social media reports of his progress and he also made plenty of stops along the way to do a bit of sightseeing with his wife and eight-year old daughter who were along on the trip in a car. “The trip was unbelievable, such a great journey,” said Cardenas. “The West Coast Green Highway is a really good idea, there are so many options that you can be confident you will get to where you need to go. Also, if you pull up and cannot use one charger, you have additional ones super close by. Please spread the word, this is so doable. If you have an electric motorcycle, or any bike, just get out and ride during these challenging times. Do a road trip, it helps during these stressful times to free your mind and body to see new things.” For more details on the WCGH click here: http://www.westcoastgreenhighway.com/index. htm#/find/nearest

ZERO AT THE TOP OF THE WORLD

Miriam Orlandi’s 4,350-mile (7,000 km) journey is a first in a number of ways: She’s the first to do such a long-range trip on the new fully faired Zero SR/S electric sportbike, she’s the first to ride an electric motorcycle to the northernmost tip of Europe and she boosts the underrepresented female presence in longdistance e-moto riding. Miriam’s journey averaged around 207 miles (333 km) per day. And since the Zero SR/S doesn’t offer DC fast charging, she charged with a combination of Level 2 charging (around two hours to a nearly full charge on an upgraded Zero SR/S) or Level 1 charging (overnight on a standard home wall outlet). She rode from Brescia, Italy, to North Cape, Norway — 4,350mile — in just 21 days. Miriam’s trip demonstrates that even a Level 2 charging electric motorcycle can perform long-distance rides. At a certain point it comes down not just to the motorcycle, but to the rider as well.

TO BOLDLY GO WHERE NO DEALER HAS GONE BEFORE…

In the past 20 years, Windy City-Fox Motorsports has expanded to 15 locations in Northern Illinois and Southern Wisconsin. To develop new customers, the Chicago-based operation also runs Chicago Motorcycle School, Chicago Motorcycle Rentals and Chicago Motorcycle Tours to keep more riders actively engaged. Given this horsepower, the flagship dealership Chicago HarleyDavidson was looking for a little star power for their latest promotion. Who better to boldly take them where no dealer has gone before than Captain James T. Kirk himself, William Shatner? The Star Trek actor’s personal 2019 LiveWire is being auctioned off. “This is my very own bike. I hope you love it as much as I do,” says Shatner. In addition to signing the title over, the Boston Legal star will also autograph the tank and treat the winner to lunch in LA for a once in a lifetime conversation. Bid on brunch and the bike here: https://www.chicagoharley.com/shatner

CURRENTS+

equipment to foster a growing community of LiveWire owners and electric vehicle (EV) enthusiasts. Adding to the value proposition is free juice. LiveWire motorcycle owners in Canada and the U.S. receive free charging for two years on ChargePoint stations at participating Harley-Davidson dealerships. Additionally, LiveWire owners in the U.S. receive complimentary charging up to 500kW for two years from their delivery date on the Electrify America network.

CELEBRATING NATIONAL EV WEEK LiveWire Style

California Governor Gavin Newsom upstaged HarleyDavidson’s plans to celebrate National Drive Electric Week when he signed an executive order that would end the sale of all new internal combustion engine (ICE) vehicles in the Golden State by 2035 the week before. To put this in perspective, California’s nearly 40 million people currently account for more than one out of every 10 new cars sold in the U.S. National Drive Electric Week, set for September 26-Oct 4, 2020, is a nationwide celebration to raise awareness of the many benefits of all-electric and plug-in hybrid cars, trucks and motorcycles. To celebrate, Harley-Davidson is extending opportunities to ride, charge and experience LiveWire to bring the accessibility of exciting electric vehicle (EV) experiences to a global audience. “Harley-Davidson stands for the timeless pursuit of adventure,” said Jochen Zeitz, Chairman, President and CEO, Harley-Davidson. “We build machines that unlock adventure to find freedom for the soul. Harley-Davidson’s first electric motorcycle, LiveWire, is a shining example of how we innovate to inspire this mission and how we are leading the electrification of motorcycling. It’s a premier experience that can only be truly understood after riding it.” Zeitz notes the LiveWire leads in the electrification of motorcycling by pushing EV technology forward in pursuit of advancing and growing the segment. “Through global partnerships, activations, and creating experiences that challenge the capabilities of EV propulsion, Harley-Davidson continues to not only innovate and inspire the EV segment of motorcycling, but to lead in that segment’s growth.” The eBike is backed by a global network of Authorized LiveWire Harley-Davidson dealerships, each equipped with DC Fast Charge stations and specialized training and

ICING ON THE CAKE Ösa Wins 2 German Design Awards!

“Being recognized for the Ösa by the German Design Council is a true honor and amplifies CAKE’s mission of inspiring towards a zero-emission society — combining excitement with responsibility,” says the Swedish eBike’s boss Stefan Ytterborn. Winning TWO of the design awards is unprecedented. It was also gratifying that the Germans got it, adds Ytterborn. “While the Ösa is a super simple and easy to operate motorcycle, it’s a somewhat complex creation; it’s an electric vehicle that has the modularity of LEGO — sort of a hybrid between a truck and a Swiss Army knife. While it serves individual needs for transportation, its main attribute is the ability to facilitate so many activities while off the bike through its mobile power station,” he explains. “The access to power can bring traditional pursuits to new, virgin places and create entirely new experiences. The possibilities for adventure and work are nearly limitless and that’s something we’re super excited to enable for riders around the world.”

SMASHING INTRODUCTION

Vanderhall unveils one of its greatest ideas yet... “In an effort to provide new and disruptive products to bolster our dealer’s profitability, cement our brand’s status as the premium powersports manufacturer, and expand our total market share, Vanderhall is pleased to announce the Navarro as our next evolutionary model. The four-wheel, all-electric, off-road Vanderhall Navarro will have many groundbreaking technologies and firsts for any production powersports model,” said R. Scott Bell, Vanderhall COO.

The video release first references the 200,000 square foot expansion that effectively doubles Vanderhall’s existing production space “to make room for one of our greatest ideas ever.” Then it teases a supposed Three-Wheeled Venice Off-Road Edition as that idea. However, a huge 30,000 lb. concrete block suddenly falls onto and crushes the prototype in a ball of flame as a silhouetted off-road vehicle rumbles up on top of the wall and crushed Venice, introducing the actual new model, the Vanderhall Navarro. https://www.youtube.com/watch?v=KjDpgeQ7Vuc

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

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FOUNDER

Scot Harden scot.harden@harden-offroad.com

harden-offroad.com

SHOWTIME

BEHIND REVEAL THE SCENES MOTO

Remembering VirtualMarty Trade Smith Show Page 48

AMERICAN FLAT TRACK WINNING DESPITE THE ACCSELLERATE THE SALE CRAZINESS Is Gonzo Corey In There? Going Indy

50 Page 56

HEADS UP!

+ MIPS Technology THE NEED PRESS FOR SPEED PASS Trunk Show

Best In Mavericks The Desert Head Beats To 48 Bonneville The Odds PAGE Page 74

Dainese | Dainese uses innovation and new technology to create protective gear and clothing for riders of all disciplines. https://www.dainese.com/us/en/

VIRTUAL TRADE SHOW REVEAL MOTO Digital Media Conference

ack in late April, ECHOS Communications, an agency for outdoor, active lifestyle, moto, cycling and consumer tech brands, hosted REVEAL OUTDOOR. The event brought together more than 45 brands, over 300 registered journalists (60-120 journalists logged in for each of the brand presentations). Based on feedback from the media and participating brands, the agency decided to attempt a motorcycle version to fill the void left by the departure of the EICMA and INTERMOT trade fairs in Europe. “Moto is such an incredible tribe of people, and riding is still an activity that we can do during COVID-19, yet many of the traditional opportunities for brands to connect with the media have been cancelled or postponed and the future remains uncertain,” explained Rob Reedy, founder and CEO, ECHOS Communications. “We are proud to launch REVEAL MOTO, the next iteration of our REVEAL digital media conference series.”

ABUS | ABUS manufacturers safety and security devices for motorcycles. The ABUS GRANIT™ Detecto 8078 SmartX is a Bluetooth motorcycle lock that uses your smartphone as its key, remembers its location, and equipped with an alarm if tampered or moved. www.abus.com/eng/Mobile-Security

“The success of REVEAL OUTDOOR demonstrated that we have the foundation and the team. REVEAL MOTO offers continuity for both brands and the media, and the format opens the door to a much broader, global audience and to new and interesting ways for brands to tell their stories and demo new products by integrating video, athlete interviews, 3D models and more.” Curated specifically for the media, REVEAL MOTO offered two separate time slots on July 29th to accommodate both North American and European brands and media. Each brand had a 15-minute segment to present their latest product. Presenters in multiple countries and time zones were seamlessly able to present product, videos and answer live Q&A from the media… well almost seamlessly! Due to a variety of technical difficulties, Dainese dropped from their time slot until later in the program to get things dialed in. From some of the biggest brands in Europe to a pinstripe place in Salt Lake City, and even the virtual world with CROIG, the REVEAL Show had something for just about everyone. Thanks to ECHOS for letting Dealernews crash the party!

SA1NT | Designed for riders by riders. Saint is passionate about motorcycles but tired of compromising looks for safety, or safety for fashion. Saint apparel delivers great freedom and form, with world-first single layer protection. With no bulky layers or liners, we provide the very best in strength and impact abrasion resistant denim, while maintaining a classic style. https://www.saint.cc/

Chrome Industries | Global manufacturer of messenger bags, backpacks, utility wear for moto & bike. https://www.chromeindustries.com/

MAGURA | MAGURA produces and sells brakes as well as other components and accessories for all cycling disciplines: brake discs, brake pads, adapters, mineral oil. https://www.magura.com/en/components/

Koroyd | Designed to be the ultimate energy absorber, the unique welded tube construction of Koroyd was developed in response to this research, and has now been successfully integrated into a whole range of applications including helmets, sports protection, automotive, industrial and defense sector products. https://koroyd.com/

Sena | Founded in 1998, Sena’s passion for adventure and obsession with perfection fuels the brand ethos, and translates through to their products to inspire our riders to challenge the confines of their ordinary routines and pursue their own adventures of a lifetime. https://www.sena.com/

CROIG | C.R.O.I.G. stands for @CafeRacersofInstagram, which is one of the largest worldwide audiences dedicated to custom motorcycles. In 6 years, David Chang has grown the following to over 1 million cafe racer fans. From this momentum, Chang turned CROIG into a turnkey creative shop where he produces unique and creative content not only for his page but for different clients in and out of the motorcycle industry. https://www.instagram.com/croig.co/?hl=en

Stripe Cult | Paige Macy hails from SLC, Utah. She’s been painting some of the coolest helmets out there - with crazy stripe detailing, often giving a really cool 3D vibe. She’s also known for her custom Harley-Davidson Sportster - sporting a cool coffin-prism style gas tank adorned with - what else, but stripes! https://www.instagram.com/stripe_cult_ painting/?hl=en

SEPTEMBER 2020

Why is this so crucial? Stores are selling more motorcycles with fewer people than ever before. The more you can do, the more you can contribute. The more you can contribute, the more your worth. The more you’re worth, the more you can earn and the more secure your position on the team.

® THE SALE! Becoming A Triple Threat: How To Be More, Sell More & Make Yourself Invaluable By Mark Rodgers

ould you like to be invaluable to your dealership? Become a triple threat! And I mean both literally and metaphorically.

In entertainment, a triple threat is an artist who excels at singing, dancing and acting. Think Lady Gaga, Justin Timberlake or Jennifer Lopez. In football, a triple threat might be a quarterback who can pass from the pocket, throw on the move and run the ball. Think Lamar Jackson, Josh Allen or Carson Wentz. In sales, that literally might mean being able to sell the bike, handle the financing and be able to fulfill managerial duties. In service, it might mean being able to perform a service check, file warranty claims and process incoming work. Metaphorically, in any position, it means being able to fulfill multiple roles in the dealership.

Here are ideas to develop your triple threat-ness: Relentless Work To Reduce Your Labor Intensity At first blush, this might sound like someone who’s trying to get out of work. It isn’t. It’s giving you the ability to focus on the important work. Mental and physical energy in any given day is finite. Now, some people have more energy than others, and there are techniques you can use to both maximize and expertly use these reserves. But much like the battery charge on Harley-Davidson’s LiveWire there is a limit. You’ll often see sales managers burn an incredible amount of time and energy working on nonsense stuff like split deals. “But I talked to him first!” Or you’ll get division of labor complaints. “It’s not fair! I cleaned two more bikes than he did!” Petty energy sucking situations. The Roman Senate had a great philosophy for this kind of situation: de minimus non curat praetor (Yeah, I can’t pronounce it either). Loosely translated it means: “the Senate does not consider trifles.” This should be your position. My mid-western approach would be: “I can either work to secure you more leads and get us more motorcycles to sell, or I can spend time on this who cleaned more bikes. You two are adults, go work it out.” (My east-coast language would be: “Get out!”) If you want to become a triple threat save your battery for what’s important. Reverse engineer any task. Start with the end result and identify the most efficacious road to get there. Create Check Lists You can darn near run any dealership on high quality check lists. Taking a motorcycle on trade? Checklist. Putting together funding package? Checklist. Receiving an insurance estimate accident bike? Checklist. The art of creating functional checklists is the detail. You don’t want to be so detailed as to have a 37-point check list for answering an email inquiry. Most functions in the dealership can be described in four or five, or perhaps seven steps. Less than that probably isn’t worth it. More than that is too complicated. My rule of thumb is a one-page bullet pointed check list. I create the task, the objective, and then a handful of the most important steps to get it done.

Perfectionism Is A Triple Threat Killer For some, this takes them out of the running for becoming a triple threat. For most of what you do, 80% is sufficient to launch. The newsletter layout doesn’t have to be the Mona Lisa. The showroom needs to be clean, but not surgically clean. You get the idea. Oh, I know the clichés: If it’s worth doing it’s worth doing well! Okay, but here’s the thing: the other person almost never sees or appreciates the extra 20%. And like the overused effort-expended-hockey-stick chart tells you, it takes a certain amount of effort to get you to 80% effectiveness, it takes twice that to go from 80% to 90%. Often not worth it. Now, you have to use what is sorely lacking in far too many situations today. You have to exercise judgement. If I submit funding packages that are only 80% complete, my store is going to have a serious cash flow problem. If only 80% of my test rides are accident free, this is a problem. But for many other dealership tasks when you hit 80%, you’re on solid footing. Self-Talk Matters The single biggest thing preventing far too many of you from becoming a triple threat is you. You keep telling yourself you can’t do something. “I can’t talk to customers.” “I can’t use e-Leads.” “I can’t run the staff meeting.” “I can’t fill out a credit application.” Stop saying that to yourself. Carol Dweck, a professor of psychology at Stanford University, has done great work in the area of “abundancy” mentality. Abundance best described in the following under-used tale. Two shoe salesmen were sent to a remote island. When they arrived, they discovered the inhabitants weren’t wearing any shoes. They both called their respective companies. The first said, “Send me a ticket home. This place is terrible. No one here wears shoes! The second called home and said, “Send reinforcements! No one here wears shoes!” No matter what island you’re on, Dweck discovered that there was one key difference between the self-talk of high performers and others was a simple and learnable skill; using the word, “yet.” People who were suffering from scarcity mentalities and therefore were low performers would reinforce their limitations with their self-talk. They would remind themselves over and over again. “I can’t talk to customers.” “I can’t use that computer program.” People who have an abundant mentality (i.e. triple threats) would almost always add the word, “yet.” As in, “I can’t use that computer program, yet.” But I’m going to work to learn how.

Small word, HUGE difference. Add this to your self-talk and expand your horizons. Close Business Using Reasonable And Realistic Ranges Most customers do NOT need to know that their motorcycle will cost $15,283.73 before they say yes. They don’t. They simply need to know the bike runs around $15K. Or better yet, that we often see monthly payments on bikes like this somewhere between $330 and $350 per month. Closing business using reasonable, and realistic, ranges is one of the key skills that a salesperson can have. Now, I’m not talking old-timey car dealership stuff like, “Scrape ‘em off the ceiling!” Where you present extremely high dollar amounts so that anything you show them after that seems good. I’m saying quickly and easily let the customer know what this motorcycle, or this performance upgrade, or this riding gear package will approximately cost so you can cover a lot of ground quickly. Far too many salespeople get stuck in the weeds when it comes to price… And waste far too much time on the wrong product. One way I often start my Accselleration motorcycle sales workshops is by asking the question: “Have you ever spent three hours with a guy talking about a CVO Road Glide (Hey, I’m Harley-Centric, what can I say.) – a $40,000 motorcycle – only to find out they are looking for a $200 a month payment?” I get groans of painful agreement all around. Continued on page 52

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right bike, get rolling on the paperwork, then introduce you to Chris, our customization expert, and we’ll get to work making your dreams a reality.” Then I move back to the bike. With the effective use of language, I almost effortlessly stay on track. And this works whether you are leading a staff meeting, having a performance conversation with someone, working with a vendor, almost any situation can be nudged forward to your objective with language.

Don’t do that. When you can frame monthly payments or price quickly and early in the sales process, you can more expertly guide the customer to what fits them. You always have to “fit” the customer, both physically and financially. I don’t care if it is a motorcycle, a jacket, or a helmet. You have to fit both. Effective Use Of Language You also need to know where you are in the process and use your language to move to what’s your next most important step. What I see most often here are motorcycle salespeople who get pulled off track when it comes to customization or performance upgrades. The customer will say something like, Can I … make it lower? Can I … make it faster? … make it louder? … make it bluer?! And salespeople often divert from closing the bike and start talking accessories and hop up stuff. Hey, you did say become a triple threat, right? Yes, but here’s the rule: you close the bike first. Always. You don’t go on some accessory tangent potentially wasting time, remember, ruthlessly reducing labor intensity. This is why language is so important. When the customer says, can I … I respond with, “Absolutely. If you can dream it, we can do it. What we will do is find you the

Learn How To Learn, Fast! Probably the single most important skill you can develop on the road to becoming a triple threat is the ability to learn quickly. Here are the components of accsellerated learning: Identify specifically what you’re trying to accomplish: e.g. Not just answer the phone. Rather, answer incoming calls and capturing customers’ contact information. Understand why it matters? E.g. the dealership spends big money on marketing to get customers to contact us, if we don’t capture their information, we may as well put that money on the showroom floor and set it on fire. Watch a high performer do it? This is called behavior modeling. It is imperative to successfully accsellerate skill acquisition. Ask the high performer for one suggestion: What is the single most important thing to remember about doing this task? You’ll be surprised what you can learn from them having learned. And then try it immediately. Whether it’s just you and a co-worker simulating the situation, or whether it’s live fire with a customer, the clock is running. The faster you can try this new skill, the better you will be. The Road To Triple Threat Success Now, more than ever, we need people who can be cross functional high performers. And when you expand your capabilities and your contribution, you too, will be invaluable to your dealership. Now, go sell something will ya?!

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

AMERICAN FLAT TRACK WINNING DESPITE THE CRAZINESS Going Gonzo At The Indy Mile By Charlie Williams

e had the most interesting visitor in Indianapolis recently. Michael Lock… yeah, me neither. He reminded me of Robert Duvall in Apocalypse Now. “We need more bikes over here, flag wavers over there! I love the smell of race gas in the evening!” The deafening roar of V-Twins reminded me of the helicopters. The majordomo of American Flat Track motioned us in to the coolest truck I’ve ever seen, see photos for awesomeness! “Please tell Dealernews about yourself Michael.” I went straight for the jugular with my hardhitting journalistic style! “Well, when I got out of school, I went to work for Honda in England, then moved up to Honda Europe, then moved to Triumph Motorcycles, then Triumph America. After going back to college for a year, I moved to Ducati where I helped to build the brands to a strong position then to run Lamborghini America for a few years.” I consoled him that it will be okay, I’ve never been able to hold a job, either.

“But now you’re the Chief Executive Officer for American Flat Track and you’ve got me interviewing you for a big time magazine like Dealernews.” I kidded him that was some English humor. “Well thanks Charlie, that’s encouraging and in fact I am glad you are here, I need your help.”

Michael continued: “I was here in Indy 11 years ago for my first Flat Track race, it was the night before the MotoGP and Valentino Rossi was here. Kenny Roberts rode the TZ750… it was a really good experience for my first race.” First impressions count. “It was very raw, very gritty and pure… I was immediately hooked!” “Then a few years later this opportunity came up and I was really intrigued so I went for it. Now here we are, hosting motorcycle racing during the pandemic of the century!” Seems like the right guy to have the stewardship of flat track, even though it is uniquely American racing. “That’s what I need your help with Charlie, getting the story out about how American Flat Track has proactively and aggressively pursued salvaging our entire series. My number one goal… If we can’t get our 16 races in, sponsorship obligations are compromised and that would be very bad for AFT, after so many hard-fought years of growth.” So far, so good. Double-headers like the Indy Mile and combination of races without restricted fan access and COVID protocols in place, Lock has so far been able to pull off the impossible. In fact, AFT landed its first title sponsor in years despite the craziness (see sidebar). How has he been able to play the Robert Duvall role and expand AFT’s beachhead? “When the shutdown started, we contacted NASCAR and asked for their assistance,” Lock explains. “NASCAR is a substantially bigger industry and they already had an army of attorneys and experts working up their plan.” I knew I liked Michael when he said: “So NASCAR, can we lift your plan?” NASCAR said “Yes.” And soon Michael and his team were drafting their own 38-page book on how to host a race under strict COVID precautions. Michael cut his operations team to the bone, 22 people on the property. Part of that squad HAD to check every single person’s temperature and watch them autograph a ream of forms. Racers, pit people, TV camera crews and even me, the esteemed media, gets checked out every time at every venue. Actually, it was a painless procedure that went smoothly and quickly. “We promised the Indianapolis Health Officials we were going to do this event according to our COVID Protocol Book and by hook or by crook we’re going to follow the rules we wrote,” he continues. “That would be bad to get shut down breaking own rules!” We laughed and he continued: “I know the fans feel shorted, all the media and press feel slighted, but it was necessary to cut everyone but our core 22. So what I need you for is to mend fences with everyone who feels like AFT left them out! We are sorry! Just let us get this season done and we’ll come back next year bigger and better,” he promises.

Okay, I can ask the industry fans to be more sympathetic of your plight and push the TV coverage since people might not be able to get the in-person experience during this crazy season?

“Yes! Exactly Charlie! We had more than 250,000 viewers of our first race back at Volusa! TV works when we can’t accommodate the in-person experience,” he exclaims… obviously impressed with my keen perception of the obvious. “In the case of the Indy Mile Double-Header, we have an agreement in place with the Indy Fairgrounds to run with a fully socially distanced crowd comprising a maximum of 25% of normal capacity. “ We took the obligatory selfie with our masks on and Michael thanked me and motioned towards the door. “Don’t you want to know anything about me,” I asked? “Not really, I’m trying to run a race and you were 45 minutes late.” Okay maybe I did sleep in a little, but it was only half-past noon. “English humor,” he assured me as he cut me loose. Since I was now on the inside of the security perimeter with no adult supervision, I went straight to the inside of turn one instead of showing myself out. AFT was hosting a practice day before the doubleheader of racing over the weekend, apparently just for my benefit since there were no fans in the stands. We haven’t had racing at the Indy Mile in five years. The old clay based track had been modified by the equine people, they added tons and tons of sand, the new track surface looked terrible for bikes. Honestly it looks hard as concrete with sand and gravel sprinkled over the top. Continued on page 56

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Steve Morehead, the official AFT track boss, tried water and the giant brush machine to groom up the new track, but only the rubber laid down by hundreds of laps seemed to help. However, lap times were actually several seconds a lap faster 20 years ago! But as the evening went on, laps got faster and faster. I choose a high spot between turn one and two. I got out my lawn chair and enjoyed the show on a nice August night. The Fairgrounds were basically empty, skeleton crews of track workers, emergency crews… even race teams were stripped to the minimum. I was the Press… but even the media was not allowed to this COVID-closed event. Not a problem, just don’t tell Mr. Lock I overstayed my welcome. I came back to the Fairgrounds Friday night as an “Indianapolis hooligan” — my friends and I have snuck in this race track many times over the past decades… besides, 25% people allowed means 75% less security to dodge! I watched the mains from the end of the backstretch where speeds reach their maximum, 130+ mph… and security couldn’t see me!

Limited numbers of fans were allowed on Saturday night so I chose the infield and stood on the tailgate of my friend’s truck. The stands had fans socially distanced and the infield was surprisingly full, but still properly distanced. The racing was excellent and we had a very good time at the races. To see a Mile in person should be on everyone’s bucket list.

Yea we’re in a crazy time and only time will expose just how crazy things really are! Keep your fingers crossed that Michael and the AFT team can keep this great sport going! I truly enjoyed the show… and America needs for things like AFT racing to succeed to take our collective minds off the pandemic, politics and pandemonium.

AFT POINTS FUND BOOSTED Series Sponsor Secured

espite the pandemic, AMA Pro Racing announced a big addition to its family of sponsors. As part of a landmark multi-year partnership, Progressive Insurance has been named Title Sponsor and Official Insurance Company of American Flat Track. “This exciting relationship between Progressive Insurance and the AFT series comes at a time when interest in the

BRIAR BAUMAN DOUBLES UP IN INDY

t took Briar Bauman nine seasons in American Flat Track’s premier class to finally claim his maiden Mile victory and complete the career Grand Slam. It took just one day for him to earn a second! Bauman did the double with a tactical ride to win the Indy Mile II. Saturday’s rematch at the Indiana State Fairgrounds & Event Center took on a different shape compared to Friday’s Indy Mile I, as Jared Mees was determined to prevent the reigning Grand National Champion from checking out early. Lap after lap, Mees would dive back into the lead on corner entrance. Doing so not only kept Bauman corralled behind him, it also put him under threat with both Bryan Smith on the Harley-Davidson/Vance & Hines XG750R and Brandon Robinson on another Indian FTR750 running in close contention.

sport is growing fast,” said Michael Lock, CEO of American Flat Track. “We are very happy to be working with America’s largest motorcycle insurance carrier and bringing their expertise to our fanbase.” “As the #1 motorcycle insurer in the U.S., Progressive is passionate about motorcycling,” added Eric Doubler, Progressive’s Recreational Vehicle Business Leader. “We’ve been a long-standing supporter of the two-wheel community, with product offerings and sponsorship of motorcycle events, rallies and racing teams spanning over decades. This agreement marks our commitment to the sport during a key period of growth.” The sponsorship includes a $50,000 year-end points fund, awarded to the top performing riders in the AFT SuperTwins presented by Vance & Hines, AFT Production Twins and AFT Singles divisions. After taking and losing the lead on numerous occasions early, Bauman switched up tactics and spent the bulk of the second half of the race just waiting in third, leaving the Mile experts Mees and Smith to dice with each other. After Mees had secured a solid lead ahead of Smith, Bauman seized the opportunity to make the high line work, powering past both Smith and Mees. Bauman took the checkered flag with 1.147 seconds over Mees. “It’s pretty crazy,” Bauman said. “Honestly, I had both Jared’s and Bryan’s posters on my wall when I was growing up. I watched them every chance I could. Getting to race with them is a little bit surreal… The racing was clean and fast and the track was gnarly. All-in-all, it’s a dream come true.” Brandon Robinson lost touch with the leaders with around three minutes to go but had built up just enough space to hold off as last month’s cover boy Sammy Halbert for fourth. Briar’s brother Bronson was 5th, edging Jeffrey Carver Jr. (No. 23 Happy Trails Racing FTR750). Bauman’s sweep of the Indy Miles moved him ahead of Mees in what’s promising to be a season-long heavyweight title fight, 90-87. Halbert is a distant third with 66 points to his credit.

TRACTION FOR ALL

working in the motorcycle industry so long that we forget to refer to it as the “powersports” industry now. Sorry, it’s a force of habit. Because we have been here so long, all of our connections are within the industry, too. What I mean by this is connecting with others that already work in the industry might be your best chance to open the door to land a job elsewhere. When opportunity comes a knockin’, you want to be the one on the forefront of someone’s mind. As someone recently told me, “it’s not who you know, it’s who knows you.”

Personnel Files By Jason Gearld

Hey J, How Do I Get Into The Industry? Follow These 486 Simple Rules

t’s a question I’ve been asked countless times since moving to California 21 short years ago and found myself living a lot of people’s dream job(s). People want to know how they go about working in our rad little industry as well. Of course there is no hard and fast rule, but I am happy to share my opinion on how to go about getting here. Asking how to get in the industry normally results in me asking several questions back. Questions like “What is it that you want to do in the motorcycle industry?” If just being around motorcycles and talking about them all day is good enough, then get to your local dealer and apply to the sales or parts department. They need someone that has that kind of passion and enthusiasm working in there. Or if the answer is working for an OEM or doing marketing for Fly Racing, then my reply is likely still the same. Get a job at your local dealer. Why? Regardless of what position you want in this industry, I believe it’s nice to have experience at every level of the industry, starting on the front lines in a local dealership. If you work in construction, medical, pet care or refrigerator repair, you likely have have friends that do the same. Yeah, I’m talking about networking. This industry is more of the same. A lot of us have been

Here is a likely example of how things could go. You cruise down to your local shop and get a job working in the parts and accessories department. You learn the ropes and are happy to be selling carb parts and helping to properly fit customers with a new lid. Every couple of weeks the outside road rep for your favorite distributor shows up to count batteries and spark plugs. The rep sees your knowledge continue to grow. Inevitably you develop a nice friendship. One day the rep hears that another nearby territory will become available and the distributor will be looking for a new rep. Thanks to your friend, she happily throws your name in the hat and vouches for your work ethic. Let’s say for this example that you land the gig. I could easily go on and this story would lead to regional sales manager followed by national sales manager and maybe even VP. Or maybe it goes from outside sales rep to marketing. Who knows? That part of the story is up to you. But hopefully you could see how easily just getting your foot in the door combined with a good attitude and work ethic could take you to where you want to be. I have seen this story lots of times play out in 20 years. Need examples? I have plenty. I had a conversation last night with a guy that is currently sitting on the couch and contemplating accepting a position that is paying way less than he expects of himself. My advice, right or wrong, is to take the job and do good work for his new employer. By being out there on the front lines and connecting with people, he’s far more likely to hear about a position better suited for him than he would be while sitting on the couch watching Donahue. It’s still on, right? Maybe Days of Our Lives then? Being more relevant than my TV references is key. Again, it’s not just who you know, it’s who knows you. You have to be willing to connect with people and let them know you are interested in working within the industry. People won’t naturally assume you would jump at the chance to do an entry-level job working at their employer unless they know you’d love the opportunity. Let friends know you are looking and they will let you know when something good is coming.

Know who is who within the industry. If you are at an event and standing next to Danny Massie and having a great conversation about motorcycle oil, would you know who that is? You say your goodbyes and walk away leaving a great impression. But if you don’t realize that Danny is the President of Maxima Racing Oils, you may have just missed out on a great opportunity to get a job working for a killer company that was right in front of your eyes. This part will sound like I’m saying it merely because I’m writing it for Dealernews but that is only partially true. When I worked in a store many moons ago, I used to sit in the break room reading the analog version of Dealernews during my lunch. I’d see the faces and names of people that worked in the industry. I took note of them. When the industry trade show would show up to Indy each February, I would see these people walking the halls and in their booths. I knew who they were, what they did and maybe some recent anecdote thanks to a picture and caption in Dealernews. I was able to spark up conversation with them and have a little something in my back pocket to discuss. The Indy trade show is long gone but these days the AIMExpo is presenting that same opportunity.

If you have the means to get there, then go. It is your chance to connect with industry players and create your own story. The common theme with all of these stories is based around networking. Your resume is a nice piece of paper with all of your embellished accomplishments and it might catch an HR person’s eye. It might. It might not. If you are really wanting to work in the powersports industry, you are going to have to do some legwork. Get to events, connect with people, get a job at a dealer, cut your teeth, connect with more people, and see the opportunities as they come. Working in the powersports is awesome. However, it still can easily become just a job if you let it. We all tend to wear a lot of hats, have somewhat ambiguous titles and don’t make the money the ‘real’ world does. If you embrace that is part of the charm of what we do then you’ll be fine. For me, the fun outweighs any of those downsides. Maybe it’s because I’m constantly being asked “Hey J, how do I get in the motorcycle industry” that I’m reminded just how cool my job is. Er, I mean… my life is.

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.

SEPTEMBER 2020

Confessions Of A Customer® By Eric Anderson

THE THRILL OF THE HUNT Hunting Is Selling — Killing Is Closing

here does your biggest thrill come from? Prospecting for more customers? Closing the sale? Ensuring repeat customers? Building longerterm relationships? Networking with new local outdoor groups? Engaging socially online or face-to-face? If you can bring home the bacon and put food on the table for your family and your employees, you must be doing something right… but what is that “something” exactly? As a species, man remains a hunter/gatherer (H/G) with omnivorous teeth in his jaw to this day. Our pre-civilized background is wandering in search of food — both vegetables which are gathered and meat which is hunted. Later, tool-making helped the H/Gs become much more efficient and advance from primitive hand-to-mouth subsistence. Spears, grind stones, awls, hoes and big sticks came before more advanced bows and arrows. The invention of agriculture cut down the amount of wandering necessary, but not the radius for hunting. Further technical refinements to hunting equipment came along including the recurved bow, crossbow and metal arrowheads. Then firearms arrived shortening the hunting radius for H/Gs. The Internet, smart phones, refrigerators and fast-food apps have now decreased the radius from our couch to the front door. No wonder obesity is overwhelming our society! But I digress — back to how hunting applies to the evolution of selling and its subsequently similar decrease of shopping radius brought about by technological advances and societal change.

It is very easy to blur the natural mixture of “hunting” and “killing” processes in the above list of questions leading me to ask myself — and you — if we truly know the difference between the two? “Hunting” of course, requires a lot more planning and strategizing than “killing” does, but one cannot perform the latter without the former. I became intimately familiar with the differences this last hunting season by bagging my first big game animal — a pronghorn antelope. Metaphorically, the entire months-long process helped me more emphatically learn the differences between the two. The “kill” itself is only one small part of the experience tied to flexing the index finger for a millisecond while sighting through the crosshairs, but it seems the only part on which most people focus. I feel this is misleading to the rest of the world who only sees the kill… without the hunt. The evidence here is the obsession with hunter’s selfie photos staged next to a dead animal while holding a big weapon. It’s somewhat similar to you being photographed with your first motorcycle purchase… or at your powersports store’s grand opening. It supposedly portrays the entire motorcycling experience in one shot, but it doesn’t, does it? That’s only the vehicular “bagging” part excluding the utilization and riding parts -- except for the fact nothing had to give up its life for sustenance or the thrill of the hunt. Admittedly, there was an adrenaline rush when stalking and killing the animal… similar but different to closing payment for a $30,000 UTV off the showroom floor. Despite some feelings of remorse in killing an innocent animal, it made more sense to “work for my meat” than simply buy it fully prepped and packaged at a fast-food franchise or the grocery store. Life is very, very easy these days when you look from my newfound hunter POV. This experience and its associated extra effort put me back in touch with the fundamentals of hunting… and in many ways selling. Just because we have the power of the Internet, social media and modern point-of-sale aides does not mean we can lose the fundamental methods of selling. The 5 “simplified” steps I still use to this day are here along with an abbreviated list of how hunting leads to killing like selling leads to conversion.

Acquire/Sell/Convert Hunt/Kill/Eat Approach Customer

Search/Acquire

Inquiry/Discovery

Stalk/Discovery

Propose Solution

Select Weapon/Plan Shot

Overcome Objections Overcome Distance, Obstruction, Weather Trial Close/Close Shoot/Kill/Chase/Prep/Eat **more detailed version available in sidebar What exactly have you been doing “right” all these years to make a success of your business and will it continue to be “right’ moving forward is this strange new world of ours? Up until now, you have known how to hunt and kill using current technologies, but note how quickly customer choices are changing not only in the products they are seeking/hunting, but also the shopping/stalking methods which they are utilizing.

If you want to continue to remain “special” in your customer’s minds, then become their hunting mentor. Fortunately, on my first big game hunt I had mentors along who helped with protocol and use of much new technology including an app called OnX Hunt. What is your new equivalent for helping to sell…moving forward into the new economy, new election, new year? Have a plan based on fundamentals, but also new social and technology changes so that you can continue to hunt, sell, close and eat!

HUNTING FOR SALES Starving For Training…

hat’s missing from the over simplified simple “hunting/sales” equation is all the training and preparation leading up to these 5 steps, and then all the processes which follow it. Hunting for sales is a process, but without proper training and preparation you may be in for a long, hungry winter! This is a more realistic list of ALL that needs to be done to be truly ready for getting a prospect in position to sell, then taking it ALL the way to making him a permanent, repeat customer. HUNT/KILL/EAT Apply for Hunting Tags Wait for Lottery Results, Prepare for Hunt Sight in Weapons Establish Base Camp Stalk/Hunt Sighting /Acquiring Kill (only half way done) Prep/Chill Transport Butcher/Wrap Store/Freeze Clean Up Eat Wash Up

ACQUIRE/SELL/CONVERT Apply for Business Licenses/Permits Wait for Approvals of Government Officials Build Inventory of riding gear Maintain Equipment, Practice, Training Determine Places/Roles for Employees Prospecting New Customers Hearing the Phone Ring or the Front Door Open Converting Shopper into a Customer (cha-ching) Establishing Customer Service Follow Up Help New Customer Learn to Ride (Prep to Ride) Help New Customer Learn Maintenance Help Customer Enjoy Non-riding/Social Aspects Organize New Life Around Riding/Driving Enjoy the Reward for All the Work …As always, there is more to do after it’s over!

SEPTEMBER 2020

GOVERNMENT RELATIONS GOOD NEWS Helmets Escape Tariffs Through Year’s End

Following the request of the MIC and many of our members, the United States Trade Representative is extending the tariff exclusion for a number of Chinese-made helmets through December 31. “This extension of the helmet tariff exclusion is a great development for our riders and the powersports industry,” said Marc McAllister, president and CEO of Tucker Powersports. “Tucker is committed to making safety equipment accessible for all riders through all the channels we serve.” “We should all be pleased about the USTR’s decision not to place tariffs on many specific helmets, but we must continue to advocate for excluding additional motorcycle helmets from any tariffs,” said Scott Schloegel, senior vice president of the MIC Government Relations Office. “The MIC GRO has garnered Congressional support for these exclusions. We’ll say again that DOT-compliant helmets must remain affordable for all powersports riders and placing tariffs on helmets discourages safe riding practices.” MIC members should log on at MIC.org and click here to see the entire federal regulatory action notice under “FRAN 20040 USTR China List 4A Exclusion Extensions (August 31, 2020).”

IN CASE YOU MISSED IT Q2 MIC Sales Forecast Now Available MIC members can access second-quarter Business Advisory & Forecast reports which detail total motorcycle and on-highway motorcycle sales, and make predictions based on macroeconomic trends correlated to motorcycle sales. The reports examine trends that affect our industry as well as the larger, general economic direction. Members who want a deeper look can subscribe to the Comprehensive Report which includes an interactive forecasting dashboard using Tableau Software offering “what-if” forecasting capability, allowing users to apply their own insights and expectations, creating unique charts that change the predictions. MIC members should log in at the association website, visit the Member Reports page, and click on the Forecasts button. Read More

impact vehicle sales since those events can reduce or temporarily eliminate riding areas where customers can use their newly purchased off-road vehicle. For example, Region 5 of the USDA Forest Service recently issued an unprecedented order to close all national forests in California to the public due to ongoing wildfires or because of a high fire danger. The BLM has also issued a number of restrictions to lands under their jurisdiction for the same reasons. COVID-19 continues to play a key role in this wildfire season due to various mitigation measures that zap their capacity at a time when even a full complement of staff could not keep up with the number, size and scope of the mega fires burning in California, Oregon and Washington. Many of these fires are wiping our public access to dispersed OHV recreation opportunities that occur on designated roads, trails and areas. The vehicle types include dirtbikes, ATVs, SxSs and 4WDs. Also, a significant amount of those recently closed areas provide opportunity for street legal dual-sport motorcycles or adventure bikes for backcountry touring or remote camping.

FIRESTORMS NO STRANGER TO POWERSPORTS By Donald Amador

I write this missive today with a heavy heart knowing that many of my favorite riding areas in the Pacific Northwest are getting nuked by mega fires and may remain closed to the public for several years. Popular off-road and other powersports events have been or will be cancelled… apparently indefinitely. A number of my friends are currently being evacuated. Several others have lost homes and now have no place to live, let alone the means or appetite for recreational riding. We still have about 3 months left in the 2020 Wildfire Season with very little relief in sight.

Noted author, Cristen Rodgers, once said, “At times there will be fire; this we can’t avoid. But it’s up to us to decide whether it will consume or it will purify.”

In recent history, dealers have fought through other political or naturally caused “firestorms” such as the 2007 recession or the 2009 Consumer Protection Safety Commission’s “lead ban” on youth sized dirtbikes and ATVs (remember that? How about Malcolm Smith protesting the ban by selling “leaded” products). This year’s political firestorms are heating up because of the presidential election… and getting fueled by COVID and real fires.

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

s intense wildfires continue to scorch millions of acres of public and private lands in the Western United States, powersports dealers are forced to face a myriad of challenges… often compounded by COVID-19 mitigation restrictions that directly or indirectly impact their shop and customers. Of course the 2020 fire season came in early and is expected to last longer than normal.

Severe droughts and warmer weather in the West starting in 2012 have caused a marked increase in the number and severity of intense wildfires. This can significantly

As 2021 model year OHVs and street-legal motorcycles start to arrive at dealerships, let’s remember that we have faced and overcome serious challenges in the past and we will make it through this current witches’ brew of wildfire, closures, politics and COVID-19.

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

By Alisa Clickenger

BACK TO SCHOOL!

eptember is usually when all kids are back in school, and in the powersports industry this is a terrific time to take the time to look at our own learning. What has the previous season taught us? Where have we grown and need to adopt new practices and procedures to accommodate a crazily changing marketplace? Where have we failed to grow and where do we need to innovate to become our most successful selves both personally and professionally? At this time several years ago I found myself working furiously with a mentor to present a business plan for the MIC’s Gas Tank program. This is a terrific program that matches savvy powersports industry mentors with mentees who either want to build a successful business or take their existing business to the next level. Each year’s “class” of mentees builds a business plan with their mentor, then in a final competition at AIMExpo presents it to a panel of industry professionals. Building a business plan is a powerful tool for a business, either proving your concept or helping you to bolster your idea into a real business that will actually make money. In my case, I never would have met my motorcycle tours mentor Scot Harden of Harden Offroad, nor been able to leverage his years of wisdom for my own purposes had I not participated. Working with a mentor through the MIC Gas Tank program is a wonderful opportunity to gain access to a professional whom you might never have the chance to work with otherwise. Ginger Damon is another Gas Tank program participant. Her female-focused motorcycle apparel line Gigi Montrose Moto Couture is challenging the “shrink it and pink it” paradigm and offers women highly stylish as well as highly

protective motorcycle apparel. Her mentor was Frank Esposito, and he brought her the knowledge to think critically and commercially in order for her business to be a success. Damon is now taking her brand to the next level and just became the first U.S. licensee (as well as first ever woman licensee) for DuPont Kevlar brand. Her fabrics will now come directly from authorized DuPont mills meeting the necessary protocol for CE ratings. Her focus is on the function and technical design built specifically for a woman’s body. Comfort, performance and safety are the hallmarks of the brand. Not all of the Gas Tank participants who went back to business school with their mentors were successful, but that’s not the point. Some learned that they needed a better idea. Some learned just how much work is truly required to launch a successful business. And some learned that it was best to keep their product or service as a side gig. The point is that they stepped into and through the learning curve, as we all continually must do if we want to expand and grow. We can all use more information and education in this season of learning. Make the time commitment to read all the pages of Dealernews, even those articles you may not feel are in your wheelhouse. Knowledge is power, and it just might be the key to your next success in business or in life.

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

Become a resource of knowledge for your customers. Sell more. FREE Live REVVtalk and new content added to the virtual vault every week.

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EDITOR’S CHOICE

According to the Motorcycle Industry Council, new unit retail sales remain strong despite the pandemic weakening world markets and eroding consumer confidence (see Dr. Leinberger’s column this month). “We have seen a 23% increase YTD over 2019,” MIC CEO Erik Pritchard told folks participating in the latest MIC Symposium. “It is not the stimulus check or a temporary blip, but a sustained increase as we get deeper into the pandemic. Instead we have seen dealers making smart adjustments, great products in all categories and shifting consumer behavior.” Dirtbikes are up 50.3% and dual-sport/ADV bikes are up 20%… even scooter sales are up, defying all logic. But then again, when has a motorcycle purchase been based on logic? We are in the business of purveying fun, tapping into dreams and offering a socially distanced escape from the harsh realities of the “real” world. Given this context, the choice of products picked to click this month are a bit eclectic. Baxter Cycles classic Triumph calendar is already on my desk, looking forward to a more rational 2021 and I have already pre-ordered Dr. Leinberger’s book. Prior to the pandemic I visited Quin to get the scoop from Ani himself and I chatted with Niels at AIMExpo about the effectiveness of FunnelWeb and its 100% increase in surface area. BARKBUSTERS? Importer Brian Cornelius’ locker in High School was right next to my little brother’s for 4 years, plus the product is a proven winner… all the products this month are editor’s choices because I had a personal connection with the product and contact with the people behind the products — this industry is good like that! — RH

Photo by Wes Allison

SEPTEMBER 2020

HEADS UP FROM DOWN UNDER

Designed and manufactured in Australia since 1984, BARKBUSTERS superior design and quality are world renowned, according to new importer Pacific Powersports. Incorporated into the design of all the handguards from a land down under are style, strength, durability and ease of fit. “We are pleased to announce that Pacific Powersports, Inc. is now a U.S. importer and distributor of BARKBUSTERS handguards,” says company founder Brian Cornelius. “It complements the other quality products we bring in like Motoz Tires, Zac Speed Hydration Back Packs, Haan Wheels, Falco Boots and Ventura Luggage Systems. BARKBUSTERS is a fantastic addition to the Pacific Powersports portfolio.” Cornelius claims selecting the right pair of BARKBUSTERS is easy with the comprehensive application list and large range of guard options up at: www.barkbusters.net

TIMELESS

Seems like 2020 was a total waste of the year! Time to look forward to a new year by pitching that old shop calendar and putting up the new 2021 Classic Triumph calendar from our friends at Baxter Cycle! Randy Baxter has teamed up with world famous photographer/author Timothy Remus to produce another masterpiece! The 2021 Classic Triumph Calendar starts the new year off with three very special Jubilee models. February offers a seldom seen 1927 Model W. Farther along is an exquisite singlecylinder Tiger, and a very rare Val Page OHV 6/1 650 twin. A pair of 1967 650s grace the August slot (one TR6C and a T120R) while the September bike is a 1971 Daytona. Rounding out the collection for 2021 is a classic T-Bird from 1954, a very rare 1964 T120C, a now-classic Hinckley Triumph Trident, a Tiger Cub, the 1965 TR6SR (cover bike) and a 1969 Bonneville. Special Dealer Pricing of $8.00 each plus shipping with a minimum order of 20 (MSRP is $20 plus postage, so dealers and your customers win with this classic calendar). E-mail: sales@baxtercycle.com Call: 712.781.2351 Click:www.baxtercycle.com

FUNNELWEB CATCHES MORE DIRT

In order to catch more dirt, the folks at FunnelWeb Filters turned to an unlikely source: an Australian spider! But where the spider traps prey down under, FWF pyramid shaped foam increases surface area by 100% making it capable of holding a lot more dirt, while a single layer of foam makes for more air flow, even when the filter is dirty. Niels Van Kempen, owner of FunnelWeb Filters has been doing the promoting, marketing and management in the USA since 2018 from his base in the Netherlands. No more! FWF enters into an agreement with Central Powersports Distribution for the importing, distributing and resale of FunnelWeb filters, oils and accessories. “Now is the time to build on what we have started in the USA and CPD is the right team for us to work together on the growth and success for FunnelWeb,” says Van Kempen. “We look forward to a long partnership with CPD for the U.S. market. CPD is ready with a full warehouse of filters for every OEM and their DMS (Dealer Management System) along with dealer programs is ready immediately. “The product is fantastic, durable and continues a much higher level of performance longer than the competition in any racing or riding environment,” says CPD founder Mark Berg. “I have seen it firsthand at National events and at the ISDEs, it works so well, it’s amazing.” Click here for more details: https://funnelwebfilterusa.com

BY THE BOOK

Going by the book? Buy the book! Dealernews Columnist Dr. Paul Leinberger’s next book comes out in November. Unfiltered Marketing’s big ideas apply to business strategy, marketing, and the future of the brand/consumer relationship. It is a playbook for managers and for anyone interested in the ever-changing interaction between technology and culture. “Denny and Leinberger capture the profound truths and deep realities of leading and marketing in a rapidly evolving world of digital platforms.” —Blake Irving, former CEO of GoDaddy Pre-order now on Amazon if you can’t wait for the November release date: www.amazon.com/Unfiltered-Marketing-Credibility-CustomersDistracted

GETTING SMART ABOUT SAFETY

SEPTEMBER 2020

THE NEED FOR SPEED!

Photos by Wes Allison

Mavericks Head To Bonneville Courtesy Of The Southern California Timing Association

onneville Land Speed Racing is a unique sport that consists of very determined people who pilot hot rods, roadsters, belly tankers, lakesters, motorcycles, streamliners and even diesel trucks to “shoot the salt” in a simple quest to have their name added to the list of record holders. Many years ago, the Bonneville Nationals Inc. (BNI) was formed. Its main focus would be to produce the annual “Bonneville Speed Week.”

Since then, the BNI has hosted a spectacular week of racing each year in August, which is the highlight event of the LSR season. Despite the COVID crisis SpeedWeek 2020 was a go! Consisting of six days of racing (Saturday-Friday), weather and conditions permitting the Salt Flats become the epicenter of speed. Entrants come from all over the world to participate in the week-long event, at least during normal times. Many international competitors like our French friends from the Bidalot Expresso team who set the record on the salt of 101.778 mph on a moped, could not get around travel restrictions to compete this year.

Also, under normal circumstances, spectators are allowed to walk through the pits, view the vehicles, and talk to the drivers and crew members. Public parking is south of the pit area, on the west side of the racetrack, outside the cones. Be sure to bring a hat, dark glasses, sunscreen and shade from the sun. Don’t forget a camera with lots of film/memory/tapes, because you will want to remember everything you see and hear. Binoculars are also a great idea since the race vehicles are at least 1/4 mile away as they travel down the course.

The salt flats are located approximately 88 miles west of Salt Lake City, UT on I-80. The spectacular scenery and racing conditions at Bonneville make it one of the most popular areas in the world for speed. The colors, excitement, people and smells are some of the reasons we race addicts return to the salt, year after year. Better known as “Salt Fever”. CATCH IT! Congratulations to the newest 200 mph and 300 mph club members! All the 2020 SpeedWeek results can be found here: http://www.scta-bni.org/2020-speed-week-results.html

SEPTEMBER 2020

AMA SEEKS TO SAVE THE SALT!

he U.S. Bureau of Land Management and the Utah Department of Natural Resources agreed in April to establish a program to restore the Bonneville Salt Flats. As part of the fiscal year 2020 BLM budget, Congress expressly authorized money to start the program. The Interior Department, however, has not released the funds, which are subject to a Sept. 30 deadline. As part of its work with SEMA, the Save the Salt Coalition and the Utah Alliance, the AMA recently asked Utah residents to contact their state legislators to ask for their support for a program to restore the Bonneville Salt Flats and they responded. The race track at Bonneville—once 13 miles long—is now less than 8 miles, due to salt erosion.

AMA members and other supporters of this important program are asked to contact the Secretary of the Interior immediately and demand that these funds are allocated, as instructed by Congress. The Bonneville Salt Flats is listed on the National Register of Historic Places. The Save the Salt Foundation is a nonprofit organization whose mission is to restore the Bonneville Salt Flats working with the Utah Alliance, a Utah-based organization with the same mission. The Save the Salt Coalition is an umbrella group comprised of automotive and powersports companies and organizations with a vested interest in this national treasure. For more news, information: https://savethesalt.org/

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BELLE OF THE BALL

eteran SpeedWeek competitor George Poteet piloted the Speed Demon to the top trap speed of the week. Lucas Oil, which served as the official lubricant of the Speed Demon, was instrumental in preparing the vehicle to reach speeds of 481.576mph down the last-mile of the course and a two-way average of 470.015 mph. The Speed Demon collected its 9th HOT ROD trophy for highest terminal-velocity speed at the end of Bonneville’s 5-mile course. Poteet started SpeedWeek in good spirits after completing a five-mile speed of 469.298 mph on Wednesday – Speed Demon’s then-fastest time on the Bonneville Salt Flats. This set the stage for Poteet’s record 470.015 mph run Thursday morning.

Photo by John Baechtel

“We are thrilled to be part of this great success story as the exclusive engine oil and additive supplier for the Speed Demon,” said Tom Bogner, Director of Motorsports, Lucas Oil. “Many of the world’s fastest vehicles come out to run at unbelievable speeds and do so in the harsh conditions of the salt flats. I am so impressed with the Speed Demon team and proud to have Lucas Oil associated with the fastest streamliner at Bonneville.” Poteet’s performance resulted in the Speed Demon team collecting the AA/BFS record for 501 cubic inches or larger forced-induction engines in Streamliners. A record that was previously set 16 years ago by Tom Burkland when he reached a speed of 417.020 mph.

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The Next Time I Go Riding

By Frank Esposito

have to start with the last time I went riding. It was at the Colorado 500, before Sept 11. For a ride of that magnitude, my thoughts were probably fairly normal; Am I physically ready? Is my bike prepped to perfection? Do I have all my spares together? What will the weather be like? Do I have the right gear? Who am I going to ride with? And so on. The next time I go riding will be the first time since September 11. I’ve already been thinking about where my thoughts will be. They certainly won’t be the same as they were before. I’ll be thinking of my friends I ride with, and

the fact that I can choose who they are. I’ll be thinking of my bike and equipment differently. The gear and parts that I use come from everywhere — China, England, Germany, Italy, Japan, Taiwan, Thailand, the USA — and my bike is made in Austria. We are in a country that welcomes global business. We’re not afraid of it. We compete with it. It makes us better and ultimately gives us tremendous choice, variety and competitive pricing. I’ll be thinking of my drive to my favorite riding area and seeing all of the road construction on the way. This used to annoy me. Not anymore. This is a sign of America in constant improvement. I’ll be thinking of the radio station that I listen to on the way and the fact that I can turn off the rap station and put on the music I like. We have choices. I’ll be thinking differently of my personal heroes. People like Dick Mann, Mert Lawwill and Malcolm Smith are still my heroes. But I’ve added some new ones, and now I look at heroes differently. All who protect — the police, the military, the medical community, our government officials — are unsung, but real heroes. How could I have ever taken them for granted? I’ll be thinking of women. Our strong mothers, wives and professionals. Educated, gutsy women who do more than their part to make this country what it is. Finally, I’ll be thinking about what it will feel like the next time I ride. I’m sure it will be the best ride of my life! Motorcycling has got to be one of the greatest expressions of our American freedoms. It is a sport. It is an art form. It is a culture. None of those three are even allowed by the Taliban in Afghanistan. So the next time for me, I’ll be thinking not of the ride, but why I, as an American, can go riding. For God’s sake, for America’s sake, join me in better understanding and appreciating that having our freedoms and our recreating is truly a celebration of our American way of life. We, as Americans, will never, ever let that be taken away from us. There are more than 5,000 good people in God’s arms that want us to keep it that way. Let’s go riding!

#Dealernews always took the high road on America and American values. Thank you Dealernews for publishing this 19 years ago. We will never forget this day and the lesson is clear. The worst of horror and tragedy brings out the best in American Character. We always overcome the tragedy and we always end up stronger. God Bless America! Frank

6D Helmets....................................................................... 7 ACAS Works....................................................................76 AIMExpo...........................................................................46 Christini AWD.................................................................43 Cycle News................................................................. CVR4 DX1...................................................................................19 Find It Now GPS Security................................................ 9 Fuel Capital Group, Inc..................................................33 Kenda...............................................................................59 ProX.................................................................................15 PSX Digital......................................................................11 Quin.................................................................................23 MBA Insurance................................................................31 Motorcycle Industry Council (MIC)...............................65

Motorcycle Industry Jobs (MIJ).....................................17 MotoTV.............................................................................81 National Cycle.................................................................77 National Powersports Auctions (NPA)........................37 Piloteer Agency..............................................................57 Rekluse...........................................................................53 REVVtalks.......................................................................69 Royal Enfield..................................................................... 5 Tread Lightly...................................................................67 Tucker Powersports/Answer.......................................29 Twisted Distributing.........................................................79 Vanderhall............................................................................40 Western Power Sports.............................................24-25 Ziggy................................................................................45

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

SEPTEMBER 2020

Photo credit: FIM/Jean Turner

Land Speed Racing Community Mourns Loss Of Ralph Hudson By Jean Turner

he land speed racing community mourns the loss of Ralph Hudson, legendary land speed racer and FIM World Record holder. Hudson, known as the “Quiet Giant” to his peers, passed away on September 6 in Salt Lake City, three weeks after a crash at the Bonneville Salt Flats. He was 69 years old. Hudson is the current FIM World Record holder for the all-time fastest sit-on motorcycle (non-streamliner) at 297 mph (478 km/h) set in Bolivia, July 2018. It has been Hudson’s dream to set the record at over 300 mph, a dream he shared with fellow competitor and friend Al Lamb. The duo’s back and forth battle in the quest for 300 mph has been an ongoing saga that captured the attention of the land speed community, especially when it took Hudson and Lamb all the way to Bolivia in 2017 to the Salar de Uyuni, the largest salt flat in the world. The Solar de Uyuni offers a much longer runway for racers, an altitude of 12,000 feet, and more consistent surface for racing than the thinning Bonneville Salt Flats. At the 2017 event, Hudson capitalized on the thinner air and longer runway to bump the record up to 284 mph aboard his turbocharged Suzuki GSX-R1000-based partially streamlined motorcycle. The following year, the Alhambra, California, resident returned to Bolivia and bumped the record again, this time to a bittersweet 297 mph. Hudson made a one-way pass of 304 mph (489 km/h), the fastest ever recorded

speed for a sit-on motorcycle, but was unable to back it up with a return run (which would qualify him for the official FIM world record). “It’s great to have gone 300 and to have it officially recognized, but I didn’t do two runs with an average over 300 to get an FIM World Record,” Hudson said following the 2018 Bolivia event. “To know that I have a bike that was capable of doing that but not putting the two runs together is very disappointing. You know, you set your goals and it’s disappointing if you don’t reach them.” Hudson had plans to return to Bolivia to finally set the FIM World Record at over 300 mph. Hudson was competing for an SCTA (Southern California Timing Association) record at Bonneville Speed Week on August 14, 2020 when he suffered a crash after exiting the timed mile at a speed of over 250 mph. A gust of wind sent him into a speed wobble from which he did not recover. Hudson was flown to Intermountain Medical Center in Salt Lake City, where he was initially stabilized in the ICU, but finally succumbed to his injuries on Sunday, September 6. An accomplished racer, starting with roadracing in the ’70s up to present-day land speed racing, Hudson was a meticulous builder and an all-around great friend to many in the salt community. His nickname “Quiet Giant” refers to his humble, friendly demeanor off the bike, and his incredibly bold style on the track. Despite his own

relentless ambition in racing, he always had time for others, whether they asked for help, or simply stopped by for a hello. Hudson never hesitated to turn his attention to a friend, or even a competitor. Hudson was the owner of Ironwood, a specialty fabrication shop in Glendale, California, that creates custom installations for many purposes, including museum exhibits, art pieces and elaborate scenery that has been featured in several Southern California theme parks. Ralph is survived by his son, David, girlfriend Leslie Murray along with many friends and extended family members. Murray stated in a post on the SCTA Facebook page: “Information regarding a celebration of life and a memorial scholarship in Ralph’s name will follow when available. We sincerely thank everyone for their kind words, prayers and support during this very difficult time. Ralph would want everyone to stay strong and keep going fast.”

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Dealernews Issue#9 September 2020

Articles inside

BACKFIRE

ADVOCACY

DIVERSITY

CONFESSIONS OF A CUSTOMER

MIC RIDE REPORT

PERSONNEL FILEs

PERFORMANCE

AFT WINNING DESPITE THE CRAZINESS

CURRENTS

COVID CAVEAT

INDUSTRY RESEARCH

SHIFTING GEARS

INDUSTRY RESEARCH

INDUSTRY RESEARCH

LETTERS

FROM THE FIRE LINES

EDITORS NOTE

WORLD’S LUCKIEST MAN