Dealernews Issue#11 November 2020 by Dealernews

DN 2.0 #11

KING OF THE BAGGERS Dressers Do Battle At Laguna Seca

CONTENTS 04 WORLD’S LUCKIEST MAN 06 EDITORS NOTE 08 LETTERS+ 10 NEWS+ 14 SHIFTING GEARS+ 18 DEALER PROFILE+ 24 MOTORCYCLE THEFT REPORT 26 OEM UPDATE 30 INDUSTRY RESEARCH+ 32 INDUSTRY RESEARCH+

Bob Althoff On Plenty To Be Thankful For Robin Hartfiel On Black Friday The Industry On Dealernews Lies, Damn Lies & Statistics

Guess Who Is Back In The Saddle?

Baxter Cycle Of Omaha

Fewer Bikes Boosted, California Sucks Triumph Trident On The Pointed Edge Dr. Paul Leinberger On The Big Question Lenny Sims On NADAGuides Numbers

34 38

INDUSTRY RESEARCH+

43 44 48

eDEALERNEWS

18 2

Don Musick On To Infinity… Part II

COVID CAVEAT

Black Book Powersports Market Update Shocking Developments

CURRENTS+ Watts Up?

ADVOCACY+

Scot Harden On Old School Hero, Carl Cranke

PERFORMANCE+

54 60 62 64

SHOWTIME+

66 68 70 72 76 78 82 83 84

MIC RIDE REPORT

Mark Rodgers On AccSELLerating The Sale Charlie Williams On PRI, Lucas Oil & Doorknobs

OPINION +

Larry Daniel On Spatial Awareness, Part II

PERSONNEL FILEs+

Alex Baylon On Presume Vs. Assume

CONFESSIONS OF A CUSTOMER Eric Anderson On Simplicity Vs. Complexity

What Does The MIC Do For You?

ADVOCACY+

Don Amador On Planting Seeds

DIVERSITY+

Alisa Clickenger On Bagels Empowerment

GEAR+

A Heads Up On What’s What

PRESS PASS+

That’s A Wrap From Pala

PRESS PASS+

Baggers Reinvigorate Roadracing

VALE+

Ave Atque Vale Everett Brashear

AD INDEX

This issue Brought To You By…

PARTING SHOT+

Wherefore Art Thou Cycle World?

26 Photo by Fran O’Hagan

OUR TEAM Bob Althoff World’s Luckiest Man EDITORIAL Robin Hartfiel Editor Gus Stewart Creative Director Brenda Stiehl Production Manager CONTRIBUTORS Don Musick Genesys Technology Solutions Dr. Paul Leinberger Denny+Leinberger Strategy Eric Anderson Vroom Network Lenny Sims NADA Appraisal Guides Scot Harden AMA Hall Of Fame/Harden Offroad Hector Cademartori Illustrations William Douglas Little Unique Powersports Charlie Williams Off Road Editor Marq Smith Holeshot Motorsports, Canada Alisa Clickenger Women’s Motorcycle Tours Don Amador Quiet Warrior Racing Joe Bonnello Joe B Photography Uncle Paul Wunsch Love Cycles The Anonymous Dealer Dealer Advisory Board Bob Althoff Chairman Joey Belmont Big #1 Sports Jim Boltz Lynnwood Cycle Barn/WMDA Jim Foster Killeen Power Sports George Gatto Gatto Harley-Davidson Malcolm Hunter Deeley Harley-Davidson Robert Kay Star City Motorsports Bob Kee Destination Cycle Jerry Lenz Beaverton Motorcycles Kurt Mechling Performance PowerSports Don Owens Dothan Powersports Mark Peterson Southwest Superbikes Sandy Stroope Boat World Honda Polaris

ADVERTISING 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

NOVEMBER 2020

Paging through the most recent issue has been a joy for me for decades. Never did I think I would be playing a small role in this iconic part of our sport. But to every member of the team, I say, thank you! To our loyal advertisers I say, thank you! And to you, my brother and sister Dealers, I say, thank you! COVID will soon be in our rear view mirrors. And we will emerge, stronger, wiser and perhaps even more passionate about our industry on the flip side. 2021 will, as always, present its unique challenges. But it’s going to be a great year ahead, with big news to share! Bob

World’s Luckiest Man By Bob Althoff

WHAT I’M THANKFUL FOR

here is just not a better time of year. It’s a time to take stock. And when you are WLM (World’s Luckiest Man), there is A LOT to be thankful for!

I’ll never know why I have been so blessed. From childhood, six siblings to monkey around with; great education; parents who taught me to love, to work hard and to have big dreams… and a motorcycle on my 16th birthday to get life started off the right way! Great friends, some travel to make me appreciate this great country; a wife of almost five decades who has been my love and inspiration; healthy, happy kids; some business success — yep — lots to be thankful for. Perhaps being able to be a part of this incredible industry has been among my greatest good fortune. We are passionate, and we are lucky to be able to share our passion with others! Dealernews is all about sharing this passion, and I am proud to be a part of a talented team of very professional people who seek to serve the industry.

Something else to be thankful for, stewardship of the Farrow family dealership and its incredible legacy of being the world’s oldest Harley-Davidson store. This time of year brings a return of The Endurance Ride — it has been going on for more than 95 years! In fact, 2020 marks the 96th year of this incredible endurance challenge! In 1924, The Farrow family took some bikes out for a ride to see how they would operate in the cold Southern Ohio air, snow and mud. They rode out early in the morning and returned to a HOT Thanksgiving-style meal back at the dealership. This continued the following year, and years after, and became an immediate tradition for the Farrow HarleyDavidson dealership! Over the past 95 years, groups have gathered in all sorts of weather to make the journey to America’s Oldest Harley Dealer in Columbus, Ohio, Farrow Harley-Davidson.

Editor’s Note By Robin Hartfiel

BLACK FRIDAY

Make Hay While The Sun Shines

hile the Farmers Almanac has the sunny day suggestion of making hay while the sun shines, how the heck does that relate to a motorcycle shop during these dark days of COVID closures? And with the elections over, the vaccines on the horizon, end-of-theyear sales blitzes beginning and a new post-pandemic era about to dawn, where do we go from here? First step, make that hay! While Black Friday is not recognized as an official US holiday, it marks the start of retailers last chance to salvage the year or at least move some dead inventory. Ironically, many employees have the day off - except those working in retail! “Ever since the start of the modern Macy’s Thanksgiving Day Parade in 1924, the Friday after Thanksgiving has been known as the unofficial start to a bustling holiday shopping season,” notes Statista Research. With the traditional start of the holiday sales season upon us, it is time for Black Friday Blitz/Small Business Saturday/ Cyber Monday extravaganzas to begin. Holiday sales in November and December have averaged about 19% of total annual retail sales during the past five years, according to the National Retail Federation (NRF). Holiday sales can be more profitable because the increased volume of purchases comes without significantly increasing retailers’ fixed costs of doing business. Although there are those who would say we have been stuck in a Ground Hog’s Day endless cycle of Cyber Mondays

since the onset of the pandemic, Ecommerce already accounted for 20.9% of total holiday sales in 2019. “During the pandemic, online and other non-store sales have increased and retailers are planning for a greater portion of their sales to come from ecommerce this year,” adds the NRF. Over the 2020 holiday season, NRF expects that online sales will increase between 20%-30% this year to between $202.5 billion and $218.4 billion, up from $168.7 billion last year. As Dr. Paul Leinberger warned us in pre-pandemic times, your dealership needed to have a robust online strategy. With the COVID crisis ruining traditional retail, our version of Nostradomus nailed that one! Now contactless transactions, driveway delivery and more COVID-quarantine enforced remote shopping have become the “new normal.” Destination dealerships have been shifting to the virtual world as your webmaster and shop porter have become the ‘face” of many dealerships these days. “COVID-19 fast-tracked online, click & collect and directto-consumer (DTC) retail channels,” says Dr. Leinberger. “The pandemic sent consumers flocking to the web and that trend will continue. Digital Commerce 360, a market research firm, estimates that 77% of consumers plan to buy half or more of their holiday gifts online (up from 62% in 2019) and e-commerce sales for the year are expected to grow by 43.4% over 2019 – an extraordinary increase! The powerful lesson here: To sustain sales growth, the industry and dealers must have a dominant digital presence.” The National Retail Federation forecasts that holiday sales during November and December will increase between 3.6% and 5.2% over 2019 to a total between $755.3 billion and $766.7 billion. In other words, NOW is the time to make virtual hay online! Personal note: In addition to Bob Althoff’s message this issue, you have my heartfelt (Hartfielt?) gratitude for believing in the bad idea to bring Dealernews back two years ago last month. At a time when COVID is killing off media outlets and upsetting all of retail’s applecarts, Dealernews has been able to deliver news, information, statistics, forecasting, sound advice, silly humor and our core message of retail excellence to the dealers at a time when they need it the most! Thank you Bob for sharing a little bit of your legendary luck with all of us and getting Dealernews on solid footing before this crazy year rocked our worlds. And thank you all for letting me have the best gig in the world! Now go sell something, will ya! (Apologies to Mark Rodgers) 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.

THANK YOU TO OUR DEALERS

The past few months have been a challenging time for all. Despite that, our Honda Powersports dealers have innovated to meet and exceed the needs of their customers. We thank you and your staff for keeping the wheels turning and working together as one team.

one team.

ÂŠ2020 American Honda Motor Co., Inc.

Holy smokes! That’s probably the biggest shoutout we’ve ever gotten. Again, thank you so much! Not that it is on scale with you, but we’ll certainly share Dealernews via our outlets.

SUCCESS IN 60 SECONDS… Or Less! Good afternoon Mark,

Scott Wakefield, Editor In Chief Motoclectic Magazine Batavia, NY http://www.motoclectic.com/

I would like to thank you for the 60 second videos you share with us. In particular the video on You’ll never see it the Same. I took you advice and identified and categorized my inventory into the three Fast Moving, High Potentials and At Risk. Then my team and I set the showroom on Thursday. My High Risk bikes were set in the middle of the showroom and we sold 4 Heritage Softails that hadn’t been getting much attention. And in our High Traffic area with At Risk aged units sold one! Needless to say it was a great Saturday. Thank you for the video and as always I share this info with my team. Respectfully, Todd Galloway, General Sales Manager Harley-Davidson of Louisville Louisville, KY

BUY THE NUMBERS? I hope you and your family are safe! Would you be interested in acquiring American International Motorcycle Expo Attendees Data bank 2020? List Includes:- Org-Name, First Name, Last Name, Contact Job Title, Verified Email Address, Website URL, Mailing Address, Phone Number, Fax Number, Industry and many more… Number of Contacts:- 7,983 Verified Contacts. Cost:-$1,499 Kindly let me know your thoughts so that we could discuss further. Kind Regards, Ashley Rosa, Marketing Coordinator Global Biz Media After receiving four of these solicitations for a show that never took place, we finally had to ask:

MOTOCLECTIC Hi Robin, If you’re responsible for all the Motoclectic mentions, I appreciate it tremendously. We’re hustling to make a go of it, and great folks like you are an encouragement. Thank you!

Hi Ashley, Just curious about a couple of things. How current are these names/contacts since the 2020 AIMExpo did not take place. Is it old data from the 2019 show? Also isn’t the AIMExpo database the property of the Motorcycle Industry Council which bought the AIMExpo a couple years ago. Is Global Biz Media affiliated with MIC somehow? We are still waiting for an answer…

RIP RON LAMASTUS I just read the new Dealernews and your story about Ron LaMastus, I did not know... The old coot also influenced me. Ron and his 175 SWM were in the same class as me in the 1979 and 1980 seasons as we tried to qualify and then ride the ISDT (not the pussy easy ISDE you rode...) Always nice, respectful and kind. Nobody fucked with him on the trail, everyone respected him too much. Such a solid guy, please pass my condolences onto his family. Regards, Bill Berroth, President Motonation - Ciclista America Santee, CA Our Off-Road Editor, and resident ISDE medalist, Charlie Williams responded with: Hey Bill, Thanks for the note, I’ve been needing to hit you up for a new pair of boots. Ron was a great guy and has certainly left a hole in our world. Thank you for reaching out. Now about your back-handed adolescent insult, I’ll tell you the same thing I tell all my constituents who traded in their bike for an office chair: Any where, any time! Love ya brother, thanks again for the note. C

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

GODSPEED PATRICK KOETHER I was looking to read the article Charlie Williams wrote about my husband, Patrick Koether, but I’m having trouble finding it and there is no search feature on your website. I eventually found it in the July issue, but thank you for the follow-up. Patrick was a very special guy and I’m going to have a hole in this heart for a very, very long time. And I noticed the link at the end of the article is incorrect, and that’s probably because it was incorrect in his original obit - which I just learned about myself. But if it can be changed on your site, that would be much appreciated. And if not, no worries! The correct link is: www.nols.edu/donate Thank you and thank Charlie for recognizing Patrick. I know he’s watching over us. Susie Koether Our heartfelt condolences, Susie. Everyone is going to miss PK. We immediately re-directed the address in the magazine to the correct location.

Alisa Clickenger, one of Dealernews’ Top 100 industry leaders and our Diversity+ columnist, has just published her first book. Boost Your Confidence Through Motorcycling became an Amazon.com #1 bestseller in its first week. Boost Your Confidence Through Motorcycling contains ideas and inspiration for both experienced and inexperienced riders, and uses examples from Alisa’s own personal journey learning to ride.

The Company reported third quarter 2020 net income of $167 million, or $2.66 per diluted share, compared with net income of $88 million, or $1.42 per diluted share, at this time last year. Adjusted net income for the quarter ended September 30, 2020 was $179 million, or $2.85 per diluted share compared to $104 million in the pre-pandemic 2019 third quarter.

PROGRESS REPORT: MIC Q3 UP 10%

Text “Many of us have faced tremendous challenges and genuine hardship,” said Erik Pritchard, president and CEO of the Motorcycle Industry Council. However the industry as a whole is improvising, adapting and overcoming the challenges. In fact MIC is reporting new-model sales have increased for the third quarter in a row. Year-to-date sales of new motorcycles and scooters through September increased 10.2% compared to the same period last year. “Think back on all the ways you’ve adapted your business to meet this crisis and get through the pandemic,” he added. “Think back to how quickly you adapted to online commerce. Think back on your first home delivery. Recall all of your hard work. Recall the relief when the MIC’s government relations team persuaded the federal government to declare dealership employees essential.” Pritchard concluded: “Our industry is enjoying the results of those efforts and you should enjoy the moment.”

“Our continued strength in the third quarter reflects the broad-based consumer demand for our industry leading powersports products, and tremendous execution by our Polaris team and dealers,” noted Scott Wine, Chairman and Chief Executive Officer of Polaris Inc. “Their focus and determination enabled Polaris to generate double-digit sales increases in ORV, Motorcycles and Boats, which were somewhat limited by supply chain capacity constraints. I am extremely proud of the diligent and efficient efforts of our team to mitigate these supplier disruptions and drive a three-year high in quarterly gross profit margins.” Gross profit increased 22% to $535 million for the third quarter of 2020 from $437 million in the third quarter of 2019. Reported gross profit margin was 27.3% of sales for the third quarter of 2020, up 271 basis points compared to 24.6% of sales for the third quarter of 2019. The improvement in gross profits was primarily driven by positive product mix and lower promotional costs incurred during the quarter. Wine adds that the outlook for 2020-2021 remains positive, “We are realizing tremendous progress from our strategic investments in supply chain and digital transformation, electrification, and breakthrough product development programs. I am very optimistic about the future growth and profitability prospects for Polaris and our stakeholders.” Given the continued strong retail environment, the Company is raising its sales and adjusted earnings guidance for the full year 2020. Sales are now expected to be in the range of $6.925 billion to $7.0 billion, up 2%-3%.

POLARIS POSTS Q3 PROFIT

Despite the pandemic, sales are up 10% for Polaris in 2020. Key sales drivers of North American retail sales were OHV, motorcycles and snow machines. Boat retail sales were also strong during the quarter, resulting in a 15% overall increase compared to Q3 2019. According to their quarterly earnings report, Polaris posted sales of $1,955 million, up from $1,772 million for the third quarter of 2019.

DUCATI IN THE BLACK FOR Q3

“Although 2020 is a stormy year, the third quarter recorded the most positive performance ever,” says Claudio Domenicali, CEO of Ducati. Despite the pandemic, Ducati, delivered 14,694 motorcycles worldwide, and posted its best third quarter ever. Led by the Panigale platform and Scramblers, September sales of 4,468 units confirmed the recovery trend that began in June. Launched back in April the Ducati Cares program has helped Ducati recover from a slow start and a six-week production stop

right at the peak of the season. The goal was to get Ducatisti back to dealerships according to Domenicali. “With Ducati Cares, customers could visit their trusted Ducati dealers around the world in complete safety, as well as digitally interact to book an appointment or evaluate the purchase of a motorcycle remotely.” The plan was proven by Q3 and September’s continuing success. “Now the situation is worsening again, unfortunately just when we are about to present to the world the new models for 2021, on which we have worked continuously despite the difficulties introduced by the pandemic,” Domenicali notes. With the COVID situation continuing to deteriorate, Ducati has decided to unveil its 2021 Model Year online, with a new format of episodes every Wednesday from November 4 to December 2.

weighs against a finding of likelihood of confusion, and that the survey evidence weighs slightly against such a finding. ?On balance, even considering those DuPont factors unchanged from the FID, and giving particular weight to the notable and obvious dissimilarity between the Post-2020 ROXOR and the Jeep Trade Dress, Mahindra has shown that there is no likelihood of consumer confusion as to origin, sponsorship, or approval. Accordingly, it is my recommended determination that the limited exclusion order and cease and desist orders be modified so as to not apply to Mahindra’s Post-2020 ROXOR vehicle. This Recommended Determination is hereby certified to the Commission.”

“Once again we are forced to redefine working methods and processes in order to maintain a high level of attention to the safety of our employees, suppliers and operators,” adds Domenicali. “Digital presentations, use of smart working and video meetings, access into the company only when strictly necessary. All with the aim of serving Ducatisti all over the world in the safest possible way.” The best way to achieve that outreach is via its global network of 730 dealers and service points in almost 90 countries. This includes the latest openings in Rio de Janeiro, Vienna, Wolfsburg and Antwerp. Ducati Motor Holding now has a total of 1,665 employees.

SUZUKI FOLDS JGRMX TENT ROXOR GETS ITS DAY IN COURT

After a protracted process between Mahindra/ROXOR and FCA/ Jeep, the trade dress issues have been addressed, clearing the way for ROXOR’s 2021 model redesign. “The ITC Administrative Law Judge ruled in Mahindra’s favor late last week in regards to our 2021 redesign,” says Rich Ansell, VP Marketing, Mahindra Automotive North America. “Here’s the statement we’re issuing. We’ll have no further comment at this time.” “We are gratified that the Administrative Law Judge (ALJ) at the International Trade Commission has determined that the redesigned 2021 ROXOR does not infringe the ‘Jeep Trade Dress’ claimed by FCA. The ALJ is recommending that the Commission confirm these findings and modify the orders previously issued in this dispute to reflect they do not cover the 2021 ROXOR design. We will now look forward to the International Trade Commission’s confirmation of the ALJ’s recommendation.” Bottom line? At the end of a 30-page decision, the Administrative Law Judge Cameron Elliot concluded: “Mahindra sufficiently shows that its Post-2020 ROXOR is not substantially similar to the Jeep Trade Dress, that the degree of similarity is otherwise very low, that its intent in designing the Post-2020 ROXOR

First it was a parting of the ways with long-time brand ambassadors Travis Pastrana and Ricky Carmichael and now comes word that Joe Gibbs Racing MX will no longer field the factory Suzuki squad. “Suzuki Motor of America, Inc. has concluded its partnership with Joe Gibbs Racing,” is the official announcement. “The combined efforts of Suzuki and JGRMX were able to deliver solid results and raise the level of performance of each of the team’s riders. Together, Suzuki and JGRMX demonstrated the potential of the Suzuki RM-Z250 and RMZ450 motocross machines over several successful racing seasons…” “Suzuki Motor of America, Inc. is honored to have worked with a premier racing partner like Joe Gibbs Racing,” said Chris Wheeler, Suzuki’s MX Support Manager. “This partnership produced solid success and many strong friendships over the past several seasons and we would like to thank the entire team at JGRMX for their hard work, passion, and dedication to Suzuki racing.” Wheeler added that Suzuki will announce its plans for the upcoming 2021 Supercross and Motocross racing season in the coming days.

NOVEMBER 2020

HARLEY-DAVIDSON TURNS RACING OVER TO WHAT’S NEXT FOR V&H? With the announcement that Harley-Davidson has chosen not DEALERS IIn an effort to refocus on their dealers, Harley-Davidson is shifting AFT and NHRA racing from long-time partner Vance & Hines. The new plan calls for “celebrating the heritage of grassroots flat track racing by offering support to its entire dealer network through the development of contingency programs,” rather than fielding factory teams in AFT and NHRA moving forward. “Harley-Davidson’s heritage is rich with racing lore and legacy, and throughout our brand’s history, Harley-Davidson dealers have been the cornerstone of our racing programs,” said Jon Bekefy, general manager of Brand Marketing. “We are excited to continue to support the XG750R racing motorcycle and NHRA Pro Stock Motorcycle efforts through our dealers.” But that means V&H is no longer running The Motor Company’s drag racing effort after 17 seasons of NHRA competition (107 wins, 10 National Championships) or AFT Production Twins where they just won the 2020 title. Vance & Hines will remain the sole licensee, manufacturer and seller of Harley-Davidson XG750R Production Twin motorcycles and Harley-Davidson XG750R Super Twin motorcycles. The Production Twins bike is being manufactured and shipped to Harley-Davidson dealers at this time. “As it leans into a more grassroots approach, Harley-Davidson would like to thank the Vance & Hines organization, the riders, team members, and every individual involved with the Screamin’ Eagle/Vance & Hines NHRA Pro Stock Motorcycle and American Flat Track (AFT) team efforts for their passion, commitment and expertise for over a decade of winning competition and championship titles, adds Bekefy. In a return to the foundations of Harley-Davidson’s racing efforts, the company will refocus efforts by offering support dealer racing programs in 2021, including the development of contingency programs for AFT. To kick off 2021, Harley-Davidson is already committed to supporting Latus Motors Harley-Davidson as they campaign their XG750R in the AFT SuperTwins series.

to field factory racing teams in American Flat Track (AFT) or NHRA drag racing in 2021, Vance & Hines will redeploy its racing development team towards creating high performance products for a variety of vehicles, brands and race series in both two and four-wheel segments. “We thank Harley-Davidson for being a partner with Vance & Hines for 20 years. Together, in AFT and NHRA, we have celebrated 116 wins and 11 championships,” said Vance & Hines founder Terry Vance. “Harley-Davidson has been one of the best partners we’ve ever had.” Vance & Hines employees were informed on November 11th that the Indy Operations Team will be refocused on performance products for two- and four-wheel vehicles, presumably UTVs. The Brownsburg, Indiana operation will be redeployed under the name “Vance & Hines Racing Development Center” (RDC). Vance vows that V&H will continue its racing tradition in 2021 with sponsored riders in a variety of racing series. “Vance & Hines is having its best year in over a decade. We’re strong and we have a strategy that drives our growth and expansion in our current markets and in new ventures,” said Mike Kennedy, President and CEO. “While we loved our time running the factory race teams for Harley-Davidson, we couldn’t be more excited about the future.” Vance & Hines will continue as the exclusive builder and seller of Harley-Davidson XG750R ProductionTwin motorcycles and Harley-Davidson XG750R Super Twin motorcycles. This racing variant of the Harley-Davidson Street 750 was the motorcycle that won the AFT Production Twins championship in 2020. Over the years, Vance & Hines has been contracted to run factory race teams for a range of companies during its 41year history including Suzuki, Yamaha and Ducati. While the partnership with Harley-Davidson was focused on drag racing and flat track racing, V&H fielded some very successful roadracing efforts as well. With the King Of The Baggers blowing up at Laguna Seca, how about a V&H Factory Roadracing Bagger for 2021?

“During the COVID-19 pandemic, our business in both Powersports and Engine divisions has seen considerable success,” says Eigo Konya, President and CEO of Kawasaki Motors Corp., U.S.A. (KMC). “New and reignited interest in our industry has been met by tremendous efforts from Kawasaki team members and our dealer network to meet the needs of our customers in a new environment where health and safety are the first priority.” Kawasaki Heavy Industries, Ltd., KMC’s parent company and 100% shareholder, restructuring plan calls for the Motorcycle & Engine business and the Rolling Stock business to be broken out into separate companies on October 1, 2021. These two entities will stand as pillars under a KHI umbrella… not sold to an outside entity. These changes are part of achieving Kawasaki’s new business direction and will further enhance Kawasaki’s ability to continue to innovate with technology and safety for the powersports industry.

KAWASAKI TO LET THE GOOD TIMES ROLL THEIR OWN

Kawasaki Heavy Industries, Ltd. has decided to “spin off” its Rolling Stock and Motorcycle & Engine Businesses in October 2021. In addition, Kawasaki has decided to integrate its Ship & Offshore Structure and Energy System & Plant Engineering Businesses in April 2021 in order to accelerate its efforts to realize a hydrogen-based society. Note the distinction spin off does NOT mean “sell off!”

“As for operations in the United States, KMC will see no changes,” Konya explains. “All KMC’s tasks and missions will remain the same and KHI’s restructuring plan will only further enhance KMC’s ability to serve KMC’s customers by furthering KMC’s ability to be quick and efficient when studying the industry and the future of powersports. The Kawasaki brand in North America is strong and getting stronger even under the COVID-19 situation and we at KMC will continue our great mission of delivering Kawasaki products and satisfaction to our customers.”

NOVEMBER 2020

Brought To You By MotorcycleIndustryJobs.com

Former Mustang and Revere seats marketing director Ross Berlanga is back in the saddle. TMI Automotive Products, Inc., brought Berlanga onboard to take their well-established brand to the next level and explore new markets like the burgeoning UTV sector. Starting in publishing, he worked on well-known titles including Hot Bike, Sport Compact Car and Custom Rodder, he shifted gears to hard parts where he contributed to the growth of Edelbrock, MagnaFlow and K&N. Berlanga was most recently the Director of Advertising at Race Winning Brands where he handled JE Pistons, Pro-X and Rekluse. “Talent acquisition is always the key to succeed in any business endeavor,” says TMI president Malek Tawil. “The key is to not only hire the right skillsets, but manage for the best chemistry. Ross brings exciting ideas, a wealth of industry experience, and the marketing savvy to add to the already successful brand.” Berlanga will be responsible for TMI’s overall product marketing and communications.

TM has been making racing motorcycles for the past 40 years, but they are changing their priorities and bringing in a new International Sales Manager to sharpen the focus on the U.S. market, according to Gastone Serafini, TM Racing’s CEO. “The objective is to change direction with a long-term goal based on new marketing strategies that optimize market penetration and bring in younger customers. Italian industry veteran Roberto Aloi. “I started my career as Suzuki Italy’s after sales manager,” recounts Aloi. “I consolidated my experiences working as sales manager for the Andreani Group for 17 years, and then I was sales manager of Termignoni for almost three years. With TM we want to renew the commercial approach based on market demands, expanding the vision of the company and engaging with new operations in fields unexplored until today, even if always related to the world of motorized two-wheels,” Aloi adds. His first mission is the launch of the new TM Racing 112cc 2-stroke mini cross motorcycle in the US market.

“The next chapter of my exciting powersports career begins as the Director of Sales for the newly formed Engine Ice Division at KOST USA,” says Scott Lukaitis. “Engine Ice Hi-Performance Coolant is the top selling antifreeze and coolant in the motorcycle and powersports industry in the USA and KOST is the leading coolant company in the nation.” Along with Lukaitis, KOST welcomes Bryan Emrich and Engine Ice founder David Kimmey to their new Engine Ice division.”

After three years at Next Level Sports doing work for the Kawasaki account, Neil Storz has shifted gears. “Thanks to Tony Gardea and Scott Roegner for the opportunity. I have made a lot of great friends and memories over my time at Team Green. Here’s a few fun memories from the adventures.” Storz has shifted to the Account Manager position at The Brand Amp, effective immediately. “I’m excited to be joining The Brand Amp team to help on their Polaris Inc. account and continue my journey in the world of powersports!”

After wrapping up the 2020 American Flat Track season, AMA Pro Racing announced Kevin Crowther as Chief Competition Officer, effective Monday, November 2. “I’m really pleased to be able to strengthen our management team with Kevin’s arrival,” said Michael Lock, CEO of Progressive American Flat Track. “His vast experience in dealing with competitors, team owners and manufacturers will be valuable as we grow the AFT series and develop sophistication in the competition side of the business.” With nearly two decades of experience in sanctioning professional motorcycle racing, Crowther joins the company during a key period of growth for the sport. Most recently Crowther served as Director of Racing for the American Motorcyclist Association. Prior to that, Crowther served as Director of AMA Supercross and Pro Racing Continued on page 16

Brought To You By MotorcycleIndustryJobs.com Continued from page 14

Relations from 2008-2017. Crowther has also served as the FIM Clerk of the Course for major international motorcycle racing events held in the United States, including MXGP, World Superbike and MotoGP. “Motorcycle racing has always been a big part of my life and I’m excited to continue that journey in this new role,” said Crowther. “I look forward to using the experience that I have gained over the years as a competitor and as a race official to help the AMA Pro Racing competition department continue to develop safe and competitive racing.”

Twisted Throttle, the source of both bolt on and electronic motorcycle accessories since 2002, appoints Marisa McInturff as Director of Marketing and Web Content for both Twisted Throttle and DENALI Electronics. Although she has been a part of the Twisted Throttle/ DENALI team since 2016, working in a variety of roles including customer service, technical installation support, web merchandising, content creation and public relations, this is definitely clicking her career up a couple of gears. Having worked in the motorcycle industry for the past 10 years, McInturff brings an array of industry knowledge to the table from her experiences in dealerships, as a riding instructor, coordinating motorcycle safety programs in her home state of Tennessee, and as a journalist, photographer and content creator. In her new role, she will be focusing on promotion and education surrounding some of the industry’s best known brands, including SW-Motech, R&G, DENALI, Barkbusters and Kaoko. Continued

focus will be aimed at DENALI Electronics as they expand into the SxS, ATV and 4x4 markets in 2021. To learn more about Twisted Throttle and their distributed brands, or to become a dealer, e-mail: dealers@twistedthrottle.com

Our friends at the Marine Retailers Association of the Americas have welcomed three new crew members aboard: Education Specialist Cecelia Pallotto, Content Manager Jerrod Kelley and Membership Manager Sherri Cuvala. “We are thrilled to welcome Sherri, Cecelia and Jerrod to our MRAA team and to bolster all of the great resources we create and contribute to this great industry of ours,” says Matt Gruhn, MRAA President. “Education, membership and content generation are all key drivers within MRAA. We know these three individuals can help us make great strides in these areas, which, in turn, will help us build a more solid foundation and support system for our vast marine audience.”

As Education Specialist, Cecelia Pallotto will facilitate online course creation, content and tools for MRAATraining.com, Dealer Week education, webinars and more. Pallotto has a Master of Arts in Communication and is a professor of public speaking. She also gained educational and training experience as district manager for a seasonal photography set company. “I’m so excited to be a part of such a talented team of people who share a passion for education and customer experience,” said Pallotto. “I consider myself a lifelong learner and am so passionate about these things, so to be a part of a group whose main purpose and shared goal is exactly this is invigorating and powerful.”

As MRAA Content Manager, Jerrod Kelley oversees strategic and timely distribution of on-brand MRAA content and is responsible for generating and managing the creation of content across all MRAA channels. Kelley’s history as a creative content supplier has included sports journalism, magazine editorial, TV co-host and freelance writer. For the past nine years, he served as a public relations consultant for CanAm Off-Road Vehicles (BRP, Inc.). His company, Kelley Communications has editorial roots dating back to 1998 with Ehlert Publishing (ATVsport / ATV Magazine / Rev), freelancing, talent rider and PR for several aftermarket ATV/ UTV brands. “I’m honored and blessed to join such a well-respected team and association that excels at helping its members succeed and achieve greatness.” He says. “The MRAA has many avenues of content generation, so it will be fun to create and manage strategies to share these messages with the marine industry and media.”

Sherri Cuvala is now managing membership recruitment and renewals for MRAA, in addition to facilitating outstanding experiences for member and non-member dealers and other retailers. Prior to joining the MRAA, Cuvala worked for nearly 30 years with the National Marine Manufacturers Association, building strong relationships through interactions with marine manufacturers, dealers and retailers. “I strongly believe in the benefits of the boating lifestyle, and when I saw the open position for Membership Manager at MRAA, I instinctively knew I found my new home,” said Cuvala. “I’m thrilled to be able to continue my relationship with dealers and retailers that I have previously worked with and look forward to building new relationships as well.”

MENS GLOVE MSRP: $4SM4th.9ru92XL AVAILABLE SIZES:

TO FIND YOUR LOCAL DEALER VISIT:

BAXTER CYCLE OF OMAHA The Rooster And Raven By Robin Hartfiel

hen we last left Jeremy Pendergast, GM of the world renowned Baxter Cycle in Marne, Iowa (population 120) he mentioned the finishing touches were being done at the second location in Omaha, Nebraska, so plans were made to attend the grand re-opening at the end of November, since the scheduled June 20, 2020 gala never happened. Stupid COVID! Best laid plans of mice, men and magazine editors notwithstanding, the second shop definitely warrants a closer look… even if it is via the Internet. Stupid COVID! Unlike the historic Iowa shop with 100,000s of obsolete spares and a museum full of classics, Omaha is a hip new facility built out to cater to, shall we say, a bit younger demographic. What it does have in common with the original Iowa digs is a focus on Triumph and Royal Enfield… and Jeremy as an operations manager. HOW DID THIS HAPPEN? In 2015 Vincent Seufert and Jeremy Pendergast met in London at Triumph Motorcycle’s Global Dealer

Jeremy Pendergast

THE PLAYERS Seufert serves as GM and handles day-to-day operations in Omaha (as well as being keeper of the secret password for The Rooster And Raven gatherings). More than 17 years experience in vehicle sales, and 22 years as an avid motorcyclist (oddly enough not on HRD Vincents, but with tons of Triumphs). Vincent has the perfect combination of professionalism and enthusiasm to make Baxter Cycle Omaha the go-to shop. When he is not being GM of the Iowa shop, Jeremy Pendergast is serving as operations manager for the Omaha facility. Having spent the past two decades riding, wrenching and selling Royal Enfields, it’s safe to say Jeremy knows a thing or two about the brand. Have a question? He has an answer! Have a beer? Don’t mind if I do! Come by to hang out and chit-chat with him about the world’s longest continually produced motorcycle. Jeremy never gets bored... Boring? Maybe. Bored? Never!

Jeremy Pendergast and Vincent Seufert

Conference. Instantly, a friendship was born… cemented with a few whiskies, similar senses of humor and a shared passion for their brands. Despite, and maybe because of, selling the same brand at different dealerships, their friendship continued to grow after that dealer meeting in the UK. Friendly competitors, they built similar customer bases and communities around themselves. They couldn’t help but appreciate the camaraderie each had established with their customers. It was easy to see that their passion for motorcycles and respect for each other superseded sales quotas.

Vincent Seufert

By 2017 it was obvious they had to develop an opportunity where together they could work to serve that community. They have infectious enthusiasm for what they do and it animates anyone they talk to. Over the next two years they began to formulate a plan. After a lot of late nights (perhaps fueled by some bourbon), Baxter Cycle Omaha and The Rooster & Raven Coffee Co. were born.

Rounding out the team is the voice of reason, service manager Adam Beckman. Highly trained, certified, and extremely qualified… Adam is the cornerstone of the Service Dept. He is a vintage and British motorcycle devotee, with the technical chops to work on today’s most advanced machines. Whatever the machine, whatever the service, you are in great hands with this guy.

Now together, Seufert and Pendergast have created a premium, authentic and just plain cool shop to serve the midwest motorcycle community. Along the way, they have assembled a team of like-minded enthusiasts and are now ready to take over the world… Or at least the greater Omaha area. Together they will make Baxter Cycle Omaha the motorcycle destination for all who love and ride motorcycles.

Speaking of service, both Baxter operations pride themselves on their ability to spin a British Standard Whitworth wrench or figure out a modern CAN-BUS concern with the best of them. Beckman in Omaha and “Stretch” AKA Mike Mayne in Marne, both run a tight ship in the service department.

NOVEMBER 2020

Continued on page 20

Continued from page 19

Service Manager Adam Beckman

Baxter Cycle Omaha is dedicated to providing world class service for all makes and models. Though they specialize in Triumph and Royal Enfield, the team of certified techs can provide outstanding service no matter what year, make or model. The mantra is posted proudly for all to see: “From basic services, to accessory installs, exhaust systems, tires, brakes, and more. We do it all… and we do it right! Every motorcycle that goes through our shop will receive a complimentary 12 point inspection, so that you can be confident your machine has been serviced to the highest of standards.” While Marne has the old bike game down, Baxter of Omaha plays up modern machines… even before Dealernews had done its OEM update on the new Trident featured in this issue, Baxter already had a complete microsite on the bike, complete with online pre-order tab!

THE CLUB The Rooster And Raven is full-time space dedicated to motorcycle lifestyle and culture. Hidden within Baxter Cycle Omaha, this members only club operates as a sacred spot for riders to relax and spend time with likeminded enthusiasts. Make a friend, have a drink. This is where trips are planned, and stories are told. A vibe like no other… this place is truly special. Membership has its privileges as the old AMEX ad claimed. Rooster And Raven Club members enjoy 10% off parts, service and accessories at Baxter Cycle Omaha. Better still, R&R members get the benefit of a complimentary loaner bike for any scheduled services. No more waiting around or arranging a ride, just drop off yours and ride away on Baxter’s bike. Members are also treated to exclusive events, including Members Only Night — one nigh per week they lock the front door and open the back exclusive to R&R members. Not only do they gain entry to Members Only Night, but there are also exclusive rides and product unveiling events. Speaking of “Members Only” Club, members receive complimentary and exclusive Rooster And Raven merchandise (and it is not 1980s jackets but some real quality swag). The going rate is $189/year and Rooster And Raven is growing rapidly despite the Stupid COVID restrictions.

13704 P St Ste C Omaha, NE 68137 402-885-7900 https://www.baxtercycleomaha.com/

THEY SHOOT HORSE THIEVES, DON’T THEY? Motorcycle Theft in U.S. Down For Third Year By Guido Ebert

eing a horse thief was a hanging offense in the old west. Stealing someone’s motorcycle in the midst of a pandemic might warrant a little frontier justice? Actually, motorcycle thefts were down prior to the pandemic. In fact, motorcycle theft in the U.S. dropped -7.8% in the past three years, from 44,268 thefts in 2017 to 40,830 in 2019. According to figures compiled by the non-profit National Insurance Crime Bureau (NICB) in its annual report, the top 10 states for motorcycle theft in 2019 were California, Florida, Texas, South Carolina, New York, North Carolina, Missouri, Colorado, Georgia and Washington. Together they accounted for over 58% of the nation’s thefts. Meanwhile the Midwest reported the least amount of larceny: Minnesota ranked 30th in the number of motorcycle thefts in 2019. Neighboring Iowa ranked 33rd with 333 thefts, Wisconsin (37th, 198 thefts), South Dakota (47th, 69 thefts) and North Dakota (48th, 65 thefts). The top 10 cities for theft in 2019 were New York, San Diego, San Francisco, Miami, Los Angeles, Las Vegas, Houston, Seattle, Austin and Denver. Together they accounted for 17.5% of the nation’s motorcycle thefts. Of the top 10 cities, five had an increase in thefts from 2018 to 2019 – San Diego (+46%), San Francisco (+29%), Seattle (+50%), Austin (+12%) and Denver (+22%). The top 10 motorcycle brands stolen in 2019 were Honda (8,122 thefts), Yamaha (6,495), Harley-Davidson (4,737), Suzuki (4,686), Kawasaki (4,641), TaoTao (1,610), KTM (805), Genuine (647), Ducati (501) and BMW (443). Interestingly KTM, Genuine Scooters, Ducati and BMW were the only brands in the top 10 to experience an increase in thefts from 2018 to 2019.

Nationally, 33% of thefts in 2019 occurred in the months June through September. So statistically speaking if you have a Honda in San Diego, California, from June-September, you run the greatest risk of getting a bike nicked. Meanwhile having a Kawasaki in North Dakota in the dead of winter is a better way to beat the odds… As for recoveries, Wyoming led the nation with a 74% recovery rate. The remainder of the top 10 states for recoveries were Utah (57%), Arkansas (54%), Alaska (52%), North Dakota (52%), Washington (52%), Wisconsin (51%), Colorado (50%) and South Dakota (49%), along with Kentucky, Nevada, Oklahoma and Vermont (47%). Minnesota ranked 27th with a 45.5% recovery rate. No data has yet been revealed regarding thefts in 2020. However, in September the Minneapolis Police Department warned that vehicle thefts were up 43%, from 1,830 thefts during the first nine month of 2019 to 2,616 vehicles stolen during the same period in 2020. In St. Paul vehicle thefts were up 11% to 1,853 vehicles stolen during the first nine months of this year. Like virtually everything else, 2020 is proving to be a tough year for bike theft stats.

THE NATIONAL INSURANCE CRIME BUREAU

ICB, the National Insurance Crime Bureau, is an intelligence-driven and operationally focused organization that leads a united effort of insurers, law enforcement agencies, and representatives of the public to proactively identify, combat, and prevent insurance crime. With a 108-year heritage, NICB is the nation’s premier not-for-profit organization dedicated exclusively to fighting insurance fraud and crime. NICB was formed in 1992 from a merger between the National Automobile Theft Bureau (NATB) and the Insurance Crime Prevention Institute (ICPI), both of which were not-for-profit organizations. The NATB, which managed vehicle theft investigations and developed vehicle theft databases for use by the insurance industry, dates to the early 20th century. The ICPI investigated insurance fraud for approximately 20 years before joining with the NATB to form the present National Insurance Crime Bureau.

NICB membership includes more than 1,400 propertycasualty insurance companies, vehicle rental companies, auto auctions, vehicle finance companies, self-insured organizations and strategic partners. Beyond its membership, nearly 400 employees work with law enforcement agencies, technology experts, government officials, prosecutors, international crime-fighting organizations and the public to lead a united effort to prevent and combat insurance fraud and crime. In addition to vehicle theft, insurance fraud is an integral part of NICB’s mission. If you suspect insurance fraud and have a tip to report to NICB, please use the Report Fraud form: https://www.nicb.org/

TRIUMPH TRIDENT TAKES A STAB AT MIDDLEWEIGHT MARKET Record Deposits Already Placed, Bike Due At Dealers In January

fter tantalizing teasers of a 3D printed prototype and a camouflaged development mule leaked over the summer months, Triumph has finally lifted the embargo on the new Trident Triple. Combining Triumph’s proven triple configuration with best in class handling, the 660 Trident is billed as “a whole new dimension for a new generation of Triumph riders,” in other words, this is not your father’s 1992 Trident 900, or your grandfather’s old BSA Rocket 3.

The hints and “accidental sneak peeks” were ramped up in August with the showing of a 3D printed model at the London Design Museum. “The Trident design prototype comes as a result of a four year development programme led by a dedicated team in our design facility in the UK, Triumph’s global headquarters, where every single Triumph is designed and prototyped,” said the official statement at the time, accompanied by images of the stark white proof of concept. When the camo mule came out, we asked the #1 Triumph dealer of all time (and perennial Dealernews Top 100 winner) Tom Hicks for some insight. “For a start you can see the bike rides on decent quality Showa suspension, while the brakes are by Nissin – two brands known for quality rather

than price. We can also see it’s shod with Michelin Road 5 tires, another impressive bit of kit on an entry-level bike,” said Hicks. “Elsewhere, we can see high-tech touches including a rideby-wire throttle, LED lighting and a shapely dash. We can also see the rear number plate hanger, which runs off the swingarm to preserve the clean lines. The styling has both elements of modern, in the subframe and the headlight, as well as retro, in the tank cut outs.”

Additional ‘explanation’ was offered by Hinckley HQ. Conceived and developed by the Hinckley design team, with additional styling input from Rodolfo Frascoli, the Trident brief was focused on delivering a distinctive, dynamic and attractive new take on Triumph style and attitude. “Following our ethos to develop all aspects of a design in harmony, from the style, to the ergonomics, integrated technology and engine performance the Trident brief centered on delivering the complete motorcycle for the perfect ride…” it may have been the Queen’s English, but we were losing something in translation until a more formal, albeit virtual, media reveal took place at the end of October. According to Triumph’s head of brand development Miles Perkins, there were four pillars to the design brief. Style — it had to be youthful and dynamic, with exciting looks and a bit of an attitude. 2) It had to be more than a trackday bike so all-around performance (urban riding, social mobility and commuting)) was the goal.” Rideability was key, hence the low seat height and confidence inspiring ride. “Maybe most importantly it had to offer accessible quality — competitive price and proven reliability. To that end the value proposition is a competitive price, starting at just $7,995, and a low cost of ownership and service costs. The Trident has the lowest service workshop time in the category,” claims Perkins. “Backed by a class-leading 10,000 mile service interval and a global 2 year unlimited mileage warranty.” While it is based on Triumph’s proven triple configuration, the 660 was not just a re-spec of the existing engines found in the Street Triple or Speed Triple. “The new 660 triple engine delivers all the character and performance advantages of a triple to the middleweight category for the first time, and has been developed specifically for the Trident with 67 new components and a unique torque and power rich tune,” Perkins points out.

The end result is 80 hp peak power @ 10,250rpm and 47 lb/ft peak torque @ 6,250rpm, plus 90% of peak torque available across most of the rev range. Wet weight is a svelte 417 lbs. Pandemic protocols being what they are, Triumph unveiled the Trident 660 via a live YouTube presentation in the early morning hours of Friday, October 30th. Later that morning, the bike was uncrated in front of a live audience of handselected taste-makers. The intimate event of media and influencer attendees, was the first and only event in which a new Trident has been displayed for in-person viewing globally. (See “What They Said” sidebar). “Despite limited opportunities for in-person viewing, the primarily digital launch generated massive interest, with over 130 media articles covering the new model over the initial weekend in the US & Canada alone,” said Gina D’Ambrosio, Public Relations Manager Triumph Motorcycles America. “The media buzz, combined with a monthly tease strategy resulted in an all-time high in daily web traffic, with overall site traffic for the week following the launch 150% higher than average.” What does this mean to dealers on this side of the pond? Plenty. “This increase in web traffic has directly translated to record-setting deposits,” added D’Ambrosio. “In North America, Triumph dealerships have taken 10x more customer deposits for a new Trident 660 within one week of a launch than any other standard production bike to date.” Bottom line: “The new Trident 660 introduces a unique contemporary Triumph roadster style and character with a pure, minimalist stance and clean lines, bringing together Triumph’s iconic design DNA, with more than a hint of our Speed Triple’s muscular poise,” concluded Miles Perkins. Triumph dealerships in the U.S, should be seeing initial shipments of Tridents as early as January, 2021.

NOVEMBER 2020

Continued from page 27

WHAT THEY SAID These days, Triumph’s three-cylinder lineup is strongly established with Speed Triples, Tigers, Daytonas, and even Rockets, though that’s its own beast. Our initial take is that by clearly defining the bike as a sensible, affordable roadster, the Trident badge will come into its own like never before. ~ Seth Richards Cycle World Pitted against the likes of the Suzuki SV650, Yamaha MT-07 / XSR 700, Kawasaki Z650 and Honda CBR650R, the Trident 660 has its work cut out for it. However, the Triumph offers plenty of up-spec componentry and features for a few hundred dollars above most of its competition — and significantly less than the Honda. ~ Nic de Sena Rider Magazine With the Triumph Speed Triple and Street Triple getting continually more aggressive, Triumph is making its signature three-cylinder motor configuration approachable again with the new 2021 Triumph Trident 660. Rather than a no-holds-barred backalley brawler, the Trident 660 is designed to appeal to a larger number of riders. Those looking for the ultimate in performance will be sticking to the Speed Triple and Street Triple. The 2021 Triumph Trident 660 provides more performance than the smaller-displacement traditional Bonnevilles and does so at a shockingly low price point.. ~ Don Williams Ultimate Motorcycling Triumph Motorcycles announces the expansion of its roadster naked bike line with the addition of the 2021 Trident 660 ($7,995). Similarly, to its competition (think Honda CB650R and the Yamaha XSR900), the Trident has a clean and tidy minimalist neo-café-type design with a round-face LED headlamp and digital instrumentation. But most importantly, it boasts a more competitive MSRP with a two-year unlimited mileage warranty. ~ Adam Waheed Motorcyclist

Dealernews Research By Dr. Paul Leinberger

THE BIG QUESTION:

Are Double-Digit Sales Increases Sustainable?

n November 4, 2020, the Motorcycle Industry Council’s website proclaimed: “More Double-Digit Motorcycle Sales” and went on to explain: “The MIC is reporting a new-model sales increase for the third quarter of this year. Year-to-date sales of new motorcycles and scooters through September increased 10.2 percent compared to the same period last year.” While 10.2% is just barely double-digits, we’ll certainly take it! The big question: Can it be sustained? Have the fundamental problems we were facing at the beginning of 2020 been resolved by the changes in consumer attitudes and behavior driven by the pandemic? Let’s review: 1) The Perfect Machine: As we have always known, motorcycles are the perfect social distancing device. It’s no wonder that sales of motorcycles (and scooters and bicycles and e-bikes) have soared; they are the perfect escape vehicles from the terrible isolation forced on us by the pandemic. Even with a vaccine coming, the pandemic will be with us through most of 2021, and thus, sales should remain strong well into 2021. That means the installed base – to use a computer term - will be considerably larger than it was at the beginning of 2020. That’s great news because with more motorcycles on the road, the need for new gear, accessories and repair shops goes up. Therefore, as long as bikes are being ridden and are not relegated to the back of the garage (again), the industry should continue to grow in the short-term. What will happen when the pandemic recedes? That depends on the experience of new riders and their demographic composition. If they love the experience, if their need and/or interest remains, and if they are younger, more ethnically and racially diverse, and if more women are riding, then the single biggest issue facing the

industry at the beginning of 2020 – not enough new riders – will be solved. Those are a lot of “ifs” but the trends are moving in the right direction and should stay that way – if the industry responds appropriately. Which bring us to changes two through five. 2) It’s A DTC World Now: COVID-19 fast-tracked online, click & collect and direct-to-consumer (DTC) retail channels. The pandemic sent consumers flocking to the web and that trend will continue. Digital Commerce 360, a market research firm, estimates that 77% of consumers plan to buy half or more of their holiday gifts online (up from 62% in 2019) and e-commerce sales for the year are expected to grow by 43.4% over 2019 – an extraordinary increase! The powerful lesson here: To sustain sales growth, the industry and dealers must have a dominant digital presence. 3) Home-Centered Economy: COVID-19 forced consumers home and, for the most part, they continue to love it. They are doing more cooking, taking up new hobbies, doing home improvement projects, and, most importantly, spending more time with their kids. More families have discovered the joy of riding together and this has spurred additional sales – especially of small-displacement bikes, e-bikes, and now perhaps, ADV/scooters. Will this continue when the crisis is over? Consumers have told researchers they intend to make these new habits permanent. The challenge for the industry is to make sure it produces machines that meet the needs of the entire family and the challenge for you as dealers is to make sure you stock the kinds of products families are looking for. Focus on the family now and you will have a new constituency that will stay with you long into the future. 4) Contactless Consumption: As I said in my May column, one of the enduring legacies of the pandemic will be a heightened awareness of hygiene and an aversion to touching things. Contactless transactions will become an industry standard. If you want your customers to visit your store (and not just buy from you online), you will have to keep your store and your bikes spotless. Cleanliness and attention to detail will become the hallmark of best-in-class dealerships. 5) Goodbye Brand Loyalty: Since the pandemic hit, consumers have changed their buying habits and this is expected to continue. More than 75% of consumers have shopped new brands and visited new websites, according to McKinsey. Up to 80% intend to continue these new habits post-COVID. That means multi-line dealers are well-positioned for the future. As you’ll recall from my earlier columns, we now live in a consumer-driven world, a C2B world, where consumers call the shots. If we pay attention to how consumers are changing (consumer behavior) and if we listen to what consumers are telling us (consumer attitudes) — and if we then respond appropriately — we will come out of this crisis as a stronger, more resilient industry. The sales growth we have seen to date can be sustained, but only if we change the way we do business. Consumer Sentiment Update: The Conference Board’s gauge of consumer optimism dropped slightly in October, while the weekly Bloomberg Consumer Comfort Index is at its lowest point since August. On a more positive note: The University of Michigan’s Consumer Sentiment Index rose in October to a seven-month high at 81.8 (although still well below where it was in February at 101). Bottom Line: While consumers continue to be anxious and cautious, they are looking for reasons to be optimistic. Give them a reason to come into your store and they will happily take it.

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

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Dealernews Research By Lenny Sims

BY THE BOOK

NADAguides Market Insights Power The Market Values

he Q3 numbers are just in… and they continue to confound the COVID reality. Values in 2020 continue to crush the previous two years. Interest in all segments of the powersports industry is hot, as new enthusiasts enter the market and existing riders look for new bikes and side-bysides. In the motorcycle segment, cruiser values increased steeply once warmer months hit, and are now running 5.2% ahead of last year. Sportbikes also saw a healthy rebound in the summer months, currently bringing 8.3% more year-overyear. Motorcycle Industry Council data of new unit sales corroborates NADAguides’ numbers. In fact MIC is reporting new-model sales have increased for Q3. Year-to-date sales of new motorcycles and scooters through September increased 10.2% compared to the same period last year. “Many of us have faced tremendous challenges and genuine hardship,” said MIC CEO Erik Pritchard in announcing the third straight quarter of double digit growth. However the industry as a whole is improvising, adapting and overcoming the

challenges. “Think back on all the ways you’ve adapted your business to meet this crisis and get through the pandemic,” he added. “Think back to how quickly you adapted to online commerce. Think back on your first home delivery. Recall all of your hard work. Recall the relief when the MIC’s government relations team persuaded the federal government to declare dealership employees essential.” It isn’t just two-wheeled sales doing well. BRP reported sales of its Ryker and Spyder three-wheelers were up in the first half of the year and Can-Am’s Maverick UTV sales continue to surge. In fact, all side-by-sides were strong in the most recent period, with the utility segment valued a whopping 16.2% higher than the same period of 2019. The sport SxS segment is higher by an impressive 10.5%. The powersport industry continues to benefit from customers shifting their discretionary income from vacations to other forms of entertainment. Getting out on the trails and roads solo or with a few other folks, will continue to be a low-risk, high-fun adventure.

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

Dealernews Research By Don Musick

INFINITY... AND BEYOND! PART II

n Fig. 6 below, we’ve clipped the drive time range down to 120 minutes by limiting the final row of the data range to N365 (your mileage may vary!). We’ve also tweaked the charts appearance (text & number formats, gridlines, labels etc.) using the “Customize” tab on the Chart Editor (inset).

Each of the categories on this tab can be further expanded by clicking the “>” symbols to access a wide variety of additional chart customizing options. As noted in Fig. 6, 80% of the dealer’s total customers lie within a ~35 minute drive time. We’ll use this 80% value as a threshold to represent a dealers “core” customer base. Also, since this chart only reflects cumulative totals, we’ll need to dig a little deeper to tease out more detail. BUCKET LIST In the next step, we’ll use a Google Sheets “Histogram” chart to examine customer distribution in fixed time intervals (buckets). This chart only requires the “Drive Time” column so click the column heading then keystrokes “ctrl-shift-↓” to select the data range. Once again, you can either select “Insert>Chart” from the Google Sheets menu bar or click on the “Insert Chart” icon on the menu ribbon. A new chart will open in a default format along with several “suggested” views in the “Chart Editor” panel. Make sure that “Histogram” is selected from the options presented (Fig. 7).

Once again Google Sheets swings and misses with its default Histogram layout, but the Chart Editor “Customize” panel comes to the rescue! From the “Histogram” and “Horizontal axis” drop-down panels we can easily set the timeline bucket size (5 minutes) as well as the minimum and maximum drive times (0 and 120 minutes). The result is shown on page 37 in Fig. 9. The histogram counts the number of customers that fall within each of the 5 minute buckets resulting in a frequency profile by drive time. Buckets less than the 35 minute drive time threshold, representing 80% of total customers, are shaded in blue (again, your mileage may vary!). From this profile, the apparent drive time “sweet spot” falls between 5 and 20 minutes with an uptick between 30 and 40 minutes. But how do we translate drive time profiles to geography? Fortunately, “there’s an app for that!”. …. AND BEYOND! At this point, we’ve identified a drive time threshold that represents 80% of total customers. To visualize this geographically we need to introduce the concept of “Isochrones”. According to Wikipedia: “isochrones are defined as lines drawn on a map connecting points at which something occurs or arrives at the same time… commonly used to depict areas of equal travel time”. Continued on page 36

NOVEMBER 2020

Continued from page 35

If we rewind waaay back to the first installment of “Where’s Waldo?” (January 2020), we noted that “time has become a universal currency shared by all consumers” and that “drive time will be a central focus moving forward”. We’re all familiar with how drive time depends on the route taken. Every time we use Google or Bing Maps to get directions, we’re presented with multiple routes with estimated travel times. Clearly, travel time is impacted by speed limits, street directionality, time-of-day, natural barriers (rivers, lakes, mountains etc.) and more. Consequently, we shouldn’t be surprised to find travel time isochrones reflecting all of these considerations. With our customer frequency profile in hand, it’s time to turn buckets into isochrones. The “App” that we’ll use to accomplish is called “ISO4PP API”, an online tool for geographic network analysis (Fig. 10) We’ll save this final step for the next installment, but here’s a tease for what to expect. In Figs. 11 we’ve taken our “bucket list” and generated drive time boundaries corresponding to 5, 10, 15, 20, 25, 30 & 35 minutes (Fig. 11a) along with a close-up view (Fig. 11b).

The impact of network geography is immediately evident and clearly illustrates potential areas of opportunity! We still have to relate actual customer locations to this construct which we’ll jump into next time. We’ve finally got Waldo in our crosshairs!

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

NOVEMBER IS SLED MONTH â&#x20AC;&#x2DC;Tis the Season for Snowmobiles at NPA

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COVID CAVEAT

Black Book Powersports Market Update

his latest update on how the COVID-19 pandemic has affected the Powersports market continues to tell the same story we have been covering for the past several months, namely that prices are up across the board once again. Defying historical trends, the entire powersports market has seen unprecedented growth in values for September. This time of year usually sees declining values among all the road going segments (Cruisers, Street Bikes & Scooters) as the pending arrival of colder weather for much of the country dampens sales. At the same time, ATVs and Utility Vehicles, though year-round units, tend to see increased demand due to farming, hunting, and other fall activities. These patterns have been completely upended at the moment. After a spring where dealers learned how to operate their businesses during a pandemic and a summer where retail sales set record after record, they are now facing a fall where inventory shortages are a major concern. The high levels of retail sales during the past several months have left showrooms seriously depleted. Manufacturers are still ramping up production from spring/summer shutdowns, and the remarketing channels are running at significantly reduced volumes from normal. This has led dealers to hold onto more units that come in as trades, and many are even prospecting for inventory in novel ways such as seeking them from the general public. DEALERS AND INVENTORY SUPPLY As mentioned above, the biggest concern for many dealers today is acquiring inventory. The torrid pace of sales, both new and used, has created one of those “good problems” to have

situations. The realization that powersports vehicles are the perfect answer to the question of “How do I have fun during a pandemic?” has led to this lack of inventory. Right now, the manufacturers are trying to ramp up production as fast as possible while simultaneously shifting to the 2021 models, all while dealing with supply chain and worker safety issues due to COVID-19. All of these issues are in the process of being resolved as you read this, but while the flow of new units from the factories is increasing with each passing day, it is still not back to normal, let alone adequate to meet demand. Along with the lack of production of new units, the flow of vehicles into the remarketing channels is also still running below normal levels. The restrictions imposed by governments earlier in the year and also health and safety reasons have slowed down the intake of new units into the remarketing process. Coupled with this, dealers are holding onto the trades they do take in to resell themselves, severely curtailing the auctions other main source of supply, dealer consignments. We have seen signals recently that all parties are doing their best to increase the supply of units for sale at the wholesale level. This includes auctions emphasizing their transportation infrastructure to get units moved from one area of the country to another, as well as their ability to help manage inventory by adjusting your product mix to match your local market conditions. Dealers have also begun to look for alternative sources on supply. Many have turned to their existing customers who may have an extra bike and the open retail marketplace, anywhere they can find bikes for the showroom floor. All of these measures will help, but until demand lessens, or production expands significantly, we expect inventory to be tight at the dealership level.

As you can see from the chart above, Cruisers and Street Bikes lead the way this month. This is highly unusual for the time of year. These bikes are getting to the end of their riding season in many parts of the country. Prices usually taper off significantly this time of year. That they are this high is a sign of the unusual market conditions we are currently experiencing. The other main takeaway from these numbers is that every segment is currently increasing in value, even the snowmobiles and the personal watercraft, which almost never move in unison.

The ATVs and Utility Vehicles have increased in value once again this month, but as you can see from the chart above their rate of increase has slowed somewhat. These segments strong performance since May, coupled with their smaller value increases this month means they may be approaching equilibrium at the current point in time, but as fall is typically their strongest season, we expect them to remain in positive territory for another month or two. Continued on page 40

NOVEMBER 2020

Continued from page 39

We may sound like a broken record at this point, but it bears repeating, the dirt bikes have been the only segment to see growth every single month this year, and they have accelerated their rate of increase over the past two months. These are some of the cheaper units in the powersports world, coupled with some of the most easily accessible for those new to the world of motorcycling, which leads us to believe they will continue to be strong performers deep into the fall.

The widening gap for the months of July, August, and September for this year versus last in the chart above nicely illustrates just how unique a situation we are in at the moment. Compared to last year (or any typical year) the late summer surge in prices for the Cruiser segment is a clear sign of the impact of COVID-19 on annual sales patterns. While off-road vehicles immediately increased their sales in the spring right as the lockdowns took effect, after a brief lag, the bigger and typically more expensive street bikes and cruisers took off and have not slowed down yet.

Much like the Cruiser segments, the Street Bikes are increasing in value by rather large amounts when they should be decreasing. Unlike the off-road segments, which show the 2019 and 2020 patterns similar in shape, if not actual numbers, the street bikes and cruisers are diverging completely form their prior behavior patterns. We cannot say it enough, this is unprecedented in recent history for these bikes. THE FUTURE We are once again facing the same questions, how long can this last, when will supply catch up with demand, and how will future health and economic changes impact powersports. To all this, add a new question, where do all the new powersports customers go in the future? We have seen repeated references from dealers, lenders, and manufacturers about the unusually large percentages of new customers. Most of these are people who have never owned a motorcycle or ATV before. Will these customers stick around and become lifelong powersports enthusiasts? Ever since the Great Recession, powersports as an industry has struggled to get back to 2008 sales levels. The coronavirus may have inadvertently given the industry the shot of new customers it has been seeking in recent years. It is also possible that recent sales surges are a temporary blip due to the coronavirus and lockdowns. Many in the industry are betting on the sheer fun factor of powersports vehicles to generate lifelong customers, and we tend to think they may be right, but only time will tell. As to our first question about how long these good times can last? We are still of the opinion that things will slow down, but that it is increasingly looking like it may be a while before that happens. Even deep into the time when street bikes should be losing value at the auctions, they are gaining value by large amounts. Manufacturers are furiously working to stock dealers’ showrooms and at some point, the remarketing channels will start providing more normal levels of inventory. Also, has the pent-up demand for vehicles been filled, or is there a bigger well to draw from. What will happen when the coronavirus restrictions are lifted once a vaccine is available and widely distributed. Will people resume traveling at pre-pandemic levels or will they continue to use their new “toys” they have recently acquired instead? The final big question is the economy, where does it go? In past economic downturns, powersports has generally not fared well as a significant portion of the industry is devoted to “optional” or “recreational” vehicles, some of the first expenses to go when hard financial times arrive. This has not been the case this go round as this is not a “normal” economic downturn. Our current situation was thrust upon us out of the blue due to a once in a century pandemic. As the pandemic is eventually brought under control, how does the economy shake out? Do we bounce back to pre-COVID-19 levels of activity, or does the economic damage being inflicted now start to look like a more typical recession later? All of these open questions show us that we do not yet know all the answers on where we are headed as an industry. What we do know is that the coronavirus after an initial shock, has been mostly good for the Powersports industry as a whole, and that for the immediate future all signs point to continued good news for most. The longer-range outlook is a bit murkier, but we will continue to keep you updated in future updates. About Black Book Black Book® is best known in the automotive industry for providing timely, independent and precise vehicle pricing information, and is available to industry-qualified users through online subscription products, mobile applications and licensing agreements. Since 1955 Black Book has continuously evolved to ensure that it achieves its goal of delivering mission-critical information to its customers, along with the insight necessary to successfully buy, sell, and lend. Black Book data is published daily by NOVEMBER 2020 41 National Auto Research, a Hearst company, and maintains offices in Georgia as well as the Canadian Black Book in Toronto. Contact: Black Book, p. 800.554.1026, e. info@blackbook.com, www.blackbook.com

SERIAL 1 BREAKS THE INTERNET! Harley Homage = Hot Stuff -

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BLURRING THE LINES

Roland Sands Design x SUPER73-RX Collaboration -

VANDERHALL ON A CHARGE

EdisonÂ² & Navarro Drive Dealer Spike -

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CURRENTS+

RSD SUPER73 COLLAB

SERIAL 1 BREAKS THE INTERNET!

During its much-anticipated virtual debut, Serial 1 — the HarleyDavidson homage eBike — broke the Internet. For real! Their servers were overwhelmed for product that won’t even begin being delivered until Spring 2021. “Due to an unprecedented demand for information, we got a bit overwhelmed,” says the statement from the start-up company. “We took some steps to handle the demand and taking pre-orders again!” What’s all the buzz about? “Combining Harley-Davidson’s world-class product development capability with the agility of a start-up brand, Serial 1 Cycles offers premium eBicycles guided by intelligent, human-centered design and crafted using the most advanced bicycle technology available, to create the easiest and most intuitive way to experience the fun, freedom and instant adventure of riding a pedal-assist electric bicycle.” Serial 1’s debut line-up of pedal-assist eBicycles all feature midmounted motors, integrated batteries, belt drive, intelligent sizing, integrated LED lighting, and even more features that make these the easiest and most intuitive way to experience fun, freedom and adventure on two wheels. Delivery for most models will start in Spring of 2021, but quantities will be limited to “select” Harley-Davidson dealers. More details can be found at Serial 1’s site, provided it hasn’t been overwhelmed again: https://www.serial1.com/

The RSD SUPER73 Racer e-hooligan was hailed as a triumph by the industry and was subsequently displayed in the legendary Petersen Automotive Museum in April 2019. It headlined the Electric Revolution exhibition — the first of its kind dedicated to electric motorcycles. SUPER73 also collaborated on Roland Sands’ Hooligans races throughout 2019, and even made the cover of our February 2020 eDealernews which featured the debut of two new R Series models (https://issuu.com/ dealernews/docs/issue__2_feb_2020_1-82/74). Star of the February show was the SUPER73-RX featuring a whole host of new features, including adjustable front and rear suspension, large multi-piston brakes, the most powerful motor/battery ever fitted, smartphone app access and overthe-air updates. For Roland Sands, it was an opportunity to make his mark on the burgeoning electric motorbike market. For SUPER73, it signified the company’s plan to change preconceptions of electric transportation. Before long, the first sketches emerged for the Roland Sands Design x SUPER73-RX Collaboration bike. “The RSD x S73-RX intentionally blurs the lines between SUPER73’s cutting edge technology and design innovation, coupled with Roland Sands’ racing influence,” proclaims SUPER73’s LeGrand Crewse. “Beyond its unique aesthetic, the build pushes the envelope of performance and functionality in this segment of electric vehicles.” SUPER73’s most powerful drivetrain is paired with topflight Fox Suspension and the battery relocated to improve the handling characteristics. An extended moto-style seat offers greater freedom of movement, while greater control comes from Magura brakes that allow riders to configure the controls to match either a bicycle or motorcycle brake set up thanks to ambidextrous reservoirs, as well as replacing the thumb throttle with a full-twist throttle by Magura. The final touch for the Roland Sands Design x SUPER73-RX Collab comes from massive GRZLY all-terrain tires — the widest and most aggressive off-road tire in the segment. For more collaboration details and dealer opportunities, check out: https://super73.com/

TAIGA TO CHARGE AHEAD WITH ABB

“We envision a future where riders can explore the great outdoors without transporting fuel,” says Taiga Motors CEO/Co-Founder Samuel Bruneau. ”Renewable powered batteries can be placed in remote areas to provide off-grid charging, so adventurers can simply plug in and go further than ever before.” ABB, a leader in global e-mobility will offer its safe, reliable and compact Terra AC wallbox and Terra DC wallbox charging stations to help Taiga reach this goal. ABB lays the foundations for a future of safe, smart, and sustainable mobility, accessible by everyone, everywhere by providing charging solutions that meet the needs of the next generation of electric vehicles. Its e-mobility solutions form an important part of ABB Electrifications ‘Mission to Zero’ initiative, which supports carbon reduction with solutions which use less and cleaner energy. “We are excited to play an integral role in making the rollout of the world’s first EV off-road vehicles a success while reinforcing

our commitment to sustainability,” adds Frank Muehlon, Head of ABB’s global business for E-mobility Infrastructure Solutions. Since entering the EV charging space nearly a decade ago, ABB has driven sustainable transportation forward having sold more than 17,000 DC fast chargers in over 80 countries. With its entry into the electric off-road vehicles charging, ABB remains committed to driving innovation in the sector. Both Taiga and ABB believe this partnership will encourage adoption of EVs across North America and Europe by making it easier for recreational riders and fleet operators to charge their off-road vehicles at marinas, ski resorts, popular trails, and even remote riding areas. ABB’s charging stations, designed to work in harsh weather conditions, are a perfect fit as these vehicles will be operated in some of the most extreme environments. The powersports market delivered record-breaking sales around the globe this year and is expected to continue expanding with a compound annual growth rate at over 6% between 2020 and 2026 according to Global Market Insights. But this growth may take an environmental toll because snowmobiles are one of the few vehicles that do not require a catalytic converter, a device that reduces the amount of harmful pollutants from a vehicle. The absence of this converter leads to disproportionate emission levels to the point where electrifying one snowmobile can have the same environmental impact as electrifying more than 40 cars. Taiga Motors is set to begin delivery of its electric snowmobiles for fleets this winter season and will increase next fall. Deliveries of its Orca electric personal watercraft will begin next spring.

CURRENTS+

EDISON² & ALL-ELECTRIC NAVARRO DRIVE DUCATI eENDURO COMING TO DEALERS Ducati believes eMTBs have much in common with DEALERSHIP SPIKE Driven by its new Edison² EV offerings and forthcoming Navarro all-electric 4-wheeled platform, Vanderhall Motor Works has seen a serious spike in dealer development. The addition of 33 new store locations, combined with several key international dealership locations has led to Vanderhall gearing up by adding distribution points and expanding their factory footprint, doubling their current plant size. “The excitement around the brand has never been higher,” says Vice President of Dealer Acquisitions and Sales, Jay Omanson. “Recent events could have tempered demand for our product, but the opposite has happened. People need an escape, an opportunity to explore and Vanderhall gives them that in an organically socially distanced manner.” Omanson notes the total number of store locations has grown to 75 in the U.S., with 15 additional locations internationally. In addition to the future Navarro, Vanderhall dealers are getting two new premium model variants in 2021: the Venice GTS (New for U.S. Dealers) and the Carmel GTS has been added to the model lineup. Dealers are also beginning to see a measured rollout of new model variant colors for 2021: Ivory White, Ida Rose Red, Royal Blue, Jean Grey and Obsidian Black, according to Omanson. Interested? Potential dealers may register here: https://vanderhallusa.com/ndr/

motorcycles, including the need for a solid dealer base and with IBDs in America tending to shy away from peddle-assist products, that means opportunity for motorcycle dealers. Ducati has teamed with Thok E-bikes to develope a range of products that have a strong appeal to the sporting soul of the brand and are ready to meet the needs of the most demanding riders, whether they are motorcyclists or not. The new TK-01RR is billed as an “e-enduro” that adopts modern technical solutions to overcoming old-fashioned obstacles. A lightweight Shimano EP8 drive unit weighing just 2.6 kg delivers maximum torque of 85Nm with a maximum servo assistance ratio of 400%. Combined with the new Shimano E-tube Project App, the EP8 system allows the motor to literally be dialed-in to a customer’s individual needs. Max torque, acceleration and assist timing can all be adjusted in real time with a Smartphone. Geometry of the TK-01RR’s aluminum frame is geared towards more extreme e-enduro use, with a 64.5° head angle, an elongated top tube and a 75.5° vertical seat tube. Hanging off this trick set of tubes are high-end components, such as the 12-speed transmission and 4-piston Shimano XT 203mm disc brakes with the “Ice technologies” cooling function, a new 180mm Öhlins RXF 38 fork, fully adjustable 170mm Öhlins TTX shock and a 630Wh Shimano battery.

WHEN IS AN EBIKE NOT A BIKE?

Vehicles that are not Class 1, 2, or 3 Electric Bicycles can be confusing. With the lines continuing to blur on what exactly constitutes an eBike, the PeopleForBikes industry association has tried to clarify and codify classes of electric bicycles. The bicycle industry created Class 1, 2, and 3 designations for Low Speed Electric Bicycles (LSEBs) to clarify and describe their respective capabilities, and to support the enactment of appropriate legislation and regulations regarding LSEB equipment and usage on transportation and recreational facilities. Class 1, 2 and 3 LSEBs are classified as “electric bicycles” by the U.S. Consumer Product Safety Commission and regulated by that agency under 16 C.F.R. Section 1512.

To differentiate LSEBs from Out of Class Electric Vehicle (OCEVs), PeopleForBikes developed a policy position that outlines how OCEVs are not LSEBs and should not be labeled, marketed, or sold as LSEBs. LSEBs should not be modified by retailers or consumers to exceed the specifications of their class as manufactured. The use of OCEVs on facilities designed and designated for the use of bicycles and LSEBs may result in user conflicts and jeopardize PeopleForBikes’ ongoing efforts to promote uniform laws and gain wider acceptance and access for LSEBs. Read the media and messaging guide for this policy here: https://wsd-pfb-sparkinfluence.s3.amazonaws.com/ uploads/2020/04/OutofClass_ebikes_messaging.pdf

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If these two developments aren’t bad enough, there’s an ever-growing list of friends, colleagues and contemporaries who are departing this world at an alarming rate. Case in point, Carl Cranke, who recently passed away after a prolonged illness. For those of you who didn’t know Carl, you missed out. He was simply one of a kind. Someone who walked to a radically different beat than anyone else I’ve ever met on this amazing planet.

OLD SCHOOL VS. NEW SCHOOL Building Brands In An Age Of Skepticism By Scot Harden

ail from AARP? For crying out loud! It’s bad enough my body keeps reminding me that I’m not getting any younger (you see, my right knee and back have been a mess ever since my Nevada 200 Trailride back in October). I guess a little too much of a good thing isn’t such a good thing anymore. And just in case that message wasn’t coming through quite loud and clear enough, the weekly reminders I’m getting in the mail that I need to start thinking about signing up for Medicare (in really big print) are bitch-slapping any remaining denial out of me. I guess I’m much more senior than I think… or at least willing to admit.

One of the most accomplished and naturally gifted offroad/motocross riders ever, a 10-time ISDE medalist and a pioneer in the sport, back in the ‘70s. Carl was a legitimate threat to win any off-road event he entered. Carl was also the smartest man in any room he entered, even though he looked like he walked straight out of a late 60’s Northern California commune. A child of the flower power generation, Carl still managed to blend in nicely with the mid-western sensibilities of John Penton’s family business as Western Technical Service Manager for Penton Motorcycles, which is what Carl was doing when I first met him. The truth is, I knew about Carl long before I met him. I read about his exploits in Cycle News and other magazines… Six Days, the ISDT Qualifier Series, National Enduros, Baja and just about any other off-road race of the era had Carl listed at the top of the results. Just as my racing career began in 1973, he showed up at Sportsman Cycle in Las Vegas, Nevada, the shop I rode out of. He had come to race the Mint 400 with my friend Mark Mason. They were going to ride the all-new 175 Jackpiner in the legendary event.

A young Scot Harden with a Carl Cranke rear wheel.

In the week leading up to the event, I spent time with Carl, watched how he worked on bikes, heard some of his stories, basked in his free spirit and enjoyed his offbeat sense of humor. One day as we worked on bikes in the back of the shop, he took pity watching me struggle to lace up a rear wheel on my Penton Six Days. After floundering with it for over an hour, he asked if I wanted help, and of course, I couldn’t say ‘yes’ fast enough. He laced it up and trued it in less than 20 minutes!

After spending time with Carl, I knew I wanted a lifestyle as close as possible to his. After all, he had a company van full of the latest motorcycles, girlfriend, dog and best friend Maico Monty. Together they traveled all around the US competing in all the great races of the day. It seemed like the best of all possible worlds… come to think of it, it still sounds pretty darn good! In the early 80s as I made my first attempts to qualify for the US Six Days team, I ran into Carl again at the Qualifiers and was reminded all over just how great a rider he was. I even spent time with him at his home in Oregon whenever I traveled through the area to attend the Trask Mountain and Bellingham, Washington Qualifiers. By then, he had moved on from Penton and was working in some new-fangled computer world called CAD. I barely knew what a computer was, let alone what CAD programming involved, but Carl was already deeply engaged at the forefront of this new technology. Like I said, the smartest man in the room. Carl’s passing reminds me just how lucky I am to have met so many truly remarkable people through motorcycling and the lessons I learned from each. In Carl’s case, the lesson was never to grow stagnant, never get locked into the status quo. To never let “Old School” habits prevent you from experiencing the benefits of “New School” developments.

If anything, Carl taught me to keep looking ahead. To embrace new technology, new systems, new methodologies, anything that will help improve you as a person, challenge you to grow; that the one constant in business and the sport is change. These are essential concepts to keep in mind, especially now in these rapidly changing and unpredictable times. This point is driven home in Dr. Paul Leinberger’s column this month. According to Paul and his partner Stephen Denny’s new book Unfiltered Marketing: 5 Rules to Win Back Trust, Credibility, and Customers in a Digitally Distracted World. If there are any lessons we can learn from this past year, consumers are more in control of the brand experience than ever before. They are also more sophisticated consumers of media than ever before… and they can spot a phony a mile away. Authentic, unscripted and organic exchanges are what are driving brand preference, awareness and trust. It’s also what is driving connection.

Think about it. For the past nine months, we’ve been undergoing a national market research experiment as opportunities for face-to-face engagement between consumers and brands have declined. Trade/consumer shows, rallies, public sporting events and even in-store direct retail, have for the most part, been eliminated or severely curtailed and replaced almost exclusively by online engagement, social media and broadcast media interaction. As an event promoter, I hate it. More than ever, what happens online is determining how brands are being defined. Continued on page 50

NOVEMBER 2020

Continued from page 49

It’s happening in both mediated and unmediated mediums. Here, the brand manager has to make sure his/ her messaging aligns with the brand ethos and is being done so in a manner that feels authentic to the consumer. As a brand manager, I’ve always worked hard to ensure that authenticity was a natural by-product of our actions, the things we did and said, regarding the brand. They were evident as qualities of the products themselves.

motorcycling? Communications that overlook these basic elements will undoubtedly fall short of the mark.

As Leinberger and Denny point out, 2020 has sharpened consumers to a razor’s edge concerning their attitudes towards media. They are skeptics that have to be won over by consistently truthful, open and honest communications. Context is vital in understanding. Never before in the history of consumerism has trust been put For example, when it comes to electric motorcycles, it at such a premium. would be very easy to focus on the underlying differences in technology to drive brand image. To use the difference As Paul encourages us this month, “We need to help in iCE and electric technology to drive the brand message customers connect the dots, help them cut through the and experience. However, for a motorcyclist, the critical clutter, help them know what is “real” information and factors affecting interest and, ultimately, the purchase what is “noise.” Marketers that do the best job at this will decision remain the same as they do for every motorcycle. be stand above the rest. Winning this game will be the key to success in 2021.” How does the bike look closely followed by the experience it provides. Appearance is important for obvious reasons. As “Old School” as my friend Carl Cranke would probably The machine has to be visually appealing to get the buyer identify himself; I can’t help but think he’d be right out on to take a closer look, and assuming that goal is attained, the leading edge of taking advantage of any “New School” then all that really matters is whether it meets my needs thinking. After all, he was writing CAD programming as a rider. Is it fun and exciting to ride? Does it inspire a before Steve Jobs built his first computer. sense of exhilaration, adventure and freedom? Do I lust for it? Does it meet the intangibles that lie at the core of Godspeed, Carl! See you down the trail.

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

Let’s say you’re doing $150,000 a month in your parts and accessories department. Here a one percent increase adds a modest $1500 to your revenue stream. But with the power of multiplicity run that through the course of a year and now we’re at $18,000. In your riding gear and apparel categories let’s say you’re doing $75,000 per month, here your increase would be $750 per month, or $9,000 per year. Perhaps your service numbers would be similar. Add these three categories together and now you’re talking a gross revenue increase of $36,000. Of course, your numbers will differ, but do the math and perhaps you’ll be convinced.

® THE SALE! Something Wicked This Way Comes: Motorcycle Retailing Strategies To Help You Make It By Mark Rodgers

he Stoics – guys like Marcus Aurelius, Seneca and Epictetus – knew spending time fearing the worst or hoping for the best were both wastes of time. Rather, focusing on what’s immediately in your current control is the path to improvement, resilience and a successful life. I don’t know exactly what’s going to happen next, but I know you’re going to face continuing challenges in the future. Be the pandemic, economic, political or social, inevitably something wicked this way comes. Instead of worrying about the worst, or hoping for the best, over the next two columns I’ll share some motorcycle retailing strategies you can focus right now to improve your condition. Strategy Number 1: Increase Your Revenue Raise your prices. Yes, you read that right. Consider raising your parts, accessories, service, and riding gear prices by one percent. I know, I know, you’re dealing with cutthroat Internet competition, hard bargaining retailers across town, and a struggling economy. I still think you should do it. Why? You provide terrific value to your customers. They get to touch, see, and feel the products before they buy them. Customers get to interact with your people who provide unparalleled professional guidance and experience. You should charge and get what you’re worth. But, one percent you say, what could that do?

But just one percent, and here’s why. When a customer is standing in your gorgeous dealership, having fun and interacting with your people, receiving all of that value, whether they spend $100 or $101 is inconsequential to them, but it could mean everything to you. Raise your rates. Don’t forget your finance efforts as well (always, of course, adhering to federal and state laws and lender guidelines). A 25-basis point increase in your rates will be minuscule in terms of customer impact, but as a result of the power of multiplicity for you it could mean significant gains in terms of your F&I gross profit. If I’ve done my math right, financing $25,000 for 66 months with wholesale rate at 5.5 percent and a 2 point markup, for example, might yield an example dealer reserve (reserve calculations can differ) of $1090.78, with a customer monthly payment of $463.43. Add just a quarter of a point, and your reserve goes to $1,229.84. That’s a per deal gross profit increase of $139.06, let’s call it $140. Multiply that by 30 motorcycle transactions per month and now you’re talking a gross profit increase of $4,200 or $50,400 per year. What’s important to recognize about F&I income is because there is no cost of goods sold so it’s much closer to net profit. Reverse engineer what you would have to do in terms of gross revenue in other departments to add $50,000 to your net profit. It’s astonishing. All that for just a $3.01 increase in the customer’s monthly payment. The question is this: can you or your people sell the value of doing business with you for three bucks a month? I think they can. The question is: do you? Mark up eligible backend products and services. Are you providing something of additional value which would enable a reasonable mark up of vehicle service contracts or maintenance plans? Here you don’t want to just mark up because you can (this is a contributing factor to car dealer antipathy) but you do want to provide a premium value and experience for premium pricing. Are you providing pick-up and delivery, priority scheduling, complimentary detailing, fluid top off, records keeping? All of these add value to the customer’s experience, and you should charge more for that value. That’s the “good deal” exchange (the “bad deal” exchange is when you just charge more to charge more and can’t justify the increase). Strategy Number 2: Ruthless Cost Reduction It’s been said that you can’t save your way to success. Well maybe not, but you can save your way to March, and for many stores, that’s what’s required. Here are some great ways to do just that.

Be more frugal on used bike reconditioning. It’s no secret for many stores, used motorcycle sales are becoming an everincreasing part of the revenue picture. You make money on used motorcycles when you buy them and not when you sell them. You have to buy them right and be judicious about reconditioning. You may replace hand levers and the occasional scuffed mirror, but sheet metal or larger cover flaws you may have to live with.

Review your store hours. You want to be open when customers want to shop. And keep in mind that service can be open without the rest of the store being open if you needed to cycle through getting some service work done. And vice-versa.

Work with all vendors and suppliers for better pricing. Many businesses are having challenging times. Can you use your negotiating skills to get a better deal, everything from service department laundry services to Google AdWords?

Ensure your building is as energy efficient as possible. Monitor your temperatures. Find the money pits. Is the door to service always left open?

Turn odd sizes into cash. Instead of taking those extra small and triple extra larges and putting them on a discount rack in the back (taking the markdown can be considered a cost), rather can you go through your customer list and identify those customers who these sizes would appeal to and directly market to them using a scarcity approach (e.g. only a few left!). This way you could benefit those hard-to-fit customers and perhaps preserve your margins. And as an aside, stop buying those odd sizes (your clothing suppliers will hate this advice), treat these as special-order items going forward. Use an annual parts return programs to flush your overstock or slow-moving items. Critically review your accessory and gear wholesale accounts. Are you still doing business with that local business and giving them a discount? You may want to reconsider that. Do you have former employees that have discount accounts that are still active? Make sure you review those as well.

Review work schedules: You can encourage voluntary unpaid time off and consider some sort of flextime, flex-pay for the off season.

Identify those motorcycles on the showroom floor that you’re being charged flooring on and put special sales emphasis on those motorcycles. Do you need the grounds crew, or can you do it yourself? Barter with customers for necessary work to be done. If you need repairs or maintenance done on your building you can trade product or service in a barter agreement. Just be clear on the exchange. Containing costs is always important, and sometimes it’s the cash flow crunch of the slow season which can crystallize your cost containment efforts. Mark’s Cash & Debt Matrix Increasing revenue and reducing costs enables a business to do two things: increase cash reserves and decrease debt. If your debt load is high and your cash reserve low, you are in a speed wobble and need to take crisis actions immediately! If debt is low and cash is low you’ve got a business in neutral and are heading nowhere fast. If you’re debt is high and your cash is high, reduce your debt immediately because you’re operating your engine at redline and the slightest mishap could cause catastrophic engine damage. If your cash is high and your debt low, you have what you need to immediately start creating your future. More strategies to come. But until then think about this: The stoics knew something wicked would always come. There will always be societal struggles, heated elections, and differences of opinion. But like Marcus and the other followers of stoicism, if we continue to focus on what we can control regardless of what comes next … I like our chances.

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 Copyright ©2020 by Mark Rodgers. All Rights Reserved.

NOVEMBER 2020

He was surprised to learn I was not 14 years old from my e-mail. (Of course I asked for stickers, doesn’t everyone?) Sure we can send you a can of oil to test for your magazine, what product do you need? Something thick, my bike leaks pretty bad. Okay, thick oil, what kind of “tests” do you plan on doing for your “magazine” that only has one print issue in the past two years? Well, do they have a pour spout? Yes of course, a thick oil with a pour spout, that sounds like a pretty comprehensive test for a “magazine” Chuckie.

SLICK STUFF FROM LUCAS OIL PRI Flashback By Charlie Williams

y goal at the PRI show last year was to seek out all the motorcycle-related products and get them some love in Dealernews. Turns out almost all the motorcycle related products were also based here in Indiana! Hoosier Tire, Lucas Oil, UnaBiker, Throttle Jockey and others all call Indiana home, that’s kinda interesting. With the untimely cancellation of the 2020 PRI event, I had a flashback, followed up with a gut punch as the Lucas Oil Off Road series became the latest COVID casualty this week. Anyhow, I’d stopped by the Lucas Oil booth, I knew they have a product line of motorcycle products and I’ve actually used and sold them for years. I mean, it’s local to me, Forrest Lucas owns a mansion a mile up the road from my house!

I detected sarcasm. Okay, Mr. Guy, you want me to write a “comprehensive” test, educate me as to why every thread on Facebook winds up in an argument over just pouring Rotella T in everything! Oh I nicked a vein there! He struck back with a flurry of big words and technical information. I replied: Trigger much? Oh it was on now, he offered to break it down to an 8th grade level for me. Go to the butcher shop and set the slicer on shave. Pour some of your precious Rotella on your finger and start cutting slivers off the end of your finger.That’s what “Shearing” feels like.That’s what your clutch plates are doing to do to every molecule in Rotella. Lucas is JASO approved. I assumed JASO was a misspelled insult. Turns out JASO is really educated oil talk about the special properties built in the oil to fight “Shearing”

The Lucas family hosts charity events and raises money for all sorts of good causes at this home. I don’t get invited to the parties but I did get the job of counting the door knobs in the latest Lucas mansion being built in Indianapolis, it’s a private matter, but there are more than 100 door knobs, not counting exterior doors! My home has one knob and an egress window.

He then asked me about how I would “test” for friction additives? You put a Big Man exhaust on your bike but give away power due to clutch slippage! Lucas Oil adds specially formulated molecules to enhance the action of a motorcycle clutch. Then you have the cushioning modifiers to ease the strain on the transmission gears. Do you see any gears in a diesel truck engine?

The motorcycle end of their business is not huge so most of the gang working the Lucas booth were car guys and although well-versed in the motorcycle end, their Moto Guy wasn’t there. So I got someone’s card and followed up with an email. Understand my ultimate goal is to get Lucas to advertise in Dealernews… that and get a free quart of oil. Well, that email went around and around until their GUY contacted me.

Plus it has a pour spout and cap. That is exactly how motorcycle oil is sold, education across the counter. When you can explain exactly why motorcycle oil is different than diesel engine oil. Shear strength, friction additives, transmission cushioning.

Mr. Guy had shut me up pretty well, so I opened a new e-mail account and blocked him.

Besides being a neighbor I have a funny Forrest Lucas story: it was at the Vegas EnduroCross years ago when Lucas Oils sponsored the event. Rekluse’s Patrick Koether had loaned me his bike where I rode it out in front of 10,000 screaming fans and flipped it over in the rocks and ground it on every panel to the bottom where I struggled to get out of the stadium before they started throwing vegetables at me. This was the night I was back in the dark Rekluse trailer changing into my street clothes and realized the rag I was wiping my face off with had a waist band... I was either wearing or wiping with some one else’s underwear!

Months later a package showed up at my door, a heavy package. In the package was a promotional box containing samples of many of the Lucas Oil line. Motorcycle Transmission Oil, Two Cycle Oil, gun oil, dash board cleaner, carburetor cleaner, injector cleaner, diesel cleaner, oil treatment, trinkets and gizmos galore, it was a real prize and my garage has never been stocked so well, even my wife was impressed. The secondary e-mail guise must have worked! Wow, what a way to open a relationship! I was already a Lucas customer but dang, I’m a lifer now!

Racing continued in the building and I ran back, well, shuffled back and up 4 flights of stairs to the Suite Level. I staggered in the to Lucas Oils suite and there were only two people, Forrest Lucas and eventual World Hard Enduro Champion, Colton Haaker. Plenty of room, I grabbed a plate of food and sat down. Now, you need to picture the condition I was just in, pouring sweat, I mean sheeting in sweat. As fast as I could pour Mr. Lucas’ beer in my mouth it poured out of my face creating a sheet of sweat pouring over me, clothes soaked, seat soaked and armrests ruined. My breathing so hard that chips and bits of salami floated in the air in front of me being inhaled and exhaled. There hadn’t been enough oxygen at this level since the second practice this morning and climbers would refer to it as the Death Zone. I was sweating and breathing so hard it was causing me to sweat more and breathe even harder. Forrest turned and stared, his mind wondered what time the bomb I had hidden under my shirt was to go off? He turned to Colton and said something, then they both stared for a long time. In front of us is the greatest racing in the world EnduroCross and they are both watching me sweat like a sprinkler, gasping and juggling slices of salami respiratorally. Forrest didn’t say a word about me crashing his suite and eating his food, I knew right then he was an alright dude! He’ll remember it, ask him. Jump forward to now, Lucas Oil must be doing something right, they enjoy too much success. Out of the oil business, they’ve gotten into the television business MAVTV and that’s done well enough to allow them to get into the film industry. Forrest Films which is owned by Lucas Oil, just had four new films released on Netfilx. Bennett’s War, Lady Driver, Roped, The Stand At Paxton County and making its debut November 13th, The Ride (see sidebar). Continued on page 56

NOVEMBER 2020

Continued from page 55

Bennett’s War was up first of course, it’s a motocross movie! It was pretty darn good, too, it’s a made for TV feel good story about the war hero coming home and saving the farm by racing his bike. Yeah, it’s a dream come true story, but it’s all in fun and entertainment. The racing action was good, it should be, lots of it is from actual Lucas Oil Pro Motocross Championship races! Surprise!

My very favorite scene was Bennett walking the pits where he ran in to race promoter Forrest Lucas himself. They are talking about the bad guy team and Forrest jerked his thumb over his shoulder and said: “I never did like those guy’s anyhow!” I just howled and cackled and yelled at my television, it was funny. Director Ali Afshar does a great job, he’s making nice, feel good films you can share with the kids. Ali makes appearances in his films too so I’m always watching for him or any Lucas Oil banners in the back ground or any clue that my neighbor up the road had made this movie.

So Forrest Films of today might have a “made for TV” look and feel, but you would have to be short sighted as to think the momentum of a Truck Driver who started an lubricant company that started everybody’s favorite channel MAVTV. MAV produces shows of all kinds of great racing, Drag Boat, Pro Tractor/Truck Pulling Series, Late

Model Dirt Car series, Modified Dirt Series, Off Road Racing Series, NHRA, AMA Pro MotoCross, National Enduro. Coincidentally all these shows are owned or sponsored by Lucas Oil. You would be short sighted to think their movie department won’t build and excel on the foundation they have created. Speaking of foundations, watch this: As a professional door knob counter, I was invited into an Andretti residence to, “count the door knobs.” One hundred and thirteen knobs, not counting exit doors nor the secret doors! It’s a giant sprawling home and electric scooters would be handy, except there are some Secret Doors. Entire wall panels open connecting the bed room to the kitchen to the coffee couch in twelve steps, all with the best view in town. Those are twelve steps I could follow every morning! See what I just did? Forrest will see this and slump in his desk chair. “Get me Leonard Watson (local home building wizard who also has a Bultaco Astro in his garage.) on the phone, I need to build a home with 120 door knobs!”

Who knew what power the door knob counter held? While flexing my power, tell Ali I have a movie idea and to call me! Check out the Lucas Oil line for your shop, counter guy’s, educate your customers on why to use a JASO oil. Plus I had good luck selling it when I worked in a shop, I’m not a chemist or any kind of expert, but I can tell you, just a dab of Lucas Gun Oil sure can cure a sticky door knob!

NOVEMBER 2020

who are poised to achieve success, no matter what they are driving. This includes budding NASCAR stars like Hailie Deegan and Sheldon Creed, along with short course off road’s ascending talents like RJ Anderson, Jerett Brooks, Brock Heger, Ryan Beat and more.

Lucas Oil Discontinues Off-Road Racing Program

tough week in the powersports world that saw Harley-Davidson dump its Vance & Hines NHRA and AFT programs and Suzuki severing its arrangement with JGRMX in Supercross and Motocross was capped off when Lucas Oil made the tough choice to get out of Lucas Oil Off Road Racing Series (LOORS) and discontinue the Regional Off Road Series as well. These series gave UTV racers a big stage to perform on, while the youth classes including the 170 RZR trained the next generation of champions. The bad news straight from Lucas Oil: “After considerable discussion, Lucas Oil Products has made the difficult decision to discontinue its ownership and operation of the Lucas Oil Off Road Racing Series. Since 2009, the series has served as the preeminent platform for this exciting motorsport discipline, and has been widely recognized as the world’s premier short course off road racing championship series for more than a decade. The announcement also includes the discontinuation of the Lucas Oil Regional Off Road Series. “Lucas Oil has made the decision to discontinue owning and operating both the Lucas Oil Off Road Racing Series and the Lucas Oil Regional Off Road Series,” said Director of Race Operations, Ritchie Lewis. “This year, Lucas Oil made an incredible financial effort to keep our off-road commitments to our employees, promoters, racers and sponsors, during arguably one of the roughest periods of time for our country. As we look ahead, there are too many variables that could impact the financial commitment and overall health of the series going forward, which necessitated this difficult course of action.” For the past 12 seasons, the Lucas Oil Off Road Racing Series has hosted a who’s who of racing’s most recognizable names, from current and future hall of famers like Rob MacCachren, Kyle LeDuc, and Carl Renezeder, to crossover stars like Brian Deegan, Jeremy McGrath, Carey Hart, and Jeff Ward. Perhaps even more significant is the series’ development of dynamic young driving talents

“The Lucas Oil Off Road Racing Series could never have achieved the levels of success it did without the individuals who made it all happen - out on the racetrack. The unwavering commitment from our drivers over the years has allowed Lucas Oil to invest in their talent, and we couldn’t be prouder to see all the success stories that have come out of this championship,” added Lewis. “Moreover, we owe tremendous gratitude to the companies that have lent their support to short course off road, as their partnerships were invaluable to our success. As we close this chapter, these individuals and our relationships are what we will remember.” Another COVID casualty hits the powersports industry.

“We love a great story that inspires and promotes uplifting messages,” said Forrest Lucas. “With Chris Bridges delivering a performance that can’t be missed, we know the Roadside Attractions team is especially adept at reaching and connecting with the wide-ranging digital streaming audience The Ride caters to.” It also has some motorcycle cameos from the trailers we saw. The Ride follows John McCord, a gifted young athlete who triumphs over a troubled upbringing. After a violent, racially-charged incident lands him behind bars and in juvenile detention, John (Shane Graham) is placed with an unlikely set of foster parents, Eldridge (Chris ‘Ludacris’ Bridges) and Marianna Buultjens (Sasha Alexander), an interracial couple who want to provide the troubled young man with a second chance at a happy life. Having to overcome the challenges of John’s white supremacist upbringing, Eldridge uses his new foster son’s fascination with BMX to begin forging a relationship with John. Brought together through the triumphs and tribulations he latest project from Forrest Films spin-off of Lucas of extreme sports, the new family grows in mutual respect Oil Products is The Ride. Offset by the sad news and love and together ride toward BMX glory. that Lucas was exiting both of its off-road racing series, the film recounts the life of extreme sports legend The Ride was directed by Alex Ranarivelo and written by John Buultjens and stars Chris ‘Ludacris’ Bridges, Sasha J.R. Reher and Jean Marie Sobeck, Hadeel Reda and Alex Alexander and Shane Graham. Ironically it went live on Ranarivelo. The film has been rated PG-13 by MPAA. Watch the Amazon platform the day the race series news broke, The Ride exclusively on Amazon Prime Video starting November 13, 2020. Friday The 13th.

THE RIDE DEBUTS

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NOVEMBER 2020

SPATIAL AWARENESS PART II

A Perspective On Factors That Will Drive Innovation In The Powersports Market By Larry Daniel

n the last edition of Dealernews, I offered an article demonstrating maps that could relate to potential future innovations in the Powersports industries, including such themes as state income tax, autonomous vehicle laws, Tesla purchasing incentives and cell phone laws. This piece picks up the topic, and concludes with my analysis where powersports innovations are most likely to surface next As shown below, some of mountain west states also represent the largest region in the US where experienced motorcyclists (ages 18 and older) have less requirements for helmets.3

Those in the industry might also consider how their state compares to other states with respect to franchise law. For example, here below, we â&#x20AC;&#x2DC;ve mapped how the minimum relevant market area (RMA) varies with dealer law around the country.4 3 4

Sources for Driving Regulations are Ncsl.org and ghsa.org Original research by Sextantusa.com

The map above demonstrates a consistency in the motor vehicle law that is much more prominent among the mountain west and coastal western states than exists east of Colorado.

One more angle to consider is the speed by which states adopt positions on up-and-coming transportation matters. The map below, for example, demonstrates how California in particular, and other states with large populations such as New York, Texas and Florida were among the first states to adopt measures with autonomous vehicles5. Does this assortment of maps suggest any master patterns? Itâ&#x20AC;&#x2122;s interesting to consider. While a fuller analysis could consider a wide assortment of topics that exhibit spatial differences, even this brief survey can lead to theories about how fast key innovations might spread around the motor vehicle industry of the future. 5

The state of autonomous vehicles measures by state can be found at www.ghsa.org

Here below is a rough attempt to categorize the likely speed of key technology adoption based on patterns already established. Using the data shown in the other maps of this article, we can expect that the highest volumes of early adopters with autonomous and electric vehicles will be in California, Colorado and NewYork. The majority of the South seems set to move swiftly with autonomous vehicles, but not necessarilyelectric. Electric, for the moment, looks more likely to surface in the Northeast, the mid-Atlantic and West Coast. Heavily populated coastal areas generally on course to be the early adopters of motor vehicle innovations, while northern states in the West and Midwest are prone to be followers.

Without doubt, a fascinating powersports and transportation future lies close ahead. It is interesting to consider how the past will lace into the future. Where and when innovations will next explode are most likely related to the patterns illustrated by the maps of our recent past.

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 NOVEMBER 2020 Larry at 719-362-0070 or email at ldaniel@sextantusa.com.

Personnel Files By Alex Baylon

PRESUME VS. ASSUME

Both Are Wrong When It Comes To Employment

t’s always intrigued me how both people looking for a job and employers judge a resume or job posting by its cover. What’s that famous saying when you “assume” you make an ASS (out of ) U (and) ME. We all do it — its second nature and we can’t help ourselves. This is okay sometimes… but not with something as important as employment. It is absolutely crazy how many times I have heard employers and job seekers dismiss an application or a resume because they assume one thing or another. Don’t ASSume anything, especially when it comes to employment. Let me start by picking on the employers first: The impetus for this column was because an employer who had recently posted a great opportunity on MIJ for a big brand was about to ignore a great candidate because of some silly assumptions. I happened to know the applicant personally, but there was more to it than

that. While it may look like it bothers me because the candidate was a friend of mine, I was far more intrigued by the reasons he was about to be overlooked. The employer automatically assumed the applicant wouldn’t want to move. Now that would appear to be a very legit concern, but he never even took the time to talk to the applicant. In my opinion this is a 5-minute call that would go something like: “Hey we are considering you for an interview, but wanted to ask you a couple of questions first. Would you be willing to relocate?” That’s it… not the Spanish Inquisition, just a casual 5-minute call to learn just a little more about a potential candidate. Many employers in the powersports industry overlook out-of-state applicants. That is a huge mistake! Seriously, you know how many people are trying to escape California these days? Automatically dismissing out-of-state candidates before they are even given a chance to let the employer know about their qualifications and experience instantly and dramatically reduces the odds of finding the right candidate. The concern of having to pay for relocation is offset by the fact that there are plenty of great candidates who are looking for a chance to get back to their hometown or a desired residence. Advice To Employers Let’s talk about mechanics for a minute. As we all know, Motorcycle Mechanics Institute has a location in Florida and there is another MMI campus in Arizona. These newly minted MMI graduates will go just about anywhere to get their start… and most likely in any state they can best land a job. If you have automatically discounted any resume coming from the 85027 zip code or failed to take the candidate’s call from a (407) area code, congratulations you just eliminated the entire graduating class from MMI from your list of applicants! Let’s take it one step further. It stands to reason that as these grads gain experience and possibly even find a significant other, like most Americans, they will try to work their way back to their hometown. Strange as it may sound, I have spoken to some elusive and endangered species “A” level techs who were completely ignored by prospective employers simply because their resume had an out-of-state address on it. True story! Some employers exclusively use the MIJ advanced browsing feature to narrow down the candidate search specifically to their local area. The customer is always right, even when they are wrong, but I encourage all employers to widen their search parameters. If someone out-of-state pops up who looks promising, pick up the phone and take 5 minutes to find out why the candidate is looking to relocate.

Advice To Job Seekers I have witnessed the other side as well with Job seekers not applying for a job because they assume one thing or another. I really don’t understand why people do this. A job seeker who was interested in a position and was well qualified didn’t want to apply because they didn’t want to move. This is something completely understandable. Except he forgot that this day in age a lot of people work from a home office. They just assumed the employer wanted the candidate to come to the office because it wasn’t clearly stated in the job description. Let’s think of all the angles here: 1) The employer didn’t mention working from home was an option on the job posting.

2) The employer hasn’t considered allowing this position to be worked remotely. 3) The employer is so impressed by you and your experience they make an exception for you to work from home. None of these options would have ever been uncovered if the job seeker assumed that they absolutely had to relocate. You already have a resume ready and built, so how much effort does it take to email your resume, interview and actually find out the answers to your questions? I don’t assume it will work out every time, but I do presume that if you don’t try, you won’t know.

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.

NOVEMBER 2020

powersports retailer can be the same. Help us get back to the “simple life” of wind in our hair and reaching for the horizon — the real horizon and not the screensaver photo on our laptop screen. Powersports needs to become the new recipe for modern man’s stress-related ailments, starting with quick escapes from myriad lockdowns! “Make it easy and they will come.” ~ Eric Anderson

Confessions Of A Customer® By Eric Anderson

SIMPLICITY VS. COMPLEXITY

ife is getting busier. Business is more complicated. Customers are increasingly fickle. Darn, this retail business is harder than ever before… especially now mid-pandemic with contactless transactions, home delivery and more online services to boot! FYI, everything is getting harder, but that is because we are making it so. This self-fulfilling prophecy may sound like a command hurled out from Captain Picard of the Starship Enterprise, but the human species — particularly the techno-savvy Americans — are overly skilled at making things more complicated than they really are. It has become so easy to overlook the simple (and important) things in life because we are more obsessed with texting an urgent, yet unimportant message on our new smart phone or checking Instagram for a new incoming political meme. Sheesh! The trick now is handling the complexities of life and business while making it look and feel… um…simpler to our family, friends and customers. And for that matter, ourselves. “If you can’t explain it to a six year old, you don’t understand it yourself.” ~ Albert Einstein Google, Apple and Amazon are examples of complicated businesses on the backend. Yet, their sole goal is to simplify our lives as customers — your goal as a

It is not just you, your customers are addicted to technology. The very powersports products you sell are addicting as are the TVs, computers, phones, helmet communicators, GoPros and drones we are amassing in our homes and garages. Even our clothing is becoming complicated and “smart.” Will it ever stop? Nope, and you as retailers need to learn how to cut through all this additional “noise” to get customers’ attention and then convince them how simple it is to learn to ride, upgrade their machine, meet friends or own a new ride. Fewer words… and more pictures? Fewer shoppers… and more buyers? More word-ofmouth… and less self-serving advertising? How will you make it more compelling—and simpler—to experience the machines you have for sale? “Progress is man’s ability to complicate simplicity.” ~ Thor Heyerdahl

Perhaps the best way to “get grounded” in all of this would be to retreat to the mountaintop on your favorite motorcycle and isolate yourself from the madness for a few hours. Do it! What I hope you will realize is… YOU… and how important “you” are to the retail business. The madness from high pressure OEMs, distributors, aftermarket manufacturers, payroll, insurance agents, reps, employees and demanding customers has likely sucked you dry of enthusiasm and creativity for the business…or at least buried you and your true energy for motorcycling. True? Well, it shows. “Beware the barrenness of a busy life.” ~ Socrates If you once had the exploratory gene of Thor Heyerdahl to excitedly adventure around on your powered equivalent of a Kon-Tiki raft, you need to find it again and let it out. Never again will the world of business be the same as it once was, BUT…man’s true sense of adventure will also never disappear even if it has temporarily from your psyche. You sell adventure… and the products which go along for the ride. Perhaps your problem has been focusing more on the techno-advanced products themselves and not enough on the benefits they deliver to mankind. Dump what’s immediately urgent and focus on what’s overly important. Okay, that may sound completely theoretical, philosophical and obscure, but you need to “get it.” You have forgotten how to sell the “sizzle” of that steak because you now work in a slaughterhouse. It’s not easy to take what’s complicated and make it easy for your customers, but that’s what successful companies like Apple, Google and Amazon do best. It’s time to temporarily shelve the sea of minutia…for the longer term vision and mask the business complexity with the simpler reasons for customers to ride. Start with escape, adrenaline, adventure. It’s simple!

DON’T TELL ME, SHOW ME

A 3-Step Process For You & Your Customer

on’t tell me about your election dysfunction, COVID cabin fever or Zoom-fatigue. Instead let me show you how the extraction process begins. You and your customers can all benefit from these three simple steps. STEP 1 Digital Detox Unplug for a day. You have likely forgotten what it’s like to be “disconnected” haven’t you? Try it, you’ll like it. Isn’t it a beautiful thing to put on a helmet… and just ride? Highly stressed people these days are paying for digital detox experiences. Now, isn’t that what a motorcycle does for us anyway? STEP 2 Share It Now, help share that enlightening “detox experience” with your customers… on motorcycles, UTVs and other powered machinery. Once the techno-generation realizes what powersports machines can do to “reconnect” them with non-cyberspace adventure, they will tell their friends. Increased summer sales to neverbefore seen, Zoom-weary customers prove this is true. STEP 3 Sell It “Have you ever seen a motorcycle parked outside of a psychologist’s office?”—anonymous motorcyclist Only the true experience of riding a motorcycle (or UTV, ATV, PWC) will enlighten your customers. All of the paid newspaper ads and social media suggestions won’t break through. Getting butts on seats will!

NOVEMBER 2020

RESEARCH & STATISTICS Third-Quarter Sales Success: Bikes Up by Double Digits The good news on sales keeps rolling.

The MIC is reporting a new-model sales increase for the third quarter of this year. Year-to-date sales of new motorcycles and scooters through September increased 10.2 percent compared to the same period last year. More detailed information by model type is available in the MIC Retail Sales Unit Summary. All MIC members who have signed restricted use agreements may access the summary on the MIC.org website.

GOVERNMENT RELATIONS Eyes and Ears on Moab The scenic Southwestern city of Moab, Utah, for decades a favorite destination of powersports enthusiasts, has voted on new restrictions aimed at local noise reduction following a record number of public complaints. The Grand County Commission and the Moab City Council met last month and decided on three joint resolutions: • A temporary moratorium on issuing new business licenses for the sale, rental, or leasing of all-terrain vehicles, as well as commercial outdoor recreational uses involving an ATV, and ATV outfitting, guiding, and touring. Plus a temporary moratorium on issuing new special events permits for all-terrain vehicle vendors, associations, and groups. • Establishing a 15-mph Moab City speed limit for off-highway vehicles, not including motorcycles. • Establishing Grand County speed limits for off-highway vehicles, not including motorcycles, that are 10 mph lower than the posted speed limit. “Despite receiving comments from industry organizations and their intent to compromise on the issue, the county and city have taken this direction,” said Scott Schloegel, MIC senior vice president of government relations. “Nationwide, we’ve seen greater interest in outdoor OHV recreation and Moab has seen a recent increase in city and county business license applications for sales, rentals, and licensing of ATVs, and related guide services that serve non-residents. The MIC Government Relations Office is monitoring developments in Utah and will continue to represent industry and enthusiast interests.”

This large incense cedar was protected from the August Complex fire by one of our fuel projects.

PLANTING THE SEEDS… For Future Cooperation By Donald Amador

have often written in Dealernews about the importance of OHV leadership to participate in forest health and other collaboratives. We have the opportunity to crosspollenate with land agency representatives and diverse stakeholders from the conservation and non-motorized communities. Planting the smallest seeds of cooperation can grow into some impressive and increasingly necessary outcomes. It’s been my experience that investing time to foster relationships with decision-makers and other recreation partners is critical. Together we can build support of, and interest in, current and future access to sustainable OHV recreation for powersports customers and their families. Recently, I had the honor to attend an interagency tour of the 2020 August Complex Fire that torched over 1 million acres of prime timber and recreation lands in Northern California. These 1,032,648 acres were home to a vast network of both motorized and non-motorized trail opportunities.

As the Core-Team lead for FireScape Mendocino (FSM), a forest health collaborative, I joined representatives from CALFIRE, Forest Service, the Resource Conservation District (RCD) of Tehama County and Crane Mills on the field trip to review portions of the Mendocino National Forest that were impacted by the wildfire. The field trip focused largely on reviewing burn severity and the efficacy of several fuel projects funded by California’s Climate Change Initiative (CCI) Grants and administered by the Tehama County RCD in partnership with the Forest Service, Crane Mills, FSM and CALFIRE. The tour included stops and presentations at fuel projects where mastication was the primary prescription vs. projects that used a combination of mastication and biomass removal. The location of projects was also a topic of discussion where participants compared/contrasted the effectiveness of mid-slope roadside shaded fuel breaks vs. shaded fuel breaks sited on ridge tops. It appeared to the group the fuel projects that incorporated a biomass component into the prescription burned with less severity and had a higher tree survival rate. Based on field observations and group discussions, it appeared that removing post-mastication woody debris was a critical factor to the success of the CCI project — as evidenced in the picture of me standing next to a large incense cedar that was protected from the wildfire by a recent fuel reduction project. Another topic of discussion was developing a better understanding in the fire suppression and fuel management professions about the need to mitigate impacts to important recreation facilities such as engineered trails and campgrounds. I believe OHV recreation interests have a duty and responsibility to engage with local communities and partners. We have to help build our capacity to plan for and implement future fuel reduction projects… we also need to focus on post wildfire recovery/restoration efforts to better protect our natural resources and recreation opportunities for current and future generations. Can we do it? From tiny acorns come mighty oaks!

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 OffHighway Motor Vehicle Recreation Commission from 1994-2000. He has won numerous awards including being a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award. Don currently serves as the government affairs lead for AMA District 36 in Northern California. He may be reached via email at: damador@quietwarriorracing.com

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

THIS PUBLIC SERVICE ANNOUNCEMENT IS POWERED BY

By Alisa Clickenger

OF BAGELS & EMPOWERMENT…

his morning while perusing LinkedIn, I watched a 2-minute video of a talk by Simon Sinek. Thought leader and author of Start With Why: How Great Leaders Inspire Everyone To Take Action he was talking about getting a free bagel. His friend didn’t want to stand in line for the bagel, but Sinek did. This interaction helped Sinek realize the difference in the way entrepreneurs think: some people can only see the thing that they want, while others can only see the thing that is in their way of getting what they want. With the changing landscape of the American economy, along with American politics, it could have been quite easy for all of us in the powersports industry to envision all the obstacles in the way of a vibrant future. And sure, early in 2020 most of us did see things as dire and insurmountable. Yet the entrepreneurial thinkers in the industry laser-focused on the possibilities, embraced the supportive messaging, and carried through to have one heck of a year. Truth really is stranger than fiction. Running an events company as I do (Women’s Motorcycle Tours), COVID-19 presented a real problem (and as it turns out, a real opportunity). Lucky I have an amazing team, and we came up with the idea to lead an ONLINE conference, with most of the country under stay-at-home orders. Seeing the possibilities instead of all the things in our way, I stumbled upon a new focus for Women’s Motorcycle Tours.

Through the Women’s Motorcycle Conferences, I am able to maintain the connection with my core audience, as well as inspire, educate and inform them — just as I do through riding. Two weeks ago we wrapped up our second -- and best -- conference yet. We had 42 presenters, 19 presentations, 3 panel discussions and 3 “connection” (networking) sessions. Because we had so many great speakers applying to make a presentation, I expanded the conference and added 6 extra hours of presentations to educate and inspire other lady riders, and pave the way to offering even more great content while we ride out this pandemic. The beauty of it all? Our online women’s conference boasted only female presenters. By holding to my #ByWomenForWomen vision of the perfect conference, instead of the obstacle of ours being a male-dominated industry, I am quite sure we set some sort of record for the number of female powersports leaders in one space. For a nanosecond I worried that an all-female lineup would be an impediment to attracting sponsors, yet we wound up with sponsors knocking on our doors for the opportunity to be aligned with my creation. By holding my vision on what I wanted to create, I’ve been able to accomplish a major business pivot as well as carve out an entirely new niche for myself in the powerports industry. And instead of looking at all the obstacles for an events company to overcome during a pandemic, I’ve been able to set an example for other entrepreneurs looking to make their own way… Just like Sinek when he chose to stand in line for a free bagel.

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.

HEADS UP FROM QUIN! Getting Smart About Safety

As we learned first hand by inviting ourselves to Quin’s headquarters in Texas just prior to the pandemic (stupid COVID), the Quin Design philosophy is that they are a tech company that just happens to make helmets. “Quin Design is the creator of advanced systems that elevate safety and enhance performance for helmet-wearing motorists, athletes and adventurists,” says founder Ani Surabhi in his elevator pitch. “Quin uses proprietary machine learning algorithms, artificial intelligence, and old fashioned design-thinking to solve problems and improve lives.” Being smart includes integrated Crash Detection, SOS Beacon protocols and Bluetooth Communication invisibly pre-integrated into their premium helmets. They were just beginning dealer-direct U.S. Distribution but have continued to expand despite the circumstances, including adding more sales professionals to its independent rep network. The Quin Design Helmets sales team is currently servicing approximately 80% of the U.S. market. Quin’s independent sales representatives include: VMC Pros’ Independent rep group, headed by Jon Kluiter, along with reps Anthony Weinman and Andy Lung (IA, NB, KS, MO) Joe Bond (L.A. County, CA & Las Vegas, NV) Darren Sanford (San Diego, CA, Inland Empire, CA & Central AZ) Steve Yenik (NH, CT, MN, VT & MA) Troy Carter (UT, ID, MT) Randy Car (PA, NJ, MA, DE, WV) Rich Shauwecker (North AZ, CO, NM) Mike Moore (West TX, OK, AR) Kevin Horton (South TX) Contact sales@quin.design for open territories.

Photo courtesy Quin

NOVEMBER 2020

A SMART HELMET

The media embargo for Quin’s modular helmet lifted on November 16th, just in time to get the Quest into inventory for the Black Friday push! Forget dual-purpose, the Quest is a quad-purpose lid for any riding type, from sport to touring with the peak visor removed, ADV and dual-sport with the visor… and everything in between. Weighing in at just 3.66 lbs with the visor removed, this is a featherweight in the world of modular helmets. It also features Quin Design’s Aerodynamic Ventilation System (AVS)… and then there is the suite of safety features and technology integrated into the Quest, allowing wearers to ride apart, but never alone on any adventures they choose. It really is a Smart Helmet. Originally scheduled for Spring release, a limited run is being made available for this fall introduction. Helmets will be shipped to dealers in mid-December. Speak to your Quin Design Helmets sales rep or contact sales@quin.design

ADV EXHAUSTS

Where do we sign up? After last issue’s cover story, Dealernews is sold on Honda’s ADV 150 scooter. Of course we can’t let well enough alone… ever. Fortunately, the pros at Yoshimura have a race pipe at the ready. No kidding! “To squeeze all the performance available from the liquidcooled automatic belt driven scoot, we called on our sister company across the ocean, Yoshimura Asia,” says Big E, AKA Erick Bartoldus from Yoshimura R&D of America. Their Race Series GP Magnum full system is tuned specifically for the US market, available in either carbon for satin stainless sleeve options. “Now you’ll be able to hear your scoot when you twist the throttle and blast off the line!” Actually, Yosh has a growing selection of accessories specifically for the ADV 150: https://www.yoshimura-rd.com/collections/all/Honda-ADV150-2021

CASH, GRASS OR A…

According to the lexicon of the free love of the 1960s bumper stickers, nobody rides for free. But for $44 your customers can score some primo grass from the Thrill Seekers crew. Available in 20”x25” sections, this is the ideal way to get a piece of grass at the track or wherever you do it in the dirt (another popular bit of bumper sticker wisdom). Grab your own piece of Good Time Grass while you are at it: https://thrillseekerscollection.com/collections/accessories/ products/good-time-grass

PACK YOUR PASSION

So you think 2020 sucked? How about Chad Zulian at Zulz Bag Co.? He kicked off a full collection of luggage in January just before the global travel bans and race track closures! “Don’t overlook the most important part of your 2020 adventures! Luggage!” Pivot backpack (complete with hard pocket sunglass protection and felt-lined & suspended laptop sleeve); Primetime carry-on (with quick accessible stash pocket for sunglasses, watches, phones, etc.); Showtime check size (featuring xtremely quiet and smooth rolling wheels, plus 2” expansion to squeeze in more stuff than you need) and the Zeus gearbag with nearly 12,000 cu/in of space! Let’s hit the reset and look forward to racing and road tripping once again in 2021!: https://zulzbagco.com/

Photo courtesy Quin

NOVEMBER 2020

THAT’S A WRAP!

Osborne & Ferrandis Claim 2020 Titles

he 2020 AMA Pro Motocross Championship concluded its abbreviated season in the heart of Southern California’s moto industry at Fox Raceway, but who knew this would be the last time SoCal would see the superstars in action for at least a full year? After years of Anaheim being the de facto capitol of SX and the moto world being focused on the A1 SX, Feld has cut the heart of the industry off its 2021 schedule! And in an ironic twist from Dealernews perspective, the former home of the Dealer Expo becomes the new Anaheim with three rounds scheduled in Indianapolis.

Photos By Brandon Davis

Zach Osborne’s emotional championship made a compelling close to the craziest season ever. “I considered actually retiring in March after I broke my back,” said Osborne who turned pro 11 years ago. “My wife gave me a pep talk and we decided against it, went to Salt Lake and that went well and it just carried into this outdoor season. I came out swinging and was able to take home a national championship which is something I never ever dreamed of doing, I felt it was way out of my league–so dream big is the moral of the story and don’t ever give up. Find people that believe in you even when you don’t and keep pressing on. It’s such a relief to win this today. What an incredible day. Thank you to everyone who has been behind me.” Although Osborne had a comfortable 24-point lead over Adam Cianciarulo, there were still two other riders with a mathematical chance — Marvin Musquin and Eli Tomac. However, the numbers game went out the window when Tomac passed Ciancurulo and won the first moto as Osbone did just enough to keep the points out of reach, cruising to 6th. Meanwhile Chase Sexton took his first 450MX overall giving Honda a sweep of the day as Jett Lawrence and Jeremy Martin went 1-2 in the 250 class to close out the Geico Honda era on a high note. Although Martin had a chance at the 260 title, he needed bad things to happen to Dylan Ferrandis. They didn’t and the French rider finished third overall to lock up the 250MX National title. 450MX Standings 1. Zach Osborne, 355 points 2. Adam Cianciarulo, 343 3. Eli Tomac, 321 250MX Standings 1. Dylan Ferrandis, 390 points 2. Jeremy Martin, 377 3. Shane McElrath, 288

KING OF THE BAGGERS The Best Thing To Happen In 2020!

hop Bikes, Pro racers and just the shot of adrenaline MotoAmerica needed in the middle of the pandemic plagued 2020 season… we are talking about the Drag Specialties King of the Baggers Invitational at the iconic Laguna Seca Raceway, on October 24, 2020. Ranging from shop bikes like the Trask turbocharged entry to full on Factory efforts like Vance & Hines and the Indian from S&S, there was something for everyone. And while critics called out sandbaggers and cherry pickers like Ben Bostrom and Josh Herrin prior to the race, the product on the track rivaled the best motorcycle racing anywhere during the COVID era. The teams had gone all-in on the concept and recruited some top flight talent to pilot their Baggers including the aforementioned former AMA Superbike Champ and multi-time World Superbike race winner Ben Bostrom who was hustling the #77 Feuling Harley-Davidson entry through the familiar corkscrew, while the #50 Performance Machine entry was ridden by 2013 AMA Superbike Champion and current MotoAmerica Superbike racer Josh Herrin. Hayden Gillim, who last year came very close to earning the MotoAmerica Supersport Championship, was on the Vance & Hines Harley-Davidson entry, while the SlyFox Harley team fielded former AMA and MotoAmerica racer Cory West. Another former MotoAmerica contender, Tyler O’Hara, rode the S&S Indian Challenger — setting the stage for a battle

Photos by Jason Gearld Photos by Fran O’Hagan

royale between Harley and Indian that never really happened in AFT.

According to MotoAmerica data, the King Of The Baggers was their best attended event of the season, even if was virtually rather than in person: Over 225,000 linear TV viewers (Nielsen P2+) a 1.4x increase over round 9 in 2019. Over 1.3M digital views thus far a 6x increase over round 9 in 2019.

Ben Bostrom on #77 Feuling Harley-Davison

Over 133M Facebook impressions and over 83M Instagram impressions Y-T-D. The race played out like a made-for-TV drama as fast qualifier Tyler O’Hara lost the front of his Indian Challenger in Laguna’s treacherous Turn Two and skidded into the gravel, handing the lead to Vance & Hines’ Hayden Gillim. O’Hara managed to keep the bike upright and running, re-entering the track in third place. Watch parties at dealerships around the country erupted in cheers, jeers or outright groans! O’Hara took a lap or two to get his bearings, but eventually blew past runner-up Frankie Garcia on the Roland Sands Indian and set his sights on Gillim, eventually passing him going into the Corkscrew — of course — in dramatic fashion late in the race and take the win by two seconds.

Tyler O’Hara chasing down Hayden Gillim

Josh Chisum, on the Barnett Clutches Harley, was another who has raced in MotoAmerica previously, while current MotoAmerica Stock 1000 and Superbike racer Travis Wyman tackled the track on a Trask Turbo-equipped monster; Michael Woolaway, a highly regarded bike builder and Pikes Peak racer, built and raced the Saddlemen Road Glide. Eric Stahl was on the Alloy Art MFG Co. Road King with Tony Sollima riding The Speed Merchant’s Electra Glide Standard. Arlen Ness Motorcycles also fielded a Harley with noted stunt rider and the son of former 500cc World Motocross Champion Logan Lackey handling the riding chores. The second Indian entry has built by Roland Sands Design and featured flat tracker/ roadracer Frankie Garcia. You may also have heard of Michael Barnes, the veteran hired gun who has been a race winner in nearly all forms of AMA road racing over the years who rode the Bassani Xhaust Road King. Originally intended as a late afternoon sideshow on Saturday, the eight-lap Drag Specialties King of the Baggers race quickly took on a life of its own. The race aired on MotoAmerica Live+, the live streaming and on-demand service from MotoAmerica, and on Harley-Davidson TV. Additionally, the final practice session for the Baggers aired live on MotoAmerica’s Facebook page where it “bagged” 1.3 million impressions in a single afternoon.

Tyler O’Hara in the gravel

“I was fortunate to keep it on two wheels in the sand,” O’Hara said afterward. “Hayden was riding really good, and same with Frankie. It’s just so fun to be part of this whole King of the Baggers. I haven’t seen people that excited about motorcycle racing in a long time. People were jumping up and down and hooting and hollering. It was just fun to put on a show with these guys. My hat’s off to everybody who rode a bagger this weekend because some of the bikes out there didn’t look too fun to be on!”

Continued on page 80

NOVEMBER 2020

Continued from page 79

Although Roland Sands initially thought racing baggers at Laguna was lunacy, he eventually saw the light. “We were hard at work in the RSD Skunk Works developing an ultra-light competition-ready version of Indian’s newest touring machine,” says Sands. “We knew Frankie Garcia was going to give the field a run for their money. This race is all about pushing the boundaries and that’s something we’re accustomed to here at RSD.” After a roaring success, what’s next? That is what we asked event creator Rob Buydos (see sidebar).

Instead, the incredibly close racing, more than competitive lap times and the Indian Vs. Harley battle that emerged was exactly the shot in the arm that MotoAmerica needed at a venue where fans were locked out. It was also exactly how Buydos had envisioned it. “Straight out of the early days of NASCAR, going five wide in vehicles that are made for the street, not the track. I knew that was possible with the Baggers.” His vision was proven true in the first turn.

BAGGERS AT LAGUNA SECA? Rob Buydos Is Crazy… Crazy Like A Fox!

indsight is always 20/20 and looking at the nearly 1 million digital impressions that the Drag Specialties King Of The Baggers “demonstration” drew on Facebook and YouTube alone is enough to make somebody look like a visionary! That somebody is Rob Buydos, announcer, TV commentator, host of the Parts Unlimited/ Drag Specialties NVP and dealer appreciation event host, promoter, emcee and master of the side hustle! He took it upon himself to create the best race of this COVID crazy world and knocked it out of the park. “Running Baggers at Laguna Seca? Yeah, that is really brilliant,” he says deprecatingly. “Almost as smart as going to my friends in the middle of a pandemic and asking them to pony up $100,000 to build a bike that was going to be raced in front of zero spectators! How smart is that?” Fortunately knowing everyone in the pits and his years of making the impossible look easy, paid off as a full grid of aftermarket companies dropped everything and embraced the wild idea. Having successfully pulled off the FITE KLUB Moto and Flat Track made-for-streaming TV events when racing of all forms was totally shut down around the world for months, plus his infectious enthusiasm almost made the idea of 800 lb. V-Twins dicing through the infamous Corkscrew seem feasible.”

“This was more than just a demonstration, the teams were serious and we saw top talent with some of the best racers in Superbike competition,” he adds. “There were vintage races being held at Laguna Seca and those guys were saying they would sell their race bikes and buy a bagger if the Harleys could get around the track in 2:00 minutes… Tyler O’Hara was clicking off 1:37s by the second practice! Guess they’re going to be some nice AHRMA race bikes up for sale?” So what’s next? Well first Buydos has a monster Pit Bike race coming up December 5th, but the King Of The Baggers is just beginning. He has a three-year plan to progress from a one-time demo event to a couple of regional races and ultimately a world championship. He and Luke Leatherman from Fueling have already written a rule book (with the specific intent of keeping racing competitive and affordable, without stifling creativity on the part of the aftermarket companies and ultimately bringing dealers into the mix). “It is a balancing act of keeping it unique, exclusive and exciting… as well as affordable and accessible,” is how Buydos prefaces his three-year plan. “You can’t get greedy and immediately announce a 16-race national championship racing unobtainable race bikes… MotoGP already does that better than we can.” But there is a place for big bikes with legendary racers begging to compete. “I already had guys like Colin Edwards and Ben Spies asking, begging, for a chance to race one of these… the fan base we can reach, the creativity the aftermarket can come up with and the excitement to be generated is unbeatable, if it is done right!” Big thanks to Drag Specialties/Parts Unlimited, MotoAmerica, Laguna Seca and all the teams who built bikes and found racers crazy enough to take part in inaugural King Of The Baggers competition.

Oh, who are we trying to kid? “The only idea worse than road-racing a Bagger would be attempting to race one at Laguna Seca,” says former AMA 250 GP class champ Roland Sands… and this is one of Rob’s supporters! Eventually Sands warmed up to the idea and transformed Indian’s latest touring bike into a track bike in less than six weeks. “We knew Frankie Garcia was going to give the field a run for their money,” he said later. “This race is all about pushing the boundaries and that’s something we’re accustomed to here at RSD.” “Half the people I talked to said that it was insane, the other half said it was crazy,” quips Buydos. “Seriously even after we gained traction and saw this thing was going to happen, there were plenty of purists in the paddock hoping the Harleys would oil down the track and blow up in clouds of fiberglass saddlebags!” Again, with friends like these, who needs enemies?

NOVEMBER 2020

Photos Courtesy of AMA Hall of Fame

AVE ATQUE VALE EVERETT BRASHEAR 1927-2020

ndustry icon, flat tracker, one-time dealer, OEM exec and friend of Dealernews Everett Brashear, died Oct. 29 in Los Angeles, CA. He was 93. The AMA inducted Brashear on the strength of his 15 National Wins in 1998 while the TrailBlazers recognized him for a lifetime of accomplishments Born in Beaumont, Texas, on January 17, 1927, Brashear grew up with little interest in motorcycling. He first took up riding after he left the military in 1946, when he bought an Indian Scout and started racing on the street with his friends. In 1949, Brashear was a high-point rider in the novice ranks, a feat he repeated the next year as an amateur. He didn’t make much of an impression in 1951, his first expert season. The following year, 1952, was a different story, though. Brashear broke through with his first national win at the half-mile track in Sturgis. That win was a first for Brashear and the first win for Harley-Davidson’s new KR model race bike. In 1953, Brashear won three nationals, two half-miles and a mile. Despite a serious racing injury in 1954, he returned to competition and delivered strong performances throughout the remainder of the decade on Harley-Davidsons and BSAs. Between 1952 and 1960, Brashear won 15 AMA flat-track nationals and dozens of regional races. He retired from racing in 1960 and took a job for Triumph distributor Johnson Motors in California. His retirement was shortlived, however. He came back and won his final AMA national, the Sacramento (Calif.) Mile on July 17, 1960. Another bad crash at a county-fair convinced Brashear to give up racing again. He came back a second time and raced select events for the next four years (actually earning his top finish in the Daytona 200, sixth, in 1964 on a Matchless), but had already moved on to life outside of racing. For a short time, Brashear ran a Harley-Davidson dealership. Then he was a district manager for Triumph, eastern sales manager for

Yamaha, national sales manager for Kawasaki, head of Husqvarna distribution and, finally, a representative for aftermarket manufacturers. He retired to San Diego, where he was the marshal at his local golf course. In all, Brashear spent 47 years of his life in the motorcycle industry in one form or another. Read his complete biography at: motorcyclemuseum.org/halloffame/detail.aspx?RacerID=17

#25 Everett Brashear and #25 Don Emde, photo courtesy of Larry Langley.

FRIEND OF THE FAMILY

n addition to being a legend, Brashear was a friend of Dealernews. “Crushed to get the news of the passing of a dear friend to me and so many others in the motorcycle sport and industry, Everett Brashear,” said former Dealernews publisher Don Emde. “I can’t think of a motorcycle Hall of Fame that Everett hadn’t been inducted into, and in 2016 he joined the ranks of the greats of all motorsports when he was inducted into the Motorsports Hall of Fame in Daytona Beach, Florida. It was my great honor to be his presenter at that awards banquet.”

Boost Your Confidence Through Motorcycling...... 9 Find It Now GPS Security....................................... 25 Fuel Capital Group, Inc........................................... 31 Harden & Associates............................................... 85 Honda.......................................................................... 7 MBA Insurance......................................................... 45 Motorcycle Industry Council (MIC)........................ 67 Motorcycle Industry Jobs (MIJ).............................. 15 MotoTV...................................................................... 51 National Cycle.......................................................... 47 National Powersports Auctions (NPA)................. 37 Piloteer Agency....................................................... 71

Emde’s bonds with Brashear go back to their racing days. “Everett and I had a chance to work together at two different companies through the years, and we both shared in our racing histories that we both had worn the AMA National Number 25. That only added to our bonds as long time friends. I lack the words now, there are so many stories I could share, and will try to share soon.” Like Emde before him, Brashear took John Murphy under his wing when he joined the team. “Everett is the man who taught me how to golf, having given me my first set of golf clubs,” says Murphy. “It was a set of “Ben Hogan” forged clubs that belonged to the professional golfer, Tom Kite, who gifted them to Everett when they played together at some point. Hard as hell to hit correctly, but if one could learn to hit a forged club — they have a very small sweet spot — you could hit anything. “He took me under his wing in December 1983 when I joined Hester Communications Expo Division’s sales,” adds Murphy. “Everett would visit Johnny Mac, (John McLaughlin) who had also taken me under his huge wings, and together these guys helped me become a part of their world. I am just happy that Everett is free from the prison of a body that was missing a few spark plugs. “I will be thinking about him for a long time.” JFM

.PSX Digital............................................................... 21 Royal Enfield.............................................................. 5 Sullivans................................................................... 17 The Speed Kings...................................................CV4 Tread Lightly............................................................ 69 Triumph Motorcycles America............................... 13 Tucker Powersports................................................ 29 Twisted Distributing..................................................57 Unfiltered Marketing..................................................33 United States Warranty Corporation.......................59 Vanderhall.....................................................................42 Western Power Sports...................................... 22-23

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

NOVEMBER 2020

If Parkhurst were alive today, would he look at the publishing (and other) tools available to him and invest in the places that reached the greatest number of people who love motorcycles? I think so, because in 1962, Parkhurst embraced the most effective platform to reach motorcycle enthusiasts in the greatest number. That’s what we are doing now, and, as ever, are working to honor the legacy he left for us. We will continue to produce a refreshed, high-quality digital version of the magazine after the final print issue of 2020.

OPEN LETTER FROM CYCLE WORLD

afe to say in 1962 when founding Cycle World publisher Joe Parkhurst started the magazine, he hadn’t envisioned how big a truly independent motorcycle publication that served the reader first might become. And before his death in 2000, could he have envisioned how the next 20 years would change publishing? No, 1962 was not 2000, and 2000 definitely isn’t 2020. Yes, the changes have been remarkable, and I am thankful that our mission to bring the best writing and testing to motorcycle enthusiasts, no matter what they ride, has remained constant. It is this very notion that makes me personally happy to share that New York-based powersport fintech company Octane has acquired Cycle World and the rest of the Motorcycle Group from Bonnier Corporation, including Motorcyclist, Dirt Rider, Motorcycle Cruiser, plus ebike and electric-mobility title Cycle Volta, as well as ATV Rider and UTV Driver. If it’s got a motor and wheels and is built for fun and utility, we’re in. Inherent to our mission across our brands has been growing motorcycling, because we all know how much better life is on two wheels (and four), and only wish to share this with more people. Octane’s mission is the same, growing motorcycling and powersports, and connecting people with their passion. The message from Octane’s leadership to the motorcycle group staff is that the company’s number-one priority is supporting our ability to tell great stories, perform more testing, and help riders and potential buyers research and understand the machines they love, which have always been our core values. A big part of me is sorry to report we are ceasing Cycle World print magazine. I can’t begin to count the number of words I have written for print since my first day at CW in 1999. I have loved making the print magazine, especially in the highquality quarterly format we’ve been producing since 2018, but if you want to reach a large audience of enthusiasts and people interested in motorcycling, digitally is by far the best way to do that.

We will get to test more bikes and work harder on these channels that serve the most readers, and we’ll continue to bring the grand storytelling and epic adventures we have always aimed to produce. My optimism for new ownership comes from a few key points. One is that Octane is a tech startup that has used a lot of smart people to build easy-to-use digital lending tools that help riders and dealers get bikes on the road. Meaning that they are well equipped to greatly improve the experience readers have when they visit our websites. Another is that the expert editorial team producing these historic titles is not changing, and that we’ll renew our effort in the UTV/ATV space. Octane respects the work and the people who make it. So, the established testing methodology executed by the best team in the business will continue bringing real instrumented tests, with dyno runs and verified weights and measures gathered by our team of pros. That is to say, we will remain in our built-out 18,000 squarefoot headquarters that includes a Dynojet 250i rear-wheel dynamometer to measure engine output, the full shop with three motorcycle lifts, a solvent tank, and tire machine. The large photo and video studio remains ready to have the finest images captured by our staff photographer and staff videographer. We will increase the number of instrumented performance tests of motorcycles, executed by our Road Test Editor who recently again finished on the podium in MotoAmerica Stock 1000 racing. We are vested in giving real data in thorough, detailed, accurate, and impartial testing of new motorcycles. We have extended this work ethic into the pedal-assist bicycle market, and will do the same in UTV and ATV. The degree of change in publishing just during the time Bonnier has owned the Motorcycle Group titles has been huge. If you don’t believe the company’s creativity and resourcefulness allowed its brands to continue doing the best possible job in the face of remarkable shifts in marketing spends, technology, and consumer behavior, please take a look at the state of the publishing industry in general and specifically other motorcycle media entities. It was this support and hard work that allowed us to continue when others have not, and I thank them for this. I am also thankful that they worked very hard to find us a new home that can support us as we look to the future. With Octane’s support, the editorial product here will grow stronger, and will focus on the stories we know readers want the most, publishing those through our most effective channels. Through every bit of change and all the pressures that a massively altered business landscape have produced, we have worked tirelessly to keep you, the reader, as the fundamental focus of our efforts to bring real data and great storytelling to life. Our mission has not changed and will not change. We work for you. — Mark Hoyer

HARDEN & ASSOCIATES

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

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BY DON EMDE

Don Emde presents the birth, evolution and eventual demise of motordrome racing with amazing illustrations and rare historical materials. The Speed Kings: The Rise and Fall of Motordrome Racing includes 600 illustrations and 40 chapters over 372 pages. Four-color sepia tone throughout, and printed right here in the United States of America! Foreword by Kenny Roberts. An imprint of Don Emde Inc.

Order today. Email to: don@emdebooks.com Price options for mailing to UNITED STATES ADDRESSES ONLY:

List price: $75.00 + $10.00 postage

DEALER PROGRAM: Dealer Price: $45 each (Shipping included) Books come only in 5-packs for dealer orders (Total per case $225).

Contact Don Emde at don@emdebooks.com or call 949-632-4668 for information about international orders or other questions.