Motorcycle & Powersports News, March 2014

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Plus- Husqvarna Dealer Meeting- Gibbs Sports Amphibians Expands- Profile: Harley-Davidson of Dallas - Products: Rain Gear, Luggage

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2 March 2014 | Motorcycle & Powersports News

Contents

Volume 40 Number 3MotorcyclePowersportsNews.com

EDITORIAL

Editor – Brendan [email protected]

Editor-at-Large – Robin [email protected]

Managing Editor – Greg [email protected]

Columnists & Contributors

Eric AndersonSteve Dodds IISteve JonesMark RodgersMargie SiegalMarilyn StempJim WoodruffCyclepedia Press

ART

Graphic Designer – Kelly [email protected]

Official Publisher of the AIMExpo Show Daily and Show Directory

Dealership OperationsAnd the Survey Says...Iowa ............................................................................................................................4The Road Ahead by Brendan Baker

Shifting Gears ............................................................................................................................................................................12All the News that Fits by Robin Hartfiel

January ’14 vs. January ’13......................................................................................................................14NPA Pre-owned Monthly Recap by Jim Woodruff

Husqvarna and Arctic Cat .............................................................................................................................16OEMs by Robin Hartfiel

Making Money The Old-Fashioned Way .....................................................................24Classic Bike Auctions by Margie Siegal

By Land and By Sea: Gibbs Sports Amphibians......................................26PWC Update

Dealer New Units in Stock ..........................................................................................................................30Inventory Report by ADP Lightspeed

January ’14 Sales Department Performance...............................................32Best Operators Club by Steve Jones

Your Missing Link .................................................................................................................................................................36Peak Dealership Performance by Mark Rodgers

Gravity and Vacuum Fuel Delivery Systems ....................................................46Tech Tips by Cyclepedia Press

Lap Times and PVS Are Not That Different........................................................50Finance & Insurance by Steve Dodds II

XY Powersports Tribute Rock Crawler .......................................................................56Pit Pass

On the Auction Block: Powersports Auction UpdateBy Greg Jones

MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices.POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext.242, to speak to a subscription services representative. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year.Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds. Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.

Luggage ..................................................................................... 38The Right Storage Options For Any Rider

Rain Gear .................................................................................. 43Product Essentials That Will Keep You Dry

Cover photo provided by National Powersport Auctions

March Product Focus

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Ilove old television game shows, andamong the best of the lot was Family

Feud with Richard Dawson. What madethat show exciting to me, besides thekooky guests, was that it made you thinkabout what other people thought might bethe most popular or “number one” answer.You also had great matchups throughoutthe years – Dallas vs.Eight Is Enough, DallasCowboys vs. the DallasCowboys Cheerleaders,WWF Superstars vs.World BodybuildingFederation Bodystars –which was fantasticentertainment no matterwhat decade youwatched the show.

Next month we aregoing to be posting theresults of our ownsurvey, that, while not asentertaining as FamilyFeud, will we beinformative and helpyou run your businessmore effectively and understand thecurrent trends. We’re also giving away aKindle Fire to one lucky contestant whosends in a completed survey. See page 49for a link to our survey forms.

Speaking of popular answers, a recentarticle on MotleyFool.com studying themost popular states for motorcycles showsome surprising results. The article statedthat there were 8,410,255 motorcyclesregistered in the United States by privatecitizens and commercial organizations in2011, according to the latest information

from the Department ofTransportation.MotleyFool.com writerBlake Bos boiled itdown to mean that forevery 36 people youmeet, one of themowns a motorcycle.That’s pretty staggeringwhen you put it inperspective. Thatmeans a lot of potentialbusiness for our industryif we could capture it all.Not surprisingly, NorthDakota had the mostregistered bikes percapita, but the eye-opener was the No. 3

state, Iowa. It turns out there are roadsthrough those cornfields, with 18 people perbike, which beat the national average by 50percent! Read the full story here(http://tinyurl.com/kgx4jwh) t

AHEAD

THE

RoadBy Brendan Baker

ADVERTISING SALESPublisherGreg Cira [email protected]

(330) 670-1234 ext. 203

Associate PublisherSean Donohue [email protected]

(330) 670-1234 ext. 206

Display Advertising Sales

Roberto Almenar [email protected](330) 670-1234, ext. 233

Tom Staab [email protected](330) 670-1234, ext. 224

Bobbie Adams [email protected] (330) 670-1234, ext. 238

Doug Basford [email protected] (330) 670-1234, ext. 255

David Benson [email protected](330) 670-1234, ext. 210

Dean Martin [email protected] (330) 670-1234, ext. 225

Jim Merle [email protected] (330) 670-1234, ext. 280

Glenn Warner [email protected](330) 670-1234, ext. 212

John Zick [email protected] (805) 845-1400

Don Hemming [email protected] (330) 670-1234, ext. 286

ADVERTISING SERVICES

Advertising Services Valli Pantuso [email protected]

(330) 670-1234 ext. 223

CIRCULATION SERVICES

Circulation Manager Pat Robinson [email protected]

(330) 670-1234, ext. 276

Circulation Specialist Star Mackey [email protected]

(330) 670-1234, ext. 242

For show publications advertising information call Sean at 330-670-1234 , ext. 206.

AFTERMARKET MEDIA NETWORKBabcox Media Headquarters

3550 Embassy Parkway, Akron, OH 44333(330) 670-1234 Fax (330) 670-0874

Babcox Media California735 State St, Suite 409, Santa Barbara, CA 93101(805) 845-1400 Fax (805) 324-6015

CORPORATE

Bill Babcox, PresidentGreg Cira, Vice President, Chief Financial OfficerJeff Stankard, Vice PresidentBeth Scheetz, Controller

Copyright 2014, Babcox Media, Inc.

Official Publisher of theAIMExpo Show Dailyand Show Directory

And the Survey Says...Iowa

Brendan Baker, Editor

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IndustryInside the


RE: BACKFIREThe following is an open letter to the AMA in response to an

email from the MRF, printed with permission. This is Bob Jackson, a motorcycle-industry voice from the past,

appealing to your position as long-time, serious and responsible industry executives, to repudiate the Motorcycle RidersFoundation stance on motorcycle safety helmet use, as put forth inits latest news release, and to encourage the entire American Mo-torcyclist Association (AMA) organization to follow your lead.

There’s an old saying, “figures can lie, and liars can figure,” andthis Motorcycle Riders Foundation (MRF) release, like many othersbefore it, is a text book example of that.

I find the paragraph reading “According to the CDC, 41% of allmotorcycle operators who died in 2010 were not wearing a helmet.That means the majority of those who died were wearing a helmet.59%, or most of the people who died in 2010 were helmeted, notexactly a ringing endorsement for the life-saving ability of helmets.”

Not only is this suggestion that “motorcycle helmets kill,” theopinion of far too many in the MRO movement, patently inaccurate, it is criminally irresponsible, especially when endorsed by the number of elected federal officials claimed by theMRF, people who should know better, and much more responsibly serve their constituents health, safety and welfare.

There is not a single word about the hundreds, or thousands, involved in motorcycle accidents in 2010, whose livesmight, in fact, have been “saved” by the wearing of a safety helmet.

As you know, I was a long-time board member of the Motorcycle Industry Council (MIC), chairman of its Aftermarket Committee.

As such, I often had to defend the MIC for not being more ag-gressive in MRO activities. I explained its reason was that it had todeal much more closely with the array of legislative and regulatoryagencies, attempting to restrict the industry, and its users’ activitiesthan were some other entities, saying that others, like the AMA,and others MROs could be more aggressive.

I’ve had several e-mail correspondences with the MRF’s JeffHennie, expressing my concern for what I think is its inaccurate andinflammatory position on safety helmet use, to absolutely no avail.

It concerns me that the AMA might also agree to the “helmets kill” stance, and I appeal that it doesn’t; when we knowthat is wildly inaccurate; and, in my view, irresponsible.

Thanking you for your time, and consideration, I remain.Bob JacksonFormer MPN Editor,Former MIC Board of Directors Member

Editor’s note: We are doing our best to make MPN relevant to its readership. If there are industry issues that we should be addressing, please feel free to let us know. We welcome all comments and commentary! Please send your letters [email protected]. t

The Schwantz School to go on Hiatus for ’14

For the past 13 years, The Schwantz School has been the premiereperformance riding school in the world, creating a multitude ofsafer and more confident riders across the globe.

Due to Kevin Schwantz’s travel/racing schedule and otherfactors, The Schwantz School will take a hiatus in 2014 and looks tomake a return in 2015.

The 1993 500cc World Champion Schwantz has some excitingevents, both confirmed and in-the-works, for 2014. It was justannounced that Schwantz will again race theJapanese round of the World EnduranceChampionship, the Suzuka 8 Hours, on July 24-27, at the age of 50.

Schwantz has also been announced as the“Guest of Honor” at the Classic MotorcycleFestival at Donington Park in England onAugust 8-10. t

Sudco International Announces

New Online Digital Catalog

Sudco has just introduced on their website www.sudco.com adigital version of their main catalog with 556 pages of OEM-qualitystock replacement and performance parts for classic/late-modelJapanese and European street and dirt bikes, ATVs and PWCs.

The online version features easy to read full-screen viewing withflip-page technology and page printing. t

KTM’s Rally Replica Bike will be Available

for Customers to Purchase Soon

It’s been just over a month since KTM took an outstanding 1-2finish in the notorious Dakar rally and the Austrian manufacturerhas announced that the all-new KTM 450 Rally Replica machinewill be available very soon for customers to purchase.

The new model of the KTM 450 Rallymachine in factory livery made its debut inOctober at the Morocco rally as a first andfinal test in race conditions. The machinewas then subject to taking on the ultimatetest at the Dakar, and the bike went on towork flawlessly throughout the 9,000kmrace with Marc Coma on-board to takeKTM’s 13th consecutive win.

As the previous model of the rallymachine was constructed for the 690cc era, this new machinewas designed from the ground up to be suited to today’s Dakarterrain and the smaller capacity 450cc engine. With its vastamount of experience, KTM’s Motorsport department built thenew bike with KISKA’s expertise in design from clay model to

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MotorcyclePowersportsNews.com 7

completed version, along with KTM’s R&D department andKTM Technologies.

The bike features an all-new frame incorporating an ergonomicdesign, a slim body shape with a better seating position,completely re-worked rear suspension and a new overhead singlecam 450cc fuel-injection engine. The bike also boasts a front andrear fuel-pump system with multiple tanks, a carbon tower at thefront of the bike that gives the rider bettervisibility and other refinements throughoutthe machine’s design to create the ultimaterally race bike.

KTM’s CEO Stefan Pierer about the all-new 450 Rally Replica: “The success thisyear in the Dakar rally has highlighted theexperience and hard work of our KTMpeople, who worked closely with KISKA’steam on the new rally bike project,combined with feedback from all of ourfactory riders and heavy input from Marc Coma. We now wantto pass on the experience of such a successful time in this year’sDakar to any rider who wishes to own this fantastic bike, andespecially to those who are committed to making their rallydreams come true or realize their Dakar ambition. The racingservice we offer for privateers is as fundamentally strong as the

service we give to our factory riders and we are very proud ofhelping many riders achieve their goals in the rally.” t

Indian Motorcycles to be Celebrated at AMA

Vintage Motorcycle Days in July

The American Motorcyclist Association has announced that IndianMotorcycle will be celebrated as the 2014 AMA Vintage

Motorcycle Days Marque of theYear, July 11-13, at Mid-Ohio SportsCar Course in Lexington, OH.

AMA Vintage Motorcycle Dayswill include special recognition,displays and race classes for historicIndian-brand motorcycles, as well asparticipation from the new IndianMotorcycle.

Attendees to the three-dayfestival of vintage motorcycling will

experience a special Indian Motocycle-themed tent on the Mid-Ohio infield featuring beautiful examples of classic Indianmachines, as well as the latest machines from the new IndianMotorcycle. In addition, a full demo fleet of Indian Motorcycles willbe at the event, allowing attendees to get a feel for the IndianMotorcycle line-up.



“Few of motorcycling’s great brands haveas much history as Indian Motocycle, whichbegan in 1901 and helped define the pre-WWII motorcycling era with iconic modelslike the Indian Scout and Chief,” said AMAPresident and CEO Rob Dingman. “With themodern revival of the Indian Motorcyclename being backed by Polaris Industries,we’re excited to celebrate the brand’s iconicmotorcycling history, as well as its future.”

Indian Motorcycle Vice President SteveMenneto says the company is lookingforward to showcase its new models to someof motorcycling’s most diehard enthusiasts.

“It’s a real honor to our entire team forIndian Motorcycle to be selected Marque ofthe year for AMA Vintage Motorcycle Days,”said Menneto. “We know that enthusiasts ofall brands come to this event, and thechance to not only celebrate where theIndian Motorcycle came from but to displayand ride where we are heading is going tomake a for a fantastic weekend.” t

Motorcycle Brands Pull Out all the

Stops for Daytona Bike Week

Brands such as Harley-Davidson, Victoryand Indian Motorcycle celebrated thebeginning of the 2014 riding season at the73rd Annual Daytona Bike Week inDaytona Beach, Fla., with numerousevents, special appearances and rides for their enthusiasts and attendees of Bike Week, which ran March 7-16.

Harley-Davidson’s display at DaytonaInternational Speedway featured a widerange of displays and activities including2014 model year motorcycles, GenuineMotor Accessories, Harley-DavidsonMotorClothes apparel and accessories,the Fit Shop, H-D1 customization, aWomen’s Area, Muscular DystrophyAssociation (MDA) motorcycle raffle, WillieG. and H.O.G. merchandise, beverages,musical entertainment and more.

Indian Motorcycle announced itslaunch of 2014 Indian Chiefs with parties,demo rides, giveaways, celebrity guestMike Wolfe of “American Pickers,” specialevents, and much more.

Since the launch of the all-new 2014Indian Motorcycle lineup in August,Daytona attendees had the chance to ridethe Indian Chief Classic, Indian ChiefVintage and Indian Chieftain.

Inside the Industry



Victory Motorcycles also had a busyweek of activities planned for allmotorcyclists who kicked off the new ridingseason at Daytona Beach. The new VictoryDisplay featured the 2014 models alongwith the new 2015 Victory Gunner. Plus,riders could check out the Fit Shop to learnabout Victory accessories, purchase Victoryapparel and accessories, register to win anew Gunner, and purchase merchandisefrom several Victory vendors.

The Victory Display also hosted meetand greets, which as of press time, waseither the Ness family or R. Lee Ermey“Gunny.” Demo rides, a Victory MotorcyclePolice demonstration and bike show werealso on the schedule of events. t

Mecum to Auction Vintage Bikes

at Houston’s Reliant Center

Mecum Auctions will present the nextMidAmerica Vintage and AntiqueMotorcycle Auction Sunday, April 13 at theReliant Center in Houston. The offering ofmore than 200 vintage and collector bikeswill immediately follow the auction house’sthird-annual Houston classic and collectorcar auction April 10-12.

Following the record-breakingmotorcycle-exclusive auction in Las Vegas, Jan. 9-11, Mecum is excited to now present MidAmerica Motorcycles at an entirely new venue in a state that is home to some of the most well-knownmotorcycle rallies and events in the country.

More than half of the sought-afterlineup of bikes to be offered at theHouston auction hail from the Mike DoyleCollection of Dixon, Calif. Comprised of100-plus motorcycles, Doyle’s collectionincludes some of the finest two-wheeledmachines available like a 1928 HendersonK-Deluxe (Lot U65), a restored 1949Vincent HRD Black Shadow (Lot U72) withcorrect factory engine and frame numbers,



Inside the Industry

a 1913 Sears Auto-Cycle Single Cylinder (U132), a 1926 Harley-Davidson JDH-8 Valve Board Track Racer (Lot U81), and a 1960Ducati 260 Elite Racer (Lot U89).

Also set to cross the auction block are two motorcycles thatonce belonged to the “King of Cool” Steve McQueenincluding a 1931 Harley-Davidson VL (Lot U85) and a 1971Husqvarna 250cc Motocross (Lot U59). For more, visit theirwebsite at www.mecum.com. t

Paton Returns with the S1 Strada

The new Paton S1 Strada is a mix ofvintage style and modern technology,and best of all, it’s road legal.

There will be four levels ofspecification, ranging between $22,000for the ‘standard’ model and $32,000for limited edition ‘Factory Signature’models. Most trim levels include customadjustable forks, Öhlins adjustableshocks and vintage-styleinstrumentation from Motogadget.

Power comes from a reliable injected parallel twinrenowned for its broad torque delivery and accessible 72 bhp,and it’s hooked up to a six-speed cassette-style gearbox.Power rises a little thanks to an exhaust system designed by Termignoni.

Top speed is 133 mph, and the Paton sprints to 60 mph inless than four seconds. Production starts in Milan in one month,and 25 bikes are already sold. t

AIMEXPO UPDATE:

AIMExpo 2013 3-Way Giveaway Winners

The American International Motorcycle Expo(AIMExpo) announced its three winners ofthe inaugural event’s 3-Way Giveawaycontest have received their new motorcycles.AIMExpo partnered with OEM exhibitorsKYMCO, Suzuki, and Yamaha Star whoprovided the prizes.

AIMExpo attendees could enter to win aKYMCO Super 8 50 2T Scooter, SuzukiBoulevard C90T B.O.S.S., or customizedStar Bolt featuring Kenny Roberts replicagraphics.

The winners were randomly selected following the 2013AIMExpo and received their prize at their local dealer. Thewinners are Randle L. Bennett, Jr., from Oakland, Fla., who wonthe one-off Yamaha Star Bolt, Connie Ann McKeever, from PalmBay, Fla., who won the Suzuki Boulevard, and Belinda Phillips,from Orlando, Fla., who won the KYMCO Super 8 50 2TScooter. The 3-Way Giveaway will be all-new for 2014.

Yamaha Returns for AIMExpo Looking to

Expand Presence in 2014

Yamaha Motor Corporation, USA, announced that the

manufacturer has signed on as the first OEM participant of the2014 AIMExpo event. Yamaha was the first OEM to commit to last year’s inaugural AIMExpo and following a successful first year, the brand is looking to expand its presence in the2014 event.

“Yamaha successfully utilized AIMExpo as the grand stagefor motorcycle and powersports business in North America, andleveraged the setting to the fullest extent,” commented Larry

Little, vice president and generalmanager, Motorcycle Group. “Theirintent to do even more in 2014 is atremendous complement to theAIMExpo program that targets every facet of the powersports marketplace and provides an ideal time andenvironment to introduce the newestproducts to the world.”

Massimo Motor Sports to

Return as OEM Partner for

2014 AIMExpo

The AIMExpo and Massimo Motor Sports, have announced thatthe rapidly expanding ATV and UTV manufacturer will return asan OEM partner at the 2014 event, scheduled for October 16-19at Orlando’s Orange County Convention Center. As one of thekey vehicle exhibitors at last year’s inaugural AIMExpo, Massimointends to activate its presence at AIMExpo this year by unveilinga new, domestically designed sport/utility class product.

Marshall Distributing To Make 2014 AIMExpo Debut

Marshall Distributing, a wholesale distributor of ATV,motorcycle, PWC, snowmobile and UTV parts in addition to

motorsports apparel, has signed on tobecome one of the event’s newestdistributing exhibitors at the 2014 AIMExpo.

Featuring nearly 200 companies in itsnetwork, Marshall Distributing distributesaftermarket parts and accessories for allsegments of the powersports marketplace,whether on dirt, pavement, water, or snow.

Tucker Rocky/Biker’s Choice Set to

Return to AIMExpo in 2014

Tucker Rocky/Biker’s Choice was one of the cornerstoneexhibitors at the inaugural AIMExpo last October, and willexpand its presence at the 2014 event.

Attendees at the 2014 AIMExpo will have the opportunity to see the latest products from Tucker Rocky/Biker’s Choicebrands, as well as BikeMaster, Bully Locks, QuadBoss, and River Road Gear.

With over 230 exhibitors already committed to AIMExpo in2014, the event continues to grow each day and companieslooking to take advantage of the AIMExpo platform shouldcontact an AIMExpo Account Manager toll free at 855-MCShows (855-627-4697) or visit AIMExpoUSA.com. t


11 Johnson Controls MPN 3/12/14 9:50 AM Page 11


Women’s desert racing champJoanna Kaczmarek is now sitting

pretty handling events, media & sales forTom Seymour over atSaddlemen seat. Evenmore relevant forMPN’s readership isthe fact that she willhandle dealerdevelopment.Kaczmarek comes toSaddlemen after stints

at Parts Magazine and KTM NorthAmerica. Motorcycles are not just a jobfor Kaczmarek, they are her passion, sheis a two-time AMA National Hare &Hound Champion.

••••In other news from Saddlemen, Anja

O’Kane is the new sales & marketingcoordinator. Originally from Germany,Anja has lived and worked all over theworld in a variety of industries. She willfocus on increasing brand awarenesswithin the motorsports industry, as wellas assist in dealer development.“Saddlemen is excited to have Anja andJoanna on board, these two will be avital asset in promoting the Saddlemenbrand,” states CEO David Echert.

••••Chris Wall is on a roll! The long-time

tire guy has been promoted fromdirector of marketing & key accounts forPirelli’s Motorcycle Division to director ofsales & business development for bothPirelli and Metzeler. He is now in chargeof developing all distributor and dealerprograms across both tire brands. Hereally is a rock star… last time we sawChris was in Milan, Italy when he was onstage with Aerosmith front man StevenTyler showing off the latest Metzeler ME888 Marathon Ultra whitewall cruiser tire.When he is not working as a roadie for

rock stars,Wall ischargedwithgrowingtotal marketshare and

PBIT for Pirelli/Metzeler’s NorthAmerican motorcycle division.

••••Shocking news! Noted MX hop up and

suspension specialists MB1 Motorsportsannounced the launch of their updatedwebsite. Said to be more easily navigatedyou can view products, get technicalinformation or contact the companydirectly from the website. MB1 wasestablished in 1984 by former factoryShowa and Team Honda MX suspensionguy Mike Bautista. Incidentally, Mikeachieved fourAMASupercrossandMotocrossNational Championships with last month’scover guy Ricky Carmichael, includingRC’s epic 24-0 winning streak. If you areinterested in becoming an MB1 dealer,visit the “Dealer & Service Centers” pageat www.mb1suspension.com

••••Big changes for Bonnier Motorcycle

Group. Through an aggressive mergersand acquisition strategy, Bonnier has builtup a motorcycle magazine market dynastythat includes flagships such as CycleWorld, Hot Bike and Motorcyclist and isclaimed to reach the largest motorcycleaudience in the world. According to acompany announcement, the artdepartments received the first changes:Laura Milton has been named art directorfor Cycle World while Kathleen Conner isnow working with Editor-in-Chief MarcCook and his staff as art director forMotorcyclist. Former Motorcyclist ArtDirector Joe Neric is now doing the layoutand design of Sport Rider andMotorcycle Cruiser, while ChristinaPendon has been promoted to art directorof Baggers. Group art director JoeMcKimmy continues handling art directionfor Dirt Rider, and Robert Martincontinues as art director for Hot Bike.

••••The magazine musical chairs

continues on the editorial side for theBonnier brands, with four new hires and

two position changes. Brian Hatanoreturns as a Web editor for Motorcyclistwhile Ed Subias has been hired as webeditor for Hot Bike, Baggers and StreetChopper. In addition to the Web editors,John Scafetta becomes editorial assistantfor the group and Spenser Robert wasadded as videographer. Cycle Worldexecutive editor Andy Bornhop shifts tocycleworld.com, where he will work withAlan Takushi, Brian Schrader andMatthew Miles “to bring the best, mostengaging, and brand-appropriateexperience to cycleworld.com, nowranked by ComScore as the largestmotorcycle website in North America,”according to Bonnier. Matthew Milesbecomes senior motorsports editor, andwill work closely with Bornhop, KevinCameron and racers, teams andorganizers to bring the best of racing andother news/features to cycleworld.com.

••••Industry icon and AMA Hall of Famer

Mark Blackwell has officially retired as VPof special projects for Polaris Industries.Although he will consult in areas that donot compete with Polaris, Victory orIndian, Mark says he is looking forward toriding (horses and motorcycles) ratherthan working. Blackwell’s announcementalso noted that he won’t seek re-electionon the Motorcycle Industry CouncilBoard of Directors when his term endsnext February. We could fill an entireissue with Mark’s business exploits forbrands ranging from Arctic Cat to Victory,but Blackwell is much more than just anexecutive suit. He was one of America’sbest motocross racers, first on a CZ andthen Husqvarna. In 1971, he became thefirst AMA 500c motocross champion.Although an eye injury put an end to hison-track career in 1975, Blackwellbounced back with Suzuki, developingthe RM line and managing its MX teamfrom 1977-1981, earning sixchampionships in the process. He earnedan MBA and later became VP ofmarketing for Husqvarna helpingtransition the company from Sweden toItaly under Cagiva ownership. t

SHIFTING GEARSPrinting All The News That Fits

By Robin Hartfiel

12 shifting gears_March_Layout 1 3/12/14 9:56 AM Page 12

13 MTA West 3/12/14 9:49 AM Page 13

By Jim Woodruff

NPA Pre-Owned Monthly Recap: Jan. ’14 v. Jan. ’13R

eca

p

Pre-owned monthly


First Impressions

2014 is here, and January has made astrong first impression! From San Diegoto Atlanta, the wholesale pre-ownedmarket has exceeded early yearexpectations. Will this trend continue orwill Spring 2014 parallel 2013?

The early months of 2013 werestronger than the years prior and thepowersports industry seemed to be onthe cusp of a breakthrough. As theSpring of 2013 unfolded, the weatherfaded into below average riding

conditions, resulting in the riding seasonpassing us by before it even began.

We believe January 2014’sperformance reflects a blend of renewedoptimism and increased retail demand.Even with the severe weather so far thiswinter, dealers have told us that retailcustomers are in their stores and thatthey are interested in new models,accessories and apparel. It seems theretail buyer is tired of waiting and hasenough confidence in the economy tospend money on the things they enjoy

and overlook the possibility of anotherwet spring, which we are seeing in thepre-owned supply chain.

Dealer Participation

We are seeing an increase in dealersparticipating across our four auctionsfrom the Fall, for both buying andconsigning. While a small percentage ofthese dealers are new, many are dealerswe have not seen in a few years due tothe difficult economy. To see themparticipating in the lanes, makingpurchases and stocking their inventoryare all signs of a strengthening economy,and more importantly, a growingpowersports industry.

Longterm Forecast

The next few months will dependprimarily upon the weather and overalleconomic confidence. Weatherpermitting, we expect an increase inaverage wholesale prices across themajor categories through April, thendeclining as normal in the summermonths as seasonal retail demandwanes. We do not expect the samedegree of softness as 2013, however,provided that this coming spring’sweather is more moderate andeconomic conditions hold steady. Weare optimistic that 2014 will be a goodyear for the powersports industry. t

MPN has partnered with NationalPowersport Auctions (NPA) to provideour readers with a monthly recap of pre-owned wholesale powersport saleresults. NPA is the largest provider ofpre-owned vehicles.

All data is owned by NPA and provided to MPN specifically for this column. For more information, please visit www.npauctions.com or call 888.292.5339.

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15 Kuryakyn MPN 3/12/14 9:49 AM Page 15

It was a dream weekend designedto wow dealers. Starting with a trip

to the San Diego Supercross, aribbon cutting at the brand newfacility, wining and dining (at awinery, no less) and concluding witha chance to ride the entire 2014range of new Mattighofen-madeHusqvarna models, it really was anopportunity to see history in themaking. “We want you to be ablelook back at the pictures taken thisweekend and see that you were partof history,” Husqvarna Motorcycles NorthAmerica president Jon-Erik Burlesonproclaimed during the ceremonial ribboncutting and champagne toast.

“Tonight is about dreams… whetheryou start out to win a Supercross or aSuperbowl, it all begins with a dream,”noted Husqvarna VP Brad Hagi duringthe dealer meeting portion of thewhirlwind weekend. Hagi’s commentswere presented against the backdrop ofa big screen TV on which dealers had justseen the Denver Broncos get demolishedby the Seattle Seahawks in the big game.In an odd coincidence, the MVP for thebig game was Malcolm Smith — not tobe confused with the legendaryHusqvarna dealer and On Any Sundaystar by the same name who was amongthe legends in attendance.

“Edison Dye had a dream to bring tobring Husky and the sport of motocross toAmerica,” added Hagi. “Malcolm Smithhad a dream, which inspired an entiregeneration of riders; first AMA 500ccchamp Mark Blackwell had a dream towin; Chuck Sun started his dreams on aHusqvarna… Husky has always been thestuff of dreams.” However, the “new”Husqvarna is no pipe dream! KTM bossStefan Pierer purchased the brand lessthan a year ago, but has alreadycommitted the full resources of PiererIndustrie AG to completely reinvigoratethe venerable brand.

“It is no secret that the U.S. is thebiggest market for Husqvarna,” said

HusqvarnaOEMs

History in the Making:Husqvarna is Back!

With the North American facility nowoperational and a revamped dealernetwork being established, Husqvarna isoffering the first of the bikes built inKTM’s Mattighofen factory in Austria. Thenew Huskys began arriving on showroomfloors in early March. The MSRPs for the2014 models were announced at thenational dealer meeting, as was thecoming of a 2015 model year lineup insummer 2014. After seeing theSupercross in San Diego, treated to ahistoric ribbon cutting and then wined &dined at the Ponte Winery, dealers weretaken to the track and turned loose on the’14s the next day!

No More Pasta Bikes:Husqvarna’s 2014 Made-In-Mattighofen Models

2014 HusqvarnaMotorcycles

MotocrossTC 85 $5,399TC 125 $6,549TC 250 $7,249FC 250 $8,049FC 450 $9,049

EnduroTE 250 $8,349TE 300 $8,549FE 250 $8,649FE 350 $9,549FE 501 $9,899


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17 Sullivans MPN 3/12/14 9:48 AM Page 17

OEMs Husqvarna


Husqvarna Sportmotorcycle GmbHManaging Director Reinhold Zens. “Ourglobal vision calls for a rebirth of thebrand,” he said, battling jet-lag fromflying in on the red-eye from Austriaspecifically to meet with dealers. “We areready to invest in the future ofHusqvarna.” Given the fact that morethan 300 existing or potential Husqvarnadealers were on hand, Zens had his workcut out for him.

“We have an opportunity and aresponsibility to return the brand to itsiconic stature,”Burleson told the dealerswith his customary candor. In fact, theplan calls for a completely stand-alonedealer network from parent companyKTM. “We plan to have uniquedealerships where possible,” Burlesonexplained to an audience largelycomprised of existing KTM dealers.

“Husqvarna’s marketing, customerservice and racing efforts will be runcompletely separate from KTM NorthAmerica.” Contrary to the complaintsthat the new Husqvarnas are little more

than white KTMs, Burleson shared thelong-range vision with the dealers, withthe caveat that some dealers may haveto make a choice between white andorange in the near future. “Bottom line:Husqvarna will have its own dealernetwork.”

Pierer Industrie AG wants to win themarketshare race against the JapaneseBig Four, even if that means cannibalizingsome of the KTM dealer network. “We’reexcited to have two European brands tochallenge the four Japanese brandswithin the marketplace instead of justone,” explained Burleson. “Personally I’mreally looking forward to going to theraces and seeing Husqvarna and KTMbattling each other for the win.”

Although he is president of both KTMand Husqvarna, Burleson literally grewup a Husky fan as his childhood wasspent watching his legendary father“King Richard” create the mystique ofthe original Swedish-made Husqvarnas.“Husky stands for premium components,Swedish culture, heritage and of course,

racing… we remain dedicated to thesevalues with the rebirth of Husqvarna,”Burleson explained during the Sundayevening address to dealers.

These remarks were presented at thePonte winery in Temecula, California, justdown the road from the new 15,000 sq./ft.facility purpose built to house the “new”Husqvarna North America… the paint wasstill drying in some of the offices! Sundayconcluded with legendary Huskyhistorian/racer/engineer GunnarLindstrom, 8x Enduro champ DickBurleson, desert racing hero LarryRoesseler, Malcolm Smith, MX desNations winner Chuck Sun and formerHusqvarna exec Mark Blackwell beingjoined by the next generation ofHusqvarna champions, including MikeBrown, Andrew DeLong and JacobArgubright.

Hagi concluded the meeting bygiving a special shout out to JohnMoore, a Husqvarna dealer since 1966!“To borrow a phrase, from John,‘Husqvarna is back!’” t

Arctic Cat held its annual National Sales Meetings in Las Vegas in February. One bigmessage at the NSM was how profitable Arctic Cat accessories, wearables and WorldClass Store strategies are, and how it also builds and maintains brand allegiance

across the entire company spectrum. The big news at the show was how Sheffield (USA) and TD (Canada) will finance up to 125%of the MSRP in add-on Arctic Cat wearables and “no limit” in hard parts (up to $50,000) with approved credit. Full head-to-toepackages of ArcticWear (helmet to boots) can let you strut your stuff for as little as $23.34 a month. Even the catalog this year liststhe MSRP, and the monthly payment, should you choose to finance any bolt-on or wearables. On display: Replica sleds abound, asdoes carbon fiber; Spy Goggles joins forces with Team Arctic Cat; and a new WildCat UTV with a narrower 50” track for ATVfriendly trail systems. t

OEMs Arctic Cat

Photos by Eric Anderson

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By Greg Jones

In today’s connected, smartphone-addicted society, everything is at our

fingertips, and the world of powersportsauctions is no exception. To keep up withthe changing times and dealer demands,auction companies everywhere havegreatly increased the number of liveauctions happening every week and everyday, and they have created substantialpresences online available to dealers 24/7via computer or mobile technology.

With an increased amount of auctionsto choose from and more tools at thehands of the dealers, the most drasticchange in the auction world is whetherdealers are choosing to attend them in-person or online.

The demand for inventory and thegrowth of online and mobile auctionservices has changed how auctioncompanies operate and cater to dealers.For instance, National PowersportAuctions (NPA) sells 5,000-7,000 used

powersports products a month and hasan auction closing every day of the week.It holds four live auctions a month at itsnationwide facilities in San Diego, Dallas,Cincinnati and Atlanta.

While Manheim has auctions forpowersports in 14 locations in the U.S. andruns more than 24 powersport auctions amonth, including through OVE.com, anonline marketplace that is available 24/7.

“We offer three dedicated onlineplatforms available to dealers 24 hours aday, seven days a week, including NPAeSale, NPA Insurance|Total Loss, andNPA Black Market,” says NPA’s COO Jim Woodruff.

With online auction sites like eBayMotors offering dealers an ecosystem of 128 million users in which amotorcycle sells every seven minutes,auction companies see the need to havea larger, more robust presence onlinewith more tools available for dealers to

keep using their services.“Dealers can use our website or

mobile site (www.npauctions.com) wherewe list all upcoming auction information,available inventory for sale, and detailedinformation about every vehicle includingmodel details, miles, VIN, title type, andfull NPA condition report,” says Woodruff.“Various search tools are available to helpdealers focus on the inventory mostinteresting to them. NPA’s goal is to makethe online visitor feel as though they arepreviewing the bike in person.”

While not everyone is able to travel tovarious live auctions in person, placeslike Manheim and NPA now simulcasttheir live auctions so dealers can get thelive experience from behind theircomputer screen.

“Dealers use Manheim.com to locate the inventory they need, researcha vehicle’s condition and participate inthe auction through simulcast,” says

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Peter Trench, VP commercial accounts,Manheim. “Over 35% of our powersportsales occur on simulcast. The Internet hasgiven dealers a great way to sourceinventory, expanding the area they cansource from and making each trip to theauction a successful event.”

The Auction Toolbox

To make these auctions more successful,the number and type of tools available todealers has grown tremendously.Manheim offers a full suite of programsto help dealers get the most out ofbuying from them.

“Manheim.com is a very valuable toolfor searching, researching and buying,”Trench says. “We have NextGear Capitalto offer floorplan services to buyers. Wehave ReadyAuto Transport to offer easy-to-use transportation services that can beaccessed via the Internet, and we offertitle processing services and arbitrationresolution for assisting buyers.”

NPA isn’t slouching in thisdepartment either. Along with

providing dealers things like multiplelive and online buying platforms, anextensive online condition report onevery motorcycle sold, onlinepreviewing and inventory management,mobile access to all key features, NPAalso offers tools and programs to assistdealers through the entire buying process.

“Online tools offered by NPA provideeverything a dealer needs to prepare foran auction including run lists, full-colorcondition reports, book values, auctionvalues, search tools, NPA Watch List andWish List, real-time proxy bids, multi-lanesimulcast bidding, last-chance offers,salvage history screening, real-timenotifications, online account

management of purchases andpayments, reporting, and much more,”says Woodruff.

This is where auction companies likeNPA and Manheim separate themselvesfrom online only auctions. However, sitessuch as eBay Motors also offer a suite oftools for those dealers who want toincrease their online retail presencethrough eBay as a complementary channelto their brick-and-mortar locations.

eBay Motors empowers dealers toreach customers in the ways they want toshop, including via online and mobile. Itprovides dealers with a variety of pricingmodels, as well as support every step ofthe way. For instance, eBay Motorsnational subscriptions program enablessmall and mid-size dealerships to reachmillions of shoppers across the nation fora fixed subscription rate.

Through the program, dealers can

leverage a consistent monthly online saleschannel through one of the most traffickedonline destinations, complete withdedicated account support and in-depthreporting. eBay Motors also has an eDealerTraining program, in which dealers canlearn a variety of best practices to becomemore successful sellers, according to aneBay Motors representative.

With all these tools and ways tointegrate a live and an online auction,the two realms have become ratherseamless today.

A Better Experience

Though it will never replace physicallybeing present, online purchasing is nowthe dominant method dealers use to buyand sell inventory in the powersportsworld.

“Attending the auction online allowsyou to view the bike better than inperson,” says Jeremy Coon, owner ofLucky U Cycles. “You get pictures, creditscores, value guides and more. I goonline more because of those options.”

In 2013, approximately 70% of theinventory purchased from NPA wasbought online, either through NPASimulcast or through one of its eSaleplatforms, according to Woodruff. “Atthis point, based upon feedback fromour dealers, we believe it’s seamless for adealer to buy either live or online – it’sreally up to their preference,” he says.

NPA recommends that dealers who

are new to auctions should visit one of itsfacilities so they can see first-hand theprocess and powersports conditionreport system.

“Once dealers understand ourprocess and condition reports, they oftenchoose to bid from their home ordealership via NPA Simulcast or NPAeSale,” says Woodruff.

Lucky U Cycles in Wildwood, Fla., forinstance, now only attends live auctionsthree times a year, and those visits aremore as a way to get out of the shop and


have face-to-face time with others in theindustry than for the auction itself,according to Coon.

Manheim echoes those findings aswell. Powersport dealers have gottenvery comfortable buying online.

“Manheim makes the experience atthe live auction and online auction aseamless experience for the dealers,”Trench says. “The strong delivery of theauction experience online has alloweddealers to attend more auctions whetherin person or online and have confidencein the transaction.”

The addition of simulcast to liveauctions is one of the bigger factors inblending live auctions with online auctions.

“With simulcast, dealers are able tobid from their computer anywhere withan Internet connection and they are ableto see photos of the vehicle, detailsabout the vehicle, and hear theauctioneer in real time,” Woodruff says.“NPA Simulcast also offers dealers theability to communicate directly with theauctioneer via the chat option.”

The future of powersports auctions

No matter when and how dealers arechoosing to use auctions, recently theyare doing so with much more confidencethan in the past and industry expertsexpect 2014 to be no different.

“The new and used market should bestrong and see increases in 2014,” Trenchsays. “People are feeling better about theeconomy, and banks/credit unions havemoney to lend. Auction values will bestrong and wholesale supply will remainsteady. Repo rates are low, which willkeep the auction supply under control.”

With the lines between online andoffline commerce continuing to blur, anddealers increasingly adopting online andmobile technology into their process forbuying and selling inventory, auctioncompanies have no choice but to cater tothose needs moving forward.

“The use of our mobile platforms hassky rocketed since their introduction, withover 35% of our online traffic comingfrom phones or other mobile devices,”Woodruff says.

With continuing adoption of newtechnologies and processes amongauction companies and dealers, and astrong outlook in 2014, the future ofpowersports auctions looks bright. t



23 Walker 3/12/14 9:46 AM Page 23


Classic bikes stir the blood, bring backwonderful scenes of the past, and

can take you for a longer ride than justdown memory lane. They are also often agood investment. Although the words“investment” and “motorcycle” don’tseem like they belong in the samesentence, in the last 20 years motorcyclecollecting has become a mainstream –and very lucrative – activity. One of themost common ways to acquire a vintagebike is at an auction, and as prices havegone up, the size and number ofauctions has skyrocketed.

Once a rather low key effort, classicmotorcycle auctions have becomesumptuous events at premier venues.The classic bike auction scene has beennoticed by none other than the WallStreet Journal, which recently devoted afeature article to the millions of dollarsnow changing hands.

Just look at the numbers and theplayers involved in these affairs.Bonhams, an upscale English auctionhouse, sold $3.3 million dollars worth ofmachinery at its fourth annual Las Vegasauction this January. A few blocks away,MidAmerica Auctions (which recentlymerged with collector car specialistMecum Auctions) was gavelling its waythrough its 23rd annual event, which saw

441 bikes sell for a total of $7 million.Glenn Bator, a well known motorcycle

broker who has run auctions in the past,says that around the mid-’90s, pricesstarted going through the roof whensome well-heeled enthusiasts, includingGeorge Barber, Dale Walksler, E.J. Coleand Otis Chandler, started collecting. “Itwas a time when Barber was starting tobuild his museum and racetrack. In the20 years since, prices have multipliedtenfold. The B and C bikes got pulled upin the wake of the A-class bikes.”

One of the longest running auctions isthe Daytona Bike Week auction, run byJerry Wood and Company, who now alsoruns the annual auction at the BarberMuseum. Jerry Wood says that auctiongoers cannot be stereotyped: “We havealways had lots of different folks attendauctions. Quite often, we get peoplewho were very famous at one time.”

by Margie Siegal

MidAmerica:www.midameriaauctions.com

Jerry Wood & Co.:www.jwoodandcompany.com

Bonhams: www.bonhams.com

Glenn Bator: www.batorinternational.com

Major Auction Houses

Classic Bike Auctions Making Money the Old-Fashioned Way



Wood states that not every old bike isgoing to do well at an auction. “There isalways a supply of badly done restorations.The big demand is for bikes that are goodoriginals or very well done restorations.”Nick Smith, head of motorcycles for theU.S. at Bonham’s, sees a demand for rareor collectible bikes. “We’ve seen moreattention given to those that are likely toappreciate or are difficult to obtain.”

One type of event that always bringslarge numbers of bidders is an oldcollection offered at an estate sale.“Nothing turns out a crowd like the realdeal and real bikes that have beenhidden away,” says Wood.

There was a blip in the collectingworld during the 2009 recession, butinterest in auctions and buyers with cashto spend have returned, and prices haveonce again increased. “The collectingworld is healthy again,” says Bator.“People are breathing easier and doing alittle speculation buying. They are goingout on a limb a little further.”

Wood agrees: “The speculators are

still at auctions, but they are more carefulnow. I see pre-1970 Americanmotorcycles holding value and earlyexamples rising. Although asking pricesare way up, unreasonably priced bikestend not to sell. The interest in Japanesecollectables is increasing as youngercollectors look for the bikes of theiryouth. The vintage bike hobby is

growing and doing very well.”Nick Smith points out that, despite the

increase in values, people are still buyingbikes for fun like they’ve always done.“I’ve always believed that one shouldlook for a bike because they intend toenjoy it. Period. If it goes up in value overtime, that’s great. But motorcycles aremeant to be enjoyed.” t



In February, Gibbs Sports Amphibians,based in Auburn Hills, Mich., held a press

conference in Detroit’s Renaissance Centerto discuss the brand’s plans for 2014.Gibbs Sports is a division of GibbsAmphibians, which was also in the newsrecently because of its plans to licensesome of its technology in buildingamphibious trucks. While the licensingdeal had no application to thepowersports market, it was interesting tosee what the company has created from atechnology standpoint.

Gibbs Amphibians develops HighSpeed Amphibian (HSA) technologyplatforms for consumer, commercial,humanitarian and military applications,and is a privately held company foundedby Alan Gibbs and Neil Jenkins in 1999.It consists of two divisions – Gibbs SportsAmphibians, which designs andmanufactures consumer sportsamphibians such as the Quadski, andGibbs Amphitrucks, which developscommercial amphibians for firstresponder, humanitarian and military use.

The Quadski has really created its ownniche market outside of the traditionalsectors. “The Quadski isn’t a PWC thatcan go on land. And, it’s not an ATV thatcan go on water – it’s both,” said Gibbs’head of PR, Graham Jenkins. He saidtheir vehicle is like comparing asmartphone to a cellphone because itcan do so much more.

Gibbs’ plans call for doubling thenumber of U.S. dealers to about 50 by theend of the year. Currently, that numberstands at 16 with 21 retail outlets. Jenkinssaid that Gibbs spent most of last yearretooling the factory to handle thedemand that is expected to come thisyear with domestic sales accounting forhalf of their target and the other half from

international sales. The company isexpecting to sell at least 1,500 units thisyear if everything goes to plan.

Currently, Gibbs is working toestablish its international distributionnetwork in major regions throughoutAfrica, Asia, Europe, the Middle East andSouth America. Along with itsestablished network of dealers in the U.S,the company hopes to expand theirdomestic dealer base as well.

The Gibbs Quadski is the world’s firsthigh-speed personal sports amphibian.It’s capable of reaching speeds of up to45 mph on both land and water, andtransitions between the two in fiveseconds or less. If you haven’t seenthe Quadski yet, it includes thecomponents of a PWC with water jetsthat are lighter and more compactthan standard marine-industry jets,but it has a unique retractablesuspension system so it can be drivenon land and water. It is powered by aK1300 BMW Motorrad engine.

Viewers of the UK’s program, TopGear, which has a cult-like followingin the U.S. on BBC America, got to seethe Quadski in action in a recentepisode, which included the show’s hostJeremy Clarkson challenging co-hostRichard Hammond to a race throughLake Como, Italy. Clarkson was on theQuadski while Hammond was driving thelatest sportscar from Alfa Romeo calledthe 4C. You can watch the clip on oursister website, Speedville.com(http://tinyurl.com/o4pzwf6).

At $42,000 retail for a premiumamphibious all-terrain vehicle, it may seemthat Gibbs is way out of the range of thetraditional ATV/PWC buyer. But thecompany doesn’t think so, pointing outthe strong interest they’ve had for their

concept which they believe will justify theirplans for an expanded dealer networkmade up of traditional powersportsdealers and non-traditional outlets.

“Consumer interest in the Quadskiand our other high-speed amphibianproducts has been exceptionally strongfrom day one,” said founder Alan Gibbs.“We have as many as 23,000 visitors perday on our website, many of them fromoutside of the United States. As morepeople get the opportunity to see thesehigh-speed amphibians in action, thatinterest will continue to grow.”

More information about Gibbs’ dealeropportunities and technology can befound at www.gibbssports.com. t

By Land and by Sea: SportAmphibian Manufacturerto Expand Dealer Network

PWCUPDATE

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Harley-Davidson of DallasThriving by firing on all cylinders


DealershipDESTINATION

Story and images by Marilyn Stemp

Texas is a big state, that’s for sure.And the pride Texans have in their

home state is equally massive. Add tothis the satisfaction of ownership mostriders feel for their motorcycles and youcan bet that any Harley-Davidsondealership in the Lone Star Stateoperates with more than a bit ofrighteous swagger.

The problem most non-Texans have,or at least riders who don’t live nearDallas/Ft. Worth, is that there are severalHarley dealerships in that metro area; infact there are half a dozen. So if you’relooking for the benchmark H-Ddealership around Dallas, where do youstart? My solution: go with history.

Though its location in Allen, Texasnorth of Dallas might make you thinkotherwise, H-D of Dallas is actually thedescendant of the original Harley dealerin these parts. Back in 1929 when aHarley shop first opened by this namenear Main and Elm Streets in DeepEllum, Texas, motorcycle shops wererare. But if there was going to be aHarley shop in this part of Texas thenDeep Ellum, with it’s flat-out hooliganvibe, was the place for it. (Don’t believeme? Google it.) And though the identityof the intrepid entrepreneur who startedthat shop is lost to time—even the H-Darchives don’t have definitive records onthe original owner—the shop thrived inspite of its Great Depression roots andwas passed on to several differentowners through the years.

One of them, Eddie Conley, movedH-D of Dallas to Plano Road in 1974. Itmoved again in 1985 to Shiloh Road,then in 1999 the dealership found ahome in Allen. At that time Allen waspopulated mainly by cows but things

have changed drastically in 15 years,revealing H-D of Dallas’ solid planningskills and forward thinking. Why put abike shop in the middle of a crowded cityanyway? And with a mindful respect forits 84-year legacy, current owner PaulLangford has operated H-D of Dallassince 2009, full steam ahead.

In the service department, trainedtechs not only maintain and repair butthey tune and dyno bikes, too. Dealer-built customs fresh from the in-house

custom shop grace the showroom floor,offering riders the option to buy and ridea one-off bike without delay. They don’tstop at ergonomic upgrades andcosmetic changes, either. Several BigTwin touring models have 120R engines,built and tuned for maximumperformance. At any given time there areseveral dozen customs on the floor, fromtweaked XLs to full-blown Ultra Classics.

H-D of Dallas knows that communityrelationships are important. To that end

28-29 destination_Dallas HD_Layout 1 3/12/14 11:03 AM Page 28

they sponsor the Allen Americans hockey team and fund thefireworks display on the 4th of July in Allen. They also supportthe local VFW, Toys for Tots, and Navyrecruiter by involving them in fundraisers atthe dealership. As if the armed service flagshanging prominently in the showroom didn’tshow it, one employee added, “We are verypatriotic!” Spokes For Hope, an organizationthat provides bicycles for under-privilegedkids, is another pet project. It’s all twowheels, right?

With several other H-D dealers in themetro area it’s important to distinguishyourself. One way is with a Harley OwnersGroup and the dealership’s Panther CreekHOG club is the areas largest and mostactive. In fact, they drew over 150 riders fortheir Frosty Hog Ride on January 1, 2014.The club’s members have been recognized

for their riding skills. H-D of Dallas partners with the Quaker Steak & Lube for

bike nights every other Wednesday starting in March. They alsooffer a customer loyalty rewards program. Once rewards accruefrom spending, customers receive a gift certificate to use onwhatever they want. Tweaking the deal further, there’s a sign-onbonus and a HOG member upgrade, too.

Every business owner knows it’s vital to stay in touch withyour customers and being savvy with social media facilitatesfrequent contact. H-D of Dallas maximizes contact with itscustomers via its own YouTube channel, an e-newsletter, onlineshopping, and a new texting club that pushes out exclusivenews and specials to members only. An annual lifestyle photocontest encourages customers to send in pictures for a chanceto win a professional photo shoot and be featured in a 10-footby 10-foot mural in the shop for a full year. Talk aboutbragging rights!

No question about it; shop owners these days have to stayon the innovative edge to keep customer interest—and foottraffic—high. H-D of Dallas employs solid concepts that haveworked well for years while continuing to add edgy currentnotions to the mix. After all, that’s what it takes to thrive. t


Harley-Davidson of Dallas304 Central Expressway South Allen, Texas 75013214-495-0259www.hdofdallas.com

OEM: Harley (of course)

Number of employees: 60

URL: www.hdofdallas.com

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ADP Lightspeed DealerManagement Solutions aredesigned to help manage dealeroperations by tracking and storingdata from every department anddelivering information that willassist dealerships in makingsuccessful business decisions.

Every night, more than 1,600Lightspeed powersports dealersautomatically transmit theirinformation to a collective databaseheld at the ADP Lightspeed officesin Salt Lake City, Utah. Summariesand aggregated reports areavailable to dealers for both currenttracking and historical research.This helps you know how yourdealership is performing comparedto other dealers across the country.

Parts and major unit inventoryinformation is gathered and used inthe highly successful LightspeedDealership Locator program. Thisprogram is designed for dealers topost obsolete inventory, allowingother dealers from across thecountry to locate hard-to-find partsand units.

ADP Lightspeed stands ready towork with all parties and move theindustry to new levels ofunderstanding, and ultimately tomore efficient and profitableoperations.

For questions regarding thisreport or to inquire about acustom report, please contactLightspeed Data Services at (800) 521-0309.

www.adplightspeed.com

Powersports Dealer New Units in Stock

February 20141,747 Lightspeed Dealers, Distribution of Units by Type and Model Year

Utility Vehicle

Scooter

On-Road Motorcycle

Snowmobile

ATV

Off-Road Motorcycle

Prior to 2013 Model Year 2013 Model Year 2014 Model Year

12%

32%

57%

16%

32%

52%

19%44%

38%

24%

53%

23%

11%

16%

73%

5%

18%77%

30 adp report_Layout 1 3/12/14 9:45 AM Page 30

31 ADP Lightspeed 3/12/14 9:44 AM Page 31

In looking at the Total Store Stats (Chart 1) we see that 2014 started off

with a bang when compared with lastyear. There was a significantimprovement in Total Sales dollars whencompared with last year. Although notreported here, the net operating profitwas up for the Top 5 and National Norm(NN) dealers as well.

However, overall store Gross Profitmargins are down across the board(although only .2% for the Top 5 dealers).Unit sales’ contribution to Total StoreGross Profit for this group was very poor,perhaps indicating some serious“cleansing” of aged inventory. On theother side, the contribution was positivefor everyone else. Notice the “flip” incontribution from new sales versus usedsales between the Top 5 and NN dealers.The Top 5 are continuing to concentrateon used sales because it produces moreGross Profit than new.

Door swings were down for this groupand their Gross Profit dollars peremployee was anemic when comparedwith the other dealers. The Top 5 had adecent increase in door swings vs. lastyear and pulled 32% more Gross Profitper person than the group – which ispretty significant.

Part 1 (Chart 2) shows an increase innew unit sales across the board, but theTop 5 rocked the house with their 94% ofchange. In addition, they blew out theothers with their used sales increase. The 10% new margin average and -3%change in selling margin for the group isanother indicator that they weredumping inventory this January. The Top5 outsold them with 5% more profit.Speaking of margins, look at the 23.8%the Top 5 gets out of used units. It’s nowonder why they keep attacking thisbusiness with such enthusiasm.

By Steve Jones

BESTOperators

CLUB

January 2014 Sales Department Performance

CHART 1

Total Store Sales YTD $0.41 mil $0.59 mil $0.52 mil

% of Change in Total Store Sales from Prior Year 20.5% 38.0% 15.8%

Total Store Gross Margin % 21.2% 26.7% 24.6%

Gross Margin % for Prior Year 23.0% 26.9% 25.6%

Contribution to Total Store Gross Profit: New Sales -5.2% 12.1% 26.3%

Contribution to Total Store Gross Profit: Preowned Sales -4.8% 33.0% 12.7%

Door Swings: % of change from Prior Year -4.4% 19.2% 1.4%

Gross Profit per Employee YTD $6,295 $9,224 $7,492

GROUP TOP 5 NATIONALNORM DEALERS NORMTotal Store Stats for January 2014

New Units Sold % of change from Prior Year 45.7% 94.3% 23.3%

Preowned Units Sold % of change from Prior Year -4.6% 48.2% 7.8%

Total New Units Gross Margin % 10.6% 15.0% 13.5%

Total Preowned-Units Gross Margin % 16.6% 23.8% 19.0%

Change in Total Selling Margin % from Prior Year -3.2% 5.1% -2.9%

New Inventory Turn 1.9 2.9 2.6

Preowned Inventory Turn 5.4 8.8 5.3

Preowned to New Ratio 0.35 0.57 0.62

GROUP TOP 5 NATIONALNORM DEALERS NORMNew & Used Unit Sales – Part 1

CHART 2

Sales Personnel Expenses Per Vehicle Sold $459 $283 $383

Total Adv & Promotion Per Vehicle Sold $103 $41 $157

Flooring Expense Per Vehicle Sold $206 $83 $202

Average Customer-Facing Staff YTD 3.52 4.88 4.46

Gross Profit per Sales Dept. Employee $8,506 $12,827 $11,573

GROUP TOP 5 NATIONALNORM DEALERS NORMNew & Used Unit Sales – Part 2

CHART 3


32-33 BOC_Layout 1 3/12/14 11:03 AM Page 32

Inventory turns are calculated over 12months and reflect the slower sellingseasonality at this time of year. Still, theTop 5 managed almost nine turns of theirpreowned units. Cool, huh?

One surprise is the NN 0.6 preowned-to-new ratio for January. That’s just overone preowned sold for every two newunits. Good job, folks. Now work onkeeping it up for the rest of the year.

In Part 2 (Chart 2) we find that thisgroup is struggling with expenses. Theyhave high costs Per Vehicle Sold acrossthe board for January. This has to beresolved quickly. Meanwhile, the Top 5are running a tight ship. Their inventoryturns (combined with wise stockinglevels) have helped them keep flooringcosts at less than half of the group andNN dealers.

Despite more staff, they are managingmore Gross Profit dollars per person inSales as well as in the overall dealership.This reflects their ability to hire the rightpeople and provide them with qualitytraining leading to increased productivity.You are often wiser to pay more toacquire or retain high-quality people – aslong as they produce better results.

Have questions? Feel free to contactme for information, explanation or todiscuss how GSA can help you growyour business profitably.t

Steve Jones, GSA senior projectsmanager, outlines dealership bestbusiness practices to boost margins,increase profitability and retainemployees. His monthly columnrecaps critical measurements used bythe leading 20-group dealers. GSA isrecognized as the industry’s #1authority on dealer profitability.

Access to the Voyager 5 datareporting and analysis system isavailable for any dealership fornominal fee. For more information onGSA’s data reporting system,management workshops, dealer 20-groups, on-site consulting ortraining, send Steve an email [email protected] or visitwww.gartsutton.com.


“One surprise is the NN 0.6 preowned-to-new ratio for January.That’s just over one preowned sold forevery two new units. Good job, folks.Now work on keeping it up for the restof the year.”

32-33 BOC_Layout 1 3/12/14 11:03 AM Page 33


Suspension Essentials

Hyperpro STREET BOXBasic Suspension KitEPM PerformanceThe STREET BOX Basic Suspension Kit

is engineered, tested and tuned

specifically for 220 popular sportbikes,

standard and sport-tourers built

between 1981 and 2014 from 11 top

brands. The kit includes fork oil, low-

friction seal grease and a setup

booklet. Also included in the kit is

Hyperpro’s 46-series emulsion shock,

which offers 50 positions of rebound

damping adjustability and infinite

preload settings. Each shock is

matched with a pair of Hyperpro’s

rising-rate fork springs and fork oil. To

aid installation, the STREET BOX comes with a manual covering fork-spring

replacement and bike-specific setup data. All Hyperpro springs carry a lifetime

warranty and the shocks are covered for five years. The retail price is $699.- - - - - - - - - - - -For More Info: www.EPMPerformance.com

970 Series Piggyback Shocks Progressive SuspensionStart with high-pressure, gas-charged dampers, incorporate

deflective disc valving, finish with anodized aluminum

bodies and you get the 970 Series Piggyback Shocks,

designed to reduce friction and increase

performance. Remote reservoirs mount in front of

the bags and allow for additional tuning through

accessible compression adjustment knobs.

Progressive’s rate springs are regulated via

threaded pre-load adjusters, which allow

for fine-tuning and personalized ride

quality. The shocks are available in 12-

inch, 13-inch and standard or

heavy-duty spring rates to suit your

riders’ desired height and weight. The 970 Series Piggyback

Shocks are made for 1993-2013 Harley Baggers. - - - - - - - - - - - -For More Info: www.progressivesuspension.com

Burly Stiletto ShocksBurly BrandMade for 1986-2003 Harley Sportster models, the Burly Stiletto Shocks feature a high-

performance damper wrapped in a spring combination designed specifically to deal

with subtle road noise and

imperfections. On the other

hand, the main coil handles

the big hits and controls

bottoming. This grouping

results in a smooth ride over tough

terrain. The Stiletto Shocks are 15

inches long and provide a lift to

your riders’ bike.- - - - - - - - - - - -For More Info:

www.burlybrand.com

34-35 suspension 3/12/14 11:01 AM Page 34


V-Shocks Vintage Motocross ShocksNoleen J6These Vintage Motocross Shocks

are completely made in the U.S.A.

and come in all lengths and

strokes for all different makes and

models. With a hard-anodized 6061

T6 aluminum piston and an

endless piston band, the shocks

deliver strength. Some features of

the V-Shocks Vintage Motocross

Shocks include 4130 Chromoly ½

inch chrome shafts, steel body

tubes, 6061 T6 aluminum shock

head and end mount, an easily

adjustable spring preload, and rock

proof nitrogen valves. Custom

applications are also not a problem

with these shocks. The retail price

for a pair is $598.- - - - - - - - - - - -For More Info: www.Noleenj6.com

Harley-Davidson FLH/FLT Fork Cartridge KitOhlins USA, IncOhlins recently brought its suspension

heritage to FLH/FLT Harley-Davidson Touring

Baggers. The FKC 101 Fork Cartridge Kit is

the first-ever H-D Fork Kit from O hlins and

provides a balanced suspension package

for H-D Touring/Baggers, when installed in

conjuction with a set of Ohlins shocks.

The FKC 101 Fork Cartridge Kit project

establishes a high-end cartridge damping

system, with great performance for a

reasonable price. It features high-end

internal components of 8 mm steel shafts,

aluminum damper tubes and 25 mm

pistons. The kit has NIX-type damping: one

fork leg has compression only, while the

other leg takes care of rebound only. By

segregating compression from rebound,

the NIX-type system maximizes the

damping that’s available within the

confined diameter of a fork leg.

- - - - - - - - - - - -For More Info: www.ohlinsusa.com

34-35 suspension 3/12/14 11:02 AM Page 35


Remember when LinkedIn wasconsidered little more than a

businessperson’s version of Facebook,used by a core group of techies who sawthe potential impact that social networkingcould have on their careers? In fact, whenLinkedIn launched 11 years ago this May,it only had 4,500 members after the firstmonth; at last count, there were more than 277 million active LinkedIn users from200-plus countries, and professionals aresigning up to join the site at a rate of morethan two per second.

No wonder Fortune magazine, in acover story last year, called LinkedIn“one of the most powerful business toolson the planet.” And some advocatesconsider it the only social site they need.

Your prime objective on LinkedInshould be to burnish your credibility.What can you do with more credibility?Find new jobs and hire new employees,interact with other professionals in yourindustry and reach potential newcustomers. And that’s just for starters.You also can build your career portfolioby joining groups (where individuals fromthe same industry or with similar interestsshare content, ask questions, findanswers and establish themselves asexperts), posting updates (about yourdealership, for example, or links toinsightful MPN articles that are seen byyour network of connections andbeyond), and giving and requestingpersonal recommendations (digitaltestimonials that arguably are amongLinkedIn’s most valuable features).

That leaves plenty of options forestablishing a LinkedIn presence anddeveloping your own intellectual propertyas a leader in the motorcycle retail world.When you do all this the right way,dealership colleagues, fellow powersportsprofessionals and customers will come to

rely on you for timely information, helpfuladvice and relevant insight.

Simply uploading any old photoinstead of one in which you’re smilingand looking professional against a lightbackdrop, quickly typing out a list ofplaces you’ve worked without addedcontext, and then calling that your“profile” won’t cut it anymore —especially on this network. And becauseLinkedIn provides a “Profile Strength”meter on the right-hand side of yourprofile page that rates you as “JustBeginning,” “Intermediate,”“Advanced,” “Expert” and “All-Star,”there’s no excuse for not aiming high.

In a lot of ways, building credibility onLinkedIn is like building credibility in theoffline world: It takes work. Here areseven can’t-miss ways your LinkedInprofile can boost your credibility.

WORK EXPERIENCE: Whenit comes to sharing your work

experience, you can’t get much lazier than“Sales Manager, ABC Motorcycles.” Butonce you start posting updates andparticipating in groups, you’ll notice anincrease in the number of people whoview your profile. You’ll want them to findout what you’re all about, so fill in that“experience” section with details of atleast one or two significant responsibilitiesyou held for each job position. How manyemployees do you oversee at ABCMotorcycles? Are you in charge ofpromoting the store’s charity rides? Haveyou worked at the same dealership for 25years and have an intimate understandingof your products and your market’s trendsand demographics?

ASK FOR (AND GIVE)RECOMMENDATIONS:

Much better than endorsements, whichallow fellow LinkedIn members to qualifyyou for a skill you may not even possess,

recommendations are comments writtenby current or former managers andcolleagues, business partners andcustomers. Viewers of your profile oftentake a look at recommendations you’vereceived to see what others have to sayabout your work and industry knowledge.But these credibility boosts don’t oftenland on your profile page without a littleassistance from you, so don’t be shyabout asking for them, which you can dodirectly from the “edit” function on yourprofile page. LinkedIn even offers samplecopy to make the request, although Isuggest writing something a little morepersonal and concluding with an offer toprovide a recommendation for yourrecommender. According to recentresearch, the types of recommendationsthat work well include a specific story ortwo about how the person you’rerecommending handled a given situation(an irate customer, perhaps?),accomplished a major task (sold the mostmotorcycles in a month) or helpedsomeone (a new salesperson who wasintimidated around experienced buyers).

AWARDS ANDVOLUNTEER WORK: If your

dealership office provides the besthome-court advantage (and it does,because it offers you an opportunity todisplay certificates, awards and otherdocumentation that assures yourcustomers they’ve made the wisedecision to buy from you), consider yourLinkedIn profile your virtual office. Fill inthe “Honors & Awards,” “Organizations”and “Volunteer Experience & Causes”sections as completely as you can.President of a local Harley OwnersGroup? Add it. You work at a store thatwas named “Best New Dealer” byVictory Motorcycles? Mention that. Youwere “Salesperson of the Month” last

1.

2.

3.

By Mark Rodgers

Your Missing LinkHow LinkedIn accelerates performance, expertise

and credibility

PEAKDealership

PERFORMANCE

36-37 Peak Dealership_Rodgers_Layout 1 3/12/14 11:00 AM Page 36


October? Why wouldn’t you includethat? “Education” matters, too — justskip the high school diploma and gostraight to the MBA certificate. Profileviewers also love to see volunteer work.So don’t forget to add your behind-the-scenes involvement in the past five MDARides for Life.

PROVIDE CONSISTENTACTIVITY UPDATES: If you’re

already posting updates on other socialnetworks like Facebook and Twitter,you’re familiar with how this functionworks. Only instead of reporting to your“friends” that you’re sitting front andcenter at a KISS concert while posting apicture of Gene Simmons spitting blood,

you can share news with your LinkedInconnections about your store’s 1,000thmotorcycle sale with a high-resolutionphoto of the lucky customer with his newride. Or links to the latest models orother product-line additions. Maybeadvice about how to fix scratchedwindshields or fairings, or details aboutupcoming sales and customerappreciation events. Posting optionsabound, because LinkedIn allows you toattach photos, videos and documents.But don’t get too carried away; as withFacebook and Twitter, if you post toomuch in a short span of time, you’llestablish a negative reputation fasterthan Justin Bieber.

JOIN GROUPS: Anestimated 2.1 million groups

are active on LinkedIn, includingapproximately 250 with the word“motorcycle” in its name, including“Motorcycle Industry Professionals,”“Motorcycle Dealers Network,”“Motorcycle Enthusiasts of Texas” and“Vintage Japanese Motorcycles.” Here isa sampling of recent discussion topicsfound in popular motorcycle groups:

• “Engine Oil: Which to Use?”• “Is this helmet legal in California?” • “So hard to find good mechanics.

Any ideas on where to look?”• “Who feels that eBay has ruined the

small custom motorcycle shop’s sales?”If you can’t find somewhere to jump in

and share your expertise, start lookingfor a new line of work, pal! Passionatepeople populate groups, and you canfind those groups by using the “search”function under “Interests” or by viewingsuggestions of “Groups You May BeInterested In.” Regardless of how youfind them, your groups will be displayedin your profile and give you anopportunity to share your expertise andcommunicate with new people. Pick andchoose your groups based on the qualityof existing posts and members, keeping

in mind that just because a groupcontains thousands of members doesn’tmean it boasts more (or better) activitythan a more localized group with only175 members.

CREATE A COMPANYPAGE: A company page,

accessible from your personal profilepage, helps other LinkedIn memberslearn more about your business. Tell yourdealership’s story, highlight products andservices, engage with followers and sharecareer opportunities. Company pagescan easily be added, and page insightsshow company page administrators thenumber of views, unique visitors andclicks. These pages also will drive moretraffic to your dealership’s website whilesimultaneously boosting its Googlesearch rankings. As with your personalLinkedIn profile and other socialnetworking pages, it’s vital to keep yourcompany page fresh and exciting.

ADD A PERSONALMESSAGE IN YOUR

REQUESTS TO CONNECT: Failure to doso can be one of the easiest mistakes tomake on LinkedIn. When you sendsomeone a request to connect, the auto-generated message reads, “I’d like toadd you to my professional network.”

Gee, that’s really inviting. Take a fewextra minutes to personalize your requestby referring to common connections(which can be found by visiting thatperson’s profile page), mentioning howyou know each other or explaining whyyou’d like to connect. But get to thepoint quickly, because there is a wordlimit. These invites often begin adialogue that can pay huge benefits inthe form of added business, professionalrecommendations or even new friends.

Regardless of how you build yourcredibility on the site, remember thatLinkedIn is the same as all other socialnetworks in one significant way: You getout of it what you put into it. t

An award-winning author, top-ratedtrainer and founder of Peak DealershipPerformance, Mark Rodgers holds amaster’s degree in adult education andthe National Speakers AssociationCertified Speaking Professionaldesignation. You can reach Mark [email protected] improve your performance.

4.

5.

6.

7.

“Your prime objective on LinkedIn should be to burnish

your credibility. What can you do with more credibility?

Find new jobs and hire new employees, interact with other

professionals in your industry and reach potential new

customers. And that’s just for starters.”

36-37 Peak Dealership_Rodgers_Layout 1 3/12/14 11:00 AM Page 37


FTB2500 and FTB3600 Sport SissyBar and Combo BagsSaddlemenThe Saddlemen FTB2500 and FTB3600 sport sissy

bar and combo bags mount simply, have an

adjustable backrest sleeve and hold-down straps to

securely fit any seat, rack or sissy bar. Each bag

comes equipped with a clip-on top bag to hold extra

cargo and a high-visibility rain cover keeps things

dry. Mid-size side compartments provide more

storage space and help keep everything neat and

organized. The FTB2500 has a 20 lb. capacity and

the FTB3600 has a 25 lb. capacity.

FTB2500 MSRP: $134.95

FTB3600 MSRP: $169.95.- - - - - - - - - - - -For More Info: www.saddlemen.com

WES ClassicWES IndustriesThe WES Classic is a

large storage box that

can easily store two

helmets and a gas can,

or a cooler for your meals. It is

equipped with an integrated wind

protector for your hands and rear

brake light. The WES Classic also features

foam grips with integrated air deflector, side and rear

reflectors, a single rear key latch, elastic strapping system and a special

cubby hole for a 1.25 gallon gas can. The WES Classic comes with u-bolts

for permanent mounting, and assembly kit includes ready-to-plug-in

wiring. 42” x 27” x 17”- - - - - - - - - - - -For More Info: www.wesindustries.com

T he motorcycle luggage category hascertainly become more competitive

over the years with numerous brandsfighting over selection, quality and price inthe market. Luggage manufacturers havebeen working hard to continually introducenew products and provide features thatconsumers need and want.

Recently, luggage with a focus on quality,varying sizes and features for GPS andmobile devices have influencedmanufacturer’s designs. But no matter how many features a piece of luggage,saddlebag, case, tour bag, tank bag or seatpack has, consumers are still focused onmaking purchases that fit their budgets.

In MPN’s Luggage Product Focus thismonth we feature some of the industry’s top manufacturers of luggage and their products. t

Buckin’ Roll Tank BagGiant Loop

The Giant Loop Buckin’ Roll Tank Bag is modular,

customizable and ultra-trim. The packing system

consists of three components: mounting harness,

center Tool Pouch case and Pannier Pockets. The

“Complete” option includes all components,

while the “Center Only” option only includes the

mounting harness and center case. The 2-liter

center case secures to the harness with two

included cam buckle straps. Two 2-liter Pannier

Pockets attach to the mounting harness and tank, shrouds or engine guards.

The Buckin' Roll Tank Bag also features a 22-oz., vinyl-coated, polyester

Bomb Shell, water resistant YKK zippers, nylike webbing, reflective accents

for visibility, two removable webbing straps with aluminum cam-lock

buckles, multiple webbing MOLLE-style daisy chains, mil-spec materials and

hardware and a limited lifetime warranty.

- - - - - - - - - - -For More Info: www.giantloopmoto.com

38-40 Luggage Products 3/12/14 10:59 AM Page 38


Zulupack Dry BagsSHADAll SHAD Zulupack bags are made of a 420D Nylon double-sided

PVC coating equating to a three layer PVC-Nylon-PVC

combination – very light, extremely pliable but very strong

(temperature tolerant) and tear and abrasion resistant. With a

minimum of three folds of the sealing flap and proper closure of

the PVC watertight zippers, the bags are absolutely waterproof.

Most of the dry bags have backpack capability. All bags offer

multiple mounting points and come with four attachment straps.

The larger travel bags have multiple sets of side belts with alloy

hooks, good for compressing and providing quick release

capability when mounted or interconnected to other luggage.

- - - - - - - - - - - -For More Info: www.shadusa.com

CL-2020 GPS Sport Tank BagNelson-RiggNelson-Rigg’s CL-2020 GPS Sport Tank Bag is constructed of

1680 d UV-treated ballistic nylon with Fibertech faux carbon

fiber accent panels, flush mount carry handle and reflective

piping. The CL-2020 features two zippered exterior personal

electronics pockets (1 GPS, 1

Smartphone) with a clear

touch sensitive lens

material that allows you

to operate your

electronics

while zipped

securely

inside. The

bag

maintains its

shape even

when empty

and has a fully lined

interior with a mesh

interior pocket and can

expand from 21.02 liters to over

26.86 liters. The base features a protective bottom material

that prevents slipping or marking and the included shoulder

strap can also be used to convert the bag into a backpack.

MSRP $119.95 for strap mounting design or $129.95 for the

magnetic version.- - - - - - - - - - -For More Info: www.nelsonrigg.com



Riding LuggageLeatherLykeLeatherLyke hard case lockable Saddlebags and

Cruiser Case trunks are available in two different

styles, a traditional studded bag or contemporary

solid black bag. Each model is equipped with a key

locking lid and lined with a close cell neoprene

interior. The saddlebags feature quick release.

MSRP $459.95. - - - - - - - - - - - -For More Info: www.leatherlyke.com

Trekker OutbackGIVIThe Outback series

offers a fully removable,

lockable and rugged

luggage solution.

Available in 37-liter and

48-liter capacities, the

Outback cases are fully

detachable and lockable;

they also feature an

additional lid mechanism

that enables not just opening, but

the complete removal of the case lid. The Outback is

also offered with the heavier-duty mounting system, the PLCAM

series. This mounting hardware incorporates an innovative

lock/unlock visual indicator, that when the case is fully latched to

the hardware the indicator shows “green for go,” and when

unlatched “red for stop.” Accessories available for the new outback

series include inner and outer soft bags, soft carrying handle,

reflective strips and lid protector strips.

MSRP $460 per case, up to $1,020 for a pair.- - - - - - - - - - - -For More Info: www.giviusa.com

MPN Product Spotlight: Tires

Three Tires for Three MarketsThe latest addition to Vee Rubber’s performance family of tires is the

ARACHNID. This tire is designed exclusively for the Can-Am Spyder with

specific compound, construction and weight carrying capacity to enhance the

ride and performance of one of the most popular motorcycles to come on the

market in the last 20 years. The Spyder rider demands performance, mileage

and a fun ride. The ARACHNID offers all of that to the rider and more.

Available in all sizes for Baggers 21˝, 23˝ and 26˝ is Vee Rubber’s White Wall

VRM 302. This tire offers a completely new design and compound for

maximum mileage and superb grip in dry and wet conditions. Its sidewall is

specially constructed for two-up riding and maximum weight carrying

capacity, for all large displacement motorcycles. It’s H rated and priced very

competitively, giving the consumer great value for their money.

Finally, the Zilent VRM-335 trike tire is specially designed for trikes to give a

smooth quite ride. It has excellent service in wet and dry conditions. A newly

formulated compound for trikes for extraordinary mileage. The Zilent is

offered in the most popular trike sizes. It saves the service department time

and money, from annoying time wasted attempting to source automotive

tires. The Zilent is the only dedicated trike tire in the marketplace.- - - - - - - - - - - -For More Info: www.veerubber.co.th


41 Vee MPN 3/12/14 11:17 AM Page 41


MPN Product Spotlight: Batteries

EarthX LithiumBatteriesEarthX, Inc. was founded by an electrical

engineer and a mechanical engineer whose

passion for riding turned into years of

research and development to find a better

and lighter alternative to the 170-year-old

lead acid battery technology.

Based in Colorado, EarthX is an

American company on a mission to create

the highest quality, best performing lithium

battery line in the world, and to serve

powersports dealers’ needs.

EarthX’s patent pending

technology makes it the most

advanced lithium battery; 80%

lighter; the highest cranking

amp cells; and the only one with

a built-in Battery Management

System (BMS) for performance,

safety and longevity.

With cells designed

specifically for a motorsports

battery, EarthX’s battery life is

designed to last up to 8-years

with a low self-discharge rate of

2% per month that will have

your customers riding more and

charging less. The cells work in

temperatures ranging from -30C

to 60C and won’t freeze or boil.

The brass, center-mounted

terminals have a universal

fitment with no left or right

polarity that garners superior

electrical connection. On the

outside, the lithium battery has a

high-strength, watertight plastic

case that is lighter than carbon

fiber composite material.

EarthX lithium batteries come

with a two-year full warranty.- - - - - - - - - - - -For More Info:

www.earthxmotorsports.com

42 EarthX Product 3/12/14 11:18 AM Page 42


Street Gear Two-PieceRain SuitsFLY Racing FLY Street Gear Two-Piece

Rain Suits have a high-quality

polyester shell construction

with slick inner liner to make

putting the suit on a breeze. A

high waist keeps water from

entering under the coat.

Removable shoe straps hold the

pants down to keep water from

blowing up your leg and rear vents

help remove hot air to keep you

drier. A reflective back logo and

reflective stripes on chest, back and

arms help with visibility.- - - - - - - - - - - -Retail Price: $79.95- - - - - - - - - - - -For More Info:

www.flyracing.com

No matter where your riders livearound the country or the world,weather conditions play a big role in

whether or not motorcyclists can enjoy aday of riding. From spray guards to heatedgloves and full-on rain suits, manymanufacturers are focused on keepingriders warm and dry in any weathercondition with products that feature eco-friendly materials and gear that fits right.The main thing that has changed in the raingear market over the past few years is thecontinuing growth of “do-it-all” textileapparel. This growing segment has directlyimpacted the demand for rain-specific gear.In the rain suit category specifically,manufacturers are seeing a higher demandfor high-visibility colors and reflectors,hoods and thicker gear made out of high-quality materials. The days of the plasticbag-like rain suits are gone, and the days ofwaterproof zippers, heat shields and hoodsare here. We help you stay dry with thismonth’s MPN Rain Gear Product Focus. t

Rain Gear

Carve Master Gore-Tex JacketDianese The Carve Master Gore-Tex jacket is made

exclusively of elasticized Mugello fabric. The

jacket has leather covered thermoplastic

plates on the shoulders and a waterproof and

breathable Gore-Tex membrane. The jacket

also has reflective inserts for high visibility.- - - - - - - - - - - -Retail Price: $579.95- - - - - - - - - - - -For More Info: www.dainese.com

Street Gear Boot RainCoversFLY Racing FLY Street Gear Boot Rain

Covers have heavy-duty

waterproof nylon to keep your

boots and lower leg dry and

help block the wind.

With a half sole

design, the boot

rain covers allow

your heel to grip the

peg in rainy conditions. The

covers have reflective areas to

add visibility and a velcro back

allows covers to be put on

quickly.

- - - - - - - - - - - -Retail Price: $29.95- - - - - - - - - - - -For More Info:

www.flyracing.com

43-44 Rain Gear 3/12/14 10:58 AM Page 43


Stormtrak Rain SuitFulmer HelmetsFulmer’s TRS2 (Men’s) and LRS2

(Women’s) Stormtrak Rain

Suit were designed to

keep the rider and

equipment dry

featuring welded

seams and

waterproof zippers

and pockets. The

Stormtrak features

waterproof jacket

and pants,

adjustable waist

and cuffs, cargo

pockets and a

double storm flap.

Additionally, the Stormtrak has an integrated heat resistant

inner shield that protects it from damage and heat burns.

When the rain stops falling the Stormtrak suit tucks away

nicely for storage in the included carrying pouch. - - - - - - - - - - - -For More Info: www.fulmerhelmets.com

RS-2 Rain SuitJoe RocketThe RS-2 has a PVC backed, soft

polyester outer shell

including a full-length

hook-and-loop secured

storm flap protecting

the main full-length

zipper and collar to

provide a 100%

waterproof envelope.

While the outer shell

keeps the rain out, a

large variable flow

vent provides a

venturi exhaust effect,

pulling interior

humidity out. Other

details include a

corduroy lined collar, full nylon comfort liner, two large outer

pockets with gusset expanders, elastic waist, hook-and-loop

adjustable cuffs and ample reflective piping. The RS-2 pants

feature an elastic waist and cuffs plus boot stirrups, leg zipper

gusset for easy boot entry, melt resistant swatch at the lower

leg and reflective piping.

- - - - - - - - - - - -Retail Price: $69.99 - $74.99- - - - - - - - - - - -For More Info: www.joerocket.com

Proton Electrically Heated GloveMacna The Proton is constructed with drum-dyed, water-

resistant leather and has a touch screen sensitive field

on the index finger. Underneath the leather sits a

waterproof, breathable Raintex liner. The Macna Proton

uses low-draw pulse-width modulation to automatically

regulate temperature and includes a fused wiring

harness. The controller is an intelligent regulator of heat

so the rider simply sets the dial to the desired

temperature and the intelligent controller maintains it.

The Proton also includes a thigh-mounted leg band to

clip the controller to so that the rider can simply unplug

from the bike and step off without fidgeting with wires.

- - - - - - - - - - - -Retail Price: $237.50- - - - - - - - - - - -For More Info:

www.macnausa.com

Desert Dawgs Rain GuardsLeader Motorcycle Accessories Desert Dawgs Rain Guards are soft motorcycle lowers that

install in minutes to motorcycle engine guard bars to eliminate

road spray and keep you warmer without a bulky motorcycle

fairing. Ultra Pockets provide extra storage. Desert Dawgs also

protect your chrome from dirt, salt and bugs, and are made from

high-quality materials that won’t overheat, rust or corrode. - - - - - - - - - - - -For More Info: www.leadermotorcycle.com

43-44 Rain Gear 3/12/14 10:58 AM Page 44

45 Bendpak 3/12/14 11:17 AM Page 45

Old fuel is clogging up fuel systemsand seals are deteriorating as

power sports vehicles sit idle over thecold winter. Riders will want to fire uptheir machines and go enjoy thesunshine when spring arrives. They maybe disappointed when they can’t get theengine to fire. While the carburetor mayrequire cleaning, the fuel delivery systemmay have its own set of problems.

Powersports vehicles often use gravityfeed and vacuum powered fuel pumps.The basics of troubleshooting a fueldelivery system always start with the sametwo basic items. Is fuel in the tank, and isthe fuel filter in good condition? Skippingbasics is a good way to waste your time.

Visually check the fuel strainer and filter.If accumulation of sediment or clogging isfound, replace or clean the strainer or filteras required. If an inline type fuel filter isused, make sure the filter is installed in thecorrect orientation. The arrow should pointin the direction of fuel flow.

Gravity feed fuel systems use a fueltank placed above the carburetor to usegravity to deliver the fuel. The fuel tankmust have an atmospheric vent toprevent creating vacuum in the tank andstopping the fuel flow. Check vent andfuel hoses for damage, clogs and kinks.

Most carburetor fuel deliverysystems use a petcock (or fuel valve) toswitch the fuel flow on or off to thecarburetor. Inspect the function of thepetcock. The petcock should stop thefuel flow in the OFF position, and providefuel flow in the ON or PRI position. If thepetcock doesn’t function correctly rebuildit with new seals or replace it.

Some vehicles have vacuum

operated petcocks. The fuel valve is held

closed by a spring when no vacuum is

present. The fuel valve is opened when

the engine applies vacuum to the fuel

valve diaphragm.

To test a vacuum operated fuel valve,disconnect the fuel line from thecarburetor and place the end in asuitable container below the fuel tank.Activate the engine starter motor andturn the engine over. When the enginevacuum is applied to the valve, fuelshould flow.

Inspect the vacuum hose if thevacuum petcock fails to operate. If thevacuum hose is leak free and has good

connections, the petcock is faulty.Replace or rebuild the valve as required.

A fuel pump is needed when gravityfuel flow is not practical. Make the samebasic checks when inspecting a vacuumfuel pump system as with a gravitysystem. Check that fuel is reaching thefuel pump. Confirm the fuel and vacuumhoses are correctly connected to thepump. Check the fuel output against thespecification in your service manual.


Gravity and Vacuum Fuel Delivery Systems

TipsTECH

Some petcocks have replaceable seals.

Cyclepedia Press LLC

Inspect the vent hose for clogs and kinks.

46-47 techtips_Layout 1 3/12/14 10:58 AM Page 46


Test the vacuum fuel pump output bydisconnecting the output hose from thecarburetor and placing it in a suitablecontainer to collect the fuel output.Activate the starter motor and turn theengine over. Confirm the vacuum pumpoperates and pumps fuel out of theoutput hose. Compare the fuel flow tothe specification if one is given.

Inspect the vacuum hose if the fuelpump fails to operate. If the vacuum hoseis leak free and has good connections,the fuel pump is faulty. Replace or rebuildthe vacuum fuel pump as required.

Be prepared to replace any seals thatare disturbed in a fuel system. Even in anew vehicle a fuel system seal or gasketmay fail if reused.

Always remember gas is extremelyflammable! Do not work around an openflame or a source of sparks. t

Vacuum petcocks should automatically cut off fuel flow when theengine is stopped.

Check the hoses are correctly connected to a vacuum fuelpump.

Cyclepedia Press LLC authors powersportsservice manuals, a specification database andtraining modules to help technicians efficientlyservice ATVs, motorcycles, scooters and side bysides. Each month Cyclepedia examines real lifeshop scenarios with recommended tech tips forhandling the problems encountered. For moreinformation about Cyclepedia manuals andprofessional products visit www.cyclepedia.com.

46-47 techtips_Layout 1 3/12/14 10:58 AM Page 47

48 MPN Buyer's Guide Ad 3/12/14 11:16 AM Page 48

You could be a winner of a brandnew tablet computer to read

the best of MPN online!

Please type this link into yourWeb browser to take the survey:

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In April, we will publish the results of our annual readership profile which is used to gauge the performance of today’s powersports dealer. The survey aims to deliver a full, detailed profile of thebrick and mortar powersports retail world that goesbeyond financials. The questions we ask address themany elements of your business — ranging from shopoperations, staffing and supply to online presence,marketing strategies and industry concerns.

We’d like to invite you to take this survey that willhelp you gain valuable insight into your business.Those who complete the survey will be enteredinto a drawing to win a Kindle Fire HDX.

49 Profile Teaser_Giveaway 3/12/14 11:15 AM Page 49


When a Moto GP rider is working to turn his fastest lap, he focuses

on carrying more speed in the slowcorners than he does trying to increasehis top speed.

This same philosophy should beapplied to holding a high Per VehicleSold (PVS), which is the total dollarsgenerated in finance divided by thenumber of units sold in the finance office.There is more to gain by eliminating, orat least minimizing, the zero-dollar dealsthen by making that multi-thousanddollar deal.

We all know that the majority of thezeros come from customers paying withcash. We also know that most customersare interested in something. If we canidentify the product that the customer is interested in and concentrate on thatproduct, we can eliminate more of the zeros.

Most of us, myself included, learnedto step-sell to cash customers. Astandard step-selling approach startswith presenting the service contract.After presenting the service contract, thecustomer either agrees to buy it or givesan objection. If they give an objection,then the verbal fencing begins. They tellyou why they don’t want it, and youcounter with why they should have it. Yougo back and forth a couple of times untilyou sense that the customer is not goingto budge, then you move on to the nextproduct. You present, they agree orobject, and it starts all over again. Onceyou get down to the third, fourth orpossibly fifth product, the odds that yourcustomer is going to buy anything are sosmall as to be immeasurable.

There is a better way. There are acouple of things that I see consistentlywith the finance managers that sell themost products to cash customers.

They meet the customer as earlyas possible and get to know the

customer before they take them intotheir office.

In my article “Meet the CustomerEarly,” which you can find it at(http://bit.ly/NNxQWT) I cover the insand outs of meeting the customer on thesales floor as soon as they agree to buy.

They are good at identifyingwhat product the customer

needs and keying in on how it willbenefit them. They don’t worry abouthow much they make on that product

or if it’s the best for anyone except the customer.

In most situations, a service contractmakes the dealership and us moremoney than other products. However, wecan’t always hammer on the customerhere if we want to be the best we can be.

If you have spent any time in one ofmy workshops, or one-on-one with me,you have probably heard me say, “Iwould rather have half a piece of piethan no pie.” By hitting hard on theservice contract with every customer, youwill either get a whole piece or none.

What the most successful financemanagers do is present every product as ifthey were step-selling. If the customer saysthey want it, great. If they do not, they do theirbest to find the true objection and move on tothe next product. After they have heard all ofthe customers’ objections, they can decidewhich objection they have the best chance ofovercoming and go after that product.

If those finance managers decide tireand wheel coverage is the product thecustomer is most likely to buy based onwhat they know, and they do sell theproduct, they might not be improvingtheir top speed, but they are improvingtheir lap time in the slow corners. t

Steve Dodds II is a moderator, trainerand consultant for Gart Sutton andAssociates with experience in everyposition in the sales and financedepartments. Dealers rave about hisability to identify areas for improvementand implement the changes thatproduce superior results. If you havequestions about what he or one of ourother talented consultants can do tohelp you meet and exceed your goals,contact us at [email protected].

1.

2.

By Steve Dodds II

Finance&Insurance

Lap Times and PVS AreNot That Different

50 F&I_March_Layout 1 3/12/14 11:06 AM Page 50

51 Throttle Threads 3/12/14 11:05 AM Page 51


In the first edition of what was thenMotorcycle Product News (June 1974),

helmets were the main focus, and notjust from a new product standpoint. Theindustry was fighting the governmenton what standards should be appliedand to what extent they even had theright to impose such standards.

Executive Editor Art Spinella andAssociate Editor Phil Huff wrote at thetime that dealers and manufacturerswere being faced with stiff fines andtests if they didn’t comply with newDepartment of Transportation lawsand labeling rules.

“On March 1 of this year thingschanged. Someone could be heard knocking on

the front door. When dealers answered, therewas a tall, white-haired, bearded dude in a red,white and blue serge suit standing in thedoorway and his finger – the size of a ham-hock – was pointed directly at the dealer’s leftnostril,” wrote the MPN team.

The head henchman for the DOT was FrankArmstrong and he maintained that they had theauthority to go after dealers, even though it wasup to the manufacturers to meet the newstandards. The dealers were obligated to onlysell helmets that complied with the law. Therewas also a handy pullout chart that dealers couldhang on the wall to help customers understandtheir state’s position on helmet requirements. t

See former editor Bob Jackson’s open letter tothe AMA regarding the helment issue on page 6.

The More Things Change, The More They Stay the Same

Helmet Issues Have Been Ongoing IndustryTheme for 40 Years

52 40yr Rewind_Layout 1 3/12/14 11:24 AM Page 52

53 Vroom MPN 3/12/14 11:23 AM Page 53

MarketPlace

Same Day Shipping • Huge Inventorywww.sammytanner.com909-350-2727 888-258-0369

TO ADVERTISE IN CLASSIFIEDMARKETPLACE

CALL Roberto Almenar330-670-1234 ext. [email protected]

54-55 Classifieds_March 3/12/14 11:23 AM Page 54

MotorcycleAndPowersportsNews 55

Find out more about the classified advertisers in this issue online at www.motorcyclepowersportsnews.com/resourcecenter.

ww

w.m

otor

cycl

epow

ersp

orts

new

s.co

m/r

esou

rcec

ente

r

Ad IndexADP Lightspeed . . . . . . . . . . . . . . . . .31

Amsoil Inc . . . . . . . . . . . . . . . . .Cover 2

Air Suspension Parts

by Arnott, Inc. . . . . . . . . . . . . . . . . .34

Bendpak . . . . . . . . . . . . . . . . . . . .37, 45

Carlson Company . . . . . . . . . . . . . . .33

Consumer Research

Solutions Inc. . . . . . . . . . . . . . . . . . .47

Duro Tire/Wheel . . . . . . . . . . . . . . . .22

Earth X Lithium Battery . . . . . . . . . .42

EMGO International . . . . . . . . . . . . . .5

Fulmer Helmets . . . . . . . . . . . . . . . .33

Gibbs Technologies Inc. . . . . . . . . . .27

J & D Walter Distributors Inc. . . . . .39

Johnson Controls/VARTA . . . . . . . . .11

Kuryakyn . . . . . . . . . . . . . . . . . . . . . .15

Lonski and Associates, LLC. . . . . . .50

MBA Insurance . . . . . . . . . . . . . . . . .25

Motor Trike . . . . . . . . . . . . . . . . . . . .19

MTA Distributing . . . . . . . . . . . . . . . .13

National Powersport Auctions . . . . .1

Rizoma USA . . . . . . . . . . . . . . . . . . . . .7

Service Manager Pro . . . . . . . . . . . .47

Sudco International Corp . . . .Cover 4

Sullivan's Inc. . . . . . . . . . . . . . . . .3, 17

Throttle Threads . . . . . . . . . . . . . . . .51

Vee Rubber America . . . . . . . . . . . . .41

Vega Helmet Corp . . . . . . . . . .Cover 3

Walker Products, Inc. . . . . . . . . . . . .23

Wizards Products/RJ Star Inc . . . . .35

XY Powersports . . . . . . . . . . . . . . . . . .8

Zep Inc. . . . . . . . . . . . . . . . . . . . . . . . . .9

54-55 Classifieds_March 3/12/14 11:23 AM Page 55

All gave some, some gave all.” That’sthe theme of the tribute rock crawler

created by XY Powersports to honor UnitedStates Army Staff Sergeant Keith “Matt”Maupin and American military personnel.With support from industry vendors, XYmodified its Big Iron 600 into a memorabletribute vehicle with graphics honoring U.S.military servicemen and servicewomen,especially Maupin.

“This machine isan ideal way to pay tribute to ourmilitary men and women and tohonor the memory of MattMaupin,” says XY PowersportsPresident Steve Claybourn.Claybourn, a Vietnam veteran, wasinspired to design this vehicle afterdiscussions with Keith Maupin, Matt’s father.

XY plans to showcase this tributevehicle at various races and UTV

industry events in 2014 in order to raiseawareness and funds for the nonprofit

Yellow Ribbon Support Center, based inGreater Cincinnati.

Matt’s parents founded the Yellow RibbonSupport Center after their son was capturedby Iraqi insurgents on April 9, 2004. Thecenter sent care packages, covered withMatt’s photo, to U.S. soldiers in Iraq to raiseawareness about Matt and possibly lead toinformation on his whereabouts.

While focused on Matt, the centerrealized that U.S. soldiers had basic needsthat weren’t being met. The Yellow RibbonSupport Center soon sent care packages toany soldier’s unit whose family supplied anaddress. Even after Matt’s remains wererecovered in March 2008 and returned tohis family, the center continued to sendcare packages to support the men andwomen who fight for their country. To date,the center has shipped more than 22,000care packages to American soldiers.

In addition to the Yellow Ribbon SupportCenter program is the Let Us Never ForgetScholarship Fund, which provides post-secondary education scholarships in thename of fallen military personnel from theGreater Cincinnati area. Started in 2006, thisprogram has awarded more than $450,000in scholarships to high school seniors,ensuring that fallen soldiers are rememberedand their legacies honored.

“This rock crawler brings a lot of attentionto our military personnel and the great workof the Yellow Ribbon Support Center,”Claybourn says. “XY is proud to share thisvehicle with racing and UTV fans, and wehope this tribute vehicle supports the effortsof Yellow Ribbon and honors U.S. soldiers.”

For more information about the rockcrawler, call: 888-926-8997. For more aboutthe Yellow Ribbon Support Center and Let Us Never Forget Scholarship Fund, call:513-752-4310 or visit the website at:www.yellowribbonsupport.com. t


Tribute Rock Crawler toHonor Army Staff SergeantKeith ‘Matt’ Maupin and U.S. Soldiers

“

Keith Mauphin and Congressman Brad Wenstrup

visited XY to discuss the Tribute project with

XY President Steve Claybourn.

56 pitpass_March_Layout 1 3/12/14 11:21 AM Page 56

C3 Vega MPN 3/12/14 11:20 AM Page C3

c4 Sudco 3/12/14 11:19 AM Page c4

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