motorcycle & powersports news, november 2014

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w Apparel University Part II w Dealer Expo Preview w Barber Vintage Festival

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C2 VP Racing 11/12/14 9:20 AM Page C2

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Dealership OperationsWhat’s On Your Wishlist? .....................................................................................................................................4The Road Ahead by Brendan Baker

Dealer Expo Preview.................................................................................................................................................14

Shifting Gears ............................................................................................................................................................................16All the News that Fits by Robin Hartfiel

Off-Road Categories Top Charts Again........................................................................18NPA Pre-owned Monthly Recap by Jim Woodruff

A Fundamental Question for the Service Department...........20Dealer Management by CJ Pedler

Dealer New Units in Stock ..........................................................................................................................28Inventory Report by CDK Global, formerly ADP Lightspeed

Classic Cycles, Inc. ........................................................................................................................................................30Destination Dealership by Margie Siegal

Re-Framing How to Sell Apparel ...............................................................................................32Apparel University by Alisa Clickenger

Five Minutes with the Insurance Man .............................................................................38Finance & Insurance by Bert Alanko

September PG&A Department Performance ...............................................42Best Operators Club by Steve Jones

Suzuki Gets Naked in Las Vegas ..................................................................................................44OEM Update by Robin Hartfiel

Replacing Gaskets and Seals ..............................................................................................................52Tech Tips by Cyclepedia Press LLC

On Any Sunday .........................................................................................................................................................................56Pit Pass by Robin Hartfiel

2 November 2014 | Motorcycle & Powersports News

Contents

Volume 40 Number 11MotorcyclePowersportsNews.com

EDITORIAL

Editor – Brendan [email protected]

Editor-at-Large – Robin [email protected]

Managing Editor – Greg [email protected]

Columnists & Contributors

Steve JonesAlisa ClickengerJim WoodruffMargie SiegalCJ PedlerBert AlankoCyclepedia Press LLCRace Tech

ART

Graphic Designer – Kelly [email protected]

Official Publisher of the AIMExpo Show Daily and Show Directory

Selling VintageDealer tricks of the trade for selling vintage items during the holidays

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.

Stocking Stuffers ................................................................... 26What is the biker in your family going to want?

Service Equipment ......................................................................................................................................46Equipment and gear that every shop or garage needs

Suspension............................................................................... 48Shocks to keep the ride smooth

Product Focus

By Margie Siegal

03 Mercedes 11/11/14 2:55 PM Page 3


It’s been a tough few years in this industryfor a lot of people. Whether you’re a

dealer that has struggled to find financingfor customers and to keep the doorsswinging when the world seemed like itwas upside down, or you’re a manufacturerthat had to scale backoperations and holdoff on introducingnew products becausethe market was justnot there. Times weredefinitely tough, andthey still have been achallenge for somedealers who arestruggling to find afoothold in this new economy. But the silverlining is that it appears from severalindicators things may be finally turningaround for the better.

NADAguides’ most recent PowersportsMarket Update from September-Octobersays that consumers continue to beintrigued by new models, as the majority ofsales reported were new models. OEMshave gradually been getting back in thegame and are releasing 2015 models andgetting a good buzz from the media toconsumers about them. Something that hasbeen lacking for a while. You only have tolook at the Kawasaki H2R and DucatiScrambler that were recently unveiled tosee the fervor surrounding them.

However, I talked to one source at lastmonth’s AIMExpo in Orlando who pointedout that we are where we were about 10years ago. Have we have fallen that farback? It may not be such a bad thing.NADA shows that key indicators are the

consumer price indexand the unemploymentrate. If I was writing thisabout 10 years ago,things would havebeen going likegangbusters. But weare almost into 2015,and we are looking atsales that are gettingbetter, but not what

they were in the glory days. But I think thatwe are smarter now and when we do buildback to the higher levels, we will be all thebetter for it. No longer are we giving awayvehicles on a signature and hope that thecustomer will pay for it. No longer arecustomers throwing credit around like itwas monopoly money either.

Another upside going into winter,according to NADAguides, is that UTVs,ATVs and cruisers have remained activesegments. Winter presents many challengesfor dealers, which is why we decided to bringback the Holiday Gift Guide with a little twistfor incorporating vintage themes. It seemedto do the trick a decade ago, so here’s to asuccessful holiday selling season! t

AHEAD

THE

RoadBy Brendan Baker

ADVERTISING SALES

PublisherSean Donohue [email protected]

(330) 670-1234 ext. 206

Display Advertising Sales

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

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

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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 Amanda Wingerter [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.

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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 OfficerBeth Scheetz, Controller

Copyright 2014, Babcox Media, Inc.

Official Publisher of theAIMExpo Show Dailyand Show Directory

What’s On Your Wishlist?

Brendan Baker, Editor

04 road ahead_Nov 11/11/14 2:55 PM Page 4

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Husqvarna Unveils Three

New Models at EICMA

Husqvarna unveiled three new models atthe Italian motorcycle Expo (EICMA) –models that the company says give aclear understanding of the future of the iconic brand.

With 111 years of heritage in bothstreet and offroad motorcycling,Husqvarna makes its return to the street segment with a new largedisplacement, single-cylinder model as well as two modern concept models.

Expanding Husqvarna’s streetofferings, the new large displacement,single-cylinder model street bike willoffer premium characteristics whilemaintaining the Swedish tendencytowards functional design. TrueHusqvarna, and faithful to the brand’score values, this new model that wasunveiled at EICMA shows it has state-of-the-art technology and a rich sense of heritage.

The two concept models offer a clear

glimpse of the future direction of theHusqvarna brand within the streetmarket. The prototypes showcaselightweight construction andfunctionality, premium quality hardwareand uncompromised design.

DataOne Partners with Consumer

Research Solutions

DataOne Software, a division ofDominion Dealer Solutions and aprovider of automotive data and softwaresolutions, is joining the partnership of theMotorcycle Industry Council (MIC) and

Consumer Research Solutions (CRS) toprovide VIN decoding and vehicleidentification for the model attributematrix – a new MIC/CRS tool for thepowersports industry.

The Model Attribute Matrix, alsoknown as MAX, combines MIC-appended data with CRS modelattributes for powersports dealers.MAX includes data from motorcycles,scooters, and recreational off-highway

vehicles like ATVs, dirt bikes and utility vehicles.

Powersports dealers using MAX datahave access to more than 40 attributesfrom nearly all leading brand models for the past ten years, allowing them toexchange model information and ensureproduct compatibility.

Combining the VINBasic PowersportsVIN decoding and Vehicle Identificationsolutions with MIC’s MAX product,DataOne has supplemented the existingdata by allowing MIC memberbusinesses to identify vehicle models.

IndustryInside the

RE: BACKFIRERE: Ace Cafe Lee Rocker Concert at AIMExpo

I wanted to personally thank each one of you, and as a group,for partnering with Ace Cafe on the Lee Rocker show, and for allof your combined efforts on marketing, media placement andsocial amplification. Thank you for promoting Ace, and eachother, as well. Yourcontributions andefforts were greatlyappreciated. It wasa great show, andwithout each oneof you, it simplywould not havehappened. Ithought you mightlike a photo of theshow. If you requiremore, I have many,and would behappy to provide. I look forward to sharing our news updateswith you as we march toward opening in Orlando in spring.

My Best,Steve Glum / CMOAce Cafe North America

RE: Selling To Women (August Issue)

I enjoyed the article very much, however, I am very disappointed inone of the “Top Ten Tips for Talking to Women Customers.” It isthe last one. “Slow down. Know that female customers arecustomers you will need to spend more time with.” What does this

mean? I am highly offended as a woman and can’tbelieve that you would list this. I feel that it isconflicting with the “Beware of soundingcondescending” tip. Are you suggesting we are slowand need things spelled out for us? Or are yousuggesting that we are more high maintenance thanmen? As a sales woman this tip does not make senseand I don’t understand it. I think it’s awful to assumeyou will have to spend more time with womencustomers. I have more riding experience andknowledge than most of my male customers. In fact, Ibelieve this “tip” to be false. I feel I have to spendMORE time with men on a daily basis. Women are myeasiest customers! Check your facts and realize that

you will need to spend time with ANY new rider regardless of sex.Highly disappointed in that comment. Have more faith in yourwomen riders; sometimes (most of the time I’ve witnessed)we’re smarter, faster and better riders than men.

Thanks,Chelsea Nicole Taylor

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“By integrating our years ofmotorcycle, ATV and UTV quality datawith DataOne’s VIN decoding and MICdata, we can deliver a standardizedindustry solution to MAX clients,” AndreaDesilets, vice president of sales forConsumer Research Solutions, noted.

“Having MIC and CRS choose to useus and recommend our data to theirpartners further cements our position asthe industry standard for powersportsVIN decoding and vehicleidentification,” said Jake Maki, generalmanager of DataOne Software.

Dominion Powersports Solutions

Begins DX1 Dealer Advisory

Council

While at AIMExpo last month, DominionPowersports Solutions, the makers ofDX1, began its strategic partnership withdealer customers called the DX1 DealerAdvisory Council. This advisory councilmet for the first time Oct. 16 at AIME todiscuss how Dominion can improve its

DX1 product to better suit dealers’ needstoday.

“We want to be more than just atechnology company for our dealers,”says Jeff Littlejohn, president ofDominion Powersports Solutions. “Wewant to be an extension of the dealers’

teams, and we need to have this on-going dialogue to stay in-tune.”

Dominion had its productmanagement team present at AIMExpoto speak with the dealers thatparticipated in the first advisory council

and gave feedback. “Moving forward, we plan to have

formal get-togethers every other month,webinars and on-going dialogue everymonth, week and day,” Littlejohn says.“This is our way to channel into the frontlines of our customers. We don’t want tobe in an office making decisions. Weneed to be side-by-side with ourcustomers to best serve them.”

Last month’s council was the start toDominions strategy that it hopes willachieve a new level of partnership inevery aspect of the dealership.

“I could not have been morepleased,” Littlejohn says. “It was greatly successful and we had great participation.”

REV’IT! Reveals All-Wheel Drive

Adventure Motorcycle

Since 1995, REV’IT! has been on a questto develop the world’s most ruggedmotorcycle gear for its most intrepidadventure-seekers. In 2015, the company

Inside theIndustry


MotorcyclePowersportsNews.com 9

will mark this 20-year journey with aSpring/Summer collection of the boldestadventure products it has everproduced... Because breaking allboundaries calls for equally daring gear.

To commemorate this spirit, REV’IT!has re-imagined the trend of “custom”bikes and turned its attention back to theADV community from which it was born:Introducing the REV’IT!#95, an all-wheeldrive, adventure motorcycle engineeredby an expert cast of artists and craftsmenfrom around the globe. It’s designed tomatch the performance and ambition ofour new adventure line, for those who

can’t help but dare themselves to dream bigger.

MIC Announces 2015 Board of

Director Election Results

The Motorcycle Industry Councilmembers have elected Arnold W.Ackerman and Andy Leisner to eachserve two-year terms on the 2015 MICBoard of Directors. In addition, DonEmde has been reelected to the MICboard to serve a two-year term and willbe returning for his 14th year of serviceto the board.

Arnold W. Ackerman is ChairmanEmeritus and Founder of MotorsportAftermarket Group (MAG). MAG, a 12-year MIC member, has successfullyacquired leading brands in themotorsport parts and accessoriesaftermarket to leverage its combinedstrength in marketing, advertising andback-office services. Ackerman’sbackground includes many top positionsin the powersports, manufacturing and

aerospace industries. He is anexperienced businessman, professionalinvestor and lifelong motorcyclist.Ackerman is the current Chair of the MICAftermarket/Allied Trades Committee.

Don Emde, publisher/editor-in-chiefof Don Emde Inc., brings his vast industryexperience with him as he makes hisreturn to the MIC Board. In addition to

authoring “The Daytona 200 – TheHistory of America’s Premier MotorcycleRace,” Don and his father hold thedistinction of being the only father andson to both win the prestigious Daytona200 motorcycle road race. Emde hasbeen a member of MIC’sAftermarket/Allied Trades Committee forover 30 years and has been a Charter

Inside the Industry



Member of the American MotorcyclistAssociation for 52 years. You will findEmde’s name included on thedistinguished lists of inductees into threeseparate motorcycling halls of fame:Trailblazers HOF, AMA Motorcycle HOFand Sturgis HOF.

Andy Leisner, vice president/grouppublisher of Bonnier Motorcycle Group(representing 11 motorcycle mediabrands), began riding motorcycles at theage of six. He raced motorcycles allthrough his formative years, beginningwith amateur motocross and working hisway up to the AMA 250 Grand PrixNationals and the 250 WorldChampionship. Prior to joining Bonnier,he was the managing partner ofHardcard Holdings LLC, as well asholding top positions with MazdaRaceway Laguna Seca, AMA ProRacing and Cycle World.

Going into 2015, Emde,Ackerman and Leisner joinelected directors Larry Little, vicepresident & general manager,Marketplace Events MotorcycleGroup; Steve Menneto, vicepresident, motorcycles, PolarisIndustries Inc.; and Sarah Schilke,head of marketing and PR,Schuberth North America. Theremaining directors, appointed by MIC’smaximum-dues-paying membercompanies, are MIC Board Chair DennisMcNeal, vice president – motorcycleoperations, Yamaha Motor Corp., U.S.A.;MIC Board Vice Chair Jon-Erik Burleson,president, KTM North America, Inc.;Steve Bortolamedi, seniorcommunications manager, Suzuki Motorof America, Inc.; Russ Brenan, senioradvisor, government relations & publicaffairs, Kawasaki Motors Corp., U.S.A.;Robert Gurga, vice president, motorcycledivision, American Honda Motor Co.,Inc.; and Kris Odwarka, vice president,BMW Motorrad USA.

Arctic Cat Reports Fiscal 2015

Second Quarter Results

Arctic Cat Inc. reported net earnings of$15.4 million on higher net sales of$262.5 million for the fiscal 2015 secondquarter ended September 30, 2014. Inthe prior-year quarter, Arctic Cat

reported net earnings of $23.4 million onnet sales of $238.5 million.

Christopher Twomey, Arctic Cat’schairman and chief executive officer said,“Solid sales increases in the secondquarter were led by double-digit gains inour snowmobile product line, as well asparts, garments and accessories. We alsosaw continued strong sales of ourWildcat side-by-side models andexcitement around new Wildcat modelsintroduced to our line-up late in thesecond quarter. Gross margins, however,were impacted by the significant volumeof OEM partner snowmobile models thatshipped in the quarter. Looking ahead,we remain focused on maintaining arobust pipeline of innovative newproducts and improving the company’s

long-term operating efficiency.”Arctic Cat’s fiscal 2015 second-quarter

net sales rose approximately 10 percentto $262.5 million, due to highersnowmobile sales to its OEM partner and Arctic Cat’s dealers, strong Wildcat sales and double-digit sales gains in the parts, garments and accessories (PG&A) business.

Arctic Cat ended the 2015 secondquarter with cash and short-terminvestments totaling $24 million, and nolong-term debt. During the quarter,Arctic Cat’s board of directors authorizeda new share repurchase program for upto $25 million of common stock.

For the six months ended September30, 2014, Arctic Cat’s net earnings were$19 million compared to $28.8 million in the prior-year period. Year to date, the company’s net sales increased 13percent to $406.1 million versus net salesof $359.3 million in the year-ago first six months.

Inside theIndustry


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ATVs/Side-by-Sides – Sales of ArcticCat’s all-terrain vehicles (ATVs) and side-by-sides totaled $69.6 million, down 4percent compared to prior-year sales of$72.7 million. During the quarter, thecompany unveiled 15 new 2015 modelsof all-terrain vehicles (ATVs) andrecreational off-highway vehicles (ROVs) at its annual ATV/ROV dealermeeting in mid-September.

Snowmobiles – Snowmobile sales in

the fiscal 2015 second quarter rose to$157.8 million, up from $135.4 million inthe prior-year quarter. The increasedsnowmobile sales were largely due toArctic Cat’s expanded OEM partnership.Following strong retail sales and marketshare gains in fiscal 2014, Arctic Catanticipates higher snowmobile sales toits dealers in the current fiscal year.

Parts, Garments & Accessories – Salesof parts, garments and accessories

(PG&A) in the fiscal 2015 second quartergrew 15 percent to $35.1 million, upfrom $30.4 million in the prior-yearquarter. The increase was driven by salesof newly developed accessories for ArcticCat’s expanding line of Wildcat models,as well as snowmobile parts, garmentsand accessories.

For the fiscal year ending March 31,2015, Arctic Cat now estimates fiscal2015 full-year sales in the range of $745to $755 million.

Dowco Announces Organizational

Changes for Powersports Division

Dowco has recently reorganized thecompany to better serve customers andramp up the speed of new productintroductions. The company has beensegmented into Powersports OEM,Powersports Brand and Marine.

Dowco has also promoted DarrinEarhart to General Manager -Powersports OEM. Darrin has been with Dowco for 10 years, most recently as Director of Sales. Joining the Powersports OEM group full time will be Deb Drinan as Sales Manager -Powersports OEM. She has been withDowco for 12 years, most recentlyserving as Western Regional SalesManager working with OEMs anddistributors.

In addition, Dowco has promoted JimMiller to General Manager - PowersportsBrand. The brand segment consists ofDowco’s retail brands that includeGuardian, Willie & Max, Iron Rider,Fastrax and Rally Pack. Jim has been with Dowco for eight years, most recentlyserving as Director of Purchasing. JoiningJim is John Bock as National SalesManager - Powersports Brand. John hasbeen with Dowco for nine years and wasmost recently Eastern Region SalesManager for Dowco.

Oxford Products USA Announces

Integration with Lightspeed

Oxford Products USA Inc. recentlyannounced integration with Lightspeed,the Dealer Management System fromCDK Global (formerly ADP) forpowersports dealerships. This integrationallows dealers on Lightspeed NXT tosearch Oxford Products warehouse data

Inside theIndustry



within the Parts modules of the DMS.By adding Oxford Products data to

the locator’s database, dealers will nowhave the ability to view availability ofOxford’s products in warehouses withouthaving to leave the invoicing screen inLightspeed NXT. Stocking data is loadedinto Lightspeed NXT’s locator databasedaily, keeping the information updated.

“We are very proud to integrate withLightspeed and have our price booksavailable and warehouse informationincluded in the locator,” said EricMcFarlane, president of Oxford ProductsUSA. “By offering our data within theDMS, we are helping dealers quicklyaccess our products and search multiplesources to locate items they needquickly. Oxford’s inventory of qualityproducts will quickly give dealers theability to find exactly what theircustomers want.” With this integration,Oxford Products warehouse availabilitydata will now be automatically added torelevant searches.

Triumph Motorcycles Announces

Three New Models

Triumph Motorcycles has announcedthree new models for the US market - theBonneville T214 Land Speed LimitedEdition, the Bonneville NewchurchSpecial Edition and the Street Triple RX.

The Limited Edition Bonneville T214celebrates the achievements of Texas-born racer Johnny Allen, and hisrecord-breaking Triumph-powered Cee-Gar streamliner.

The new Bonneville T214 LimitedEdition, based on the T100 Black, islimited to a total of 1000 bikesworldwide, each individually numbered.

Triumph’s second newbike, the BonnevilleNewchurch Special Editionfeatures fresh newcontemporary paintschemes, a new low profileseat and cool blackdetailing throughout.

The gas tanks are

sumptuously hand painted with a newdesign that highlights the iconic linesand proudly sporting the new Triumphlogo. Available in a choice of CranberryRed / Pure White or Sapphire Blue / PureWhite, featuring hand painted blackdetailing. To further carry the customizedscheme, the Bonneville Newchurch wearsblacked-out fenders, headlamp bowl,handlebars, mirrors and springs, as wellas all black seven spoke cast wheelsfeaturing a hand painted pinstripedcoachline.

The beating heart of the BonnevilleNewchurch is its iconic 865cc paralleltwin engine, which produces 68PS peak

power and 68Nm of torquespread across a wide,useable rev range forcomfortable performanceflexibility in any gear.

The third Triumph is theStreet Triple RX, whichborrows inspiration from itsTT and Daytona 200 winning

Inside the Industry



supersportsibling, theDaytona 675R.

At the heartof the StreetTriple RX isTriumph’ssignature triple

engine. The 675cc, 12-valve unit isderived from the legendary TriumphDaytona 675 sportsbike, but is carefullyretuned to deliver a punchy 106PS andmagnificently linear 68Nm of torque foreffortless drive and acceleration.

Combined witha slick, close-ratio six-speedgearbox,Triumph’squickshifter andflawless throttlecontrol, thepowerplant

delivers an exhilarating ride. Allaccompanied by a soulful, characteristicgrowling exhaust note, one of the mostdistinctive and charismatic sounds inmotorcycling.

Dealer Expo2014 PreviewDealer Expo Heads to Chicago

December 5-7

Dealer Expo has been anannual event since 1966, andthis year it will be opening in anew location in Chicago’sMcCormick Place West fromDec. 5-7. On Wednesday,December 3, the MotorcycleIndustry council (MIC) will hosta special half-day dealerprogram. All dealers arewelcome to attend.Wednesday will also feature 20Group/Dealer TrainingMeetings, which are invite only.

That evening there will be a pizzaparty meet-and-greet to host those intown early to a classic Chicago deep dishpizza served up in the Willis Tower from6pm - 8pm. Seating is limited andreservations are required.

On Thursday, November 4, there willbe a National Retail Conference that willinclude high-level dealer/retailereducation and training and in-depthcontent developed with the retailer inmind; management workshopspresented by the Retail Owners Institute;marketing workshops presented byDealership University; sales workshoppresented by Peak DealershipPerformance; service workshoppresented by the Motorcycle MechanicsInstitute; and break out forums onbuilding your dream team, DeadInventory Management and SmallBusiness Exports in 2015.

That evening, at 7pm - 10pm at thePalmer House, is the Top 100 DealerAwards Gala. The event is a business-attire dinner and awards gala to celebratethe Class of 2014, including MeritAwards, the Don J. Brown LifetimeAchievement Award and the 2014 Dealerof the Year Award. This event iscomplimentary for Top 100 Dealers, Hallof Fame Dealers and program sponsors.Paid tickets are available for all registeredattendees of Dealer Expo 2014.

Friday and Saturday the show getsunderway with hundreds of exhibitors.This year’s expo hall is focused on newproducts and the future of powersportsretailing. More than one-hundred 15-minute new product/servicedemonstrations will be held on twostages in the exhibit hall.

The show’s DX14 Model Store & StoreRoom will feature design andmerchandising ideas from University ofMinnesota Design School students as partof a retail design competition, createdand sponsored by Dealer Expo. The newModel Store- room, hosted by Mel

Selway, will deliver hourly presentationson optimizing parts storage space.

Lunch-N-Learns will be an opportunityfor attendees to discuss challenges andopportunities with other retailers in amore private setting. Lunch & Learndiscussion groups will enjoy a cateredlunch while they talk about such issues ascompetition, hiring and training, taxes,healthcare, even franchise relations.Reservations required.

The new product showcase is a multi-story “gauntlet” of new products that willframe the exhibit hall entrance.

Saturday night from 6pm - 10pm atMcCormick Place West will be the IndustryParty: Celebrating 50 Years. The industryhosts and honors the “Legends” – veteransresponsible for building out the dealernetworks and building the dealerships – asDealernews celebrates the achievementsthe powersports industry has made since1965. All attendees and exhibitors arewelcome to attend. t

Some of the companies exhibiting

this year are as follows:

Cardo Systems, Inc.

CDK Global Recreation

Cometic Gasket, Inc.

Dominion Powersports Solutions

Fulmer Helmets

HJC America

Kuryakyn

Mattracks Inc.

National Powersports Auctions

Spectro Oil

The Carlson Company

VP Racing Fuels

XY Powersports

Yuasa Battery

Inside the Industry


15 Deltran 11/11/14 2:51 PM Page 15


Between the 2nd Annual AIMExpo inOrlando and Biketoberfest in Daytona,Florida was the epicenter of thepowersports industry for a week, whichmade it the perfect time and place toannounce that V-Twin industry leader BobKay joined the team at MarketplaceEvents Motorcycle Group, producers of

the American International MotorcycleExpo as V-Twin Director. Long-time Harleydealers will remember Kay from his dayswith NEMPCO, Biker’s Choice/TuckerRocky and American IronHorse. “Whilethe American V-Twin community standsout as a strong segment on its own, joiningtogether as a unified force with AIMExpo’sforward-thinking platform will lead topositive gains for all,” says Kay. “I am veryexcited to join the responsive leadership onthe Motorcycle Group team and take thepoint on their efforts to create a genuineand viable offering for the V-Twin market,and leveraging the strengths of AIMExpoto help grow the V-Twin industry.”

••••Heads up! Industry veteran ScottHolbrooks has left mega-dealership IronPony Motorsports to join a helmetmanufacturing consortium. “I am joiningH&H Sports Protection as their NationalSales Manager,” says an elated Holbrooks.“I am very excited about being part of thisteam and having the opportunity to workwith some long-time friends. I’m ready forthe challenges and adventures that awaitme.” For those of you who don’t know thename, H&H is based in Bergamo, Italy andmakes the Just 1, Torc and Orgine helmetlines, among other products.

••••More helmet happenings! PhilAmmendolia has headed to Skully tohelp with the launch of their Heads UpDisplay (HUD) helmet line. “Working with

LS2 Helmets for the past several yearshas been an amazingly good experienceand I love the brand and the crew there,”says Ammendolia. “But the one constantin this universe is change. A few weeksago, I was offered a new position withSkully Helmets. Skully has developed thefirst true head up display (HUD) availablein the motorcycle business, and thistechnology promises to offer new levelsof safety to motorcyclists everywhere. It’svery early on, but I think the day willcome when this will be as common in ahelmet as a radio is in a car.” For thoseinterested, visit www.skullyhelmets.com.

••••Tooling up! Specialty tool and motorcyclecomponentmanufacturingMotion Pro is staffingup, including addingJoseph Lopez tofurther develop thecompany’s growingProducts and R&Ddepartments. Lopezspent the past decadeat K&L Supply where he was instrumentalin bringing many successful products tomarket. “I am fortunate to be joining such arespected company that is committed tocontinued growth and leadership in thePowersports industry,” says Lopez.

••••K&L Supply Co. announces that KC Cho isthe new GM. Cho is responsible for theday-to-day operations and reports directlyto the CEO Joseph Lee. Cho most recentlyserved as CEO and director of finance at V-Twin industry giant Custom Chrome Inc.K&L also announced that Grace Son hasjoined the company as accountingmanager. She has more than 16 years ofexperience and great knowledge in theoperations, accounting, finance and HR.

••••Do you have a passion for powersports?

Do you own one or more of the following:motorcycle (on or off-road), snowmobile,ATV or UTV? If so, then MotorcycleIndustryJobs.com has the gig for you!Western Power Sports is looking for amarketing director to communicate thevision for the distributor and it’s brands likeFLY Racing and Kabuto Helmets. Apply at:www.motorcycleindustryjobs.com.

••••Changing of the guard: Kit Palmer takesover at Cycle News, replacing long-timeeditor PaulCarruthers. Palmer isbeing promoted fromoff-road editor toeditor. “I’mdisappointed to seePaul leave after allthese years, but I wishhim well in his new endeavors. I definitelyhave some big boots to fill, but lookforward to my new challenges as theeditor.” MeanwhileCarruthers moves on tobecome communicationsmanager forMotoAmerica, thecompany that willproduce the NorthAmerican Road Racing Series beginning in2015. “Moving forward, we are thrilled thatKit Palmer will be stepping into the editor’srole,” says Don Becklin, president of theMAG Media Group which owns CycleNews and MotorcycleUSA.com. “Hisexperience and passion is exactly what theorganization needs to propel Cycle Newsinto the future. I believe that readers andthe motorcycle industry can look forward toseeing Kit’s stamp on the iconic CycleNews brand.” Becklin notes they aresearching for an additional editor to helpKit and associate editor Andrea Wilson.

••••Former Bonnier (owners of Cycle Worldand Motorcyclist among other titles)integrated account rep and industryveteran Michael Kula is now the NationalSales Director for EPG Media/RiderMagazine. Long-time dealers mayremember him calling on their storesback in the 1990s: Before getting into

SHIFTINGGEARS Printing All The News That Fits

By Robin Hartfiel presented by:

16-17 shifting gears_Nov_Layout 1 11/11/14 2:51 PM Page 16


the PR and mediaportions of thepowersports industry,Kula started as asales/marketing guyfor DG Performanceand was later withwatercraft aftermarketleader Westcoast

Performance Products. More recently hehandled the Yamaha and Scorpion Helmetsaccounts at Marshall Advertising & Design.

••••Jody Perewitz, the world’s fastest woman ona V-Twin, is now on the business fast track.After going 208 mph. at the Bonneville salt

flats, Jody isnow in the hotseat at thelegendaryNew Englandcustom shop,Cycle Fab.Custompainter and

industry icon Dave Perewitz has gone backto his roots, now focusing his time andefforts on doing what he does best, custompaint design. Jody will be assuming themajority of day-to-day management andother duties for Cycle Fab. “Dad is truly amaster among custom painters and thestress that goes with running the operation,not to mention all the TV and other mediaobligations, left precious little time to lightup the spray gun and do his magic,” saysJody. Get more details atwww.perewitz.com.

••••Bob Sporka brings his years of distributor,wholesale and retail experience to theSamson Exhaust sales team. Bob will beresponsible for the timely supply ofSamson’s Big Guns, Street Sweepers,Legend Series and the popular CholoLongtail line from the Sturgis-basedmanufacturer. “I’m really looking forward tosupporting this great group,” says Sporka.“To be allowed to work with Kenny Price, a gentleman and businessmanI’ve respected for years, was the icing onthe cake.” t

16-17 shifting gears_Nov_Layout 1 11/11/14 2:51 PM Page 17

By Jim Woodruff

Off-Road Categories TopThe Charts AgainR

eca

p

Pre-owned monthly


For the third month in a row the off-road categories displayedpositive year-over-year trends for Average Wholesale Pricing

(AWP). In September, we see continued strength in the ATV andMX categories. ATVs jumped eight percent and the MX categoryincreased 12 percent over last year. The Side-x-Side segment wasthe only off-road segment that saw a decline year -over-year. Wesee similar trends in September’s AWP vs. the last 90 days – theATV category increased four percent, the MX category increasedby five percent and Side-x- Sides were down seven percent. Therelative decline in Side-x- Side AWP has been consistent the lastfew months, something we recommend dealers monitor whentaking trade-ins since the AWP is a little softer this year than last.

On-highway pricing followed established seasonal trends inSeptember, with sport bikes returning closer to normal with afour percent increase in AWP year-over-year. While metriccruisers only showed a small one percent decrease, domesticcruisers saw a three percent decrease and remain softer this yearover last with domestic cruiser dealers reporting a continued glutof inventory. When we compare the AWP for the on-highwaycategories to the past three months the figures are very similarto what we saw year-over-year. Sport bikes trended up twopercent while metric and domestic cruisers trended down onepercent and five percent respectively.

Unlike last month, when unexpected bumps in AWP for theSport and ATV segments were due almost entirely to a premiumproduct mix, the data suggests that the sustained higher AWPlevels for ATV and MX segments are largely due to increaseddemand for those products. This is reflected in the rise inPrice/Book ratios from August to September, since book valuestend to normalize product mix effects.

Take-Aways

Historically, wholesale pricing tends to stay flat to slightly up thistime of year and then rises as spring approaches. No one knowsfor sure whether the seasonal inflection will take off in December orFebruary, so it’s important to stay up to date on wholesale values asspring approaches. This time of year is also a great time to stockup on inventory from trades, street buying and auctions whileprices remain comparatively low. As the old adage goes, themoney is made in the buy, so be sure you buy them right by doingyour homework using the NPA Value Guide, NADAguides andyour own market intelligence. This will also ensure that if you windup not being able to retail the inventory, you can still break out of itif you end up wholesaling the unit or sending it to auction. t

Data includes all live and online transactions from all four NPA locations. Closed OEM auction data is excluded.

All data provided by National Powersport Auctions. For more information, please visit www.npauctions.com or call (888) 292-5339.

18 NPA recap_Nov 11/11/14 2:50 PM Page 18

19 Marketplace 11/11/14 2:50 PM Page 19

It should be a no-brainer. A questionanswered nearly as soon as it’s asked.

Like when your wife asks you how manyyears you’ve been married (14, honey!).

Or when your buddy asks you whowon yesterday’s NASCAR race (KyleBusch!). It should be that automatic. Likea reflex.

Here’s the question: What is youreffective labor rate? If your servicemanager can’t quickly answer, it’s a suresign of an ongoing profitability issue inyour service department, or one that’sabout to rear its ugly head. Think of itthis way: If you can’t answer the marriageanniversary question quickly andsuccessfully for your better half, lifemight suddenly turn ugly.

We recently emailed the effectivelabor rate question to a number of ourpowersports dealer friends and receivedthe following responses:

“86 percent, shooting for 90percent!”

“85 percent.”“We really don’t do that…”Cue the disturbing background music

and piercing, high-pitched scream. Thatlast response isn’t good.

Effective labor rate is a terrificprofitability benchmark for our servicedepartments because it’s easy to identify.It can also be a sign of two potentiallydisturbing issues: excessive discountingand lack of training. To figure out youreffective labor rate, simply take the totaldollars of your labor sold and divide it bybillable hours.

Essentially, what we’re hoping theeffective labor rate shows us is apercentage that is as close to 100percent of your posted labor rate as

possible. Some believe a really effectivelabor rate percentage should be within10 percent of your posted labor rate.Rather than debating a few percentagepoints, we’re more interested in whetheryou and your service manager know thatpercentage as readily as yesterday’sracing result.

If you do, terrific, but don’t stop there.If you have multiple service writers, doyou know it for each of them? Many of usknow our effective labor rates for ourtechs but don’t examine it for eachservice writer. Each service writer shouldbe checked to determine if we havesomebody who is a little too friendly withdiscounting. That’s a common problemassociated with low effective labor ratepercentages.

The other issue that effective laborrate percentages can highlight is theneed for additional training. Is one ofyour service writer’s effective laborpercentage rates low because he doesn’tknow what it takes to do each job? Is yourservice department under-selling labor

times and not giving the tech enoughtime to get the job done properly? Anexamination of each writer’s effectivelabor rate percentage will tell you that.

It also can be a reminder to examinesome of your menu items, especially thosethat haven’t been changed in years.Remember when you increased your laborrate last time? When you did that, did youalso change your menu pricing? If not,your effective labor rate percentage willbe impacted. This competitive rateapproach for common menu items may bepart of a strategy to draw more traffic intothe store. Ultimately, you’ll have to ask thisquestion: Is more traffic leading to more revenue?

Thankfully, running effective laborreports in a modern dealer managementplatform can be a simple task. Somemodern dealer management systemsinclude operational and marketingapplications that are easily set up so thosereports can be created and thenautomatically emailed to your inbox asoften as you like.

Hopefully, that type of efficiency will letyour service department staffers knowtheir labor effective rates as quickly asyesterday’s NASCAR results. Unfortunately,we haven’t figured out how to do thesame for your anniversary date… t

CJ Pedler is director of customer support forDominion Powersports Solutions, theprovider of DX1 Powersports, the industry'sonly dealer management platform withoperational and marketing applicationsincluding inventory management,accounting, lead management, mobile-responsive websites, online marketing,email marketing, and social media.

MANAGEMENTSOLUTIONS

DealerBy CJ Pedler

A Fundamental QuestionFor the Service Department


“To figure out

your effective

labor rate, simply

take the total

dollars of your

labor sold and

divide it by

billable hours.”

20-21 Dealer Management 11/11/14 2:49 PM Page 20


Growing up amotorcycle

enthusiast in themidwest, I have been

spoiled by everything from theflat track racing and swap meet at

Wauseon to the Superbike weekend andAMA Vintage Days at Mid-Ohio. But thisyear I finally had the opportunity to makethe trek to Birmingham, Ala. to visit the10th annual Barber Vintage Festival thatwas held Oct. 10-12.

If you are a vintage motorcycle fan, thisis your Graceland. Not only does theBarber Museum offer the largestcollection of Lotus race cars in the world,but it has an amazing collection of morethan 1,200 vintage motorcycles fromevery manufacturer dating back as far as1902! The moment you walk through thedoors it’s obvious this was a well-planned

endeavor. There are very few velvet ropes,and the exhibits are displayed so you canget up close enough to almost smell thehistory. Mike Hailwood’s Ducati andGiacomo Agostini’s MV Agusta werepractically hiding in plain sight among thepriceless selection of fully restoredvintage marvels, prototypes and historymaking machines.

The Barber Vintage Festival could easilybe spread out over a full week. There’s somuch to take in over a long weekend. OnBarber’s 740 acres, there’s vintage roadracing, trials and cross country racing, thecleanest and best organized swap meetarea I’ve ever visited, and an endless array of exhibits, clinics and industryrelated vendors from dealers tomanufacturers, which truly makes the event live up to it’s festival name.

While most people will never see a

Vincent Black Shadow or a pre-warIndian Chief on the road, on thisparticular weekend it’s not uncommon tosee a line of these highly collectable,perfectly tuned, antique motorcyclescruising around the grounds at Barber.

There have always been stories passedaround highlighting the sites to be seen atBarber by those fortunate enough to havemade the trip, so I must admit I took greatpleasure in finally being able tounderstand the hype firsthand. t

By Kevin Butler, Operations Manager,

Northern Ohio Ducati Triumph

Extra!

Smelling History at the 10th Annual Barber Vintage Festival

20-21 Dealer Management 11/11/14 2:49 PM Page 21


by Margie Siegal

Display customer’s restorations: Are some of your customers restoringolder models of the bikes you now sell? Offer to post photos of thecompleted projects on your website or design a display with a niceclassic as the centerpiece. “Every year in December I become apromoter,” says Randall Washington of Randakk’s Cycle Shakk, a retailerof parts and accessories for older Hondas. “My slow time is December,so I push tech tips and things my customers are doing on social media.Showing photos of finished restorations kicks people to get going ontheir own restorations. It drives business.”

Randall only has a website,while you have a whole storeto set up a display in. Aseasonal display featuring avintage motorcycle or twogives people a reason to goto your store, despite thefact that it is too cold andwet to ride. Remember toannounce the display onyour website, on socialmedia, and send an emailblast to your customers.Not only will the vintagedisplay boost foot traffic, itwill also encourage otherpeople restoring bikes tovisit you, seeking parts andservices such as machinework and painting. Think you

I’m dreaming of a white ChristmasJust like the ones I used to know

Where the tree tops glistenAnd children listen

To hear sleigh bells in the snow– White Christmas by Irving Berlin

F all and winter can be slowfor motorcycle retailers, butmany dealers get a little boost

around the holidays. “We aren’t Macy’s,but we do get an uptick,” says TomPerkins, President of Dudley PerkinsCo., San Francisco’s Harley-Davidsondealer. “We are the go-to choice forrelatives who want to buy for theirHarley fanatic.” One of the ways toencourage that uptick is to indulge theseasonal impulse towards nostalgia, and go vintage.

“Classic design is clean, minimalistand timeless,” says Madina Merzhoeva,Vice President of Sales and Marketingfor the US Ural distributor, IMZ Ural.“That attracts an audience.” Promotingvintage motorcycles and items associatedwith old bikes can increase both foottraffic to your store and sales. Followthese helpful tips for ways you canimplement vintage holiday themesthroughout your dealership.

22-25 Vintage Gifts_Layout 1 11/11/14 2:48 PM Page 22

don’t sell vintage bike parts? Check withyour OEM; you may be surprised howmuch is available for older models.

One dealer who does this on ayearly basis is Scott Dunlavey, theBerkeley, California Honda/Yamahadealer. Scott is heavily involvedwith desert racing, which gives himaccess to interesting display bikes.“We have usually displayedvintage race bikes or Baja 1000race bikes with a Christmas theme tospruce things up,” Scott says. “Withthat, we try to add in vintage or classicYamaha or Honda t-shirts, hats, coffeemugs, etc. It usually brings people tostop by and check it out and many timesthey buy a little something or even go‘big’ and buy a kid a small dirtbike orATV. Another big hit has always beenDVDs – anything less than $40 to $50 that’s fun!”

Like Randall, Scott makes an effort topromote his business during the wintermonths. “We’ve always tried to make it‘the place to be’ or visit during theholidays to keep the interest levelgoing.”

Put your classic models forward: Manydealers sell vintage-looking bikes, suchas Enfields and Urals, and these can bethe centerpiece of your holiday displayinstead of, or in addition to, an authenticold bike. Sidecar outfits especially lendthemselves to holiday décor. “PutChristmas gifts in the sidecar,” saysMadina. “Sidecars have this genuinecharm, they bring smiles, and people can imagine having a special momentriding together.”

Push Vintage Christmaspresents from your OEMcatalog: Many OEMs offervintage themed items thatmake great holiday presents.

Thesecan be presentedas part of your Christmasdisplay. Studies repeatedlyshow that having samples ofproducts on hand thatcustomers can actually seeand touch drives sales, sodon’t just rely on showingpeople a photo in acatalog. John Landstromof Blue Moon Cycles, theAtlanta BMW dealer, sellslots of tin signs (“We canpersonalize them”) andstained glass roundels with the BMWlogo. Tom Perkins says, “Clothing ingeneral sells. We sell coffee mugs,watches, vintage style belt buckles, pins,patches and decals.”

Train your staff to be extra helpful torelatives and spouses who come to yourstore. They may come wandering in andseem a bit lost. “We show them thegift catalog,

which has photos of motorcycles, and askthem to point to a bike that looks like

the one the gift recipient has,” saysJohn Landstrom. “We try to figureout what model the husband orrelative has. Guys with sport-

oriented bikes wantvery different thingsthan guys withtourers. In case ofdoubt, we suggest agift certificate. Giftcerts go over big.”“We always have andalways will make aneffort to help relativesand friends,” says TomPerkins. “You neverknow when a relativewill turn into acustomer.” Tom hasseen relatives walk in,looking to buy a present,and walk out with aquote on a Sportster andnew-rider trainingbrochures.

Hold a vintage-themedholiday show: Hold a craftsfair, and decorate yourshop to echo Victorian

England or the 1950s in middle America.Invite local artists and craftspeople, andalso the local vintage clubs, who if givenenough lead time, will show up withcalendars and a couple of nice bikes.Allan Gorman (www.allangorman.com) is an artist who has recently started

doing pop-up shows at motorcycledealers, usually in conjunction with adealer event, such as a new model

roll out.




“I have been sellingsome prints,” Allansays. “It’s a niceaddition to the event.I get a good reactionevery time, and havemade a lot offriends. It’s awin/win situation –the paintings fit in with theenvironment and Ibring in an audience thatwould not ordinarily go to a motorcycledealer.” Gorman suggests adding a linkto his website in any promotionalmaterial so that prospective event goerscan get a preview of the art.

Help someone with a special present:Someone doing a restoration can spenda lot of time looking for a particular part,and you may have connections that canget it. Tony Dunn of Classic Cycles, Inc.,a Southern California repair andrestoration facility for British motorcycles,

has had experience withspouses and friends whowant to surprise their specialsomeone with the part theyhave been looking for weeks.“I try to make sure that thecustomer who is buying thepresent knows what thecustomer wants. I tell them tolook over his shoulder when heis on eBay.”

Some spouses and friendsare good at gumshoe work, and

know exactly what the exasperatedrestorer needs. If you know yourcustomers well, you can be the one tosupply the information the gift giverneeds to find that very special present.“Sometimes I know a good customer ofmine is looking for that magic part,” saysDunn. “If you can help get the item thatis holding up the restoration, you will winundying gratitude and word of mouthadvertising that you couldn’t buy.” If thegift buyer is not good at sleuthing anddoesn’t quite know what the motorcycle

owner needs, the purchase of a specificpart should be discouraged. Point outthat a gift certificate will always behelpful and will not need to be returned.

Sell someone a classic motorcycle: Youmay have a classic bike on your floor forone reason or another, and the holidaysare often the time you sell it. Tony Dunnand John Landstrom sell vintagemotorcycles on a regular basis. JohnLandstrom displays older BMWs that hisshop has restored. Tony Dunn always hasa selection of consignment motorcycles,and well heeled customers often want tobuy these motorcycles as Christmaspresents. Sales to people who are goingto give the bike as a gift present specialchallenges, so you must:

– First, make double sure that the bikeis something that the person who isgoing to get the present actually wants.“I often sell a vintage bike as a Christmaspresent, but it always worries me,” saysJohn Landstrom. “I ask the gift giver ifthey are absolutely sure that the bike is



what therecipient had in mind. The supply of

quality vintage bikes is limited, there areenough customers that I don’t have toworry about selling them.”

“I tell the gift giver to turn sleuth,”says Dunn. “What kind of bikes arepictured on the T-shirts he wears? Howold is he? What does he already have inthe garage? I can usually figure out what

the guy wouldwant, based onmy experienceand what thecustomer tellsme.”

– Second,be preparedto take thebike back.“I offer amoneybackguaranteeif the bike

comes back a few days afterChristmas in the same condition I soldit,” says Landstrom. “I remember onedeal – I decided to be open onChristmas Eve for some reason and achurch group came in, wanting to buy amotorcycle for their pastor. The deal tookhours, it was a mess – and of course thepastor came back with the bike.However, he ended up exchanging it foranother one.”

“A lifetime customer is worth morethan one motorcycle,” says Dunn. “Wetell the buyer that we will take the bikeback if the guy doesn’t like it. We havepeople who drop a lot of money for Christmas, and if they are happy with how the deal went down, they willbe back.”

Use vintage motorcycle images in youradvertising to evoke an old fashionedChristmas. “Christmas is special, and oneof the things that make it special is thefamily spending time together. Think ofan old fashioned Christmas witheveryone gathered around the tree,”says Ural’s Madina. Use images ofvintage bikes, or vintage appearing bikesin your advertising to evoke that oldfashioned feeling. Madina points out:“Urals not only look classic, but givepeople the experience, fun andadventure of motorcycling together.”

With a little effort and outreach, youcan have a truly vintage holiday season,with jingle bells all the way to the bank. t


Rokform iPhone 6 CasesRokform, a leading manufacturer of smartphone

and tablet cases and mounting systems, has

introduced its new line of Apple iPhone 6 cases

that includes four different styles, the Sport v3

Case, the Mountable Clear Case, the Aluminum

Fuzion case, and the mountable Aluminum

Fuzion+ RMS case. Three of the new designs

feature Rokform’s newly patented Rokform

Mounting System (RMS) technology, allowing

users to mount their device to an assortment of

accessories.

MSRP: starting from $39-$99- - - - - - - - - - - -For More Info:

www.rokform.com


Essentials Stocking Stuffers

Factory Effex VintageBaseball ShirtsWhite/black screened 3/4 raglan

sleeve baseball shirts with

screen-printed OEM logos.

Contrasting ribbed collar and

sleeves. Double-needle stitched

sleeves and bottom hem. These

shirts are officially licensed

products. Available M-XXL

Retail Price: $34.95.- - - - - - - - - - - -For More Info:

www.factoryeffex.com

Dunlop Legends Knobby Tire CoastersMost MX fans will remember the cool black and white

legends posters that Dunlop Tires produced a couple years

ago featuring MX icons. Smooth Industries was so inspired

by those posters that it turned them into drink coasters. The

company didn’t stop there as it put them inside actual knobby

tires made of silicone, even adding the bright yellow Dunlop logo.

Each 4-pack includes different images on each side.

Retail Price: $24.95.- - - - - - - - - - - -For More Info: www.smoothindustries.com

26-27 Stocking Stuffers 11/11/14 2:47 PM Page 26

The motoPOCKETThis holiday season your customers can treat the motorcyclist

in the family, or friend, to a motoPOCKET. The quality, durable

motoPOCKET range starts at $35.95 to $45.95 making it the

perfect stand-alone gift, or for an extra-special present idea,

stuff The motoPOCKET with

accessories such as

gloves and tools.

The motoPOCKET range

stops all that frustrating

digging around for a cell

phone, wallet, gas card, garage

door opener – you name it.

Designed to take advantage of the precious space on a

motorcycle, the motoPOCKET lets you access your essential

items at a moment’s notice.

The motoPOCKET range includes six different designs,

which make them perfect for almost every motorcycle design

including adventure, sports, cruisers, touring bikes and

scooters/mopeds.

Attaches to your windshield, top case, side cases,

or handlebars. Simple to install with its easy Velcro

attachment feature.

Retail Price: $35-$45- - - - - - - - - - - -For More Info: www.adventurepockets.com


Gear EssentialsCultured Biker T-ShirtsCultured Biker, a new apparel company for motorcycle riders,

has launched with a line of t-shirts that are distinctive, high

quality and functional. Selling directly to consumers, dealers

and as private label shirts, Cultured Biker premium quality

shirts are made

from either

American

grown, heavy-

weight cotton or

a high quality

bamboo blend.

Bamboo is a

natural

performance

fiber that is

anti-microbial,

wicking and

keeps you

cooler. The shirts were designed with functional features such

as reinforced seams and being longer in the tail to make sure

you’re covered when leaning forward on a bike. The debut

collection features four shirts; the Signature Shirt, the

American Biker, the Veteran Biker, and the Service Biker.- - - - - - - - - - - -For More Info: www.culturedbiker.com

26-27 Stocking Stuffers 11/11/14 2:47 PM Page 27


Powersports Dealer New Units in Stock

October 20141,916 Lightspeed Dealers, Distribution of Units by Type and Model Year

Scooter

Snowmobile

Prior to 2013 Model Year 2013 Model Year 2014 Model Year

Inventory Report

ATV

CDK Global Recreation, provider of LightspeedEVO andLightspeedNXT, manufacturesdealer management solutionsdesigned to help manage dealeroperations by tracking and storingdata from every department anddelivering information that will assistdealerships in making successfulbusiness decisions.

Every night, more than 1,900Lightspeed powersports dealersautomatically transmit theirinformation to a collective databaseheld at the CDK offices in Salt LakeCity, Utah. Summaries andaggregated reports are available todealers for both current tracking andhistorical research. This helps dealersknow how their dealership isperforming compared to otherdealers 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 the countryto locate hard-to-find parts and units.

CDK stands ready to work with allparties to move the industry to newlevels of understanding, andultimately to more efficient andprofitable operations.

For questions regarding thisreport or to inquire about a customreport, please contact LightspeedData Services at (800) 521-0309.

www.cdkglobal.com/recreation

9%

13%

77%12%

19%

69%

13%

19%

68%12%

22%67%

6%12%

82%

15%

27%58%

Utility Vehicle

On-Road Motorcycle

Off-Road Motorcycle

Recreation

28 CDK Global Report_Nov_Layout 1 11/12/14 9:12 AM Page 28

29 CDK 11/12/14 9:12 AM Page 29

Classic Cycles, Inc. is a family businessin more ways than one. As in many

family businesses, owner Tony Dunn’sdaughter Melissa Dunn answerstelephones and does the scheduling, andhis wife Sheri Dunn keeps the booksstraight. But Classic Cycles is also part ofthe family of British motorcycleenthusiasts, the tribe of owners andriders of the Triumphs built in Meriden,England until 1983. Nortons,Matchlesses, Vincents, Panthers andVelocettes are companies long gone butnot forgotten.

It may seem strange to base a businesson out of business OEMs, but eventhough BSA, Scott, Sunbeam and AJShave not manufactured bikes for years,the demand for parts, accessories andservice on these English imports has notfaltered. Many of the folks who worked onBritbikes over the last few decades havehung up their Whitworth wrenches, andthe remaining mechanics who can doquality repairs on Nortons, BSAs andTriumphs are never out of work.

Membership in the extended family ofBritbikers means that Classic Cyclesdoesn’t have to advertise. “I volunteeredto be technical adviser on several of theBritbike online forums,” Tony says. “As aresult of that exposure and word ofmouth, I get all sorts of business. I getengines shipped to me on the WestCoast from Massachusetts. Most of mycustomers are in the Western UnitedStates, but I get engines and bikesshipped to me from all over. I have awaiting list for service work.”

Tony Dunn got to this state ofoverwork by a circuitous route. He hadcareers in the military and in neon signinstallation. While he was involved inthese fields, he worked on motorcycles

as a hobby. “I washaving a discussion withthe editor of amotorcycle magazineand said that I liked towork on bikes, but washaving problems withsome things about thebrand of bike I wasworking on. He askedme what I would like towork on. I said I wouldlike to have a TriumphBonneville. He said, ‘Ihave one in thebasement in pieces! I’llgive it to you!’ It was a 1969 model, justwhat I wanted. I bought rat Bonnevillesto get parts and became by default aBonneville expert. My garage was filledwith bikes.”

“My son Andy was 16 at the time andhe became involved with the garagescene. I infected my son with Triumph-itis. He moved into his own house andhis garage became filled with bikes. Wedecided to rent an industrial building andsplit the rent.” The word got out thatAndy and Tony Dunn were in a shopspace and people started bringing thembikes to fix. “My son said we had to getlegal. We got a repair license andincorporated. All of a sudden we were inbusiness. We ran out of space andmoved from that 1,500 square foot spaceto a 4,500 square foot space. We figuredwe would never need all that space. Thatwas 10 years ago and now we need twicethe space.”

Classic Cycles’ core business isrepairing and restoring the Britishmotorcycles of yesteryear. AlthoughTony’s forte is Triumphs, he will work onall older British bikes. Unlike many other

classics, owners of British motorcyclesoften ride them on a regular basis, and inSouthern California, where Classic Cyclesis located, there is a social sceneorganized around riding, working on,showing and swearing at the British ironof yore. It is not uncommon forcustomers to want new tires, a tune up,or an oil change for their 30 and 40 yearold two-wheelers. Since the majority ofthese vintage motorcycles are licensedfor the road, Classic Cycles advertisesVIN certifications.

Given the age of the motorcyclesClassic Cycles works on, many needmajor work. Some customers just wantto get the old beast running, others wanta ground up concours restoration, a thirdgroup wants a custom machine, and theshop does its best to make everyonehappy. “With my background in electricsigns, my niche is electrical work. I like agood electrical challenge. No one wantsto do British motorcycle electrical work,but really, despite all the jokes, the Lucas stuff isn’t all that bad. Most of the time the problem isn’t the Lucascomponents.”

Classic Cycles, Inc.Repairing and restoring the British motorcyclesof yesteryear


DESTINATION

By Margie Siegal

Dealership

30-31 Destination_Nov.14_Layout 1 11/12/14 9:12 AM Page 30

One of ClassicCycle’s mechanics, engine specialist Bob,used to own a Triumph racing team, andhas years of experience in puttingtogether fast but reliable engines.

Doing restoration work involves anextensive knowledge of what is right forany particular motorcycle. Triumph, forexample, exported bikes to the WestCoast with different specs – often verydifferent – from the bikes that went tothe East Coast, and a thorough

knowledge of what is correct for eachmodel year is essential. Part of getting itright is to be able to match finishes – theright color paint and chrome only wherethe original had chrome. Getting itwrong results in points lost at shows,harassment and derision from otherowners, and angry customers. Tony andcrew have the knowledge to get it rightthe first time.

Many of the customers are oldermechanics who don’t want to spinwrenches anymore. “They check out theshop carefully before they ship their prideand joy to us.” Other customers are veryyoung. “These young kids often havepaid a lot of money to another shop, andgot taken. Some of them use theirclassics for transportation. If a guy needsa bike for transport, they get priority.”

Tony also sells British motorcycles onconsignment, as well as helmets, tires,Britbike parts and accessories. Parts forthe most popular models are availablenew from a variety of suppliers. Therecurrently is a cottage industry makingupgrades of different Britbikecomponents. Ingenious minds have hadyears to figure out how to overcome themost grievous faults of the oldroadburners, and better brakes,electronic ignitions, battery bypasssystems, and carburetor upgrades areavailable on Cycle Classic’s shelves. Thequality of these items can vary, andcustomers rely on Classic Cycles’expertise to pick components that will

work on their model bike. Classic Cycles does have a website,

but since the company has no need toadvertise and its main business is repair,the website mostly serves as a way forpeople to contact the company. It alsolets customers know what the businesshas for sale. One section of the sitereprints magazine articles featuringcustom bikes Classic Cycles has puttogether: it gives aspiring bike designersan idea of what can be done to turn thebasic English single or twin into high art.

Tony Dunn is happy that he is makingso many other people happy. Hisbusiness philosophy is summarized inone sentence: “If you are honest abouteverything you do, you never have toremember your lies.” t


CLASSIC CYCLES, INC. 1425 N. Manzanita St.Orange, CA 92867Phone: 714-974-1438www.classiccyclesinc.com

OEMs: All the former Britishfactories: AJS, BSA, Matchless,Norton, Scott, Vincent,Velocette, 1983 and earlierTriumph, Panther, and other,smaller manufacturers.

Aftermarket: 7Metal West,Biltwell, Bob Newby, FactoryMetalworks, Pazon, Born Loserand Lowbrow Customs.

Employees: 5

30-31 Destination_Nov.14_Layout 1 11/12/14 9:12 AM Page 31

By Alisa Clickenger

It’s a fact that the most successfuldealerships are good at PG&A sales as

well as selling units. In today’s hurry-upworld it’s natural to gravitate towardsthe easy solutions to turn a profit. Theexpedient approach, however, mightnot always be the best one for servingcustomers, and ultimately it may not bethe most profitable.

It may seem counter-intuitive, but it doesn’t always pay to chase thehighest margin apparel lines. Knowingyour consumer base and theirunderlying motivations, as well asdeveloping a connection with them, isthe best path to your profitability.

Customers First

According to Jennifer Robison, Field Brand Support Manager for

Tucker Rocky, price is much lower onthe list of buying motivations that youmight imagine. Customers are muchmore motivated by questions such as:Will this product work? Does it fit mybike? Does it fit me? How long will itlast? Is it new technology or a newstyle? If a product is not suitable ordoes not fit, price is not relevant.

“Much higher on the list of customermotivations are, ‘Nobody else has it andI want to be the first to have it,’ or ‘I’ve read about it or I’ve heard aboutit and I’ve got to have it,’ and ‘It willmake me look amazing,’” says Robison.

Robison’s job involves working withsales teams at brick and mortar storesacross the United States helping themrecognize the things that may beimpeding them from growing sales.

She advocates thinking about yourparts department as a businessdepartment. This means doing yourresearch and stocking the appropriatebrands for your region, season, gender,age and lifestyle demographics.

“Seventy percent of buyingdecisions in a standard retail settingstill happen in-store,” says Robison.“People like the experience of in-store.In-store means discovering product.And the only way to discover it is if it’spresented in a way that speaks tothem. So you want to use the product’sbranding and use products and brandsthat speak to people.”

Speaking to your customers’ needsis the most important part of your jobas a dealer. Customers feel it whenthe focus is on them and their desires,


32-34 Apparel U_Layout 1 11/12/14 9:08 AM Page 32


and the feeling needs to be genuine orthey won’t come back. From the momentthey walk into your store, show them thatyou care and that you’re there to maketheir powersports dreams come true.

REV’IT! is an apparel company that isvery selective with its dealer outlets andhow those dealers interface withcustomers. “We work with dealershipsthat believe in apparel as a good sourceof margin and also a good part of theservice that they give to the final user,”says Paolo Bacchiarello, director ofoperations for REV’IT!. Being selectiveactually works to REV’IT!’s advantage as abrand, and ultimately works to the benefitof its dealers and customers alike.

Eric Anderson, president of the VroomNetwork says, “I think we need to do abetter job of stimulating our customers as

to how they can dress. We need to showthem. We need to demonstrate how todress. I think by setting an example ofhow you dress whether it be as a retaileror the way you dress your mannequin,you need to raise the expectations notonly of yourself and your staff, but of thecustomers too. That’s the dealer’s job.That’s what a retailer does.”

Sometimes, serving customers meansacknowledging that we cannot help themwith a particular need. “Care enoughabout your customers that you are willingto refer them to someone else,” saysJoanne Donn, founder of GearChic.com.“Even if it’s a competitor. If it’s reallysomething that they need, and you can’tprovide it for them, then you have to referthem out to where they can get what theyneed. And then they will come back to you

later for what you can provide. That loyaltyreally does come back.”

Tap the Strength of your Vendors

Caring for your customers means notonly listening to them, but also trainingyour staff to be knowledgeable enoughto serve them. This is where your vendorscome in handy. They’re trained tosupport you, and very often theircompanies have given the reps broadtraining on a variety of topics, not justfacts about products. Some companieseven train their reps in other areas suchas merchandising. Your vendors may alsohave POP support materials that canhelp you achieve your ends. Ask them.

“A little secret to getting more supportis changing your mindset about how youinteract with your vendors...consider



treating them like a customer, you mightbe surprised at how many resources areavailable,” says Jayson Wickenkamp,national sales manager for Scorpion SportsUSA. “Your vendors are always looking forways to help.” Wickenkamp should know –he was once a sales rep and rememberswell the dealerships that were friendly and accommodating.

Wickenkamp returned the favor withadditional sales help and support, oftengoing above and beyond in looking formore ways to help those dealers profitand succeed. In the end, this created awin-win situation for both the dealersand the reps, and at the same it was awin for the customers.

Create Community

One way of creating customer loyalty iscreating community within yourdealership. “The future for Americanmotorcycle stores is to create adestination point. Whoever doesn’t dothis at this point is in trouble. Otherwisethere is no advantage over the online

guys,” says Bacchiarello. “You need afireplace to go to, so to speak. Createthe right community. This is what we aretrying to do as a company.”

In fact, REV’IT! Believes in communityso much that it recently hired Tracy Motz,a former motorcycle journalist, ascommunity manager. Motz suggestsdedicating space. “Communities existbecause of interactions, and a physicalspace that encourages this can be ahuge asset for a dealer,” says Motz.“Instead of using couches or chairswherever they most conveniently fit orinstalling them as an afterthought,dedicate a small section of the store to awell-curated space that inspires peopleto sit, talk and connect. Ultimately thismakes riders feel they are part ofsomething bigger.”

Motz also suggests making yourdealership a start and end point. You do this by identifying active ridingcommunities and inviting them to useyour dealership as a start or end point fortheir rides. Motz suggests offering space

to local clubs, and if you’ve already got adedicated space in your store, connectwith local clubs or active forum groupsand offer to host their next meeting. “Itextends a feeling of goodwill, and alsoputs your newest products in front ofactive consumers,” says Motz.

A service-oriented, what-can-I-do-to-help approach to your accessories saleswill take the dealership far. Customersthat feel heard, appreciated andunderstood are the ones that becomeloyal customers. “Customers are moreopen to someone who cares aboutthem,” says Nick LoMonaco, director ofpowersports for The Fulmer Companies.“You’re selling a solution. Whencustomers think that you have their bestinterests at heart, they become muchmore willing to make the purchase fromyour establishment.”

“Help customers visualize how they willlook and who they can be while ridingthese bikes,” says Wickencamp. “If we do a good job of painting thatpicture for them, then the sale is ours.” t


35 Sullivans_2 11/12/14 9:11 AM Page 35


Brittany Morrow just re-launched RockTheGear.org.

Inspired by her unfortunate and extreme motorcycle

accident in 2005, the site is dedicated to the promotion

of motorcycle safety apparel and the education of riders.

Rock The Gear takes a friendly approach and makes it

easy for riders to get baseline apparel information.

- - - - - - - - - - - -www.RockTheGear.org

MTech breaks onto the US motorcycle apparel scene

with eight new products designed in Italy. Distributed

by Total Parts Distributors, both their textile and

leather gear combines state-of-the-art technologies

with appealing designs. MTech has street and

adventure apparel lines for men and women.

- - - - - - - - - - - -www.mtechgear.com

New and Noteworthy:

Tip from a Pro:“Merchandising always hasto be about creating a senseof urgency, engagingcustomers, discovering newproduct and generatingsales. Want to be successfulselling apparel? Re-definehow your dealership thinksabout add on sales.”

-Jennifer Robison, MerchandisingExpert and Field Brand Support forFirst Gear and River Road

36-37 Apparel Essentials 11/12/14 9:08 AM Page 36


Racer Gloves announces two new gloves. The Mickey is a short

cuff glove with a combination of leather and mesh construction.

It’s available in black and good for street, adventure and off road

riding. The Guide Glove is mid-length sport glove featuring a

Clarino goatskin palm and mcFit lining technology. Knox SPS

protectors on the palm and TPR

protectors on fingers and

knuckles. Perforated

fingers and back of

hand provide airflow.

Available in black

and white/black for

dual sport, motard

and sport riders.

- - - - - - - - - - - -MSRP: $115.99

Both gloves are available in sizes S-3XL.

www.racerglovesusa.com

The KLIM Altitude jacket and pants are now

available. The Altitude was built specifically for

women riders and is a full-featured motorcycle

touring jacket. Like all of Klim’s technical riding

gear, the Altitude is feature-rich with 3M

Scotchlight reflective accents for increased

visibility, a micro-fleece lined collar, nine

pockets, adjustable side gussets and forearm

straps and an external waist belt. Made of Gore-

Tex Misano performance fabric with two bicep

vents, two armpit vents, & two back vents and is

guaranteed waterproof.

- - - - - - - - - - - -MSRP Jacket: $569.99-$609.99

MSRP Pants: $499.99

www.klimusa.com

36-37 Apparel Essentials 11/12/14 9:08 AM Page 37


Some people see the glass half empty,and others see it half full. But when it

comes to insurance, there’s typically onlyone way to look at it: Are you covered ornot? While some insurance companiessay they’ll save you a bundle in no time,the unfortunate truth is you usually getwhat you pay for which may leave yourdealership vulnerable to coverage gaps.

In our experience, dealers often don’tfully understand whatthey need when itcomes to buyinginsurance. A lot ofdealers just say, “Ineed an insurancepolicy,” or “I need anopen lot policy or agarage policy,” andhope that their agentdoes an adequatejob of inquiringabout their business.

However, if yougo to offsite shows orevents you may nothave coverageoutside of yourlocation or for the transportation to theevent. Therefore, it’s important to askyour agent as much as you can becausehe or she may not know exactly what youdo and what to ask you. The bottom lineis only you know your business and all ofits intricacies.

Your insurance agent is going to askyou a few things, generally, about yourbusiness. Mostly things such as howmany employees you have, how manytechs you have, etc. But there are a lot oflittle nuances in your business that youneed to make sure are covered. Who’sgoing to be driving your vehicles, forinstance? Is it just for business or

personal? Who is supposed to becovered? When are they covered? Whereare they covered? And what are theyactually covered for?

A specific standard policy form“generally speaking” provides coverageunless it is excluded, so I highlyrecommended you check with youragent to see what kind of exclusions areincluded in your policy that you should

know about. People in California foundout the hard way that earthquakes werenot covered. And the damage caused byHurricane Katrina, resulted in manylawsuits. Was it by wind or flooddamage? If it was a flood that caused thedamage, you weren’t covered. But if itwas wind that caused the damage, youwere covered. If the wind allowed thewater to come in and cause the damagethen you were covered because of that.

All these things are little nuances youneed to know for your particular policy oryou could be left out in the cold.Consequently, this is why it’s important tosit with your agent and ask what kind of

things are excluded or where you haveminimal limits?

Knowing where the holes are in yourcoverage is key for dealers. You can getan open lot policy that has a deductiblefor the policy, or you can get an open lotpolicy that is sold with a deductible pervehicle. How is my deductible applied? Ifyou have a deductible per vehicle andyou sell scooters, let’s say, and you’ve

got 75 or 80scooters sitting onyour lot and,heaven forbid, ahurricane ortornado wipeseverything out.The scooters mayonly cost you $600but yourdeductible is$500. In this caseyou don’t haveany real coverage.You’ll get a checkfor $7,500 or$8,000. However,if you have a

policy that has a deductible peroccurrence of $3,000 then you wouldhave much better coverage.

Most people (dealers included) buyinsurance like a commodity on pricealone and don’t really look at what theyare getting. If you had a policy with ABCCompany for 10 years and all of asudden some agent walks in andproclaims, ‘I can beat their price by 20percent.’ You would probably say, ‘Great!Sign me up!’ But did you ask if all of thecoverages from your old policy wereadded to the new one?

Beware of the insurance that is a lotless than what you may have had. It may

By Bert AlankoFinance&Insurance

Five Minutes With Your Insurance Man Practical Tips To Improve Your Coverage

38,40 Insurance_Layout 1 11/12/14 9:11 AM Page 38

39 Zurich 11/12/14 9:10 AM Page 39


save you some money at first, but thereis something missing. Let’s say you wantto go out and rent a motorhome, forinstance (looking at my core business),and we say you’ve got to go to your ABCinsurance to get a binder so you’recovered while you rent this motorhome.But that company doesn’t covermotorhomes. So now you’ve got to goonline and get additional coverage. Butyou didn’t know that when you switchedto this company.

No matter what company youultimately choose, you’ve got to do yourhomework with your insurance becausethere is no such thing as a free lunch.There’s no free lunch in insurance. Nofree lunch pretty much in life. And whensome company comes in and says they’regoing to save you a significant amountthat you say ‘Wow, that’s a good deal!’Beware. There’s a reason you’re saving alot of money. The insurance companiesaren’t out to give away coverage. Thereisn’t an insurance company out there thathas found ways to give you the samecoverage for 20 percent less. They are

either buying your business for the firstyear and they’re going to raise your ratesor they are reducing the amount ofcoverage you’re getting. Or they raiseyour deductible or there’s something. Ifthey say they’ll save you that muchthere’s a reason why and something isdifferent that will explain why it’s thatmuch less expensive.

Everybody looks at the cost of theirpolicy and only compares them that way.But you really need to look into why itcosts less. We (insurance companies)want to save you money, but you need to

know what you’re buying. When there’s aloss or a problem, that’s when peopleoften pull out the policy for the first timeand read it. But that’s the wrong time todo it, obviously. Everybody does this.

Stay tuned for future installments ofFive Minutes With Your Insurance Manwhere we will cover topics from rentalinsurance to trailering. t

Bert Alanko is the owner and founderof MBA Insurance. MBA serves 2,300 RVand powersports dealers nationwide. Formore, visit www.mbainsurance.net.

“It's important to sit withyour agent and ask whatkind of things are excludedor where do I have minimum limits?”

38,40 Insurance_Layout 1 11/12/14 9:11 AM Page 40

41 Vroom 11/12/14 9:09 AM Page 41

This article contains actual numbersobtained from our 20-group data

reporting and analysis system. 20-groupsconsist of dealers from non-competingmarkets who meet three times a year toshare financial and best practiceinformation. Their goal is to grow andimprove their businesses profitably.

Chart 1 shows some key performanceindicators for the overall store. These areprovided as a point-of-reference for thedepartment numbers. It is good to see thecontinuing trend of growth in total storesales. Total store gross margin is soft for thegroup average, and down from last year.The Top 5 and National Norm (NN) dealersare running right on the target benchmarkof 25 percent.

The benchmark for service contributionto overall store gross profit (GP) is 18percent or more. The group and Top 5dealers are doing well, but the NNaverage is down.

Door swings are still trending up. GPdollars per employee looks good for theTop 5, but is trailing the NN dealeraverage. Keep in mind these are the Top 5in this group, not the nation. This is one ofmy favorite comparables, since it is easy tocalculate (total GP/total averageemployees) and can be used as abenchmark for any size of dealership.

In Chart 2 labor margins look very goodfor the group and Top 5, and the NNdealers are right on the 70 percentbenchmark. Service GP is calculated bysubtracting tech compensation from totallabor sales. The group dealers haveimproved by two percent since last year, which is actually a significant improvement.Operating profit continues to be flat across the board.

Repair Order (RO) volume is up, but soare personnel expenses – up considerablyfor the Top 5 dealers. As I mentioned

By Steve Jones

BESTOperators

CLUB

September Service Department Performance


Total Store Sales YTD 6.2 mil. 8.1 mil. 7.8 mil.

TS Sales Percentage of Change from Prior Year 10.1% 19.9% 11.1%

Total Store Gross Profit Margin Percentage 23.7% 25.9% 25.2%

Gross Profit Margin Percentage for Prior Year 24.2% 25.9% 24.3%

Service Dept. Contribution to TS GP 19.8% 22.5% 16.7%

Logged Wrkg Contacts: Percentage of Change from PY -2.5% 10.0% 6.5%

Door Swings: Percentage of Change from PY 8.0% 39.0% 13.1%

Gross Profit per Employee YTD $89,203 $98,357 $109,988

GROUP TOP 5 NATIONALNORM DEALERS NORM

September 2014Total Store Stats

CHART 1

Labor Margin Percentage 74.2% 79.9% 70.2%

Labor Margin for Prior Year 72.1% 80.2% 69.7%

Dept Operating Profit Percent of Change from PY 0.4% 1.1% -0.1%

RO Volume Percent of Change from Prior Year 7.8% 19.6% 6.3%

Personnel Expense as a Percentage of Dept. GP 48.9% 42.6% 37.9%

Personnel Exp as a Percentage of Dept. GP for PY 44.6% 25.3% 36.2%


CHART 2

Parts Sold to RO Labor Ratio 0.86 .98 0.98

Billed Hours per Repair Order 1.78 2.10 1.73

Billed Hours per Repair Order from Prior Year 1.80 2.47 1.77

Labor Sales per Repair Order $140 $168 $151

Repair Orders per Service Writer / Month - - 201

Dept. Productivity Percentage 82.7% 91.7% 75.44%

Tech Efficiency Percentage 99.7% 107.8% 101.7%

Dept. Proficiency Percentage 82.3% 91.2% 75.18%

Average Number of Service Staff, YTD 6.1 7.3 6.2

GP per Service Employee, YTD $45,700 $50,800 $51,043


CHART 3

Service Dept Stats

42-43 BOC_Nov_Layout 1 11/12/14 9:18 AM Page 42

earlier this year, I suspect this is due tochanges in service advisor compensationsince they have really worked to improvethe functionality of this position. Theyhave hired and trained better people inan effort to improve customersatisfaction and department profitability.

Chart 3 indicates that the parts sold toRO ratio is below the target of 1:1. Sincethe Service Advisor (SA) has a majorinfluence on this number, it probablyindicates that they have been covering toomany ROs/month. The NN dealers areshowing 201 ROs per writer, per month –way too many. Once this number getsabove 175, it becomes virtually impossiblefor the SA to do a proper walk-around touncover additional services and upsellappropriate services and parts. See howmany average ROs per month your writersare trying to handle. You might havehappier customers and make more moneyin service if you have more SAs who havethe time to do a proper write-up.

The hours per RO is below the target oftwo for the group and NN dealers. The SAcan’t sell the additional hours if they don’thave time to do a proper presentation.

All are showing decent efficiency - thetarget is 100% (hours billed divided bytime-clock hours on ROs). Productivityand proficiency should be at least 75percent, and they are all looking good,particularly the Top 5. This indicates thatthey are keeping their techs turningwrenches. I think productivity (actualhours on ROs divided by hours they werethere to work) is the number to look at.You simply can’t afford to have techspushing bikes and looking for units in theboneyard at $80 - $100 per hour.

As always, GP dollars per serviceemployee is a good comparable. How isyour service department doing comparedwith this and the other benchmarks? Lookfor the opportunities and make thenecessary changes to fix them. t

Steve Jones, GSA senior projectsmanager, recaps critical measurementsused by the leading 20-group dealers.Access to GSA’s Voyager 5 data analysis& comparison system is available for anydealership for a nominal fee. For moreinformation on Voyager, managementworkshops, dealer 20-groups, on-siteconsulting or training, send an email [email protected] or visitwww.gartsutton.com.


“Personnel expenses are up considerably for theTop 5 dealers. I suspect this is due to changes inservice advisor compensation since they havereally worked to improve the functionality of thisposition. They have hired and trained betterpeople in an effort to improve customersatisfaction and department profitability.”

42-43 BOC_Nov_Layout 1 11/12/14 9:18 AM Page 43


For once, what happens in Las Vegas isnot supposed to stay in Vegas, as

Suzuki hosted dealers and media at theHard Rock for Suzuki’s “2015 NorthAmerican Tour.” Just 547 days afterdeclaring bankruptcy, Suzuki is back andhitting the road with some of its greatesthits – along with introducing a couplekey new members of the band. Dealerswere given what they have been askingfor in the 2015 line-up, including thereturn of the DRZ-70 just in time for

Christmas, and treated to a brand newnaked bike that is actually an earlyrelease 2016 model.

Forget the past, Suzuki is a newcompany, says Suzuki Motor of AmericaPresident Tak Hayasaki. This messageseemed to strike a chord with dealers at“The Joint” in the Hard Rock. Less thantwo years after bankruptcy, Suzuki Motorof America is back on the fast trackaccording to Hayasaki. Part of the team that brought the Hayabusa and

GSX-R1000 series to market, Tak-sanknows a thing or two about speed,however it is his candor and dealing withthe crisis that really resonated. “Ourindustry has faced some seriouschallenges and we’ve had to make sometough decisions over the past few years.During these difficult times I know you allwanted and deserved more out of Suzuki… and I agree.”

He added that while 2013 was one ofthe toughest years Suzuki has had, the

SuzukiOEMs By Robin Hartfiel

Suzuki Gets Naked In Las Vegas!Dealers See Wraps Come Off 2016 Model & More From Sin City

44-45 OEM Update_Layout 1 11/12/14 9:17 AM Page 44


company is back in the black. “I’m happyto announce that after just one yearSuzuki Motor America is back to beingprofitable.” Cars are also out of theequation moving forward. “Our newcompany is focused on motorcycles,scooters, ATVs and the marine business.But that is not all, Suzuki Japan’s saleshave increased for the past two years aswell.” Being profitable makes the returnto MotoGP racing in 2015 possible aswell. To commemorate the return toracing, the GSX-R line gets a MotoGPlivery option for the coming year.

“There is no better place to start aparty than at the Hard Rock,” adds Tak.So the wraps came off four all-newmotorcycles, highlighted by the newnaked GSX-S750 and up-spec GSX-S750Z. A viral video of the naked bikesbroke a couple weeks before the dealermeeting, so Suzuki decided to offersomething the dealers definitely had notseen: the 2016 GSX-S1000! Also

scheduled for GSX-S1000 ABS and GSX-S1000F ABS variants, customers willnot be seeing these bikes in the fleshuntil the middle of next year, but it didmake for an intriguing sneak peek. Thegrowing Adventure touring segment wastreated to the release of the V-Strom 650XT ABS while the entry level riders get afully faired GW250F.

King Quads are now 100% assembledin the U.S. and the 2015s are headed bythe King Quad 750 AXi and 400 ASi/FSi,which are more fuel efficient and moreaffordable than years past as Suzuki hasreduced retail prices on four ATV modelsand nine motorcycles. “We have rolledback pricing and are rocking 95 percentof the product line-up,” explains VP RodLopusnak as a preface to Suzuki’smarketshare for the various segments.“Suzuki is synonymous with the term‘Dual-Sport’ going back to the originalDRs, so we are happy to say we have 18percent of the total dual-purpose share.

Entry level bikes are the fastest growingpart of the dual-sport segment,specifically bikes in the 200cc-250ccrange, so Suzuki has rolled out the DR200S as the most affordable dual-sportmodel on the market.

The strategy outlined by Tak Hayasakiseems to be working. Suzuki is proud ofthe fact that they are outpacing themarket in several key categories. In the600cc sportbike market, Suzuki is up 20percent and in the 501cc–650cc segmentthey are up 21 percent, where the rest ofthe market was down nine percent. In thebig bore 1301cc and above segment, ledby the Hayabusa and big Boulevardmodels, Suzuki sales are up 22 percentwhere the rest of the industry was downapproximately four percent.

Looks like Suzuki is set to rock and rollfor 2015-2016. “Let’s get this partystarted,” concluded Lopusnak. t

Be sure to check out additionalphotos in our “enhanced” online version.

44-45 OEM Update_Layout 1 11/12/14 9:17 AM Page 45


Gear Essentials Shop Equipment

Pit Posse Bandit LiftPit Posse’s Bandit Lift will change how you work on

your bike or ATV. Rated for 1,100 lbs. and only

4.3 inches tall, the Bandit Lift will get under and

lift nearly all bikes and ATVs 15.75 inches off the

ground, making them much easier to work on. The

automatic safety locks engage as the bike is raised,

and a removable handle and six-caster design

create a stable yet movable platform. Constructed

from heavy-duty steel, the Pit Posse Bandit Lift

ensures many, many years of reliable use.- - - - - - - - - - - -For More Info:

www.pitposse.com

Stop & Go TireBead BreakerAll on-road and off-

road motorcycle tire

beads (up to size 160)

can be easily

separated from their

wheel with this sturdy

cast iron alloy device.

As you torque a 21mm

open end wrench on

the spreader assembly

the two hinge ears

apply even pressure to

the tire bead.

Then it releases the tire bead from the wheel. Insert a few

tire irons and your tire comes off the rim with little effort.

Whether you are faced with making a repair or just changing

tires this is the tool to make the job go smoother.

Two by fours, C clamps, and foul language are no longer

needed to successfully separate a motorcycle tire bead from it’s

rim. The Stop & Go - Motorcycle Tire Bead Breaker comes

individually packed with full instructions in a corrugated carton,

but can be disassembled for easier portability. It weighs 5 1/2

lbs. and measures 8" x 6 3/4" x 1 3/4". - - - - - - - - - - - -Suggested retail price is $ 49.95 each.

For More Info:

www.stopngo.com

K&L Supply MC625R Heavy-Duty Air LiftThe MC625R Heavy-Duty Air Lift from K&L Supply combines

the best features of K&L’s MC655R hydraulic lift with the

convenience of air. The new Ram Squared twin-cylinder

system gives the MC625R Heavy-Duty Air Lift a rated

working capacity of 1,750 lbs. Optional side panels, now with

redesigned fast mount system, increase the working width of

the MC625R Heavy-Duty Air Lift to 56.5 or 68.5 inches,

allowing the widest utility vehicles and golf carts to be

serviced. An easy to install extension is also available,

adding two feet front or rear to the overall length for custom

bikes. Max raised height of 40 inches and lowered height is

8.5 inches. This lift also includes an automatic safety lock,

loading ramp and one year warranty.- - - - - - - - - - - -For More Info:

www.klsupply.com

Goodson Tools & Supplies Tire Changer Replacement Parts Goodson Tools & Supplies for Engine Builders has a wide

assortment of replacement parts for tire changers such as

Mount/Demount Heads, also known as Duck Heads, for most

popular tire changers on the market, including AccuTurn, All Tool,

Coats, Corghi, Hoffman, Hunter, FMC, Ranger, John Bean, Sice and

Snap-On. Goodson

also carries

replacement Inflator

Hoses, Hold-Down

Cones and more. The

newest addition to the

product line is an

assortment of Jaw

Protectors, Duck

Head Inserts and Rim

Protectors. - - - - - - - - - - - -For More Info:

www.goodson.com

46 Shop Equipment 11/12/14 9:16 AM Page 46

47 Roadsmith Trikes 11/12/14 9:16 AM Page 47


By Race Tech

Static Sag or “Race” Sag is the amountthe bike compresses from fully

extended, with the rider on board. Here'show to measure it the Race Tech way. It is alittle different than how you may have doneit before but is much more accurate as wellas consistent.

This instruction uses a Sag Master sosag is measured directly with no subtractingrequired. This is why you see the tapestarting from the axle instead of the otherway around. A regular tape measure can beused but it requires a little more calculation.

1. Put the bike on a stand with thewheel off the ground. Measure thedistance from the rear axle to a verticalpoint on the rear of the bike.

We recommend a Sag Master or atleast a metric tape measure. Metric isMUCH easier than standard English units.This is L1.

2. On a dirt bike put the rider on thebike in full gear and have them stand onthe pegs. The reason for standing issimple – it is consistent. Seats on dirtbikes are very long. If the rider sits on theseat in different locations it will throw thenumber off.

On a road bike the procedure is thesame except the rider should be instandard riding position – not standing. Thereason for this is the position ofthe footpegs on a street bikecan be all over the place,

forward or back of thecenter of gravity.

The best way tobalance the bike is tohave the rider grab ontosomething. It is mucheasier for the rider to balance thebike by himself rather than fight forbalance with the person holdingthe bike.

Compress the rear suspension

slightly and SLOWLY release back up. 3. Measure between the same two

points. This is L2. If there was no friction inthe linkage it would return a bit more.

4. Lift up on the rear slightly andSLOWLY release it down.

If there was no friction it would continueto drop a bit more.

5. Measure between the same twopoints. This is L3. The difference betweenlifting up and pushing down is caused byfriction. This is called the “Stiction Zone.”The greater the Stiction Zone the morefriction there is. If it is more than 4 or 5mm

the linkage needs attention.The actual sag is calculated by

averaging L2 and L3 and subtractingit from fully extended.

Static sag = L1 - ((L2 - L3)/2)Note: Free Sag is the amount the

bike compresses with the weight ofthe bike only (no rider). Use the samemethod as outlined for Sag. t

For more information or to order acopy of Race Tech’s MotorcycleSuspension Bible, visit their website atwww.racetech.com.

5 Steps to Setting Sagthe Race Tech Way

48,50 Suspension_Layout 1 11/12/14 9:14 AM Page 48

49 All Balls 11/12/14 9:15 AM Page 49


Essentials Suspension

Platinum Air Suspension Bleed Feed SystemPlatinum Air Suspension’s best-selling and most innovative

product is the Bleed Feed System. This system allows riders

to control ride height and rebound. This system is controlled

by positive pressure at all times and can easily be adjusted at

the flip of a switch for complete comfort for the rider’s weight

or road conditions. The system includes air cylinders

machined from 6061 T-6 billet aluminum, air-control valve,

DOT-approved 1/4" line and fitting, plus switch harness, air

compressor, hardware and line cutter. The system comes

complete with a one-year warranty. Platinum provides

customers with four finishes: Chrome, Polished, Powder

Coat and Satin (Semi-gloss). There is also the option to

powder coat the choice of color.- - - - - - - - - - - -Retail price: $1,495- - - - - - - - - - - -For More Info: www.platinumairsuspension.com

Hawg Halters Inc. Touring Bike Front End KitHawg Halters Inc. is now delivering a complete, fully

assembled front end, ready to bolt on. This new kit begins with

a choice of triple trees starting with the innovative X 23 Bolt On

Triple Tree for 41mm or 49 mm applications to allow a 23 inch

upgrade to a stock frame. Currently, HHI offers complete

front ends for custom builds from the 23 inch wheel to the

30/32 inch big wheel kits. In addition to the triple tree

selection, HHI offers a choice of Bomber or Torpedo Billet

lower legs in single or dual disc configuration, in chrome

or black finish, with a hidden axle and 4 bolt fender mount

brackets. Currently, complete front ends come in 41 mm

and 49 mm and fit right up to 2015 models.- - - - - - - - - - - -For More Info: www.hawghalters.com

Progressive Suspension 970 SeriesPiggyback ShocksProgressive Suspension has taken its craft to the next level with

the 970 Series Piggyback shocks and are now building it for the

Harley V-Rod. Inspired by racers, riders and guys that

demand more of their bikes than weekend coffee runs, the

hand built in the USA, 970 Series shocks combine a high

pressure gas monotube design with deflective disc

damping routed through two unique circuits and adjustable

for compression damping via an easily accessible knob. Techy

features include a shock body and piggyback that are both

coated internally to reduce friction and then capped with a

forged aluminum upper. The shock is wrapped with a progressive

rate coil spring that can be fine tuned via threaded preload

adjusters to suit a riders weight and riding style (we like them firm

in the corners). Available in 12.5 in. (318mm) or 13 in. (330mm) in

black or bronze anodizing. Fitment for 2007-2014 V-Rod, VRSCA,

VRSCD, VRSCAW, VRSCX, VRSCDX and VRSCF.

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

48,50 Suspension_Layout 1 11/12/14 9:14 AM Page 50

51 MTA 11/12/14 9:15 AM Page 51

Servicing and repairing powersport vehicles requiresreplacing gaskets and seals on a regular basis. Trying

to reuse seals and gaskets can leave a technician in aworld of hurt and wasted time redoing work. Always beprepared to replace any seals and gaskets that areremoved during a service or repair procedure. Don’taccelerate the wear of that new component because it isinstalled with an old seal.

Nobody likes to order parts over and over tocomplete a job. Take a look through the repair manualand identify the seals and gaskets associated with theareas of service before diving into a procedure. Don’tget focused on the hard parts and forget the gasketsand O-rings. Get all of the gaskets and seals ahead oftime so that $3 oil seal is on-hand when needed anddoesn’t require another trip to the parts counter or weekof waiting on the mail.

Looking through parts diagrams trying to find allthe needed seals and gaskets can be frustrating on smalljobs. If you are doing an engine overhaul or majorservice it is even worse. The best course of action is toget a gasket set. Many OEMs and aftermarketcompanies like Winderosa offer gasket sets with allgaskets, gaskets and seals, top-end only gasket kits, orcomponent specific gasket and seal kits. Ordering thecorrect gasket set with one part number not only isquicker, but it reduces the chance of ending up with two dust seals in place of the dust seal and oil seal that are needed.

When using gasket kits take note of position andorientation of the original seals. The contents of a gasket kit may not be labeled with individual partnumbers so it is up to the technician to identify thecorrect components, and many oil seals and O-rings canbe hard to differentiate. Also, not all gasket and seal kitsinclude crush washers. These items may need to besourced independently.

Cylinder base gaskets and cylinder head gasketscan be difficult to identify the correct orientation. Somecan be installed upside down while visually lookingcorrect. This can result in a poor seal. Follow the service


Replacing Gaskets and Seals

TipsTECH

A full gasket set from Winderosa has all of the gaskets andseals for the CRF250R engine.

Don't install cylinder base and head gaskets upside down.

Lubricate oil seal lips with grease.

Cyclepedia Press LLC

52-53 techtips_Nov_Layout 1 11/12/14 9:14 AM Page 52


manual’s instructions to identify markingsor construction features of the gasket toensure correct placement.

Avoid ruining new oil seals on sharpedges or threads. Use tape or plasticwrap to cover sharp shaft features toprevent seal damage when the shaftenters the seal. Also, do not allow oilseals to roll up or push out wheninstalling a shaft into the seal.

When installing oil seals, lubricatethe lips of the seal with oil or grease alongwith the shaft or boss that fits into the oilseal. The oil seal needs a minimal fluidfilm between its lips and the turning shaftto maintain a good seal and to dissipateheat. An oil seal installed dry may not sealat all, and will most likely fail prematurely.O-rings should be treated in the samemanner and not installed dry unlessotherwise specified by the service manual.

Thoroughly clean mating surfacesprior to installing new seals, gaskets, orsealant. Follow the manufacturer’sinstructions carefully if a chemical gasketremover product is used as these aresome of the nastiest chemicals in theshop. Do not nick or gouge the matingsurface when attempting to remove oldgasket material. If the mating surface isnicked up or burred it should besmoothed out with an oil stone. If thedamage is severe the matingcomponents must be replaced.

When using a liquid gasketsealant, have the correct type for theapplication as required by OEM.Sealants vary by temperature rating,chemical resistance, drying time andhardening performance. Apply thesealant to the mating surfaces evenly in

a thin coat. Do not be excessive as theextra sealant will be pushed out whenthe components are joined and mayenter oil passages or bearings. Also,only apply sealant along with a seal orgaskets when specifically called out bythe service manual. Have everything 100percent ready to go together when thesealant is applied. The mating surfacesmust be joined in a timely manner or thesealant will dry prematurely and will notseal correctly. t

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.

Apply the sealant to the mating surfaces evenly in a thincoat.

Remove all old gasket material without damaging themating surface.

(Act of August 12, 1970; Section 3685. Title 39. UnitedStates Code.)

MPN is published monthly at 3550 Embassy Parkway,Akron, Ohio 44333-8318, Summit County. Headquartersand general business offices are also located at 3550Embassy Parkway, Akron, Ohio 44333-8318, SummitCounty. Publication no. is 0164-8349. Filing date is9/22/14. Issue frequency is monthly with 12 issuespublished annually. Annual subscription price is $69.MPN’s publisher is Sean Donohue. The editor is BrendanBaker, and the managing editor is Greg Jones. All arelocated at 3550 Embassy Parkway, Akron, Ohio 44333-8318, Summit County. MPN - Motorcycle & Powersports News is owned byBabcox Media, Inc., located at 3550 Embassy Pkwy.,Akron, Ohio 44333. Known bondholders, mortgageesand other security holders owning or holding 1 percent ormore of total amount of bonds, mortgages or othersecurities: none.MPN’s Extent and Nature of Circulation are: (Issuedate for circulation data at right is August 2014.)

Statement of Ownership, Management and Circulation Average no. copies each Actual no. copies of issue during preceding single issue nearest 12 months to filing dateA. Total No. Copies (net press run) 16,581 16,674B. Legitimate Paid and/or Requested

Distribution (By Mail and Outside the Mail) 1. Individual Paid/Requested Mail Subscriptions

Stated on PS Form 3541. (Include direct written request from recipient, telemarketing and Internetrequests from recipient, paid subscriptions including nominal rate subscriptions, advertisers’ proof copies and exchange copies) 15,535 15,661

C. Total Paid and/or Requested Circulation 15,535 15,661D. Nonrequested Distribution

(By Mail and Outside the Mail) 638 + 90 = 728 673 + 35 = 708E. Total Nonrequested Distribution

(Sum of 15d (1), (2) and (3) 728 708F. Total Distribution (sum of 15c and e) 16,263 16,369G. Copies not Distributed 318 305H. Total (Sum of 15f and g) 16,581 16,674I. Percent Paid and/or Requested Circulation 95.6 95.8I certify that all above statements made by me are correct and complete. Pat Robinson, Circulation Manager

52-53 techtips_Nov_Layout 1 11/12/14 9:15 AM Page 53

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

Business Intelligence for Powersports Dealers

www.MotorcyclePowersportsNews.com/BuyersGuide

To update your listing or be added tothe 2015 Buyer's Guide, contact Brendan Baker at [email protected] call 330-670-1234 ext.228.

w

54-55 Classifieds_Nov 11/12/14 9:21 AM Page 54


ww

w.m

otor

cycl

epow

ersp

orts

new

s.co

m/r

esou

rcec

ente

r

Ad IndexADESA Specialty Auctions . . . . . . . . .12

Air Suspension Parts by Arnott, Inc. .50

All Balls Racing Products . . . . . . . . . .49

British Cycle Supply . . . . . . . . . . . . . . .48

Carlson Company, The . . . . . . . . . . . .37

CDK Global Recreation,

formerly ADP Lightspeed . . . . . . . . .29

Cometic Gaskets . . . . . . . . . . . . . . . . .10

Deltran/Battery Tender . . . . . . . . . . .15

Dominion Enterprises . . . . . . . . . . . . .21

EMGO International . . . . . . . . . . . . . . . .7

Engine Ice . . . . . . . . . . . . . . . . . . . . . . .36

Fulmer Helmets . . . . . . . . . . . . . . . . . .25

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

Helix Racing Products . . . . . . . . . . . . .48

K & L Supply Co. . . . . . . . . . . . . . . . . . .C4

Lonski and Associates, LLC. . . . . . . . .26

Marketplace Events/AIMExpo . . . . . .19

MBA Insurance . . . . . . . . . . . . . . . . . . .40

Mercedes-Benz USA . . . . . . . . . . . . . . .3

MTA Distributing . . . . . . . . . . . . . . . . .51

National Powersport Auctions . . . . . . .5

Rizoma USA . . . . . . . . . . . . . . . . . . . . . .9

Roadsmith Trikes . . . . . . . . . . . . . . . . .47

ROKstraps . . . . . . . . . . . . . . . . . . . . . . .24

Service Manager Pro . . . . . . . . . . . . . .43

Sullivans Inc./Joe Rocket . . . . . . . .1, 35

Tucker Rocky . . . . . . . . . . . . . . . . . . . .11

Vega Helmet Corp . . . . . . . . . . . . . . . .C3

VP Racing Fuels Inc . . . . . . . . . . . . . . .C2

Vroom Network . . . . . . . . . . . . . . . . . .41

Wizards Products/RJ Star Inc . . . . . .13

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

Zep Inc./Original Bike Spirits . . . . . . .17

Zerust Products . . . . . . . . . . . . . . . . . .43

Zurich . . . . . . . . . . . . . . . . . . . . . . . . . .39

CALLJennifer Hazen330-670-1234

ext. 224jhazen@

babcox.com

TO ADVERTISE

IN CLASSIFIED

MARKETPLACE

54-55 Classifieds_Nov 11/12/14 9:21 AM Page 55


It is safe to saythat no movie

has done more to promote thepowersports industry than Bruce

Brown’s immortal classic On Any Sunday.When it hit the big screens in 1971,motorcycle and scooter sales boomed asan entire generation embraced two-wheels. The true-to-life stories chronicledin OAS even earned an Academy Awardnomination. Safe to say that short ofSochiro Honda, nobody put more buttson bikes than Bruce Brown.

Flash forward 43 years to the DolbyTheater on Hollywood Boulevard for thered carpet premiere of On Any Sunday:The Next Chapter. Dana Brown, Bruce’sson and maker of Dust To Glory and StepInto Liquid has produced a sequel that isworthy of the legend. Shot in Dolby’s“Ultra HD” the visceral experiencecaptures the motorcycle experience …while the technology has advanced, thecore focus of the film remains the same:capturing the essence of motorcyclingand the people who ride.

Judging from the response of the gray beards who remember hidingin the bathroom at the movies to sneak into a second showing, to theskinny jeans/flannel/facial hair folks in the crowd, The Next Chaptercaptures some of the magic of the original. Hopefully the same seminalexperience translates into another surge in the motorcycle industry.With widespread distribution set for November 7 in more than 400theaters nationwide, MPN rates this flick two thumbs up!

For tickets: www.onanysundayfilm.com t

On Any Sunday: The Next Chapter Motorcycles Take To The Red Carpet

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motorcycle & powersports news, november 2014

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