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OCTOBER 2014 VOL. 40 NO. 10
10.2014
w 2014 SEMA Show Preview
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Contents
Photo courtesy of Western Power Sports
Volume 40 Number 10 MotorcyclePowersportsNews.com
EDITORIAL
Anatomy of a Tire
Editor – Brendan Baker bbaker@babcox.com
An inside look at the makeup of a rides’ most valuable technology
Cover photo courtesy of Bridgestone
Dealership Operations It’s Show Time!
Managing Editor – Greg Jones gjones@babcox.com
4
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The Road Ahead by Brendan Baker
Shifting Gears
16
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All the News that Fits by Robin Hartfiel
An August Surprise
18
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NPA Pre-owned Monthly Recap by Jim Woodruff
Here We Are: Where Do We Go From Here?
20
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Columnists & Contributors Eric Anderson Steve Jones Alisa Clickenger Jim Woodruff Colleen Brousil C.R. Gittere Marilyn Stemp Cyclepedia Press LLC ART Graphic Designer – Kelly Gifford kgifford@babcox.com
Confessions of a Customer by Eric Anderson
Open Face Helmets
Editor-at-Large – Robin Hartfiel robinhartfiel@gmail.com
22
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Apparel Pro by Alisa Clickenger
Dealer New Units in Stock
34
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Inventory Report by CDK Global, formerly ADP Lightspeed
Ben’s V-Twins
40
Official Publisher of the AIMExpo Show Daily and Show Directory
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Destination Dealership by Marilyn Stemp
August PG&A Department Performance
44
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Best Operators Club by Steve Jones
How to Optimize Your Online Inventory
46
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Web Savvy by Colleen Brousil
2014 SEMA Preview
48
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Opportunity Knocks by Brendan Baker
Time to Wind Up or Down?
52
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Service Manager by C.R. Gittere
Arctic Cat’s 2015 ATV/UTV Lineup
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54
Product Focus
58
Specialty Tires ........................................................................ 32
OEM Update by Robin Hartfiel
Servicing Ball Joints
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Tech Tips by Cyclepedia Press LLC
16th Annual Sand Sports Super Show
The tires with the looks and the functionality
64
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Pit Pass by Robin Hartfiel
Snowmobile Parts & Accessories
36
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Get those snowmobiles geared up for winter
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.
2 October 2014 | Motorcycle & Powersports News
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THE
Road AHEAD
By Brendan Baker
ADVERTISING SALES Publisher Sean Donohue
sdonohue@babcox.com (330) 670-1234 ext. 206
Display Advertising Sales Roberto Almenar Bobbie Adams Doug Basford David Benson Dean Martin
It’s Show Time!
I
was in for a haircut the other day and started talking to the barber about what I do. I usually go for a cut just before the “show season” begins. As we chatted about her collection of egg timers on the counter, I told her how we were “winding up” for our trade show season so I had to look presentable (which is as good as can be expected in my case). She asked why we had so many trade shows at the end of the year. I thought about it for a minute and said it’s because this is the only time we can afford to be away from our businesses. OEMs are busy showing off their new 2015 models as many of you are also getting ready to stock these and want to see what they’re all about beforehand. Depending on where you live, the season could be winding down in the fall if you are located any place where the leaves are starting to turn different colors. Some dealers up north are just starting to ramp things up for the winter where snowmobiles and outdoor equipment are soon to be in demand (see our product focus on page 36). From a publishing perspective, we attend many events throughout the year, but the intensity is ramped up (like what most of you
Jim Merle Glenn Warner
experience during the peak season) during this time of year. We start off with AIMExpo in Orlando, and while it is likely over by the time you read this, I think I can safely predict that it was a great show by all measures. I know someone will correct me if I’m wrong! Next we are heading off to the SEMA Show in Las Vegas Nov. 4-7. While it is not the powersports-specific show that AIMExpo and Dealer Expo are, SEMA represents a vast untapped marketplace and ample opportunities for dealers willing to take a gamble by going to Vegas. According to SEMA’s recent UTV Accessorization report, about 82% of owners have purchased or plan to purchase upgrades to their UTV. And more than 410,000 households in the United States buy UTV accessories. Modifications to UTVs are geared towards enhancing its overall functionality. The report states that the vehicle’s versatility is a key factor as many owners use their UTV year-round for varied driving activities and across diverse terrain. Another interesting note about this report is that more than 30% purchase their upgrades from the dealer or are pre-installed by dealers. SEMA says that pickups and UTVs go hand-inhand, as many you already know. And with that comes more opportunity for you. t
Brendan Baker, Editor
4 October 2014 | Motorcycle & Powersports News
John Zick Don Hemming
ralmenar@babcox.com (330) 670-1234, ext. 233 badams@babcox.com (330) 670-1234, ext. 238 dbasford@babcox.com (330) 670-1234, ext. 255 dbenson@babcox.com (330) 670-1234, ext. 210 dmartin@babcox.com (330) 670-1234, ext. 225 jmerle@babcox.com (330) 670-1234, ext. 280 gwarner@babcox.com (330) 670-1234, ext. 212 jzick@babcox.com (805) 845-1400 dhemming@babcox.com (330) 670-1234, ext. 286
ADVERTISING SERVICES Advertising Services Amanda Wingerter
awingerter@babcox.com (330) 670-1234 ext. 223
CIRCULATION SERVICES Circulation Manager Pat Robinson Circulation Specialist Star Mackey
probinson@babcox.com (330) 670-1234, ext. 276 smackey@babcox.com (330) 670-1234, ext. 242
Official Publisher of the AIMExpo Show Daily and Show Directory
For show publications advertising information call Sean at 330-670-1234 , ext. 206.
AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 735 State St, Suite 409, Santa Barbara, CA 93101 (805) 845-1400 Fax (805) 324-6015 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Beth Scheetz, Controller Copyright 2014, Babcox Media, Inc.
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Inside the Industry Ducati Presents the Scrambler Brand at INTERMOT At INTERMOT 2014 – the International Motorcycle Fair held in Cologne, Germany Oct. 1-5 – Ducati unveiled one of the most eagerly awaited new bikes to go on show there; the Ducati Scrambler brand immediately became the focus of media and public attention, and the undisputed star of this key German fair. “Presenting the new Ducati Scrambler brand means for us opening the doors to an entirely new, fascinating, and absolutely contemporary world,” said Cristiano Silei, Vice President of Sales and Marketing at Ducati Motor Holding. “We have reinterpreted an iconic motorcycle, part of our history for more than 50 years, in a fully modern way, designing and building the Ducati Scrambler as if we’d never stopped making it. The four bikes of the Ducati Scrambler family represent starting points on a path to personalisation that will make every single Ducati Scrambler a unique, free-spirited bike as individual as the person riding it.” The Ducati Scrambler is a contemporary bike that expresses the pure essence of motorcycling. Tried and tested materials such as the aluminium of the rear swingarm and engine covers and
the steel of the teardrop tank and frame are combined with new-generation components such as front and rear LED lighting and LCD instruments. Wide handlebars and a long seat provide a comfortable, relaxed riding position and, together with the low weight, low center
of gravity and slightly knobby tires, ensure pure riding fun whatever the situation. “Post-heritage” design gives a contemporary take on the iconic bike built by Ducati back in the ‘60s and ‘70s. This Ducati Scrambler, though, is no retro bike: it is, rather, intended to be just how the legendary Bologna-built motorcycle would be today if Ducati had never stopped building it.
The Icon version, in yellow and red, is joined by three others - Urban Enduro, Full Throttle and Classic - each offering its own style and performance-related interpretation of the Scrambler spirit. The Urban Enduro, with its “Wild Green” paintjob, is for enduro style enthusiasts and ready to switch from city streets to country backroads in an instant. The Full Throttle is for riders enthralled by the flat-track racing world who have a penchant for pushing things to the limit. And the Classic is for devotees to details and a 1970s look who want the uncompromising riding pleasure and comfort of a modern-day bike. The headlamp, together with the tank, forms a key part of the Ducati Scrambler look. Rounded, classically designed yet extremely modern (i.e. post-heritage) it features a glass parabola and an ultra-modern LED light guide around the rim that acts as a side light. Seat and tank have been carefully designed to give the Ducati Scrambler appealing proportions. A compact bike, the Ducati Scrambler instils confidence from the very moment you set eyes on it. It’s been sized to make it accessible to all motorcyclists while the long seat maximises comfort and can also accommodate a passenger comfortably.
RE: BACKFIRE What’s in the Mailbag? We have to give a shout out to our boy Ryan who sent us this note the other day. Not sure if he’s a dealer or just a fan, but we like his style nonetheless. He included a slightly crinkled dollar bill and a self-addressed stamped return envelope, which is not a small investment these days. Unfortunately, Ryan, we don’t have any MPN stickers made up at the moment so we will have to substitute some of our other goodies for you. —Thanks for reading MPN!
6 October 2014 | Motorcycle & Powersports News
Via MPN’s Facebook Page: Baja 1000 Anyone?
Editor’s note: If there are industry issues that we should be addressing, please feel free to let us know. Please send your letters to bbaker@babcox.com. t
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Inside the Industry An oil and air-cooled L-twin two-valve 803 cc engine powers the Ducati Scrambler; it has an 88 mm bore, a 66 mm stroke and has been redesigned to give smooth acceleration throughout the rev range. Moreover, thanks to a vast range of apparel and bike accessories, to be presented in November, the Ducati
Scrambler offers a virtually unlimited range of exclusive personalisation and lifestyle options. The Ducati Scrambler will be in Ducati Dealerships starting from the end of January 2015 and the first of the four versions to become available will be the Icon. For more information: scramblerducati.com.
Design Engineering Inc Launches New Powersports Website Design Engineering has announced the launch of an all-new powersports website. The site has been completely redesigned from the ground up to include all the essential heat and sound control applications for the powersports customer. All product categories are focused specifically for powersports use, so visitors can easily explore solutions that are the right fit for the application. “We felt that it was important to give the powersports customer a more specific guide for selecting and using DEI products. They face a unique set of challenges. Whether racing, working, or simply riding for pleasure, heat and sound control plays a big part in overall rider usability and satisfaction,” remarked DEI Powersports Brand Manager Brian VanKoevering. The new site features a dealer portal which will allow dealers and distributors to place orders more efficiently, a wrap calculator, easy search function and full product information for DEI exhaust wrap, heat barriers, line and hose protection, thermal chemicals tape products and more. For more information, visit deipowersports.com.
Brammo Chooses Online Crowdfunding Platform EarlyShares for Capital Raise EarlyShares, the online platform for private investing, announced the launch of a $3 million convertible debt investment offering for Brammo, an electric vehicle technology company seeking to scale the business and execute on international expansion plans. “We decided to host our capital raise on the EarlyShares platform because it gives accredited investors across the U.S. the opportunity to become owners in our game-changing business,” said Craig Bramscher, CEO and Chairman at Brammo. “Hosting our capital raise on an online crowdfunding platform like EarlyShares is a testament to our company’s commitment to innovation. As a leading pioneer in its field, EarlyShares embodies our company’s commitment to 8 October 2014 | Motorcycle & Powersports News
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Inside the Industry reshaping existing paradigms and engineering creative solutions.” Brammo, with headquarters in Oregon, designs and develops electric vehicles including the award-winning Enertia and Empulse motorcycles. Founded in 2002, the company has established a footprint in the rapidly growing electric vehicle industry, with distribution and marketing operations throughout North America, Europe, and Asia. Brammo also has a top electric race team, Team ICON Brammo, which is the reigning FIM eRR World Cup Champion. Brammo has been called “the world leader in electric motorcycles” by Charged Electric Vehicles magazine and has earned dozens of awards and honors, including Playboy magazine’s 2013 Motorcycle of the Year and Popular Science‘s 2011 “Best of What’s New.” Though Brammo has historically focused its innovation and commercial efforts on electric motorcycles, the company is expanding its presence in four-wheel off
Kawasaki Confirms North American Debut of Brand New Ninja H2R at 2014 AIMExpo
road vehicles, mini buses, and other utility vehicles. “We are thrilled to work with an award-winning, U.S.-based ‘green’ technology company in Brammo,” said Joanna Schwartz, CEO of EarlyShares. “Brammo has gained an impressive market position in an industry poised for tremendous growth. We are delighted to help the Brammo team motivate its American fan base to become investors in the company.” Under current SEC regulations, only accredited investors who are registered users of EarlyShares may invest in Brammo and other private opportunities on EarlyShares.
12 October 2014 | Motorcycle & Powersports News
The American International Motorcycle Expo (AIMExpo) and Kawasaki Motors Corp., U.S.A., have announced that the OEM’s debut appearance at the event, this October 16-19 at Orlando’s Orange County Convention Center (OCCC), will be highlighted by the North American debut of the groundbreaking Ninja H2R. Since the joint announcement in early August that Kawasaki would become the latest manufacturer to partner with AIMExpo, considerable buzz has surrounded what the OEM’s involvement would entail. Ultimately, Kawasaki recognized the key value AIMExpo provides and intends to fully leverage the all-in-one platform that reaches the trade, media and consumer segments of the marketplace. Kawasaki committed to announcing key products from its 2015 lineup at
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Inside the Industry AIMExpo, with the Ninja H2R serving as the first confirmed model to be debuted in America. Kawasaki has teased the coming of the Ninja H2R through a sequence of teaser videos on the bike’s official website. The motorcycle is named after the original Mach IV H2 from 1972, a motorcycle that became legendary for its raw power and epitomized Kawasaki’s performance image that defined the modern sport bike market. The brand new Ninja H2R not only pays homage to its predecessor and Kawasaki’s legacy of being a standard bearer for cutting-edge performance, but also exhibits groundbreaking development from the company. Kawasaki relied on the skills and experience of experts not just within its motorcycle division, but also its aerospace, gas turbine and other high tech manufacturing that compose the parent Kawasaki Heavy Industries
organization. This methodology in creating the Ninja H2R is a showcase of Kawasaki’s collective strength as a manufacturing group and is the defining element of the motorcycle’s “Built Beyond Belief” trademark.
Simply put, Kawasaki intends to duplicate its efforts with the original H2 from 1972 and reshape the motorcycle landscape forever, using AIMExpo as its
avenue to do so. “It’s clear that AIMExpo provides the sort of grand stage Kawasaki is looking for to reveal such a groundbreaking product like the Ninja H2R, in addition to other key products coming to the marketplace in 2015,” said Kevin Allen, Kawasaki Manager, PR + Brand Experience. “The Ninja H2R is just one piece of the collective effort we are bringing to the show in October and it’s the first of many exciting announcements we plan to make regarding our first year of involvement at AIMExpo.” The Ninja H2R, in addition to the forthcoming announcements of additional products Kawasaki will introduce at AIMExpo, will be on full display at Kawasaki’s booth (#2165) on the show floor inside the OCCC. “As enthusiasts ourselves, everyone here at the Motorcycle Group shares the market’s excitement that Kawasaki will host the North American debut of the
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Inside the Industry new Ninja H2R at AIMExpo,” said Larry Little, Vice President and General Manager, Marketplace Events Motorcycle Group. “In the past, domestic consumers could see new product online, but would have to wait months before the opportunity to see it in person in North America. AIMExpo was created with these types of introductions in mind to generate excitement among retailers, consumers and the media. Kawasaki has fully embraced the platform we’ve built and this is just the first of many great things they’ll be bringing to the show.” For more information: AIMExpoUSA.com.
Bell Helmets and Cardo Systems Announce Communication Partnership Bell Helmets, an industry leader in helmet technology and innovation, and Cardo Systems, Inc., the global market leader in Bluetooth communications for motorcycle, bicycle and snowmobile riders, announced an alignment to create an adaptor compatible with Cardo's line of communication and entertainment systems and Bell helmets. The adaptor will fit into the recess of the Bell Mag-9, previous models and
2015 model, plus the newly redesigned 2015 Qualifier DLX. The Bell adapter fits seamlessly into the helmet and is designed for quick attachment of the highly popular scala rider devices for bike-to-bike intercom, streaming music from a smartphone and much more. With an increasing demand from riders to incorporate communication devices in helmets, Bell Helmets and Cardo Systems, Inc., designed a convenient adaptor in order to allow users to choose their preferred scala rider model among the company's offerings. “In an increasingly mobile world, we wanted to offer our customers both the best in class head protection and in communication systems,” said Chris Sacket, Vice President Bell Helmets. “We’re proud to offer riders helmets that allow them high quality communications with riding partners while staying seamlessly connected with entertainment from their smartphone or the radio whether they’re touring or commuting.” A major upgrade from the previous model, the 2015 Qualifier DLX will see enhanced features while still holding an affordable price point. Along with the slide in the injection mold for the
14 October 2014 | Motorcycle & Powersports News
communication port, the helmet has been redesigned with an upgraded interior to offer riders more comfort. Plus, the helmet will come standard with the Bell Transition SOLFX Photochromic shield, which automatically adapts to light conditions, darkening when exposed to sunlight and clearing in low light settings. “Having pioneered Bluetooth communication for riders over a decade ago, we have learned a lot about user preferences and the importance of individual choices. With the new adapter, Bell enthusiasts will be able to combine their favorite helmet with a scala rider device that fits their needs,” said Jamie Cheek, Cardo's Director of Sales. “The Bell adapter is a remarkably straightforward solution that merges the advantages of two fine brands in the motorcycle accessory industry for the benefit of the user.” Cardo System, Inc., scala rider products for bike-to-bike intercom allow users to communicate via intercom with fellow riders at great distances, conduct mobile phone calls, listen to the built-in FM radio, receive streaming stereo music from their smartphones, get directions from their GPS devices and control most of these features in a safe manner by voice command. t
Please send news to Managing Editor Greg Jones at gjones@babcox.com.
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presented by:
By Robin Hartfiel
SHIFTING GEARS Printing All The News That Fits The AIMExpo will play host to the announcement that Ryan Keefe has been appointed to director of marketing for National Powersport Auctions (NPA), the world’s leading powersport remarketing company. “Ryan has developed a wealth of experience in our industry and has a proven track record in delivering success, which makes him a huge asset to NPA’s business,” notes EVP John Roshala, who Keefe will report to in his new role. Keefe will be responsible for driving the company’s marketing strategy and increasing dealer participation for all business segments. Keefe started his career with NPA in 2009 managing online auction platforms. “The opportunity to lead the marketing team and have an expanded role at NPA is a great honor,” Keefe said. “Being part of a company that is very passionate about the industry, their customers, and their employees is rewarding.” •••• AMA is having a vote for a couple board of directors positions during the AMA National Convention held in partnership with the American International Motorcycle Expo. Candidates for two
open seats on the AMA Board will appear on the ballot at the AMA business member meeting on Friday, Oct. 17. In addition, a third at-large member will go before the AMA membership for ratification. KTM North America VP of operations Robert Pearce and Paul Puma, commercial leader for GE Capital Motorsport Group, are up for election while Jeff Skeen, CEO of Affinity Development Group, is seeking ratification as an at-large member of the AMA Board of Directors. The AMA also
announces that Cobra Motorcycle CEO, Sean Hilbert has left the board to focus on new growth opportunities for his company. Pearce had been appointed to fill the seat vacated by Hilbert in the interim. “The AMA Board of Directors is pleased that Robert, Jeff and Paul have agreed to volunteer their time and expertise to the board,” said AMA Board Chair Maggie McNally-Bradshaw. ”Each brings a wealth of industry and leadership experience, and we‘re looking forward to their contributions. •••• CycleTrader.com has a pair of promotions on tap as Paige Bouma and Phillip Billups become VPs within their respective departments. During their tenure as general manager and director of product development, Bouma and Billups have been instrumental in the continued growth of the company since 2007. Bouma served as national sales manager and GM where she created the industry’s first online co-op program and played a key role in the launch of CycleTrader’s mobile products. Bouma was also the driving force in establishing CycleTrader.com as title sponsor for the Rock River Powersports’ Pro SX/MX team. “Being part of the race team has been an exciting journey! We are looking forward to 2015 as we continue to promote CycleTrader to our enthusiasts and dealer markets as we strengthen our brands and increase our dealer leads.” Billups, VP of product, has been influential in the steady growth of CycleTrader.com’s website traffic across its multiple platforms – desktop, mobile, tablet and apps. “We strive to make CycleTrader.com the go-to site for motorcycles, ATVs, PWCs and snowmobiles. Connecting buyers and sellers is our ultimate goal,” he concludes. •••• On the gas! Industry veteran Chris Wall rolls over to VP Racing Fuels from Pirelli. VP names Wall as Chief Marketing Officer where he will be responsible for developing and executing an international strategic marketing plan that encompasses all VP divisions, including Race Fuel, Consumer Products, Retail Branding and Specialty Chemicals. “In his new role, Chris will be
16 October 2014 | Motorcycle & Powersports News
building on a solid foundation laid by Steve Scheidker, who has been instrumental in the growth of our Race Fuel division. Going forward, Steve will continue as director of corporate communications, an area critical to keeping the VP brand top of mind,” according to VP Racing Fuels president Alan Cerwick. “VP Racing Fuels is a brand I have known and respected for more than 25 years," adds Wall. “With all of our different product lines and brand initiatives, VP Racing Fuels is quickly going from an iconic racing brand to a household name.” In addition to heading Pirelli Tire's motorcycle marketing division for a decade, Wall was also with Porsche Cars North America and Yamaha Motor Corporation. •••• Autodata, a European publisher of auto repair manuals, has exited the U.S. market. In the wake of Autodata closing its U.S. office, Service Manager Pro is offering to buy out all existing Autodata Motorcycle CD subscriptions. “We've had to take the rather drastic decision to close our office in Rochester,” said Autodata CEO Rod Williams. “It's no reflection on the efforts of the staff, who did great job for us.” If your dealership has time left on its Autodata Motorcycle CD subscription, Service Manager Pro will offer you a credit towards their one year service and buyout the Autodata subscription. •••• Just in time for sand dune season, Streamline Industries Inc. has acquired ATV/UTV industry icon Trinity Racing. and will now set the brand’s focus on manufacturing and distributing Trinity Racing Exhaust Systems, Intake Systems, Billet Big Bore Kits, and Turbo Systems worldwide. Trinity Racing has been serving the off-road industry since 1978. With the combination of 36 years of success, Streamline’s manufacturing capabilities, and excellent customer service, expect to see exciting new things coming from the Trinity Racing Brand in the following months. t
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Recap
Pre-owned monthly
By Jim Woodruff
An August Surprise
A
ugust is typically one of the weakest related – the number of vehicles offered average condition and model age for offmonths of the year for Average and sold for off-road categories in August road products did improve slightly, which Wholesale Price (AWP). Surprisingly, that 2014 were roughly similar to that offered explains part of the rise in AWP for those was only partially true this year. August in 2013, while the number of sportbikes categories. For sportbikes, the mix of 2014 brought notable increases in AWP sold was actually greater in 2014. The quality and age over last year was roughly over 2013 for sport motorcycles and the same. However, the average most off-road categories (ATVs, MX ratio of AWP to NADA clean and Side-by-Sides). The ATV wholesale was roughly the same, category rose 15 percent and the MX suggesting that although the quality category rose 12 percent over 2013, of the product was similar year-towhile Side-by-Sides paralleled 2013 year, the mix of models was not. with no change overall. Sportbikes Specifically, the AWP for Suzuki gained seven percent over last year sportbikes rose almost $700 per unit to the highest AWP since Feb. 2014. due to a higher ratio of more Conversely, both domestic and expensive models combined with metric cruisers softened as higher demand for Suzuki sportbikes expected. Domestic cruisers went due to supply constraints within the down by six percent while metric overall market. cruisers experienced a softer four In general, we think the rise in percent decrease. Similar trends August AWP is temporary, especially hold true for the directional after following a few months of movement of AWP in August over softer pricing than usual. There may the prior three month average – the still be higher demand for specific sportbike and most off-road sportbike brands and hard-to-find categories rose unexpectedly, while off-road product, but we expect Data includes all live and online transactions from all four cruiser and other categories AWP to drop back or remain flat for NPA locations. Closed OEM auction data is excluded. softened as usual. the surprise categories, and that the Note that dual sport motorcycles typical softness will continue before and PWCs also saw substantial beginning to recover later in the fall. growth year-over-year, while the Even though new model-year snowmobile category went down 16 vehicles are entering the market, we percent. Unlike the categories believe consumers are still hungry for above, these segments are highly product and that excessive unpredictable from month-to-month downward pressure on pre-owned due to smaller volumes. prices will not be an issue. Now is still a great time to begin buying for On The Horizon the coming season while inventory is We analyzed potential reasons for still a relative bargain. Low mileage, the atypical trends in off-road and preowned vehicles in good condition sportbikes and found a number of will always be in demand. t contributing factors. One finding is that it is not materially volume-
All data provided by National Powersport Auctions. For more information, please visit www.npauctions.com or call (888) 292-5339.
18 October 2014 | Motorcycle & Powersports News
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Confessions OF A CUSTOMER
By Eric A nderson
Here We Are ... Where Do We Go From Here?
D
o you know where you “are” presently? No, I don't mean in your sales manager’s office or at the AIMExpo in Orlando. I am interrogating you from a business perspective, not a geographic one. Many dealers “feel” they are headed in the right direction, yet they don’t have a firm grip on retail reality, financial feasibility or statistical strength. Are you profitable here and now? Really? How would you know… or is the fancy car in your parking space proof enough to your non-inquiring mind? No insult intended here, but you would be surprised at just how many dealers have no clue where they are, fiscally speaking. If you don’t have a great grasp of current affairs in your business or the rapidly changing industry around you, there isn’t much hope for changing direction to get you to the next level of success. Unfortunately the path to success is never a straight, level or comfortable road. It's entirely possible that you don't know where you "are" now, which makes it impossible for you to envision the next level. Instead, you are working too much “in” your business instead of “on” your business. It’s easy to get pulled down into the minutiae and dysfunction of everyday life, especially when your smart phone is beeping and buzzing all the latest personal and world news directly to your palm. High level importance is all too often sacrificed for lower levels of urgency. Are the multiple phone texts from buddies or the NFL newsfeed to your palm really as important as the “big picture” of your business? Really? Re-prioritize or die! One of the best cures for what an industry friend used to call “rectal myopia” is to get your backside to a national level tradeshow. See what other
Move fast and move to where the news – national, international, aftermarket and OEM – is happening. Tradeshows such as AIMExpo are the epicenter… so where "are" you now? dealers are seeing… and learning! Listen to what aftermarket manufacturers are saying about their new products. Better still, see what the competing OEMs have to say. Knowledge is power and done right, the tradeshow experience can yield some pretty powerful results. Staying “stuck” in your own backyard will certainly keep you fat and dumb, but probably not happy in the long run. Times are a changin’ a lot faster than you know, so it’s time to move away from your comfort zone. Move fast and move to where the news – national, international, aftermarket and OEM – is happening. Tradeshows such as AIMExpo in Orlando is the epicenter… so where "are" you now? Look Ma, it’s not just the aftermarket anymore. Suppliers, OEs, mentors, friends, peers, heroes, entrepreneurs, editors, customers – they are all in one place for four days. I was shocked last
20 October 2014 | Motorcycle & Powersports News
year to see the State of Idaho was there, not only promoting motorcycling and UTV/ATV tourism, but also an accommodating business environment. I learned something new every day at AIMExpo and now I want to move my business to Idaho. OEMs mix it up with big distributors at this show. Cottage industry start-ups are staged nearby to the mega-monsters of manufacturing. Innovation, power, stability, creativity, convenience, uniqueness – it’s all there in one form or another. There is even a Lee Rocker concert on Saturday night and two show days for retail consumers… which might just be the icing on the cake if you want to see how “they” relate to what’s new. See it. Touch it. Talk to industry insiders. Interview and observe consumers. Feed off their excitement so you can “bottle it” and take it back to your store. Aren’t you ready for a fresh infusion of “what’s new?”
20-21 confessions_Oct_Layout 1 10/14/14 10:01 AM Page 21
Do any of these Venn Diagrams ring true for you? Then get out more. Go visit a national tradeshow for new ideas and fresh input.
Too many “cooks” in charge at the store? Seach out new ideas. Get out more! Are you hanging out in the middle too much? Get out more!
Starting to feel apathetic with what you are doing? Get out more!
Perhaps a racing metaphor will make it more clear to you. How long have you been “cherry picking” the local racetrack? Isn’t it time for you to try out some new tracks and fields of competition for the purposes of selfimprovement? If you don’t get out of your comfort zone soon, then be ready for somebody else to show up at your local track from the outside… and kick your butt into the stratosphere. Get out of your comfort zone! That’s where you go from here! t
The long-running Confessions of a Customer™ is one of columnist Eric Anderson’s commitments to the industry, which includes his retail sales training efforts and service to the MIC Board of Directors. He has built several wellknown aftermarket brands and is the founder of Vroom Network, an industryspecific consulting company specializing in marketing, training and brand development. Comfort levels in the big office too high? Get out more!
22-27 Apparel Pro Helmets_Layout 1 10/14/14 9:59 AM Page 22
By Alisa Clickenger
Modular Helmet technology has come a long way, and there are more of these types of helmets – and more features – available for dealers to sell than ever before. Scooter helmets are becoming high-tech with carbon fiber shells, and some convert from open face to full face. Dirt oriented helmets now have removable liners, superior venting systems and integrated sun visors. With so many different options in helmets these days it can be hard to know what to stock. Here are a few options to consider.
When Should a Helmet be Replaced? Courtesy of SHOEI North America HJC’s CL-X7 El Lobo features a revolutionary design with a unique visor. It has a lightweight advanced polycarbonate composite shell, superior fit and comfort using advanced CAD technology. With the “ACS” Advanced Channeling Ventilation System the IS-MAX2 Elemental has full front to back airflow to flush heat and humidity up and out. There’s a SpeedCool interior with a removable, moisture-wicking and odor-free with anti-bacterial fabric. The large eye port gives maximum visibility and superior goggle fit. A glasses groove can accommodate riders who wear glasses. ------------
Available in 3 solid colors and 4 graphic designs. Sizes: 3XL-5XL MSRP: $149.99 www.HJCHelmets.com
22 October 2014 | Motorcycle & Powersports News
The life of a helmet depends on how it is used. A helmet should be replaced if one or more of the following points apply: 1. There was a fall that resulted in an impact on the helmet. 2. The helmet fits looser than when it was purchased due to frequent use. 3. The EPS liner has come away from the helmet shell. 4. The EPS liner shows signs of wear and is beginning to break up, or if it has been exposed to heat or a solvent and has melted.
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“Modular helmets are an awesome opportunity for any dealer to increase revenue from their helmet category. Modulars are unique in that they tend to appeal to a really wide variety of riding disciplines… from scooters to Harleys, there seems to be a modular niche in every demographic.” –Jayson Wickenkamp, Director of Sales & Marketing for Scorpion Sports Inc.
AGV’s top-of-the-line flip-up helmet, the Numo Evo is great for everything from touring to urban use. The helmet is remarkably compact for a modular, even with the chin guard open, as the distance between the shell and the guard is the smallest in this category. Small but important details include rubberized buttons and mechanisms.The Numo Evo shell is made from a high-resistant thermoplastic resin, the integrated ventilation system features ducts hollowed into the shell for improved air circulation inside the helmet and better aerodynamic efficiency. Air vents on the front and on the chin guard ensure a constant flow of air inside the helmet. Hot, moist air is extracted via ducts hollowed into the polystyrene and thanks to the breathable fabric used in making the neck roll. The visor offers complete protection against UV rays and the locking mechanism and pins are made of steel. ------------
Sizes: XS-XL MSRP: $299.95 (solids); $319.95 (Stinger) www.store.agv.com
MotorcyclePowersportsNews.com 23
22-27 Apparel Pro Helmets_Layout 1 10/14/14 9:59 AM Page 24
Scooter Helmets
The all-new SHOEI J-Cruise is packed with innovative features like the large, smooth-operating and distortion-free CJ-2 shield (complete with an industry-first integrated air dam), a built-in internal sun shield, advanced ventilation, and a fully removable 3D Max-Dry interior system. The J-Cruise has a multi-piece EPS Liner and comes in four shell sizes. ------------
Colors: Anthracite Metallic, Matte Deep Grey, Brilliant Yellow, Wine Red, Black and White Sizes: XS-XXL MSRP: $530.99 www.shoei-helmets.com
24 October 2014 | Motorcycle & Powersports News
Featuring a full application 4 X 4 weave carbon fiber SNELL/DOT approved shell and dual density EPS impact absorbing liner, the 3/4 profile Carbon Pro offers not only the ultimate in light weight protection but exceptional comfort and stability at speed. Featuring an optically superior, hard coated, 3D face shield actuated by a tool-free closure mechanism. The QuadportTM 2.0 ventilation system with two adjustable front intakes channeled through to a streamline rear venturi-effect exhaust vent, literally pulling heat and humidity up and out of the shell ensuring a cool, dry ride. Fully removable and washable Qwickdry interior and streamline injection molded bottom edge gasket for reduced turbulence. ------------
Sizes: X-Small thru 2X-Large Color: Gloss carbon Sizing: XS - 2XL MSRP: $299.99 www.JoeRocket.com
25 Antigravity 10/14/14 9:47 AM Page 25
22-27 Apparel Pro Helmets_Layout 1 10/14/14 10:00 AM Page 26
Modular/Dirt Helmets >
The EXO-900X continues the tradition of Scorpion’s dynamic and multi-functional 3 in 1 TransFormer Helmet system which can easily be worn as a full-face, an open-face or a modular helmet. The profile is sleek and aerodynamic while advanced features like the LG Polycarbonate shell, AirFit liner inflation system, SpeedView drop down sun visor and EverClear no-fog face shield provide protection and functionality. The 900X offers a vast amount of upgrades over the previous generation EXO-900. ------------
Available colors: Gloss black, matte black and white. Sizing: XS – 3XL Starting at $199.95. www.ScorpionUSA.com
26 October 2014 | Motorcycle & Powersports News
------------
Sizes XS – 2XL MSRP: $99.99 www.VegaHelmet.com
>
>
Vega Helmet’s off-road helmet is the Stealth Flyte Blitz which comes in 5 Colors: black, blue, red, yellow and green.
Vega Helmet’s Stealth Vertice is a modular helmet that comes in 7 color Options: gloss black, flat black, candy red, pearl white, hivis yellow, silver and dark gray metallic. The Stealth Vertice includes an interior dropdown sunshield. ------------
Sizes 2XS – 3XL MSRP: $169.99 www.VegaHelmet.com
22-27 Apparel Pro Helmets_Layout 1 10/14/14 10:00 AM Page 27
Helmet Fit How-To Courtesy of Sarah Schilke, Head of Marketing and P.R. for Schuberth North America It is quite common that people wear helmets that are too big for them. A properly fitting helmet is like a firm handshake; as tight as possible without causing pain. You want the helmet to be snug all around the circumference of the customer’s head as well as around their face and base of their head. This is so that the helmet is in place in the event of an impact – if it is too loose, their head will impact the inside of the helmet before it starts doing its job to minimize the energy of the impact. A head measurement is a good place to start – try on the size corresponding to the measurement, but measurement doesn’t indicate head shape, so it’s a good idea to try on one size smaller just to be sure. When the customer moves the helmet around, their skin (forehead/cheeks) should move with it. If the helmet moves independently of their head and skin, then it is too big.
Modular Helmets HJC’s IS-MAX 2 Elemental is lightweight and has a superior fit and comfort using advanced CAD technology. It has an advanced polycarbonate composite shell and a one-touch 3-stage adjustable sunshield that deploys quickly and easily. The IS-MAX2 Elemental has a singlebutton chinbar/faceshield release that gives the rider one hand opening even with gloves on. The optically superior faceshield has 95 percent UV-A, UV-B protection and a QuickSlide Shield Replacement System with quick, secure, tool-less removal and installation. With the “ACS” Advanced Channeling Ventilation System the IS-MAX2 Elemental has full front to back airflow to flush heat and humidity up and out. There’s a SuperCool moisturewicking interior that is anti-bacterial, removable and washable. ------------
Available in 12 different colors and designs Sizes: XS-5XL MSRP: $219.99 www.HJCHelmets.com
MotorcyclePowersportsNews.com 27
28-30,61 Anatomy of a Tire_Layout 1 10/14/14 9:58 AM Page 28
By Robin Hartfiel
S
ome of you probably remember this old tire ad with the tagline: “Because so much is riding on your tires.” In the context of your dealership, this adage holds particularly true. With new unit sales flat and more customers keeping old bikes in use longer, tire sales are one of the critical elements keeping your doors swinging – or they should be! According to the Motorcycle Industry Council’s (MIC) most recent Tire Sales Report, nearly 3 million motorcycle and scooter tires were sold last year alone.* Multiply that by a factor of four for the ATV and UTV segments and that is a lot of rubber rolling out! They are all round and black so just how hard can it be to get a handle on the tire market? Seriously? Tire technology has radically changed in just the past decade and the days of us desert racers ‘curing’ our Barum tires on a hot tin roof to make them harder have gone the way of the dodo! If you don’t want tire sales to slip through your grasp, you had better become an expert! The good news is that virtually all the players have extensive tools to get you up to speed on the tire market. All the distributors have dedicated brand managers on staff and the tire companies have tons of collateral materials. In fact, Michelin even offers a complete motorcycle tire training program for dealers online at www.michelin-training.net.
*MIC reports U.S. shipments of motorcycle and scooter replacement tires on a rubber and the overlap quarterly basis. Distribution of the full angle is report is a member benefit of the designed in organization, which was recently expanded order to to allow dealers to become MIC members give the tire and access critical market information such the as the Tire Sales Reports and the quarterly required new unit sales data. Dealers can now dynamic join the MIC for as little as $300 per characteristics. year. Details can be found at A bias-belted membership.mic.org. tire consists of a
Motorcycle tire construction itself is fairly standardized, divided into three fundamental types: Bias, bias-belted and radial (there is a fourth category if you count the 0-degree technology popularized by Metzeler and now offered by Avon, Continental and Shinko among others). In addition to the carcass construction, the introduction of elements such as silica to the rubber compound will vary from manufacturer to manufacturer. Take for example the silicacharged rubber compounds found in tires like Michelin’s Pilot Road 4. These compounds are specifically formulated to disperse water and provide increased grip from 23º F (-5º C) to 113º F (45ºC). The silica helps enhance traction in virtually all conditions on a wide range of road surfaces including painted lines and crosswalks, according to the company. Back to the basic bias-ply tire, also known as conventional or cross-ply tire. The structure of this tire is made of a carcass where depending on the different speed and load specifications, two or more layers are overlapped. Each layer is made of textile cords coated into
28 October 2014 | Motorcycle & Powersports News
conventional carcass and a belt made of two or more crossed layers. The difference between a carcass and belt is determined by different objectives, consequently different materials that are used. The belt is generally made from an aramid fiber and its function is to reduce the dynamic deformation caused by centrifugal forces (i.e., reduce tire “growth” at high speed), while the carcass has to mainly give the tire its stiffness and load carrying capacity. A radial tire differs from a bias-belted tire because in the carcass “radial” – the cords are wrapped radially around the tire, from one bead to the other. Radial construction means tires with lower profiles, offering advantages in terms of cornering stability, reduced weight and high-speed performance. Radials are more rigid than a bias ply tire, with the belt winding spacing making it possible to “tune” the tire – that is produce
28-30,61 Anatomy of a Tire_Layout 1 10/14/14 9:58 AM Page 29
varying levels of stiffness from shoulder to crown. Originally patented by Metzeler, a 0-degree radial utilizes a radial carcass and a single layer belt made of steel cord. If you think of the rolling direction of the tire, the belt is wound circumferentially around the carcass giving an angle of almost 0°. Claimed benefits are even greater rigidity than a standard radial. Metzeler Advanced Winding (MAW) is the next generation of
the category they created, basically a patented system that optimizes the spacing between the cords and 0-degree steel belt. Spacing is wider in the crown area for more elasticity and self damping. For sections of the tire used for mid lean, there is increased stiffness to support fast cornering. On the shoulder area of the rear tire, the spacing is again wider for safe feedback and control when riding towards full lean, according to Metzeler. The art and science of tread patterns is
a subject for another time, however there is one more construction element that should be included in this conversation. What is a “stripe” and why is it found on some street tires? “A vehicle, charged with static electricity, must be able to discharge it into the ground,” explains Michelin’s online tutorial. “As the tire is the only point of contact between the vehicle and the ground, the regulations insist on a minimum level of conductivity in tires. The “stripe” on the tread is a thin
The New Player In A High Stakes Game Vee Rubber has their own rubber plantations, explains John Leale, VP of sales and marketing. “I think the thing that sets us apart from other tire companies is that we not only have great technology, but also a true understanding of rubber compounds.” Based in Thailand, Vee Rubber is a relatively new player in the high stakes U.S. powersports tire game, but they are well established in multiple markets around the globe. CEO Vitorn Sukanjanapong launched Vee Rubber in 1977, manufacturing bicycle and motorcycle tires and tubes. Sales quickly spread throughout Asia, Western Europe, the Latin American countries, and finally the U.S. and Canada. Employing more than 4,000 people, Vee Rubber has nearly a dozen branches situated all over the world. “Vee Rubber utilizes its resources from other industries to create tires that are both innovative and affordable,” explains Leale. “With access to our automotive R&D team, Vee Rubber seeks to bring in technology and concepts that haven't been used by the motorcycle guys before. We are also pretty quick to bring new products to market. “We are looking to create lifetime customers,” adds Leale. Which explains their grassroots racing support, emphasis on the youth market and other strategic initiatives in North America. Sounds like the real deal to us. MotorcyclePowersportsNews.com 29
28-30,61 Anatomy of a Tire_Layout 1 10/14/14 9:58 AM Page 30
THE NEED FOR SPEED
Cracking The Tire Speed Ratings Code Some tires bear a letter “speed rating” designation indicating the tire’s design speed capability. This speed rating system is intended to allow you to compare the speed capabilities of tires. Experts all agree that when replacing speed-rated tires, you need to stick to the guide lines. Use the rankings in the corresponding chart to compare the speed ratings of all the tires, and follow the manufacturer’s recommendations. To avoid reducing the speed capability of the motorcycle, replace a speed-rated tire only with another tire having at least the same speed rating. Remember, it’s the “top speed” of the “slowest” tire on the vehicle, which cannot be exceeded without risk of tire failure.
SPEED-RATING SYMBOL J N P S H V (with service description) W Z (with service description) Scooter Flotation Type
SPEED CATEGORY* Up to 62mph (100Km/h) Up to 87mph (140Km/h) Up to 93mph (150Km/h) Up to 112mph (180Km/h) Up to 30mph (210Km/h) Up to 149mph (240Km/h) Up to 168mph (270Km/h)*** Over 149mph (240Km/h)** Up to 62mph (100Km/h) Up to 50mph (80Km/h)
*In laboratory tests that relate directly to highway speeds. Reminder: Actual tire speed and performance capability depends on factors such as inflation pressure, load, tire condition, wear and driving conditions. ** Although no upper limit speed is specified here, the indicated tires nonetheless have limited rated speed capability. *** Any tire with a speed capability above 149 mph (240 kph) can, at the tire manufacturer’s option, include a “Z” in the size designation (120/70ZR17). If a service description IS NOT included, the tire manufacturer must be consulted for the maximum speed capability. If a service description is included with the size description, the speed capability is limited by the speed symbol in the service description. (Continued on page 61)
30 October 2014 | Motorcycle & Powersports News
31 MTA 10/14/14 9:46 AM Page 31
32-33 Specialty Tires 10/14/14 9:56 AM Page 32
Essentials Specialty
Full Bore M-66 Tour King Tire The M-66 Tour King has been produced specifically for cruisers, V-twins and touring bikes. It combines modern design with the latest in engineering and tire production technology. The high-load capacity offers extra driving comfort, stability, reliability and perfect traction in all conditions at a reasonable price. The M-66 is “H� rated for constant speeds up to 130 mph. ------------
MT90B-16 Front MT90B-16 Rear 120-70-21 Front ------------
For More Info: www.mtadistributing.com
Avon Tyres Storm 3D X-M Tire The Storm 3D X-M tires from Avon Tyres combines long life with the performance, ride comfort and superb handling of a sport touring tire and features interlocking three-dimensional points in the sipes to improve stability, warm up time and grip while limiting tire flex. The tire design includes both single and multicompound super rich silica (SRS) giving this tire excellent performance and grip in both wet and dry conditions. It also delivers an estimated 15-20 percent longer tire life than its predecessor, the Storm 2 Ultra. The Storm 3D X-M is now available in six popular 17- to 19-inch sizes for the front, and 10 popular 16- to 18inch sizes for the rear. This tire is a great choice for sport touring bikes and sport bikes. ------------
For More Info: www.avonmoto.com 32 October 2014 | Motorcycle & Powersports News
T
32-33 Specialty Tires 10/14/14 9:56 AM Page 33
Gear y Tires
Es-
Shinko Dual Compound V2X Sport Touring Tire The all-new Shinko V2X features the latest in dual compound technology, combining the best of both worlds: mileage AND traction. With a full 0-degree steel belted design on the rear and an Aramid belted front, the V2X will handle the corners with ease and give you plenty of mileage. Very attractive tread pattern complete with sipes for added wet weather grip. ------------
Retail Price: $199.95 ------------
For More Info: www.shinkotireusa.com
Vee Rubber VRM302 White Walls Vee Rubber’s VRM302 White Wall tires for custom motorcycles come in hard to find front sizes such as 120/70-21, 130/50B-23 and 120/50-26. For the Rear, Vee Rubber has the first 18-in. white wall tires for touring bikes and those with custom wheels. They are constructed to provide excellent grip in both wet and dry conditions while also providing high mileage. ------------
For More Info: www.veerubber.co.
MotorcyclePowersportsNews.com 33
34 CDK Global Report_Layout 1 10/14/14 9:46 AM Page 34
Recreation
Inventory Report Powersports Dealer New Units in Stock
September 2014 1,905 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2013 Model Year
2013 Model Year
2014 Model Year
9% 13% 78%
12%
ATV
18% 70% 12% 19%
Snowmobile
69%
11% 67%
Off-Road Motorcycle
CDK Global Recreation, provider of LightspeedEVO and LightspeedNXT, manufactures dealer management solutions designed to help manage dealer operations by tracking and storing data from every department and delivering information that will assist dealerships in making successful business decisions. Every night, more than 1,900 Lightspeed powersports dealers automatically transmit their information to a collective database held at the CDK offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research. This helps dealers know how their dealership is performing compared to other dealers across the country. Parts and major unit inventory information is gathered and used in the highly successful Lightspeed Dealership Locator program. This program is designed for dealers to post obsolete inventory, allowing other dealers from across the country to locate hard-to-find parts and units. CDK stands ready to work with all parties to move the industry to new levels of understanding, and ultimately to more efficient and profitable operations. For questions regarding this report or to inquire about a custom report, please contact Lightspeed Data Services at (800) 521-0309. www.cdkglobal.com/recreation
22% 15%
5% 11%
58% 27%
84%
On-Road Motorcycle Utility Vehicle 34 October 2014 | Motorcycle & Powersports News
Scooter
35 CDK Global 10/14/14 9:45 AM Page 35
36-38 Snowmobile Parts 10/14/14 10:04 AM Page 36
Essentials Snowmobile PG&A Arctic Cat Procross Bumper The new ProCross Bumper from Arctic Cat provides stylish protection to the front of all models with a ProCross or ProClimb chassis. It’s constructed from aluminum and finished in brushed or powder coat paint in black, Team Arctic green, orange or white. It weighs 3.2 lbs. and attaches in minutes with no drilling or cutting necessary. ------------
MSRP: $189.95 U.S./$219.95 Canada ------------
For More Info: www.arcticcat.com
Klim Vector Parka The all-new Vector Parka is constructed with Gore-Tex two-layer performance shell technology, and drops the hammer on the most abusive riding. Ballistic nylon overlays, 200 Grams of 3M Thinsulate insulation bring the fight back to Mother Nature. Race-inspired, high-visibility logos and reflective add safety and style while Klim’s exclusive angled Max-Flow ventilation system opens up when you overheat. The Vector owner wants a race-ready jacket with the sleekest look and the 3M Thinsulate insulation and Gore-Tex performance to make every ride, or race, its best. ------------
Retail price: $379.99 – $419.99 ------------
For More Info: www.klim.com
ProX Racing Parts Snow Pistons and Top End Bearing Your rebuild is easier than ever with ProX Racing Parts. Now all ProX snowmobile pistons come with the top end bearing. All ProX pistons are manufactured to ensure the highest durability, quality and performance. Pistons are made from hypereutectic alloy for extra strength and reduced expansion. The full MOS2 skirt coating improves break-in and resistance to scuffing. The dome and top ring land is anodized for extra protection against the excessive heat your engine can produce. ProX says its sled parts are cost effective and reliable, and that all pistons come with piston, ring, clips, pin, and now top end bearing. ------------
Retail price: $87.95 ------------
For More Info: www.Pro-X.com
36 October 2014 | Motorcycle & Powersports News
36-38 Snowmobile Parts 10/14/14 10:04 AM Page 37
Clearwater Lights DARLA LED Light Clearwater Lights introduces a new, more powerful LED light called Darla. Intended for use as both a conspicuity light and a riding light, Darla utilizes three high power LEDs, an advanced digital PWM power supply and a microprocessorcontrolled digital dimmer. Constructed in the USA from die-cast aluminum and precision-machined parts, these lights promise long life and durability. This new light produces over 2,000 lumens with only 24 watts of input power. By switching the LEDs on and off at 250 times per second, power savings and perceived dimming can be achieved. Darla packs a tremendous amount of light in a tiny, easy to mount 2-inch diameter package. Many mounting configurations are possible and hundreds of specific applications are available. A special vibration damping mount is now available for snowmobiles, too. The variable dimmer adjusts from a low-level to full intensity. Using Patent Pending technology, these lights can be dimmed to suit any use. Set to low-level, they can be left on at all times for increased safety. The dimmer can also be bypassed with a simple flick of the factory high beam switch. The “flash to pass� feature is built into all Clearwater lights for extra versatility. ------------
Retail Price: $499 a pair ------------
For More Info: www.clearwaterlights.com
MotorcyclePowersportsNews.com 37
36-38 Snowmobile Parts 10/14/14 10:04 AM Page 38
Essentials Snowmobile PG&A Wiseco Replacement Kit for Polaris 800 Dragon If you have a Polaris 800 Dragon in for a rebuild, give the sled longer life with a Wiseco top end replacement kit. Wiseco forged this piston from a special alloy so it gives even longer engine life and protection. Due to its lightweight, it ensures less vibration and improved throttle response. The electra coated dome adds performance and increases life by eliminating ring and pin scuffing. The ArmorGlide skirt coating reduces friction and quiets operation. These pistons fit the Polaris 800 Dragon from 2010 – 2013. ------------
Retail Price: $331.21 ------------
For More Info: www.wiseco.com
Arctic Cat ProClimb Seat The new ProClimb Seat from Arctic Cat is a compact, lightweight option for Arctic Cat ProCross and ProClimb chassis models with a 6000 or 8000 Series engine. Eleven inches high, it offers a more ergonomically-friendly shape that’s 5-in. shorter, 1.5-in. lower and 5-lbs. lighter than the 2012-2014 M long seats. A large, zippered rear compartment provides useful storage space. It’s available in two styles to fit models with either a short or long tank, and comes in Black, Team Arctic Green, Orange or White. ------------
MSRP: $299.95 U.S./$346.95 Canada ------------
For More Info: www.arcticcat.com
KB Tooling Snowmobile Track Clip Tool The track clip tool is for replacing track clips on snowmobiles. The tool can be used while the track is still on the sled. The top is made of case hardened 1018 steel and the anvil is made of 6061 T6 tempered aluminum with a hardened steel ball locked in for the bolt to press on. The anvil is also locked in by two hardened shoulder bolts so it won’t fall out or become cocked. The clip tool’s drive bolt is made of grade 8 material and is designed to fit perfectly on the anvil ball. The base plate is made of 5/16˝ hot rolled steel, laser cut, fitted with rubber grips to hold the bolts snug and is cut with clearance for guided track clips. ------------
Retail Price: $95.98 ------------
For More Info: www.woodystraction.com 38 October 2014 | Motorcycle & Powersports News
39 Cardo 10/14/14 9:45 AM Page 39
40,42 Destination_Ben's_Layout 1 10/14/14 10:03 AM Page 40
DESTINATION
Dealership By Marilyn Stemp
Ben’s V-Twins For independent bike shops, success is homegrown
A
merican highways can feel so homogenized, with each Cracker Barrel exactly the same no matter its location. That’s fine for the unimaginative, but bikers seek out the unique; the diner, road-side stop or bike shop that retains individual character. This attitude might explain the longevity of independent shops like Ben’s V-Twins in Indian Trail, North Carolina. In one location or another, Ben’s V-Twins has operated for 25 years in the southeast suburbs of Charlotte and you simply don’t stay in business that long as a dedicated V-Twin service and performance shop without reason. The shop’s customers have stuck with Robin and Ben Edwards
through the years, too, an indication of the loyalty they’ve earned even though (or perhaps because) they’re humble about it. “We treat people the way we want to be treated,” said Ben, adding that when people know and like you, they’re more comfortable doing business with you. Added Robin, “And we take time with people.” While some might say
40 October 2014 | Motorcycle & Powersports News
that’s just southern hospitality, it’s more than that. Ben and Robin embody an easygoing, lowpressure attitude that makes people feel welcome. As it turns out, that’s solid business wisdom. Ben opened his first shop in the late ’70s, then in 1980 went to work for the local Harley dealership and was selected for Harley-Davidson training classes in Milwaukee. A decade later, with added experience both as a mechanic and drag racer, he was ready to go out on his own again. In the same year they opened Ben’s V-Twins, Robin left a good job (“with paid vacation and everything,” she says) and they had their first child. Why risk it to open your own shop? “I guess I have an independent spirit, and I enjoy working for myself,” explained Ben. Reason enough. It’s a tight biker community in the Carolinas. Ben and Robin maintain good relationships with other independent shops and franchised dealerships as well. “When we started in business we were the only independent shop. Since then it exploded and then contracted, but we all stay close,” said Robin. One example of this is an alliance they’ve formed with several other shops and businesses to share the overhead of holding charity events. Co-sponsoring benefit runs keeps all the companies active in the community without it
41 Star brite 10/14/14 9:45 AM Page 41
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becoming a burden to any one of them. There’s another big factor to Ben’s success that isn’t related to location, community presence, or business drive. It’s this: Ben knows what he’s good at and he sticks with it. As trends changed over time, Ben kept doing performance engine work and routine service for his regular customers in a straightforward, reliable way. He kept building Knuckle, Pan and Shovel engines, as the shop’s showroom proves. In fact, it’s this very capability that garnered additional work as time passed. The folks in the local AMCA chapter know that Ben’s V-Twins is the go-to place for their older bikes. Other shops, along with several
franchised dealerships, send this work Ben’s way. Part of staying with your core expertise means keeping fads at bay. When one-off custom bikes were hot, Ben built a couple of them because he could, but it wasn’t a solid business model. “There were lots of shops that jumped on the bandwagon and those guys are gone,” said Ben. “We steered clear of all that and stayed with our basics; a lot of engines, a lot of performance work, a lot of service work.” These days they get customers asking
Ben’s V-Twins Ben and Robin Edwards Indian Trail, NC ben@bensvtwins.com 704-821-1550 Year opened: 1989 Number of Employees: 4
about big front wheels for baggers and will accommodate within reason, making sure alterations first meet standards of safe handling. Ben will send you to someone he trusts if he feels the work is more radical than he likes to do. And before you say Ben is missing out on tuning and upgrade work for Harley’s current models, know this: three years ago they invested in a state-of-the-art dyno and hired master tuner Mark Harrington to operate it. A former instructor at MMI, Mark just returned from master tuner training for 2014 models at Doc’s Performance Tuning in
42 October 2014 | Motorcycle & Powersports News
Florida. So with Ben’s knowledge of the old iron and Mark’s expertise in current tuning methods, they’ve expanded their customer base even further. The third man in the shop is Brandon Wallace who came on “green” three years ago, but has learned quickly thanks to on the job training from Mark and Ben. As many will tell you, there’s nothing easy about running a retail bike shop. Long-term relationships with companies such as Drag Specialties help, but shop owners have to be diplomats. “When people bring in parts they bought somewhere else, well, you don’t go to the steakhouse and bring your T-bone with you, do you?” asked Ben. “But we like to help when we can.” They’ve learned to draw the line when safety is an issue. But there’s no shortage of work. When I visited the shop, Ben was building two ’36 Knucklehead engines for a father and son team to take on the Motorcycle Cannonball Run. Ben and his son Wes had recently completed a Shovelhead for Wes using parts that were around the shop. And the AMCA meet in Denton netted Ben a 1946 H-D frame making possible the Knuckle restoration he’s been working toward. So what’s the formula for longevity? Start with a welcome attitude, add solid relationships, firm standards, and proven expertise. Oh, and hard work, too. Easy to say, not so easy to do. t
43 Deltran 10/14/14 9:44 AM Page 43
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BEST
Operators CLUB
By Steve Jones
August 2014 Parts, Garments & Accessories Department Performance
I
n this month’s total store stats (Chart 1), we find that sales are still growing slowly, but steadily. Since they started the year in negative numbers, this is good news. Keep in mind that these are percents of change, not percent increase numbers. More good news is that overall store margins are up across the board. A one percent increase here represents significant dollars – and all three groups are up by around two percent. Yee-haw! You can also see that Parts, Garments & Accessories (PG&A) represents a significant contribution to the total store gross profit. It would be very beneficial to you to pay attention to the application and implementation of the best business practices that can make this department perform better. When you look at the total store gross profit dollars per employee, you might catch that the Top 5 dealers in this group are lagging behind the National Norm (NN) numbers. That is unusual. It would also be good for this group to analyze their data to determine where the lack of gross profit per employee is coming from. It may be only a few dealers with issues that should be addressed. In Chart 2, we see that overall PG&A sales are up. The Top 5 dealers continue to sell much more PG&A per vehicle, and they are holding better margins as well. In addition, their Personnel expenses are lower. Chart 3 shows invoice volume up, which goes along with increased sales. Profits are up for the group and the Top 5, but down a tad for the NN average. Obsolescence numbers (OBS) are always vague. Looking at these numbers, I would speculate that the group dealers
CHART 1 August 2014 Total Store Stats Total Store Sales YTD
GROUP NORM
TOP 5 DEALERS
NATIONAL NORM
5.7 mil.
8.8 mil.
6.9 mil.
TS Sales Percentage of Chg from PY
10.1%
23.1%
10.1%
Total Store Gross Profit Margin Percentage
23.7%
27.7%
25.1%
Gross Profit Margin Percentage for PY
21.8%
26.0%
23.2%
Contribution to TS GP: PG&A Dept.
28.1%
35.4%
24.4%
Logged Wrkg Contacts: Percentage of Change from PY
-9.6%
13.6%
4.4%
Door Swings: Percentage of Chg from PY
3.4%
46.8%
3.3%
$77,506
$90,387
$96,961
GROUP NORM
TOP 5 DEALERS
NATIONAL NORM
8.5%
18.0%
4.2%
Total PG&A GP PVS
$782
$1,077
$774
Parts Margin
36.3%
39.9%
34.9%
Clothing/Access. Margin
33.1%
35.3%
31.5%
Personnel Exp. as a Percentage of DGP
36.8%
29.3%
33.4%
Change in Dept. Selling Margin from PY
0.3%
2.0%
-0.1%
GROUP NORM
TOP 5 DEALERS
NATIONAL NORM
3.1%
13.1%
0.5%
Gross Profit per Employee YTD
CHART 2 PG&A Dept Stats – Part 1 PG&A Sales Percentage of Change from PY
CHART 3 PG&A Dept Stats – Part 2 Invoice Volume Percentage of Change from PY Operating Profit Percentage of Change from PY
0.9%
1.9%
-0.4%
Percentage of Inventory Obsolete
14.6%
2.4%
20.5%
Parts Inventory Turn
4.3
6.3
4.2
Clothing/Access. Inventory Turn
2.2
3.0
2.7
Avg. Number of Customer-Facing Staff, YTD GP per PG&A Employee, YTD
44 October 2014 | Motorcycle & Powersports News
4.4
6.6
4.7
$84,371
$105,886
$88,573
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This article contains actual numbers obtained from our 20-group data reporting and analysis system. 20-groups consist of dealers from non-competing markets who meet 3 times a year to share financial and best practice information. Their goal is to grow and improve their businesses profitably. Definitions: TS = Total Store; GP = Gross Profit; DGP = Department Gross Profit; PY = Prior Year; PVS = Per Vehicle Sold; National Norm (NN) = Average for all our metric 20-groups; Top 5 = Top 5 dealers by line item for the selected group are mixed – some have taken the write-off on OBS, while others have not. The NN number looks “real” as far as what I see in the field. It hurts me to think that the average 20-group dealer
has 20 percent of their inventory dollars tied up in stuff that hasn’t sold once in 12 months. Still, that is way better than the 30-40 percent I often see in the field. The Top 5 dealers have certainly written their old inventory off, and are probably working hard on physically eliminating it as well. Parts turns look good (Chart 3), and accessories/clothing turns have improved slightly when compared with past numbers. The bottom line is, literally, the bottom line here. Gross profit dollars per employee shows a huge difference between the NN and group number, and the Top 5. Why? Look at the gross profit dollars per vehicle sold, the higher margins they get, the lower employee payroll and the number of turns. It isn’t an accident. These dealers do a better job of implementing the processes and hiring better quality staff. They also provide their staff with ongoing training. I know, because we see their managers in our classes. The formula for success in this department is not complicated; you just have to make the effort to apply it – and do so consistently. t
Steve Jones, GSA senior projects manager, recaps critical measurements used by the leading 20-group dealers. Access to GSA’s Voyager 5 data analysis & comparison system is available for any dealership for a nominal fee. For more information on Voyager, management workshops, dealer 20-groups, on-site consulting or training, send an email to steve@gartsutton.com or visit www.gartsutton.com.
MotorcyclePowersportsNews.com 45
By Colleen Brousil
Web
SAVVY
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How To Optimize Your Online Inventory
H
ello MPN readers! It’s been a year since I’ve had the pleasure of writing for you, and I’ve got to say, I’ve missed you! About a year ago, I made the very difficult decision to leave my role as MPN editor to explore the opportunity to serve as the director of marketing at a Web solutions company in Wisconsin. In that time, I’ve had the opportunity to immerse myself in the world of dealer websites and digital marketing, and I’m thrilled to have the opportunity to share my new knowledge of online best practices that deliver real-world dealer success. This month, I want to talk to you about your major unit inventory. Is every piece of stock that’s on your showroom floor fully represented on your website and third-party sales channels? If not, you’re missing a major opportunity to drive the leads that drive your business. Think about it: according to MIC figures, 69 percent of the average dealer’s sales can be attributed to new and used unit sales. Layer on the fact that according to a 2013 GE Capital Retail study, a whopping 81 percent of shoppers research major purchases including powersports vehicles online before they ever come in-store, and it becomes pretty clear why fully representing your inventory on your website is crucial.
of shoppers didn’t click through on vehicle listings that featured a stock photo instead of the model on the dealer floor.
“price” immediately popped into your head. But as customers begin to browse your inventory, the final price tag isn’t the first thing shoppers are looking for. That same Cobalt study revealed that 100 percent of auto shoppers chose to sort vehicles by color before filtering by any other attribute. I know that car shoppers and powersports shoppers don’t necessarily fit the same mold, but I’d argue that powersports shoppers are even more aesthetically driven than the average mini-van shopper, wouldn’t you agree? That’s where the final stat I’ll pull from that Cobalt research should drive you to immediately grab your smartphone and start snapping inventory photos of every bike on your showroom floor. Seventy percent of shoppers didn’t click through on vehicle listings that featured a stock
70%
of shoppers research major purchases including powersports vehicles online before they ever come in-store.
81%
Looks Matter What information do you think is most important to shoppers? If you’re anything like 63 percent of automotive dealers recently surveyed by Cobalt, the word
photo instead of the actual model on the dealer floor. While your OEM does a way better job photographing the 2015 model year lineup than you ever will, if you want customers to imagine themselves swinging a leg over the bike that’s on your floor, you need to show that exact unit to them, so they can see every detail for themselves and make that critical
46 October 2014 | Motorcycle & Powersports News
decision to fill out a form requesting a quote, a test ride and the ultimate opportunity to buy from your dealership. Details Count Now that you’ve made the right first impression with unique imagery, it’s time to win shoppers over with complete product details. Here are some specifications you won’t want to miss: • Model Year • Manufacturer • Model • New/Used • Condition • Title Info • Speedometer Reading • Color • Engine Type • Engine Displacement • Fuel System Type • Suspension Type • Transmission Type • Wheelbase • Seat Height • Brake Type • Tire Type • Dry Weight Not only will accurately listing each and every unit on your showroom floor help you convert shoppers who are familiar with your dealership, but all of this regularly updated, highly keyword rich content will help deliver new prospects to your virtual showroom directly from search engines.
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of auto shoppers chose to sort vehicles by color before filtering by any other attribute.
100%
Add Video to Boost SEO Value If you want to supercharge your SEO power, embed YouTube videos on your product landing pages. While the idea of shooting product videos for each and every unit may seem daunting, it doesn’t have to be. A product video can be as simple as a slideshow of the pictures that you’ve already taken of the unit. What you do to optimize your YouTube video for search is actually just as important as the video content itself. Title your videos with the model name and year. Take full advantage of the 5,000 character-description by copying and pasting the product details from your website as well as your dealership’s contact information. Don’t forget the tags! Tags are the keywords and phrases people will use to search for your videos, so fill up the tag box with relevant keywords including the model name, your location and more general terms like “new motorcycle” or “used ATV sale.”
that you balance your inventory promotions with other content of value including links to blog posts, dealership event photos and entertaining content you’ve shared from around the Web. Got questions on how you can optimize your online inventory or other online marketing challenges? Send me an email at colleen.brousil@arinet.com, I’d love to hear from you! t
Colleen Brousil is the director of marketing at ARI Network Services. Prior to joining ARI in November of 2013, Brousil served as the editor of Motorcycle & Powersports News. Brousil is dedicated to the mission of helping dealers improve their operations through the implementation of everevolving best practices paired with ARI’s suite of an award-winning data-driven software tools and marketing services that help dealers Sell More Stuff!™ – online and in-store.
Take Advantage of Third-Party Sales Channels and Social Media Now that you’ve got your inventory listings optimized on your website, it’s time to round out your inventory exposure by posting listings on popular third-party sales channels and sharing your inventory listings via social media. The manual process of posting each individual piece of inventory to CycleTrader, Craigslist, eBay and any other third-party sales channels can be incredibly daunting, but if you’re working with an industry website provider, you’ll want to talk to your account rep about what content syndication options are available to you. By taking advantage of feeds, posting your website inventory to third-party sales channels could be as simple as clicking a check box. Finally, don’t forget to share your new inventory on social media. Don’t be afraid to include some self-promotion on your social media channels, just be sure MotorcyclePowersportsNews.com 47
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By Brendan Baker
Opportunity Knocks for Dealers Who Attend SEMA Nov. 4-7 A
little more than 50 years ago, a small group of manufacturers got together to form an association to highlight the suppliers of their fledgling little cottage industry. This was the early days of hot rodding and they were the performance pioneers who got their start after WWII building machines to run on the Bonneville Salt Flats and drag racing around southern California. The little group that organized this association was known as the Speed Equipment Manufacturers Association (SEMA). SEMA eventually became the Specialty Equipment Market Association, embracing within its ranks all businesses in the distribution chain: manufacturers, warehouse distributors, jobbers, independent retailers, volume retailers, specialty stores, sales agents, subcontractors and publishing companies. The membership categories even include racing teams, clubs and special service organizations. The SEMA membership roster has steadily grown over the years and continues its upward climb. Today there are more than 6,382 corporate members. Products supplied
by the industry are in demand not only in the U.S., but also throughout the world. SEMA-member companies contribute to the vitality and strength of a $33 billion-a-year retail industry. For most of its existence, SEMA has more or less been considered an automotive-related show. While this is still mostly true, the association has been trying to establish a foothold in the powersports industry with a dedicated section. In fact, MPN was an exhibitor for the very first year. Babcox Media, the publishers of MPN, have been a longtime member of SEMA and were part of the very first SEMA Show back when it was held under the grandstands at Dodger stadium in 1967 (Side note: my father was there representing Babcox’s Speed & Custom Dealer magazine at the time). The powersports industry has not paid much attention to SEMA since they added an area in 2011, and there are many reasons why that we will not get into here, but the fact remains there are opportunities for dealers and manufacturers if you choose to take part
48 October 2014 | Motorcycle & Powersports News
in supporting its growth. I believe it will eventually come as it takes place during Automotive Industry Week, one of the largest trade-only gatherings in Las Vegas every year. According to SEMA, the number of automotive accessory businesses branching off into the powersports market has increased in recent years. In particular, the UTV market seems to have piqued the interest of SEMA and its members, so much so that they recently released a 62-page report detailing the market and its growth opportunities. “One of the ways companies grow is by expanding into related markets,” said Peter MacGillivray, SEMA VP of events and communications. “Buyers at the SEMA Show have increasingly expressed an interest in powersports products, particularly those already selling trucks and SUV products.” The “UTV Accessorization” report is one of many market research reports that SEMA offers to help members make informed and strategic business decisions. Members may download a copy of the report at no cost. t
49 Silkolene 10/14/14 9:44 AM Page 49
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SEMA Powersports & Utility Vehicles Exhibitors Bug Buster Windscreen . . . . . . . . . . . . . . . . . . . . .37027 ProBoxRocks . . . . . . . . . . . . . . . . . . . . . . .37001, 63112 Torero Industries . . . . . . . . . . . . . . . . . . . .38009, 62221 TrakMotive/SurTrack ATV-UTV CV Axles . . . . . . . .36001 Lazer Star Lights . . . . . . . . . . . . . . . . . . . . . . . . . .37011 Fit-Ear Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .37026 US HPI Inc. . . . . . . . . . . . . . . . . . . . . . . . . .24229, 37006 Inferno USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38033 EZ-POUR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38000 Kolpin Outdoors Inc. . . . . . . . . . . . . . . . . . . . . . . .36033 TITAN LIFTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36011 WetSounds/Rogue 4 . . . . . . . . . . . . . . . . . . . . . . .36017 Ice Bear Powersports . . . . . . . . . . . . . . . . . . . . . . .37031 Vertically Drvien Products . . . . . . . . . . . . . . . . . . .36027 Segway Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36005
50 October 2014 | Motorcycle & Powersports News
SCT Performance/Bully Dog . . . . .21333, 37028, 61140 JRi Shocks . . . . . . . . . . . . . . . . . . . . . . . . .25151, 38034 IMMI/CargoBuckle . . . . . . . . . . . . . . . . . . . . . . . . .37035 BCS International . . . . . . . . . . . . . . . . . . . . . . . . . .38003 Elio Motors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38025 Endeavor Trike Conversion Kit for Motorcycles . . .38029 Tread Lightly! . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38031 Hisun Motors Corp. U.S.A. . . . . . . . . . . . . . . . . . .38019 RapidPro Manufacturing Corp. . . . . . . . . . . . . . . .37004 Tie Boss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38017 STIFFY & Friends . . . . . . . . . . . . . . . . . . . . . . . . . .36003 Doetsch Shocks . . . . . . . . . . . . . . . . . . . . . . . . . . .37005 Max Inc. International Co. Ltd. . . . . . . . . . . . . . . .37003 Fasty Straps North America Inc. . . . . . . . . . . . . . .37000 Polaris RZR XP1K2 . . . . . . . . . . . . . . . . . . . . . . . . .11001
51 SEMA 10/14/14 9:43 AM Page 51
52-53 Service Manager 10/14/14 10:10 AM Page 52
THE
Service
MANAGER
By C.R. Gittere
Time to Wind Up or Down?
Run these 5 reports keep your service department rolling in slow and busy times
A
s we roll into the fall and head squarely toward winter, the season is winding down in some parts of the country, while in other parts it’s about to get really busy. If your dealership is located in the part of the country where things are slowing down then now is a good time to look over how you did during the busy season. If you are getting ready to ramp up for the busy season there are a few reports and checklists that might help your department get through the busier time of year. The first report I like to run at the end of a busy stretch of work is the number of open repair orders in the system. This gives you an idea of what hasn’t been done yet and what needs to get done. It will also tell you if you have some cash left on the table you need to collect. This report will also tell you where all the problem units are and why they are in the shop. Whether you are getting ready to slow down or getting ready to get slammed with work, it’s always a good idea to do a little house keeping and get rid of some units that are a little “long in the tooth.” Second report: Dollars billed from the previous three months from the same three month period the year before will tell you how you did versus last year. Were you up or down or about the same? If your sales were down ask why? Many times it’s as simple as the weather has not been good and people have not been riding. Sometimes it’s a little more complicated like a change in employees and a lack of upselling. Were your sales way up over the same period? This one is always good to look at because there are several reasons why. Maybe the weather was better this year. Was there a local shop that went under? It could also be that maybe you hired someone new and they are overbilling your customers. Overbilling your customers can have a long term negative effect on your business. If your service department is either significantly up or down from the previous year it’s always a good idea to figure out why. Third report: Dollars billed for the next three months from the same three month period the year before. This should tell you where you are going and what to prepare for. I think it’s important to know where you have been, but also where you are going. You should be looking at making sure your staffing levels are adequate and you have the right parts on hand to handle the upcoming service work and upsell opportunities. Fourth report: Unit service history is always fascinating to look at. It will show you the year, makes and models of what you have actually worked on. When I run this report at dealerships for the first time it always surprises them because 52 October 2014 | Motorcycle & Powersports News
they never remember the models they do service work on, but they always seem to remember the models they have trouble with. Unit service history can also be used as a guide for your parts department. Once you run this report and count the number of times you service or repair a specific model then you have a guide for stocking parts for that model. I usually run this report for the previous 12 – 18 months and look at how many times we see a specific model. If you do tons of service work on Yamaha R6s look up the part numbers for consumables and see what other models those parts fit. Most online parts catalogs have a where used section on them. Once you run your top 10 15 vehicles see how many of them have common parts and try stocking a few of them.
“Are you billing enough time for the job? Did you short the time for the tech on the job?” The final report I like to run at the end of a busy stretch is a technician efficiency and productivity report. This details how well a technician performed over the past year. This report can be kind of tricky. Just because your technician is really efficient that might not always be a good thing. If your tech is in the 125 percent plus efficiency range there are a couple of things to look at. Are they doing all the work? Are they taking short cuts on services? Are you overbilling your customers? Or it could be your tech is just really fast and hustles. The same things can be said if your tech is below the 75 percent level. Are you billing enough time for the job? Did you short the time for the tech on the job? Is your tech working on a bike that is not being billed out (i.e., fixing hoses and leaks and not reporting the time)? Is your tech not finishing the job? Running some simple reports and knowing where you were last year and looking ahead to the next year will help you keep your department on track. t
C.R. Gittere and the Service Manager Pro team specialize in service department efficiency, elevating customer service and increasing department profitability. His monthly column focuses on best practices and unique ways to get the most out of your service department. More information about Service Manager Pro can be found at www.servicemanagerpro.com.
52-53 Service Manager 10/14/14 10:10 AM Page 53
MPN Product Spotlight: ATV/UTV
Tires
Vee Rubber Mule 189 Tire Vee Rubber’s Mule 189 tires are designed for those that use their Mule in more technical conditions. The Mule 189 has a heavy-duty, 6-ply construction to resist cuts and abrasions. The tire’s wide self-cleaning pattern clears mud, and its large foot print provides maximum traction. Overall, the Mule 189 gives an exceptional performance in all conditions and improves steering response in slick conditions.
Vee Rubber Mule 400 Tire
For more information: Vee Rubber.co.th/ (662) 719-6644
Vee Rubber’s Mule 400 tires are specifically designed and sized for the Mule. This smooth rolling tire prevents “lawn scars,” and its heavyduty, sidewall construction is great for heavy loads. The long wearing and tighter knob tread pattern provides a smooth ride and grips harder surfaces. The Mule 400 is a perfect all-around “work” tire.
MotorcyclePowersportsNews.com 53
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OEMs Arctic Cat
T
he big news for Arctic Cat is literally that: BIG! Three new Wildcat Sport Side-X-Sides were introduced to the 1,300 dealership types assembled in Las Vegas for the 2015 ATV/UTV national dealer meeting. On the ATV side, an over-sized “Swamp Thing” was also rolled out (actually the MudPro 700 is a mud-specific model that should be popular for the bayous, hence the snorkel and taller tires). The final tally is 15 new 2015 models of ATVs and UTVs rolled out at the dealer meeting, including the all-new XR ATV line; Wildcat Sport side-by-sides; and a thorough redesign of the Prowler XT side-by-side line. “This is the strongest
new product launch for the ATV and ROV markets in our company’s history,” claims Arctic Cat CEO Christopher Twomey. “We are pleased to offer our dealers and consumers an expanding range of exciting options for recreational, sport and utility use. It reflects our focus on maintaining a robust new product pipeline and bringing innovative, quality products to market.” With its 60-inch wide dimensions the new “Sport” is an idea who's time has come, according to Cat. It slots in between the original Wildcat and the Wildcat Trail models, offering customers the widest range of vehicle sizes, trim levels, shock packages and performance,
54 October 2014 | Motorcycle & Powersports News
By Robin Hartfiel
according to Arctic Cat. The new Wildcat Sport’s chassis is 110.5 inches long and 60 inches wide, compared to the Wildcat Trail’s 110.5-in. x 50-in. chassis and the original Wildcat’s 128-in. x 64-in. frame. The Wildcat Sport utilizes a 700cc parallel-twin engine that cranks out 60+ horsepower. Standard features include EFI, 4-valves per cylinder and liquid cooling. “Modern technology brings you more horsepower, less weight, improved efficiency and long-lasting durability,” claims Cat. This next generation engine was designed specifically for the Wildcat Trail and Sport chassis for a better powerto-weight ratio than a heavier V-Twin powerplant would have offered. The
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The MudPro 700 is a mud-specific model that should be popular for the bayous, hence the snorkel and taller tires.
torque and 60+ horsepower are transmitted to the terra firm via a TEAM Rapid Response clutch and electronic selectable 2WD/4WD system, complete with a front differential lock. Both the Trail and Sport take advantage of this powerto-weight ratio which helps give them great acceleration. However, all play and no work is not good, so Arctic Cat added a modicum of practicality to the Sport model, including a 300 lb. payload for the rear cargo bed. The bed itself is large enough to carry a cooler and a “Jerry Can� of gas, while a 2-inch receiver hitch makes it possible to tow a trailer, spreader, etc. The 12-inch steel wheels with 4-ply Carlisle Trail Pro
MotorcyclePowersportsNews.com 55
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OEMs Arctic Cat
This next generation engine was designed specifically for the Wildcat Trail and Sport chassis for a better power-to-weight ratio than a heavier V-Twin powerplant would have offered. tires were designed exclusively for the Wildcat Trail. Available in green, lime or red. The Wildcat Sport Limited features top-of-the-line Elka Stage 5 shocks (with high- and low-speed compression dampening) and electronic power steering (EPS). Aluminum rims sporting Carlisle's Trail Pro 4-ply tires stand out from the crowd, as do the doors. Arctic Cat expanded its range of utility ATVs to include the 500, 550, 550 XT and 550 Limited Edition with EPS (Electric Power Steering). The LED projector beams found on all the new products are very “Audi Sport” looking, according to our man on the inside, MPN’s Eric Anderson. Our “Confessions of a Customer” columnist was on hand to give the Arctic Cat regional managers some tips, tricks and techniques. The company has expanded its line of parts, garments and accessories, to provide a broader array of options for machine customization and performance, which explains why they brought Anderson in to address the troops. As an aftermarket guy at heart, Eric was smitten with the upgraded Speed Rack 2 — a molded plastic and tube combo that is the latest in modular ATV rack systems. Quick. Easy. Diverse… and uniquely Arctic Cat. “In a sea of sameness, it is great to see Arctic Cat swimming upstream and giving its dealers product that fits into niches left by the competition,” says Anderson. Here we thought cats didn't like water? “The cat is out of the bag so to speak,” adds Eric. “The dealers were receptive to the expanded product range for both ATVs and UTVs… now we just need the customers to follow suit!” t
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57 Bendpak 10/14/14 9:43 AM Page 57
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TECH
Tips Cyclepedia Press LLC
Servicing Ball Joints
F
ront A-arms generally use spherical bearing ball and socket joints to connect to the steering knuckles. The steering tie rods connect to the steering shaft and knuckles with ball joints, and they can be used to connect rear A-arms to a stabilizer bar via a tie rod. These ball joints can be damaged and wear out. Often the ball joint must be replaced with its component, but in some cases the joint alone can be replaced with OEM parts or kits from a quality aftermarket specialist. Inspect the movement of the ball joint. It should be able to turn and pivot smoothly, but without looseness or free play.
Grip the pin and attempt to move the ball side-to-side and up and down in the socket, replace the joint if it has play.
Check the ball joint boot for wear or damage and replace any ball joints with damaged boots.
If the knuckle or A-arm ball joint is replaceable it will most likely be held in by a snap ring. Remove the snap ring with snap ring pliers. Replace the snap ring with a new item on assembly.
Check the movement of the ball joint and inspect the boot for damage.
Use a press to replace A-arm or knuckle ball joints.
58 October 2014 | Motorcycle & Powersports News
Remove the snap ring to replace the ball joint.
Replace the tie rod end to fix a faulty steering tie rod ball joint.
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Support the A-arm with a suitable
tool that will allow room for the ball joint to fall out. Press out the ball joint. Clean away all of the old grime and rust from the ball joint bores. Remove any burrs that may inhibit the installation of the new ball joints. Install the new ball joint with a press. Use a suitable tool that will only contact the metal outer lip of the ball joint. Make
sure the ball joint is fully seated and the boot has not been damaged. Secure the joint with a new snap ring.
If a steering tie rod has a damaged ball joint it may be able to be replaced with a new tie rod end. Replace the tie rod as a whole if the rod is bent. Note the position of the ends. Some vehicles have specific instructions for tie rod length and end positioning. Check
Position the ball joints as indicated in the service manual.
the service manual for the specific information for the vehicle. Install the new tie rod end and lock nut onto the rod. Usually the outer tie rod end and lock nut have reverse threads. Set the position and distance between the tie rod ends according to the OEM requirements listed in the service manual.
Install the tie rod to the steering shaft and knuckle. Make sure the ends are positioned correctly so the ball joints are not at severe angles. Assemble the vehicle and inspect the toe in alignment. Adjust the tie rods evenly to maintain correct steering alignment when setting the toe-in. Check with the service manual to see if there are any specifications for the length of the tie rods or the amount of threads that should be showing. If the tie rods are not adjusted according to the OEM specifications the proper toe in may be achieved, but the vehicle will not steer correctly and it could be at risk of breaking a tie rod. t
Cyclepedia Press LLC authors powersports service manuals, a specification database and training modules to help technicians efficiently service ATVs, motorcycles, scooters and side by sides. Each month Cyclepedia examines real life shop scenarios with recommended tech tips for handling the problems encountered. For more information about Cyclepedia manuals and professional products visit www.cyclepedia.com.
60 October 2014 | Motorcycle & Powersports News
28-30,61 Anatomy of a Tire_Layout 1 10/14/14 9:58 AM Page 61
(Inside The Tire Market – Continued from page 30)
Shinko On A Roll
Motorcycle tire construction itself is fairly standardized, divided into three fundamental types: Bias, bias-belted and radial (there is a fourth category if you count the 0-degree technology popularized by Metzeler and now offered by Avon, Continental and Shinko among others). Photos courtesy of WPS.
fine band of rubber conductive enough to enable the vehicle to discharge its static electricity into the ground. This peculiar feature in the tread has no affect whatsoever on the performance of the tread.” The bottom line? Become the tire expert in your market. As useful a tool as
the Internet may be, it can’t bust the bead on a stubborn ATV tire, statically or dynamically balance a touring tire or mount up a set of soft compound slicks for your track day customers. Your dealership should be a tire center… We can think of nearly 3 million reasons why! t
Ever wonder what happened to Yokohama motorcycle tires? Established dealers may remember Yokohama was OEM-spec for a number of the Japanese motorcycles. Believe it or not, they are still around, and still offer OEM levels of performance … just under a new name: Shinko. In 1998 the Shinko Group purchased the motorcycle tire technology and molds from Yokohama Rubber Co., and began production under the Shinko Tire brand name. The Shinko Group actually began as a manufacturer of bicycle tires in Osaka, Japan, back in 1946, explains Shinko brand manager Sam Tanzer. “Ongoing testing in the USA and R&D at Shinko Tire’s factory means a continuous path of exciting tires to meet the need of today’s riders.” That path to market rolls right through Western Power Sports, Shinko’s master importer for the U.S.
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62-63 Classifieds_Oct 10/14/14 10:07 AM Page 62
MarketPlace Find out more about the classified advertisers in this issue online at www.motorcyclepowersportsnews.com/resourcecenter.
62-63 Classifieds_Oct 10/14/14 10:07 AM Page 63
Ad Index www.motorcyclepowersportsnews.com/resourcecenter
ADESA Powersports . . . . . . . . . . . . . .47 All Balls Racing Products . . . . . . . . . .15 Antigravity Batteries . . . . . . . . . . . . . .25
ASA Electronics . . . . . . . . . . . . . . . . . .14 Bendpak . . . . . . . . . . . . . . . . . . . . .38, 57
Cardo Systems Inc. . . . . . . . . . . . . . . .39 CDK Global Recreation, formerly ADP Lightspeed . . . . . . . . .35
Deltran/Battery Tender . . . . . . . . . . . .43
Dominion Enterprises . . . . . . . . . . . . .45 Duro Tire/Wheel . . . . . . . . . . . . . . . . . .32
EMGO International . . . . . . . . . . . . . . .19 Engine Ice . . . . . . . . . . . . . . . . . . . . . . .60
Fuchs Lubricants Silkolene USA . . . .49 Fulmer Helmets . . . . . . . . . . . . . . . . . .26 Gibbs Technologies Inc. . . . . . . . . . . . .12
Helix Racing Products . . . . . . . . . .38, 56 HJC America . . . . . . . . . . . . . . . . . . . . .17 K & L Supply Co. . . . . . . . . . . . . . . . . . .C4 Kuryakyn . . . . . . . . . . . . . . . . . . . . . . . . .9
Lonski and Associates, LLC. . . . . . . . .23
Maxxis International - USA . . . . . . . . .30 MBA Insurance . . . . . . . . . . . . . . . . . . .55
Mercedes-Benz USA . . . . . . . . . . . . . . .3
MTA Distributing . . . . . . . . . . . . . . . . . .31
Namura Technologies . . . . . . . . . . . . .37
CALL
Jennifer Hazen 330-670-1234 ext. 224 jhazen@ babcox.com
RTISE TO ADVE IED SIF IN CLAS ACE L P T E K R MA
National Powersport Auctions . . . . . . .1
Protective Asset Protection . . . . . . . . .7 Red Line Synthetic Oil . . . . . . . . . . . . .21
Rizoma USA . . . . . . . . . . . . . . . . . . . . . .13 SBS Friction . . . . . . . . . . . . . . . . . . . . . .8 Scorpion Sports Inc. . . . . . . . . . . . . . . .24 SEMA . . . . . . . . . . . . . . . . . . . . . . . . . . .51 Service Manager Pro . . . . . . . . . . . . . .56 Star brite . . . . . . . . . . . . . . . . . . . . . . . .41 Sudco International Corp. . . . . . . . . . .29 Sullivans Inc . . . . . . . . . . . . . . . . . .10, 11 Tucker Rocky . . . . . . . . . . . . . . . . . . . . .5 Vega Helmet Corp . . . . . . . . . . . . . . . .C3 VP Racing Fuels Inc . . . . . . . . . . . . . . .C2 Wheels-4 Tots . . . . . . . . . . . . . . . . . . . .61 Wizards Products/RJ Star Inc . . . . . . .27 XY Powersports . . . . . . . . . . . . . . . . . .50 Yamaha Corporation of America . . . .53 Zep Inc./Original Bike Spirits . . . . . . .33 Zerust Products . . . . . . . . . . . . . . . . . .60
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16th Annual Sand Sports Super Show Epicenter of the UTV Industry
G
iven Southern California’s reputation for earthquakes, it is appropriate that the Sand Sports Super Show has come to serve as the epicenter for the UTV industry. The 16th annual event was held September 19-20 and marked the unofficial kick-off for the sand dune season. From an exhibit of historical sand rails from the 1950s and ’60s up through the latest 2015 machines from the OEMs, this show has grown from a small swap meet-style gathering for local duners to becoming the de facto UTV industry trade show. Billed as “the biggest and most exciting dune and dirt expo in the world,” there were several hundred aftermarket exhibitors and dealerships with huge displays filling the historic Orange County Fair facility and spilling out onto the former runway of a WWII airbase. Can-Am certainly shook things up, showing off the new 121-horsepower Maverick X ds! This turbocharged monster captured the attention of the SoCal sand duners and the industry as a whole. Like last year, the Canadian OEM pulled out all the stops for the “Can-Am Experience” exhibit area, highlighting its full range of side-by-sides. Even former MPN cover model, the hot pink Can-Am Maverick piloted by 2x Mint 400 Sportsman winner Lacrecia Buerrier, was on hand. Not to be outdone, Kawasaki had its big rig on hand showcasing the Teryx, supported by a fleet of customized, sandoriented machines and some Team Green UTV race cars. Star power was not limited to the vehicles as Pro Armor announced its “Pro Bilt” custom shop that does everything from minor
64 October 2014 | Motorcycle & Powersports News
cosmetics/bolt-ons to full-blown, race-ready machines like the RZR it built for the king of Supercross, Jeremy McGrath. Speaking of motorcycle guys, X-Games Freestyle MX gold medalist Ronnie Renner showed up to sign autographs and show off his new SDRbuilt Red Bull Polaris RZR. Have you been keeping up with the Kardashians? Olympic gold medalist turned Kardashian sideshow, Bruce Jenner was also on hand… he bought a couple of UTVs from mega dealer Bert’s Mega Mall with the intention of racing them. Jenner was treated to some hot laps on the adjoining Stadium Super Truck course with Robby Gordon. Before you think you can keep up with Jenner, remember he raced a Kawasaki in the very first Super Bikers competition and later had some success in car racing in the IMSA Camel GT series in the 1980s. He won the 1986 12 hours of Sebring in the IMSA GTO class with co-driver Scott Pruett, and finished second in the championship to Pruett that year. “I was a lot more of a badass runner than I was a driver,” jokes Jenner, but he seems pretty serious about a Pro UTV career these days. On a more serious note, the show promoters and a number of key vendors supported the public land access and advocacy group, American Sand Association, raffling off a full tilt Patton PreRunners sand rail and an Arctic Cat Wildcat. ASA is upping the ante for 2015 as Polaris, the RideNow family of dealerships and DragonFire teamed up to unveil the trick RZR XP4 1000 that will be the prize for next year's raffle. If you are a dealer, aftermarket outfit or OEM specializing in the UTV market, it is not too early to start thinking about the 17th Annual SSSS set for September 18-20, 2015. It should be rocking and rolling as it builds on the success of this year’s show. Visit www.sandsportssupershow.com for exhibitor details. t
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