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06.2013

June 2013 VOL. 39 NO. 6

MotorcyclePowersportsNews.com

Volume 39 Number 6 MotorcyclePowersportsNews.com

EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com Associate Editor – Gina Kuzmick gkuzmick@babcox.com Assistant Editor – Matthew Bemer mbemer@babcox.com Senior Editor – Brendan Baker bbaker@babcox.com

Lean & Mean The New Wave of Custom Motorcycles

Columnists & Contributors

By Lee Klancher

Ricky Beggs Heather Blessington Cyclepedia Press Steve Dodds II C.R. Gittere Steve Jones Lee Klancher Mark Rodgers Margie Siegal

Dealership Operations Goodbye Sweetheart

ART Sr. Graphic Designer – Tammy House thouse@babcox.com

8

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The Road Ahead by Colleen Brousil

ADP Lightspeed

14

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Inventory Report

Capitalize on Business Opportunities

16

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Official Publisher of the AIMExpo Show Daily, Directory and Souvenir Program

Best Operators Club by Steve Jones

Oversupply of ATVs Causes Unusual Drop, Other Segments Up

18

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Black Book Market Watch by Ricky Beggs

On Board Diagnostics

20

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Tech Tips by Cyclepedia Press

Negotiating a Good Deal

22

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Peak Dealership Performance by Mark Rodgers

Mobile Security Reality Check

24

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Web Savvy by Heather Blessington

Swing at the Conversion Every Time, Part Three

26

Product Focus

28

Essentials: Batteries

............

Finance & Insurance by Steve Dodds II

Summer Service Sales Strategies

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High Tech Lithium-Iron Phosphate Batteries and Lead Batteries ......... 38

The Service Manager by C.R. Gittere

HydroDrags Primed For Summer/ Fall, Inks New Sponsors

30

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PWC Update

An Old Fashioned, Down-Home Dealership Destination Dealership by Margie Siegal

6 June 2013 | Motorcycle & Powersports News

32

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Essentials: Modular Helmets Transformative Protective Headwear ..................................................... 42

Essentials: Exhaust Power Through Seasonal Adventures .................................................... 46

THE

Road AHEAD

By Colleen Brousil ADVERTISING SALES Publisher - Greg Cira

Associate Publisher Sean Donohue

gcira@babcox.com (330) 670-1234 ext. 203

sdonohue@babcox.com (330) 670-1234 ext. 206

Display Advertising Sales Roberto Almenar Tom Staab

Say Goodbye, Sweetheart

Bobbie Adams Doug Basford David Benson Dean Martin

T

he number of women in our industry continues to grow — more and more of us are entering the sport as riders, dealership owners and employees, and as influencers at OEMs and aftermarket companies. While I’m thrilled to see those numbers growing, the fact remains that being a woman in our industry still comes with its set of challenges — whether on the showroom floor or in the boardroom, nothing is more frustrating as a woman in our industry than to not be seen as an equal to male peers. Calling me “sweetheart” or “honey” is pretty much the fastest way to ensure I’ll never do business with you. Over the years, I’ve learned to diplomatically deal with uncomfortable and suggestive conversations — I laugh along, throw out a sarcastic comeback, roll my eyes and sigh that this is still the state of our male-dominated industry. I am by no means saying that this boyish behavior is the rule — I’ve encounted countless gentlemen in our industry and am proud to call so many of you my friends. But it only takes a few bad apples to perpetuate this kind of stereotype and drive smart, ambitous women towards other recreational pursuits and other career paths. As one in six powersports shoppers is a woman, you’d better do your best to always treat women with the same respect and courtesy as you do your male customers. I challenge you to examine your dealership team to ensure that you’re encouraging and inviting not only women riders, but the growing number of women who are making their careers in our marketplace. If you’re looking to call someone “sweetheart,” try Match.com. t

Jim Merle Glenn Warner John Zick Don Hemming

ralmenar@babcox.com (330) 670-1234, ext. 233 tstaab@babcox.com (330) 670-1234, ext. 224 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 (949) 756-8835 dhemming@babcox.com (330) 670-1234, ext. 286

ADVERTISING SERVICES Advertising Services Valli Pantuso

vpantuso@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

AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 18004 Skypark Circle, Suite 260, Irvine, CA 92614 (949) 756-8835 Fax (949) 756-8836 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2013, Babcox Media, Inc. 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 nonqualified 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.

8 June 2013 | Motorcycle & Powersports News

Inside the Industry > Steve Johnson Named MIC Aftermarket Chair Motorcycle Industry Council board member Steve Johnson has been appointed MIC aftermarket chair. In his new role, Johnson takes over for former chair Frank Esposito, who is stepping down after serving in this position since 2004. Esposito, who also sits on the MIC board, will continue to be an active member of the aftermarket committee. “I am pleased to have the opportunity to lead the aftermarket committee for the MIC,” said Johnson, president and COO of Tucker Rocky Distributing. “Our industry has survived the greatest recession in our lifetime. We are seeing signs of an economic turnaround, and it is critical that all constituents in the powersports industry find ways to capitalize on this recovery. There are many pressures on our industry — from land closure to unfavorable laws from both the state and federal level — that will have negative consequences. MIC has recently cre-

ated the opportunity for powersports dealers to become MIC members. It is important that all interested parties come together with a stronger, united voice to make sure the powersports industry is represented. The aftermarket committee will continue to play a key role in initiating and supporting these efforts. “I want to thank Frank Esposito for his leadership of the aftermarket committee,” continued Johnson. “Frank has always been a passionate, creative and articulate voice in the aftermarket committee. I also want to thank MIC President Tim Buche for his outstanding leadership of the MIC.” Added Esposito, president of Kendon Industries Inc., “I am very grateful to everyone who supported me during my time as chair of the MIC’s aftermarket committee. I’m pleased with and proud of the accomplishments and diligence shown by the committee and the membership task force over the last 10 years. But change is healthy; it keeps us fresh and challenges the status quo. Now

10 June 2013 | Motorcycle & Powersports News

is the right time for change, and so the time has come to rotate from the chair. I believe that Steve is the ideal next candidate. His industry experience and commitment to the aftermarket will prove invaluable as he takes over as chair. I look forward to working with him in this new capacity and also to continuing to serve as an active member of the committee.” t

> Mark Blackwell to Be Named AMA Motorcycle Hall of Fame Legend Six-time AMA championship race team manager Mark Blackwell will be recognized as an AMA Motorcycle Hall of Fame Legend on Friday, Oct. 18 in Las Vegas, Nev. Blackwell, an AMA Motorcycle Hall of Famer inducted in 2000, will be honored alongside the class of 2013 as part of the AMA Legends Weekend, hosted by the American Motorcyclist Association, on Oct. 18-19, at the Green Valley Ranch Resort, Spa and Casino. “Not only did Mark Blackwell rise to the top to become the 1971 American 500cc

motocross champion, but he also raced internationally at a time when the Europeans dominated the sport,” said Jeffrey V. Heininger, chairman of the American Motorcycle Heritage Foundation, which oversees the Hall of Fame. “His grit, a win in Switzerland, and a podium finish in Germany earned him fans worldwide. “In addition, Blackwell is probably best known for his major contributions to American motorcycling through his work at Husqvarna, Suzuki and Victory,” he continued. “He helped return Husqvarna to profitability in the United States, helped turn the motorcycle and ATV division around at Suzuki, and served as general manager of Polaris Industries’ fledgling Victory Motorcycle business during a critical growth period.” AMA Motorcycle Hall of Fame Legends are existing members of the Hall of Fame whose lifetime accomplishments are spotlighted as part of the annual induction ceremony of new Hall of Famers. Blackwell joins Torsten Hallman, who was also inducted into the Hall of Fame in 2000, as a 2013 AMA Motorcycle Hall of Fame Legend. Hallman was instrumental in introducing the sport of motocross to America and founded the Thor brand. Blackwell was born in Southern California in 1953. By the late 1960s, motocross was about to arrive in America and Blackwell would become one of this country’s earliest stars. Blackwell rode Yamahas, then CZs. In 1970, he earned a ride with Swedish maker Husqvarna at the age of 17. He won the American 500cc motocross champion in 1971 and started off the 1972 season with a win at the Daytona motocross. He then went to race in Europe, where he suffered a serious eye injury at the final Grand Prix of the 1972 season. After his racing career, Blackwell taught at a popular motocross training school for Suzuki, managed the Suzuki Race Team to six AMA championships, did product development for a number of MX-related companies, and then went on to work in management for Suzuki, Husqvarna and Victory. “This is an incredible honor for me, for which I am very grateful,” said Blackwell. “To be recognized alongside the iconic Torsten Hallman makes it even more special. Torsten was the first European motocross racer I ever saw as the sport was

coming to America, and his professionalism, education and business accomplishments had a huge impact on the sport, as well as my life and career.” t

Motorcycle Industry Council Adds Two Members to Dealer Advisory Council The Motorcycle Industry Council (MIC) has welcomed the first two members of its new Dealer Advisory Council.

Bob Althoff

Sandy Stroope

Bob Althoff, owner of A.D. Farrow Co. in Columbus, Ohio, and Sandy Stroope, owner of Boat World Honda Polaris in Harrison, Ark., are the inaugural members of what will be an eight-member council. “The MIC’s new Dealer Advisory Council is an integral part of the support system that we are providing to our members,” said MIC president and CEO Tim Buche. “Both Bob Althoff and Sandy Stroope have dedicated their lives and careers to the powersports industry. The value of the Dealer Advisory Council is in listening, discussing, discerning and acting on key issues that manufacturers, dealers and retailers alike can focus on to improve the rider experience. We believe a solid Dealer Advisory Council with members like Bob and Sandy will create better understanding between members and help us all improve.” The Dealer Advisory Council is intended to represent the needs and interests of these new dealer members. The council will advise the board and aftermarket committee, while the board will direct dealer/retailer dues revenue to market expansion, training and education, public policy and government relations activities. “It’s an honor to be asked to join the MIC’s Dealer Advisory Council,” said Althoff. “I was one of 25 dealers from 18 states to initially join the MIC, and I’m proud to be one of the first two members to serve on the advisory council. I believe that it’s crucial for powersports dealers to come MotorcyclePowersportsNews.com 11

Inside the Industry together and help support the MIC as they help support our industry as a whole. I look forward to being a contributing member of this united group and to assisting the new dealer members as they join our growing numbers.” As owner of A.D. Farrow Co., Althoff runs the oldest Harley-Davidson dealership in the U.S., which recently celebrated its 100-year anniversary. Stroope is the owner and operator of Boat World Honda Polaris in Harrison, Ark., a multi-line dealership with a decidedly offroad clientele. He is also chairman of the Arkansas Motor Vehicle Commission and president of the Arkansas Motorcycle Dealer Association. “I’m extremely proud to serve on the new MIC Dealer Advisory Council,” said Stroope. “As a dealer, I’ve always felt it’s important to be active in your local community. As new members of the MIC, we as dealers now have the opportunity to participate in, and help develop, the larger powersports community that we all have in common. I’m excited about the potential of

this advisory committee, and I’m looking forward to working with the MIC and with dealers nationwide to help promote our sport.” t

Suzuki Motor of America Inc. Announces New President Suzuki Motor of America Inc. announces the appointment of former executive vice president Toru Muraki to president. Also as part of the restructuring, Takuya Sato is named executive vice president overseeing the company’s marine operations. “Toru Muraki’s global motorcycle experience further positions Suzuki Motor of America Inc. to succeed,” said Tak Iwatsuki, Suzuki Motor of America Inc.’s chairman. “New product introductions, strong dealer support and care for the customer will remain our focus. Our leadership group is well-qualified to help us reach our goals.” Added Muraki, “I am eager to continue Suzuki Motor of America’s steadfast commitment to the powersports industry.” An avid motorcyclist, Muraki joined Suzuki’s U.S. powersports business in 2010 to lead the

12 June 2013 | Motorcycle & Powersports News

Toru Muraki

Takuya Sato

motorcycle/ATV marketing efforts. But his love for America began much earlier, during his first visit in 1987, when he visited much of the West Coast. Tak was also pleased to announce the appointment of marine industry expert Takuya Sato. Overseeing Suzuki’s marine operations in the U.S., Sato brings a background in engineering that will assist the company’s already well-received outboard motors. “The U.S. marine market is unique in the world,” said Sato, “and I will help Suzuki continue to deliver industry-leading outboard technology to consumers interested in owning the best.” SMAI and its management team would like to thank outgoing president Seiichi Maruyama for his great leadership and wish him best of luck as he returns to SMC to take on new role within the company’s European automotive business operations. t

ADP Lightspeed Dealer Management Solutions are 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 1,600 Lightspeed Powersports dealers automatically transmit their information to a collective database held at the ADP Lightspeed offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research. This helps you know how your 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. ADP Lightspeed stands ready to work with all parties and 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.

Powersports Dealer New Units in Stock

May 2013 1,633 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2012 Model Year

2013 Model Year

10% 15% 75% ATV 4% 11% 85% Utility Vehicle 12% 23% 65% Off-Road Motorcycle 11% 25% 64% On-Road Motorcycle 11% 22% 67% Snowmobile 18% 18% 64%

www.adplightspeed.com

Scooter

14 June 2013 | Motorcycle & Powersports News

2012 Model Year

BEST

Operators CLUB

By Steve Jones

Capitalize on Business Opportunities

W

e’ll be comparing April data from a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers for this group in each category. Well, the total store sales figures are looking better than last month — at least for this group and for the Top 5 dealers. The NN dipped slightly. The Top 5 numbers can be a bit misleading when comparing year-over-year, since it could be a different set of dealers each year. What you can take away is that at least five dealers in this group made significant improvements in their sales over 2012. Total store gross profit margin is up across the board, and that is a good thing. Even so, the group is a bit off the pace for the target of 25 percent gross profit. The percentage of change numbers are interesting: the Top 5 continue to lead the way when it comes to getting more folks in their stores and capturing their information. F&I gross profit is up nicely from last year. One of the best ways to increase profits is to control overhead. Is your personnel expense as a percentage of department gross profit in the 20 percent range like the NN? If not, it could be a matter of selling more rather than reducing their compensation. Assuming you have the right person with the right aptitude and attitude, training may be the answer. OK, here are the key numbers to watch: per vehicle sold and per vehicle financed. You should be getting more than $400 in gross profit for every unit you sell and more than $800 for every one financed. This really drives home the necessity of having a business manager (F&I person) who knows how to convert

CHART 1 GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

2.3 mil.

3.6 mil.

2.8 mil.

2.4%

24.6%

-3.7%

Total Store Gross Profit Margin

23.2%

26.2%

25.3%

Gross Profit Margin Percent for Prior Year

20.8%

25.9%

23.7%

Total Store Stats Total Store Sales Year To Date Total Store Sales Percent of Change from Prior Year

Contribution to Total Store Gross Profit: Finance Dept.

12.2%

16.3%

14.3%

Logged Working Contacts: Change from Prior Year

-5.50%

23.80%

-1.50%

Financed Deals: Percent of Change from Prior Year

3.00%

41.20%

-5.80%

Door Swings: Percent of Change from Prior Year

-8.5%

21.8%

-8.0%

$35,566

$47,653

$40,986

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

5.7%

49.5%

4.0%

Gross Profit per Employee Year to Date

CHART 2

Part 1 Finance & Insurance Dept. Stats for April 2013 – part 1 Finance Gross Profit Change from Prior Year

30.4%

18.6%

20.2%

Gross Profit Per Vehicle Sold

$256

$398

$413

Gross Profit Per Vehicle Financed

$684

$1,012

$793

Average Number of Customer-Facing Staff YTD

0.98

1.23

1.21

$65,275

$94,983

$80,276

GROUP NORM

TOP 5 DEALERS

Finance Penetration

55.2%

69.0%

Service Contract Penetration

Personnel Expense as a Percent of Dept. Gross Profit

Gross Profit per Employee / F&I Dept

CHART 3

Part 2 Finance & Insurance Dept. Stats for April 2013 – part 2

NATIONAL NORM

53.6%

32.0%

46.7%

30.5%

Prepaid Maintenance Penetration

6.8%

20.5%

12.2%

Physical Damage Ins Penetration

0.9%

3.0%

0.1%

Security System Penetration

0.2%

0.6%

1.1%

13.3%

32.0%

16.1%

Financed with Credit Life

0.9%

3.0%

0.6%

Financed with Credit Disability

0.6%

1.9%

0.0%

Financed with GAP

16 June 2013 | Motorcycle & Powersports News

bank, credit union and cash buyers to dealership financing. It also reinforces the importance of having the sources necessary to get them financed. Part of your F&I person’s job is to become (and remain) friends with lots of finance sources. Check the return on investment for your F&I staff by comparing your gross profit per employee through April with these figures. If you’re not getting the “bang for the buck,” consider sending your producer to a good-quality F&I class. I’m not always a fan of the “free” offerings from the F&I product suppliers. Some are good, but many spend a lot of time pushing their offerings during their training (surprise). That said, I appreciate that they do offer it. Some training is better than none. GSA offers F&I training — see our website for details. Part two shows the status of the primary product offerings. Financing is the key to getting high gross profit in F&I. The Top 5 dealers are financing almost

70 percent of what they sell. That is one of the reasons why they are approaching $100,000 in gross profit per employee through April. Another reason is that they sell every F&I product that they possibly can. They want to be a one-stop-shop for their customers. Many of you don’t bother with insurance. Some of you could add it fairly easily, and some need to apply and test for a state insurance license to sell these products. If you look at the numbers, you will see that around 8 percent of the Top 5 dealer-financed purchases included insurance products. This equals more gross profit. Service contracts are still a viable product in spite of many OE “freebies.” Pre-paid maintenance (we prefer the term “priority maintenance”) is coming back. Remember, the purpose for this product is to get them to use it — to come back to your store. If you execute the program internally, you need to reserve enough to cover what you have

out. There are some good external offerings you can use as well, without the need to reserve funds. GAP has continued to grow, and it has become a real contributor to gross profit for this department. Learn about it, believe in it and offer it. Many people can benefit from this product. t

Steve Jones, GSA senior projects manager, outlines dealerships’ best business practices to boost margins, increase profitability and retain employees. His monthly column recaps critical measurements used by the leading 20-group dealers. Access to the new Voyager 5 data reporting and analysis system is available to any dealership for nominal fee. For more information on GSA’s management workshops, data reporting system, dealer 20-groups, on-site consulting or training, send Steve an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 17

Black Book MarketWatch

By Ricky Beggs

Oversupply of ATVs Causes Unusual Drop, Other Segments Up

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

P

rices continue to inch upwards again this month. The surprising part is that the increases are by much smaller amounts than we have historically seen for this time of year. All of the bike segments are up by less than 1 percent. Cruisers and off-road bikes are up by .9 percent, on/off-road bikes are up by .8 percent, scooters are up by .7 percent, and street bikes are up .5 percent. The domestic V-Twin cruisers are up a touch more at a little more than 1 percent.

Average Used Values

April to May Used Unit Value Change ATV Cruiser Jet Boat Off-Road On/Off-Road Scooter Snowmobile Street Utility Watercraft

April $3,609 $8,802 $18,045 $2,556 $5,029 $1,973 $4,255 $7,210 $7,078 $5,485

May $3,561 $8,880 $18,232 $2,578 $5,067 $1,988 $4,109 $7,243 $7,117 $5,541

18 June 2013 | Motorcycle & Powersports News

Percent Change -1.40% 0.90% 1.00% 0.90% 0.80% 0.70% -3.40% 0.50% 0.50% 1.00%

Snowmobile

Street

Utility

Watercraft

Just like last month, the only vehicles showing odd pricing behavior are once again the ATVs. They are down 1.4 percent this month, and combined with last month’s drop of -3.5 percent, these units are down almost -5 percent from two months ago. This segment generally fares better in late summer and the fall market. Snowmobiles are also down once again, though the amount is not quite as large as last month’s -6.5 percent drop. The segment average is down -3.4 percent, and auction volume is quite low this time of year. Nothing unusual here as most sleds will simply be stored until next winter as activity in this segment dries up during the summer months. Personal watercraft and jet boats are surprisingly not up this month, but mirroring the motorcycle segments, the increases are rather small. The segment average is up by 1 percent, but the older models are up a little more at around 2 percent. These older units, which have lower prices to begin with, show higher percentage changes, but the actual dollar amounts involved are relatively small, leaving the overall segment change at an even 1 percent. t

TECH

Tips

Cyclepedia Press LLC

On Board Diagnostics

T

he carburetor is dead. The death of the lowly fuel mixer is not to be lamented. Computerized ignition and fuel injection systems have revolutionized all our four-wheeled transportation, and soon even the simplest, bottom line ATVs will be all computer controlled, and that’s a good thing. Savings in fuel consumption, cleaner running engines — none of the advantages can be disputed. Are they more complicated than a simple carburetor? Sure they are. However, as technology spreads across the powersports world, systems for dealing with that technology evolve, advance and become more accessible. The greatest boon of a computerized fuel system is the ability to plug in a simple code reader and have the same computer that

As motorcycle and ATV fuel systems evolve, maintaining proper fuel pressure has evolved beyond turning a few screws. Tools like this OTC Fuel Injection Service Kit are critical to your service department. The OTC Fuel Injection Service Kit includes adapters, hoses and fittings to test most fuel injection systems. Dual scales read 0 – 100 PSI and 0 – 700 kPa, determining pressure to quickly diagnose fuel system problems. Learn more at www.otctools.com.

20 June 2013 | Motorcycle & Powersports News

controls the engine tell you what’s wrong with it. A code reader will display the “P code” associated with the error, and the better readers will even contain diagnostic information built right into the reader, making inspection and troubleshooting nearly effortless. In addition to cooperating with code readers, many of the machines now equipped with fuel injection systems offer a simple “user mode” code notification system that will alert the vehicle owner to the presence of a problem and spell out what that problem may be. Most systems flash the fuel injection warning light a number of times to indicate a listed code. This can confuse users unless they carefully follow the manufacturer’s instructions in deciphering a blink-code. For example, two flashes of the warning light on a Kymco scooter may be indicating a crankshaft position sensor malfunction. This is not a “2”code, but rather a “P0335” code on the Kymco factory code reader. That little bit of knowledge, though, along with a good workshop manual, will allow the mechanic to quickly zero in on the problem at hand. Some of the newest machines can go a step or two beyond a simple code display. One of our latest repair manual projects was a Yamaha WR250R. This little single cylinder four-stroke will display Pcodes right on the clock display on the multi-function speedometer head, but then it goes a step or two further. Using a series of button presses, the operator can put the Yamaha ECU into a special diagnostic mode that can perform two different functions. The first function of the special diagnostic mode will fetch and display the actual data being read by the sensor in question. For example, the operator can select the coolant temperature sensor and then read on the display the actual temperature being acquired and sent to the ECU. If the engine is warmed up and the temperature sensor is indicating a cool engine, the faulty sensor

is easy to diagnose. Secondly, a third database of code numbers within the ECU accesses an actuator operation table. When the operator selects an item in this table, such as the fuel injector (code 36), and then turns the engine stop switch to the “ON” position, the ECU will activate the item for a specific operation. In the case of the fuel injector, the ECU will fire the injector five times per second, allowing the mechanic to listen for the expected five rapid clicks. No clicking from the fuel injector would be a dead giveaway of a failed injector system. All this functionality is built into a typical dual sport bike’s speedometer head! A customer may complain that fuel injection is too complicated, and long for the simple days of carbureted machines, but the effec-

s

tiveness and fuel efficiency of fuel injection makes it the much more desirable fuel handling system, now and in the future. Combine its functionality with the ability to diagnose and broadcast its own faults, and your FI system is a clear winner. 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.

MotorcyclePowersportsNews.com 21

PEAK

Dealership PERFORMANCE

By Mark Rodgers

Negotiating a Good Deal

W

ithout a plan to negotiate price during a motorcycle purchase, you’ve as much chance of success as Kim Kardashian does of passing the bar exam — which is to say, none. “What’s your best price?” “Is this the best you can do?” “The other guy has it for less, what will you do for me?” You know you’re going to hear these questions, so here’s a radical idea. You should have a well thought-out, executable plan, like adding the fuel/air mixture to the combustion chamber before the bang. Let’s talk about first things, first.

Price/Value Continuum Totally Price Driven

Totally Value Drive

and hidden fees in the finance office. This is the practice that earned underhanded car salespeople their No. 1 ranking on Gallop’s Least Ethical Professions list for so many years. Customers are familiar with this practice, and so are the Financial Consumer Protection Bureau and the Federal Trade Commission. Keep in mind the phrase “the front end is forever.” Dealers who play the Russian roulette game described above sometimes see their profits go down the drain. Refinancing and product cancellations can result in knee buckling chargebacks. The profit you earn on the front end is yours after the deal is transacted and is not subject to chargebacks — hence the wisdom of the phrase, “the front end is forever.” Successful Thinking

Understand What Really Constitutes a “Good Deal”

Negotiating Myth Number Three: Lose It on the Front, Whack It on the Back This is the idea that you should give away whatever you have to on the price of the bike and make it up in exorbitant product prices 22 June 2013 | Motorcycle & Powersports News

Mark’s Reciprocity Guide -

+

Experience

+

Negotiating Myth Number Two: Mark It Up To Take It Down Artificially inflating price is the essence of negotiating in bad faith. No one believes this anymore; it’s right up there with, “I’ve just left a sales meeting, and my manager says we need vehicles like yours on trade.” Great customer relationships — the ones that span years and multiple bike purchases — are built on trust. Trust is the honest to goodness belief that the other person has the customer’s best interests at heart. Taking them up to take them down is a terrible way to start.

A good deal is when the other person feels well taken care of, and you feel well compensated. If either of those sides is out of balance, you will not build long-term customers. This notion found support recently in an article in USA Today. Jared Rowe, president of Kelley Blue Book, which operates KBB.com, says, “Overwhelmingly, our research shows that consumers ultimately don’t want the best price.” Larry Dominique, VP at TrueCar.com, echoes those sentiments. “We have data to support exactly what he said. We do post-purchase surveys of 100 percent of our consumers, and the ones who paid the least for their cars are the most dissatisfied with their cars; the ones who paid average or above average are actually the more satisfied.” Customers want a good deal but value being treated well, and that often has very little to do with price.

Wrathful

Magic

Disposable

Martyr

Price

Negotiating Myth Number One: It’s All About the Dollars At one end of the consumer spectrum, price is the dominant driving purchasing force. You know these people — they relish in the hunt for the lowest price like a day trader looking for the next Google. And it doesn’t matter how many times you explain or what sort of logic you use, they will still drive 150 miles to save $75. At the other end of the spectrum, there are customers who will pay a premium price to receive premium service. They want to be taken care of; they love the red carpet and the VIP backstage experience. Thankfully, most customers fall somewhere between these two extremes. Far too many sales people go into the exchange thinking that all customers are the same, and it’s just about the money. It isn’t, and they shouldn’t think that way.

-

Sales Process In and Out

Prospects

Your Sales Precess If your price is high and your experience is not so great, customers will become wrathful, meaning they will seek revenge and tell the world about it. If your price is low and the experience you provide is not so great, your customers’ relationship with you will be disposable. They will have no loyalty to you. If you provide an exceptional experience, but try to do so at rock bottom prices, you will be a martyr. George Aide said, “Don’t feel bad for martyrs; they love the work.” However, they aren’t around very long! The quadrant you should seek — I believe — is premium price and premium experience. This is where the magic happens. You take care of customers, are compensated fairly and provide a great reciprocal relationship between you and your customers that lasts for years.

other person can pick up your vibes. They’re called micro-expressions, which give away your mental state. Your pupils do weird things, you have funky facial expressions, and the crazy thing is that the only way to control Referrals them is to control your thoughts … so be confident. We had a contractor bidding on some concrete work in our basement. “So is that the best you can do?” I said in my pontificating Homer Simpson voice. He replied succinctly, “Yep.” I probed further, “So there’s no room to negotiate price?” Silence was his reply. “But don’t you want the work?” I prompted. In an almost John Wayne-like drawl he said, “Won’t get rich with it; won’t go broke without it.” We gave him the job. Success in the art of negotiation is not to let the other guy think he’s got all the cards. He doesn’t.

Stupid Is As Stupid Does I once heard a dealer growl, “I’ll give my inventory away before I let my competitor across town get the sale.” That has got to be one of the dumbest things I’ve ever heard in my life. This won’t get you great customers. This won’t help you build your business (unless you’re “gaming” some allocation system, and even then it’s a questionable strategy). This won’t enable you to attract talented employees. This won’t enable you to contribute to your community. Stay tuned because next month, we’re going to give you rock solid approaches that will give you the skills to be a smarter negotiator. t

An award-winning author, top-rated trainer and founder of Peak Dealership Performance, Mark Rodgers holds a master’s degree in adult education and the National Speakers Association Certified Speaking Professional designation — only 500 people in the world have this coveted recognition. Contact Mark@peakdealershipperformance.com to improve your performance.

You Have To Be Willing to Walk! Everyone says they understand this, but too few have the courage to actually let the customer walk. What gives you the courage to do this? Outstanding prospecting and referral work. You want to have so much new stuff going on that you don’t have to be held hostage. You can’t afford to do business with the customer who grinds you on price. And I don’t mean financially. I mean mentally. This person is now going to grind you forever. Why? You taught him to. I don’t want all the business. I want the best business. A poor prospect rarely transforms into a great customer. Put your energy into great prospecting and referral efforts, and your price negotiation pressure will be significantly reduced.

Don’t Be Desperate This is really an offshoot of above, but whether you’re negotiating on your house, a boat or the sale of a motorcycle, the MotorcyclePowersportsNews.com 23

WebSAVVY T

hink about the business information contained on your smartphone. If you’re like me, you store email communications with private information on your phone. Those conversations include facts about business strategy, sales pipelines and other confidential financial information. On top of that, your mobile device is where you store business passwords for everything from the dealership CRM to your website. It’s time to take a serious look at your mobile security starting with the simple lock feature on your smartphone. Studies show only about 30 percent of us even bother to lock our phones. How about you? This one protective measure can save you from a bundle of problems and concerns if your phone was ever stolen or lost. Once you set your password or pattern swipe, there’s no need to share it

By Heather Blessington

Mobile Security Reality Check Is Your Phone Secure?

with anyone beyond your immediate family if you care to do so. Treat this security information as you do your pin number on your credit card. Be aware of others watching you as you enter your password or perform your pattern swipe, so you don’t fall victim to theft. Find My Phone! One of the biggest mobile security risks is losing your phone, and if it’s happened to you, you know the panic that sets in when you realize all that is gone with the device. The thought of all your data floating out there in the hands of another person is truly frightening, so consider these facts as motivation to secure your phone; according to The New York Times,

half of all robberies in San Francisco and 42 percent of all robberies in Washington, D.C., are related to smartphone theft. Further, there’s nothing the police can do for you besides log your device as stolen in the national database (the reality is that most phones end up overseas on the black market well out of the reach of U.S. government tracking efforts). Apple provides some assistance in locating lost or stolen phones with its free software called Find My iPhone, which can find a missing iPhone or remotely erase its data. But the service does not work once the phone is turned off or disconnected from the Internet. To locate an iPhone, an Apple customer can log on to iCloud.com and see a map of its approximate location. The user can then hit a button to erase its information. If you’re an Android user, get yourself set up with Lookout’s mobile solution. In the event your phone is lost or stolen, you can head to their website and attempt to track it down. First, the app will sound an alarm to help you pinpoint its location in case you misplaced it (or shock the heck out of your phone thief). If someone tries and fails to guess your password lock on your device, the app will snap a photo of the perpetrator and send you an email with their image and location. The Lookout website will also attempt to find your device’s last known location, sending out an email alert called “the signal flare” when your battery becomes critically low, allowing you a better chance of tracking it down. Mobile Antivirus Solutions The next area of concern for smartphone

24 June 2013 | Motorcycle & Powersports News

owners are viruses that seek to steal your identity and, along with it, your business assets. Anti-virus companies are notorious for publishing ominous-sounding reports attempting to scare mobile phone owners into purchasing their products. Many of these concerns are blown way out of proportion, but hackers are honing in on the mobile marketplace, so it’s time to take notice to protect your mobile assets. “If you follow simple precautions such as sticking to the Google Play Store, not downloading things from suspicious sites, and not clicking on suspicious links in emails you weren’t expecting, then you’re pretty safe,” says Marc Rogers, the principal security analyst at Lookout. “Google has a very effective app vetting process in place.” And for iPhone owners: Apple’s app approval process is even more stringent, so you are relatively safe — however, the mobile security environment is swiftly changing, so this is an area to keep an eye on in 2013. Hackers on the Horizon Unfortunately, there has been an increase in targeted malware that can skirt past the security precautions Google, Apple and other platform providers have in place to protect mobile users. Malicious websites, third-party app stores offering free versions of popular paid apps and phishing emails containing bogus links are a few examples of how targeted malware can end up on your mobile device. Here’s what you need to do: if you’re walking around with an iPhone in your pocket, check the phone’s built-in security features. They are better than anything that can currently be found or purchased in the app store. If you’re an Android user, you can keep your phone secure using one of the free Android security apps available. Consider offerings from Lookout, AVG or Avast — all companies with stellar reputations in mobile security. Lookout Mobile Security has proven to be a favorite amongst Android antivirus offerings since their free app will scan files you’ve downloaded and apps you’ve installed to check for malware and viruses. Lookout’s premium offerings will only set you back $3 a month, and they include the ability to lock your phone and wipe its data remotely, or even transfer data like photos, contacts and call history to a new device. You’ll also gain access to Privacy Advisor, which serves up a concise list of the information that installed apps can access. Downloading the app gets you a free two-week trial of the premium offerings, which should leave you with plenty of time to decide if the upgrade is right for you. Take time now to secure your smartphone with these simple steps so you can continue to utilize your features and functionality with the peace of mind that comes with knowing your business data is safe and secure. t

Award-winning blogger and CEO of Duo Web Solutions, Heather Blessington is a nationally-renowned speaker on social media marketing and a digital marketing veteran. Her company provides MPN monthly columns focused on best practices in Web marketing for powersports dealers. MotorcyclePowersportsNews.com 25

&

Finance Insurance

By Steve Dodds II

Swing at the Conversion Every Time, Part Three: The Bank Conversion

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n this final installment of my three-part series, I will share with you how top-performing finance managers convince customers to finance with dealerships instead of using alternative financing options or cash. I would like to start by saying that conversions are successful about 10 to 20 percent of the time. This percentage shift adds between $50 and $250 to your per vehicle sold (PVS) average. This can make a huge difference to both you and the dealership. The most important thing that all successful finance people can do is leaving the customer’s ego out of the discussion. If a finance person comes across as telling the customer what to do with his or her money, the customer will get defensive. If, on the other hand, the finance person provides information that makes it easy for the customer to make a logical decision, then the customers appreciates the help and goes along for the ride. Step One: Find Out Where the Money is Coming From You can jump-start the conversion process and increase your customer’s willingness to finance through the dealership by starting early and meeting the customer at the finance manager’s first meet-and- greet. I talked about this in my article two months ago, Meet the Customer Early, which is available in the MPN online archives. After verifying that the customer’s information is correct, complete and legible, say, “The last piece of information I need is your lienholder’s address.” The customer’s answer will help you determine where the money is coming from and whether they have a lienholder. It’s a reasonable question because you need this information in order to register the lien.

Step Two: Present Your Evidence There are several different pieces of evidence that you can present based on how step one goes. Here are some good ways to talk about what your dealership can offer a customer in terms of financing: • The dealership offers competitive loan terms. With access to manufacturerbacked financing, your customer might find that you are able to offer much lower rates than what is available to them through most banks. • Financing through the dealership allows customers to protect their credit. The bank may not offer this and, as a result, customers could be forced to default on their loan. If the customer is hurt and cannot work, or passes away, credit protection will make payments and/or pay the loan off for them. Another point customers should consider is that if they have a total loss, they might be put in a situation where their bike is worth less than the value of the loan. They would have to come up with the money needed to pay the remaining balance. If they finance through the dealership, they can eliminate this risk. • Dealership financing is quick and convenient. Many banks take much longer for approval than dealership financing. The customer might need to visit the bank in order to sign paperwork and collect a check. If your customer finances through the dealership, everything can be done on the spot and he or she can leave with the bike in about an hour. There are many other persuasive techniques that you can use to sway your cus-

26 June 2013 | Motorcycle & Powersports News

tomers. Whatever the tactic, be sure your F&I team attempts the conversion. Step Three: Close You want to include these word tracks when you ask a buyer to choose your financing plan: • “I am not telling you what to do.” This allows the customer to feel in control. • “This loan can be paid off at any time.” If customers know that they can pay the loan off or refinance it at their bank, it’ll make them feel more comfortable going forward with your financing plan. • “If it makes sense for you, did you want to go ahead and finance through us?” When you say this, it makes it hard for the customer to say no. It also allows you to back out if you’re not able to get someone approved. If they say yes, take their information, and assume they are going to finance with you. I guarantee you this: every time you don’t swing, you miss. Swing for the fences every time, and it will always make a difference. t

Steve Dodds II is a moderator, trainer and consultant for Gart Sutton and Associates with experience in every position in the sales and finance departments. Dealers rave about his ability to identify areas for improvement and implement the changes that produce superior results. If you have questions about what he or one of our other talented consultants can do for you, contact us at info@gartsutton.com.

THE

Service

MANAGER

By C.R. Gittere

Summer Service Sales Strategies

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ell, summer is here, and it is prime selling season for all departments. This month, I’ve crafted three sets of strategies to promote service sales throughout the dealership. Internal Bonuses Many dealers bill each department at retail, and then offer pay incentives based on the success of each department. While this is good for measuring each department, it sometimes creates an adversarial relationship between the departments. When it all boils down, the average employee really only cares about how much is in his or her paycheck. Offering these kinds of cross-department incentives can help the overall health of your store. Internal service bonus incentives: For every $500 of parts on a repair order, offer the service department a $25 spiff. If there are upsell parts on the repair order, there is going to be upsell labor.

Internal sales bonus incentives: Give your salespeople a $25 spiff on every $500 of labor sold on new unit accessory installs. Salespeople should be the best at getting the customer to purchase accessories when they sell a new unit, so pay them a little spiff and watch what happens. Internal parts install spiff: If a customer comes in and purchases a bunch of accessories, spiff your parts people if they can sell them on the install. The same 5 percent should apply. Try spiffing $25 to the parts person on every $500 in install labor. Make sure your sales team is doing new unit sales follow-up calls: Try spiffing them $25 on ATVs, UTVs and dirt bikes if they get the customer to come in for a first service. Many times, these types of vehicles never come in for service after they are sold. If you have a receptionist, have them actively make outgoing calls for recall work: Many OEMs will provide you with a list of people who have purchased recall bikes from your dealership. Use this list to get a few more bikes on the lift. Give your receptionist a little spiff on customers he or she calls who come back in for service. You can even tier this list based on the last time the customer was in your store. The longer they have been away, the higher the spiff. Upselling Strategies There are many ways to get customers to spend a little more while they are in your dealership, and it is important to make sure that you take advantage of the tools you have in-house. Many DMS systems can customize the bottom lines of a repair order or parts ticket: Use that space to offer a special to your customers. If they spend $200 in parts, offer them $20 off their next service. Get creative with the space — you’re already paying for the paper, and your customer will take the receipt with them regardless. Include attractive service specials in your hold message: Make sure you are competitive on tire sales and installs, and put those offers on the message. This type of special will get the units in the door and on the lift. Brag about the experience of your techs: Most of the OEMs offer training on how to repair specific vehicles. Dealers spend money sending their techs to this training, so brag about it! One of the newest systems out there is MotoTv. This is a great new system for capturing your customers while they wait. Create a video detailing what separates your technicians from the store down the block. Chances are, if you’re a franchise dealer, your hourly labor rate is higher than some of the independent shops in the area. Brag about why it’s a few dollars more! Having the best highly trained technicians is expensive.

28 June 2013 | Motorcycle & Powersports News

Increase Door Swings Here are a pair of cheap promotions you can offer to get customers in your door during this summer. If you have sales or parts employees who ride or race, purchase a rubber stamp that will allow them to stamp a discount on the back of their cards: Give the employee a little extra incentive when a customer brings in that card. The employee must attach the card to the repair order or parts ticket with the customer initials. Encourage your employees to hand those cards out when they are around town or at the races. If you have mechanics who ride or race, purchase business cards for them: Stamp the back of the card with a service discount and offer them a little spiff when you get one back that is signed by the customer. This is the most important time of the year for dealers across the country, and the time when service departments should be in full swing. Hopefully some of these ideas will help increase your revenue and build customer loyalty. The main thing is to be creative with your specials. Don’t be scared

to try some new things, because you might be surprised by the results. t

C.R. Gittere and the Service Manager Pro team specialize in service department efficiency, elevating customer service and in-

creasing 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.

MotorcyclePowersportsNews.com 29

PWC UPDATE HydroDrags Primed For Summer/Fall, Inks New Sponsors

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he debate rages on over whether the popularity of traditional closed-course racing is gaining or fading in the U.S., but one element of PWC racing that seems to definitely have momentum at the moment is drag racing. It was promoter Tim McKercher who first put together a HydroDrag event, which showcased drag racing with a unique starting dock that eliminated the jumped start. Now, well-known PWC race promoter Mike Young has taken over the reins, and he has high goals for two events — the June HydroDrag Nationals and December World HydroDrag Championships. One of the goals is to have drag racing recognized as a legitimate sport; the other goal is to attract sponsors. By May, Young appears well on his way to both. First came the announcement that the International Jet Sports Boating Association would be recognizing both National and World HydroDrag Champions at the 2013 events. Next came word that Young had signed on popular enthusiast website GreenHulk.net as a title sponsor of the Spring GreenHulk.net U.S. HydroDrag Nationals. The signing is in addition to RIVA Racing, which will continue to sponsor the RIVA Racing HydroDrag World Championships, now in its seventh year. In early April, Young also added Yamaha to the mix, with the manufacturer coming on board as a presenting sponsor. According to IJSBA managing director Scott Frazier, with the combination of drag racing, flatwater freestyle, and now regulation slalom courses being added to the HydroDrag mix, the 2013 season is “shaping up to be one of the most important seasons in PWC Racing history.” Young has been a leader in top-quality watercraft promotions for as long as most of us have been involved in the sport. It’s no surprise that his HydroDrag series has evolved into the most rapidly evolving form of IJSBA Racing. “Adding a regulation slalom course further underscores the expansion of this segment of the sport. IJSBA is proud to sanction these events and to have Mike Young as an adviser to the future of PWC racing.” Perhaps the most unique news, however, came in May with the announcement that the HydroDrags would be partnering with golf ball manufacturer Almost Golf during the upcoming GreenHulk.net U.S. HydroDrags in Tavares, Fla. Say what? Apparently, Almost Golf manufactures a foam golf ball that won’t damage property or injure innocent bystanders, a fact that has popularized the sport of urban golf. Urban golf is the game we’re all familiar with, but played in urban settings far from the local country club. This year, Almost Golf is launching a nation30 June 2013 | Motorcycle & Powersports News

ally televised Urban Golf Tour, and the kickoff will be — where else — at the HydroDrag event. Young says the pairing is more obvious — and beneficial — than one would think. “We draw an average crowd of over 4,000 spectators and 150 participants to each round of the tour. The majority of these people are families, and the ability to have additional events and competitions that are open to everyone really allows everyone to engage and enjoy the weekend.” “I am so excited to have partnered with the GreenHulk.net U.S. National HydroDrag Tour,” added Kevin Durkin, marketing director for Almost Golf. “To put the Urban Golf Tour right in the middle of over 5,000 people, to have the real estate to hold

the event, the community support to put on the event and the infrastructure of a 17-year series and the ability to televise it makes this a turnkey success from the first hit of the Almost Golf Ball.” The Urban Golf Tour will be televised in primetime on DISH Network Channels 81 and 230, and Young has already inked a deal with DISH for the HydroDrag Nationals on Channel 81. The addition of The Urban Golf Tour will apparently allow HydroDrag TV producer Skip Fredericks to create two separate half-hour programs, each of which will draw some degree of content from the other. Fredericks says it will create a “show within a show,” and attract more viewers by exposing both events to different audiences. Says Fredericks, “It’s really going to be very exciting to produce and even more exciting to watch.” t

DESTINATION

Dealership By Margie Siegal

An Old Fashioned, Down-Home Dealership J&W Cycles, Washington, Mo.

J

im and Bob Jones are proving that it’s possible to run a modern day business in the 21st century on an old fashioned business model and thrive. Over the last 36 years, they have built J&W Cycles into a successful multi-line dealership based on community involvement, customer service and personal relationships — just like businesses used to be built in the old days. Jim and Bob are brothers, and Bob is the reason the two went into business together. “It was all my fault,” says Bob Jones. “Jim is my younger brother, and I got him involved in dirt bikes. We did enduros and hare scrambles, and we kept up with dirt biking after

I graduated and started teaching history in St. Louis. Jim got a job as the service manager of a large dealership, and on the way to the races, we talked about starting our own dealership. Finally, we decided that if we didn’t do it now, we would always regret it.” The brothers opened the doors in March of 1977 with Kawasaki. When they started, they knew most of the people in the local business community, and all of the people in the local off-road community. Both groups helped them find a location for the dealership, get the doors open and start selling. By June, they were doing well enough to acquire a Suzuki dealership. Bob, Jim and the J&W Cycles dealership continued to live well and prosper, and a Yamaha franchise came their way in 1983. They survived the early ‘80s downturn in the motorcycle business while on the lookout for new opportunities. Washington, Mo., is a farming

32 June 2013 | Motorcycle & Powersports News

community, but it’s not that far from St. Louis and has become something of a commuter bedroom area. “We are very lucky — our county has grown tremendously. During the last 30 years, the population has gone from 50,000 to 125,000,” says Jim. Even as the population grew, the farmers stayed, accounting for a large portion of J&W’s sales of 4-by-4s and ATVs. The demand for these off-road vehicles was incentive for the brothers to bring on Polaris in 1989. Cruiser enthusiasts are the largest group of motorcyclists in the area, so a Victory dealership was added in 1998. Recently, the brothers added Honda to the mix. In addition to their organic connection to the local community, Jim and Bob

credit their success to a balanced, handson approach. “I have always handled sales, and Jim has always handled service,” explains Bob. “Other dealerships are started by a person who comes from either a sales or a service perspective, so the business slants. We are balanced. “We have a good reputation for both sales and service,” Bob continues. “A hands-on owner is crucial to the success of a motorcycle dealership. It’s not like a car dealership. People have to have a car — a motorcycle is more discretionary. You have to have a personal relationship with the customer. “Another important factor in our success is our ability to keep employees. We have half a dozen employees that have

been with us over 20 years in sales, parts and service. People ask for our employees by name. They tell us, ‘I don’t want anyone else touching my bike.’” Anyone entering the dealership is greeted with, “May I help you?” It’s common for female customers at motorcycle dealerships to voice concerns about being ignored, but this is not a problem at J&W. Several female customers have even posted comments on the website, noting how surprised and happy they were with the level of customer service at J&W. A large dirt bike contingent makes up Jim and Bob’s customers. The dirt bike community is family-oriented, and making one rider happy almost guarantees that nieces, cousins and brothers of the happy customer will show up. Jim and Bob sponsor several of the local riders and underwrite a motocross race at the fairgrounds, and the dirt bike community in turn supports the brothers in good times and bad. “It helped during the hard times that we are very, very involved in our community.” Other customer segments include the cruisers (Bob boasts that Washington, Mo., has the “most awesome roads in the world”) and smaller groups of sport bike enthusiasts and

commuters. The vast assortment of motorcycles J&W carries allows the dealership to cater to all of these disparate groups. Bob and Jim hold demo events and open houses on a regular basis, and recently hosted a Honda “I Wanna Ride” event and a Victory “Get In Gear” demo. One venture that was helpful to steer new riders to the dealership, but has more or less run its course, is J&W’s involvement with the Motorcycle Safety Foundation. “We started supplying motorcycles to the MSF. They ended up buying the bikes from us.” J&W Cycles has acknowledged the help it has gotten from the local community by giving back. The dealership belongs to the local Chamber of Commerce, and Bob has even served a stint as the Chamber of Commerce president. The brothers have also has volunteered to be on the board of the county fair. One customer said it well: “I’m pleased to say that you all are a special team together. Good begets good. What you sow, you shall also reap. Keep on good sowing. Keep up the kindness and excellent service, it goes a long way.” t

MotorcyclePowersportsNews.com 33

By Lee Klancher

T

he Yamaha Virago 920 was a lot of things. Introduced in 1982, it was part of the Japanese manufacturer’s early attempts to enter the cruiser market, a big V-Twin-powered motorcycle with a monoshock and flat bars. The mixture was odd — the bike wasn’t a cruiser, nor was it truly European. Despite the confused image and poor sales, the bike is an interesting piece of history. At best, you might call it the bridge between current Japanese cruisers and the early 1980s UJM. You would never classify it as good-looking or even mildly attractive. And cool? Seriously, no. Enter John Ryland of Classified Moto, a customization shop in Richmond, Va., that turns everything from Buells to XL600s into rideable customs. Ryland grafted an ’09 R6 front end and ’08 R6 rear swingarm to an XV920, capped it with a pitted steel Benelli Mojave 360 tank, dirt bike tapered handlebars, a tiny seat, big brakes and wider rubber. He stripped off fenders, and hung on just enough gauges and switches to pass inspection. The result is a raw lump of rideable machine, with gobs of torque, a semi-sporting position and, well, sex appeal. The custom 920 was more than just cool. The bike sparked a revolution. Greg Hageman, a farm boy from Iowa and former Harley-Davidson mechanic, is the owner of Doc’s Chops, a customization shop in Tampa, Fla., that specializes in Yamaha XS650 and Honda CX500 customs. A customer asked him to do a XV920 as well, and the bike that he built fueled the flames of 920 fever. Google “XV920” today, and you’ll find page after page of posts about the bikes, ranging from questions about cam timing and dual-carburetor upgrades to dozens of magazine and website articles featuring XV920s built by the leading lights of this new wave of custom machines. Many of those search results lead you to features on Bike EXIF, a website dedicated to new wave customs and founded in 2008. Run by Chris Hunter, a former creative director from London, England, who is currently located in New Zealand, the stylish site features in-depth coverage of one interesting custom motorcycle per day.

34 June 2013 | Motorcycle & Powersports News

MotorcyclePowersportsNews.com 35

The customs are hand-built machines, most with wide rubber, modern components and flat bars. Large percentages are Japanese from the 1970s and 1980s, but the site also features European makes as well as Harley-Davidson customs. While the customs range across all spectrums, they are definitely not the heavily chromed and garishly strung out choppers you see on Discovery Channel shows like American Chopper. Most of the new wave customs are stripped down to a bare essence, have sticky rubber and flat bars, and a compact urban ethic. The bikes are hot. Bike EXIF is one of the most popular websites in our niche, with a monthly average of 2 million page views and more than 450,000 unique visitors (which is comparable to Cycle World magazine, which had a monthly circulation of 236,129 as of December 2012). New wave customs attract attention among celebrities and other members of the visible upper class. Katee Sackhoff of Battlestar Galactica fame rides a Classified Moto KT600. Jay Leno (of course) is also a Classified Moto fan. According to Hunter, the movement toward these bikes has been around for awhile. “I think a lot of it is how visible the movement is. It’s always been a thriving part of the scene, but it hasn’t received much publicity. Websites like Bike EXIF have thrown the spotlight onto non-chopper bikes, and by doing so, have fueled the fires and helped to grow that side of the scene. We’re also satisfying a need for individuality, with people more inclined to make things ‘their own’ by adding a

36 June 2013 | Motorcycle & Powersports News

personal touch. Mass production and higher living standards have made products more affordable, but at the same time, they’re ubiquitous. A custom bike is a reaction against that.” David Edwards is the editor of BikeCraft magazine, a recently launched publication focusing on the new wave customs. “Custom bikes have always been cool,” he said. “It’s just that in the late 1990s and early 2000s, things got a little out of hand. Fueled by several builder shows on television, choppers became more expensive and, unfortunately, more difficult to ride, until most were purchased by rich older guys as lifestyle accouterments. Decidedly uncool.” The old school heavy metal choppers with oceans of chrome and Harley-inspired power plants were all the rage for awhile, commanding six-figure prices. That fashion wave collapsed under the weight of a crushing economy (and possibly boredom with Maltese crosses). That world has returned back to center, which means the diehards who loved choppers since Henry Fonda still love and buy choppers, and the guys who love making them continue to do so. The younger crowd has uncovered their own custom wave. “The under-35 crowd rediscovered café-racers and bob-jobs, sometimes reinterpreted as café-bobbers,” Edwards said. “Base bikes have one thing in common — namely, they’re cheap, so we’re seeing used Evo Sportsters, older Hinckley Triumph Bonnevilles and four-cylinder CB Hondas from the 1970s.” People are out there buying bikes most would have considered junk five or 10 years ago. The rise of the 650 twins isn’t so surprising, and people have been into Yamaha 500 singles for a while. Nevertheless, this has gone far beyond that. Remember the CX500? The Honda V-Twin that was a confused mix of touring bike and cruiser? Yeah, that’s the one the new wave custom set loves. How about the NS650? Another misplaced child of a machine that was part street bike, part urban dual-sport, and had a gloomy rounded fairing that further muddied the waters on what the hell this bike was supposed to do. Go out for a latte in a small Bolivian town with slightly beat-up pavement? I don’t know, and the people who did and were willing to pay for the thing were shockingly low in numbers. Well, yes, the NS650 is one of those bikes custom guys are turning into gold. The cultural drivers are not so hard to understand. Throw the economy in the tank and jack up gas prices, and interest in motorcycles rises. They are cheap and get good gas mileage. If you have only $20 to get through the week, a small motorcycle stretches it a little further. The machine is cheap, the gas mileage is astronom-

ical, insurance is cheap, and if it breaks and you aren’t scared of a wrench, you can fix it. This is the universe Honda 400 twins and single-cylinder dualsports thrive within. So go back to 2007, and what happens? Gas prices up, economy in the tank, and the only bikes that sell are cheap and small. For a while, you couldn’t lay your hands on a Ninja 250 to save your life. That trend killed choppers, and it also turned a whole generation of young kids into motorcyclists. Those kids, by the way, had a helluva time getting jobs. Those kids have grown up a bit, and some of them have jobs. Good jobs, as it turns out. “[The Bike EXIF] core demographic is 25-44 and earns over $100k a year,” said Hunter. “Many of these people don’t find twitchy, plastic-covered sport bikes interesting, and they’re not interested in 600-pound cruisers either. They don’t read the mainstream motorcycling press, and they wouldn’t be seen dead in Tucker Rocky gear. However, they like the style and cool factor of bikes, and the freedom that bikes offer in an increasingly regulated world. The question for dealers is, how do you get these people into your shop?” For one thing, large portions of enthusiasts are doing their own customization work. “I like one thing I’m seeing, and that’s young riders not afraid to pick up tools and work on the bikes themselves,” Edwards said.

“I think bike shops would do well to downplay gee-gaws and expensive billet pieces. What used to work on cruisers isn’t going to cut it on a café bike or bobber.” Hunter agrees that a shift is needed to cater to the new audience, but points out that many of the brands are moving in the right direction. “I think Harley dealers have traditionally been pretty good at offering their customers individuality, whether it’s bolt-on parts or heavier custom jobs. So they just need to stay ahead of the trend in the bikes and parts that they offer, now that the dark custom style is well established. For other marques it’s probably a chance to catch up, and most of them are busily doing that. Triumph is getting more involved in the custom scene, and so is Moto Guzzi. In Europe, Yamaha is hooking up with custom builders to create one-offs. If I were a dealer, I’d be looking to showcase what can be done to the bikes I sell.” t

MotorcyclePowersportsNews.com 37

How Is a High Tech Lithium-Iron Phosphate Battery Different Than a Lead Acid Battery? Content Courtesy of EarthX Motorsports

J

ust as computers have replaced typewriters and letters in the mail, lithium-iron batteries are replacing lead acid batteries. Lead acid batteries were invented in 1859 and are the oldest type of rechargeable battery on the market. The lead acid battery is simple in its design; it works through a chemical reaction between a vat of acid and lead. These “ingredients” include one of the heaviest of metals, sulfuric acid and other highly poisonous chemical additives. The warning label is extensive, and you should use personal protective equipment if working with them. During charging, hydrogen and oxygen accumulate, and an explosion can result if ignited. As scary as that sounds, if handled correctly and maintained properly, it is a relatively inexpensive technology that has been our only source of power to start our vehicles for a very long time. On the other hand, lithium-iron batteries come in many varieties, but all have one thing in common — the catchword “lithium-iron.” Lithium battery research started as far back as 1912, but it wasn’t until the 1980s that it was commercially available. Lithium-iron phosphate (LiFePO4) batteries are considered to be the safest composition and are being used in the powersports industry today. How lithium-iron phosphate batteries function is very different than the traditional lead acids. They can come in different “packages” such as cylindrical cells or prismatic cells (square or rectangular) and they have a powder composition that is pressed together in layers between aluminum and copper foil with a thin plastic separator between the layers and a small amount of electrolyte to transfer the charge. These cells (3.3 volts per cell) are then stacked together in a series to create a 12-volt battery with enough cranking amps to turn over an engine. Now this is where the hightech part of these batteries comes into play. It is not enough to simply put a series of lithium cells together in a plastic case. The cells are individual and will charge and discharge at different rates, which is why you need a circuit to balance the cells’ charge level. This can come from inside the battery itself or can be pro38 June 2013 | Motorcycle & Powersports News

vided within a balancing charger. A battery is only as good as the least charged cell, which will affect performance and longevity if they are not balanced. Lithium cells are also susceptible to damage from overcharging (voltage about 16V) or over discharging (voltage below 8V), so electronic circuits are also required to prevent these two situations. If severely overcharged, a lithium battery can catch on fire. It’s rare to actually catch a lithium on fire, but it is possible, so electronic circuits, called a battery management system (BMS), is essential. Lithium batteries are less forgiving than lead acid in these scenarios, which makes a battery management system very important. But the benefits are amazing! The key advantages of lithium batteries over lead acid batteries are: • Nontoxic, nonpoisonous and nonhazardous materials. • 70 to 80 percent less weight. A 3-pound battery can replace a 28-pound lead acid battery. • Up to 4,000 charge/discharge cycles (eight-year lifespan), more than four times the life of a lead-acid battery. • Longer storage life due to an extremely low self-discharge rate of 2 percent per month. A lead acid discharge rate is 30 percent per month. This means it takes lithium a year to lose as much charge as a lead acid does in 17 days. • Environmentally friendly — non-contaminating, lead-free and no hazardous materials. • Wide operating temperature range (-30 to +60 degrees Celsius) — lithium batteries feature dry cell technology and will not freeze or boil over. • They can be fully charged in less than a half hour. • Maintenance-free. • No special mounting direction. Besides, who ever thought that having a vat of acid under a bike’s seat was a good idea? t

Lithium Battery

EarthX, Inc. This battery features custom-designed cells for maximum cranking amps, designed to last eight years. The battery’s cell balancing circuitry ensures the cell’s charge levels are balanced, offering protection from overcharge and overdischarge. ------------

For More Info: www.earthxmotorsports.com

Super Sport Series Application & Specification Guide

Power-Sonic The new 2013-14 Power-Sonic Super Sport Series Application & Specification Guide not only includes updated fitment information, but also features helpful cross-reference information as well as a new Top 25 List of Batteries being sold to the aftermarket segment. The guide is available in print and online at the company’s website. ------------

For More Info: www.power-sonic.com

MotorcyclePowersportsNews.com 39

Featherweight Lithium Batteries

WPS Inc. These batteries feature lithium ion polymer technology and a lightweight design. All components are designed, manufactured, assembled and packed in one location, assuring high quality and consistency. The batteries can be brought up to a 90 percent charge within six minutes, and have a shelf life of one year before recharging is required. They’re made without hazardous materials and include a one-year warranty. ------------

For More Info: www.wps-inc.com

OptiMate Lithium

TecMate North America OptiMate Lithium is specifically designed to recharge, rebalance, test and even recover low voltage lithium batteries. The proprietary lithium Ampmatic program adjusts the charge rate up to a maximum of five amps to match battery size and condition, ensuring the fastest charge within the shortest time. The retail price is $119.90. ------------

For More Info: www.tecmate.com

Firepower Batteries

Marshall Distributing These batteries are permanently sealed and do not require the addition of water. They are supplied as Fresh-Pack designs with an acid pack included that contains the exact amount of electrolyte for each cell in the battery. Lead-calcium alloy increases starting power, while AMG separators absorb acid and provide superior vibration resistance. The retail price is $66.95. ------------

For More Info: www.marshalldistributing.com

40 June 2013 | Motorcycle & Powersports News

ODYSSEY Performance Series Batteries

EnerSys These batteries are constructed of a market-accepted polypropylene case and cover that resists oil, cleaners and gasoline. They come in a black and orange color scheme and offer deep cycling capabilities, long service life and high reliability, according to the company. ------------

For More Info: www.enersys.com

AGM MaintenanceFree Batteries

Drag Specialties Designed for high-performance Harleys, these batteries offer radial-grid technology and specially absorbed glas-mat material inside, eliminating water loss and making it possible to permanently seal the battery after acid is added. Each battery includes a quick-disconnect harness for batter chargers, making any recharging required quick and painless. The acid pack is included, and the suggested retail price is $99.95. ------------

For More Info: www.dragspecialties.com

MotorcyclePowersportsNews.com 41

MODULAR

HELMETS

Phantom Helmet

Vega The Phantom seamlessly transformed from an open-face style to a closed-face helmet with an ergonomically designed jaw piece that attaches easily for additional wind, rain and dust protection. It's dual certified to meet European ECE standards and U.S. DOT standards. To maximize comfort, the Phantom is equipped with forehead, chin, cheek and rear venting, as well as a fully removable and washable comfort fit liner. It has a six-position, optically correct and scratch-resistant clear outer shield, with a removable tinted interior sunshield.

Tourist Helmet

FLY Street Gear The Tourist is comprised of a lightweight, DOT-approved thermo-plastic poly alloy shell and includes a removable/washable Coolmax comfort liner and cheek pads. Deluxe oversize ear pockets offer optimum fit and comfort with integrated speaker pockets for communications systems. The removable jaw includes a one-piece breath box/chin curtain for use when the weather gets cold. Each helmet comes configured with a clear shield and painted, removable clip-in jaw piece. The price for solids is $109.95, and hi-viz and graphics ring in at $119.95.

------------

------------

For More Info: www.vegahelmet.com

For More Info: www.flystreetgear.com

42 June 2013 | Motorcycle & Powersports News

Condor SVS Road Helmet

ZOX Helmets The Condor features a large eye port, an integrated inner sunshield and an adjustable quick-release buckle on the chin strap. Other features include removable and washable interior lining and optimal venting through intake and exhaust vents. The flip-up jaw securely closes and opens easily, and the helmet meets or exceeds DOT and ECE 22.05 standards. ------------

For More Info: www.zoxhelmets.com

3LOGY Modular Helmet

Suomy The base of this helmet features a stylish open face design. With the addition of a removable chin guard, the 3logy can be transformed into a DOT-approved full-face street helmet. A third configuration converts the helmet into a mobile communications center. The helmet’s carbon/Kevlar composite offers lightweight durability, resulting in a design that’s ECE 22.05- and DOT-approved. ------------

For More Info: www.suomy.com

NEOTEC Modular Helmet

Shoei This DOT-approved helmet features a flip-up chin bar and face shield. Duallayer EPS liner enhances impact absorption and ventilation, and the entire interior liner is easily removable for cleaning or replacement. Shoei’s 360degree Pivot Locking System, made of high quality stainless steel components, ensures a safe and secure closure. This helmet comes in three shell sizes for increased fit options. The suggested retail for solid helmets is $648.99, while metallics ring in at $662.99. ------------

For More Info: www.helmethouse.com

44 June 2013 | Motorcycle & Powersports News

MODULAR HELMETS FX-140 Modular Street Helmet

AFX The new 2012 AFX FX-140 features a high performance DOT and ECE-220.5 composite poly-alloy shell and a removable hypo-allergenic, anti-microbial liner and cheek pads. The inner flip-down sunshield system and the fully rotatable, retractable chin bar provides three positions for versatility. Roomy ear cavity allows room for communication speakers, and a six-point ventilation system regulates air flow. This helmet is available in sizes extra small through 2XL in seven colors. It retails for $129.95. ------------

For More Info: www.afxhelmets.com

GMAX GM54S Modular Helmet

WPS Inc. The GM54S features an inner flip tint sun lens that is easily raised or lowered by a lever located on the helmet’s exterior. The modular design allows the flip-jaw to rotate further back on the crown of the helmet, which not only increases the user’s line-of-sight when raised, but also decreases fatigue by evenly distributing weight across the helmet. The MSRP ranges between $179.95 and $189.95. ------------

For More Info: www.wps-inc.com

MotorcyclePowersportsNews.com 45

Summertime is in full swing, which means your riders need exhausts that’ll power through on seasonal adventures. Whether it’s shiny chrome or a low-key black finish that floats your boat, this hot lineup is sure to make waves.

Barker Exhaust Marshall Distributing Barker’s exhaust systems are constructed from 304 stainless steel, and the muffler is made entirely from 6061-T6 aluminum with a CNC machined end cap. Each exhaust utilizes pulsewave tuning technology to increase performance from the low RPM power to peak horsepower and into the overrev. Spark arrestors and quiet core inserts are available, and each pipe comes furnished with a heat shield. The MSRP is $610.95. ------------

For More Info: www.marshalldistributing.com

Silver Series Exhaust Two Brothers This redesigned exhaust features carbon fiber highlighted by a natural finished aluminum inlet and outlet. Its new badge design and black Teflon-coated magnesium end cap give it a clean polished look. An optional carbon fiber end cap is also available. This exhaust also comes in an aluminum finish. ------------

For More Info: www.twobros.com

S7R Four-Stroke Exhaust System DEP Pipes USA This system features an aluminum alloy can with a stainless steel end cap, mid and head pipe. The new silencer shape and design allows for more packing, helping with noise reduction. Some models come with a two-stage core. This system is available for most late model bikes, including the Honda CRF450. It retails starting at $784.95. ------------

For More Info: www.deppipesusa.com

Exhaust Wrap Design Engineering, Inc. The Exhaust Wrap is a simple and effective way to control heat, protect against serious leg burns and improve performance. A proprietary coating is applied to all DEI wraps to act as a bonding agent and to increase durability levels under extreme heat. Each wrap includes sewn-in guides for easy quarter-inch overlap to aid in installation. It provides direct heat protection for up to 1,200 degrees Fahrenheit (black and tan) and 1,800 degrees Fahrenheit (titanium). ------------

For More Info: www.deicycle.com

RP-1 GP Scorpion Exhaust The RP-1 GP is a genuine competition-quality, road-legal racing system constructed from titanium and carbon fiber. It offers huge performance gains and weight savings over OE systems, according to the company. ------------

For More Info: www.tawperformance.com

48 June 2013 | Motorcycle & Powersports News

Black on Chrome O.D. Touring Muffler Cycle Shack, Inc. This muffler features a black billet end cap. It comes in three styles: MHD-403 (three-groove machined), MHD-404 (black tapered tip end cap) and MHD-405 (black smoothside straight end cap). ------------

For More Info: www.cycle-shack.com

4-Inch HP-Plus Touring and Performance Mufflers

Khrome Werks Designed for Harley touring bikes, both versions of this muffler are SAEJ2825 compliant. An internal expansion chamber in the baffle core results in horsepower and torque gains over stock mufflers. The performance version is designed to enhance top end power while retaining low end torque. The touring version trades minimal top end output for a long lasting, rumbling exhaust note. The one-piece, 16-gauge steel tubing muffler shell is finished in either duplex nickel chrome or a Jet Hot black ceramic coating. ------------

For More Info: www.khromewerks.com

Monster Squared Vance & Hines At 6 ¼ inches wide with show-quality chrome plating, Monster Squared slip-ons feature a high volume muffler design. They produce excellent power gains while maintaining a more moderate sound level that’s ideal for long distance riding, according to the company. The retail price is $849.95. ------------

For More Info: www.vanceandhines.com

50 June 2013 | Motorcycle & Powersports News

Evolution Muffler Hindle Exhaust This muffler’s sleek, black satin finish complements any make and model of bike. It’s available for most current and new street/race applications, as well as older makes and models. It’s also available in stainless, titanium and carbon fiber; in 14or 18-inch length, and in Supersport (straight-through core) or Stealth (tapered core). The MSRP starts at $374.95. ------------

For More Info: www.hindle.com

52 June 2013 | Motorcycle & Powersports News

WHO WILL BE THE NEXT

Dealership Superstars show innovation in their field, great compassion for their dealership and its customers, and remarkable salesmanship. Five Dealership Superstar finalists in the following categories will win $300 each: • New and Used Unit Sales • Finance and Insurance • Riding Gear and Apparel Sales • Parts and Accessories Sales • Service and Repair One of these finalists will be selected by our readers through online voting as the ultimate Dealership Superstar and will win double their prize pot and be honored at our Dinner With The Stars, October 17, 2013 in Orlando, Fla., in conjunction with the AIMExpo.

Visit www.motorcyclepowersportsnews.com/superstar to nominate a Dealership Superstar today!

Sponsored by

Nominations are open until August 16, and self-nominations are accepted. Finalists will be announced on August 23, and online voting will be open until Sept 27.

MarketPlace

Find out more about the classified advertisers in this issue

WANTED Distributors in the USA! Elite Products will be shipping an Australian designed Camper Trailer to the U.S. to showcase to potential distributors.

Camper Trailer

Demonstrations Available from July 20 - Aug. 30 2013 If you are U.S. based, preferably West Coast, we will be in the U.S. to demonstrate our trailer and discuss potential agreements to distribute.

For first contact, email: steve@eliteproducts.com.au View camper details at www.eliteproducts.com.au

What Type of Direct Marketing Initiatives Do You Have in Store for 2013? Simply the Best Lists: Automotive Aftermarket, Truck Fleet & Powersports Markets Don Hemming, List Sales Manager, Babcox Media, Inc. Phone: 330-670-1234 x286 Fax: 330-670-0874 dhemming@babcox.com 54 June 2013 | Motorcycle & Powersports News

Same Day Shipping • Huge Inventory

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909-350-2727 888-258-0369

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

ADP Lightspeed.................................15 Adran Tie Downs ...............................23

AIMExpo..............................................9 Aloha Motorsports ............................25

Amrep Inc..........................................41

Arai Helmet Americas Inc. ................24 Automatic Distributors .............Cover 3

Design Engineering Inc .....................52 Earth X Lithium Battery ....................39 East Penn Mfg Co ..............................43

Fulmer Helmets................................44 K & L Supply Co...................................3

Kandi USA Inc....................................10 MBA Insurance..................................45

Motor Trike .......................................13

MTA Distributing ...............................17 Namura Technologies..................46, 47

YOUR AD HERE! RTISE E V D A O T IFIED S S A L C IN ACE L P T E K R MA

Nelson-Rigg USA Inc. ........................29

nizeX, Incorporated...........................25 Race Tech ..........................................40

Sam's Powersports Garage...............37

Samson Motorcycle Products Inc. .....11 SEMA.................................................51

Service Manager Pro.........................28 Short Block Technologies ............12, 31

Sudco International Corp ..........Cover 4 Sullivan's Inc. ..................................4, 5

CALL

Roberto Almenar 330-670-1234 ext 233 ralmenar@babcox.com

TAW Performance Distribution LLC...21 Team Charlotte Motorsports .............29

Two Brothers Racing.........................49 Vega Helmet Corp .............................19

XY Powersports ........................Cover 2 Yuasa Battery Inc ................................7 Zurich................................................27

MotorcyclePowersportsNews.com 55

Product Essentials Full Synthetic 20W50 Engine Oil S&S Cycle S&S Cycle and Spectro Oils teamed up to create a special full synthetic 20W50 engine oil formulation that meets the needs of high performance and stock engines alike. This fully synthetic formulation contains enhanced levels of zinc and phosphorous for longer engine life, and the high flash additives are safe for catalytic converters. An added feature is the design of the long neck bottle that eliminates the need for a funnel. For More Info: www.sscycle.com/oil

PL-1710 HighFlow Air Filter K&N Engineering Inc. K&N’s PL-1710 HighFlow Air Filter was developed specifically for Polaris' Ranger RZR 170 youth model side-by-side. This filter is designed to provide low restriction, resulting in increased throttle-response, horsepower and torque. The deep 5/8-inch pleated “XD” media provides a large filtration area offering high flow, long service intervals and excellent filtration. This filter is designed to slide directly onto the OE air filter intake without any fitting or cutting required. The pliable urethane clamping surface offers absorption of vibration in extreme environments while ensuring a secure fit and extra-long life. For More Info: www.knfilters.com

Carbon Pro Helmet Joe Rocket Featuring a full application 4-by-4 weave carbon fiber DOT-approved shell and dual density EPS impact-absorbing liner, the 3/4 profile Carbon Pro offers not only the ultimate in lightweight protection but exceptional comfort and stability at speed. Other details include a CAD-spec interior sculpture, an optically superior hardcoated 3-D face shield, a Quadport 2.0 ventilation system and a removable, washable interior. This helmet comes in sizes XS through 2XL and retails at $299.99. For More Info: www.sullivansinc.com

Street Glide iPhone/GPS Mount Iron Aces Speed Shop This product provides smartphone and GPS users with a simple, elegant and functional mounting solution that doesn’t distract from the bike’s overall beauty. Specifically designed for Harley-Davidson touring models equipped with a batwing fairing, the Street Glide utilizes unused inner fairing space, keeping the rider’s device in sight. The MSRP starts at $125. For More Info: www.ironacesspeedshop.com

56 June 2013 | Motorcycle & Powersports News

Product Essentials Color Logo Vest: Grateful Dead Edition River Road This vest features premium leather that is fully lined with adjustable lace-up sizes for a more precise fit. Three zippered pockets and a change pouch offer ample storage. The back of the vest is finished with Grateful Dead Artwork. For More Info: www.riverroadgear.com

CL-855 Touring Saddlebags Nelson-Rigg

PW3028 Pressure Washer Yamaha Motor Corporation, USA This 3,000 PSI pressure washer has 2.8 gallons per minute of flow for cleaning requirements frequent users demand, combined with unique features such as a five-in-one nozzle tip, a fold-flat handle for storage and maintenance-free, non-pneumatic wheels to handle any terrain. It's powered by a powerful 192cc, four-stroke Yamaha engine and backed by a factory threeyear warranty. The retail price is $749. For More Info: www.yamaha-motor.com

Made from UV-treated Tri-Max polyester with carbon fiber accents, these bags easily hold their shape and feature reflective piping, heat-resistant underpanels and a universal quick-release mounting system. The heavy-duty top straps can also independently mount directly to most OE and aftermarket adventure saddlebag racks and grab rails. The entire front panel opens for easy access to the lined interior. They even include front mesh pockets for water bottles, waterproof rain covers and a lifetime "no-hassle" warranty. Each bag offers 28.76 liters of space and retails for $149.95. For More Info: www.nelsonrigg.com

Scala Rider Q1 Cardo Systems Inc. The new Scala Rider Q1 features TeamSet, which allows both the rider and passenger to listen to the same song from a smartphone or any other A2DP source. It also comes with optional boom-mounted or corded microphones and replaceable speakers for riders who prefer to use their own personal headphones. Other features include A2DP Bluetooth connectivity, a built-in FM radio with RDS, voice activation, a fully waterproof/dustproof housing and Cardo's click-tolink paring. The Q1 TeamSet includes two factory-paired units and retails for $249.95. For More Info: www.cardosystems.com 58 June 2013 | Motorcycle & Powersports News


MPN June 2013