Page 1

01.2013

Jan. 2013 VOL. 39 NO. 1

MotorcyclePowersportsNews.com

>

US Highland Back on Track


Volume 39 Number 1 MotorcyclePowersportsNews.com

EDITORIAL Editor – Colleen Brousil cbrousil@babcox.com Associate Editor – Gina Kuzmick gkuzmick@babcox.com

US Highland

Senior Editor – Brendan Baker bbaker@babcox.com

Back On Track | BY LEE KLANCHER

Columnists & Contributors

36

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

Best Of The Web Check out the Top 25 most clicked products from our website in 2012.

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

Dealership Operations On The Road Again

6

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

The Road Ahead by Colleen Brousil

Sales Department Department Performance

12

..........

Best Operators Club by Steve Jones

Strength In The Four-Wheel Sector

14

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

Black Book Market Watch by Ricky Beggs

Where Rubber Meets The Road

16

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

Tech Tips by Cyclepedia Press

Wheel Lacing Tips

18

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

Service Bay Secrets

Service Department Review

20

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

The Service Manager by C.R. Gittere

The Future Of Digital Media

22

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

Web Savvy by Heather Blessington

Bounce Back From Rejection

26

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

Peak Dealership Performance by Mark Rodgers

FlyBoard Looks To Sign U.S. Dealers

28

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

Road Ready Three Hot V-Twin Jackets Prime For the V-Twin Expo .......................... 46

PWC Update

Smokey Point Cycle Barn

Product Focus

30

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

Destination Dealership by Marilyn Stemp

4 January 2013 | Motorcycle & Powersports News

Tread Trends Street Tires To Stock Now ........................................ 47


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

On The Road Again

Bobbie Adams Doug Basford

O

ne of the best parts of my job is the opportunity it has given me to travel the world meeting with dealers and manufacturers and attending the events that help shape our industry. In November, I had the distinct pleasure of attending the EICMA Show in Milan, Italy, as a guest of the Italian Trade Commission. The scale of the event was stunning, and the OEM new model releases were nothing short of cinematic. While the show has a distinct European flavor, I would absolutely encourage any American who loves powersports — especially dealers — to attend this show at least once in their lifetime. Two-wheels are a way of life for so many Europeans, and in addition to the amazing new units, accessories and apparel on the show floor, Milan itself served as an inspiration on how the future face of powersports might look in the U.S. market — smaller displacement transportation-based units just might be your next big profit center. You can check out our website and Facebook page for my snapshots from the show and archived live coverage from the event. I also encourage you to flip to page 8 of this issue to get the full scoop on the agreement the Italian Trade Commission inked with the AIMExpo at the show. When the AIMExpo was first announced last year, Larry Little told me how the EICMA show was his team’s inspiration for the creation of a combined trade, consumer and media event in the U.S. After seeing EICMA, I absolutely understand that a show that uses the European model will well-serve our industry, and we can expect quite the shakeup in the U.S. show landscape over the next few years. In addition to the launch of the AIMExpo in Orlando set for Oct. 1620, 2013, the annual tradition of the February Dealer Expo comes to a close this year. In a move called reactionary to the AIMExpo, the Advanstar team originally announced October 2013 dates for the next iteration of the show, but that date has since shifted back to September of 2014, leaving the 2013 AIMExpo the prime buying event for powersports dealers going into the 2014 selling season. While the industry has voiced strong reactions to all of these shifts, the true measure will come in units of vendors and attendees who make it to the shows in the coming year. So, where will I see you in 2013? t

6 January 2013 | Motorcycle & Powersports News

David Benson Dean Martin 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.


Inside the Industry AIMExpo’s Larry Little shakes on the newly inked deal with Italian Trade Commissioner Pierpaolo Celeste.

Marketplace Events and Italian Trade Commission Join Forces for AIMExpo The American International Motorcycle Expo (AIMExpo) added significantly to its strong foundation with a formal agreement between Marketplace Events (MPE) and the

Italian Trade Commission (ITC) at the opening day of Esposizione Internazionale Ciclo Motociclo e Accessori (EICMA) 2013 in Milan, Italy, Nov. 13. The partnership positions the ITC as MPE’s sales agent to Italian powersports companies that wish to strengthen their

8 January 2013 | Motorcycle & Powersports News

American reach by exhibiting at next October’s AIMExpo in Orlando, Fla. In turn, AIMExpo will showcase Italian products to the North American marketplace by working with ITC’s Los Angeles office to create an “Italian Pavilion” at the inaugural show. “It makes every sense to announce our collaboration today at EICMA, as EICMA has very much been the inspiration for AIMExpo from day one,” said Larry Little, vice president and general manager of MPE’s Motorcycle Group. “The agreement with ITC to showcase AIMExpo to Italian industry is as exciting as the creation of the Italian Pavilion at AIMExpo to showcase Italian products to U.S. retailers and consumers. The American consumer has a clear appreciation for Italian design, evident in the style and beauty of Italian motorcycles and related gear, which will be on full display at the Italian Pavilion.” The ITC is the government agency that promotes the internationalization of Italian companies all over the world with offices in 80 countries and more that 1,000 events


Inside the Industry per year. “ITC is becoming a brand-new government agency that helps create the conditions to develop and gain strong roots for Italian businesses across the globe,” said Riccardo Maria Monti, chairman of the ITC. “The key to doing so is in finding the proper platform where Italian companies can present themselves in the best possible conditions to the greatest concentration of potential customers, and AIMExpo in October 2013 is the perfect scenario for the Italian motorcycle industry. The agreement that has been signed with Marketplace Events, combined with the Italian Pavilion, which is being organized by ITC in Los Angeles, will enable Italian companies to showcase their products in the most favorable sense.” EICMA, produced by Associazione Nazionale Ciclo Moto Accessori (ANCMA), is the premier motorcycle trade show in Europe and the only not-for-profit event of its kind in the world. The EICMA template has driven the de-

velopment of AIMExpo from its beginning stages, inspiring the vision that will lead to the launch of the first combined consumer, trade and media powersports event in North America. It will bring the entire industry together in a celebration of all things powersports. “America is a very important market for Italian companies, and we are looking forward to the fresh approach in North America of AIMExpo,” said Pier Francesco Caliari, managing director of EICMA and ANCMA. “It is important for the growth of Italian industry to have a show in the USA that mirrors EICMA, and we look forward to a strong collaboration with AIMExpo as they create the ideal North American platform for the promotion of all things two-wheels.” AIMExpo will be held Oct. 16-20, 2013 at the Orange County Convention Center in Orlando, Fla. t

Yamaha to Produce 2013 Red Utility ATVs at Georgia Facility Yamaha Motor Corp. U.S.A. is rounding out its utility ATV line with the addition of 2013 red utility ATVs produced at its Newnan, Ga., manufacturing facility. Red versions of Yamaha’s popular utility ATV models, including the Grizzly 700 FI EPS, Grizzly 550 FI EPS and Grizzly 450 EPS, started arriving at dealerships at the end of the year. “Yamaha has strong demand from a va-

MotorcyclePowersportsNews.com 9


Inside the Industry riety of customer groups — including farmers and recreational users alike — for the red utility models, and we’ve seen our dealer partners ask for them this fall,” said Steve Nessl, Yamaha ATV/SxS group marketing manager. “All of Yamaha’s 4-by-4 ATVs now come from its U.S. manufacturing facility in Georgia, which allows the company to respond more quickly to customer demands while also streamlining distribution. It’s exciting to see that process in place.” t

Erik Buell Racing Secures Financing for Dealer Network Expansion Erik Buell Racing has secured financing from GE Capital to help fuel the growth of its dealer network. Through the deal with GE Capital’s Commercial Distribution Finance, EBR dealers will get floorplan financing, allowing them to stock, market and sell the manufacturer’s inaugural lineup of motorcycles. The lineup thus far includes the 1190RS, the company’s first sportbike

Vega Issues Safety Recall on XTS Half Helmets

model. “As we ramp up our production capabilities and introduce other models, it’s great to know that we have a finance company that can support us as we expand,” Erik Buell said in a recent press release. “I’m pleased that GE Capital, with its decades of experience in the motorsports industry, continues to support emerging manufacturers like EBR.” Buell founded EBR in 2009 shortly after Harley-Davidson dropped the Buell Motorcycles brand. The 1190RS is the first production bike produced by the company, which plans to build only 100 of the units. EBR reportedly has about 30 dealerships in the United States. t

Vega Helmet Corporation has voluntarily initiated a recall of XTS Half Helmets in sizes large through XXL manufactured between May 2011 and October 2012. The company has been working closely with the National Highway Traffic Safety Administration after four of these helmets in the XL size were found not to comply with one of the performance requirements set forth in Federal Motor Vehicle Safety Standard 218. In order to exercise the utmost caution, Vega is recalling all potentially affected helmets that have entered the market and has ceased distributing any existing inventory. Less than half of the potentially affected helmets have entered the market. “Safety is of paramount importance to us at Vega, and we made a swift decision to voluntarily recall the entire population of helmets in question,” said Jeanne DeMund, vice president of Vega Helmet. “We will be replacing these helmets as quickly as we can for both our dealers and end users.” The large shell for the XTS Half Helmet has been redesigned to ensure compliance and are available in the U.S. Contact Vega at CustomerService@ VegaHelmet.com for more information on the recall. t

Tucker Rocky/Biker’s Choice Appoints New President Tucker Rocky/Biker’s Choice has appointed Dan Courtney as president, effective Jan. 7, 2013. He will succeed Steve Johnson, who has agreed to advise Courtney through the integration process. Courtney brings more than 20 years of strategic leadership experience to the brand. He most recently served as president of FinishMaster Inc., the largest independent distributor of automotive paints, coatings and accessories in the U.S. “Dan is relentlessly customer-centric,” said J.A. Lacy, chairman at Tucker Rocky. “He is a proven leader with an exceptional track record delivering innovation, quality and value to both retailers and suppliers. We couldn’t be happier to have him joining our team.” Added Johnson, “I have no doubt [Dan] will continue to build on the foun10 January 2013 | Motorcycle & Powersports News


Inside the Industry dation of our customer-friendly culture and accelerate our supply chain and dealer support initiatives.” t

“It also provides entry into new, high-growth markets, including automotive aftermarket and durable medical equipment.” t

Baylon Joins WPS

Tucker Rocky and Scorpion Helmets Part Ways

Western Power Sports (WPS) has hired Alex Baylon as its new Southwest regional sales manager. Baylon brings more than 20 years of motorcycle industry experience to the WPS team. You may be familiar with Baylon as the owner and founder of MotorcycleIndustryJobs.com. “WPS is a perfect fit for me,” he Alex Baylon said. “We have had a long history of working together, and this opportunity will allow me to help WPS grow the distribution efforts of MIJ, while managing the Southwest region. This will also allow me to get some valuable insight into the retail end of the powersports market.” “Alex Baylon was a perfect match for us as we already had a working relationship for the past few years,” said WPS National Sales Manager Doug Riipinen. “He will be based out the heart of the region in Carlsbad, Calif., which will create a lot more growth opportunity.” For more information about WPS and its expanding list of brands offerings, visit wps-inc.com. t

Steve Johnson, president and COO of Tucker Rocky and Biker’s Choice, has announced that, after a successful sales relationship with Scorpion Helmets, Kido Sports has decided to discontinue selling Scorpion-branded helmets through multiple distribution channels and return to a strategy of direct sales through Scorpion Sports Inc. (SSI), the brand’s U.S. headquarters and sales office. “Though Tucker Rocky has shown to be an effective sales partner for Scorpion and has exhibited the type of professionalism and success all vendors have come to expect from TR, ultimately the path of dual distribution did not fit in with SSI’s newly restructured organization and Kido’s U.S. sales strategy,” said John Kim, VP of SSI’s business operations. “We are grateful to TR for their passion and effort in support of the Scorpion brand, and we wish them continued success.” This severing of ties allows Tucker Rocky to further focus on driving sales of exclusive brands, including Speed and Strength, River Road, and Firstgear, to name a few. This diverging of paths also allows SSI to focus on its own brand of both Scorpion apparel and Scorpion Helmets. t

ARI Closes Acquisition of 50 Below’s Retail Division ARI Network Services Inc., a leader in creating, marketing, and supporting SaaS and DaaS solutions that connect consumers, dealers, distributors and manufacturers in selected vertical markets, announced that it has completed the acquisition of the retail division assets of Fifty Below Sales & Marketing Inc. “This acquisition solidifies ARI’s position as a premier provider of dealer websites in the powersports and automotive tire and wheel aftermarket, in addition to our market-leading position in the outdoor power equipment and marine industries. Combined, ARI’s solutions now power more than 5,000 dealer websites,” said Roy W. Olivier, CEO and president of ARI. “For our customers, employees and shareholders, this acquisition marks the beginning of an exciting new chapter. Together, we can look forward as a stronger organization; focus our energy and attention on delivering innovative new products; extend core capabilities and provide exceptional customer service that will help our customers generate more service and sales.” Customers will soon hear about new ways ARI can help them increase sales. PartSmart and PartStream, search engine marketing and new merchandising solutions will be shared with ARI’s customers immediately. Two new aftermarket parts, garments and accessory products are currently in development, and ARI’s customers will get a first look at these solutions over the coming months. “This acquisition is a game-changer for ARI. It increases our portfolio of equipment dealer websites by 270 percent and accelerates our opportunity to drive organic growth through the cross-selling of new products,” said Darin Janecek, ARI’s CFO. MotorcyclePowersportsNews.com 11


BEST

Operators November 2012 Sales CLUB Department Performance CHART 1 Total Store Stats – part 1 By Steve Jones

I

n this article, we’ll review November 2012 year-to-date total store and sales department numbers. Since December’s year-end data is not yet available, this will provide a snapshot of how 2012 is turning out as compared with last year. We’ll compare a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers in each category. As you can see from these numbers, total store sales were up for 2012 versus 2011. Both the Top 5 and the NN dealers showed around a modest 5 percent increase over 2011, while the group averaged a healthy 12 percent increase. All-in-all, the NN number was consistent with the slow but steady growth pattern we have observed for the last couple of years. Note the improvements in gross margin for the group and the NN dealers. The target benchmark is 25 percent in order to cover expenses and show a net profit. The Top 5 dealers stayed pretty flat with a very respectable 27 percent-plus margin. More significantly, net operating profit (NOP) was up considerably across the board. This is partly a reflection of their continued efforts to control expenses. However, this is even more attributable to their ability to improve the performance and output of their employees. They have eliminated non-performers, hired better people and provided them with quality training. We are seeing evidence of this in the increased attendance at our management workshops and the demand for on-site staff training. The success of your business is directly related to the abilities of your employees. Invest wisely in your staff, and you will reap long-term rewards. Part 2 of our total store stats shows us the average percentages that the various departments contribute to the gross profit of the dealership. It is interesting to note the flip-flop in new sales versus used sales

Total Store Sales YTD (millions)

GROUP NORM

TOP 5 NATIONAL DEALERS NORM

$7.3

$12.0

$7.7

+12.3%

+4.7%

+4.8%

Total Store Gross Margin

24.6%

27.5%

25.8%

Gross Margin for Prior Year

Change in Total Store Sales from Prior Year

23.2%

27.7%

24.9%

Selling Expense as a Percent of Total Sales

4.7%

2.5%

2.4%

Personnel Expense as a Percent of Total Sales

8.2%

5.2%

9.9%

Admin Exp as a Percent of Total Sales

3.2%

2.4%

4.9%

Total Store Net Operating Profit (NOP)

4.6%

7.5%

4.9%

Total Store NOP from Prior Year

2.9%

5.7%

4.0%

+37.0%

+24.0%

+18.4%

Change in Total Store NOP from PY

CHART 2 Total Store Stats – part 2

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

Contribution to Gross Profit: New Sales

28.2%

21.6%

28.1%

Contribution to Gross Profit: Used Sales

14.0%

37.4%

12.9%

Contribution to Total Store Gross Profit: F&I

11.2%

14.1%

13.7%

Contribution to Total Store Gross Profit: P&A

28.0%

34.3%

26.4%

Contribution to Total Store Gross Profit: Service

18.6%

22.4%

18.5%

15.2

23.5

16.1

112,556

139,971

116,732

Door Swings: Change from Prior Year

32.4%

103.6%

22.6%

Logged Working Contacts: Change from Prior Year

24.2%

74.8%

19.5%

Cost Per Door Swing

$26.88

$42.73

$24.54

Average Total Store Staff Headcount, YTD Gross Profit Per Employee, YTD

CHART 3 November 2012 Sales Department Stats Part 1

GROUP NORM

433

New Units Sold YTD

13.2%

New Units Sold Change from Prior Year

2.2

New Inventory Turn

183

Preowned Units Sold YTD

17.6%

Preowned Units Sold Change from Prior Year Preowned Inventory Turn Preowned to New Ratio

TOP 5 DEALERS

NATIONAL NORM

745

355

40.6%

23.1%

3

2.6

280

178

52.0%

25.4%

7.6

14.5

5.7

0.59

1.15

0.57

Total New-Units Gross Margin

13.1%

15.7%

14.1%

Total Preowned Units Gross Margin

20.9%

24.9%

19.4%

Change in Selling Margin Change from Prior Year % of Chg. in Total Unit Volume Change from Prior Year % of Chg. in Sales Dept NOP Change from Prior Year

contribution between the group and NN dealers as compared with the Top 5. I sus-

12 January 2013 | Motorcycle & Powersports News

0.4%

5.3%

-0.6%

14.7%

40.7%

18.3%

2.7%

7.3%

1.4%

pect this had a lot to do with the higher total store gross margin for these dealers.


CHART 4 The Top 5 dealers are obviously larger operations, as you can see from the staff levels. However, note how much more they average in gross profit per employee than the other dealers. These are the dealers who have a low tolerance for poor-performing employees and tend to be more proactive when it comes to investing in training. The sales department numbers show us that sales have continued to improve, but selling margins have remained flat for all but the Top 5 dealers. Properly trained salespeople with proper incentive programs will fight harder for your profit. Untrained salespeople with no gross profit incentives become order-takers who drop to the lowest price quickly so they can close the deal. Spend some time on your sales floor listening to what they are saying to your customers. It could be enlightening. The Top 5 dealers are continuing to focus on preowned. The margins tell the reason why. Check out the number of turns. This is huge. Frequent turnover increases profits dramatically. The really good news is that NOP for this depart-

November 2012 Sales Department Stats Part 2 Total Advertising & Promotion Per Vehicle Sold Flooring Expense Per Vehicle Sold Sales Personnel Expenses Per Vehicle Sold Average Number of Customer-Facing Staff YTD Gross Profit Per Sales Employee YTD

ment is also increasing. Gross profit pays the bills, but net is what keeps the business going and growing. Sales – Part 2 reveals some good numbers you can use for comparison. What are you spending in advertising per vehicle sold? How about flooring? The last number on this chart really points out what can happen when you have well-trained salespeople and you focus on turning high-margin units. The Top 5 dealers are averaging $80,000 more in gross profit per salesperson than the NN dealers. Multiply that by six average salespeople. That’s $480,000 in additional gross profit for the sales department. Wow. Think about it. Have questions? Feel free to contact me for information, explanation or to discuss

GROUP NORM

$54

TOP 5 DEALERS

$25

NATIONAL NORM

$88

$98

$50

$115

$353

$214

$247

6.0

4.5

3.9

$190,357 $262,385 $177,978

how GSA can help you grow your business profitably. 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. GSA is recognized as the industry’s No. 1 authority on dealer profitability. Access to our new Voyager 5 data reporting and analysis system is available for any dealership for nominal fee. For more information on our management workshops, data reporting system, dealer 20groups, on-site consulting or training, send me an email at steve@gartsutton.com or visit www.gartsutton.com.

MotorcyclePowersportsNews.com 13


Black Book MarketWatch

By Ricky Beggs

Strength In Four-Wheel Sector ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

I

Snowmobile

n the powersports market this month, the ATV and utility vehicle segments have finally shown the pricing strength we expect for this time of year. This is in marked contrast to last month, where these segments saw only minimal increases in value, which is highly unusual for the time of year. ATVs are up by 3.8 percent and utility vehicles are up by 3.2 percent. With the in-

Average Used Values

October to November Used Unit Value Change ATV Cruiser Jet Boat Off­Road On/Off­Road Scooter Snowmobile Street Utility Watercraft

August

September

Percent Change

$3,644 $8,815 $18,129 $2,625 $5,020 $1,982 $4,528 $7,160 $6,837 $5,496

$3,780 $8,642 $17,373 $2,554 $4,936 $1,941 $4,655 $7,069 $7,058 $5,280

3.80% ­2.00% ­4.20% ­2.70% ­1.70% ­2.10% 2.80% ­1.30% 3.20% ­3.90%

14 January 2013 | Motorcycle & Powersports News

Street

Utility

Watercraft

creased use these vehicles see by hunters, farmers and outdoorsmen in the fall, it was unusual to see their values overall merely hold steady, rather than increase significantly over the past few months. As for units that see decreased usage as the weather turns colder, street bikes are down 1.3 percent, cruisers are down 2 percent and off-road bikes are down 2.7 percent, which represents normal adjustments for these segments as we head into winter weather. Snowmobiles are continuing to inch up in value as winter approaches. They are up by 2.8 percent this month, and action at auctions is likely to accelerate over the next few months. Personal watercraft are down by an additional 3.9 percent versus last month, while jet boats are down an additional 4.2 percent. Combined with the drops in value we have seen over the last two months, these segments are down a little more than 13 percent from their summertime highs. If you have the space, this could be a great time to stock up a few units on the cheap for next spring. Exports from some buyers at auctions are also having an impact within the market, so if you have a few old carryovers, this might be a good time to remarket a few at the auctions. t


TECH

Tips

A

funny thing happened at the bike shop one day. We were all hanging out in the back, telling lies like a bunch of dirt bikers do, when a guy came up to the back door pushing his bike. He had a tire over one arm while he pushed his XS650 Yamaha into the shop. “Time for new rubber,” he said, “Ed’s bringing the front.” Ed was the owner of the shop. We could hear him bustling around in the back finding a tire that would fit and hurrying out to make the sale. Ed, like most shop owners, was eager to sell this customer a set of tires. It was just amazing that it took him this long to do it. I walked around the back of the XS, and could see four distinct bands of nylon cord showing, maybe five if I looked really hard. “You got your money’s worth out of this one,” I said, knowing that the joke was a dry one — the customer was proud of his frugality. “Yep,” he said, his rejoinder a classic case of one-up manship, “I was ready to let it go ‘til fall, but my girlfriend said she won’t ride on the back unless I get a new one.” By this time I had made my usual 360 around the bike, stopped at the front, where the tire was merely bald, but not showing any cords. “This one’s still got plenty of life in it.” “I know,” the customer said, plainly disappointed. “She wants me to change that one, too.” By this time Ed had made his appearance and was barking orders around the shop, things we’d of course already started in motion. The job at hand was getting the tires on while the customer waited, get the sale paid for and the job out the door, and then we could get back to whatever it was we were doing before the XS was rolled into the shop. The question roiling around in anyone’s mind might be, “Why did the customer wait so long to get new tires?” The answer could be simple, considering where we lived. Northern New England is the home of some of the proudest, cheapest people

Where the Rubber Meets the Road

you’ll ever meet, and riding up with a completely skinned tire is a point of pride for some. Hard to say if they realized exactly how bad a safety hazard a bald tire is on a two-wheeler, especially one that’s being wailed around on local streets in unpredictable weather. Nobody really goes out intending to risk their life on a motorcycle, but without a doubt, riding on worn out tires is a great way to do it. The second great question would be, why did Ed wait so long to sell this guy a set of tires? Easy. I’ve watched Ed and his team of mechanics work for quite some time. Their modus operandi was simple: wait inside, at the counter or in the shop, until somebody comes in needing something. This kind of thinking is great for keeping you out of the weather, but does it bring in extra sales? Here’s a better approach that would work in any bike shop. When a customer comes in for parts, why not have your parts guys go out and check their VIN number, just to make sure they’re ordering the right one? While they’re writing down the all-important VIN, they could take a quick walk around the bike, and possibly spot any number of potential sales. “Hey, this tire’s getting a little thin, did you know we have some special deals going on tires this month?” Or how about, “You know, that taillight lens is pretty cloudy, we can fix you up with a new one.” It’s also a great time to suggest accessories. If you customer has a bag of groceries lashed down to the passenger seat, you might suggest they look at the tailbags you have in stock, or maybe they want a set of saddlebags that’ll get the job done in style. You’re all familiar with the customer who rides down to the shop on a nice Saturday morning just to hang out with some other motorcycle guys. You know they have their bike, they wouldn’t be carrying a bug-covered helmet otherwise. This creates the perfect opportunity to say something like, “Hey, you’ve got your bike here? Let’s go

16 January 2013 | Motorcycle & Powersports News

take a look at it, I need to get outside...” Customers love to show off their bikes, and love to talk about them. Why not steer the conversation toward possible upgrades as well as new parts that might be needed? If you want to get scientific, have your salesmen carry a tire tread gauge in their pocket and get right down and check customers’ tires. “You know, that tire won’t pass inspection next time, you might think about something new on there.” Tires have a lot of other potential problems other than wear. Your service and salespeople should be trained to be able to spot dry rot, odd tire wear patterns as well as tread depth, and even look for nails in the tire. I’ve seen a number of customers come in carrying nails, and they never had a clue. The bottom line is this: Your customers come in because they’re interested and enthusiastic about the product you’re selling. Go outside and look at their ride; show a little enthusiasm in return, and you might also find that you’re opening up a new avenue for sales while you’re at it. t

CYCLEPEDIA PRESS LLC has been publishing interactive, Web-based service manuals for ATVs, motorcycles and scooters since 2006. Every CYCLEPEDIA manual includes step-by-step repair procedures, color photos and videos, specifications, diagnostic data and tech support. Mobile device-friendly and easy to use. Browse the full library at: WWW.CYCLEPEDIA.COM or call 828-645-0017.


Submit Your Tip to Win $100!

SERVICE BAY Secrets

Got a Service Bay Secret you want to share? Email your tip to cbrousil@babcox.com. If your Service Bay secret runs in the pages on MPN, you’ll win a crisp $100.

Submitted by Chris Broome Team Charlotte Motorsports

Lacing Wheels One of the hardest jobs in any repair shop is lacing a wheel quickly. Some of the manufacturers will use two to three different size spokes on one wheel. Here is a quick tip I use when re-lacing a wheel:

1. Start with the wheel on a flat surface. 2. Mark the first spoke on the up side of the rim to the left and right of the valve stem. Trace those spokes back to the hub and make the same marks on the hub. We made those marks here in black.

18 January 2013 | Motorcycle & Powersports News

3. Then mark the next spoke to the right and left of the spokes you marked in black during the previous step. Follow those spokes back to the hub (we marked them in yellow.) Now you should have four spokes marked on the rim and four spokes marked on the hub.


佢 佢

4. Now label the rim so you know what side is the rotor side. If it is dual rotor rim just mark it side “A” and side “B”.

5. If the spokes will not come off easily, take a grinder and cut them in half. 6. Now take the rim you removed and place it over the new rim.

7. Make the same color marks on the new rim. Pay special attention to street bike rims that use different size spokes. Make sure you have the same side facing up on the new rim and the old rim. Adding this quick and easy step should help to eliminate the spoke that does not fit after you have laced almost the entire wheel. t

MotorcyclePowersportsNews.com 19


THE

Service

MANAGER

By C.R. Gittere

Service Department Review Set 2013 Up for Success

D

epending on your location in the U.S. and the makeup of your business, January can be a very slow month in the service department. However, having a slow month or two can be very helpful. It is a great time to review the last year and make any necessary adjustments. Adjustments might be the number of people on staff, developing new policies and procedures or a complete department reset. This is a great time of year to review your staff and the numbers your department produced during 2012. Did your service department carry its weight in 2012? If not, why? Did you have enough work coming in the door? Did your technicians produce enough hours per month to make them worth keeping on staff? Did you have more work than you could handle? If you have more work than you can handle during the busy time of year, then now is the time to fix that problem and streamline your department. Try looking at the type of work your department was performing during those months. If you were performing a significant amount of maintenance work, then try setting up a green lane. Developing a green lane, or service lane, is a great way to turn those service jobs quickly and efficiently. If you choose to set up a green lane, be sure to spend some time working with your parts department to ensure it can handle delivering parts to service quickly. Restructuring your departments to accommodate a green lane will take some time for your techs and service writers to get used to. Making these types of changes mid-season generally creates chaos. If you make these changes over the winter when things are slow, you will reap the benefits when spring rolls around.

20 January 2013 | Motorcycle & Powersports News


If you had an overwhelming season, then maybe you need to look at hiring another tech or two. There are some great resources in our industry such as Henry Lonski and www.motorcycleindustryjobs.com. It will take several interviews to find someone that can fit into your current culture. Take the time and start now, so they are up and ready to roll by spring. It is always good to have a mix of technicians. Every shop should strive to have at least one “A” level technician and one younger, hungry kid that can turn the service work. Having the right mix of the senior mentor and the young hungry kid will keep your department stable year over year, but this can take time to organize. Taking time to do a yearly review of your technicians is always a good idea. Sometimes it takes looking at the number of hours they produced over the course of six to eight months to determine if they have been performing well. If one or two of your techs have sub-par hours, then it might be a good idea to have a chat with them and find out why. They might need a little more training or a new direction in life. If all your techs have sub-par hours, it might be a service selling issue. This time of year is a great time to review pricing and selling strategies for 2013. One other significant reason all your techs might be producing low hours is shop layout and organization. It can be hard for anyone to work in an area that is a disorganized mess. I consider the winter to be reset time. Take some time to clean everything up. Throw out all the old parts and junk laying around that doesn’t need to be there. Make sure you have your lifts, tire machines and parts washers up to snuff. Take a minute and oil up your compressors, reorganize the manuals room and most of all, clean up, reset and put away all the special tools that are laying around on work benches. Having your equipment ready to go when the weather breaks will make spring easier and more profitable. Proper preparation in the off season is key to getting a running start on the spring. Just because the amount of work coming in the front door has slowed down doesn’t mean it’s slow down time! t

C.R. Gittere and the Service Manager Pro team specialize in service department efficiency, elevating customer service and increasing department profitability. His monthly column focuses on best practices and unique ways to get the most out of your service department. More information about Service Manager Pro can be found at www.servicemanagerpro.com.

MotorcyclePowersportsNews.com 21


WebSAVVY

By Heather Blessington

The Future of Digital Media

H

ere comes some digital media fun facts — I am going to fire them at you fast and furious in an effort to allow you walk away from this article a bit smarter, wiser and more focused on the digital space for 2013. If I had compiled this data myself, I would have the distinct right to call myself Wonder Woman … but in truth, I derived this content from BusinessInsider.com, an amazing resource for Internet intelligence led by Henry Blodget. Digital Media Today The digital medium is nearing 20 years old (yet I am regularly asked if this Internet thing is some kind of fad). This fact should put an end to the nay-sayers, wouldn’t you think? More than 2 billion people are online — but that still leaves two-thirds of the world left to go. Even with those figures, most of the world’s income is online with statistics showing that the top 30 percent of global income earners make up 82 percent of online users. Smartphone sales blew past PC sales as soon as they were introduced in 2005. Today, tablets are driving all growth in the PC market; led by the release of the first iPad in 2010. Who would even consider buying a laptop over a tablet these days? And what exactly is a “desktop” anyway? The future, no doubt, is mobile. Online Media Versus Television Viewing habits are swinging away from prime time television toward recorded TV, video games and streaming online video. Think about your family’s activities. Where do your kids and

22 January 2013 | Motorcycle & Powersports News

grandkids spend their time? I am going to guess it’s heads down on their mobile device. Satellite and cable TV subscriptions are trending steadily down, while “over-the-top” or OTT video has become a real player in the space. OTT includes third party providers such as Netflix, YouTube and Hulu. Live events are increasingly garnering eyeballs with the action being viewed either on televisions or video gaming consoles (all of which are equipped with WiFi). Digital media advertising is growing rapidly — in fact, at the largest U.S tech and media companies, nearly 40 percent of the revenue is digital. Google now generates as much ad revenue


as newspapers and magazines (all of them combined). Digital media content ad revenue is exploding with iTunes, Netflix and Kindle leading the pack, but keep your eye on Zynga, Spotify and Dropbox (if you haven’t the slightest clue about these companies, this is your cue to get Googling). However, even with that bright and shiny outlook for digital, TV remains the far and away leader in U.S. advertising spending. It continues to grow, but user behavior is changing. For the moment, TV remains king … but history has taught us that when user behaviors change, the money follows.

Social Media It seems that the entire world is on Facebook (humans and pets included!), yet the statistics show only one-seventh of the world’s population utilizes it — which translates to approximately 500 million daily users and 1 billion monthly users. When it comes to online advertising, Google is far and away No. 1, with Facebook blowing past Microsoft, AOL, Yahoo and all others combined for second place. The pace of Facebook’s growth makes one wonder: will it ever be bigger than Google? Highly unlikely. Blodget puts it this way; “Google is like advertising at a store. Facebook is like advertising at a party.”

Truth is, the vast majority of the human population is determined to burn up every spare second of its waking hours peddling far away from any form of solitude whatsoever. Good for capitalism, but a bit scary for relationship building and social skill development — such as the all-important ability to make eye contact with your loved ones at the dinner table. But I digress. Images (mostly “selfies”) fill up our mobile devices, and video is created and consumed at a mind-numbing rate (check out Dude Perfect on YouTube to burn up a solid hour of your life you will never get back — or download his brand new app to impress your friends). I find one of the more interesting new behavioral habits is the habit of watching television while dialing into a social network on a smartphone. There’s something about this dual viewing activity that our brains crave and many find the ability to interact with others on mutual topics of interest quite satisfying, hence the draw of Twitter. In-store price checking is a technical advance that has changed the way we shop and ultimately make buying decisions. Today’s retail shopper is savvy. He cares about getting

E-commerce Big box stores aren’t just online to sell their wares; there’s big business in ads sales. Target, Best Buy and Wal-Mart are now building ad businesses, modeling their sites after Amazon with online ad revenues already exceeding $1 billion annually. As e-commerce continues to take share, new brands such as Groupon, Gilt Groupe and Living Social blend marketing and commerce. Mobile When it comes to mobile phone usage, people are using their phones as they do their PCs, spending the majority of their time playing games, surfing social networks, catching up on the news, visiting the bank and shop, shop, shopping. MotorcyclePowersportsNews.com 23


The space to watch is localized mobile ads, which allow retailers to reach their core demographic for the lowest of low spend. The ability to target consumers in the digital world is like never before in the history of media, and these savvy consumers are hungry for local offers, deals and information.

the best price or a killer “deal,” and retailers need to bow down to this reality if they are going to survive in this everchanging climate. Price matching has become core to retail sales strategy with same-day shipping being the latest game changer to be considered by any industry wanting to be a player as detailed by WIRED magazine in “Death by a Billion Clicks.”

Mobile is driving Internet usage through the roof, creating a 24/7 data stream direct to the consumer, so the question is: will mobile ad revenue follow?

Apps Apple App store downloads are on track to hit 60 billion by mid-2013, with smartphone users spending more time with apps than mobile Web activity. “Freemium” is still the dominant model, with games being the area generating the most paid app downloads across the board. Google Android is the leading mobile platform. This is attributed to the fact Android owns China, and the fact that Android is an open platform that is distributed through many phones including Motorola, HTC and Samsung. The Apple iOS platform runs only on the iPhone, iPad, iPod and iTouch, which limits growth potential. Now that you are armed with a clear perspective on digital media, it’s up to you what you do with this newfound intel. My hope is you will review your marketing budget for 2013 and shift dollars to this growing frontier to allow you to start gathering data on what form of digital media delivers the highest ROI for your business. t

View the entire slide deck from BusinessInsider.com here: http://www.businessinsider.com/ future-of-digital-slides-2012-11#

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.

24 January 2013 | Motorcycle & Powersports News


PEAK

Dealership PERFORMANCE

By Mark Rodgers

Building Resilience

Bounce Back from Inevitable Rejection: Part 1

T

he greatest salespeople aren’t great because of their ability to handle when customers say “yes.” They are great because of their ability to handle what happens when they hear the word “no.” The difference is that successful salespeople either consciously or subconsciously have methods for bouncing back. Like a brand-new tennis ball ready for the next serve, they want back in the game. Unsuccessful salespeople respond like that old flat basketball that was always last on the rack in gym class. They hit the hardwood with a thud and are immediately kicked to the side of the court. The notion that sales success is often found in rejection can be a fairly depress-

ing thought. But what if: • You were able to more easily overcome rejection? • You could hear the word “no” and not take it personally? • There was a method scientifically proven to have the same antidepressant effects on your mental condition as pharmaceuticals, but didn’t require you to take a pill?

calm your nerves and steamroll through those inevitable times of rejection. Minimize Rejection Start with less risky situations and settings. If you want to experiment with a 99.9 percent extended service plan logic argument and you’ve never done

When you make an “ask” (requesting some commitment or decision of someone), you are putting yourself out there. You are taking a risk. For some, this makes them as nervous as Lindsay Lohan at a meeting with her parole officer. The following will help you minimize that risk,

Imposter Syndrome In 1985, Dr. Pauline Rose Clance published a book called The Imposter Phenomenon in which she described how highly successful people battle with feelings of inferiority. Successful executives, professional athletes and others of note, all at one time or another feel as if someone will find out they aren’t as good as they are made out to be. This is a mental condition, DELUSIONAL HEALTHY which hinders talent and contributions. If you were to compare your belief about your performance to your actual performance you may make some interesting discoveries. (See Imposter Syndrome Chart, Right) If you think your good at something and you’re not, that might classify a person as IMPOSTER OBSTRUCTIVE delusional (not necessarily in the One Flew Over the SYNDROME Cuckoo’s Nest sense). If you are not good at something and you don’t think you’re good at it, you’ve got a self-inflicted impediment. If you’re good at something, but walk around on eggshells as if someone’s about to play the ace, you’re experiencing the Imposter Syndrome (which most people have felt this way at least once). If you’re good at something and you know you’re good at something, this can create a healthy confident mindset (there’s a difference between confidence and arrogance). t

26 January 2013 | Motorcycle & Powersports News


it before, don’t try it out on your most cantankerous customer, an off day or when you really need to make the sale because your mortgage is due. Practice it on friends and family first and then find that customer with whom you have a great relationship and say, “Let me run something by you …” A rookie pitcher’s first game is never in the World Series.

Always go into every “ask” with options. It’s best to avoid a take-it-or-leaveit stance. Always have a good, better or best option. This way, it’s not whether someone takes you up on your offer, it’s how they take you up on your offer. It doesn’t matter if you’re talking motorcycles, jackets or an employee performance review, you can come up with options for everything. Start with your more extreme offer. If you do they may just take you up on it. And if so, that’s frosting on the beer mug for you. If they don’t, you can leverage a concept known as rejection, then retreat. When someone says “no” to your offer, you simply retreat within your offer to your next option. Studies prove people are much more likely to say “yes” to your next option because they feel you’ve made a concession to them by making a smaller subsequent offer. Don’t ask for the business. Yep, you read that right. The reason 62 percent of all retail sales aren’t consummated is because the salesperson doesn’t ask for the

sale. Why don’t they ask for the business? They’re afraid they will get turned down. So, don’t ask for the business. Ask for the customer’s opinion first. It’s easy, much less threatening and will tell you whether you should move forward in your sales progression. At an appropriate moment simply ask the customer, “What do you think?” If they hesitate, keep working. If they say, “I like it,” ask for the commitment. Practice these tactics to minimize rejection and stay tuned for next month’s installment where we’ll dig deeper into dealing with rejection. 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.

MotorcyclePowersportsNews.com 27


PWC UPDATE FlyBoard Looks To Sign Up North American Dealers

I

n today’s world of social media, there’s a good chance you’ve already seen video of a guy channeling his inner IronMan, blasting above the water as jet thrust seemingly comes out of his feet and hands. It’s no computer-generated effect. The product is the FlyBoard (flyboard.com), and its North American distributor, FlyBoard Inc., has been signing up dealers since early 2012. Interested? Consider this. Compared to its primary competition, the FlyBoard is very competitively priced. And the product it relies upon for the source of its propulsion is one you’re likely already selling … a personal watercraft. Water-jet-propelled human flight is kind of a hot topic in recent years. Perhaps the best known example is the JetLev, a waterjetpowered backpack that is linked via a hose to what is essentially a driverless PWC hull below. It’s cool, certainly, but pricey, costing upwards of $100,000. Rentals have proven popular at select resorts, but obviously only the wealthy have added one to their personal toy collection. FlyBoard aims to be different by keeping the price dramatically lower at $6,495. One way in which that is possible is that the FlyBoard uses a customer’s existing PWC. Designed by French PWC racer Franky Zapata and his company, ZAPATA RACING, the FlyBoard relies not on a driverless PWC-like hull towed below, but instead on an actual, functional personal watercraft. Thrust generated at the PWC is redirected to a wakeboardlike, plastic platform attached to the flyer’s feet, as well as additional stabilizing thrusters in the hands. Setup is surprisingly quick and simple. Users remove their craft’s existing thrust nozzle and bolt in its place a U-shaped pipe that redirects the PWC’s thrust up the supply hose attached to the FlyBoard. A swivel connection at the board enables the rider to spin and twist without kinking or twisting the supply hose. Plastic ball bearings eliminate worries of rust. One catch? In its standard setup, the FlyBoard’s flyer lacks any control over the intensity of the thrust. That’s left up to a partner aboard the PWC, who determines just how much power to deliver by control of the throttle. For obvious safety reasons, FlyBoard requires the PWC operator be a FlyBoard Certified Operator. Depending on the dealer, certification may be included in the purchase of the board; additional operators can be certified after a $350 course. This “team-like” concept keeps things simple, but I imagine most flyers would prefer control over their own destiny … especially considering the FlyBoard can reportedly send the user as high as 40 feet. An optional Electronic Management Kit ($1,850) gives the rider total control by linking the flyer to the PWC’s throttle through a finger trigger, although a spotter is still required aboard the PWC. The vast majority of the product’s thrust (90 percent) comes out 28 January 2013 | Motorcycle & Powersports News

of cast-iron jets attached to the bottom of the board. The remaining 10 percent is directed to aluminum thrusters at the hands, which are used to stabilize the flyer as well as provide some directional control. Much of where you go in the air is accomplished by leaning the board wake or snowboard-style, toward the toeside edge to go forward, toward the heelside edge to go back. FlyBoard estimates customers will be able to fly the board after less than 10 minutes with a certified instructor, and be proficient in less than three hours. According to FlyBoard’s director of operations Matt Tutton, the company currently has 15 dealerships, with many more applications currently waiting for approval. Those dealerships aren’t just limited to the obvious PWC dealerships. “Anybody can apply,” says Tutton. “We’ve got independent operations that just sell FlyBoard. Some are boat dealers, some PWC dealers, some do kiteboarding. It’s all over the spectrum, anything to do with watersports.” All are required to have a representative take a one-day instructor’s course ($1,000) at the company’s corporate facility in Florida, where they learn safe operation of the board, as well as how to instruct customers. t


DESTINATION

Dealership By Margie Siegal

Smokey Point Cycle Barn

P

eople find all sorts of things in old barns. Old bike enthusiasts dream of the antique motorcycle waiting for them under a dusty blanket. Few people imagine that a profitable business is waiting for them under the hayloft, but that’s where Cycle Barn’s owner, Jim Boltz, found his calling. Jim started selling Kawasakis — some of which are now the kind of serious collector’s items that people hope to find in barns — in a wooden barn near Lynnwood, north of Seattle, Wash., in 1972. The barn had previously contained a big machine shop, so making it over into a dealership was not the project it might seem at first glance. It was, however, short on amenities. The bathroom, for example, was in another building,

necessitating a cold trudge outside in winter. In 1977, the owners of the barn sold it, and the building was torn down. By this time, the Cycle Barn business had grown to the point where Jim could buy nearby land and build his own building. He built big. “If you are going to build something, build it as big and as best you can,” he says. “Other local dealers thought we were crazy and would soon be out of business.” Instead, the dealership soon ran out of room. Over the years, Jim worked to create a “one-stop shop,” a place where customers could come for anything and everything motorcycle, and his business continued to grow. In 1998, Cycle Barn built another

30 January 2013 | Motorcycle & Powersports News

building to contain the dealership on the Lynnwood property. This structure was three times bigger than the previous one, but Cycle Barn was not through expanding. A second dealership at Smokey Point, 26 miles north, was opened in 2000, selling Honda and Yamaha. Shortly afterwards, Cycle Barn Smokey Point added Polaris, then Kawasaki and finally Suzuki, in addition to Husqvarna power equipment. Cycle Barn-Smokey Point is now in a 30,000-square-foot freestanding building easily visible from Interstate 5. In line with the one-stop concept, Cycle


Barn tries to cater to all groups of motorcyclists in Northern Washington State. The area is home to many gentleman farmers and small ranchers who want ATVs and side-by-sides for ranch work and hunting. Some of the best roads in the United States encourage the sportbike and adventure crowd, and there are plenty of trails for offroading families. “We get a lot of blue collar workers from the nearby Boeing plant,” says Gregg Anderson, general manager. “We have a strong clientele from the area military bases.” The growth and continued viability of Cycle Barn is due to a strong focus on the core business and on customer service. “Wants, needs and desires — we find and fulfill,” says Gregg. “We try to make each customer that comes in the door a customer for life.” The effort has paid off in the many positive reviews posted by customers, who praise the ‘going the extra mile‘ attitude of the Cycle Barn staff, including the four-legged store greeter, Lucy. One excellent source for customers is

their skills. Washington State Motorcycle Safety Training has been a great program for us, with all the brand-new excitement in the store, all that anticipation of getting a license and getting out on the road. It’s like Christmas every day. “ The dealership has found that one of its best sources of publicity is the easily seen building near the freeway, where more than 80,000 vehicles roar by daily. Cycle Barn makes sure that its employees are at the annual Seattle International Motorcycle Show with a large stack of business cards. However, in its day-to-day publicity, Cycle Barn tends to concentrate on online initiatives. “We embrace social media,” says Gregg. “We are learning to maximize our impact and stay significant.” The dealership puts out an email newsletter and has a presence on Facebook. The Smokey Point website features online shopping, online OEM fiches and a parts finder. Parts that have been sitting on shelves get moved to eBay. Financing applications are available on-

the in-house motorcycle school. “We had a customer from England who had trained motorcyclists in England. He didn’t like the way motorcycle training was done here, and wanted to set up his own business. He needed a classroom, and we had a room in our facility,” Gregg explains. “We also provide motorcycles for the program. “The school means we have excited, motivated new riders coming to our dealership for training every week. On average, we have 20-24 students coming through every week in the summer and 10-12 in the winter, trying to get permits or improve

line, as are prices for prior year and used bikes. The website also incorporates an extensive resource list, including riding and race instruction, contact information for local bike clubs, online motorcycle forums and nearby motocross parks. In line with the emphasis on maintaining existing customers, the website includes a customer satisfaction survey, which is taken seriously by staff. All comments are read and responded to as quickly as possible. “We understand that people in our area have lots of choices on how to spend their discretionary income,” says Gregg. “We want to make sure they continue to enjoy spending it with us. “Our key mantra for serving our cus-

tomers is: ‘Shop slow, pay quick!’ We keep a lot of knowledgeable staff on hand — more than most dealerships,” he continues. “There are plenty of people to help customers at all times. We also have five cashier locations. The goal is no lines, even on Christmas Eve.” The past five years were very difficult for Northwest dealers, and several nearby dealerships closed. “I believe we have seen the worst of it, but there is still much damage to overcome,” Gregg explains. “The financial holes dug during the down economy are deep and will take many years to fully recover. We had a phenomenal 2012 and are looking for much bigger returns for 2013. “Cycle Barn has been very fortunate to have a seasoned, long-term staff and management team to carry us through. All of the people working for us are fanatics. We like what we are doing. As Pat Neland, our general sales manager says, ‘I earn my living in a toy store. What could be better?’” t

Cycle Barn Smokey Point Marysville, Wash. www.smokeypointcyclebarn.com OEMs: Honda, Yamaha, Polaris, Kawasaki and Suzuki Major Brands: Cobra, Fox Racing, Marsee Motorcycle Luggage, Helmet House, Ogio, Teknic, Alpinestars, Parts Unlimited, HJC, Tucker Rocky, Gerbings’ Heated Clothing and Western Power Sports. Number of employees: 23

MotorcyclePowersportsNews.com 31


By Lee Klancher

W

hen current US Highland CEO John Fitzpatrick III first unlocked the storage facility that contained the remains of the company in Tulsa, Okla., he found row after row of well-finished prototypes — a 950 adventure bike, a street tracker and a string of dirt bikes — all coated in dust. An enthusiast would see them as an invitation to go riding. An investor might see millions of development dollars idling. The polished Fitzpatrick held executive positions with HarleyDavidson, Hewlett-Packard and Indian, and is the newly appointed CEO of US Highland. When he first confronted the row of dusty bikes on the floor, he saw both overwhelming choices and a great opportunity. The line of bikes was created due to the efforts of Mats Malmberg, a man who was part of the group of Swedish engineers who created the technology for Husqvarna as well as Folan, Cannondale and others. He founded Highland AB in 1997 and used a Folan-designed 950cc V-Twin engine to create the Outback 950 adventure bike, selling a few units worldwide. Oklahoma-based entrepreneur Chase Bales purchased one of the Outback 950s. He and Malmberg crossed paths while working with ATK. Bales proposed to move Malmberg to Tulsa and build an entire line of new motorcycles. Malmberg agreed, and US Highland was born in 2009. Malmberg and Bales worked together to create an enthusiast’s dream. Their idea was to create engines and frames that were modular and customizable. Buyers could order a streetoriented dirt tracker, adventure bike, dirt bike or street bike. Engines could be single or V-Twin, each available in a range of displacements and states of tune. Dealers would have demo bikes, and customers would order through the dealer. In a video interview, Malmberg called the US Highland bike “a works motorcycle for the consumer.” On Feb. 23, 2010, US Highland opened a new 33,000square-foot facility in Mounds, Okla., in anticipation of building 700 units that year and 1,500 in 2011. The company announced 32 January 2013 | Motorcycle & Powersports News

New Investors and a tentative agreement with a major OEM to custom build branded bikes. The Tulsa World reported that 200 to 300 people would be working at the facility by the year’s end. Journalists were put on the prototypes, and the early reviews of the light, powerful bikes with high-dollar componentry were enthusiastic. On July 10, 2010, Malmberg, Bales and Damian Riddoch, US Highland CFO, were killed when their multi-engine Cessna crashed on the way back from a business meeting. An interim COO was appointed three days after the crash, and the 30 employees maintained their jobs, while management looked to secure financing. Interim management did its best to raise the funds needed to continue on course, but new investors were reluctant to jump on board without the founders. In December 2010, the facility’s doors were locked, most of the 30 employees let go, and the line of bikes sat idle and gathered dust as the company continuted to struggle to maintain the resources needed to put US Highland back on track. A Tulsa-based advisory group located new financing and began the search for a new management team. In September 2011, Fitzpatrick was hired. That’s when he opened the doors and let the sun shine on the line of motorcycles in storage. Fitzpatrick was a key manager for Harley-Davidson, and helped develop and ramp up production at the Kansas City plant. He inti-


Management Set to Introduce New Motor and Bike in Q1 2013 mately understands production systems and how to quickly produce a large number of machines. Hired by a revitalized US Highland, Fitzpatrick was tasked with picking up where the founders left off. Malmberg and Bales had let their enthusiasm for motorcycles and innovation drive their company. The two built anything and everything that seemed interesting, and the dusty facility in Mounds contained enough machinery to power the company through a dozen product launches. “These guys were ahead of their time,” Fitzpatrick said. “They were completely passionate about everything they did. They were probably on the cusp of making their dream come true.” The US Highland team included several members who had worked with the original founders. Deborah Engles ran the office for the company before and after the crash, and former racer/motorcycle designer Martin Lind of Rollox AB was one of the key designers for the entire line of motorcycles. “They know. They were there all along,” Fitzpatrick said. “There’s this thread of continuity.” Lind’s perspectives on the history of each bike has been invaluable to Fitzpatrick and his new team, as has his technical expertise and development work. The heart and soul of the engineering team lives on with Lind. “[Martin] was the magnet that drew me into this,” Fitzpatrick

said. “Thank God he wasn’t on that plane.” As Fitzpatrick began to understand his new product line, he also began adding team members. One of the first hires he made was his friend and neighbor, James B. McCoy. McCoy brought a blend of experience with sales, franchising, licensing and start-up companies. Nearly equally as important, he’s a hardcore enthusiast, with experience racing off-road, riding adventure motorcycles and more. He and Fitzpatrick had discussed their thoughts on US Highland long before any discussions about working together. In February 2012, Fitzpatrick hired McCoy as vice president of sales. “We thought we were walking into a company where we would be manufacturing bikes immediately,” said McCoy. “As soon as we saw the bikes, we realized we had some R&D to do.” In fact, McCoy made a conscious decision not to ride the bikes for several months. He knew that as an enthusiast, his reaction would be to want to finish the motorcycles. Producing motorcycles was not, however, the first priority in the US Highland mandate. “We could see that the first product we were going to create was an OEM motor,” McCoy said. “We knew the motors were very close to being done.” The motor concept has been refined and clarified by the addition of Josh Whitaker, who has been the director of marketing for KTM and Red Bull and directed the off-road segment for Tucker MotorcyclePowersportsNews.com 33


Rocky. He approached Fitzpatrick in August 2012, who immediately brought him on to help the company define and communicate its vision. The motor was what attracted the investors to purchase US Highland. I sat with Fitzpatrick, McCoy and Whitaker in a coffee shop in downtown Tulsa, where Fitzpatrick explained his group’s vision. “How can we … not just build something, but change the face of the powersports industry?” he said. The V-Twin and the single-cylinder engine have been welltested, are designed to be easily customizable, and the manufacturing systems and suppliers are on hand. That makes it simple for the company to offer the same engine for any OEM. US Highland offers an off-the-shelf powerplant — similar to an S&S motor — that can be used in nearly any configuration imaginable. They are currently pursuing partnerships with chassis builders that range from street customs to off-road vehicles. The product will be the motor, set up to match the OEM’s requirements. Need a 120-horsepower 1050cc V-Twin for your sand rail? A 950cc V-Twin tuned for torque for your ATV chassis? A 507cc single-cylinder for your custom-built motorcycle? US Highland can supply those. The idea is to work with the growing number of custom manufacturers and supply this engine. The machines will be badged “Powered by US Highland”. As the two men talked excitedly about their vision, the sound of a barely-muffled V-Twin rolling down the street rattled the windows as it parked out front. Steven “Posie” Pfaff, director of manufacturing for US Highland, stepped off a US Highland 950cc V-Twin-powered Street Tracker. He’s a V-Twin performance guy who cut his teeth building high-performance Harleys. “I come out of the trenches, brother,” he later said to me, flashing a toothy grin as he showed me the rapid prototyping machine in the US Highland shop. Posie joined us in the coffee shop, adding some biker cred to the khaki and button-down of the rest of the team. “Powered by US Highland” took a new meaning during quick test rides of several of the bikes. I sampled the single on an offroad bike with a 450cc engine, which Corey Green rode in the 2010 Summer X-Games. The bike had a number of innovative features and looked as polished and finished as a production bike. Riding the bike was 34 January 2013 | Motorcycle & Powersports News

shockingly seamless. The power was smooth, clean and strong, with a strong hit down low that flattened out into the top end. The chassis felt as tight, comfortable and sorted as a Japanese motocross bike. I also rode an updated version of the 950 Outback. The adventure bike is incredibly tall, and feels light and agile. The seating position is well sorted and natural, with a plush ride. The motor is a torque monster, and the bike would loft the front wheel in the first two gears with ease. I also rode the V-Twin-powered street tracker that Posie piloted to the coffee shop. The bike is tiny and vicious. The fuel injection mapping left a flat spot off idle. The exhaust note was tuned, tight and loud enough to set off car alarms. Feather the clutch to rev the engine past the spot, and the bike accelerates savagely. The stiff rear lets the rear tire slip a bit, which probably prevents wheelies at every input. The engine stars in the Street Tracker, and even with the V-Twin detuned to a claimed 80 rear-wheel horsepower, is the overwhelming feature of the bike. The Street Tracker to be introduced this coming spring will be a single-cylinder, which I suspect will be a much more rideable, fun machine. But a portion of the public will want that vicious little V-Twin — and will eventually be able to get it. Fitzpatrick and McCoy have gone away from the founder’s vision of high prices, and hope to price their bikes very competitively. They also intend to offer consumers the option of saving more money by ordering a bike that is partially assembled. US Highland intends to offers dealers a competitive margin so they can sell customized bikes, parts and provide service. Dealers also have the option of creating their own brand by specing a motorcycle built to suit their customers and finished with whatever graphics and components they see fit. The facilities in Tulsa are gleaming and clean, with racks and parts and stations where engines can be manufactured. Fitzpatrick told me his team is fielding nine sales leads a day from people interested in the new engines. US Highland promises to offer enthusiasts and dealers alike an American-made option in the powersports area, built by visionaries and now in the hands of experienced motorsports professionals with a promising blend of motorcycle enthusiasm and industry seasoning. t


Each week, we present our readers with the best new products on the market. While all the gadgets, apparel and tools we share are valued by dealers, some simply stand above the rest.

We’ve rounded up the most clicked items on our website, presenting you with the

top 25 products of 2012.

1.

On-Board Wheel Balancers for Harley-Davidsons Centramatic Already popular with Honda Goldwing owners, Centramatic Balancers are now available for Harley-Davidsons. They provide improvement in stability, handling, safety and increased tire life. They're made of the highest quality materials and carry a five-year unlimited mileage warranty. They mount between the brake disc and wheel hub and require no service whatsoever. Centramatic Balancers will balance the tire and wheel every time the bike is ridden, and lead weight counter balancing is no longer required at tire change.

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

For More Info: www.centramatic.com

36 January 2013 | Motorcycle & Powersports News


2.

Adventure Track Seat Saddlemen Saddlemen’s 25 years of seat making has led to the 2012 release of what Saddlemen calls the most advanced adventure touring seats on the market. The Adventure Track Seat features a hybrid design that combines Saddlemen’s exclusive SaddleGel and patented Gel Channel design to provide comfort and control by reducing shock, vibration and pressure. A weather-resistant synthetic microfiber cover for the driver and a rubberized “gripper” seat cover for the passenger/cargo pillion further emphasize control. Optional heating elements are incorporated into the design, and desired heat level is maintained by a five-level LED remote control. This product retails between $399 and $749. ------------

For More Info: www.saddlemen.com

Vemar Eclipse Night Vision Helmet

3.

Motonation The 2012 Vemar Eclipse Night Vision helmet is graced with an improved visor gasket and enhanced ventilation. The Night Vision feature is activated by absorbing UV radiation from sunlight — the longer the exposure to sunlight, the longer the helmet emits an afterglow. This EC- and DOT-certified helmet features an aerodynamic, high impact, mid-oval shaped shell and a padded chin strap with a double D-ring closure system. Other features include removable/washable polyurethane cheek pads and an adjustable full ventilation system. The retail price is $475. ------------

For More Info: www.motonation.com

4.

BT Next Bluetooth Stereo Intercom Midland Radio Corp. The BT Next is Midland's newest Bluetooth stereo intercom for communication on two wheels. With one of the longest distance ranges available in the U.S. (up to one mile), the BT Next combination headset offers Bluetooth connections to smartphones, MP3 players and GPS devices. The device allows the user to converse with up to four riders, while VOX technology allows for voice-activated dialing and call answering. Other features include an aerodynamic, compact design and automatic, hands-free volume control. ------------

For More Info: www.midlandusa.com

MotorcyclePowersportsNews.com 37


5.

1100LED Powersports Driving Lamps PIAA Corp. PIAA's 1100LED driving lamps offer high output illumination for optimum sighting and visibility but draw significantly less power than H.I.D. or halogen lamps. They require only one amp per light at 12 volts, and each lamp includes three 4-watt high output LED bulbs. Innovative computer-controlled Pulse Width Modulation (PWM) technology provides optimal thermal protection for longer life and greater performance, while a 3-millimeter high-impact clear glass lens illuminates road surfaces with a brilliant bluish-white color. ------------

For More Info: www.piaa.com

Hot Licks Flamethrower Kits Hot Licks Exhaust Hot Licks Exhaust allows riders to embrace their wild side with the simple installation of these exhaust flamethrowers. Hot Licks kits are typically installed on a variety of motorcycles with carburetors and without catalytic converters. The Flamethrower kits come 100 percent complete and ready to install with some small adjustments. The standard kit shoots up to 4-foot flames, while the Hot Licks Mega Flames kit blasts 5-foot-plus flames. The flames will not damage the engine, paint or tires of the vehicle. Each kit comes with a lifetime warranty and tech support.

6.

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

For More Info: www.hotlicksexhaust.com

7.

USMC Motorcycle Gauges Medallion Instrumentation Systems These officially licensed United States Marine Corps motorcycle gauges are designed for 1996-2012 Harley-Davidson touring models. The Marine Corps dress uniform and famous “Eagle, Globe and Anchor� trademark are the inspiration of the graphic design. The gauges are a showpiece during the day and feature stunning backlighting at night. The gauges can fit all touring models with and without fairings with few exceptions. ------------

For More Info: www.medallionis.com

38 January 2013 | Motorcycle & Powersports News


8.

Series II Expedition Tent Redverz The new Series II Expedition Tent shelters riders, motorbikes and gear out of the elements and under one roof. It has two inches more headroom than its predecessor, nearly double the original square vestibule footage and convenient J-door entries. Its expedition-grade ripstop nylon ground cloth, fly sheet and floor offer superior protection, while the double wall design of the sleeping bay helps eliminate condensation. The double D-door entries to the sleeping bay simplify entry and exit, and a spacious garage bay serves as a sheltered utility area for cooking, lounging and storage. This product comes in two color options. ------------

For More Info: www.redverz.com

Arthur Fulmer Original Fulmer Helmets Fulmer Helmets has released the Arthur Fulmer Original, a V2 helmet with a vintage flair and true colors. This DOT-approved helmet features smooth graphics and a modern design. Other features include a D-ring retention system and plush interior with leather trim. Three style patterns and optional shields and visors complete the look of this helmet. It retails for $159.95. ------------

For More Info: www.fulmerhelmets.com

9.

10.

ForceFlow Cylinder Head Cooler

Jims The patent pending Jims ForceFlow literally forces the heat away from the engine by pushing high velocity air through the cylinder fin pack in a wide flow pattern, directed at the head gasket surface. It’s capable of lowering head temperatures up to 100 degrees, and can either be activated by a thermostat (included), or wired for a manual on/off switch. This product includes all hardware and wiring, and is available in black or silver for $420. ------------

For More Info: www.jimsusa.com

MotorcyclePowersportsNews.com 39


11.

Macna Chameleon Jacket Twisted Throttle A waterproof and breathable textile shell integrates with a core leather jacket for dual layer protection in a lightweight design. The core leather jacket is made from 10-12-millimeter cowhide and includes CE armor, arm vents and a detachable thermal liner. The separate outer shell has a laminated membrane that resists soaking and allows quick drying while keeping moisture away from the core jacket. ------------

For More Info: www.twistedthrottle.com

LED Low-Profile Taillights Drag Specialties These super-thin-profile taillights are even lower than a laydown lens and feature a 56-LED board. The DOTapproved design offers the choice of top, bottom or no tag light. These lights are designed for easy installation on most ‘99-‘12 models with conventional "Squareback" taillights. They are available with red or smoke-tint lenses and include mounting adapters. The retail price is $99.95. ------------

For More Info: www.dragspecialties.com

12. MS30 Stereo

13. 40 January 2013 | Motorcycle & Powersports News

Jensen Heavy Duty This 160-watt MS30 stereo is perfect for someone looking for a space saving, high performance system built to be able to withstand the rigors of a rough environment. It features conformalcoated circuit boards and is able to fit a 3-inch gauge hole. An included USB input is perfect for MP3 music on a thumb drive or for charging any USB device. An auxiliary input and a line out audio (RCA) offer maximum flexibility and expansion, while the large, daylight readable LCD display and blue backlit controls create a user-friendly interface. It also features electronic bass, treble, balance and fader controls, a full fourchannel output, and a UV/corrosion-resistant finish. ------------

For More Info: www.jensenheavyduty.com


14.

Big Iron UTV XY Powersports The Big Iron UTV sports a SOHC single cylinder, 4-stroke engine with 33.3 horsepower. It also features 29.5 foot-pounds of torque, a towing capacity of 1,000 pounds and a fuel capacity of 9.2 gallons. ------------

For More Info: www.xypowersports.com

Lucky Sucker Softail Conversion Kit Custom Chrome This easy-to-install kit from Custom Chrome turns a run-of-the-mill Softail into something cool that will turn heads and grab attention. The kit consists of a custom gas tank, tank adapter, a solo seat kit, swingarm mounted "rigid-style" rear fender and fender struts. Starting with a standard Twin Cam Softail, the kit requires minimal modifications to the stock frame. Each part was designed to work together or can be used as stand-alone components.

15.

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

For More Info: www.customchrome.com

16.

Rocker Jacket Roland Sands Design Combining classic styling cues with functionality, the Rocker is billed as the ultimate black leather motorcycle jacket. It features satin poly lining, zip pockets and side adjust buckles to tailor the fit to any waistline, along with rider-specific features including rotated pre-curved sleeves, relaxed race collar and a dropped back length. It’s constructed of 1.1millimeter naturally distressed, top grain cowhide, and perforated ventilation panels help riders stay cool. It is offered in classic black with armor-ready pockets for $500. ------------

For More Info: www.rolandsands.com

42 January 2013 | Motorcycle & Powersports News


17.

Pilot Road 3 Trail Tire Michelin Michelin's Pilot Road 3 Trail tire is ideal for such motorcycles as the Triumph Tiger 800, Suzuki V-Strom, Yamaha Super Tènèrè and the BMW GS series. It features Michelin’s latestgeneration 2CT dual-compound technology, and the all-new “XST” X-Sipe technology offers full-depth sipes that evacuate water underneath the tire by allowing additional draining capacity of the tread while breaking up water film. The tire also features a soft rubber compound on the tread shoulders and a wear-resistant compound down the middle. ------------

For More Info: www.michelinmotorcycle.com

RS-1 Helmet Bell The Bell RS-1 bridges the gap between the top-of-the-line Bell Star and the value-minded Vortex with a blend of mid-line price and performance. It features a Kevlar/fiberglass composite shell, while the Velocity Flow Ventilation system provides cool comfort. It’s equipped with the versatile ClickRelease shield system for fast, easy shield swaps, and also features contour-cut cheekpads and a plush, removable, washable liner for additional comfort. Finally, the Magnefusion magnetic strap keeper makes flapping strap ends a thing of the past. The retail price starts at $349.95. ------------

For More Info: www.bellhelmets.com

18. 19.

LED Rim Lights FreyMoto This is the motorcycle industry's first completely round LED lighting disk designed specifically for adding accent lighting to motorcycles' wheels or rims. Fusion color-changing LEDs shining outward in a perfect cylindrical pattern give an even spread of light on the entire rim. ------------

For More Info: www.freymoto.com

MotorcyclePowersportsNews.com 43


Turf Tamer Classic

20.

ITP The ITP Turf Tamer Classic is made in the USA and returns in two models. Both utilize a strong, lightweight, 2-ply carcass that's been re-engineered to accommodate the characteristics of today's 4-stroke sport quad models. It features a dimpled knob design, and an advanced tread compound delivers exceptional traction and long life. The Classic MX model features a pre-grooved tread. ------------

For More Info: www.itptires.com

Lawndale Leather Jacket Tour Master This classic, three-quarter length design is made of top grade buffalo leather. Chest vents combine with underarm sleeve vents and a rear exit vent to provide flow-through ventilation. Other features include ample pocket space, a zip-out insulated liner with removable sleeves, and external foam padded shoulders. A durable main zipper closure with a dual wind flap seals out the elements, while adjustable waist straps help fine-tune the fit for a customized look and feel. It includes an 8-inch jacket/pant zipper attachment with the pant side included. ------------

For More Info: www.tourmaster.com

21. 22

The Fork Saver Moose Racing This product is an inexpensive and easy way to increase fork seal and spring life. Priced at $19.95, the Fork Saver adjusts to four different lengths to fit both minis and full-size bikes. The unique arch design hooks the Fork Saver to the knobby while the rubber top grips to the fender bolts, keeping it in place while transporting. ------------

For More Info: www.mooseracing.com 44 January 2013 | Motorcycle & Powersports News


23.

Hardcore Wheel Set Pro-Wheel Racing Components The Pro-Wheel Hardcore Wheel Set comes complete with all the necessary components, such as spokes, tires, tubes, rims, billet hubs and more. All components are interchangeable with OEM products and are available individually. These wheel sets are also available for YZ/RM 85s and CRF150s (standard size and big wheel) for $795/set. ------------

For More Info: www.prowheelracing.com

Classic Motorcycle Guide

24.

Octane Press "Classic Honda Motorcycles" by Bill Silver presents an overview of Honda motorcycles produced from 1958 through 1990. Based on the "Illustrated Buyer's Guide to Classic Honda Motorcycles," this revised encyclopedic guide offers more than 400 additional photos — one for every single collectable Honda built. Enthusiasts will find a bounty of useful and interesting information about which bikes are likely to suit an individual rider's needs, which models are most collectible and how to find parts for rare Honda motorcycles. The book retails at $40. ------------

For More Info: www.octanepress.com

25.

eCaddy Diamond GPS Mount with Ultra-Swivel Leader Motorcycle Accessories The cornerstone of the eCaddy Diamond is the new Ultra-Swivel feature. Ultra-Swivel gives the rider unlimited positioning ability in not one but three ways (rotational, left-right/up-down and clockwise). This mount features a sleek, slim design and fits Garmin Nuvi, Tom Tom and Magellan Maestro GPS units. It retails starting at $94.99. . ------------

For More Info: www.leadermotorcycle.com MotorcyclePowersportsNews.com 45


Essentials: V-Twin Gear Dancing Skeleton Jacket

T-Fuel Waterproof Jacket

River Road This special edition jacket features quality, medium-weight leather for protection and comfort. The vintage finish gives that broken-in look and feel, while two front intake chest vents and one rear exhaust vent keep your rider cool in warmer temperatures. The jacket and the fully sleeved, removable liner have built-in pockets for storage and most mobile devices.

Alpinestars The style of the T-Fuel Waterproof Jacket is accentuated by the bespoke leather trimming and bold, clean lines. The 100 percent waterproof and breathable membrane keeps your rider dry and comfortable in all weather conditions, while generous storage and CE-certified protection deliver an all-weather riding jacket that is both stylish and versatile. This product also comes in a women's model and retails for $219.95.

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

For More Info: www.riverroadgear.com

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

For More Info: www.alpinestars.com

Speedway Jacket Sullivans Inc. The Speedway features a rugged 1.2millimeter premium natural cowhide chassis and is backed by resistant double stitching throughout. The Speedway also offers road-worthy comfort by combining subtly integrated VariableFlow ventilation at the biceps with underarm grommets. Keeping everything in place is a 4-point SureFit adjustment system at the sleeves and waist combined with reliable YKK zippers. A classic mandarin cut collar, removable full sleeve quilted comfort liner, two outside hand warmer pockets and one inside utility pocket give the Speedway an added level of comfort and versatility, while subtle laser etched logos and ample reflective striping provide the finishing touch. For More Info: www.sullivansinc.com

Fifty5 Jacket FLY Racing This jacket features removable CE-approved armor in the shoulders and elbows with a comfort pad in the back. Its abrasion-resistant Stretch-Tech material allows the jacket to mold to your rider's body, while dual Velcro adjustable waist straps provide a custom fit. Two shoulder intake vents and one large rear exhaust vent provide flow-through ventilation. Other features include a lightweight, removable liner, high visibility reflective piping and four pockets. This product comes in sizes small through 4XL and retails at $259.95. ------------

For More Info: www.flyracing.com

46 January 2013 | Motorcycle & Powersports News


Essentials: Street Tires

777 Series Tire Shinko Motorcycle Tires This tire features a heavy-duty Kevlar belted carcass for high speed stability under heavy loads. Its directional tread pattern offers excellent traction in both wet and dry conditions. This tire is available in white wall or blackwall in multiple sizes for numerous Harley-Davidson and metric cruiser models. It retails between $64.95 and $157.95. ------------

For More Info: www.shinkotireusa.com

K676 RetroActive Kenda Tire The RetroActive is a V-rated sport bias belted tire for classic '70s and '80s bikes. Its tread pattern is designed for all-weather riding conditions. It features a new rubber compound for improved durability and mileage, and also an improved crown radius for larger footprint in corners. This product is not recommended for high load-carrying vehicles. ------------

For More Info: www.kendatire.com

The Traveler Vee Rubber The Traveler’s tread is designed to disperse water from the surface for excellent wet weather riding. It has a specifically formulated deep tread design for extended mileage. The Traveler has an advanced compound for both center and sidewalls to create even wear throughout tire life. The weight carrying capacity is designed for 2-up riding and all the necessary luggage for extended trips. ------------

For More Info: www.veerubber.co.th

MotorcyclePowersportsNews.com 47


MarketPlace

Find out more about the classified advertisers in this issue

Need Reprints? Call Valli Pantuso at 330-670-1234 ext. 223

Same Day Shipping • Huge Inventory

www.sammytanner.com

909-350-2727 888-258-0369

48 November 2012 | Motorcycle & Powersports News


Simply the Best Lists: Automotive Aftermarket Truck Fleet & Powersports Markets

What Type of Direct Marketing Initiatives Do You Have in Store for 2013?  Direct Mail  Email Marketing  Telemarketing

 New Business Prospecting  Catalog Mailing  Drive Web Site Traffic  Promote Upcoming  Database Enhancement Tradeshows

Don Hemming, List Sales Manager, Babcox Media, Inc. Phone: 330-670-1234 x286  Fax: 330-670-0874  dhemming@babcox.com

Ad Index FREE ONLINE RESOURCE CENTER Find out more about advertisers in this issue online at

www.motorcyclepowersportsnews.com/resourcecenter

online at www.motorcyclepowersportsnews.com/resourcecenter.

www.motorcyclepowersportsnews.com/ resourcecenter

Adran Tie Downs..........................10

Amrep Inc ....................................20 Arai Helmet Americas Inc. ...........23

YOUR AD HERE!

Automatic Distributors ........Cover 3 K&L Supply Co. ..............................3 MBA Insurance.............................19

MTA Distributing ..........................13 nizeX, Incorporated......................25

Race Tech.....................................11 S & S Cycle...........................Cover 2 Samson Motorcycle

TISE R E V D A TO IFIED S S A L C IN E C A L P T E MARK L CAL

enar m l A o t r Robe t 233 x e 4 3 2 -1 330-670 x.com o c b a b r@ ralmena

Products Inc. .............................34 Schumacher Electric Corp. ............9

Service Manager Pro ...................21 Short Block Technologies.......18, 29 Sudco International

Corp. .................................Cover 4 Sullivan's Inc. .........................17, 35

Team Charlotte Motorsports........21 V-Twin Expo by Easyriders ..........27 Vega Helmet Corp. .......................41

WIX Filters...................................15 Wizards Products/RJ Star Inc ........8 XY Powersports .............................5 Yuasa Battery Inc...........................7

MotorcyclePowersportsNews.com 49


V-Twin Expo Booth Previews The 13th Annual V-Twin Expo by Easyriders will be held Feb. 2-3 at the Duke Energy Center in Cincinnati, Ohio. Be sure to visit these select MPN advertising partners while you’re at the show! Crane Cams

Samson Exhaust

V-Twin Expo Booth #717 Crane Cams invites anyone who does performance work on Harley-Davidson and other American V-Twin motorcycles to visit their booth at the V-Twin Expo. See the new line of bolt-in Chris Rivas “Rocket Cams” for late model big twins, and check out the Crane HI-4N multifunction ignition. The “Rocket” cams are the result of a collaboration between Crane Cams and engine builder and Bonneville record holder Chris Rivas of Rivas V-Twin. The HI-4N is the next generation ignition that replaces all the previous HI-4 ignitions for 1970-’99 big twins and 1972-’02 Sportster models. www.cranecams.com

V-Twin Expo Booth #760 Samson is a world leading manufacturer of exhaust systems, mufflers and accessories for Harley-Davidson and Metric motorcycles and offers a vast selection of styles that produce maximum horsepower, torque and awesome sound! Samson always has and will continue to set a standard for the motorcycle industry. www.samsonusa.com

S&S Cycle V-Twin Expo Booth #717 The S&S Cycle booth #717 should top your list as a must see destination at the show. Highlights will include several major new product introductions of interest to any shop or business servicing Harley-Davidson and other American VTwin motorcycles. The Viola V-Twin line of quality service parts will make life easier for independent repair shops, the new S&S brand of drive train lubricants provides a source of premium synthetic and petroleum based motor and transmission oils at reasonable prices, and you won’t want to miss our exciting new exhaust offerings. www.sscycle.com

Yuasa Battery Wizards Products V-Twin Expo Booth # 571 Wizards offers a unique line of polishes, compounds, and detailers targeting quality-minded shops as well as the show perfectionist. Our goal is to offer our customers the best possible products to create a lasting, show-winning shine. Each item is unique, performs excellently and offers great repeat sales with excellent profits. www.wizardsproducts.com

50 January 2013 | Motorcycle & Powersports News

V-Twin Expo Booth #621 Yuasa Battery, Inc. manufactures batteries that not only last longer, but also require minimum maintenance. Continuous research and development, along with unwavering standards of manufacturing quality have made Yuasa Battery the largest American manufacturer and distributor of batteries for powersports vehicles of all types. www.yuasabatteries.com


Motorcycle & Powersports News  

Motorcycle & Powersports News goes to powersports dealers and other industry ­professionals who sell and service motorcycles.