Motorcycle & Powersports News, September 2013

09.2013

Sept. 2013 VOL. 39 NO. 9

MotorcyclePowersportsNews.com

40 Show Countdown: Events, Exhibitors and More!

By Colleen Brousil

Volume 39 Number 9 MotorcyclePowersportsNews.com

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

When To, And When Not To, Work On A Vintage Bike

Senior Editor – Brendan Baker bbaker@babcox.com Columnists & Contributors

By Margie Siegal

Ricky Beggs Heather Blessington Alisa Clickenger Cyclepedia Press Sam Dantzler Steve Dodds II C.R. Gittere Steve Jones Mark Rodgers Margie Siegal

Dealership Operations The Energetic Pursuit Of Success

8

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The Road Ahead by Colleen Brousil

Dealer New Units In Stock

ART

16

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

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Inventory Report by ADP Lightspeed

18

Use These Numbers To Improve Your Operations Best Operators Club by Steve Jones

ATV And UTV Sales See Expected Seasonal Increases 20

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

.........

Black Book Market Watch by Ricky Beggs

Drum Brake Maintenance

22

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Tech Tips by Cyclepedia Press

How To Work With People You’d Rather Not

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

26

Peak Dealership Performance by Mark Rodgers

Marketing During The Off-Season

28

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Web Savvy by Heather Blessington

Five Reasons Top F&I Pros Are Winning

30

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Finance & Insurance by Steve Dodds II

Manage Your Shop’s Workflow

32

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The Service Manager by C.R. Gittere

Powerful Engine Anchors 2014 Yamaha Lineup

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34

PWC Update

Small Changes Equal Big Impact

36

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Mixed Media Filter Product Guide...................................................................... 66

Dealership Priorities by Sam Dantzler

Gateway BMW’s Special Sauce

Product Focus

38

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Destination Dealership by Alisa Clickenger

6 September 2013 | Motorcycle & Powersports News

Off-Road Gear Guide Get Your Customers Moto Ready................................................. 72

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

The Energetic Pursuit Of Success

W

hat makes the difference between a successful dealer and one that fails? Is it the products you sell, the people you hire, the processes you implement? Yes. But there’s more. Without an energetic belief that you can succeed, your eventual failure is inevitable.

I interviewed AIMExpo’s Larry Little and Mike Webster for this issue’s AIMExpo Show Preview (page 40), and the duo spoke about the importance of creating energy surrounding the inaugural event.

I love their use of the word “energy.” It is so important for us to remember to energetically pursue success each and every day. Events like AIMExpo are key in ramping up your team’s energy for the year ahead. Get energetic about education. Get energetic about new products. And use the show’s platform to continually energize your team for the days, weeks and years ahead.

Bringing that energy to your showfloor will serve to energize your customers and fuel their passion for your products and services. If you aren’t excited, why should they be?

At MPN, our annual Dealership Superstar program recognizes dealership employees who embody that energetic spirit and go beyond the call of duty for their customers. These Superstars show innovation in their field, great compassion for their dealership and its customers, and remarkable salesmanship. Every year we consider many nominations, and we are proud to present the 2013 class of Dealership Superstars to you!

Bobbie Adams Doug Basford David Benson Dean Martin Jim Merle Glenn Warner John Zick Don Hemming

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

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

• Bryan Blanott, Frazier's Harley-Davidson, Buford, Ga. • Dan Lavergne, Des Plaines Honda, Des Plaines, Ill. • Denny Johnson, Beasley Honda Yamaha Kawasaki Suzuki, Ozark, Ala. • John Marshall, Montgomery Honda Yamaha, Montgomery, Ala. • Rob Blair, Colonial Harley-Davidson, Prince George, Va. We invite you to share the enthusiasm of our Dealership Superstars by visiting www.motorcyclepowersportsnews.com/superstar today to read their nominations and vote for the ultimate Dealership Superstar. Voting is open until Oct. 4, and the ultimate Dealership Superstar will be announced at the AIMExpo Oct. 16. Vote early and often to show your support for the energetic pursuit of success. t

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

AFTERMARKET MEDIA NETWORK Babcox Media Headquarters 3550 Embassy Parkway, Akron, OH 44333 (330) 670-1234 Fax (330) 670-0874 Babcox Media California 18004 Skypark Circle, Suite 260, Irvine, CA 92614 (949) 756-8835 Fax (949) 756-8836 CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller Copyright 2013, Babcox Media, Inc. MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 242, to speak to a subscription services representative. Paid Subscriptions are available for nonqualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year. Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds.

Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.

8 September 2013 | Motorcycle & Powersports News

Inside the Industry Suzuki Celebrates 50th Anniversary with Limited Edition GSX-R1000 SE

In honor of its 50th anniversary in America, Suzuki has introduced the exclusive, limited-production Suzuki GSX-R1000 SE — with a total of just 50 numbered motorcycles to be sold through Suzuki dealers in America.

During its 50th Anniversary Celebration, held at the Suzuki Fan Paddock during the Indy MotoGP weekend, Suzuki Motor of America Inc. (SMAI) announced the limited-production GSX-R1000 SE, a sportbike with many custom-designed features found on no other GSX-R sportbikes. A total worldwide production of 100 models means the 2014 GSX-R1000 SE is a highly exclusive motorcycle.

Built around the Suzuki GSX-R1000 that has won more AMA Superbike Championships than any other motorcycle in the class, this SE model adds singular style that is most evident in the polished and chrome-plated frame, plus the machined and polished

10 September 2013 | Motorcycle & Powersports News

chrome rims with clearcoated blue spokes.

Matching the blue wheel spokes and ram-air intake ports, the SE’s fork tubes and other specially selected components are anodized blue. That exclusive component finish is added to the fork adjusters, the steering stem nut and the ring surrounding the tachometer.

At the rear of this custom superbike, Suzuki added a polished exhaust and muffler combination that’s finished with a black anodized endcap. Helping drive this motorcycle’s power is a blue-colored chain, and the clutch cover, generator cover and rear shock spring are also given a blue finish.

An individually numbered serial plate secured to the bike’s triple clamp denotes each as one of only 100 built in the world. Pricing and availability will be announced soon. t

Indian Motorcycle Unveils New Chief Classic, Chief Vintage and Chieftain Polaris-owned Indian Motorcycles unveiled three new 2014 models at the Sturgis Motorcycle Rally on Aug. 3.

“When we acquired Indian Motorcycle two and a half years ago, we set out to capture the heart, soul and legendary heritage of this iconic American brand and then infuse it with unparalleled design, engineering and state-of-the-art technology,” Polaris chief executive Scott Wine told Forbes. “On Saturday night, we revealed three

Inside the Industry stunning new Indian Chief models that represent the results of our journey and the future of this brand. It was a triumphant day for all of us.”

Starting MSRP for the bikes range from $18,999 for the Chief Classic, $20,999 for the Chief Vintage and $22,999 for the Indian Chieftain.

Each 2014 Indian Chief model is powered by the all-new, clean sheet design Thunder Stroke 111 engine and comes standard with keyless ignition, ABS, cruise control, throttle-by-wire, true dual exhaust, high quality chrome laced spoke wheels, brake caliper covers and cast aluminum frame with integrated air intake. The Chieftain features a fairing with integrated driving lights, and a power windshield. Its standard features include hard saddlebags with remote locks and quick-release anchors, a high-output audio system that connects to smartphones via Bluetooth and a tire pressure monitoring system.

The full line of 2014 Indian Chief models will arrive in dealerships in September. t

Bell Helmets Reclaims Global Powersports Market Distribution After more than 20 years of licensing its brand name to an Italian entity for use outside of North America, Bell Helmets has announced the reacquisition of its global distribution rights in the powersports market.

“Our motorcycle helmet business is a growth engine for our portfolio, and this acquisition marks a major milestone for the Bell brand,” said Terry Lee, Easton-Bell Sports Inc. chief executive officer. “This positions our brand to regain share globally just as we have in North America.”

Previously, the powersports unit of Bell

AIMExpo Adds 300th Exhibitor In just a matter of weeks, the American International Motorcycle Expo (AIMExpo) surged from 250 committed exhibitors to the addition of B&W Trailer Hitches as its 300th exhibiting company. The new landmark number is an indicator of how powersports companies both large and small are fully embracing the inaugural event this Oct.16-20 at the Orange County Convention Center in Orlando, Fla. “The promise of AIMExpo continues to resonate with the industry, and this recent

Helmets was only able to distribute into the U.S., Canada, Mexico, Australia and select countries in Latin America. With the re-acquisition of global distribution, the brand will also focus on Europe, South Africa, New Zealand and Brazil. Additional expansion will continue throughout other countries and regions.

“This is a dynamic, exciting and challenging time as we re-stake our claim to the Bell brand, sales and product development on a global scale,” said Chris Sackett, business unit director – powersports. “This is what we’ve all been working towards, and we’re excited that everyone in these newlyacquired regions will know they are buying superior product from the original Bell.”

Bell recently announced several new hires, promotions and the reallocation of several key executives to support its global unification, which resulted in a product development team that has tripled in size. The product development team will be led by longtime industry veteran, Mike Lowe, who most recently managed helmet development across a portfolio of head protection brands including Bell cycling helmets, Giro snow and cycling helmets, Riddell football helmets and Easton hockey helmets.

Matt Schumann, the director of sales, will take over global responsibility. His most recent hire was Brett Conley, international sales manager. Conley joins Bell from Fox Racing, bringing eight years of international sales experience. Conley will manage and support Bell’s international distribution partners, focusing specifically on Canada, Latin surge in exhibitor commitments is a clear demonstration of the momentum that is building at an increasing pace,” said Larry Little, vice president and general manager of the Marketplace Events Motorcycle Group.

“To think that just three weeks ago, we were announcing our 250th exhibitor. To now be at a point where 50 more brands have committed to the expo is absolutely remarkable!

We welcome B&W to the AIMExpo platform, and their opportunity to interact with the media, dealers and consumers, all in one place at one time.”

America and Pacific Rim regions.

Bell is also actively recruiting a sales and marketing leader and a sales operations manager based out of Europe, who will handle Europe, the Middle East and Africa. t

Yamaha Announces Second Quarter GRANT Award Winners Yamaha Motor Corp. U.S.A., the industry leader in Guaranteeing Responsible Access to our Nation’s Trails (GRANTs), has announced the recipients of the second quarter GRANT awards from its OHV Access Initiative. This funding cycle contributed more than $62,000 to projects supporting safe, responsible riding and open, sustainable OHV access to trails and riding areas.

The Q2 funding cycle of the Yamaha OHV Access Initiative included a continuing GRANT supporting the Off Road Business Association (ORBA). Yamaha’s support will assist ORBA in its ongoing efforts to secure OHV access rights in Johnson Valley as well as U.S. National Forest Service properties throughout California. Other 2013 Q2 Yamaha GRANT recipients include: • Itasca County Land Department, Minn.

• Racers Under The Son, Ore. • Rock Run Recreation, Pa. • Valley ATV Riders, Maine “The Johnson Valley OHV Area is the largest of its kind in the country, and Yamaha strongly supports ORBA’s work with the disparate interests to ensure OHV enthusiasts can continue to enjoy this remarkable riding opportunity,” said Steve Nessl, Yamaha ATV and SxS marketing manager.

“ORBA’s effort to protect OHV access is a terrific example of the Yamaha OHV Access Initiative in action, and we encourage other Added Charl Hill, sales representative for B&W, “We are looking forward to showcasing all of our products at the inaugural AIMExpo because it provides us with a way to reach our audience in a way we’ve never seen before. The Biker Bar has been a great addition to the powersports industry and has quickly become a popular option for all motorcyclists because it’s so easy to use and very well made. We’ll have the chance to really show how great the product is at AIMExpo, and we couldn’t be more excited about that.” t MotorcyclePowersportsNews.com 11

Inside theIndustry OHV communities to find the opportunities in their areas and consider applying for a GRANT.” Yamaha is actively seeking qualified projects at local, state and federal levels.

The current OHV Access Initiative GRANT application form and guidelines are available online at www.yamahaohvaccess.com.

The next deadline to submit a GRANT application is Monday, Sept. 30. t

American Honda Reports Strong First Fiscal Quarter 2014 American Honda’s fiscal first quarter reports, which concluded on June 30, showed sales growth and retail share increases in the U.S., according to the company’s earnings call transcript.

Overall, Honda’s net sales and operating revenue grew 16.3 percent to JPY 2.8 trillion this fiscal quarter, year-over-year. Operating income for the first fiscal quarter of

2014 showed an increase of 5.1 percent, JPY 184.9 billion, when compared to the same period last year. Net income dropped 7 percent to 122.4 million, which is a result of a number of factors, including a decrease in sales volume and model mix.

However, currency effects due to weaker yen helped to boost earnings.

In North America, motorcycle sales grew 5.1 percent to 62,000 units.

Honda has reported a decline in ATV retail sales year-over-year with the continuing rise in popularity of SxS models and the excitement around the releases of Honda’s 2014 Rancher, Foreman and Pioneer UTV models.

The company forecasts a positive operating income of JPY 780 billion for the fiscal year 2014.

Honda also expects to see a positive net income attributable to Honda Motor of JPY 580 billion. These numbers have remained the same since the company’s forecast was first announced on April 26. t

12 September 2013 | Motorcycle & Powersports News

Lonski and Associates Adds Paul Dunning to Team Lonski and Associates LLC has announced the addition of former Honda Zone Manager Paul Dunning to the firm’s team roster.

A 40-year powersports executive, Dunning’s experience includes sales management with American Honda and KYMCO, ownership of a metropolitan multiline powersports dealership, and current ownership and management of a successful online sales company.

During his 10 years with Honda, Dunning managed all aspects of field sales for motorcycles and ATVs. He rose from district sales manager to assistant national field sales manager to zone manager in that time.

Dunning is also the owner of MCmanual.com, an online sales company that specializes in motorcycle manuals and has more than 5,000 books in inventory.

“Over the years, I’ve followed Paul’s career in sales management. He’s a successful industry veteran and held in high regard by

Inside the Industry fellow powersports industry members,” said Henry Lonski. “His ethics, credibility and reputation are well deserved, and his experience with dealer networks across North America will be a great benefit and value to our client base.” t

ate a distinctive design.

WPS is the exclusive distributor of Kabuto helmets in the United States and will offer four of the brand’s helmets to the U.S. market to begin with: the FF-5V Aerodynamic Racing Helmet; the Aeroblade III Lightweight and Aerodynamic Full Face; the Kamui Sport Touring Full Face with Inner Shade; and the Avand II Open Face for City or Touring.

To showcase the Kabuto brand to the U.S. market, WPS has hired motorcycle industry veteran James Richards as its new full-time Kabuto brand manager. WPS has also rolled out a U.S.-specific Kabuto website, www.KabutoUSA.com. t

Western Power Sports to Distribute Kabuto Helmets Western Power Sports Inc. (WPS) has announced the addition of Kabuto Helmets to its growing list of product vendors.

Kabuto was founded in 1982 and, according to the company, its helmets are created and designed to embrace two fundamental beliefs: to protect life and to cre-

Two Brothers Racing Launches Power Plus Kit Program Saving on Two Brothers Racing products just became easier with the launch of the Power Plus kit. The company claims that

this all-new program, launched with the support of Tucker Rocky, is designed to put top desired items together for less, saving customers more than $130 MSRP on each Power Plus kit.

A Two Brothers Racing exhaust system will be at the center of each kit. Parts and accessories like the Juice Box Pro or Repack Kit will be carefully selected to complement the chosen exhaust system.

“Creating additional value for our customers while also supporting our dealer and distributor network is a core focus for the Two Brothers brand,” said Joel Albrecht, Two Brothers Racing president.

“The new Power Plus kits bring together a lot of quality products and with the support of Tucker Rocky, they’ll be available in dealerships throughout the country.”

Each Power Plus kit will be available for two weeks before a new collection of products is released. The kits will be available for purchase directly from Two Brothers Racing as well as through authorized Tucker Rocky dealers. t

MotorcyclePowersportsNews.com 13

ADP Lightspeed Dealer Management Solutions are designed to help manage dealer operations by tracking and storing data from every department and delivering information that will assist dealerships in making successful business decisions.

Every night, more than 1,600 Lightspeed powersports dealers automatically transmit their information to a collective database held at the ADP Lightspeed offices in Salt Lake City, Utah. Summaries and aggregated reports are available to dealers for both current tracking and historical research.

This helps you know how your dealership is performing compared to other dealers across the country.

Parts and major unit inventory information is gathered and used in the highly successful Lightspeed Dealership Locator program. This program is designed for dealers to post obsolete inventory, allowing other dealers from across the country to locate hard-to-find parts and units.

ADP Lightspeed stands ready to work with all parties and move the industry to new levels of understanding, and ultimately to more efficient and profitable operations.

For questions regarding this report or to inquire about a custom report, please contact Lightspeed Data Services at (800) 521-0309.

Powersports Dealer New Units in Stock

August 2013 1,680 Lightspeed Dealers, Distribution of Units by Type and Model Year Prior to 2012 Model Year

2012 Model Year

2013 Model Year

10% 12% 78% ATV 4% 9% 87% Utility Vehicle 12% 20% 68% Off-Road Motorcycle 10% 18% 72% On-Road Motorcycle 11% 23% 66% Snowmobile 18% 14% 68%

www.adplightspeed.com

Scooter

16 September 2013 | Motorcycle & Powersports News

BEST

Operators CLUB

By Steve Jones

Use These Numbers To Improve Your Operations

W

e’ll be comparing July data from a good-performing metric 20-group with the National Norm (NN) numbers and the averages for the Top 5 dealers for this group in each category.

This is looking better than earlier in the year. Total store sales started off slow this year but have rebounded — the improvement over last year is not huge, but it is positive. Gross margins for this group and the NN dealers are up nicely, although the group is still below the 25 percent target (check out the contribution to total store gross profit coming from pre-owned sales for the Top 5 dealers). The Top 5 are still growing floor traffic (door swings), but at a slower pace than in the past. The group and NN dealers are down slightly.

The NN dealers are really improving their gross profit per employee — this is very significant. In order to do this, you have to have the right people with the attitude and aptitude to do the job.

These folks must then be provided with high-quality, ongoing training. Take this as a cue to examine your operations.

Chart 2 shows increases in new and pre-owned unit sales across the board.

The Top 5 are rockin’ and rollin’ in this area. New unit margins are decreasing — probably because of inventory pressure.

Everyone is getting on board with the pre-owned margins. Note that the Top 5 are holding 24 percent!

Net operating profit is flat. New turns are still low for NN and group dealers.

However, the flooring costs have been dropping, which tells me they are doing a better job of controlling the inventory levels. Top 5 dealers are getting almost

10 turns from their pre-owned — and at 24 points! That’s why the pre-owned contribution to total store gross profit is so large. All of these dealers are over the .5 to 1 ratio (One used sold for every two new). The best dealers sell two or more pre-owned for every new unit sold because of the profitability involved.

Another profit maker is controlling the sales costs per vehicle sold. NN dealers are improving here as well, but the group is lagging behind. That shows up in the gross profit per employee as well. Top 5 dealers are spending less per unit but still increasing floor traffic. Perhaps they are working the shows and events harder,

CHART 1 Total Store Stats Total Store Sales Year To Date

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

4.4 mil.

6.9 mil.

5.6 mil.

Percentage of Change in Total Store Sales Dollars from Previous Year

1.6%

14.0%

0.5%

Total Store Gross Margin Percentage

23.6%

26.2%

25.7%

Gross Margin Percentage for Prior Year

21.0%

26.1%

23.9%

Contribution to Total Store Gross Profit: New Sales

27.5%

20.1%

29.6%

Contribution to Total Store Gross Profit: Pre-owned Sales

13.6%

35.2%

13.6%

Door Swings: Percentage of Change from Previous Year

-8.4%

8.4%

-3.9%

$69,520

$87,936

$80,655

GROUP NORM

TOP 5 DEALERS

NATIONAL NORM

20.4%

71.1%

9.2%

7.3% 12.1% 20.3%

56.2% 13.7% 24.1%

3.9% 14.6% 20.6%

-0.6%

3.5%

0.8%

-1.6% 2.5 5.9 0.51

1.1% 4.3 9.6 0.86

-0.2% 2.7 5.2 0.55

Gross Profit Per Employee Year to Date

CHART 2 New and Used Unit Sales New Units Sold Percentage of Change from Previous Year Pre-owned Units Sold Percentage of Change from Previous Year Total New Units Gross Margin Percentage Total Pre-owned Units Gross Margin Percentage Change in Total Selling Margin Percentage from Previous Year Percentage of Change in Department Net Operating Profit from Prior Year New Inventory Turn Pre-owned Inventory Turn Pre-owned to New Ratio

18 September 2013 | Motorcycle & Powersports News

CHART 3 GROUP NORM

TOP 5 DEALERS

$353

$217

$245

$58

$21

$88

Flooring Expense Per Vehicle Sold

$116

$58

$116

Average Customer-Facing Staff Year To Date

3.71

5.4

4.97

Service Dept Stats Sales Personnel Expenses Per Vehicle Sold Total Advertising & Promotion Per Vehicle Sold

Gross Profit Per Sales Department Employee

more frequently or both? As I stated earlier, flooring costs are down. That may be due to better flooring support programs as much as inventory control.

I encourage you to do more than just read this article. Use these numbers — compare them with your dealership’s performance. Identify the weak areas so you can make improvements. t Steve Jones, GSA senior projects manager, outlines dealerships’ best business

$118,377 $179,525

NATIONAL NORM

$127,238

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

MotorcyclePowersportsNews.com 19

Black Book MarketWatch

By Ricky Beggs

ATV And UTV Sales See Expected Seasonal Increases

ATV

Cruiser

Jet Boats

Off-Road

0n/Off-Road

Scooter

Snowmobile

Street

Utility

Watercraft

A

s expected, the powersports market is currently undergoing a change in focus from selling street bikes and watercraft, which are warm weather units, to selling ATVs and utility vehicles as cooler fall weather approaches.

Prices declined again during July, and the pace at which they are dropping for most segments has picked up compared to June.

At a number of recent auctions, we have seen less demand for “warm weather” units, which leads to the corresponding drops in aver-

Average Used Values

July to August Used Unit Value Change ATV Cruiser Jet Boat Off Road On/Off Road Scooter Snowmobile Street Utility Watercraft

July $3,886 $9,379 $19,435 $2,774 $5,458 $2,052 $4,600 $7,908 $7,525 $6,070

August $3,905 $9,097 $19,501 $2,683 $5,333 $1,988 $4,530 $7,721 $7,524 $5,978

20 September 2013 | Motorcycle & Powersports News

Percent Change 0.48% -3.00% 0.34% -3.27% -2.29% -3.15% -1.51% -2.37% -0.01% -1.51%

age transaction prices. There has also been a substantial increase in “No Sales” and “If Bids.”

Most dealers are finished adding inventory for the summer and are in the process of selling off available stock and replacing it with highly desirable and/or customer-specific units.

The personal watercraft and jet boats segments, which usually move together as one, have headed in separate directions this month. The personal watercraft, as would be expected for the time of year, dropped by 1.5 percent, while jet boats actually increased by .3 percent. This is likely a reaction to Sea-Doo’s exit from the jet boat market late last year and demand outstripping existing supply.

Among the declining segments, off-road bikes lead the way at -3.3 percent, closely followed by scooters at -3.2 percent and cruisers at -3 percent. Street bikes and dual sports are down by 2.4 percent and -2.3 percent, respectively.

The only segments showing positive movement are the ATVs and utility vehicles. ATVs are up .5 percent, while utility vehicles remain unchanged. I know current summer temperatures make it hard to think about the snowmobile segment of the powersports market, but it is down 1.5 percent but trending up soon as fall and winter season nears. t

TECH Tips

Cyclepedia Press LLC

Drum Brake Maintenance

I

t’s important to work in a comprehensive manner when inspecting and servicing drum brakes. Don’t assume the problem lies with a specific component. Poor drum brake performance can be caused by a problem with almost any component, and the only way to make sure the system works correctly is to examine it as a whole.

A vehicle owner may bring in a vehicle with poor drum brake performance and ask for new brake shoes. In reality, the vehicle may not need shoes. The poor braking performance may be related to a poorly adjusted brake cable, stretched cable, worn or seized brake cam, or a combination of factors.

The mechanical assemblies used in the activation of drum brakes must have the right amount of free play to provide good feel and power. Measure the distance from the lever or pedal at rest to where the resistance of the brake engagement is first felt.

 Inspect the brake free play.



Adjust the free play to specification with the adjuster nut near the brake cam. The free play will increase with time and wear as the cable stretches and the shoe linings wear away.

If the specification cannot be met, the cable may have stretched too far or the brake shoe linings may be worn out.



Some models have the cable adjustment on the lever end. If this is the case, loosen the knurled lock nut and turn the adjuster as needed. Tighten the lock nut when finished. The photo shows the lever and cable assembly for an ATV with a drum brake for each front wheel. The lever operates both front brakes with an equalizer so that both brakes are applied evenly.

Always adjust the free play to make sure the left and right brakes engage evenly.

The brake shoes wear out over time. Many drum brakes have an external brake shoe wear indicator. Apply the brakes fully and make sure the indicator is in the specified zone. The brake shoes should be replaced if the indicator exceeds the wear-out marking on the brake panel.

The shoes can also be removed and inspected if the brake doesn’t have a shoe wear indicator. Measure the thickness of the linings and compare the measurement to the service specifications.

Inspect the shoe linings for uneven wear or dirt embedded in the surface. Remove any objects stuck in the surface and clean with a wire brush. Clean away oil and grease with brake

22 September 2013 | Motorcycle & Powersports News

 The brakes should engage evenly on both sides of an ATV.

cleaner. If there are any obvious high spots, sand them down for a uniform thickness.

Use steel wool to remove rust from the drum. Spray with brake cleaner to remove grease and wipe clean with a lint-free rag. Inspect the brake drum for uneven wear and damage.

Measure the drum’s inside diameter with a machinist’s ruler or caliper; measure in several different locations. If any measurement goes beyond the service limit, replace the brake drum.

Inspect the shoe springs for damage and fatigue. Measure the free length and compare this to the service specification, if given.

Inspect the brake seals for damage and leaks. Replace the seals as needed. Lubricate the rubber dust seals with a light coat of high-temperature and waterproof grease before assembly.

Make sure the cable is free of damage and kinks. The cable should move smoothly inside its housing. Use a cable lubricator to lubricate all control cables with a quality cable lube.

Inspect the brake cam for wear and damage. Some vehicles may have service specifications for the outside diameter of the cam and the inside diameter of the brake cam bore in the panel. A worn or seized brake cam can result in a stiff lever, sticking shoes and poor brake feel. Make sure the brake cam, lever and wear indicator are properly aligned.



Apply a light coat of high-temperature grease to the brake cam lobe and turning surface to ensure it turns smoothly in the panel and against the shoe ends. Also, grease the brake shoe pivot pin. Avoid using excessive grease or getting grease on the shoe linings or drum.

 Check the external brake shoe wear indicator.



Use clean gloves when changing the brake shoes.

Grip the brake shoes by their centers and stretch the ends apart and around the pin and the cam for removal and installation. Adjust the free play in the brake system after installing new components. t

 Lubricate the brake cam with high temp grease.

 Grip the brake shoes by their centers and stretch the ends apart.

CYCLEPEDIA PRESS LLC has been publishing interactive, Webbased 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.

24 September 2013 | Motorcycle & Powersports News

PEAK

Dealership PERFORMANCE

By Mark Rodgers

You Don’t Like Me; I’m Not That Crazy About You How To Work With People You’d Rather Not

Y

ou know the guy. He wears his cap crooked, walks around the dealership like he owns it and pun-ctu-ates every word that comes out of his mouth. He’s always the first to complain about some perceived injustice and the last to offer a helping hand on the sales floor.

Granted, you’re probably not the only employee who has issues with Mr. Congeniality. The fact that he irritates you so much is likely having an impact on your disposition, which affects your interactions with customers and your productivity.

It’s crucial to act now in order to prevent

any future damage to your career (or at least to your workday). Here, in ascending order of urgency, are eight suggestions for working with someone you don’t like.

1. Be empathetic. Put yourself in your colleague’s riding boots. Perhaps he’s insecure and he makes up for that by being an egotistical jerk. Alternatively, he’s the youngest staff member on the floor and he believes that, in order to gain attention, he needs to be obnoxious. If you can determine why there’s a personality clash, you may be able to address the issue before more problems arise. If you don’t address

26 September 2013 | Motorcycle & Powersports News

these issues, they may infect the rest of the dealership.

2. Try to be friendly. What if you paid a compliment to Mr. Congeniality? “Nice work on that husband-wife double sale!”

Bring him a donut in the morning or buy him a Coke on break. Invite him out with fellow salespeople for an after-work get-together at Buffalo Wild Wings. Ask him what he did over the weekend and if he was able to get in some solid riding time. If you’re not quite comfortable doing any of those things, then just simply say hello to him when you arrive for your shift. That alone

could ease tension.

3. Compare notes. Ask him flattering questions like, “How do you get so many repeat and referral customers?” or, “You seem to overcome spousal resistance so easily. What’s your secret?” Even if you already know the answers, these questions might help him realize that you’ve noticed his strengths. That could lead to a healthy exchange of ideas and maybe — get ready for it! — the beginning of a healthy friendship.

4. Be brutally honest. Acknowledge the tension between the two of you and discuss how you might be able to reduce it: “We’ve worked together long enough now that I hope I can shoot straight with you.

Here’s my beef.” Then explain your perspective, citing examples. If that doesn’t work? Well, you’ve tried. Now just stay out of his way as much as possible and at least pretend to get along — for the sake of the dealership, colleagues and customers. Nobody wants a lack of harmony in the workplace.

5. Don’t compete with each other for sales or for the attention of customers or the boss. Doing those things

will only make whatever situation exists between both of you worse.

6. Become an expert strategist.

Consider activating one or more coping strategies. For example, attempt to make sure there are more employees than just you and him around at all times, or at least keep any one-on-one dialogue strictly focused on work-related tasks. Whatever you do, don’t engage him in discussions about politics, religion, sports, music or any other open-ended topic that could set him off. If you know that he can’t tolerate drinking coffee, for cryin’ out loud, don’t offer him a cup in the break room and give him one more reason to dislike you. It’s as simple as that.

If one approach doesn’t work, try another one until you figure out how to amicably interact with one another.

7. Talk with the authorities. No, don’t call the police. Rather, make an appointment to meet with your sales manager.

That is the one person in the dealership who has the power and the authority to see to it that the two of you aren’t assigned to the same shifts — or at least to the same section of the showroom. Keep in mind

that your sales manager might not be in favor of that potential solution and would prefer that the two of you work things out on your own.

8. Agree to disagree about everything, if necessary. Just accept the fact that, as the title of this article states, “You don’t like me; I’m not that crazy about you.” Just because you don’t get along with a colleague, doesn’t mean that your day-to-day existence at the dealership has to be miserable. These eight tips won’t solve every problem that might exist between the two of you, but they’ll make working together a lot more productive for everyone. 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

WebSAVVY W

e are heading into the nail-bitingly slow season for many dealers.

How about you try something different this year? Instead of sitting there, suffering the pain of watching your sales drop as each dreary winter month passes, take control of the situation and market the living heck out of your business right on through spring.

The goal is to not let your foot off the marketing pedal for anything. Where is the logic in staring out the window, wondering where all your customers are when you have deliberately decided to stop communicating with them? I understand it’s hard to spend money when the cash flow coming in is low, but you do need to keep your marketing efforts going at full speed year round if you expect to be a leader in your market.

Here are several ideas to get yourself

By Heather Blessington

Marketing During The Off-Season thinking about the off-season. When these strategies are executed correctly, they will deliver the sales dollars you are looking for.

Grow Your Marketing Lists While The Season Is Still Hot During your peak season, you must train your staff to gather email addresses and mobile phone numbers at every turn. I know, I know — the dealership is a nuthouse and no one has time to think, but you need to make time. Look at every customer as an off-season sale, and you’ll be motivated to ask him or her for contact information.

Jam your website and social channels with multiple calls to action (CTAs) while traffic is buzzing, and you will find that gathering customer contact information is relatively easy. The most obvious way

to do this is by offering something in exchange for them subscribing to your newsletter. Let’s get creative here. Don’t be above giving away a tchotchke or two in exchange for an email or phone number. What is an off-season customer worth?

Another idea I personally love is to publicize a gift card lottery. The lottery offers every customer who walks through the door a $5 gift card (valid during the dead season, of course) with a chance to win a $500 gift card (or $5,000 if you’re a big hitter). The reason this works is because no one spends $5 when they shop — the temptation is just too great to spend more. Get customers in your store to pick up, use the card when you are most in need of revenue and have your staff ready to upsell.



Collect Customer Reviews It seems dealers wake up to the importance of online customer reviews after they have racked up a few nasty ones.

Get ahead of this game with a planned reputation management strategy rooted in regular, consistent requests to your customers. Simply ask your customer to write a review sharing their personal story, interaction with a salesperson, or a riding story that relates back to the vehicle they bought from your dealership.

Keep asking for reviews even after you’ve achieved top ratings on relevant sites such as Google+ and Yelp. Users notice when there are wide gaps in time between review postings, so keep the reviews coming year round. This is particularly important in the dead of winter when people are bored and dreaming of getting their bikes back on the road when the snow melts; this desire pushes them to surf around online where they

28 September 2013 | Motorcycle & Powersports News

will find your dealership, the one that customers love.



Off-Season Content And Offers Start promoting your off-season services with early bird discounts. If you offer vehicle winterization, encourage early signup so you reel in the business before your competitors even have a chance.

Next, publish inspiring, dream-provoking content in the dead of winter. Immediately after a snowstorm is the best time to remind your customers that there are better days ahead. Give your customers something to look forward to and get them thinking about your dealership when they least expect it.



Stay Social All Year Customers don’t disappear during the

off-season; they’re just nestled up inside with even more time to connect with friends, family and businesses via social media channels. Produce off-season content that is funny, entertaining or lifestyle related. One of the most shared images on Facebook last season was a guy frozen on a motorcycle, icicles hanging from every limb. People just couldn’t get enough of it.

For example, make Thursday “Community Day, Receive 10 Percent Off,” or host “Get Out of the House Fridays” at the dealership.

Historically, dealers who plan early and keep their marketing efforts going strong in the off-season are the ones that succeed in the end. Don’t let the season stop you — it’s full steam ahead, 365 days a year, seven days a week. t

 Offer Sales And Discounts To Locals Only Show your local customers some love!

After all, they’re the people with the most loyalty to your dealership. Create an email marketing campaign or Facebook ad campaign targeted to customers only in your ZIP code and promote it as an exclusive special for locals.

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

MotorcyclePowersportsNews.com 29

&

Finance Insurance

By Steve Dodds II

Five Reasons Why TopPerforming Finance Managers Are So Successful

O

ne of the most common questions I get from dealers and finance managers is, “Are there any new banks out there?” After asking a few questions, I usually find that they have a good variety of sources — they just aren’t utilizing them to their full potential.

Easy enough to say, but how do you get more out of what you already have?

Here are the five things that the most successful finance managers do to create long-term, profitable relationships that allow them to get more out of what they have.

They Are Friendly Underwriters talk to people all day long about potential loans. Most of the calls they get are from people either trying to talk them into doing what they can’t do, or telling them it’s taking too long. Top finance managers set themselves apart by getting to know who they are talking to. They find out what they are interested in and talk about whatever that is. Does the underwriter have pets? Do they like sports? Do they have a family? These finance managers know that if they make a friend, both of them will enjoy their jobs more and will work together better to make more deals happen.

They Are Educated First, they pull every customer’s credit file before submitting it for financing. They also know all of their bank’s criteria. By knowing a customer’s credit and what the banks will finance, they can send each customer to several banks that might possibly finance them. In addition, if the customer is not approved, then they have a good idea as to why. This will allow them to form a more compelling case for why the customer is financeable before calling the bank back.

They Work Smart They know there is no reason to take up an underwriter’s time looking at a customer who has no chance of being approved with that bank. For example, if a finance source will not finance a customer with a bankruptcy, outstanding child support or a pastdue mortgage, don’t send a customer with those issues to that bank. Send that customer to one that will. There are plenty of automated systems that allow you to submit a credit application without occupying too much of an underwriter’s time.

They Are Generous They are generous with their words and actions. They thank the underwriters for helping them and occasionally send a thank you gift (if allowed by their financial institution).

They even go so far as to buy them lunch or send them a gift card to take themselves out to dinner. However they decide to show their appreciation, they do it often and with no expectation that it will be returned.

They Are Always Honest They never, ever lie to the bank! If they know a deal is bad or that a stipulation is not being met through honest means, they let the bank know. They are always looking out for the bank as well as their relationship with the bank. They may lose a deal here and there due to their own honesty, but they understand that they stand to lose a lot more by burning that bridge.

Many relationships are forged through these same actions, and good financial managers understand that it is all about relationships. I can’t emphasize that part enough. It’s all about relationships! t Steve Dodds II is a moderator, trainer and consultant for Gart Sutton and Associates

30 September 2013 | Motorcycle & Powersports News

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

Upcoming Workshops If you are interested in more information about attending one of Steve Dodds’ workshops, go to www.gartsutton.com. There, you will find information about his and other upcoming workshops.

Service Management – Sept. 9-10 – Denver, Colo.

Finance & Insurance – Sept. 9-10 – Denver, Colo.

Finance & Insurance – Sept. 23-24 – Belleville, N.J.

Parts Management – Oct. 7-8 – Denver, Colo.

Sales Management – Oct. 28-29 – Denver, Colo.

THE

Service

MANAGER

By C.R. Gittere

Manage Your Shop’s Workflow How To Run A More Successful Shop

T

he more I do consulting, the more similarities I find across the dealership network. There are two consistent issues that dealerships face: dispatching repair orders and scheduling work. These two issues seem separate, but are many times linked together.

Let’s sort out repair order dispatch first. ROs should exist in only a few places within any given dealership. First, have a “waiting to be diagnosed” file. This file consists of ROs that are in for repair but have not yet been diagnosed by the technician. I like to time-date stamp the RO to track the file and monitor the time it takes. I keep the process less than 48 hours for each RO. Next, hang a “dispatch file” on the wall in order to alert technicians of the next RO they should work on. I’ll only put one or two ROs per technician in this file to keep the techs from choosing easy work first. Technicians should have ROs in their possession; however, I don’t allow a technician to keep more than two ROs at any

given time. If they need something else to do, they need to turn in an RO to get another one. The two files that need to be kept up to date are the “waiting for customer authorization” file and the “waiting for parts” file. Monitor and track these two files multiple times per day and make sure nothing is put on the back burner. Finally, have ROs waiting for customer pickup.

Keep ROs organized into these files by customer name or by time stamp. Having the original RO signed by the customer is crucial should there be a dispute about any of the charges. It also helps if the technician makes notes on the RO in the event that the customer has a problem with the unit after the repair. If you have ROs in more than five places and your employees are losing them, try narrowing down your filing system.

Scheduling service in the powersports business is a bit like looking into a crystal ball at your local county fair. So many variables and factors can affect the time a job is started and when it will be finished. That being said, there are a couple of things that can be done to organize the scheduling process.

Google and Outlook calendars allow you to drag and drop events. You can quickly move or increase the time it takes to do a specific job and log it in one of these calendars. You can also color code an event. If you see a job that’s colored green, then you know the RO should be located in the customer pickup file. You can choose a color for each one of your file locations to help keep you organized.

The nice thing about Google Calendar is that you can access it from any Web location via your Google account. This also means that your service writers and technicians can log in to see what needs to be done. Having your whole team know what’s expected of them will help move jobs through the system better.

There are also pay systems that help with scheduling such as Vsept, Traffic Log Pro and Schedule Power. Some features of these systems will help track your customers, keep their contact information organized and even contact them after the service has been performed.

Keeping your ROs organized and your schedule up to date will help keep your customers happy and your employees working efficiently. 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.

32 September 2013 | Motorcycle & Powersports News

PWC UPDATE New, More Powerful Engine Anchors Yamaha’s 2014 Lineup

Y

amaha has put the focus back on performance for 2014 by unveiling a lineup in early August that promises to feature more power in multiple categories.

As hotly rumored in the months leading up to the August reveal, the brand’s offerings for 2014 have a decidedly performance feel. That performance comes from a new engine, the Super Vortex High Output (SVHO). Based on the current Yamaha 1.8-liter, it features a new supercharger, intercooler, fuel injectors, pistons and oil cooler, all of which promise to add up to 20 percent more power delivery and 60 percent greater boost than the previous SHO engine. The new supercharger, along with its larger, 25 percent more efficient intercooler, is likely responsible for much of the newfound performance, as is the sizable 160-millimeter, race-inspired pump that delivers that power to the water. Changes to support the engine’s thirst for performance include larger fuel injectors and a stronger forged piston design. Manufacturers continue to avoid horsepower numbers, but Yamaha reps will reveal that the SVHO produces horsepower that is 5 percent greater than the Sea-Doo 4TEC used in the current RXP-X 260.

Two existing models will use that engine, each to a different end. The FZ line promises to bring the most excitement, and Yamaha is making no bones about the fact that the FZR/FZS — long considered agile, performance-oriented models — will now squarely target Sea-Doo’s similarly minded RXP-X. Company reps quickly trotted out the head-to-head spec comparison between the crafts. The FZ series craft will feature the aforementioned 5 percent more horsepower, but also bigger displacement, greater torque and the best power-to-weight ratio in the class. As a result, they promise both quicker acceleration out of the hole and a higher top-end speed.

Power, however, is only one of the RXP-X’s strengths. Another is the boat’s incredible handling. To that end, Yamaha has also tweaked the FZ running surface to handle far more aggressively than the 2013 and earlier versions. The ride plate has been extended, as well as reshaped, the sponsons have been redesigned, and the pump inlet grate has been changed from a standard fourblade style to a three-blade top-loader. Yamaha’s claim is that the FZ now surpasses the RXP-X in terms of handling and in fact is the “best-performing” muscle craft currently on the market.

“We virtually touched every performance part of this watercraft … to create the ultimate musclecraft,” said marketing manager Andrew Cullen.

The second line to be touched by the SVHO engine is the flagship FX series, where the new engine will simply expand the HO and SHO models currently in the line. The new FX SVHO and FX 34 September 2013 | Motorcycle & Powersports News

Cruiser SVHO will showcase Yamaha’s best performance in the more luxury, touring-oriented models. In addition to the obvious performance benefits, the SVHO models should also handle more aggressively as a result of their own redesigned, extended ride plate and switch to top-loader-style scoop grates.

The entire FX Cruiser line will also get a redesigned touring saddle, which features more lower body support and more attractive, durable, two-tone vinyl and improved stitching. The models’ Hydro-Turf matting will also be upgraded to now include a twotone look.

Though they’ve received no such engine upgrades, the VX models also promise to have a significant performance boost — the result of Yamaha expanding the use of its proprietary light-

weight NanoXcel hull material. According to Cullen, the switch to NanoXcel means a 65-pound weight reduction for the craft — a move that should certainly increase power and decrease fuel consumption. Again, the company took aim at a Sea-Doo model: the GTI. Comparing the two crafts, Yamaha noted as much as a 75pound weight reduction. Reps also promised that the VX models acceleration to 30 mph would improve by about half a second, fuel efficiency at cruise would improve 23 percent, and top speed climb about 1 mile an hour.

Though it remains with the previous hull material, the VX Sport also received some attention in terms of price. Bucking the trend of the last several years, the model will actually decrease $300, once again dropping back under $8,000 at $7,999. Yamaha hopes the reduction will make the boat even more attractive to rental operators, as well as work in conjunction with the recently announced Certified Pre-Owned (CPO) program. t

Dealership PRIORITIES

By Sam Dantzler

Small Changes Equal Big Impact

D

uring my Lemco tenure as the director of training, we ran more than 500 managers through our Management Development Programs (MDPs). Each course was either nine or 12 months long, depending on the department in training. Was there nine months of information to inject into the candidate? No, but we wanted to see the results of the small changes in between meetings, utilizing a departmental composite as the scorecard.

The composite only contained things the department manager could control in the numbers such as departmental profitability, staffing expenses and any direct expenses to the department.

What it didn’t contain were allocations for things like rent, insurance, administration costs, etc. The composite wasn’t a profit and loss (P&L) statement. It was never designed to mirror a P&L statement. It was designed to be a manager’s report and should only contain data that the manager could control. When a manager cannot effect the change, yet is being held accountable for the result, he takes no ownership of the outcome. For a scorecard to be effective, it must be controllable by the individual. Including items like rent into a manager’s scorecard and then expecting him to “own” the result is the equivalent of putting a service scorecard in the sales manager’s office and expecting the sales manager to affect the productivity percentages. However, stripping uncontrollable expenses out of the scorecard leaves a manager with only his results.

At that point, he owns it — the good and the bad. Managers suddenly realize that very small changes in behavior on the floor net them a big impact in departmental contribution.

A (non-HD) sales department should contribute 12 percent of every dollar brought into the department to overall store profitability. During the MDPs, we’d have guys sitting at, and comfortable with, a 10 percent contribution. The department would be dissected and opportunities were found in pay-plans, traffic logs, staffing, etc. When pressed to make these changes, many managers dismissed the headroom, as they were content running as is.

I asked a sales manager once, “If you really worked on this, don’t you think you could find a way to attain one more point in gross profit? And if you really had to, couldn’t you find a way to trim the expenses just one point (he was only two points away from the goal)?” The sales manager responded, “Honestly, what you’re suggesting is a ton of work. Why would I incur twice as much work for myself for only 2 percent more to the bottom line?”

As I looked around the room, I realized that he, and many others, actually believed that it was only 2 percent more revenue. Increasing from 10 percent contribution to 12 percent isn’t actually 2 percent; it’s 20 percent. The question should be, “Is it 36 September 2013 | Motorcycle & Powersports News

worth the extra work for 20 percent more revenue?”

Skeptics: keep reading, even if you don’t believe that I can compute simple math.

Most managers don’t get the example above, as their scorecards are inclusive of too many things outside of their control.

When the manager can control it, small tweaks all flow down to the bottom line. It’s a concept called gross is net (G=N).

Let me spell it out for you: My truck holds seven quarts of oil.

Let’s assume I didn’t know that. Without knowing that my truck only takes seven quarts of oil, I proceed to crack open an eighth quart to refill my truck during an oil change. I tip it into the funnel and walk into the house to let it drain. When I come back out to my truck, how much oil is now on the floor of the garage? The answer is 100 percent of anything over the seventh quart, or simply one quart.

Now let’s bring this into the dealership. Every month, there are necessary expenses to keep the department profitable (flooring, payroll, etc). At some point during the month, the expenses for that department have been paid. Once paid, how much new inbound revenue now flows to the bottom line? The answer is all of it. One hundred percent of the overage flows to the bottom line, and gross dollars become net dollars. Most dealerships cover the expenses somewhere around the 26th day of the month, leaving four days of G=N actualization. What happens if the manager, through controllable measures, can get his department to that actualization date one day sooner? One day is 25 percent of four, so that’s an increase of 25 percent to the bottom line. I ask again, “Is it worth it?”

When the manager can begin to recognize the massive effects of the small changes made in his department, he becomes addicted to finding the next change. However, when accountability measures are watered down with store expenses that have nothing to do with the manager, ownership of the department is never attained and average performance continues. t Sam was brought on board to Lemco as a sales and F&I trainer in 2000, where he quickly became the director of training and ultimately became a partner in the buyout of 2005. He went solo in early 2009 and now moderates seven 20-Clubs, and also consults and conducts in-dealership training. He continues to do contract work with a number of OEMs as well.

DESTINATION

Dealership

By Alisa Clickenger

Gateway BMW’s Special Sauce

I

t’s past closing time, and Bob Honz is still talking BMW bikes.

He’s relaxed, conversational and full of decades of riding anecdotes.

This may seem like a small detail, but to dedicated customers, Honz’s expertise in the fine details is the special ingredient that attracts so many Midwesterners to the dealership.

As general manager of Gateway BMW Motorcycles, Honz sets the tone for the rest of the staff. His background in the restau-

shop to perform the warranty and routine maintenance for Midwestern BMW owners.

One of the more practical and eminently innovative ideas Honz has come up with is their S1000 “Ambassador.” An enthusiastic and eloquent customer, their S1000 Ambassador is a customer who is passionate about sport bikes. “I’m not a sport bike guy. BMW has this wonderful sport bike, but none of us at the dealership are sport bike riders. So I made one of our more enthusiastic customers our S1000 Ambassador,” said Honz.

Who better to promote the brand and the style of riding than a customer who is

gauges and other BMW bells and whistles were added, the bikes were no longer affordable, entry-level bikes. Honz was laughed at many times by colleagues for offering these bikes, but ultimately he had the last laugh on the way to the bank.

The dealership has changed strategies once again, adapting to BMW’s line offering and the economy’s changing times.

Used bike sales now make up almost 25 percent of their gross revenue. In addition, locals aren’t the only ones buying bikes.

Gateway BMW has developed a reputation of not only giving good trade-in prices, but also taking care of the customer.

rant business has given him an insight into people and business that has helped build a successful BMW dealership from the ground up. He knows that he has to give customers a good value, a good consumer experience and better than average customer service.

The dealership opened in 2007. David Hunter is the financial guy with a long career in asset management. Bob Honz is the go-to guy with a dream to run a dealership.

Together, they saw the perfect opportunity when the previous St. Louis BMW shop closed down. Practical and insightful, they both saw the need for a certified BMW

extremely passionate about it? Their Ambassador travels around to local bike nights and area events and shows off his sporty ride, talks racing and sport bikes, and gives out the dealership’s business cards. He also helps organize track days. In return, their Ambassador gets discounts on aftermarket parts and gear through the shop. It’s a winwin for both parties.

Before 2012, Gateway BMW found a profitable niche by selling base-model adventure bikes. These BMWs are the no-frills ones that customers see in national ads.

Yet, when they went into other dealerships, by the time ABS, on-board tire pressure

“I always have a good selection of used GSes. We’re a straight-shooting, honest, no B.S. place. We have a good reputation on the forums, and we have a good reputation for buying and selling bikes all over the country.”

While their main advertising venue is Cycle Trader, Gateway BMW also employs a social media person, and they have a strong Facebook presence. They sell approximately 200 used bikes every year to folks all over the country. Understanding motorcycle travelers is an integral part of this. A great many of their used bike buyers opt to do a fly and ride.

38 September 2013 | Motorcycle & Powersports News

“We had two guys fly in from Russia who wanted to buy two F800 GSes and ride to Tierra del Fuego. They’d heard that we were knowledgeable with regard to setting bikes up for world travel, and decided to start their trip here. We had the bikes all prepped and ready for them with tool kits, spares and notes of what they needed to look at along their travels,” said the GM. Gateway BMW sells not only BMW aftermarket parts, but also Wunderlich and SW Motech parts. The dealership has a broad selection of parts in stock and will install luggage and aftermarket accessories on the bikes ahead of time, so customers can simply show up and ride their bikes home.

While Gateway BMW is good at attracting customers from all over the country, they also do a great deal to cultivate their own loyal, local community. Each year, the dealership offers an off-road riding school.

They hire two private instructors to come out to St. Louis and teach their customers the ins and outs of riding a large motorcycle off-road. Honz himself gets involved in rider education by leading groups riding through the Mark Twain National Forest.

Every spring and fall, the dealership

hosts an open house, hiring talent such as Chris “Teach” McNeil to show off stunts on his S1000RR. They offer a catered meal, in-shop specials and give away tantalizing door prizes. They have some vendor participation, but it’s really about rolling out the welcome mat and appreciating their customers while illustrating how much fun it is to be a part of a riding community.

Motorcycles, riding and fun: that is the Gateway BMW Motorcycles special sauce. t

MotorcyclePowersportsNews.com 39

By Colleen Brousil

Show Preview:

The Time Is Now!

W

ith the inaugural American International Motorcycle Expo (AIMExpo) just weeks away, the buzz surrounding the show continues to amplify. The exhibitor list is still growing, and AIMExpo’s VP and Gen-

eral Manager Larry Little anticipates that by show time, close to 400 exhibitors will be on hand at the Orange County Convention Center in Orlando, showcasing the latest innovations to hit the marketplace for the

2014 selling season.

AIMExpo is the first show to bring together OEMs, distributors, manufacturers, dealers, consumers and the media all under one roof in the North American market-

Eight Don’t Miss AIMExpo Dealer Experiences!

The Grand Show Opening

The AIMExpo will open with a flourish in the Chapin Theater on Wednesday morning. While details on the event remain under wraps, the AIMExpo team assures us this event is not-to-be-missed! “Our goal is to cause the hair of the back of everyone’s necks to stand up — you’ll leave this session pumped up for the show”, says AIMExpo’s Mike Webster.

The PowerSports Business Institute @AIMExpo

Curriculum includes 40 sessions organized into four tracks: Sales & Marketing; Digital Solutions; Service & Operations; and Powering Profits. MPN’s own Heather Blessington of Duo Web Solutions and Steve Jones of Gart Sutton and Associates will present at the event among some 22 industry experts slated to speak. You can check out the entire PowerSports Business Institute @AIMExpo educational lineup on pages 14-15 of this issue.

Frank Fritz from American Pickers

Vintage motorcycle enthusiasts and fans of History’s hit show American Pickers should get excited for this! Frank Fritz, one of the stars of the show, will be on-hand Friday night and Saturday to show off three vintage and collectible motorcycles from his personal collection, sign autographs, meet fans, give some advice on “picking”, and talk about his new book.

Empire Freestyle

Famed Street Freestyle Riders Nick Apex and Ernie Vigil from Empire Freestyle will be exciting the crowd at AIMExpo Outdoors! The duo will be performing street freestyle demos and filming for their popular viral videos Friday, October 18 through Sunday October 20.

AIMExpo HAPPY! Happy Hour

On Wednesday and Thursday AIMExpo invites dealers to kick off their evening at the AIMExpo HAPPY! Happy Hour from 6 pm to 7 pm in the lobby of the convention center. Take the time to decompress, hang out with industry peers and plan the evening ahead!

AIMExpo Outdoors!

The focus of AIMExpo Outdoors! is experiential, and the expansive outdoor venue will allow dealers the unique opportunity to test-ride some of the OEM units they’ve just seen for the first time at the show. Suzuki is slated to reveal new on-road models and ATVs, all available to demo, while Yamaha will offer test-rides of the new Viking SxS, plus the first opportunity for dealers to try out the new street triple FZ09. Kymco and Massimo will also give dealers an opportunity to test a sampling of their latest products on the street, or in the Dirt Demo area.

AIMExpo Adventure Course

Located at AIMExpo Outdoors!, open to the public on consumer days and available for trade use on trade days (contact AIMExpo for more information on trade use) will be the innovative AIMExpo Adventure Course, where attendees are encouraged to bring their own adventure bikes to test their off-road riding skills on a natural terrain course. Featuring rocks, logs, off-camber turns and mud and water crossings, this is something that is completely unique in the powersports show world.

AIMExpo Champion

Kenny Roberts, three time FIM World Grand Prix roadracing champion, and multi-time AMA Grand National Champion has joined up with AIMExpo as its American International Motorcycle Champion. As AIMExpo Champion, Roberts will play key roles in celebrating the inaugural show. He will Champion the show via pre-event publicity and promotion, play a role in the grand opening of the show, and share his experiences during the consumer portion of the show. To celebrate his joining up with AIMExpo, and pay tribute to his American dirt-track roots, AIMExpo has commissioned a Yamaha Star Bolt in Robert’s famous ‘track-graphic’ livery, which will be given away at AIMExpo!

And So Much More... The list of events and celebrity appearances at AIMExpo expands daily. From the inaugural Joseph C. Parkhurst Education Fund Live Auction to the International Motorcycle Safety Conference to NOHVCC holding their annual conference, the industry is taking great advantage of the show as a platform to bring all corners of the powersports community together. Be sure to pick up the AIMExpo Show Directory and the AIMExpo Show Daily on-site at AIMExpo to stay up-to-date on the latest AIMExpo show schedules, celebrity appearances and exhibitor listings.

40 September 2013 | Motorcycle & Powersports News

place. The show kicks off with two and a half days dedicated to dealers and the media, and the AIMExpo team has made a concentrated effort to make the show an effective tool for dealers.

I hopped on a call with Little and his counterpart, Mike Webster, president, Marketplace Events Trade Show Division, in late August to see how show prep was progressing for the Oct. 16-20 event, and the duo’s energy was infectious.

“There’s a lot to look forward to,” says Little. “There’s a full show floor packed with OEMs and aftermarket manufacturers revealing new products and sharing 2014 promotional plans. Because the press is an important industry function, we’re building a very large media center located on the show floor for new reveals to the media. Taking that one step further, to help build the excitement, one wall of the media center will be glassed-in so dealers will be able to watch the live reveals. We really want retailers energized!”

Little stressed that education is key for dealer attendees. “The bottom line is if dealers came for the education component alone, it would be very worthwhile for them.” Webster echoed his statements adding, “Dealers can take what they learned and implement it immediately upon their return home to increase revenues and profits. That will be especially meaningful.”

“We want every dealer to leave the show excited and enthused that there’s a new way to connect with the industry — not just education, but seeing the new products and thanks to the favorable climate in Orlando, getting the opportunity to demo them at AIMExpo Outdoors!. There’s energy there,” said Little.

The team has one key message for dealers: The time is now. Check out the insert in this issue for more information on the show and visit www.AIMExpoUSA.com to register today. Dealer registration is free through Sept. 27. Don’t miss your chance to be part of this industry-changing event!

Are You In? Dealers Sound Off On The Inaugural AIMExpo “It’s going to be interesting. As a Suzuki dealer, I know I will see Suzuki premiere some of their 2014 stuff. I also think that it will be a real advantage to have the manufacturers in attendance, to see new products on the motorcycle and ATV side, and also have a show to see accessories and gear.”

— David Koup, Koup’s Cycle Shop, Harrisburg, Pa. “I’ll be there to meet and greet all the new reps and people I deal with day-to-day, learn more about new products and receive more knowledge on those products. Our main objective is motocross, so we’ll probably have a few consumers from the store check AIMExpo out.”

— Debi Venega, Palmetto Motorsports, Hialeah, Fla.

“Who is our customer? How do we communicate with them? What are their wants and needs? AIMExpo gives everyone a chance to speak to each other directly and answer these questions. The more dealers communicate with our customers and figure out who they are, the better.”

— Tom Stillman, of Honda Kawasaki KTM, Santa Monica, Calif.

Show Previews

MBA Insurance ARI

ADP Lightspeed

Powersports dealers should stop by ARI’s interactive booth to meet our team and learn more about how we can help you grow your business online and in-store.

AIMExpo will be a great opportunity to meet with ARI for a one-on-one experience of our suite of dealer solutions, CustomerFirst, PartSmart, FootSteps and SearchEngineSmart. www.arinet.com Booth: 923

Visit the ADP Lightspeed booth and demo LightspeedEVO. This new dealer management software was designed by ADP engineers to deliver the best software tools to the powersports industry.

LightspeedEVO takes over where NXT left off, offering you better reporting, real-time accounting and endless ways to improve profitability in your dealership. www.adplightspeed.com/evolution Booth: 929

MBA Insurance has been in the rental insurance business since 1978. They offer insurance programs for motorcycles, ATVs, UTVs, scooters, golf carts and low speed vehicles and coverage for both the rental operation and their customers.

MBA also provides state-specific rental contracts, access to federal and state vehicle rental laws, and additional forms needed to run a smooth rental operation. MBA Insurance has built its reputation on quick, efficient and outstanding customer service. www.mbainsurance.net Booth: 1213

Seat Concepts At Seat Concepts, we pride ourselves in offering what we believe to be the best seat kit and complete seats available for adventure and dual-sport motorcycles. Visit our booth at AIMExpo to see our full range of products that are made and developed in the USA by true motorcycle enthusiasts. www.seatconcepts.com

Vee Rubber America Inc.

Booth: 331

Namura Technologies Since 2001, Namura Technologies has specialized in pistons and gaskets for MX and ATV applications. With distributors all over the world, they offer what the company calls a better-than-OEM product at a better-than-OEM price. www.namura.com Booth: 610

Vitorn Sukanjanapong started the company in 1977 with his father. Vee Rubber does business all over the world and is OE with Honda and Yamaha in Asia. The company entered the U.S. market six years ago with corporate headquarters and a warehouse in Atlanta. John Leale, vice president of sales and marketing in the U.S., says, "We specialize in niche markets. White walls for the baggers, tires for the Spyder and trikes along with ATV and the very popular TACKEE GNCC tires.� www.veerubberusa.com Booth: 801

42 September 2013 | Motorcycle & Powersports News

Special Advertising Section

Show Previews

ERMAX Accessories ERMAX was created in Provence, France, in 1978. The company specializes in plastic thermoformed tuning and painted parts for motorcycles and scooters: windshields, nose screens, huggers, undertails, belly pans, seat covers, air intake scoops and more. ERMAX loves racing and supports the MotoGP Monster YAMAHA Tech3 team. www.ermax.com Booth: 1374

Get 2 It Sales Need off-brand parts? Get 2 It Sales stocks 2,000+ parts for mopeds, scooters, ATVs, dirt bikes and go-karts. We carry brands like Eton-Adly, Tao Tao, Baja, Peace and many, many more. With 30+ years in the parts business, you get what you ask for the first time. www.Get2itSales.com Booth: 522

EarthX Lithium Batteries Experience the EarthX difference! EarthX is the only lithium battery with built-in electronics for cell balancing, overcharge protection and over-discharge protection.

Whether your customers ride in cold or hot weather, it’s no problem. There are no special chargers needed. The product life span is eight years and the company offers a full two-year warranty with no prorating. Experience what a quality battery should be! www.earthxmotorsports.com Booth: 327

Show Previews

Service Manager Pro Service Manager Pro, the leading labor guide in the powersports business, will be launching a new product at AIMExpo in October. Service Manager Pro 2.0 will provide a never-before-seen level of functionality for dealership service departments. The updated version of SMP will tie labor times, parts and technical specifications to a specific repair operation. Stop by booth No. 656 to see how your dealership can get the most out of your service operations. www.servicemanagerpro.com Booth: 656

HMC Industries HMC Industries manufactures reliable and safe products for transferring fuel.

Our signature GC-30 Gas Caddy is the product service techs rely on when siphoning or delivering fuel to the equipment they work on. In addition, HMC's product line includes the GC-20 and GC15 Gas Caddy (green for diesel and blue for kerosene or oil), the Hy-Pro FST-15 transportable fuel station, and the GC30 Oil Caddy. HMC will proudly display their product lineup at booth No. 831 along with several new products for 2014. www.hmcindustries.com Booth: 831

Metro Air Force Hit the road faster after a wash! Metro Air Force dryers dry bikes in 80 percent less time. These all-steel constructed dryers eliminate water spots and won’t scratch the finish. Riders can use the Master Blaster or Blaster at home or take the Blaster Sidekick with them on rides.

Deliberately made better in the USA. www.motorcycledryer.com Booth: 1327

Special Advertising Section

Show Previews Arai Helmet Inc.

Scottoiler

National Powersport Auctions (NPA)

Arai is featuring its entire current helmet line and highlighting the latest graphics additions. Special emphasis will be on the company’s R75 SHAPE concept and the benefits of Arai’s “rounder, smoother, stronger shells” for real-world protection. Arai will be in booth No. 1749 across from the Tucker Rocky/Biker’s Choice area. www.araiamericas.com Booth: 1749

Lube as you ride. Scottoiler automatic chain oilers have a worldwide reputation for keeping the rear chain perfectly lubed. This means a smoother and more efficient transmission, longer chain/sprocket life and more miles between adjustments. Made in Scotland, Scottoilers are quality accessories for all chain drive motorcycles. www.ScottoilerDistributionUSA.com Booth: 526

During the AIMExpo Panel Discussion, National Powersport Auctions (NPA) along with Suzuki Motors of America, GE Capital and Sheffield Financial, will be discussing the past, present and future of the powersports industry from their respective vantage points. The panel will take place Thursday, Oct.17 at 10 a.m.

Location TBA. www.npauctions.com Booth: 445

46 September 2013 | Motorcycle & Powersports News

Special Advertising Section

Yelvington Trikes produces “True Trike� conversions featuring the latest in computer aided design and CNC build quality for both durability and reliability.

Convert your Silverwing, Burgman, Sportster, GV650, GV250, TU250, CTX700 and more to a true threewheeled trike with Yelvington Trikes. www.yelvingtontrikes.com Booth: 523

Special Advertising Section

booth listings

Yelvington Trikes

Pecard Leather Care Products Pecard Leather Care has been a familyowned company in Wisconsin since 1902. Our specialized product lines go through rigorous testing that allows us to recommend the right conditioner for every leather product your riders own.

With over 100 years of leather car excellence, Pecard has the experience to help answer your questions about treatment, preservation and weatherproofing leather. www.pecard.com Booth: 535

MotorcyclePowersportsNews.com 47

booth listings

Exhibitor List Current as of 9/5/2013

360 Eyewear Booth: 918 www.360eyewear.com

Airsal - Airkit S.A. Booth: 863 www.airsal.com

Arai Helmet Inc Booth: 1749 www.araiamericas.com

Baja Designs Booth: 1563 www.bajadesigns.com

3BR Powersports LLC Booth: 532 www.3brpowersports.com

All Balls Bearings & Components Booth: 1735 www.goallballs.com

ARI Network Services Booth: 923 www.arinet.com

Ballistic Performance Components Booth: 1317 www.ballisticparts.com

AAA The Auto Club GroupMotorcycle Booth: 908 www.aaa.com/bike

Alpina Raggi Spa Booth: 951 www.alpinaraggi.it

Arrow Special Parts spA Booth: 451 www.arrow.it

Barkbusters Booth: 1101 www.twistedthrottle.com/brand

AMB Booth: 830 www.motorcyclebag.com

Arrowhead Electrical Products Inc Booth: 1733 www.arrowheadep.com

Bazzaz Booth: 1123 www.bazzaz.net

American Motorcycle Specialties Booth: 825 www.amspecialtiesusa.com

ASA Electronics Booth: 1855 www.asaelectronics.com

BC Battery Controller Booth: 1056 www.batterycontroller.it

American Motorcyclist Association Booth: 237 www.americanmotorcyclist.com

ATV Rider Booth: 1601 www.atvrideronline.com

BeadBuster Booth: 1314 www.beadbuster.com

American SportWorks Booth: 1469 www.amsportworks.com

Auto State Industrial Co Ltd Booth: 1612 www.auto-state.com

Beaver Pro/Defender Cabs Booth: 217 www.beaverpro.com

AMI Powersports/Alpha Micron Booth: 811 www.amipowersports.com.

Autographed Collectables Booth: 1508 www.signedandauthentic.com

Bell Powersports Inc Booth: 935 www.bellhelmets.com

ANCMA Booth: 1057 www.ancma.it

Axo Sport Spa Booth: 1052 www.axo.com

BellisiMoto Booth: 241 www.bellissimoto.com

ANSR (Answer) Booth: 1738 www.answerracing.com

B & W Trailer Hitches Booth: 708 www.ditchthestraps.com

Bestem Carbon Fiber Booth: 1225 www.bestemusa.com

Antigravity Batteries Booth: 465 www.antigravitybatteries.com

Baggers Booth: 1601 www.baggersmag.com

Bike Alert/JT Sprockets/Hiflofiltro/JT Chain Booth: 345 www.bikealert.com

ABUS Mobile Security Booth: 1834 www.abus.com ACF-50 Booth: 1435 www.learchem.com Adaptiv Technologies Booth: 1325 www.adaptivtech.com ADESA Specialty Auctions Booth: 914 www.adesa.com Adler Spa Booth: 946 www.adige.eu ADP Lightspeed Booth: 929 www.adplightspeed.com AFC Booth: 1722 www.afcdealer.com AHA Motorsports Booth: 1427 www.ahamotorsports.com

48 September 2013 | Motorcycle & Powersports News

BLiNC Technologies Booth: 936 www.blinctech.com/productsblinczero.php

booth listings

BMW Motorcycle Owners of America Booth: 851 www.bmwmoa.org Bobster Booth: 1624 www.bobster.com Bonnier Motorcycle Group Booth: 1601 www.bonniercorp.com Braking Sunstar SpA Booth: 618 www.braking.com Bridgestone Americas Tire Operations Booth: 1843 www.bridgestonemotorcycletires.com Brooks Leather Sportswear Booth: 1451 www.brooksleather.com BS Battery (Kayo Corp) Booth: 1363 www.bs-battery.com BV Powersports / TrailMaster Booth: 1575 www.bvpowersports.com Camoplast Solideal Inc Booth: 1462 www.camoplast.com Canyon Dancer Inc Booth: 1211 www.canyondancer.com CardConnect Merchant Services Booth: 756 www.cardconnect.com Cardo Systems Inc Booth: 1510 www.cardosystems.com

Ceiba Racing Technologies Booth: 1465 www.ceibatech.com

CruzTOOLS Booth: 1209 www.cruztools.com

Dirt Rider Booth: 1601 www.dirtrider.com

Central Wheel Components Ltd Booth: 1817 www.central-wheel.co.uk

CTEK Power Inc Booth: 209 www.ctek.com

DNA Specialty Booth: 1626 www.trydna.com

Chap'el Eyewear Booth: 1610 www.chapeleyewear.com

Cycle Gear Booth: 1300 www.cyclegear.com

Dominion Powersports Solutions Booth: 501 www.dominionpowersports.com

Chatterbox USA Booth: 1409 www.chatterboxusa.com

Cycle Handles Booth: 1531 cyclehandles.com

Dongfang Motor Inc Booth: 1449 www.crtmotoparts.com

Chongqing Gallop Gear Co Ltd Booth: 614

Cycle World Booth: 1601 www.cycleworld.com

Dowco PowerSports / Willie & Max Booth: 1505 www.dowcopowersports.com

Cyclepedia Press Booth: 926 www.cyclepedia.com

Draggons Lubricants Booth: 463 www.draggonslube.com

D.I.D Chain Booth: 832 www.didchain.com

Driven Racing Oil / Carb Defender Booth: 1423 www.drivenracingoil.com

D2M - Direct 2 Mfg Booth: 251 www.direct2mfg.com

DrySpec Booth: 1101 www.twistedthrottle.com/brand

Dell'Orto Spa Booth: 953 www.dellorto.it

DT-1 Racing Booth: 916 www.dt1filters.com

Delta Braking Booth: 1328 www.delta-braking.com

DT-1 Racing Booth: 928 www.dt1filters.com

Delta Spokes Booth: 712 www.deltaspokes.com

Dunlop Tire Corp Booth: 1837 www.dunloptire.com

Deltran Corp Booth: 1729 www.batterytender.com

Duro Tire & Wheel Booth: 1073 www.durotire.com

Denali Booth: 1101 www.twistedthrottle.com/brand

Dykon International Motorcycle Booth: 1660 www.dykon.com.cn

Dimensione Sport S.R.L. Booth: 947 www.dimsport.it

Dynojet Research Inc Booth: 744 www.dynojet.com

CIF Ferrigno Srl Booth: 1050 www.cif.it CIMA International Inc Booth: 745 www.nolan-usa.com Circuit Equipments Booth: 1249 www.circuit.com.br Clarke Manufacturing Co Booth: 1275 www.clarkemfg.com Clearwater Lights Booth: 808 www.clearwaterlights.com Cleveland Cycle Booth: 528 www.pitmotorsltd.com Consumer Research Solutions Inc Booth: 812 www.wantfacts.com Core Moto Booth: 733 www.coremoto.com CP-Carrillo Booth: 1330 www.cp-carillo.com

Carroll Leather Booth: 1456 www.carrollleather-biker.com

50 September 2013 | Motorcycle & Powersports News

Falicon Crankshaft Components Inc Booth: 1664 www.faliconcranks.com

Gibbs Sports Amphibians Booth: 601 www.gibbssports.com

Held USA / Held GmbH Booth: 1545 www.heldusa.com

EBC Brakes Booth: 527 www.ebcbrakes.com

Find It Now GPS Security Booth: 710 www.FindItNowUSA.com

Gimoto Snc Booth: 1046 www.gimoto.com

Helmet City Inc Booth: 1453 www.helmetsales.com

Echo Products Booth: 608 www.echoproducts.com

First Manufacturing Co Booth: 1616 www.firstmfg.com

GIVI USA Inc Booth: 1237 www.giviusa.com

Henwei Industrial Co Ltd Booth: 509 www.hw-automotive.com

EICMA Booth: 1057 www.eicma.it

Firstgear Booth: 1738 www.firstgear-usa.com

Global Vision Eyewear Corp Booth: 1309 www.globalvision.us

Hepco & Becker GMBH Booth: 1551 www.hepco-becker.de

ElectroSport Booth: 1310 www.electrosport.com

FMF Racing Booth: 323 www.fmfracing.com

GoPro Booth: 1649 www.gopro.com

HighTechSpeed Booth: 609 www.hightechspeed.com

Elysium Co Ltd Booth: 1614 www.elysiummotor.com

Forward Motion Booth: 1317 www.eric-gorr.com

GPR Stabilizer Booth: 1422 www.gprstabilizer.com

Hi-Torque Publications Inc Booth: 1763 www.hi-torque.com

Energy Flo Inc Booth: 1757 www.energyflo.us

FRAP S.p.A. Booth: 1233 www.frap.it

HMC Industries Booth: 831 www.hmcindustries.com

Engine Ice Booth: 823 www.engineice.com

Fulmer Helmets Booth: 962 www.fulmerhelmets.com

Guangzhou Yuanrui Auto Parts Co Ltd Booth: 631 www.gzbestlong.com

EPM Performance - Hyperpro Booth: 1434 www.epmperf.com

Galfer Braking Systems Booth: 717 www.galferusa.com

Erik Buell Racing Booth: 1157 www.erikbuellracing.com

Garwood Custom Cycles / C and S Custom Booth: 773 www.garwoodcustomcycles.com

Ermax Accessories Booth: 1374 www.ermax.com Evans Cooling Systems Inc Booth: 651 www.EvansCooling.com Excaliber Motorpsorts Booth: 1412 www.atv4usa.com FairingPlus USA Booth: 876 www.fairingplus.com

GE Capital Commercial Distribution Finance Booth: 433 www.gecdf.com Gerbing's Heated Clothing Booth: 917 www.gerbing.com Get 2 It Sales Booth: 522 www.get2itsales.com Giant Loop LLC Booth: 427 www.giantloopmoto.com

H & H Sports Protection USA Booth: 1145 www.hhsportsprotection.com H.A.R.D. Helmets Booth: 1533 www.hard-helmets.com Haijiu Battery Booth: 827 www.skyrichbattery.com Hammerhead Designs Booth: 221 www.hdmoto.com Happy Trails Motorcycle Products Booth: 1758 www.happy-trail.com Hardline Products Booth: 1511 www.hardlineproducts.com Heidenau Tires Booth: 1245 www.heidenauusa.com

Hot Bike Booth: 1601 www.hotbikeweb.com Ice Bear Booth: 1663 www.icebearatv.com Idaho Division of Tourism Booth: 1762 www.commerce.idaho.gov Ikon Suspension Booth: 868 www.ikonsuspension.com Impulse Jackets Booth: 828 www.impulsejackets.com InfoTrade Media Co Booth: 1514 www.IMB2B.com Interphone Booth: 1101 www.twistedthrottle.com/brand

MotorcyclePowersportsNews.com 51

booth listings

EarthX Lithium Batteries Booth: 327 www.earthxmotorsports.com

booth listings

InVision by Maric Performance Booth: 1532 www.maricperformance.com

Johnny Pag USA Booth: 1828 www.johnnypag.com

KFI Products Booth: 1459 www.kfiproducts.com

Lee Parks Design Booth: 1439 www.leeparksdesign.com

iON America LLC Booth: 537 www.ioncamera.com

Johnson Controls Inc Booth: 737 www.johnsoncontrols.com

Koso North America Booth: 1501 www.kosonorthamerica.com

LEOD Motorcycle Escapes Booth: 1283 www.leodescapes.com

Italian Trade Commission Booth: 1057 www.italianmotorcycle.com

J-Wheelz Booth: 1311 www.j-wheelz.com

Kryptonite Booth: 1537 www.kryptonitelock.com

LeoVince USA Booth: 901 www.leovinceusa.com

J & M ATV Supply Booth: 1351 www.jmatv.com

K&N Engineering Inc Booth: 551 www.knfilters.com

Kuberg Inc / FIBRES Booth: 1417 www.kuberg.com

Light Year Precision Ind Co Ltd Booth: 709 www.lightyear.imb2b.com

J.Juan, S.A. Booth: 856 www.jjuan.es

Kali Protectives Booth: 617 www.kaliprotectives.com

KYMCO USA Booth: 1613 www.kymcousa.com

LighTech s.r.l.

Booth: 1044 www.lightech.it

Jagg Oil Coolers Booth: 711 www.jagg.com

Kaoko Booth: 1101 www.twistedthrottle.com/brand

Langcourt Ltd Booth: 1329 www.langcourt.com

LS2 Helmets Booth: 1513 www.ls2helmets.us Lunasee Booth: 1851 www.lunasee.com Luster Care Products / Profi Products Booth: 1557 www.lusterlace.com Macna Booth: 1101 www.macna.com MadStad Engineering Booth: 759 www.madstad.com Maggi Catene SPA Booth: 659 www.maggigroup.com Magnum Distributing Booth: 1324 www.magnumdistributing.com Malossi Spa Booth: 1051 www.lightech.it Manheim Auctions Booth: 824 www.manheim.com Massimo Motor Booth: 969 www.massimomotor.com Mastech Booth: 1424 www.mastechno.net Mayhem Industries Booth: 758 www.mayhem-us.com MBA Insurance Booth: 1213 www.mbainsurance.net MCLocate.com GPS Tracking Booth: 1308 www.mclocate.com MedZone Booth: 1845 www.medzonecorp.com Memphis Shades Booth: 736 www.memphisshades.com Mentasti Sandro Srl Booth: 1053 www.ariete.com Metro Air Force Booth: 1327 www.motorcycledryer.com Metzeler Booth: 562 www.pirelli.com MIC Systems & Software Booth: 658 www.micsystems.com

52 September 2013 | Motorcycle & Powersports News

booth listings

Millennium Technologies Booth: 1317 www.mt-llc.com

Motolease Booth: 515 www.motolease.net

Motorex USA Booth: 669 www.motorexusa.com

NG Brake Disc Booth: 861 www.ngbrakedisc.com

Mirai Powersports Booth: 1323 www.miraibatteries.com

Motonation Booth: 1135 www.motonation.com

Motorino Booth: 1625 www.planetpowersports.net

Nihilo Concepts Booth: 660 www.wmr1.com

Missing Link Booth: 974 www.missinglnk.com

Motopro Co Ltd Booth: 765 www.motoprocoltd.com

Moto-Skiveez Booth: 1658 www.motoskiveez.com

Nikko Helmet Booth: 714 www.nikkomoto.com

Monster Axles Booth: 1445 www.monsteraxles.com

Motorcycle & Powersports News Booth: 910 www.motorcyclepowersportsnews.co m

MS Production Composite Technology Booth: 457 www.msproduction.com

Ningbo Xinghe Steel Tube & Electric Appliances Co Ltd Booth: 1634 www.nbxinghe.com

Motorcycle Cruiser Booth: 1601 www.motorcyclecruiser.com

MSR Booth: 1738 www.msrmx.com

Nite Ize Inc Booth: 1458 www.niteize.com

Motorcycle Electric Suppliers Booth: 615 www.waiglobal.com

MTA Distributing Booth: 1633 www.mta-la.com

Nitron Racing Systems Ltd Booth: 1564 www.nitron.co.uk

Moto Hose Booth: 1523 www.advancedperformanceaccessor ies.com

Motorcycle Industry Council Booth: 1659 www.mic.org

NADAguides Booth: 1723 www.nadaguides.com

NOLA Wheels Booth: 801

Moto Tassinari Booth: 429 www.mototassinari.com

Motorcycle Mechanics Institute Booth: 511 www.mmitech.edu

Namura Technologies Booth: 610 www.namura.com

MotoBatt Booth: 1475 www.motobatt.com

Motorcycle Safety Foundation Booth: 1657 www.msf-usa.org

National Cycle Booth: 1117 www.nationalcycle.com

MotoBrackets Booth: 1574 www.motobrackets.com

Motorcycle Windshields Booth: 1101 www.twistedthrottle.com/brand

National Powersport Auctions (NPA) Booth: 445 www.npauctions.com

MOTO-D Racing Booth: 771 www.motodracing.com

Motorcycle.com Booth: 1724 www.verticalscope.com

Neckmike Booth: 1335 www.neckmike.us

Moto-Heaven Booth: 662 www.moto-heaven.com

Motorcyclist Booth: 1601 www.motorcyclistonline.com

NEXX Helmets Booth: 1544 www.nexx-usa.com

Motel 6 Booth: 1661 www.motel6.com Motion Pro Booth: 426 www.motionpro.com

54 September 2013 | Motorcycle & Powersports News

No-Mar Tire Changers Booth: 637 www.nomartirechanger.com Novik Gloves Booth: 428 www.novikgloves.com Nutcase Helmets Booth: 1556 www.nutcasehelmets.com ODI Booth: 1623 www.odigrips.com Ohlins USA Inc Booth: 1229 www.ohlinsusa.com

Peace Industry Group Booth: 701 www.peaceindustrygroup.com

PowerSports Business Booth: 1369 www.powersportsbusiness.com

RAD Manufacturing Booth: 912 www.radmfg.com

Optic Armor Performance Windows Booth: 1415 www.opticarmorwindows.com

Pecard Leather Care Products Booth: 535 www.pecard.com

Pro Moto Billet Booth: 1756 www.promotobillet.com

Rekluse Booth: 1764 www.rekluse.com

Optimum Performance Products Inc Booth: 749 www.oppracing.com

Peet Shoe Dryer, Inc Booth: 533 www.peetshoedryer.com

Pro Taper Booth: 1738 www.protaper.com

Retail Design Associates Booth: 1856 www.retaildesignassociates.com

Orient Express Racing Booth: 632 www.orientexpress.com

Penske Racing Shocks Booth: 1411 www.penskeshocks.com

Pro-Bolt USA / Streetfighter Booth: 649 www.probolt-usa.com

REV'IT! Sport USA Booth: 556 www.revitusa.com

Osbe Gpa Production SRL Booth: 946 www.osbe.it

PIAA Powersports Booth: 517 www.piaapowersports.com

Procom Engineering Booth: 1310 www.procomengineering.com

REV'IT! Sport USA Booth: 557 www.revitusa.com

Outlaw Racing Booth: 636 www.outlawracingproducts.com

Pirelli Booth: 563 www.pirelli.com

Protective Booth: 810 www.protectiveassetprotection.com

Revolution Performance Booth: 1317 www.revperf.com

Oxford Products USA Booth: 261 www.oxford-products.com

Pit Posse Booth: 636 www.pitposse.com

Puig USA Inc Booth: 857 www.puigusa.com

Rick's Motorsport Electrics Inc Booth: 1231 www.ricksmotorsportelectrics.com

Oxlite Manufacturing Booth: 934 www.oxlite.com

Pivot Pegz USA Booth: 1638 www.pivotpegz.net

Pyramid Plastics UK Ltd Booth: 869 www.pyramid-plastics.co.uk

Ride-On Tire Protection Booth: 1732 www.ride-on.com

P.I.T. Motors Ltd Booth: 528 www.pitmotorsltd.com

Plastiche Cassano Srl Booth: 1045 www.progrip.com

R & G Racing Products Booth: 1101 www.rg-racing.com

RideWright Wheels Booth: 425 www.ridewrightwheels.com

Pacific Powersports Inc Booth: 645 www.pacificpowersports.info

PlugUp Booth: 1332 www.plugup.com

Race Tech Suspension Booth: 1357 www.racetech.com

Risk Racing Booth: 1408 www.riskracing.com

PartsForScooters.com Booth: 545 www.partsforscooters.com

Pola Bola Eyewear Booth: 1801

Racer X Booth: 1169 www.racerxonline.com

RK Excel America Booth: 809 www.rkexcelamerica.com

Racing Planet USA Booth: 748 www.racingplanetusa.com

RKA Motorcycle Luggage Booth: 875 www.rka-luggage.com

Partzilla Booth: 1457 www.partzilla.com

Power-Sonic Corporation Booth: 1550 www.power-sonic.com

56 September 2013 | Motorcycle & Powersports News

booth listings

Omni-Cruise Booth: 814 www.omni-cruise.com

booth listings

RLM Distribution Booth: 636 www.rlmdistribution.com

Spectro Oils of America Booth: 423 www.spectro-oils.com

Tommaselli Srl Booth: 952 www.domino-group.com.

Venture Heat Booth: 1350 www.ventureheat.com

RoadRUNNER Motorcycle Touring & Travel Magazine Booth: 1656 www.roadrunner.travel

Speed & Strength Booth: 1738 www.ssgear.com

Total Control Training Booth: 1437 www.leeparksdesign.com

Von Zipper Booth: 729 www.vonzipper.com

Spinelli Srl Booth: 944 www.spinellisrl.com

Tour and Ride Inc Booth: 1382 www.tourandride.com

Vortex Racing Booth: 1519 www.vortexracing.com

Sport Rider Booth: 1601 www.sportrider.com

Trail Tech Inc Booth: 872 www.trailtech.net

VP Racing Fuels Booth: 1516 www.vpracingfuels.com

SSR Motorsports Booth: 1569 www.ssrmotorsports.com

TrailMaster / BV Powersports Booth: 1575 www.bvpowersports.com

Warn Industries Inc Booth: 1627 www.warn.com

Steg Pegz Booth: 1636 www.stegpegz.com.au

Trike Traders / REWACO USA Booth: 1375 www.triketraders.com

Wenzhou Yerun Electrical Machinery Co Ltd Booth: 829 www.motorcycle-starter.com

StellarMX.com Booth: 1348 www.stellarmx.com

Tsukigi Racing Booth: 757 www.tsukigi.com

Stonecarpet Booth: 856 www.stonecarpet.com

TSY America Inc Booth: 730 www.tsyamerica.com

Stop & Go International Inc Booth: 723 www.stopngo.com

Tucker Rocky / Biker's Choice Booth: 1738 www.tuckerrocky.com

Street Chopper Booth: 1601 www.streetchopperweb.com

Turbo Kit Exhausts Spain Booth: 865 www.turbokit.net

Strider Sports International Inc Booth: 201 www.stridersports.com

Tutto Moto Booth: 513 www.tuttomotousa.com

Sumo-X Booth: 930 www.sumo-xstore.com

Twin Power Booth: 1738 www.twinpower-usa.com

Sun Coast Cycle Sports Booth: 1734 www.suncoastcyclesports.com

Twisted Throttle Booth: 1101 www.twistedthrottle.com

Sunright/Linhai USA Booth: 1269 www.sunright.net

TWISTEDCORE Booth: 763 www.twistedcore.com

Sunstar Engineering Americas Booth: 616 www.sunstar-mc.com

Two Brothers Racing Booth: 1337 www.twobros.com

Super Street Bike Booth: 1601 www.superstreetbike.com

UCIE Inc Booth: 1273 www.ucieinc.com

Suzuki Motor of America Inc Booth: 369 www.suzuki.com

UCLEAR Helmet Communication Booth: 1548 www.uclear-digital.com

SW-Motech/Bags-Connection Booth: 1101 www.sw-motech.com

UFO Plastics Booth: 625 www.ufoplasticusa.com

Symtec Booth: 837 www.symtec-inc.com

Unibat / Unicharger Booth: 661 www.unibatitalia.com

Tamarack Powersports Accessories Booth: 633 www.tamarackatv.com

Unit Booth: 725 www.unitriders.com

TCX - Focus on Boots Booth: 255 www.tcxboots.com

Utopia Booth: 713 www.utopiaeyewear.com

Silkolene USA Booth: 822 www.silkoleneusa.com

Techmount Accessory Mounting Systems Booth: 437 www.techmounts.com

Vance Leathers Inc Booth: 1560 www.shop.vance-leather.com

Sito Gruppo Industriale Spa Booth: 950 www.sitogroup.com

TecMate North America Inc Booth: 430 www.tecmate.com

SKF INNTECK USA Booth: 1761 www.innteck.com

Throttle Threads Booth: 1428 www.throttlethreads.com

RockEagle Store Fixtures Booth: 1215 www.rockeagle.com ROKstraps Booth: 1333 www.rokstraps.com RS Taichi Booth: 815 www.motoliberty.com RW Sales Booth: 207 www.ritetie.net Saddlemen Booth: 734 www.saddlemen.com SaferMoto Booth: 1527 www.safermoto.com Samson Exhaust Booth: 1536 www.samsonusa.com SBS Friction A/S Booth: 1361 www.sbs-friction.dk Schuberth Helmets Booth: 1401 www.schuberth.com Scorpion Sports Inc Booth: 1345 www.scorpionusa.com Scottoiler Distribution USA Booth: 526 www.scottoilerdistributionusa.com Seatconcepts.com Booth: 331 www.seatconcepts.com Sena Technologies Inc Booth: 1109 www.sena.com Service Manager Pro Booth: 656 www.servicemanagerpro.com Service Pavilion, The Booth: 1383 www.theservicepavilion.com Shad USA Booth: 922 www.shadusa.com Shark Kage Booth: 970 www.sharkkage.com Shorai Booth: 1839 www.shoraipower.com Sicom Brakes Booth: 461 www.sicombrakes.com

SKIDBIKE (dba SKIDCAR SYSTEM, Inc) Booth: 1525 www.skidcar.com

TM Designworks LLC Booth: 329 www.tmdesignworks.com

58 September 2013 | Motorcycle & Powersports News

Vanson Leathers Booth: 871 www.vansonleathers.com Vee Rubber America Inc Booth: 801 www.veerubber.co.th Vega Helmet Booth: 909 www.vegahelmet.com

Wheels-4-Tots Booth: 752 www.wheels4tots.com Wind Trading Booth: 657 www.windtrading.it Wiseco Piston Booth: 1129 www.wiseco.com WLJF Booth: 1312 www.jfsprockets.com Wolf Brand Scooters & Quality Scooter Parts Booth: 1251 www.wolfbrandscooters.com Wolfman Motorcycle Products Booth: 1867 www.wolfmanluggage.com Woodcraft Technologies Inc Booth: 968 www.woodcraft-cfm.com Wossner Pistons Booth: 1217 www.wossnerpistons.com WSM Distributing Co Inc Booth: 835 www.wsmparts.com Wuxi Thai-Racing Trade Co Ltd Booth: 1534 www.wxyixin.en.alibaba.com Yamaha Motor Corporation USA Booth: 301 www.yamaha.com Yelvington Trikes Booth: 523 www.ytrikes.com Yoshimura R & D Booth: 675 www.yoshimura-rd.com Yuasa Battery Inc Booth: 1433 www.yuasabatteries.com Zan Headgear Booth: 1622 www.zanheadgear.com Zeibe Moto Booth: 870 www.zeibe.com Zhuhai Huihuan Motor Vehicle Parts and Accessories Co Ltd Booth: 1529 www.huihuanmodify.com ZXMOTO USA LLC Booth: 1630

When To, And When Not To, Work On A

60 September 2013 | Motorcycle & Powersports News

B

ike

By Margie Siegal

O

ne of your better customers is in the parking lot, proudly showing off an old motorcycle in the back of his pickup truck. He just inherited it from his Uncle Mitch. It is a genuine classic, and it hasn’t run for 20 years. Half your staff is out looking at it. The customer asks if you can help him get it running.

What do you say?

“It depends on what it is, your experience with that type of motorcycle and what the owner wants you to do,” says Glenn Bator, well-known restoration expert and classic bike broker.

Few dealers would be tempted to work on something unusual, like a 1928 Henderson or a 1962 Bianchi 175. Let’s say it’s a Ducati single from the 1960s and you sell Ducatis, or it’s a Harley-Davidson Panhead and you’re a Harley dealer. Maybe it’s the dead of winter and business is a little slow. Maybe the owner, like Uncle Mitch’s nephew, is someone you want to keep happy.

If you sell a brand whose earlier products are now being featured in concours exhibitions, you can often get parts from your OEM for these older models — and win the gratitude of a customer who has been having a hard time locating what he or she needs to get the bike running. However, there’s a big difference in handing the parts to a customer who is going to do the work himself and handing the parts to a mechanic in your service department who’s installing them on the customer’s bike. Working on classic bikes has pitfalls as well as promise. Offering service on older bikes can be a new profit center — or a giant headache.

Before you get out the work order, think through these steps:

How Do Vintage Bikes Fit Into Your Business Plan?

A sideline in parts, sales and repair of vintage bikes can be both fun and profitable if approached the right way. John Landstrom, owner of Blue Moon Cycles, a BMW, MV Agusta, Royal Enfield and Ural dealer in Atlanta, Ga., sells vintage bikes and vintage bike parts, and offers service for older BMWs. He says that the sales and parts business is profitable, and the repair end of the business has side benefits. “I get a lot of referrals from BMW dealers who don’t want to deal with vintage bikes. Most customers who have a vintage bike also have a modern bike. These customers are coming to us because we can help them with their vintage BMW needs, but they soon learn that we can help them with their newer BMW as well.”

MotorcyclePowersportsNews.com 61

Munroe Motors, a Ducati, Triumph, MV Agusta and Moto Guzzi dealership in San Francisco, will also work on older motorcycles. “We have done entire rebuilds on bikes back to the 1950s,” says David Bottini, Munroe’s service manager. “We recently did a Norton Atlas.”

These older British motorcycles are very common in the San Francisco Bay area.

Munroe Motors has been around since 1958 and sold many of these now-classic motorcycles when they were new. It makes good business sense to Munroe’s not to turn this large, and often well-heeled, segment of customers away.

You may want to keep track of the walkin traffic and telephone calls requesting information, parts or service on older or classic motorcycles. You may find that you have been turning significant business away. How many of your existing customers have a vintage bike? Being able to help the owner with all of his or her bikes will increase customer loyalty.

Does Your Mechanic Have The Expertise To Work On The Motorcycle?

Working on vintage bikes is not the same as working on new bikes, even those manufactured by the same company.

“Most modern dealerships don’t have the current expertise to work on an older bike,” says Randall Washington (better known as Randakk), owner of Randakk’s Cycle Shakk, a specialist firm that manufactures vintage Honda parts. “Some do, like the dealer down the street from me. He has a vintage specialist working for him, and does a brisk business in older bikes.”

“The key is getting a competent technician,” says John Lanstrom. “I have one guy who only works on vintage BMWs.” If a technician is not experienced, he won’t have the special skill set required to competently repair vintage machinery.”

Bator points out that a pre-Evolution Harley is put together very differently from today’s Twin Cam machines, and the engineering concepts are not the same. “Mechanics who are capable of working on a Panhead or a classic Indian are either retired or have their own independent business.” Dave Kafton, a mechanic who has made a specialty of working on pre-Shovel-

head Harleys, cautions that a person with the best of intentions can ruin the value of these bikes. One way is by sanding and polishing the many castings on them.

“There is no way to replicate the original casting look after sanding and polishing.

You can’t get it past a concours judge.”

On the other hand, although the same care needs to be taken to avoid damaging the value of the cycle parts (“Do the research before you even wipe off the bike,” says Bator), the drivetrain of classic Japanese motorcycles is assembled using most of the same engineering concepts as modern Japanese motorcycles. “Today’s mechanics will understand the motor and be able to work on it without major problems,” says Bator.

Do You Have The Necessary Tools?

Older British bikes are put together with Whitworth sized nuts and bolts. Ken Armann, owner of Ken Armann British Motorcycles, points out that not only did many English motorcycles continue to use Whitworth sizing into the late 1960s, but also some bikes use a combination of sizing.

“For example, take one popular bike, the 1975 Mark III Norton Commando. The hand control switchgear on the bars is metric. Most of the rest is SAE, except for the transmission and the carburetor, which is Whitworth. There are also specialty tools, like sprocket pullers.”

Munroe Motors can offer service on classic English motorcycles because their technicians have two complete sets of Whitworth tools and a large assortment of the special tools needed to work on classic British machinery.

Is What You Are Doing Cost Effective?

“Sometimes, someone else can do more for the customer, and it is more cost-effective to send the job out,” says Dave Bottini of Munroe Motors. “We think about whether it will take us longer and cost more. We don’t do extensive cylinder head restoration, for example. We lace newer wheels, but we send older ones to Buchanan’s, a specialist in Southern California. We subcontract extensive welding jobs.”

“We tend to shy away from full restoration projects on customer bikes,” says Landstrom. “These jobs require a lot of time and expense and most customers don’t have the patience or budget. We pre-

62 September 2013 | Motorcycle & Powersports News

fer to restore motorcycles we own and then, when they are finished, offer them for sale. This way, the work is done on our schedule to our standards.”

“The key to a satisfied customer is to make sure the customer has realistic expectations,” says Landstrom.

“You need to get customer buy-in,” says Randakk. “Fixing old bikes is often a slippery slope. You touch one thing, and you get a half a dozen other issues, usually complicated by frozen bolts. Bikes that have been off the road for a while may actually look decent, but each and every system needs attention to make sure it is safe, reliable and roadworthy. Without diligence, a simple repair can quickly morph into a full-bore restoration.

“The other problem is that sometimes the value of the bike is low but the maintenance is high. Many classic bikes are worth a good amount of money these days, so the owner doesn’t mind paying for the work. But if the bike is an early-’80s small Honda and the value is $800, if you’re charging $500 to repair it, the owner is going to get upset.”

The need for owner expectations management extends to sales of classic ma-

64 September 2013 | Motorcycle & Powersports News

chines. “I don’t like to sell vintage bikes on eBay because I want to make sure there is the right fit. I want to sell them a motorcycle they will be happy with,” says Landstrom. “I probably talk as many people out of a vintage bike as into one. Many dreamers out there don’t realize that old bikes need a lot of maintenance. The supply of quality vintage bikes is limited, and there are enough customers out there that I don’t have to worry about selling vintage. A little discretion at the time of sale will almost always result in a happy customer.”

Finding Subcontractors And Referrals If you have a mechanic with the tools and expertise to work on the motorcycle, an understanding customer who knows the estimate may be revised, and you’ve done the research before you wipe off the dust to make sure that you are not destroying the bike’s value, by all means, fill out that work order. You may make a friend for life.

If you don’t have a mechanic with the expertise to fix the bike in your customer’s truck, you can still add some value to a customer’s contact with you by referring the customer to a reputable vintage bike mechanic.

“The best way to find a reputable referral is to go through the clubs and local specialty shops,” says Ken Armann.

Dave Kafton says that the local chapter of the Antique Motorcycle Club of America (the largest U.S. classic bike organization) or the American Historic Racing Motorcycle Association (for vintage racers) will help find a reputable referral.

Munroe Motors has built up a list of subcontractors and referrals over the years, often from personal relationships and contacts outside the industry, such as car clubs.

These referrals are known to be reliable from previous experience.

“We provide a service that a lot of people don’t provide anymore,” says Munroe Motor’s Dave Bottini.

Approached with care, you can render valuable assistance to people with vintage motorcycles previously manufactured by your OEM. You can help the owner with getting parts, drivetrain service, or a referral to someone else that can help. You can even sell vintage bikes. Stepping forward to help the classic bike owner will win you increased business, word of mouth referrals and customer loyalty. Uncle Mitch would approve. t

FILTERS OEM Style Replacement Air Filters Drag Specialties These high-quality paper filters fit directly inside the OEM air filter housing.

Meeting or exceeding the OEM specifications, these filters allow motorcyclists to maximize the power, performance and efficiency of their rides.

These filters are available for most Big Twin and XL applications and retail at $26.95.

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For More Info: www.dragspecialties.com

BroFilter Two Brothers Racing The BroFilter uses state-of-the-art, pleated filter construction technologies. The company says riders will achieve increased throttle response and improved airflow from idle to rev-limiter. It uses the stock air filtration housing system, requiring no additional modifications, and can be washed and cleaned up to 25 times. It is currently available for select Honda, Kawasaki, Suzuki and Yamaha models. The filter is not street legal and is intended for race use only.

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For More Info: www.twobros.com

66 September 2013 | Motorcycle & Powersports News

HD-C2 Perf-Form Products, Inc. This new oil filter/cooler is designed for all late model HarleyDavidson models. It provides quick, mess-free oil changes with superior oil filtration and 10-15 percent oil cooling. It uses the inexpensive Perf-Form HD-1 Filter cartridge and retails at $219.95.

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For More Info: www.perf-form.com

Reusable Oil Filter Outlaw Racing Products This filter is constructed from high-quality stainless steel mesh. It filters down to 30 microns and outperforms standard paper filters by as much as 200 percent, according to the company. It boasts a superior high flow rate under all temperature conditions and features a cleanable and reusable design. It retails at $22.95.

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For More Info: www.pitposse.com

68 September 2013 | Motorcycle & Powersports News

FILTERS KTM Air Filter 2011 XC/SX/XCF/SXF Enduro Engineering This air filter serves as a high-quality replacement for dirt bikes. It’s designed with a dual stage compound to maximize air flow while keeping dirt out. This filter fits 2012-14 models ranging from 125 to 500cc and retails for $23.95.

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For More Info: www.enduroeng.com

Wrench-O Oil Filters K&N Engineering, Inc. These filters are ideal for motorcycles, ATVs, UTVs and side-by-sides as they feature a 17-millimeter Hex Nut affixed to the head for easy removal in hard-to-reach places. Built with a premium synthetic media, they are suited for use with synthetic and blended oils. The filters ring in at $13.99 each.

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For More Info: www.knfilters.com

MotorcyclePowersportsNews.com 69

FLO Air Filters PC Racing These air filters feature a patent pending design that includes two Foam Filterskins. The main filter incorporates a bonded two-layer precision foam and proper density for maximum performance and filtration. In addition, FLO Air Filters come with two Foam Filterskins to make the task of cleaning as easy as peeling away the dirty Filterskin.

The Filterskin fits tight and is very thin and porous for unrestricted airflow. This product rings in at $29.95.

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For More Info: www.pcracingusa.com

YZ Filters DT-1 Filters These air filters are designed for the 2014 line of Yamaha models. They’re manufactured with high-quality dual layer foam, which delivers maximum airflow while still maintaining engine protection. The filters come with a super seal base that eliminates the need for grease. They come standard (MSRP $26.95) or pre-oiled ($28.95).

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For More Info: www.mxfilters.com

70 September 2013 | Motorcycle & Powersports News

FILTERS

EaOM Motorcycle Oil Filters EMGO This oil filter fits Bombardier Traxter 500/650, Quest 500/650 plus many SeaDoo watercraft models and SkiDoo 1000 200405. It retails at $10.99.

AMSOIL AMSOIL’s Motorcycle Oil Filters provide protection for motorcycles, ATVs, four-stroke PWC, four-stroke snowmobiles and four-stroke outboards. The company is producing an initial offering of 16 Ea Motorcycle Oil Filters for most powersports applications, eight of which are chrome-plated.

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For More Info: www.emgo.com

For More Info: www.amsoil.com

10-26992 Oil Filter

MotorcyclePowersportsNews.com 71

Kinetic Blocks Racewear FLY Racing This collection of racewear features multi-panel construction for maximum performance and a comfortable fit. The jersey includes mesh ventilation panels and shorty cuffs with elastic sleeves, and the pants feature an ultra-durable, 900D construction.

The pants’ exclusive zipper lock system keeps them closed and secure, and an adjustable waist belt adds maximum fit and adjustability. The lightweight glove has a reinforced double layer palm and thumb, offering a comfortable fit.

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For More Info: www.flyracing.com

Alpha Racewear

Sherpa Gear Pack HMKUSA The Sherpa Gear Pack is a backpackstyle gear bag constructed of heavy-duty ballistic nylon. It includes vented helmet and boot compartments along with a mesh goggle pocket. It measures 30-by14-by-27 inches and retails at $129.95.

ANSR/Answer Racing The ALPHA Collection features a pant, jersey and glove combo. The pants are made of high strength nylon and polyester for added durability and stretchability, while the jersey offers a moisture-wicking design. The gloves sport a synthetic leather palm and a pre-curved glove shape. The collection comes in two color combos and retails at $262.85.

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For More Info: www.answerracing.com

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For More Info: www.hmkusa.com

OFF-ROAD 72 September 2013 | Motorcycle & Powersports News

GOGAD Goggles

Comp Suit Ballistic Jersey EVS Sports This jersey includes an ultra lightweight, all-in-one upper body protector and a side zip design for increased protection. Removable arms add versatility, and the lightweight, cool ballistic fabric features mesh stretch panels for a superior fit. It’s compatible with neck braces and comes in sizes small through 2XL. It retails at $129.

Fulmer Helmets These stylish new goggles feature both anti-fog and antiscratch technology with UV protection. A non-slip silicon backed adjustable strap and a precision tooled frame for enhanced peripheral vision provide increased safety, and spare lenses are available. These goggles also come in a youth model and are available in red, black, yellow, pink, green or blue. They retail at $19.95.

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For More Info: www.fulmerhelmets.com

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For More Info: www.evs-sports.com

2014 Tech 10 Motocross Boot Alpinestars This boot features an anatomical shape with front and rear sliding blades along with an allnew closure system featuring a light and durable buckle closure system. It retails at $579.95.

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For More Info: www.alpinestars.com

2014 Sahara Racewear Moose Racing The Sahara Series uses vented micro mesh and poly mesh panels to provide maximum cooling and extreme comfort in the hottest of conditions. The jersey features anti-microbial mesh that allows your rider to breathe easily. The pants sport a lightweight, comfortable design with fullgrain leather on the knees’ inside panels. The glove features twill spandex with mesh panels for non-restrictive movement. This series of apparel rings in at $200.

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For More Info: www.mooseracing.com MotorcyclePowersportsNews.com 73

OFF-ROAD SOLO III MX Gear Marshall Distributing The SOLO III collection features a polyester jersey with vented sleeves. The series’ pant is made of durable 600 Denier poly nylon material and includes flex panels in the knees, crotch and calf for superior fit and comfort. Leather panels on the inside of both legs offer extra protection. The gloves sport high-quality synthetic leather palms and silicone fingertip grips for brake and clutch control. The gear rings in at $154.85, and a youth collection is also available.

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For More Info: www.marshalldistributing.com

Ballistic Revolution Joe Rocket If your customer goes off-road for the long-haul, the Ballistic Revolution fits the bill. The jacket is highlighted by an 840 Denier ballistic nylon reinforced RockTex 600 chassis and is backed by CE a-proved armor in the shoulders and elbows, plus a removable spine pad. An integrated waterproof mid-liner, Cynix insulated full-sleeve liner and a high-capacity Variable Flow ventilation system combine to protect your rider from the elements. Other features include back expansion panels, an assortment of pockets and ample reflective striping. It retails at $199.99.

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For More Info: www.sullivansusa.com

74 September 2013 | Motorcycle & Powersports News

MarketPlace Find out more about the classified advertisers in this issue online at www.motorcyclepowersportsnews.com/ resourcecenter. ! () %" ) % &, +,) ) ' ,)'( & % ,+'% +" ) ) ! "& '"$ )* &'- ! * & ,+!')". "*+)" ,+')

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Ad Index ADP Lightspeed ........................................17 Adran Tie Downs.......................................62 AIMExpo ...................................14,15, Insert Amrep Inc .................................................70 Arai Helmet Americas Inc. ........................28 ARI Network Services ...............................29 Automatic Distributors .....................Cover 2 British Cycle Supply..................................64 Clearwater Lights .....................................66 Duro Tire/Wheel .......................................63 Emgo International ...................................21 Fulmer Helmets........................................49 Get 2 It Sales.............................................43 HJC America ...............................................7 HMC Industries Inc. ..................................64 Ikon Suspension .......................................52 iON America..............................................59 Johnson Controls......................................65 K&L Supply Co. ...........................................3 Kandi USA Inc ...........................................51 Kymco ..................................................55,57 LeoVince USA............................................47 Lonski and Associates, LLC.......................71 Maxxis International - USA .......................46 MBA Insurance..........................................37 Motor Trike ...............................................33 MTA Distributing .......................................12 Namura Technologies .........................44, 45 National Cycle...........................................27 National Powersports Auctions ..................9 nizeX, Incorporated ..................................74 Pecard ......................................................54 Platinum Air Suspension ..........................74 Protective Asset Protection .....................67 Race Tech..................................................24 RKA Motorcycle Luggage ..........................48 Rock Eagle Store Fixtures ........................56 Seatconcepts.com.....................................41 SEMA ................................................Cover 3 Service Manager Pro ................................32 Short Block Technologies....................19, 35 Sudco International Corp..................Cover 4 Sullivan's Inc. ..........................................4,5 TAW Performance Distribution LLC.....10, 50 Vee Rubber America .................................25 VP Racing Fuels Inc...................................26 Wheels-4 Tots...........................................68 Wizards Products/RJ Star Inc ...................69 XY Powersports ........................................23 Yelvington Trikes ......................................13 Yuasa ........................................................53 Zurich .......................................................31 MotorcyclePowersportsNews.com 77

www.motorcyclepowersportsnews.com/resourcecenter

www.sammytanner.com

Essentials

APEX Jacket Automatic Distributors The APEX Jacket is made of durable nylon 420D Dobby fabric and includes reinforced shoulders with 840D Hitena fabric. It features a breathable laminated membrane and keeps your rider warm with Hollofil-II insulation. The jacket features numerous pockets, a YKK No. 8 front zipper, pre-curved arms, hem adjustable drawstring and a secure fitting fleece collar with a detachable hood. It comes in a variety of colors and retails at $189.95.

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For More Info: www.autodist.com

Powersports Coolant Helmetlok Marshall Distributing The Helmetlok allows riders to secure their helmets, jackets and bags without a key. Riders can set their own 4-digit code to unlock. It fits up to 38-millimeter bars and retails at $27.95.

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For More Info: www.marshalldistributing.com

Evans Cooling Systems Formulated specifically for powersports applications, Evans’ Powersports Coolant features a waterless formula, allowing engines to be safely tuned for more power. With a boiling point of 375 degrees Fahrenheit, it’s capable of functioning under extreme conditions.

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For More Info: www.evanscooling.com

UCLEAR Boomless Helmet Communicator

T33RC

Early Warning Security System

Trimax Locks The T33RC is a retractable cable 3-digit combination lock that includes a flexible 3-millimeter cable and easy-to-read numbers. It measures 3 feet long, is 3 millimeters in diameter and retails at $15.99.

Find It Now GPS Security This system is shock- and water-resistant and alerts riders via text message and email should anything happen to their powersports applications. It quickly tracks and interfaces with any police department for quick vehicle recovery. It retails at $595.

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For More Info: www.trimaxlocks.com

For More Info: www.finditnowusa.com

78 September 2013 | Motorcycle & Powersports News

BITwave USA The UCLEAR HBC230 Bike Helmet Boomless Communicator utilizes Adaptive Beam Forming Technology to eliminate the need for a boom mic.

Stereo sound and DSP noise/echo cancellation combine to offer enhanced audio, while users can seamlessly listen to music and make hands-free phone calls while riding. In addition, any number of users can use the communicator in an unlimited range.

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For More Info: www.uclear-digital.com/us/