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www.britishdealernews.co.uk British Dealer News

key business information for the UK motorcycle and scooter industry

Key business information for the UK motorcycle and scooter industry • April 2021

+PLUS+ Race FX bought by Bihr CBT to resume early

Electric giant wants UK dealers New UK importer for AJP Preventing card fraud


Dealerships nationwide are ready to reopen positively but carefully after the winter lockdown – see page 6

Bikesure veteran retires No jab, no job Budget for business New and used bike sales data

April 2020



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CRS-1217- Approved-Dealership-Full-Page-210x297_05.indd 1

15/03/2021 16:06


Contents April 2021 : Issue 237

contact the team us

the news

HEAD OF CONTENT Andy Mayo: editorial@dealernews.co.uk tel 01237 422660; 07780 857693

4 6 8 10 11 12 14 16 18 20 21 22 23 24 28

FINANCIAL EDITOR Roger Willis: motobusiness@icloud.com PRODUCTS EDITOR/DESIGNER Colin Williams: design@dealernews.co.uk DESIGNER Maurice Knuckey: creative@dealernews.co.uk CONTRIBUTORS Roger Willis; Adam Bernstein; Dan Sagar; Rick Kemp; John Featherstone; Alan Dowds ACCOUNTS MANAGER Mark Mayo: accounts@dealernews.co.uk

Race FX bought by Bihr Showrooms set to shine Electric giant wants UK dealers New UK importer for AJP Motorcycles Bikes escape EU insurance burden National Motorcyclists Council unveiled Morgan milestone Preventing card fraud The return of IR35 Digital health check No jab, no job On the move – Bikesure veteran retires Obituaries International news – full year financials Off-road news – Marsh MX secures Segway

ADVERTISING EXECUTIVE/AGENT Alison Payne: tel 07595 219093 Paul Baggott: tel 07831 863837 adsales@dealernews.co.uk

the business

CIRCULATION circulation@dealernews.co.uk

32 REACTION Dealers get ready to welcome customers back

TAIWAN AGENCY Albert Yang, Pro Media Co: info@promedia.com; tel +886 4 7264437

36 BUSINESS BEAT VAT for better or for worse

PUBLISHER Colin Mayo: editorial@dealernews.co.uk


British Dealer News, 10 Daddon Court, Clovelly Road Industrial Estate, Bideford EX39 3FH

42 THE FABULOUS BIKER BOYS Silver celebrations

Copyright © Mayo Media Ltd:

All rights reserved. Reproduction in whole or part by any electronic or mechanical means without express permission is strictly prohibited. Mayo Media Ltd can accept no responsibility for the veracity of claims made by advertisers. Printed by S&G Print Group.

the knowledge 58 ON THE MONEY Covid economic booster 59 INTERNATIONAL SHARE PRICES A snapshot of global performance 60 NEW REGISTRATION DATA MCIA statistics, NMDA and BDN reports 62 USED BIKE DATA From Auto Trader and Glass’s Guide

www.britishdealernews.co.uk 16:06



44 THE BUSINESS ESSENTIALS Budgeting for the future 46 MARKETING MATTERS Get your marketing six-pack 48 PRODUCTS Retail profit opportunities

advanced copy


deadlines • May Issue 12 April 2021 • June Issue 10 May 2021 • July Issue 7 June 2021

APRIL 2021 3

Business news

Race FX bought by Bihr F

rench aftermarket giant Bihr has bought major British off-road parts, accessories and apparel trade distributor Race FX from its founders Samantha and Paul Irwin, for an undisclosed sum. Established in 2003, Race FX presently has a product portfolio consisting of 28 brands, most of which are exclusive. The company operates out of its own 30,000sq.ft warehouse and offices in Blackburn, Lancashire. According to its new parent, the objectives of this transaction are to get better access to the UK off-road distribution market and to complement the position it currently has through MotoDirect in the UK street segment. In addition, Race FX will serve as the logistics platform to deploy Bihr’s motorcycle parts and accessories distribution activity. Bihr UK will operate under two commercial names – Race FX powered by Bihr and MotoDirect powered by Bihr. “Welcoming Race FX into the Bihr group is a real opportunity for us to truly accelerate

our deployment in the UK,” said Bihr chief executive Christophe Piron. “Beyond the 34 brands currently distributed by Race FX and MotoDirect, our brand and product team has

This transaction will allow us to get full access to both off-road and road distribution channels in the UK worked very hard over the past year to secure the distribution of 150 additional brands in the UK.” Erstwhile Race FX owner Paul Irwin has been appointed as Bihr’s UK off-road business development manager. He will report to Bihr UK country manager Terry Birtles.

Commenting on the deal, Irwin said: “The fit of Race FX and Bihr together just made perfect sense, with a number of brands in common. And this transaction will allow us to get full access to both off-road and road distribution channels in the UK. This is great news for our customers and suppliers, and I am looking forward to a busy year ahead.” Birtles added: “We are thrilled to partner with Race FX. Its expertise is critical for us. In the coming weeks, we will leverage the Blackburn warehouse to progressively introduce newly distributed products.” Founded in 1975, Bihr is a leading European distributor of parts, accessories, apparel and tyres for motorcycles, quads and scooters. The company is present in more than 14 countries and wholesales about 230 brands and 200,000 items to a network of 11,550 retail outlets. With first-class logistics and a total storage area of more than 44,350m2 spread across five warehouses, it can supply almost all of the dealers in Europe within 24 hours.

CBT to resume early


ompulsory Basic Training (CBT) for new riders resumed on 29 March, ahead of motorcycle testing, which begins again on 12 April. It was originally anticipated that CBT access, crucial for dealer sales of entry-level machines, would return at the same time as car training on 12 April. However, after strong lobbying by the MCIA, ministers have listened and acted accordingly. Theory tests are also due to restart in England on 12 April. Welcoming news of the concession, the MCIA said: “The government wasn’t willing to offer a temporary extension of expiring CBT certificates. And therefore this earlier date will be very much appreciated by novice commuters, delivery riders and key workers reliant on small motorcycles and scooters, who have been facing expiry issues.”


APRIL 2021




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Business news


Showrooms set to shine

We’d recommend customers contact dealers s British Dealer News went to press in As the governments first to check their status.” late March, the UK was still on course roadmap out of lockdown Simon Roots of KTM UK underlined the for a springtime release from Covid-19 sentiments. “Different lockdown rules and motorcycle dealerships starts to unfold, dealerships steady-as-we-go nationwide are ready to countries are opening at different points, up and down the country were preparing to and each dealership has its own set of reopen their doors to retail customers on reopen positively but circumstances and will open up according to 12 April in England and Wales, and 26 April carefully after the 2021 its showroom space. I’ll put it this way, we’re in Scotland, with Northern Ireland still to winter restrictions. supporting but not coordinating anything.” confirm dates for full relaxation. And Iain Baker of Honda UK said, “We don’t But the bike industry was treading carefully in its plans for the reopening weekend, with weekend anyway – without the need for killer have anything specific planned – I think just little in the way of large-scale dealer events or deals, MotoGP stars cutting ribbons or troupes dealers reopening and 2021 stock arriving will demand-boosting deals organised. A number of exotic dancers on show. The fact that all the be celebration enough.” Tony Campbell, CEO of the MCIA, told us: major bike exhibitions were of factors were cancelled means that almost “With an overwhelming eagerness for riders at play – firstly, We don’t have no-one has had the chance to to get back out on the road and to a sense of uncertainty about sit on, poke, prod, and generally normality, I have no doubt dealerships and the exact opening anything specific lust over the new models for wider industry will rise to the demands created dates still existed even in mid- planned – I think just 2021. Add in a nation of bored during lockdown. The MCIA successfully March, with re-opening and 2021 lockdown bikers, and it seems lobbied the government to reintroduce training obvious that tens of thousands and testing earlier than our automotive the UK prime minister Boris stock arriving will be of them will be planning to get counterparts, bringing forward the expected out to their local bike shop for demand for PTWs and associated products and Johnson insisting services. Not only will showrooms once again a look. that 12 April was celebration enough Iain Baker, Honda UK “Normally by now, you’d shine, but as riders become able to socialise only the earliest and enjoy their bike, expect 150,000 date for lifting I have no doubt that restrictions. If problems had appeared in the UK bikers to have seen your I have no doubt the positive effect UK Covid-19 vaccine rollout programme or new models at the Motorcycle on our industry will worries about new virus variants had appeared Live, London, Scottish and dealerships and be mirrored in each in March, opening dates could well have been Manchester shows,” said Jeff and every rider’s pushed back further, wrecking any launch Turner of Yamaha UK. “I was the wider industry mental and physical plans dealers and manufacturers might have out running in a new MT-09 will rise to the health.” last week, and people were put in place. So, book the Safety is also still a significant concern looking and pointing because demands created window cleaner, for the industry. Even when dealers are fully no-one has seen any of this polish the stock, open again, social distancing, hygiene rules, new stuff. So, I think dealers during lockdown find the light and Covid-secure procedures will still be in are going to be super busy. Tony Campbell, MCIA switches, and get place. Large numbers of people will need Demand is there, and there’s careful management in showrooms. Finally, pent-up demand from last year, too. I don’t ready to finally start filling customers’ baskets staff furlough status is another factor. Some think dealers would thank us for driving even in-store as well as online. dealers are considering a more steady, cautious more demand until things start to become a approach to bringing showroom staff back off bit more normal.” GOT A GREAT STORY? “We’ve got nothing specific planned at furlough until the season is fully underway BDN IS LOOKING FORWARD TO HEARING and new stock becomes more widely available the moment,” said Scott Grimsdall of BMW about retailers reopening on 12 April. Motorrad UK. “We’re just making sure that after Easter. Send your showroom opening pictures and Industry figures seem quietly confident dealers are prepared. It’s likely most will still stories to editorial@dealernews.co.uk that there will be huge interest in the opening operate on an ‘appointment only’ basis at first.


APRIL 2021


Business news

Electric giant wants UK dealers


hina’s largest electric motorcycle and scooter brand, Sunra, has established a British presence and is already recruiting dealers. This is a really big-league operation. Sunra’s parent Jiangsu Xinri E-Vehicle, which was founded in 1999, is listed on the Shanghai Stock Exchange with a market capitalisation currently worth well in excess of half a billion pounds. It has a quartet of factories churning out more than four million units annually and it exports to 70-plus countries worldwide.

On offer initially are a pair of Robo high-spec electric scooters. These feature conveniently removable lithium-ion batteries, full LED lighting, fingerprint keyless start, app connectivity, a USB charger and 24 litres of under-seat storage. The basic Robo has a restricted top speed of 28mph and 40-mile maximum range, essentially equivalent to the 50cc moped category. A Robo-S variant has an additional battery, which doesn’t compromise storage space. It is capable of 50mph and a range of 84 miles.

Available in gloss white or gloss black colour options, the Robo and Robo-S are priced at £2499 and £3299 respectively, including the 20% government plug-in grant discount. Selling points are certainly attractive. With zero emissions, zero road tax, zero congestion charge fees and a running cost per mile of just 15% of that of a petrol moped, the average city commuter can buy, run and maintain a Sunra Robo for less than an annual London Underground pass. Sunra already has UK specification inventory on British soil and, to date, is supplying dealers covering most of London and an outlet in Aylesbury. The company has targeted recruitment of at least one additional dealer per month this year. A store map of existing outlets and targetted areas can be found at www.sunra-uk.com/stores.


website and the subsequent marketing and maintenance costs associated,” explains Bickers marketing assistant Ben McMartin. “In May , .% of all retail purchases were made online, compared to .% in May . Online purchasing has increased in popularity by % in one year. So the website will help our dealers retain sales despite this new buying trend. Consumers



Moto Electric 020 3287 8733 dealers@motoelectric.co.uk

Bickers launches fresh trade sales channel

ickers is launching a new Click & Collect website, developed to help trade customers gain online sales. The site will be promoted to consumers, driving footfall to dealers’ premises. “This platform will give participating dealers exclusive access to the ongoing shift in consumer buying trends in their area, without the need to invest in an e-commerce






will be able to access our full stock profile and buy their motorcycle parts and accessories, for collection from a local dealer partner, who will be credited with the profit. “We are providing a sales channel which not only supplies profit to the chosen dealer, but also brings the consumer instore, where the dealer can then offer other services. The Click & Collect partnership is available to all UK dealers and we are currently taking applications.” For more information, visit www.bickersonline.co.uk/bickers-click-and-collect-partnerhighlights-and-faqs-i









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Business news Dorset-based Moto Corsa Motorcycles, a specialist in European bike brands, is to carry the full Aprilia range at its Gillingham showroom near Shaftsbury. The Italian marque will join the current line-up of KTM, Moto Guzzi, MV Agusta and Royal Enfield. Demonstrators of key Aprilia models will be available, with full parts and servicing support, including routine servicing and repairs, MOT, tyre-fitting and full rolling road diagnostics provided at Moto Corsa’s Ashmore service centre. For further information, contact: 01747 811196; www.motocorsa.co.uk

Big growth for iVendi


ar and motorcycle retail technology specialist iVendi says that its staff headcount is set to rise considerably over the next three years in support of expansion plans in the UK and across Europe. In particular, the number of software developers employed will more than double. Explaining the driver behind this growth, iVendi chief executive James Tew said: “Over the past few years, we’ve developed a retailing platform that is replicable and scalable across multiple markets, and it’s already in use by thousands of dealers in the UK and Germany. Our plan is to maximise our presence in those markets and to expand further across Europe. “We aim to deliver both existing and new solutions faster and more effectively than anyone else. We are also going to expand the connected retail concept behind our Engage, Convert and Transact product range launched last year, which provides a technological solution uniting showroom and online retailing. “Much of the technology that dealers are using is stuck in what we think of as ‘Online Retail .’ which doesn’t allow any natural customer movement between the showroom and web-based environments. We’ve developed a concept that is much more flexible for both dealer and consumer.”


APRIL 2021

Martin Bell, owner of MHB Imports outside the new home of AJP Motorcycles UK in Kirkby Stephen, Cumbria

New UK importer for AJP Motorcycles A JP Motorcycles has welcomed MHB Imports as the new importer for the UK, including Northern Ireland. MHB is a successful AJP dealer in the UK and has assumed responsibility for all motorcycle and spares activities from 1 March 2021. Announcing the change, AJP co-founder Antonio Pinto said: “As we welcome MHB Imports to the AJP family, we must also thank the previous importer’s Bob Allen and Martin Wittering for their fantastic work in representing and growing the brand in recent years in what is a very important market for AJP.”

AJP UK director Bob Allen commented: “We are proud to have been part of the AJP success story and to have introduced the brand to an increasing customer audience. It was difficult to step back, but other business pressures meant it was time for a change. We’re confident that AJP can continue to grow with MHB Imports and that they’re ideally placed to look after existing and future customers’ needs. We wish them well.” MHB Imports will now be the central contact point for all trade enquiries and will be continuing with the existing

distribution/dealer network. 2021 stock is now arriving from AJP’s European factory, and they already hold spares to service consumer and trade requirements. MHB Imports owner Martin Bell said: “We’re delighted to have the opportunity to represent AJP, and the interest already being shown by prospective purchasers fills us with confidence for the future. With all Euro 5 models, AJP is going from strength to strength.” MHB Imports Ltd 01768 371070 mhbimportslimited@gmail.com

Industry-wide battery deal YAMAHA HAS JOINED HONDA, KTM AND PIAGGIO to set up a swappable batteries consortium for motorcycles and light electric vehicles. In the context of the Paris climate agreement and the transition to electromobility, the consortium’s founding members believe that the availability of a standardised swappable battery system will both promote the widespread use of light electric vehicles and contribute to more sustainable life-cycle management of batteries used in the transport sector. Also, by extending the range, shortening the charging time and lowering vehicle and infrastructure costs, the manufacturers will try to answer customers’ main concerns regarding the future of electromobility. The consortium’s aim is to define standardised technical specifications for a swappable battery system for L-category vehicles – mopeds, motorcycles, tricycles and quadricycles. A procedure due to start in May 2021. Commenting on this initiative, Yamaha’s chief general manager of motorcycle business operations Takuya Kinoshita said: “The creation

of this consortium holds great significance not just for Europe but the world as we move towards establishing standards for swappable batteries for light electric vehicles. I’m confident that through work like this, the technical specs and standards will be unified, and, in the future, will help lead towards maximising the merits of electric power for customers on a global level.”


Business news

Bikes escape EU-inflicted insurance burden

BOTH THE ACU AND MCIA ARE celebrating their respective successful lobbying roles in gaining exemption from the deleterious effects of a putative seventh EU Motor Insurance Directive (EU/ MID). This could have seen all vehicles operated on private land in the UK and elsewhere in Europe, including motorcycles, subject to the same insurance requirements as those on public roads, at considerable extra cost to their users. The recent decision by Department for Transport minister Grant Shapps to reject such draft EU/MID legislation was made easier by two factors. In the first instance, Britain finally severed its ties to the EU on 31 December 2020, so subsequent new directives from the European Commission (EC) in Brussels outside the reach of our (Br)exit treaty can be safely ignored. In the second, this latest EU/MID doesn’t actually exist yet anyway, in any legal sense. The whole threat stemmed from a European Court of Justice (ECJ) ruling in 2016 on the “Vnuk” case. It involved a claimant of that name, who had been injured when a trailer attached to a tractor being driven on Slovenian farmland struck the ladder on which he was standing. The EC seized upon this ECJ judgement and other supporting verdicts, and concocted a catch-all compulsory motor insurance proposal to provide third-party liability. Within our

sector, motocross, enduro, trials and grasstrack machines used on private terrain would have been affected, as well as racing motorcycles on non-highway tarmac circuits. Everything from farm quad bikes and other small off-road utility vehicles to golf buggies and ride-on lawnmowers were targeted too. Realising the potential cost consequences for motorsport generally, concerned UK bodies and their continental counterparts began a strenuous lobbying effort against imposition. European Parliament members listened to their pleas and the original EU/MID draft fell at the first hurdle in 2019, voted down and sent back to the EC for reconsideration. And that’s more or less where it has stayed, kicked into the long grass by the European Council of Ministers. So no implementation is in the immediate offing anywhere in the EU, least of all in the UK now, as DfT minister Shapps knew very well. However, there is a possible sting in the tail, which the ACU has duly noted. Should EU/MID’s prospects revive in its current form, the FIM may fail to swerve non-highway sporting motorcycles away from inclusion. Therefore British riders who want to compete in any of the EU’s 27 member states will still have to insure their bikes appropriately – adding extra expense to the temporary import/ export carnets they are already required to purchase since Brexit.


APRIL 2021 11

Business news

National Motorcyclists Council unveiled


broad spectrum of leading UK motorcycle user organisations has been assembled to form a single body, to campaign and negotiate in the corridors of power with a unified voice. This new National Motorcyclists Council (NMC), debuted in early March, will work on commonly held positions about issues where bikers seek to change or influence government policy. It will also provide research to both inform campaigning and support the separate activities of members. Primary target will be seeking the revival of an official government motorcycling strategy, covering areas such as transport, safety and licensing policy, access issues – both urban

and rural – and regulatory matters affecting motorcycle sport. Founding NMC members are the Auto Cycle Union, British Motorcyclists Federation, IAM RoadSmart, Motorcycle Action Group and Trail Riders Fellowship. Between them, including affiliates, they represent approaching 100,000 individual motorcyclists. Supply-side bodies, most notably the Motor Cycle Industry Association and National Motorcycle Dealers Association, have yet to engage. But any representative national organisation is eligible to join and corporate supporters are welcome. Those interested in membership or supporting the NMC’s aims should email info@uknmc.org.

NMC LAUNCH STATEMENT “THE NMC HAS BEEN FOUNDED AT AN important moment. As the UK heads out of the Covid-19 crisis, it is more important than ever that motorcycling is included within the government green transport agenda in a positive way, both nationally and locally. This is essential, given that transport policy is undergoing rapid change. The positives of motorcycling for commuter and practical transport, leisure, tourism and the economy could continue to be overlooked unless motorcycling presents a clear and unified voice on the key issues in these policy areas. “For leisure motorcycling and for the sport,

there are issues which threaten continued freedoms to ride, which include access to national parks, green roads riding and access to motorcycle sport venues. There is also a growing need to protect motorcycling’s heritage. “As the nature of transport and the motorcycle itself continues to evolve, motorcyclists need to be at the table as policies are created and technologies developed. Not just in the area of decarbonisation, but also for vehicle-to-vehicle technologies and ‘smart’ roads systems, where many technological developments are occurring without taking motorcyclists into account.”

Founding NMC members are the Auto Cycle Union, British Motorcyclists Federation, IAM RoadSmart, Motorcycle Action Group and Trail Riders Fellowship NMC BOARD THE NMC HAS ASSEMBLED A WEALTH OF highly experienced lobbying, campaigning and negotiating talent to form its board. Gary Thompson is ACU director for safety and probably the best Isle of Man TT clerk of the course in living memory. Veteran BMF stalwart Anna Zee is that organisation’s political and technical services director, as well as president of the Federation of European Motorcycling Associations. She will chair NMC meetings. IAM RoadSmart is represented by its chief executive Tony Greenidge, MAG by its director of campaigns and political engagement Colin Brown, and the TRF by its technical director John Vannuffel. Taking the NMC’s executive director role is the familiar face of Craig Carey-Clinch, a registered professional lobbyist who acted on behalf of the Motor Cycle Industry Association at Westminster and Brussels for more than two decades.


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APRIL 2021

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Business news

Morgan’s milestone


Yeovil small bike specialist celebrates tenth anniversary


eale Morgan’s friends said he was crazy when he decided to open a bike shop back in the economic doldrums of 2011. But now, as Morgan Motorcycles celebrates its tenth anniversary, he’s having the last laugh. Morgan had settled into life in civvy street after 23 years in the Royal Armoured Corps. He’d managed a caravan company and also ran a pub for a few years – but bikes and the TT races were his family passion, and together with wife Sonya, he decided to open a bike shop in Yeovil. “Everyone said we were mad when we opened,” he told BDN. “It was 2011, the bottom of the depression. But we’ve been going ten years now!” As Morgan says, the bike trade was still dealing with the aftermath of the 2008 financial crash back then. But the dealership started off sensibly, selling second-hand machines while running a small workshop and accessories department. It took on the Zontes brand early on, establishing itself in the small bike sector, and underlined that the following year, when Morgan signed up with Lexmoto. Suzuki followed in 2017, with a small bike dealership deal, and Morgan is convinced the focus on small bikes is perfect for his area. “About five years ago, we decided to go for small bikes”, he said. “We’d started off with big bikes and second-hand machines, but something flicked a switch inside me:


APRIL 2021

everything’s getting smaller, people are getting A2 licences, and now we mainly sell 125s, loads of 50s and scooters. We do sell some 250s and 310s, and the odd big bike, but we’re mainly in the commuter sector.” Is that down to the rural/small town location? “Yes – you’ve hit the nail on head. Yeovil is in the middle of the Somerset Levels, if you look around there’s nothing from here to Bristol, Exeter or Bournemouth. The local bus service is dreadful which is why we sell so many 50cc machines, which get kids into Yeovil to college, work, etc.” Morgan Motorcycles suffered during the 2020 pandemic like most other dealers – but it did take on the Sinnis range, and even managed to expand its site in the middle of lockdown. “We’ve got three units now, knocked two together and we’ve done it out in retro style. We’ve got enough capacity for 30 bikes on the showroom floor.” What other impact did lockdown have on Morgan? “The first lockdown was okay, we traded from the workshop, did online sales, and it was good. Really good. But this one hasn’t been so great. The time of year, and having kids off school as well, that’s hit us hard. Fortunately, we were in a place where we could survive. We’ve used some savings, and kept the business ticking over.” The Morgan family ethos has been extended too, with Neale’s eldest son, Leigh, running a

separate training school under the same roof. Neale reckons it’s a big help having training available, especially for impulse bike buyers, who need a CBT. “The training brings in a fair bit of spur-of-the moment purchases, we probably convert one in five of those. We’re not selling big expensive bikes, so it does work well.” And with the candles just blown out on the tenth anniversary cake, Morgan is looking forward to 2021. “This year, I think will just be a get-through year for everyone, we need to try and get the levels back up to where we were. But, because we’re focused on the commuter market, I think it will come back stronger, I really do.” 01935 433095 info@morganmotorcycles.co.uk


Morgan Motorcycles start-up, selling second-hand machines with a small workshop and accessories department. Takes on the Zontes brand


Starts training school and takes on Lexmoto brand


Moved to bigger premises with onsite training school


Takes on Suzuki brand, small bikes dealer


Expanded showroom and takes on Sinnis brand


10-year anniversary






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24/03/2021 13:45:53

Business news



NO DOUBT PRAYING FERVENTLY THAT BORIS Johnson’s lockdown exit road-map will stay on schedule, organisers have announced a Sunday 23 May date for this year’s revival of the Kickback Custom and Retro Bike Show — just six days after a third step of the government plan should allow a degree of mass hospitality and events. The show is set to take place in Cheltenham’s charming classical-style Town Hall and the adjacent Imperial Gardens. And once again, motorcycle insurance broker Devitt is headline sponsor. A plethora of top-drawer custom, retro and restored machinery is billed to appear. And there are both outdoor and indoor bars and cafés for thirsty and hungry bikers. However, due to Covid protocols, the organisers can only permit half-capacity attendance at any one time, so they have introduced separate morning and afternoon sessions. It’s therefore an all-ticket event with limited numbers. These sessions are split into 10am1.30pm and 1.30pm-5pm. For tickets visit: www.ticketsource.co.uk and search for Kickback.


THE OPENING ROUND OF THE 2021 BENNETTS British Superbike Championship will now take place 29-31 May at Oulton Park. “We have made a slight adjustment to the calendar, but I am pleased to say that the 2021 season will begin at Oulton Park on a May Bank Holiday weekend, by simply moving to the date later in the month. All of the other ten rounds remain unchanged from the published provisional calendar,” said series director Stuart Higgs.


THIS YEAR’S CLASSIC TT PRESENTED BY Bennetts, due to take place in August, has been cancelled. The Isle of Man government says it has taken the decision to cancel the event due to the ongoing uncertainty caused by the Covid-19 pandemic, particularly the availability of marshals, medics, race officials and other volunteers needed to run the event safely and effectively. Cancelling the event for a second year is a huge disappointment for fans, competitors, race officials and volunteers, as well as the wider Manx community. Commenting on this sad news, TT business development manager Paul Phillips said: “As with the cancellation of the 2021 TT, it was important that an early decision was made to give clarity to the thousands of visitors and individuals that come together for the Classic TT. A two-year break from racing is not what anyone would have wanted, but our motorsport team have been hard at work to ensure that the TT and Classic TT return stronger than ever in 2022.”


APRIL 2021

Preventing card fraud


liver Brumpton, MD of Sleaford-based Oliver’s Motorcycles, recently found himself on the wrong end of cardholder not present (CNP) fraud. As the story goes, in January a customer rang to order four identical tyres for a Yamaha R1 for track use. Brumpton processed the payment, noting the CVV on the rear of the card, and entered the numbers from the postcode and house number. The customer said he would collect. Brumpton felt that something wasn’t quite right. And he was correct – the tyres didn’t fit the bike. Brumpton called the customer who said that his cousin would collect the tyres, but on pressing, he didn’t know his cousin’s name. He then called the police and explained the situation; the customer’s contact details were checked but came back clear. The police offered to send an officer over when the tyres were collected. When the day came, the customer’s cousin came to collect but Brumpton stalled to give the police time to arrive. The driver’s name was subsequently checked against his licence and the customer was also called. Again, the checks cleared. The police suggested taking a copy of the payment card and driver’s licence. These too were checked against bank details and also came back clean. Two weeks after the collection, Evo Payments, Brumpton’s card processor, rang and asked for details on the purchase which Brumpton gave along with a copy of the bank card, drivers licence, police incident number and

vehicle registration. Tyre-related card fraud is rife and as Brumpton discovered, he originally had a stark choice: Refuse the sale and risk bad feedback or take a gamble on the sale being genuine. In this case, the gamble failed to the tune of £640; Evo said that few chargebacks go in a retailer’s favour – despite evidence.

Soon a new process, Strong Customer Authentication, will finally be in place from September TAKE STEPS So, what should Brumpton have done to not lose out to CNP fraud? The first is to note that risk is passed back to retailers because CNP transactions aren’t protected by Chip and PIN; the card cannot be checked to see if it’s genuine and that a cardholder’s identity hasn’t been abused. Next, note that CNP payments are also known as ‘keyed entry’ – even where a retailer has the card physically in front of them. One solution is to take Google Pay, Apple Pay or Samsung Pay, which are all made using mobile wallets and are considered as card-present transactions when contactless card terminals are used.

MORE PROTECTION The banks and card issuers are fighting back. New systems are being put in place including real-

time analysis of transactions against a customer’s habits and checking their history looking for trends. And soon a new process, Strong Customer Authentication, will finally be put in place from September. This will send a text or email to a customer’s phone or similar to verify the transaction before letting the sale go through. But central to retailer defences are technical methods of protection – namely Verified by Visa, Mastercard SecureCode and SafeKey, these are gateway systems that remove the need for the retailer to collect, handle and store sensitive card information. Each is similar in that they engage a customer making a transaction online with a window that demands that they authenticate themselves with a password created when the account was first opened. These systems require software applied to the retailer’s site or connection to a payment gateway to recognise the card. As UK Finance, notes, “use of these authentication services by a merchant shifts the liability from the merchant to the card issuer in the event of a chargeback, under most conditions.” Using Address Verification Service (AVS) to confirm the card holders address with numeric parts of an address in tandem with the card security code helps, but it’s not as secure as a gateway.

TO FINISH All of this points to the one solution that retailers can use to prevent fraud-related chargebacks – only accepting purchases via an online store and entrenching gateways in the purchase process.





























































wulfstores2@yahoo.co.uk � stores@wulfsport.com

01900 873456 www.wulfsport.com



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Business news

The return of IR35

their worker or employee under Employment Law. This will provide increased rights for the contractor including the right to be paid the minimum wage, holiday pay and sick pay and may provide the right to join the employer’s pension scheme.


Changes to contractor status are coming. BDN spoke to Iain Larkins of Radius Law who explains why its important to act now and how to prepare for the changes


re you ready for the April 2021 tax changes? Do you use contractors who regularly provide services to you via an intermediary such as their own limited company or an agency? Maybe such contractors are engaged in the workshop or back office or providing other services such as training? Perhaps you are a contractor yourself? If so, it’s important to be aware that the tax rules are changing. The changes were due to come into force in April 2020, but got postponed due to the impact of the pandemic on the economy. Despite lobbying from different parties concerned that the new rules may cause yet more damage to struggling businesses, the new rules will apply from April 2021. Currently, off-payroll working rules, known as IR35, require contractors who are employees in all but name to pay similar tax and NICs to regular employees and to decide the employment status for each contract. However, from April 2021, this changes for medium to large private sector employers whereby the responsibility for deciding contractors’ employment status will fall instead onto the employer, who may also be liable for contractors’ PAYE and NICs. The current rules will continue to apply if a contractor is engaged by a small employer but there are still potential pitfalls to be aware of. Businesses were given an extra year to prepare for the new rules, but the pandemic and Brexit are likely to have got in the way of preparations. You now have less than two months to get ready and making the wrong decision may be costly. You may remember that three BBC presenters were ordered to pay £920,000 in unpaid tax because they incorrectly claimed they fell outside IR35. The HRMC has committed not to impose penalties on businesses for errors made in the tax year 2021/2022, however, they are likely to make an example of businesses that intentionally do not comply.

18 APRIL 2021

WHAT IS A MEDIUM OR LARGE EMPLOYER? HMRC classifies medium to large private sector employers as any unincorporated enterprise with a turnover of more than £10.2m or any company, LLP, unregistered company or overseas company to which two of the following apply: (a) Annual turnover of more than £10.2m; (b) Balance sheet total of more than £5.1m; (c) More than 50 employees. If a parent company is a medium or large company, its subsidiaries will also have to apply the new rules. Businesses should also bear in mind that their ‘size’ may change from year to year so it is important to carry out an annual review to determine whether IR35 applies or not.

WHAT DO EMPLOYERS NEED TO DO? If you are an employer that has a contract with an intermediary, you need to decide the employment status of any contractors, document the decision in a status determination statement (SDS), provide reasons and keep records of the same. You should then give the SDS and reasons to the contractor and the organisation with which you contract (e.g. the intermediary) and set up a status disagreement process in case there is any challenge to the SDS. The employer may have to pay PAYE and NICs not only if the SDS says that the contractor is an employee, but also in other circumstances including if the employer fails to decide and record the employment status of the contractor or to provide the SDS to the contractor or the organisation with which they contract or becomes a small employer and does not notify the contractor. Employers can become liable to pay the contractor’s PAYE and NICs, through no fault of their own and therefore it is prudent for employers to build protections into contracts with intermediaries so that they can recover the cost of paying PAYE and NICs in these circumstances. Employers will not need to employ all affected contractors, but this may be the best solution. If an employer has decided that a contractor is an employee for IR35 purposes, this will increase the risk of the contractor becoming

Whist IR35 is not applicable to small employers, all should be aware that if they engage a contractor long term then it is quite likely that the contractor will already have the same rights as the employer’s workers or employees. It’s therefore recommended that all employers carry out an audit of their arrangements with contractors to determine if they could be workers or employees.

CONTRACTORS If you are a contractor that either falls, or who may fall, under IR35, you should review the clients you contract for and, if they are likely to come under the scope of the new rules, you should consider your own position and take advice as necessary. If such clients haven’t contacted you already, you should contact them to discuss the situation and seek a mutually agreeable way forward. You will of course need to be ready for a renegotiation to recognise the shift in responsibilities and liability for payment of PAYE and NICs and the possibility that they may offer you an employed position instead.

HELP AVAILABLE Radius Law (www.radiuslaw.co.uk) works with many businesses in the automotive sector. You can access detailed online training about IR35 on Radius Law’s training hub: www.radiuslaw. co.uk/traininghub and you can find out more about Radius Law’s IR35 Audit service at www.radiuslaw.co.uk/the-return-of-ir35-is-yourorganisation-ready.

IR35 OVERVIEW IR35 IS LEGISLATION THAT ALLOWS HMRC TO collect additional payments where a contractor is an employee in all but name. When determining whether IR35 applies, HMRC will look at both the contract and what happens in practice. Key factors include whether the contractor has to carry out the work personally (rather than use a substitute), whether the employer has to provide the contractor with work (and whether the contractor has to carry out any work that is requested) and whether the employer has control over how, when and where the contractor carries out the work. Other determining factors could include whether the contractor has an email address and/or job title indicating that they are part of the employer’s business. Generally, the greater the control an employer has over how, when and where the contractor works and the less freedom they have to work for others, the more likely IR35 will apply.


During these uncertain times, we wanted to say that...

TALK TO US TODAY. 0115 946 6260

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Free digital health check


elping dealers keep their digital footprint active, electronic advertising specialist Digitally Charged is offering a free no-obligation audit that will allow them to see how their website is performing and measure its overall health. This covers any issues affecting Google rankings, speed, content tweaks for better search positioning, and new ranking factors Google has launched for core web vitals, speed, and usability. To take advantage, go to www.digitally-charged.com/free-seo-site-audit. To further assist dealers, Digitally Charged is running a series of online webinars throughout

the year. Partners and industry colleagues are invited to join James Ellwood from Digitally Charged and Benjamin Langford at Adsmart from Sky on 7 April. The new series will include a more in-depth look at eBay, Amazon, Digitally Charged’s own mass social system, and how data will play a vital role for the motorcycle industry. To register and learn about Digitally Charged relationships with Sky, eBay, Amazon, Bike Sport News, Dirt Bike Rider, 44 Teeth, Scooterlab, Fast Bikes, More bikes (and more), plus a preview of its in-house digital services, visit www.digitally-charged.com.

NEW SERVICES Advanced Out of Home – Digital Billboards Whether it’s national or regional targeting, Digital Billboards can serve your ads in all corners of the UK. They work in a similar way to programmatic ads, whereby you can target specific audiences or specific areas with your chosen marketing message. For example, Tesco stores, railway stations, or simply drop a pin on a dealership and target within a radius of that dealer with “we are now open” themed ads. MOC System Digitally Charged claims to have created the most advanced mass organic posting platform available. Chris Day, Digitally Charged founder, said: “By being given access rights to dealer social accounts, we can post content on behalf of manufacturers (with dealer’s permission) on a vast scale. One story can be posted across multiple dealer accounts, all personalised to the dealer. “This means that dealers have more time and are not worrying about being behind with the latest news and receive maximum exposure when the story is hot.  “We can tag accounts based on what dealers’ stock, where they are, and even drop in a style of post they want on their social media so that it fits in with their current audience. The best thing about it is that it’s organic, so the price you pay is the price you pay whether it goes to a million accounts or 50,” added Day.

R&G high-profile race promotion


ampshire-based crash protection specialist R&G has confirmed it will once again be an official supplier in the Bennetts British Superbike Championship, alongside status as a supporting partner for the MotoAmerica series. An all-new R&G Technical Centre in the BSB paddock will act as a one-stop-shop for racers and teams. Besides being an official supplier to the Superbike class, R&G is also providing riders in the  Ducati TriOptions Cup and Honda British Talent Cup with a unique support package. This includes a free set of R&G race engine case covers and a % discount on a range of essential crash protection and racing accessories.  will also see the full R&G Rookies Trophy return – rewarding those riders making their debut in any given class. Commenting on this big lift for brand profile, R&G UK sales manager Alan Garrett said: “We can’t wait for the  season to get underway. Racing has always been a vital part of our research and development, allowing us to put our products to the ultimate test at the hands of some of the best riders in the world.” For more information on the R&G product range and dealer opportunities, call   or email alan.garrett@rg-racing.com.


APRIL 2021

Talon taken over by Spirit SOMERSET-BASED MOTORCYCLE PARTS fabrication specialist Talon has been acquired by British GP2 Championship-winning Spirit Motorcycles for an undisclosed sum. Talon is known for its range of hubs, wheels and sprockets. The company serves a customer base worldwide, including the US and Australia, from its HQ and manufacturing facility in Yeovil. The acquisition will allow Spirit’s team of designers and network of former MotoGP engineers to bring their know-how to a respected brand. This team includes chassis expert Steve Bones, who has decades of experience designing and fabricating motorcycles and components for MotoGP. 

The business will be run by Spirit Motorcycles founder and pioneer of the GP2 Championship Rod McDonagh, who has a 25-year background working with similar companies. Former Talon managing director Rob Sartin will stay on to assist in the transition. Commenting on the takeover, McDonagh said: “We aim to continue Talon’s existing strategy of delivering world-class products while growing our customer base worldwide. We will merge the expert knowledge of Spirit with Talon’s engineers to introduce a range of new race-quality products to the market, which we believe will drive growth for both businesses.”


No jab, no job? I


illions in the UK have received at least one dose of a Covid-19 vaccine. However, vaccination raises a number of legal issues, chief of which are the potential legal implications of employers making vaccinations a requirement of employment. According to Mark Stevens, senior associate at law firm VWV, the law currently does not permit vaccinations to be mandatory. “It is true,” he says, “that the government has the power to make regulations to prevent, protect against, control or provide a public health response to, the incidence or spread of infection or contamination. But the regulations cannot require a person to undergo mandatory medical treatment which specifically includes vaccination.” ACAS advises that rather than requiring employees to be vaccinated, employers should encourage staff by, for example, offering paid time off to attend vaccinations. ACAS guidance also suggests that in most circumstances, it is best for employers to support staff to get the vaccine without making it a requirement. However, if an employer feels it important for staff to be vaccinated, ACAS says that it should consult with them. And where further steps are necessary, this should be recorded in writing. A natural question to ask is, very simply, can an employee be disciplined on the basis that the request to have a vaccine amounts to a reasonable management instruction? The answer, says Stevens, is “yes – and ACAS guidance supports this, but it also indicates that the employer should be mindful of potential discrimination claims; whether it is a contractual requirement of the employee; and/ or whether the vaccination is necessary for the employee to carry out their job.” He adds: “It is also possible that an employee could be dismissed for not having had the vaccine. But an employee could resign in response to a requirement that they are vaccinated.” On these points he cautions that depending on the employee’s length of service, “the decision to impose mandatory vaccinations could lead to unfair dismissal claims or constructive dismissal claims from those employees who resign.” Could the refusal to take the vaccine give the employer a potentially fair reason to


dismiss? This, says Stevens, will depend on the individual employee’s circumstances and their reason(s). “An employer can, subject to following a fair procedure, dismiss an employee who fails or refuses to comply with a reasonable management request.” But is requiring an employee to take the Covid-19 vaccine reasonable? This, says Stevens, depends on the nature of the employer’s business and customers – as he puts it, “what is a reasonable instruction in the context of a medical setting may well be different in the context of an office or retail environment.” To some it appears easier to impose terms on a job candidate since there’s no contract in place. In particular, employers may look to make having the Covid-19 vaccine a requirement of the job. But, warns Stevens, “This raises significant legal risks, however; a requirement for employees or job applicants to be vaccinated is likely to put individuals with a protected characteristic at a particular disadvantage compared with others who do not share that protected characteristic. This could lead to indirect discrimination claims.” For the record, indirect discrimination may arise on a number of grounds. Namely age, disability, sex, pregnancy or maternity, race, religion or belief. The saving grace for employers, says Stevens, is that “discriminatory treatment can be justified on the grounds that it was a proportionate means of achieving a legitimate aim.” Individuals may argue that a requirement that they receive the vaccine in order to continue to work infringes their philosophical belief. But as Stevens explains, “The Employment Tribunal would need to consider whether the employee’s views of the vaccine, or vaccines in general, is capable of protection.” He points out that this has not been tested in an Employment Tribunal. Making vaccinations mandatory for employees carries risks and should not be done without care and legal advice. It may be better, especially at present where vaccinations are not available to all, to simply encourage and facilitate the vaccination of employees to avoid giving rise to claims for discrimination, or unfair or constructive dismissal. One thing is certain, acting in haste may lead an employer to repent at leisure.

n the March issue of BDN, we spoke to Lamba Motorcycles in Carshalton, Surrey, as part of our national Trade Talk dealer series. The picture of the premises used to accompany the interview was taken before the new CI upgrade had been installed. Owner Derek Baker has kindly supplied a new image of the shop front “with the shutters up, the first time since  December !”. Apologies for the error.

VE’s Spring offer TO CELEBRATE 32 YEARS IN THE TRADE IN 2021, VE (UK) is offering free shipping on all trade orders throughout the months of March and April. Owner Norrie Kerr, told BDN: “With new stock arriving daily and many dealers doing great business, especially in the booming commuter sector, we are doing our bit for dealers by sending all orders carriage free.”sales@ve-uk.com

Vertu’s Nottingham Honda showroom is on the move

New home for Vertu Honda


utomotive retail chain Vertu Motors has invested £650,000 in the relocation of its Vertu Honda Motorcycles, Nottingham business from the city’s Haydn Road to a Honda franchise “supersite” on Lenton Lane. The relocated dealership will include an outdoor café alongside a two-storey showroom offering new and approved used Hondas as well as used machines from other manufacturers. A clothing and accessories store, plus servicing and MOT facilities, will also be on site. Brand director Mark Goode is overseeing the project. “This investment will create a focal point for bikers from right across the East Midlands, with an expert sales and service team who are passionate about motorcycles,” said Goode. “It will be much more than a sales outlet – a superb ride-to destination and community hub.”

APRIL 2021 21

Business news

Lamba’s refreshed CI

Business news


All the latest jobs. Jobscene Live page 33

Bikesure sales veteran retires


pecialist motorcycle broker Bikesure’s longserving dealer consultant Dave McCourt has recently retired after 50 years in the insurance industry. McCourt joined Bikesure parent Adrian Flux Insurance Group in 2003, following 32 years rising up the ranks of Minister Insurance, latterly part of Groupama. Prior to that, his career had got off to a rocky start. A first job in the industry ended abruptly within six months, when Vehicle and General Insurance notoriously collapsed in 1971 — leaving half a million motorists uninsured. Starting as a general clerk at Minster, he was promoted to general business inspector before helping to set up a string of revolutionary features, including the first motor protected excess product in the market. McCourt subsequently became a key account executive for Groupama, assisting with its integration into the non-standard insurance market. Reflecting on the next 17 years at Bikesure, McCourt said: “I’ll miss the relationships with people I’ve met across the whole of the UK and attending several bike shows, the camaraderie with importers and their dealers, plus regular contact with staff at Adrian Flux and Bikesure. It’s quite a lonely existence being a dealer consultant.

You spend a lot of time in hotels and it was a bit of a godsend to speak to people back in the office.” Bikesure general manager Rob Balls added: “It’s been my absolute pleasure to have known and worked with Dave for over 25 years in his various roles in the insurance industry. He’s a great guy and has been a fantastic ambassador for Bikesure and Adrian Flux. He’ll be missed by many, but not forgotten, and we’ll continue to meet up so he can supplement his pension by taking money off me on the golf course.”

Bike It appoints new marketing manager


eoffrey Yale has joined Southampton based wholesaler Bike It as marketing manager. Yale is no stranger to the motorcycle industry, with over  years’ experience working with other leading brands in the sector. “I’m delighted to have joined the talented team here at Bike It, and I’m keen to get stuck in, delivering success and support across a vast suite of marketing avenues, with keen focus on the dealer network,” Yale said. “I’m looking forward to building on the great foundations of a superb British brand and providing greater focus and direction to allow it to fulfil its potential to the network and customers alike.” As head of the growing marketing department at Bike It, Yale is tasked with increasing brand awareness across all advertising platforms, with focus on supporting and bringing greater awareness, consistency and success to Bike It’s dealer network while increasing


APRIL 2021

Geoffrey Yale receives a Covid-secure welcome from Bike-It MD Martin Mansbridge

brand recognition and affinity amongst the customer base with engaging content across new and existing product ranges. Managing director Martin Mansbridge added: “We’re so pleased Geoff chose Bike It. His skillset is exactly what Bike It needs to make the next chapter of its history the best yet. We’ve got ambitious growth plans here at Bike It, which, despite the pandemic, continues to grow via its dealer network and bring onboard new leading and emerging brands. We wish him every success.”

Electric supremo joins Harley HARLEY-DAVIDSON HAS HIRED RYAN Morrissey as its first-ever chief electric vehicle officer (CEVO), on the basis of having more than two decades of familiarity with “disruptive technologies”. Recruited from management consultant Bain & Company, Morrissey served most recently as a senior partner and head of its automotive and mobility practice in the Americas. In this role, he led the development of growth, adjacency and M&A strategies for manufacturers, tech providers, and retailers specific to the long-range transition to electric vehicles and autonomous fleets.  Morrissey began his career at Lutron Electronics, as the US sales lead for its first generation of software-based energy management control systems. He holds a BSc in mechanical engineering from Lafayette College and an MBA from the MIT Sloan School of Management.  Commenting on this appointment, Harley-Davidson chairman and chief executive Jochen Zeitz said: “Ryan has extensive experience with leading OEMs, working on building businesses to develop, commercialise and support electric vehicles. I’m excited to have him join the team to help us lead in electric.”

New VP at iVendi


aniel Glenn has been appointed as the new VP of technical operations at motor retail technology specialist iVendi. He joins from MAG-O, the digital division of Manchester Airport Group, where he was head of technology. Other senior positions include architect roles at The Radical Company and American Management Systems, as well as being IT director and architect at The Sports Predictor. At iVendi, he will be responsible for building an IT team that will expand to support the company’s ambitious growth plans over the next three years, effectively doubling its delivery capacity. Glenn explained: “Over the last few years, iVendi has developed a technical platform that provides a secure, compliant, highly resilient, cloud-based service to thousands of dealers in the UK and Germany. “My role will be to take that to the next step, defining a technical roadmap to align with our overall business growth strategy and ensuring that we are working on the right things at the right time.”


Neil McVitie


eil McVitie, latterly the LS2 Helmets agent for Scotland and the North East, sadly passed away on the 10 March after a long illness. He was 74. Here Gavin McCaffery, his former boss, remembers his friend and colleague. “Neil had been in the motorcycle industry most of his working life, having previously been in the entertainment industry as a record plugger, working as far away as Australia. During a successful career, he worked for Belstaff International, Phoenix Distribution, Lloyd Lifestyle, Lazer Helmets, On Two Wheels Distribution and LS2 Helmets. “He was ‘Mr. Arai’ in Scotland and Ireland for many years and was always a welcome and friendly face to his customers. His contribution to the Arai brand’s success was significant, and for many years Neil was a


key member of the Arai Race Support Team at the Isle of Man TT races. His knowledge of Scottish motorcycle racing was invaluable. On Neil’s recommendations, the brand secured the likes of the then young Steve Hislop, Ian Duffas, Brian Morrison, and Jim Moody, to name a few, all went on to have successful racing careers. “When Neil came to work for me at Lloyd Lifestyle, we became friends and colleagues. That same Lloyds sales team worked together in a few other companies in subsequent years until his retirement. We were like a little family, and Neil was a crucial part of our success. “He was old school and a consummate professional. I recall a dealer saying to me once that when Neil called and nothing was required, he always somehow left with an

Arthur Robertson


rthur Robertson, who enjoyed a long career working in various motorcycle dealerships, passed away on 14 February. He and his brother Alfie left their hometown of Rosyth in Scotland in 1986 headed for Portsmouth, where they worked in the building trade. Arthur’s career in the bike trade started in 1988 when he joined Rafferty Newman, where his love and passion for the Yamaha brand was born. Former colleague and life-Jong friend Andy Mitchley remembers; “Arthur was a happy, super helpful guy who was so knowledgeable on YSS-210x76.pdf bikes and had1 a22.03.2021 fantastic14:11:08 talent for remembering part numbers!

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order! No pressure to buy, it just happened, and it was always a pleasant experience. “Over the years, we travelled together around the country and Europe, attending many shows and events, usually sharing a room, and having long chats about everything. At one Motorcycle Expo show, I remember sitting in our underwear in our hotel room with coffee and biscuits, watching a darts match on the telly, and the sales guys calling us to say we were late for dinner. But we stayed till it was over and arrived 40 minutes late. “Neil was a great raconteur, and we loved his stories about the record industry and how he once had a chance to join Radio Luxembourg, but turned it down as it would have taken him away from his family. We used to say he had an excellent voice for radio.

“Whether at home or abroad, time spent in Neil’s company was a joy. I know I speak for many of his colleagues over the years when I say we were blessed to have him as a friend as well as a workmate. He loved the motorcycle industry, and he loved his bikes. We have lost a real gentleman, a beloved colleague, and a dear friend. He will be greatly missed by so many people in our industry. He leaves behind his wife Eve and six daughters.”


“In 1999, about a week before I was due to get married, things changed, and all of a sudden, I had a vacancy on my honeymoon to Cyprus, and I couldn’t think of a better person to take than Arthur! Feeling a little subdued after recent events, my mood soon changed as I now had a mad Scotsman in tow. The trip turned out to be the best holiday of my life! Arthur had a very bubbly personality and was great fun to be around. He would be the first on the dance floor and the last one to leave on nights out. “Arthur’s favourite bike was his 2005 Yamaha R6, and his brother asked if it would be possible to get a replica R6 fuel tank to place

Arthur’s ashes in for safekeeping until his brother and sisters could travel down from Scotland to scatter the ashes over his mother’s and grandfather’s graves. “Arthur was a great friend and a true mate. He leaves behind four siblings Christine, Alison, Ian, and Alfred. He will be deeply missed.”

ARTHUR ROBERTSON’S CAREER 1988-2000 Started his industry journey with Rafferty Newman 2000-2004 Motorcycle City – parts department 2005-2006 Portsmouth Yamaha – parts department  2007-2009 Fowler’s Motorcycles – parts department  2009-2014 Director Arthur’s Bike Spares 2016-2017

ADM Fine Machining

2018-2020 Crescent Motorcycles – parts department



Tel. 01536 265633 WWW.LARSSON.UK.COM

APRIL 2021 23

International news

International news With financial editor Roger Willis

Euro-brands take a beating Top European powered two-wheeler manufacturers made huge efforts to overcome the deleterious effects of Covid-19 and recovered much of their revenue levels progressively through last year. However, in every case, operating cost challenges sucked the life out of margins. But they all still reported slim profits. BOTTOM LINE BASHED AT BMW Despite sales volume and turnover recovering well as the year advanced, BMW Motorrad’s 2020 profitability was savaged by the pandemic. Annual revenue fell by a modest 3.5% to £1.956bn. But operating profit suffered a 46.9% slump to just £88m, with operating margin sinking to 4.5% from 8.2% in 2019. Pre-tax earnings were 46.5% down at £86m and net profit dived by 43.5% to £63m. Worldwide retail sales volume declined by only 3.4%, from a record tally in the previous 12 months, to 169,272 motorcycles and scooters. The company said favourable market developments in the final quarter had lifted deliveries to customers above its full-year forecast amended at the end of September. The spread of Covid-19 had an uneven impact on individual markets. BMW’s German domestic sales managed to buck the general trend, rising by 4.7% to 27,516. Volume in France also edged slightly higher, by 1.4% to 17,539. But countries which were hit particularly hard by the pandemic dropped sharply. Italy was 10.7% down to 13,918. Spain lost 12.5%


APRIL 2021

on 11,030. The UK retreated by 17.7% to 7664. Further afield, US sales decreased by 9.3% to 12,135. However, there were some trend-dodgers. China, an early escapee from coronavirus, grew by a muscular 33.7% to 11,788. And surprisingly, given its severe infection rates and

However, there were some trenddodgers. China, an early escapee from coronavirus, grew by a muscular 33.7% death toll, Brazil posted a solid increase of 6.4% to 10,707. Against this background, BMW Motorrad production in Germany, Latin America and China declined by 10.2% to 168,104 machines. But despite a disease-blighted year, the brand launched four new bikes and several model

revisions during 2020. In February the F900R roadster and F90XR adventure were added to its midrange offerings. Another adventure tool, the S1000XR, joined them in March. Then the mega-boxer R18 cruiser rolled out to dealers in September. Revised versions of the R1250GS and RnineT families appeared in October and there were various GS special editions to mark the 40th anniversary of this series. Difficult as it is forecast the future in current circumstances, BMW expects international motorcycle markets in the 250cc-plus band to grow slightly overall in 2021. The company is predicting demand will recover in Spain and Italy, but France, Germany and the USA will experience minor contractions. Brazil and China should continue to improve. As for its own performance, an overall retail sales recovery is anticipated, with operating margin back up into an 8-10% range. Forex rates applicable on 17 March

DAMAGE CONTROL FOR DUCATI Although Volkswagen Group’s Ducati motorcycle subsidiary boasted that it had ➥




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ended 2020 with a record result in the second half of the year, overall annual performance was inevitably cursed by Covid. Full yearly revenue was 5.6% down at £578m. But operating profit plunged by 53.8% to £21m. Operating margin fell to 3.6%, against 7.2% in the previous 12 months. Global retail sales volume declined by 9.7% to 48,042 bikes, while production was 13.3% lower at 44,827 – mainly due to the unfortunate timing of a seven-week factory shutdown in Bologna during the first coronavirus wave. Star of the show was undoubtedly Ducati’s Naked/Cruiser segment encapsulating Diavel, Monster and Streetfighter models, with sales actually stacking on 16.9% to 16,162. Demand for the seductive new V4 Streetfighter would have claimed most credit for that. Segmental production was also uniquely positive, 5.9% up to 15,865. Dual/Hyper, covering Multistrada adventure and Hypermotard machines, took most punishment. Sales sank by 25.6% to 12,373 and production plummeted by 32.7% to 11,672. Scrambler sub-brand sales were also slaughtered, 22% down to 9265, with production falling by 12.3% to 8201. Ducati’s reputation-leading Sport segment, populated by supersport and Panigale superbike offerings, did somewhat better. Sales were only 5.7% in arrears at 10,242. Production dropped by 9.5% to 9089. As for target markets, 52% were delivered to customers in Europe. US punters accounted for

14% and the Chinese bought 8%. The rest went to various other destinations. Forex rates applicable on 18 March

PIAGGIO’S PANDEMIC PLAYBACK With a significant second-half score, Piaggio Group’s annual results for 2020 were down but definitely not out of the league. Full-year revenue fell by 13.6% to £1.136bn. Powered two-wheeler sales including parts and accessories accounted for £900.1m of

In Europe, the company claimed to have strengthened leadership of the PTW market, taking an overall 14.2% share this total, declining by just 1.3%. Associated volume was 3.7% lower at 384,700 scooters and motorcycles. Yearly operating profit sank by 32.2% to £61.3m – compared to a 67.1% reduction to barely a third of that in the first six months. Operating margin fell from 6.9% to 5.4%. Net profit slid by 33% to £27.1m, but more than tripled bottom-line performance in the January-June industrial lockdown peak period, which had plunged by 73.7%. Annual operating expenses were cut by 14.9%

Midlands debut for Spanish aftermarket supplier SPANISH MOTORCYCLE APPAREL AND ACCESSORIES RETAIL CHAIN Máximo-Moto is to open its first UK outlet at Astle Retail Park in West Bromwich. It has signed a ten year lease for a 5076 sq.ft unit at the Black Country shopping mall, which is owned and managed by national commercial property and investment company LCP. Commenting on the move, LCP asset manager Barry Flint said: “It’s great news to welcome a brand that already has a strong identity in Spain and which has chosen Astle Retail Park for its first UK store. It adds a different offer for shoppers and we expect to welcome motorcycle enthusiasts from far and wide when Máximo-Moto opens. We’re looking forward to working alongside the company.” Fit out of the new store is underway, with a potential opening date of mid-April, in line with the relaxation of Covid restrictions.

to £260.9m. Net debt boasted a 22.8% decrease to £366.5m, against the position on 31 March at the beginning of major lockdowns. Piaggio attributed this feat to “the positive sales trend in the second half and careful management of working capital”. Piaggio’s best bike sales achievements were in the Asia-Pacific region, where volume rose by 9.4% and turnover was 13.9% up. Its worst was in India, with a 33% slump in volume and an 18.7% revenue decline. In Europe, the company claimed to have strengthened leadership of the PTW market, taking an overall 14.2% share. A considerable increase in motorcycle sales and a 24% share of the scooter segment were held responsible. North American scooter market domination improved to a 28.2% share, rising from 23.7% in 2019. Among scooters, Piaggio Medley sales apparently grew by almost 40% with positive contributions from all main geographic areas. The Vespa brand was also positive, with volume rising by more than 20% in Germany, the Netherlands, the Americas and a number of Asian countries – most notably China, where sales more than doubled. Motorcycle advances were largely thanks to the Moto Guzzi V850TT retro adventure and V7 models, with volumes rising by 26% in the second half of the year. The Aprilia RSV4 and the new RS660 twin also benefited from honourable mentions. Forex rates applicable on 3 March

Pierer plugs into Varta


TM, Husqvarna and GasGas parent Pierer Mobility has established a cooperation agreement with German battery manufacturer Varta, focusing on the development of battery systems for the electric powered two-wheeler sector. The deal was reached between KTM supremo Stefan Pierer and fellow Austrian Michael Tojner, chief executive of the Montana Tech Components group of companies which owns a majority stake in Varta – already the largest European producer of Lithium-ion cells. The partnership’s objective, according to Pierer and Tojner, is to develop and industrialise a highly efficient lightweight battery platform for two-wheeled EVs in the field of V technology, with peak power outputs of up to kW. Cooperation will extend from research, development and production to joint marketing and sales activities, as well as takeback, recycling and secondary life of batteries.

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Off-road news

Off-road news

The UK’S TOP SELLING OFF-ROAD RACE WEAR 01900 873456 www.wulfsport.com

With off-road correspondent Rick Kemp

Marsh MX secures Segway

M Dance on a GasGas JACK DANCE HAS JOINED THE major league by signing to GasGas as a support rider to compete in the FIM Trial 125 World Championship in 2021. The talented 15-year-old from West Sussex has been delivering the goods in the junior ranks, including winning the British 125 title last year by taking every round, so a move to international competition was always likely. The 2021 FIM Trial 125 World Championship comprises six rounds at five venues including the Czech Republic, Italy and Andorra, and will bring Dance back to the UK with a round at Tong in July. Dance will also compete in the ACU series in the UK supported by long term sponsor and GasGas dealer John Shirt Motorcycles. Speaking of GasGas dealers, they’re on a roll at the moment with a promotional deal – £1000 off any 2020 or 2021 trials machine. Getting the proverbial bums on seats is the aim for GasGas in the UK.

erthyr Tydfil based off-road dealer Marsh MX has added the Segway Powersports brand as part of its four-wheel offering, alongside Can-Am, TGB and Yamaha. “Agricultural quads used to be the mainstay of that sector for Marsh MX, but now it’s the leisure quads,” said Marsh MX owner Gareth Marsh. Marsh puts this down to ‘men of a certain age’ who would like to treat themselves to a motorcycle, but when they discover that they can ride a 1000cc quad on a car licence and still have some of the fun of a motorcycle, they jump at the chance. “I’ve been selling road-legal buggies at 24 grand like they’re going out of fashion,” he added. Marsh MX has been so busy that it is running out of stock, and Marsh is getting 20-30 phone calls a day that he can’t fulfil. So he’s acquiring more franchises. “I’ve taken on Husqvarna road and E-bikes, GasGas E-bikes, and Segway in the last few months,” he said. Franchises held by Marsh MX currently include Honda, Kawasaki and Husqvarna off-road; Yamaha utility and sports ATV; Honda Montesa, Sherco and GasGas trials; Husqvarna, Sherco and GasGas Enduro; plus TGB, Can-Am, and now Segway Powersports. Segway Powersports is new to the UK market and is imported by Dualways. “We are very pleased to welcome Marsh MX on board as one of the first Segway Powersports dealers in the UK. We are very excited to grow the Segway Powersports brand with such a strong and well-respected dealership,” commented Dualways MD Henry Maplethorpe. Dualways has a strong pedigree of importdistribution in the UK, successfully relaunching the TGB ATV range, plus launching various in-house brands that have seen much success, such as 10Ten MX and Amped bikes. The company has also built up its aftersales, parts supply, and dealer support systems.

ENTER THE SNARLER The Segway range consists of the new Snarler quad, the Villian side-by-side buggy and the Fugleman UTV. All Segway Powersports machines utilise smarttech control systems, including a touch-screen command, Bluetooth enabled Airlock ignition, and a Segway Powersports app which can programme driving modes and access real time ride data, including horsepower, torque, range, mileage and speed. You can also ‘Team Up’ with friends wirelessly and in the case of a roll over or serious accident, an SOS message will be sent to a chosen recipient. All vehicles share a fuel-injected 570cc four-stroke powerplant producing 44hp and 48Nm of torque. The Snarler also benefits from on demand two- or four-wheel-drive and variable power-steering modes. The suspension offers 210mm of travel to ensure it can absorb hard impacts when fully loaded. The Snarler is available in three colours and two size formats – Short, which has an SRP of £6799.99, and Long, with an additional backrest, for £6999.99. Dualways sales@segwaypowersports.uk www.segwaypowersports.uk

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APRIL 2021

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OUR ROAD IS OFF ROAD From offering excellent stability to their anti-wear properties, MOTUL’s fantastic range off road products have been formulated to offer the best power transfer and support powerful machines. MotoDirect is proud to be the exclusive distributor of MOTUL oils for the two-wheel market. To fuel our growth in the Off Road Sector, MotoDirect have appointed Apico Factory Racing as an official Off-Road Distributor of MOTUL Lubricants and Care Range in the UK. They join an illustrious group of Official MOTUL Off Road Sub distributors which includes:

Shipley, West Yorks

Burnley, Lancs Established in 1984, Apico has served as one of the U.K.’s leading off-road distributors for over 30 years, offering more than 50 brands as a one-stop-shop to our dealer network. T: 01282 473 190 E: sales@apico.co.uk W: apicob2b.co.uk

Direct Distribution are a friendly, professional, and efficient motorcycle tyre and hard parts distributor. We pride ourselves on being the motorcycle parts one-stop-shop, with many top brands at the most competitive prices. T: 01274 599 172 E: info@directdistributionservices.co.uk W: directdistributionservices.co.uk

Milton Keynes, Bucks

Leatherhead, Surrey Formed in the 1980s, Ci Sport is a leading motorcycle importer with an extensive range of brands within our portfolio and pride ourselves on delivering a level of service that is second to none. T: 01372 378 000 E: sales@cisport.co.uk W: cisport.co.uk

Madison are one of the UK’s leading off- road distributors working with big-name brands including Pod, ODI MX, Ogio, Dunlop, FMF Vision, SBS, DRC, Motion Pro and many more. T: 01908 326032 E: customercare@madison.co.uk W: madison.co.uk

MotoDirect Ltd is a division of Bihr SAS, the largest automobile parts & accessories distributor in Continental Europe, with a 200+ brand portfolio and unrivalled service levels.

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Off-road news


WITH THE LAUNCH OF THE 2021 ACU BRITISH WOMEN’S MOTOCROSS Championship alongside the Revo ACU British Motocross Championship, the ACU has felt the need to clarify the situation regarding the official British title for the Championship. “For the avoidance of doubt, those riders competing in the ACU British Women’s Motocross Championship (WMXGB) will hold the official ACU British Championship title. The WMX Championship is the only women’s motocross championship within the UK with a pathway into the FIM European and World Championships.” Riders can still sign up for the 2021 ACU WMXGB championship at www.rhlactivities.com


THE OPENING ROUND OF THE ACU BRITISH ENDURO CHAMPIONSHIP will now take place on 5-6 June. Following discussions with the event organiser, Dirt Bike Action, the event has been moved from its original date but will remain as the opening round of the 2021 British Enduro Championship. Other rounds include: 3-4 July, Ramsey IOM; 31 July-1 Aug, Hafren; 2-3 October, Natterjack. For the 2021 Championship to be valid a minimum of four scoring days must have run but these do not have to be from the same event.

Electric Ranger POLARIS HAS RELEASED PLANS TO LAUNCH A FULL-SIZED, ELECTRIC VERSION OF ITS Ranger Utility side-by-side vehicle for 2022. The Ranger will be the first product from Polaris’ quirkily-named “rEV’d up” electrification strategy in collaboration with Zero Motorcycles. Polaris and Zero Motorcycles announced they would be joining forces last year to co-develop electric off-road vehicles. As Polaris explained in September: “This exclusive partnership in off-road vehicles and snowmobiles is a cornerstone component of rEV’d up, Polaris’ long-term strategy to position the company as the leader in powersports electrification.” The new Ranger will spearhead the company’s long-term plan to accelerate its leadership in powersports electrification. “Our rEV’d up strategy positions Polaris to help define yet another chapter in powersports innovation,” said Mike Speetzen, acting CEO, Polaris Inc. “With the rising interest in electric vehicles, we are investing in electrification in order to meet the needs of current customers as well as appeal to tomorrow’s riders. The all-new electric Ranger is our latest effort aimed at leading the industry forward in this area.”


LEATT IS LAUNCHING ITS HOTLY anticipated 7.5 Helmet Kit as part of its 2021 Range. The 7.5 helmet is constructed with an Injected Polymer Compound (IPC) shell, which Leatt says offers exceptional protection at a mid-level price point. The helmet is named 7.5 Helmet Kit, because it comes with a free pair of Leatt Bulletproof Velocity Goggles. Available in six different colourways for an SRP of £179.99.


PUTOLINE IS CONTINUING ITS SPONSORSHIP PARTNERSHIP WITH Gebben Van Venrooy Yamaha Racing for the 2021 MXGP World Championship. The Dutch lubricants brand will be using the deal for promotional, as well as R&D, purposes.

Traxter gets ABS


RP has unveiled a new addition to its acclaimed Can-Am Traxter side-by-side vehicle family for  – the Traxter Pro DPS HD T-Category. It is the first Traxter model to feature an anti-lock braking system (ABS) optimised for off-road use. The Traxter Pro features a ft/.m long multifunctional cargo area along with a lower box storage area accessible from both sides for a huge amount of storage


and hauling capability. It is also equipped with a lighterweight frame which is said to enhance ride quality and make it more durable. Power comes from a cc, hp Rotax engine that offers a sector-leading Nm of torque. That power, paired with enhanced suspension, an increased wheelbase, and a long list of available accessories, makes this model even more capable of tackling a wide of variety of tasks.



APRIL 2021

The Traxter Pro DPS HD10 is the first model in the range to be equipped with off-road optimised ABS








Your thoughts and opinions on the trade’s top topics

Your thoughts and opinions on the topics that make the trade tick are welcomed: editorial@dealernews.co.uk BDN, 10 Daddon Court, Clovelly Road Industrial Estate, Bideford, EX39 3FH


Half of Crewe Honda’s showroom has turned into a Covid vaccination centre

A Honda dealer in the spotlight for all the right reasons!

The vaccination team at Crewe Honda enjoy a break reading the motorcycle industry news at the sharp end!


irstly, I would like to thank British Dealer News for the great feature that you printed for our 100 years of trading. It really means a lot to all of us. A friend of mine said to me: “You have finally made it! You’re on the front cover of the internationally-renowned British Dealer News!” I was very proud to be, and it is fantastic. I cannot believe what we have done with half of my Honda showroom, and I think it’s been great for the motorcycle industry in general. It put a Honda dealer in the spotlight for all the right reasons. We have been in so many features, including the BBC and local radio interviews. My pharmacist friend Raj Patel MBE, whose suggestion it was that we use the showroom for vaccinations, was interviewed live on ITV’s Good Morning Britain, I was on the local evening ITV News, and we have even been featured on the BBC website, in regional and national press, and as far away as Montenegro. It’s just incredible! This, of course, all started with us carrying out corporate identity changes to the showroom. The support from Honda has been incredible, they are absolutely delighted with what we have done, and I have even received a phone call from the President of Honda UK, Jean-Mark


Streng, who thanked me on behalf of Honda. This is a perfect time to report that since they started vaccinating on 23 January we have now vaccinated over 10,000 people, which I think is an incredible achievement,

A friend of mine said to me: “You have finally made it! You’re on the front cover of the internationallyrenowned British Dealer News!” and I am very proud to be part of it. It has not been without its problems, of course, as the number of vaccines received from the NHS has been cut. However, we are hoping that this will improve. When I was asked by my best friend of 32 years Raj if he could use the showroom, I did not hesitate in saying yes, and I was only

Short supply, but mo re than 10,000 people have been vaccinate d at Crewe Honda

too happy to donate the space to the NHS as a very small gesture in fighting this pandemic. I, of course, look forward to 12 April when we can reopen the other half of our Honda showroom and hopefully get back to some kind of normality. One day I might get the other half back, and I can then complete my corporate identity. Roger Morris CAE MIMI, Managing Director, Crewe Honda Centre


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Job Scene

Contact Alison on 01237 422660 or adsales@dealernews.co.uk MARKETING EXECUTIVE PO S IT IO N Merlin is a unique British brand established in 2011. As a result of fast growth we are recruiting a Marketing Executive who will have the ability to further shape the brand across various platforms and channels internationally. Full details can be found on the British Dealer News website within the ‘Jobs’ section.

Please send your CV to:


MOTORCYCLE TECHNICIAN / MOT TESTER REQUIRED Please send your CV to Derek Baker: derekbaker@lambamotorcycles.co.uk or Lamba Motorcycles, 120 High Street, Carshalton, Surrey, UK, SM5 3AE

EXPERIENCED MOTORCYCLE TECHNICIAN REQUIRED Based in Horsham West Sussex Tel: 01403 241103 Info@newstreetmotorcycles.co.uk

WALLASEY MOTORCYCLES | Merseyside Our company is steadily recovering from a major restructure. We believe that we are in the top 10% of Moto GB’s independent franchised dealers. We sell Benelli, Sym, Keeway, Royal Alloy and Mondial. We require: Fully qualified mechanic (lower skill set considered) Parts / workshop reception Qualified instructor (CBT1 accepted with ambition for DAS) Please email info@wallasey-motorcycles.co.uk with your C.V.


WE’RE LOOKING FOR A Technician & Sales Executive SALARY £25-35,000

SALARY OTE £30-45,000

email your CV to: melissa@globalmoto.co.uk

PARTS WEBSITE & SOCIAL MEDIA POSITION We are looking for a person that can join our team to help us build a new parts website, assist building our advertising (including working on our social media platforms) and listing motorcycle parts on our eBay site. We are preferably looking for someone who has experience in this field and who has worked in the motorcycle trade or has motorcycle knowledge.

Job roles include: • Building our new discount website – Taking pictures, adding motorcycle parts to the website with descriptions and quantity. As well as advertising the site. • eBay – Taking pictures and uploading motorcycle parts on eBay. • Social media – We are looking for you to build our social media platforms. • Advertising – We want you to be able to find new ways to advertise our company to build our name using marketing tools on eBay and our social media.

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Contact Alison on 01237 422660 or adsales@dealernews.co.uk



APRIL 2021 33


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PTW dealers get ready to welcome customers back!


he sun is out and to hear the bikes going past the end of my lane this weekend you certainly wouldn’t think there was a lockdown on. Both of our workshops are busy, and people are beating a path to our door to buy motorcycles, albeit virtually through click and collect. In fact, on Saturday, it felt like we were “closed-open”, if you know what I mean. I think and hope this is going to carry on building until the proposed re-opening on 12 April, at which point I think the floodgates will open. Between now and then, we need to manage our businesses to ensure that we continue to follow current legal guidance and maximise sales opportunities. Whilst staff return from furlough, we need to be mindful


to support them back into our businesses. With so long out of the workplace, we must remember that the furlough scheme was a hastily created system designed to save as many jobs as possible and that our employees’ transition back to work is no fault of their own. We have put the furlough to good use in our industry, especially when you consider that the winter months may have felt traditionally like we were overstaffed. So, furlough has been a godsend. But like all good things, it must come to an end. Speaking to my trade contacts it would seem that many dealers will be ensuring all staff are back ready for action, well before the reopening date. A move that I think is wise and the correct thing to do. Preparation is everything. 

E scooters… confusion on every street

fully endorse the qualified and forthright observations made by Stephanie Fowler and Karen Neill (March BDN letters pages) of illegal e-scooter infiltration in their respective cities of Bristol and London. It seems the industry is now beset with a problem of confusion after the government helped throw the rule book covering pavement safety and road discipline out of the window. What is the perception of e-scooters as personal transport outside our industry? “They are about as much use as a chocolate fireguard,” said the former MP for Hartlepool in the North East following the launch of the first e-scooter trials in Middlesbrough in 2020. Following reports of “opportunist” local youths “haring down the A19”, trials due to take place in Hartlepool were shelved. Given the above, I’ve written to the Parliamentary Secretary of State and the Roads Minister at the DfT and, should I receive a reply, I will let you know what they have to say. I also researched the transcript of a House of Lords debate on 29 September 2020 by the Secondary Legislation Scrutiny Committee (www.theyworkforyou.com (www.theyworkforyou.com).


The spring NMDA Dealer Attitude Survey is now out. Remember that this is your opportunity to have your voice heard, it takes minutes to complete online and is totally anonymous. It is the most valuable bit of feedback that you can give to manufacturers, they are as keen to see the results as we are to deliver them. Apathy is not an option. Having just read Sir Captain Tom Moore’s autobiography, he certainly wasn’t of the opinion of “well, what can I do?” It turned out that this thoroughly nice man was able to be a beacon of hope and light for the nation, with what in essence was a small thing. So please do your best we need your survey filled in either online (www.snapsurveys.com/ nmda) or by post.

This opened with the comment: “The DfT is considering urgent action for additional transport capacity required which had been severely restricted by the impact of Covid-19”. It continues: “e-scooters could be a convenient and clean way to travel that eases the burden on the transport network and allows for social distancing but could also be a hazard for other users of the road, cycle lanes and for pedestrians.” This was followed by comment from members with very outspoken views, especially from Lord Blencathra and Baroness Randerson. My conclusion is the proposal to convert a child’s toy push scooter to a mode of transport capable of 15mph is totally design and safety flawed. The hardest part composing this letter is finding printable words to reflect the growing public concern and resentment that Karen Neill of Zenith Motorcycles so ably described. The ongoing trials have simply opened the door to confusion. What is the difference between an e-scooter, a legally-compliant battery powered scooter, a PLEV and an EAPC? Who can ride what and where, and how many would know or particularly care? John Featherstone, Lytham St Annes, Lancs

The motorcycle industry will undoubtedly come out of the pandemic stronger than ever. There are opportunities for dealers of all sizes to take advantage of the freedom that a motorcycle offers, a freedom that we have all been longing for throughout the pandemic. Take advantage of every government incentive and use them wisely. But most importantly, get prepared for 2021 as the flood gates open on April 12. Phillip Youles, Chairman, NMDA


A big thank you


recently had a letter published in British Dealer News regarding Three Cross Motorcycles, and the man who built the business up from nothing to become the top UK dealership for Harley, Ducati and Moto Guzzi in the late 70s, Graham Miles, long before Keith Davies was involved. Then last month there was a follow up letter from another friend of Graham’s who also was helped by him to make a footprint in the motorcycle world. As a result of both letters, Graham heard from many previous business contacts who he had lost touch with, and being in very poor health, these really did give him a positive lift. Graham has asked me if I would contact British Dealer News to say "thank you very much", and if possible you could mention Graham's thanks to all those who contacted him as a result. I realise this is a big ask, but would be grateful if you could. As I say he is in very poor health, and he would be very grateful.

John Winthrope, Caterham, Surrey

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“I’VE NOT HAD AS MUCH FUN SINCE 1983, WHEN I WAS HERE HELPING TO BUILD BIKES AT 10 YEARS old,” said Gary Hayball reflecting on a satisfying turn-around year at HAYBALL MOTORCYCLES in Salisbury (which will celebrate its centenary in 2025). He adds: “We’re on a roll and, like many other dealers, we’re finding new opportunities and making money. The events of 2018, when Salisbury suffered its first lockdown due to the Russian poisoning scandal, have in a way helped with dealing with the real thing!” He added: “I have to say, the 125cc entry sector for affordable machines has been far better than I thought and is still ongoing with manufacturer quality fast improving. All we have to do is keep riders interested in two wheels.”


IAN CUNNINGHAM OF VIN CUNNINGHAM MOTORCYCLES IN DARWEN, LANCASHIRE, HAS OPTED FOR a change after years of bike restoration work and has joined H & H Classic Bike Auctions as North of England and Scotland classic bikes sales adviser. “It will be interesting to hear of any Suzukis and other Japanese bikes my dad and I sold over the years that now need to find a good home,” said Cunningham, who can be contacted on 07415 871189.


“BIG PREMISES, BIG SHOWROOM, BIG OVERHEADS, AN EXPENSE NO LONGER NEEDED IN THESE changing times,” said Jon Strike at STP MOTORBIKES in Hereford who has recently moved to Unit 8 Bridge Business Centre, Burcott Road, in the town. He added: “Youth interest is good, but we need to keep it going and promote two wheels’ new found acceptance as essential transport and not lose riders to four wheels.”


ULTIMATE MOTO IS AT BOLDON COLLIERY NEAR NEWCASTLE AND MARK TURNBULL IS UPBEAT ABOUT its prospects: “An updated informative website is a very important part of selling through lockdown and has been key to our business. Enthusiasm at rider level is still 100%, and hearing news discouraging the booking of foreign holidays this year is the icing on the cake.” He adds: “Electric power is not for me at present. A soulless inevitability perhaps, but the traditional motorcycling I know still puts a smile on my face.”


“I THINK ELECTRIC IS AWESOME FOR THE FUTURE OF TWO WHEELS”, SAYS MARK CRICHTON AT RUMBLURS MOTORCYCLES in Kirkcaldy, Fife, who is definitely looking ahead and has tried various bikes and scooters. “It’s difficult to plan ahead at present so I’m working for the moment, but we do have plenty of good used stock ready for the new season.”


WEST WALES MOTORCYCLES & TRAINING IS AT CAREW AIRFIELD IN PEMBROKE AND KEVIN GALE opines on the subject of CBT and testing. “I feel a bit left out of the loop and understand the frustration of customers and the reasons we have to hold back. It just has to be a waiting game for a bit longer. Not so much the fault of the DSA, but the concern is the allocation of slots as enquiries and bookings stack up.”

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Connecting serious buyers with sellers for over 65 years SilverBack distributed by www.hendler.co.uk www.britishdealernews.co.uk

APRIL 2021 35


Off the


Business beat

Business beat It cannot have escaped the attention of those in business that the world of import, export and VAT has changed somewhat since the start of the year. And depending on perspective, the change may be for better or for worse



n one hand, life is far more complicated for UK firms importing and exporting – and the same is true for our continental cousins. But for UK retailers fighting online traders from Europe such as FC Moto, Tyreleader and 24MX, the new landscape may be welcome since the duties and VAT charged on import (and the consequent new difficulties placed on returns to the EU) may make UK customers think twice when buying from Europe – preferring UK retailers instead. But what specifically has changed in terms of VAT? Adam Bernstein spoke to Catherine Stephens, head of International Trade services at not-forprofit advisor, BusinessWest, to find out.

A TAX ON CONSUMPTION First off, it’s important to note that VAT is a tax on consumption of goods and services

– that’s why it’s called Value Added Tax. As Stephens outlines, “when the UK was in the EU, VAT was not usually charged on the supply of goods. Instead, business buyers of imported goods were generally required to charge VAT on whatever they sold which was accounted for on the VAT return. But because the UK is now a third country, sellers will not charge VAT, but buyers will have to pay VAT to HMRC when importing goods.” That’s quite a difference because there is the potential for VAT causing cashflow issues. Although less relevant for our purposes, Stephens also outlines that exports to EU countries are now treated like those to nonEU countries, “meaning that they should be zero-rated for UK VAT… firms will still have to include the exports as part of VAT accounting.”

Fortunately, the government has noted the concerns raised by businesses surrounding cash flow and potential delays, and so, says Stephens, has “introduced postponed accounting to mitigate this to allows firms to defer paying VAT upon importation of goods.” As a result, she says that import VAT will be paid on a firm’s usual VAT return. This new concession can be applied for on GOV.UK – search for ‘Check when you can account for import VAT on your VAT Return’. “It’s also worth pointing out,” says Stephens, “that import VAT will be applied when the goods enter free circulation which could be at the point of entry but could also be when the good are released from customs.” It’s to be expected that businesses will need to collect evidence from HMRC relating to when the goods entered free circulation for their VAT records. On this Stephens says

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that “if companies wish, VAT can be paid at this tax point. If this is the case, firms should obtain C79 VAT Import Certificate from HMRC.” That said, Stephens is of the view that most businesses will be likely to use the postponed VAT accounting regime.

B2B V B2C In terms of VAT on goods, cross border business to business sales are subject to tax in the country of the customer. Business to consumer sales, are different, and will be subject to tax in the country of the seller. “But,” says Stephens, “there are some exemptions which apply to goods that have a value exceeding £135 as imports valued at less than this amount will still have the requirement for VAT accounting, but firms will need to follow new rules.” This is because Low Value Consignment Relief (LVCR) has been removed which previously exempted imports with a value below £15 from import VAT. Stephens says that this means that if online marketplaces are involved in the sale, they will be responsible for collecting and accounting for VAT and it will also be applied at the point of sale rather than being applied as import VAT at customs. This means that sellers sending goods to the UK will need to charge UK VAT and apply to be part of the UK VAT system.

NORTHERN IRELAND AND VAT The elephant in the room is Northern Ireland which, post-Brexit, is subject to the Northern Ireland Protocol, part of the withdrawal agreement between the UK and EU. As Stephens points out, “Northern Ireland remains part of the EU customs and VAT regime and unlike for the UK, there are no requirements for additional paperwork to be completed when moving goods from Northern Ireland to Great Britain. However, if businesses are moving goods from Great Britain to Northern Ireland there are new

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rules, and they must prove goods are not ‘at risk’ of moving into Europe.” To prove this, she says that businesses will need to make declarations when bringing goods into Northern Ireland from Great Britain or from countries outside of the EU. While the bureaucracy exists, Stephens comments that businesses do not have to complete these declarations themselves and instead, can sign up to the Trader Support Service or get someone else to complete declarations for them.

be treated as domestic sales and purchases. Lastly, Stephens says that it is important that businesses check they have a GB EORI number – “firms cannot trade with the EU if they do not have an EORI number and if trading with Northern Ireland, they will need an XI EORI number. Detail on this is also on GOV.UK, under ‘Get an EORI number.’

Firms cannot trade with the EU if they do not have an EORI number But she offers a warning: “Firms must be authorised for the UK Trader Scheme to declare the goods brought into Northern Ireland not ‘at risk’.” Again, she points to GOV.UK, and this time, ‘Apply for authorisation for the UK Trader Scheme if you bring goods into Northern Ireland.’ She continues: “Companies will need to keep supporting evidence when moving goods into Northern Ireland. Types of evidence to support a not ‘at risk’ declaration includes commercial receipts and invoices, VAT invoices, commercial contracts and purchase orders, delivery receipts, consignment notes (CMR), proof of installation, electronic records, and proof that goods comply with rules of origin.” Those that have claimed a preferential rate of duty, can check what proof they should hold on GOV.UK, searching for ‘Claiming preferential rates of duty between the UK and EU.’ Businesses will only need to produce this evidence to HMRC when asked to do so. In terms of VAT, movements between Great Britain and Northern Ireland will continue to

IN SUMMARY It doesn’t take Catherine Stephens, or anyone else for that matter, to explain that VAT is an incredibly complicated subject. Even so, she emphasises that what has been noted above are just the headlines rather than a complete and detailed picture which includes the nuances for individual businesses. As she says, “companies are advised to contact HMRC or visit the VAT page on GOV. UK to find out how the changes to VAT will impact them. If firms need more support, we recommend that they take professional advice.” 

Completely Motorbikes

Superbike supercentre Part of the Completely Motoring Group, Completely Motorbikes isn’t just another automotive retailer having a punt with motorcycles now that the car market has taken a pandemic pasting. Rick Kemp speaks to group managing director Robert Ayland


obert Ayland confesses that it was his love of bikes that led him to begin his working life at Mead and Tomkinson in Gloucester as an assistant bike salesman and cleaner. That’s not to say that Ayland wasn’t involved with cars. He went over to the dark side with Mead and Tomkinson and moved from there to Mitsubishi UK. But he couldn’t quite shake the bike bug. Back in 2003 while on ‘gardening leave’ he helped a friend, Mike Flanigan, set up his first motorcycle dealership. “That just kept the little fire burning that one day I might be able to be involved in the bike trade,” reveals Ayland. Eight years ago, Robert’s 15-year-old son James, now the company’s motorcycle sales director, also professed an interest in bikes and that was the incentive that dad needed so the company was formed with James buying and selling used mopeds. “From day one, our modus operandi with the bikes was quite simply to sell a bike that you would happily ride or own yourself”, says Ayland. That pretty much sums it up. Used bikes that look like new and that


APRIL 2021

are prepared like new. Ayland is always reaffirmed when customers say, “Oh, I didn’t realise that they were all used bikes.” Eighty percent of Completely Motorbikes’ turnover is used stock with less than 10k on the clock, most of which is bought from dealers. “A lot of dealers are on the merry-goround of new bike targets, demonstrators and courtesy bikes. We’ll buy bikes that dealers see as a problem when they’ve got new models coming in. We’ve got some fantastic dealer partners who regard us as a wholesale facility. At present I’ve got some 500 superbikes in stock and my inventory is £5m on those bikes and I need a commercial return on that – turnover is vanity, profit is sanity.” Completely Motorbikes has stuck to its business plan from day one because it works and the company has seen straight-line growth. As a result it has made a significant dent in the in the nearly-new market – the average retail price of its bikes is £9000. Perhaps it has an edge because it also understands the new bike market thanks to its franchised outlets, Completely Kawasaki and Completely Yamaha.

From left: George Ayland (car sales director), James Ayland (bike sales director) and Robert Ayland (managing director)

We’ve got some fantastic dealer partners who regard us as a wholesale facility. At present I’ve got some 500 superbikes in stock Ayland feels that the Completely Group has an excellent relationship with Kawasaki and Yamaha. “I don’t think that some dealers realise how lucky they are with their manufacturer partners. Go and start your own place up, put your own sign up, your own wallpaper up, your own lighting, you name it. These manufacturers have their own corporate identity (CI) that really looks great, they’ve got their designer teams, they do all the installation and they subsidise the whole thing. More importantly it’s helped us sell more bikes.” Completely is witnessing many nearly new superbike customers moving on to buying new Yamahas and Kawasakis because the finance deals available are so attractive. Ayland will be disappointed if he doesn’t sell 500 new bikes this year, this is in addition to 2000 used superbikes. Obviously, you’ve got to have the right amount of space to shift that amount of metal. Completely’s new distribution centre opened in Hinkley earlier this year and has capacity for up to 1000 bikes on site. This is in addition to two sites at Staverton 



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Completely Motorbikes

The new distribution centre at Hinkley can hold 1000 bikes

Completely Motorbikes Kawasaki at Worcester

From day one, our modus operandi with the bikes was quite simply to sell a bike that you would happily ride or own yourself near Gloucester – the Staverton Superbike Showroom and the Yamaha Premier dealership. Over in Worcester you’ve got Completely Kawasaki. The company has its own fleet of vans which delivers bikes nationwide to customers free of charge. Part of the reason for not using a third party delivery service is, according to Ayland, the fact that it’s not just a delivery. It’s a complete handover process including a test ride. “It’s something we’ve built up over our eight years of trading and it’s integral to the business. All our vans are sign written, kept clean and the drivers know what they’re doing. As a result the rejection rate is very low, less than one percent.” Obviously self-promotion plays an important role and this includes a sophisticated social media presence, after all the majority of customers are buying from the comfort of their own homes. In 2019 Completely Motorbikes became sponsorship partner of the BSB Championship allowing it to display its wares at all 19 rounds. Ayland has taken that aspect to the next level for this year. “I have purchased the ex Harley-Davidson display lorry and trailer for the 2021 12-round series and that gives us 22 meters of display space to present to the half a million people who attend the Championship each year.” Completely will also be the main sponsor


APRIL 2021

Completely Motorbikes Yamaha at Staverton

of Leon Haslam’s Affinity Sports Academy team for young riders in the British Junior Supersport and Superstock categories. Completely Motorbikes promotes itself to the trade as “The UK’s Biggest Used Superbike Buyer”. Reinforcing that claim is a planned trajectory to have a stock holding of 4000 superbikes. That will make showroom, virtual or otherwise, turnround times ever more important and that’s reliant on targeted marketing. As Ayland points out: “If you’ve got a popular model like a Honda CBR600 and that’s on the floor for two or three months you’re doing something wrong. On the other hand, you would expect a Harley-Davidson in a custom colour to take a bit longer to find a new owner.” Some dealers regard Completely as a ‘revolving bank’ when it comes to trade-ins or models that have sat around for too long. A phone call is made, a price agreed and there’s no delay in collecting the bikes – job done. As Completely Motoring has one foot in the car trade, trading in bikes for cars or the other way round presents no problem and

Ayland says that there’s a fair bit of “cross pollination” between the two sides of the business. The bike side has held up better than the cars during the pandemic and, as with many other bike dealers, 2020 was the best trading year on record. There’s been no Completely Motorbike staff on furlough, in fact quite the opposite, many have been on overtime during the winter. The IT aspect has always been crucial to the business and Completely Motorbikes is about to launch its own customer app. It will be multi-layered and commercially available on Google Play Store and others. “It’s an exciting development for us. If you can be in a tiny village in the country and download a menu and order online and have it delivered, why have you got to go into a bike dealer? We mystery-shop our competitors, and find point-of-sale that’s six months out of date! I can’t afford to be six hours late.” Robert Ayland may very well have a point.  Completely Motorbikes: 01452 713123 Hinkley: 01455 811811 Completely Kawasaki: 01905 20580



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Fabulous Biker Boys

n o i pass

It’s all about the

Inspired by the title of a Michelle Pfeiffer movie, Dan Sager replaced one letter to create a name for his new business – The Fabulous Biker Boys. Here he reflects on establishing the new company and the changing face of industry public relations over the last 25 years


joined Oxford Products as a trainee manager in 1989 and by 1992 had become a director, in charge of the dayto-day running of the business. Things were moving very fast and it was a really steep learning curve – the company was expanding into Europe, developing new product lines and recruiting extra staff. As a result, I was a jack-of-all-trades, a bit of finance, personnel, quality assurance, customer services, marketing and so on. There was one part of the job I really enjoyed, but rarely had time for, and that was dealing with the press. That’s when I had the ‘Eureka!’ moment. I realised that most wholesalers and distributors in the motorcycle industry were, and still are, managed by the owner. They didn’t have a marketing department and public relations tended to be done sporadically. Paying someone to take care of that side of the business – ensuring that press releases went out regularly and products were placed with journalists to review, etc – would make sense. By charging an affordable flat fee, and reporting back monthly with the results, clients quickly saw they were getting great PR and value for money. Armed with a mobile phone,


APRIL 2021

new-fangled word processor, a desk in the spare bedroom and my father’s old Nissan Micra, I launched the new venture in 1996. Oxford Products signed up straight away, Watsonian Sidecars employed my services to promote Malaguti scooters, which they had just started to import, and Acrybre Products, manufacturers of screens and bodywork, completed the initial line-up. Many clients and brands have been represented by Fab-Biker

Above: The Fab three (from left) Phil Turner, Dan Sager and Helen Chapman

current clients include UK manufacturers, such as Venhill Engineering, international brands, such as OptiMate and Sena communications, major clothing and accessory distributors, (The Key Collection, Motohaus Powersports and LS2 Helmets), mail order specialists (Nippy Normans), retailers (Moto Corsa Motorcycles), motorcycle manufacturers (Ducati) and even a TV production company, (Henry Cole Associates).

Armed with a mobile phone, newfangled word processor, a desk in the spare bedroom and my father’s old Nissan Micra, I launched the new venture in 1996 over the years – Peugeot scooters, Royal Enfield motorcycles, GlobeBusters motorcycle tours, Infinity Motorcycles, Knox and the Dirt Bike Show to name a few – and I served for three years on the board of the MCIA too. Twenty-five years later, FabBiker PR handles an even more diverse line-up of companies, including two who have been there since the outset; Watsonian Sidecars and Skidmarx, which bought Acrybre Products. Other

That diversity reflects the range of services on offer, which has evolved over the years to meet the changing ways in which PR needs to be performed. When we started, PR was analogue. Press releases were printed out and posted to journalists, or faxed if they were urgent. Photographs took days to be developed and social media didn’t exist. We’ve embraced new technology and now, in addition to press releases and

product placement, we help with email newsletters, social media management, digital advertising, web design, market research, video production and much more besides. Two people who have made a significant contribution to Fab-Biker’s success are Helen Chapman and Phil Turner. Helen, the former PA to MCN’s editor, provides account management services, liaising between clients and media contacts, while Phil, who previously edited Motorcycle Sport & Leisure, brings his journalistic skills to play with copywriting for press releases, social media, blogs and more. Their support with day-to-day tasks, and ability to operate independently, helps the business to manage a substantial number of projects at the same time. One of Fab-Biker’s most successful campaigns resulted from a press release highlighting a surge in sidecar sales to hipsters, who were constantly in the news at the time. The story was picked up by the Mail on Sunday, and was subsequently spotted by a researcher for the Jeremy Vine Show, quickly leading to an interview with Watsonian Sidecars managing director on Radio 2’s flagship programme.


to tell my competitors! Seriously though, apart from him and his team being really good at what they do and thinking two steps ahead, Dan himself is, above all, a seriously nice guy.” After 25 years, what does the future have in store for us? Our business plan is based around sustainable growth – ensuring that we continue to deliver a high-quality reliable service to our loyal clients, while bringing exciting new brands into the fold. And continuing to enjoy what we do, so we can communicate our passion for the companies we represent. The Fabulous Biker Boys 01993 709486 dan@fab-biker.co.uk

Dan Sager and Helen Chapman welcome Rhys Lawrey home after his record-breaking trip


One stand out moment was being disqualified from the BDN Industry Awards in 2005. We’d won the Best Trade PR & Marketing award for the previous two years in a row and then-editor Roger Willis said that if we won it for a third time people would suspect we were bribing the judges, so we were honourably disqualified.” Long-term client David Gath of Motohaus Powersports is clear about the reasons for retaining Fab-Biker’s services; “Two things come to mind. First, the occasion when Dan was being discussed (behind his back, I should add) and one well-respected media man commented that he was the only PR guy in the industry worth engaging with. The second is that he is so good, why would I want




Welcoming Rhys Lawrey home after his record-breaking trip


2003 2004 2005 2013 2015


Dan Sager registers The Fabulous Biker Boys name Starts a public relations business Moves to offices in the West End (of Witney) Organises the Guinness World Record for a motorcycle and trailer, when MCN test rider Kevin Smith reached 139.5 mph at Millbrook, pulling a Squire D21 trailer behind a Kawasaki ZZ-R1100 Wins BDN Award for Best Trade Marketing & PR Wins BDN Award for Best Trade Marketing & PR ‘Honourably Disqualified’ from winning BDN Award for Best Trade Marketing & PR Moves to newly opened Witney Business & Innovation Centre Secures a Triumph Tiger 800 for Rhys Lawrey, who became the youngest rider to circumnavigate the globe on a motorcycle, also visiting the most consecutive capital cities in the process, setting two new records in one epic trip Moves to bigger offices in the Hexagon Business Centre in Witney


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APRIL 2021 43

Business Essentials


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The Business The latest news and views in the world of business

Budgeting for the future BREXIT HITS TRADE

EXPORTS OF UK GOODS TO THE EU FELL BY 40.7% IN JANUARY DURING THE first month since Brexit, the biggest monthly decline in British trade for more than 20 years. In the first month since leaving the EU on terms agreed by Boris Johnson’s government, the Office for National Statistics said goods exported to the bloc fell by £5.6bn, as imports fell by £6.6bn.

UNEMPLOYMENT REACHES 5.1% UNEMPLOYMENT IN THE UK has hit its highest level in almost five years, as the Covid-19 pandemic continues to hit the labour market. The jobless rate hit 5.1% in the October-December quarter, with over 1.7 million people now out of work and looking for a job.


DF CAPITAL HAS LAUNCHED A NEW UNIT STOCKING FEATURE, BRANDED DF Choice, which aims to give dealers product flexibility to suit their cashflow needs. Andy Stafferton, chief commercial officer at DF Capital, explains: “As a specialist commercial lender, we understand only too well that the dealers we work in partnership with need funding that meets the changing needs of their business. That’s why we created DF Choice as part of our ongoing investment in technology.” ACCORDING TO STAFFERTON, DF CHOICE ENABLES DEALERS TO CONTROL their funding requirements by creating a specific schedule for every individual asset funded on a unit-by-unit basis. They can decide whether to keep their standard terms or select different options to alter their costs, advance or capital repayments, dependent on that specific unit. This ensures reflection of the seasonality of their business, market demand and their own cashflow or profitability needs. “We’ve already rolled this out to a small number of contacts who have thoroughly tested it and provided excellent feedback,” he adds. “WE BELIEVE THIS IS A GAME-CHANGER IN THE INDUSTRY AND LOOK forward to launching it to the rest of the companies that we work with. It gives dealers a range of available terms, providing increased flexibility, greater choice, convenience and control.” Recently elevated to status as a specialist commercial lending and personal savings bank, DF Capital has now supported more than £1bn of inventory for UK dealers and manufacturers since Andy Stafferton it started lending activities in 2017.


APRIL 2021

It appears that in the latest budget, the chancellor, Rishi Sunak, saw the writing on the wall and didn’t – despite pre-budget conditioning – make any radical changes that immediately increased taxes or withdrew support from a battered economy. However, there are changes coming down the line


n terms of Covid support, the presaged has fallen by 30% or more will continue to receive the full 80% grant but those extension to the end of September whose turnover has fallen by less than of the Coronavirus Job Retention 30% will get a 30% grant. Also, for the Scheme was announced – well beyond the first time, the newly date in June when the While the self-employed (as government said that from 2019/20) will be most virus restrictions chancellor said eligible for the grants. are set to be lifted. On funding, Sunak Under the extension, that the Covid is replacing the employees will continue debt should Coronavirus Business to receive 80% of their Interruption Loans pay until the scheme be treated as a Scheme with a new ends, but employers will recovery loan scheme be asked to contribute wartime debt, where businesses of 10% in July and 20% in there’s no getting any size can apply August and September from £25,000 to £10m as the scheme is away from through to the end of gradually wound down. 2021. The government The self-employed the fact that a will provide a weren’t ignored as the reckoning is guarantee to lenders Self-Employed Income of 80%. Support Scheme was coming Also, firms in retail, also extended until hospitality and leisure in England will the end of September with two more be given 100% business rate relief until grants – February to April, worth 80% of June. Beyond that, to the end of the average trading profits up to £7500 and a financial year, business rates will be “fifth and final grant” to cover the period discounted by two thirds. On top of that, May to July. As before, claims are made there’s a new ‘restart’ grant to help retail, in arrears. Notably, those whose turnover


hospitality and personal care businesses reopen from April. For retailers this is worth up to £6000 per site.

CHANGES TO BUSINESS TAX On taxation, Corporation Tax stays as is – at 19% – until 2023. But, from 1 April 2023, the rate will be increased to 25%, but only where profits are above £250,000. With a nod to the smaller firm, there will be a Small Profits Rate for companies with profits of £50,000 or less. For those with profits between £50,000 and £250,000 the rate will effectively be tapered. The chancellor is putting in place a temporary extension to loss carry back where losses can be offset against profits from previous years. Previously, trading losses could be carried back and offset against total profits arising in the previous 12 months. Under this extension, businesses with accounting periods ending between 1 April 2020 and 31 March 2022 will be able to carry back trading losses to the previous three years, offsetting against profits in the most recent year first to a cap of £2m. Any unused losses can be carried forward. There’s to be a new ‘super deduction’ for companies investing in plant and machinery over the course of the next two years. Under this deduction, from 1 April, businesses will be able to claim 130% allowances on most new plant and machinery. Items have to be new, and it doesn’t apply to certain items such as cars and buildings. There is to be no delay to the new IR35 rules that, from 1 April 2021, require an individual, who works like an employee but through their own limited company, to pay broadly the same Income Tax and National Insurance contributions as other employees. The rules do not apply to the self-employed. Effectively, medium and large-sized firms will be obliged to confirm if those they engage are caught by the rules. If so, they will have to deduct associated employment taxes and NICs. On VAT, hospitality and tourism sectors

will continue to pay a lower 5% VAT rate until 30 September 2021 when it will be replaced with a 12.5% reduced rate until 31 March 2022. The VAT threshold is to be maintained at £85,000 until 31 March 2024. And while businesses trading over the VAT threshold have been required to submit digital VAT returns via the Making Tax Digital system and maintain digital records since 1 April 2019, businesses that are under the threshold will be required to join them from April 2022. There are to be eight new freeports that will attract a number of particular tax reliefs. This includes Enhanced Capital Allowances of 100% on all expenditure on plant and machinery incurred by a business and a higher rate of Structural & Buildings Allowance of 10% until 30 September 2026. Acquisitions of land and buildings for non-residential use in the freeports will qualify for nil Stamp Duty Land Tax.

OTHER CHANGES On Income Tax, the planned changes to the personal allowance form 2021/22 will

take effect – the personal allowance will rise £12,570 and the basic rate limit will set at £37,700. However, they’ll stay in place until 2025/26 and will effectively bring more people into the tax system – and push others into higher tax bands as they earn more. The same ‘extension’ was announced to the current rates of Capital Gains Tax to 2025/26. That said, the government is known to be thinking about changes and so it’s worth watching this space. Similarly, the Lifetime Allowance for pension purposes will rise to £1,073,100 from 2021/22 and will stay the same to 2025/26. And lastly, employees can continue to be reimbursed – free of Income Tax and Class 1 NICs – for any equipment they need to purchase to continue working from home. This extension applies to April 2022.

IN SUMMARY While the chancellor said that the Covid debt should be treated as a wartime debt, there’s no getting away from the fact that a reckoning is coming. 

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APRIL 2021 45

Business Essentials

s Essentials

with Adam Bernstein www.abfeatures.com

Marketing Matters



Expert adv ice to improve how you promote and sell you r products or services

DAN SAGER FOUNDED THE FAB-BIKER PR AGENCY IN 1996 AND HAS been advising businesses in the motorcycle industry on marketing matters ever since. Here he shares some of the most important lessons he’s learned during that time. fab-biker.co.uk


Over the past 18 issues we’ve covered most of the main aspects of marketing, advertising and public relations. That’s a lot of information to digest, so here’s a handy cut-out-and-keep (or tear-and-share if you prefer) summary of the six key questions to consider when deciding how to market your business WHAT MAKES YOU SPECIAL? In a crowded marketplace you need to stand out from the crowd. Both KFC and Nando’s are fast food restaurants cooking chicken, but one has a secret recipe and the other is famous for its peri-peri flavouring.There’s no danger of mixing them up with each other, or any other establishment selling chicken and chips. Be sure to let people know what flavor of business you run to spice up your sales.

WHO ARE YOUR CUSTOMERS? We’re living in an era of big data, when social media channels and major online retailers know more about you, and your interests, than might be imagined. They use this information to target you with adverts for products and services that you are most likely to respond to. Small businesses don’t need big data, because they generally know their customers – sometimes they’re on first name terms. Use that insight so that your website, social media, newsletters and showroom will appeal to their tastes.

DO YOUR CUSTOMERS KNOW WHAT YOU SELL? Chances are that 80% of your turnover is generated by 20% of your product lines. Why aren’t you selling more of those slowmoving items? Could it be because people aren’t aware that they’re available from you? Remember to expose your products to the danger of being sold! Try promoting


APRIL 2021

something different every month and that way you can measure customer reaction and pick out those ‘Cinderella’ items that are waiting to shine.

Try promoting something different every month and that way you can measure customer reaction and pick out those ‘Cinderella’ items that are waiting to shine HOW DO YOU KEEP YOUR CUSTOMERS LOYAL? An oft-repeated statistic is that it costs five times more to attract a new customer than to keep an existing one. No wonder that supermarkets are so keen to reward our loyalty with Club Cards and Nectar points. What are you doing to let your customers know that you appreciate them spending their hard-earned cash with you? Whether it’s vouchers, discount codes or exclusive VIP events, it pays to show people that you value their custom and it helps to keep them coming back for more.



WHAT’S THE DIFFERENCE BETWEEN STAYING IN TOUCH AND NAGGING? When it comes to customer communications, it’s good to talk, but you don’t want to become an annoying chatterbox. As a rule of thumb, try to send customer newsletters at least once a quarter and at most weekly, remembering that it needs to be informative and entertaining. On social media, you need to be a bit more active – somewhere between daily and weekly posts would be about right, remembering that you’ll need to respond to comments and questions promptly.

ARE YOU ADDING VALUE? Everyone likes to get something for nothing and it doesn’t necessarily need to be a physical item. Sharing a practical piece of advice, an interesting story or an entertaining video with your customers helps to build relationships and keeps that link healthy. Those little gestures make a big difference and show your customers that you don’t take them for granted. When you’ve answered these questions it’s time to think about advertising – where and when and how to do it. 

NEXT MONTH Six of the best ways to get the most from your advertising budget.


WE CAN FIND THE RIDERS YOU ARE LOOKING FOR Talk to us about advanced programmatic targeting via our custom built Amazon and eBay audiences Tel: 01157 860 680




Product news

Products The latest products for your showroom



Contact Alison on 01237 422660 or adsales@dealernews.co.uk

HJC F70 Carbon THE HJC F70 RANGE HAS BEEN expanded for the 2021 season with the addition of a new full-carbon model. The Carbon shell is left with a naked finish to show off the weave and it has the same two top vents and five rear exhaust vents as standard models. The interior is both wicking and quick drying, there’s a drop-down sunshield and the visor comes with an anti-fog insert. The F70 Carbon comes in sizes XS-2XL for an SRP of £349.99. Oxford Products; 01993 862300; info@oxprod.com

Givi soft luggage 4 THE EASY-T RANGE OF SOFT luggage has been extended by manufacturer Givi with the addition of a backpack and sidebags. The EA129 backpack provides 15 litres of storage, including a laptop storage area, a pre-shaped front pocket for glasses, wallet or keys, and additional zipped storage pockets. The straps and back are padded for comfort, and it can even be attached to a wheeled trolley using a fabric band on the back. Made from 600D polyester, the backpack comes in black with a fluo yellow raincover. The EA127 side bags are also made of black polyester material and they each provide storage of up to 30 litres. There is a fluo yellow waterproof inner bag to keep stuff dry in the main compartment, and there is a front pocket with zip closure for handy items. Fixture to the bike is completed with a strap going under the seat, or optional side frames can be fitted to which to attach the bags for greater stability. Givi UK; 01327 706220; info@givi.co.uk



Motohaus ComfortAir cushions 5 MOTOHAUS HAS INTRODUCED A NEW RANGE OF OWN-BRAND motorcycle seat cushions. Designed and developed by Motohaus, the ComfortAir cushions use air flotation technology to reduce riding fatigue, ‘numb-bum’ and uncomfortable pressure points. Four different styles are available, to suit sports, touring and naked motorcycles, adventure sport bikes, cruisers and bobbers, as well as pillion pads. Once fitted the cushion can be inflated, allowing the rider to find the right level of flotation for comfort. An added benefit of the design is that channels in the cushion allow air to circulate, keeping the rider’s backside cool. SRPs start at £65. Motohaus; 01256 704909; info@motohaus.com

Samco for Tenere THE LATEST (2019-2021) ITERATION OF the Yamaha Tenere 700 is the newest recipient of a Samco Sport silicone radiator hose kit. Designed to replace the factory-fit rubber hoses, the kit provides all the relevant tubing and comes with a lifetime warranty. Available in blue, black, red or white from stock, or in a choice of custom colours and patterns to order, prices start from £129.35. Racebikebitz; 01763 249807; marketing@racebikebitz.com





APRIL 2021



Product news


Holy Freedom Bullit FOLLOWING ON FROM LAST month’s updated range of vibrantly coloured neck scarves comes Holy Freedom’s updated range of vibrantly coloured gloves. The 2021 designs have an updated logo, better quality leather and some new colours. The Bullit glove is a cafe racer style, made from perforated leather with hidden knuckle protection. It has a padded liner for comfort, and a Velcro wrist band for secure fitting. It’s available in black/yellow, Bordeaux/cream and tan/black in sizes XS-XXL for an SRP of £99. Dot4Distribution; 020 3514 2413; info@dot4distribution.com

CTEK CS Free 5

Knox Shield

Dunlop SportSmart 5 THE SPORTSMART MK3 HAS BEEN released in a new 160/60ZR17 rear tyre size to fit models in the burgeoning mid-size sports bikes sector. The new size will fit bikes such as Kawasaki’s Ninja 650 and Z650, Triumph’s 1200 Thruxton and Speed Twin, Husqvarna’s Vitpilen 701 and Honda’s NC750, giving the range a fitment list running to 85 models from 19 manufacturers. Dunlop; 0121 306 6000; www.dunlop.eu

TOPPING KNOX’S RANGE of protective jeans is the new Shield, featuring Spectra technology. The jeans are rated to AAA under EN18092, a rating that is usually reserved for leather suits, despite being a single-layer construction. The Spectra stretch denim helps to provide strength and durability, claiming to be 40% stronger than Aramid and 15 times stronger than steel. It is also hypoallergenic, moisture repelling and stretches for a more comfortable fit. The jeans have external-access knee and hip pockets to take Micro-lock protectors, which come as standard. They come in indigo in sizes S-3XL for an SRP of £249. Knox; 01900 825825; sales@planet-knox.com

CTEK’S LATEST BATTERY CHARGER CLAIMS TO BE ABLE to charge a battery with enough power to start a vehicle within 15 minutes, despite it not having to be plugged in to the mains. It works with 12V lead acid or lithium batteries in motorbikes, cars and boats or can used to charge phones, laptops and tablets. Ideal for using at the track or for lock-ups without mains power supply, it has Adaptive Boost technology, which means that it will only provide the power required, so reducing the risk of damaging delicate electronics. There is a display which shows when the vehicle has enough charge to start, as well as a countdown timer for battery charging, and it can be used with an optional solar panel to provide longterm maintenance charging. The CS Free takes an hour to fully charge and will hold that charge for up to a year, making it ideal for emergency flat battery issues. It comes with a two-year warranty and has an SRP of £295. Saxon Brands; 01488 689400; info@saxon-brands.com

Hugger for Himalayan PYRAMID PLASTICS HAS A NEW rear hugger for Royal Enfield’s middleweight adventurer, the Himalayan. Made from matt black ABS, the hugger is designed and manufactured in the UK, and offers protection to the shock, linkage, bodywork and passengers. No drilling or modification is needed during fitting, and the SRP is £50. Pyramid Plastics; 01427 677990; sales@pyramid-plastics.co.uk



APRIL 2021 49

Product news

Puig scooter levers 3 WITH SCOOTERS FLYING OUT OF THE DOORS THANKS TO A new cohort of Covid-avoiding commuters, now there is an opportunity for extra sales of parts and accessories to add some style and personal touches. Puig’s new brake/clutch levers are a minimalist design CNC milled from aluminium billet and incorporate an adjustment wheel to alter the reach. They come in either silver or black anodised finishes, and will fit the Honda Forza and SH125, as well as the Vespa GTS300. SRP is €43.99 per lever. Puig; 0034 938 49 06 33; info@puig.tv

Weise Core Plus

New HJC graphics 5 THE DESIGNERS AT HJC HAVE BEEN BUSY BEES RECENTLY, COMING UP with some new graphics for the C70 and CS-15 helmets to freshen them up for the new season. The full-face C70 has new Curves graphics in a choice of black/white/red, grey/white/ yellow or white/red/blue all prices at £159.99 SRP, while the budget-priced CS-15 is now available in a striking Mylo design combining matt black with gloss black, blue, red or orange all at £99.99 SRP. Oxford Products; 01993 862300; info@oxprod.com

BIG BIKERS NEED BIG JACKETS, SO WEISE HAS LAUNCHED THE NEW Core Plus in a range of generous proportions. It’s an AA-rated textile jacket tailored for plus sizes up to 5XL so, whereas a ‘regular’ large would be a 44in chest, in ‘plus’ sizing it is 52.5in. It comes with CE-approved shoulder, elbow and back armour as standard, and weather protection is taken care of with a waterproof drop liner for wet days, a removable 120g quilted thermal liner for cold days, and a variety of zipped vents for hot days. There are adjusters at the biceps and forearms to provide a snug fit, a total of seven pockets, and reflective detailing. The Core Plus comes in sizes L (52.5in chest) to 5XL (60.5in chest) for an SRP of £169.99. Matching Core Plus textile trousers are available in plus sizes M-5XL for an SRP of £149.99. The Key Collection; 01179 719200; sales@thekeycollection.co.uk



OptiMate 5 battery charger

WITH MANY MOTORBIKES HARDLY HAVING TURNED A WHEEL IN anger since the first lockdown, a new battery charger might be an easy sell once the owners try to start them up again for the new season. The new OptiMate 5 Select will save, charge and maintain all 6V and 12V lead-acid batteries from bikes to vans, and everything in between. It’s operation is automatic – simply connect to the battery, select the voltage and it will start diagnosing, recovering, charging, checking and maintaining. The current is constantly monitored to eliminate under or over charging, and there is built-in spark suppression and automatic shutdown if short-circuited or the battery is disconnected. room The casing is IP54 waterproof rated and has been tested for use at ucts for your show The latest prod temperatures down to -40°C, so can be used outside. It 10TEN Electric comes with two sets of leads, one with clamps for bench charging, the other with an in-line protection fuse and eyelet terminals for permanent connection to the battery. Optional accessories include leads Triumph nose 5 to charge via the DIN socket, 1.8m and 4.6m extension leads and weatherproof sockets to provide a 12V supply for on-board devices. RT Kit 6 Rapid Bike SMA The OptiMate 5 Select has a three-year warranty and an SRP of £89.99. Motohaus; 01256 704909 info@motohaus.com Probike; 01604 660555; sales@probike.co.uk er Terra Force rubb Product news

SEEN IN 2021


Contact Alison



lernews.co.uk 0 or adsales@dea on 01237 42266

PIT BIKE BRAND MOTOCROSS AND ed its first all10TEN has launch 10TENMX-E. It electric model – the novice riders, and junior at is aimed settings to restrict so has two power is capable speed until the rider h the full max of enough to unleas to power the 1000W. This is enough um of 45km/h. MX-E up to a maxim battery can The removable lithium for a fullybe rapidly swapped and can charged replacement, in four to six then be recharged ng LIST PYRAMID includi SPECIA £999 ORK UK BODYW hours. SRP is ed its new and labour Plastics has just launch a six-month parts nose fairing with Triumph Speed Twin warranty. 7; The nose ays; 01623 70860 specialist colour match. Dualw om with a cockpit screen fairings come fitted drew.m@dualways.c the Speed Twin by Puig, and fit onto to the bike. The without modification are in the UK and fairings are painted ork Triumph’s paintw designed to match look! Available in BIKE SMART perfectly for an OEM THE NEW RAPID Ice Silver, SRPs start cally designed both Korosi Red and fuelling kit is specifi ance of Euro at £155. to improve the perform fuel/ s; 01427 677990; by enrichening the Pyramid Plastic 4 and 5 motorcycles compact-sized stics.co.uk the rev range. The id-pla hout pyram throug sales@ air ratio the lambda this by controlling does e modul SMART ion to modify the operat sensor signal in order on the The module’s effect of the stock ECU. d be increased or reduce lambda signal can oth, ted via Blueto using a free app connec y, deliver er power and it promises smooth s of up to 20% and torque improvement imately 5hp. power boosts of approx ion, plug and play operat Installation is a simple S, R1250GS fits are BMW’s R1250G it models t and curren T. , R1250RS and R1250R td.com R1250R ture, Adven performanceparts-l 01327 706139; colin@ Performance Parts;

Contact Alison on 01237 422660 50

APRIL 2021

BRAND MITAS IS SLOVENIAN TYRE to its extreme adding junior sizes Designed for enduro tyre range. to 85cc, the 50 from motorcycles new rubber the claims ny compa of grip and levels high s ensure excellent stability, along with them suitable for handling, making competitive riders. both novices and 70/100-19 and The fronts come in Terra Force MX MH 90/90-14 sizes in compounds Super and C-21 Super are 90/100-16 and respectively. Rears Force MX MH 90/100-12 in Terra Soft. Super C-20 and Super Soft 642 066142; Mitas Tyres; 0038 om sales@mitas-tyres.c

TO THE HARKING BACK face Roadster is a full racing lids, the ByCity F1 cs based on the JPS helmet with graphi shell era. The carbon fibre livery of the same comfortable fit, and is ovalised for a more ing ensity impact absorb underneath is a multi-d g a wide aperture openin inner shell. There’s a gives visor which for the thermoformed able remov a is and inside better field of vision, D r. Closure is by double and washable interio for an er comes in size XS-XL buckle. The Roadst SRP of £229.95. 3514 2413; 020 tion; Dot4Distribu tion.com info@dot4distribu


NEW F and M for mo The Pro-A to EN expan flexib 2), sh hip p agai allow stru the XXS MX T str ba ev


l5 Muc-Off Anti-vira SHOT

ONE THIS ANTI-VIRAL use canister of Grenade is a singleer. It can be used compressed sanitis e the inside sanitis (to s in vehicle le) or indoors of a van, for examp rooms, staff in rooms (changing showroom). rooms or even a main can filled with It’s a compact 150ml nium compounds quaternary ammo is said to kill and alcohol which a as well as 99.99% of bacteri pegs . To use, simply Adjustable foot WHICH ALLOW MODIFICATION OF THE enveloped viruses ORS s are leave the can A NEW SET OF ADAPT gs in a matter of minute press the trigger and and passenger footpe minutes to do few position of both rider a for Puig. in the room ries manufacturer r together with a available from accesso adapto g footpe c thing. its for model-specifi The system uses a shifter can be used of canisters has an 20mm pack the – twin er A 40mm displac only. choice of 20mm or shifter is for pillion . £14.99 40mm of the SRP while ger g multiple 307799; both driver and passen 15o increments allowin Muc Off; 01202 be rotated 360o in The displacer can sales@muc-off.com perfect fit . positions to get the puig.tv 49 06 33; info@ Puig; 0034 938

THE NEW FLIP FRONT the brand’s RPHA taking cues from be “race inspired”, 90S comes in tion means the the 11. The track inspira and lightweight keep it as compact three shell sizes to g to aid has a wide visor openin as possible, and it d features include More touring-inspire peripheral vision. in the open or ridden n (so it can be dual homologatio locking visor, centre ped Pinlock-equip closed positions), buckle fastener quick-release micro drop-down sun visor, Bluetooth accept HJC’s SMART s for and it is ready to comes in solid colour It . system n 9 communicatio carbon for £479.9 for £449.99, plain £399.99, graphics cs for £499.99 SRP. or carbon with graphi 01993 862300; Oxford Products; info@oxprod.com

Malossi filters

co M B t

OF DED ITS RANGE MALOSSI HAS EXTEN rs. air filters for scoote high performance replaces the OE filter The standard range in either flat sponge element and comes filters panel ted dedica configuration or as of maxi scooter. Both for certain models remove sponge which can styles utilise a fine whilst than the OE filter smaller dirt particle flow rate of air. higher a ining mainta filters incorporate The Double Red sponge e sponge layer to remov a second, even finer, e an extra particles to provid microscopic dust tion. level of engine protec 2991; VE (UK); 0115 946 sales@ve-trade.com

ca Twin Leovince for Afri OF EXHAUST OPED A NEW LINE

LEOVINCE HAS DEVEL which comes in CRF1100L Africa Twin systems for the Honda and Titanium. ss Steel, Black Edition three finishes – Stainle lded AISI 304 t is made of TIG-we The stainless exhaus has been treated edition black the stainless steel, while ceramic-based heat-resistant black to several coats of outer sleeve and m version has an paint. The titaniu m. All models TIG-welded titaniu bracket made from ow carbon and feature a dual-fl ed, approv ECE are for UV resistance. a matt clear coating fibre end-cap with ss models are €589 are €559, black stainle Stainless models is €699. and the titanium ; 212102 ution; 01706 Moto GB Distrib .com leovincegb@gmail


news.co.uk or adsales@dealer on 01237 422660 Contact Alison ews.co.uk www.britishdealern

36 FEBRUARY 2021

ByCity RoadsterDESIGNS OF 1970’S

or ad on 01237 422660 Contact Alison

ews.co.uk www.britishdealern

Xena disc lock 56 THE XX15 DISC LOCK FROM SECURITY FIRM XENA can be linked to a phone app which allows the user to turn the alarm on or off and to adjust the shock and movement sensor levels to suit the prevailing environment. The siren volume can also be adjusted, as can the duration, and the user can monitor the battery charge status . Outside of the techie stuff, the lock has a monoblock 304 stainless steel body with a 14mm reinforced pin designed to withstand hammer and cutting attacks. The barrel is pick-proof and has 250,000 possible key combinations, and it utilises a double-locking system, as well as being ice-spray resistant. SRP is £110. Motohaus; 01256 704909; info@motohaus.com

n 01237 422660

THE SEASON FOR SPECIAL EDITION HELMETS is fast approaching, and LS2’s entry this year is a new version of the Storm road touring helmet in a design inspired by four-times World Superbike Champion Carl Fogarty. The officially-approved design features unique red and gold graphics on a matt black/red background, plus the obligatory Foggy eyes logo front and rear. Otherwise, the spec is the same as the rest of the Storm range – a KPA (Kinetic Polymer Alloy) outer shell, removable and washable liner, adjustable vents at the chin and crown with internal channels and exhaust ports, a quick-release visor with Pinlock and a drop-down sun visor. The LS2 FF800 Storm Foggy is available in sizes XS-XXXL at an SRP of £129.99. LS2 Helmets UK; 01670 856342; ukservice@ls2helmets.com

Send us the information we need, and we’ll put them in the mag and online. Remember, dealers need to be informed before consumers. We need trade relevant information about the item, retail pricing and up to date contact details. Plus good quality imagery.

MX1 Roost Guard

our 5 Dainese body arm SE’S MX1

DAINE NEW FOR 2021 ARE body protectors and MX2 Roost Guard enduro. for motocross and features a The MX1 Roost Guard tor (certified Pro-Armor back protec 1) made from to EN1621-2 Level for comfort and expanded nitrile rubber protector (Level flexibility, plus a chest tors (Level 1), and 2), shoulder protec e an all-round defenc hip protectors for adjustments Velcro . against impact and the ventilated allow a tailored fit, keep riders cool in to helps re structu tition. Available in the thick of compe the sizes, in black only, XXS-M or L-XXL) £219.99. MX1 has an SRP of a similar The MX2 model has the Pro-Armor structure, but with more a for ed out back protector swapp everyday item. or copper It comes in black same sizes as the colourway, in the SRP of £179.99. MX1 version, for an 0; 65870 02380 It; Bike o.uk tradesales@bikeit.c

E OF XTENDED ITS RANG rs. e air filters for scoote OE filter ange replaces the sponge mes in either flat filters panel ted as dedica r. Both els of maxi scoote can remove ne sponge which filter whilst ticle than the OE air. igher flow rate of incorporate Red sponge filters to remove finer, sponge layer e an extra ust particles to provid protection. 5 946 2991; de.com

LS2 Storm Foggy

Send your information and images to: products@dealernews.co.uk or British Dealer News, 10 Daddon Court, Clovelly Road Ind Est, Bideford EX39 3FH www.britishdealernews.co.uk MX2 Roost Guard

Tank film 5

E HED A NEW RANG R&G HAS LAUNC film to prevent of tank protection ork damage. scratches and paintw

non-yellowing Made from a tough the kits suit a wide polyurethene film, £19.99. machines. SRP is range of popular ; R&G; 01420 89007 ing.com rg-rac alan.garrett@

news.co.uk or adsales@dealer FEBRUARY 2021


Tucano Urbano Gulliver 5 A NEW LAMINATED WINTER TOURING jacket has been revealed by Milanese manufacturer Tucano Urbano. The clothing and accessories maker says the new Gulliver can be used all year, thanks to a removable thermal inner jacket which can also be worn as a separate garment when off the bike. The outer jacket is made of a waterproof and windproof laminate layer of Oxford polyamide with Taslan polyamide on the hips and inner sleeves for better fit. Armour is fitted at the shoulders and elbows, and there is a pocket for an optional back protector. Available in black, in sizes S-6XL, for an SRP of £239.99. Tucano Urbano; 07799 626635; info@tucanourbano.com

Contact Alison on 01237 422660 APRIL 2021 51

Product news

FOLLOWING ON FROM ITS NOSE fairing for Triumph’s Speed Twin models, Pyramid has launched a similar piece of kit for the Triumph Thruxton, but in the Thruxton colours of matt Storm Grey and Silver Ice. The new fairings, complete with cockpit screen, are made by Puig and then painted in the UK to colour match the bike. They fit without modification to the bike and have an SRP of £155. Pyramid Plastics; 01427 677990; sales@pyramid-plastics.co.uk

Product news


Thruxton nose 3

Product news

LS2 commuter gear

Venhill for V-Strom 5 IN RESPONSE TO CONSUMER DEMAND, BRITISH control cable manufacturer Venhill is expanding its range of replacement lines for modern road bikes. One of the latest additions is replacement twin throttle cables for the 2011-on Suzuki DL 650 V-Strom. Venhill’s Featherlight throttle cables are made with a marine-grade stainless steel inner wire and a PTFE liner for minimum friction, and are designed to deliver improved performance and durability, as well as a lighter and smoother action. Designed to fit without modifications, the cables retail at £34.40 and come in a choice of colours. Venhill Engineering; 01306 885111; sales@venhill.co.uk

Oxford Snugs OXFORD PRODUCTS HAS added two new designs to its range of Snugs neck tubes. Made from polyester microfibre with a Polar fleece lower section for insulation, the Snugs come in one-size-fits-all for £14.99 SRP. Oxford Prods; 01993 862300; info@oxprod.com

LS2’S NEW COMMUTER RAIN JACKET IS A HANDY extra waterproof layer that folds down to be easily stashed in luggage or under a seat. Made from polyester, it is waterproof and breathable with a 8000mm hydrostatic head and 800g/m3/24h air permeability rating and has a fully waterproof front zip fastening. Available only in hi-viz yellow with reflective detailing for added safety, it comes in men’s and ladies’ tailored versions in sizes S-5XL for men and XS-5XL for women, for an SRP of £34.99 including a handy carry bag. LS2 Helmets UK; 01670 856342; ukservice@ls2helmets.com

Sena 3S Plus headsets 6 SENA TECHNOLOGIES HAS UPDATED ITS ENTRY-LEVEL 3S HEADSETS FOR MOTORCYCLE and scooter helmets. The new Sena 3S Plus versions are equipped with Bluetooth 4.1 to provide high-definition intercom with improved range, as well as voice prompts and smart intercom pairing using the Sena Utility app. The 3S Plus Boom model is for open face helmets and has controls incorporated into the microphone for ease of use, while the 3S Plus Universal has external controls that fasten to the helmet’s shell. The intercom range has been increased to 400m and it uses Advanced Noise Control to filter out wind noise for clearer sound. Pairing a smartphone allows sat nav directions, phone calls and music to be played through the units, and the app allows features and settings to be quickly changed by the user. Both units have an SRP of £99. Feridax; 01384 413841; info@feridax.com Motohaus; 01256 704909; info@motohaus.com




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APRIL 2021

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A NEW ANTI-CORROSION SPRAY for harsh conditions, HCB-1 claims to protect against rust and corrosion while being safe to use on electrical components, paintwork and plastic trim. It contains no wax, silicon, PTFE or water but does contain a UV application dye so you can see if you have missed a bit. Muc-Off says it will work for up to 12 months thanks to a self-healing formulation which refills scratches in the protective barrier. A 400ml aerosol has an SRP of £14.99. Muc Off; 01202 307799 sales@muc-off.com

Product news

Muc-Off HCB-1 4

Pinasco gear cluster PINASCO’S EXPANDED RANGE OF RACING GEARS now includes a cluster to suit a variety of Lambretta 125, 150, 175 and 200cc models. The close-ratio cluster uses 10, 12, 15 and 17-toothed gears to overcome the jump between second and third experienced on standard gears. Race tested at the Scootentole 10H endurance race in MagnyCours, France, the new gearing has an SRP of £173.40. VE (UK); 01159 462991; sales@ve-uk.com

Alpinestars Faster V2 THE FASTER V2 IS A SPORTS-STYLE JACKET MADE FROM 1.3MM premium leather with extensive stretch panelling to improve fit and comfort. Impact protection is provided by Nucleon Flex Plus ventilated shoulder and elbow armour along with an overmoulded TPU guard on the shoulders, and there is a snap-button system to attach an optional back protector. To aid comfort on the move, ventilation inlets are provided on the shoulders and there are “strategically placed” perforated panels. The back of the jacket is cut longer, for better coverage and to avoid chilly draughts down the trousers, and there are hook-andloop adjusters at the waist and a stretch collar for comfort. It comes in sizes 48-60 in black/red, black/white or plain black for an SRP of £379.99. Alpinestars; 0039 0423 5286; sales@alpinestars.com

Knox Urbane Pro 5 CUMBRIAN MANUFACTURER Knox bills its new Urbane Pro as the ultimate hot weather riding trousers. Made from lightweight and breathable material with stretch for improved fit, the Urbane provides abrasion resistance and the low-profile Micro-Lock protectors fitted at the knees and hips get it approved to EN17092 class AA. Breathable mesh panels have been incorporated at the front as well as the rear for ventilation, and plenty of pockets are provided for stashing essential items. Available in black, in sizes S-3Xl, the Urbane Pro trousers have an SRP of £229.99. Knox; 01900 825825;



APRIL 2021 53


Product news




Product news



on 01237


PIT MOTOCROSS AND its first all10TEN has launched 10TENMX-E. It electric model – the and novice riders, is aimed at junior settings to restrict so has two power is capable speed until the rider full max of the enough to unleash to power the 1000W. This is enough of 45km/h. MX-E up to a maximum battery can The removable lithium for a fullybe rapidly swapped ent, and can charged replacem 5 in four to six nose ph recharged be Trium then including SPECIALIST PYRAMID UK BODYWORK hours. SRP is £999 new its and labour Plastics has just launched a six-month parts nose fairing with Triumph Speed Twin warranty. The nose 708607; specialist colour match. Dualways; 01623 with a cockpit screen s.com fairings come fitted drew.m@dualway the Speed Twin by Puig, and fit onto ion to the bike. The without modificat and are UK the in fairings are painted MX1 Roost Guard6 k Triumph’s paintwor SMART Kit Bike designed to match Rapid r5 look! Available in body SMART seRAPID BIKEarmou Daine NEW perfectly for an OEM ’S MX1 SRPs start THE DAINESE Silver, ARE Ice ly designed 2021 and FOR NEW both Korosi Red s fuelling kit is specificalbody protector performance of Euro MX2 Roost the Guard and at £155. to improve fuel/ enduro. 01427 677990; s and les by enrichening the motocros for 5 motorcyc Pyramid Plastics; 4 and a The compact-sized features range. Guard rev lastics.co.uk Roost the ut MX1 ramid-p The sales@py air ratio througho lambda by controlling the this(certified r back protector Pro-Armo SMART module does from the operation 1) made to modify Level in order EN1621-2 tosensor signal andon the for comfort effect rubber module’s nitrile The ECU. expanded of the stock (Level increased or reduced , plus a chest be protector flexibility lambda signal can s (Level 1),Bluetooth and , shoulder app connected via 2), a freeprotector using defence delivery, an all-round power s forsmoother protector hip promises it and nts of up to 20% and entsadjustme impact. Velcro against torque improvem ventilated 5hp. fit, and the ately a tailored allow boosts of approxim cool in , power riders plug and play operation toakeep helps simple n is structure Installatio in R1250GS, R1250GS ion. Available BMW’s of competit models it fits are the current andthick the only, R1250RT. in blackand .com R1250RS or L-XXL) sizes, XXS-M rformanceparts-ltd Adventure, R1250R, of £219.99. 01327 706139; colin@pe SRP Parts; has an nce MX1 Performa a similar The MX2 model has the Pro-Armor with but , structure out for a more back protector swapped

Bull-it Jeans latest 5

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TO THE HARKING BACK face Roadster is a full racing lids, the ByCity F1 based on the JPS helmet with graphics shell era. The carbon fibre livery of the same comfortable fit, and is ovalised for a more sity impact absorbing multi-den a is th undernea a wide aperture opening inner shell. There’s a visor which gives for the thermoformed e and inside is a removabl vision, of field better D Closure is by double and washable interior. for an comes in size XS-XL buckle. The Roadster SRP of £229.95. ; 020 3514 2413; Dot4Distribution ution.com info@dot4distrib

r Terra Force rubbe MITAS IS


THE NEW FLIP FRONT the brand’s RPHA , taking cues from be “race inspired” comes in n means the the 90S 11. The track inspiratio and lightweight keep it as compact three shell sizes to to aid has a wide visor opening as possible, and it spired features include touring-in More vision. peripheral in the open or (so it can be ridden dual homologation locking visor, centre Pinlock-equipped closed positions), buckle fastener quick-release micro visor, sun n drop-dow Bluetooth accept HJC’s SMART for and it is ready to It comes in solid colours communication system. carbon for £479.99 for £449.99, plain graphics £399.99, for £499.99 SRP. or carbon with graphics s; 01993 862300; Oxford Product info@oxprod.com



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BRAND SLOVENIAN TYRE to its extreme adding junior sizes Designed for enduro tyre range. 50 to 85cc, the motorcycles from new rubber company claims the and filters high levels of grip OF Malossiensures EXTENDED ITS RANGE excellent MALOSSI HAS stability, along with scooters. suitable for nce air filters forthem high performa handling, making the OE filterriders. range replacescompetitive The standard both novices andflat sponge in either 70/100-19 and comes element and The fronts come in filtersMX MH panel Force or as dedicated sizes in Terra Both configuration90/90-14 of maxi scooter. Super compounds for certain models Super and C-21which can remove and a fine sponge ely. Rears are 90/100-16 styles utilise respectiv whilst filterMX MH than the OEForce smaller dirt particle 90/100-12 in Terra flow rate of air. Soft. higher Soft and C-20 Super maintaining aSuper te filters incorpora 066142; Red sponge The DoubleMitas Tyres; 0038 642 remove to layer finer, sponge itas-tyres.com a second, evensales@m an extra particles to provide dust pic microsco n. level of engine protectio 2991; VE (UK); 0115 946 m sales@ve-trade.co

iral 5 Muc-Off Anti-vSHOT

ONE THIS ANTI-VIRAL canister of Grenade is a single-use It can be used compressed sanitiser. the inside in vehicles (to sanitise or indoors of a van, for example) rooms, staff in rooms (changing showroom). main a even or rooms can filled with It’s a compact 150ml m compounds quaternary ammoniu is said to kill and alcohol which as well as 99.99% of bacteria gs OF THE To use, simply Adjustable footpe MODIFICATION enveloped viruses. RS WHICH ALLOW are the can A NEW SET OF ADAPTO in a matter of minutes trigger and leave footpegs r the press passenge and few minutes to do position of both rider in the room for a es manufacturer Puig. with a available from accessori adaptor together its thing. model-specific footpeg has an can be used for The system uses a the 20mm shifter A twin pack of canisters 40mm displacer – only. choice of 20mm or shifter is for pillion SRP of £14.99. r while the 40mm multiple allowing ts 307799; both driver and passenge 01202 incremen 15o Muc Off; be rotated 360o in om The displacer can sales@muc-off.c perfect fit . positions to get the ig.tv 49 06 33; info@pu Puig; 0034 938 MX2 Roost Guard

everyday item. or copper It comes in black same sizes as the colourway, in the SRP of £179.99. MX1 version, for an Bike It; 02380 658700; .co.uk tradesales@bikeit

on 01237 Contact Alison

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ED A NEW RANGE R&G HAS LAUNCH film to prevent of tank protection k damage. scratches and paintwor non-yellowing Made from a tough the kits suit a wide polyurethene film, £19.99. machines. SRP is range of popular R&G; 01420 89007; racing.com alan.garrett@rg-

on 01237 Contact Alison



36 FEBRUARY 2021

EXHAUST ED A NEW LINE OF LEOVINCE HAS DEVELOP which comes in CRF1100L Africa Twin systems for the Honda and Titanium. Steel, Black Edition three finishes – Stainless ed AISI 304 is made of TIG-weld The stainless exhaust has been treated the black edition stainless steel, while ceramic-based black tant heat-resis to several coats of sleeve and version has an outer paint. The titanium All models TIG-welded titanium. bracket made from carbon , and feature a dual-flow . are ECE approved for UV resistance a matt clear coating fibre end-cap with models are €589 are €559, black stainless Stainless models €699. is and the titanium tion; 01706 212102; Moto GB Distribu il.com leovincegb@gma

AN ENTIRELY UPDATED RANGE for 2021 is the headline news from Bull-it jeans manufacturer Covec. The range now claims to have new technical recovery yarns which help the jeans retain their shape and give higher performance seam and tear strength. The new AA-rated material is completed with a water-repellent finish. For Skinny-fit aficionados there are the Zero, made with a single layer of four-way stretch denim, and the Bobber II, which has the same spec as the Zero but with the addition of stretch panels above the knees and on the back waist. Skinny fit jeans have hip and knee armour and come in waist sizes 28-38in and in short, regular and long leg lengths. The Slim fit range are a little more generously cut, and the Icon II, Arc and Onyx jeans use the new water repellent Tactical II denim’s stretch properties to provide better shaping and feel. They come with hip and knee armour in a choice of five different colours/washes and are available in waist sizes 28-40in in three leg lengths. The Icon II and Onyx designs are also available in Straight cut, joining the Titan and Trident II styles for those sturdy of calf.

.co.uk es@dealernews 422660 or adsal

37 FEBRUARY 2021



Send us the information we need, and we’ll put them in the mag and online. Remember, dealers need to be informed before consumers.

The Easy range adds a Cargo-style pant to the mix, the Ranger, which uses a heavyweight 14.5oz denim made sightly stiffer for a more hard-wearing feel and AAA-rated seam and tear strength. Still waterrepellent, they come in waist sizes 30-50in in three leg lengths. If those don’t appeal, then the Covert Evo is a more traditional jeans style that also has an AAA rating, with reinforced impact areas and CE level II armour fitted at the hips and knees. It comes in 28-40in waist in a slim fit or 32-44in waist in a straight cut, both in 30, 32 and 34in leg lengths. For the ladies there are the Fury V skinny-fit jeggings made from waterrepellent four-way stretch denim for an improved fit. They have knee armour only, and come in sizes 4-22 in 29, 31 and 33in leg lengths. Also for ladies are the Icona II, Elara and Eclipse jeans, available in both slim and straight cut styles, and the Horizon jeans in straight cut only. They all use Tactical II singlelayer stretch denim and come in a choice of colours and washes and have level-2 knee and hip armour as standard. Sizes are 4-22 in three lengths. Covec Limited; info@covec.co.uk

Fury V



We need trade relevant information about the item, retail pricing and up to date contact details. Plus good quality imagery. Send your information and images to: products@dealernews.co.uk or British Dealer News, 10 Daddon Court, Clovelly Road Ind Est, Bideford EX39 3FH


APRIL 2021

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APRIL 2021 57

On the Money

On the Money Market analysis with financial editor Roger Willis


hen US President “Sleepy” Joe Biden’s monumentally generous anti-pandemic economic booster package passed through Congress and into law, his popularity soared. Such was the scale of this largesse, ordinary Americans were suddenly awash with dosh as the equivalent of 1.36 trillion quid was doled out in useful portions to all and sundry. These included sweetener cheques worth a thousand quid each dropping on the doormats of virtually every US adult. They’d already trousered quite a lot in similar handouts from his presidential predecessor. Parallel phenomena in response to the Covid crisis have occurred in a host of developedworld nations, not least the UK. Since the first lockdown kicked in last year, Chancellor of the Exchequer Rishi Sunak has dispensed £54bn in furlough payments to around 4.7 million laid-off British workers, covering 80% of their erstwhile wages. He also facilitated £73bn in additional and distinctly soft lending to struggling UK businesses, through three government-guaranteed schemes. The European Central Bank is also splashing oodles of freshly-printed cash around the EU, to help maintain notional

employment of furloughed staff and prop up enterprises. Altogether, governments in the wealthier world have now apparently spent 5% of their combined GDP on furlough schemes, unemployment benefits and other forms of support or stimulus during the pandemic, according to The Economist magazine. As Lombard Odier Investment

money” has yet to make any impression on their wider economies. The Economist reckoned that households would have squirrelled away around £2.2 trillion in normal times without the pandemic. However, they actually hung onto

twice that amount. So an “excess savings” Covid bonus of about

A Covid bonus of about £2.2 trillion has been accrued and is lurking under collective mattresses Management head of equities Didier Rabattu wryly observed in a recent Financial Times commentary on Biden’s lavish bail-out and ECB activism: “There’s a wall of money coming, the like of which we haven’t seen since the second world war.” But, oddly, a recent analysis by The Economist of personal saving data – the difference between taxed income and consumer spending – across 21 rich countries over most of 2020, suggested much of this “wall of

International Share Prices USA – INFLATION FEARS ACCELERATE A fairly upbeat start to the week in New York didn’t last. Suspicions that a surfeit of stimulus intervention could cause US economic recovery to overheat, with inflation undermining asset valuations, grew steadily. Sell-off surges in both equities and bond markets became frequent and key indices turned negative. The blue-chip S&P 500 and Dow Jones Industrial Average finished with respective 0.8% and 0.5% losses. S&P’s MidCap 400 dropped by 1.2%. Harley-Davidson’s chance to bask in the glory of an impressive 10.7% gain during the previous week was brief. Punters began to cash in their chips as soon as Monday dawned, wiping 2.3% off its value. A further 2.9% retreat followed on Tuesday. Adverse sentiment flattened on Wednesday, delivering a 0.5% rise. But that failed to signal


APRIL 2021

a change of direction. Declines of 2.2% on Thursday and then 2.4% on Friday spoilt any hopes of a bullish rebound.

remained headline news, ensuring that the Modena-based electric superbike firm’s value rose.


Troubled by American inflationary concerns and the Bank of Japan breaking its promises to support equities, Japanese investors were deeply cautious and Tokyo’s Nikkei 225 index hardly got off the floor, rising by just 0.2%. But, apart from Suzuki, motorcycle makers were still viewed has a safe bet, their shares climbing for a third week.

Although Frankfurt’s Xetra Dax index struggled, adding just 0.8%, German automotives were a popular purchase, after a wad of strong full-year 2020 results revelations fluffed up by credible electrification forecasts. Leading this charge, Volkswagen got the most benefit. But BMW did well too. Profit contributions from their respective motorcycle subsidiaries had no bearing. Mired in resurgent pandemic restrictions, Milan’s Borsa Italiana MIB index also had difficulty getting its mojo running, and put on a mere 0.4%. However, US investment fund Ideanomics’ acquisition of a 20% stake in Energica for €11m


INDIA – MISERY IN MUMBAI A fresh wave of Covid-induced gloom across Mumbai’s Dalal Street financial district pushed the BSE Sensex 30 index 1.8% down. Share prices for major bike producers


Sell more Finance

£2.2 trillion has been accrued and is lurking under collective mattresses. This surplus lolly has built up, despite falling incomes for many, because repeated and extended lockdowns have spannered the ability to indulge in conspicuous consumption. The same limits apply to those who have worked throughout, frequently on a remote basis from home, and collected full salaries. Indeed, their net disposable earnings probably rose, thanks to avoiding the burden of selffunded commuting and urban subsistence costs. With pubs, restaurants and non-essential retailers forcibly shuttered for months by governmental edicts, excessive squandering on one’s social life or seductive big-ticket acquisitions became practically impossible for significant periods. After all, there’s only so much questionably desirable stuff you can buy from Amazon online. And in the UK, Sunak’s dysfunctional discount dinner-voucher wheeze last summer did more to promote a Covid resurgence than help the hospitality sector. The Economist’s conclusions about consumer behaviour once vaccination roll-out reduces lockdown restrictions and some sort of normality resumes were mixed. On the one hand, if people splurged their entire savings

bounty in urgent shopping and socialisation frenzies, it estimated rich-world GDP growth in 2021 could pass 10% – “a figure so heady it would put post-war recovery to shame”. The concomitant possibility of rampant inflation was also duly noted. On the other hand, of course, they might fear worse times to come, if taxation climbs painfully to pay off vast Treasury

in the pockets of our target market. Hopefully, we are about to witness a repeat performance in the coming months. Naturally, our sacred commercial duty is to satisfy latent demand and trouser the profits. Unfortunately, achieving that objective is dependent on the government’s retail and social reopening agenda sticking to schedule, unshuttering

Life is still going to be challenging for a while, even if efficacious vaccines completely fend off the new variants of Covid which continue to emerge borrowing, and simply keep those wallets closed. Leading US investment banks JPMorgan Chase and Goldman Sachs think otherwise, confidently predicting a consumption rebound, and I tend to agree. UK motorcycle trade experience last summer supports that thesis. When the inaugural lockdown eased, we revelled in a sales bonanza that saw bike registrations regain most of the lost ground versus 2019 numbers. Unspent money, abetted by the relaxed British attitude to taking advantage of consumer credit facilities, had been impatiently burning holes

A snapshot of share performance across key manufacturers and markets continued to deteriorate for a second week. The solitary exception was Royal Enfield parent Eicher, a repeat trend bucker, albeit by a limited margin.

CHINA – REINING IN RISK Wariness about excessive liquidity by control freaks at the People’s Bank of China led them to subdue equities investment for a second week, pushing main market indices lower again. Investors’ mood was worsened by a first Chinese government meeting with the new US administration ending acrimoniously. Shanghai’s all-share SSE Composite closed 1.4% down and the CSI 300 covering blue-chips across the Shanghai and Shenzhen bourses dropped by 2.7%. Most Chinese motorcycle manufacturers continued to shed value, with eight of the eleven biker listings extending losses.


motorcycle showrooms and rider training, and allowing mass spectator access to bike sport, etc. But the agenda is a moveable feast reliant on vax-factor science – vaccination delivering sufficient herd immunity to sideline Covid. Life is still going to be challenging for a while, even if efficacious vaccines completely fend off the new variants of Covid which continue to emerge. And passported proof of vaccination is inevitable. For example, in employment terms, the maxim will be no jab means no job. The same principle will apply for the right to travel and

cross borders. Many BDN readers know that I live on the Isle of Man, where the annual TT and Classic TT races are both dear to my heart and have played a historic role in ample professional remuneration. A comprehensive Manx vaccination programme should have granted immunity from infection to every man, woman and child on the Island by the end of this summer, and we will be ready to open to visitors again. Most Manxies look forward eagerly, in many cases avariciously, to a TT revival in 2022. But the prospect of 40,000 high-spending TT fans invading from the UK, various European countries and far beyond nevertheless makes us nervous. Any infection recurrence is irrelevant, because we’ll be immune. The problem is local healthcare provision stretching to not much more than a few sheds full of beds with a helipad attached. Perfectly adequate in ordinary circumstances, its capacity could easily be overwhelmed by a serious Covid outbreak among the big influx of foreigners. My dog Pikey, who was born in the Balkans, has a passport detailing his compulsory inoculations, microchip and castration. Putative TT guests will require something of that ilk too. 


Week Month


Week Month

USA (dollar) Harley-Davidson 35.25 Polaris Industries 135.38 Textron 55.31

-8.9% -2.0% -1.3% +11.1% +0.5% +8.9%

JAPAN (yen) Honda 3471.00 Yamaha 2740.00 Suzuki 4821.00 Kawasaki 2820.00

+7.8% +16.4% +2.8% +14.5% -1.6% -2.6% +3.5% +22.9%

China (yuan) Qianjiang 25.80 Zongshen 7.09 Sundiro 2.11 CETC Energy 12.56 Lifan 5.33 Loncin 3.35 Linhai 6.22 Guangzhou Auto 10.46 CFMoto 141.40 Xinri E-Vehicle 21.45

+3.2% +8% +1.1% +1.7% -3.2% -6.2% -2.6% -5.6% -4.1% -1.1% -0.6% +5% +2.6% +4.9% -3.9% -6.8% -8.6% -9.7% -1.1% -13.4%

China (HK dollar) Jianshe 4.71

-4.5% +12.7%

EUROPE (euro) BMW 83.16 +7.3% +16.2% Volkswagen 280.60 +21.3% +48.4% Pierer Mobility 67.00 +0.8% -2.9% Piaggio Group 3.20 +0.3% +2.6% Energica Motor 2.66 +3.5% +49.4% India (rupee) Hero MotoCorp Bajaj Auto TVS Motor Eicher Motors Mahindra

3119.15 3646.35 584.05 2663.25 850.10

-6.9% -7.9% -2.7% -8.9% -0.1% -3.7% +0.9% +3% -0.7% -3%

Share performance as of 19 March 2021

APRIL 2021 59

On the Money

Helping Motorcycle Dealers

New registrations

Registration data New motorcycle and scooter registrations for February 2021 2021 / 2020 Registrations by Style MOPEDS

Feb 2021

Moped Scooters

Feb 2020


Feb 2021

Feb 2020

Highest Registering Model by Style

% Change

Feb 2021 Registrations







Yadea C-Like YD 1200








Sur-Ron Light Bee









Year to Date

MOTORCYCLES Adventure Sport







Honda CRF 300L









Keeway Superlight









Honda CBF125M









Yamaha NMax 125

212 12








Kawasaki Ninja 1000SX








Multiple items








BMW R 1250 RT








Beta RR 2T 300


Touring Trail/Enduro Unspecified TOTAL MOTORCYCLES




















Yamaha Tricity 300









Atul Gemini Passenger
















2021 / 2020 Registrations by Capacity ENGINE BAND 0 - 50cc

Feb 2021

Year to Date

Feb 2020

% Change

Feb 2021

Feb 2020

Highest Registering Model by Style

% Change

Feb 2021 Registrations







Yadea C-Like YD 1200


51 - 125cc







Yamaha NMax 125


126 - 650cc







Honda CRF 300L


651 - 1000cc







Triumph Trident


over 1000cc







BMW R1250 RT









BRANDS CHART Top Ten Manufacturers February 2021

1. Honda ..........................................460 2. Yamaha .........................................368 3. Lexmoto .......................................236 4. Triumph ........................................139 5. KTM .............................................131 6. BMW ............................................123 7. Kawasaki.........................................99 8. Royal Enfield ...................................66 9. Piaggio............................................65 10= SYM ................................................63 10= Keeway ...........................................63

Alternative power registrations February 2021 Alternative power registrations data is also included in the overall market data shown in the tables above

2021 / 2020 Registrations by Power Band POWER BAND 1-4kW 4-11kW

APRIL 2021

Feb 2021

Feb 2020

% Change







































2021 / 2020 Registrations by Style Feb 2021

Feb 2020







Moped Others









% Change



tel 02476 408000; www.mcia.co.uk

Year to Date

Feb 2020

over 35kW

Adventure Sport

Registration statistics supplied by the MCIA;

Feb 2021

Moped Scooters

Feb 2021

Feb 2020











Commercial Tricycle



















MCIA REGISTRATIONS DATA ALWAYS LABELS February as weakest month of the year in normal circumstances. But normality is a distant prospect in what feels like an interminable Covid lockdown. BDN financial editor Roger Willis reports. Crunching basic numbers spectacularly weaker than usual, the total monthly volume of machines registered was 37.7% down to 2868. Motorcycles slumped by 46.3% to 1693 and scooters were 25.5% lower on 822. Some brighter notes were evident, albeit in minor leagues. Mopeds fell by a mere 0.9% – just three machines fewer – to 320. Within that, some 251 scooter-configured products were 7.7% up. Other styles dropped by 23.3% to 69. Small e-PTWS led both of these two moped categories. The former was headed by 40 examples of the evocatively monikered Yadea C-Like YD 1200 D-11, also more mercifully known as a Lexmoto E-Lex. Sur-Ron’s Light Bee dirtster took the latter accolade. The E-Lex was also most-registered steed in the 0-50cc sector which, confusingly, includes a host of additional machines with power bands actually calculated in kilowatts rather than just petrolhead mopeds featuring cubic centimetres. And this sector as a whole grew by 15.3% to 414. The 1-4kW fully electric slot with more cross-over content shone, stacking on 284% to 192. Trikes blossomed too, rising by 17.9% to a compact tally of 33. What other straws can we grasp? Total scooters were 19.7% down at 1087, a better result than January’s 22.8% shortfall. And the key up-to-125cc self-isolating commuter tally only lost 23.3% on 1668. That’s as good as it gets. 126cc-plus machines halved in volume, 50.7% down to 1200.

Rolling Year Comparison

But, to be frank, nothing has really changed since January. The same headwinds are in place. There are substantial inventory shortages across a broad spectrum of manufacturers, depriving customers of choice and encouraging purchase decision delays until this situation is resolved. The training hiatus, particularly at CBT entry level, is a bigger obstacle given the length of this lockdown period versus last November. And an ongoing sell-through of underogated and therefore preregistered Euro 4 products is still adversely distorting the statistics anyway. There may be a degree of click-and-collect fatigue setting in for both dealers and their customers, exaggerated by everything from stock acquisition difficulties to rubbish weather conditions. But it’s doubtful the trade is losing its core appetite for lucrative business. Inventory starvation is probably the major issue, and could roll forward to impact the traditional new-plate boost, kicking off the season properly in March, especially because dealers will be handling it from behind the unrelenting inconvenience of shuttered showroom doors. At least we have a putative re-opening date in sight on 12 April. February performance by leading brands pretty much illustrated which of them was suffering most, stock-wise. Honda was on top as ever. But its 59.1% decline worsened from 57.1% down in January. Yamaha went the other way, rising month-on-month from fourth to recover second place, improving sharply from 61.6% in arrears to a 37.7% loss. Its NMax 125 also overwhelmed regular Honda domination of the scooter chart. Budget Chinese brand Lexmoto dropped from

second to third, exchanging a 37% retreat in January for 44.5% down in February. Its bestselling LXR125SY also disappeared from view. As for the European triumvirate, Triumph improved from January’s 60.8% reversal to sinking by 46.7%. Some 25 examples of the new value-formoney Trident 660 middleweight took 651-1000cc engine band honours. But they were probably dealer demonstrators. KTM’s postion worsened from 35.4% to 58.1% losses. And BMW slid from 41.9% lower in fifth spot to a 45.1% retreat in sixth. Kawasaki held seventh ranking, slipping from a 33.2% reduction to 54% down. The tiers below were filled by small quantities of Royal Enfield, Keeway and SYM machines distributed by MotoGB, plus a handful of Piaggio products. Suzuki was entirely absent for a second month on the trot, as was Harley-Davidson. For the year to date, overall registrations fell by 37.7% to 6702. Motorcycles lost 45.4% on 4116. Scooters were 24.4% lower at 1837 and mopeds dropped by 6.9% to 671. Despite its Ninja 1000SX topping the sport/tour sector, Kawasaki’s monthly total sales of just 99 units was the jointlowest for the brand in 13 years



Scooter Market Performance The percentage of the overall market made up of scooters


latest ePTW products. s anticipated, the Powered Two “In the notable categories: Adventure Wheeler (PTW) market saw a Sport was down 34%, Naked down downturn in February as current 52.3% and Enduro down 17.3%, with restrictions continue to affect sales and new riders’ training remains on hold”, said motorcycles in general declining by 40.9%. Honda held on to the top spot, Paddy O’Connell, head of the National registering exactly 25% more PTWs than Motorcycle Dealers Association (NMDA). second-placed Yamaha.” “The MCIA’s latest registration figures O’Connell added: showed sales of “Despite the February PTWs declined by We expect all the figures, NMDA 37.7% in February members are still YoY, with 2868 units. pent-up demand keeping a positive Only two segments to be released, outlook for 2021. saw an improvement attracting different With the warmer from last year: weather 0-50cc (up 15.3%) age demographics spring approaching, most and electric-powered dealers are looking machines. and new riders forward to a robust “February saw April when they are finally allowed to two and a half times more sales of ePTWs reopen and able to welcome back their than the same month last year, jumping customers. from 98 to 245 units (+150%). With “As we expect all the pent-up demand Compulsory Basic Training still on hold, to be released, attracting different age these bikes are likely being registered by demographics, and new riders will existing riders as an alternative. continue to feature strongly in NMDA’s “The Sur-Ron Light Bee battery enduro activities on behalf of our members.” bike, which managed 30 registrations on its own, shows that there are a number of ‘new to market’ manufacturers who are actively recruiting dealers to retail their NATIONAL MOTORCYCLE DEALERS ASSOCIATION

APRIL 2021 61

New registrations


Used bike data

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Used bike data

Top thirty fastest selling bikes Average days advertised before sale

11. KTM 1290 Super Adventure ___ 24 12. Suzuki GSXR125 ____________ 24 13. Triumph Tiger 1200 _________ 27 14. Honda PCX125 _____________ 27 15. Honda CBF125 _____________ 27 16. KTM 125 Duke _____________ 28 17. Suzuki Bandit 1200__________ 28 18. Honda CB125 ______________ 28 19. Yamaha Tracer 900 GT _______ 28 20. Yamaha XJR1300 __________29.5

1. KTM EXC __________________ 7 2. Lexmoto LXR125 ____________ 8 3. Honda Vision ______________ 10 4. Yamaha NMAX _____________ 14 5. Honda Monkey _____________ 17 6. Honda SH125 ______________ 18 7. BMW R1250GS ____________ 19 8. Yamaha YS125 _____________ 20 9. KTM 390 Duke _____________ 21 10. Honda SH300 ______________ 23


n this edition, Auto Trader looks at the fastest-selling used bikes for 2021 up to 14 March, measured by the number of days the bike was advertised for. For the year to date, the average time a used bike was listed on Auto Trader before it sold was 53 days. However, many popular models sell far quicker. Not for the first time, the list of the fastest-selling bikes is headed up by the KTM EXC, selling in seven days on average. And scooters and 125s are as popular as ever, taking up five of the top six spots. Bigger capacity machinery still has its devotees though. Over-1000cc Adventure bikes are proving to be very popular this year, with four making the list, and it

21. Yamaha MT-125 ____________ 31 22. Honda CB125R _____________ 32 23. Honda CB600F Hornet _______ 34 24. Yamaha YBR125 ____________ 34 25. Harley-Davidson Sportster____34.5 26. Yamaha FZ1 _______________ 35 27. Suzuki GSX-S750 ___________ 35 28. Honda NSS125A Forza _______ 35 29. Kawasaki Versys 1000 ________ 35 30. Kawasaki Z900 ____________36.5

already some great examples out there. will be interesting to see how the HarleyDealers can use simple self-serve features Davidson Pan America performs in this in Portal to create a customised store filled sector against other, more established, brands when used examples start to become with rich media and valuable content. The pages will be visible across Auto Trader available. when people click on dealers’ brand name This month we launched Retailer Stores, and reviews, as well as search engines a dedicated brand destination on Auto such as Google. Trader, helping to influence how buyers If you are a customer and perceive your haven’t configured yours, log brand and into Portal as soon as you business. can and do so through the Retailer Stores Account menu. come as part of dealers’ advertising PAUL EDMONDSON KTM’s EXC range is AT’s package Product lead, Auto Trader Bikes fastest selling used bike and there are

CAUTIOUS OPTIMISM IN CHALLENGING TIMES Recent feedback suggests that retail activity was challenging in February, as the UK continued to endure Lockdown-3. Despite the challenges though, some dealers reported strong enquiry levels. Following 12 April, when dealers and test centres can reopen in England, opinions are mixed as to the level of demand the industry can expect, with much depending on the economic picture. There is some concern that a backlog of tests and longer waiting lists could discourage new riders. The market typically accelerates in March, so it will be another late start to the season. However, cautious optimism remains among dealers that momentum could surge due to pent up demand when lockdown ends. There could be more impulse motorcycle purchasing this year, with some consumers benefiting from having extra disposable income due to spending less throughout lockdown. Potential stock shortages in the new motorcycle market could also boost demand for used

Motorcycle Auctions 62 APRIL 2021

machines, so despite uncertainty and challenges ahead, 2021 could still be a positive year.

TOP SELLING MODELS As in recent months, demand remains consistent across the board, with Honda Africa Twins buoyant, Yamaha MT-10s and Tracer 900s in strong demand and the Suzuki GSX-R750 popular. Mopeds and scooters have seen less demand recently for commuting but remain a popular choice among food delivery companies.

Cautious optimism remains among dealers that momentum could surge STOCK Stock availability continues to be a challenge with fewer part exchanges and fewer trade-to-trade

transactions. Although some dealers are satisfied with stock levels, the majority are understocked and are looking to purchase. Auction activity remains fairly strong with residuals holding firm.

SALES ACTIVITY Following a cold start to February with snow for some, the rest of the month was mild and fairly dry. At the time of writing, March’s weather has been benign, with fair riding conditions. Considering used stock availability is still difficult and dealers want healthy levels in preparation for 12 April, values have been increased across the board in Glass’s April edition, except where trade feedback or evidence from the market place indicated models required specific adjustments.

Paul McDonald Leisure vehicle editor, Glass’s

To enter a bike or open a buying account please call 01530 833535 Every 3rd Thursday of every month @ 11.00am www.britishdealernews.co.uk fleetauctiongroup.com





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