British Dealer News August / September 2020

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 • Aug/Sept 2020

PEUGEOT BACK IN THE GAME New and exclusive UK distributor appointed. Full report page 23

+PLUS+ BDN is back in style Venhill grows out of lockdown Furlough cliff edge Bradbury Hunter goes Hoco Queen’s awards for two manufacturers Dealers’ views in Trade Talk Top 50 PTW brands listed MCIA and DfT data on registrations

Aug / Sept 2020

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Contents the news 4 6 10 16 20 22 24 26 27 28 29 30 32 36

State of the biker nation Registrations rollercoaster Trade Talk: national dealer feedback On the Move: new signings Bradbury Hunter goes Hoco CMC closes Manchester store Online push worries dealers Weise up to the new AA levels MV puts on the style in Brum Queen’s Awards for two manufacturers Zero expands dealer network New FCA dealer rules International news: the quarter of slaughter Off-road news: Fantic’s race face

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4

32

26 22 the business

the knowledge

42

56 DFT STATISTICS Full 2019 sales breakdown 58 USED BIKE DATA From Auto Trader Bikes and Glass’s Guide

60 INTERNATIONAL SHARE PRICES A snapshot of global performance 62 NEW REGISTRATIONS DATA MCIA statistics, NMDA and BDN report

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42 THE BUSINESS ESSENTIALS The furlough cliff edge 44 MARKETING MATTERS Reputation: years in the making, minutes in the taking 46 PRODUCTS Retail profit opportunities

40 MCIA Derogation, Brexit and freedom

59 ON THE MONEY Roger Willis on Harley-Davidson

38 REACTION Business is good, a solution for hill shepherds

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AUGUST/SEPTEMBER 2020 3

Business news

M

BDN Financial Editor Roger Willis

ore than halfway through a year like no other, we now have a surprising degree of market resurgence, capped by an energetic registrations bounce in July.

BDN financial editor Roger Willis reports.

BDN predicted way back at the beginning of April, as COVID-19 infection accelerated, that consumer reaction to the disease could offer a tremendous opportunity. And this has proved to be true. The subsequent MCIAled #UnlockYourFreedom campaign drew widespread industry support, hitting home with a self-isolating individual mobility message.

Sales of small motorcycles and scooters have since gone ballistic. For the first time in decades, powered two-wheelers are once again perceived as an attractive and affordable primary transport solution.

The key beneficiary so far has been Chinese brand Lexmoto, dominating the budget up-to125cc segment. In the seven months to July, it has risen to become third-largest player in the UK, with registrations 23.1% up to 4668.

Market leader Honda may have shifted a lot more machines – 10,216 – but was still 25.5% down. Yamaha in second place slipped by only 9% on 6419 registrations.

However, that data was skewed by particularly weak sales in the

Sales have gone ballistic. PTWs are once again an attractive and affordable transport solution equivalent period last year. Behind Lexmoto’s success, Triumph was 19.7% lower at 4498, then BMW Motorrad sank by 22.1% to 4383 and Kawasaki by 22.1% to 3810.

The last three are, of course, primarily dependent on larger-capacity sales, firmly entrenched in 126ccplus territory. Big bikes have indeed recovered to a fair extent, especially in July. Credit goes to a mixture of previously unrequited demand and

The MCIA took swift advantage of the government’s advice to avoid public transport by producing a series of adverts pointing out the social distancing benefits of two-wheeled transport

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generous retail price adjustment – distress discounts in one guise or another. These may be unsustainable going forward. A temporary saving grace could come from impending Euro 5 imposition, through bargain disposal of underogated Euro-4 stock. Nevertheless, one month’s sunshine doesn’t make a summer.

The chasm is wide. Up-to-125cc registrations have already effectively reached 2019’s level, 23,953 units, just 0.9% or 220 machines in arrears. And there’s no reason to believe ride-to-work growth will cease in current circumstances. On the other hand, 126cc-plus stuff stands at 24.1% down on 34,323, almost 11,000 adrift.

A harbinger worth noting is Royal Enfield’s Interceptor 650 twin, Britain’s best-selling motorcycle in June and a regular feature topping 126-650cc registrations for five of the seven months in question. This competent classic/ retro proposition is stealing market share in spades from Triumph, because it costs less than half as much as the median Bonneville ticket.

Price sensitivity is steadily overwhelming any surfeit of electronic bells and whistles.

As we move towards autumn, such pressure will only get worse. Job losses have been increasing since April. Government income support for 9.6 million furloughed workers is due to taper off soon. When it does, significant numbers of them are likely to be made redundant by their financially stressed employers. With the potential prospect of three or four million people on the dole and a deepening recession, fear of poverty will replace fear of catching coronavirus.

Consumption patterns are set to change for our industry. Currently high-end brands will bear the brunt unless they reduce luxury model specifications and excessive prices.

The show will go on, though. Remember, historically, the motorcycle trade prospers during economic downturns. This time, we’ve also got an advantage, an expanding wave of solitary commuting recruits. Many of them will be bitten by the biker bug and turn into repeat customers of the future.

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State of the biker nation

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Registrations rollercoaster

Motorcycle sales have experienced a rollercoaster ride since the Covid lockdown was imposed at the end of March. BDN financial editor Roger Willis crunches the numbers.

REGISTRATIONS BONANZA AS SALES BOUNCE BACK

Latent demand for bigger bikes united with an already surging appetite for small-capacity machines to give the trade a July summer treat.

Total monthly registrations soared by 41.9% to 14,070.

Motorcycles were 37% up at 10,214. Over-50cc scooters stacked on 62.8% to 2879. Mopeds rose by 38.1% to 852 and even trikes reached a three-digit tally, 64.5% up to 125.

Most welcome news was the revival for larger-capacity bikes. The 651-1000cc sector swung from a 9.3% decline in June to 15.3% up in July. And over-1000cc kit, which was 1.6% down in June, has risen by a stupendous 38.8% during the past month. In the 126-650cc arena, June’s improvement of 11% has translated into a boost of 38.5% this time around.

However, all three of the above segments were still substantially behind on a year-todate basis. At the end of July, shortfalls were 20.8% for 126-650cc, 26.3% for 651-1000cc and 24.9% for over-1000cc.

The really hot story remained extraordinary progress by up-to-125cc products, as selfisolating solutions for commuters increasingly eager to avoid risky mass transit on trams, trains and buses. In terms of sheer volume, 51-125cc scooters and motorcycles dominated July’s statistics, climbing by 62.5% to 5371 machines.

And YTD, this game changer was now just 1.1% under the position in pre-coronavirus 2019 – which obviously didn’t suffer from two months of gestural sales when dealers were locked down. By the end of August, 51125cc stuff should be boasting annualised growth.

Over50cc scooters are in the same YTD league, running

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just 1.7% down at the moment. And mopeds, currently trailing by 5%, could play catch-up too.

So which top-ten brands benefited the most, year-on-year against July 2019? Certainly not Harley-Davidson, suffering the ignominy of a 6.9% retreat, the solitary loser in eighth spot.

Honda led the field, adding 34.2%, the topregistered PCX125 scooter claiming about onefifth its total.

Yamaha, running an aggressive incentivised dealer test-ride promotion, made the biggest proportional advance of 77.4% in second

The self-isolation appeal of scooters and generally smaller or budget-priced motorcycles for commuting delivered a welcome boost place. Chinese flag carrier Lexmoto underlined ownership of the final podium step, 76.2% up. BMW Motorrad and Kawasaki completed the top-five group, respectively on 42.1% and 21.3% gains.

Triumph, known to be struggling with key stock availability, came sixth with a more modest 15.6% increase. KTM followed, rising by 28.1%. Suzuki in ninth put on a useful 37.9%, albeit from a very low base. Piaggio, lacking year-on-year comparison, crept into tenth.

For the market overall, YTD numbers amounted to 58,276, now only adrift by 16%.

But although scooters and mopeds were in sight of full recovery, motorcycles languished 20.2% down at 42,513.

JUNE SAW THE START OF THE SALES REVIVAL

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There is no doubt that the self-isolation appeal of scooters and generally smaller or budgetpriced motorcycles for commuting delivered a welcome boost, as dealers as got back into full swing during June.

According to MCIA data for the month, total registrations improved by 14.8% to 13,361. MAY REGISTRATIONS DOWN BUT NOT OUT Scooters stacked on a splendid 46.6% to 2625 After April’s horrendous negativity, we expected and mopeds were 38.8% up to 730. Even trikes something similar during the second month 

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The Honda PCX125 proved a popular choice of steed for the back-to-work brigade

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AUGUST/SEPTEMBER 2020

managed to climb into three figures, rising by 40.5% to 111. Some 9895 motorcycles represented a 7% increase.

Capacity classes underlined this healthconscious and economical ride-to-work story.

The 51-125cc sector grew by 46.6% to 4881 and 126-650cc machines gained 11% to 2547.

However, larger products struggled for a similar degree of traction. The 651-1000cc band fell by 9.3% to 2646 and over-1000cc bikes were 1.6% lower at 2469.

Best-sellers in various style definitions and engine bands highlighted the same message.

Honda’s PCX125 led both the scooter and eighth-litre slots, 51.9% up. Cheap Chinese 125cc contenders starred in the Custom and Supersport categories. Respectively, the Keeway Superlight added an impressive 113.6% and Lexmoto’s LXR125 put on 51.9%.

Keenly-priced bigger bikes did well too. Royal Enfield’s Interceptor 650 took both Naked and 126-650cc laurels, with volume rising by 54.3%.

The Kawasaki Z1000SX topped Sport/Tour, surging by 71.6%. And the Triumph Tiger 900 emerged heading up 651-1000cc stuff, based on incentivised desirability.

Being fair to BMW, its 1250GS Adventure fronted an otherwise muted premium-price charge in the over-1000cc firmament and Adventure Sport style category, posting a useful 24.5% volume hike. BMW’s R1250RT put on 19.4% to claim the Touring trophy as well.

Brand rankings concealed understandable seduction by price, whether through budget listing in the first place or rampant discount deals to kickstart the market again. Honda ran away with it as usual but volume was 6.4% down to 1992. Distant runner-up Yamaha on 1295 flaunted a 15.7% hike. Triumph completed the podium, plating only 13 fewer bikes on 1282 while sliding slightly by 3.2%.

Then we reach the stellar performance of Lexmoto in fourth, with 1224 machines plated – an amazing 97.7% advance on June last year.

BMW completed the top five, albeit retreating by 10.2% to 1036.

KTM’s remarkably fluid pricing policy earned sixth spot, 32.4% up to 842. Kawasaki held station on seventh, a negligible 0.3% down equating to just two bikes at 728. Suzuki did better in eighth, improving by 22.1% to 663.

Royal Enfield followed on 393, more than half of which were its Interceptor 650 headline act.

Ducati finished tenth, losing 17.5% to 392 but probably trousering at least three times the turnover of India’s finest. Harley-Davidson, backstop on last June’s equivalent chart, was nowhere to be seen.

And now for the bad news. For the six months of 2020 to date, registrations have fallen by 25.7% to 44,206. Motorcycles are 29.5% in arrears at 32,299. Scooters are 12.6% lower on 9102. Mopeds have dropped by 14.2% to 2461. And trikes have lost 8.8% on 344.

There’s a lot of catching-up to do, given stock availability is a looming shadow...

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of compulsory showroom lockdowns. But many dealers clearly decided to spend less time on the golf course and dedicate more effort to drumming up some business.

Despite those officially shuttered dealerships, total registrations only halved, 50.4% down to 5394 units. Scooters and mopeds did much better, both falling by a relatively modest 23.7%, with respective tallies of 1483 and 371.

Motorcycles sank by 58.4% to 3482, though.

Disregarding tiny quantities of mopeds, best news was to be found in the 51-125cc sector, just 26.6% in arrears at 2403. Considering the difficulties of finding a supplier, this suggested demand for a self-isolating commuter solution as an alternative to diseaseriddled public transport had begun to grow.

Chinese flag carrier Lexmoto, a specialist in cheap commuter solutions, was undoubtedly heroic trend-bucking brand of the month – actually increasing its year-on-year monthly registrations by 6.4%. Lexmoto finished in third spot on the top-ten brand rankings chart, behind perennial leader Honda and runner-up Yamaha. They suffered respective 59.8% and 42.4% losses. However, it’s worth noting slightly more than half of Yamaha’s entire sales were NMax 125cc scooters.

A list of varying declines followed. Whether these reflected dealers’ propensity for golf or gardening versus work ethic is open for debate.

Triumph in fourth place plunged by 63.9% and KTM completed the top five on a 44.2% reversal. In sixth, Kawasaki sank by 59.9%.

BMW Motorrad apparently had the highest golfer quotient and took the hardest knock in seventh place, a 67.1% dive. Suzuki in eighth wasn’t far behind, losing 64%.

Royal Enfield and Piaggio crept into the final slots. Comparisons were unavailable, because they had usurped Harley-Davidson and Ducati from last year’s beauty parade. All the same, the former is due an honourable mention because its Interceptor claimed May’s best-selling bigger bike title – beating both the BMW 1250GS Adventure and KTM 790 Duke. And the latter stepped up thanks to status as a vendor of now increasingly popular commuting devices.

For the year to date, total registrations have fallen by 35.5% to 30,845. Motorcycles were 38.7% lower at 22,404. Scooters dropped by 24.9% to 6477 and mopeds by 26.1% to 1731.

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RUINOUS REGISTRATIONS IN APRIL The worst month for UK dealers in living memory, with showrooms shuttered by government edict throughout April and most sales staff furloughed, a dramatic coronavirus-related collapse in registrations was inevitable.

According to MCIA data, total numbers plunged by 83.5% to just 1623 units.

Motorcycles were 87.2% down to 950. Scooters

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Lexmoto’s LXR125SE was top dog in April’s decimated motorcycle market, representing one in four sales in the Supersport sector

fell by 69.2% to 517. Mopeds lost 76.7% at 142 and trikes sank by 82.7%.

Motorcycle market leadership was owned

by Lexmoto’s Chinese-made LXR125SE, which also dominated the Supersport style category with a 25.6% market share. But laurels for outright highest-registered machine belonged to the Yamaha NMax 125 scooter.

Large-capacity bikes took the brunt of decline, as 651-1000cc and over-1000cc engine bands dived respectively by 91.7% and 91.5%. Among normally higher-volume style slots, Adventure Sport took the most severe punishment, 93.3% down.

Top-ten chart positions were equally sobering. Honda maintained its traditional

Showrooms were shuttered by government edict throughout April, and most sales staff furloughed hegemony among leading brands but retreated in volume terms by 81.4%. Chinese flag carrier Lexmoto achieved the best performance as runner-up, though, posting a comparatively modest 68.4% fall. Yamaha in third was 83.9% in arrears. Kawasaki in fourth spot was slightly worse off, 85.2% lower. KTM completed the top five, losing 84.3%.

Piaggio led the also-rans in sixth, without any comparison available because it didn’t qualify for top-ten status in April last year. Triumph followed with a 90.7% loss. Eighth-placed Suzuki dropped by 87.3%. BMW Motorrad, relegated all the way down to ninth, took the hardest hit of the lot, its volume slashed by 95.1% to a mere 40 bikes plated. A second Chinese contender, Sinnis crept into tenth.

Ducati, which usually features in springtime charts, along with Harley-Davidson, failed to put in an appearance. So both of them registered fewer than 30 machines.

In the four increasingly disease-riddled months of 2020 to date, overall registrations were 31.1% down to 25,451. Motorcycles fell by 32.9% to 18,922, scooters by 25.3% to 4994 and mopeds by 26.8% to 1360.

MARCH REGISTRATIONS ATTRITION As anticipated, the worsening COVID-19 crisis and associated lockdown on dealer networks hammered registrations in March.

But the impact was ameliorated to a considerable extent by early deliveries of pre-ordered machines wearing the new plate.

MCIA data for the month showed a 21.6% reduction to total of 13,075 units. Motorcycles were 23.6% down to 10,436. Scooters fell by 14.2% to 2048. Mopeds were 8.1% lower at 497 and trikes slid by 2.1% to 94.

Every style category and meaningful capacity class retreated. Among the latter, over-1000cc bikes took the hardest hit, diving by 26.4% to 3234. The 126-650cc range was 25.3% down to 2813 and 51-125cc stuff dropped by 23.5% to 2920. The 651-1000cc slot did best, losing “only” 14.6% to 3524.

The pain for individual brands, compared with their performance in March last year, was unevenly spread. As usual, Honda headed the top-ten chart. However, it also took the most severe punishment, with numbers plummeting by 34.4%. BMW Motorrad as runner-up may well have scooped the Touring, Supersport and Adventure style categories. But in the latter, its best-selling R1250GS gained the accolade with just 272 units – 53.3% fewer than it shifted to claim the same gong 12 months earlier. And the brand’s overall tally was 34.1% down.

Yamaha in third place fell by 19.4%. Kawasaki and Triumph, respectively completing the top five, were in arrears by 11.4% and 9.5% – granting Britain’s flag-carrier the dubious accolade of least-afflicted chart participant.

KTM in sixth also got off relatively well, losing 11.3%. Suzuki, on the other hand, plunged by 32.8% in seventh. Lexmoto followed, breaking its recent string of chart gains with a 15.8% retreat. Harley-Davidson in ninth was another major loser, on a 30% decline. Tail-ender Ducati copped a 22% loss.

For the year to date, registrations were 12.2% down on 23,828. But real agony started to feature in April’s statistics, given that every dealership in the UK was supposed to have bolted its showroom doors. ■

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WHO IS FEATHERS? LIFE LONG BIKING ENTHUSIAST JOHN FEATHERSTONE (known as Feathers to his many friends in the trade) joined Suzuki GB in 1972 as a sales representative in the North then joining Vespa in the eighties and later Aprilia.

Although “retired”, John retains a keen interest in the industry and keeps his ears close to the ground to compile this quarterly sampling of what the UK’s dealers are really thinking.

You can contact him on 07541 998290 or john.featherstone1@hotmail.com

12 The trade has seen a roller coaster ride over the last eight months as never experienced before. Trade veteran John Featherstone asks dealers how they have been meeting the challenges of lockdown.

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In what are extreme and uniquely difficult times its been encouraging to hear reports of growing retained profit on new and used sales to date. And – surprise, surprise – a reduction in advertised discounting. Dealers with initiative and opportunity, and a rider community thinking ahead, took their own decisions from day one of lockdown. Others who were unable to capitalise fully from March caught up later on sales. Fifteen dealers from around the UK have plenty to say, voicing concerns for Euro 5 and ongoing supply in coming months.

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John Featherstone

Wales and Ireland In South Wales, JT MOTORCYCLES of Swansea is a Suzuki and Yamaha dealer, where director Ken Greenhouse sums up the current sales situation: “We are enjoying a euphoric wave of enthusiasm in the main, with two very distinct attitudes coming through from customers. The first is from those who want to live and enjoy everything that two wheels can give. The other more restrained response is from those, perhaps with an uncertain job future, who need personal transport.

Kyla Britz (left) and Ken Greenhouse

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JT Motorcycles Swansea, Wales

“Of course sales have been good for us on new and used. But we’re finding now

10 AUGUST/SEPTEMBER 2020 LATEST NEWS DIRECT TO YOUR INBOX FOR FREE!

that new stock availability is low. And more important we need to know the situation with Euro 5 supply, to plan ahead. We are more than happy with the help given by both Yamaha and Suzuki in all aspects of supply and promotion. They have both been as good as gold. Jonathan Martin, especially, is a credit to Suzuki and the sales effort it makes.

PHILLIP MCCALLEN MOTORCYCLES is a Kawasaki, Triumph and KTM dealership based at Lisburn in Northern Ireland and the multiple TT-winning proprietor needs

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EARNSHAWS TWO WHEEL CENTRE in Huddersfield, West Yorkshire, had long associations with a variety of leading motorcycle brands for decades. But that is now history, according to Jason Lodge – whose family took over the business in the late 1970s.

Jason Lodge

and staffing is no longer viable as a business function, so we have adapted to a new online world of order and supply.

“In recent months, we have been fortunate and stayed open as a key-worker centre but always we remain cautious, if not suspicious, of regulatory decision-making.

Some dealers might think it easy to switch into cycling as a future personal transport and leisure business, but I can tell you it’s not. Many customers have a very different mindset to the traditional motorcyclist.”

RIDE MOTORBIKES in Steeton, West Yorkshire, is owned by Pete McDonald who started the business. He initially tried selling Moto GB brands, but now concentrates on quality used motorcycles in the mid-range capacity.

Pete McDonald

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Earnshaws Two Wheel Centre Huddersfield, West Yorkshire

“We have a different outlook now and have concentrated on our cycling activity for nine years, said Lodge.

“We felt we have been ripped off by motorcycle manufacturers and not least the government for years. We were not in control and had to decide our future and get out of a restrictive, margin-reducing structure. Our last major franchise with Kawasaki found us in a discounting scenario. The used motorcycle showroom has been good for us, but we only concentrate on workshop repairs for our customers. Spare parts stocking investment

no introduction. He had some interesting thoughts on current sales and the public perception and attitude to the motorcycle industry when he spoke to Trade Talk.

“We are busy but is it going to last?” asked McCallen. “Customers have still got the enthusiasm to want to ride, but we have had a spate of minor and some serious motorcycle accidents in the last few weeks.

If ever there was a time to run the Think Bike campaign again, it’s now.

“We have a relatively low population in Northern Ireland – 1.9 million is

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all keep cheerful and enjoy it.”

TEASDALE MOTORCYCLES in Thirsk, North Yorkshire, is owned by Andy Walker and has KTM, Aprilia and Moto Guzzi franchises. Walker has some very definite views on the industry today.

“Biggest enemy is a bike manufacturer demanding what should happen,” he opined. “We kept open all through lockdown and adapted to what we have always done, looking after our customers. If a brand supplier has a sales promotion, we will support it, but won’t offer any further discount to get the sale. This might be an old-fashioned way of thinking, but how can we look after customers in the future if we give away our profit?

“Selling out of area must be examined and I don’t understand how dealers or suppliers can justify it. Business is good, but we work hard for what we achieve.

Aprilia is our best-profit franchise and we have had ongoing success now with KTM and with Moto Guzzi for years. It’s hard work building good customer retention in my area, but I remain very positive for the future.”

Andy Walker

Ride Motorbikes Steeton, West Yorkshire

“2019 was a good year for us but we decided to close the shop for two months and concentrate on online sales, which has been rewarding,” said McDonald. “I have put a lot of time into sourcing higher-value machines with fewer sold than before, but with higher retained margins. I’ve decided to close now on Sundays, but I’m always ready for changes to adapt to and most of

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Phillip McCallen Motorcycles Lisburn, Northern Ireland

the estimate for 2020 – and have had a wonderful recognition and acceptance for motorcycle sport, commuting and leisure

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Teasdale Motorcycles Thirsk, North Yorkshire

use over the years by the whole community.

Bike awareness and respect for other users had been excellent. Now sales volumes have declined and other road user’s awareness for bikers is not as good, with an increase of accidents particularly at road junctions.

“We are keeping our manufacturer promotions going and on open days we have the Triumph Trekker e-bike as an example for the older rider to consider. Business is encouraging, especially for commuting and shorter leisure riding, and our demo days have gone well.”

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MINI MORINI WOOS YOUNGER RIDERS

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TIPPETTS ANNOUNCES FRANCHISE-FREE FUTURE

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HONDA STUDIES THE SCIENCE OF SALES

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Key business information for the UK motorcycle and scooter industry • February 2020

STARS LIGHT UP GLITZY LAUNCH

Guests were blown away by a host of celebrities at the charity opening of a new Yamaha franchise p16 February 2020

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London and South East In London, Bruce Gallieni at BMG SCOOTERS says he is quietly confident and looks for a second wave of sales to continue well into September – if stock is available. But he does have some issues worth addressing.

Bruce Milani Gallieni

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BMG Scooters London

“The situation on our presence as a fully regulated safe transport solution for London has not been recognised, by either the DfT or Transport for London.

I am fully supportive of the efforts made by the NMDA, but we really need the MCIA to make a far stronger case, as commuters are making it clear that public transport is just not an acceptable option at present. My other concern is whether the manufacturers have been caught out on supply. I’m hearing that Piaggio is talking November on some scooter deliveries. Piaggio staff still took their August holidays though, bless them.”

BACON MOTORCYCLES with Kawasaki, Sym, Kymco and Royal Enfield franchises is in Ilford, Essex. And it’s “absolutely bouncing” with sales, according to family

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Bacon Motorcycles Ilford, Essex

team member Nick Coxon. “We have done well with the Kawasaki 125 range upwards but cannot get enough of them to satisfy demand. Many of them are going to older riders for commuter transport. If there was a downside, it’s insurance for this area that makes it difficult to sell to younger riders on mid-range bikes. The upside is the growing rejection of public transport. So if we cost in the whole package as an alternative, it’s still cheaper to buy a scooter or bike for daily commuting.”

Eastern Counties

Our teams during the past four months have been totally flexible and enthusiastic to get back to normal.

It is quite humbling to know how hard they have all worked

Norwich-based Premier Yamaha dealer TINKLERS MOTORCYCLES is familyrun. And Grant Newstead is the third generation of that family. “We have had a few tough months,” he admitted. “My father Adam, who contributed so much to the business, passed away recently. But we are keeping positive for the future and making the best of opportunity. We’ve had fast-recovering sales like many other dealers from June. We’re making the most of online technology and by mid-August had increased from our 2019 YTD total on new bikes. Shop footfall and browsing are naturally reduced. And we’re down a little on used bike sales with lack of availability.

Yamaha has a very good finance campaign at present so, as always, it’s up to us to keep upbeat and optimistic.”

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Tinklers Motorcycles Norwich, Norfolk

HARLEY-DAVIDSON showrooms in the South and East are the responsibility of Garry Knowles, who is regional manager for Lind Group. His association with the brand started years ago, when he

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Garry Knowles, Lind Group

9 was the first bike customer at the opening of the Newmarket Harley branch and in his words, became a “poacher turned gamekeeper”. Knowles has a very upbeat market outlook and identifies that special Harley brand culture that defines staff and customer alike.

“We closed our doors on the 23 March for lockdown, but we didn’t close our phone lines, emails or online chat,” he explained. “This was absolutely key for us, along with our service staff, to get back on site in May. Our teams during the past four months have been totally flexible and enthusiastic to get back to normal. It is quite humbling to know how hard they have all worked and I’m grateful for all the effort and support they have given myself and Lind Group.

Lind Harley-Davidson Newmarket

“We kept in touch with our customers during lockdown with regular emailing and social media content from virtual bike shows to update videos. As soon as we were able to open our doors again it was manic – good sales in May and our best June and July on record.

“So what does the future hold? I have been through a couple of recessions and reckon the biggest challenge will be customer confidence. We will continue to make sure our marketing opportunities are grabbed with both hands and promote ride-to-work, as many will never consider public transport. We’ll also maximise MOT opportunities and continue to create an all-important welcoming environment that customers can interact with. The future is ours, it’s fight or flight.”

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Business news

Midlands DERBY KAWASAKI sales manager Jack Copson has certainly retained his brand and industry enthusiasm: “The sales resurgence has been fantastic. We have caught up with last year’s to-date bike sales now in August, even though we had to close for ten weeks. The parts and accessory supply chain had problems and can be testing, but it’s given us the opportunity to focus and improve. We have sold out of Ninja 125 models, which is no surprise. And a major concern is future availability for many range models which could be scarce. All we can do is react to the best of our ability. Kawasaki has 10 Derby Kawasaki supported us very well.”

Derby

Scotland and Cumbria MHB MOTORCYCLES in Kirkby Martin Bell Stephen, Cumbria, is owned

by Martin Bell. He started the business in 2012. A farmer’s son and agricultural engineer, Bell spent 19 years with the British Antarctic Survey in Cambridge and then a spell at the Halley Research Station in Antarctica as a vehicle repairer. He now concentrates on off-road sales and repairs. MHB sells AJP bikes and is the spares stockist for the UK. 11 MHB Motorcycles He also sells Fantic machinery and Kirkby Stephen, Cumbria ATV’s from TGB. Bell expressed a slightly circumspect view: “I see a different future for the two-wheel trade for some, as COVID-19 restrictions tail off. But the green-lane and off-road aspect – and the freedom it provides – will more than ever be a desirable and welcome leisure activity.”

Craig Shirlaw is eponymous supremo of Aberdeen’s SHIRLAWS MOTORCYCLES, a Triumph, Kawasaki and Suzuki dealership. He has seen plenty of changes over the years in the local economy – not least a current Aberdeen lockdown in mid-August when he spoke to BDN.

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Shirlaws Motorcycles Aberdeen, Scotland

“We’re still busy with enquiries and selling plenty of new and used,” said Shirlaw. “It was a slow start for us but has now picked up with some great manufacturer promotions which we should acknowledge as a dealer network. Good used stock helped to make up for the first poor six months of the year and we have nearly finished our latest Triumph Black installation to be CI-compliant. Looking ahead, this will probably be the hardest winter we have faced in such uncertain times. So it’s batten down the hatches for that turn in the tide we need next year.”

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AUGUST/SEPTEMBER 2020 13

Business news

South West Steve Damerell heads the long-established family business of DAMERELL’S MOTORCYCLES in Cornwall, which for decades has been synonymous with Yamaha.

A working success story and franchise partnership that many other dealerships took inspiration from over the years. But now no longer the case, it seems.

In January this year Damerell took the decision to exit the franchise amicably.

“With regret we decided it was no longer viable with a model range where perhaps only a minority of machines were of real interest to our customers, and that quite simply did not justify range investment and return,” he explained. “I’m 53 now and have seen the good and not-so-good years. The upsetting bit is that, rather than concentrating on key issues, Yamaha seems consumed with minimum standards, target achievements and corporate image. All this happened before COVID-19 lockdown but they took all our unsold stock back, so no problems at all with the conclusion.

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Damerell’s Motorcycles St. Columb, Cornwall

“Is it going to be a continuing good year? Where is the MCIA in all this and what are they actually doing to promote motorcycling? We heard nothing for weeks after March lockdown until they surfaced with the Unlock your Freedom campaign. Fortunately for us, we have had our own breath of fresh air taking on the Royal Enfield franchise, which uses simple principles of supply and dealer margin. They do not dictate and are a pleasure to work with. Most of all, I feel that we are back in control now of our own destiny and what we do and want to achieve for our customers.”

CW MOTORCYCLES at Dorchester in rural Dorset also has an interesting update story to tell. Dave Wyndham started the partnership with Wally Cheshire many years ago and it has been well-known for a long and proud association with the BMW motorcycle franchise. But that has been curtailed. A decision was made to end the sales franchise and CW continues now only as a service dealer for BMW. “It has been a tough few years in

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our industry and it surprises me some manufacturers still appear so concerned about targets, floor tiles and showroom furniture,” said Wyndham. “Is it really still the same old command and control thing?

Left to right: Dave Wyndham, Brett Bethel and Mark Catchpole

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CW Motorcycles Dorchester, Dorset

Is this really where the future lies for retailers whose territory no longer provides the wherewithal to achieve supplier demands for new bike displays, large demo fleets – and expensive tiles?

Dave Wyndham, CW Motorcycles

Should they be focused more on dealer profitability and survival chances in the uncertain times ahead of us? There is a global pandemic after all.

“In August, I spoke with a dealer who has recently split from a main brand supplier

The only cautionary note we have, as talk of recession increases, is on Euro 5 availability Lee Anthony, Bridge Motorcycles

and also, like us, taken on Royal Enfield.

This is happening more and more, it seems.

Now it’s full margin up-front and nobody is discounting, which are the two issues some importers or manufacturers claim do not coexist. Interestingly, when we started selling BMW many years ago, they didn’t have targets and margin was also up-front. Happy days they were.

“Now BMW has offered us the first Motorrad service-only agreement in the UK and we are grateful and happy to accept, and I see it as a practical solution in the circumstances. But is this really where the future lies for retailers whose territory no longer provides the wherewithal to achieve supplier demands for new bike displays, large demo fleets – and expensive tiles?”

BRIDGE MOTORCYCLES is a multifranchise dealer in Devon’s capital Exeter and Bridge director Lee Anthony is upbeat about a busy sales period: “We opened in mid-May with limited capability and then fully opened the showrooms on 1 June. Currently, we’ve got a footfall reduction but our conversion rate has skyrocketed. A customer looking to purchase will go the extra mile and now we are back to offering a full complement of services including aftersales, clothing and café. In a strange way, lockdown gave us the chance to re-assess and I feel we have come back stronger and recharged with staff raring to go.

“The customer feedback about cancelled holiday plans and decisions to spend money elsewhere has been a massive boost. Best of all are the increasing CBT enquiries, suggesting the view that life could perhaps be short, so let’s learn to ride now. The only cautionary note we have, as talk of recession increases, is on Euro 5 availability.

Manufacturers have been phasing this in since January but are deadlines to be extended, or will we need to push to maximise sales opportunity as we move into autumn? This is something we really need clarity on.”

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Bridge Motorcycles Exeter, Devon

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Business news

BDN is back in style

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t’s all systems go here at British Dealer News and we are glad to be back with a new-style magazine.

It has been a testing time coping with the challenges of an unforgettable year.

Forced business closures and a population instructed to “stay at home” do not make the phone ring off the hook!

What this period of lockdown has done is give every business time to consider, review and act, and BDN is not alone in counting every single penny, reviewing every single procedure and making sure every facet of the business is efficient and effective.

The word growth will not be a word used readily to describe 2020, unless you are one of the lucky few, and fortunately BDN is one of them. Our digital audience numbers have soared, the BDN website and weekly trade newsletter despatched religiously every Friday morning, have been opened and read by an ever-increasing trade audience hungry for the latest business information.

To maximise this advantage every BDN advertiser will now receive a package of both print and digital promotion, as we work

ON THE MOVE

Beale joins Charterhouse DORSET-BASED AUCTION house Charterhouse has announced that George Beale has joined its Classic & Vintage Motorcycle and Car Department.

“Contrary to common belief George has not retired, but has joined Charterhouse!” commented department head Matthew Whitney. “George has a lifetime of experience during which time he has consigned five of the top twenty five motorcycles auctioned in the world for clients and holds the highest price for a client’s Brough Superior SS100 sold at auction.”

“Charterhouse has been conducting specialist auctions of classic and vintage cars and motorcycles for over 20 years and has achieved some great results during this time,” commented Beale. “In addition, they have signed an agreement with The Isle of Man Government to hold specialist auctions of classic, vintage and race motorcycles at the Classic TT.” George Beale 07808 159149 gb@charterhouse-auction.com

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with the trade to get our market, sales and businesses back to “normal”.

NEW LOOK The cleaner, leaner and stronger BDN has benefited from our biggest redesign since it was launched by Colin Mayo and Roger Willis in 2001. The new look BDN will continue to encompass our uniquely independent editorial style and be further enhanced with new columns, increased news coverage and even wider coverage of the new products and services now becoming available for dealers to profit from.

Andy Mayo, co-owner of British Dealer News, who remains as positive and energetic as ever said: “New look, new rules, a new lease of life. The reset button has been pressed and we intend to take advantage.

“I would like to thank all our readers, customers, journalists and staff for their fantastic support and hard work. It’s not been easy for anyone, and there have been more business lows than highs this summer, but with new ideas, determination and drive we all have a chance to change the direction of our industry for the better.

And hard times may help – as a muchrespected industry stalwart recently said to me, “a damn good recession will be great for the motorcycle industry” So, with pennies becoming harder to earn and keep, unemployment expected to grow, and commuters scared of public transport, let’s maximise the PTW advantage.

Enjoy the new look and keep your news and opinions coming. As always, we enjoy good honest feedback here at BDN. 01237 422660 editorial@dealernews.co.uk

ClementsMoto adds Vicary

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lementsMoto has announced Wayne Vicary has joined its sales team with his focus on dealers in the north.

Arriving from Three Cross Motorcycles, Wayne will already be known to many dealers and will soon introduce himself to Fantic, Zontes and Motorini dealers in the north.

Dean Clements, ClementsMoto MD, said, “with our brands growing month-on-month, it is an important step to expand our sales team to support our dealer networks. Wayne is a perfect addition having wide ranging industry experience

and the benefit of youthful energy!”

Vicary added, “Some of the dealer network will already know me from my time at Three Cross Motorcycles and I am looking forward to getting to know the rest of the ClementsMoto dealer network, building good working relationships and provide sales support.

“I would like to take this opportunity to say thank you to Dean, I am looking forward to proving myself as a valuable team member”.

ClementsMoto 01227 720700; sales@clementsmoto.co.uk

Venhill grows out of lockdown

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enhill, the motorcycle control cable and hydraulic hose manufacturer, has gone against the current trend and has expanded its workforce, to satisfy increased demand from the UK and abroad.

“We initially thought we’d have to close the factory due to the government mandated lockdown, as there wouldn’t have been space for all the staff to socially distance” says operations manager Martin Bradfield. “After an open discussion with the whole team, we decided to introduce a split shift system, allowing everyone to continue to work while allowing

AUGUST/SEPTEMBER 2020

the required workplace distancing.

Before long we could see that this offered the opportunity to bring on a few new team members to the quieter of the two shifts, which we did once lockdown restrictions were eased for manufacturing”.

In addition to regular business from overseas distributors and UK dealers and workshops, Venhill also noticed a significant increase in demand from customers taking advantage of extra time on their hands to tackle restoration projects.

Three new members of staff have joined the team at Venhill’s Dorking factory, increasing

Venhill operations manager Martin Bradfield has used lockdown restructuring as an opportunity to expand the workforce

production capacity in the hose and cable workshops, as well as another in the dispatch area to keep the quality product moving, bringing the total headcount to 20.

Venhill Engineering 01306 885111 sales@venhill.co.uk

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Business news

ON THE MOVE BAUER MEDIA

CHRIS DUNCAN HAS BECOME CHIEF EXECUTIVE OF BRITAIN’S BIGGEST motorcycling consumer magazine publisher Bauer Media. He replaces group managing director and former Motor Cycle News editor Rob MunroHall, who has been appointed president of Bauer Media’s global publishing business. Prior to joining Bauer Media, the print portfolio of which still includes MCN and monthly titles such as Bike, RiDE and Classic Bike, Duncan held various senior management positions in “Dirty Digger” Rupert Murdoch’s News UK empire. There, he reportedly played a leading role in driving direct revenue growth as managing director of Times Newspapers, and more recently was managing director of Platform Partnerships, responsible for developing digital distribution revenues for News UK brands.

Duncan will report directly to Munro-Hall, whose elevation followed the departure for personal reasons of Sven Dams, who had jointly headed up Bauer Media Group’s publishing activities and been chief executive of Bauer’s German business. Commenting on Duncan’s arrival, Munro-Hall commented: “I very much look forward to working with Chris. His broad experience and publishing expertise will help us retain and further extend our market-leading position in the UK.”

KPMG

PROFESSIONAL SERVICES FIRM KPMG HAS APPOINTED ANDREW Burn, as UK Head of Automotive with immediate effect. Burn is a partner within the firm’s restructuring practice and has more than 25 years of experience in guiding clients through challenging situations. He has provided company side restructuring advice across the public and private sectors, as well as to privately owned and private equity-backed companies and PLCs. Over the last ten years, he has worked extensively with clients in the automotive sector across the UK and Europe, advising on various areas including supply chain risk management. Andrew succeeds Justin Benson who has left the firm to pursue a new opportunity. Bernard Brown, Partner and Industrial Manufacturing Chair at KPMG UK, said: “Andrew is a passionate restructuring and deal advisory professional, with a relentless focus on helping his clients obtain favourable outcomes. He leads the team at a hugely challenging time for the automotive industry, as the pace of change continues to accelerate in the face of economic uncertainty and as the impact of COVID-19 unfolds. His wealth of experience and expertise is exactly what our clients need and will help drive our team forward.”

Burn added: “With the unprecedented times we’re in, there’s no doubt that challenges and disruption lie ahead for many and this is particularly true for the automotive industry. I’m confident that we are well positioned to bring real value and quality solutions to our clients as we help them to respond to disruption and successfully navigate the journey that lies ahead.”

TMO adds new southern manager

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erry Whitaker has joined specialist trade warranty provider The Motoring Organisation. As the southern area accounts manager, Whitaker will be maximising support for the motorcycle industry in the warranty sector.

Having previously worked with manufacturers, dealer groups and independents, Whitaker has strong views on how this specialist division can boost the options of the motorcycle industry. “I have felt for a very long time that the motorcycle industry has been overlooked. With the right products, we can not only help our customers create new income streams to support their businesses, but we can also create bespoke warranty programmes to a dealer’s requirements.

“I feel extremely excited and privileged to have been asked to join this team to make this happen and cannot wait to roll out our range of new and exciting products” she added.

Whitaker will be joining northern accounts manager Roy Johnson, whose background includes Harley Davidson, ten years in accessories and fifteen years in warranties.

Contact: kerry.whitaker@tmo.co.uk (07554 432560) or roy.johnson@tmo.co.uk (07736 488276)

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GAVIN McCAFFERY HAS JOINED PURE Moto (recently rebranded from SHAD UK) as national sales manager.

Focusing on brand development and expansion of the dealer network, McCaffery brings a wealth of industry experience to the role.

Pictured with managing director Jos Medinger, McCaffery (right) said: “I’m delighted to be joining Pure Moto

and I look forward to expanding our dealer network with the extensive SHAD luggage range and some new products soon to be added.”

Medinger said: “With Gavin’s experience and unparalleled business focus we can’t wait to introduce our new brands and expand the reach of the SHAD brand in the UK.” McCaffery is contactable on: 07703 180456 or gavin@puremoto.co.uk

New technical role at MCIA

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he Motorcycle Industry Association having started his career as an airframe has appointed Mark Fowler to a technician with the RAF. The organisation sees Fowler’s arrival newly-created position of head of technical and regulatory affairs, reporting as timely, given it is currently engaged in protecting members’ directly to MCIA chief interests during both the executive Tony Campbell. coronavirus outbreak and EU The role’s primary objective exit, as well as gaining clarity is to support members and from government about the provide them with expert Euro 4 phase-out due at the advice and guidance in areas end of this year. including whole vehicle Commenting on the standards, components and appointment, MCIA PPE regulation. Previously, supremo Campbell said: this area of expertise was “Our members look to us to outsourced to an external lobby government in order to agency. protect our industry and to Fowler is clearly wellequipped for the task, having Mark Fowler, the MCIA’s new head provide advice and guidance of technical and regulatory affairs when new regulation and just spent five years in a senior technical role at the government’s legislation is introduced. In our constantly Vehicle Certification Agency. Prior to that, changing environment it is vital that we are his CV featured a variety of positions with always ahead of the game with technical high-profile automotive and aeronautical regulation matters and consequently I am companies at locations around the world, very pleased to welcome Mark to the team.”

New manager at Motomondo ANDREW DAVIDSON HAS TAKEN THE POSITION OF UK and Irish sales manager for distributor Motomondo UK – a subsidiary of Motomondo BV based in the Netherlands. Initially distributing Mash Motorcycles in the UK, Motomondo plans to introduce further brands in the coming weeks.

Davidson can be contacted on 07494 694911; andrew@motomondo.co.uk

www.britishdealernews.co.uk

Business news

B

radbury Hunter has changed its name to Hoco Parts UK Ltd., combining both Bradbury Hunter and Hoco Parts BV (Netherlands) UK wholesale business under one roof at its Huddersfield headquarters.

Coincident with the newly renamed company sees the launch of Hoco Parts Online (HPO), a newfor-the-UK market B2B dealer online ordering tool.

The in-house developed HPO system has been in use by dealers in the Benelux and Denmark for over 10 years and combines fitment data, trade prices, availability and order history in one website.

The motorcycle database includes over 15,000 models and more than 100,000 products including batteries, chain and sprocket kits, lubricants, tyres, brakes and much more.

This system is a significant development for the national distributor and its dealer network, with all Huddersfield-stocked orders being shipped with same day despatch (up to 5pm) and 24hour delivery with APC. Orders placed for products stocked in the Netherlands logistics centre will be delivered in 3-5 days.

Rob Morton has been appointed as sales manager for the combined Hoco Parts UK business after working for the Dutch business for five years. He said “I am delighted to introduce Hoco Parts to the wider Bradbury Hunter customer base and the HPO online shop will be an indispensable tool for everyone in the trade. We will also soon be announcing a number of exciting new brands which will be available to all Hoco Parts customers.”

Existing customers have been notified of the change, although any customer with queries can call their sales representative, or contact Rob Morton directly on 07880 775229.

Lee Martin, country manager at Hoco Parts UK said: “It

New name for Bradbury Hunter goes without saying that I am very pleased to make this announcement. The addition of Hoco Parts’ range of products to that of Bradbury Hunter makes our product portfolio even more complete than it was before. This is good for our customers and good for the market”.

Bradbury Hunter resulted from the 2019 merger between Bradbury Bros, founded in 1979, and Rob Hunter, founded in 1969, making it one of the biggest motorcycle aftermarket parts and accessories distributors in the UK. Hoco Parts B.V. was founded in 1973 and is the market-leading motorcycle aftermarket parts and accessories wholesale importer and distributor in the Benelux.

There are eight field-based sales representatives serving customers around the UK and Ireland, with the company and the logistical centre located in Huddersfield.

The company specialises in a wide range of parts from renowned brands and offers more than 100,000 SKUs ranging from technical parts to consumables and bike and rider accessories.

Hoco Parts UK is part of the Powersports Distribution Group (PDG). PDG consists of Hoco Parts B.V., DC Afam and vintage parts specialist CMS. The group

offers a wide range of products and operates across Europe.

Hoco Parts UK 01484 641 073 sales@hocoparts.co.uk

HOCO PARTS UK JOINS DUNLOP NETWORK GOODYEAR TYRES UK HAS ANNOUNCED THAT HOCO PARTS UK HAS joined the UK Dunlop motorcycle network, providing its customer base with access to the full range of Dunlop motorcycle and scooter tyres.

Hoco Parts UK is focused on extending its reach into the UK dealer network by providing a true ‘one stop shop’ service and the addition of Dunlop product supports this aim significantly.

Dave Plummer, UK sales and marketing manager for Dunlop said, “This is a great opportunity for us to grow the Dunlop brand across the UK. Hoco Parts UK will be stocking an extensive range of our tyres in order to provide their dealer network with outstanding availability on a next day service’.

Despite the difficulties caused by the pandemic, the Huddersfield warehouse has been reorganised to increase the tyre stock holding and the sales force has undertaken initial Dunlop product training.

Lee Martin, MD at Hoco Parts UK said; “Adding Dunlop to our portfolio really strengthens our offering in the marketplace, Dunlop covers all bases with their premium quality tyres which will help us achieve our ambition of building a leading position in the UK hard parts Dave Plummer: sales and marketing distribution business.” manager Dunlop UK and Ireland

Rieju is back

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conic Spanish brand Rieju is back in the safe and experienced hands of Urban Moto Distribution.

With over twelve years of experience selling and supporting Rieju’s unique range, Lincolnshire based Urban Moto Distribution takes up the immediate distribution of all Rieju products in the UK and Ireland.

Jamie Masterman, export manager for Rieju SA commented: “With the introduction this month of the proven Enduro

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AUGUST/SEPTEMBER 2020

200/250/300 2T series formerly sold by Gas Gas, the Rieju brand is going from strength to strength. European Rieju sales have now exceeded 15,000 units in the past year and our NUUK electric range has recently won major contracts with the Spanish postal service. I’m pleased that in the UK we can now offer closer factory support, a wider range of products and improved dealer margins.”

Full support is in place for the existing

dealer network, covering parts, technical, and sales.

The Spanish factory, famous for fast 50s powered by genuine Yamaha motors, will be adding larger capacity 300cc 2T Enduro machines to the 2020 line-up to complement the range of 50cc, 125cc, electric scooters, and e-bikes.

Urban Moto Distribution 01522 589461 sales@urbanmoto.co.uk

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Business news

SHORT CUTS AURITECH

AURITECH, THE SPECIALIST HEARING protection manufacturer, has opened its first studio, in Guildford, offering custom fit filtered ear plugs to motorcyclists. Auritech opened the studio to meet demand for their custom fitted ear protectors, which feature a patented ceramic filter to reduce harmful high frequency sound while allowing speech and vital ambient sounds to be clearly heard. Marielle Duggan, director at Auritech added: “We’ve been looking at opening a studio for quite some time now to allow us to offer our custom fit product away from shows, but understandably this was not possible while the lockdown restrictions were in place. www.auritech.co.uk

CMC closes Manchester store

C YUASA

YUASA IS GIVING WORKSHOPS nationwide a free USB smart button. They simply plug into a device’s USB port and when pushed, provide ultra-fast access to Yuasa’s trade site which can lookup batteries via vehicle licence plate or VIN, or with an effective cross-reference tool.

This allows mechanics to cross reference OEM and competitor part numbers to the equivalent Yuasa battery, making battery replacement even easier. James Douglas, marketing and product manager at GS Yuasa Battery Sales UK said: “There are many ways to find the correct battery, but none are as quick and accurate as ours. Our online battery lookup system is the most powerful, user-friendly and fastest battery lookup resource available anywhere. To claim a free button, visit fit. yuasa.com/smartbutton

SINNIS

BRIGHTON-BASED CHINESE BIKE BRAND SINNIS has radically revamped its customer-facing corporate website. The company says its team has worked hard to bring together “unique elements of visual design, user functionality and intuitiveness, while maintaining dedicated branding, research, development and SEO at its core”. Features include model-by-model pages, with updated images, layouts, videos and full technical specifications; a new finda-dealer portal for customers to access their nearest Sinnis showroom along with key information such as distance, directions via Google Maps, and contact details; and to build brand image and loyalty, a host of Sinnis Rider Stories are presented, covering everything from a 10,000-mile adventure exploit on a pair of Sinnis Terrains to modifying the Sinnis Heist into a “Sinnister” Joker-themed motorcycle. www.sinnismotorcycles.com

MV AGUSTA

MV AGUSTA HAS ANNOUNCED A NEW partnership with MotoNovo Finance, as part of its sales strategy for the British market. “The UK market is becoming increasingly relevant to our expansion strategy” said Raffaele Giusta, global sales director, MV Agusta. “We are thrilled about this partnership with MotoNovo Finance, which will help broaden our customer base in the country by making our motorcycles even more attractive and easier to purchase.”

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MC Motorcycles has confirmed the permanent closure of its Manchester store. The retailer said in a statement to customers: “Unfortunately we have had to make the very difficult decision to close CMC Manchester permanently.

“We invested heavily into this venture creating a very special dealership with full facilities for motorcyclists of all types. Our first year of trading was not as good as we had hoped for despite retailing over four hundred new

and used bikes in just over eight months. The onset of coronavirus meant we had to be closed at what

Our first year of trading was not as good as we had hoped for should have been our busiest time.

With trading now being uncertain for the foreseeable future we have had to make the difficult decision to close the dealership.

We would like to thank our staff and customers for the support given to us at Manchester, it has truly been a difficult decision to close this CMC dealership. Any customer related enquires you may have please email customer. care@cmcbikes.com” CMC retains four stores – in Coleshill, Cannock, Chesterfield and South Wales – and has introduced social distancing measures and is encouraging customers to book appointments in order to keep both customers and staff safe.

Coronavirus kills Three Cross ONE OF THE SADDEST EPISODES RESULTING FROM the impact of COVID-19 was the demise of Peugeot scooter importer and long-standing Triumph dealer Three Cross Motorcycles near Wimbourne in Dorset.

With a history spanning more than four decades, Three Cross initially grew famous as a source of fine Italian machines, importing the Laverda, then Moto Guzzi and Ducati/Cagiva brands. It later took on Peugeot in 1995 and was wholesaling 12,000-odd scooters annually at one point, into a 200-strong dealer network. Throughout, Three Cross was a largescale retailer too, representing a variety of franchises.

Despite a turnover of almost £7m last year, lockdown came at exactly the wrong time and Three Cross was forced to call in administrators from KRE Corporate Recovery at the end of April. KRE received 14 expressions of interest for buying the business as a going concern. But none of them translated into a firm offer. So it has since been obliged to destructively asset-strip on behalf of creditors.

The Davies family – Richard, Lisa, Keith and Gloria Davies, who ran Three Cross in successive generations – issued the following statement when the end was clearly nigh: “We are writing this with deep sadness and regret at the situation Three Cross Motorcycles finds itself in. Three Cross has a long and proud history in the motorcycle business, filled with great stories and so many achievements, together with some lows and exceptional challenges. For over 40 years we have withstood the hard knocks that came our way, but the final blow from COVID-19 has brought us down.

“After two hard years, we had restructured and

AUGUST/SEPTEMBER 2020

Three Cross closed both its showroom and distribution arm when Coronavirous hit had a positive budget to return us to profitability in 2020. At the end of February we were on target and had a good order bank of retail and wholesale bikes for March/April delivery. However, our expectations of a spring-time recovery have been swept away by COVID-19 and subsequent government lockdown, which caused a catastrophic cash-flow crisis from which there was no way back.

“We thank our staff and customers from our hearts for their loyalty over the years. Without these people, none of the Three Cross Story would have been possible.”

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Business news

Peugeot back in the game M

EWA Distribution (UK) has been appointed sole UK importer and distributor for Peugeot scooters and genuine parts by Peugeot Motorcycles international sales manager Thierry Sanseigne, replacing the former distributor Three Cross Motorcycles (see page 22).

The company is an associate of MEWA Industrial Holdings, which has a variety of UK manufacturing and distributive interests, with infrastructure already in place to support the new business.

To ensure a seamless transition from its predecessor, MEWA has recruited former Three Cross staffers Paul Hill and Peter Scott, respectively as national sales manager and aftersales and warranty manager.

Trading terms will remain unaltered. Specifically, extended payment of up to 360 days continues to be available through exclusive inventory finance source DF Capital. In a letter to dealers, MEWA general manager Julio Shah explained: “No alteration to your existing relationship with DF Capital is required. Vehicles can simply be ordered then invoiced in the same way as you’re used to.”

Following the announcement, Hill and Scott began contacting dealers, regarding scooter orders and availability, spares orders and warranty claim processing.

“I’m proud and excited to be continuing my journey with Peugeot Motocycles and its UK dealer network,” said Hill. “We are working hard to provide the required dealer network support. The first bikes are being shipped and spares are arriving. We are looking forward to a strong finish to 2020 and a fast start to 2021.”

Shah added: “Our commitment to dealers continues to lie in the offering of excellent service and competitive prices.

We look forward to a mutually rewarding partnership long into the future and we welcome you as our valued dealers.”

Paul Hill the new Peugeot Motocycles UK national sales manager

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AUGUST/SEPTEMBER 2020 23

Business news

Online push worries Triumph dealers

U

F

ollowing confusion among dealers over the manufacturer’s position on online sales, the National Motorcycle Dealers Association (NMDA) has urged Triumph to communicate more clearly with their dealer network.

After a number of dealers saw the advertisement of a vacancy for a motorcycle commerce and configurator manager on Triumph’s corporate website, the NMDA received numerous phone calls and emails from worried Triumph dealers.

The job advert mentioned the new role would “support the strategic delivery of online sales for motorcycles”. Unaware of this development, Triumph dealers queried with the NMDA and the manufacturer what appeared to be the start of the process to move Triumph motorcycle sales away from the dealer network.

Responding to dealers’ concerns, Triumph confirmed it is looking at an “omni-channel” approach, however it says it does not intend to sell its current range of motorcycles online.

Triumph suggested the improvement to the buyer online journey will support the current

T

E

3

M

retailers’ selling process by passing to dealers more qualified leads obtained via the website.

According to Triumph, dealerships’ closure during the lockdown accelerated the need to improve the manufacturer’s online offering.

Stephen Latham, Head of the NMDA, said, “It is disappointing that Triumph has provided clarity to its dealer network only after dealers expressed their concerns when they saw

evidence of the new direct selling strategy on Triumph’s vacancies website.

“Triumph dealers worked extremely hard during the lockdown and their monumental efforts were reflected in Triumph’s market position. The role of dealers remains vital and manufacturers must clearly communicate to their network any change in strategy going forward”.

NMDA survey surprises Swinton discount for THE NMDA REPORT ON ITS Spring 2020 Dealer Attitude Survey has been released. Delayed due to the Covid lockdown, the survey provides a broad overview of dealers’ feelings towards their franchises.

Royal Enfield dealers were included for the first time “as the brand has been a regular top ten performer, a decision approved by the NMDA dealer membership based on the ever-increasing high performance of the brand.” commented Steve Latham, head of motorcycle division at the NMDA. KTM dealers were welcomed back into the fold as a high enough proportion responded to provide a representative sample of views.

Latham said in his report that when asked about the overall value of their franchise, the average score of all respondents to the survey was 5.6 out of ten, down from 6.2 in Autumn 2019.

Ducati, Triumph and Royal Enfield were the top three brands on this metric, while the bottom three were Harley-Davidson, Piaggio Group and Kawasaki – a significant

24

fall from grace for the green giant after it topped the table in the Autumn survey.

In its first survey Royal Enfield performed well, boasting the highest score for its partnership with its dealers and scoring well for dealer profitability and dealer standards.

Ducati dealers also seemed well pleased by the manufacturer’s efforts, giving high scores for how realistic their target and performance related bonus in terms of achievement was, the new motorcycle target negotiating process and the future profitability of the franchise. It also scored top for dealer standards and the way the brand took dealers views and opinions into account.

“We were also both very pleased and surprised that we had such a good response from dealers considering the survey was carried out at a time that business was on hold due to the pandemic. This was helped by a bigger percentage than normal completing the survey online,” said Latham.

AUGUST/SEPTEMBER 2020

R&G-protected machines

R

&G has partnered with Swinton Insurance to give bikers a 10% discount on insurance when they fit qualifying R&G products. Eligible R&G products include adventure bars, aero or classic crash protectors, engine case covers (complete set), engine case sliders (pair) or a full package of fork protectors, cotton reels, bar end sliders and spindle sliders/swingarm protectors.

The discount is applicable to new policies only and does not apply to any fees, amendments, charges or optional extras made to the policy. In addition to the discount, customers will receive a free, heavy-duty R&G helmet bag.

R&G UK sales manager Alan Garrett said, “We are really pleased to be partnering with Swinton and to offer motorcyclists the chance to reduce their insurance premiums. We understand that accidents can happen, but our proven range of crash protection products are able to protect bikes from significant damage, ensuring they can be back on the road much quicker.”

Mark Copper of Swinton said: “We recognise R&G as a leader in crash protection products and believe bikers should be rewarded for adding an extra layer of protection to their bike.”

EXCLUSIVE UK WD-40 DISTRIBUTOR FOR THE PAST SIX YEARS, R&G HAS ENJOYED A SUCCESSFUL partnership with global brand WD-40 and is now looking forward to strengthening this relationship even further, after becoming the exclusive UK distributor of the brand’s specialist motorbike range from the 1st July.

R&G MD Simon Hughes added, “We have a fantastic relationship with everyone at WD-40, so we are excited they have chosen R&G to be exclusive UK distributor for the specialist motorbike and GT85 range.”

Alan Garrett, R&G UK sales manager, 01420 89007 alan.garrett@rg-racing.com

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Business news

KTM pulls up Austrian roots PIERER MOBILITY, FORMERLY known as KTM Industries and parent of the KTM, Husqvarna and GasGas motorcycle brands, has set a date for dumping its euro-denominated domestic share listing on Austria’s Weiner Börse.

Pierer submitted a formal application to delist some months ago. Stock exchange authorities in Vienna agreed to revocation of trading in its shares on 22 June and Pierer Moblity as an indigenous listed public entity will now finally disappear from Austria on 30 September. The move will leave it with a sole eurozone listing on the much larger Börse Frankfurt in Germany. In addition, Pierer equity will retain a parallel trading presence on Switzerland’s SIX exchange in Zurich, denominated in Swiss francs.

This inevitably begs the question of where the business will actually be domiciled. The bulk of Pierer’s European bike manufacturing activity is centred in the Austrian town of Mattighofen, north of Salzburg and conveniently close to the German border. However, its corporate headquarters is about 70km further east at Wels.

Whether Pierer Mobility’s official HQ will stay there is a matter for conjecture. The company already has a research and development facility in Germany and could migrate in that direction.

Bike It announced a range of trade price list reductions on 1 September, ahead of the launch of a new MX catalogue which complements its accessories, apparel, parts and servicing catalogues released in July.

UK sales manager Stuart Milne said: “We are delighted to announce a raft of price reductions to further support our customers during these challenging times.

The reductions include up to 50% on oil and air filters, up to 35% on Just1 helmets and up to 33% on Armstrong pads. Other reductions are up to 30% on stop switches, tubes, tyres, Armstrong discs, lithium batteries and Twiins intercoms. There are also reductions of up to 25% on pre-oiled air filters, mirrors, bearings, Triple S chain and sprocket kits and levers.”

For the latest catalogue and a copy of the new price list contact Bike It quoting BDN. Telephone 02380 658700 or email tradesales@bikeit.co.uk

26

Weise up to the new AA levels

W

eise is demonstrating its commitment to the newly introduced CE standard for motorcycle clothing, with the announcement that the majority of textiles in its 2020 range will be tested and certified to the tougher AA rating.

In total, eight jackets and six trousers, including designs for women and covering the entire price range, will carry the AA mark on their labels.

“This is a significant commitment, as many brands are only testing their textile garments to the far less rigorous A rating. Weise believes that AA rated clothing provides its dealers with welcome reassurance that the products they are selling are more protective and will also aid sales, because customers view them as ‘safer’ and of better value than items with the lower single A rating,” commented Weise brand manager, Steve Phillips.

UNDERSTANDING THE ‘A LEVELS’ Under the latest CE standard for jackets, trousers and suits (prEN 17092) there are three main test ratings; yAAA (triple A) is the highest grade, intended for the highest level of risk and is tested at the highest levels of severity specified by EN 17092. yAA (double A) is the next level and covers the wide range of risks that riders are likely to encounter, with an abrasion test at a lower level of severity than AAA. yA grade, garments are only required to resist abrasion

AUGUST/SEPTEMBER 2020

reflecting the risk at ‘urban speeds’, so they can be less bulky and more comfortable to wear on a daily basis.

The material and seams are also tested against tearing and bursting, with AAA being the most stringent.

“Most experts agree that AAA is appropriate for sportswear (such as leather suits), while AA is suitable for touring and general leisure riding (armoured textiles) while the A category is

It’s going to take a while for everybody to get used to CE labels on clothing. We are making it simple primarily for ‘urban’ clothing, such as reinforced biker jeans and armoured hoodies” says Phillips, who is clear about the reasons for choosing the higher AA rating;

MAKING IT SIMPLE “It’s going to take a while for everybody to get used to CE labels on clothing. We are making it simple, by getting our new textiles certified to the correct AA rating.

It’s taken a lot of investment in time and money, but we believe it’s worth it, as it gives our dealers and their customers complete confidence in the quality of the kit.

Even the casually styled Stealth Hoodie is certified AA. Care has been taken to cater for the main riding types and popular price points, starting at just £119.99 for an armoured textile jacket, topping out at £269.99 for one featuring laminate technology.

The range of AA-rated trousers offers plenty of choice too, with conventional textiles, laminated trousers and even women’s jeggings and leggings.

“It’s surprising how many brands are offering textiles that are only rated to the single A level” adds Phillips, “And it’s not only budget lines. You have to ask yourself, why aren’t they getting them tested to the tougher AA rating, as appropriate for their intended use?

“Spotting the level to which garments are tested is simple when you know what to look for. By law, all new motorcycle clothing must be certified to the appropriate CE standard and display a label, showing the standard to which it was tested, and the level it achieved. For textile jackets and trousers that means standard the EN 17092 standard and the A, AA or AAA level should appear on the label.”

“Garments labelled simply “CE” (without a reference to any specific standard) do not comply with the regulations and should be treated with caution by dealers, as selling them could land them in hot water with trading standards,” concluded Phillips.

The Key Collection 0117 971 9200 sales@thekeycollection.co.uk

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L

imitations on travel and the organisation of large public gatherings have had a predictably adverse effect on the numerous motorcycle shows and events scheduled for this autumn.

EXPO MOVES TO 2021

MV puts on the style in Brum

T

he grand opening of DMC Moto, MV Agusta’s new official store in Birmingham, took place as an online virtual event and saw the participation of MV Agusta CEO Timur Sardarov and racing legend Giacomo Agostini.

Featuring oak flooring and matte black walls paired with bespoke Italian-made MV Agustabranded furniture, the new showroom is the new reference point for MV Agusta owners in the Midlands.

Claudio Tamburrini, owner of DMC Moto Birmingham, commented: “I’m literally over the moon, it could not have gone any better.

We’ve worked very hard to offer a truly unique customer experience, with fully tailored, stateof-the-art service by highly skilled, factorytrained technicians. We’re all ready to welcome

our first customers and, with the support of MV Agusta, officially start off on our exciting new commercial journey.”

“I am delighted to welcome DMC Moto into the great MV Agusta family around the world.

The UK is a growing market and is becoming increasingly important for us” said Sardarov, “Claudio is a truly passionate individual with incredible expertise in the industry. I wish him every success in this new venture, and I am confident his Italian descent will help him share that special emotion entailed by the Italian DNA of our unique pieces of motorcycle art with Midlands’ bike enthusiasts.”

DMC Moto Birmingham 0121 771 0441 info@dmcbirmingham.co.uk

Pre-pack sale for Saltire

E

dinburgh-based multifranchise dealership Saltire Motorcycles now has a new owner, after briefly passing through administration.

Unsecured creditors are owed more than £1.3m and are unlikely to see more than 2.2p in the pound.

Saltire had been turning over around £6m annually. But significant losses were incurred during the past two years and it first engaged the services of an insolvency practitioner, RSM Restructuring Advisory, some time ago.

Paul Dounis of RSM was

officially appointed as primary joint administrator by the Scottish Court of Session on 24 July. He then sold all of Saltire’s assets for £125,000 in a pre-packaged deal

www.britishdealernews.co.uk

to newly-incorporated company JCD Motorcycles on the same day. The trading name prior to administration had been changed to SML Realisations so that JCD could subsequently re-adopt the Saltire Motorcycles moniker.

The purchaser is deemed a “connected party” in terms of the administration, as former Saltire directors and controlling shareholders Calum Murray and Fiona Torrance have become part of its key management team.

JCD has also acknowledged debts owed to certain trade creditors, promising to pay these off within a year of the acquisition.

The 25th anniversary Motorcycle Trade Expo has been moved to 2021. Expo director Andy Mayo explained: “We left the decision to postpone the 2020 show as late as possible, hopeful that we would be able stage the event in a safe window. The summer months have given the exhibition industry little in the way of increased opportunity, so we had no option other than to look ahead to 2021.”

EICMA 2020 POSTPONED The EICMA International Bicycle and Motorcycle Exhibition in Milan has been postponed to 2021. In a statement Paolo Magri, CEO of EICMA commented; “The lockdown has imposed complex social and economic challenges on our sector which means we have had to act in the interests of exhibitors and all our visitors”

INTERMOT 2020 SUSPENDED The Cologne show has been suspended until 2022. However, the organisers have promised a digital format replacement for 2020 is being prepared and will be ready by the end of the year.

“An event that depends on its appeal as an experience cannot be held at this point in time. However, we want to support our partners and are working on a digital format. We can then turn our focus to the 2022 event,” explained a joint statement from Koelnmesse, and show organiser IVM.

MOTORCYCLE LIVE POSTPONED And following suit, the MCIA Board of Directors agreed to postpone this year’s Motorcycle Live until 2021. MD of Motorcycle Live Finlay McAllan said: “Being unable to deliver Motorcycle Live, unaffected by the Covid-19 situation in any way was not practical or achievable. The whole team is extremely disappointed.”

DIRT BIKE SHOW NEXT YEAR Not to be left out, Morton’s Events announced the cancellation of the 2020 International Dirt Bike Show due to be held at Stafford Showground in November.

AUGUST/SEPTEMBER 2020 27

Business news

No show

Business news

SHORT CUTS

VE (UK)

ROBERT KERR, SALES DIRECTOR AT VE (UK), pictured above with father Norrie, was Derbyshire’s first recorded coronavirus patient, but is now back at work after recovering well.

He spent almost three weeks in hospital in April, suffering with double pneumonia, extremely low blood oxygen levels, sepsis, and many other issues. He was put into an induced coma for 13 days, and had a tracheotomy to help him recover.

“We thank god for his recovery,” said his family in a statement. “We were at the point of losing him, and thankfully, the brilliant NHS team in the Royal Derby Hospital got him safe enough to go home to speed his recovery. We cannot thank them enough for the care and support they provided.”

OXFORD PRODUCTS

FOLLOWING THE CLOSURE OF SWANSEA based wholesaler Tri-Motive, Oxford Products has announced the stock acquisition of MT helmets, ARMR and DOJO apparel. The brands will enter the Oxford portfolio on a permanent basis.

The stock has been moved from Swansea to Oxford and products appear on Oxford’s website. Dealers can place orders for MT, ARMR or DOJO using the B2B online sales portal. www.oxfordproducts.com

Queen’s Award for Covec

S

outhampton-based Covec Ltd, parent of its main markets spanning Europe motorcycle apparel brand Bull-It, has won and as far afield as North America, a 2020 Queen’s Award for Enterprise in the Australia and New Zealand. And International Trade category, honouring outstanding besides being used for Bull-It products, Covec fabric overseas sales achievements with its eponymous has been licensed for apparel use by an array of global technical textile Covec. brands including Triumph Motorcycles, Rokker of The company developed this innovative fabric by Switzerland, Klim USA, RevZilla, IXS and Bike Shed. re-engineering an otherwise inflexible liquid-crystal Bull-It polymer to achieve abrasion resistance, moisture 01489 582707 resistance and low thermal conductivity, while info@bull-it.com enhancing the material’s strength. These properties ROCK OIL REWARDED FOR EXPORT SUCCESS made it suitable for personal WARRINGTON-BASED ROCK OIL HAS “The respect shown for the UK is protective wear, with its also been rewarded with a 2020 fantastic. As a quality-driven business, performance demonstrated Queen’s Award for Enterprise, thanks it accords with our objectives, while by the success of Bull-It’s to the lubrication company’s success in at the same time it’s a massive tonic rider jeans, plus applications international trade for staff morale to be appreciated in so such as military clothing and It now ships from its Cheshire plant many far-flung places.” sports garments. to more than 75 countries, having Recently established export Over a six-year period, recruited its first foreign distributor in partnerships include China, Malaysia exports have risen by 587%, New Zealand in 1983 on the strength and Iraq. Even during the coronavirus accounting for 53% of total of motorcycle racing connections. crisis, the company says it received new sales and hence attracting “During the near 40 years I’ve been enquiries and is looking at developing the Queen’s Award accolade. on the export trail, I have found it new partnerships in Spain, Vietnam, Covec has become a world humbling to witness the absolute faith Thailand, Singapore and Pakistan. leader in high-performance in British integrity and quality,” said Rock Oil textiles, now selling into 14 Rock Oil chairman Charles Hewitt.

01925 636191; sales@rockoil.com different countries, with

Consumers hoarding cash ALTHOUGH THERE HAS BEEN considerable easing of Covid-19 lockdown limitations on the UK economy, demand has remained very weak, especially for big-ticket discretionary purchases.

According to The Economist magazine, restrictions on shopping, reduced commuting as many staff continue to work from home, reluctance to patronise reopening hospitality businesses – pubs and restaurants – and avoidance of other seductions to splash money around have left households sitting on

substantial cash piles.

Such holdings, principally in the form of bank deposits, climbed by a record £25.9bn in May, following sharp rises in March and April.

Net lending for consumer credit provision also fell by £15.8bn across the same period.

Concerns about an imminent drastic increase in unemployment, as government subsidies for furloughed workers and distressed firms taper off, and the resultant likelihood of a severe recession in the next few months are clearly to the fore, encouraging tight-fistedness.

The Office for Budget Responsibility (OBR), estimated that the UK household savings ratio – income retained instead of spent on consumption – leapt from 5% in February to almost 30% at peak lockdown. Latest OBR calculations suggest this ratio will stick above 10% for the foreseeable future, which is hardly good news for economic recovery.

The possibility of turmoil from a no-deal Brexit in December, potentially engendering a ruinous hike in the consumer price index, will only add to this witches’ cauldron.

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K sales may have been growing at pace for Royal Enfield, led by the Interceptor 650 twin. But such exports will have to rise a lot faster to make up for the brand’s shrinking Indian domestic market.

During its past fiscal year to 31 March, total annual sales volume sank by 15.6% to fewer than 700,000 bikes, and had already been declining through the second half of the previous12 months. A combination of India’s economic slowdown, increasingly fierce competition on home turf and higher costs were to blame.

Almost 70% of Royal Enfield’s domestic sales are dependent on one basic model, the Classic 350 single, which is expensive

by Indian standards at the rupee equivalent of about £1700. And the struggle to achieve compliance with reduced emissions and ABS brake requirements has pushed its price up steadily.

At the same time, the brand now has only about a quarter of the Indian over-125cc

New entrants have piled in with their own larger-capacity machines. Most notably, Bajaj and TVS market it once dominated. As that sector has grown exponentially, new entrants

have piled in with their own larger-capacity machines. Most notably, Bajaj and TVS have become a threat, respectively exploiting their technology and manufacturing links with KTM and BMW Motorrad to create 300cc-plus challengers.

All of those problems were then overwhelmed by the coronavirus pandemic.

Royal Enfield completely halted operations, obeying an Indian government lockdown edict, on 23 March. It didn’t resume production until early May. Virtually all of the brand’s 1300-odd retail outlets across India were also shut. In the whole of April, the few that weren’t sold precisely 91 bikes.

Taken together with May sales, the first two months of its new fiscal year saw volume plummet by 85% to 19,204 units. Although most of the retail network was back in business by June, analysts predict a fullyear domestic sales volume contraction of up to 20%. That should concentrate minds in Royal Enfield’s Chennai boardroom on overseas opportunities.

Zero expands dealer network

Z

ero Motorcycles has expanded its UK and Ireland dealer network to 18 following the appointment of Motorcycles UK in Swindon as an official Zero retailer.

Motorcycles UK is a new dealership headed by Darren Neal and Chris Waldron, who together bring 45 years of experience in motorcycle retail. The Wiltshire-based outlet is the third new Zero dealership in the UK this year, following in the wheel tracks of Zenith Zero in Hampshire and Cheshire’s Classic Motorcycles.

“We are delighted to welcome Chris and Darren to the network at this challenging but exciting time,” said Dale Robinson, Zero Motorcycles’ UK country manager. “Chris and Darren are two genuine go-getters. They will be good for Zero and Zero will be good

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for them. We are a good fit.

UK Zero dealerships have reported strong interest in its all-electric range of motorcycles from commuters looking to escape public transport and find a ‘new normal’ for their daily routine.

“We know that there is a lot of demand for our products from commuters in Oxfordshire and the M4 corridor and the appointment of Motorcycles UK fulfils that demand,” said Robinson.

“This is a challenging time for many industries, including our own, but Zero dealers have continued to take orders during lockdown, with some even recording record sales. All of our models qualify for a £1500 government grant and the low maintenance, vibration and emission-free running is appealing to a new generation

Zero Motorcycles’ newest dealers are Chris Waldron and Darren Neal

of commuters. Add in free parking in most cities and running costs of around 2p per mile and, for many, a switch to an electric motorcycle may prove to be cheaper and more convenient, as well as a more isolated way to travel.”

AUGUST/SEPTEMBER 2020 29

Business news

Rough ride for Royal Enfield U

Business news

New FCA dealer commission rules

O

nline motor retail specialist iVendi is warning dealers that they need to ensure their technology is keeping up with recently-unveiled FCA regulations on commission. These changes will ban online system models that give brokers or dealers an incentive to set higher interest rates, to boost their commission, According to iVendi chief executive James Tew, there are four risk areas that need to be resolved, before the regulations come into effect next January.

“The first is to ensure that the entire customer journey is recorded in detail by the platform, in a manner that is auditable in case of any future challenge,” he explains.

“There is a danger under the new rules where the first-choice lender has declined an application, as it could be easy for customers to claim they have been mis-sold because the actual rate paid was higher than the initial advertised rate.”

Tew goes on to point out the second problem is a greater requirement to inform the consumer about commission on every transaction and how it is earned. This is not just a matter of altered wording. Dealers must ensure information is easily accessible to the user, as commission models can vary even within a single lender, and it’s imperative that this information is disclosed at multiple points for each specific product.

A third development Tew highlights

is greater use of fixed-APR products to circumvent the commission question. But this can create problems across a dealer’s panel. Dealer technology has to show the APR for each individual lender on offer, so that if the primary lender declines, the customer can move onto a second choice. In relation to this, dealerships must also be able to control the representative example within digital finance promotions and include an audit trail to see who makes changes and when.

The fourth area of concern for iVendi, is new risk-based motor finance products coming to market in increasing numbers, which are expected to see wider adoption.

“These are designed to help the most creditworthy consumers get the best rate,” says Tew. “But not all online and showroom solutions can yet handle their complexities when it comes to quoting, and dealers will need to resolve this issue where it arises.”

In conclusion, he adds: “We’ve been looking closely for some time at how our own products will work within the new regulations and we believe that, whatever route dealers choose towards meeting the new regulations, we can now align our systems to match. Because we are FCAauthorised, we are able to bring a high degree of insight.” iVendi 0345 226 050l

Triumph slashes jobs, Flux adds more ...

TRIUMPH MOTORCYCLES is to cut 240 jobs from its Hinckley workforce in response to the coronavirusrelated economic downturn.

Globally, head count will be reduced by 400.

In a statement, the company said: “Sales in the over-500cc segment in key markets fell by between

40 and 65% during what would normally be the peak season. Although Triumph outperformed this decline to some degree, the market is forecast to remain considerably down on preCovid 19 levels.”

FLUX RECRUITING In more positive news,

Norfolk-based Adrian Flux Insurance, which has a large dedicated motorcycle broker presence under the Bikesure brand, is launching a recruitment drive for 185 additional staff.

These new jobs will be spread across the company’s three offices in East Winch, King’s Lynn and Norwich.

Dot4Distribution has been announced as the UK distributor for Stylemartin footwear. Stylemartin claim to have been producing sports footwear for over 50 years from its home in the heart of the Italian footwear region in Montebellunathe.

It was the brand of choice for the likes of Eddie Lawson, and multi world champion Angel Nieto and is also recognised for making boots for the prestigious Belstaff brand.

Covering all genres of riding, its range includes sneakers, race, urban, off road, sport utility, touring and even boots specifically for riding Minimotos.

Stylmartin claim all its boots are made from the finest leathers, combining the latest technologies, and are CE certified for safety.

Contact 0203 514 2413 or email info@dot4distribution.com

Solitary confinement for Bennetts

L

atest move in the Competition and Markets Authority (CMA) investigation of Ardonagh Group’s takeover of leading motorcycle insurance broker Bennetts is an enforcement order instructing Ardonagh to retain the Bennetts business as a stand-alone entity until its ongoing enquiries into the deal are completed.

This imposition followed news that Ardonagh had finally completed the £26m purchase of Bennetts from Saga on 7 August, after the deal had been rubber-stamped by the Financial Conduct Authority.

The original acquisition agreement had been made in February. But the CMA didn’t get onto Ardonagh’s case until the beginning of July – expressing concerns that it may result in a “substantial lessening of competition” in the bike insurance market.

Ardonagh already owns Bennetts’ major competitor Carole Nash, acquired in 2017, as well as the Mackenzie Hodgson insurance brand fronted for marketing purposes by a pair of eponymous former bike racers. That is now operated by Carole Nash. It also owns Swinton Insurance, which has a substantial motorcycle broker presence.

Keep up to speed at www.britishdealernews.co.uk

25%

Telephone: 0333 666 0680 Email: sales@modeperformance.co.uk Showroom: 9A Cygnet Drive, Swan Valley Northampton, Northants NN4 9BS www.modeperformance.co.uk

ER2020

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ORIGINAL EQUIPMENT

30

PERFORMANCE

AUGUST/SEPTEMBER 2020

RACING

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International news

International news W The quarter of slaughter Roger Willis, BDN financial editor

ith the first quarter of a traditionallyframed new fiscal year for Honda, Kawasaki and Suzuki also spanning peak Covid-19 from April through to June, they inevitably struggled.

HONDA: BEST OF A BAD JOB

The world’s biggest motorcycle m a n u f a c t u re r took the biggest hit compared to its peers – but still managed to stay in profit.

Honda’s normally monumental Q1 bike division revenue almost halved, plummeting by 45.2% to £1.972bn. However, amazingly, it achieved a divisional operating profit, albeit diving by 84% to just £80.5m. Operating margin sank to 4.1% from 13.1% in Q1 last year. In stark contrast, although Honda car operations suffered roughly similar turnover shrinkage of 53.7%. That resulted in a huge operating loss of £1.407bn.

Global motorcycle sales volume was slashed by 62.3% to 1.855 million. Asian countries were mainly responsible for this scale of retreat, owing to suspended production and distribution. As a whole, Asia was 64.1% down to 1.572 million.

Among larger Asian markets, sales in India collapsed by 80.9% to 256,000 and Indonesia endured a 78.8% plunge to 244,000. But Vietnam, having begun to revive economic activity during the quarter, was only 36.6% down on 415,000. China, fully back

in business by April, boasted a quarterly 35.1% increase to 291,000.

Developed regions fared better.

North America and Europe respectively declined by 17.6% and 27.4%, both shifting 61,000 bikes. Honda’s Japanese domestic market got away with a marginal 2% drop to 50,000.

Honda nevertheless chanced a full-year forecast for its bike volume. This predicts an annualised reduction of 23.5% to 14.8 million machines sold.

European sales are expected to be only 3.8% lower on 230,000.

KAWASAKI: TEAM GREEN IN THE RED After losing money throughout its previous fiscal year, the motorcycle and engine division of Kawasaki Heavy Industries had been shrouded in gloom before the pandemic became a handy excuse.

So Covid-19 could only be blamed for making matters worse.

Total three-monthly revenue to the end of June 2020 was 13.8% down to £424.6m. An operating loss of £42.5m had more than doubled from the £20.2m Q1 loss last year.

Higher-value wholesale bike

shipments to developed countries were only 3.3% lower at 29,000, but associated turnover fell by 5.7% to £177.8m. Shrinking sales in Europe and adverse foreign currency translation carried the can for that.

Coronavirus impact was obviously held responsible in emerging markets across Asia, where motorcycle sales volume slumped by 63.8% to 25,000.

Related revenue plunged by 44.5% to £65.7m.

Utility vehicles, ATVs and personal watercraft, principally aimed at the US market, put on 18.2% to 13,000 units, while revenue from that direction grew by 23.8% to £119.7m. But revenue from general-purpose petrol engines sank by 31.5% to £61.3m.

The divisional full-year forecast is very much Team Red rather than Team Green. Predicted revenue will be 17.1% down to £2.017bn, accompanied by an operating loss estimate of £122.5m.

SUZUKI: SLUMPED TO LOSS Suzuki’s motorcycle business reaped the whirlwind of coronavir us rampaging

through major markets in Europe and Asia. The opening three months of fiscal year saw global revenue from bikes slashed almost in half, 46.8% down to £252.1m.

That inflicted an operating loss of £21.7m, against a £16.6m profit in the same period of 2019.

Worldwide motorcycle sales volume for the brand sank by 39.8% to 274,000.

Asian sales took the hardest knock, diving by 46.2% to 199,000, with a 74% revenue decline to just £61.4m. India, Suzuki’s biggest market in Asia, suffered a 69% fall in volume to 54,000 and turnover slaughtered by 84.7% to a mere £17.3m. However, the overall tally benefited from China’s early pandemic recovery. Chinese sales actually rose by 8% year-on-year to 94,000.

In higher-value developed markets, European volume sank by 33.3% to 10,000, with associated revenue 39.5% down to £52m. The brand’s domestic performance in Japan was 7.1% lower on 13,000, as revenue fell by 12.3% to £36.1m. A solitary ray of sunshine in all this gloom came from North America, where sales climbed by 58.3% to 19,000 and revenue was 18.1% up to £61.4m – identical to the whole of Asia!

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AUGUST/SEPTEMBER 2020

Sue French – South West m: 07435 789886 e: sue.french@scorpionauto.com

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AMERICAN IRON HAS ceased publication after almost 31 years and 390 issues. Its sibling titles American Iron Garage and American Iron Salute, similarly majoring mainly on modified Harley-Davidson models, have also folded.

Editor-in-chief Buzz Kanter blamed the Covid-19 pandemic for hammering a final nail into his corporate coffin.

“When our advertising crashed with the recent spread of the virus, we ran out of options,” he explained in a statement. “We trimmed the page count and content in our magazines, but that wasn’t enough to make a difference.”

Kanter went on to say: “Since 1989, I have been fortunate to work with really great editors, art directors and contributors who were dedicated, creative, hardworking and smart. They had to be, to achieve what we did for more than three decades. Thank you one and all for your support, encouragement and friendship. It’s been a heckuva ride.”

Italian bike sales bounce back in June

W

ith an enormous sigh of relief, the Italian powered two-wheeler industry association ANCMA has released some muscular registration figures for June.

Total numbers during the month rose by 35.2% to 41,605. The combined tally of over-50cc scooters and motorcycles plated by dealers across Italy was 37.3% up at 39,078. Mopeds added 9.1% to 2527.

The January-June statistics weren’t so pretty, which given the complete sales collapse during April’s lockdown isn’t surprising. Overall registrations across the first half of the year sank by 22.7% to 114,801. Scooters were 22.4% lower 1 18.08.2020 14:33:07 atcarburator-repair-kits-210x76-ALT.pdf 58,833. Motorcycles fell by 23.8% to 48,066.

Mopeds lost 17.4% on 7902.

US sales mount recovery

A

merican powered two-wheeler sales in the first half of 2020 have reversed an almost continuous decline since 2015, according to latest US Motorcycle Industry Council data. And dirtbikes led the recovery.

Retail sales of purely off-road machines climbed by 50.3%. And the related dual-sport category, covering trail and adventure products, was 20.9% higher. Scooters grew by 4% but street

motorcycles were 9.6% down. However, the combined tally added up to a 6.4% increase.

US government economic stimulus packages worth around £2.3 trillion, to mitigate coronavirus impact, have been held partly responsible for this return to growth. Much of the money was disseminated in direct cash hand-outs for taxpayers, to encourage consumer spending.

Covid cash for Piaggio

P

iaggio Group has taken advantage of an Italian government-sponsored funding initiative to provide liquidity and support the resumption of production activities by medium-to-large Italian companies, following the Covid-19 pandemic.

It has accessed a €60m (£54m) credit facility dedicated to this purpose with Banca Monte dei Paschi di Siena and Cassa Depositi e Prestiti, split between these two banks equally. Besides strengthening Group finances, Piaggio says the additional debt will enable continued consolidation and expansion of its leadership position in the mobility sector.

Specifically, new borrowings will fund R&D investments in areas such as active and passive safety, and sustainability – including reduced fuel consumption and emissions on internal combustion engines – with a view to improving Piaggio’s range of scooters, motorcycles and commercial vehicles.

MV Agusta opens three new dealers in France MV AGUSTA HAS OPENED THREE NEW dealerships on France’s Atlantic coast, respectively in Savenay, near Nantes; Royan, close to La Rochelle; and Latresne, in the Bordeaux area. These launches follow those recently announced in Belgium and Switzerland and mark the determination of MV Agusta to pursue its expansion strategy across international markets.

Atlantic Motos in Savenay was the first to open, on 20 June, its 300m2 multibrand showroom has been serving the region’s riders for over 30 years. The solus franchise Team Moto 17 in Royan followed a week later. Deux Roues, another exclusively MV store, used its launch event on 4 July to present its brand new 230m2 showroom.

Claudio Rizzotto, head of MV Agusta sales in France, commented “I am thrilled by the enthusiasm of both dealers and public In the past few days I’ve seen first-hand the tremendous brand equity MV Agusta enjoys in France. I was impressed by the level of service and professionalism demonstrated by our partners, and I am confident that they will do extremely well as ambassadors of Italy’s ultimate Motorcycle Art.”

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AUGUST/SEPTEMBER 2020 33

International news

Long-estabished US magazine shuts shop

International news

Half year damage control I

n the first half of an unprecedented year with their businesses assaulted by the Covid-19 pandemic, some motorcycle manufacturers have coped with the enforced changes better than others.

BMW: PAIN BUT GAIN BMW’s automotive operations may have plunged to a stonking half-year loss but a strong performance during the beginning of the year helped its motorcycle business avoid the same fate.

Global BMW Motorrad retail sales fell by 17.7% to 76,707 motorcycles and maxiscooters.

Revenue for the period was 17.8% down at £974.4m.

Operating profit dropped by 66% to £58.7m and operating margin declined from 14.5% at this point in 2019 to 6%. Pre-tax profit was 65.8% lower on £57.8m.

And net profit attributable to bikes lost 65.2% at £41.5m.

However, within that profitable six-monthly snapshot, Motorrad operations were on a significantly more negative curve in the second quarter spanning widespread lockdowns. April-June revenue had fallen by 28.2% to £471.4m.

That resulted in an operating loss of £6.3m, versus a Q2 profit of £92.1m last year.

Apart from being understandably coy about its expected rate of recovery in the second half, BMW continued to pursue its recent policy of providing no further details of Motorrad divisional retail performance in individual markets at a quarterly or interim level. These are now reserved for its annual statement.

DUCATI: ONLY THE BIKES WERE RED Naturally, Ducati’s German parent Volkswagen blamed an horrendous overall £1.26bn group-wide loss in the first half

34

Ducati stayed in profit during lockdown, but reduced production levels may affect stock availability later in the year

on Covid-19. But its Italian motorcycle subsidiary wasn’t a red-ink contributor.

Ducati revenue in the period was 23.9% down to £299.1m.

Operating margin declined to 5.4% from 12.9% in the equivalent six months last year, as operating

sporting segment occupied

by Panigale and Supersports models only deteriorated by 13.1% to 5397. Naked machines encompassing Monster, Diavel and Streetfighter products were just 7.9% lower on 7409.

Most pain was reserved for

Best news was that sales volume bounced back in June, 9.8% up year-on-year, as dealers escaped lockdown and began to satisfy latent demand profit plummeted by 67.9% to £16.3m – still an admirable result in the current climate.

The global over-500cc market in which Ducati resides sank by 14.7%, with a considerably more significant reversal in Europe. And the brand was far behind that average, its total retail bike sales volume sinking by 24.2% to 24,032.

However, the premium-priced

AUGUST/SEPTEMBER 2020

dual-sport Multistrada and Hypermotard tackle, which dived by 38.1% to 6496. Scramblers also took a severe hit, falling by 32.1% to 4730.

Best news was that sales volume bounced back in June, 9.8% up year-on-year, as dealers escaped lockdown and began to satisfy latent demand. The downside came with a 30.5% drop in six-monthly production to 24,157 bikes, an inventory shortfall of more than 10,000, potentially threatening a

showroom stock famine recovery gathers pace.

if

HARLEY: DROWNING IN RED INK Harley-Davidson’s results were utterly grim. But investors were invited to take a quantum of solace in fresh details of ruthless turnaround tactics from enigmatic new Teutonic supremo Jochen Zeitz.

Total sixm o n t h l y revenue fell by 28.3% to £1.68bn and the company plunged to an operating loss of £6.7m, versus an operating profit of £328.7m in the same period last year. That delivered a net loss of £17.5m – Harley’s first bottom-line red ink for more than a decade – against a fairly thin first-half net profit of £251m in 2019.

Respective second-quarter operating and net losses of £90.1m and £71.5m, when the pandemic’s impact was at its most severe, more than wiped out already-weak first-quarter gains.

Worldwide wholesale motorcycle shipments to Harley

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PIAGGIO: DOWN BUT NOT OUT Like all major bike manufacturers, Italian flag carrier Piaggio Group has had a torrid time in the recent past – but still kept its performance shiny side up.

Consolidated six-monthly revenue fell sharply by 26.5% to £542.9m, as lockdowns in many countries led to suspended production and commercial activities. However, urgent action in the second quarter meant Piaggio managed to slash half-year operating costs by 16% to £133m.

So although operating profit was savaged, 67.1% down to £22.3m, losses were avoided.

Net profit of just £8.2m equated to a 73.7% dive.

On a brighter angle, net debt during the period was cut too, by 3.7% to £478.1m. Effective inventory management in the first quarter, immediately prior to lockdowns, took the credit for that.

Global sales volume across Piaggio’s scooter and motorcycle

businesses dropped by 24.5% to 163,000 machines. Associated turnover, including a parts and accessories contribution of £48.5m, was 19.8% down at £422.9m.

Volume in the EMEA and Americas declined by 20.5%, with revenue 21.5% down. India fared worst, losing 58.4% of its volume and 49% of revenue. Asia Pacific got off lightly, selling 9.6% fewer

production, Pierer says group revenue was 20.5% lower at £546.7m. Operating profit sank by 96.4% to £1.5m, marginally avoiding red ink. These numbers may be revised post-audit, alongside the aforementioned volume calculations.

The company also asserts that a boom in worldwide demand after easing of lockdowns has particularly benefited the KTM

A boom in worldwide demand after easing of lockdowns has particularly benefited the KTM and Husqvarna brands

YAMAHA: A LOSING STREAK

bikes and suffering only a 4.7% revenue reduction. And there was actually a Vespa sales increase in a number of Asian markets, most notably China.

All of Piaggio’s own and partnered factories throughout the world have been back in production since May. But the Group says it is unable to provide a full-year forecast as long as evolution of the pandemic remains unclear.

and Husqvarna brands, reflected in double-digit percentage registrations growth and marketshare gains.

Given such an outlook, Pierer Mobility now expects secondhalf turnover to reach more than £730m, against £699m last year.

Annual revenue should be about £1.28bn, falling from £1.39bn in 2019.

PIERER: GILDING THE LILY

Figures for Indian Motorcycle parent Polaris were inevitably a tale of woe. But strong resurgence for its US domestic retail sales of off-road vehicles (ORVs) and bikes in May and June helped to lift the gloom.

Total Polaris revenue declined by 10.9% to £2.249bn. An operating loss of £223.5m ensued, against an operating profit of £167.3m in the equivalent six months of 2019.

Last year’s £105.2m net profit turned into a net loss of £185.6m this time around.

Core ORV (quadbike, sideby-side and snowmobile) divisional turnover was 7.3% down at £1.37bn. Revenue from motorcycle operations (Indian bikes and Slingshot trikes) fell by 14.9% to £206.6m.

However, poor second-quarter performance concealed a silver lining. Production and wholesale shipments to dealers from both divisions had been heavily disrupted by plant shutdowns in April and to a lesser extent in May. Therefore Q2 revenue from ORVs dropped by 9.2% to £734.7m and motorcycles were 28.2% down to £108.9m.

But Polaris ORV quarterly retail sales across North America went ballistic, more than 60% up. And

Pierer Mobility rushed out unaudited details of a vaguely positive performance. According to peculiar Austrian arithmetic, its various powered two-wheeler b r a n d s suffered a global 8.1% sales decline to 124,682 units.

But within that, some 70,171 KTM, Husqvarna and GasGas motorcycles, plus 34,351 Husqvarna and R Raymon pedelecs, allegedly represented a 1.3% increase. Losses were incurred in India, Pierer claimed, where Bajaj Auto saw its domestic sales of the KTM and Husqvarna machines it produces dive by 38% to 20,160.

Either like-for-like confusion abounds or we are being fed fake news. In the first half of last year, Pierer shifted a tally of 135,711 bikes, entirely comprised of 115,318 KTM and 20,393 Husqvarna motorcycles.

Neither GasGas products nor pedelec brands were included in the headcount. Simply chucking out this year’s introduction of pedelecs delivered a motorcycle total of 90,331, which is 33% down on the same period in 2019.

Owing to interrupted

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the Indian bike brand added about 15%. Once Slingshot was factored in, the motorcycle segment boasted retail growth of more than 20%. Combined with reduced shipments, US dealer inventory levels were slashed by 47%.

Waxing lyrical on this good fortune, Polaris chairman and chief executive Scott Wine said: “We overcame a near complete shutdown of both our dealers and the US economy early in the second quarter to capitalise on unprecedented retail demand for our off-road vehicles and motorcycles through May, June and now July.”

POLARIS: LOOK ON THE BRIGHT SIDE

Yamaha’s land mobility division, the vast majority of which concerns motorcycles and accounts for about two-thirds of its entire turnover, dragged the company into negativity.

Six-monthly divisional revenue declined by 23.8% to £3.09bn, And the period concluded with an operating loss of £48.6m. Turnover attributable to motorcycles was 25.6% down to £2.713bn. Global bike sales volume fell by 32.1% to 1.709 million.

Asia took the hardest knock as overall volume in the region sank by 35.5% to 1.364 million bikes and related revenue dropped by 32.9% to £1.564bn. In order of guilt, Indonesia, India, the Philippines and Thailand were the biggest losers. Revenue from Latin America and other emerging markets was 24.2% lower at £314m.

In the developed world, European volume shrank by 9.2% to 99,000 bikes and revenue was 7.3% down at £521m. North American sales saw a 12.5% decrease to 28,000 and turnover falling by 7.4% to £146m. The Japanese domestic market was 9.7% down to 42,000 and 7.7% in arrears at £131m.

At group level, Yamaha’s total half-yearly revenue fell by 19.9% to £4.955bn. Operating profit plummeted by 72.3% to £138m.

The bottom line was a net loss of £20m. Its full-year forecast features only slight revenue recovery and a break-even target.

Annual wholesale motorcycle shipments to dealers in developed markets should reach about 90% of the previous year’s tally.

But predictions for emerging countries are all over the place.

AUGUST/SEPTEMBER 2020 35

International news

dealers were 36.3% down to 81,300. Global retail bike sales volume for the brand slumped by 23% to 93,151.

US domestic sales were 22.7% lower at 55,072. European numbers dropped by 29.2% to 16,272. The EMEA region as a whole lost an identical proportion on 18,694. Asia Pacific in its entirety sank by a comparatively modest 8% to 12,640. Within that, the developed markets of Japan, Australia, New Zealand and South Korea accounted for 8073, just 3.1% in arrears.

Emerging areas in South-East Asia, supplied from Harley’s ASEAN tariff-busting plant in Thailand, were harder hit, losing 15.6% on 4567.

Elsewhere, Canadian sales retreated by 28.2% to 3753. In Latin America, where Covid-19 is ravaging Brazil in particular, volume fell by 37.1% to 2992.

Fleshing out his take-noprisoners Rewire masterplan for restoring iconic status (see On The Money in this issue), Harley chairman and chief executive Zeitz simply shrugged off this infected data at a post-results conference call. “We’re not willing to sacrifice the strength of our legacy in a quest for pure volume growth going forward,” he told shareholders.

They were not amused.

Off-road news

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

Off-road news Fantic’s race face

SHORT CUTS

GASGAS

GASGAS FACTORY RACING’S GLENN COLDENHOFF took overall victory at the MXGP of Latvia aboard his MC 450F to earn GasGas Motorcycles its first ever FIM Motocross World Championship victory. Finishing as runner-up in the opening moto, Coldenhoff then produced an impressive ride in the second race to claim overall victory.

The 29-year-old’s near faultless performances move him up to third place in the MXGP World Championship standings. Pierer Mobility will be pleased that its investment in the Spanish brand is paying off.

ACU/RENAULT

MEMBERS OF THE ACU CAN NOW TAKE advantage of an affinity scheme between Renault UK and the ACU which allows them to secure discounts of up to 39% (terms permitting) on selected new vehicles. Whether you’re after a new firm’s van or family transport, visit your local Renault UK dealer with your 2020 Licence Card and simply inform them of the scheme that you are looking to purchase through. The scheme is linked against Fleet Operator Number (FON) 80537. Your closest Renault dealer can be found online at www.dealerlocator.renault.co.uk

SUZUKI

IN ATTEMPT TO REVIVE STALLED SALES FOR ITS two-bike 2020 motocross range, Suzuki has slashed £1000 off the suggested retail prices of both its RM-Z450 and the RM-Z250 machines.

The former becomes available for just £5999, while the letter will cost £5899. Explaining this decision, Suzuki GB head of motorcycles Jonathan Martin said: “We’ve been seeing tracks reopen across the country and we know that many people are keen to get out and get riding again this season. This offer now makes it easier and more affordable for riders to put the best RM-Z450 or RM-Z250 there’s ever been behind the start gate.”

POLARIS

THE ROYAL HIGHLAND AND AGRICULTURAL Society of Scotland (RHASS) has awarded the Polaris Ranger XP1000 ABS a silver medal in its 2020 Technical Innovation Awards – the only off-road vehicle manufacturer to receive an award. The well-respected Technical Innovation Awards showcase innovation and development specifically within the agricultural sector. Richard Coleby, Polaris Britain sales manager, said: “Winning a silver award is a great accolade for Polaris Industries. The Ranger XP1000 ABS is designed, tested and validated within working agricultural applications. The award is a fantastic recognition of Polaris’ continued development of products tailored to our core working markets.” www.polarisbritain.com

36

F

antic held a two-day track launch for its 2001 XX 125 (MX) and XE 125 (Enduro) at XPark in Savingano sul Panaro, Italy, at the end of July. The first day was for the Italian press followed by the international press. No British journalists attended due to the Covid-19 isolation recommendations.

Originally announced at EICMA in 2019, these bikes use Yamaha’s 125 two-stroke motor modified by Fantic for their particular tasks. For the XX 125, modifications include a CDI control unit developed by Fantic Racing and a compatible expansion pipe produced in cooperation with Arrow. Power figures are not available but Fantic says, “Performance had been

achieved that puts the new XX 125 at the top of its category”.

The SRP is expected to be £6990.

The XE 125 Enduro comes with more linear power characteristics thanks to a lower compression cylinder head and Enduro-friendly CDI mapping. Also flattening the power curve compared with the MX version is the addition of a generator for the LED lighting.

Arrow also supplies the dedicated exhaust for this version. The fuel tank has a 9-litre capacity. The SRP for this one is £7450.

Both variants feature an aluminium semi-double cradle frame and swingarm, Kayaba suspension, Nissin brakes and Dunlop tyres so they come wellspecified straight from the crate.

Both models should be available in September, and also revealed at the launch and scheduled for a November delivery (remember this is Italy) was the prototype XEF 250 Enduro 4-stroke. Here again the basic power unit is supplied

by Yamaha/Minarelli but there are differences.

The Euro5-compliant motor has variable mapping courtesy of Athena-GET and an Arrowdeveloped exhaust system.

Suspension is supplied by Kayaba.

The XEF 250 does have additional parc fermé credibility however as the ECU mapping can be controlled via a smartphone app.

ClementsMoto 01227 720700 sales@clementsmoto.co.uk

Honda chooses Dunlop Geomax HONDA HAS CHOSEN DUNLOP’S GEOMAX MX-33 as OE tyre fitment to its new 2021 CRF450R motocross machinery. The selection of the Geomax MX-33 comes shortly after KTM and Husqvarna also selected the tyre for their 2021 motocross ranges.

Dunlop says that the Geomax MX-33’s design features a thinner and longer apex shape to provide enhanced stability and feedback, coupled with an enhanced construction to improve shock absorption and more effectively control casing deformation. A proprietary Progressive Cornering Block Design is used across the Geomax line and the MX-33 was the first tyre in the range to use this technology on the front as well as rear, helping riders to control slides and benefit from additional grip

AUGUST/SEPTEMBER 2020

according to Dunlop.

The MX-33’s prowess has been demonstrated in some of the world’s toughest motocross competitions.

Every round of this year’s AMA Supercross Championship was won by Dunlop riders, including Ken Roczen who took three victories riding his Honda CRF450R. Miguel Morais, OEM manager, Dunlop Motorcycle EMEA, says: “We’re delighted that Honda has chosen the Geomax MX-33 for its updated CRF450R. This comes just weeks after KTM and Husqvarna selected the MX33 for their 2021 ranges, and we’re very proud that this tyre is trusted by three leading manufacturers. This proves the MX-33’s ability which gives riders the grip and confidence to push their bike to the limits.”

www.britishdealernews.co.uk

Off-road news

Family firm reaps rewards J ohn Lee Motorcycles has been trading for over half a century from Market Square in Higham Ferrers, Northants, and is a specialist off-road dealer. As you would imagine, back in the day when John Lee started the business it would have been all about British-built road bikes. However, that didn’t last long as John was an early adopter of products from the Far East, namely Honda.

John Lee was a successful trials rider and it was no surprise that early customers came to his shop to make use of his knowledge and expertise, and hopefully to spend a bit of money. Initially franchises included Honda, Yamaha and Suzuki. Over the years all the major trials brands were handled by John Lee Motorcycles and with four sons in the family there was no shortage of test riders.

In 2008 two of the boys, Jack and Chas, decided that they would like to join the family business, hence the addition of ‘& Sons’ to the business name. Chas was the one who kindly agreed to speak to British Dealer News. On the subject of whether or not the business had been a Lockdown Loser, Chas was emphatic: “The doors might have been shut but in terms of bike sales we had our best April and May ever.”

So, what did he put this down to? As it turns out, as John Lee & Sons have no fewer than eight agencies for specialist trials and enduro manufacturers from Beta to Vertigo, part of their everyday business involves delivering bikes all over the UK. During lockdown, when people had time on their hands and nowhere to go, it seems that trials and enduro bikes were in great demand for trail riding or an impromptu trials section in the back garden.

The off-road business built up by the Lee family over many years has very much relied

The doors might have been shut but in terms of bike sales we had our best April and May ever on the ‘no bullshit’ principle. Additionally, as Chas points out, the staff takes part in offroad competition and that makes a direct link with customers who may be looking for help and advice. “We don’t get many tyre-kickers in the showroom”, he commented.

Chas concedes that unlike a purely roadbike based business, off-road customers tend to be more knowledgeable and know what they want. They can also tell if the person they are talking to doesn’t know what they’re on about. With Chas and Jack and the guys in the shop still competing regularly, there’s no danger of that happening.

This attitude is further promoted at various events, where John Lee & Sons establishes a presence with its liveried van and display area, showing off relevant ranges

Displays at events maintain the company’s off-road input

of bikes as well as retailing those essential items that people have either forgotten to get or have run out of.

As far as brands go, Chas says that Beta always does very well for John Lee & Sons as it is generally perceived to have the right price/performance ratio, plus the range covers all the bases: trials, enduro and supermoto, in two- and four-stroke form, from 50 to 480cc. The dealership has also had a long association with Honda, and when Honda took over Montesa, that was a bit of a gift for John Lee. However, you don’t get to keep a brand unless you continue to do the numbers, so Chas, Jack and the team are obviously doing something right.

The latest addition to the John Lee portfolio is Haibike, a range of electric bicycles ranging in price from £1999 to £6299. According to Chas, it’s a case of so far so good but it’s a little too soon to tell.

John Lee is already an Oset dealer, so it is already embracing what we are led to believe is the future for PTWs. But what of the future of the business? “It could be more of the same but nothing is predictable at the moment”, says Chas. “You have to keep trying. Complete the tasks in front of you straightaway. Basically, you’ve just got to get on, and that’s what we’ll do.”

John Lee & Sons Motorcycles 01933 312827 info@johnleemotorcycles.co.uk

AJP back on track

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ortuguese manufacturer AJP has announced that it’s back in production with its new

range.

The £5695srp fuel-injected SPR250 is the first of the new crop to appear, with a Supermoto version available at £5895. A 280cc performance kit with factory race exhaust is available for those who want a bit more poke. The SPR range will include 310 and 510cc options in both Enduro and Supermoto versions, all with a twoyear warranty. The full AJP line up

www.britishdealernews.co.uk

includes the 125 PR3 and the 650 PR7 Adventure.

AJP showed the new range off to the public for the first time at Overland Event in Oxfordshire in early September, and will also have a display at next year’s ABR Festival at Ragley Hall, Warwickshire, in June.

Dealers interested in the brand should note that there are currently open points in Scotland, Northern Ireland and Eire.

AJP Motorcycles UK 01763 259205 boba@ajpmotorcycles.co.uk

First model off the AJP post-lockdown production line is the AJP SPR250

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Reaction

Reaction

Your thoughts and opinions on the trade’s top topics

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Extraordinary opportunity for motorcycling

n 1952 when I was sixteen I bought my first motorcycle – a 350cc BSA. It was far from refined but got me around and introduced me to the joys of motorcycling. I was closely involved with bikes all my working life from joining Mobiloil – then Socony Vacuum Oil Company – in 1953 where I became competitions manager in 1957 before moving to Castrol in 1963 as motorcycle competitions manager. I remained with Castrol all through the 1960’s and during that time saw and met most of the big names of that era. Times changed dramatically during that period and motorcycling enjoyed huge support both for the touring bikes and then mostly sportsbikes. What about the weekend when just over 200,000 fans descended on Brands Hatch for the ‘World Superbike’ meeting? Do you remember the slogan “You meet the nicest people on a Honda”?

That was the overall feeling of the time and motorcycles were used for pleasure and everyday travel. I seem to remember the mid 1960’s when new registrations were around 240,000. Eventually the sporting side took over and everyday transport became less and less.

Since then, registrations have slowly dwindled away to the point where nowadays it is not uncommon to drive any distance

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without seeing a single motorcycle on the roads. All of this when the bikes themselves have improved enormously and traffic congestion and pollution has become a major problem to us all. Many dealers have closed and motorcycling hardly gets a mention in the wide media.

The world has suddenly changed beyond all recognition with the coming of Covid-19 or coronavirus. People are losing their jobs in their thousands and transport has become too expensive for many to afford. This situation is not something that will go away quickly and many people feel that we will be suffering the after affects for a long time to come. Surely now offers an extraordinary opportunity for motorcycling in general?

Machines are clean, reliable, fuel efficient, easy to park and fitted with all the things people are looking for like electric start and weather protection. Threading through traffic in the towns and cities is easy and there are often lanes available for motorcycles.

The modern 125cc machine has everything that is needed for use as transport as well as enjoyment. For those people living in the country where bus services have been largely or even completely withdrawn, the motorcycle has to be the best and cheapest way to get around.

This brings me to the main point of my current thinking. Where are all the PR companies? What are the manufacturers doing about promoting their products?

Where are the people or groups who lobby parliament? Where are advertisements showing the good side of motorcycling?

Where are the people who can think outside the box and place advertisements and editorial in newspapers like the Mail, The Sun, the Daily Mirror, TV and specialist magazines like Radio Times, Gardeners World, Countryfile and many other general interest publications that are read by people who do not buy the motorcycle press? Perhaps we could follow the lead taken by the car industry and arrange for traveling displays of motorcycles to be put on show in public places like town centre squares? Anything that brings motorcycling under the general spotlight has to be a huge plus in these troubled times.

As a segment of the market, motorcycling is in a unique place to help those who are in difficulty whilst offering a clean alternative to the polluted world in which we now live.

Let’s not just accept that the motorcycle share of the market is falling but make a renewed effort in these changing times to push all the good points of owning a motorcycle.

Malcolm Edgar

Keeping it simple and putting customers first

rade is good and the market buoyant. I don’t know about other dealers but I’ve really enjoyed some of the challenges of lockdown. I don’t want to sound crass and insensitive as it’s obviously caused a lot of heartache and emotional stress for many people. But hasn’t it been wonderful to be able to just get on with the job, manufacturers take note. I’m not just talking about the ones I deal with, as other dealers from brands I don’t represent have uttered these words. It’s just been bliss to be able to actually focus on putting the customer first, and putting them on the product. The feeling has been, you are open and we are grateful for everything you’re doing both in terms of looking after the customers and the brand. No nonsense dealing, this brought the really good old days into the fore of my memory when I first started dealing with a manufacturer ak Wilf Green of MZ fame. (John Feathers did mention Wilf in his column first but it was I who prompted him) Simple product simple pricing sold on a simple HP agreement with a simple to administer insurance scheme.

Oh and with no floor funding, you paid up front cleared funds and a very abrupt style

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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

of motivation to his network. For a few weeks it’s felt like the clock had been turned back to 1989. I know that actually things probably weren’t as rosy as I remember them but we suddenly seem to have being selling bikes again. Maybe there is a lesson there in keeping it simple. Mind you, I’ve never liked complicated.

Blackburn is seeing a rise in COVID-19 cases or at least they are testing more people and therefore finding more of the virus. Face masks have become mandatory.

There are plenty of column inches related to the benefits versus the negative impact of wearing and not wearing a face mask but for me the big negative will be not being able to see the customer smile. I delivered a few bikes in the van during lockdown and that was truly the best job I’ve done for a while. In fact I’d forgotten how good it is to see the beaming face of a customer as you turn up in the van with their new steed.

With renewed vigour I’ve got excited about the job again. Two wheels just makes so much sense. As an industry we have a superb product that only needs a bit more recognition from the road planning bods and

we have a truly effective transport solution.

I’ve tried to instigate a petition to allow motorcycles and scooters into bus lanes and had hoped the petition would be up there and I’d be encouraging everyone to sign it, in fairness I was warned this wouldn’t be straight forward. I’ve had to start this in my own name as an association is not allowed to create a petition, that was mistake number one. The NMDA are supporting this and Fred from the NMDA has helped with the submission. It seems as though the government are kicking all these requests into the long grass and giving all these Covid excuses as to why their normal two week turn-around is taking forever. Maybe a petition to ask why petitions aren’t being dealt with is in order! Just thought I’d keep everyone up to date as at least we are trying something and rest assured I’m like a dog with a bone now so you won’t hear the last of this.

A message from Philip Youles, Chair of the National Motorcycle Dealer Association (NMDA) and owner of Youles Motorcycles, Manchester & Blackburn.

Philip Youles

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01405 480000 sales@hendler.co.uk www.hendler.co.uk

A solution for hill shepherds!

aul Clarke is the proactive owner of So, all this energy and enthusiasm from our supply Moonraker Motorcycles in Norwich. chain and manufacturers through to riders is Never a man lost for words or spotting the commendable and encouraging, but a careful read opportunity to promote sales. of the Department for Transport dilatory response He contacted not only his local MP in Norwich, but casts a serious doubt. three others in adjoining East Anglia constituencies Politically it is traditionally acceptable speak it to suggest ‘scooters and motorcycles’ as alternative seems, to develop a ‘close working relationship’ transport when the effects of Covid-19 became clear. and ‘meaningful dialogue’ but the reply makes me As the MCIA correctly think it side steps the efforts suggested we could ‘Unlock of those individual MPs who We want your represent the people, sadly to our Freedom’ and it seems like we are doing exactly that with the filing cabinet rubbish bin at fast recovering sales. MAG, the the DfT. NMDA and other trade suppliers We have a regulated twoand contributors to BDN had wheel product that conforms Your thoughts and opinions been incensed with the sole to the latest emission rulings. on the topics that make the reference to ‘cycling and walking’ So why are we not recognised trade tick are welcomed: as the only suggested alternative as a valuable contributor to to commuting. Who came up the economy and a solution editorial@dealernews.co.uk with the daft suggestion that you that will take workers to BDN, 10 Daddon Court, can actually walk or cycle (say 5 Clovelly Road Industrial Estate, employment in safety now? or 10 miles each way) every day Why don’t we ban all internal Bideford, EX39 3FH as an average commute? Unless combustion engines so we can you are a hill shepherd! totally decarbonise the soon to Clarke also interestingly suggested in a letter to be skint Great Britain anyway? Of course, electric BDN Reaction pages last year that “we will never sell propulsion will be the future in years to come but it motorcycles and scooters in any volume, till we are may have to take it’s turn with the High Speed HS2 all skint again” referring back to his own youth and train that has consumed billions already. experience of affordable two wheels.

The solution of course remains as it has from March Quite prophetic in a way and echoes perhaps 23rd this year. Leave it to the enterprising rider and the future for many. At the same time, in the most switched on dealer, repairer and suppliers doing what bizarre way, opens doors for our long enduring they do best – controlling their own destiny. affordable transport and leisure personal choice.

John Featherstone

Views

STAR LETTER

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HEAD OF CONTENT Andy Mayo: www.britishdealernews.co.uk editorial@dealernews.co.uk tel 01237 422660; 07780 857693 key business information for the UK motorcycle and scooter industry

FINANCIAL EDITOR Roger Willis: motobusiness@icloud.com PRODUCTS EDITOR / DESIGN MANAGER Colin Williams: design@dealernews.co.uk DESIGNER Maurice Knuckey: creative@dealernews.co.uk COLUMNISTS Roger Willis; Adam Bernstein; Dan Sagar CORRESPONDENTS Brian Crichton; Suzanne Potts; Rick Kemp; John Featherstone; Frank Finch CIRCULATION circulation@dealernews.co.uk ACCOUNTS MANAGER Mark Mayo: accounts@dealernews.co.uk ADVERTISING EXECUTIVE Alison Payne: adsales@dealernews.co.uk tel 07595 219093 ADVERTISING CONSULTANT Paul Baggott: adsales@dealernews.co.uk tel 07831 863837 TAIWAN AGENCY Albert Yang, Pro Media Co: info@promedia.com tel +886 4 7264437 Mayo Media Ltd, 10 Daddon Court, Clovelly Road Industrial Estate, Bideford, EX39 3FH

tel 01237 422660 www.britishdealernews.co.uk

Looking back, moving forward

ell, it has been 19 months since I retired from repping for Fowlers and hung up my briefcase.

Can’t say I’m missing all that traffic!

I still have an interest in what is going on in the trade, keeping in touch with a few of my more friendly customers. I have just been tiding up some paperwork and came across something of interest. Over the 30 odd years repping covering a fair bit of the UK at some time or another, I totted up I had called on 350ish motorcycle shops between 1984 through till 2018.

Of those 350 accounts there are only 104 still trading. That is a

PUBLISHER Colin Mayo: editorial@dealernews.co.uk daily | weekly | monthly | yearly

pretty shocking figure.

I also came across a list of Honda dealers (from 1976/77 I believe) which I have attached. Check how many of those are still trading.

With the lockdown and most of the trade closed and serious advertising missing out any bike business, and promotion to be done. there is going to be a lot of serious Still biking (when allowed). catching up to be done.

Dave Mathers But all of this “up evil” could be an advantage to the two-wheel business, social distancing is going to be a nightmare on all public transport.

STAR LETTER WRITER Will receive a SilverBack ack cleaning kit, So, GET ON A BIKE worth over £55 retail value makes sense. Time for some

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MCIA

Derogation, Brexit and Freedom 2020 has certainly been a year like no other and our industry has suffered, as have many others, during the lockdown. As the association that represents the supply side of our industry, MCIA remained open during lockdown to support members with advice and information relating to both the virus and other business issues

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s lockdown was eased, it was pleasing to hear reports of high levels of footfall for the PTW retail trade and this was borne out with June registration figures that were up 14.8% on last year. July figures that were a storming 41.9% up on July 2019 suggested that the growth was something more than lockdown demand being satisfied and at the time of writing, August figures are also looking positive.

With the use of public transport initially discouraged by government, MCIA was amazed that PTWs were missing from the list of recommended alternatives.

The fact that street-clogging, road damaging, environmentallyunfriendly, single occupancy cars were promoted was a step too far.

Consequently, MCIA vigorously lobbied the Secretary of State for Transport to demand that PTWs should be endorsed as public transport alternatives and prepared letters for industry and members of the public to send to their MPs. Many did just that and 84 MPs responded, giving the issue extra exposure at government level.

As a result, MCIA have now secured ministerial engagement and are looking forward to a round table meeting which will take place in the Autumn. The meeting will discuss how the Powered Light Vehicle and Powered Two Wheeler sector can play a key role in the government’s Green Recovery from Covid and their

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Grand Challenge of the Decarbonisation of Road Transport.

#UNLOCK YOUR FREEDOM In addition, MCIA brought together companies from all sectors of our industry who, putting their naturally competitive inclinations to one side, produced the Unlock your Freedom campaign in a very short time.

Unlock your Freedom was designed to show non-riders how using a PTW would give them a mode of transport that was not only self-isolating, but low cost, convenient, environmentallyfriendly and fun.

Analysis of the campaign shows that www.unlockyourfreedom.co.uk has received over 10,300 visitors since 1 June, with 10% of visitors going on to search for a training school. 22% of enquirers have been female, which is a much higher proportion than seen among current licence holders.

Nearly 30% of website visitors were in the 25-34 age group, 20% 35-44 and 14% under 24, giving a refreshing contrast to the current situation.

Although it would be bold to suggest the buoyant market is exclusively the result of this

AUGUST/SEPTEMBER 2020

initiative, we think it would be fair to say that it certainly played a part.

POST-BREXIT While, understandably, the Covid-19 situation has filled recent headlines, the end of the Brexit transition period is arriving at a pace.

For the first time in over 40 years the MCIA will represent this sector in a UK that is an independent, sovereign nation and one that will trade with the countries of the world on that basis. MCIA will play a significant role in supporting its members in the lead up to the end of the year and do all it can to support both import and export across our broad and diverse sector.

MCIA continues to regularly meet with government on behalf of the PTW sector to discuss topics including; new border and customs procedures, changes to vehicle type approval, CE marking (to be replaced by the new UKCA scheme) and the new WTO tariff structure, referred to as UKGT (UK Global Tariffs).

Changes that will occur over the coming months and years will require MCIA members to

JOIN THE MCIA

The MCIA exists to support and develop our industry. If you would like to know more about membership, contact: e: membership@mcia.co.uk t: 024 7640 8000

fully engage if problems are to be avoided in the future.

EURO 4 END OF SERIES DEROGATION Irrespective of the UK’s departure from the EU at the end of the year, the Euro 5 regulations relating to Powered Two Wheelers will come into effect on 1 January 2021, replacing Euro 4.

At one point it appeared that government may not allow an end of series due to pressures relating to climate change, however, following a robust lobby by MCIA, we were pleased to advise members that derogation had been granted.

However, the rules for this are now more complex and require substantial economic and technical justification in order for a manufacturer to benefit from end of series.

MCIA members are invited to contact Mark Fowler, head of technical & regulatory affairs, for assistance with any challenges in this area. 

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BDN

Feature

Tony Campbell, MCIA CEO

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SEPTEMBER 2020 41 27/08/2020 11:41

Business Essentials

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

LARGEST RECESSION ON RECORD

A THIRD OF EMPLOYERS ARE PLANNING JOB CUTS IN THE THIRD quarter of this year as the government’s coronavirus furlough scheme comes to an end, a survey of 2000 companies has found. The research by the Chartered Institute of Personnel and Development found the number of employers expecting to make redundancies had jumped from 22 per cent earlier this year to 33 per cent for the three months to the end of September.

SANTANDER EXTENDS ESIGN PLUS

AS CONSUMER PURCHASING BEHAVIOUR CONTINUES TO REDEFINE THE POINT of sale, Santander Consumer Finance (SCF) has announced an extension to its eSign electronic documentation fulfilment solution. eSign Plus now gives customers the flexibility to choose where and when they complete their finance agreement. Critically, a customer can now choose to digitally sign their finance documentation either remotely prior to the delivery of their vehicle, or at the dealership. Stewart Grant, Santander Consumer Finance commercial director said: “It is important for SCF to continually evolve its offering to keep pace with the everchanging, consumer driven marketplace within which we operate.

The eSign Plus solution has been specifically created to support our OEM and dealer communities, allowing them to fully transact with their customers remotely. “The speed with which this development has been delivered, is a fantastic example of how SCF works in a collaborative and effective manner with its OEM and dealer partners. It also demonstrates our commitment to being a leading force within the automotive financial services sector.” www.santanderconsumer.co.uk/dealer

IVENDI HELPS DEALERS TO £63M OF DIGITAL DEALS

A NEW IVENDI PRODUCT PROVIDED FREE OF CHARGE TO CORONAVIRUS crisis-hit vehicle retailers has been used to manage and negotiate more than £63m of car, van and motorcycle digital deals. TRANSACT was made available to the online motor retail market leader’s direct retailer customer base from April. It is designed to develop online consumer interest in a specific vehicle through to a final transaction while managing the complexities of the sales process, either online or in the showroom.Development work on the product began in Autumn 2019 and it was originally due to be brought to market later this year. However, the launch was accelerated by iVendi because it was believed to be highly appropriate for dealers during current circumstances. iVendi has launched three products in 2020 – ENGAGE, CONVERT and TRANSACT – that together form a comprehensive online motor retail journey for all vehicle retailers from small dealers to multi-national businesses. CONVERT was introduced in January and ENGAGE was brought to market in July.

MOTONOVO ANNOUNCES CBILS SUPPORT

MOTONOVO FINANCE HAS ANNOUNCED THAT IT IS NOW ABLE TO PROVIDE additional support to the dealer community as accredited “introducer” for the Aldermore Coronavirus Business Interruption Loan Scheme (CBILS). It is a move designed to provide a new funding avenue to the more than 2000 dealers and 17,000 corporate customers that the business estimates are facing short to mid-term cash flow challenges in what is a rapidly changing operating landscape. The CBILS is designed to provide financial support to SMEs across the UK that have lost revenue, having seen their cashflow disrupted, as a result of the Covid-19 outbreak. MotoNovo is now able to offer an introduction between eligible dealers and Aldermore to discuss CBILS loans (HP and finance lease) of between £50k-£250k.

Managing the end of furlough Almost six months into the coronavirus pandemic, there is only one truth – that 2020 will be a year to forget. Even so, there are a number of practicalities for businesses to deal with, one of which is the ending of the Coronavirus Job Retention Scheme (CJRS).

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remembered that no new employees can be added to the furlough scheme.

From August, employers will be required to pay employer national insurance and pension contributions. Beginning September, employers will also have to pay 10 percent of a furloughed workers pay which will be capped at £2187.50. And AN END TO THE SCHEME from October, the last A huge burden on month of the scheme, the public purse, the Employees can employers will also have government is now be made to take to pay 20 percent of the winding down the furlough pay which will scheme over several holiday while be capped at £1875. months.

As to the changes, on furlough, but Because of the change in furloughing period, from July the minimum only if paid 100 as employees can come three-week furlough back part time, it is period was removed, percent of their more complicated to and employers now work out pay. Helpfully, have the option of normal pay though, there is a bringing back staff calculator tool on the gov.uk website. ‘as and when’ – part time – but on the It’s still the case that workers who are basis that worked time is paid for by the sick can move between furlough and employer and not the state. statutory sick pay, but they cannot be paid Employers also have the opportunity both at the same time. to bring employees back progressively by ending furlough for an increasing number of employees each month, leaving EMPLOYER DECISIONS others on full furlough. Alternatively, Employers who cannot – or do not employees could be rotated between want to – pay the extra contributions full-time furlough and work. It should be will have to remove the employee from

ommonly known as furloughing, CJRS allows employers to keep staff on the books, but at home, on 80 percent of their pay to a cap of £2500 a month, the cost being covered by the government.

tivity!

onnec mote c

e re

Real-tim

0116 230 1500 • sales@catalyst-uk.com • www.catalyst-uk.com 42

AUGUST/SEPTEMBER SEPTEMBER 2020 2020

www.britishdealernews.co.uk

CJRS and consider their options, whether this means a pay cut or redundancy. It should be remembered that a worker’s pay can only be cut with their prior rus written agreement (but that may Coronavi be forthcoming considering the current jobs market). Alternatively, redundancy may be the only option, es’ but the rules are complicated and ur employe o y r fo im Cla navirus good advice is necessary from either h the Coro g u ro th s e the government’s arbitration service wag on Scheme ACAS, or from a lawyer. It’s worth Job Retenti ployers pointing out that at the end of July the guide for em ep st y b ep A st rules were changed so that redundancy pay is based on an employee’s normal pay, not the 80 percent that was due under furlough.

Sight also shouldn’t be lost of the fact that CJRS was designed to keep workers on the payroll. If employees are made redundant in short order after the end of CJRS there is a reasonable prospect that HMRC could investigate an employer’s CJRS claim on the basis that it was used to pay for the consultation period relating to redundancy, not genuine employment end of July in the because the redundancies had always been Finance Act gives employers who have planned. claimed CJRS 90 days to ‘confess’ and return claimed monies where either there was no real need to claim, or alternatively, employees were OTHER MATTERS working in breach of the furlough rules.

There are other elements of CJRS for If an employer chooses not to own up, a employers to digest. One is how the regime penalty of between 30 and 100 percent of interacts with holiday entitlements. In short, the tax charge that needs to be repaid will be employees still accrue holiday entitlement levied where the error has not been notified to while on furlough although any enhanced HMRC within the specified period – but only contractual pay beyond the statutory if the disclosure is made voluntarily. If HMRC minimum 5.6 weeks (28 days) can be reduced action leads to a disclosure, the penalty will be if agreed by the employee. Further, employees much higher – between 50 and 100 percent of can be made to take holidays while on the tax charge. furlough, but only if paid 100 percent of their Employers should be mindful that CJRS normal pay. Also, it’s possible for a pregnant allows an employee to undertake training employee to be furloughed and on maternity or learning that relates to their job while leave at the same time – statutory maternity furloughed; they aren’t allowed to do anything pay (SMP) is not reclaimed through CJRS, but that generates income – not even a simple instead via the usual SMP scheme. administrative task. The same applies to There is also the matter of how HMRC is directors apart from their statutory duties. tackling fraud. Legislation brought in at the Version 5

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IN SUMMARY The CJRS isn’t perfect, but it has been a success. However, it is coming to an end and employers need to plan ahead for the changes that are coming.

Looking to the future, and with a nod to employers keeping staff on beyond the end of CJRS, the chancellor, Rishi Sunak, announced in June the Job Retention Bonus of £1000 per employee that remains employed to the end of January 2021. While it has been much derided in the media as an ineffectual means of keeping staff on the books, it’s arguably better than nothing.

For more information: visit www.gov.uk and search for ‘Coronavirus Job Retention Scheme’ and ‘redundancy’. 

NEXT MONTH A look at the Bounce Back Loan scheme which closes to new applications on 4 November. Diarise to read the story – it’s the cheapest guarantee-free loan a business will ever see.

AUGUST/SEPTEMBER SEPTEMBER 2020 43

Business Essentials

s Essentials

with Adam Bernstein www.abfeatures.com

Marketing Matters

MARKETING MATTERS Expert advice to improve how you promote and sell your products or services

REPUTATION: YEARS IN THE MAKING - MINUTES IN THE TAKING! Public relations is defined as “the practice of creating, promoting, or maintaining goodwill and a favourable image among the public towards an institution, public body, etc” (Collins English Dictionary). That can be summed up in two words; reputation management

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hy is it important to manage your reputation? It’s often said that a good reputation is hard-won and easily lost and Oxfam is an organisation that learned this the hard way. Once one of the UK’s most respected charities, in 2018 it was rocked by allegations that it had covered up sexual misconduct by aid workers in disaster zones and lost 7000 regular donors as a consequence. Perhaps the best example is Gerald Ratner who took about 10 seconds to make his famous gaffe (describing his jewellery products to business leaders and journalists as “crap”) which subsequently triggered the collapse of his multi-million pound empire.

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REPUTATIONS ARE BUILT ON TRUST First, ask yourself about your reputation. Think about what qualities characterise your business and what type of reputation you are trying to build: specialist, premium, value, friendly, professional, etc.

Most reputations aren’t tarnished by scandal – they are usually eroded by consistently poor quality, service or value (and sometimes all three). In these cases, a good PR operation can help to turn around the brand’s fortunes, but only if it is backed up by a genuine effort to fix the problems.

On the flip side, PR plays an important role in

AUGUST/SEPTEMBER 2020

maintaining a good reputation.

Take a look at the top three brands in the UK last year, as measured by YouGov in their annual BrandIndex; 1. John Lewis 2. IKEA 3. Marks & Spencer Those are three trusted brands, for sure, but what are their reputations based on?

Marks & Spencer is well known for the quality and value of its products and high levels of customer service. IKEA’s Swedish heritage alone creates a positive impression for many Britons and this is reinforced by its philosophy that as many people as possible should be able to afford a beautiful and functional home. The John Lewis Partnership is unusual, because it is co-owned by its employees, which feels friendlier than a big business,

whose shareholders are expecting a dividend.

In all these cases, smart PR underlines those core values, builds trust among their customer base and helps maintain a strong and lasting reputation. It’s all about regularly, and consistently, showing people the things they like about your business.

YOUR REPUTATION – GOOD OR BAD? It’s easy to fall into the trap of assuming that everything must be perfect and that any criticism is evidence of massive reputational damage. And, while it’s good to have high standards, you’re setting yourself a nearimpossible and stress-inducing bar to clear.

Instead, think about what it is that your reputation is built on and concentrate on that.

www.britishdealernews.co.uk

Get your brand in front of the trade 365 days a year

EXPO REGULAR DAN SAGER FOUNDED THE Fab-Biker PR agency in 1996 and has been advising businesses in the motorcycle industry on marketing matters ever since. fab-biker.co.uk

renowned for friendly service?

With Swiss railways, it’s Best ensure you have pictures punctuality (definitely not low of smiling staff on your website, cost!), so those trains need to that the team are cheerful around run on time. Just about every customers and that your social butcher I’ve ever visited offers media is managed award-winning in the same spirit. sausages – you Think about expect to find what qualities MAINTAINING some pretty sensational YOUR REPUTATION characterise bangers on the Having identified counter. With your business the key qualities supermarkets of your business and what type and the like Lidl and Aldi, it’s all characteristics of reputation about low prices that underpin and, at the you are trying its reputation, other end of it’s essential to to build the spectrum, keep your focus Waitrose is all on them and to about quality (if you need to reinforce them wherever and check the price label you probably whenever you can. While it’s shouldn’t be shopping there). always important to react quickly, honestly and professionally to anything that poses a risk to your REINFORCE, DON’T UNDERMINE reputation, if you keep doing Focus on what you’re famous for. what you do well and keep telling Won awards for those sausages? people about it, your reputation Make sure they’re prominently can almost look after itself.  on display; offer a sausage of the week; maybe donate a batch to charity. Of course, once customers are in your shop, you NEXT MONTH can sell them other products too.

We ask whether your core On the flip side, consider how values are reflected throughout odd it would seem to customers the business. if they visit a butcher who’s won awards for his sausages, only to find a dull and limited selection.

Play to your strengths. Are you

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SEPTEMBER 2020 45

Product news

Products The latest products for your showroom

NEW PRODUCTS

seen

Send your information & images to: products@dealernews.co.uk or British Dealer News, 10 Daddon Court, Clovelly Road Ind Est, Bideford EX39 3FH Call us on 01237 422660

Wulfsport boots A PAIR (OR SHOULD THAT BE TWO PAIRS?) OF NEW BOOTS from Cumbrian off-road clothing specialists Wulfsport.

The JM Racer is a full-height motocross boot with a leather and TPU upper combined with a double-stitched sole. The injection-moulded shin plate is pre-curved for comfort, and there is what is described as “generous” heel support and padding, as well as a reinforced toe box.

Wulfsport has also included a flex control system, which claims to improve the riding experience. The boots come in a grey/black/fluo yellow colour scheme in men’s sizes 39-48 (roughly UK6-UK13) at a trade price of £109.95 For the 2020 season the HL Trials boot has been updated with thicker full-grain leather for the uppers, an extra-long leg to give a bit more calf/shin protection, and a new four-strap fastening system with a repositioned lower fixing for better ankle grip. The ankle area has been made more flexible to improve control and the toe box has been made lower-profile. There is a choice of black or brown colourways available in Euro sizes 39-48 at a trade price of £99.95.

Wulfsport; tel 01900 873456; www.wulfsport.com

Indian engine control 4 THE CREW AT S&S CYCLE ARE BIG FANS OF Indian’s flat-track inspired FTR1200 and last year launched several exhausts for the model.

Now they have launched the S&S Engine Control Manager, which allows the base model FTR1200 to enjoy the additional engine modes previously only available on the S model. The handlebar mounted switch communicates with the bike’s engine control module and unlocks the rain and race modes that were hidden on the entry-level model.

Simple installation and easy access allow for quick mode changes which are said to transform the bike’s performance at a single click SRP is £210.

Parts Europe; tel 0049 6501 96950; www.partseurope.eu

Evotech for Honda Fireblade/SP EVOTECH PERFORMANCE HAS announced a new accessory line for the latest Honda CBR1000RR-R Fireblade and SP models.

The range includes: tail tidy, radiator guard and oil cooler guard set, brake lever protector kit, bar end weights, front and rear spindle bobbins, exhaust hanger, and rear paddock stand bobbins.

Evotech Performance; tel 01507 466 729; www.evotech-performance.com

RDmoto range UK BODYWORK SPECIALIST, PYRAMID PLASTICS, has just added RDmoto’s extensive range of engine and handlebar guards to its offering.

RDmoto’s engine guards are made from 22mm and 25mm steel pipe and come powder coated in a range of colours to suit various motorcycle brands, including a new orange scheme for the KTM 790 Adventure which also has matching handlebar guards available.

Prices depend on model, but popular applications such as for the Yamaha MT-09 start from £100 SRP. Pyramid Plastics; tel 01427 677990, www.pyramid-plastics.co.uk

New colours for LS2 Challenger 6 DEVELOPED WITH INPUT FROM LS2’S SUPPORTED MotoGP riders, the Challenger is a full carbon sport touring helmet retailing for £329.99.

The carbon fibre shell weighs in at 1350g and comes in three external sizes and has a long-oval shape to follow the natural contour of the head.

The quick-release polycarbonate visor is ready to accept tear-offs and comes with a Pinlock Max Vision, plus there’s a flip-down internal sun visor too.

The new colours are the Grid graphic in blue/carbon/ red or Antique Gold, and the Drone graphic in matt carbon/blue or matt carbon/hi-viz yellow. Available in sizes XXS - 3XL the Challenger is ACU Gold and ECE 22.05 certified for track and road use.

LS2 Helmets UK tel 01670 856342 www.ls2helmets.com

R&G for BMW F900 R&G HAS UNVEILED A FULL range of protection and styling accessories for BMW F900R and F900XR machines.

Included in the protection range are adventure bars, engine case covers and headlight shields, and the styling options include fender extenders, tank grips and tail tidies. SRPs start from £14.99.

R&G; tel 01420 89007; www.rg-racing.com

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AUGUST/SEPTEMBER 2020

www.britishdealernews.co.uk

Twinstar hybrid sprocket.

DEVELOPED AND TESTED THROUGH an extensive R&D programme including top level motocross events and the 2020 Dakar Rally, the JT TwinStar range claims to be the lightest, most durable bimetal sprocket on the market.

It has been developed to fit key motocross and enduro models from Honda, Kawasaki, KTM, Suzuki and Yamaha and is manufactured from a lightweight aviation grade Ergal 7075-T6 aluminium using state-of-the-art laser cutting and CNC machining. The steel outer ring is heat-induction hardened to create a sprocket which is claimed to last up to six times longer than a standard 7075-T6 aluminium sprocket.

The TwinStar is introduced to the UK market at a special introductory price of £35.95 SRP for all 520 sizes (up to and including 52 teeth), valid until the end of 2020.

JT Sprockets; www.jtsprockets.com

Resurgence Gear N1 Deck jacket NEW FROM RESURGENCE GEAR, IS THE N1 Deck jacket, a protective motorcycle jacket, which is a take on the iconic US Navy design.

The Deck jacket was made famous by the likes of Paul Newman and James Dean in the 1950s, but was originally produced for use by the US Navy in WWII. The modern iteration has a heavyweight cotton canvas exterior with a PEKEV abrasion resistant lining and a Sherpa fleece interior. Protection is provided by D3O’s new IP Ghost armour at the shoulders and elbows, and a D3O Viper back protector.

Other features include two zipped exterior pockets and four interior pockets, magnetic front flap and a button-down collar.

The N1 Deck is CE EN17092 rated AAA and comes in Sand in sizes S-XXXL for an SRP of £325.

Dot4Distribution; tel 0203 514 2413; www.dot4distribution.com

Africa Twin Akrapovič AKRAPOVIČ’S LATEST PRODUCT IS A SLIP-ON LINE TITANIUM EXHAUST system for the Honda CRF1100L Africa Twin.

Constructed from titanium and finished with a handmade carbon-fibre end cap and heat shield, this system is 24.6% lighter than the OE exhaust. It is EC/ECE type-approved and has a simple plug-and-play installation, with no remapping needed.

Performance Parts; tel 01327 706139; performanceparts-ltd.com

www.britishdealernews.co.uk

Product news

Bike It luggage 4 Bike It’s new range of budget motorcycle luggage includes the MotoGP roll top rucksack, which is made from a heavy canvas outer with a waterproof inner liner.

It is has an external zip pocket, adjustable straps with waist and chest cross belts. SRP £29.99.

The helmet store carrier is a protective storage bag for up to three helmets. It has a padded outer shell and a fleece lining, with zip openings on both sides for easy access. SRP £79.99.

And for on-bike storage, the Bike Tek Maxi tailbag is a large throwover tail bag with a 50 litre storage capacity. There is a main storage compartment plus two large side pods and a front compartment.

Approx size is 200x600x400mm and SRP is £79.99.

Bike It International; tel 023 8065 8700; www.bikeittrade.com

RX-7V Race FIM FEATURING FULL FIM homologation, the RX-7V Race FIM features several unmistakeable Arai characteristics, including the R75 shape shell, a Pinlock Max Vision-equipped visor and a very efficient ventilation system.

The new FIM approved Aero-Kit enhances performance by bridging the gap between the helmet and the aero hump on a rider’s leathers, reducing drag and aiding overall speed. SRP for the RX-7V FIM is £749.99 for solid colours, or £849.99 for the graphic options.

Moto Direct tel 01773 864420 www.moto-direct.com

NEW PRODUCTS

seen

Automatic sanitizer dispenser tower IF YOU ARE STILL setting your dealership up to cope with safeguarding measures during the pandemic, this Automated Hand Sanitizer Dispenser will demonstrate that you take safety seriously.

It is battery powered and features a 1 litre capacity and contactless application.

Other features include a disposable glove dispenser, foot operated waste bin and an optional face mask dispenser (individually packaged face masks are available on request).

It comes in a choice of colours at a price of £295 plus delivery and VAT .

RS Workshop Equipment; tel 01832 741007 www.rsworkshopequipment.com

Remember, dealers need to be informed before consumers.

We require 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

Call us on 01237 422660

Product news

Anlas Viento Sport 4

Force Master 3

FOR THE FIRST TIME IN ITS HISTORY, Turkish motorcycle specialist Anlas has entered the hypersport tyre market with the new Viento Sport.

Following several years of intensive research and development, the new Viento Sport offers high levels of performance on both road and track to riders of the latest supersport, superbike and hyper naked motorcycles.

The engineers at Anlas have developed their latest Variable Winding Technology, which allows the tension of the carcass to alter across the profile of the tyre. This has allowed them to optimise the contact patch at all angles of lean, delivering improvements in handling and traction.

A new high silica compound is said to offer excellent warm up times from cold and superb all-weather grip.

At present, Cambrian Tyres has stock of popular sizes including 120/70 ZR17 fronts and 180/55 Z17 and 190/50 ZR17 rears. Both 160/60 ZR17 and 190/55 ZR17 rear sizes are planned for later this year.

Cambrian Tyres; tel 01970 624004 www.cambriantyres.co.uk

THE SCOOTER TUNING GURUS AT Malossi have updated the Force Master engine control module to Version 3, and claim it to be the firm’s best yet.

The Force Master 3 slots between the original ECU and the lambda sensor in the exhaust, intercepting the signals and allowing the air/fuel ratio to be customised and dynamically altered. And thanks to some highly evolved electronics, signals from the throttle position sensor can also be more precisely monitored, which provides significantly improved response times and better performance and efficiency.

The unit can store eight different maps, allows the rev limit to raise by up to 1000rpm, and is available for various Vespa 300cc models 2019-on, the Yamaha T-Max 530 2012-2016 and BMW’s C Sport and C GT scooters.

VE (UK); tel 0115 946 2991; www.ve-trade.com

Tucano Urbano El’Fresh TUCANO URBANO HAS A NEW DEMI JET HELMET IN ITS RANGE – THE El’Fresh. Designed to allow as much airflow as possible, the El’Fresh features a dynamic flow ventilation system with large perforations in the liner and an air-channelling system for maximum breathability. Removable vent covers can be used to cover the large vents across the top of the helmet for chillier days.

Made with a thermoplastic polycarbonate shell with a dual-density EPS inner, the El’Fresh offers ECE-approved protection and features a micrometric closure with a quick-release system. The ventilation perforations have metal mesh inserts to ensure the helmet is fully impact resistant as prescribed in safety standards. There’s also an internal polycarbonate sun visor that is type-tested with a scratch-proof treatment.

For comfort, the El’Fresh has a thermoformed design to reduce the internal seams, removing the risk of irritation, and a removable and washable hypoallergenic microfibre liner with maxi Aero 3D mesh inserts for maximum breathability. The neck roll is made in perforated eco-leather and Aero 3D mesh is there to provide comfort but can be removed for even more breathability.

The El’Fresh is available in gloss ice white, matt coal grey, gloss toucan yellow, matt airborne green, matt Tiffy blue and gloss coral pink in sizes XSXL for an SRP of £79.99. The vent covers are sold separately for RRP £12.99 in matching colours or chrome finish.

Tucano Urbano; tel 07775 512836; www.tucanourbano.com/en/

Hevik Scirocco 4 HEVIK HAS A NEW JACKET AIMED AT summertime city commuters.

The Scirocco jacket has a polyester outer fabric with large mesh areas on the chest, back and inner sections of the sleeves for ventilation.

Impact protection is provided by CE protectors at shoulders and elbows and there is a back protector pocket.

There are five pockets – three external and two internal, a neoprene-trimmed collar and a zip to connect to trousers. It comes in men’s sizes S-4XL and ladies’ sizes XS-2XL in a choice of three colours for each gender.

GIVI UK; tel 01327706220; www.givi.co.uk

GIVI_HE

Scorpion for Z900 SCORPION HAS RELEASED A PAIR OF lightweight silencer options for Kawasaki’s latest Z900 (Euro 5 model).The Serket Taper model can be selected in brushed stainless, carbon fibre and satin titanium finishes whereas the Red Power silencer can be selected in brushed stainless or black ceramic finishes. The kit contains a T304 stainless steel link pipe, composite heat shield and fittings. No remapping is required. Prices start at £329.

Scorpion tel 01773 744123 www.scorpion-exhausts.com

Replacement injectors VE (UK) OFFERS REPLACEMENT injectors for a sizeable range of machines including Aprilia, Derbi, Gilera, Piaggio, Vespa and Yamaha.

Prices start from £48.30 SRP. VE (UK); tel 01159 462991; www.ve-trade.com

R&G PPE face shield R&G IS EXPANDING INTO PERSONAL PROTECTIVE Equipment, recently debuting a transparent, polypropylene face shield, designed to keep the face protected from harmful substances and possible infection.

Made in Sussex, the mask is made from transparent polypropylene, which was chosen for its robust and durable

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AUGUST/SEPTEMBER 2020

properties. The strong frame of the mask simply fits over the forehead, whilst soft and comfortable foam padding ensures it is comfortable to wear for prolonged periods.

The Face Shield is available now at an SRP of £8 (no VAT applies). Bulk pricing is available on application.

R&G; tel 01420 89007; www.rg-racing.com

www.britishdealernews.co.uk

X.23 SYDNEY

X.33 CANYON

X.23 SYDNEY - X.33 CANYON #MODULARHELMETSGIVI

Modular helmets, with double homologation. Modern and functional, with techno polymer shell, anti-allergic removable and washable liners, micrometric chin strap and additional drop-down smoke visor.

Same shell for two different destinations: X.23 for street use and X.33 with removable peak for Adventure and off-road lovers.

The air intakes, on the front and on the chin-guard, together with the breath guard and the rear extractor, assure an effective ventilation and reduce fogging of the shield, which is Pinlock® ready (lens included).

MODULAR HELMETS

DESIGN: Carefully designed in every detail, 14 new colors and graphics VENTILATION SYSTEM: Optimized ventilation system, with rear extractor COMFORT: Comfort guaranteed by anti-allergic removable and washable fabric liners

www.givimoto.com

GIVI_HELMETS_BDN.indd 1

11/06/20 16:58

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Product news

K-tech for Interceptor 4 K-TECH TRACKER FRONT FORK CARTRIDGES ARE a complete replacement damping system designed to fit into OE front forks that do not have external adjustment as standard. Designed to improve refinement, control and stability, the cartridges have external adjustment for spring preload, compression and rebound damping allowing the rider to adjust the forks for all types of riding styles and conditions. Now available to fit the Royal Enfield Interceptor 650, the cartridges cost £594 SRP and are not supplied with springs – use 35-340 Series springs ordered separately.

K-Tech;tel 01283 559000; www.ktechsuspension.com

Universal brake lever guard GBRACING HAS INTRODUCED A COMPLETELY NEW product to its expanding range. Designed to conform with the various motorcycle sport governing bodies’ requirements for front brake lever protection, this innovative brake lever guard has been designed to save costs as well as improve rider safety.

Made with patented long-glass material and designed to fit race-style clip-on tubes in sizes from 14-18mm it uses three different size inserts to ensure a secure fit without causing damage or deformation of the tube. This is vitally important to reduce the possibility of the throttle twistgrip tube sticking to a handlebar that has a ‘high spot’ due to over-tightening of a fixing, or through a poorly-designed guard clamp.

The full kit costs £45.99 SRP, or the composite part is available separately for £24 SRP. GBRacing; tel 0208 275 2630; www.gbracing.eu

Kenda Knarly THE NEW KENDA KNARLY EXTREME ENDURO TYRE IS A road legal tyre developed in conjunction with top US pro riders. It features a soft compound front and supersoft compound rear designed to tackle the toughest of obstacles.

The prowess of the Knarly has already been showcased by enduro champion Cody Webb, who used the Knarly in victories at the Tough Like RORR and Bad Medicine Hard Enduro races in the USA aboard his factory Sherco machine The soft compound K777F Knarly front is said to provide ample grip for soft, muddy extreme enduro events, and its open block spacing offers enhanced self-clearing properties.

The K778 Knarly rear tyre comes in both 18in and 19in sizes and shares the same compound as Kenda’s Ibex, but unlike the Ibex, it meets FIM regulations for use in a wide range of enduro events.

A full range of Kenda off-road tubes in both adult and junior sizes in three different grades is also now available. The standard tube is 1.3mm thick while the Tuff tube is 2.4mm thick and the Super Tuff is 3.7mm thick.

Cambrian Tyres; 01970 624004; www.cambriantyres.co.uk

RST Pro Series Ventilator-X 3

Oxford CLIQR phone mounts 5 NEW FROM OXFORD PRODUCTS, CLIQR USES A dual locking, fail-safe mechanism to mount almost any device in the most convenient position. The CLIQR Device Adaptor sticks on the back of the device and then it securely clicks into place into one of the mount fitting options.

The Handlebar Mounts are designed for 22mm handlebars, with a hinged clamp and an M5 bolt for a secure hold, the Cable Tie Mount is a multi-use system that can be fitted in hard-to-reach areas, as well as on multiple diameter tubes.

It offers a low-profile mounting system using cable ties and a 3M sticky pad.

Oxford Products tel 01993 862300 www.oxfordcliqr.com

RST’S VENTILATOR-X HAS BEEN REDESIGNED to offer superior levels of ventilation.

Constructed with an abrasion resistant MaxTex outer and a Ballistic textile overlay in key impact areas, the RST Ventilator-X suit features large K300 mesh panels at the front and rear of the jeans and jacket to keep the rider cool and a removable quilted thermal liner bonded with a waterproof SinAqua Pro Membrane to keep them warm and dry when required (this is the UK after all...)

Protection comes from a CE Level 2 back protector, and Level 1 shoulder and elbow armour, while the matching jeans have Level 1 knee armour.

Other features include reflex reflective print for greater visibility in poor light conditions and a 360° connection zipper for seamless connection to other RST garments. Its available in black or black/grey at SRPs of £179.99 for the jacket and £129.99 for the jeans.

MotoDirect; tel 01773 864420; www.moto-direct.com

www.britishdealernews.co.uk 50 AUGUST/SEPTEMBER Contact Alison on2020 01237 422660 or adsales@dealernews.co.uk

LS2 retro style

THE X-ENDURO IS A NEW OFF-ROAD GLOVE FROM ACERBIS MADE from a blend of polyester, neoprene, polyurethane, spandex and synthetic leather.

To comply with the EN 13594:2015 standard the glove has outer reinforcement in synthetic leather, 3mm of padding and inner reinforcement which is resistant to tearing and abrasion.

The shape is pre-curved to improve fit and the fingers are made seamlessly to improve comfort and have touchscreen-compatible tips on thumb and index finger. The cuff is adjustable and protection against impact is provided by rubber reinforcements on the back of the hand and fingers.

Available in six sizes and three colourways at an SRP of £44.99.

Acerbis UK; tel 01582 491076; www.acerbis.it

R&G cleaning and lubrication range 6 R&G HAS LAUNCHED THE ALLnew Gleam collection – a range of cleaning and lubricating products, designed to make cleaning and caring for bikes easier.

The all-new Gleam collection consists of: Motorcycle Degreaser; Disc Brake Cleaner; Silicone Shine for a speedy gloss finish; Helmet Fresh; Nano Bike Wash – a biodegradable formula to efficiently remove dirt and grime, Waterless Bike Wash for a quick spruce-up, Anti-fog Solution for visors and goggles, Helmet & Visor Cleaner, Chain Cleaner, Everyday Chain Lube, Dry Chain Lube, and Wet Chain Lube R&G; tel 01420 89007; www.rg-racing.com

Richa Colt boots BELGIAN BIKER CLOTHING SPECIALIST, Richa, has launched the full leather Colt boots.

Available in a choice of short or long in black or brown, the adventure-styled boots feature motocross-style plastic fasteners for a secure fit and there’s a pad on the top of the boots for the gear changer. They are waterproof thanks to a Hipora membrane, they also have a ‘combat style’ rubber sole for a high level of grip on the pegs and floor.

The long boots have an SRP of £119.99 and the short version are £99.99. Both are available sizes EU 38-48.

Nevis Marketing; tel 01425 478936; www.nevis.uk.com

FORM MEETS FUNCTION IN THE new LS2 Bullet – a vintage-style waterproof and breathable textile jacket with CE protection and leather trim.

The Bullet features a polyester outer shell with leather trim, and has CE level 1 shoulder and elbow protectors plus a pocket for an optional Level 2 back protector.

The Vent Smart system keeps the wearer cool when it’s hot and a fixed waterproof membrane, with a hydrostatic head rating of 5000mm, keeps them dry when it’s wet. Six pockets – five external and one internal – give plenty of places to carry bits and bobs, and there’s a connection zip for attaching LS2 textile trousers.

The Bullet comes in men’s and ladies’ versions, in a choice of black or brown, and retails at £149.99.

Product news

Acerbis X-Enduro gloves

RUST GLOVES ALSO NEW ARE THE RUST gloves , a short glove designed for the warmer months.

Rated CE Level 1, they are made from perforated goatskin leather with stretch panels for comfort and extra padding fitted at the knuckles, fingers and palm.

The fingertips are touchscreen compatible, and they come in a choice of black or brown for an SRP of £49.99.

LS2 Helmets UK; tel01670 856342; www.ls2helmets.com

Razor-R Lite K-TECH HAS LAUNCHED a version of its Razor-R Lite shock absorber for the KTM 790 Adventure.

The Razor-R Lite has an internal reservoir to separate the nitrogen gas from the damping oil to give continuous increased performance. They are adjustable for rebound damping, spring preload and length.

K-Tech; www.ktechsuspension.com

Skidmarx screen 5 THE HIMALAYAN TALL SCREEN PROVIDES EXTRA PROTECTION FROM wind and rain for riders of Royal Enfield’s popular adventure sport bike.

Made in the UK, the screen is 80mm taller than standard and is made from 4mm cast acrylic for extra rigidity. However, it is 10mm narrower than the original, to allow the handlebars to be turned to full lock with the optional factory handguards fitted.

Himalayan Tall screens are available in clear and light or dark tints, for £69.95 SRP. Skidmarx; tel 01305 780808; www.skidmarx.co.uk

www.britishdealernews.co.uk

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Classified directory

CLASSIFIED

D I R E C TO RY Our Classified Directory is packed full of the best suppliers in the industry. A one-stop reference point, helping you find the products and services you require – quickly! Our guide is now online too, at www.britishdealernews.co.uk, call 01237 422660 to get listed.

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For Sale Owing to retirement Royal Alloy, Benelli, Keeway, Sym, Mondial and used bike dealer. Based in Teesside, North East Motorcycle, used car and van freehold sales premises located on a busy high street. Established 32 Years and ready to walk into. Frontal forecourt with 2 showrooms, large workshop and rear forecourt with room to expand and develop. Included in the sale is a modern three bedroom flat above the retail premises.

Very secure and sensibly priced ÂŁ395,000 OIRO Stock by negotiation - All offers considered

Tel 07933 914258

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Motomondo UK is a subsidiary of Motomondo BV Netherlands who distribute brands into the Netherlands, Luxembourg, Belgium and Germany. We now would like to distribute the Mash brand throughout the UK and Ireland.

We are looking for an experienced Area Sales Manager to cover the south of England.

YOU WILL BE RESPONSIBLE FOR Representing the Mash brand in the south of the UK, whilst reporting to the Sales Manager.

Providing weekly reports on your activity and calls, and maintain accurate records.

Maintaining and strengthening the relationships which exist and to seek out new sales opportunities.

Attending motorcycle and promotional shows, if and when required to help promote the brand.

Work closely with the UK sales manager to deliver new sales opportunities with existing and potential customers.

THE IDEAL CANDIDATE The ideal candidate will possess excellent communication skills, both written and verbal, have high levels of professionalism and have a very good understanding of the motorcycle industry.

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You will need to be comfortable working in a field based role and be able to plan routes effectively to achieve maximum growth in your area. You must also live within the south of England.

Applicants should have relevant sales experience, plus the energy and enthusiasm to meet the challenges and opportunities available to maximise sales wherever possible.

You will benefit with an excellent basic salary, commission structure, company vehicle, lap top and a mobile phone.

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Please send a copy of your CV together with your current salary to the UK sales manager andrew@motomondo.co.uk or if you would prefer a chat, please call me on 07494694911

AUGUST/SEPTEMBER 2020 55

DfT statistics

Annual sales stats Full year 2019 figures* from the DfT Best selling models 2019 1. Honda PCX125

2743

2. Yamaha NMAX 125

1868

3. BMW R 1250 GS

1716

4. BMW R 1250 GS Adventure

1670

5. Honda CB125F

1460

6. Honda NSC 110

1416

7. Royal Enfield Interceptor INT 650

1349

8. Triumph Street Triple

1192

9. Honda CRF 1000 Africa Twin

1166

10. Honda CBF 125

1026

11. Triumph Tracer 900

998

12. Yamaha MT-07

985

13. Kawasaki Z1000SX

884

14. Lexmoto LXR 125

856

15. Lexmoto Echo 50

847

16. KTM 125 DUKE

825

17. Triumph Tiger 800 XR

762

18. Honda CB 650 R

758

19. Royal Enfield Himalayan

739

20. Honda NC 750 X

735

T

share saw the biggest fall of he DfT stats for 2019 make any brand, as its registations for facinating reading, with tumbled by over 1000 winners and units, but it maintained its losers across the biking customary second spot. spectum.

At the lower end of Overall figures were the table impressive marginally up, a total gains were seen from of 98245 two-wheelers manufacturers of were added to the electric and small DVLA’s books compared capacity machinery. with 96,051 the previous Royal Enfield’s modern retro Chinese brands Ariic and year, an increase of 2.3%. models helped to power sales Wangye saw sales improvements The upper echalons of upwards in 2019 of 95% and 700% respectively, while retro the Top 50 manufacturers table saw few scooter marque Lambretta joined the changes – Lexmoto soared from ninth to fifth thanks to a near 45% increase in sales party with a 200% upswing. Purveyors of high-end, high-ticket electrics Zero and also reaped the benefit in terms of Motorcycles entered the top 50 for the market share. Royal Enfield saw a similar first time thanks to a big boost in sales, four-position rise through the ranks from but leading the battery-powered charge 15th to 11th spot due to a sales boost were scooter and commuter brands Vmoto from its popular Interceptor 650 roadster and NIU, whose respective 128% and and Himalayan midweight adventure 1265% improvements saw them grab 26th machines. The Interceptor also topped the 126-650cc capacity band. Yamaha’s market and 27th positions in the top 50.

Top 10 brands by capacity 2019 Electric

0-49cc

Total: 1625

Total: 4727

50-125cc Total: 31928

126-650cc Total: 19723

1. Vmoto .............................. 374 2. NIU ..................................371 3. Zero ..................................124 4. Govecs ............................... 72 5. Surron................................ 53 6. Piaggio ...............................45 7. Artisan ...............................43 8. Lifan .................................. 41 9. Askoll .................................29 10. BMW ................................. 18

1. Lexmoto ..........................1534 2. Peugeot ........................... 601 3. Piaggio ............................. 336 4. SYM ................................. 297 5. Yamaha ............................. 211 6. AJS................................... 202 7. Sinnis ............................... 166 8. Neco .................................150 9. Aprilia ...............................139 10. Kymco ...............................99

1. Honda............................10127 2. Lexmoto ..........................4612 3. Yamaha ...........................4451 4. Suzuki .............................1285 5. Sinnis ...............................1127 6. Keeway ........................... 1073 7. Piaggio ............................ 1072 8. KTM ...............................1050 9. SYM ................................. 973 10. Kawasaki ..........................608

1. Honda............................ 5267 2. Royal Enfield ...................2757 3. Kawasaki ........................ 2430 4. KTM .............................. 2230 5. Suzuki ..............................1152 6. Husqvarna....................... 1012 7. Yamaha ............................ 979 8. Piaggio ............................. 762 9. BMW ............................... 679 10. CCM ................................. 511

Highest registering models

Highest registering models

Highest registering models

Highest registering models

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

NIU NGT...........................158 NIU M Plus........................122 Vmoto TC1 ........................ 106 Vmoto VT-120 LD .............. 104 Vmoto TCM ........................98

Lexmoto Echo 50 .............. 847 Peugeot Kisbee 50 ............. 414 Lexmoto Hunter 50 ........... 247 Lexmoto Aspire 50 .............193 Yamaha Aerox R .................183

Honda PCX125 ................ 2743 Yamaha MAX 125 ............ 1868 Honda CB125F ................ 1460 Honda NSC 110 ................ 1416 Honda CBF 125.................1026

Royal Enfield Interceptor ..1349 Honda CB 650 R ............... 758 Royal Enfield Himalayan .... 739 Piaggio Vespa GTS 300 ......650 Honda CB 500 X ............... 623

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BDN Page Runner Ad Aug 2020.indd 1

REGISTRATIONS BY CAPACITY 2019

Top manufacturers 2019 vs 2018 BDN Top Right Ad.indd 1

Brand

650-1000cc Total: 20925

1. Yamaha .......................... 4538 2. Honda.............................3614 3. Triumph ......................... 3457 4. BMW ............................. 2508 5. Kawasaki ......................... 1579 6. Ducati .............................1359 7. Suzuki ............................. 1168 8. KTM ...............................1052 9. Harley-Davidson ................581 10. Moto Guzzi ...................... 355

Over 1000cc

Total: 19317

1. BMW ............................. 5349 2. Triumph ..........................4310 3. Harley-Davidson .............. 3515 4. Kawasaki .........................1526 5. Ducati .............................1393 6. KTM ...............................1285 7. Honda.............................. 557 8. Indian .............................. 525 9. Aprilia .............................. 336 10. Suzuki ..............................309

Highest registering models

Highest registering models

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

Triumph Street Triple ........ 1192 Honda CRF1000 Africa Twin 1166 Yamaha Tracer 900............998 Yamaha MT-07..................985 Triumph Tiger 800 XR ....... 762

DfT statistics

01422 358 525 info@pib-insurance.com

BMW R 1250 GS ............... 1716 BMW R 1250 GS Adventure 1670 Kawasaki Z1000SX ............883 Triumph Speed Twin.......... 724 BMW R 1250 RT ................ 579

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

19.

20.

21.

22.

23.

24.

25.

26.

27.

28.

29.

30.

31.

32.

33.

34.

35.

36.

37.

38.

39.

40.

41.

42.

43.

44.

45.

46.

47.

48.

49.

50.

Honda Yamaha BMW Triumph Lexmoto Kawasaki KTM Harley-Davidson Suzuki Ducati Royal Enfield Piaggio Husqvarna SYM Sinnis Peugeot Keeway Aprilia Benelli AJS Royal Alloy Indian Mutt CCM BETA Vmoto NIU Moto Guzzi Kymco Neco UM Motorini Bullit Zontes Mash Mondial Sherco Hanway Scomadi Fantic Motor Lambretta WK Bikes MV Agusta Zero Herald Wangye Brixton Ariic Rieju KSR Moto

19/08/2020 12:28:51

2019 2019 2018 2018 Market Share Registrations Market Share Registrations Market Share Change

19566 10337 8554 7769 6150 6145 5628 4109 3914 2761 2757 2215 1359 1307 1295 1103 1075 890 793 710 613 556 528 511 485 374 371 356 312 289 264 220 194 182 181 170 164 152 145 138 137 136 127 125 121 120 109 107 106 105

19.92% 10.52% 8.71% 7.91% 6.26% 6.25% 5.73% 4.18% 3.98% 2.81% 2.81% 2.25% 1.38% 1.33% 1.32% 1.12% 1.09% 0.91% 0.81% 0.72% 0.62% 0.57% 0.54% 0.52% 0.49% 0.38% 0.38% 0.36% 0.32% 0.29% 0.27% 0.22% 0.20% 0.19% 0.18% 0.17% 0.17% 0.15% 0.15% 0.14% 0.14% 0.14% 0.13% 0.13% 0.12% 0.12% 0.11% 0.11% 0.11% 0.11%

18538 11379 8291 7963 4291 6171 5080 4362 5041 2956 1240 2401 1169 1386 1325 1275 1206 927 690 900 710 435 522 355 511 164 27 259 190 263 144 326 220 350 191 175 150 273 264 90 45 71 150 78 139 15 50 55 122 240

19.30% 11.85% 8.63% 8.29% 4.47% 6.42% 5.29% 4.54% 5.25% 3.08% 1.29% 2.50% 1.22% 1.44% 1.38% 1.33% 1.26% 0.97% 0.72% 0.94% 0.74% 0.45% 0.54% 0.37% 0.53% 0.17% 0.03% 0.27% 0.20% 0.27% 0.15% 0.34% 0.23% 0.36% 0.20% 0.18% 0.16% 0.28% 0.27% 0.09% 0.05% 0.07% 0.16% 0.08% 0.14% 0.02% 0.05% 0.06% 0.13% 0.25%

0.62% -1.33% 0.07% -0.38% 1.79% -0.17% 0.44% -0.36% -1.26% -0.27% 1.52% -0.25% 0.17% -0.11% -0.06% -0.20% -0.16% -0.06% 0.09% -0.21% -0.12% 0.11% -0.01% 0.15% -0.04% 0.21% 0.35% 0.09% 0.12% 0.02% 0.12% -0.12% -0.03% -0.18% -0.01% -0.01% 0.01% -0.13% -0.13% 0.05% 0.09% 0.06% -0.03% 0.05% -0.02% 0.11% 0.06% 0.05% -0.02% -0.14%

▲ ▼ ▲ ▼ ▲ ▼ ▲ ▼ ▼ ▼ ▲ ▼ ▲ ▼ ▼ ▼ ▼ ▼ ▲ ▼ ▼ ▲ ▼ ▲ ▼ ▲ ▲ ▲ ▲ ▲ ▲ ▼ ▼ ▼ ▼ ▼ ▲ ▼ ▼ ▲ ▲ ▲ ▼ ▲ ▼ ▲ ▲ ▲ ▼ ▼

*DATA DOES NOT INCLUDE VEHICLES REGISTERED IN NORTHERN IRELAND, THE ISLE OF MAN OR THE CHANNEL ISLANDS

Award winning Motor Trade Insurance 01422 358 525 info@pib-insurance.com www.britishdealernews.co.uk

AUGUST/SEPTEMBER 2020 57

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19/08/2020 12:29:18

Used bike data

Used bike data

What’s hot and what’s not in the used motorcycle world Top thirty fastest selling bikes 1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Average days advertised before sale

BMW R1250GS _____________ 9.5 Honda PCX125 _______________10 KTM 390 Duke ______________10 Yamaha YZF-R125 ____________10 Yamaha YBR125 ______________10 Yamaha FZ6 Fazer __________ 10.5 Honda CRF250L _____________ 11 Kawasaki VN900 _____________ 11 Suzuki GSX1400 _____________ 12 Kawasaki Z750 ______________ 12

O

verall, we’ve seen a huge increase in demand for bikes since lockdown and a dramatic reduction in days to sell, with the top five models in the list selling in ten days or fewer. July saw Auto Trader users spend 28 million minutes searching for bikes on more than 3.2 million visits, a growth of 25% on July 2019.

This month we’re looking at the figures for the eight-week period up to 20 August. So, here’s Auto Trader’s Top 30 fastest-selling bikes as determined by the median number of days each were advertised for.

The list is headed up by BMW’s R1250GS and it’s no real surprise that scooters and commuter 125s do well, with the best-selling

11. KTM 790 Adventure __________ 12 12. Honda CB650R ______________ 12 13. Kawasaki Vulcan _____________ 12 14. KTM 125 Duke _____________ 12.5 15. Honda Vision _______________ 13 16. Yamaha MT-125 ______________ 13 17. Yamaha MT-10 ______________ 14 18. Honda CBF125 _______________ 14 19. Yamaha NMAX ______________ 14 20. Yamaha Tracer 900 _________ 14.5

21. BMW R1200GS Adventure ______ 15 22. Aprilia Tuono 1100 V4__________ 15 23. Triumph America_____________ 15 24. KTM 1290 Super Adventure _____ 15 25. Yamaha MT-07 ______________ 15 26. Honda NSS125A Forza ________15.5 27. Kawasaki ER-6N _____________ 16 28. Suzuki GSXR1000 ____________ 16 29. Piaggio Vespa GTS ____________ 16 30. Triumph Tiger 800____________ 16

Honda PCX125 second, down from the top spot it held earlier in the year.

Yamaha’s YZF-R125 continues to be highly popular along with the YBR125, which is suited to those who prefer a more retro look for their first bike.

The KTM 390 Duke heads up the rankings for A2 licence holders and the Currently the UK’s quickest-selling used remainder of motorcycle is the BMW R1250GS

the list contains quite a variety of bike styles and ages, with the Kawasaki Z750 and Yamaha FZ6 Fazer being the most popular of the older generation and a couple of gorgeous super naked examples, the Yamaha MT-10 and the Aprilia Tuono 1100 V4, selling in 14 and 15 days respectively.

PAUL EDMONDSON Product lead Auto Trader Bikes

URGING CAUTION IN AN UNCERTAIN MARKET Following a strong recovery in June, motorcycle registrations accelerated in July. Motorcycle Industry Association data shows registrations grew 42% versus July 2019 with all nine categories experiencing increases. However, like last month, it was the scooter category that recorded the strongest growth.

After an impressive rebound in June, registrations gathered pace in July. However, whilst this is great news for the industry, I would suggest caution moving forward as Covid-19 makes its presence felt on the economy and especially the job market.

DEALER FEEDBACK Sales and demand remained strong through July with reports of records being broken at some dealers. A wide variety of machines are enjoying healthy sales, although scooters and 125s continue to be the registration driving force for dealers close to larger towns and cities. However, there was some evidence of sales activity slowing towards the end of the month as school holidays commenced.

Although demand remains strong, dealers are cautious about the longer-term economic effects of Covid-19 believing the market could feel the effects in September and October when the

58

AUGUST/SEPTEMBER 2020

furlough scheme ends with the inevitability of redundancies and waning consumer confidence.

New stock is an issue for some dealers as demand outstrips supply. Lead times are unknown for certain models, whilst some dealers are looking towards early 2021 for deliveries.

Used stock availability also continues to be an issue and some dealers believe sales would have

I would suggest caution moving forward as Covid-19 makes its presence felt on the economy and especially the job market been stronger if they had had stock to fulfil demand. This situation is improving as elevated new registrations increase part-exchange supply.

WHAT CAN WE EXPECT MOVING FORWARD? Following a period of pent up demand, registrations in August will probably not

experience the same level of growth compared to July. However, activity could still be stronger than a typical August. Moving ahead, there is a reasonable chance the commuter market will remain buoyant as people return to work, seeking a cheaper and safer alternative to public transport.

However, now the UK is officially in a recession, there is a chance demand for larger ticket items could suffer as increasing anxiety about job loss hinders consumer spending.

SALES ENVIRONMENT There remains a degree of market uncertainty, with furlough schemes coming to an end and redundancies inevitable. However, given the market currently remains buoyant and the possibility of an extended season due to the delayed start, residual values will remain steady.

Taking this into account and with some careful consideration, the majority of values have been held for the September guide, except where trade feedback and evidence from the market suggests further adjustments.

Paul McDonald Leisure vehicle editor

www.britishdealernews.co.uk

On the Money

Helping Motorcycle Dealers

Sell more Finance

W

hether or not HarleyDavidson could be hailed as a great motorcycle brand is debatable.

But recent events engulfing the company have certainly assumed biblical proportions.

In February, after activist investor Impala Asset Management began to hound Harley’s directors for lamentable performance, a boardroom coup ensued. Chief executive Matt Levatich, who had presided over almost five years of declining sales and profits, became primary sacrificial lamb, abruptly ending his 26-year career at Harley.

Chairman Michael Cave was also summarily excommunicated. It’s unclear if what followed was preordained. Note sneaky religious references. Many more to come.

Hitherto unnoticed nonexecutive director Jochen Zeitz stepped up to the altar, to be annointed as new chairman and interim chief executive. Within no time at all, he was thrice blessed, thanks to confirmation as permanent chief executive.

Prior to being elevated on high, his only directorial role with any profile was chairing Harley’s environmental sustainability committee as token tree-kisser.

Thus empowered, Zeitz then set about purging demons with missionary zeal. Chief operating officer Michelle Kumbier and chief financial officer

TopBanner.indd 4

John Olin, a 17-year Harley 13/12/2018 12:06 veteran, were cast out into the wilderness too. Up to 700 midranking managers received notice of their impending doom as well.

There’s nothing wrong with slashing headcount, of course.

Large US corporations like Harley-Davidson are often lardy, packed with over-paid and underachieving timeservers, basking in vice-presidential status.

Decision-making is leisurely, to say the least, individual initiative discouraged.

Nothing illustrates Harley’s C-suite and white-collar flaws better than the interminably drawn-out progress from prototype to practicalisation of its ground-breaking LiveWire foray into electric motorcycles.

The US and European press were let loose on a fleet of prepped pre-production bikes way back in 2014. And that was probably a couple of years down the line from concept. Bikes didn’t reach dealers until five long years later in September 2019.

Ironically, Zeitz had been a Sales were distinctly disciple of LiveWire, before he underwhelming. LiveWire became its creator Levatich’s proved to be slow and short on

On the Money Market analysis with financial editor Roger Willis

Zeitz had been a disciple of LiveWire, before he became its creator Levatich’s nemesis.

www.britishdealernews.co.uk

range versus competitors such as Zero. Worse, price-positioning up around 30 grand was double the money of either superior sparky machines or even most conventional petrolengined Harleys.

nemesis. Speaking to a Swiss conference on eco-friendly enterprise in 2014, he proclaimed: “The traditional Hog owner is not necessarily an electric enthusiast. But if you hear this bike and look at the bike, it’s totally Harley.”

So who is Jochen Zeitz? His ascent to heavenly wealth kicked off as a 29-year-old

marketing hotshot, appointed last-ditch chief executive of virtually bankrupt Teutonic sporting footwear purveyor Puma in 1993. Untroubled by Christian fortitude, Zeitz sacked Puma’s excessively-remunerated German cobblers, transferred manufacturing to Asia and transformed the business into a sports fashion brand for couch potatoes. Celebrity endorsement relationships, from pop star Madonna through to athlete Usain Bolt, were a major factor.

Already grown rich, in 2007 he masterminded the sale of Puma to French luxury goods giant Kering (Gucci, Yves St Laurent, Alexander McQueen, etc) for $6.4bn. Zeitz became a director of both Kering and Harley that year, and finally stepped down as 

AUGUST/SEPTEMBER 2020 59

On the Money

On the Money Puma supremo in 2011 after 18 years in the saddle, having long since joined the saintly host of billionaires.

Catholic tastes, in alternate senses, are important to him. The only biker event Zeitz is known to have attended was a Vatican mass for Harley enthusiasts, where Pope Francis blessed their steeds. He also co-authored a spiritual manual on management values, “Prayer, Profit and Principles” with Benedictine monk Anselm Grün.

To help the needy, he has acquired the world’s largest collection of contemporary African art, now displayed in Cape Town, at a spectacular nine-storey gallery he had built there. He also has a 50,000-

acre ranch in Kenya, converted into a safari park and luxurious eco-resort for wealthy chums to assist in greening the planet.

Fellow beardie Richard Branson of Virgin fame is a close personal friend and “ethical” business partner. Other palatial homes in Switzerland, Los Angeles, Santa Fe and London are vital for spreading the Zeitz message of salvation. But an extra pad in Milwaukee doesn’t figure yet.

And hands-on experience in the motorcycle industry’s nitty-gritty is missing from his glittering pedigree.

Harley-Davidson’s turnaround catechism from Zeitz played heavily on the need to cut everything in sight – costs, model range, managerial complexity and

lethargy, and even substandard dealer networks and entire markets. Holistic is his favourite description, the belief that the parts of something are intimately interconnected and

Continued ››› suspicions that he might not be the right renaissance man for the job ran rampant. Rejecting his God-bothering ecological philosophy, they and dealers want to worship Mammon again

Harley-Davidson’s turnaround catechism from Zeitz played heavily on the need to cut everything in sight only explicable by reference to the whole. Desirability is another buzz-word.

However, when Zeitz shrugged off deplorable halfyear results at the end of July with upmarket jam-tomorrow nonchalance, shareholder

through increased sales volume.

And Harley’s traditional customer base, which tends to have sympathy for the Devil, is fading away into funeral parlours.

Without enough wrinklie redneck ruffians and patch-club outlaws to go around, poor old

International Share Prices A snapshot of bike and ATV industry share performance across key manufacturers and major global markets at the trading week closure on Friday 21 August 2020.

USA – FAKE NEWS

EUROPE – COVID REPLAY

Although the New York Stock Exchange’s blue-riband S&P 500 index pared back to finish on a very modest 0.7% gain, it had hit record highs earlier in the week, hailed by some commentators as proof of the US economy’s underlying good health. This was, of course, nonsense because of distortion due to a handful of tech giants outperforming the market by a huge margin.

The S&P 500’s top five companies – Apple, Microsoft, Amazon, Alphabet (Google) and Facebook – are actually responsible for more than a quarter of NYSE ascension since the nadir of late March. Apple claimed weekly stardom by becoming the first company in history to surpass a two-trillion-dollar valuation. But average stock prices in the index are 28% below peak.

In sharp contrast, the second-tier S&P MidCap 400 index, representing lower ranks of industrial firms fighting on the front line of American economic woes, fell by 2%. Harley-Davidson, Polaris and Textron are all in the MidCap league.

Harley-Davidson certainly didn’t break any records, as four sessions of timid Hog-ometer betting in typical yo-yo mode illustrated – 0.9% up on Monday, 0.8% down on Tuesday, 0.7% up on Wednesday and then 1.2% down on Thursday. A further 0.9% decline followed on Friday. Analysts noting that US motorcycle sales recovery is now cramped by a grievous shortage of dealer inventory may have had an influence.

If US investors were looking for false positives in the face of another jump in jobless benefit claims and gloomy Federal Reserve prognostications, their European cousins were recognising harsh reality.

Upbeat economic sentiment across the eurozone is now being undermined by a surge in fresh Covid infections in many European countries, reimposing travel restrictions and potentially stalling recovery.

60

AUGUST/SEPTEMBER 2020

US motorcycle sales recovery is now cramped by a grievous shortage of dealer inventory Frankfurt’s Xetra Dax index lost 1.1% and every motorcycle-related share listing in Europe sank. After reversing a fortnight of losses in the previous week, KTM parent Pierer dropped again, by the largest margin of the lot.

The Borsa Italiana’s MIB index in Milan was also on the back foot, falling by 1.7%. Piaggio and Energica bracketed that market average.

JAPAN – WARNING CALL A depressing batch of year-todate central bank data alerted

the Japanese to the increasingly dire condition their export-led economy and Tokyo’s Nikkei 225 stock index turned sour, sliding 1.6% down after a couple of positive weeks. Among the four indigenous motorcycle manufacturers, Suzuki escaped with the least punishment.

INDIA – HOPE SPRINGS ETERNAL Presumably driven by sales figures, four out of the five major Indian motorcycle manufacturers added value, three of them by muscular amounts. And bouncing back from a previous gloomy week, Mumbai’s BSE Sensex 30 stock index reflected a suddenly brighter overall investor mood, irrespective of a rapidly rising Covid death toll, by putting on 1.5%.

CHINA – INSCRUTABLE? Shanghai’s SSE Composite index did marginally better over the past week, closing with a 0.6% rise. But China’s confidence is still tempered by a range of uncertainties – from its debatable depth of recovery to simmering geo-political tensions. On the face of it, our BDN 10 index of listed Chinese motorcycle producers flipped from the previous week’s losses to an apparently strong 3.7% increase. But this was completely skewed by large gains for two of them, Benelli parent Qianjiang and star turn CFMoto. Half of the total actually lost ground and one, Loncin, was dead flat.

www.britishdealernews.co.uk

Bike Pricing:

Helping Motorcycle Dealers

Sell more Finance 000,1 £ enifeR

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000,01

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Bike Pricing:

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Matt Levatich struggled manfully to find new heavyweight cruiser recruits – women, ethnic minorities, LGBTQ diversity – and failed. Hanging onto LiveWire as a halo aspirational product rather than cash generator, more electrification and going ahead with another Levatich legacy, the Pan America 1250 adventure late-entrist’s clunky styling, won’t be saving graces for Zeitz.

Nearly 30 years ago, when Harley-Davidson cruiser sales were boosted exponentially by the wolves of Wall Street and City of London slickers throwing lashings of lolly at trophy purchases, I opined about this phenomenon for a UK national

TopBanner.indd 4

newspaper. Mocking their pin13/12/2018 stripped pretensions, I coined the phrase: “Badass bankers who want something for the weekend.”

The vague Zeitz focus on establishing unique premium brand desirability aimed at similar prosperous prospects just exposes a rookie’s lack of such historical perspective.

US-style heavyweights have had their day and that space belongs to eminently more rideable machinery of the Ducati and BMW ilk now. And even they will find the going gets steadily tougher, beset as we are by Old Testament plagues. A bible scholar like Jochen Zeitz should have seen the omen. ■

Price

Deposit: Term:

Mileage

£ 1,000

48 months

Refine

10,000

These figures are flexible!

APR

£14,891.30

AGREEMENT TERM

REGULAR MONTHLY PAYMENTS

49 months

£177.60

Apply now

Week

Month -5% +5.6% +9.5%

Europe (Euro) BMW Volkswagen Pierer Mobility Piaggio Group Energica Motor

56.67 147.60 48.40 2.48 1.98

-2.1% -1.5% -2.4% -2% -1%

-5.5% -1.7% -2.8% +2.9% -1.5%

-2.6% -6.4% -0.1% -5.6%

-4.4% -0.4% +12.3% -9.4%

3033.45 3053.15 453.30 21,702.40 609.80

+8.2% +2.2% +8.4% +7.7% -0.8%

+10.7% +2.3% +13.9% +4.3% +1.9%

19.27 9.16 4.05 6.35 4.37 4.50 7.68 10.43 105.98

+19.8% -3.6% -0.7% -3.9% +7.1% N/A +2.5% -2.2% +20.8%

+9% +15.7% +18.8% +5% +2.8% +10% +10.8% +13.1% +17.8%

China: yuan Qianjiang Zongshen Sundiro CETC Energy Lifan Loncin Linhai Guangzhou Auto CFMoto Currency: HK dollar Jianshe

4.12

www.britishdealernews.co.uk

YL H T N O M R A L U G E R ST N E M YAP

M R E T T N E M E E R GA

06.771£

shtnom 94

won ylppA

TOTAL AMOUNT PAYABLE

11.9%

-1.3% -2.2% -2.3%

India: rupee Hero MotoCorp Bajaj Auto TVS Motor Eicher Motors Mahindra

RPA

%9.11

Personal Contract Purchase

27.61 100.83 37.60

2650 1669 4190 1468

T N U O M A L ATOT E L B AYAP

03.198,41£

These figures are flexible!

USA (Dollar) Harley-Davidson Polaris Industries Textron

Japan: yen Honda Yamaha Suzuki Kawasaki

tcartnoC lanosreP esahcruP

12:06

-3.3%

-1.4%

iVendi’s new TRANSACT drives dealer activity Deposit: Term:

£ 1,000

48 months

Mileage

Refine

10,000

These figures are flexible!

These figures are flexible!

during crisis

Personal Contract Purchase

APR

TOTAL AMOUNT PAYABLE

11.9%

£14,891.30

A new iVendi product has been playing an important part in driving dealer activity during the coronavirus crisis, helping maximise sales potential as more people turn to two wheels for social distancing reasons.

AGREEMENT TERM

REGULAR MONTHLY PAYMENTS

49 months

£177.60

Apply now

The launch of TRANSACT was brought forward to help retailers through the worst of lockdown and, since becoming available in April, has been used to manage and negotiate more than £70.5m of motorcycle, car and van digital deals.

What does TRANSACT do? It is designed to develop initial consumer interest in a specific motorcycle or other vehicle through to a final transaction while managing the complexities of the sales and finance process. Crucially, given the trading models adopted by dealers in the new normal, it works equally well online or in the showroom.

A key point that has made TRANSACT ideal for the coronavirus crisis is that it enables digital deals to be constructed by the dealer that digitally emulate a traditional face-

to-face conversation. We’re claiming this as an industry first. The digital deal process enables flexible negotiation over price and other key factors, the sale of value added products and the ability to present multiple finance offers with instant decision making.

All of this is delivered in a natural and seamless fashion that, we believe, combines the best aspects of conversational and online deal making for both the dealer and the buyer. For motorcycle dealers who have adopted reserve-andcollect and home delivery during the last few months to minimise the risks of customer contact, these new and highly effective channels of communication have obvious relevance.

TRANSACT is the second of three iVendi products - ENGAGE, CONVERT and TRANSACT - being launched this year that together form a comprehensive online motor retail solution.

Russell White VP of Sales

iVendi Limited russell.white@ivendi.com

iVendi is the international market leader in online motor retailing solutions, working with everyone from dealers and manufacturers to portals and finance providers.

To find out more contact us on 0330 229 0028 or email tellmemore@ivendi.com

AUGUST/SEPTEMBER 2020 61

New registrations

Registrations data New motorcycle and scooter registrations for July 2020 2020 / 2019 Registrations by Style MOPEDS Moped Scooters

Jul 2020

Year to Date Jul 2019

634

Change

476

Jul 2020

33.2%

Jul 2019

2421

% Change

Jul 2020 Registrations

Highest Registering Model by Style

2797

-13.4%

Lexmoto Echo 50

90

Lexmoto Aspire 50

48

207

Moped Others

218

14

54.6%

892

689

29.5%

TOTAL MOPEDS

852

617

38.1%

3313

3486

-5.0%

MOTORCYCLES Adventure Sport

2258

1530

47.6%

9685

12832

-24.5%

BMW R 1250 GS Adventure

Custom

1171

843

38.9%

4143

4940

-16.1%

Keeway Superlight

162

Naked

4452

3440

29.4%

17989

22745

-20.9%

Honda CB125F

233

Scooter

2879

1768

62.8%

11981

12184

-1.7%

Honda PCX125

458

Sport/Tour

327

224

46.0%

1502

1646

-8.7%

Kawasaki Ninja 1000 SX

138

Supersport

950

751

26.5%

4426

5472

-19.1%

Lexmoto LXR 125

146

Touring

223

178

25.3%

955

1472

-35.1%

BMW R 1250 RT

41

Trail/Enduro

794

488

62.7%

3707

4114

-9.9%

Honda CRF 250 LA

51

Unspecified

39

1

3800.0%

106

37

186.5%

TOTAL MOTORCYCLES TRICYCLES Scooter

63

40

57.5%

226

202

11.9%

Yamaha Tricity 300

27

Other

62

36

72.2%

243

251

-3.2%

Multiple models

11

125

76

64.5%

469

453

3.5%

14070

9916

41.9%

58276

69381

-16.0%

TOTAL TRICYCLES TOTAL REGISTRATIONS

2020 / 2019 Registrations by Capacity ENGINE BAND 0 - 50cc

Jul 2020

Year to Date

Jul 2019

% Change

Jul 2020

Jul 2019

% Change

Jul 2020 Registrations

Highest Registering Model by Style

980

674

45.4%

3733

3721

0.3%

Lexmoto Echo 50

90

51 - 125cc

5371

3306

62.5%

20220

20452

-1.1%

Honda PCX125

458

126 - 650cc

2721

1965

38.5%

11671

14730

-20.8%

Royal Enfield Interceptor INT 650

193

651 - 1000cc

2518

2184

15.3%

11853

16092

-26.3%

Yamaha Tracer 700

109

over 1000cc

2480

1787

38.8%

10799

14386

-24.9%

BMW R 1250 GS Adventure

207

14070

9916

41.9%

58276

69381

-16.0%

TOTAL REGISTRATIONS

BRANDS CHART Top Ten Manufacturers July 2020 1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Honda .....................................................2554 Yamaha ...................................................1607 Lexmoto ..................................................1163 BMW.........................................................959 Kawasaki ...................................................921 Triumph .....................................................829 KTM ..........................................................802 Harley-Davidson.........................................457 Suzuki .......................................................433 Piaggio ......................................................396

Monthly Registrations Rolling Year Comparison 18000 16000 14000 12000 10000 8000 6000 4000 2018/19 2019/20

2000 0 Jul

62

AUGUST/SEPTEMBER 2020

Aug

Sep

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

Jul

www.britishdealernews.co.uk

REGISTRATIONS BONANZA IN JULY LATENT DEMAND FOR BIGGER BIKES united with an already surging appetite for small-capacity machines gave the trade a July summer treat, according to latest MCIA registrations data.

Total monthly registrations soared by 41.9% to 14,070. Motorcycles were 37% up at 10,214. Over-50cc scooters stacked on 62.8% to 2879. Mopeds rose by 38.1% to 852 and even trikes reached a three-digit tally, 64.5% up to 125.

Most welcome news was the revival for larger-capacity bikes. The 651-1000cc sector swung from a 9.3% decline in June to 15.3% up in July. And over-1000cc kit, which was 1.6% down in June, has risen by a stupendous 38.8% during the past month. In the 126-650cc arena, June’s improvement of 11% has translated into a boost of 38.5% this time around.

However, all three of the above segments were still substantially behind on a year-to-date basis. At the end of July, shortfalls were 20.8% for 126-650cc, 26.3% for 651-1000cc and 24.9% for over-1000cc.

The really hot story remained extraordinary progress by up-to-125cc products, as self-isolating solutions for commuters increasingly eager to avoid risky mass transit on trams, trains and buses.

In sheer volume, 51-125cc scooters and motorcycles dominated July’s statistics, climbing by 62.5% to 5371 machines.

And YTD, this game changer was now just 1.1% under the position in precoronavirus 2019 – which obviously didn’t suffer from two months of gestural sales

when dealers were locked down. By the end of August, 51-125cc stuff should be boasting annualised growth. Over-50cc scooters are in the same YTD league, running just 1.7% down at the moment. And mopeds, currently trailing by 5%, could play catch-up too.

So which top-ten brands benefited the most, year-on-year against July 2019?

Certainly not Harley-Davidson, suffering the ignominy of a 6.9% retreat, the solitary loser in eighth spot. Honda led the field, adding 34.2%, the top-registered PCX125 scooter claiming about one-fifth its total.

Yamaha, running an aggressive incentivised dealer test-ride promotion, made the biggest proportional advance of

NMDA COMMENT

T

he public remain cautious to return to trains and buses, which is notably benefiting scooters and motorcycle sales”, said Stephen Latham, Head of the National Motorcycle Dealers Association (NMDA).

July motorcycle sales grew by 42% with all variants showing increases in registrations.

Total scooter sales rose by over 50% to 3576 units, which shows that these machines are continuing to increase in popularity among commuters seeking viable alternatives to public transport.

This follows the positive “Unlock Your Freedom” campaign the NMDA, alongside the MCIA, has recently run to spread the message that bikes are COVID-safe.

All engine bands experienced an increase in registrations. While the majority of the growth tended to be

www.britishdealernews.co.uk

Honda’s perenially popular PCX125 commuter scooter was the best-selling PTW in July

Demand for bigger bikes united with an already surging appetite for smallcapacity machines gave the trade a July summer treat

77.4% in second place. Chinese flag carrier Lexmoto underlined ownership of the final podium step, 76.2% up. BMW Motorrad and Kawasaki completed the top-five group, respectively on 42.1% and 21.3% gains.

Triumph, known to be struggling with key stock availability, came sixth with a more modest 15.6% increase. KTM followed, rising by 28.1%. Suzuki in ninth put on a useful 37.9%, albeit from a very low base. Piaggio, lacking year-on-year comparison, crept into tenth.

For the market overall, YTD numbers amounted to 58,276, now only adrift by 16%. But although scooters and mopeds were in sight of full recovery, motorcycles languished 20.2% down at 42,513.

ALTERNATIVE-POWERED PTWS driven by the less powerful motorcycles, larger motorcycles still experienced impressive increases, as the over-1000cc segment rose by 38.8%.

Latham continued, “Current riders and new entrants to the motorcycle market are becoming increasingly assured of the benefits of motorcycles, which include isolated travel, a less congested commute and lower fuel consumption.

“It’s a shame that the Government does not instruct all local authorities to allow bus lanes to be used by scooters and motorcycles, instead, they retain a fixation that push bikes are the only way to commute.”

MOPEDS Moped Scooters Moped Others TOTAL MOPEDS

Jul 2020

Jul 2019

97

98

46

29

143

127

MOTORCYCLES Adventure Sport

10

12

Naked

34

17

Scooter

61

27

Supersport

10

0

Trail/Enduro

10

1

Unspecified

1

0

126

57

Commercial Tricycle

2

2

Tricycle

1

0

TOTAL TRICYCLES

3

2

272

186

TOTAL MOTORCYCLES TRICYCLES

NATIONAL MOTORCYCLE DEALERS ASSOCIATION

TOTAL REGISTRATIONS

AUGUST/SEPTEMBER 2020

63

New registrations

Registration statistics supplied by the MCIA; tel 02476 408000; www.mcia.co.uk

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