British Dealer News May 2019

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MCIA WARNS OF 8 TECHNICIAN CRISIS

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SWISS SECRET OF LIQUID GOLD

SECTORYe IN R I D s issu

CHAMPAGNE

ON ICE

FREEge 84-pa T IGH

Notching up 50 years in the trade would normally be a cause for celebration.

Rob Hunter explains why he has mixed feelings about the occasion – p28

Inside

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INSIDE

BRITISH DEALER NEWS

INSIDE

Key business information for the UK motorcycle and scooter industry • May 2019

+PLUS+

Registrations are shaping up nicely Dealer network ‘almost full strength’

ULEZ fight goes on Sportsbikes still top wish list M&P positive about the future

May 2019

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May 2019 : Issue 219 EDITORIAL & PRODUCTION EDITOR Paul Smith: editorial@dealernews.co.uk tel 01237 422660; 07595 219090 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; Danny DeFazio; Dan Sager editorial@dealernews.co.uk CORRESPONDENTS Michael Henshaw; Peter Henshaw; Frank Finch; Suzanne Potts editorial@dealernews.co.uk CARTOONIST John Mockett CIRCULATION MANAGER Jo Johnson: circulation@dealernews.co.uk PUBLISHER Colin Mayo: editorial@dealernews.co.uk

Registrations hit the jackpot, at the second attempt I CAN’T LIE, there were a few analysts here at BDN who were muttering “damned statistics” this month when the MCIA announced it had been sending out erroneous registration data for each of the first three months of the year. A systems malfunction was to blame, according to an apologetic industry body. It’s all sorted out now – but readers who like to keep their BDN magazines for future reference would be advised to write a note on the statistics pages in the March and April issues to refer them to the STATS tab on our website for the accurate January/ February figures.

They should also bear in mind that the relevant printed analyses are also inaccurate but there is a silver lining to this tale – the revised figures are way more positive than the flawed first versions and put a new, more optimistic, perspective on the health of the motorcycle industry.

The figures reveal that total registrations for March rose by 9.7% to 16,682 units compared with the same month last year. Every capacity class made progress and, as dealers’ bank balances will hopefully show, it was the higher margin machines which performed the best. The revised figures for the three months also show that for the first quarter of this year, overall registrations are 10.2% up to 27,131.

It now seems as though 2019 is shaping up to be a better prospect for the trade. As our financial editor Roger Willis writes in his analysis on page 6: “Mercifully, March figures have proved to be a welcome revelation and the trajectory suggests consistent growth.”

The good news doesn’t stop there. In this month’s magazine we report on the continuing expansion at Swansea-based M&P Group, which is investing big-style under MD Mark Collings. He’s brimming with confidence about the future and, in his straight-talking way (see page 12) exhorts

everyone in the trade to adopt the same positivity.

That upbeat attitude is evident among the main manufacturers when it comes to the forthcoming Adventure Bike Rider Festival to be held at historic Ragley Hall estate in Warwickshire in July. The organiser says the festival is a chance for the industry to “engage with the expanding and lucrative adventure bike community”, and there is a five-year plan to make the event the largest of its kind in Europe.

The festival – which has attracted multiple bike industry sponsors – is being backed by Ducati, BMW, KTM, Yamaha, Triumph, Honda, Suzuki, Kawasaki, Royal Enfield and Benelli, who will all be attending with fleets of test ride motorcycles. Great news, and let’s hope other manufacturers join Yamaha in showing the same enthusiasm for the revamped Dirt Bike Show.

Also this month, in your complimentary 84-page Industry Insight Directory, we carry profiles of 25 industry suppliers and a definitive list of trade contacts. Insight now comes in a new, desktop-friendly size and format and is an essential, easy-reference book to the best suppliers in our industry. Enjoy your read.

“Mercifully, March figures have proved to be a welcome revelation and the trajectory suggests consistent growth”

ADVERTISING SALES GROUP DIRECTOR Andy Mayo: adsales@dealernews.co.uk tel 01237 422660; 07780 857693 ACCOUNTS MANAGER Mark Mayo: accounts@dealernews.co.uk ADVERTISING EXECUTIVE Alison Payne: adsales@dealernews.co.uk tel 07595 219093 MEDIA CONSULTANT Paul Baggott: adsales@dealernews.co.uk tel 07831 863837 TAIWAN AGENCY Albert Yang, Pro Media Co: info@promedia.com; tel +886 4 7264437 Copyright © Mayo Media Ltd:

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Contents

1-24 BUSINESS NEWS

6 First-quarter registrations boost 8 Industry faces apprenticeship crisis 10 Triumph network ‘almost full strength’ 12 Expanding M&P calls for more positivity 14 MCIA’s fight against ULEZ goes on 15 Sportsbikes still top used-bike wish list 16 Firm celebrates a century in business 17 Khan’s ground zero: Behind the News 18 Awards keep coming for Oxford Products 20 Industry finds its sense of adventure 21 International News: KTM and Bajaj mull closer ties 22 Electric News: Honda flicks the switch 23 Electric News: MotoE fire blamed on faulty charger 24 Off-road News: No more JAM tomorrow

26 REACTION

The greatest sales opportunity in a generation

28 CHAMPAGNE ON ICE

Rob Hunter Distribution: 50 years in the trade

32 SELLING USED

Realise the promise of extra sales

34 TAYLOR-MADE ON A BUDGET

Contents

38

SWISS OIL FIRM MOTOREX REVEALS THE SECRETS BEHIND CREATING THE PERFECT BLEND

Dealer sets up with £10,000

35 MARKETING MATTERS New series, with tips by Dan Sager

36 BUSINESS ESSENTIALS Posts must be FCA compliant

37 PAINTWORK PROTECTION Diamondbrite adds some sales sparkle

38 LIQUID GOLD

Secrets of Swiss oil brand Motorex

41 PRODUCTS

The latest in profit-generating clothing and accessories

43 DIRECT ROUTE TO DEALER PROFIT MotoDirect brands deliver sales and profit growth

44 ARAI LAUNCH

Profile-V eases access to helmet brand

46 DEFAZIO

DeFazio A sideways look at the world of motorcycling, from journalist Danny DeFazio

Fruits of an experimental mind

54 STATISTICS SECTION

54 On the Money: Face to face with “Bad Bob” Lighthizer 56 UK new and used statistics and analysis 58 Full year roundup of DfT/DVLA registration data Pages with blue tabs contain supported content

IN THIS ISSUE: Industry Insight Directory 2019

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MANUFACTURER-BACKED USED MOTORCYCLE SALES COULD BE A ROUTE TO MORE PROFIT FOR DEALERS

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SENSATIONAL LEXMOTO Perhaps the UK’s weaker economy, enforcing tighter budgets, could be pushing people towards two wheels again – the silver lining of a cloud which has always benefited bread-and-butter motorcycle business, historically.

Rampant success for cheap and utilitarian Chinese products tends to confirm this trait. Lexmoto, leading China’s vanguard, celebrated sensational 62.9% growth

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“Perhaps the UK’s weaker economy, enforcing tighter budgets, could be pushing people towards two wheels again’” of 5.9%, it started 2019 with an impressive gain (see chart), shifting in excess of twice as many motorcycles and scooters as traditionally closest rival Yamaha in the quarter – except the latter had ignominiously surrendered runner-up spot to BMW Motorrad by a narrow dozenbike margin. Given Germany’s finest has a range mainly populated by premium-priced items, led by the fastselling new R1250GS, turnover and profit versus Yamaha certainly won’t be narrow, though.

To allow Yamaha a fair hearing, it has risen remarkably from 2018’s 8% full-year retreat, despite the late appearance of a key new model. The brand’s UK sales and marketing supremo Adam Kelley is having to bite the bullet, allegedly watching computer systems crashed by copious quantities of advance orders for his forthcoming much-admired headline act. Sadly, this XT700 Ténéré twin-pot adventure tool won’t be roosting on the arduous terrain of gravel-strewn British pub car parks until July.

As for KTM, unashamedly discounting the remnants of its 2019-model enduro range by a generous degree from late 2018 onwards cranked up quarterly registrations going forward into this year. But you can’t knock the size of its advance. The Austrians have an increasing selection of attractive strings to their corporate bow, not least the affordable new twin-cylinder 790 Adventure and Duke offerings. KTM’s certainly a coming force, witnessed by current chart position and – in particular – beating Triumph in John Bloor’s own backyard.

DISCOUNTS RIFE On the subject of manufacturer-funded discounts, these have been especially rife across the first quarter. An absence of aversion to semi-covert price adjustments of one sort or another, where deemed necessary, has undoubtedly helped to re-establish growth for many leading players – and mitigated declines for others. But it will inevitably also be wreaking havoc in the quality used market, to the detriment of dealers. Swings and roundabouts?

There are some excuses for the losers, associated with late new models and stock shortages. Kawasaki was the surprise disappointment, hanging on to a top-five presence but now in arrears to the tune of 6.2% for Q1, against a full-year 9.6% improvement in 2018. Triumph, relegated to sixth place, has merely continued its 2018 slide of 6.8% with a 6.6% drop to 1812 bikes. Having failed to register in the MCIA’s January top-10 chart, Suzuki in eighth sank by an estimate of around 12%, plating fewer than 1200. Direction should hopefully change in the second quarter, when a well-promoted retro revisitation of the iconic Katana concept finally reaches dealers this month.

Harley-Davidson, down in ninth, saw its first-quarter performance fall by 7.8% to 1137 bikes. The company has already begun to take orders for its mega-hyped electric-powered LiveWire model which is scheduled to arrive in dealers during the autumn. But what volume difference a 28-grand novelty steed is going to make is questionable. Maybe Sadiq Khan will splash out on a huge fleet for the Met to appropriately police London’s ULEZ green ghetto.

Speaking of ULEZ, why is the MCIA actively opposing this green initiative? Surely all those commuters taxed off London’s inner-city streets owing to their non-compliant rides will be banging on dealership doors eager to purchase Euro 4 new or Euro 3 used machines. Taken together with Brexit disruption postponed into distant autumn, safely clear of the peak motorcycle selling season, we’ll be laughing

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during the quarter, incidentally overtaking both Suzuki and Harley-Davidson in volume.

The flip side was that growing registrations for bigger 651cc-plus bikes – almost exclusively representing discretionary leisure purchases – have been more restrained, 5.7% up to 11,665. The new-plate surge in March accounted for just over two-thirds of these, 6.3% higher at 8520.

Among manufacturers, Honda’s superiority was unquestionable. Shrugging off a 2018 full-year loss

ALWAYS AH EAD

WITH THREE months of industry registration statistics under our belt, 2019 is now shaping up to be a better prospect for the trade, BDN financial editor Roger Willis reports.

Having viewed January and February data this year, optimists rejoiced in apparent indications of market recovery after stagnation in 2018. But MCIA official spokesman Nick Broomhall quite rightly warned against reading too much into February’s boost, given that “Beast from the East” extreme weather had distorted reality 12 months earlier. And set against the febrile politicoeconomic climate of interminable Brexit humiliation, most analysts were distinctly cautious.

As we anticipated, a clearer image would only emerge when March’s new-plate bonanza could be digested too and factored into a first-quarter trend. Mercifully, March figures have proved to be a welcome revelation and the trajectory suggests consistent growth.

However, it has been a quarterly market of two halves.

Mopeds, light and middleweight machines have all posted double-digit percentage improvements, averaging a 0-650cc rise of 14% to 15,466 units. And it’s probably safe to assume the majority of those were bought as costconscious primary transport on a ride-to-work basis, rather than signifying any resurgence of youthful novitiate enthusiasts.

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Registrations shaping up to be a better prospect for the trade

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Business news

Motorcycle industry ‘faces a THE MCIA is warning that the motorcycle industry could soon face an apprenticeship crisis that would see the cost of labour spiralling. The warning coincides with the news that the recently introduced Trailblazer apprenticeship scheme has made no impact on the supply of skilled technicians in the motorcycle industry, which remains “a real problem”, according to the National Motorcycle Dealers Association (NMDA).

Of the situation nationally, the National Audit Office, the public spending watchdog, says the number of people starting a training programme has fallen “substantially” under the government’s Trailblazer scheme and warns that it is “very unlikely” that the target of three million new apprentice-starts by 2020 will be hit.

The Trailblazer apprenticeship initiative replaced the Framework scheme in 2017 and industries and sectors were then required to draw up a Trailblazer “standard” for training within the parameters of the new scheme. The motorcycle industry Trailblazer scheme – drawn up by the NMDA and a selection of its members – was launched, after much government delay, in late 2018.

A NUMBER OF CHALLENGES The government’s switch of apprenticeship system has “raised a number of challenges”, according to the MCIA, which points out that even prior to Trailblazer the number of apprentices, specifically technicians, over the past 10 years has been falling year on year.

“There are various reasons for this,” said MCIA communications manager Nick Broomhall, “but the main factors are a declining market, resulting in fewer dealers; an unattractive profession for young people, a problem which is not unique to our industry; and other labour options for dealers, for example migrant workers etc.

“Collectively, this creates a reduced demand for apprentices and, consequently, motorcycle-related courses are not attractive or viable for technical colleges or other training providers and they have removed motorcycle technician apprenticeships from their syllabuses.

“With regard to the programme changes themselves, in addition to the funding and the process of establishing an approved industry Trailblazer, the employer, usually a dealer, now has the responsibility of applying for, claiming for and administering the approved scheme. This creates an extra burden on the employer and therefore a barrier to demand.

“Motorcycle-related courses are not attractive or viable for technical colleges or other training providers” Nick Broomhall, MCIA “Finally, the amount of government funding available is £11,000 per training course, a sum that was negotiated up from £9000 by the NMDA, which is £7000 less than the funding for an automotive technician course, even though both courses contain a broadly similar level of training.

“If the industry wants to increase the number of apprentices, it must find a way of bridging this funding

gap, notwithstanding the pressures at play. With some kind of Brexit looming and the resulting possibility of fewer EU technicians working in UK dealerships, the industry could be facing an urgent challenge over the next few years in bringing fresh blood into the vital area of aftersales, or could face the cost of labour spiralling.

“The MCIA is currently liaising with manufacturers and the NMDA to see what can be done to create demand and look at ways of bridging the funding gap.”

VERY DISAPPOINTING Stephen Latham, head of the NMDA, said Trailblazer take-up had been “very, very disappointing”, attributing the failure to “bureaucracy and complications of the new system” which were keeping employers from taking on apprentices.

“The big car companies have dedicated HR departments which can handle the new system. They are getting funding and are quite happy. But for smaller companies, having to set up an apprenticeship, get it agreed, then claim the money back from the government has been a bit of a minefield and that is the cause of the problem.

“Although the motorcycle industry has a Trailblazer apprenticeship standard we don’t have any individual scheme providers. Fortunately, the government has not withdrawn the old Framework from certain trades, including the motorcycle sector, so Honda, Suzuki and Kawasaki are currently training their guys on a Framework and the government pays a fee.

“The problem with the new structure is that, whilst we have designed it, it needs a certain quantity of applicants to want to go on it. As you can imagine, there are not that many motorcycle apprentices and unless a technical

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s an apprenticeship crisis’

What is your experience? Send your views to editorial@dealernews.co.uk

USEFUL LINKS www.bbc.co.uk/news/business-42977824 www.bbc.co.uk/news/business-43121642 www.insidermedia.com/experts/northeast/4-solutionsto-your-apprenticeship-barriers

THE MECHANICS OF TRAILBLAZER THE NUMBER of people starting a training programme has fallen “substantially” under the government’s new apprenticeship scheme, according to the National Audit Office (NAO).

The public spending watchdog said the government was “very unlikely” to hit a 2020 target of three million new starts.

The government had some way to go before it showed the scheme was value for money, the NAO added.

The government, however, says apprenticeship numbers are now rising year on year, and its view is supported by the Institute of the Motor Industry (IMI). The IMI welcomed the news that apprenticeship starts had started to grow for the first time since the government introduced the Apprenticeship Levy.

Steve Nash, CEO of the IMI said: “The latest figures on apprenticeship starts are welcome news, albeit the numbers are still significantly lower than those achieved before the Apprenticeship Levy was introduced.”

Apprenticeship and Skills Minister Anne Milton said the government would continue to work with employers to help them develop their apprenticeship programmes.

quarter, according to the NAO, with many small firms giving up on schemes and larger ones failing to even claim back the money they paid in, leaving £2bn unspent.

Many larger firms regard the apprenticeship levy as little more than an extra tax on their wage bill, while many smaller companies are reluctant to have their apprentices go to college one day a week. As a result, just when the government is trying to boost the number of people taking apprenticeships and with many students only too keen to be paid to study, rather than running up student debts at college or university, the number starting apprenticeships has slumped.

Just before the new scheme was introduced there were 509,400 starts a year; last year there were just 375,800, a fall of 26%.

ON THE LEVY The government radically changed the apprenticeship system in 2017, introducing a levy, or tax, on large employers which they could then claim back to fund training.

Smaller firms have had to pay more towards training and the suppliers of courses changed.

But rather than boosting the number of apprenticeships, the total has fallen by more than one-

Stamford.ac.uk

college can attract 12 people to a course, it isn’t viable. There doesn’t seem to be the quantity coming forward to change to a new programme – it’s the old supply and demand issue.”

Asked whether the number of apprenticeships had risen or fallen in the motorcycle trade since the introduction of Trailblazer, Latham said: “I think it’s neutral. We have still got the same number of apprentices in but the new scheme has not driven new people to apply and we are not getting providers coming on board to offer Trailblazer.

“Everyone who is currently being trained is on the old Framework.”

Latham described the switch to Trailblazer as “annoying”, because the industry had been doing a good job prior to its introduction by a government keen to make training an alternative to university education. Also, I think the government, which was always subsidising training, wanted to take a tax to pay for apprenticeships. The idea was to empower employers to facilitate their own training and pay for it from money that the government collected from the big employers.”

Latham concluded: “The problem would come if the government decided to get tough and insisted everybody had to adopt the Trailblazer scheme.”

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ONTHEMOVE Triumph

JASON FIELDSEND has joined Bradbury Bros, the Huddersfield-based wholesaler, as an area sales manager to cover Yorkshire, Derbyshire, Nottinghamshire, Lincolnshire and Teesside.

“His knowledge of the trade will help him to expand Bradbury’s customer base in this key area,” said Denis Bradbury, director of Bradbury Bros. Fieldsend has previously worked for insurance brokers Carole Nash and Wilby and as a regional business manager for Kawasaki. He can be contacted on 07789 402740.

LEE COLLINS has been promoted to national sales manager at distributor TranAm, where he was previously brand development manager.

Collins will head a team of five regional sales reps and will work alongside key account manager Ed Miles and sales director Mark Sawyer.

Collins started in the motorcycle trade in 1990 as a Youth Training Scheme mechanic.

In 2005 he became a sales rep at Bike Zone before moving to Feridax. He started at TranAm in 2014 as regional sales manager for the South and three years later was promoted to brand development manager covering Bering, Segura and Scorpion.

STEPHEN BOLTON has become Manchesterbased specialist motorcycle broker Principal’s head of finance. He is moving to the company from Fish, a disability insurance specialist, where he headed up finance operations since 2010.

Before that, Bolton spent 11 years at Carole Nash, mainly in a management accountant role.

In this new job, he will report directly to Principal founder and managing director Dave Bowcock, also a Carole Nash alumnus, as a member of the broker’s five-strong executive team.

network is ‘almost full strength’

SUTTON MOTORCYCLES in Tamworth has been appointed as a Triumph dealer, completing the Hinckley manufacturer’s presence in the Midlands.

The dealership is run by father and son team Richard and Matt Worley, who between them have been involved in the industry for 40 years.

They will be undertaking a comprehensive site redevelopment at the end of summer to deliver a unique solus Triumph World store – to be called Triumph Birmingham East – above their existing Honda showroom.

LINGS BUYS TRIUMPH BUSINESS Meanwhile, another dealer in the Triumph network, Ongar Motorcycles, has been bought by Lings Motor Group following the decision by former owner Alan Gurden to retire.

Founder dealer Gurden had held a franchise with the manufacturer since 1991 and was considered “a stalwart of the brand” for the past 28 years.

Interestingly, Lings is also a founder Triumph dealer and the acquisition of Ongar – now to be known as Triumph Essex – increases its representation of the brand to three locations, the existing ones being Norfolk Triumph and Suffolk Triumph.

A Triumph communication said: “We look forward to working with the Lings team to further develop the business in this key area.

“Following a period of change within the UK network, we are pleased to be bringing the network back up to full strength, with only one other active open point, in Oxford, currently left to fill.”

Visorcat appoints top brand expert VISORCAT, THE award-winning wash/wipe for helmet visors, is growing its brand worldwide with the appointment of an international brand expert as it expands its reach overseas.

John Kyriakou, an Australian who has worked worldwide for top advertising agencies including Saatchi and Saatchi, has been “transforming the Visorcat brand from techie to cool”, said Jill Boulton, MD of the micro-business based at a small factory in Scotland.

“You will see the Visorcat brand evolve over the coming months,” said Boulton. “John has worked with international blue-chip clients in the UK, Australia, North America, Scandinavia and Asia, and he’s radically improving our brand. He’s giving Visorcat the image it has earned from the amazing endorsements we’ve received, from police and blood bikers to touring riders and commuters.”

Kyriakou joins Canadian Tom Duncan, the chairman of BMF Scotland, on the Visorcat board, which includes Scot Andy Pringle, whose manufacturing career took him to Asia, Australia and the US, and Yorkshirewoman Boulton.

Kyriakou said: “The talk these days is data and technology, but a brand is all about people and purpose. I met Jill and Andy and they totally understood this. More importantly, they are passionate about building a brand, not just making a product. I wish more owners had the same sentiment.

Visorcat is a flexible glove-mounted device that comprises a wet sponge, fed by a fluid reservoir and covered by a flap. When the rider wipes one way across the visor, the sponge washes away dirt, flies, road spray or other debris. jill@visorcat.com

New CEO for ambitious Royal Enfield VINOD K Dasari has been appointed CEO of Royal Enfield. Dasari has also joined the board of Eicher Motors (Royal Enfield’s parent company) as an executive director.

He takes over from Siddhartha Lal, who will continue as MD of Eicher Motors.

At Royal Enfield, Lal will continue to support Vinod and the team on product and brand-related areas.

Lal said: “After a phenomenal success story in the past decade, Royal Enfield is now building the foundations of its next level of growth. I believe there is no better person than Vinod Dasari to lead Royal

10 MAY 2019

Enfield into its next phase of evolution into a global brand.”

Lal said Enfield “aspired to lead and catalyse the global motorcycling industry towards middle weights (250-750cc)”.

Prior to joining Royal Enfield, Dasari was CEO and MD of Ashok Leyland – an Indian automobile company headquartered in Chennai.

Dasari said: “Royal Enfield is an inspiring story. Working with a consumer brand will be a tremendous learning opportunity and I am looking forward to the challenge of creating a global consumer brand from India.”

MORE SPACE? WALK THIS WAY

GUINNESS WORLD record holder Staffordshire Triumph has just completed a £220,000 showroom modernisation.

Since moving into what was the largest Triumph showroom in Europe in 2012, the business is said to have grown substantially in both new and used bike sales, with space becoming a premium. The refit updates the existing rather dated décor to fit with Triumph’s modern dealer standards, but also makes a more welcoming experience for the customer, with the added bonus of increasing new and used bike stock capacity. Capacity has been increased by removing walkways laid into the flooring.

In 2016, Staffordshire Triumph organised a mass ride-out of Hinckley machines and secured the Guinness World Record for the Most Triumph Motorcycles in a Parade, with 539 motorcycles participating. The dealership had held the previous world record, set in 2015, for 362 Triumph motorcycles.

Holeshot PR celebrates 10 years and signs up a social media specialist

Holeshot PR social media manager Tom Higham (right) with Michael Aylwin (left) and Harley Stephens

MOTORCYCLING AND automotive communications specialist Holeshot PR is celebrating its tenth anniversary by strengthening its range of services with the appointment of a dedicated videographer and social media manager.

The company can now offer customers specialist social media video and photography through Tom Higham, who has worked in the sector for eight years and whose clients include Ducati UK, California Superbike School, Visordown, Octane Collection, BBC Worldwide, MTV UP! and several high street and fashion brands. Holeshot says Higham is “a crucial addition to its offering for existing clients and future potential brands”.

Owner Harley Stephens set up Holeshot in 2009 after managing the Department for Transport’s THINK!

campaign, the sponsorship of the British Superbike Championship and the NEC motorcycle show press office. He previously worked for Yamaha. Over the past decade he and Michael Aylwin (who joined in 2014) have represented a wide selection of clients, with the support of various freelance specialists.

Stephens explained, “When we started out a decade ago it was all about press releases and knowing journalists… and although that is still important, you have to move with the times, which is why the skill sets of Michael and Tom are so vital in the ever changing media landscape within which we operate. Our clients will benefit from even more engaging content and service levels whilst of course we have more services to offer potential new companies.” harley@holeshotpr.com

www.britishdealernews.co.uk

Business news

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THERE WERE stirring words for the industry last month after the M&P Group opened its latest retail sales operation, the 10,000sq.ft Motorrad Swansea, on 6 April.

The huge mail order and bricks and mortar retailer revealed a multi-pronged strategy to generate business and to attract new blood into motorcycling and MD Mark Collings had this advice for industry naysayers: “Stop speaking negatively all the time and get on with it! You know there is business out there; you just need to get people into it. Instead of looking at it short-term, you need to invest in the future to get bums on seats – do something at grass roots level – which is what we are trying to do.”

Collings said a motorcycle simulator was one of M&P’s initiatives to build sales and attract more new riders. Unlike a rolling-road motorcycle, this one will be able to bank and brake, giving people a realistic taste of the joys of biking.

“BMW already has static test machines but we want to use a Honda 125, so if you have never ridden a bike before you can try a motorcycle, which I think all training schools should have the funds available to do.

“A lot of people come to a training school and they are frightened they are going to fall off. This is a static bike, BMW does it with a rookie rider, where you can sit on a training bike and you can ride the bike; it’ll bank, brake and accelerate. People can try the bike without fear of falling off, and mother can come along and watch, without worrying. So that’s the first step.”

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NEW MAIL ORDER WEBSITE Other plans include an onsite training school, which should be completed within 12 months, and to generate more publicity and general promotion through radio advertising and social media campaigning. M&P has just recruited a full time blogger who will be working on social media, and the company recently gleaned massive on-air radio coverage by putting a DJ through his test.

The group is also about to launch a new website for its online clothing, spares and accessories business.

M&P has franchises for Honda, BMW, KTM, Husqvarna, MV, Kawasaki, Harley-Davidson, Can-Am, and Aprilia/ Piaggio Group in Swansea; and in Cardiff it has HarleyDavidson and is in the process of opening showrooms for Piaggio Group, Ducati and BMW. There is a used-bike outlet adjacent to BMW and Honda in Swansea and the company has clothing and accessories stores in Swansea and Cardiff.

Including its mail order operation, which Collings expects to experience the biggest growth, the group employs 116 people.

Turnover-wise, he said 2019 would be “dramatically different to last year”, when the company reached £16m. “I think we will be up to £22m or £24m including all online sales. We hope to get to between £28 and £30m by the end of 2021.

“It’s exciting. We have Harley-Davidson in Cardiff and will soon add Piaggio, BMW and Ducati. It’s all going well.

Of the latest investment in BMW – run by Swansea Motorrad brand manager Jamie Trollope, and located on Phoenix Way,

Mark Collings (centre left) and Phil Horton, general manager of BMW Motorrad UK, cut the ribbon to welcome the iconic German brand back to Swansea

Garngoch, next to the firm’s Honda franchise and opposite M&P’s main building housing Kawasaki, KTM, Piaggio Group, Harley-Davidson and Can-Am – Collings said: “It strengthens our bike position in South Wales. It’s a prestigious brand which hasn’t been well represented in Swansea. It gives us another type of customer – great people who don’t mind spending money on the bike. They all like to have their bike serviced, they are very loyal to the brand and they have a good club and networking going on. We do a lot with the Advanced Riding group locally, and they tend to buy BMWs. We plan to sell about 120 at the Swansea branch.

“When Riders decided to relinquish the BMW franchise in Cardiff, the opportunity came up for us to take it on. They also relinquished Ducati, so we decided to do that too, and then we took on the Piaggio Group for both as well.”

Collings was equally optimistic about the prospect for the Piaggio Group, particularly scooters, and anticipated sales of between 80 and 100 machines.

“Hopefully next year we can put Ducati into Swansea, so we can service customers who are in the area from a small satellite shop, not a big dealership. That is under negotiation with Ducati at the moment, so not a done thing. We need further discussions what they’ll allow us to do without spending a fortune.

“We have invested £1.5m up to now and there is a bit more to go, so it’ll end up being about £2m,” said Collings.

“I’m positive about the future; I’m investing in the future.

People have got to invest and not sit on their arse. My father [an engineer] always said to me, ‘you open the door in the morning, son, but don’t expect anyone to come through it … you’ve got to go find them’.”

“Those were his words of advice when I first opened up, and I’ve been in the business now since 1978,” adding as a joke: “Forty years, too bloody long sometimes!”

CMC Manchester looks to the stars FOLLOWING THE soft opening of the all-new CMC Manchester store a couple of weeks earlier, the official opening day got the store off to a flying start on Saturday 30 March, writes Suzanne Potts. With the sun shining and plenty of stars from the sporting stage on hand, the punters flocked to the 18,000sq.ft store which also benefited from bench seating outside - perfect for customers to sit, have a coffee and talk bikes. WSB Yamaha rider Alex Lowes accompanied TT legend Ian Hutchinson and BSB rider Jason O’Halloran in a Q&A session, after which customers queued for autographs.

The event was hosted by Excess Radio DJ and Top Gear presenter Steve Berry and signalled the start of activities which CMC Manchester general manager Russ Masters hopes will see the dealership become a destination store for bikers.

Catering wagons were on hand to feed the masses and Masters reported four bike sales on the day and bumper sales figures in

clothing and accessories, with many customers taking advantage of special opening deals.

Of the day itself Masters said: “We had a terrific day and it exceeded all our expectations five times over!”

CMC Manchester is located in Openshaw, Manchester.

www.britishdealernews.co.uk

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Business news

MCIA’s fight against ULEZ charge goes on THE MCIA says it will fight on in its battle to have motorcycles excluded from the charges introduced in London on 8 April under Transport for London’s ULEZ (Ultra Low Emissions Zone) policy. The industry body says it is extremely disappointed that Transport for London (TfL) has refused to accept the case that PTWs offered a cost-effective, non-congesting and, in most cases, a low or zero polluting transport solution for cities.

“We certainly haven’t given up on ULEZ and are pressing the mayor’s office for a meeting,” said MCIA communications manager Nick Broomhall, who pointed out that PTWs occupied minimal road space and reduced traffic congestion but were being charged at the same ULEZ rate as single-occupancy 4x4s.

MCIA CEO Tony Campbell said: “The mayor of London and TfL have simply got this wrong. We find it quite incredible that TfL and the mayor continue to discriminate against the users of motorcycles and scooters and to ignore their benefits, while the mayor has failed again to support his own manifesto commitments.

“In effect, TfL is forging ahead with the PTW charge and refusing to engage the industry or other organisations.

The MCIA once again calls on TfL to suspend the charge for PTWs and engage on this topic, so that PTWs of all types can assume their rightful place at the heart of the air quality and congestion solution, instead of being erroneously vilified.”

The MCIA says many motorcycles and scooters registered prior to TfL’s chosen cut-off registration date for exemption of July 2007 did not exceed the required NOx limit of 0.15g/km, and were therefore compliant and should not be charged.

“At present, it is up to the rider to prove that their vehicle is compliant, which may require an emissions test at the cost of £175,” said Campbell [See Box Out]. “It is not hard to imagine the uproar if a similar burden was placed on car drivers.”

As the relevant NOx information is not held by DVLA for many older PTWs, the MCIA has offered to help TfL develop a database so that it would have access to accurate NOx data on which to establish the ULEZ status of each vehicle.

“As this is a major piece of work, the MCIA requested a delay in the introduction of PTW charging until it was completed, an idea TfL agreed to consider,” said Campbell. “However, in the run-up to the ULEZ introduction date, TfL has imposed a wall of silence with regard to PTW charging and has not returned any of the MCIA’s many calls on the topic. The MCIA has also called for an urgent meeting with Mayor Khan, but his office has yet to respond.

“Therefore, a situation now exists whereby riders of compliant machines could potentially be charged an unnecessary £62.50 per working week.”

THE MCIA TAKE ON THE RUN-UP TO ULEZ y ULEZ was proposed in the wake of London’s breaches of EU air quality targets and successful court cases against the UK government by environmental group Client Earth. y TfL advised that irrespective of vehicle type, if exhaust emissions were produced, they must meet minimum standards.

“We find it quite incredible that TfL and the mayor continue to discriminate against the users of motorcycles and scooters and to ignore their benefits’”

14 MAY 2019

y

y

MCIA CEO Tony Campbell y TfL originally proposed only to exempt PTWs meeting Euro 4 requirements or newer. This would have meant all PTWs produced before 2016 would have been subject to the charge. y The MCIA suggested an exemption for Euro 2 and newer machines. After a great deal of technical

PAYING THE PRICE TO PROVE YOUR CASE A NEW emissions testing centre has been set up for motorcycles caught in the grey area of the new Transport for London (TfL) ULEZ charging policy.

Situated close to the London Olympic Park, the TfLapproved Riverside Motors test centre is run by John Rusby and Neil Freeman. The test equipment is based on a dyno, however the pair have had to source new exhaust gas measuring equipment and develop their own test that meets the rigors of the emissions standards.

Some pre-2007 motorcycles can meet the emissions criteria – that is, produce less than the 0.15 g/km limit TfL has set – so their owners should be exempt from paying the £12.50 per day charge to enter the zone.

y

y

y Some motorcycles were tested for this when manufactured but many were not, so until now there was no way of proving that a machine’s emissions were under the limit.

Motorcycles are placed on the dyno and run through the test, which involves idling, acceleration and deceleration, three times and an average is then taken. Much like an MOT, the result is a straight pass or fail. The test costs £175.

If a motorcycle passes the test, the results are uploaded straight to the TfL database, resulting in an exemption from the ULEZ charge.

For more information, or to book a test for a motorcycle, go to www.nationalemissionstestcentre.com

y

discussion, TfL agreed to exempt Euro 3 and newer machines. This means that a large majority of PTWs currently used are now exempt. PTWs registered or built before April 1979 are classed as Historic and are not subject to the charge, nor MOT, nor road tax.

This is a 40-year rolling date.

The MCIA proposed that PTWs subject to the ULEZ should only be subject to a nominal charge, given the lower ‘real world’ emissions outputs of PTWs on a given journey, as they are not held up by congested traffic to any great degree. TfL continues to reject this proposal and the MCIA continues to oppose the fact that non-exempt PTWs will pay the same as non-exempt cars – this is a charge which is both disproportionate and unfair.

TfL claims that the number of non-exempt PTWs entering the ULEZ zone each day is very low. The MCIA disputes this claim, especially in light of the very large number of PTWs that will become subject to ULEZ when ‘phase two’ is rolled out in 2021.

Some, perhaps many, pre-Euro 3 motorcycles may meet the required emissions standard. TfL will exempt these machines if proof can be provided, either via the bike’s original Certificate of Conformity (CoC), or if they are tested at a new facility in East London.

CoCs didn’t exist before 2003 and after this date many manufacturers failed to provide a CoC with each machine for dealers to give to customers.

It has been suggested by TfL and supported by the MCIA that if proof that a complete model type meets the minimum emissions standard, all these PTWs should be exempt. But having suggested the idea, TfL has refused to put forward proposals which would lead to this happening.

Given that many pre-Euro 3 machines may meet the minimum standard, the MCIA proposed to TfL that the charge should not be implemented until the ULEZ database could reliably determine which bikes should be exempt or not. The MCIA has offered to work with TfL on the issue, but so far officials have refused to do so and are not responding to any contact with them.

This leaves TfL in a legal grey area – charging vehicles which may indeed be exempt, something that could be subject to a legal challenge. This has been pointed out to TfL by MCIA. It has not responded.

MCIA chief executive Tony Campbell has written to Mayor Khan to seek a suspension of the charge and to request an urgent meeting – Mayor Khan has not replied to this letter.

www.britishdealernews.co.uk

Business news

Sportsbikes still top used-bike wish list

INSURANCE QUOTES provided to motorcycle owners by The Bike Insurer have revealed the UK’s most popular used motorcycles.

The data reveals that: • While new sportsbike sales have taken a dramatic downturn in the past 10 years, the UK still loves to ride them, with sportsbike insurance quotes more than twice as high as for those for adventure bikes.

• Four bikes that stand out are the Honda CBF125, CBR125R, Yamaha YBF125 and YZF-R125.

• Some older machines such as the Honda CBR1100 Super Blackbird, VFR800 VTEC and CBR900

FireBlade and the Suzuki GSF600F Bandit remain super popular despite them going out of production more than a decade ago.

• Some newer bikes like the Yamaha MT-07, Honda CRF1000L Africa Twin and Honda MSX125 have made a huge impression on insurance quotes in a relatively short period of time.

• In the classic bike sector, insurance quotes for the Triumph Bonneville T100 take it to the top of the quote data, but new retro bike upstarts including the Kawasaki Z900RS and Herald Classic 125 are already in second and third places after a short period on the market.

Previously, The Bike Insurer has shown how insurance quotes for adventure bikes have grown by 118% over the past decade as new bike sales in this category have surged.

This new data – gathered from quotes made online between 1 January 2018 and 31 December 31 2018 – shows that while adventure bikes are increasingly popular, the UK still has a profound love for sports bikes, and insurance quotes for used sports bikes remains the biggest section of the market.

Commercial director Jade Isabelle said: “Our data gives one of the most accurate pictures of what’s going on with both new and used motorcycles in terms of popularity.”

TOP THREE TABLES MORE DETAILS of each class and the biggest number of insurance quotes generated: TOP 3 SPORTSBIKES (Under 301cc): 1.

Honda CBR125R 2.

Yamaha YZF-R125 3.

KTM RC125

TOP 3 TOURERS: Honda VFR800 1.

2.

Honda NT650V Deauville 3.

Honda ST1100 PanEuropean

TOP 3 NAKED BIKES (Under 126cc): Yamaha YBR125 1.

2.

Yamaha MT125 3.

KTM 125 Duke

TOP 3 SPORTSBIKES (Over 301cc): 1.

Suzuki GSX-R600 2.

Kawasaki ZX-6R 3.

Honda CBR900 FireBlade

TOP 3 SCOOTERS (Up to 50cc): 1.

Piaggio Zip 50 2.

Honda Zoomer 50 3.

Direct Bike Sports DB50QT-11

TOP 3 NAKED BIKES (Over 126cc): 1.

Yamaha MT-07 2.

Suzuki GSF600S Bandit 3.

Triumph Street Triple R

TOP 3 ADVENTURE BIKES: 1.

BMW R1200GS 2.

Honda XL125V Varadero 3.

Honda CRF1000L Africa Twin

TOP 3 SCOOTERS (OVER 50cc): 1.

Honda PCX125 2.

Lambretta LI 150 Special 3.

Honda Vision 110

SHORTCUTS

THE MCIA has issued amended registration data for January, February and March of this year after discovering the data it had previously issued was flawed. BDN has updated its monthly stats database on the website to reflect the changes, which put a different perspective on the registration trends over the first three months of the year. The quarterly analysis and data in this month’s magazine is correct (see page 6), but registration statistics and their relevant analyses printed in BDN for January and February 2019 (March and April issues respectively) are inaccurate.

MUC-OFF has moved its head office from the outskirts of Poole to a larger facility in Branksome, just outside Bournemouth. The move follows significant growth in the size of the Muc-Off team in the last year. “We’ve added 15 new people to the team, taking us from 35 people to 50 so we need larger offices to house everyone as we look to grow even further,” said global marketing director Alex Hall. “Business is booming, with current year-on-year growth looking like 30%, and that’s after a record-breaking 2018. In the US we’re up 60% year on year!” www.muc-off.com

TUCANO URBANO celebrated its 20th anniversary on 1 April. The Milan-based company started with the Termoscud scooter leg cover, then added waterproof gear, neck warmers and balaclavas. Over

More details can be found online at: www.thebikeinsurer.co.uk/motorbikenews/industry/the-uks-favourite-usedmotorcycles-revealed/ See Realise the promise, page 32

New content-rich TT website FOR DEALERS interested in bringing spectacular 2019 Isle of Man TT action right into their showrooms during the event, don’t forget to bookmark the new official TT website URL – www.iomttraces.com.

This is the exclusive portal for streamed live timing of all riders in every race, in league with equally live streaming of broadcast race commentary from the TT Grandstand and pitlane, plus commentators at Glen Helen and Ramsey Hairpin out on the course.

You’ll be able to display lap-by-lap the years it introduced jackets and products “designed to reinvent urban mobility on two wheels”. www.tucanourbano.com AVON TYRES has announced that it will supply tyres to Rok Bagoroš, official stunt rider for KTM. Bagoroš, from Radenci, Slovenia, started his professional riding career in 2011 with a KTM Duke 125. Avon Tyres announced last November that it is the original equipment fitment for the KTM 790 Adventure, which comes fitted with Avon TrailRider tyres – a dual sport option. www.avontyres.com

MOTONOVO Finance has been listed as one of the best companies to work for in Wales.

The Cardiff-based company was ranked 23 out of 30 by Best Companies which asks employees to score their employer on 70 questions. www.motonovofinance.com

timing on-screen in your dealership, updated constantly from six sector points around the Mountain Course, as well as top speeds down the Sulby Straight – with sound to match. What better way to keep customers’ attention?

The website also features the most definitive historic TT race results database ever created, stretching back to the inaugural 1907 event, courtesy of Manx National Heritage – a mustsee for motorcycle racing anoraks and quizmasters.

Obit: Arlen Ness

AMERICAN MOTORCYCLE customiser Arlen Ness has died at his family home in California. Arlen, who was 79, was known for his custom choppers, baggers and cruisers and also worked with motorcycle brands, most notably the axed Victory Motorcycles, producing limited-edition models. He also branched out into riding apparel and merchandise featuring his designs.

Ness was born in Moorhead, Minnesota in 1939. He was married to Beverly for 59 years and is succeeded in the custom bike business by his son Cory and grandson Zach.

MAY 2019 15 BritishDealerNewsAirformAd.indd 1

2/7/19 11:43 AM

Business news

That crucial new-season health check PAUL BARKSHIRE, chairman of the National Motorcycle Dealers Association, continues his monthly blog WITH THE better weather now upon us and longer daylight hours, it is certainly noticeable that there are plenty more motorcycles and scooters on the road.

With this in mind it is imperative that bikes are properly serviced and roadworthy, especially after the winter months.

It is important that your service advisers and technicians do not undersell your business or themselves in the work they do, and now is the time for you to have a rethink over the complete package you as a dealer are offering to your customers.

Remind your teams of the responsibility they have while working on customer machines and the liability and duty they have the minute they wheel the motorcycle or scooter into the workshop.

If you do not have a health check procedure in place, have one implemented immediately, as this will go a long way to covering you should the customer refuse to have urgent required work done.

Some dealers will complain there is never enough time to do this, but my view is simple. The health check is a priceless tool to help ensure best practice and, by slowing the process down, you will find that productivity and profitability will follow - but only if you implement a strict health check procedure that is included every time without fail and for which the time is paid for by the customer.

This also brings peace of mind to the customer, who will be confident that you are looking after their needs now and in the near future.

Happy selling!

NATIONAL MOTORCYCLE DEALERS ASSOCIATION

WOLLASTON MOTORRAD in Northampton has been presented with a special BMW UK award for its customer service in 2018. The centre, run by Richard Higgs and his team, achieved the highest five star rating in new and used sales and service on all 365 days – a feat never matched in the BMW Group.

MOTORCYCLE transport specialist WMB Logistics is doubling its storage capacity by taking on a 34,000sq.ft warehouse at the £22m Gateway 12 Business Park, close to the M5 in Gloucestershire. The company specialises in motorcycle transport and secure bike storage for individuals and corporate clients. Paul Lusty, director at WMB Logistics, said: “As part of our growth strategy we are pleased to have secured this new property which enables us to separate the two different arms of our business following the signing of an additional three new clients.”

THE GSX-R125 has joined Suzuki’s 0% finance offer, and is now available for £60 per month with a minimum deposit of £500. The GSX-R1000R is available for £149 over three years, with a deposit of £3073.

The V-Strom 650, V-Strom 1000 and the SV650XA have also been added to the 2 3 4 campaign. A Datatag MASTER security kit is now included with all new Suzukis.

16 MAY 2019

Firm celebrates a century in business THE THREE-GENERATION family firm T B Oliver will celebrate 100 years in the motorcycle trade on 4 May with an open day for customers.

The business, based at Denholm, near Hawick, has actually been around for more than a century. It was established as a millwright, fixing threshers and farming implements, but 1919 was the year Thomas B Oliver added motorcycles to the full wedding taxi service and pick-ups from nearby train stations.

The business later passed on to James B Oliver (Jim) and his wife Ray. Jim was a keen enthusiast for both modern and classic motorcycles and cars, and this was reflected in the running of the business. As a Yamaha, Suzuki and Kawasaki dealer, he sponsored various road racing riders and, on occasions, sidecars. His most famous sponsorship was probably that of Steve “Hizzy” Hislop, who served his apprenticeship as a mechanic at the garage and went on to win 11 TTs and three British Superbike championships to name a few of his many successes.

Jim also sponsored Steve’s brother, Garry, who won the Newcomers Manx Grand Prix in 1982 but was killed in the same year.

Sadly, five years after his daughter, Wendy, took over running the business in 2010, Jim Oliver passed away. Ray still lives at the garage and was 88 last month –

the couple were married for 60 years.

It has four mechanics and services classic and vintage machines and modern two, three and four wheel vehicles.

Wendy, a keen motorcyclist who, with ex-racer and Kirkcaldy dealer Alan Duffus, has organised the annual Steve Hislop Memorial Run since 2003, said: “We are having a celebration for our

Above: Austin pick-up in 1958 carrying a c1920 Douglas. Top: TB Oliver’s current Ford Ranger pick-up with the same Douglas in the back 60 years later. Left: Thomas Oliver serving fuel from the single forecourt pump which is still in place, albeit in a more modern incarnation

valued customers on 4 May in the garage, where we will have some of our race bikes and cars on display. www.tb-oliver.co.uk

Beware of the FCA and its statutory big sticks THE FINANCIAL CONDUCT AUTHORITY (FCA) began regulating the insurance claims management industry from 1 April. All claims management companies (CMCs) in England, Wales and Scotland – obviously including those specialising in motorcycle claims – now have to demonstrate that they meet and maintain minimum standards set by the regulator. CMCs now need authorisation from the FCA to trade. More than 900 existing companies have already registered for temporary permission to continue operating while they jump through various compliance hurdles.

The rules that apply to them under this new FCA regulatory regime were published last December. Requirements include: y Due diligence on lead generation and rules to prevent firms encouraging customers to make fraudulent, frivolous or vexatious claims or claims which have no good basis. y Providing clear, upfront information to customers about the fees they charge and the services they will provide. y Giving customers a summary document about the services they will provide before the customer signs a contract. y Telling customers about free alternatives such as the Financial Ombudsman Service or the Financial Services Compensation Scheme, including in advertising. y Recording and retaining customer telephone calls for a year after their final contact with a customer, to reduce the chances of high pressure sales techniques and support robust resolution of customer complaints.

The FCA has a number of statutory big sticks available to thrash CMCs which fail to comply, such as formally requiring them to change their business practices, imposing financial penalties and simply refusing authorisation in the case of serious misconduct.

Struggling dealership closes A DEALER of more than 20 years has closed, saying it was increasingly difficult to make money.

NSL Motors of Andover closed at the end of March, with husband and wife team Neal and Sally Knox expressing their “great sadness” on their Facebook account.

“The retail motorcycle industry has suffered a decline in recent years which has made it increasingly difficult to maintain a viable business operation,” said Neal.

NSL specialised in learner legal 50cc and 125cc motorcycles and scooters and was an authorised dealer for Rieju, Lexmoto, AJS, Quadzilla and Zontes. It also sold a range of motorcycle clothing, helmets gloves and accessories and offered to arrange insurance and CBT for customers.

The business began in Hurstbourne Tarrant before relocating to Andover. It was managed mainly by Sally and her son Lee Bishop, both of whom worked in the workshop/MOT department.

It held regular ladies nights at the workshop, offering a free service aimed at giving women more confidence when dealing with mechanical issues.

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KHAN’S GROUND ZERO

In case you didn’t notice, or still haven’t yet come up to speed, the London Ultra Low Emissions Zone came into force on 1 April. From that date (and broadly speaking), all bikes, cars and vans manufactured before 2007 (excluding filthy, oilburning, soot laden “historics”) will be obliged to pay £12.50 per day to enter Sadiq Khan’s highly controversial ground zero. Unlike the “office hours” ULEZ the Zone, Congestion restriction is effective 24/7/52.

The aforementioned London Mayor, who suffers from asthma (take note), is one of the prime motivating forces behind the new clean-up drive. Transport for London (TfL) is, of course, the other. Prior to the axe falling, it’s estimated by TfL that 60% of the vehicles regularly entering the ULEZ are/were compliant with the demands of the relevant Euro 3 regulations – the inverse of that being that 40% of vehicle users are going to be hit, and some hit so badly that they will go out of business or lose their job.

Failure to pay the London ULEZ charge will result in a £160 fine which will be reduced to £80 for prompt payment. And that fine clearly underlines the fact that the £12.50 per day charge is essentially a simple (and blunt and therefore inequitable) tax that allows anyone, in any polluting vehicle, to drive through central London just as long as they’re prepared to cough-up (pun intended) the required fee.

This fact has understandably drawn a lot of criticism from environmentalists who believe that polluting or non-compliant vehicles should be stopped in their tracks and turned away from the zone. But there’s no clear guidance on how that might be achieved in practice.

Additionally, the environmental lobby also points out that Khan & Co are simply shifting the dirty air problem to the margins, where prevailing winds will sweep much or most of it back into the city centre, or into outlying suburban areas. from pressure Following bike bikers, individual businesses and lobby groups, there are now hints that TfL might look again at the compliancy issue in light of the fact that

many pre-2007 bikes are capable of hitting the Euro 3 targets. To that end, Riverbank Motorcycles in East London (see story on page 14) has been officially authorised to dyno-test pre2007 motorcycles for £175 – which equates to 14 days entry into the ULEZ – and permit compliant bikes free access.

Currently there are 13 cities in Europe with similar ULEZs. These range from Oslo in the north to Athens in the south. Meanwhile, city centre diesel restrictions or outright bans exist in seven European cities. Madrid, meanwhile, is arguably showing typical Latin laxity by allowing affected city residents to keep on driving without charge for as long as they own their stinky vehicle.

Nice.

IT PAYS TO CHECK

While we’re talking about handing over large amounts of money, you might want to be reminded that from 6 April, all workers (and not just employees: note the distinction) must receive itemised payslips where and when their pay is subject to hourly variances.

For instance, if Biker Bill earns £25k per annum and works set hours, you can just hand over the dosh in whatever way best suits your accounting department. But if Motorbike Mary works varying hours, or works at a different rate for weekends/unsocial hours, or has other hourly rate changes, you’ve got to explain to her on a payslip exactly what the breakdown is.

It gets a little more complicated when you factor in paid-versusunpaid leave, or maternity leave, or term-time workers, or day-rate workers. The point is, in one way or t’other, every hour worked by your staff must be accounted for be it fixed contract, or flexible working. And that account needs to be formalised on a pay slip.

If you’re unsure of where your outfit fits in, search online.

You’ll soon turn up a government website which will clarify the position. And take note that if you fail to comply, you could find yourself in front of a tribunal paying money for technical, if not actual, breaches of the regs. Therefore, if you neglect to itemise, say, 10 hours per month for the next six months, a

tribunal can order you to “repay” those 60 hours even if you already paid.

Our advice? Be smart. Go check.

The government wastes enough of our money as it is.

UNFAIR DISMISSAL

Speaking of tribunals, from 6 April the government has raised the amount of compensation employers will be obliged to hand over in successful unfair dismissal cases. The old (2018) limit was £83,682.

That’s now jumped to £86,444; a rise of £2762. But note that compensatory awards are limited to the maximum annual wage/ salary of the offended employee.

So, a £20k per annum complainant will not receive more than that in compensation, but will also see a basic award payout (up from £15,240 to £15,750).

Meanwhile, a complainant on £100k and above will not see more than £86,444 in compensation (also with a basic award).

These are maximum payouts, note, and they take no account of injured feelings, etc. The complainant must still show the employer-bashing tribunal that he or she has suffered some financial hardship that needs to be remedied. And keep in mind that the blue touch paper is lit when you actually sacked the employee, even if that sacking took place before 6 April.

The compensation limits are increased each year in line with the retail price index (RTI) calculated for the previous September figures (in this case from September 2017 to September 2018). That “magic” RTI number is 3.3%.

Meanwhile, from 1 April 2019 the government raised the basic income tax personal allowance from £11,850 to £12,500. The numbers supposedly mean that a basic-rate taxpayer will be £380 better off, but with a real terms gain of just £236 – and that represents about 18 days travel into the ULEZ if you’re too poor to afford a post-2007 vehicle.

BLOOD BROTHERS

Finally, this next story has already got a little blood boiling, and the hope is that it will heat up a little more.

It concerns Warwickshire and Solihull Blood Bikers (WSBB), one of 25 national member groups which for years has been out there in all weathers delivering the much needed claret to hospitals up and down the country. This group

of dedicated volunteers numbers around 1400 highly skilled riders across the country. They also deliver surgical equipment, X-rays, plasma, donor milk, MRI scans and suchlike. The system – which costs the NHS nothing – works. Or worked.

Well, now someone’s gone and fixed a claimed non-existent problem and has effectively sacked the local boys. Instead, transportation/delivery the contract – worth a reputed £14m – has been awarded to another outfit. This is QE Facilities Ltd (QEF), a public limited company and subsidiary of Gateshead Health NHS Foundation Trust.

It looks like the deal has been done and dusted. But the bikers are still losing blood over being unceremoniously sidelined, and they’d like some answers as to why it happened. The official line is that the local NHS Trust feels that the move rationalises its geographically widening services while underpinning important accreditation issues.

The bikers, however, reckon that the NHS will pick up the tab; money that could be used for other medical services. But note that QEF is part of another NHS trust. So there might be more to this question of who benefits.

Of course, some would say that these bikers are simply bitching about losing their raison d’être and will now simply have to find another reason for living. In short, they had their moment, and now it’s over. And although that might be true, the group has worked tirelessly to support the local community, and it’s exactly this kind of social glue that binds society. Besides, there’s still the matter of £14m to be accounted for.

A petition (wrongly calling QE Facilities a private company) has been set up intended to jerk Parliament’s lead and launch a full debate. If you want to support it, go online and check the www.change.org, or search for Blood Bikers Warwickshire and Solihull.

If not, and if you live or work in the affected area and need some blood in a hurry, better hope that the QEF guys are equally dedicated, because nothing beats diligence and devotion, not even hard cash. www.bloodbikes.org.uk

Pressgang

Pressgang is a contributed column and its contents do not necessarily reflect the views or opinions of BDN.

MAY 2019 17

Behind the news

s w e N e h t d n Behi

Business news

The awards keep coming for Oxford AS FRIDAY nights go, Oxford Products had a pretty spectacular one at the West Oxfordshire Business Awards 2019 (WOBAs) on 29 March. The Witneybased motorcycle and cycle accessory manufacturer won the prestigious Sandler Training Large Business Award and the MGroup Employer of the Year awards.

The company then went on to win the STL Communications West Oxfordshire Business of the Year Award for best representing the area in terms of success, commitment to the region and contribution to the local economy.

That really topped the evening for the 10 staff members attending the glamorous ceremony held at Heythrop Park Resort in Chipping Norton, but also meant so much to the rest of the company’s staff.

These annual awards are now in their ninth year and provide an opportunity for the very best of West Oxfordshire businesses to receive recognition for outstanding achievements over the past year.

“It is a huge honour for the efforts of our whole team to be recognised so emphatically by the local business community,” said Oxford Products MD Andrew Hammond. “They put everything into making our company a commercial success, while building an environment in which people as individuals can succeed. Our three awards represent another milestone in the rise and rise of Oxford Products!”

‘BEATING HEART’ Part of the Oxford team is David Kinnaird, known affectionately in the trade as “Dave K”, who celebrated 25 years of service to the company last month. As the second longest serving employee in the company’s history, he has witnessed – and driven – mighty changes within the organisation.

“I was interviewed in early 1994 for a rep’s job in the North-East and they couldn’t decide between me and another

success story for the last guy,” said Kinnaird. “So quarter of a century, they started us both and let inspiring exceptional the best man win… he left sales achievement and after a couple of months writing far in excess of and the rest is history!” £100m of business with The company was his own fair hand.” then turning over around During his time at £2m a year, a figure Oxford, Kinnaird has Kinnaird would soon be seen significant changes generating in his own in the company’s right. Having seen off his infrastructure and staff. first competitor, he went The company – which on to be the company’s in 1994 had fewer than top salesman, then into 20 people working out sales management before of a 5000sq.ft unit – has joining the board in 2001 grown and branched as UK sales director. out to become a group MD Andrew of four companies, Hammond, who David “Dave K” Kinnaird employing more than celebrated the same milestone back in 2016, is unequivocal about 200 people operating out of more than Kinnaird’s contribution to the company: 170,000sq.ft (nearly four acres) of “Dave is the beating heart of Oxford warehouse and office space. www.oxfordproducts.com Products. He has been at the centre of our

The team at Oxford Products celebrates three award wins, including the title of 2019 STL Communications West Oxfordshire Business of the Year

Dan Frost, left, with John Chatterton-Ross

Praise for Lexmoto during visit of FIM JOHN CHATTERTON-ROSS, the director of public affairs for the FIM (Fédération Internationale de Motocyclisme), visited the Exeter base of Llexeter, the importer of Lexmotobranded Chinese motorcycles and scooters, last month.

Although the FIM is best known as the global governing body for motorcycle racing, it also supports public policy affecting motorcycling generally and promotes the sport and its safety.

Chatterton-Ross said of his visit: “The FIM is seeking to engage more with the Chinese motorcycle industry. I first met Dan [Frost, Lexmoto business development manager] at a 2013 motorcycle trade fair held in Chonqing.

“With so many different manufacturers, the situation in China is very complex. Dan and his colleagues have unrivalled expertise in this industry and he was able to update me on the latest trends in manufacturing. For us, this is important as the Chinese motorcycle is not represented by industry associations in the same way as product, and manufacturers, from other parts of the world.”

Frost said: “The FIM has a holistic approach to engage with motorcyclists at a global level which extends beyond racing. We hope that the insights we can provide on both the UK and Chinese motorcycle industry will aid the federation in developing its strategy to ensure motorcycling remains an integral part of sporting and commuter lifestyles.”

Chatterton-Ross concluded: “I congratulate Lexmoto on its success. As a British rider, I also want to see the market grow and it needs affordable motorcycles for new riders and for those looking for reliable basic transport – particularly in many rural areas where there is no public transport – as an alternative to a car.” www.lexmoto.co.uk www.fim-live.com

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The existing Ducati UK Dealer Network is one of the finest in the UK, offering excellent customer service and understanding that working with a brand like Ducati is not just a motorcycle business, it is a way of life. With planned growth and investment the network is fully backed with dedicated staff and support programmes focused on building a long term profitable partnership.

As part of ongoing growth plans, Ducati UK currently have potential open points in various parts of the UK. With an unparalleled range of products and ongoing product development to sustain future growth, dedicated Dealers can look forward to a bright future, supported through exciting Apparel and Accessories offerings plus Ducati Finance and the new Ducati Approved used motorcycle programme.

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Business news

Bradbury upbeat as tyre sales gain traction WHEN YOU hear someone has been in product range, and Gemma Hemmings the same business for 40 years, normally from NGK was also looking to generate it would be safe to assume that they had more business through its Box Clever either great staying power, or just lots of scheme which rewards dealers for spark plug sales, at no extra cost to themselves. patience, writes Gabriel Uttley.

On the customer side, Tony Hudson The fact that Bradbury Bros is celebrating its fortieth anniversary is a from Shorrock Motorcycles in Preston testament to the founder’s business sense said he dealt every day with Bradbury, a company he said was “totally reliable and and a strict adherence to core values.

On Sunday 24 March the Huddersfield- supplied quality products”.

Bradbury Bros is also happy to based distributor opened its doors to its customers in a celebration of continued supply small businesses, with new customer Jonny success and growth G’s in Thurnscoe, in the supply of near Rotherham, core motorcycle delighted with components. his dealings. He More than 50 loved the regular visiting dealers were contact with the BB given guided tours representatives. round the impressive Owner Denis facilities, including Bradbury was the new mezzanine clearly enthusiastic dedicated to tyres. about helping Tom Rees is in Pavlo Andrusiak, of Big Pav’s, receives dealers. “Although charge of the tyres his raffle prize from Bradbury currently there is and works on a six- accounts manager Florence Jones some uncertainty, I month programme with the manufacturers to ensure feel upbeat about the future. We have had continuity of supply. This timescale another good year and I am confident we allows manufacturers to spread their will continue to grow.

“I am more than happy to invest in production, secure in the knowledge that there is a constant, regular flow of the business to be able to provide my deliveries. Bradbury might have to order customers with the best service possible.

150 tyres from Michelin, then the same Gone are the days when dealers and motorcycle businesses have to spend the next week from Avon.

Rees monitors sales daily to detect any valuable funds to keep stock that they changes in trends. Currently, he sees a big ‘might’ sell. We make sure customers get demand for adventure-style motorcycles, the best service possible. I want to be able with a decline in sportsbikes. He also to look them in the eye when they come explained that BB planned to extend the into the premises.”

Each arriving dealer was given a raffle new mezzanine at the end of the season, ticket. Big Pav’s Parts in Bradford won a with another being added.

Also present on the day were some Toshiba TV; Wizbiz of Northants won major suppliers to Bradbury. NGK, two tickets to any BSB round with full EBC, Yuasa, K&N and OptiMate were hospitality, hosted by James Whitham; all represented, and all reported being and Bramley Motorcycle Services of Hull very happy to do business with Bradbury won a signed copy of Carl Fogarty’s book, Bros. Gary Taylor and Gareth Street The World According to Foggy. www.bradburybros.co.uk from EBC were both keen to grow their

TranAm’s new three-way website DISTRIBUTOR TRANAM has launched a new website with three divisions designed as “shop windows” to help promote its portfolio of brands. Bikerheadz, Snowheadz and Houndheadz serve the motorcycle, ski and pet industries respectively and replace the current TranAm site. Each division has its own B2B ordering platform.

TranAm dealers can continue to log in using the email address they currently use but are warned that they may need to reset their passwords. To make purchases, dealers will need to log in to each site separately but the checkout cart will be shared between the divisions so they can have pet and motorcycle products on one order, for instance. Datafeeds, image banks and previous orders are now said to be easily accessed within the site once logged in. www.tranam.co.uk

Industry finds its sense of adventure

THE MOTORCYCLE industry has been praised for its support of the 2019 Adventure Bike Rider Festival which will be setting up camp in the grounds of historic Ragley Hall estate in Warwickshire between 12/14 July.

The organiser says the festival is a chance for the industry to “engage with the expanding and lucrative adventure bike community”, and there is a five-year plan to make the event the largest of its kind in Europe.

Sponsored by Bridgestone and supported by official partners REV’IT!, TomTom, Brittany Ferries and Bennetts, the festival is also being backed by Ducati, BMW, KTM, Yamaha, Triumph, Honda, Suzuki, Kawasaki, Royal Enfield and Benelli, who will all be attending with fleets of test ride motorcycles. Additional industry participation comes via trade stands in the on-site adventure village.

The three-day camping festival is designed to engage the rider and will feature an on-site five-mile adventure trail cutting through the extensive grounds of the Ragley Hall estate, a dedicated on-site adventure park, an enduro circuit, guided road ride outs, guided green lane ride outs, plus new bike test rides supported by manufacturers.

It will also include entertainment, with live music on the Friday and Saturday evenings, film shows and celebrity talks, plus a full bar and catering on-site.

Alun Davies, the MD of Adventurize Media, which publishes Adventure Bike Rider magazine as well as organising the

E: info@bradburybros.co.uk W: bradburybros.co.uk

festival, said: “Our five-year plan is to host the largest adventure motorcycle festival in Europe and in order to achieve that aim we needed a grade A venue, which was easy to access, plus the support of the industry. Both are now in place.

“We have received fantastic support from the motorcycle industry, our sponsors and partners. All recognise that a thriving adventure bike sector is vital for the future financial health of the industry and it’s a growing community that deserves to be encouraged, enthused and supported.

“I’m delighted and appreciative that the industry has deemed it worthwhile to invest their time, money and resources, especially as Yamaha has chosen the festival as the location for the public launch of the Ténéré 700, where potential customers will be able to test ride the new bike before it is even available in dealers.”

The festival will celebrate adventure motorcycles and riders and will encourage attendees to get involved and ride at whatever level they feel comfortable with. Davies says: “It’s all about having enjoyable riding experiences and feeling part of a community that includes both industry and customer. In short, we’re all in it together and we’re going to have a great weekend.”

Total attendance numbers will be capped at around 2000 for 2019, with the organiser’s emphasis being on logistics and ensuring the smooth running of the event. Ticket sales hit 1300 within the first month. www.adventurebikerider.com

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MOTORCYCLE REGISTRATIONS in Germany increased by 9.38% in January (3242 units) and by a striking 66.18% in February (9635 units), combining to make the market up by 46.96% for the first two months of 2019 at 12,877 units registered.

The surge in motorcycle sales was revealed in the latest data from German industry body the IVM, which shows that in total PTW terms, January was up by 4.73% (4363 units) and up by 65.32% in February (12,559 units), boosting the YTD by 43.86% at 16,922 units registered.

The top selling model YTD was the BMW R 1250GS (1526 units), way ahead of the Honda Africa Twin in second place (355 units), followed by the KTM 1290 Superduke R (237 units), the BMW F750GS (222 units) and the KTM 790 Duke (211 units) in fifth place.

With eight models in the top 20 best sellers, BMW stretched its German market dominance still further, having sold 4204 motorcycle units in total YTD for a 32.65% market share (up by 55.59% compared with the first two months of 2018).

International news 

Motorcycle registrations surge in Germany

KTM and Bajaj mull closer ties

KTM SUPREMO Stefan Pierer’s parental holding company Pierer Industrie and Indian manufacturer Bajaj Auto have entered into discussions about the latter extending its participation to a significant shareholding and board role at group level in KTM Industries. BDN financial editor Roger Willis reports.

At the moment, Bajaj has a 48% stake in the group’s motorcycle and related component manufacturing arm KTM, comprising the KTM and Husqvarna bike brands along with WP Suspension. KTM Industries holds a controlling 51.7% of KTM’s shares. In turn, Pierer Industrie owns 62% of KTM Industries.

The proposal is for a transfer of Bajaj’s 48% slice of the action from KTM to KTM Industries, through a capital increase. This would leave Pierer still in majority control of KTM Industries, presumably by a

similar proportion to the current state of affairs at the bike business. But KTM Industries would then have a 99.7% shareholding in that business.

Besides providing Pierer Industrie with additional funds to either load up its acquisitions war chest or pay down debt, such a transaction suggests that the free float of KTM Industries – which is listed on the Vienna and Zurich stock exchanges – might be eliminated and the company could go private.

Any explanation for why this move is being considered should be set against Stefan Pierer’s recently admitted desire to become a suitor for Ducati, should Volkswagen eventually decide to dispose of that particular non-core asset. Having cash-rich Bajaj more firmly on team would boost his endeavour substantially.

Footfall ‘up 30%’ as Piaggio Group reaches milestone ACEM, the European Association of Motorcycle Manufacturers, appointed its executive officers for a two-year term at its 29th General Assembly hosted by Yamaha MBK at its manufacturing facility in Saint-Quentin, France.

The presidium comprises President Stefan Pierer (CEO of KTM AG); Vice-Presidents Michele Colaninno, (member of Piaggio’s board of directors, CEO and COO of the Immsi Group, which controls the Piaggio Group) and Markus Schramm (president of BMW Motorrad).

They will take up their roles on 1 July.

During the General Assembly, ACEM also welcomed three and four-wheeled vehicle maker Quadro and Finnish motorcycle importer consortium Tekninen as new guest members. ACEM’s membership will now include a total of 18 manufacturing companies and 17 national industry associations.

Yamaha paints a dismal picture

THE OPENING by Piaggio Group of a Motoplex outlet in Istanbul has taken the total of its company-branded stores worldwide to 500.

The group said the Motoplex roll-out was designed “to improve and in part replace our traditional two-wheeler distribution network of more than 3300 dealers”.

A press release stated: “Progress continues apace on the plan launched in 2015 to develop and strengthen the Motoplex distribution network; a gradual conversion achieved by optimising geomarketing and increasing pedestrian traffic in stores, which is up more than 30% with Motoplex.

“Motoplex is the most innovative retail model for the

two-wheeler industry and enables dealers to leverage the potential of the group brands and products in the same outlet. Each Motoplex store provides the full offer of the Piaggio, Vespa, Aprilia and Moto Guzzi brands in a single location, together with services, accessories, merchandising and entertainment, to give customers an exciting global overview of the two-wheeler world.”

The new store in Istanbul – Turkey’s largest city – houses the showroom, a lounge bar and a service training centre providing assistance for owners of Piaggio Group vehicles.

In the last few months, Motoplex stores have also opened in Spain, Germany, Malta and in Greece. In the Asia-Pacific region,

FULL-YEAR 2018 results for Yamaha painted an increasingly dismal picture of its main motorcycle business. Annual revenue from bikes was 2.2% down to £7.168bn, as total sales volume fell marginally by 0.3% to 5.374 million units. Associated operating profit plummeted by 20.8% to £382m.

European sales volume dropped by 11.6% to 176,000 bikes and revenue was 5.2% lower at £921m. In North America, volume fell by 4.3% to 67,000 and revenue by 4.9% to £351m.

Emerging markets, principally in Asia, did better – volume HARLEY-DAVIDSON HAS appointed Neil Grimmer increased by 0.4% to 5.039 million, but revenue was 0.9% down as its first-ever brand president, reporting directly to to £5.525bn and operating profit retreated by 3% to £501m.

Harley supremo Matt Levatich. He will be responsible Every other company division apart from power products for all aspects of branding, including product planning, achieved positivity in terms of both sales revenue and income, marketing, retail, apparel and communications. but Yamaha’s struggling motorcycle segment inevitably put a Grimmer graduated from the California College dent in its overall bottom line. While revenue rose by 0.2% to of the Arts and went on to gain a master’s degree in £11.733bn, operating profit declined by 6% to £987m and net British Dealer News Ad 2019 April.qxp_Layout 1 12/04/2019 15:00 Page 1 product design at Stanford University. profit was 8.1% down at £655m.

stores have opened in Taipei, Da Nang in Vietnam, and in Ningbo, Chengdu and Hefei in China.

“This year will be another important one for Motoplex.

Among stores due to open imminently are a second Motoplex in New York, plus stores in Miami, Philadelphia, Dubai, Beijing and a flagship store in Utrecht.

“Thanks to the Motoplex formula, over the years the Piaggio Group has reported an improvement in the product sales mix thanks to up-selling and cross-selling, a significant increase in sales of accessories and merchandise, and an important rise in the two-wheeler sell out for ‘traditional’ sales outlets converting to the new format.”

First brand president for Harley Commenting on the appointment, Levatich effused: “Neil’s creative instincts, innovation mindset, and bottom-line orientation is critically important as we lead and inspire our teams and riders. He is joining us at a pivotal time, and his leadership qualities and affinity for who we are and what Harley-Davidson is all about will be a spark that ignites people to imagine what is possible for them.”

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Electric news

Electric news Whistlestop UK tour for new Zero naked

ZERO’S ALL-NEW SR/F, which was revealed to the world’s press in February, was shown at the Ace Cafe on 10 April before being given a short display at Streetbike in Halesowen (Zero’s oldest UK dealer) the following day.

“We’re delighted to be able to bring the all-new SR/F over to the UK for a whistlestop tour,” said Dale Robinson, Zero’s UK country manager. “We’ve had a phenomenal response from customers wanting to see the bike for themselves, and we’re delighted to be able to have a pre-production bike over from our European headquarters for a few days.

Unfortunately we won’t be able to get to all our dealerships with the bike, which is why we’ve chosen to go to Ace Café one of the busiest biking hotspots in the country – while Streetbike is our longestserving UK dealer and one of our top performing dealers in Europe.”

The SR/F is a highly significant bike for Zero, taking it into the sports muscle bike market alongside Energica and Harley’s LiveWire. The 82Kw motor delivers a top speed of 124mph and the fastest charging option allows a 0-95% charge in less than one hour. Bristling with technology – it’s the first electric motorcycle to use Bosch’s complete stability control system – it has the same five-year unlimited mileage warranty and toothed belt drive as the existing Zeros.

Customer bikes should be in UK dealers in May, with prices starting at £16,490 for the Standard, £18,490 for the Premium – both prices including VAT and with the OLEV grant applied.

The dealer margin will be similar to existing Zeros, according to spokesman Paul Taylor, and outlets are still sought in the north-west and Yorkshire. The UK is now Zero’s third largest market in Europe, behind Germany and France.

Honda reveals plug-in future HONDA UNVEILED two electric prototypes at the Tokyo Motorcycle Show in late March – a CR-E motocross bike and a battery-powered version of the Benly delivery scooter.

The CR appears to share the same twinspar aluminium frame as the CRF450 and inverted Showa forks are also carried over from the petrol-powered CRFs. Honda

hasn’t yet quoted any power or torque figures, but has revealed that the motor is supplied by its tuning subsidiary Mugen, whose electric race bikes won its fifth consecutive Isle of Man TT Zero in 2018.

The electric Benly is aimed squarely at urban deliveries. It is based on the standard 110cc petrol delivery scooter but with an electric motor and swappable batteries so

UK ‘least likely’ to switch BRITISH COMMUTERS are the least likely of those in 10 YouGov survey results EU countries to switch to a pedelec. A YouGov study Would you consider a pedelec commissioned by Shimano surveyed 14,000 people across commute? the 10 countries, and Brits came bottom of the rankings, 1. Netherlands 47% with just 11% saying they would consider moving to an 2. Spain 39% e-bike for the ride to work. The possibility of bad weather 3. Italy 33% and arriving at work sweaty were the biggest turn-offs. Mind 4. Belgium 31% you, considering that only 2% of UK journeys are currently 5. Norway 27% made by bicycle, that’s still a big potential increase.

6. Germany 21% The Dutch were most receptive to a switch, at 47% 7. Denmark 21% (shock, horror), but the surprise was that one-third of 8. France 18% Italians and 39% of Spaniards also said they would consider 9. Sweden 15% it – both countries have smaller pedelec markets than 10. United Kingdom 11% those of northern Europe, thought to be held back by stilllarge sales of smaller PTWs. Meanwhile, France is emerging as one of Europe’s pedelec growth markets, sales increasing by 21% last year to 338,000. The French pedelec sector now accounts for 13% of the country’s huge bicycle market by volume, but an average retail price of £1370 means that the pedelec share is worth €535m, 40% of the total.

Buell goes with the Flow ERIK BUELL’S latest motorcycle project is a new brand of electric two-wheeler – Fuell. Together with engineer Frederic Vasseur (boss of Spark Racing Technology, which builds the Formula E racers) he has developed an e-motorcycle and a pedelec.

The Fuell Flow electric motorcycle is aimed at urban use and will come in 14.8bhp or 47bhp forms. A rear hub motor is mounted in a single-sided swinging arm with an off-centre rear monoshock – the hub motor increases unsprung weight but gives the Flow 50 litres of luggage space.

Charging is claimed to take 30 minutes on a 20kW fast charger, suggesting a smallish battery – Fuell isn’t giving out any other figures except a projected starting price of $10,995 (£8428) with an on-sale date of 2021.

The Fuell Fluid is a speed pedelec with 100Nm of torque and

22 MAY 2019

that it can be kept on the road all day. It uses the same batteries as the existing PCX electric maxi scooter, which is already in production, albeit in limited numbers.

There’s no word on when either of these Hondas will see production, though their public display does indicate that the company may be finally contemplating a more serious move into the electric market.

a choice of 20mph or 28mph top speeds. Twin 500Wh batteries (twice the capacity of a typical premium e-bike) support a claimed range of 125 miles. The price is $3295 (£2526), which is reasonable for the twin-battery high speed spec. Pre-orders were scheduled to start last month, with deliveries this year.

Curtiss Zeus moves closer to production THE CURTISS ZEUS, unveiled as a prototype a year ago, is now available on pre-order, with production scheduled to start at the beginning of 2020. Curtiss – formerly known as Confederate Motorcycles – showed Cafe Racer and Bobber versions of the Zeus at EICMA last November. Both use a modular chassis built from carbon fibre and aluminium.

The Zeus’s headline grabber has been its claimed maximum range of 450km (281miles), longer than any production electric bike. The original concept used two electric motors and a single 14.4kwh battery pack, all sourced from Zero, though if that range is anything near the truth, a far larger pack would be needed.

Retail price will be $60,000 and the online deposit for pre-orders is $6000.

www.britishdealernews.co.uk

Electric news

MotoE fire blamed on faulty charger THE DISASTROUS fire which destroyed all 18 Energica electric racers during preparation for the 2019 MotoE race series has been blamed on a short circuit in a mobile charging unit.

The fire, which took place in the paddock at the Jerez circuit in Spain during testing, saw all the bikes destroyed as well as all the teams’ equipment, though no-one was injured in the overnight blaze. None of the bikes was plugged in at the time.

An update from MotoE issued on 3 April confirmed that the race series would now start early July at the Sachsenring in Germany. The first two rounds of the five-race series, at Jerez and Le Mans, have been cancelled.

Japan’s Big Four cooperate Cenex shares HONDA, SUZUKI, Yamaha and Kawasaki are to co-operate on agreeing a unified standard for e-motorcycle batteries, charging stations and other facilities. The move is seen as crucial to growing the small market for e-motorcycles on the home market.

Dealers get charged HARLEY-DAVIDSON DEALERS across the USA are preparing for the LiveWire’s on-sale date in August by installing Level 3 fast charger points.

MSA joins pedelecs GERMANY AND Austria’s longrunning Kymco importer, Motor Sport Accessories, is entering the pedelec market. Responding to the drop in 50cc sales and the booming pedelec market in northern Europe, MSA is to distribute its own Trenoli and Bionicon brands.

event venue with technology trade show

THE 12TH Low Carbon Vehicle event – Cenex-LCV – takes place at Millbrook Proving Ground on 4/5 September 2019.

Cenex is a B2B event showcasing the latest in electric vehicle technology. It includes a three-hall display, seminar programme and ride/drive opportunities around the test track.

This year, Cenex-LCV will share the space with Connected Automated Mobility, a technology trade show focusing on connected and automated vehicles – this too will include findings from leading R&D projects.

Visitors can register free of charge at: www.cenex-cam.co.uk

Yamaha, a pioneer of the modern pedelec market – it has sold more than two million bikes since 1993, including four million drive units – has launched the Wabash Adventure Gravel bike. It’s based on the growing market for gravel bicycles – drop-handlebar road bikes which can handle off-road going – and based on the existing Urban Rush. Yamaha’s own PW Series SE mid-mounted motor is supplied by a 500Wh battery, driving through a 10-speed Shimano Tiagra groupset.

MAY 2019 23

Off-road news

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

Off-road news No more JAM tomorrow

Beta factory plundered WHILE UK off-road dealerships regularly fall victim to thefts from their showrooms, organised criminals in Italy have begun to cut out retailing middlemen and go straight to the top.

Italian trials and enduro bike brand Beta’s warehouse at its production plant in Rignano sull’Arno near Florence was targeted in early April by a gang of villains, who made a factory-direct loot withdrawal.

After smashing their way into the facility, they purloined a substantial batch of Beta RR and XTrainer enduro machines.

In a statement to the trade and potential end-users, Beta said: “We recommend you pay the utmost attention in case you run into offers at very low prices. Inform us immediately on support@betamotor.com for a check on VIN numbers stamped on the frame head tubes. Please note that we are not just talking about possible complicity with a theft. We wish to alert you for your own protection as well. The stolen motorcycles were incomplete of some components. Therefore, besides not being able to be registered, they cannot function properly. If you come into contact with a suspicious motorcycle, let us know.”

JAM SPORT, a popular trade destination attracting off-road enthusiasts in Surrey for more than three decades, has closed down after owner Ian Allaway decided to retire. With showroom and workshop premises at Wrecclesham on the outskirts of Farnham, the business was founded as a general dealership offering sales, servicing and repairs in 1984 by Ian’s father John – a keen classic trials rider and stalwart of the Talmag MCC. Following the death of his father in 1989, Ian took over and specialised in the off-road side, with an emphasis on trials. But he continued to offer MOTs and servicing on road bikes too. At that time, the firm’s name morphed from John Allaway Motorcycles, simply because many customers tended to call it “JAM” anyway, and the addition of “Sport” stressed a main focus on dirt competition.

A well-known sidecar trials passenger at local and national level despite the loss of his sight, Ian was subsequently joined by his younger brother Dave, who pursued his preference for motocross and then enduro when he wasn’t on the spanners in their workshop. Latterly, JAM Sport represented a variety of leading off-road brands, including Beta, Gas Gas, Scorpa, Sherco and Quadzilla, as well as stocking a selection of used machines. Dave Allaway left to set up his own repairs and restoration business, based at Ash Vale near Aldershot, five years ago.

Weeding out dirt junkies THOSE MAGIC days of six-time world motocross champion Joel Robert famously swilling beer and chain-smoking fags in the paddock between winning races may be long gone. But to tackle what they perceive as increasing drug and alcohol abuse in UK off-road sport, the ACU and AMCA have just adopted a joint attack.

Besides holding internal seminars to educate their own personnel on substance abuse and the impact it has on sporting health and safety for both officials, competitors and spectators, the two organisations are introducing carrot-and-

stick measures to combat the problem.

The carrot will be provision of assistance and advice for participants in the sport who may have recreational narcotics or booze issues, through a number of free support and educational mechanisms. The stick is that riders found to be high on anything else other than their self-generated adrenaline will face an instant two-year ban, in line with FIM regulations. To catch culprits, the ACU and AMCA have also jointly commissioned the services of Racoo Screening to ramp up random drug and alcohol testing at their respective events.

Dirt Bike Show jumps in ahead of Weston Tyre special deal for AMCA members TICKETS FOR the shortened and relocated International Dirt Bike Show, to be held over just two days on 28/29 September at its new venue of Stafford County Showground, are already available online from promoter Mortons Media’s website www.classicmagazines.co.uk. Adult tickets in advance cost £8, against £10 on the door.

In addition, camping pitches are available for £20.

“The change of venue means we can now offer visitors a jam-packed weekend for under £10,” says event manager Nick Mowbray.

THE AMCA (Amateur Motor Cycle Association) has secured an exclusive member deal with Dunlop tyres for the 2019 season. An AMCA licence holder can buy a pair of Geomax MX12, MX33 or MX52s at a championship round for £99 and get free fitting on loose wheels or have them delivered for £8 per pair.

The deal is being fulfilled by Wheel House Tyres of Birmingham which is providing a tyre fitting service at championship rounds this year.

“The AMCA and Dunlop have worked together for the past five seasons but this year’s offer is the best to date,” says events manager Steve Harvey. “Riders can preorder and then collect and have their tyres fitted at the event. This is a really good deal for the AMCA’s riders but it also gives the AMCA Championship a touch of class previously reserved for professional championships.” www.amca.uk.com

Gas Gas in trouble

SPANISH TRIALS and enduro bike brand Gas Gas is to reduce the workforce at its factory in Salt near Girona, after reporting a sales decline. The company’s management has launched a formal consultation process that could lead to redundancies for at least 10% of the plant’s 150 staff.

This is the second time Gas Gas has suffered commercial difficulties, after having become insolvent and ceased production in 2015. The defunct business was then bought out of bankruptcy for £8.4m by leading Spanish electric motorcycle and scooter manufacturer Torrot, with funding from private equity investor Black Bull Capital. Gas Gas offroad production resumed at Salt in March 2016, with about 90% of products exported. Last year, Torrot invested a further £1.7m to launch the brand’s first electric trials bike.

There may be some connection with Torrot’s recent decision to relocate its own manufacturing activities and headquarters out of the Catalonia region at Mataró, relatively close to Gas Gas, to a new £13.8m plant at Cádiz in southern Spain.

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Off-road news

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MAY 2019

25

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

Two Racers

Your Shortcut article on Cheshirebased Helmet 28 [page 18, April] does not make it clear that there are two independent companies based in Europe which trade and sell gloves using the “Racer” brand to the UK dealer network.

TranAm became the exclusive UK and Ireland trade distributor for Racer (Austria) products in 2008. Previously it was available only on an agency basis. TranAm has therefore been responsible for building the Racer brand in our market since 2008, not Helmet 28.

To help clarify – up until about two years ago, Racer (Austria) and Racer (France) were in collaboration.

The range of gloves which we offered was always exclusively supplied to us by Racer (Austria) but included some models which Racer (Austria) sourced from Racer (France).

This collaboration between the two companies ended relatively recently but TranAm continues to supply the UK and Irish markets with Racer (Austria) sourced gloves.

Mark Sawyer, Sales Director, TranAm, New Milton

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When a bicycle is not a bicycle but a taxable vehicle It’s good to know Norrie Kerr and his VE Scooter enterprise is still flourishing, and Norrie obviously is aware of the vagaries our powered two-wheeler business has suffered since the Second World War. Indeed, the business of making, selling and marketing motorcycle/ mopeds and scooters has never been encouraged in the UK by successive governments and civil servant authorities. In fact, most of these so called minions of power have never cocked a leg over a powered two-wheeler. London Mayor Sadiq Khan is a classic example of the people who fail to see the advantages of riding and commuting on a two-wheeled vehicle, known and classified by the DVLA as a Bicycle.

Bicycles continue to use our roads free of vehicle tax, and have done since James Starley invented the Safety Bicycle concept in 1884, and not just the highways. As our roads become increasingly congested, cyclists are now using pavements (illegal, of course, but ignored by the authorities) to run the gauntlet with pedestrians and folk using four-wheeled electric contraptions.

But the powered two-wheeler, in spite of its bicycle heritage and classification, remains a tax-paying vehicle.

As a former Puch dealer I well remember the 1970s/80swhen Steyr-Daimler-Puch AG had 50% of the UK market under the leadership of its UK market

emissions (just a fraction of that produced by even the greenest of cars), 100mpg plus, cheap to buy, cheap to run, traffic-busting ability, no congestion, convenient (work shifts/no public transport/ no problem). Add more convincing arguments as you think of them.

Stop preaching to the converted, those who already know the advantages of being on a scooter/ motorcycle, and start preaching to those who don’t know and/or have never thought of two-wheeled transport as a viable alternative to commuting in the car.

Preach the green credentials to all and sundry. You can massively reduce harmful emissions and all the advantages that will bring. You can help to reduce massively the effects that harmful emissions have on children and people of all ages.

You can help to save the planet. You can help to reduce congestion. The list goes on and on. Just think about marketing motorcycling in a totally different way.

Come on MCIA, manufacturers and dealers – Ultra Low Emission Zones offer the biggest opportunity to get people on to powered two-

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Your letters

Reaction

headquarters in Nottingham.

Unfortunately, it failed to move forward and compete with the Japanese. Puch Grand Prix sports mopeds were a much more stylish bike than their Japanese rivals, but petrol/oil lubrication had become a thing of the past, with Japanese two-strokes enjoying injected oil and then little four-stroke OHC engines.

Technology continues apace, and the latest twist and go scooters all enjoy advanced engine management science in every respect, and electricity increasingly making vehicles more environmentally friendly.

Jim Lee, Fleet Enterprises, Ariel/PUCH Marque Specialist, Vintage Motorcycle Club Ltd

Star Letter Ultra Low Emission Zones offer the greatest opportunity for motorcycle sales in a generation Well, it has arrived at long last.

What has, I hear you ask. ULEZ, that’s what. To be followed by versions of it in other UK cities in the near future. The time for a massive sales initiative has also arrived.

It’s many years ago now since the best motorcycle advert of all time appeared: “You meet the nicest people on a Honda”, it proclaimed, simultaneously breaking down barriers and introducing a whole new generation of people to the pleasures of motorcycling.

Well here’s a new one: “You meet the greenest people on a (insert name here)”. Forget mentioning performance, the latest TFT this, the latest gimmick that, the number of riding modes etc., etc. Let’s start talking small capacity, ease of riding and low

26 MAY 2019

wheelers for a generation. Give them a viable reason to choose that mode of transport and shout it out as loud as you can.

There are 100,000 plus potential customers out there who need educating.

Steve Jackson, InSport International, Staffordshire Our STAR LETTER writer will receive 6 TUBS of

UNLIMITED PASSION THUNDERBOLT WIPES WORTH £197.94 RETAIL VALUE

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50 YEARS A DISTRIBUTOR

OUR NEW WEBSITE IS IMMINENT

www.robhunter.biz

MAY 2019 27

Rob Hunter Distribution Rob Hunter is celebrating 50 years in the distribution business and has seen a lot of changes since he began selling hard parts from a second-hand van. Rob says he has “slightly old-fashioned business standards” but has just launched his first company website, despite his thoughts reluctantly turning to retirement. Paul Smith reports

CHAMPAGNE

R

ob Hunter chalks up 50 years in business this year but feels he can’t shout too loudly about the remarkable achievement because of the unique circumstance in which he finds himself.

Although he is still enjoying serving his 750 customers, the distribution company he set up in 1969 is for sale, and the uncertainty created by ongoing negotiations and expressions of interest make it difficult to think about any form of celebrations.

“I shall be 77 in September,” he says. “There’s no point in bull-shitting – the business has been on the market for about two years. We have had several people look at it and an offer, but a deal has not been done yet.

“If you rode through the door now on a white charger holding a cheque with the right number of noughts on the end of it, I would say thank you very much and off into the sunset I’d head.

“The company is still thriving and it’s about to hit 50.” He then struggles to find the right words: “I would think it’s time to go. It needs a new set of hands.”

FIRST WEBSITE It’s clear, however, that Hunter is neither desperate to sell, nor sitting back and letting business development drift. Although the company lacks the hi-tech sophistication of some of its competitors, Rob Hunter Distribution, run by Rob and his wife Karen and employing 20 people, invests when the need arises, and is launching its first website this month.

With his roots in the early days of motorcycle distribution – the company grew out of Rob’s decision in 1966 to strike out on his own and sell

28 MAY 2019

products to dealers from the back of a van – it’s plain that the need to join the digital world has only recently moved to the top of Rob’s agenda.

“About four years ago we were producing a new catalogue and I said to the reps, here’s the catalogue you have been nagging me for over the past two years, and I asked them whether they wanted a website.

‘No, we don’t need a website. What are you bothering about that for,’ they said. Over the past two to three years, however, web marketing has grown and we

“We have always been a beans-on-toast operation, not champagne and caviar” have been behind the times. Although many of our dealers don’t care less about us having a website, there are some younger ones who have told the reps that the only reason they don’t do business with us is because we don’t have a web presence. It had to be done, and we are there now.”

There was another reason that the website was not developed earlier and that was the satellite depot business model that was set up in the days when it was advantageous to have a local presence in different areas of the country. Until very recently, Rob owned five depots – in London (Tunbridge Wells), Southampton, Torquay, Cwmbran and Bidford-onAvon – on top of the company’s main warehouse and HQ at Shepton Mallet in Somerset.

“A work in progress”, Rob is now closing some, though not all, of his depots and centralising operations at the 8300sq.ft Somerset HQ (4700sq.

ft warehouse plus 2600sq.ft mezzanine and 1000 sq.ft offices). The depots at Bidford-on-Avon, South Wales, Torquay and Southampton have now closed, and the strategy – which he describes as a “revolution” – will make the business “leaner, more efficient and simplify the distribution process” as the website comes on stream.

“The decision to rationalise came with the advent of the overnight courier,” Rob explains.

“The depots were the aftermath of the days when we were selling from the back of vans but we stopped that 20 years ago. The reps were going out and then our vans were delivering product to dealers from the depots and it was good because we were the local wholesaler in all these areas.

“But with the growth of the overnight courier and the internet the depots have become slightly spurious, less effective and progressively more expensive – stock-wise you would need, say, 200 spark plugs in each depot and 500 here as a back-up – so we are in the process of slowly dismantling the depot system.”

SUPERB REPUTATION Rob Hunter Distribution, which covers a geographical area stretching south of a line running east from Haverfordwest to the East Midlands (“about one-third of the country”), employs eight reps, an asset he intends to retain. A recent “business for sale” advertisement described the company as “a well-run and profitable motorcycle parts wholesaler that has developed a superb reputation within the industry with an annual turnover of £4m”.

In line with most motorcycle businesses, the company did not have a brilliant 2018 – which is one reason for the “long, hard look” at the operating model – and Rob is candid about the state of the industry: “Anyone who says the trade is booming

www.britishdealernews.co.uk

1960

Rob Hunter leaves college and, aged 18, starts work for London-based distributor George Dark

1969

Strikes out on his own, distributing hard parts from the back of a van in Wales and the South-West. As the need for stock grows, uses the garage attached to his home, adds the neighbour’s garage then a barn.

Securing a supply agreement with NGK spark plugs helps establish his business and leads to deals with other emerging brands

1983

Moves to small unit in Evercreech in Somerset

1987

Moves to present premises in Shepton Mallet

ON ICE Rob and wife Karen outside company HQ in Shepton Mallet

at the moment is either bull-shitting himself and everybody else or is a complete liar because at the moment it ain’t what it used to be. I still say, jokingly, that our share of the cake is as big as it was, but the cake itself isn’t as big as it was. Dealers are closing.

“You have got the big distributors banging the gong, saying they do it all, but they don’t do it all. They go to the big boys but they don’t want to know about the little boys, the smaller dealers.

We have always been a beans-on-toast operation, not champagne and caviar, or champagne and oysters, depending on your taste, and I prefer oysters,” he jokes.

“The trade has always been a mixture, from the railway-arch dealership to the gin palace, a huge cross section, but it’s a lovely industry in general. It’s very much a family industry, very much a cottage industry, and I don’t think that will change.”

Rob’s loyalty to his varied dealer/ customer base is clear. The website, he points out, will be trade only. “We will not go retail. Again, it’s probably because I have got slightly oldfashioned trading standards, business standards, but I don’t think it’s fair if we have got 750 customers, dealer customers, who are all good and friendly, to start shafting them. Yes, one could

make a nice living out of retailing – buying at trade prices and selling at retail or even just below – but that would cut the dealers’ throats and that’s not fair.”

On the same theme, Rob continues: “I think the industry is suffering from the same disease as Marks & Spencer, HMV, Debenhams and everybody else.

It’s called the internet, and people are pushing stuff out at silly prices. We won’t supply anybody whom we know is internet only, but I don’t think some of my competitors have the same scruples.

“The thing is, we are all guilty of buying off the internet: I buy all my ink cartridges online but I still buy my groceries and shoes from the shops. One hundred years from now I don’t think there will be a High Street.”

NOSTALGIC ROAD TRIP In the meantime, “adapting to the market conditions” requires the increasingly regular supply of small just-in-time orders. “We have got to accept that we are not going to deliver £300 worth of kit to a dealer every week any more. We had an order recently for two spark plugs – I mean, it’s not worth starting the delivery van engine for, is it? The motorcycle industry is going down the same route as the car trade, where a dealer will order a set of brake pads and receive them at 10.30 that morning.

Motor factors can make four

Our conversation began with Rob Hunter’s fond recollections of the Everoak helmet (which, coincidentally, I wore at the beginning of my motorcycling career in 1974). It was on the market when Rob began work in 1960, straight out of college at age 18, for London distributor George Dark. Rob soon found himself repping for the company in South West London and South Wales, where in 1969 he bumped into a chap who had left a distributor based in Swindon and had set up on his own, selling product from the back of a van.

“I thought, I could do that,” says Rob, who recalls he had discovered he had “the gift of the gab” and that people were happy to buy from him.

“The bike trade buys off people, not businesses.

I borrowed a couple of grand off my in-laws and started on my own.”

Dark agreed to supply Rob, whose success soon led to him storing product – brake shoes, contact sets – in the garage of his three-bedroom semi, then also in the neighbour’s garage. When the business grew further he rented a cow shed for storage and, in 1983, moved to a small unit in Evercreech, Somerset.

Rob Hunter distribution took on Centurion and Stadium helmets, Halls gaskets, Lambretta hubs, silencers and carriers and was “doing quite well”.

“These were the days when the Japanese were building their market, the seventies, and dealers couldn’t get spark plugs that worked with the two-stroke Yamahas and Suzukis. They were tearing their hair out. A rep I knew asked me if I wanted to do NGK. “The big distributors at the time were saying ‘NGK what?’ so the Japanese parts manufacturers had to come to second division distributors like me. The rep said if I could buy 250 NGK plugs I could have the wholesale distribution, and I thought, that’s £30 worth, can I afford it? To put that into perspective, a new Transit cost £1200 in those days and my first van cost me £700. I decided to go ahead and I’m NGK’s oldest distributor for motorcycles.”

Asked whether he considered NGK had made his business, Rob said “it certainly helped”.

EBC Brakes, Silkolene and Castrol followed, providing “another big boost”.

Rob Hunter Distribution has since taken on other leading brands – Goodridge, DID and JT chains, Hiflo, OptiMate, Yuasa – tyres from Korea and Taiwan, developed its own-label batteries and bike covers, and THH helmets. It also supplies a range of sundries such as puncture repair kits, cables and reflectors.

“When I started out I had £2000 worth of capital to play with. I doubt if I could start this lot today with £50,000. It’s as simple as that.”

deliveries a day these days, and I have a feeling that in the long term dealers are going to expect the same in the motorcycle trade.”

Rob has just returned from a nostalgic road trip round Cornwall – an area he used to serve when he was the fledgling Rob Hunter Distribution’s sole employee and rep (see box out) – personally to inform each customer of the plan to close the Torquay distribution centre and explain the new direction and website. It was a revealing gesture by the popular industry veteran.

“I really enjoyed my time out on the road. It was fun. I still do a four and a half day week and I still enjoy running the business,” this industry stalwart affirms, his expression changing as the reality of that reluctant retirement decision sinks in once again. ■ Quarry Way, Waterlip, Shepton Mallet, Somerset BA4 4RW tel 01749 880615 www.robhunter.biz

New website is due imminently

MAY 2019 29

Rob Hunter Distribution

SPARK THAT IGNITED A FLAME

ROB HUNTER TIMELINE

‘THE TEXTILE GAME-CHANGER’ R I D E

M A G A Z I N E

‘Every stitch of clothing we’ve been able to produce so far has been sold, which is both fantastic and frustrating… we have had to fly everything in to cope with demand. To put this into stark context: as it’s much more expensive than anything we have sold before, we thought we were being punchy with our initial order, hoping we’d sell it over the first 6 months. We have so far sold 5 times that initial order, putting it straight to the top of our clothing sales chart!’

True exploration is often reserved for the elite; those with the most resources, who can afford the most expensive kit and the most expensive bikes. Yet we believe that deep down most riders have a wanderlust, a dream of going on an adventure, of taking exploration to the outer limits. So we set out to produce a product range that allows every rider to explore the world fearlessly.

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WHAT THEY’VE BEEN SAYING... “

This latest edition to the Oxford range uses a waterproof laminate - where the sur face is the waterproof layer - rather than a membrane backing the outer material, so it’s no surprise that it remained flawlessly dry. There are good vents and an easily fitted/ removed thermal liner - though it’s acceptable rather than toasty warm.

C O N T I N E N TA L

As they say, there is no such thing as bad weather, just bad gear. Today’s riding jackets are expected to be technically brilliant but that comes at a price. And Laminate jackets appear at the top of that pile. Enter the new Oxford Mondial – technically brilliant but at a price that is within reach of all discerning motorcycle riders. In addition, it’s light weight, doesn’t hold water in a downpour and dries out really quickly.

Our new 3-layer jacket is highly versatile and can be an all day, every day, 4-season jacket. Comprising of a highly ventilated outer jacket, a detachable Dry2Dry™ waterproof breathable liner and a removable WarmDry™ thermal liner, it can be used in hot, cold and wet weather conditions. The Continental Jacket is built using the highly versatile Modular Layering Construction, meaning it is per fect for wearing in any weather condition.

The jacket employs a laminate outer shell, incorporating our highest Oxford Dry2Dry™ waterproof and breathable membrane bonded to a tough nylon construction. The advanced WarmDry™ thermally mapped removable liner is low-bulk but high-insulation providing comfor t in cold weather conditions

The jacket incorporates our new technology, WarmDry™ Thermal, which is low-bulk but highly insulated, keeping the rider warm in the coldest of weather. The waterproof liner is created with our Dry2Dry™ technology which is durably waterproof, windproof and highly breathable.

“

MONDIAL

Fit adjusts well, it’s light and comfor table on the bike and wellfinished. “But there’s no back protector,” noted the tester. The elbow and shoulder armour is only CE Level 1, too. That’s the only real criticism of a jacket that turns in a top-end per formance at a reletively budget price for a laminate.

RIDE MAGAZINE DEC 2018

‘OXFORD IS LOOKING TO RADICALLY CHANGE PERCEPTIONS’

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Used sales

Realise the promise of extra sales

I

remember my first bike being reclaimed from a local tip, for free. It was only what I spent on it after that concerned me. I used it for a while, sold it for a profit and felt great, writes Michael Henshaw of BDN Moneymaker fame.

The buyer would never have guessed its provenance, and when any of us actually spends money on something secondhand, we all have the same fears. Who’s owned it before? Why did they get rid of it? What’s wrong with it? What happens if I buy it and it goes wrong straight away? Am I making a huge mistake?

These are all normal buyer concerns that exist whether you spend £20 on eBay or £5000 in a used-motorcycle showroom. The fear and dread just increase the bigger the cost, exposure and perceived risk.

Used bike sales represent considerable profits for our businesses, with strong margins taken from each unit and massive aftersales opportunities. So we should all be really keen to engage with this sector, and reap the related rewards – revenue and margin are two of my favourite words.

LEARNING FROM THE CAR WORLD Now let’s look at the transaction from the customer’s point of view. If buying products that are used is so worrying, what should we be doing to take away the buyers’ concerns and help them to part with their hard-earned cash?

Well, let’s take a look at some relevant history from our four-wheeled friends. Now before you all go into meltdown, saying “it’s different in the car world”, let’s just look at the business model. Yes, the two sectors are worlds apart, but there are some elements that are the same, so let’s benefit from the car market’s positives and avoid its mistakes.

The days of large colourful rosettes and “one owner” stickers on used motor vehicle windscreens are long gone for the franchised car dealer.

Manufacturers have all developed strongly branded used-car programmes, largely driven by customer demand. A few of the biggest are: • BMW Approved Used Cars • Audi Approved Used • Ford Approved Used Cars • Mercedes Benz Approved Used Cars • Vauxhall’s Network Q (“The first UK approved used car programme”) • Citroen Select • Volvo Selekt Most manufacturers have settled on the title

“If your sales team learns to take away the fear of buying used product by explaining the ‘customer promise’, then selling the actual machine becomes much easier” suffix of “Approved”, using the strength of their brand name to maximise customer awareness.

Mercedes Benz once called its used-car programme “Signature”, but this wasn’t well recognised by the public so it quickly fell into line with the majority and changed it to Mercedes-Benz Approved. One of the few products to retain a different name style is General Motors/Vauxhall’s “Network Q”. This branding has proved to be a great success, but it has involved huge cost to support its development over many years.

The point is that a manufacturer-backed programme has become the best way to provide the credibility and customer peace of mind that used car buyers require. Customers see the link between the used vehicle offering and the support of their chosen manufacturer and feel more confident in making the purchase.

Manufacturers with strong consumer offers in the used car market claim to sell more new cars – which is what manufacturers want of course.

But it took some time for them to recognise the opportunity of an approved used offering and to bring dealers on board with branded used car programmes. That said, those dealers who support the branded used programmes have become some of the strongest advocates, and the most profitable.

A typical manufacturer-approved used car offering provides the customer with benefits such as: • Warranty (12 months is the standard but 24 months is offered by some) • Roadside assistance (car hire and accommodation is also available) • Multi-point vehicle check (Normal 100+) • Only OE replacement parts used • Service history • Vehicle history and mileage checks • MOT protection (should the vehicle fail its MOT) • 30-day/1000-mile exchange plan • Lost key cover • Drive-away insurance cover BIKE DEALERS Back in the bike world, few dealers have the same level of interest in supporting manufacturer programmes as their four-wheeler counterparts and still see “used” as a separate domain that they control independently. A few bike manufacturers

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Used sales

have made the move into creating supported programmes, with Harley-Davidson and BMW offering very similar benefits with their approved used machines, worded in a similar style to our four-wheeled friends.

Harley-Davidson’s Originals programme offers: • 99-point inspection • 12-month Originals warranty • 12-month rescue and recovery • History check • Mileage check • One-year HOG membership (optional) … and BMW Motorrad Premium Selection says that it provides: • A high-quality, certified package that delivers total peace of mind and confidence, making us the obvious choice when it comes to buying an approved used bike • A rigorous technical quality check ensuring each motorcycle has an unbroken vehicle service history • Two-year unlimited mileage warranty • Two-year Europe-wide emergency service cover WHAT DO CUSTOMERS WANT So what do customers want when they are buying secondhand? Most customers have a short list of requirements when buying a used bike: • The chosen brand model, for less money than a new purchase • Peace of mind • Value for money • Ongoing support If a motorcycle dealer can fulfill these key areas of customer need they will have moved in the right direction towards completing a sale.

DEALER BENEFITS What are the benefits of having a used bike programme for the dealer?

Brand entry and customer experience – Customers who crave a specific model but can’t stretch to the cost of new can still own the bike they want.

They become a customer, providing the dealer the opportunity to create a long-lasting relationship.

Customers continue to spend and the much soughtafter customer retention is strongly supported.

Part Exchange – It continues to be vital that appraisal and valuation of part-exchanges is completed in a professional manner, using standard pre-prepared documents and having a transparent style with the customer.

Also consider that as used bike sales improve, confidence rises and this may encourage sales managers to take a more positive view on part exchange pricing based on growing confidence of retailing the acquired part exchange for a profit.

Aftersales – A well-handled sale must include a strong handover to the aftersales team. The highly profitable area of service labour hours and parts sales can now be added to the clothing and accessories opportunity.

MANUFACTURER BENEFITS What are the benefits for the manufacturer in having a used bike programme?

The main reward is that customers become brand owners, users and hopefully advocates. They extend the database of those who may re-purchase another used bike, or maybe move on to buying new product.

They also should immediately become service customers who will need parts fitting which are supplied profitably by the manufacturer.

Peace of mind sales position – If you have, and believe, in a strong used bike programme this should impact on the sales track. If your sales team learns to take away the fear of buying secondhand product by explaining the “customer promise”, then selling the actual machine becomes much easier.

Sales people need to listen to the customer carefully and develop answers to their concerns to remove any fear of used products and provide that all-important peace of mind. Once the programme is explained and understood, it’s simply a case of picking the right bike. This “buy with confidence” approach definitely impacts on customers, and supports gross profits. Equally, sales people quickly learn that this approach sells bikes and supports commission earnings.

NEXT STEPS Customers are becoming increasingly demanding and will expect many of the same benefits when buying a used bike as they already expect when buying a used car.

If your manufacturer offers a used bike programme, support it and coach your sales team to believe in the many customer and dealer benefits that come with a good programme.

If you don’t have access to a manufacturer programme, why not consider creating your own version and brand it locally? Granted, this lacks the manufacturer support, but it still allows you to develop a customer promise that sets you aside from the masses. Your sales team will have a different message to the competition and may well be able to steal a march in units sold. 

Advocacy – Satisfied customers bring their friends, who in turn bring their friends. This type of third-party endorsement is more potent than any advertising, and is free!

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MAY 2019 33

Taylor Brothers

Julian and wife Jackie took a risk to set up the business three years ago

TAYLOR-MADE ON A TIGHT BUDGET Is it still possible in this day and age – an era of mega-bucks Glass Palace showrooms – to launch a business and establish oneself in the motorcycle trade with only £10k capital? Suzanne Potts investigates

F

acing the higher end of his forties, it was “now or never” time for Julian Taylor when considering his future. Having followed his father Jim and uncle John of Taylor Motorcycles, Stoke-on-Trent, into the bike trade, Julian had honed his skills, man and boy, for more than 30 years, working on the tools.

So late in 2015 the decision was made. There was no mid-life-crisis new bike or other lifechanging distraction for Julian; setting up in business was to be the life changer (although more recently he has treated himself to a Kawasaki Z900RS).

First things first, premises were needed and after looking at many sites (some of which ruled themselves out as they didn’t want a bike business) an ex-used car site in the village of Haughton, just outside Stafford, was found. It benefited from a main road location (A518 Stafford to Telford), shop front and small forecourt, workshop and showroom. So with a budget of under £10k (a good proportion of which went on the first quarter’s rent) the business was launched in 2016.

To get the premises ready to trade, friends and family chipped in over Christmas to clear, clean and paint the place.

A major set-up expense was purchasing all the equipment and consumables needed up front in order to function. Whilst Julian already had a lot of his own tools, the larger equipment still needed to be bought; tyre fitting machine, wheel balancer, ramps, workbenches etc and then there was the shelving and display racks to ensure the showroom looked clean, bright and inviting.

D-Day was 4 January, 2016, and as Taylor Brothers opened its doors for the first time, the first bike appeared for service and they were up and running! After that came a series of difficult decisions. “With money tight, it was and still is a difficult balance between whether to buy a secondhand bike or clothing and helmets,” says Julian.

JUMPING THROUGH HOOPS Five months after the business was launched Taylor Brothers became a DVSA accredited MOT test centre. Julian said: “We applied to be an MOT centre just before we opened and we had to jump through a lot of hoops. It took six months but it was worth it as it has ensured a good flow of work through the workshop all year round.”

An AJS franchise followed and the business was starting to take shape, but it has been “tough going”.

In October 2016 Julian’s wife Jackie gave up her day job to work full time in the business, not an

“To get the premises ready to trade, friends and family chipped in to clear, clean and paint the place” easy decision to make, and “looking back”, says Jackie, “it was a risk to give up a salary, pension etc but it had to be done”.

Jackie looks after the showroom, clothing and accessories, the booking in and out of repairs and MOTs, ordering of spares, tyres etc and also handles the invoicing and finances. She finds that the clothing and helmets side of the business is tough on a budget: “It ties up a lot of cash and it is difficult to carry enough sizes, styles and colour options for every customer.”

The business took on the Wheels to Work contract to maintain the Staffordshire County Council-owned fleet and also forged a tie-in

TAYLOR BROTHERS TIMELINE Jan 2016 Taylor Brothers Motorcycles opens for business May 2016 Becomes DVSA accredited MOT test centre Oct 2016 Wife Jackie joins the business Mar 2017 Takes on the Wheels to Work contract Jun 2017 First open day in aid of Staffordshire Blood Bikes Jan 2019 Three-year anniversary

with BikeWise rider training [with branches in Stoke, Stafford, Stone and Shrewsbury] to help overcome seasonal fluctuations in the workshop.

GREAT SUPPORT The business has added more power to its elbow in 2019 by becoming a Dynojet Power Commander centre.

Having reached the three-year milestone earlier this year, Julian says that personal service and going the extra mile for customers has helped build a returning customer base. Offering a collection and delivery service, taking a trade stand at Biker Breakfasts organised by Staffordshire Safer Roads Partnership [setup in 2001 to reduce road casualties in Staffordshire and Stoke-on-Trent and involving emergency services, local authorities and Highways England], holding an annual fundraising open day for Blood Bikes and always ensuring the kettle is on have combined to tie in customers to a quite rare thing in this day and age: a business that values each and every one of its customers and invests everything it has in building on that relationship.

“The road ahead will not be an easy one,” reflect Julian and Jackie, “but we’ve had great support from loyal customers, friends and family and we’ll continue to build on the experience we’ve gained in these first three years and hopefully go from strength to strength.” www.taylorbrothersmotorcycles.co.uk

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

ORIGINAL EQUIPMENT

34 MAY 2019

PERFORMANCE

RACING

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MATTERS

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

STAND OUT FROM THE CROWD Dan Sager, in the first of a new series of marketing tips, aims to help dealers by sharing some valuable promotion advice

W

hat’s so special about your business? Don’t be modest, just come right out and say it.

This is a question we frequently ask new clients and it’s often one they struggle to answer. Not because there isn’t anything special about their company, but usually because they’re so wrapped up in the day-to-day struggle of running a business that they haven’t thought about it.

In a crowded market, if you want to hold on to existing customers and attract new ones, it’s essential to stand out from the crowd. To illustrate this point, I’d like to talk about a topic close to my heart (or more accurately, my liver) – pubs.

If you want a drink in Oxford there are 30 pubs serving real ale in and around the city centre. You’d have to be spectacularly thirsty, and robust, to visit all of them in a day, so you need to choose a few that catch your attention if you fancy a swift pint while visiting the city of dreaming spires. Maybe the Turf Tavern, a favourite haunt of fictional detective Morse, or the Eagle & Child (nicknamed the Bird & Baby), where CS Lewis (author of the Narnia books) and JRR Tolkien (who wrote the Hobbit) drank, would attract the literary-minded.

Perhaps you could be tempted to visit The Bear, its ceiling covered with severed ties, allegedly exchanged for a free pint; or the Half Moon, an intimate venue that has returned to its Irish roots?

You might be asking yourself what all this talk of ancient ale houses has to do with motorcycle marketing in the 21st century. The answer is that

each of these pubs plays on its unique heritage to attract the tourist in need of refreshment.

Which brings us back to the opening question – what’s so special about your business? Are you the longest-established in town? Famous for racing sponsorship (like Kings of Oxford, back in the day)? Do your staff have a reputation for going the extra mile?

“Take a break, have a think, and decide what it is that makes your business special, then try it for size on your colleagues, customers, cat” One of the most memorable lines I’ve come across was a local franchised motorcycle dealer which ran with the motto “Big enough to cope, small enough to care”. When you think about it, this is a medium-sized shop that has turned being neither big nor small into a virtue.

How about Mallory Park, “The Friendly Circuit”? I’m not entirely sure what that really means, but it sounds attractive and it certainly makes the Leicestershire race track stick in the mind.

FRESH AND EXCITING When deciding how to describe your business, try to look at it from your target customer’s

point of view. What are they looking for? A long-established company offers reassurance, while a newer operation can seem fresh and exciting. From budget used bikes and commuter machines at one end of the scale, to high performance and exotic at the other, most retailers have an area of expertise, and the same applies to clothing and accessories.

Sometimes the things we take for granted are surprising to our customers. For example, many years ago we did the PR for a British body-armour manufacturer. Talking to people at motorcycle shows, it became apparent very quickly that they all assumed the products were made in the Far East and, when told they were UK-manufactured, were mightily impressed. As a result, we started referring to the company as a “British body-armour manufacturer” to help them stand out from the competition.

This might sound theoretical, but from Harry Ramsden’s “World famous fish & chips” to Morgan cars’ “Handcrafted since 1909” there are plenty of successful brands that understand the importance of telling people what’s special about themselves.

To summarise, take a break, have a think, and decide what it is that makes your business special, then try it for size on your colleagues, customers, cat and/or anyone else who is prepared to listen. If you’ve already been through this process it won’t do any harm to run through it again to see if anything has changed or the message can be refined.

In the next column we’ll be focusing on your customers. Do you know who they are and why they shop with you? Or why they don’t? ■

MAY 2019 35

Marketing Matters

MARKETING

Business Essentials

Business

Essentials

PRODUCTIVITY in the UK fell again in the final three months of last year, down by 0.1% compared with the same quarter a year ago. It was the second year-on-year quarterly fall in a row, after a 0.2% drop between JulySeptember. The Office for National Statistics (ONS) said productivity had been lower over the past decade than at any time in the 20th century. “It has taken the UK a decade to deliver 2% growth, which historically was achieved in a single year,” said ONS deputy chief economist Richard Heys. Although it was down compared with the final quarter of 2017, productivity over the final three months of 2018 was 0.3% higher than in the July-to-September period.

WITH changes to the National Living Wage and Minimum Wage rates for both workers and employees introduced last month, the Department for Business, Energy and Industrial Strategy (BEIS) has issued new information to help everyone stay up to speed. www.checkyourpay.campaign.gov.uk

UK new car registrations declined by 3.4% in March, as political and economic uncertainty and continuing confusion over diesel affected demand, according to figures released by the Society of Motor Manufacturers and Traders (SMMT). March is a crucial month for the new car market, as the plate change drives buyers into showrooms, with new car demand often seen as a bellwether for consumer confidence and the health of the wider economy. Demand fell in both the private and business sectors, with registrations down 2.8% and 44.8% respectively, while fleet demand was stable, up 0.3%.

THE introduction of GDPR over the last year appears to have boosted online motor finance conversion rates, says iVendi.

CEO James Tew (left) said the company had expected the new legislation to reduce the conversion rate of customers that were applying for finance but instead there had been a marginal increase.

Posts can be crisp and clear but must also be compliant When it comes to FCA compliance, getting the text right on a single Facebook post might seem a lot of effort but this would pale into insignificance if you got it wrong

S

ocial media has fast become a marketing channel of choice for dealers and often this includes finance promotions.

Dealers offering finance will be very familiar with the strict Financial Conduct Authority (FCA) requirements on how finance must be advertised but some seem to have overlooked that the requirements also extend to online promotions on social media.

Following recent news about the FCA’s increased concern at how the automotive finance market is functioning, it is timely to recap on some of the basics.

Platforms such as Facebook, Twitter and Instagram typically have limited space for content and it can be a temptation to omit the FCA required statements and disclosures.

Tim Whaley from consumer credit compliance experts Product Partnerships said: “Depending upon the type of social media finance promotion, the key requirements include a representative example; a sufficiently prominent notice of the representative APR, where appropriate; the legal name of the dealer, clearly stating whether the firm is a credit broker and not a lender; the type of agreement upon which the offer is based, for example, a credit or hire agreement; and, in some cases, the postal address.

“It’s important to note that any communication which includes an invitation or inducement, for example the wording ‘finance available at competitive rates’, to customers to engage in a regulated activity is classed as a financial promotion.

“It’s also important to make sure your staff don’t tweet or post anything from their personal social

media account about finance promotions at the dealership, as that too could be considered as ‘acting in the course of business’ and therefore subject to the same FCA rules as the dealership itself.

“Further, individual promotions must be compliant in their own right, whether this be a single tweet or Facebook post.

“To overcome space constraints, information relating to a financial promotion can be displayed within an image on social media, providing that they are visible within the image itself, but having a ‘click through’ to a website or other medium that contains the disclosures will not necessarily make the initial promotion compliant.”

“No financial promotions should appear on social media unless approved by a nominated member of staff”

ENFORCEMENT ACTION For marketers, incorporating all the required statements can be a challenge when all they want is a crisp, clear sales message but the consequences of FCA enforcement action or fines should be enough of a deterrent. Dan Sager from the Fabulous Biker Boys commented: “Whether a dealer does their own social media marketing or outsources this to a third party such as ourselves, it is essential someone takes responsibility for checking that it complies with FCA guidelines.

“This is something we do for our clients and we strongly recommend all dealers ensure that everyone with access to their social media accounts is aware that no financial promotions should appear unless approved by a nominated member of staff. Most financial service providers will happily offer advice if you’re uncertain about what is and isn’t allowed, and once you have a system in place it’s not difficult to comply.”

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Focal Point

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Diamondbrite

with Frank Finch

FCA Requirement

When is this needed?

Financial promotions should be clear, fair and not misleading A prominent* statement that the firm is Where finance is advertised a credit broker and not a lender (if this is the case) must be shown

Exception

None

The firm’s legal name** must be shown A representative APR figure (and all relevant statements/disclosures) must be shown

• Where it is stated or implied that finance is available to those with restricted access to credit • Where there is a favourable comparison 0% finance regarding the credit • Where there is an incentive to apply for credit

A full representative example, all relevant statements/disclosures and a postal address must be provided

Where an interest rate, other than the representative APR, or an amount relating to the 0% finance cost of credit is shown

The FCA rules for consumer credit regulated activities can be found on its website (www.fca.org.uk) in its Consumer Credit Sourcebook (confusingly referred to as “CONC”).

Tim Whaley points out that Chapter 3 (CONC 3) specifically deals with financial-promotion communications and some of the key elements are detailed in the above table.

WHERE FINANCE IS ADVERTISED The financial promotions should be clear, fair and not misleading.

There should be a suitably prominent statement that the firm is a credit broker and not a lender (*information is only treated as being prominent if, in relation to the other content within the promotion, the attention of the average customer would be drawn to it). The firm’s legal name, and sometimes address, must be shown (**as stated in the Financial Services register – it is not sufficient to show the firm’s trading name only) as well as a statement that the firm is authorised and regulated by the FCA. WHERE AN INTEREST RATE OR COST OF CREDIT IS SHOWN A representative example (of equal prominence to the incentive to enter into the agreement) and a postal address must be provided,

unless finance is offered at 0% APR. Similarly, unless finance is offered at 0% APR, a representative APR must also be shown if it is stated or implied that finance is available to those with restricted access to credit, there is a favourable comparison regarding the credit or there is an incentive to apply for credit.

The key message from all of this is that dealers should review all their financial promotions on social media, implement proper controls and record keeping and seek advice on any aspect on which they are unsure. A dealer’s first port of call will probably be their finance provider but many dealers have started to take advantage of the services of companies such as Product Partnerships who successfully manage the FCA compliance requirements of many UK motorcycle and car dealers including, of course, advice on social media promotions.

Getting the text right on a single Facebook post might seem a lot of effort but this would pale into insignificance if you get it wrong and a customer complains and/or the FCA gets involved.

Tim Whaley can be contacted via timwhaley@productpartnerships.com Dan Sager can be contacted via dan@fab-biker.co.uk. ■

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Paintwork protection adds a bit of sparkle to your showroom sales Launched to the motorcycle market in 2018, Diamondbrite’s paintwork protection system process is finding favour with dealers selling all the major bike brands

D

iamondbrite is now available in franchised dealers selling BMW, Ducati, HarleyDavidson, Honda, Kawasaki, KTM, Suzuki, Triumph, Yamaha and Zero, according to Lance Boseley.

“If a bike has paintwork that needs protecting, there’s an opportunity to sell Diamondbrite to its new owner,” says Diamondbrite’s marketing director.

Lloyd Murphy, dealer principal at Southampton Harley-Davidson, has been offering customers Diamondbrite for motorcycles since 2018, and is pleased with the results so far.

“I’ve been a long-serving member of the motor trade for many manufacturers, so I was already familiar with Diamondbrite, which is one of the best-selling paintwork protection processes available. We offer it to every customer buying a new or used motorcycle and Diamondbrite is also available through our service department. We have already seen many successful sales and customer satisfaction, especially when presented with their aftercare kit included.

“I cannot praise our Diamondbrite business development manager, Gary Loveridge, enough,” continues Murphy. “Gary comes in on a regular basis, full of enthusiasm and knowledge. He’s

always helpful, and that’s an important part of the package too.”

Paintwork protection processes are a new concept to most motorcycle dealers and Lance Boseley sees many similarities to the caravan market. “We launched a caravan product about 10 years ago and uptake was very slow at first. After a couple of years, dealers got used to offering Diamondbrite during the sales process and started to notice the extra profit they were making. Now it’s pretty much standard practice to offer Diamondbrite when you buy a new caravan or motorhome.”

Selling into dealers from all the major franchises is a key part of the strategy to demonstrate that paintwork protection processes are relevant to all types of machine, and Diamondbrite is covered by a threeyear guarantee against deterioration to the bike’s surface, which ties in neatly with the length of most finance contracts. It also helps owners keep their bikes in showroom condition, maximising the resale value at the end of the term.

Backed by a national sales team, with in-store merchandising and a dynamic marketing campaign, Diamondbrite is confident that paintwork protection has a sparkling future in motorcycling. ■ tel: 01622 816109 www.jewelultra.com

MAY 2019 37

Motorex

Swiss brand Motorex has been meticulously producing oils, sprays and lubricants at its factory in the heart of Europe for over 100 years. BDN products editor Colin Williams travelled to Langenthal to discover the secrets of the Swiss specialists

O

il is oil, right? They’re all much the same, so you might as well buy the cheapest.

Well, that’s not the case according to Martin Wabnegger, area sales manager and powersports marketing coordinator for Motorex Oils of Switzerland.

In fact, he considers the blending and production of oils as akin to making tomato soup. Oil companies all have access to the same set of ingredients, but it is a combination of experience, expertise and skill that makes a quality oil. Much as I may have access to the same basic set of ingredients as Heston or Delia but my tomato soup is more likely to end up being tipped down the sink than to make it on to the menu of a swanky eatery.

Motorex certainly has the experience (it has been making lubricants since 1917), the expertise (its laboratory employs nine chemists from six different countries), and the skills required. “Our knowledge is in the formulation and the secret of how precisely to mix it for best results,” said Wabnegger during an in-depth presentation of the processes and techniques of turning base oils into liquid gold. “You must know what you want to achieve and what you need to use to achieve that goal.”

MAKING OIL The raw ingredients come into the factory as base oils (there are 70 different types of those) and the essential additives, of which there are over 600. Not all of those are used

38 MAY 2019

in motorcycle oils (Motorex also makes lubricants for the car market, industrial metalworking machinery, hydraulic equipment and other specialist uses) but around 80% of a bottle of motorcycle oil will be made up of a blend of several base oils with the remaining 20% made up of a dozen or more performanceenhancing additives.

At the Langenthal factory the base oils are delivered every day by a fleet of tankers, or sometimes by train on the company’s own railway siding, and are stored in huge 780,000 litre tanks in and under the car park.

From there, the base oils travel along some of the 150 kilometres of piping on site to the blending plant to be mixed with the additives – a computer-controlled process which combines precise quantities in a specific order for each product.

It’s at this stage that the benefit of having an inhouse laboratory becomes apparent as we watch a plant operative take a sample from the giant mixing tank to be sent off for analysis.

This happens throughout production to ensure that the mixing has completed before the next batch of additives is added.

A sample is also taken at the end of the mixing process to ensure that it is up to standard before it goes to be packaged or to the temperaturecontrolled storage tanks.

The laboratory processes more than 8500 samples every year, and every sample is kept for five years so it can be checked again in case of any claims or problems. Not that there are many claims. Wabnegger says that they get “a handful” of requests for retrospective oil analysis each

year and the majority of those show that the problem is down to “contamination of the oil, usually by water”.

“It can be quite easy to contaminate the oil,” Wabnegger explains. “If the lid is left off a barrel of oil then water will start building up. If it is left open for a long period, then enough water can accumulate in the oil to degrade its performance,”

This was an ideal opportunity for him to extol the virtues of the new 20-litre bag-in-a-box dispensers (think wine box on a grand scale) for engine oils. As they are self-sealing, water ingress is virtually eradicated and the shelf life is greatly extended.

After mixing, the oils can either be pumped off to a holding tank or go directly downstairs to the barrel filling plant, where a lot of recent investment has gone into automating the process. Empty barrels arrive from the manufacturer, another Swiss company located about 20 miles away, and are taken on pallets along a conveyor into the holding area.

Several day’s worth of empty barrels are kept here in case of issues in delivery or processing, allowing flexibility of production.

One of the most expensive single bits of kit in the plant now springs into action – Robi the robot grabs the empty barrels and places them individually on to the conveyor to begin their journey beneath the factory’s low-hanging beams into the filling hall. They are then filled in

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Motorex

25MAY% 53 e VISIT pag

Above: The in-house laboratory processes 8500 oil samples per year Left: Martin Wabnegger, powersports marketing coordinator for Motorex, with a cutaway KTM LC8 engine showing where various stress points for the lubrication system occur Below: The award-winning “elephants’ trunk” bottles being filled with Boxer 15W/50 oil

pairs to a pre-specified weight (the weight of product in a barrel depends on its density, so each product has a different filled weight), sealed and then continue their trip back into the tender embrace of Robi, which picks each barrel off the line and places it on a pallet of four. An automated conveyor then takes the pallet up and outside ready for collection or to be forklifted into the warehouse.

This new automation has removed the need for nearly all the manual handing and means that a barrel can now be filled and ready in under a minute.

For the smaller quantities of motorcycle oils for consumers, the oil

goes off to a storage tank and is then pumped up to the packaging lines where three fully automated lines fill, label and box the 0.5 to 10-litre plastic bottles. More than 2.5 million 1-litre bottles are processed each year, including the award-winning “elephant’s trunk” bottle design which has to have a special filling and capping process due to its unusual shape but still manages to come off the line at a rate of up to 1000 units per hour.

NEW FACTORY As well as the considerable investment in Robi and other automation, Motorex has spent

➥

JASO STANDARDS The JASO scheme run by the Society of Automotive Engineers of Japan specifies standards for oils for twostroke and four-stroke engines. The standards for four-stroke oils are designed to ensure that they don’t cause clutch slippage or wear on transmission gears on wet-clutch bikes.

Four-stroke oils can be rated as JASO MA, MA1 or MA2 depending on results from the various friction characteristics tested – MA1 covers the lower end of the scale and is therefore suitable for lower powered machines, MA2 index values are greater and are recommended for higher performance bikes. If the tested values are a mix of MA1 and MA2 ratings then the oil receives an MA rating.

Each oil in a range is accredited separately; so if a particular blend of oil comes as 10W/40, 15W/50 and 10W/60, each variant will be tested and given its own code which should be shown on the label of the bottle, container or drum. It is not possible to blanket approve an oil brand or manufacturer for all its oils – each must be individually approved.

Sometimes a manufacturer will say its oils “meet JASO requirements”, and some have even been know to falsely claim JASO approval on their labels.

It’s easy to check whether an oil is genuinely JASO approved by looking on www.jalos. or.jp/onfile/jaso_e-2.htm, where there is a list of approved oils.

A JASO approval label with the all-important product code

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Motorex

TIMELINE

Lyndon Poskitt has completed three Dakar Rallies, plus numerous other long distance events, on his Motorex-sponsored KTM

several millions of Swiss Francs on demolishing some old buildings and building a bright, light and advanced new home for the processing of “dangerous goods”. This new building is in the process of being fully commissioned and at this stage is home to an automated in-line mixing booth of biodegradable pre-mix two-stroke fuel for the motorcycling, forestry and Alpine sectors and a single manufacturing line making aerosols for, among other things, motorcycle chain lube, cleaners and protectants. A second

aerosol line is in the process of being installed which will complete the transfer of the dangerous goods production into the new facility.

The top floor of the factory is surplus to requirements and so is being rented out as office space for local companies until the planned expansion of the business requires it to be brought back into the fold.

The new building has increased production at the Langenthal plant which now makes 2500 different lubrication formulations across the motorcycle, car, truck, marine,

THE OE CONNECTION Motorex has had a long and fruitful relationship with Europe’s biggest motorcycle manufacturer. The Swiss brand has been supplying first-fill lubricants to KTM since 2003, as well as providing its expertise to specialist products for the factory racing teams in MotoGP, MXGP, Dakar Rally and other road and off-road racing series.

The relationship started when KTM was looking for more than just a supplier to provide lubricants to its factory. It wanted a technical partnership with a company which would work with it to further engine and drivetrain development. Some proof that the relationship works can be seen in the launch of KTM’s two-stroke fuel-injected TPI engines in 2017. Their advanced technology only became possible due to close cooperation between KTM’s engineers and Motorex’s technicians to specify and create oils that stood up to the high pressures and temperatures experienced within the combustion process while also allowing eversmaller production tolerances on engine components to maintain efficiency.

The top-secret laboratory housed in the penthouse of Motorex’s Langenthal HQ is also where the small batches of oil required for KTM’s top-tier factory racing teams are

40 MAY 2019

blended by hand by the company’s technicians. The oils used for road racing are specially blended to suit the high-stress, controlled temperature and short lifecycle of the environment and the research findings from their development filter down to the consumer products.

The relationship between the two companies has worked so well that KTM has maintained its A+ Supplier rating for Motorex throughout, and awarded the Swiss company its Supplier Excellence Award in 2017.

KTM is not the only brand to use Motorex product for first-fill duties – currently GasGas, Moto Morini and Peugeot Motorcycles also have manufacturer-approved lines and both the Husqvarna and Kawasaki MXGP teams use Motorex products.

Motorex also supplies a unique blend of oil to Tacita electric motorcycles which is used to fill the bike’s separate gearbox, plus suspension lubricants and oils for Touratech of Germany.

In WSB, the partnership with Crescent Suzuki has proved to be so fruitful that the oil developed for the racing motorcycles lead directly to a consumer product available on the shelves. “A good oil can be worth 2-3hp on a 1000cc race bike,” explained powersports marketing coordinator Martin Wabnegger.

1917

Company founded in Bützberg. Produces leather and floor care products

1997

Motorex celebrates more than 100 world championship titles to date with its numerous sponsorship partners

1938 1944

Company renamed Bucher & Cie AG

2001

The 1-litre “elephant trunk” bottle is launched and is awarded four design prizes

1947

The Motorex brand launched.

Lubricants and technical chemical products are developed, produced and sold under the new brand

2003

Start of the agreement with KTM spanning all kinds of products including motorcycles, bicycles, the KTM X-BOW and racing series

1956

Motorex launches its first advertising campaign in a local newspaper

2009

Motorex deploys its first sales team abroad in Germany

1974

Motorex owns the largest tank storage facility in Switzerland after fitting the base oil tank in front of the offices

2010

New sales team launched as Motorex Österreich (Austria)

2011

1979

A second-hand aerosol filling plant is purchased, still requiring a lot of manual labour

New sales team launched as Motorex Nordic (Sweden)

2014

1981

The first issue of the Motorex Revue (known today as Motorex Magazine) is published

New sales team launched as SAV Motorex Deutschland (for two-wheel vehicles). Acquisition of YORK (France)

2016

1987

The new range of oils for passenger and commercial vehicles is launched.

The first TV advertisement is created

Construction work begins on new production and office building in Langenthal

2017

1990

The green Motorex logo is introduced

New production and office building is completed. Motorex celebrates its centenary with an open weekend attracting 15,000 visitors to the factory

Relocates from Bützberg to its current location in Langenthal

industrial (cutting and metalworking), construction, farming and forestry, and Alpine (snow blowers, snowmobiles and the like) sectors, and there are also plants in the South of France and Poland making bulk products.

LONG-STANDING Rob Sheldon PARTNERS The Swiss approach to business is measured, careful and not prone to extravagance or risk taking. They like to take their time and grow organically rather than bring in outside investors or shareholders with their demands for short-term profits. The founding Bucher family has wholly-owned Motorex since 1917, and all growth (including the latest factory updates in Langenthal and the purchase of a new processing plant in Poland) has been financed from profits rather than bank loans. This attitude of long-term investment continues throughout the business, and extends to its relationships with 130 distributors spread across the 85 countries in which Motorex trades. Many distributors have been working with the company for decades, including Bickers, the UK distributor, which has been handling Motorex’s motorcycle range since 1999. “We’re in a leisure industry,”

explained Motorex CEO Edi Fischer.

“You must have a good relationship with your business and distribution partners.”

THE UK ANGLE Rob Sheldon, Bickers’ national sales manager, is a man with a long history of selling lubricants to the motorcycle trade and he believes that Motorex has the right recipe for dealers. He currently works with 700 Motorex dealers across the UK, including the majority of the KTM and Husqvarna network as well as independent dealers, but wants to see that number expand to around 1500 in the future.

“If KTM and Husqvarna choose Motorex as their brand of choice for all factory racing activities as well as all factory filling then Motorex is good to use with confidence in any brand of motorcycle,” he says.

“It’s a premium product and the dedication to quality at the factory is second to none – I’ve never seen an oil processing plant like it. They use high-quality base oils and some of the additives that get added to the mix are expensive, plus there is a lot of testing and quality control as well.

Price and quality relate to each other – you can’t make a cheap oil without cutting corners.” 

The blending process uses computer-controlled valves to dispense the additives precisely into the oil mix

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Product news

Product News The latest in profit-making products for your showroom with Colin Williams, products editor

Bull-It Tactical jeans

The Tactical is the latest addition to Bull-It’s EN17092 Oneskin denims range.

The denim is said to be AA rated up to 75km/h and is cut and tear resistant. It comes with CE level 2 armour inserts for hip and knee and the lightweight denim is said to be shower resistant. The jeans come in slim, straight or easy styles for men in waist sizes 30in - 54in in Icon Blue, Kafe Blue, Trident Blue, Stone Black or Cargo Black colours, or slim and straight styles in ladies’ sizes 4 to 22 in Icon Blue or Stone Black. SRP is £139.99 per pair.

Oxford Products; tel 01993 862300; www.oxfordproducts.com

Putoline N-Tech Pro R+

A new top-of-the-range engine oil from Putoline uses a new proprietary N-Tech additive technology, which will succeed the brand’s former Nano range. N-Tech Pro R+ uses a group 5 synthetic base oil in its formula and comes in both road and off-road versions in a range of viscosities ranging from 10W-30 to a 10W-60. The additive technology claims to improve heat transfer, prevent carbon deposits forming, reduce friction, reduce wear on gears and to provide smoother clutch operation. It’s available in 1-litre and 4-litre consumer bottles, and a 20L bag-in-box plus 60L and 200L drums for workshop use. A new racing product featuring the N-Tech technology will appear later in the year, and other products in the range will benefit from it over time.

Neo Distribution; tel 01778 349333; www.neodistribution.co.uk

Vcan V128 4

The 2019 Vcan V128 features a new, more easy to operate, inner drop down sun visor in its fully-vented lightweight shell. The visor is a quick-release type with an anti-scratch coating, while the interior has been kitted out with a new transpiring comfort lining which is removable and washable. The ventilation system has inlets on the chin and crown and outlets in the rear spoiler.

Available in sizes XS-XL, the V128 is both E22/05 and ACU Gold and comes in a range of colours and graphics at an SRP of £89.99 Midwest Marketing; tel 01527 574422; www.vcanhelmets.co.uk

Mitas Terra Force-MX

Slovenian tyre brand Mitas is launching a new motocross competition tyre – the Terra Force-MX. It replaces the brand’s previous competition tyres and comes in three different tread patterns – Sand, SM and MH – to suit “all rider and all terrain types”, according to a spokesperson.

The Sand is for soft terrain and has a hard compound. The rear tyre has semi-paddle construction with large central lugs for grip and cleaning, whereas the front has a scooped centre tread that is said to help with traction. The SM is for soft to medium terrain and uses a softer compound, whereas the MH is for medium to hard terrain and uses an even softer compound together with a broad-spaced tread pattern in order to provide sufficient traction.

The Sand comes in 21in front and 19in rears, the SM in 14in and 21in fronts and 18in and 19in rears and the MH in 21in fronts and 18in and 19in rears, all in various widths to suit a multitude of machines.

Mitas Tyres; tel +38 642 066142; www.mitas-tyres.com

Oxford gloves

Harley discs 54

A new design of lightweight summer gloves from Oxford, the CE-approved Brisbane features mesh ventilation across the back of the fingers and the back of the hand, a full leather palm and a floating rigid knuckle protector.

Available in sizes XS to 3XL in a choice of five colours, the gloves retail for £29.99 per pair.

Oxford Products; tel 01993 862300; www.oxfordproducts.com

Drag Specialties has launched new brake discs for Harley-Davidson. Made in conjunction with a premium Italian manufacturer, all the discs are TÜV-approved and come with a certificate. There are three different types of stainless steel brake rotors to meet all expectations: the FTK discs are claimed to be a long-lasting lightweight design for maximum performance and faster cooling; FT discs are also lighter then the OE items and offer fully-floating performance; Fixed discs are said to have “a perfect quality price ratio”.

All the discs come in front or rear size options to match OEM-brake rotors. Prices depend on specification.

Parts Europe; tel 0049 6501 9695 0; www.partseurope.eu

MAY 2019 41

Product news

TCX X-Five Plus Gore-Tex boots 3

The X-Five Plus from Italian brand TCX is a CE-approved budget-priced full-grain leather boot with a Gore-Tex liner. The breathable GoreTex membrane provides waterproofing and foot comfort in extreme temperatures by allowing water vapour like sweat to evaporate through. The leather boot upper has front and rear microfibre padded areas for flexibility and comfort and there are reinforced PU shift pads within the sole, a shin plate and reinforcements on the heel and toe counters. Available in black, in sizes 3.5 to 13, the X-Five Plus Gore-Tex boots have an SRP of £149.99.

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

Optimate 1 Duo

The 1 Duo is an automatic charger for 12V lead-acid and 12.8V LiFePO4 (Lithium) batteries. It is a ‘connect and forget’ automatic battery charger and maintainer that can be used to improve the performance of a variety of modern motorcycle and scooter batteries.

It is suitable for all types of 12V lead-acid batteries (standard, wet cell, sealed AGM and Gel) and can also be used with 12.8-13.2V lithium batteries of rated capacity from 2 to 20Ah. It has an SRP of £39.95.

TecMate International; tel 0032 16 805440; www.tecmate.com

Weise Ascari

Inspired by Isle of Man TT record holder and Weise-supported racer Peter Hickman, the new Ascari textile jacket is cut for a snug fit and features sleeve adjusters to reduce billowing, plus an aerodynamic hump. The outer shell is made of 600 denier fabric with TPU reinforcement cups on the shoulders, while inside are CE-approved shoulder, elbow and back protectors. The waterproof liner is also windproof and breathable, plus there is a removable 120g quilted thermal liner. Zipped vents at the shoulders and rear can be opened up for cooling airflow in hotter climes, and stretch panels provide flexibility at the elbows. Storage comes in the form of two zipped external pockets and two internal pockets. A connection zip allows the Ascari to be connected to various pants. The Weise Ascari comes in sizes S to 3XL in a choice of black/white, black/blue and black/red colourways at an SRP £149.99.

The Key Collection; tel 0117 9719200; www.thekeycollection.co.uk

Stubby spanners 3

A new addition to Sealey’s Siegen range for light trade or DIY u s e are these stubby combination spanners. Manufactured from drop-forged Chrome Vanadium steel which has been hardened, tempered and nickel chrome plated for corrosion resistance, they have a fully polished mirror finish.

Each spanner features an open end and a 12-point WallDrive ring end, and their compact length makes them ideal for nuts and bolts with limited access. They are supplied in storage/carry rack and the set features 6, 7, 8, 9, 10, 11, 12, 13 and 14mm sizes. SRP is £11.94.

Sealey; tel 01284 757500; www.sealey.co.uk

Viper F656

A new Vintage Burgundy colour scheme for the fullface retro style F656 fibreglass helmet. It features an anti-scratch visor and a suede and leather interior finish. Available in sizes XS to XL, the F656 weighs in at 1350g and has an SRP of £139.99.

Motohart; tel 0191 603 0020; www.motohart.com

42 MAY 2019

Shark S-Drak 5

S-Drak is a new range of helmet aimed at café racer or custom retro riders. It comes in two sizes of shell made from multiaxial glass fibre or carbon and has a retro style and “vintage details”.

Both carbon and glass fibre models have an internal drop-down sun visor along with an air intake deflector, which can be removed without tools. The interior lining is removable and washable and there’s a detachable face mask with mesh ventilation and the interior has been shaped to allow glasses to be worn while riding.

The S-Drak is compatible with the Sharktooth Prime communication system and comes in seven colours, including glitter options, in sizes XS to XXL, with SRPs from £279.99. The S-DRAK Carbon is available in 11 different colours and graphic options, in sizes XS to XXL, at £299.99 SRP. Nevis Marketing; tel 01425 478936; www.nevis.uk.com

Barstow goggles

The Barstow is a retro-style goggle with designs made in collaboration with creative artists, brands, and builders such as Roland Sands, British artist Death Spray Custom (aka David Gwyther) and Deus Ex Machina.

The goggles feature a slim frame and wide-angle anti-fog lens for increased visibility with triple-layer face foam for comfort and “moisture management”, along with the upper vents, to reduce fogging.

Each pair of goggles comes with an extra clear lens and microfibre storage bag for an SRP of £89.99.

Silverfish UK; tel 01752 843882; www.silverfish-uk.com

Motorex air filters 3

The Swiss oil and lubricant supplier has launched a new range of off-road air filters for motocross and enduro motorcycles. The washable foam air filters come pre-oiled with Motorex Bio Power Air Filter Oil and fit machines from Honda, Kawasaki, Suzuki, Yamaha, KTM, Husqvarna, Gas Gas and Sherco.

The filters can be cleaned using specialist cleaners including Motorex’s Bio Dirt Remover. Retail prices range from £14.32 to £15.12 depending on fitment.

Bickers; tel 01394 604040; www.bickers-online.co.uk

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Focal Point

MotoDirect

Malossi dampers 5

Malossi has released the new RS24/10-R dampers in three rear fitments for large-capacity maxi scooters. The dampers are made from CNC-machined 7075 aluminium with a 16mm low friction, hard-chromed damper shaft and a 40mm piston. They feature height adjustment (-2mm/+8mm), rebound damping adjustment, pre-load adjustment and compression damping adjustment.

They are filled with a low viscosity oil to reduce temperature variations and have twin nitrogen cylinders to control compression and rebound damping. Finished in anodised black and red with a white spring, the dampers are available for the pre-2015 BMW C Sport 600 and the 2016-on C Sport 650, the 2017-on Kymco AK550 and the 2017-on Yamaha T-Max 530.

VE (UK); tel 01159 462991; www.ve-trade.com

Bridgestone Battlax Hypersport S22 The Battlax Hypersport S22 is a new performance road tyre which the manufacturer claims delivers improved performance in all areas over its predecessor, especially in terms of wet weather performance. Test results to back up the claims include 15% faster cornering in dry conditions, 1.2% faster lap times in dry conditions and 5% faster lap times in wet conditions when compared to the S21.

The tyre uses a multi-compound structure, with a hard centre, softer traction areas and even softer edge compounds to optimise the balance between grip and cornering. Bridgestone says its use of MS-Belt construction and High Tensile Penetration Cord technology provide lighter handling and more stability at high speed without a reduction in wear life. Already available in a wide variety of sizes, more models are due to be added next year.

Bridgestone UK; tel 01926 488500; www.bridgestone.co.uk

The direct route to dealer profit MotoDirect aims to help its dealer customers to deliver sales and profit growth by supplying them with top brands including Arai and AGV helmets, Motul lubricants and its renowned own brands: Wolf and RST

B

ased in Derbyshire, our to fully service our 1000+ UK and business has more than 40 international customer base. years’ experience and has Additionally, our in-house established itself as a leading product development team is proud manufacturer and distributor of to be working with leading UK technical apparel and protective universities to cultivate the best equipment within the motorcycle product designers. This internship and autosport industries. programme, now in its fifth year, has Not only are we helped us produce the exclusive UK innovative garments distributor of Arai that cater for our helmets, AGV consumer needs. helmets and Motul The fruits of our oils and lubricants, labour can be seen we are renowned for in RST’s position our market-leading as the number own brands: Wolf, one motorcycling which is designed clothing brand in and manufactured the UK. Jonny Towers, in the UK; and RST, Terry Birtles, MotoDirect co-founder which is recognised MotoDirect globally and is managing director, now distributed to more than 60 comments: “Our investment countries. programme has helped to reinforce The business has experienced our relationships with customers. strong year on year growth and We are ambitious and passionate this has been supported by a about delivering long-term sales and wider investment programme to profit growth for our customers by strengthen the infrastructure of the providing a product portfolio that business. offers outstanding performance and value for consumers.”

NUMBER ONE CLOTHING BRAND For more information on how Implemented in 2018, a new to become a dealer of our market Enterprise Resource Planning leading brands, contact us. ■ system (ERP business management tel: 01773 864420 software) and B2B ordering email: sales@moto-direct.com portal have revolutionised our www.moto-direct.com operational capabilities, enabling us

“We are a products company, not a marketing company”

ESAB PAPR

Fabricators and custom bike builders can make use of some heavy-duty protection from welding fumes and particulates when welding, gouging and grinding with the new ESAB PAPR (Powered Air Purifying Respirator) system. It features a P3 filter and pre-filter to remove particulates and air flow can be adjusted between 170 and 220 litres per minute. Compatible with helmets such as the SENTINEL A50 for Air, G30 Air, G40 Air and G50 Air, it has both visual and audible alarms to the alert the operator in the event of a blocked filter or low battery. The ESAB PAPR weighs 1kg and its Li-ion battery pack provides up to eight hours of operation at the maximum air flow rate.

ESAB Welding & Cutting; www.esab.com

Tucano Urbano Lady Penna 5

For 2019 Tucano Urbano has launched the Lady Penna –a female-specific version of the Penna.

The palms are made of synthetic suede with elastic fabric used for the back and fingers, and there are mesh inserts for improved ventilation. Rigid knuckle inserts, padded inserts on the fingers and an antiabrasion palm provide CE-approved protection. The gloves feature touchscreen compatibility and an adjustable neoprene cuff with Lycra ribbed panels for better fit. Available in black and black/fluorescent yellow in sizes XS-L at an SRP of £34.99.

Tucano Urbano; tel 02035 295301; www.tucanourbano.com

MAY 2019 43

Arai is sticking with its tried and tested safety philosophy with its latest helmet, but Suzanne Potts discovers one very welcome new development

S

went into each helmet, that the factory output is 400 helmets per day, and that, despite the scale of the operation, the company remains in family ownership under CEO Michio Arai.

The company insists that it stands by its guiding principle of performance over profit and there is clearly great pride in the Arai name and brand.

NO GREAT CHANGE So what’s with the Profile-V? Why is it different and who is it aimed at?

In terms of shape there’s no great change. Arai is not following fashion with altered shapes, preferring to stick with the tried and tested “rounder, smoother, stronger R75 shell-shape styling” which is attributed to 90% of its range.

This is designed to perform well under “glancing off ” test conditions.

Arai is also sticking with its use of laminates for the Profile-V, designed to deliver super strength while being as light as possible. That said, Arai understands it doesn’t make the lightest helmets but sees any focus on weight as compromising safety.

The Profile-V benefits from a peripherally belted edge around the visor to strengthen what is

Product News

always potentially a weaker area, and beneath the super-shiny, slick outer shell is concealed Arai’s unique and original one-piece multi-density EPS (expanded polystyrene) liner.

EASIER TO GET ON The Profile-V is designed to welcome riders to the Arai family with the plush comfort, protection and features expected of the brand but also something else – the exclusive shell flares 5mm around the base, making it easier to get the helmet on and off (dealers report that for newcomers to Arai the initial “snugness” when putting the helmet on or taking it off can be challenging).

It’s equipped with dual intake vents, brow vents and a three-way chin vent, plus five exhausts. The VAS-V MAX vision visor is Pinlock ready and uses the F1-derived latch mechanism; the semiremovable interior features Facial Contour System (FCS) and speaker pockets. The optional Pro Shade System (PSS) – a clear visor that fits all fullface models and has a hinged smoked peak that drops down over the visor and acts as shade against the sun when you need it – can be fitted.

Additional features that you would expect from a high-end lid include semi-removable liner (the top padding stays in place but the liner is fixed with Velcro and easily removed for cleaning), speaker pockets, facial contour system (FCS), providing a snug fit and enhancing the comfort to the lower jaw, and a chin curtain to block air intrusion from turbulence below.

The Profile-V is available in six plain colours at an RRP of £379.99 and seven graphic options at £459.99.

For me, currently a wearer of the Arai Quantum ST Pro, I could instantly recognise the easier getting on and off due to the wider opening and it did feel a tad lighter while at the same time exuding quality and snugness. I felt that it looked great too – always a bonus!

On track it was extremely comfortable and I’m sure that it will prove a success across a range of users looking for a top-quality purchase without the highest premium price tag – for many this may well be the start of their Arai experience! www.moto-direct.com

s Product New aking products

The latest in profit-m

GRIP RENTHAL’S TECH HELPS ROL, RIDERS CONT FEEL AND INTERACT WITH THEIR BIKE.

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for your showroo

2 suit 2 Rev’It! Tornado suit, the Tornado the original Tornado

rugged A development of versatility with additional CE maintains its all-season key impact points. Rev'It! SeeFlex at and outer shell materials shoulders, knees are featured at the level-2 protectors come as standard CE level-1 protectors with a 2-in-1 elbows, SeeSmart outer shell is fitted at the hips. The mesh Tornado 2 men’s thermal liner. The in detachable rain and silver/black and sand/black black, in suit is available S-XYL, in various and trouser sizes jacket sizes S-XZL available.

2 ladies' suit is also Tornado A lengths. .

Prices on application sport.com REV’IT!; www.revit

and R-77 Alpha slip-on silencer, Yoshimura Alpha offers its SV650 Yoshimura (£499 SRP).

For the 2016 Suzuki SRP) or carbon fibre stainless steel (£425 £108 SRP. Yamaha’s XSR 900 available in either kit at system. the SV is a tail tidy with an R-77 full Also available for treatment, this time the pipework also gets the Yoshimura or carbon (£789 SRP) silencer, SRP) fans there’s the With a stainless (£699 or “works” finish. And for brand is available in a polished SRP. at £23 launched the carbonuniversal tank pad er has also recently and the The Japanese manufactur for the Honda MSX-125 (£469 SRP) (£473 SRP), system in Stainless Steel sleeved RS-2 race system, which comes SRP) and Titanium Blue 39 R-77S low-level race (£539 SRP), Titanium(£5 Black Metal Magic (£595 SRP). tel 01327 706139; Performance Parts; rts-ltd.com www.performancepa

NEW G211

cks 4 place Tirox SnapJalow-alloy steel jack locks into

off the The high-strength, lifting the rear wheel under the swing arm, stand and prop ground against the to spin freely for allowing the wheel cleaning. A secure maintenance and safe removal of the strap ensures the front brake lever in red jack, while an additional rolling. They are available and a carry pads locking strap prevents floor with two protective or blue and come discounts. with generous trade case. SRP is £47.35 -online.com 595746; www.wmd WMD; tel 01273

items

Keep our Product News section buzzing with all your latest items Send us the information we need, and we’ll put them in the mag and online. Remember, dealers need to be informed before consumers. We need trade relevant information about the item, retail pricing and up to date contact details. Plus good quality imagery. If you haven’t got suitable images, send your products to us and we can photograph them for you.

MT-10. Most MT-10 5 of accessories for Yamaha’s recently launched aero crash protectors R&G dresses the sive range and the range includes

steel a comprehen ed for this model (£27.99), stainless R&G has announced designed and manufactur £39.99), fender extender have been specifically (£34.99), engine case covers (from among many others. sliders and tail tidy (£94.99), (£67.99), bar-end shocktube (£25.49) radiator guard (£74.99), 89007; www.rg-racing.com 01420 R&G Racing; tel

Twin an Öhlins for Africa engineers have developed

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spray 4 365 protector Scottoiler TMXpopular FS 365 protector spray, this is intended

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Bull-it SR6 seriesin the range incorporate

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www.britishdealernews.co.uk 44 MAY 2019

Product news

o having received an invitation to the Arai Profile-V helmet launch from MotoDirect, the exclusive distributor of Arai helmets in the UK, I started to ponder what I actually knew about headgear generally, and I quickly came to the conclusion that ‘not a lot’ was the honest answer.

I suspect there are many like me who simply knew a helmet was at the higher end of the quality spectrum purely because it cost a helluva lot more!

I was, however, to become enlightened as to the ins and outs of helmet construction, design and the whole Arai philosophy of ‘born not made’ and ‘function over style’ which results in the manufacturer’s lids being arguably the best head protection gear out there.

The launch at Donington Park started with a presentation from the guys at Arai Europe who know the real deal when it comes to keeping the thing we have only one of, safe and intact. With a better understanding of the science behind an Arai helmet, it is not difficult to see why the brand has stood the test of time and become the lid of choice for more than six decades by the likes of Freddie Spencer, Randy Mamola, Jonathan Rea, Maverick Vinales and Leon Haslam – to name but a few.

Twelve of us from a variety of publications including BDN joined Ingmar Stroeven, managing director of Arai Europe, and Eelco Van Beek (comms manager) on what was the final leg of the European press launch for the new Profile-V, whose prototype was launched at the Milan show last year. Alongside the Arai representatives was a team which included Jonny Towers (co-owner of MotoDirect), Richard Barrett (senior brand manager for Arai) plus Reena and Anna from MotoDirect’s marketing team.

Eelco explained to the gathering that Arai helmets were 95% handmade, that 16 hours’ work

Product news

Product news

Profile-V eases access to the Arai brand

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MAY 2019  45

DeFazio column

DeFazio I

t started as an experiment, which ain’t unusual with me. According to Einstein, it keeps the mind fresh and alert.

I experiment constantly. At my desktop. In the garage. At the bathroom mirror. In the kitchen.

In bed. And anywhere else that I can find a suitable test tube. But on this occasion I was at my computer having just finished editing some videos that I’d been mucking around with.

We’re talking seriously amateur YouTube stuff, of course, and nothing that would impress Ridley Scott. I’d simply collected a stream of footage detailing various bike rides, and I wanted to use this digital celluloid to promote my website, which is called Sump Magazine. I don’t like to mention that name too often in this column, take note. It sounds a little self-indulgent. Immoderate. But in this instance I’m gonna let it drift because this ramble won’t make much sense without mentioning the S word.

Anyway, the plan was to knock up some videos and bounce them off a satellite and see what happened. One of the videos was on T140 Triumphs; that’s notched up a modest 30,000 views or thereabouts. Another was of a BSA Bantam; that’s collected around 12,000 visitors. Then I made a Triumph Trident video; now on its way to 60,000 views. But nothing went viral. Most videos don’t.

Nevertheless, these minor creations/abberations served their purpose, and they’re still luring visitors to my online magazine in dribs and drabs. I ain’t complaining.

YOU CAN’T BEAT THE BIKE Then, still in an experimental frame of mind, I decided to knock up something promoting modern bikes. As opposed to classics. A kind of online advert aimed at the usual car driving unconverted. But I was too lazy to go out and fool around with the GoPro. So instead, I worked up something using static images grabbed online. The first video was called: YOU CAN’T BEAT THE BIKE. It’s about two minutes long and highlights how motorcycles are one of the solutions to London’s transport problems. And not just London, but Birmingham, Manchester, Bristol, Cardiff, Newcastle, etc.

It’s an upbeat and optimistic message underscored by a Creedence Clearwater music track that was deliberately “spoiled” with engine noise to encourage listeners to put some money in John Fogarty’s pocket. He’s earned it.

And then came video two (1:15). This was a similarly styled upload about helmet cameras, the warning being that bikers habitually record dangerous road users. So THINK BIKE, THINK CAMERA, THINK JAIL. That was the message.

And John Fogarty got another (spoiled) look in.

Finally, I worked up video number three.

DISABILITY GLARE KILLS. At 53 seconds, this was the shortest. I uploaded it with the others and figured they’d maybe pick up a few views, but the underlying hope was that other people making videos of their own might nobble Sump’s footage and tag it at the end of their own; like public service adverts or something. That was Sump’s offer. And maybe it would also inspire people to do better (which wouldn’t have been difficult).

Then five years passed and I rediscovered the videos. I really had totally forgotten about them.

These days, you understand, I routinely dump information that I’ve no immediate use for. But when I took another peek, I figured that the vids weren’t all that bad. Actually, I thought they were

46 MAY 2019

A sideways look at the world of motorcycling, from journalist Danny DeFazio

pretty good – in an amateur way. Worse than some.

Better than others.

SMALLEST CAMPAIGN IN HISTORY Then came experiment number two.

What if I contacted the other online and print motorcycle magazines? What if I looked for a little support for a couple of road safety and bike promotion videos? And what if I cast that net a little wider to see who else might want to lend an ear to what might well be one of the smallest publicity campaigns in history (but could be a whole lot bigger if the usual suspects mucked in and helped it along)? How would all that be?

“Biking in the UK is in trouble. … The scene is shrinking. What it urgently needs are people of vision ready to reach out and form alliances and bake a bigger cake that we can all enjoy” So, partly out of curiosity (and partly out of vindictiveness), over the space of three or four weeks I fired off a series of press releases. I invited all recipients to promote the videos and ask their online visitors/readers to help spread the messages. I explained clearly that Sump Magazine would, at no cost, happily send the footage to whoever asked for it. I explained that any budding directors out there were free to lop-off the Sump logo and web address.

I explained that the target for the videos was the mainstream car world. So any bikers with connections to car forums might consider reposting the footage. And any so-minded bikers could stick the video links on their Facebook page, or Twitter page, or Instagram page, or whatever. As Adam famously said to Eve when they first met: Better stand back, because I don’t know how big this is gonna get…

And not unsurprisingly, pretty much everyone who received those emails did sweet f**k @ll. Nothing. Nada. Zilch.

So far, the only guys prepared to back this amateur initiative was British Dealer News, the Triumph Owners Motor Cycle Club, the Ariel Owners Motor Cycle Club, Road Safety GB, and the National Motorcycle Museum.

HEARD NARY A WHISPER Meanwhile, the guys who didn’t support this initiative were Andy Calton at MCN, Hugo Wilson at Bike, and Gary Pinchin at Classic Bike. In fact, nobody at all at Bauer lent any support.

Neither did anyone at Mortons Media, and we include The Classic MotorCycle, Classic Bike Guide, Old Bike Mart, and Back Street Heroes.

Sump sent the press releases to more than 40 UK bike clubs, including the VMCC, and we fired them off to the Ace Cafe and The Bike Shed. We contacted RoSPA, Brake, the MCIA, the BMF, the RAC, the AA and TfL and heard nary a whisper. We contacted marketing expert Dan Sager at Fab Biker and got no direct web support there either.

Then we stumbled upon an article by John Milbank at Bennetts Bike Social entitled Bikers: Our own worst enemies. This piece began, “Correct me if I’m wrong, but isn’t biking meant to be something we all love? Shouldn’t we share our passion for everything to do with motorcycling?

Isn’t it our duty to keep spreading the good word to anyone who’ll listen?”

Anyone who’ll listen? Hmm. So we contacted John and asked when he, via Bike Social, would be supporting our modest video initiative. We didn’t get a reply.

We also contacted Steve Rose, publisher at Bennetts Bike Social, and Alan Dowds, editor at Visordown. Not a murmur. Not a polite cough.

Not even a grunting eff-off.

We contacted 35 car magazines and 41 car websites hoping to spread the safety messages. No response. We tried many other people, groups and organisations. But no one else got their finger out of their exhaust pipes and donated a discreet square inch of their websites (where these videos would be best served).

LITTLE PIECE OF PISSING GROUND Meanwhile on Sump Magazine, at the last estimate we’ve published over 500,000 words over the ten years we’ve been operating. We’ve run thousands of articles and news stories, and carried thousands of backlinks supporting hundreds of clubs, businesses and organisations. We’ve got links to MCN, Visordown, the MCIA, Bennetts, Back Street Heroes, Old Bike Mart, RoSPA, Mortons’ shows and events, Brake, and the Samaritans. Hell, we’ll support just about anyone and anything as long as it’s (a) newsworthy, and (b) moves the biking game on a little and (c) doesn’t hurt anyone.

So why won’t the aforementioned guys back a trio of videos that in some trivial way just might help support motorcycling in the UK and might even help make the roads just a little safer? Is it simply because these characters are desperately holding on to their little piece of pissing ground unwilling to let anyone else take a leak on it for fear of losing position? Or is it pettiness? Meanness? Small mindedness?

Bloody-mindedness. Corporate castration?

Ordinary human apathy? Or just a lack of gumption?

Biking in the UK is in trouble.

That’s no secret. The old are dying.

The young ain’t trying. The scene is shrinking. What it urgently needs are people of vision ready to reach out and form alliances and bake a bigger cake that we can all enjoy. But human nature being what it is, it probably ain’t gonna happen.

Take a look at those names again.

Therein lies part of the problem. ■

www.britishdealernews.co.uk

DeFazio column

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MAY 2019 51

Classified Directory

SUSPENSION Fork tubes, custom length and rechroming specialist

0208 858 9052 www.allbikeengineering.co.uk THE UK’S FAVOURITE ONE STOP WHOLESALE SHOP

Distributor of DP brake pads and clutches.

THE UK’S FAVOURITE ONE STOP WHOLESALE SHOP PRICES FR OM ONLY

HI PERFORMANCE ROAD / RACE / OFF-ROAD AND CUSTOM SUSPENSION

WORLD CLASS SUSPENSION AT AFFORDABLE PRICES MADE IN THE UK

MADE IN THE UK

FORK STANCHIONS COMPLETE WITH SHUTTLE

UK DISTRIBUTOR

01274 599172

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£292

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Mono Shocks

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RRP £299.50 inc. Vat Tel: 020 8502 6222

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TYRES

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BUSINESS FOR SALE

BUSINESS FOR SALE

Dainese D-Store Bristol Motorcycle clothing store | Sale due to early retirement Excellent location with car parking | Established 20 years Premises available to lease or buy

07740951540 | 07979967867 | www.dainesedstore.co.uk

CLASSIFIED LINEAGE ■ WANTED: REDUNDANT STOCK! NEW AND USED, BURNT, BASHED OR CRASHED BIKES CLEAR OUT NOW! ANYTHING CONSIDERED JUST EMAIL LIST AND PRICE NOW! Email: premiumpartstmb@yahoo.com ■ AUCTION: YOUR WORKSHOP/STORES CLUTTER AUCTIONED SPRING AND AUTUMN IN LINCOLN. COLLECTED WITHIN 50 MILE RADIUS. NEXT AUCTION SAT 11TH MAY. Ben Bowser: 07890 516568; Facebook: One Two Wheels Auction ■ STOCK SELL OFF – LARGE QUANTITY: DUCATI, BENELLI, LAVERDA, MORINI, CAGIVA, JAPANESE, BRITISH, BMW, MZ ETC. STOCK LIST AVAILABLE. SELL OR EXCHANGE. NME Italia; tel 07833 906288 / 01268 710946 ■ WANTED: ANY USED CHILDREN’S MOTORCYCLES, IN NEED OF REPAIR OR READY TO RETAIL. KAWASAKI, HONDA, YAMAHA, SUZUKI, KTM, HUSQVARNA, STOMP, THUMPSTAR, CHAMP, GAS GAS. ANYTHING CONSIDERED – OLD STOCK, RETURNED STOCK, CLEARANCE STOCK OR ANYTHING GATHERING DUST IN THE CORNER OF THE WORKSHOP. CASH ON COLLECTION. Email: mrspeckle@hotmail.com 52 MAY 2019

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FIELD SALES MANAGER IT’S

F REE

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Looking for a rewarding and challenging role?

One of the UK’s largest wholesalers of motorcycle clothing, helmets, accessories and genuine spare parts is looking for an energetic and dynamic self-starter, who is flexible and targetdriven, to join our field sales team as a Field Sales Manager THE ROLE:

To promote and sell a comprehensive portfolio of motorcycle clothing, helmets, accessories and genuine spare parts for Fowlers under the banner of The Key Collection in the south-east of England, as well as generate new business and service the existing dealer network.

4th Dimension Group are recruiting for a number of roles across our businesses based in Egham including, but not limited to: SALES EXECUTIVE Handling the sale of second hand bikes SPECIALIST ENGINEER & PURCHASER Negotiating finance settlements and purchasing damaged motorcycles TECHNICIAN Providing repair service to our customers on a wide range of motorbikes

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www.fowlers.co.uk/jobs

Get shot of those obsolete spares, redundant tools and workshop British Dealer News will turn unwanted items in to cash. Remember, what you don’t want someone else does!

Please write your advertisement here in BLOCK CAPITALS.

If you’d like to find out more about the above or any other roles we have may available please contact hr@4th-d.co.uk with your CV

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MAY DEALER DISCOUNT OFFER Call Alison on 01237 422660 or email adsales@dealernews.co.uk MAY 2019 53

Financial column

On the Money Market analysis with Roger Willis

A

s President Trump’s ongoing trade war with China staggers towards some sort of face-saving resolution, he has begun to renew and ramp up similarly disruptive attacks on Europe. And once again, the motorcycle business features in his firing line. Chief gunslinger of his protectionist posse, US Trade Representative Robert Lighthizer, announced a wide-ranging punitive tariff salvo in April, with duties of up to 100% tacked on to £8.4bn-worth of European exports to America.

Apart from hitting smart suits from the likes of Armani, Hugo Boss and the UK’s Savile Row tailors, designer handbags, gourmet cheese, fine wines and an array of other luxury items, his target list also included 500-700cc motorcycles, plus motorcycle parts and accessories. The capacity band seems somewhat odd but I’ll explain its implications shortly.

Lighthizer’s ostensible excuse for this punishment was a World Trade Organisation (WTO) verdict that European aerospace giant Airbus had unfairly benefited from EU subsidies, to the detriment of US rival Boeing.

Should the scale of these sanctions win WTO approval, they will be applied this summer. Trump egged him on via Twitter, saying: “The EU has taken advantage of the US on trade for many years. It will soon stop!”

Of course, American hyperbole made no mention of a parallel WTO ruling against non-compliance by the US government when ordered to stop even bigger illegal tax breaks for Boeing – in relation to which

the European Commission (EC) has signalled its own retaliatory swathe of tariffs on £9.2bn of assorted US exports to Europe.

The background to such an increasingly aggressive conflict started to emerge into public consciousness after Trump inflicted punitive tariffs on steel and aluminium exports to America from European smelters,

Juncker had subsequently visited the White House and reached a deal to open formal US-EU trade talks.

These are now due to commence, with hard-boiled EC trade commissioner Cecilia Malmström facing up to “Bad Bob” Lighthizer, their hands no doubt hovering over holstered weaponry in a modern transatlantic equivalent of the OK

“Hard-boiled EC trade commissioner Cecilia Malmström will be facing up to “Bad Bob” Lighthizer … in a modern transatlantic equivalent of the OK Corral shoot-out” respectively of 25% and 10%, last year. And then £3bn in tit-for-tat retaliation from the EU put an additional 25% in import duties on a selection of American goods, notably including over-700cc motorcycles – which previously attracted only a 6% standard EU external tariff.

HOLSTERED WEAPONRY Harley-Davidson was most grievously wounded, given Europe is its biggest overseas market, accounting for about one-fifth of global retail sales. A decision to maintain prices without passing on the duty hike to European customers was the major contributor to an operating loss of £45.2m during the final three months of Harley’s 2018 financial year.

Following the steel and aluminium spat, EC President Jean-Claude

Corral shoot-out. Suffice to say there’s not much in the way of goodwill from either side of the table.

But long prior to both moves, Bad Bob had already dragged bikes into the kill-zone. In early 2017, he menaced European 51-500cc motorcycles with up to 100% US tariffs, in response to the EU blocking imports of hormone-enhanced American beef. Implementation of his threat was put on hold while broader agricultural issues were supposedly discussed. But over the past two years that simply hasn’t happened.

Malmström’s brief in the forthcoming round of trade talks is confined solely to the status of industrial goods, owing to a rejection of debate on farming topics by the French government. However, the US is insisting that agriculture must be

part of the negotiations, so American farmers can force chlorine-washed chicken and other adulterated or genetically modified foodstuffs on to unwilling European palates, beside dodgy beef. “There’s not going to be any agreement without it,” opined Lighthizer, in full-on Bad Bob mode.

So those smaller bikes will be back on his revenge agenda too, alongside the middleweight Boeingrelated tranche, now doubling US ammunition to cover motorcycles from 51cc to 700cc. And it doesn’t end there, because yet another adversity is lurking in the shadows.

Bad Bob and his boss Dastardly Donald are scheduled to take a decision about US imports of European cars this month, an itch that Trump has been scratching for some time, with a tariff of at least 25% in mind. Factoring in over-700cc motorcycles as well would be just one more protectionist box ticked.

At first glance, this could be exceedingly painful. According to Eurostat data from the EC, sales to the US represent a dominant 29.1% of all motorcycle exports from manufacturers in EU countries. Parts and accessories are slightly higher, 30.8% of the total. Having these tallies savaged if bikes become cannon fodder in a war of attrition will hurt – but not necessarily for very long.

SCRAMBLE TO OFFSHORE Reacting to their own unfortunate backlash incurred through Trump’s ill-conceived attempts to trash the economies of America’s erstwhile allies, Harley-Davidson and Indian

SHARE PRICES - 19 APRIL 2019 USA (US dollar) Harley-Davidson Polaris Textron Curtiss

Price

Daily change

52-week range

40.89 98.79 55.15 0.11

-0.37% +0.39% +1.70% N/A

46.79 - 31.36 131.25 - 70.27 72.87 - 43.27 1.50 - 0.07

One year return

+3.68% -16.46% -15.66% -72.5%

Notes: Polaris makes Indian bikes, ATVs, snowmobiles, quadricycles and EVs. Textron produces own-brand ATVs. Curtiss Motorcycles, formerly Confederate Motors, makes limited-edition cruisers.

CANADA (Canadian dollar) BRP 41.31 +0.44%

74.78 - 32.34

-21.07%

Notes: Bombardier Recreational Products makes Can-Am ATVs and road trikes, Ski-Doo snowmobiles, Sea-Doo PWC and Rotax proprietary engines.

VIETNAM (Hong Kong dollar) VMEPH 0.28 N/A

0.47 - 0.26

-33.73%

Notes: Vietnam Manufacturing & Export Processing Holdings, a JV partner of SYM, is the third-largest Vietnamese bike manufacturer.

SOUTH KOREA (won) KR 499 Daelim 93,500

+0.20% -0.21%

760 - 460 -19.52% 108,000 - 72,300 +14.93%

Notes: KR Motors makes Hyosung bikes and ATVs. Daelim Industrial retains a controlling 59% stake in Daelim Motor, the largest bike manufacturer in Korea. (The remainder is British, owned by Standard Chartered Bank.)

INDONESIA (rupiah) Astra 7850 Indomobil 2660

+1.29% +2.31%

8775 - 6100 4780 - 1550

+4.67% +33.27%

Notes: Astra International is a Honda JV partner. Its controlling shareholder is British conglomerate Jardine Matheson. Indomobil Sukses Internasional is a Suzuki JV partner.

Price

EUROPE (euro) BMW VW KTM Piaggio Energica

77.71 166.25 55.00 2.59 2.41

Daily change

+0.37% +0.73% +3.77% -0.84% -0.82%

52-week range

One year return

93.87 - 67.73 174.70 - 128.60 70.00 - 51.80 2.67 - 1.69 5.92 - 2.15

-10.52% -0.42% -5.99% +16.2% -20.46%

Notes: Volkswagen Group owns Ducati. Energica Motor is an Italian manufacturer of electric superbikes.

PAKISTAN (Pakistani rupee) Atlas Honda 380.00 N/A Pak Suzuki 265.35 +5.00%

640.00 - 360.00 490.00 - 170.00

-31.65% -44.72%

Notes: Atlas Honda and Pak Suzuki are JV assembly partners.

INDIA (rupee) Hero Bajaj TVS Eicher Mahindra Maharashtra Scooters India

2741.55 3069.50 518.35 21,023.90 684.65 3864.10 33.95

+0.07% 3819.00 - 2515.00 -24.12% +0.03% 3213.95 - 2420.00 +9.57% +0.28% 693.40 - 448.30 -22.62% -1.16% 32,236.70 - 18,780.00 -31.73% -0.50% 993.00 - 615.60 -13.92% +2.92% 3874.80 - 2010.00 +61.82% +3.03% 62.55 - 25.95 -43.98%

Notes: Hero MotoCorp is India’s largest indigenous bike manufacturer. Bajaj has a major shareholding in KTM and ties with it and Kawasaki. TVS is a former Suzuki JV partner and BMW Motorrad contractor. Eicher makes the Royal Enfield brand. Mahindra & Mahindra has an own-brand bike range, a majority stake in French scooter brand Peugeot and owns formerly British BSA and Czech Jawa brand rights. Maharashtra Scooters assembles CKD scooter kits manufactured by Bajaj. Scooters India makes Vikram three-wheeled taxis and light trucks.

MALAYSIA (ringgit) Oriental Holdings 6.76 Hong Leong 10.60

+0.15% N/A

6.88 - 5.82 12.30 - 8.42

+15.78% +0.61%

Price

Daily change

JAPAN (yen) Honda Yamaha Suzuki Kawasaki

3198 2441 5170 2714

-0.50% +0.37% -0.04% +0.07%

3836 - 2733 3560 - 1971 7680 - 4521 3840 - 2198

-10.21% -25.5% -9.78% -20.96%

CHINA (yuan) Qianjiang Zongshen Sundiro Jialing Lifan Loncin Linhai GAG CFMoto

11.34 9.69 3.28 7.40 9.06 5.47 8.54 14.36 22.67

-0.61% +4.08% -4.93% +0.82% +9.95% -0.55% -1.84% -0.35% -1.05%

17.23 - 7.50 10.17 - 4.08 6.37 - 2.41 8.12 - 3.52 9.06 - 3.65 6.40 - 3.61 10.26 - 4.90 15.00 - 10.00 27.47 - 14.01

-32.5% +69.26% -47.01% N/A +51.25% -5.28% +4.4% +17.43% -13.09%

CHINA (Hong Kong dollar) Jianshe 7.49 -0.13%

52-week range

8.96 - 5.30

One year return

-6.96%

Notes: Qianjiang owns Keeway and Benelli. Zongshen makes own-brand bikes and proprietary engines, and has JV partnerships with Piaggio, (scooters), and Harley-Davidson (parts). Sundiro is a Honda JV partner. Jialing makes own-brand bikes using Honda licensed technology. Lifan makes own-brand bikes and distributes MV Agusta in China. Loncin is a Kawasaki JV partner and OEM engine contractor to BMW Motorrad. Linhai and Jianshe are Yamaha JV partners. Guangzhou Automobile Group (GAG) is the parent of Honda JV partner and own-brand bike manufacturer Wuyang. CFMoto makes bikes and ATVs, exporting to the UK under the WK Bikes brand.

TAIWAN (Taiwanese dollar) SYM 20.20 N/A

23.50 - 19.35

-0.1%

Notes: Sanyang Motor (SYM) is the leading Taiwanese bike manufacturer.

Notes: Oriental Holdings is a Honda JV partner. Hong Leong Industries is a Yamaha JV partner.

54 MAY 2019

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Financial column

Helping Motorcycle Dealers

Sell more Finance

Motorcycle parent Polaris have shown the way forward. Both are TopBanner.indd 4 urgently scrambling to offshore production destined for Europe from the US, for tariff evasion purposes. Polaris is set to exploit excess capacity at its European ATV plant in Poland. Harley, coping with substantial larger volumes, intends to divert and increase capacity at the motorcycle plant it has been constructing in Thailand – ironically to escape high import duties in the ASEAN trading bloc of which Thailand is a member.

As for European manufacturers avoiding putative US tariff walls, Triumph would be an automatic and instant winner, because the vast majority and possibly a totality of the bikes it ships to America are already made at the notionally British flag-carrier’s long-established factories in Thailand. Ducati has a Thai facility too, serving ASEAN countries, although it’s relatively small and might struggle to fulfil additional US demand in the short term.

The KTM and Husqvarna sister brands have both the largest exposure to American risk, as leaders in the massive US motocross and enduro market, and probably the most options. Their KTM parent has joint-venture and contractual manufacturing partnerships all over the place. For instance, a JV plant in the Philippines sells to ASEAN nations, while Bajaj Auto in India and CFMoto in China aim Austrianbadged machines to a plethora of destinations worldwide.

BMW Motorrad is likely to have the worst problems. Its assembly 13/12/2018 contractor in Brazil wouldn’t count because, like similar arrangements bolting together CKD parts kits from Europe for Triumph, Ducati, etc, lack of local content would scupper proof of genuinely Brazilian origin. And BMW’s Indian contractor TVS Motor couldn’t be trusted with anything else other than the G310 stable after launch was delayed for 12 months thanks to tragically inconsistent quality. However, BMW has a huge American car plant at Spartanburg in South Carolina, churning out X-model SUVs, and it’s quite feasible that a motorcycle production line could also be installed there. Establishing an appropriate US-sourced component supply chain at short notice might be a challenge beyond even German ingenuity, though.

Having said all of this, it remains unclear where Dastardy Donald and Bad Bob are going with their trade warfare programme. Electioneering is Trump’s principal motive as the 2020 presidential poll approaches.

He is desperate to cling on to power for a second term. To that end, he needs to deliver convincing “America First” mercantile damage to Johnny Foreigner – sating the atavistic appetites of all those redneck morons who voted for him, irrespective of longer-term economic consequences at home or abroad.

Lunatics are running the asylum.

And they definitely don’t ride motorbikes. ■

POLARIS BRAND GOES BALLISTIC Periodically, charts of the world’s most valuable brands emerge from the likes of Forbes, Interbrand or Statista.

They usually agree more-or-less on rankings but actual valuations are questionable, and may be snatched out of thin air – particularly since an invasion of amorphous new-tech giants such as Apple, Amazon, Google and Huawei have overwhelmed old-school industrials.

Nevertheless, it’s always interesting to see where motorcycles feature.

Latest top-100 global lists for the first quarter of 2019 place Volkswagen’s multifarious automotive brand portfolio, including Ducati, in 13th spot.

The combined price-tag is a notional £47.7bn. For the sake of argument, let’s say the relatively small but highlyprized Italian bike marque accounts for a billion quid of that.

Nearest challenger, now relegated to 29th from 16th last year, is BMW. Its alleged worth as a brand is £31.5bn, And, on the same basis as Ducati, the

Motorrad arm might represent a couple of billion at best. Honda is next in line, claiming 57th on £20bn. Considering nearly half of the company’s automotive profits come from motorcycles, maybe the bike-business badge might have a £9bn stand-alone value. Harley-Davidson, a fading star which no longer sits at many versions of the top-100 table, was still credited with a £5.2bn ticket by Interbrand.

My reason for venturing down this fanciful alley was the even sillier recent elevation of Indian Motorcycle parent Polaris to a top-10 pantheon of highestvalue brands based in its home state of Minnesota. A manifestation in 9th position was narrowly ahead of the US franchise for Franco-American stirred yoghurt champion Yoplait, jointly owned by America’s General Mills and French dairy farmers’ cooperative Sodiaal. Presumably Minnesotan rolling green pastures provide almost equally fertile ground for fermented milk, ATV and cruiser cultivation.

12:06

TOOLS OF THE TRADE

#1: The online finance calculator In forthcoming issues of British Dealer News, we’re planning to take you through some of the advanced online tools that motorcycle retailers should be using to maximise their online retail potential. The first is the finance calculator.

This is the most familiar and wellestablished online motor finance tool and is the bare minimum that dealers should offer. Essentially, it provides the means for the online buyer to calculate the cost of financing a motorcycle using parameters such as deposit, loan and term for products such as hire purchase and personal contract plan.

best web designers make them as available as possible. That means having the calculator alongside the motorcycle in which the customer is interested every time it appears on a page, whatever the device being used to access the web site.

Our research shows that where this happens, customers are much likely to use the tool and, ultimately, to buy the bike in question.

Its importance is that it provides customers with the means to work out the affordability of the bike in their own time and, where a finance calculator is provided, it will considerably extend the time spent on each dealer’s web site.

Customer use of finance calculators can be recorded and this provides you not only with useful information about the choices that they are making but also provides an audit trail in the event of any compliance issues. In fact, the whole process is very FCA-friendly.

The finance calculator should also be accompanied by detailed product information, ideally in video form, to explain the most important features of products such as HP and PCP. All of this helps to give the customer a real sense of control and choice over the finance process, enabling them to progress the purchase in a manner that makes them feel comfortable.

The best types of calculator are simple and easy to use, and the

Once the customer has arrived at a finance solution which they feel meets their needs, they can then progress onto the next stage of the online motor finance process – the multi-lender comparison tool. See more in our next column.

Phil Harding Head of Partnerships iVendi Limited philip.harding@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 0345 226 0503 or email tellmemore@ivendi.com

MAY 2019 55

UK statistics

Used Bikes

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Used bike internet searches

RESOUNDINGLY SOLID GROWTH

Top Twenty March 2019

1. Yamaha R1 _____________________ 52,104 2. Honda CBR1000RR Fireblade ______ 46,086 3. Yamaha R6_____________________ 42,040 4. Triumph Street Triple ____________ 42,006 5. Triumph Tiger __________________ 41,021 6. Harley-Davidson Sportster ________ 37,991 7. BMW S1000RR _________________ 34,314 8. Triumph Bonneville _____________ 33,366 9. BMW R1200GS _________________ 32,618 10. Honda CBR600RR _______________ 32,320

11. Triumph Speed Triple ____________ 31,913 12. Yamaha MT-07 _________________ 30,696 13. Ducati Monster _________________ 29,008 14. Suzuki GSXR600 ________________ 28,153 15. KTM Duke _____________________ 27,628 16. Suzuki GSXR750 ________________ 27,556 17. BMW R1200GS Adventure ________ 26,856 18. Kawasaki ZX-6R ________________ 26,797 19. Harley-Davidson Softail __________ 26,668 20. Suzuki GSXR1000 _______________ 24,825

There has been a big increase in bike searches from February to March as we come into season and the sun starts to shine.

Overall model searches have increased from 2.2 million to 2.8 million on Auto Trader Bikes, with the Yamaha R1 in top spot, gaining an additional 11,000 searches in February.

Sportsbikes dominate the top 20, with nine suitable track-day machines featuring in the list. The remainder of the list is made up of adventure, naked and retro bikes, with Triumph machines featuring heavily in the rankings as

usual, the most popular being the 4th placed Street Triple, winner of the Auto Trader Bike awards in 2017.

The ability to search by monthly payment now enables bikers on Auto Trader to look for a dream machine that matches their monthly budget. Please contact your account manager today if you’re not signed up and would like to know more about this.

Paul Edmondson Auto Trader product lead

Strong start to the season but quality stock a challenge Most recent feedback from dealers suggests demand has been stronger than last year, with some respondents reporting an excellent start to the season.

However, with Brexit delayed and economic uncertainty continuing, dealers remain cautious.

Some dealers reported that although March started on a healthy note, sales and demand slowed later in the month.

• Kawasaki Z1000SX continues to be popular • Adventure bikes remain solid performers • Triumph Street Triples are experiencing healthy demand • Sports machines are less popular because riding comfort has become more of a priority The majority of dealers hold the view that stock availability is broadly in line with last year.

®

56 MAY 2019

However, a number of respondents continues to find locating quality stock at the correct price difficult. Other dealers though, report a stronger position, with a plentiful supply of part exchanges following March’s plate change.

Early April has been rather typical, with periods of dry weather interspersed with showers. Overall, it has not been bad, providing some fine riding conditions.

With the season progressing and the likelihood of the weather improving, most dealers remain hopeful that demand will increase. In May’s edition of Glass’s data, the 68 plates are included and the majority of values held for this edition, reflecting the current stability in the used market.

Paul McDonald Leisure vehicle editor

®

As a traditional new-plate month with big volumes, March usually kickstarts the bike sales season. But this year, it also shrugged off current political and economic uncertainties to deliver resoundingly solid growth, writes BDN financial editor Roger Willis.

After a brief hiatus while the MCIA sorted out a number-crunching glitch that had deleteriously skewed initial figures, it transpired that total monthly registrations for March had risen by 9.7% to 16,682 units compared with the same month last year.

Motorcycles were 10.1% up to 13,659, scooters posted a more modest increase of 2.6% to 2386 and mopeds boasted a tremendous resurgence, stacking on 42% at 541 (or a confusing 35.6% improvement to 579 when restated as up-to-50cc kit).

Either way, every capacity class made progress. The lightweight entry-level and budget commuter 51125cc sector led positivity beyond that admittedly still small moped tally, adding 13% to 3815. Middleweight 126-650cc products were 11.2% up at 3768. Royal Enfield importer Moto GB took surprise laurels both in this slot and the Naked style category for highestregistered bike, with 262 samples of the Indian brand’s new 650cc twin-cylinder Interceptor model.

Dealers hoping for greater returns from premiumpriced bikes wearing the new plate weren’t disappointed – 651-1000cc machines added 6% to 4125 and over-1000cc models grew by 6.5% to 4395.

Both these classes were topped by Adventure Sport offerings, respectively some 246 units of Honda’s CRF1000 Africa Twin and 582 of the outright bestselling BMW R1250GS. Their success underlined that Adventure style ruled the roost growth-wise yet again, climbing by 18.8% to a cool 3882 bikes.

Manufacturer performances as defined by top-10 rankings were decidedly mixed, although a pair of stars stood out like beacons of plenty. Leading Chinese brand Lexmoto may have been down in ninth spot but doubled its money with a breath-taking 100.1% registrations hike. And KTM in seventh added a muscular 31.5%.

Having said that, usual suspects dominated the top five, despite not all of them being able to claim winner status. Honda maintained its perennial leadership with a 15.8% rise. BMW Motorrad was runner-up, flaunting an impressive 12.3% increase. Yamaha added 8.3% to complete the podium. Kawasaki grabbed fourth position but suffered a sharp 10.7% loss. Triumph in fifth was a more marginal 1.1% down.

Suzuki achieved sixth position, 4.9% in arrears, while Harley-Davidson dropped by 10.2% in eighth.

Ducati finished tenth, just on the positive side of flat by 0.7%. Stock shortages or late arrival of headline 2019 models may have been a justifiable excuse for some underperforming brands.

For the first quarter of this year, overall registrations are now 10.2% up to 27,131. Motorcycles have put on 9.1% to 20,735, scooters enjoyed a 14.8% lift to 5002 and mopeds are 13.4% better off at 1248.

NEED EXTRA PROFIT ON NEW & USED BIKE SALES? 01622 815 679 | diamondbrite@jewelultra.com | jewelultra.com

www.britishdealernews.co.uk

UK statistics

Registration Data New motorcycle and scooter registrations for March 2019 2019 / 2018 Registrations by Style MOPEDS

Mar 2019

Year to Date

Mar 2018

Moped Scooters

425

Moped Others TOTAL MOPEDS

Change

330

28.8%

116

51

127.5%

541

381

42.0%

Mar 2019 980

Mar 2018

% Change

Highest Registering Model

by Style

Mar 2019 Registrations

930

5.4%

Lexmoto Echo 50

62

268

171

56.7%

Lexmoto Hunter 50

23

1248

1101

13.4% 582

MOTORCYCLES Adventure Sport

3882

3267

18.8%

5405

4629

16.8%

BMW R1250GS

Custom

1069

1320

-19.0%

1685

1981

-14.9%

Honda CMX500 Rebel

79

Naked

5357

4539

18.0%

8030

6992

14.8%

Royal Enfield Interceptor 650

262

Scooter

325

2386

2326

2.6%

5002

4358

14.8%

Honda PCX125

Sport/Tour

562

595

-5.5%

722

767

-5.9%

Kawasaki Z1000SX

302

Supersport

1487

1405

5.8%

2160

2058

5.0%

Multiple Items

148

Touring

487

501

-2.8%

660

707

-6.6%

BMW R1250RT

158

Trail/Enduro

814

777

4.8%

2069

1833

12.9%

Honda CRF250LA

89

Unspecified

1

7

-85.7%

4

30

-86.7%

16045

14737

8.9%

25737

23355

10.2%

TOTAL MOTORCYCLES TRICYCLES Scooter

43

59

-27.1%

76

97

-21.6%

Piaggio MP3 500LT Sport ABS

11

Other

53

31

71.0%

70

56

25.0%

Harley-Davidson Tri Glide Ultra

10

TOTAL TRICYCLES

96

90

6.7%

146

153

-4.6%

16682

15208

9.7%

27131

24609

10.2%

TOTAL REGISTRATIONS

2019 / 2018 Registrations by Capacity ENGINE BAND

Mar 2019

0 - 50cc

Year to Date

Mar 2018

% Change

Mar 2019

Mar 2018

% Change

Highest Registering Model

by Capacity

Mar 2019 Registrations

Manufacturers by brand Top Ten Mar 2019

1. Honda _____________________ 3321 2. BMW ______________________ 2176 3. Yamaha ____________________ 1661 4. Kawasaki ___________________ 1481 5. Triumph____________________ 1333 6. Suzuki ______________________ 902 7. KTM ________________________ 864 8. Harley-Davidson ______________ 737 9. Lexmoto ____________________ 657 10. Ducati ______________________ 540

Alternative-powered PTWs Registrations by Style MOPEDS

Mar 2019 Mar 2018

Moped Scooters

80

Moped Others

22

27 7

TOTAL MOPEDS

102

34

MOTORCYCLES Adventure Sport

3

4

Naked

4

2

Scooter

30

33

Supersport

0

0

Trail/Enduro

1

4

Unspecified TOTAL MOTORCYCLES

0

2

38

45

579

427

35.6%

1302

1161

12.1%

Lexmoto Echo 50

62

51 - 125cc

3815

3375

13.0%

7802

6935

12.5%

Honda PCX125

325

TRICYCLES

126 - 650cc

3768

3390

11.2%

6362

5475

16.2%

Royal Enfield Interceptor 650

262

Commercial Tricycle

3

2

651 - 1000cc

4125

3891

6.0%

5779

5400

7.0%

Honda CRF1000

246

Tricycle

0

0

over 1000cc

4395

4125

6.5%

5886

5638

4.4%

BMW R1250GS

582

TOTAL TRICYCLES

3

2

16682

15208

9.7%

27131

24609

10.2%

143

81

TOTAL REGISTRATIONS

MONTHLY REGISTRATIONS ROLLING YEAR COMPARISON

TOTAL REGISTRATIONS

MOT TESTS SINCE 2000 A look at recently-released DfT stats showing the number of motorcycles to have undertaken MOT tests in the past twelve months shows that there has been a significant reduction.

The 2016/17 total of over 1.1 million tests fell by more than 4.4% to a total of just under 9.7 million in 2018/19.

Reasons behind the fall are not explained, but the sharp decrease means not only a loss of approximately £1.3m in

18000 16000 14000 12000 10000 8000 6000

1,200,000

4000

1,000,000

2000

2017/18 2018/19

lost test fees, but also a loss of workshop income from remedial repairs for failures and loss of ongoing sales of repairs, kit and accessories for the 42,742 fewer motorcycles that are now on the road.

The failure rate for MOTs was the lowest of this century so far at 10%, showing that bikers are, in general, keeping their rides in better condition than they did back at the Sheet1 turn of the millennium when the failure rate peaked at over 20%.

MOT tests performed

800,000 600,000

0 Mar Apr May Jun

Jul Aug Sep Oct Nov Dec Jan Feb Mar

400,000 200,000 0 20 00 /01 20 01 /02 20 02 /03 20 03 /04 20 04 /05 20 05 /06 20 06 /07 20 07 /08 20 08 /09 20 09 /10 20 10 /11 20 11 /12 20 12 /13 20 13 /14 20 14 /15 20 15 /16 20 16 /17 20 17 /18

Registration statistics supplied by the MCIA; tel 02476 408000; www.mcia.co.uk

MOT tests failed

“Customers comment on how easy their bike is to clean after the treatment, and our sales team like it, because it gives the an extra source of revenue.”

Dan Anthony, Bridge Motorcycles in Exeter 01622 815 679 | diamondbrite@jewelultra.com | jewelultra.com

MAY 2019 57

DfT statistics

Full-year Statistics

ADVERTISER

INDEX

Registration data* for the period Jan - Dec 2018. Source: DVLA/DfT

Registrations by capacity by brand

Best selling PTWs Honda WW 125 (PCX125) ______ 2227 Yamaha NMAX 125 __________ 1917 Honda GLR 125 (CB125F) ______ 1555 Honda NSC 110 ____________ 1531 BMW R 1200 GS Adventure _____ 1450 Honda CRF 1000 (Africa Twin) ____ 1446 Triumph Street Triple _________ 1299 Triumph Tiger 800 (all versions) __ 1248 BMW R 1200 GS ____________ 1226 Honda CBF 125 ____________ 1047 Kawasaki Z1000SX __________ 1014 Yamaha MT-07______________ 979 Yamaha Tracer 900 ___________ 926 Honda MSX 125 _____________ 921 Honda NC 750 ______________ 854 Kawasaki ZR 900 (Z900RS) ______ 851 Piaggio Vespa GTS300 (all) ______ 832 Yamaha MT-09______________ 813 Yamaha YS 125 _____________ 794 Yamaha MT-125 _____________ 743

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

19.

20.

0-49cc : Total 4523 1. Lexmoto ______760 2. Peugeot ______561 3. SYM_________452 4. AJS _________372 5. Piaggio _______361

6. Yamaha ______265 7. Znen ________241 8. Neco ________155 9. Aprilia _______146 10. Motorini ______131

Highest registering models

50-125cc : Total 31766 1. Honda ______ 9581 2. Yamaha _____ 4965 3. Lexmoto _____ 3531 4. Suzuki ______ 1682 5. Sinnis _______ 1308

6. Keeway _____ 1206 7. Piaggio ______ 1170 8. KTM________ 1021 9. SYM_________874 10. Peugeot ______689

Highest registering models

126-650cc : Total 17291 1. Honda ______ 4554 2. Kawasaki_____ 2299 3. KTM________ 2082 4. Suzuki ______ 1394 5. Royal Enfield __ 1240

6. Yamaha _____ 1106 7. Piaggio _______870 8. Husqvarna _____814 9. BMW ________582 10. Beta ________493

651-1000cc : Total 22757 1. Yamaha _____ 4735 2. Triumph _____ 4236 3. Honda ______ 3956 4. BMW _______ 2444 5. Kawasaki_____ 2085

6. Suzuki ______ 1489 7. Ducati ______ 1320 8. Harley-Davidson _784 9. KTM_________650 10. Husqvarna _____318

Over 1000cc : Total 19070 1. BMW _______ 5233 2. Triumph _____ 3722 3. Harley-Davidson 3577 4. Kawasaki_____ 1681 5. Ducati ______ 1621

6. KTM________ 1311 7. Suzuki _______476 8. Honda _______423 9. Indian _______391 10. Yamaha ______306

AA WARRANTY tel 03300 555259 ______________33

1.

2.

3.

4.

5.

1.

2.

3.

4.

5.

Lexmoto Echo 50 _________ 455 Peugeot Kisbee 50 ________ 337 Lexmoto Hunter 50 ________ 176 SYM Symply 50 __________ 170 Yamaha Aerox R__________ 160

Honda WW 125 (PCX125) ___ Yamaha NMAX 125S ______ Honda GLR 125 (CB125F) ___ Honda NSC 110 _________ Honda CBF 125 _________

BIKE ALERT tel 01322 526236 ______________ 2, 59 BIKESURE tel 0844 880 3980_________________25 BRADBURY BROS tel 01484 641073 ____________20 CATALYST COMPUTER SYS. tel 01162 301500 ______36 DIAMONDBRIGHT tel 01622 816109 _______ 37, 56, 57 DUCATI UK tel 08456 718500 ________________19

2227 1917 1555 1531 1047

Highest registering models 1.

2.

3.

4.

5.

B&C EXPRESS tel 01522 791369 _______________27

Piaggio Vespa GTS 300 (all) ___ 804 Royal Enfield Himalayan_____ 691 Honda CMX 500 Rebel ______ 645 Honda CB650F __________ 588 Honda CBR650F __________ 562

EBC BRAKES www.ebcbrakes.com ____________21 FIRST RESPONSE FINANCE tel 0115 946 6260 ______5 FOWLERS tel 0117 9718840 _________________25 HENDLER WHOLESALE tel 01405 480125_________47 IVENDI tel 0345 2260503 ___________________55 LARSSON UK tel 01536 265633 _______________10 LEXHAM INSURANCE tel 0845 607 6756 _________60 LS2 HELMETS tel 01670 856342 ______________ 1,7 MOTOR AUCTION GROUP tel 01709 919400 _______35 McAMS tel 0845 642 0000 __________________45 MIDWEST MARKETING tel 01527 574422 ________27 MODE PERFORMANCE tel 0333 666 0680 ________34 MOTO DIRECT tel 01773 864420 ___________ 43, 45

Highest registering models 1.

2.

3.

4.

5.

Honda CRF 1000 (Africa Twin) 1446 Triumph Street Triple ______ 1299 Triumph Tiger 800 (all versions) 1248 Yamaha MT-07 __________ 979 Yamaha Tracer 900 ________ 926

ORO2U tel 01597 822666 ___________________18 OXFORD PRODUCTS tel 01993 862300 _______ 30, 31 PARTS EUROPE tel +49 6501 9695 0____________15 QUADZILLA tel 01507 522900 ________________11 R&G tel 01420 89007 ______________________11 ROB HUNTER tel 01749 880615 _______________27 ROCK OIL tel 01925 636191___________________4

Highest registering models 1.

2.

3.

4.

5.

BMW R 1200 GS Adventure __ 1450 BMW R 1200 GS_________ 1226 Kawasaki ZX 1000 (Z1000SX) _ 1011 Triumph Speed Triple 1050 ___ 647 Triumph Bonneville T120 ____ 622

RS WORKSHOP EQUIPMENT tel 01832 741007 _____32 SHAD UK tel 03333 448 252 _________________47 SUPER BIKE LOANS tel 01625 353001 ___________23 THE KEY COLLECTION tel 0117 9719200 _________13 ULTIMATE PARTS tel 01159 216688 ____________26 VE (UK) tel 01159 462991 ____________________3 WMD tel 01273 595746 _____________________6

Top manufacturers Jan-Dec 2018 vs 2017 Brand

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.

WULFSPORT tel 01900 873456 _______________24

*Data does not include vehicles registered in Northern Ireland, Isle of Man or the Channel Islands

Registrations Market Share Registrations Market Share Change in 2018 2018 2017 2017 Market Share

Honda Yamaha BMW Triumph Kawasaki KTM Suzuki Harley-Davidson Lexmoto Ducati Piaggio SYM Sinnis Peugeot Royal Enfield Keeway Husqvarna Aprilia AJS Royal Alloy Benelli Mutt Beta Indian CCM Zontes Motorini Hanway Scomadi Neco Moto Guzzi

18538 11379 8291 7963 6171 5080 5041 4362 4291 2956 2401 1386 1325 1275 1240 1206 1169 927 900 710 690 522 511 435 355 350 326 273 264 263 259

58 MAY 2019

19.30% 11.80% 8.60% 8.30% 6.40% 5.30% 5.20% 4.50% 4.50% 3.10% 2.50% 1.40% 1.40% 1.30% 1.30% 1.30% 1.20% 1.00% 0.90% 0.70% 0.70% 0.50% 0.50% 0.50% 0.40% 0.40% 0.30% 0.30% 0.30% 0.30% 0.30%

19824 12309 8508 8578 5408 4475 3783 4132 3645 3209 3096 1007 904 1583 491 708 716 817 1041 0 298 440 590 324 56 425 336 238 163 302 224

20.80% 12.90% 8.90% 9.00% 5.70% 4.70% 4.00% 4.30% 3.80% 3.40% 3.30% 1.10% 1.00% 1.70% 0.50% 0.70% 0.80% 0.90% 1.10% 0.00% 0.30% 0.50% 0.60% 0.30% 0.10% 0.40% 0.40% 0.30% 0.20% 0.30% 0.20%

-1.55%▼ -1.10%▼ -0.32%▼ -0.73%▼ 0.74%▲ 0.58%▲ 1.27%▲ 0.20%▲ 0.63%▲ -0.30%▼ -0.76%▼ 0.38%▲ 0.43%▲ -0.34%▼ 0.77%▲ 0.51%▲ 0.46%▲ 0.11%▲ -0.16%▼ 0.74%▲ 0.40%▲ 0.08%▲ -0.09%▼ 0.11%▲ 0.31%▲ -0.08%▼ -0.01%▼ 0.03%▲ 0.10%▲ -0.04%▼ 0.03%▲

2019

MEDIA PACK

32.

33.

34.

35.

36.

37.

38.

39.

40.

41.

42.

43.

44.

45.

46.

47.

48.

49.

50.

Znen KSR Moto Bullit Mash KYMCO Mondial Vmoto MV Agusta Sherco UM Herald GAS GAS Hyosung Kiden Norton Rieju SWM Yingang Fantic Motor

247 240 220 191 190 175 164 150 150 144 139 130 128 125 123 122 100 96 90

0.30% 0.20% 0.20% 0.20% 0.20% 0.20% 0.20% 0.20% 0.20% 0.10% 0.10% 0.10% 0.10% 0.10% 0.10% 0.10% 0.10% 0.10% 0.10%

322 260 175 210 351 127 11 178 159 44 25 135 168 79 57 177 101 32 43

0.30% 0.30% 0.20% 0.20% 0.40% 0.10% 0.00% 0.20% 0.20% 0.00% 0.00% 0.10% 0.20% 0.10% 0.10% 0.20% 0.10% 0.00% 0.00%

-0.08%▼ -0.02%▼ 0.05%▲ -0.02%▼ -0.17%▼ 0.05%▲ 0.16%▲ -0.03%▼ -0.01%▼ 0.10%▲ 0.12%▲ -0.01%▼ -0.04%▼ 0.05%▲ 0.07%▲ -0.06%▼ 0.00%▲ 0.07%▲ 0.05%▲

GET YOUR COPY 01237 422660 adsales@dealernews.co.uk May 2019 – Issue 219 Look for the ABC stamp of trust.

An ABC certificate provides accurate, independently verified circulation figures giving you confidence in your advertising investment.

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