Issue #5 May 2024

The Dealer Who Cares

INDUSTRY RESEARCH

Dealers Leaving Leads In Limbo

BACKFIRE

The Rise & Fall Of CAKE

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WORLD’S LUCKIEST MAN

Bob Althoff On Three Good Reasons

EDITOR’S NOTE

Robin Hartfiel On The Dealer Who Cares LETTERS+ The Industry On Dealernews

INDUSTRY RESEARCH+ Pied Piper 2024 Internet Lead Results

INDUSTRY RESEARCH+ Don Musick On The Total Eclipse

INDUSTRY RESEARCH+ Lenny Sims On J.D. Power’s Q1 Recap

INDUSTRY RESEARCH+ Jim Woodruff On NPA AWP In Review

eDEALERNEWS More Shocking Developments

CURRENTS+ Zero Taps Into Tesla Grid, Hollywood Electrics Pulls The Plug, Bintelli Amps Up…

NPDA DEALER NEWS Association News & Notes

MIC RIDE REPORT May Is Motorcycle Safety Awareness Month!

PERSONNEL FILES

Allex Baylon On 20 Years Of MIC

ADVOCACY+ Don Amador On Finding Common Ground

CONFESSIONS OF A CUSTOMER Eric Anderson On Accessories To A Murder

PRESS PASS+ NPDA Executive Director Dave McMahon On The Donnie Smith Show

GEAR+ Spring Cleaning

VALE+ Ave Atque Vale Wild Bill Heishman BACKFIRE The Rise & Fall Of CAKE! AD INDEX This issue Brought To You By…

TEAM

EDITORIAL

Robin Hartfiel Editor/Publisher

Bob Althoff World’s Luckiest Man

Gus Stewart Creative Director

Brenda Stiehl Production Manager

CONTRIBUTORS

Don Musick Genesys Technology Solutions

Dr. Paul Leinberger

Eric Anderson Vroom Network

Jim Woodruff National Powersport Auctions

Lenny Sims NADA Appraisal Guides

Scot Harden AMA Hall Of Fame/Harden Offroad

Alex Baylon Motorcycle Industry Jobs

Hector Cademartori Illustrations

William Douglas Little Unique Powersports

Charlie Williams Off Road Editor

Don Amador Quiet Warrior Racing

Joe Bonnello Joe B Photography

Uncle Paul Wunsch Love Cycles

The Anonymous Dealer

Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com

Blake Foulds Account Executive (760) 715-3045

Brenda Stiehl Production Manager

World’s Luckiest Man

By Bob Althoff

3 REASONS…

To Join The NPDA Today!

You’re a powersports Dealer. You love what you do and the people you do it for. You have invested heavily in time, talent and treasure. You recognize that what we do is not without risk… yet it is a risk you gladly undertake for the rewards are considerable.

The Catholic Church has the Holy Trinity, a bit more mundane, baseball has three strikes. Architecture has “the rule of thirds” — What is the rule of thirds? Simply, the rule of thirds divides up a frame or a canvas into nine equal parts. The lines and intersections create a mathematical grid for you to design visually interesting layouts from. It’s so simple in its effect, it can be taken for granted. Sort of like charting a course for your dealership, divide and conquer to make your business better by design.

In advertising it is called “The Rule Of Three” which posits “that a consumer has to be exposed to an ad at least three times within a purchasing cycle (time between two consecutive purchases) to buy that product.” A corollary to that rule of three is the number of touches it takes to get a door swing, and the number of door swings it takes to get potential rider to sit on the bike and the number of sit ons that lead to sales, The point is there is something to the rule of three when it comes to creating order from chaos.

To that end, I have another trio to check out… Three good reasons to join the National Powersports Dealer Association.

1. You are doing well: Revenues and profits are up. Life is good. Protect it with the support for your Association, which stands in support of all you have built.

2. You are doing OK: Things could be better, but you work every day for a better tomorrow. So does NPDA. Being constantly vigilant about the real threats confronting Dealers nationwide.

3. Things aren’t good: You are worried about your future in this industry; door swings aren’t what they should be; staffing is a constant issue; and, a myriad of other nagging issues remain. Hey, the NPDA gets it!

As the old adage goes, third time’s the charm… but actually the expression started in olde English as “Third time pays for all.” Any of my three reasons to join NPDA covers us all. Coincidentally dues are just $395 a year.

We exist to be persistent, consistent and insistent about the need for all Powersports Dealers being sustainably profitable… And the fact that this industry can and must grow! No matter which of the three categories your current circumstances are, we are all better together.

Do it today. Join with hundreds of brother and sister Dealers just like you who recognize that a $395/year investment in the NPDA may just be the ounce of prevention worth far more than a pound of cure.

Editor’s Note

By Robin Hartfiel

THE DEALER WHO

CARES

The Motorcycle Industry Council has released its Statistical Annual early this year. There were more than 11.6 million motorcycles in use throughout the U.S. last year, contributing to a $48 billion industry according to the 2024 Statistical Annual. There are also 10,690 dealerships employing 116,000+ dedicated powersports professionals in their stores. Let that sink in for a second.

“This is the industry’s most comprehensive assessment of the U.S. motorcycle market, from examining the market volume, to motorcycle usage, motorcycle owner profiles, and more,” states Scott Schloegel, Acting President and CEO of the MIC. “We are a consequential industry that provides important transportation options for work and is the third largest contributor to the outdoor recreation economy.”

We are now a $48 billion industry… with aspirations to become even bigger via MIC’s Ride.With.Us initiative, MSF’s related Ride Day outreach and the National Powersports Dealer Association’s fledgling ridership efforts (as Bob Althoff suggests this month, join NPDA to accelerate the FAST Channel progress). With a little luck, and a lot of hard work from every sector of the industry from OEMs and MIC to the grassroots dealers, we can (and will) grow this industry. But by how much?

NPDA has modeled some of its behavior after the adjacent RV industry success, so let’s look at the trail they have blazed as some goals: Similar to the MIC, the RV Industry Association’s latest economic impact study measured the RV economy by

jobs, wages, taxes and spending. The study revealed that the RV industry had an overall economic impact of $140 billion, supporting nearly 680,000 jobs, contributing more than $48 billion in wages and paying over $13.6 billion in federal, state and local taxes.

Wow! We are already 1/3 the way home according to MIC’s Stat Annual. “The Stat Annual is packed with data that gives a good reflection of what motorcycling is like in the United States,” explains MIC Director of Research & Statistics Research director Buckner Nesheim. “For example, if you look under motorcycle population data, you can find population and penetration by state and region. In the Northeast, there’s an estimated 3.2 motorcycles per 100 persons. In the West, we’re looking at 3.9 motorcycles per 100 persons. Texas has 2.6 motorcycles per 100 persons, Tennessee has 3.2, and Wyoming has 7.3.”

But beyond these burgeoning numbers, each of these dealerships is the pillar of the local community. Not just the riding community by offering riding clubs, sponsoring local racers, hosting bike nights and providing countless other reasons to ride, but the entire community. Dealers are the first to support little league baseball, AYSO soccer, Girl Scout cookie sales, toy drives at Christmas… you name it! The ripple effect of these 116,000+ generous, passionate, caring people truly define the ”pillar of the community” characterization we like to bandy about.

Which brings us to Liberty Cycle Center founder Bill Heishman. For more than 50 years Wild Bill was a force to be reckoned with and the original “Dealer Who Cares” — a tagline he and wife Janey came up with when they started the dealership selling Nortons and Ducatis back in 1968. On May 18, LCC celebrates its 56th year as the epicenter of Liberty, Missouri, but Bill will be missing the party (see Vale this issue). However his spirit lives on as LCC continues to be The Dealer Who Cares.

President, owner and Bill’s son Jeff Heishman will be hosting the party this year. He attributes the shop’s success to Bill and Janey’s defining doctrine: “Taking care of our customers and living up to our slogan of ‘The Dealer Who Cares’… We strive to make every customer happy.”

And that is the true bottom line underpinning our $48 billion business. Continue to make every single customer happy every day, invite new riders into our family, keep supporting local racers, start hosting MSF Ride Days, celebrate milestones like 50 years, enjoy bike nights all summer long… in short:

Be The Dealer Who Cares!

Godspeed Wild Bill

Former Editor-in-Chief and publisher of Dealernews circa 1990-2003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper and was an editor of publications ranging from All About Beer to VW Trends.

BIKE MARGINS UP TO 27%

6-UNIT INITIAL ORDER

RETAIL FINANCING

U.S. PARTS WAREHOUSE 3-YEAR WARRANTY MASS MARKETING DEALER PORTAL ACCESSORIES

RECOGNIZING RETAIL EXCELLENCE

What an honor to be featured as the cover story in the April edition of Dealernews! Be sure to join us in wishing good luck to Team Momentum Racing as they head to Texas for Mud Nationals!

Dealernews did a very good article, but one correction: Neil Weeks is the sole owner and his two boys Stuart Weeks and Travis Weeks built the business from the ground up. Internet sales, racer support, Mud Bash, etc. were all pivotal to getting where we are today.

Still the same owner and family that started in 1994! Visit us online at: www.performanceeast.com

Travis Weeks Performance East, Inc. Goldsboro, NC

BRING BACK DEALER EXPO?

It is so true that I love that there was another AIMExpo. But, compared with other powersports conventions of the past, It lacks content, participation and size compared to earlier Expos and certainly to Cincy, and Indy. (And the South Hall couldn’t be much farther from restaurants and affordable hotels.)

MIC info included COVID years numbers for comparison. The COVID years were such an anomaly they should be deleted from any conversation except as to how the ripple effect is hurting dealers today with over crowded square footage and high interest rate floor plans.

Sorry to be negative because I am proud the Expo is hanging in there.

I appreciate Suzuki, Parts Unlimited, and Turn 14 and the rest for great participation. I just wish it had more support.

Rick Dorfmeyer, District Sales Manager SSR Motorsports Green Valley, AZ

SOUND OFF!

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GO PHISH!

Hello, Are you open for paid advertising on your page? If yes, please get back to me. Thanks. We want to do sponsored advertisement on your page.

We do sponsored advertisement of some multinational brands like, 85c bakery cafe, Bata shoes, acer,Adidas, accor hotels, Nike, Pepsi, etc.

If you’re willing to do work with us than we’ll pay $300 per ad we will publish 2 ad per day we will send you payment through PayPal bank wire or other payment method which suits you.

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ANOTHER PHISHING TRIP

You are infringing on a copyrighted images owned by our company (dechert Inc.). I do believe you have deliberately infringed our rights and can be liable for statutory damages as high as $110,000 as set-forth in Sec. 504(c) (2) of the Digital millennium copyright act (”DMCA”) therein. This letter is official notice. Take note as a company, the DMCA demands you to eliminate or/and deactivate access to the copyrighted materials upon receipt of this notification letter. I declare, under penalty of perjury, that the information in this message is correct and hereby affirm that I am certified to act on behalf of the owner of an exclusive right that is presumably violated.

Very truly yours,

Rodney Lott, Legal Officer dechert, Inc.

Oddly enough the genuine “legal officers” at Dechert LLP would like to speak to you about infringing on copyrighted materials (like their name): Dechert LLP has been made aware of various third-parties receiving submissions through their website contact forms which are misusing the name of Dechert in relation to supposed infringement on copyright images. The submissions use fake emails, claiming to be “Legal Officers” from “Dechert, Inc” and include links which may contain malware.

BY

THE NUMBERS

MIC Releases Stat Annual Early

There were more than 11.6 million motorcycles in use throughout the U.S. last year, contributing to a $48 billion industry according to the 2024 Motorcycle Industry Council Statistical Annual. There are also 10,690 dealerships employing 116,000+ dedicated powersports professionals in their stores. “The Stat Annual is packed with data that gives a good reflection of what motorcycling is like in the United States,” says Buckner Nesheim, Director, Research & Statistics for the MIC. “For example, if you look under motorcycle population data, you can find population and penetration by state and region. In the Northeast, there’s an estimated 3.2 motorcycles per 100 persons. In the West, we’re looking at 3.9 motorcycles per 100 persons.”

The Stat Annual offers additional insights and information, including: interest in technologies (communications systems, navigation and apps), on-highway and off-highway requirements for motorcycles by state, rider surveys, rider training, and dealer associations, notes Nesheim. “There’s also marketshare data, new motorcycle sales by model type, a comparison of new unit registrations vs. used, information on the economic value of the industry, the number of motorcycle retail outlets by state and employee payroll, and more.”

The MIC Statistical Annual is free for MIC members. Nonmembers can purchase the report for $3,000.

OH CANADA… Economic Impact North Of The Border, Eh?

According to MOTO Canada, a national, non-profit, trade

association which represents the responsible interests of the Canadian motorcycle industry and its riders, powersports is a $17.3 billion industry north of the border. More than 88,300 people are employed in the industry, representing $9 billion GDP. “This study is the most in-depth economic impact study done in the sector’s history,” notes Moto Canada President/ CEO Landon French.

“This research shows both the scale and the stakes when it comes to the powersport industry in Canada,” French explains. “When we consult with government, lead a safety campaign or promote our activity to new riders, that it’s much more than just transportation or recreation – we are a significant contributor to the economy and identity of Canada.”

Commissioned by Moto Canada, The Motorcyclists Confederation of Canada and the Canadian Quad Council, and completed by MNP LLP, this report provides the most comprehensive look at the industry’s contributions to the economy — analyzing jobs, vehicle and equipment sales, tourism and in industries such as agriculture, forestry, mining, search & rescue and energy.

“Knowing the full scale of this industry is something everyone involved in it should know, whether it’s people selling vehicles in stores, or the government working on rules and regulations for it,” adds Guillaume Ferland, Chair of Moto Canada. “We are so proud to work in this space and serve those who ride.”

Check out the full National Economic Impact Report here: motocanada.com/reports-statistics

DAYTONA 200 MEDIA RECAP

MotoAmerica reports Josh Herrin wasn’t the only winner at Daytona’s season opener this year. More than 8 million video views via an unprecedented broadcast reach by MotoAmerica Live+ Streaming, Fox Sports FS1, MAVTV, ESPN Latin America, YouTube, MTRSPT1 and MotoAmericaTV. There were an additional 15 million social media impressions generated by MotoAmerica’s opening event — an enormous success marking its successful third party partnership with Daytona International Speedway.

Attendance swelled again to approximately 40% over 2023. In addition to the rise in fans and vendors, the event experienced a growth in consumer vehicles. Beyond the thousands of motorcycles, fans packed the Speedway with everything from cars and light trucks, to toyhaulers, campers and diesel-pusher RV’s.

Stats:

127 Entries

7 Total races

155,032 AA P2+ (TV household count for those over 2 years old)

8M Digital video views

15M Social media impressions

512K Social media engagement

DEALER NEWS: SUN SETS, SUN ENTERPRISES RISES

With more than five decades in business, Sun Harley-Davidson is Colorado’s oldest Harley dealership… and still one of the largest footprints The Motor Company has, operating out of a 36,000 square foot facility. And its metric counterpart — Sun Enterprises — is Colorado’s largest powersports dealership, period. This 76,000 square foot facility occupies five acres of land and was named Can-Am National Dealer of the Year in 2018. In a deal made by Performance Brokerage Services, owners Kathleen and

JR Simmerman, along with their operating partner Ron Lang, have sold both dealerships to Sun Powersports Investments, LLC.

“It was very exciting and challenging advising on the sale of this family-owned and operated business of over 50 years as they did not have a succession plan,” says Performance Brokerage Series Senior Partner, George Chaconas. This was an extremely difficult transaction with many moving parts that required a lot of finesse and expertise. After courting multiple qualified buyers, we identified the perfect unique buyer committed to continuing the strong legacy built by the sellers. I am optimistic that the new ownership will do a great job supporting the long-term employees and loyal customers that have been associated with the dealerships for many decades.”

“It took a lot of hands on deck to get the deal done, and I appreciate everyone involved that saw it through to the finish,” adds PBS partner Courtney Bernhard. “After spending 2 full days at the closing, it was very apparent how important the employees and customers meant to Ron Lang and JR Simmerman. Best wishes to the sellers in their retirement and I look forward to working with the buyers on growing their portfolio in the near future.”

Sun Harley-Davidson will continue operating under the same name, but has future plans to eventually relocate to a brand new state-of-the-art Fuel facility. Sun Enterprises will continue operating under the same name and will remain at its current location.

DEALER NEWS: ICHIBAN #1 AWARD FOR MILWAUKEE DEALERSHIP

Already touted as Milwaukee’s #1 dealer for new and used ATV, UTV and metric motorcycles, Southeast Sales Powersports is officially an Ichiban Platinum dealer. “We are proud to announce that we have received the Kawasaki USA Motors Ichiban award at the Platinum Level! Ichiban dealers are deemed the “Best of the Best” by Kawasaki, with the very highest standard in sales, service and customer satisfaction. We are one of only five stores in the US that have achieved the Platinum-Level Ichiban Award!

“This couldn’t have been achieved without the hard-working staff at Southeast Sales... but more importantly, we owe it to our loyal and trustworthy customers!” While this newfound recognition confirms Southeast Sales Powersports definitely is one of the “Best of the Best” Kawasaki Dealers in the nation, it is by no means the only line they excel at.

After launching as Honda of Cudahy, in 1964, Southeast Sales added the Kawasaki franchise and a second location in 1973. In 1980, the team built a brand new facility at 6930 N. 76th street in Milwaukee and expanded again in 2000. The dealership now carries everything from Beta to Ural!

DEALER NEWS: IRON PONY COMES FULL CIRCLE

Iron Pony Motorsports Group, Inc.has added Honda/Suzuki/ Can-Am of Jackson. With the addition of the Jackson location, Iron Pony Motorsports extends its reach to encompass four strategic locales throughout Ohio, including Westerville, Lancaster/Carroll, Mansfield and now Jackson. The acquisition, spearheaded by Iron Pony’s owners Chris, Tammy, Derek Jones and Cory Atwood, signifies a strategic expansion into new markets and a strengthened position in the ever-evolving world of powersports… and it is a homecoming of sorts for Chris Jones.

“Acquiring Honda Suzuki Can-Am of Jackson feels like coming full circle,” says Chris. “I’ve known Mark and Brooke since my distribution days in the 1980s. Our shared passion for the industry and commitment to customer satisfaction has formed the foundation of a lasting friendship. Bringing their dealership under the Iron Pony Motorsports umbrella is not just a business move; it’s a reunion of like-minded individuals dedicated to the world of Powersports. We wish Mark and Brooke nothing but the best in their well-deserved retirement.”

Tammy, Derek and Cory are also amped about the opportunities this acquisition presents. “We are excited to welcome the customers and staff of Honda-Suzuki/ Can-Am of Jackson into the Iron Pony Motorsports family. All current staff are expected to remain — Our combined efforts will undoubtedly lead to a stronger, more dynamic force in the Powersports industry.”

With this acquisition, Iron Pony Motorsports aims to enhance the overall customer experience by providing a broader range of products and services. Customers can now expect an expanded inventory of Honda, Suzuki and Can-Am products, along with the exceptional service and expertise that Iron Pony Motorsports is renowned for.

TMDA HOSTS SUCCESSFUL DEALER MEETING

Everything is bigger in Texas, including the Lone Star State’s Dealer Association. “The Texas Motorcycle Dealers

Association Annual Conference was a resounding success,” reports TMDA President Trey Sralla. “With the picturesque backdrop of Austin’s vibrant atmosphere, industry peers

and motorcycle enthusiasts gathered for a memorable event filled with insights, networking, and camaraderie.” Held at the Lone Star Court in Austin, the Association’s annual gathering drew representatives from most of the 59 dues paying dealers.

The conference also featured an impressive lineup of guest speakers who shared their expertise and industry insights. From discussions on emerging trends to strategies for business growth, attendees gained valuable knowledge and actionable insights to propel their businesses forward. “The opportunity to connect with fellow Dealers and industry professionals fostered new partnerships and collaborations, setting the stage for continued success in the year ahead,” says Sralla (who represents Eddie Hill’s Fun Cycles in Wichita Falls).

“As we reflect on the highlights of this year’s conference, we extend our heartfelt gratitude to all participants, speakers and organizers for their contributions in making this event a resounding triumph,” says Sralla. “Here’s to the continued growth and prosperity of the Texas motorcycle community! Texas Powersports Dealers are most powerful when we speak with one voice — we need your membership and your contribution to the Legislative Fund to continue doing our essential work.”

Learn more about TMDA here: www.txmda.org/about

Time to “Let The Good Times Roll!” Kawasaki Motors Corp., U.S.A. welcomes Naoki Kawaguchi to the role of President effective immediately. Mr. Kawaguchi has a long history with Kawasaki most recently serving as the Executive Vice President, 4-Wheel Business at Kawasaki Motors Corp., U.S.A. where he oversaw continued sales growth and the highly successful launches of both the Teryx KRX4 1000 and RIDGE UTVs. “This is a very exciting time for Kawasaki,” Kawaguchi claims. “My time dedicated to growing our 4-wheel business culminated with the successful launch of the Kawasaki RIDGE and we have big goals to continue to grow our side x side business along with building on our successful 2-wheel and Jet Ski heritage. Kawasaki is fortunate to have the best dealer network in the industry and the future is looking very bright.” Kawaguchi started with Kawasaki 30 years ago as an engineer and has built a diverse background in a variety of roles including Factory Manager at Kawasaki Motors Enterprise Co., LTD in Thailand, various roles within Marketing & Sales as well as Business Planning divisions with Kawasaki Motors, LTD in Japan, and President of Kawasaki Motores do Brazil Ltda . prior to coming to the United States in 2022.

After leading Kawasaki’s U.S. operations through a global pandemic and helping the company achieve record retail sales, Eigo Konya will return to Kawasaki Motors, LTD. in Japan where he will serve as Deputy General Manager of Sales & Marketing, Senior Manager of Sales Planning Division and Manager of Accessories Section. Konya first joined KMC in 2001 to 2007 contributing to record sales revenues in the U.S, which led to his appointment as General Manager of Kawasaki Motors Shanghai, Ltd. Konya led the team that built the Kawasaki brand in mainland China, establishing the company, developing the sales structure and strategy, growing the dealer network and emerging annual revenue over a five year period.

To help apex the turn and accelerate into 2024, Turn 14 Powersports has hired Matthew Sturdevant as Director of Brand Management for the company’s 12 brands. Sturdevant will

lead the development team responsible for a full range of apparel, accessories, maintenance and OE products or motorcycles, ATVs and UTVs. He will work out of Turn 14 Powersports’ Keller, Texas, office and the company’s nearby Innovation Center. “We are thrilled to welcome Matt to the Turn 14 Powersports team,” said Bob Schuetz, President of Turn 14 Powersports. “He will be a great leader for our brands and will help that team meet the aggressive product launch goals we have set for ourselves.” Prior to Turn 14, Sturdevant held executive positions in product management and marketing at Lund International and Pella Corporation, where he focused on first-to-market strategies, developing and delivering broad product lines. He is an avid outdoor sports enthusiast with a passion for hunting, waterskiing and snowmobiling. He has also been a sponsor and pit crew member of a local IMCA Modified stock car racing the dirt track circuit in Iowa. Sturdevant and his wife, Kara, have one son. “I’m excited to spend some time in powersports dealerships to understand the critical product needs of our dealers and to ensure that my new team is doing everything possible to help dealers grow their revenue with great new products,” Sturdevant claimed. The brands include Answer, Biker’s Choice, BikeMaster, DragonFire, FirstGear, Küryakyn, ProTaper, QuadBoss, River Road, Speed and Strength, Skid Lid and TwinPower.

Kansas City has another champion! Drag Specialties welcomed Kayla Barrows to their winning sales team roster just after AIMExpo in Las Vegas. After several year’s experience as a starter in parts and service on the dealer level. She also has riding experience chiefly with mini motos and UTVs. She is now covering dealers in the Kansas City, MO area. In her free time, Kayla enjoys workouts, watching her kids play sports and riding… Welcome to the team, Kayla!

Continued on page 18

Brought To You By MotorcycleIndustryJobs.com

Continued from page 16

After making a splash at AIMExpo to start the season, Segway Powersports continues to demonstrate just how serious the brand is about taking over the UTV market in the U.S. To that end, Segway announces a trio of top pros have just joined the ranks. Shea Fouchek and Steve Schoen are its newest Regional Business Managers, while Jake McGeorge is now Field Marketing Manager. The three new hires bring 43 years of combined industry experience to their roles with Segway Powersports as the company continues to expand its footprint in the U.S. market. “We’re honored to have these three experienced industry professionals join the Segway Powersports team,” says VP of Sales & Marketing Jason Walling. “It’s such an exciting time to be part of the Segway Powersports team as we continue to grow as a company. We’re fortunate to be in the position to be able to attract and hire talented people like Shea, Stephen and Jake. Their industry knowledge and experience will make them valuable additions to the Segway Powersports team.”

Shea Fouchek brings a full decade of powersports industry sales experience to his new role as a Regional Business Manager. His previous roles include independent sales representative and district sales manager for multiple UTV and motorcycle manufacturers, most recently KTM. Fouchek has been tasked with supporting Segway’s dealer network in South Texas while seeking new dealer partners and business opportunities in the region.

Stephen Schoen began racing motocross at 13 and has been a part of the off-road scene his entire life. For the past 23 years, he’s worked as a sales manager and brand manager, as well as in business development and outside sales roles for some of the most reputable brands and distributors in powersports. Like Fouchek, Schoen has been tasked with expanding Segway’s dealer network, specifically in North and South Dakota, Minnesota, Wisconsin and Upper Michigan. Schoen believes in creating a dealer network built on trust, where each dealer knows their best interests are his top priority.

Jake McGeorge brings more than a decade of professional event production experience to his new role as Field Marketing Manager, including stints with Feld Entertainment motorcycle and four-wheel events for Kawasaki. With his broad range of technical skills — from lighting and audio engineering to event planning, production, and execution — McGeorge is excited to bring a new level of excitement and professionalism to Segway’s demo and display events He’s also been tasked with building a more robust social media program to create consumer interest and increase sales opportunities for its dealer partners.

Slick news from LIQUI MOLY! The lubricant leader has tapped two for leadership! A pair of industry veterans have been promoted to key roles for its North American operations —

Dave Bibb and Lenny Levac have been promoted to the positions of Vice President of Sales for the United States and Canada, respectively. As the VP of Sales, Bibb (US), and Levac (Canada) will continue to play integral roles in driving the success of the German company. Their promotion not only reflects their accomplishments but also underscores LIQUI MOLY’s commitment to recognizing and nurturing talent within the organization. “Dave Bibb and Lenny Levac have consistently demonstrated exceptional leadership, dedication and expertise driving sales efforts forward,” says CEO Sebastian Zelger. “Their strategic vision, unparalleled work ethic and commitment to excellence have not only contributed significantly to LIQUI MOLY USA’s growth but have also served as an inspiration to their colleagues.”

“I am very happy about this promotion and am pleased that the successes of recent years are bearing fruit,” says Dave Bibb. “But it is much more important that we continue to work as a team on the LIQUI MOLY success story. The opportunities are there, and we must and will use them as a team.” CEO Sebastian Zeiger notes that throughout their tenure at LIQUI MOLY, both Bibb and Canadian counterpart Lenny Levac have exhibited a profound understanding of the industry, a keen insight into market trends and an unwavering commitment to exceeding targets and objectives. Their ability to foster strong relationships with clients and colleagues alike, coupled with their innovative approaches to sales strategies have been instrumental in propelling the organization to new heights.”

LIQUI MOLY Canada’s Lenny Levac adds: “I feel the same way and I would also like to emphasize once again how important the team concept is for us. Achieving new records in terms of sales and earnings is one thing, but collaboration with our customers and partners and our internal team spirit are what make us LIQUI MOLY. We will continue to take everyone’s trust as our greatest motivation.”

LCC POWERSPORTS

The

Dealer Who Cares

On May 18 LCC Powersports is set to celebrate its 56th Birthday Bash. The landmark event will be bittersweet as founder Bill Heishman will be missing the party. However Wild Bill’s spirit lives on and the love of powersports continues on courtesy of his son Jeff — now President and owner — who was literally raised in the dealership. Bill and Janey coined the slogan “The Dealer Who Cares,” and the business has stayed true to this philosophy from day one, April 1, 1968 — no fooling.

Jeff attributes LCC’s longevity to one primary goal: “Taking care of our customers and living up to our slogan of ‘the dealer who cares,’” he said. “We strive to make every customer happy.” And after 50+ years of caring for the community, the community cares about LCC.

Proof positive were a slew of awards in 2023, including the Kansas City Star and Kansascity.com readers voting LCC Powersports BEST Motorcycle Dealer in Kansas City! But there is more! Each year the Courier-Tribune and Gladstone Dispatch invite their readers to vote on their favorite people, places and things in more than 150 categories… Once again LCC Powersports was voted BEST of the Northland for 2023.

Heishman grew up in the dealership, riding his first motorcycle at two years of age. Like his father Jeff felt the need for speed, but unlike Wild Bill who held the national record on the drag strip (he even tied a world record for the ¼ mile in 10.56 seconds at 150.8 mph in June of 1964), Jeff turned pro on Quads during the boom years. However, once a racer, always a racer, and the dealership continues to sponsor about 30 different racers in a variety of disciplines to this day.

And the local racing community continues to reciprocate, winning the Midwest Dealer’s Cup last fall. Our racers are almost as passionate as we are,” jokes Jeff. “Even being down a rider in one class, the LCC riders dug deep… one even raced three classes! At the end of the day their hard work paid off winning the gold! Thank you all LCC Riders for your support.”

Being the “dealer that cares” may be LCC’s North Star, but “passion” is the operative word. Heishman worked at the store through high school and college. His lifelong love of motorcycles also drives his passion for work. “How many people get to have a career in their passion?”

“Once you have it, the love of motorcycling never goes away. There are so many days I walk into my store and realize just how lucky I am.” The family business and honoring the LCC legacy is part of Jeff’s DNA. There is no secret sauce or silver bullet to being a powersports dealer, instead he suggests a simple formula for success:

“Remember you and your associates work for your customers,” he says. “If you don’t, they will find somewhere else to go.” Simple as that.

“We realize that a customer is not just one sale. We need their repeat business and their referrals.” After 56 years of repeat business and plenty of referrals, LCC really has become the pillar of the powersports community in the region.

Continued on page 22

LCC HISTORY

Even though Bill Heishman’s mother said he would never be allowed to have a motorcycle, that didn’t slow “Wild Bill” down one bit. When he was 9, his dad gave him a cow. He raised the animal and eventually sold it… and immediately used the money to purchase his first motorcycle. His joy of riding turned into a 26-year racing career. Along the way he found time to raise a family and build a legend.

Liberty Cycle Center first opened its doors on April 1st, 1968, in Liberty Missouri, just outside of Kansas City. Bill Heishman and his late wife, Janey, started in a 400 square foot building selling Norton and Ducati motorcycles.

Later in 1969 Suzuki motorcycles were added to the line up. The couple quickly brought on Moto-Guzzi and Ducati and in 1969, Suzuki motorcycles were added to the lineup. By 1972, they had a new location and a new 10,000 sq./ft. building was constructed to offer customers the ultimate in motorcycles and accessories.

Firmly established and with a full head of steam, they purchased Liberty Kawasaki in 1991. In order to handle the extra lines a 6,000 square foot addition was added. “As we were no longer just a motorcycle dealer, we felt a name change to ‘LCC Powersports’ was in order to better represent our current line of products in 2012,” explains President (and Bill & Janey’s son) Jeff Heishman. In 2015, they added KTM to their family of brands.

“Now in our 56th year we offer six brands, Suzuki motorcycles and ATVs, Kawasaki motorcycles and ATVs, Yamaha motorcycles, ATVs and generators, KTM street and dirt motorcycles, SSR dirt and street motorcycles and UTVs and Benelli Street motorcycles,” he adds.

Jeff was literally raised in the dealership. If you’ve been in, there is a good chance you’ve seen him helping out in Parts, Service or Sales. “It’s in my blood,” Jeff says. “I had my first bike at the age of 2. It was an Indian 50 with training wheels. As I grew older, I started helping out, cleaning bathrooms, doing odd jobs. I have been in every department in the place – service, running parts and sales … I have loved it all. I stuck with it and I continue to learn more.”

“The most rewarding times come with new riders,” he said. “It’s not just for those getting a new motorcycle, which we appreciate, but we like that first-time excitement. A young person may want a bike for a birthday and we add balloons and make it special. That new bike, perhaps that first dirtbike, is incredible. I know that it’s going to get in their blood.”

Heishman is most proud of the fact that they continue to stand by the values engraved into the business from day one. Fifty years later, it is no surprise that LCC Powersports is still known as “The Dealer Who Cares.”

CHARITY STARTS AT HOME

Not to say Wild Bill was a soft touch, but Liberty Cycle Center was founded on being “The Dealer Who Cares” and this mantra guides the operation to this day. Over the years there have been hundreds of events and thousands of riders directly impacted by LCC’s outreach, but several really stand out.

“The Janey’s Ride that I started in memory of my mother is probably one of the things we do here that I’m most proud of, “ says Heishman “The Veterans Community Project was our charity for the 2019 ride.” Unfortunately COVID caused the event to go on hiatus in 2020. Heishman also worked on a committee that planned, organized and ran the March of Dimes Bikers for Babies ride in Kansas City for almost 20 years.

Although LCC Powersports donated most of its money and time to its charity rides, Jeff has decided to cast an even wider net when COVID took away some of the opportunities to give back to the community. “We are always here to support other local rides as much as we can. We can’t help every ride but we meet monthly to discuss your proposals and will do what we can to help out.”

THE LCC CHARITY HALL OF FAME

Janey’s Ride - a benefit for the Veterans Community Project (VCP)

To give back to the community, just as his parents had taught

him, Jeff Heishman started a benefit motorcycle ride. Jeff started the “Janey Heishman Ride” in memory of his mother. At first a benefit for the American Lung Association. Jeff wanted to do more for charities in Liberty and the Immaculate Manor became the charity of choice. In 2018 the committee decided it was time to show love to our veterans and we are happy to say for 2018 and beyond we will be raising money for the Veterans Community Project. The last event before COVID cancellation in 2020 saw nearly $10,000 donated to the VCP in order to provide tiny houses for homeless vets.

March Of Dimes Bikers For Babies

LCC Powersports was a major player in the Kansas City Bikers for Babies Ride since 1998, helping it become the #1 Bikers for Babies Ride in the Nation! Jeff Heishman has been a valued committee member that planned, organized and ran the ride every year. Many people ask how long does it take to plan a ride of this magnitude? It is a never ending process as the hard working committee members work year round to make it the best ride in the nation! However 2017 marked the end of the Bikers for Babies Ride — we are sad to see it go!

Maple Woods MSF Rider Training Course

Have you seen people riding around the parking lots at Maple Woods College and wondered what they were doing? They are getting trained! And for many years LCC Powersports has been a proud sponsor of the MSF training course. “We loan Maple Woods motorcycles each year to train people how to ride,” explains Heishman. Although the local community college hasn’t announced its future riders ed program, Heishman says the new MSF Ride Day program held right at the dealership is very intriguing.

In addition to the formal charity events and MSF courses, LCC Powersports hosts and promotes regular Liberty Touring & Riding Association meetings. The LTRA is a family oriented road-riding club to promote motorcycling as a recreation and sport. There are no dues and no mandatory meetings; it is all just for fun — just the sort of thing you would expect from the “Dealer Who Cares.”

RIDENOW RECAP

RUMBLING ON: VISION 2026 PLAN PRESENTED

RumbleOn CEO Mike Kennedy, who took the reins of the company in November 2023, used his first yearend earnings announcement to roll out the “Vision 2026” plan in detail to analysts and employees. “This three-year operating plan reflects input from our board, our team and my observations over the past few months,” Kennedy explained. He also announced RideNow’s plan to pilot its first standalone brick & mortar pre-owned dealership.

“The plan’s three strategic pillars will ultimately create a better experience for riders and a better environment for our team members while always focusing on maximizing long-term per share value,” he noted. “That’s a ‘triple win.’ Now it’s time to get to work and make it happen.”

The three strategic pillars of Vision 2026 are:

1) Operate the best performing dealerships in America. 2) Leverage the RideNow Cash Offer Tool to accelerate growth of the pre-owned vehicle business.

3) Allocate capital to maximize long-term per share value.

“The first pillar is simple in its measurement, but broad in its execution,” said Kennedy. “Our plan to operate the best performing dealerships in America will be measured on Net Profit and Customer Satisfaction. There’s a lot that goes into delivering on these metrics, from simplifying and focusing our organization, attracting, retaining and properly incentivizing team members, and strengthening relationships with our OEM’s. I’m excited about the

progress we’ve already made. I’ve met with our largest OEM partners and they share my enthusiasm about the direction in which we’re moving.”

“The RideNow Cash Offer Tool directly connects us with riders and allows us to acquire high quality, pre-owned powersports vehicles at scale. It can work even harder for us and for all our dealership locations,” continued Kennedy. “Integrating more deeply with the tool, both online and in-store, will help us grow our pre-owned retail business, and align our RideNow Powersports dealerships around this opportunity. That’s why the second pillar of Vision 2026 is to grow our pre-owned business by leveraging this unique and impactful resource. And, that’s why, in 2024, we plan to pilot our first standalone brick & mortar pre-owned dealership.”

“The third pillar of Vision 2026 is to make certain we strategically allocate capital to its highest and best use to maximize long-term per share value,” continued Kennedy. “We have lots of options when it comes to capital allocation. Our current priorities for capital are investing in our business and acquiring additional dealerships. As we think about capital allocation, we will never take our eye off of our first principle at every stage of the journey; creating long-term per-share value for our shareholders.”

Bottom line for Vision 2026: Deliver annual revenue exceeding $1.7 billion, annual adjusted EBITDA of greater than $150 million and annual adjusted free cash flow of $90 million or more by calendar year 2026.

RUMBLEON RAISES $100 MILLION, REPORTS Q4 RESULTS

RumbleOn, Inc. (NASDAQ: RMBL), announced results for its Q4 and full year ended December 31, 2023 results this week, revealing the group had raised $100 million through rights offering and paid down $50 million in debt. “During the quarter, we were able to accomplish several capital and balance sheet initiatives that put us in a favorable position to start 2024, including successfully completing a $100 million rights offering, selling non-core assets, making significant progress to integrate our prior acquisitions, right-sizing pre-owned inventory values and reducing term debt,” noted new CEO Mike Kennedy.

“While we believe that the prior Adjusted EBITDA guidance of $80 million to $90 million for 2024 is within our sight, we have decided to stop the practice of giving annual guidance. Instead, we’ll point investors to our Vision 2026 plan and how we expect to be able to shape the business

to drive per share value over the coming years,” he added. “As a result, we are withdrawing prior guidance for 2024.”

FOURTH QUARTER 2023 - TOTAL COMPANY RESULTS

Total Powersport Units Sold: 17,591, increased 0.2%.

Total Revenue: $311.1 million, declined 6.2%, due to lower selling prices on powersports vehicles sold.

Total Gross Profit: $71.2 million, down $21.2 million from the prior year, of which $12.6 million related to a fourth quarter pre-owned inventory adjustment for certain pre-owned vehicles that were purchased proactively at premium prices during a challenging supply chain environment resulting from the COVID-19 pandemic. As demand has reached more pre-COVID-19 normalized levels, powersports vehicles acquired at inflated prices during that time period were written down to their net realizable value.

Operating Expenses: $80.5 million, or 25.9% of revenue, compared to $96.2 million, or 29.0% of revenue. Total stock-based compensation was $1.1 million, or $1.0 million lower.

Loss from Continuing Operations: $168.4 million, including a $60.1 million pre-tax non-cash goodwill and franchise rights impairment charge. Loss per diluted share was $7.81 compared to $16.11.

Adjusted EBITDA: $3.1 million compared to $19.7 million. The decrease in Adjusted EBITDA was primarily driven by lower selling prices and compressed margins in the Powersports Segment.

Cash as of December 31, 2023, including restricted cash, was approximately $77.0 million, and non-vehicle net debt was $242.9 million. Availability under the Company’s Powersports inventory financing credit facilities totaled approximately $135.6 million.

Total Available Liquidity, defined as cash and cash equivalents, including restricted cash, plus availability under Powersports inventory financing credit facilities totaled approximately $212.6 million.

“We are proud of what the RumbleOn team has accomplished in such a short period and are confident that the foundation that we built positions us well to implement and deliver our plan,” claims Kennedy. “We expect the following to be achieved by calendar year 2026, while maintaining a healthy balance sheet within our target ratio of 1.5x to 2.5x net debt/Adjusted EBITDA:

Annual revenue in excess of $1.7 billion, Annual Adjusted EBITDA of greater than $150 million Annual Adjusted Free Cash Flow of $90 million or more

“While we believe that the prior Adjusted EBITDA guidance of $80 million to $90 million for 2024 is within our sight, we have decided to stop the practice of giving annual guidance,” Kennedy continued.” Instead, we’ll point investors to our Vision 2026 plan and how we expect to be able to shape the business to drive per share value over the coming years. As a result, we are withdrawing prior guidance for 2024.”

About RumbleOn

RumbleOn, Inc. (NASDAQ: RMBL), operates through two operating segments: the RideNow Powersports dealership group and Wholesale Express, LLC, an assetlight transportation services provider focused on the automotive industry. RideNow Powersports is the largest powersports retail group in the United States (as measured by reported revenue, major unit sales and dealership locations). RideNow Powersports sells a wide selection of new and pre-owned products, including parts, apparel, accessories, finance & insurance products and services, and aftermarket products. We are the largest purchaser of pre-owned powersports vehicles in the United States and utilize our proprietary Cash Offer technology to acquire vehicles directly from consumers. To learn more, click here: www.rumbleon.com

CASH OFFER PROGRAM ROLLED OUT

RumbleOn Rebrands & Expands “RideNow Cash Offer” Program

In conjunction with its Q4 reports and Vision 2026 plan, RumbleOn announced a branding change for the company’s proprietary cash offer for pre-owned powersports vehicles program. Now known as the “RideNow Cash Offer” the cash offer system will be expanded into the company’s 54 dealerships, which RumbleOn refers to as its “RideNow Powersports Dealers.” “We are moving forward, singularly focused on the RideNow brand for

convenience and customer service in the powersports industry,” added Cam Tkach, RideNow’s National Director of Preowned. “The trusted cash offer process remains the same, whether online or in-store. We’re now engaging every one of our locations to make it the best possible experience for our customers.”

Primarily serving the Sun Belt states, RideNow Powersports

RideNow. Industry veteran Tyler Steimel has shifted gears and is helping accelerate the Vision 2026 goals. “With an impressive journey spanning over 26 years, our National Director of Brands & Real Estate, has evolved from a parttime salesperson to his current role.”

Steimel has charted a career path with stops as a Team Leader, Finance Manager, Sales Manager, General Manager and Partner. “His experience and leadership have significantly contributed to the growth and success of our organization,” claims Kennedy. “But beyond the world of powersports, Tyler embodies the spirit of adventure and skill…” qualities that will serve RumbleOn well moving forward with the new initiatives like the RideNow Cash Offer.

“As an accomplished Rescue Diver and trained in TCCC (Tactical Combat Casualty Care), he thrives under pressure and is always ready to embark on a new challenge. His passion for construction keeps him engaged in various projects, showcasing his creativity and hands-on expertise.”

NEW FACES OF THE BRAND FOR RIDENOW

In addition to Mike Kennedy taking the reins for RideNow, some familiar faces are getting new roles within the dynamic organizational structure at RumbleOn/

When he’s not shaping the future of RideNow Powersports or submerged underwater, Steimel enjoys the tranquility of Lake Travis aboard his boat. His love for powersports has seen him own and ride an array of vehicles, from sportbikes and Harleys to ATVs, UTVs and PWCs, reflecting his deep connection with the powersports community. “It’s a privilege to have him on our team!”

DISCOVERING THE DENAGO DIFFERENCE

A Pair Of ATVs Roll Out At Ride Day

When we first met with Denago PowerSports General Manager David Garibyan and National Sales Manager Johnny Hayes at the Sand Sports Super Show last year, the focus was on the full array of MX youth bikes and the Mudhawk/Trailhawk youth ATVs… But they had big plans for the future of the fledging brand.

“Our adult gas-powered recreation vehicle models will have a displacement range of engines from 200cc to 1,000cc. Our design and engineering plans to include performance-oriented pitbikes and dirtbikes with gas engine displacements ranging from 110cc to 150cc.” We were treated to a sneak peek at the prototypes at AIMExpo where Denago’s display was adjacent to the Dealernews booth.

Fast forward to the recent Denago Ride Day at Glen Helen Raceway where the pitbikes were joined by the 250cc Daytona Sport ATV and the full-sized 300 Freelander. As Garibyan notes, there has been a gap in the ATV market for a 250cc sport ATV for years. Air-cooled simplicity makes for an appealing price point, while fuel injection, sport-tuned piggyback shocks and manual shift 4-speed gear box offer seat of the pants performance. Amenities like USB ports and reverse gear round out the package.

A couple hot laps around Glen Helen’s vet track was enough to convince us of the “Denago Difference” and remind us of what we had been missing for years. In fact, we spent so much time playing on the Daytona that we almost forgot about the Freelander!

DAYTONA 250

Already making a big name for itself in the mini-motorcycle and small ATV market, Denago is branching out. “Introducing the all-new Daytona 250, the perfect Sport ATV for riders 14 and up looking for the challenge of manual shifting along with class leading performance and styling that will be sure to make them stand out,” says Denago PowerSports General Manager David Garibyan. “We know that this type of vehicle has been missing from the sector of powersports for a long time.”

Build and they will come? “There’s a huge need, want and a desire for this type of vehicle, so we came up with some really cool and interesting features for this vehicle. It has a 250cc air-cooled engine, manual 4-speed with reverse and fuel injection.” The EFI makes it 50-state compliant just for everyone that’s wondering in California,” he adds.

“A couple of cool features on this one include USB ports, adjustable suspension with piggyback reservoirs, all LED lights from front to back and adjustable grease points for easier serviceability. It comes in multiple different colors.” Additional highlights include keyed Ignition with a tethertype safety lanyard, plus a manually adjustable speed limiter.

“Other really cool and functional features include full nerf style floorboards and color-matched hand guards. In a segment that is filled with underpowered automatic ATVs, the Daytona 250 definitely delivers the Denago Difference,” claims Garibyan. Then there is the dealer equation:

“If you are a dealer and interested in the price, this one has an MSRP of $2299 with a 30% dealer margin. This vehicle comes with a 6-month warranty from front to back covering all majority items.

Of course AIMExpo was the perfect place to present this big news, he concludes. With bigger kids comes bigger expectations but the Daytona has the necessary pieces of the puzzle for the 14-and-up rider. Dealers, draw your own conclusions and discover the Denago Difference! “Price point, full warranty and the best dealer margin in the class — 20 points and no hold back — are reasons not to overlook the Freelander,” notes Garibyan. However delivery is still a month or so away… and we were at the track!

Daytona

250 Features

Single Cylinder 4 Stroke Engine with Remote Oil Cooler

Manual Shift 4 Speed Transmission with Reverse Independent Adjustable Sport Suspension Front & Rear

4 Wheel Hydraulic Disk Brakes

Electronic Fuel Injection

Safety & Convenience

Electric Start

Keyed Ignition with Tether Type Safety Lanyard

Speed Limiter

Color Matched Nerf Bars

Parking Brake

FREELANDER 300

“While we introduced a full line of vehicles for the Youth and Adult market at AIMExpo, one vehicle I would really love to show off is our new Freelander 300,” said Denago GM David Garibyan at the AIMExpo back in February. “It is a 276cc liquid-cooled automatic with high and low gears, but the really cool thing about this ATV is the price point and the warranty that comes with this vehicle,” he added during the walk-around.

“Despite the price-point, we have added plenty of features to this vehicle… one of them is fuel injection and it is liquidcooled and shaft-drive so it’s basically almost maintenance free. It comes with a 2500 lb. winch with a synthetic rope, aluminum wheels, disc brakes all the way around, large colorful display.”

Another Denago difference David points out is the convertible seating. “The really cool thing about it is a OnePlus-One configuration so if you have a second person who wants to come along with you for the ride, you can easily accommodate a passenger. If you don’t have the need for 2-up, you can easily take out the back rest and the foot rest.

“This vehicle comes with all LED lights, adjustable suspension dual A-arms in the front, mono rear swingarm in the rear. It is automatic CVT belt-driven for smooth and seamless operation. And it has dual USB ports and a 12v outlet.” But the real value proposition is the price, according to Garibyan.

“One other thing I want to add to this is the price point of these vehicles and the warranty… Basically this vehicle comes with a one-year bumper-to-bumper warranty on parts and labor — it covers majority of the items on this vehicle. As for the dealers, we offer great margins — 20% margin for the dealers and there’s no hold back.”

For more details or to become a Denago Dealer, contact Johnny Hayes, National Sales Director via phone (800) 2768521, e-mail johnny@denagopowersports.com or click here: denagopowersports.com/pages/become-a-dealer

WHO ARE WE?

At Denago PowerSports, we design, innovate and offer off-road vehicles fora the ultimate outdoor experience, explains GM David Garibyan. “We built our brand to provide recreational seeking families with the best off-road vehicles wherever their outdoor adventures take them. To meet our company goal, Denago PowerSports is offering premium recreational vehicles to market in record time.

“We already have a full range of youth ATVs utilizing gaspowered engines in a variety of displacements and zeroemission electric ATVs with a multitude of Kw power and torque ratings, plus performance-oriented pit bikes and dirt bikes with gas engine displacements ranging from 110cc to 150cc. Our design and engineering plans to include stunning adult gas-powered recreation vehicle models in a range of engines from 200cc to 1000cc and zero-emission electric vehicles.” The Freelander is the first of the adult models to reach Denago’s range.

HOW WILL WE ACCOMPLISH THE PRODUCTION OF PREMIUM VEHICLES WITHOUT THE PREMIUM PRICE TAG?

The Denago PowerSports Corporation is based in Irving, Texas, and already has an experienced team of 25 U.S.based powersports professionals spanning sales, marketing, service, parts, and administrative support. The Denago PowerSports team brings well over 100 years of combined experience to the brand. Distribution centers include Irving, Texas; Chino Hills, California; Indianapolis, Indiana; and Tampa Bay, Florida.

Our vision is to go beyond the basics and incorporate innovation, intelligent technology and unique designs into a premium powersports vehicle without the premium price tag. “We also wanted to add an excellent vehicle warranty and responsive customer support for all Denago PowerSports consumers and dealers from coast to coast,” claims Garibyan. “At Denago PowerSports, we are passionate about our vehicles, and we want to change the industry to provide durability and affordability in every product we make.”

WHAT’S NEXT?

We are developing a full line of utility vehicles and sport side-by-side vehicles to supplement our existing youth and adult ATVs and off-road dirt bikes. “We even plan to produce large-displacement motorcycles… And always with the goal to include top-of-the-line features and excellent warranties. Our short-term goal is to expand our U.S. staff to support our authorized dealer network,” he adds.

“At Denago PowerSports, we build the extraordinary by transforming the outdoor experience into all that is possible! Our promise to all Denago PowerSports dealers is to provide the highest level of customer satisfaction and best value in the industry. I look forward to meeting both our valued dealers and customers in person as the adventure continues.”

Our Team:

General Manager David Garibyan has been with Denago’s parent company since 2007, making him one of the seniormost employees. In his time with the company, he has held customer and dealer support positions as well as overseeing operations in the parts and service departments. Most recently, David has been focusing on brand building and product development, upgrades to current products and streamlining a more robust support system for dealers and consumers. Along with those roles, David is also the compliance officer and ensures all vehicles produced meet and exceed governmental requirements for emissions and safety. David’s long-standing history with the manufacturer makes him the right person to ensure the vision of Denago PowerSports as a premium brand is achieved.

National Sales Director Johnny Hayes brings vast knowledge and experience to the team… and will go down in history as the first rider to climb Mt. Saint Helens on the new 250 Daytona Sport Quad. He has more than 20 years involved in and around the powersports Industry. Johnny is also a long-time racer and has a love for all things off-road. He started his powersports journey as a DSM and worked his way up through the ranks with brands like Yamaha and CFMOTO. Throughout his career, he has created longlasting relationships with many dealership owners and other industry partners. Johnny is now utilizing his skills and relationships to build a solid sales team and a robust National Dealer Network for Denago.

2024 ILE REVEALS SHOCKING RESULTS

Dealers Leaving Business On

The Table

Three out of ten powersports web customers today who inquire about a vehicle will be ghosted by the dealership,” claims Pied Piper CEO Fran O’Hagan. “The powersports industry is facing some tough conditions following COVID,” he concedes as a preface to the 2024 Pied Piper PSI Internet Lead Effectiveness (ILE) Study, which measured responsiveness to Internet leads coming though dealership websites. “But for many brands, dealership web response behaviors have deteriorated.” Why? It may not be malicious, but the fact is that 30% of the leads are being ghosted!

“There aren’t many powersports principals or GMs who would knowingly ignore web customers today,” he says. However with the industry average declining dramatically compared to last year, it is clear money is being left on the table.

Pied Piper submitted mystery-shopper customer inquiries through the individual websites of 3,718 powersports dealerships, asking a specific question about a vehicle in inventory, and providing a unique customer name, email address and local telephone number. Pied Piper then evaluated how the dealerships responded by email, telephone and text message over the next 24 hours. Twenty different quality and speed of response measurements generate dealership ILE scores, which range from zero to 100.

O’Hagan notes Dealerships which score above 80 provide a quick and thorough personal response by email and phone… and often text, too. In contrast, dealerships which score below 40 fail to personally respond in any way to their

website customers. For top scoring Indian Motorcycle, 24% of their dealerships scored over 80, while 32% scored under 40. In contrast, measurement of the overall powersports industry showed that only 14% of dealerships scored over 80 while 43% scored under 40. “The effort is worth it,” adds O’Hagan. “On average, dealerships that score over 80 sell 50% more vehicles to the same quantity of website customers, compared to dealerships that score under 40.”

Is this disturbing downward trend because that as an industry we have forgotten how to sell? Pandemic demand has gone bust, but it would appear powersports dealers didn’t get the memo? “For three years following COVID, anyone in the vehicle industries had it pretty easy; at least compared to pre-COVID,” he notes. “Then fairly suddenly floorplan interest more than doubled, just as customer demand dropped below supply… and yes some in the powersports industry did miss the memo!”

By way of contrast, the car guys get it. “The auto industry responded to those conditions by doubling down to improve their web-response behaviors. Ask any car guy whether speedy personal web-response is important, especially when times are tough, and they will look at you like you’re an alien for even asking that question.”

In addition, when COVID hit, the auto industry was convinced that digital retail (a customer buying online at home and possibly taking delivery without ever visiting a dealership) was going to be what every customer demanded. “There was a flurry of activity, a bunch of new companies were formed and software developed, but as it turned out, most customers still wanted to visit dealerships in person. However, those digital retail tools are now being used to make it simpler for auto dealerships to interact with customers online (to “meet” the customer online) and carry out some of the purchase steps before the customer ever visits in person.”

Perhaps casting a wider net year to include light tractor/golf car guys like Cub Cadet, John Deere, ROXOR and Tracker resulted in dragging the motorcycle dealers average response times down to their level? Not the case O’Hagen counters. “Because we weight sales to calculate the industry average score, the poor-scoring ag brands selling side-bysides don’t have a large impact on the powersports industry average. It’s true however that the web response behaviors of the ag-related brands are where the powersports industry was back in 2018. Expect the performance of at least some of those ag brands to start improving, just as some of the powersports brands began improving soon after 2018.”

Everyone has an excuse, “Powersports dealerships are all running very lean right now, everyone is super busy, and those web customers can be invisible,” he claims. “The web customers are not the squeaky wheel demanding attention like so much else going on at a dealership. In addition, what percentage of today’s powersports sales people were selling back before COVID? If a salesperson’s idea of a typical sales day was from 2021 or 2022, they would find today’s environment scary; or more realistically they would probably leave the industry!”

2024 Pied Piper Prospect Satisfaction Index®

Powersports Brands Ranked by PSI® -Internet Lead Effectiveness® Score

Indian (-6)

Harley-Davidson (-8)

Polaris Off Road (-6)

Triumph (+7)

BMW (+9)

KTM (+3)

Livewire (N/A)

Royal Enfield (+3)

Can-Am (BRP) (-1)

Honda (+3)

Suzuki (+0)

Aprilia (+0)

Ducati (-2)

Industry Average (-4)

Husqvarna (-4)

HiSun (+7)

Yamaha (-6)

CFMoto (+6)

Kawasaki (-7)

Moto Guzzi (+0)

Roxor (N/A)

Zero (+0)

Arctic Cat (-7)

Kubota (+0)

John Deere (-4)

Kymco (+3)

Tracker (Bass Pro Shops) (+9)

Cub Cadet (-13)

Memo: Automotive Avg (+4)

05101520253035404550556065

Source: 2024 Pied Piper

BY THE NUMBERS

Indian motorcycle dealerships were the highest ranked dealerships in terms of responding to Internet leads according to the 2024 Pied Piper PSI Internet Lead Effectiveness (ILE) Study, which measures responsiveness to Internet leads coming though dealership websites. Tailing Indian dealers were Harley-Davidson, Polaris OffRoad, Triumph and BMW.

Powersports industry average ILE performance declined over the past year. “2024 is a much more challenging business environment for powersports dealers,” said Fran O’Hagan, Pied Piper’s CEO. “New digital retail tools and effective web-response processes are more prevalent today post pandemic, but powersports dealers are challenged to retain skilled employees to use those tools and processes effectively.”

Pied Piper submitted mystery-shopper customer inquiries through the individual websites of 3,718 powersports dealerships, asking a specific question about a vehicle in inventory, and providing a unique customer name, email address and local telephone number. Pied Piper

then evaluated how the dealerships responded by email, telephone, and text message over the next 24 hours.

Twenty different quality and speed of response measurements generate dealership ILE scores, which range from zero to 100. Dealerships which score above 80 provide a quick and thorough personal response by email and phone, and often text too. In contrast, dealerships which score below 40 fail to personally respond in any way to their website customers. For top scoring Indian Motorcycle, 24% of their dealerships scored over 80, while 32% scored under 40.

In contrast, measurement of the overall powersports industry showed that only 14% of dealerships scored over 80 while 43% scored under 40. “The effort is worth it,” said O’Hagan. “On average, dealerships that score over 80 sell 50% more vehicles to the same quantity of website customers, compared to dealerships that score under 40.”

Pied Piper Prospect Satisfaction Index® (PSI®)

Source: 2020-2024 Pied Piper PSI® Internet Lead Effectiveness® Studies (USA) - Scale 0 to 100 www.piedpiperpsi.com

Brands with the greatest improvement from last year included BMW, Triumph, Honda and Royal Enfield. The performance of 11 of 27 brands declined. Brands suffering the largest drops included Kawasaki, Arctic Cat, John Deere, Harley-Davidson and Yamaha.

Dealerships this year were slightly more likely to respond to online customer inquiries by text message than in previous years. However, the increase in use of text messages was negatively offset by declining performance through other communication channels. Quick response by phone was less common, and use of email to answer customer questions dropped compared to last year. Dealerships industrywide also responded with less quality content on average compared to last year, with only three of 16 content measurements improving over last year’s numbers.

The most successful dealerships respond to their web customers through multiple channels – text, phone, email - to avoid customers missing an email or text or not answering their phone. In this year’s study, 26% of dealers responded using multiple channels, down from 27% last year. A smaller group, 15% of dealers, not only responded using multiple channels, but did so within 30 minutes, down from 17% last year.

Response to customer web inquiries varied by brand and dealership, and the following are examples of performance variation by brand:

• How often did the brand’s dealerships email an answer to a website customer’s inquiry?

More than 50% of the time on average: Moto Guzzi, Indian, BMW

Less than 25% of the time on average: LiveWire, Kymco, Yamaha, Zero, Tracker

• How often did the brand’s dealerships text an answer to a website customer’s inquiry?

More than 30% of the time on average: Royal Enfield, Harley-Davidson, Livewire, Triumph, Zero, Indian

Less than 10% of the time on average: Kubota, John Deere, Kymco, Cub Cadet, Tracker

• How often did the brand’s dealerships respond by phone call to a website customer’s inquiry?

More than 50% of the time on average: Tracker, LiveWire, Harley-Davidson, Indian, Suzuki, BRP

Less than 25% of the time on average: Roxor, John Deere, Cub Cadet

“Did both” - How often did the brand’s dealerships email or text an answer to a website customer’s question and also respond by phone call?

More than 30% of the time on average: Harley-Davidson, Indian, LiveWire

Less than 10% of the time on average: Cub Cadet, Tracker, Kymco

“Did at least one” - How often did the brand’s dealerships email or text an answer to a website customer’s question and/or respond by phone?

More than 80% of the time on average: Royal Enfield, Indian, KTM

Less than 60% of the time on average: Kymco, John Deere, Zero, Cub Cadet

“Three out of 10 powersports web customers today who inquire about a vehicle will be ghosted by the dealership,” said O’Hagan. “Too often a dealership’s response today is nothing, or only an auto-response, the modern equivalent of a form letter.” Pied Piper has found that the key to driving improvement in website response and in turn higher sales is showing dealers what their website customers are really experiencing – which is often a surprise.

THE BOTTOM LINE There Is A Solution

There is a solution to leaving Internet leads hanging, according to Pied Piper researcher Fran O’Hagan. “Regularly — at least weekly — measure what a dealership’s web customers are really experiencing. It’s often a surprise.” You don’t know what you don’t know… and when you find out about the qualified leads lost, it might be worth re-evaluating your whole online strategy.

Some dealerships use Pied Piper’s Internet Lead Effectiveness (ILE) measurement and reporting, but at a minimum a dealer principal or GM can “mystery shop” their own dealership, suggests O’Hagan. “Powersports dealers have learned that a ‘digital dashboard’ may say that a response has been sent, but the dealer principal or GM may find that it was just an automated response or a generic salesperson template… Or a phone call that was never answered with a voicemail that a customer never heard.

But wait, there is more. “The technology involved also fails regularly. Consider that the website has to work correctly, all of the website’s ‘plug-ins’ have to work correctly, an OEM’s Enterprise Lead Management System has to return the lead to the dealership without delay, a dealership’s CRM system needs to work correctly, and the dealership’s email system needs to avoid getting flagged by the main email providers for being too spammy.”

There are a lot of moving pieces that must be monitored on a regular basis.

CAVEAT EMPTOR

When it comes to dealership websites, “What you don’t know, can absolutely hurt you,” adds O’Hagan. “Dealers are shocked to learn that although website customers have been visiting their website and reaching out to the dealer, some of those customer leads have never even been delivered to the dealer.” Dealers using the largest powersports industry website providers don’t usually have this problem, but dealers who use some of the smaller website providers can find that those companies are way over-zealous in their quest to keep out bots and spam from dealership website forms.

Accepting the trophy from Pied Piper CEO, Fran O’Hagan, were Joel Harmon, Polaris VP, On-Road Sales & Market Development (left), and Aaron Jax, VP Indian Motorcycle (right).

“Unfortunately for dealers using those websites, many of their real online customers are kept out too, and most dealers have no idea unless a customer complains – which would be uncommon. Typically the cause of this trouble is over-reliance on generic third-party website plug-ins to make the “come-in or stay-out” decision.”

He notes those generic plugins may work fine for policing low-value online shoppers (such as reducing bots buying concert tickets) where the consequence of a mistake is low, but vehicle web shoppers are high-value, and failing to deliver any of those customer leads to a dealer is always unacceptable. “The auto industry worked through the same issue 10 or 12 years ago, and like the largest powersports

BIO BOX

web providers, automotive website providers deliver virtually all web customer leads to their dealers.”

At a minimum, all powersports dealers must follow this plan, “Don’t go home at the end of the day with web customers locked up in your store any more than you would lock up and leave with a physical customer wandering around your store,” cautions O’Hagan. “Be relentless. There should never be an occasion where your dealership fails to respond at least once each day to all web customers.

Lastly, just an email, just a phone call or just a text isn’t enough, he concludes. “Reach out through multiple paths and let the customer choose how they respond. Otherwise, customers miss too many individual emails, calls or texts.”

The Pied Piper PSI® Internet Lead Effectiveness® (ILE®) Studies have been conducted annually since 2011. The 2024 Pied Piper PSI-ILE Study (U.S.A. Powersports) was conducted between May 2023 and February 2024 by submitting website inquiries directly to a sample of 3,718 dealerships nationwide representing all major powersports brands.

Founded in 2003, Pied Piper Management Company, LLC is a Monterey, California, company that helps brands improve the omnichannel sales & service performance of their retailers, by establishing fact-based best practices, then measuring and reporting performance. Examples of other recent Pied Piper PSI studies are the 2024 Pied Piper PSI® ILE® Auto Industry Study (Nissan’s Infiniti brand was ranked first), and the 2023 Pied Piper Service Telephone Effectiveness® (STE®) Powersport Industry Study (Harley-Davidson was ranked first).

Complete Pied Piper PSI® industry study results are provided to vehicle manufacturers and national dealer groups. Manufacturers, national dealer groups and individual dealerships also order PSI® evaluations – in-person, internet or telephone – as tools to measure and improve the omnichannel sales and service effectiveness of their dealerships. For more information about the Pied Piper Prospect Satisfaction Index, and the fact-based PSI® process, go to: www.piedpiperpsi.com

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Dealernews Research

By Don Musick

TONIGHT’S FORECAST… DARK!

At least according to comedian George Carlin’s “Hippy Dippy Weatherman”! On Monday April 8th dark was forecast again, only this time not

for everyone. Just after lunchtime @ 12:23 pm, the sky over Dallas began to darken and by 1:42 it was lights out! Then, over the next couple of hours, a swath of inky darkness 108-122 miles wide traced a path northeast to Caribou Maine where the curtain dropped at 3:32 pm. Lasting less than 4 minutes along most of its path, the event provided its viewers with a brief but dramatic experience.

Brief yes… but lucrative too! Take Bartlett TN-based American Paper Optics. As the world’s largest supplier of safe solar eclipse glasses, they expect to sell upwards of 75 million pairs for this event. Compare that number to 45 million pairs sold during the 2017 total eclipse! At about one or two bucks a pair, that’s a tidy sum for a single day event! Conveniently, NASA has published a guide to the eclipse that shows where and when the blackout would occur as in the graphic below.

X TOTALLY MARKS THE SPOT

Because the moon was a little further from the earth during the 2017 eclipse, its path was narrower ranging from 62-71 miles as illustrated above. For those lucky enough to live near Carbondale IL, (now nicknamed ‘The Eclipse Crossroads’), this is old news!

Stepping away from NASA’s illustrations, we can get more of a grassroots measure of eclipse interest by turning to Google Trends. Using the keyword “eclipse” for the period 4/2/2024 - 4/9/2024, Google search volume shows the following activity. Unsurprisingly, interest peaks on the day of the eclipse.

In addition to timeline analysis, Google Trends also presents the underlying data geographically. By default, map data is presented at the state level (Subregion) although it can also be viewed in greater detail at Nielsen DMA (Metro) and City levels.

Maps for Google ‘eclipse’ search volume (interest) surrounding both 2024 and 2017 solar eclipses are (shown on page 42) at the Nielsen DMA level. It’s clear that these geographic patterns exactly mirror the NASA graphics above!

It’s also clear that Google Trends can be a powerful tool for analyzing timelines and geographies of public sentiment. So how can we leverage Google Trends to discover new insights into the Powersports Industry?

From his first motorcycles (a Honda S65 and an S90) when he was 16 to 50 years later, Don Musick has never stopped twisting the throttle. Although his accomplishments in the research arena have surpassed his MX career Don has over 25 years experience with major manufacturers in the Powersports and Automotive industries specializing in e-business solutions for retail distribution networks. His solution portfolio includes the development and implementation of manufacturer/dealer extranets, consumerdirect commerce portals, manufacturer/dealer e-channel integrations as well as development of webbased sales force automation tools. For most of his career, Don has been fascinated (his wife would say obsessed) with geographic market analytics, dealer location planning and sales territory optimization. He founded Genesys Technology Solutions (GenesysTech) http://www.genesystech.com/ to develop new tools and market intelligence products to help manufacturers understand the competitive landscape of their industries, recognize opportunities and grow their businesses. A Spartan to the core, Don earned a B.S. in Physiology and PhD in Biochemistry from Michigan State University. Contact: dmusick@genesystech.com

Dealernews Research

By Lenny Sims

J.D. Power By The Book

In the recent NPDA webinar National Powersport Auctions VP of Business Development Tony Altieri noted a return to seasonality. “It has been a few years since we have seen the seasonal powersports curve, but it is officially back from what we are seeing this spring. A rise in auction pricing across the country is underway for all major categories.” J.D. Power is seeing similar activity as of the end of April.

“Wholesale auction pricing started to pick up in early February and has been climbing each week since,” adds Altieri. “The exact timing of the seasonal peak and average price increase cannot be predicted, but based on the data and Dealer feedback NPA has received, it looks like late April to early May.” We concur!

Traditional seasonality has returned to the powersports market, with values increasing from January into April. Q1 2024 started out notably lower than the same period of the previous two years, but the difference has narrowed in the most recent period.

In the motorcycle segment, values for the most recent 10 model years of Cruisers averaged 5.4% higher in the MarchApril period compared to January-February. Overall Cruisers were 10.8% lower in the first four months of 2024 compared to 2023.

Sportbikes averaged 6.3% higher in March-April compared to January-February. Despite the upward tick in March, the Sportbike sector was still 5.8% lower year-over-year. Still less ground to make up than Cruisers.

UTV sales show similar trending. In the side-by-side category, the utility segment averaged 9.7% higher in March-April compared to January-February. That is 11.2% lower year-overyear. The sport UTV segment averaged 9.9% higher in MarchApril compared to January-February. Even with the bump, Sport UTVs were 11.0% lower year-over-year.

Is this return to seasonality a silver lining? The powersports market in early 2024 performed better than we had predicted late last year, and values have been adjusted upwards in the most recent period.

Bottom line: Customers are still spending on pre-owned equipment.

J.D. Power Specialty Valuation Services (formerly NADAguides) is a leading provider of specialty vehicle valuation products and services to businesses. The team collects and analyzes tens of thousands of wholesale and retail transactions per month, and delivers a range of guidebooks, web service data, analysis and digital data solutions. J.D. Power is a global leader in consumer insights, advisory services and data and analytics. A pioneer in the use of big data, artificial intelligence (AI) and algorithmic modeling capabilities to understand consumer behavior, J.D. Power has been delivering incisive industry intelligence on customer interactions with brands and products for more than 50 years. The world’s leading businesses across major industries rely on J.D. Power to guide their customer-facing strategies.

MARCH AWP IN REVIEW

Spring is Officially Here!

Welcome to the peak of the Spring selling season. As we’ve been highlighting for the last 90 days, pricing typically reaches its zenith in March, with trends holding strong through April and into the first part of May. It’s a good sign that after the last few years of abnormal pricing behavior, driven by shortages and elevated customer demand, the used market has shifted back into more normal rhythms. While new product inventories and incentives still pose some later season headwinds, it’s good to see pricing behavior through the lanes meeting and, in some cases, beating industry expectations.

The Time is Now

March Average Wholesale Price (AWP) jumped across nearly every category, including all on-highway and motorcycle categories, with core powersports showing significant strength versus the prior three months. On-highway units soared, with a ~10% gain in overall AWP performance, highlighted by significant increases in both Domestic Cruiser (12.5%) and Metric Sport (12.2%) categories. Off-highway vehicles also crept up with more modest gains across all segments in March. Year-over-year AWP metrics for most categories were below March of ‘23 but ahead of prior expectations. While we anticipate similar AWP performance over the next 25-40 days, the real question remains: how long will it last?

What to Expect This Spring

Despite concerns about the abundance of new inventory and some odd weather patterns across the country, most dealers have reported solid sales through February and March. The anticipation is that these trends should continue into April. Dealers, lenders, and manufacturers have been working diligently to attract, enable, and close customers through healthy incentives and promotions. While we anticipate this behavior to continue through the remainder of 2024, the impact on used pricing has yet to be fully felt. We advise dealers to use the truncated window of opportunity to aggressively move inventory. Use the next 30 days to clear out any aged units and source what you know will sell now. Keep a keen eye on what you’re paying for trades, understanding that in 45-60 days, the market will be much different.

Used pricing has finally returned to normal levels postCOVID, and normal seasonality has returned. Prices are strong now, but we expect market and inventory pressures to shorten this year’s Spring season, making smart inventory management crucial. If you’re looking for a more in-depth analysis of current market trends or just want a better understanding of how things are changing, contact the team at NPA.

MARCH ‘24 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

MARCH ‘24 VS. MARCH ‘23 AVERAGE WHOLESALE PRICE CHANGE

JOE R O CK ET

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CURRENTS+

FORE! EV OPERATION DOUBLES UP ON DEALER PORTAL

Over the years, EVolution Electric Vehicles has carved a distinct reputation in the market by continuously EVolving. “Our blend of design excellence, unmatched quality, and sheer passion sets us apart from conventional golf carts. Symbolizing a transformative approach in the industry, we promise a tailored experience…” That process includes the total revamp of their Dealer Portal.

EVolution explains “Everything you need to grow and succeed as an official EVOLUTION EV Dealer – all in the same place…” Well, make that two distinct places. Recognizing Dealers have different needs, the portal has been split into two specific portions: East and West. While tailored to the two regions, common functionality can be found, including:

• Technical Support

Find all the technical information needed to operate a dealership. Answer any questions about carts, warranties, and more with a comprehensive, searchable knowledge base.

• Order Management

View all Evolution products and accessories, order management, including placing orders, tracking order status, managing returns and deliveries, etc.

• Exclusive Deals

See the latest deals, announcements, and more. All announcements and deals are announced in the EVOLUTION EV Dealer Portal first, including some that are exclusive to Dealer Portal users.

• Access Brand Assets

Find and download everything you need to successfully sell EVOLUTION vehicles. Logos, brand guides, physical materials, and more are all available through the EVOLUTION Dealer Portal.

East or West, pick your portal: evolutionelectricvehicle.com/dealer-portal

ZERO TAPS TESLA CHARGING SYSTEM

By tapping into Tesla’s existing power grid, Zero has opened up access to an additional 40,000 Tesla Destination Chargers. “This launch marks a pivotal step in Zero Motorcycles mission to enhance the electric motorcycle experience with advanced technology and user-centric solutions,” claims the Santa Cruz, California-based EV operation.

“We’re excited about what the Tesla Tap Mini means not only to the Zero Motorcycles community, but also for the continued progress of EV motorcycles within the broader market,” explains Brian Wisman, Zero’s Senior VP of Product Development. “This adapter unlocks tens of thousands of new charging opportunities for electric motorcycle riders and provides our customers with an added peace of mind to be able to rely on charging infrastructure when it’s needed on their electric adventures.”

Wisman adds that the Tesla Tap Mini is a compact, versatile adapter designed to unlock access to Tesla Destination Chargers, UMCs and Wall Connectors in North America. Caveat emptor: This accessory is not compatible with the Tesla Supercharger network, but does open the door to 40,000 additional charging points, significantly enhancing the charging infrastructure available to Zero riders.

Key Features Of The Tesla Tap Mini

• Universal Compatibility: Seamlessly works with all Level 2 Destination Tesla chargers (excluding Superchargers).

• Safe & Secure: Equipped with circuitry to maintain full functionality and adhere to safety protocols.

• Wide Range Charging: Capable of charging from any stationary or portable EVSE ranging from 110V to 250V with a NACS charging pistol, providing flexibility for riders on the go.

• US-Built EV Friendly: Designed to be compatible with any US electric vehicle and charges at up to 60 AMPS @ 250VAC (15 kW), making it a versatile addition to any electric vehicle enthusiast’s toolkit.

To learn more about the Tesla Tap Mini, plug this into your browser: www.zeromotorcycles.com/tesla-tap

DEALER NEWS: HOLLYWOOD ELECTRICS PULLS THE PLUG!

Last September Electrical Engineer and roadracer-turned EV dealer Harlan Flagg announced that he was shutting down Hollywood Electrics. It was a somewhat open ended warning to his customers, but the plug was officially pulled in February while we were focused on AIMExpo.

“After 14 years of Hollywood Electrics, the time has come to pursue new opportunities and face new challenges,” posted his farewell letter. “Hollywood Electrics was the first shop of its kind when we opened in Los Angeles in 2009. We introduced the world to electric two-wheeled transportation, back when electric vehicles were still only considered a novelty. Today there are millions of EVs on the road and it won’t be long before they outnumber their internal combustion predecessors.

“It was exciting to be a part of such a world changing movement and we will never forget all the people and events that touched us on this journey. Thank you to all our customers, partners, friends, and supporters. This is not goodbye, but simply closing a chapter. We are so grateful for the relationships we’ve made along the way and hope to keep in touch.”

Enjoy The Ride, Harlan Hollywood Electrics

ONYX SHORT CIRCUITS

Despite a hurry up and wait approach to production and marketing, Onyx Motorbikes had developed a following among eBike influencers. However recently the interim CEO had hinted the operation was not sustainable before apparently quitting. Following its checkered past (Onyx had been declared “dead” multiple times by social media channels starting back in March of 2021), it would appear things finally short circuited this spring.

Employees were let go and the business address says “closed” at 1 pm on a Tuesday, which wasn’t a good sign. Then the online commerce was “temporarily” offline… all writing on the wall for the official announcement that Onyx had finally pulled the plug as of April 9th. The website now defaults to a “Sorry, this store is currently unavailable” screen from Shopify.

BIG BROTHER OVERSEES eBIKE DATA

Since 1946 NBDA’s mission has been to strengthen bicycle businesses through education, research, communication and advocacy. “When we create thriving bicycle retailers the industry and the cycling community follows.” Now NBDA plans to lead the way in codifying what has become the Wild West of eBikes.

Big brother or necessary oversight? Either way, the National Bicycle Dealers Association is expanding its eBike database. The National Bicycle Dealers Association (NBDA) is expanding its e-bike database initiative with a comprehensive resource for certified and insured e-bikes available in the U.S. The NBDA database will be a “vital tool” for retailers, consumers, e-bike incentive programs and municipalities seeking to ensure the highest safety and quality standards in the e-bike market.

“Building upon the success of the initial launch last year, the NBDA invites e-bike brands and manufacturers to opt in and provide their certifications and insurance documents to enrich this invaluable resource,” says NBDA President Heather Mason. “This initiative aims to streamline the process for retailers in selecting products for their stores while promoting transparency and accountability within the industry.”

She adds “our aim with this expanded database is to empower retailers with the necessary information to make informed decisions about the e-bikes they offer to their communities. By encouraging brands to contribute their data, we are fostering a culture of collaboration and responsibility that benefits all stakeholders.”

NBDA said the database collects “essential” information, including contact details, product certifications (such as UL 2849, UL 2271, UL 2272, EN15194), CPSC Certification and product liability insurance. Brands are encouraged to upload supporting documentation for thorough verification by the NBDA and associated firms, testing labs and brokers to ensure accuracy and reliability.

NBDA noted that it is committed to maintaining the privacy and integrity of the information provided. The data will not be sold or shared with third parties. E-bike dealers, suppliers and manufacturers can learn more here: nbda.com/about-the-nbda

CURRENTS+

BINTELLI READY TO WIN INDY 500?

Already a 5-time Inc. 5000 winner (top 500 in 2023) and recently recognized as one of the 50 fastest growing companies in South Carolina, Low Speed Vehicle (LSV) OEM Bintelli is looking to add the Indy 500 to its list of accomplishments (manufacturing, not the car race) by charging ahead with plans to expand operations in Indiana this year. The top ranked manufacturer of electric golf carts is headquartered in Charleston, South Carolina, but announced plans to take its winning ways to Indiana earlier this spring.

“We couldn’t be more excited to expand our operations with this new facility at River Ridge Commerce Center,” says founder Justin Jackrel. Bintelli plans to invest more than $4 million to establish an assembly and distribution center at the business park and create nearly 70 jobs. The Indiana Economic Development Corp. is offering Bintelli up to $675,000 in conditional tax credits, which the company will not be eligible to claim until Hoosier workers are hired for the new jobs.

Like all good real estate deals, location, location and location were key factors. “The proximity to our new logistics partner, Mister ‘P’ Express, played a big part in choosing this location for our new assembly facility.”

Founded back in 2000, Jackrel adds that Bintelli has seen “explosive growth” over the last few years. To charge ahead with LSV sales, check out Bintelli’s dealer program here: www.bintelli.com/become-a-dealer

maximum oxygen uptake decreases (VO2 Max). This all translates into less ability to climb hills and travel longer distances.” To compensate for these diminishing returns, Turner has developed the RIOT — a Class 1 version of Optibike’s R17 carbon-framed offroad ebike — aimed at riders over 50, and is “built for durability and rock-solid handling.”

“A rider of 60 years old may have 30% less power ability than when they were 30,” he explains. “Combined with an increase in body mass, this means the 60-year-old will need a more powerful eMTB than someone 30 years old.”

The Riot rocks a 750-W PowerStorm MBB mid-drive motor with a class-leading 190 Nm (140 lb.ft) of torque for tackling “much steeper hills” without necessarily needing to constantly change gears. Where the standard Optibike R17 features 1,700 watts of continuous motor power up to 36 mph, the Riot keeps to the Class 1 lane for pedal-assist up to 20 mph (32 km/h) over five power levels. Beefy downtubes house a 52-V/1,630-Wh battery for up to 126 miles of per-charge range at 20 mph, or as much as 180 miles (290 km) at 15 mph. A handlebar-mounted LCD display with backlighting shows key ride data day or night and sports controls for adjusting motor support.

Having 3X the range doesn’t come cheap, though! MSRP for the limited edition starts at $14,400! See it for yourself here: https://optibike.com/riot-class-1

HONDA TO CHARGE AHEAD IN WORLD’S #1 2-WHEEL MARKET

QUIET RIOT

“As we age, three main metabolic changes occur,” said Optibike founder, Jim Turner. “We lose muscle mass, gain weight and our

The Economic Times of India reports Honda is planning to use the Indian market to develop its two-wheeler electrification strategy. “Beyond launching products, Honda will leverage the competencies in India for its global electrification strategy which will gain ground in ASEAN, Europe and Japan.” ET cites “some broad hints of the road ahead in its Honda Report 2023.”

Led by next gen battery tech intended for electric motorcycles “Honda is propelling rapid development” of battery systems encompassing NCM (nickel-cobalt-manganese) and LFP-based (lithium-ion iron phosphate). ET reporter Murali Gopalan notes Honda Motorcycle & Scooter India has already announced that it is working on an electrification roadmap. As part of this plan, a specialized Factory “E” facility will be brought online. “The advanced automated facility will produce 1 million EVs by 2030.

Read more at:

auto.economictimes.indiatimes.com/news/twowheelers/honda-to-use-india-as-key-pivot-in-2-wheelerelectrification-plans/109504264?

w w w . s u r - r o n . c o m / u s

eSHIFTING GEARS+

Branching out beyond trials,10X National Champ Geoff Aaron has joined the diverse family of brands offered by Central Powersport Distribution. Aaron started in his sweet spot getting the Electric Motion trials effort off on the right foot at the NATC (North American Trials Council) series kick off tin April. Once EM promotions are balanced, the focus will turn to Rieju for their E-Tango effort. “Geoff’s vast experience in the off-road market and being based in Southern California is the perfect hire to help us gain the exposure and to create the partnerships we want with the magazines and industry.” Says CPD CEO Mark Berg. “Electric Motion has a bunch of new exciting products coming to the USA with even more coming this fall, we need someone to focus on EM right away and there is no one better than Geoff to fill this role.”

Berg believes the 10-time National Trials Champ and former GasGas off road manager will have an immediate positive impact on the CPD brands. “Geoff’s first task will be to focus on Electric Motion with the new Escape X, Escape XR and upcoming new Epure FACTOR-e trials model. Promotions, brand development and dealer relationships will be the core efforts along with creating a stronger relationship within the Southern California MC industry for all the CPD brands including Rieju, SWM and AJP.”

“I had the opportunity to visit the new EM Factory in January for their Epure FACTOR-e launch and got to visit the Rieju team in Figueres, Spain,” adds Aaron. “I have been experimenting with the EM Comp for a month now and have been impressed by the technology and adjustability with the EM connect platform. Being able to tune the motorcycle for all level of riders from your phone is the future. The newest version EM EPure FACTOR-e with a 4-speed gearbox is adding even more excitement and capability for top-tier trials competition. I am looking forward to helping CPD charge ahead!”

Mechanical Engineer Eduardo SalcedoLopez has been promoted to Chief Technology Officer at Volcon. He started as the company’s first engineer on the EV innovator’s UTV project back in August 2021. “Since then he has led the charge on the Stag from design all the way through production,” notes new CEO John Kim. “Now that the Stag is in production, the Board of Directors voted to give him a promotion to CTO… We think Eduardo is going to do a bang-up job in the year to come and really lead the charge in the company from a technical standpoint.”

Prior to joining Volcon, Salcedo-Lopez was Product Development Lead for Shield Restraint Systems, Inc. where he developed everything from seat belt restraints to ROHVA-compliant side nets, expanding the company’s 2nd largest UTV customer account by $8MM per year. He also did pro bono prosthetics in partnership with Handsmith’s Lyman Connor & FormLabs to develop a lowcost fully customizable prosthetic hand that was 90% 3D printed and over $50K cheaper than competitors. Salcedo-Lopez’ formal education was with the Purdue School of Engineering & Technology.

While Eduardo Salcedo-Lopez was moving up to CTO at Volcon, Chief Marketing Officer Katie Hale completed her circuit with the EV company and moved on in March. Prior to Volcon, Hale had been head of outdoor sports marketing for The Virtus Solution, an Atlanta-based consulting company. Before Volcon and Virtue, she led marketing teams for iconic brands Remington Outdoor Company and Mustad Fishing for nearly a decade. Her tenure within the outdoor industry is a testament to her continued passion, understanding and dedication to the segment. With a Bachelor of Fine Arts Degree in Graphic Design from the University of Alabama in Huntsville, it had been hoped Hale would help catapult Volcon’s marketing strategy to the next level.

Just in time for the legendary Sea Otter Classic, eBike innovator FUELL expanded its C-Suite: “We’re thrilled to welcome Gary DeMel as our new President at FUELL,” exclaims company co-founder/ CEO Francois-Xavier Terny. “With an impressive background as a former Intel executive and startup advisor/CEO, Gary brings invaluable experience to our team.”

DeMel’s track record includes supporting industry giants including Intel Corp, Samsung and Tesla, as well as leading startups to remarkable growth. His passion for motorcycles and expertise in electric motors align perfectly with FUELL’s vision of revolutionizing urban mobility.

“Join us in welcoming Gary DeMel to the FUELL family,” concludes Terny.

EXPERIENCE INDUSTRY LEADING DEALER PROFITS

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At Bintelli, we get it. Our comprehensive dealership program has your company covered, from inventory flooring to attractive retail financing and everything in between. Start a conversation and learn how partnering with Bintelli can help grow your business today. All-Inclusive Dealership

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Sun Harley-Davidson is Colorado’s oldest Harley-Davidson dealership.

Sun Enterprises is Colorado’s largest powersports dealership.

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We charge a success fee only with no upfront fees or retainers.

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For a confidential consultation and complimentary estimate of value on your business, please contact us:

Harley-Davidson & Powersports Division

George C. Chaconas, Senior Partner, CBI/M&AMI

Office: 813. 569. 6250 | Cell: 813. 245. 2535

Email: george@performancebrokerageservices.com

Address: 2102 West Cleveland Street, Tampa, Florida 33606

PARKER-COMER

BRAD E. GEORGE

JUAN C. PARDO

COURTNEY A. BERNHARD

GEORGE C. CHACONAS

APRIL 2024 News from YOUR National Powersports Dealer Association

Welcome to the April 2024 newsletter from the NPDA! Our Dealers and Partners have joined us in our Mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.” We welcome you to join us as a dues-paying member.

NPDA Dealers Optimistic for Summer Retail Outlook

Members of the National Powersports Dealer Association are optimistic for the summer retail season, according to results taken from a poll during this month’s NPDA live webinar.

The webinar, hosted by NPDA Interim Executive Director Dave McMahon and Tony Altieri, Vice President of Business Development at National Powersports Auctions (NPA), revealed that about 2 out of 3 Dealers expect the summer sales season to be “the same as” or “better than” last summer.

“A majority of Dealers report that they are off to a positive start in April, with 60 percent of dealers saying they are on plan for the month,” McMahon said. “That’s helping to provide reason for optimism for the 2024 selling season. We appreciate NPA’s insight during the webinar that will help our NPDA Dealer members also get the inside track on ramping up their pre-owned sales.”

Nearly 50% of Dealers responded that they expect summer retail at their stores to be “better than last summer.” About 1 in 3 said they expect this summer’s retail performance to be “worse than last summer.”

The polls, which involved NPDA Dealer participation during a live webinar titled “How Dealers Can Capitalize on the Return of Seasonal Wholesale Pricing,” revealed other current trends for the month.

• About 60% of Dealers described their overall business performance in April as “on plan.” A total of 40% of Dealers said they are “below plan.”

• About 1 in 3 Dealers described their pre-owned unit sales in April as being “on plan.”

• Lack of pre-owned inventory on the showroom floor could be at the root of a lack of sales in that segment, with over half of the Dealers polled saying they currently they do have enough used inventory. Another 1 in 3 Dealers said they have too much inventory.

• About 2 out of 3 Dealers said their service department business is best described as having “the right amount of bikes being serviced.” About 1 in 4 Dealers said their service department has empty lifts.

PARTNER REPORTS

National Powersport Auctions: Seasonal Powersports Pricing

Is Back

How NPDA Dealers Can Capitalize

It has been a few years since we have seen the seasonal powersports curve, but it is officially back, according to National Powersport Auctions. A rise in auction pricing across the country is underway for all major categories. Wholesale auction pricing started to pick up in early February and has been climbing each week since. The exact timing of the seasonal peak and average price increase cannot be predicted, but based off the data and Dealer feedback NPA has received, it looks like late April to early May.

How can NPDA Dealers take advantage of the seasonal curve?

For aged inventory, write a retail and wholesale plan for each unit. Make sure these plans have deadline dates. If you cannot move it via retail, send it to the auction before the Spring frenzy is over. The quicker you turn your aged inventory, the quicker you have capital to invest in bikes that you can retail this summer. This is the time of the year you need to separate your dealership from the others. If you have unique or low mileage pre-owned units, make sure to market them. Odds are, you are the only Dealership in town that has that specific model, in great condition, and low mileage. Make sure your customers know about it!

For more information, click here: www.NPAuctions.com

Garage Composites Offers 10 Questions to Define Dealership Culture

Culture. In their first episode of Garagecast in 2024, Tony Gonzalez and Sam Dantzler from Garage Composites discussed culture. With an industry faced with challenges ininventory, interest and margin problems, they thought long and hard about what makes some Dealerships thrive – no matter the economy they face.

So as to not list the hundreds of reasons that we thought the best Dealers succeeded, we broke it down to the 10 things that make their cultures great. These are 10 questions that we think every Dealer should be asking themselves today.

1. What does your Dealership look like?

2. Are you a proactive or reactive Dealership?

3. Who works for you and why?

4. Do you use or simply pay for your CRM?

5. What type of service work do you do?

6. What is your attachment rate for your parts?

7. Is your shop a place you would shop?

8. How often do you talk to your lot tech/delivery driver? What do they say?

9. Who is your longest standing team member and why are they still with you?

10. Are you still in business because you are an enthusiast or because it pays the bills?

Selling season has begun - culture is what runs your dealership in your presence, and in your absence. Listen to the referenced Garagecast episode (#191) here: garagecomposites.com/podcast

Membership Corner

The Bigger We Are, The Better We’ll Be - JOIN THE NPDA!

Membership Growth Goal for 2024: 700-plus

Since its founding less than three years ago, the NPDA has grown to more than 400 Powersports Dealer members from all 50 States plus Puerto Rico.

During April alone we’ve had conversations and offered strategic advice to our Dealer members who have encountered the following issues and concerns:

• OEM in potential violation of state laws by requiring dealership to take specific actions

• State legislation that could potentially shut down ride parks due to unreasonable expense

• Dealer seeking assistance on how to push back against unreasonable ordering demands by OEM

We are better together and we are here to help you solve your problems.

JOIN TODAY

Jay Goodart elected to NPDA Board of Directors

The NPDA has added another dealer to its Board of Directors with the election this month of Jay Goodart (right), Dealer Principal of Lawless Harley-Davidson in Scott City, Missouri.

With the addition of Goodart, the 13-member NPDA Board of Directors is as follows:

• Bob Althoff, Chairman, Farrow Harley-Davidson, OH

• Bob Kee, Vice Chairman, Destination Cycle, TX

• Kim Harrison, Secretary/Treasurer, Coleman PowerSports, VA

• Jayson Davis, PowerSports of Greenville, SC

• George Gatto, Three Rivers Harley-Davidson + Gatto Cycle Shop, PA

• Jay Goodart, Lawless Harley-Davidson, MO

• Bob Henig, Bob’s Motorcycles, MD

• John Leach, Pete’s Cycle Co., MD

• Donald B. Meyers, Jr., Baltimore Powersports Inc., MD

• Mark Peterson, Southwest Superbikes, TX

• Mark J. Sheffield, Woods Cycle Country, TX

• Brett Tekavec, Ohio + Washington, D.C., Queen City Harley-Davidson, OH and Harley-Davidson of Washington, D.C.

• Gail Worth, Founding Board Member, Gail’s Powersports, MO

NPDA PARTNER PROFILE

ACCELERATE 2 COMPLIANCE

Prioritizing Information Security For Dealers

Learn about how your dealership can better handle data privacy and information security as NPDA’s Interim Executive Director Dave McMahon welcomes Matt Vatter, Chief Compliance Officer at Minnesota-based Accelerate2Compliance. Data Privacy focuses on the right to control how personal information is used and shared. In today’s interconnected digital landscape, information security is crucial for Powersports Dealers. Here’s why:

• Customer Data Protection: Dealers handle sensitive customer information, including personal details and financial records. Robust security measures ensure data confidentiality.

• Financial Transactions: Secure systems prevent fraud in financing applications and payment processing.

• Online Presence: Regular security audits and encryption protocols protect websites and online databases.

• Supply Chain Risks: Ensure cybersecurity practices align with industry standards.

• Employee Training: Staff awareness of phishing and safe browsing practices is essential.

• Incident Response Plans: Swift action during data breaches minimizes damage.

• Physical Security: Secure access prevents unauthorized personnel from compromising data.

• Remember: Secure systems today ensure a thriving business tomorrow.

The regulatory landscape is changing rapidly and more states are in the process of enacting their own data privacy laws. The federal government has legislation pending as well. Currently, the DATA Privacy Act (Digital Accountability and Transparency to Advance Privacy Act) is pending in the U.S. Congress. Additionally, the American Data Privacy and Protection Act (ADPPA) has also been a significant attempt toward comprehensive federal privacy legislation, having received bipartisan support and advanced to the full House of Representatives. These acts are part of ongoing efforts to create a unified federal data privacy framework in the U.S.

On the other hand, Information Security aims to protect data from unauthorized access, breaches, and theft. It involves implementing technical safeguards such as encryption, firewalls, and access controls. The Federal Trade Commission (FTC) Safeguard rules (16CFR 314) is the principal federal regulation that identifies dealerships as financial institutions and requires specific considerations regarding the security of customer private data.

While data privacy and information security often overlap, they address different aspects of data protection. Data privacy is about the proper handling of personal information, ensuring that it’s collected and shared with consent and for legitimate purposes. Information security, on the other hand, is about protecting data from threats and ensuring it remains intact and accessible to authorized users.

Subscribe to the NPDA channel now to get notified when new monthly Partner reports get posted. Drop us a note at dave@npda.org to get your dealership signed up (or become a Partner) with the NPDA today.

Want to make it easy and cost-effective? Contact NPDA Partner Accelerate2Compliance: www.accelerate2compliance.com

ENCOURAGED TO JOIN ABOUT NPDA

The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members.

Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry.

Our Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared, sustainably profitable, and exceed the expectations of a growing Powersports customer base.

MOTORCYCLE SAFETY AWARENESS MONTH

Calling on Motorists to Look Out for Riders, See Them, and Share the Roads

May is Motorcycle Safety Awareness Month, the traditional start of the riding season and a time to call on all motorists across the country to always watch out for and share the roads with motorcyclists.

In early May, MSF Media Relations Director and RiderCoach Andria Yu will be conducting a satellite media tour, appearing on TV news programs nationwide to raise awareness for motorcyclist safety.

Last year, Yu and actor, comedian, and avid rider Alonzo Bodden starred in a summertime satellite media tour – staged by the MIC Communications Department – that reached an estimated 22 million viewers during 31 TV news broadcasts airing in nearly 20 cities nationwide. During almost six pre-dawn and early morning hours in a Los Angeles studio, Bodden and Yu provided safety tips for riders, shared the fun of motorcycling, offered tips to drivers to help keep riders safe, and highlighted the MSF’s 50th anniversary.

MSF NEWS

Free Motorcycling Experiences Coming to Dozens of Locations Nationwide

The Motorcycle Safety Foundation posted its initial 2024 RIDE Day schedule with events spanning the nation from Alaska to Virginia. More are in the works.

“An MSF RIDE Day offers non-riders the opportunity to try a motorcycle for the first time,” said Corey Eastman, MSF Director of Rider Education Expansion. “For current riders, it is an opportunity to ride their own machines in practice exercises designed to sharpen their skills. Through hosting a RIDE Day, MSF-recognized ranges open their facilities to the communities they serve. Events frequently feature motorcycle and gear displays, local vendors, and more, all to create a welcoming motorcycle experience while providing attendees a look at proper rider training.”

The two key elements of RIDE Day are the MOTO Intro and the SKILLS Check. Events can feature either or both of these activities. The MSF recognizes nearly 2,000 training sites with MSF-certified coaches across the country. Each of these locations are eligible to host RIDE Days of their own.

Personnel Files

By Alex Baylon

#GETAJOB!

Twenty years ago, in a world where the Internet was still a new frontier for many, MotorcycleIndustryJobs.com (MIJ) kickstarted (2-stroke joke) its engine, forever changing how recruitment happened within the motorcycle industry. Some of you may not remember the days of searching the “help wanted” ads in the back of Cycle News for the latest job openings — back when it was still in print and delivered to Dealerships in bulk. Believe it or not, there used to be daily newspapers sold on street corners… Okay, now I am really dating myself. However the journey of operating this niche job board has been nothing short of a 24-hour motorcycle race.

Actually the 8 hour endurance race at Suzuka or the 24 hour Bol D’Or in Spa or Baja 1000 analogies have a lot in common with the 20 hot laps around the sun that MIJ has turned. You have your assorted mechanical issues; you’re sleep deprived, you turn some good laps and sometimes you crash, but you continue to push toward the finish. We do this for the love of the industry…

Starting The Engine

Launching MIJ was like the starting line of that race without any competitors. The digital world was expanding, and the need for a specialized platform that catered exclusively to motorcycle enthusiasts and professionals was glaring. I took on the challenge head-on, aiming to connect employers with the most passionate, skilled individuals in the industry. Remember that line from Field Of Dreams — “If you build it, they will come” — Well, that was a bunch of BS in the case of MIJ! The proverbial chicken or the egg theory came at me in full effect.

You can’t have a job board without jobs. You also can’t have applicants without jobs seekers. Understanding the motorcycle industry was the easy part as that’s my profession. Finding thousands of job seekers was the bigger challenge! It took a lot of late nights, barrels of “sweat equity” but I was off to the races nonetheless. It even fired up first kick!

Navigating The Course: Challenges & Triumphs

The road to success is never straight, and as MIJ grew, so did the complexities of running a niche job board. One of the significant challenges was the fluctuating job market. In the beginning I figured all I needed was to post a job and have applicants apply via email, fax and even snail mail back in the day. I had to quickly adjust and rebuild the site to allow resumes to be uploaded, so applicants can apply to jobs easier and faster. This also sped up the employer’s hiring process.

It’s been a long road however, the triumphs have been amazing. As the only job board dedicated solely to the motorcycle industry, MIJ became the go-to hub for anyone looking to turn their passion into a career in this niche market we call home. From technicians at the dealer level and sales reps at the regional level to executive roles at the OEMs, we facilitated connections that not only filled positions but helped companies and careers thrive.

The Impact: Revving Up The Industry

I’m always amazed at how many people tell me they found their job on MIJ. It always makes me happy to hear that. We get left in the dark, as the normal process is that a company will post a job and the employer will hire someone, but they don’t call to tell us. I guess it’s similar to me calling Cycle Trader and saying “thanks I sold my bike.”

I think MIJ’s impact on the motorcycle industry has been profound… but more like a hero without a cape. Since we started providing a dedicated platform, we’ve helped companies streamline their hiring processes and find candidates who aren’t just looking for any job but are passionate about motorcycles. Dare I say that this alignment of passion and profession has not only led to higher job satisfaction and lower turnover rates but has also driven growth within the industry.

For job seekers, MIJ has offered tools and resources that go beyond job listings. From resume tips tailored to the industry to career advice and market trends, our commitment has been to empower individuals to chase and achieve their dream jobs within the industry they love.

The Employer’s Challenge: Finding The Right Gear

One recurring theme over the 20 years has been the challenge employers face in finding technicians. Don’t get me wrong, there have been many employers that find them, it’s just been getting more challenging as the years go by.

Overall we are in an industry fueled by passion, the fit of a candidate goes beyond skills and into the realm of culture and enthusiasm for powersports. The advantages of a niche job board like MIJ are clear. In the vast sea of generic job platforms, where postings can get lost among thousands from unrelated industries, a specialized board ensures that your job listings are seen by the eyes most eager to see them — those of passionate motorcycle industry enthusiasts.

For employers, this translates to higher-quality applications and quicker hiring times. For job seekers, it means less time sifting through irrelevant job postings and more time applying to opportunities.

The Road Ahead: Keep The Throttle Wide Open

As MIJ celebrates its 20th anniversary, we look back on a journey marked by countless successful connections, industry advancements, and personal career triumphs. The road ahead will continue in a similar form in a lot of ways.

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry. “When you start reading the Industry #PROfles, you will notice that 80-90% of them get their start at a motorcycle dealership,” says MIJ founder Alex Baylon. “The dealers are on the front lines and have always been the heart and soul of the industry. Without motorcycle dealerships, most of us wouldn’t be where we are today, so part of our message is always going to be ‘support your local motorcycle shop.’”

In addition to recognizing industry pros, Dealernews is also working with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews.com site. Check it out at: www.dealernews.com/Industry-Jobs

“Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/industry-profiles

We will continue to be an industry led by opportunities of 'Who you know” — the networking side of this close knit family will not change anytime soon. For those who don’t know the right people or employers, we will continue to give you that first foot in the door. The legacy of MIJ is not just in the jobs filled or careers launched but in the community it has built and nurtured — a community that shares a common passion for motorcycles and a steadfast commitment to the growth and sustainability of the industry…

So remember to support small businesses since this industry is built on and run by local heroes rather than global monoliths.

Checkered Flag

Operating MotorcycleIndustryJobs.com has been like navigating a road trip with a Thomas Brothers Guide (another old guy comment), I have made some wrong turns for sure, but I have also found some fun short cuts. The experiences gained, the connections made, and the impact on the industry have been immensely rewarding as 99% of us aren’t in this industry for the money.

As we throttle forward, our mission remains clear: to fuel the industry with skilled, passionate professionals who will drive it towards a brighter, more innovative future. Here’s to another 20 years of making every mile count on this incredible ride!

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years.

Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry.

NEW OHV ROCK CRAWL COURSE AT SAMOA DUNES

Finding Common Ground

By Donald Amador, Photos courtesy BLM Arcata Field Office

Sustainable OHV recreation does not happen by accident. Instead, it is often the result of diverse private and public sector partnerships that work in a collaborative fashion to create a high-quality and fun outdoor experience for the trail community. We really are better together!

One of the best examples of that cooperative dynamic can be seen and experienced at the BLM’s Samoa Dunes Recreation Area located on the north edge of Humboldt Bay near Eureka, California. Recently, I visited that area to review the new 4x4 obstacle course that was constructed by the BLM from discarded large broken rocks and old concrete that were replaced by the Army Corps of Engineers as part of a $22M federal repair project of the jetties along the entrance to Humboldt Bay.

Instead of being destined for a landfill, the riprap was repurposed for public use, courtesy of inter-agency teamwork and some out of the box effort between Federal, State and Local jurisdictions on behalf of the public… that is how it can work when we are not at loggerheads with ourselves.

The new OHV challenge course has obstacles for all skill levels and a picnic area for spectators that was made possible by a robust collaboration between the Army Corps of Engineers, BLM, Emerald Triangle Off-Road Group and funding from the CA State Park Off-Highway Motor Vehicle Recreation Grant Program.

For those new to OHV recreation and have never visited this site, the multi-use Samoa Dunes Recreation Area has over 300 acres of coastal beach and dunes used for surfing, beach combing, hiking, and family picnics. It also has about 225 acres of dunes with a mix of designated routes and open areas available for OHV use. The City of Eureka is also an important recreation partner since it provides an additional 75 acres with 1 mile of beach access open for OHV activities.

Before creation of the Samoa Dunes Recreation Area, the land was used by the timber industry starting in the mid1800s. Later it was used by the military during WW2. In fact, remnants of that military use are evidenced by the many ammo bunkers that are now protected as important cultural/historical resources. The BLM also manages a 100-acre riparian area open for hiking and about 40 acres protected by exclosures where no public access is allowed to protect endangered native vegetation.

The Samoa Dunes Recreation Area is day-use only. But fortunately, Humboldt County operates the Samoa County Park that does have overnight camping available with direct access to the OHV area for riders who want to check out these year-around opportunities and/or escape the oppressive heat in the Central Valley during the summer months.

“The BLM Arcata Field Office has a long history of managing the Samoa Dunes for a wide array of outdoor activities,” says Don Amador, QWR President and Humboldt County native. “It does so in an environmentally sound manner that protects natural resources while allowing the public to access premier motorized and non-motorized coastal recreation.”

“This area highlights how meaningful collaboration between local, state, and federal agencies can provide diverse outdoor recreation opportunities enjoyed by residents and visitors,” Amador concludes.

Be sure and check out this family-friendly recreation area with plenty of opportunities for all skill levels from beginner to expert for an example of how multiple agencies and recreation and environmental concerns can both win. For more details on the BLM Samoa Dunes Recreation Area, click here: www.blm.gov/visit/samoa-dunes

Dealernews Advocacy Editor Don Amador has been in the trail advocacy and recreation management profession for more than three decades. Don is President of Quiet Warrior Racing LLC., Core-Team member on FireScape Mendocino, serves as the Western States Representative for the Motorcycle Industry Council and is Past President/CEO and current board member of the Post Wildfire OHV Recovery Alliance. Over the years, Amador served as a contractor to the BlueRibbon Coalition from 1996-2018; served on the California Off-Highway Motor Vehicle Recreation Commission from 1994-2000 and was the government affairs lead for AMA District 36 in Northern California from 2019 – 2023. He has won numerous awards, including beinag a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award.

One of the Large Obstacles - Samoa Dunes Obstacle Course

Confessions Of A Customer®

By Eric Anderson

ACCESSORIES to…

Your Own Murder

It shocks me to learn how many dealers do not separate out PARTS from ACCESSORIES in their monthly financial statements. It doesn’t make sense for multiple reasons. For one it reminds me of my college roommate who always pushed the cheeses and the vegetables together into one refrigerator drawer. How lazy can you get when the drawers were even labeled? In your garage would you store your riding jackets and tires in the same closet? No! They are needed and used at very different frequencies so tires should be stored a bit more “remotely” from a frequently used personal item like a helmet.

For two it tells me that PARTS and ACCESSORIES are not important enough to separate from one another… like cream from milk or 2-stroke pre-mix from race fuel. Don’t you label your fuel cans — diesel for my ROXOR is plainly differentiated from my CZ fuel and my KTM 500 fuel. It is important to differentiate between such vastly opposite products!

For three PARTS are things people need, while ACCESSORIES are things people want. Inside a retail store this means people will walk up and “ask for PARTS” like a battery… but they will rarely come up and “ask for ACCESSORIES” like helmets or gloves.” Get it?! Your parts person is a fulfillment clerk who reactively provides (replacement) parts upon request. For ACCESSORIES

to the bike or the body, you will need a specialized and incentivized salesperson. Why?

Because the Webster Dictionary definition of “ACCESSORY” is:

— a subordinate or supplementary object, not needed, used mainly for convenience, comfort, or attractiveness.

An ACCESSORY is “not needed” like a replacement PART is, thus it needs to be proactively sold. Yes, this is 180 degrees opposite to fulfilling PARTS requests across the counter to inquiring needy customers. Is a Vance and Hines $1200 exhaust system a PART or an ACCESSORY in your store? You better figure it out because it’s plain dumb to mix these “to-be-sold” add-ons in with (needed) spark plugs, gasket sets and tire sales.

Why do modern powersports dealers think offering personal ACCESSORIES like helmets, protective riding gear and comfort items are condemned to go to the back of the bus or become the “tail on the moto dog?” In other sports like skiing or golf, one obtains the outfit and associated accessories before “playing the sport” for fear of looking awkwardly out of place. In SCUBA or skydiving, you would die without the right gear. So why are motorcycle and rider and motorcycle accessories treated like excess baggage in this industry’s retail stores? I think it might be because dealers have no idea how much (or little) they are selling. Or they are overlyobsessed with their new and used unit sales because that’s where the bulk of their cash is tied up. But have you ever looked at a peer’s P&L who tracks both soft (body) and hard (motorcycle, SxS, watercraft) ACCESSORY sales separately from PARTS sales? You too would change the way you do business if you knew what you don’t know.

If most dealers knew they were selling too few ACCESSORIES vs. PARTS, they might change the way they are assigning store responsibilities between clerks and salespeople. Why is the PARTS fulfillment person in charge of selling ACCESSORIES? Think hard about that — maybe it’s not working, and you aren’t paying attention. If it’s not a benchmark on your monthly P&L then you could be slowly murdering your ACCESSORY sales… because you are treating them like PARTS!

ASK YOURSELF

1. Have you pulled a “sales by vendor” report lately? Are some vendors providing purely PARTS or ACCESSORIES? Or are they mixed?

2. Does that report differentiate between what needs to be sold (ACCESSORIES) and fulfilled (PARTS)?

3. How do you define and differentiate HARD ACCESSORIES from HARD PARTS in your store? (replacements vs. non-stock bolt-ons?)

4. How do you define and differentiate SOFT ACCESSORIES in your store? (personal items, helmets, apparel?)

5. Do you train your unit salespeople to add-on ACCESSORIES and finance them with financed unit sales in the F&I office? “Got the bike, now get the gear!”

6. Do you need to train your P&A staff how to differentiate between PARTS fulfillment…and ACCESSORY sales? Can some people do both?

7. Would you consider incentivizing ACCESSORY sales to someone responsible for actively selling garments and accessories (G&A)?

8. Do you have a Riding Gear Specialist or a Motorcycle ACCESSORY Specialist on staff? Do they have a nametag stating that title?

9. How many helmets, boots and jackets did you sell in each of the last 12 months?

10. How many individual tires did you sell each month for the last 12 months?

If you aren’t keeping track who is?

35th ANNUAL DONNIE SMITH

MIDWEST EXTRAVAGANZA

Bike Show & Swap Meet

By Dave McMahon

Even the big blizzard of 2024 couldn’t stop “The Donnie” — otherwise known as the Donnie Smith Bike Show & Swap Meet in pre-blizzard parlance. Held at the RiverCentre in St. Paul in March, the bash has become a must-attend event in the custom bike world. As usual, the builders gathered en masse not only to celebrate Donnie’s birthday weekend, but also get amped up for riding season and showcase some amazing custom bikes. After four decades, the Midwest Extravaganza draws a virtual Who’s Who and the cutting edge customs and trends influencing the entire market.

Smith, always gracious with his time at his namesake event (“They make me the poster boy for it because of my hair,” he told me!), said that the bike show, exhibit space and the swap meet in the adjacent hall were all sold out. The notes on his legal pad would tell him so. As Smith says, “I’m a No. 2 pencil guy in a dot.com world!”

Law Tigers, a partner of the National Powersports Dealer Association, had a supreme location upon entering the exhibit floor and saw plenty of traffic. We also spread the good word about the NPDA with a variety of folks, including Justin Johnson, owner of St. Paul Harley-Davidson, which also had a massive booth presence; Brian Klock, owner of Klock Werks, whose crew made annual trek from Mitchell, SD, and Ken Madden at Ciro, part of the western Wisconsin aftermarket parts hub.

Wherever you came from, it seemed like the trip was worth it. The show was elbow-to-elbow during our trek on Saturday, with the pending whiteout likely bringing out the Sunday crew a day early. Johnson was holding court with so many SPHD customers in the booth that we had to do a drive-by and stop by later. No wonder with the Motor Co.’s Grand American Launch Party at dealerships nationwide for the all-new Road Glide and Street Glide models on the same day, Johnson’s crew had to divide and conquer at two important events. Knowing how his team operates, the prediction here is that they came away successful at both.

We couldn’t stop to visit with Klock on our first try either, thanks to the overflow crowd in their booth. Many of the locals were interested in hearing about his recent acquisition of Minneapolis-based Wedge Fairing.

So we went to see what all the hubbub was about across the hall amidst the custom bikes. The Hamsters had gathered, resplendent in their trademark yellow shirts, to present a check for $10,000 to Lakeville North High School in the St. Paul suburbs. That’s where you’ll find Kevin “Teach” Baas these days, teaching the next generation of bike builders and motorcycle lovers in shop class in the same way that he had previously at Kennedy High School in Bloomington. The too-generous Hamsters raised the $10K donation to the shop program the previous evening at the St. Paul Hotel, where Donnie’s birthday celebration kicked into high gear.

“You say ‘Kids building bikes’ to the older guys around here and their eyes light up,” Smith smiled. “Money, parts, you name it — if it’s for getting kids involved in what you see around here at the show, it’s done.”

Smith especially enjoys promoting Teach’s ability to keep kids engaged. “He told me once in his first class of 20 kids, some of them had this look on their face like they didn’t want to be there. He says to them ‘I’ll make a deal with you. Give me two weeks and work with me.’ One kid left because he couldn’t have his phone on during class. In two weeks, he had them all welding and making things and never lost another kid.”

When we finally managed to corner Klock, he was eager to share news of his acquisition of Wedge Fairing. The brand will remain and will be under the Klock Werks umbrella. “It allows us to expand our air management to become even bigger and faster,” Klock said. “We have some of the best bracketry in the industry, and we’re going to bring that into Wedge, along with our windshields.”

The Klock Werks booth was buzzin’ as is custom fare at The Donnie, with conversations being held with builders who flew in to the show from places as far away as California, Texas and Boston.

“We are loving the new bikes from Harley-Davidson,” Klock said. “They’re hot. I’m impressed with the bikes. We have customers saying they want their old windshield on their new bike, and that’s good for us. We’re cranking them out as fast as we can. We took a bunch to Daytona and sold them out in a day or two.”

The Florida sunshine was miles away on this day, but that’s part of the allure of The Donnie.

“I’ve been coming here for 20 years,” Klock said. “What I love about it is that it’s generally cold outside, and there’s only so much room in here. You’re not getting spread out. It’s like a big family reunion and this is one big, big picnic area.”

Time to start planning now to be part of the 2025 36th Annual Donnie Smith Bike Show & Swap Meet Extravaganza.

WHERE: SAINT PAUL RIVERCENTRE

175 WEST KELLOGG BLVD

SAINT PAUL, MN 55102

WHEN: March 29-30, 2025

Click here for details:

www.donniesmithbikeshow.com/details-of-the-show

TEXA IDC5 powersports software guides repair technicians through all the diagnostic phases. Motorcycles, Dirtbikes, e-Bikes, Snow Mobiles, Side-by-side/ATV, Personal Watercrafts (PWCs)

- Fast Multi-System Status Scan With DTC Reports - Data Graph Live Parameters, Maintenance Resets - Component Activations, Bi-Directional Controls - Interactive Wiring Diagrams / Component Locations

RIDE.WITH.US!

Nothing sells like butts on seats! Concurrent with the MIC Ride.With.Us ridership initiative to introduce more people to two wheels, the Motorcycle Safety foundation rolled out its Ride Day program to select dealers last year. The pilot program was met with rave results from folks we know and trust... like 2X Dealernews cover dealer (and founding NPDA Board member) Kim Harrison from Coleman PowerSports, and her fellow cover dealer and NPDA executive board member Bob Kee from Destination Cycle. This year the program is expanding to 25 RIDE Day events at dealerships and MSF ranges from Alaska to Virginia.

“Through the Motorcycle Safety Foundation’s RIDE Day, we have created an engaging activity that connects current and curious riders with proper rider training,” explains Corey Eastman, Director of Rider Education Expansion for the Motorcycle Safety Foundation. “As we have developed the event over the past 18 months, nearly 1,000 participants have taken part at 12 locations around the country 28% of them have gone on to complete an MSF course while an additional 24% are planning to take an MSF course in the future.”

More importantly they are purchasing motorcycles and gear from the participating dealers. Both Bob and Kim reported they had sold a couple motorcycles to their RIDE Day students. And the program is certainly scalable and available to your dealership. According to Eastman, MSF already recognizes nearly 2,000 training sites across the country where MSF-certified coaches teach motorcycle riding curricula. Each of these locations are eligible to host RIDE Days of their own.

Program goals and results:

● Increase awareness of MSF rider training

○ Over 2,000,000 geo targeted media impressions

■ 21,000+ clicks

■ 30,000+ video views ○ 1,135 total event attendees

● Offer a short experience to give participants a taste of proper rider training

○ 560 people given their first ride at MOTO Intro

○ 198 riders checking their skills at SKILLS Check

● Move participants from this event to formal courses and earning proper endorsements

○ 26% of participants signed up for an MSF Basic RiderCourse within one year of attending a RIDE Day event

Regardless of the range, the two key elements of RIDE Day are MOTO Intro and SKILLS Check. Events can feature either or both of these activities. Get more details here: msf-usa.org/ride-day

MAYDAY! MAYDAY!

May is Motorcycle Awareness Month and the Motorcycle Safety Foundation is using it as the perfect opportunity to make training even more accessible via four eCourses. These virtual sessions could be a great way for your dealership to pre-run a Ride Day/Skills Check in your region. “Previously only available through training providers as part of an MSF RiderCourse, we are making all of our eCourses available to the public on our website,” explains Robert Gladden, MSF VP of Training Operations. “These courses are the perfect way to get your rider mindset back after the winter break,” notes Gladden. “And as always for new riders, the best way to get started riding is with the complete Basic RiderCourse, which includes an eCourse and hands-on training. Once enrolled, students may repeat the eCourses as a refresher in the future.” Click here for access: msf-usa.org/online-learning

MAY IS MOTORCYCLE AWARENESS MONTH…

RSD has got your back this month, literally. It’s on bumper stickers, street signs and now your back. Let those around you know they need to keep an eye out for the iron ponies out there duking it out with the two-ton steel gorillas.

Features:

145gms, 100% cotton

Cotton premium tee

Custom RSD Racing Graphic design in California

Traditional crew neck

Tag less neck label

Custom RSD loop label detail rolandsands.com/products/look-out-t-shirt

SAFETY FIRST

“It’s all about building something to achieve a goal,” says racer-turned commentator Guy Martin. Dainese, the world leader in protective wear for motorcycle athletes and enthusiasts, turned to Martin to launch its Audax D-Zip 1piece perforated leathers, Axial 2 boots and Full Metal 7 Gloves. He says it is a right bit of kit… although we ran the video with subtitles on. Dainese says the “Audax stands as the epitome of ergonomic design and freedom of movement on the saddle, achieved through revolutionary construction and functionality inspired by the latest technology tested by MotoGP professionals. Positioned at the forefront of D-air-free racing suits, it excels in safety with a class AAA mechanical resistance. Customizable aluminum inserts on shoulders and knees, along with steel inserts on elbows, optimize protection by minimizing friction during a fall.” www.dainese.com/us/en/motorbike/leather-suits/one-piecesuits/audax-d-zip-1pc-perf.-leather-suit-2015100002.html

WHIP IT… WHIP IT GOOD!

Whips are required safety equipment in many dune riding areas, so Dirtbag Brands decided to play it safe and develop a new mount for the current crop of larger, faster UTVs. “Faster machines and bigger whips create additional strain, so we addressed this in our design,” explains Dirtbags boss Josh Salazar. “Our whip mount is a PROFILED fitment designed clamp with burly bends to add even more strength to the 6061 billet aluminum. A longer L bracket can accommodate larger base lighted whips, while the full 360° rotation of the mount to lay down, even with a whip attached. In addition to their rugged construction and universal fit, these mounts also offer great margin potential for dealers, with a MAP policy and starting margin of 35%.” dirtbagbrands.com/product/billet-utv-whip-light-mount

RACK ’EM & STACK ’EM

Whether it is the shop truck or a customer who doesn’t want to trailer, Boundry has the perfect solution to rack ‘em up! “The TrailBreaker is a Truck Bed rack built to fit the way you drive,” explains Boundry’s Vinny Garner. “The unique design lets you keep things off your tailgate so you can drive fast, tow and even use your backup camera.” But wait, there is more! With a simple adapter, the TrailBreaker can convert from a bed rack into a hitch rack in a matter of minutes. “With a shape that allows full access to your tailgate and almost complete access to your hatch. High and Low clearance options let you pick between 2 heights: one for more clearance or one for better fuel economy so you can keep using your car the way you want to.” boundry.com/products/trailbreaker-moto

TURN 14 TAKES A GIANT LOOP

As Turn 14 Distribution continues to straighten things out, the distribution giant is taking a giant loop — literally — with the addition of Giant Loop to its line up. “We are excited to bring Giant Loop on board as a new brand partner,” notes Divisional Purchasing Manager James Kramer. “With its reputation for high quality, the company should prove to be a valuable addition for our powersports customers.” With its roots in Bend, Oregon, Giant Loop has provided riders with exceptional equipment for more than a decade. The company’s products are designed for the most rugged and remote conditions, ensuring riders can confidently take on any adventure. Giant Loop’s product line includes a vast range of adventure motorcycle luggage solutions, including saddlebags, tank bags, dry bags and more. www.giantloopmoto.com

VALE WILLIAM “WILD BILL” HEISHMAN 1937-2024

The motorcycling community sadly lost an important member on Tuesday February 13th, 2024. William “Wild Bill” Heishman was at the heart of the motorcycling community for more than 70 years. Bill’s love of motorcycles led him from amateur racing to professional racing. Bill founded LCC Powersports (Liberty Cycle Center) in Liberty, Missouri, in 1968 with wife Janey who passed away in 1996. Bill leaves behind wife Joyce, 4 children, 13 grandchildren, 6 great grandchildren and 2 great-great grandchildren. Bill lost his fight with heart disease at age 86. He will leave a big gap in our community and will be sorely missed. — Obituary submitted by the family.

William “Bill” Edward Heishman Jr., 86, husband, father, grandfather, retired business owner, motorcycle enthusiast, RV traveler, friend, prankster and “outside in the barn general Tinkerer”, lost his battle with heart disease, and passed away in his home on Tuesday, February 13, 2024 with his wife, Joyce, by his side. Although Bill did not live as long as some, he packed as much living as he could into his almost 87 years.

Bill was born in Kansas City, MO on April 12, 1937. He grew up outside Independence, MO, and after graduating from Fort Osage High School went on to work at the Ford plant in Claycomo.

Who knows where it initially came from, but he always had a love for motorcycles. Even though his mother said he would never get one. When he was 9, his dad gave him a cow. He fed and raised the animal and eventually sold it and used the money to purchase his first motorcycle. His joy of riding turned into a 26-year career of amateur and professional racing. He even tied a world record for the ¼ mile in 10.56 seconds at 150.8 mph in June of 1964.

During this time, Bill married and had children, (Joyce, Billy, Debbie, Tammy, Roger, and Gary). After some time raising the children by himself, he met Janey Harp. Bill and Janey were married, and Janey became MOM to the five youngest kids. As if life was not busy enough, Bill and Janey established Liberty Cycle Center, and opened their doors on April 1, 1968.

Once again — as if that was not enough, another child, Jeff, was added to the mix in October 1969. After 32 years of marriage, Janey passed away in October 1996.

Liberty Cycle Center was an important part of the Heishman family’s life, and Bill became well known in the local community, as well as, in the motorcycle community at large.

Bill retired in 1995 and his son, Jeff took over running the business. Liberty Cycle Center is now known as LCC Powersports, and will celebrate 56 years in business later this year.

In 1998, Bill was fortunate enough to meet Joyce and another wonderful connection was made. Bill and Joyce were married on July 2, 1999.

A blessed life was again built and shared — with lots of family gatherings, RV traveling, winters in Texas, attending grandkids’, and great-grandkids’ numerous activities, and more. LIFE WAS FULL, AND WELL LIVED.

They enjoyed 24 years of marriage and made several houses their home over the years. In 2007, they built their forever home in Odessa, MO. Perhaps not wanting to be too close to any of the kids all the time, they also built a winter home in Mission, TX that they enjoyed for several years.

When you think about Bill, some words quickly come to mind:

Family, faith, generosity, happiness and fun.

Bill might not be physically with us any longer, but his love, kindness, and zest for life will live on in so many cherished memories. His smile and his life will carry on in everyone that cared for him.

He is survived by his wife, Joyce Heishman; four of his children, Joyce Leslie (John Leslie — deceased), William “Billy” Heishman, Debra “Debbie” Torres (Matt Curtis), Jeffrey “Jeff” Heishman (Donna Heishman); one of his step-children, Katheryn Brummell (Jim Brummell); 13 grandchildren, 6 great-grandchildren and 2 great-great grandchildren as well as Joyce’s 11 grandchildren and 5 great-grandchildren. He is also survived by his sister, Nancy Cooper (Doyle Cooper).

He was preceded in death by Janey Heishman (October 25, 1996), his children: Tammy Howard (October 25, 2008), Roger Heishman (June 4, 2011) and Gary Heishman (June 20, 2019), and his step-child, Rachel Scroggins (June 17, 2016). Also preceded in death by his sisters, Fern Wright (Leon Wright – deceased), Jewell “Judy” Mulkey (Jerry Mulkey – deceased), and Wanda Sims (Bob Sims – deceased).

In lieu of flowers, memorial contributions can be made to Heart of God Fellowship, 3720 N Buckner Tarnsey Rd, Buckner, MO 64016 or Venmo @Joyce-Heishman and put Heart of God in the memo.

THE RISE AND FALL OF CAKE

By Dominique Dutronc, General Manager • Clean Mobility, ex-CAKE

Two months after CAKE bankruptcy, I am closing my series of LinkedIn posts around this organization by sharing with you my humble postmortem view on the reasons why it fell…

Disclaimer #1: The intention of this article is not to blame anyone, especially the amazing team that worked very hard on this project over the years. This is just my own reflection on the context and what could have been done differently based on my experience in launching the French CAKE operations (first subsidiary to be launched outside of Stockholm HQ) and then after leading European operations and deployment (70% of global volume). Anger and frustration are now gone so I can write peacefully on what happened. Kudos to Mats Forsberg our former CCO and my partner in crime for the past 2 years, holding the true vision of the changes that we should have operated...

Disclaimer #2: I am also the founder of the Classic Riders, a unique global motorcycle community founded in NYC with 10k members in 50 cities in the world with the mission to gather same minded people around a common passion: Motorcycling. Having one foot in the thermic world and one in sustainable mobility allows me to understand how the 2 wheels industry as a whole is evolving. Also, my past professional experience in large corporations holding positions in the finance area (audit, restructuring, FP&A, M&A and CFO) but also years in startups (Sales, Marketing, Operations) gives me confidence (and credibility I guess) in writing the below reflection...

See the comprehensive breakdown here: www.linkedin.com/pulse/fall-cake-my-personalthoughts-why-dominique-dutronc-gi9vf/?trackingId=j cZMROKQ4dwVB9fW1iYyDQ%3D%3D

If you don’t feel like going through the full article, below is a summary of the key takeaways. Root causes of CAKE fall should be seen from 2 angles, the External and Internal views:

From an External standpoint, the world’s macroeconomic situation in the past 5 years, accelerated by post COVID effects, showed increasing tensions and finally signs of a recession, setting unstable ground for CAKE to expand: high interest rates, high inflation, complex supply chain and logistic environment together with decreasing appetite of venture capital market. The liquidity market was dry and CAKE had to survive with financial bridges that our historical investors were willing to grant us to ensure business operations continuity.

In the last months, CAKE was looking for any potential buyer to take over the company without success. This led to its fall.

From an Internal standpoint the company faced a number of issues

1. No Clear Focus on Customers Needs

• Qualification issues of product market fit across product range

• Weak understanding of how products are operating in the marketplace

• No development of relevant post purchase revenue streams

• CAKE not customer-centric enough. Purpose and Design was the priority

2. No Clear Sales & Marketing Strategy

• Unclear communication of our value proposition per platform

• Issues in improving qualified leads to the sales funnel

• No company and product awareness outside of home market (Sweden)

• Weak activation of wholesale and export partners true potential

3. Inefficient Internal Operations

• Managing orders to delivery processes manually avoiding scaling

• Weak automation of both internal and customer facing processes

• Issues in managing and improving quality of our products and services

• A true lack of maturity in CAKE being data driven

4. No Mature Proposition for Service and Maintenance

• Unable to provide cost effective service for our existing D2C fleet

• Issues in creating and scaling our wholesale partner offering

• Issues in providing service based post purchase revenue streams

Distribution model changed in 2023: moving from a single channel model (D2C) to an omnichannel one: D2C (B2B+B2C), Wholesales, Distribution and Licensing 2023 showed that CAKE was stuck in its way to operate. No scalability was possible until we fixed our own basic processes: Get the basics right!

Don Emde, Inc., PO Box 6118, Laguna Niguel, CA 92607 | Copyright ©2023 Don Emde, Inc. All Rights Reserved

It was obvious that very little market analysis was done to ensure the market/location fit was suited for CAKE deployment while in parallel, a lot of money was invested to build these locations to CAKE brand standard. To me, launching the US in parallel was too optimistic (especially from a cost perspective). This market is a beast on its own and thinking to develop a brand without analysis and even validating the product/market fit in its home region (Europe) was dangerous.

Ad-Hoc Comments

A few other comments on top of the above that are more subjective but to my sense so important — Avoid mixing family and business. This leads to internal tensions that can be catastrophic within an organization.

Every company should be data-centric. Without data intelligence you are blind and can’t make any proper assessment. In line with the lack of data intelligence, CAKE had no culture of performance management in place. Metrics (if existing) were not shared internally to at least the second line of management and staff, no Company targets (at volume, revenues, profit, both regionally and country wise) shared, no Individual targets within the organization defined, no clear business KPI’s in place. There was no internal reporting in place. I had to implement a full and detailed Budget and reforecast process at volume and revenue level as well as generating Sales reports for the organization. Performance measurement was not existent making it hard for the organization to have visibility. As a result, employees (Sales) had no clue where to go, they were only asked to sell. No one was ever challenged.

Unreal culture in a wonderland. In every company you have the Founder view of what a product should look like but at the end, there is Market reality. Listen to your teams, get customer insights, accept comments, critics, and different views. Acknowledge them and integrate it to ensure full alignment: Management and Leadership was clearly lacking at CAKE. This is key in any organization.

Communication in any company is key. From top to bottom, bottom to top and in a transversal way. CAKE inventory of vehicles in December 2023 was enormous. Miscommunication between the target of selling 9000 units in 2023 vs actual sales of 1,700 vehicles led production to manufacture way too many vehicles versus what the market and our sales were really. By mid-June 2023 thousands of

vehicles were produced and sitting in inventory while we only sold 800 by that time for the year. A better internal communication and realistic view of CAKE sales capabilities to deliver would have avoided this situation. This inventory cash would have given us a few months more of life.

CAKE launched a recall on Kalk batteries a few weeks before bankruptcy. US Osa models were also impacted by a recall plan. Not fun...

CAKE’S LEGACY

Overall, despite the above, I strongly believe that CAKE brought a lot to the industry over the years. With no specific order I would name:

CAKE managed, in a few years and with $75m to come up with 5 platforms and a true story around the company. Ask any major EOM in the motorcycle industry, they will tell you that this would have taken them much more time and maybe 5 times more cash to build what CAKE did.

CAKE managed to create a strong and recognizable brand image around the company and its product. Such a DNA is rarely to be found in any industry.

CAKE is the world’s most awarded electric motorcycle brand.

CAKE developed 5 modular B2B and B2C platforms.

CAKE has a 6k rolling fleet around the world.

CAKE developed a global presence with sales, assembly and manufacturing on 3 continents.

CAKE developed and built from scratch, securing revenues during the entire product life length.

CAKE had new licensing and distribution partnerships enabling asset light growth going forward.

CAKE minimized environmental footprint and TCO by extending product life cycles.

CAKE generated $9m revenues 2023.

CAKE inspired people with a unique and disruptive design. As a final word, I want to present my deepest thoughts to customers, left alone in the dark with no visibility on how to service their bikes, purchase accessories etc... Hoping that the new owner will be on top of all these aspects.