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EDITOR’S
OUR 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
ADVERTISING
Robin Hartfiel Publisher (949) 489-4306 robinhartfiel@gmail.com
Brenda Stiehl Production Manager brendastiehl@dealernews.com
John Murphy Publishing Consultant johnmurphydn@gmail.com
World’s Luckiest Man
By Bob Althoff
IS IT TIME?
It was 1985. Just 20 years after Larry Hester and Bill Bagnall had founded Dealernews and launched the trade and consumer shows, our industry had issues. Serious issues. CPSC had just eliminated half the market by outlawing 3-wheelers. Two-wheel sales were in a slump and America was struggling with two waves of recessions — a brief six-month stint from January to July 1980, followed by a more severe and sustained recession from July 1981 to November 1982. Not a good time to pass the hat!
But a couple of guys named “Don” who ran Dealernews at the time decided to call a meeting of the movers and shakers in the powersports industry. A weekend in Palm Springs. No cell phones. No distractions. Just a desire to put a plan together; build consensus; and, figure out how to fund the work that needed to be done.
The great Don Brown and Don Emde were given the task to raise those funds. And they promptly did just that. The big four manufacturers at the time were asked to each pledge $100,000, contingent on all four agreeing to do so.
That $400,000 (equivalent to $1.2 million today) funded a multi-year program called Discover Today’s Motorcycling.
And it was wildly successful.
Recently, Don Emde generously shared an extensive notebook that chronicles what happened that weekend in 1985. Agenda; minutes; attendees; even a copy of Don Brown’s keynote address. “A Detailed Roadmap To Powersports Industry Growth.”
Once again we are at a crossroads and we need a roadmap to recapture growth. Our industry — and the U. S. economy — were less than 1/5 the size we are today. To do what industry leaders achieved back then would require an effort today of 5x what it was then.
Question is: Could we come together today to promote our industry? Will it grow dramatically over the next five years as we did over the period of 1985 to 1990 after that weekend in Palm Springs?
History is a great teacher. And history has a way of repeating itself.
Next month Dealernews will dive deep in an attempt to answer that question. And in September our industry will gather at DealerConnect in Columbus to hear what you say. Is it time? If not now, when? If not us, who?
In the meantime, feel free to weigh in if you have some answers! Email: Editor@dealernews.com
Bob
Editor’s Note
By Robin Hartfiel
A CALL FROM DON BROWN & A SALUTE TO LARRY HESTER
Igot a call from Don Brown the other day. There was a time when we spoke 2-3 times a day about bombshells like HDFS “selling out” to KKR, KTM returning to production or NPA expanding into Kansas City with its 10th auction house… the thing is, the legendary DJB passed away 15 years ago!
Yet there on caller ID it clearly said “DJB Associates” — I answered immediately since the long distance rates must be astronomical! It was Don’s son Scott calling using his father’s old contact list. He had the sad duty to tell me that MOTORCYCLE DEALER NEWS co-founder Larry Hester had passed away. That explains our cover this month, the first issue from1965!
The vision of the “William Lawrence Company” (a play on the late Bill Bagnall and Larry’s first names) shaped our industry for the next 60 years as MDN magazine spawned a series of trade and consumer shows that brought motorcycles to the masses all across the country. I was asked on the Cycles Worldwide “One Gang” podcast who should be on the Mount Rushmore of the motorcycle industry and the first two would be Larry Hester and Don Brown, without question!
Hester’s vision started and ended with dealers. “We felt that the nation’s over-4000 motorcycle and motorscooter dealers should have an editorial voice of their own,” he wrote on the cover of Issue #1. “It will be MDN’s policy to publish articles of vital interest to you and your business and its successful future.”
Larry also laid out our modus operandi for the next 60 years: “This monthly magazine is being sent to you, the motorcycle dealer, free of charge. The cost of producing MDN is being borne by the advertisers and we salute those firms… who have shown they share our enthusiasm for the real need of such a publication.
“You, as the vital link in the motorcycle trade, are invited to express your views pertaining to both this publication and or any other subject related to the motorcycle business. For it is the healthy exchange of thoughts and ideas that spells progress.”
True to Larry’s wishes, Dealernews is still distributed free of charge to dealers courtesy of advertisers who share our enthusiasm… and we are still focused on you, the dealer. And as he suggested in issue #1 “We hope you find it informative. We welcome your constructive criticism.”
Although Larry had stepped away from the magazine long before I joined in 1991, he still owned the building Dealernews and Video Store magazine were in. Don had made it a point to introduce me to our “’landlord Mr. Hester” one day to see if I recognized the name. Fortunately I had read that first issue and shared his enthusiasm for the dealers.
Over the years, I would catch up with Larry periodically and we would talk about the magazine. Sadly most of these sessions took place at various celebrations of life for fallen friends and industry icons. Every time we talked he wanted to know how the dealers were doing. Every time! Well Larry, the dealers are facing some serious headwinds and we could use your vision and a little prodding from Don Brown to get us back on track for a successful future…
Pardon me, I have to talk to Don Brown and Larry Hester for a moment.
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.
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MOM’S PARTS WITH POLARIS
For over 50 years, MOMS has proudly served the New England powersports community, nearly half of that time as a dedicated partner of Polaris. Through this partnership, we’ve had the opportunity to connect with thousands of riders and enthusiasts who feel like family. That connection extends beyond individual riders to the broader community, including more than 100 organizations, among them first responders, municipalities, state and federal agencies, familyowned farms, and other local companies.
Effective May 23, 2025, our Dealer Agreement with Polaris ended at our locations in Foxboro, Gorham, Tyngsboro, and Topsham. As a result, we are not able to sell new Polaris vehicles, including Indian Motorcycle, Polaris Off-Road, Polaris Snowmobiles, and Polaris Slingshot. The exception is MOMS Manchester, which will continue to sell new Indian Motorcycles. We will also continue to sell pre-owned Indian and Polaris vehicles at all locations.
To clarify a previous communication from Polaris, the official end date of our partnership was May 23, 2025, not March 23, 2025 as previously indicated in its July 8, 2025 correspondence.
We provided Polaris alternative avenues to continue our partnership, but unfortunately, we could not come to an agreement at this time. We understand this may be disappointing, and we want you to know that our commitment to you remains unchanged.
Please Note: We are no longer authorized to perform Polaris Factory Warranty or Polaris Protection Plan repairs on Polaris, Indian, or Victory vehicles. For warranty-related work, please contact our Service Department for assistance and referrals.
Thank you for riding with us.
Joel Wheeler, President & CEO MOM’S Since 1973
POLARIS OVERPLAYED ITS HAND? Forced to over-order. Too much inventory, mandatory facility upgrades.... just like HD did to their dealers?
Noelle Schmidt, Via Facebook Ledgewood Powersports Roxbury, NJ
CORPORATE DISTRIBUTION
Noelle Schmidt that’s called “corporate distribution” and occurs with every motorsport, food product , clothing line, medical office, down to the simplest items of hardware parts or household cleaners. Unrealistic expectations, equate to profit to the mothership in exchange for hanging their sign outside your building.
Dean Herman, Via Facebook Plainfield, IL
POLARIS FOCUSED ON #1
I was a Polaris/victory dealer from 1995 to 2009. Polaris only cares about itself and the company’s profits, oftentimes at the dealer’s expense. They are an innovative company but their culture is shit. I was also a Honda, Suzuki and BRP dealer. All of them were way better to work with.
Jacob Belemjian, Via Facebook Fresno, CA
PARTING WITH POLARIS, PART II
After a 30 year partnership with Polaris, we voluntarily quit in February 2025.
EXTREME SPEED
Junction Hwy 4 & 55 Meadow Lake, SK, Canada, Saskatchewan
SOUND OFF!
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KTM GOES BACK TO WORK, ALL 4 PRODUCTION LINES RESUME
KTM AG has resumed production on all four production lines at its main sites in Mattighofen and Munderfing. Following an intensive planning and preparation phase, around 1,000 production employees returned to work on July 28 and KTM says “normal operations” have resumed.
“Special thanks go to our employees, who have contributed significantly to making this restart possible with their great commitment, flexibility and team spirit over the past few months,” said KTM AG CEO Gottfried Neumeister. “Their dedication during one of the most challenging phases has been and remains a key factor in the company’s continued development.”
Production resumes with the off-road lineup announced last week. The rest of the product range will roll out in the coming weeks. Alongside the off-road segment, KTM will resume production of its LC4 platform models, including the KTM 690 ENDURO R and KTM 690 SMC R.
“The restart of production gives us the stability we need to focus fully on quality, customer proximity and further development,” Neumeister added, expressing his gratitude in a video statement.
KTM’S BACK
KTM CEO Gottfried Neumeister stated that demand for the company’s products remains strong. “Over 100,000 motorcycles sold in the first half gives us confidence that
we’re back on the right track. Demand for all of our brands remains strong globally.” On July 23rd KTM announced its 2026 off-road lineup and roll-out schedule. This year’s launch will roll out in phases, with dedicated release dates for each segment:
• Motocross: July 30
• Mini-Motocross: July 30
• Cross Country: July 31
• Enduro: August 5
Since North America continues to be one of the company’s most important markets, accounting for 24% of total sales in 2024, it is a safe bet many of the new units will be coming U.S. dealers’ way.
“The pause enabled KTM to realign its supply and reduce inventory levels at dealerships and importers by approximately 40,000 units.” notes Neumeister. All good, except the big announcement seemed to shave 50,000 global units off H1? According to KTM’s parent company, PIERER Mobility AG, “more than 50,000 units were delivered to dealers and importers globally during the first half of the year.”
WHO IS HONDA’S TOP TECH? National Technician Contest Returns
“The inaugural Honda National Technician Contest was a great success, so we’re happy to confirm the competition’s return for year two,” states Jeremy Merzlak, American Honda Director of the Aftersales Experience Division. “The event showcases the impressive level of technical capability and know-how offered at U.S. Honda dealerships, as exemplified by our inaugural champions—Southern Honda Powersports’ Joel Christensen in the Two Wheel category and Honda of Fairfield’s Jacob Curtis in the Four Wheel division. It was awesome to bring these individuals, who are typically behind the scenes, into the spotlight. We’re excited to do the same with our finalists and champions in 2026.”
The 75-question, multiple-choice online qualification test is open to all active Honda Powersports technicians (except for past National Champions). As before, eight finalists will earn allexpenses-paid trips to the National Finals at Honda’s Alpharetta Training Center, January 26-30, 2026. There, they will compete in both on-vehicle and off-vehicle competitions, during which they will be judged on their technical knowledge, technique, procedures, precision and speed. The prize packages for each of the two National Champions will be worth $8,000.
Click here for more details on the Honda National Technician Contest: honda-powerlab.squarespace.com
HONDA HELPS TEXAS FLOOD VICTIMS
The new St. Louis Harley-Davidson is the culmination of a couple In keeping with Mr. Honda’s original mission to be a good corporate citizen and neighbor when American Honda
launched in 1959, the Red Riders have stepped up again in response to the catastrophic flooding in Texas. “The Honda U.S. family of companies is reaffirming its commitment to disaster relief by supporting the American Red Cross Annual Disaster Giving Program. Honda’s $1 million contribution to the program enables the Red Cross to respond to disasters big and small across the country, whenever and wherever they occur.”
The flooding in Texas is one of more than 65,000 disasters the Red Cross responds to each year. With this support from Honda, the Red Cross is able to provide emergency shelter, food, water and other critical resources to those impacted by disasters, including storms and countless other crises. Honda’s proactive funding helps the Red Cross mobilize quickly and efficiently to support families and communities in need.
Beyond the company’s partnership with the American Red Cross Annual Disaster Giving Program, Honda Financial Services (HFS) are offering payment extensions and lease deferrals to customers in Texas, as well as North Carolina, impacted by recent flood events. Customers can get more information by calling the HFS hotline at (800) 445-1358.
Honda continues to provide its associates with opportunities to support disaster relief through the company’s matching fund and volunteer grant programs as well.
DEALER NEWS: LOWS FROM THE HIGH COUNTRY
“After 25 unforgettable years, High Country Harley-Davidson will be permanently closing our doors at the end of July,” says Reed in a heartfelt video message to the dealership’s riding community. High Country Harley-Davidson in Frederick, CO and Cheyenne, WY closed their doors permanently at the end of July.
“This decision was not made lightly and we understand the impact it will have on our loyal customers, friends and the passionate Harley-Davidson family we have built together. This decision comes with immense gratitude for our amazing community — for every mile, every event, every story you’ve shared with us. Please visit us during our final month — whether to ride one more time, take part in our farewell sales and events, or simply share a hug and a handshake…
“Thank you for making us more than a dealership — you made us a family.”
DEALER NEWS: SFE IN MKE
Scott Fischer Buys Two Landmark Harley
Milwaukee
Dealerships In
When the Harley-Davidson Homecoming rumbles into Milwaukee this weekend, there will be a new management team in place at both Milwaukee Harley-Davidson and West Bend Harley-Davidson. “We know that Harley-Davidson is beloved in the region and globally, and as a custodian of the brand, it’s our honor to lead the next chapter at both the Milwaukee and West Bend Harley-Davidson locations in the hometown of our parent company,” said Scott Fischer, founder, owner and CEO, Scott Fischer Enterprises.
Florida-based Scott Fischer Enterprises, which has owned
Harley-Davidson stores throughout the U.S., has acquired Milwaukee Harley-Davidson and West Bend Harley-Davidson. Led by industry veterans Scott Fischer and John Greene, Scott Fischer Enterprises brings a collective 40-plus years of experience buying, selling, owning and operating awardwinning dealerships across the country.
“As long-time Harley-Davidson store owners and operators, we are committed to elevating the Harley-Davidson brand, its focus on lifestyle, community and freedom. We are taking all that we have learned over the years to further engage employees, enhance the culture, build community and grow both dealerships into more customer-focused destination dealerships for Harley owners and enthusiasts to enjoy,” concludes Fischer.
SFE veteran Adam Gelzinis takes over as GM of the West Bend location while new GM Bryan Tynes and Co-Owner John Greene head up Milwaukee Harley-Davidson.
CAN YOU HEAR ME NOW?
Ekho Raises $17.3 Million
We first heard word of Ekho at AIMExpo. Now the rest of the powersports world is hearing about how it enables OEMs, dealerships and marketplaces to offer a seamless online checkout experience—completing all aspects of the vehicle transaction digitally, from financing and insurance to tax remittance and registration. And it is fully compliant with franchise agreements and state DMV requirements according to co-funder Rowan Mockler.
“In just a year, our platform has helped OEMs and their dealers generate tens of millions in online revenue, while delivering shopper CSAT scores well above traditional buying—proving that the demand is real and the opportunity is massive,” claims Mockler. Along the way Ekho resonated with investors and $17.3 million in Seed and Series A funding was raised. The $15 million Series A was led by Activant Capital, with participation from JPMorgan Payments, Winnebago Industries, Y Combinator, and other strategic investors including former Tesla executives.
“We’re solving one of the most complex problems in commerce — and building a world-class team to do it — in a way that ensures OEMs, dealers, and shoppers all win,” echoes co-founder Chris Howard. The dynamic duo met while studying computer science at Stanford. They plan to use the funding to scale their team in response to surging demand.
As Mockler explains it, Ekho’s platform includes three core configurations — Omni (for OEMs with dealer networks), Access (for brands without U.S. distribution), and Dealer (for individual dealerships looking to digitize their sales flow). In each case, Ekho abstracts away regulatory complexity and orchestrates the full transaction while preserving dealer participation. Ekho’s dealer platform can be found by clicking here: www.ekho.com/ekho-platforms/ekho-dealer
POLARIS PARTNERS WITH DEALERS TO MOBILIZE
In response to the recent flooding disaster in Texas, Polaris has partnered with local dealers to deliver four RANGER Crew XP 1000 NorthStar Edition Premium vehicles to Texas Search and Rescue (TEXSAR). These vehicles play a critical role in navigating tough terrain or hard-to-reach areas, enabling crews to better support those impacted.
“We are incredibly grateful to Polaris for their swift and generous donation,” said Justin McInnis, CEO, President of TEXSAR. “To date, we’ve been relying on older off-road assets and personal vehicles and with this donation, we will be much more nimble in our efforts while greatly
enhancing our ability to reach devastated areas and assist in relief efforts.”
In partnership with Family Powersports Austin and Hoffpauir Outdoors of Goldthwaite, these vehicles are equipped with advanced rescue packages. This includes sideview mirrors, rescue skids and full-size front hood storage racks to more efficiently transport equipment, deliver supplies and execute clean-up tasks. These dealers and their teams helped ensure the vehicles were ready for deployment by the TEXSAR team.
Polaris is also in the process of donating RANGER vehicles to A Doggie 4 You to support search-and-rescue and cadaver dogs. The RANGERs will help these fourlegged friends and their handlers more easily navigate the devastated terrain as they continue their tireless work. Grooms Polaris, our dealer in Rocksprings, Texas, is delivering the Doggie 4 You units.
In addition to the vehicle donations, Polaris also donated $50,000 to the American Red Cross Disaster Relief Fund to help accelerate critical response initiatives. “The Red Cross helps people during some of life’s darkest moments, and we are proud to say that Polaris does too,” notes Josett Valdez, VP, Fundraising for American Red Cross North Central Division. “This gift from Polaris helps enable the Red Cross to prepare for, respond to and help people recover from disasters both large and small whenever and wherever they occur.”
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Long-time GM of Powder Keg Harley-Davidson , Angela Murray is the new Managing Partner at Mann’s Harley-Davidson in Edinburgh, Indiana — a P4 Automotive dealership . “Super excited for this opportunity,” exclaims Murray. “P4 is an amazing group of talented people! Thank you for choosing me to lead this venture! Come visit Mann’s HarleyDavidson as we grow the store and add DREAMS TO DRIVEWAYS!” The P4 PR adds, “Angela brings over a decade of experience within the Harley-Davidson network and has been instrumental in launching and leading multiple dealerships across the country. In her previous roles — including General Manager — she consistently built high-performing teams and drove strong growth in both sales and service . At P4 Automotive, we believe in empowering the right people to lead. Angela’s addition as a Managing Partner reflects our ongoing commitment to supporting individuals who are ready to grow, take ownership, and lead stores with purpose. We love seeing our team members rise into new leadership roles, and we’re thrilled to have Angela bring her passion, experience and energy to Mann’s HarleyDavidson .
Transax believes in the concept of Connected Commerce — “Your systems ( CRM and DMS ), team and customers are all connected,” notes Jared Dowdy , the new VP of Sales & Strategic Partnerships at Transax. “Book more F&I, and profit, while spending less time per deal.” With three decades of industry expertise, Dowdy was the Global Director of Harley-Davidson University and Dealer Operations Consulting , where he oversaw the global development and deployment of dealer training across motorcycle sales, PG&A, licensing, service sales and technician training . This also explains Transax’ full integration with Talon as a Certified API Partner . Prior to Transax and The Motor Company , Dowdy spent 20 years in the automotive industry. “Jared brings valuable experience from his time leading sales training at Hyundai Motor America , developing their digital retailing strategy, and contributing to a global sales initiative focused on improving the customer experience in dealerships ,” says Kaitlyn Coxon , Director of Marketing & Communications at Transax. “As a platform that enhances the experience for dealers — helping them optimize internal operations and provide a better experience for their customers — Jared’s extensive industry expertise will strengthen our team and help us deliver even greater value and support to our dealers .” For more information on Transax, click here: www.transax.com
The V-Twin industry leaders at S&S Cycle continue to make major moves on the personnel front as they rumble right past the tariff issues facing many powersports companies. The latest is promotion of Charlie Hadayia to Executive VP-Business Development effective April 14th, 2025. Hadayia spent time at S&S from 1998-2010 before returning in June, 2024. His prior tenure at S&S — combined with vast industry experience and relationships acquired during his time away — put him in a strong position to influence the future of S&S Cycle, according to owner/ director Brett Smith . “Over the past year, S&S aggressively recruited many former employees influential in the prior success of the business and each one of those hires has been instrumental in strengthening our industry position,”explains Smith. “ Charlie Hadayia was the first and most critical hire we made, and he quickly established himself as a leader among peers and a strong collaborator with the board and shareholders alike.” Smith went on to say, “I’ve had a longstanding personal and professional relationship with Charlie and I cannot think of another person more deserving of this recognition — the first time S&S has ever anointed someone with the title and responsibilities of Executive VP.” In the new role of Executive VP, Hadayia will work directly with board leadership in developing and executing strategy with broad responsibilities.
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Continued from page 16
Eureka! National Powersport Auctions has struck it rich in the Golden State ! The nation’s leading provider of powersports remarketing services discovered James Teel and has brought him onboard as the new General Operations Manager at NPA Sacramento . With a background in the automotive , tractor and powersports industries , Teel brings a wealth of experience and a lifelong passion for powersports to the role. “I’m excited to join the NPA Sacramento team and look forward to growing with such a dynamic and dedicated group of professionals ,” states Teel. “Powersports has always been a personal passion of mine, and I’m thrilled to bring that enthusiasm to this role and help drive continued success at this location.” He has been riding since the age of 10 and carries a deep passion for the powersports industry that aligns perfectly with NPA’s culture and mission . His hands-on experience across multiple vehicle segments gives him a unique perspective on the needs of both buyers and sellers in the auction space. “We’re happy to welcome James to the team,” says Jeff Stalder, Western Regional General Operations Manager at NPA . “His diverse industry experience and genuine love for powersports make him a perfect fit for NPA Sacramento. We look forward to the leadership and energy he brings to the role.”
Putting some real horsepower into powersports, Horsepower Financial Services has promoted Leanne Richards to VP of Client Development. With more than a decade of F&I experience, she brings a proven track record of strategic leadership, revenue growth and customer-focused innovation. “Leanne’s journey is fueled by her deeprooted passion for the powersports community,” adds the motorcycle leasing outfit’s Marketing Manager Ana Costa. “As both an enthusiast and an industry advocate, she understands firsthand what drives riders — and dealers — and channels that insight into solutions that deliver real-world impact.” In her new role, Richards will continue to elevate client experiences, develop growth strategies, and lead with the same passion and integrity that defines the Horsepower brand. “Our leasing program is strategically designed to help dealers attract and retain customers— particularly those in near-prime and subprime segments—by removing credit score barriers and making it easier for more people to ride,” she explains. For partnership opportunities: DealerRelations@horsepowerlease.com
“Social media isn’t about selling — it’s about being social,” says Shelby Stites “It’s a free, powerful way to connect with
people in their everyday lives. If you want to stand out, you’ve got to show up differently — and consistently. That’s where the magic happens.” Stites has just been named All Balls Racing’s first-ever Social Media Strategist — a role that marks the company’s strategic shift toward directto-consumer engagement and digital storytelling. “All Balls Racing is entering a new era, and Shelby is a huge part of that,” notes Project Marketing Manager Matt Wilson. “She’s not just running the show behind the scenes — she’s the face fans see and the voice they hear. Shelby brings the creativity, insight and boldness we need to connect authentically and bring our rebrand to life.” As the face of All Balls Racing across Instagram, Facebook, TikTok and YouTube, Shelby brings the voice, vision and personality that powersports fans now associate with the brand, explains Wilson. From video drops to real-time engagement, she’s redefining what it means to connect with riders in the digital age. “With a background that spans digital-first brands and agency leadership, Shelby’s creative approach is backed by strategy and performance… “She’s helped reposition All Balls Racing as a consumer-first brand — delivering content that stops thumbs, builds loyalty and brings new energy to a traditionally B2Bfocused company,” Wilson concludes.
The color of money? “I’m excited to share that I’ve joined Kawasaki Motors Retail Finance as Sales Manager of Retail Finance,” says longtime sales pro Jason Walling. “I’m incredibly grateful for this new opportunity to work with such a legendary brand and to help drive innovative finance solutions for Kawasaki’s dealer network and customers across the country.” Most recently VP of Sales & Marketing for Segway Powersports and the National Sales Manager for Hisun Motors Corp. before that, Walling started as a road rep for Fox Racing circa 2004-2007 and later LeMans Corp. “Looking forward to the road ahead,” concludes Walling. “Let the Good Times Roll!”
SWAMPFOX MOTORSPORTS
A Little Service Goes A Long Way
For the past two decades, the powersports market in West Virginia has fallen prey to a fox… Swampfox Motorsports that is. Owner Mike Davidson welcomes everyone to his den, customers and staff alike. Like the humorist Will Rogers said, “a stranger is just a friend I haven’t met yet...” New customers are just friends Davidson hasn’t met yet. But don’t let the homespun drawl fool you, this fox is pretty sly when it comes to expanding his network of friends!
“I was the kid that used to aggravate the local Yamaha shop... so much so they knew me by first name,” reflects Mike. “I try to equate that to young people today who might be looking to get into the industry. You want to try to build a relationship with that young person because they are important — they may not have the money in their pocket today, but one day they are going to have money… I have always tried to nurture that type of relationship.”
While this is definitely a relationship-based industry, the market is changing. “As the industry has changed over the years, the consumers have become much more “savvy” if you will… The consumers are not what they were 15
or 20 years ago,” says veteran dealer Mike Davidson. “They are much more educated about the product. With the Internet exploding, you can go anywhere and buy the same product. So we have to separate ourselves, be better and give them a reason to come visit us.”
While the family atmosphere may be phasing out of powersports, the role of the dealer as a trusted friend has become even more important. “Customers are not looking for the gold-toothed car salesman with the white shoes and plaid polyester jacket anymore but they are looking for options, they are looking for product, they are looking for a relationship and I think that is what separates us.”
“The long and the short of it, I grew up in the service industry/convenience store business where you pump gas for a little old lady, you would take their groceries out to the car, you would carry the cases of pop because they were heavy,” says Davidson. When his kids were young, he visited a couple shops looking for little bikes for them. “We were either totally ignored or I was told to buy a bike twice the size of what kids could handle at the time.” That didn’t sit well with Davidson.
“I got mad and started selling some bikes on the side,” he admits. “I thought ‘If they can do it poorly, someone with a service mindset could do it better’ — here we are 21 years later,” he chuckles. With two top performing dealerships in Beckley and Princeton, West Virginia — and with a wall full of awards, including 6 consecutive Can-Am Off-Road District Dealer Of The Year Honors and even a Spyder Roadster Dealer Of The Year Award — Mike is living proof that a little customer service goes a long way!
“Our trademark is still providing the best possible customer service in every aspect of the business.” Part of that recipe means having parts in stock so Swampfox has one of the largest selections of parts and accessories for Can-Am on the East Coast. In addition to being a flagship Can-Am dealer in the Beckley location, the Princeton store is the premiere Polaris and Yamaha shop in the southern part of the state. They have been a Polaris VIP Dealer since 2009 with a 96% customer service ranking. They rate equally well with Yamaha CSI scores as high as top 5 in the nation and achieved Yamaha PRO honors multiple times over the years.
The shared mission for both stores is to make you feel like part of the Swampfox family. “We want you to think of our staff as family friends, not just people you do business with,” Davidson insists. Of course teamwork makes the Swampfox dream work. “It goes back to that old cliche’ you are only as good as your worst employee. I have been very blessed over the years to have very strong leadership. I’ve got general managers that have been with me for many years… one guy has been here over 18 years and the other over 15 years. They steer the ship and I just come in occasionally to mess things up they say,” he jokes.
But retaining long-tenured staff is no joking matter. “In this day and time, it is getting a little more difficult to do. However, we have been very fortunate to have really quality people and together we have developed a lot of great relationships with a lot of wonderful customers over the years.” The trick to retaining good people is to stay out of their way, Davidson admits. “I tell the team all the time they are better to me than I have been to them. I am very blessed with the group that is around me… I’m not the smartest guy in the room, but I am smart enough to hire the good people.”
Mike has seen the impact of the Internet on consumer knowledge, the significance of brand specialists, and the shift from physical brochures to digital marketing. “The Internet has educated a lot of the buyers these days and when they come in, they know the product. It is often fun to have the consumer come in and play ‘stump the chump’ with the salesman. If you give them a made-up answer, they are going to see right through that. If you are uneducated about the product you are trying to show them, you have no credibility going forward. Again, I’m very fortunate to have a well-trained staff… I enjoy having people come in knowing the product because it makes the job so much easier and it makes the whole process better.”
But Davidson does admit change doesn’t always come easily. “Business has definitely changed, and we have had to change with it,” even if that means kicking and screaming. This from a guy who was one of the leading Victory dealers back in the day to becoming an early adapter of Denago youth products. Maybe an old fox can learn new tricks?
THE SWAMPFOX DISCOVERS THE DENAGO DIFFERENCE
From West Virginia to Shanghai! Mike Davidson was one of the dealers who made the trip to China at the height of the tariff turmoil. Certainly a venture outside his comfort zone, as was standing on the observation ledge of the Oriental Pearl TV tower 1,500 above the city! But Davidson is well grounded when it comes to the powersports business and has 21 years converting customers into friends!
The opportunity to make new friends by adding Denago to his family of brands was certainly not lost on the Swampfox. Dealernews had the opportunity to corner the fox at the factory and get his immediate impressions:
So you are the Swamp Fox?
Swampfox Motorsports of West Virginia, that’s me!
And what lines do you carry?
We carry Polaris, Can-Am, SeaDoo personal watercraft, SeaDoo Switch boats and Denago.
Pretty diverse mix that you have and it doesn’t look like Denago cannibalizes any of your existing sales, but works as a pretty nice adjunct to everything?
Absolutely, it offers us an opportunity to fill a void for the customer that’s looking for an entry level machine, or maybe machine that’s not the top of the spectrum. And it allows us an opportunity to bring people in that were maybe looking at a competitive machine that we were previously not able to carry.
It is a value proposition. So now you’ve been here at this massive factory, and seen the resources what about the knock on the Chinese product?
I’ll be the first to admit I’ve always been a little hesitant with the Chinese product, but this is an absolutely incredible opportunity. Denago manufactures literally everything, with the exception of tires and maybe one or two other items. So from start to finish, they make what is on that machine. I’m very impressed with the assembly lines, very impressed with the leadership. So with Denago, I look forward to being a player in the very near future.
Speaking of leadership, you had the opportunity to meet with Mr. Tao, the head of the company, one-on-one, a privilege that doesn’t happen to just any dealer.
It was very nice of him to invite us over to China. To have someone sit and listen to you — to have a conversation that allows you to have an opportunity to speak your voice as a dealer — that is something so far gone from dealing with the “Big Seven” as I refer to them. Here you feel as if you have a voice, and you feel that someone’s listening to you. Are they perfect, not yet, but they’re well on their way, and they’re willing to listen to a dealer such as myself from small town America. That is very, very important to me, which is also going to translate to being very important to my customers.
It is part of that “Denago Difference” and you’re on that leading edge of it, so now you’re sort of obligated to become a brand ambassador. But I don’t think it’s going to be a tough sell.
It’s not a tough sell. Absolutely not. And quite honestly, I’m proud to be a part of the initial group of people to come on with Denago. I think that as price points elevate from the other OEMs, there is a great opportunity for these entry level machines. What people might refer to as a second tier? It’s not always fair, because the quality of these machines is exceptional.
There are some great things on the horizon! Yes sir, there’s some great things on the horizon. And I think that that’s only going to give them strength and give them momentum as they move into the future.
And then one last thing for your fellow dealers, what’s your impression now, having been here in China for almost a week and seeing what’s actually happening in this country? Are the tariffs going to really cripple our industry?
I honestly don’t see that. Obviously, we’re trying to make some negotiations from the White House, and they know what they’re doing. Little boys like me don’t need to be involved in that! But as far as coming to China, it’s an incredible, incredible country. They are so modern and unlike anything that we’ve always been taught to believe what this country was. Very, very impressed with this country.
INSIDE DENAGO EPISODE #3
Mike Davidson Swampfox Motorsports
In this deep dive with another Denago dealer, GM David Garibyan interviews Mike Davidson, president of Swampfox Motorsports. Davidson has been in this game for two decades, but still finds joy in it every day. His journey in the powersports industry has been based on the importance of building strong customer relationships, and being agile enough to adapt to the evolution of the market.
“The long and the short of it, I grew up in the service industry/convenience store business where you pump gas for a little old lady, you would take their groceries out to the car, you would carry the cases of pop because they were heavy,” says Davidson. When his kids were young, he visited a couple shops looking for little bikes for them. “We were either totally ignored or I was told to buy a bike twice the size of what kids could handle at the time.” That didn’t sit well with Davidson.
“I got mad and started selling some bikes on the side,” he admits. “I thought ‘If they can do it poorly, someone with a service mindset could do it better’... here we are 21 years later,” he chuckles. With two top performing dealerships in Beckley and Princeton, West Virginia — and wall full of awards, including 6 consecutive Can-Am Off-Road District Dealer Of The Year Honors and even a Spyder Roadster award — Mike is living proof that a little customer service goes a long way!
David and Mike discuss the impact of the Internet on consumer knowledge, the significance of brand specialists, and the shift from physical brochures to digital marketing. “Business has definitely changed, and we have had to change with it,” even if that means kicking and screaming.
Mike also shares insights on the rise of utility vehicles and electric ATVs, emphasizing the importance of family in the business and the value of listening to dealers for continuous improvement.
Takeaways
• Mike Davidson has been in the motorsports industry for over 21 years.
• Building a strong team is crucial for success in business.
• Customer relationships are key to retaining clients for life.
• The internet has changed how consumers research products.
• Brand specialists are essential for providing expert knowledge.
• Training and support from manufacturers are vital for dealers.
• The shift to digital marketing has impacted traditional sales methods.
• Family involvement in the business fosters a supportive environment.
• Electric ATVs are becoming popular for their user-friendly features.
• Listening to dealer feedback is important for product improvement.
KANSAS CITY, HERE WE COME
NPA Takes Over KC!
On March 19, 2025, officially launched its latest facility in Kansas City. National Powersport Auctions’ 10th location spans 38,000 square feet in a climate controlled building… Key to the heatwave that is currently barbecuing Kansas and Missouri. Outside is a whopping 3 acres! That extra space is by design explains operations manager Jeff Kinney (see sidebar). While we had a prior commitment during the grand opening, KC is still cooking! The Harley-Davidson Financial Services pilot auction Dealernews witnessed was a harbinger of things to come!
But going back to the grand opening, dealers, lenders, manufacturers, suppliers and financial service providers were all invited to attend NPA’s first Kansas City auction. The event kicked off with a hosted lunch, guided tours, inventory preview, games, and prizes. Ditto for the party we crashed, but it was even better as it was just dealers and Dealernews getting the kid gloves treatment. Then again, dealers are always treated like royalty at NPA.
“NPA Kansas City is devoted to supporting the dealers and business partners in the area,” said NPA’s KC Operations Manager Dustin Burress. “We can’t wait for them to join us at our first live auction. This is a great city, and we’re thrilled to extend our services here,”
“We are thrilled to expand our service capabilities and continue supporting the powersports industry in the Midwest,” added NPA CEO Jim Woodruff. “Our Kansas City location will enhance our operations in the region and across the nation… The newly constructed Kansas City facility boasts an excellent combination of facilities, services and staff dedicated to serving powersports buyers and sellers. Its central location will simplify the movement of inventory throughout the region.”
For more information about NPA’s Kansas City facility, please contact Operations Manager Dustin Burress at dburress@npauctions.com or 913.232.2101. Dealers can also reach out to Territory Sales Managers Mark Wright at 970.215.5523 email mwright@npauctions.com, or Chris West at 816.715.1176 email cwest@npauctiions.com
OPERATIONS ACTION!
Jeff Kinney grew up riding dirtbikes and he is still on the gas as VP of operations for National Powersport Auctions. It is his job to make sure the now 10 facilities under NPA’s umbrella operate like a well-oiled machine. However the newest facility in Kansas City came with a couple of curveballs. First and foremost, it is huge!
So this is our newest location in Kansas City. 38,000 sq./ ft. inside, and we have nearly three acres for outside storage for all of our RVs, campers, side-by-sides. There is plenty of room outside to accommodate pontoon boats and even tractors.
That dull roar in the background comes from multiple auctioneers moving down the lanes.
We have a couple of lanes operating simultaneously: we have our motorcycle lane and our “off-road” lane, which includes all your RVs, campers, side-by-sides, boats, personal watercraft, golf car, dirtbikes, ATVs… basically everything (including a couple farm tractors).
To service the multiple lanes there are three condition report stations in Kansas City.
We have three conditioned booths — one large booth to handle the oversized vehicles, side-by-sides, slingshots and all of our larger vehicles, including tractors and pontoon boats — and then two for the motorcycles.
How many employees are at this facility?
This facility, we have six employees to handle the production of all the operations and two admin personnel under the supervision of Operations Manager Dustin Burress.
Dealernews dropped in for a special day in the KC facility.
Today was an HDFS event that we put on. We’re working hard to run their business here in the central region of the United States,
HDFS had a manager on the auction cart and was confirming Harley’s CPO status and other details directly for the dealers for the 120 units… but that was only part of the story as double that number of metrics bikes went under the gavel that afternoon… not to mention all the action outside!
HDFS business is important, but we are bringing all the technology, all the transportation, all of our admin expertise… We brought that all to Kansas City. So everything from production to admin to transportation is all the same. It’s exactly the same as it is in every National Powersport Auctions’ facility.
Technology, seamless logistics and 10 locations is not biggest news, though.
The most important thing is being here! Being here at auction is fantastic. There is nothing like the excitement being involved in the buying action. It’s a lot of fun.
HOG SELL OUT?
HDFS To KKR
The NPA auction in Kansas City started with a special 120 unit HDFS sale. This included many Harley-certified CPO units, a dozen three-wheelers and multiple bikes from a major midwest chain of dealerships… all very interesting barometers of what is happening in the Harley niche — as were the final prices hammered out for their HDFS units. However the water-cooler talk during the pre-auction preview was about the rumors “sale” of Harley-Davidson Financial Services, since the event took place the morning after H Partners failed coup of Harley’s CEO and Board of Directors transpired the day before.
Now comes word that the rumors of spinning off HDFS were true… Sort of.
On July 30, 2025 it was officially announced KKR & Co. and Pacific Investment Management Co. had agreed to purchase a stake in Harley-Davidson Financial Services. This ‘stake” includes purchasing $5 billion in existing loan receivables. The asset management firms New York City-based KKR and Newport Beach, Calif.-based Pacific Investment Management Co. (PIMCO) will also purchase a 4.9% common equity, each.
“This transaction delivers benefits to all of HarleyDavidson’s stakeholders and marks the beginning of an exciting new chapter for HDFS,” proclaims Harley-Davidson Chairman, President, and CEO Jochen Zeitz. “From the outset of this process, we set out to demonstrate the class-leading returns of HDFS, create a long-term stable funding
mechanism, and maintain the strong financial profile of HDFS, all without impacting service to dealers and customers.” Sounds like a win for the Board and top HOG shareholders.
“Our strategic partnership with KKR and PIMCO achieves each of these core objectives, valuing the HDFS business at a premium multiple and transforming it into a more capital-efficient business with an expected significantly higher return on equity. Importantly, the approximately $1.25 billion of cash this transaction unlocks allows us to strengthen Harley-Davidson by supporting additional investment into the business, further reducing debt, and accelerating cash returns to shareholders.”
But what’s in it for the Dealers and their customers?
“For our customers and dealers, HDFS will continue to originate and service new and existing loans and provide dealers with service, benefits and flexibility commensurate with what HDFS currently provides, while we also invest in the future of Harley-Davidson for years to come,” concludes Zeitz. “We are pleased we were able to deliver such a successful strategic partnership for all of our stakeholders.”
THE ANNOUNCEMENT:
HDFS has entered into a long-term strategic partnership with KKR, a leading global investment firm, and PIMCO, a global leader in active fixed income with expertise across public and private markets. This partnership transforms HDFS into a capital-light financing business through the sale of existing and future retail loans while maintaining its strategic value to Harley-Davidson, its dealers, customers and investors. The sale of more than $5 billion of existing retail loan receivables is valued at a premium to par.
Under the terms of the agreement, HDFS will also sell 4.9% common equity interests to investment vehicles managed by KKR and PIMCO at an implied valuation of ~1.75x price to post-transaction book value. Harley-Davidson will retain control of HDFS, which will continue to originate and service existing and new consumer loans. The Company expects HDFS operating income to grow back toward pretransaction levels over time.
The Company plans to use the approximately $1.25 billion of cash unlocked through the transaction to reinvest to support demand-driven investments, reduce $450 million of HDI debt and return approximately $500 million to shareholders.
KKR’s investment comes from KKR-managed credit funds and accounts via the firm’s Asset-Based Finance strategy. PIMCO’s investment comes from funds and accounts focused on PIMCO’s private strategies.
THE RATIONALE
• Asset-Light Growth: HDFS expects to more efficiently grow its balance sheet and operating income over time following a benefit related to the sale of existing retail loan receivables and release of loan loss reserve in 2025 and subsequent rebasing to reduced operating income reflecting the new asset-light model in 2026.
THE FINE PRINT
• HDFS has agreed to sell over $5 billion of existing retail loans, receivables and residual interests in securitized consumer loan receivables at a premium. Under the terms of the five-year Forward Flow Agreement, HDFS will retain approximately one-third of annual retail loan originations on its balance sheet and generate new revenue streams through a fixed servicing fee on loans purchased by KKR and PIMCO. The agreement also provides for future retail loan sales to occur at a premium to par.
• Strengthened Offering: Harley-Davidson to retain full control of HDFS while creating a longterm, stable funding mechanism through the support of KKR and PIMCO. Dealers and customers will continue to receive the strong service levels to which they are accustomed without any impact to wholesale loans, consumer credit cards or other offerings.
• Enhanced Capital Allocation Flexibility: Transaction unlocks approximately $1.25 billion of cash for Harley-Davidson after the expected repayment of HDFS debt associated with retail loan receivables. The planned reduction of an additional $450 million of Harley-Davidson debt is expected to strengthen the Company’s balance sheet and create strategic optionality to help navigate the current environment, return capital to shareholders and support future demand driving investments.
• Long-Term Value Creation: Transaction values the post-transaction HDFS business at a premium multiple and is expected to reduce HarleyDavidson’s overall leverage and perceived risk, which is expected to lower Harley-Davidson’s cost of capital on a go-forward basis. This transaction is also expected to significantly increase the future ROE of HDFS while simultaneously maintaining HDFS as a well-capitalized business and reducing credit risk on the Company’s balance sheet related to its existing portfolio of receivables.
THE BOTTOM LINE
The Board plans to use the approximately $1.25 billion of cash unlocked through the transaction to reinvest to support demand-driven investments, reduce $450 million of HDI debt and return approximately $500 million to shareholders.
Dealernews Research
By Lenny Sims
POWERSPORTS MARKET INDUSTRY OVERVIEW
The Sportbike segment remains the standout in the powersports marketplace, with values in the current period comparable to 2022 and not showing seasonal downward movement. Other segments reflect the realities of higher inventories and reduced customer demand.
Looking at motorcycles, values for the most recent 10 model years of cruisers averaged 3.5% lower in the September-October period compared to July-August and 6.1% lower year-over-year. Sportbikes averaged 0.5% higher in September-October compared to JulyAugust, and 5.4% higher year-over-year. In the side-byside segment, the utility segment averaged 3.6% lower in September-October compared to July-August, and 4.9% lower year-over-year. The sport segment averaged 3.3% lower in September-October compared to July-August, and 4.7% lower year-over-year.
Dealer feedback is not overly positive as the industry continues to contend with sluggish demand and increased inventories. We do not forecast notably changed conditions through the winter months. Finishing the year strong, values in the Sportbike segment for NovemberDecember 2024 are still slightly above those for the same
period in 2022. Within the other segments of Powersports, however, dealers have reported needing to lure potential buyers with significant rebates and discounts due to elevated new and used inventory.
In terms of percentage change in motorcycles, values for the most recent 10 model years of the Sportbike segment averaged 0.9% lower in the November-December period compared to September-October (edition-over-edition), and 8.7% higher year-over-year. The Cruiser segment followed a more typical depreciation trajectory, were values averaged 3.2% lower edition-over-edition, and 5.6% lower year-over-year.
For the Utility segment of side-by-sides, average values were 2.5% lower edition-over-edition, and 3.1% lower year-over-year. In the Sport segment, edition-over-edition values decreased to a slightly greater extent at 3.2%, while the year-over-year decrease was the same at 3.1%.
Based on feedback we received from dealers and our observation of the market, we anticipate a need for local market pricing adjustments and potential factory rebates. Market conditions are likely to improve as the buying season approaches within the next couple of months.
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. Create and launch a
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Dealernews Research
By Don Musick
Gone in 60 seconds
SHARK WEEK!
in this case sharks. Beginning in the 1950’s and through the 1960’s, tagging with simple markers relied on recapture and reporting by fishermen. From the 1970’s through 1990’s this technique was superseded by acoustic tagging which relied on the limited range of underwater receivers. However, as GPS satellite technology became mainstream in the 2000’s long distance and near real time tracking became possible. However, these tags don’t relay tracking information back to GPS satellites, but instead data can be 1) stored for later recovery and retrieval or 2) transmitted to the low earth orbit (LEO, 100-1,200 miles) satellite networks such as Argos (developed by NASA and the French space agency CLS – 9 active satellites) or Iridium (Iridium Communications Inc. – 66 active satellites). Regardless of methodology, tracking requires that a shark’s dorsal fin is out of the water (onboard wet/dry sensors accomplish that). What does all this mean? Well…. No surprise there’s an app for that!
Head on over to the app store on your phone/tablet and search for “Shark Tracker”. Several apps will pop-up, but near the top of the list you’ll find “Shark Tracker™ “from OCEARCH. Founded in 2007, OCEARCH is a non-profit organization that collects data on the biology, migration and ecology of large marine predators. The data is provided open source to individuals and research facilities and is the basis for the Shark Tracker™ app. The app allows you to “follow” 500+ tagged sharks worldwide in near real-time by “name”, physical characteristics, behavior, migratory history and more.
But, for the Full Monty, visit the OCEARCH website (www. ocearch.org) for the big picture. The screenshot below shows the migratory path of “Contender”, a 13’ 9” 1,653 lb. male great white. First tagged on Jan 17th, 2025, near the FL/ GA border and last pinged on Jun 7th, “Contender” logged 1.870 miles in 142 days or about 13.2 miles/day. Fun Fact: According to the “Marathon Handbook” (link), that’s pretty much on par with Forrest Gump’s pace in his trek across America (about 14 miles/day)! The OCEARCH site also provides a variety of map overlays such as currents (shown here), temperature, wind, rain, cloud cover and more. It even includes a mugshot taken at the time of tagging! Digging a little deeper, it turns out that sensors onboard the OCEARCH tags collect far more data from their hosts than location alone. This can include detailed information on depth, pressure, temperature, and movement dynamics (acceleration, heading, orientation) to name a few. In fact, some sensors have the capability to monitor heart rate (ECG) and metabolism (oxygen consumption)… even cameras!
Yup…. July 6th to July 13th, 2025, marks the 37th season of Shark Week and notably the 50th anniversary of JAWS! What does that have to do with GPS trackers? Well, it turns out that GPS technology is also used for tracking wildlife…
Tracking apex predators across the globe with satellite tags is challenging to say the least. They’re fast, stealthy and constantly on the move… sort of like motorcycle thieves! Equally slippery and elusive, these guys are the great whites of our world. Unfortunately, we can’t tag them in advance or take their mugshots! And so ends my Shark Week metaphor… but not without a nod to SNL’s “Landshark”.
BACK ON DRY LAND
The thieves that target our rides are far more cunning and resourceful than their deep blue counterparts. Remember… gone in less than 10 seconds? So, how do we beat these guys — or at least get our rides back in one piece?
We’ve covered a lot of ground so far… from physical deterrents to crowdsourced networks to GPS trackers. Each approach brings something to the table, but stitching together a patchwork of technologies isn’t likely to outperform the sum of its individual parts. That said, the accuracy and reliability of GPS singles it out as a natural starting point for adding new features. But what additional features should be considered?
Up to this point, most of the features we’ve examined fall into the following categories and sub-categories:
1. Connectivity
a. Real-time GPS Satellite Tracking.
b. Cellular support (4G LTE / 5G / GSM) for real-time data transmission.
c. Wi-Fi capability for indoor tracking.
d. Bluetooth phone synchronization.
e. Global roaming SIM for international tracking.
2. Power and Durability
a. Direct, low-draw battery connections.
b. Idle or sleep mode to minimize power draw.
c. Backup battery if main power disconnected keeps tracking active.
d. Water and dust resistant enclosures for protection from the elements.
e. Temperature resistance over a wide range.
3. Security or Anti-Theft features
a. Motion alert/alarm if moved with ignition off.
b. Impact/vibration tamper alert/alarm.
c. Tilt accelerometer detects if bike falls over or is lifted.
d. Unauthorized ignition alert/alarm if key turned or hotwired.
e. Tamper alert/alarm if the tracker is removed or power disconnected.
f. Covert mode to suppress indicator lights/sounds to minimize detection.
g. Compact physical size to minimize detection.
h. Remote engine disable.
i. Geo-fencing alert if tracker leaves a pre-determined set of boundaries.
j. Remote voice recording.
on page 38
4. Rider Safety Alerts
a. Crash detection alerts emergency contacts of possible accident or fall.
b. Manual SOS button triggers emergency services.
c. Automatic accident geolocation sends location data to emergency contacts or services.
d. Rider unresponsive alerts (motion and tilt sensors).
5. Rider Trip monitoring and metrics
a. Trip logging, archiving and export: speed, distance, time, routes and stops.
b. Route optimization.
c. Speed alerts if current speed exceeds preset thresholds.
d. Acceleration and Braking metrics measure ride aggressiveness.
e. Engine RPM logging.
f. Lean angle gyros measure cornering metrics.
6. Maintenance Diagnostics
a. Maintenance reminders for oil changes, tire checks, drive-train adjustments etc.
c. Real-time location sharing with friends during rides.
d. Ride History replay of previous routes, speed and elevation.
e. Mobile/Web App platform agnostic.
Quite the laundry list! And with each set of features comes another laundry list of pricing and support options. But, not to be discouraged, let’s dive in and see what’s out there!
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, consumer-direct commerce portals, manufacturer/dealer e-channel integrations as well as development of web-based 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) 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
JUNE AWP IN REVIEW
Wholesale Pricing Cools as Summer Heats Up
As any Southern Californian will tell you, “June Gloom” brings a thick marine layer that dulls even the brightest summer mornings. In the wholesale powersports market, that same term takes on an entirely different — and far less atmospheric — meaning. Come June, Average Wholesale Prices (AWPs) begin their seasonal descent. Historically, June kicks off a pricing retreat, with AWPs softening 5–10% from spring highs. This year’s market has followed the script. Despite some underlying inventory differences between new and used product, the overarching trend is a textbook seasonal correction. In short: June came in cloudy — and values went with it.
June Price Trends Slide
Across nearly every major powersports segment, AWPs in June declined relative to the trailing 90-day window; On-Road Motorcycles fell 4–8%, with Domestic Cruisers leading the pullback. Off-Road segments also declined precipitously, though Side-by-Sides AWPs held their ground, suggesting a “better” mix of commercial and recreational models offsetting broader downtrend pressures. Boats, RVs and Campers were more resilient, maintaining stronger pricing when benchmarked against the February through May window. Seasonality likely played a role here, with retail activity lingering into July in these segments. While short-term pricing trended down, YoY comparables were more fragmented: Domestic Cruisers: Up 6%, Metric Cruisers: Down 9%, Boats: Up 22%. These differences across the categories reveal that pricing remains segment and inventory sensitive.
Dealer Takeaway: Clear the Decks Before Fall
With Q1 and Q2 now officially in the rearview mirror, the Spring retail pop is fading fast. Historical data suggests July will see another 4–5% AWP dip — compounding the June slide. That means a typical unit could fetch $700–$1,000 less in July than it did in May. Inventory management is now mission-critical. Dealers sitting on aged inventory — particularly anything acquired in the last 90 days — should be assessing markdowns and exit strategies. But where there’s softening, there’s also opportunity. As pricing trends down, savvy buyers can capitalize on acquiring high-demand units at more attractive prices, positioning themselves for margin wins as the cycle resets in the Fall. Navigating these trends requires precision, not panic. Use tools like NPA Value Guide to track AWP changes in real time and monitor adjustments in book values. Stay close to the data and don’t let the seasonal fog cloud your strategy — informed decisions now will define your success through summer and into Q3.
www.npauctions.com/cp/npa-market-report
JUNE ‘25 VS. AVG OF PRIOR 3 MONTHS AVERAGE
JUNE ‘25 VS. JUNE ‘24 AVERAGE WHOLESALE PRICE CHANGE
AMA DEALER-LEVEL MEMBER BENEFITS
u Business Member ad in American Motorcyclist with current year Business Member company logos
u Discounted advertising rates
u Consumer data from product surveys sent to AMA members
u Magazine copies to dealers including member information
u Encouraging AMA organizers/state chapters to use dealerships for meeting places (bring more people to the dealers)
u Connect dealers to clubs/organizers for local events
u Dealer listings on the AMA website
u Right to display AMA Business Member logo with year on website
u Window cling acknowledging membership
Apply here https://form.jotform.com/amatech/business-member-app For more information contact Michael Kula at mkula@ama-cycle.org • (949) 466-7833 or Alex Boehm at aboehm@ama-cycle.org • (310) 662-1724
SHERCO IS BACK IN THE SADDLE
After some tribulation, trials bike OEM Sherco is back in the U.S. Sherco US will be actively building a dedicated dealer network across the country and is eager to support both existing and new Sherco riders with unmatched service and enthusiasm. “We are incredibly proud to take on the responsibility of representing Sherco in the United States,” says James Jordan, Owner & President of Sherco US.
As of July 1, 2025, Sherco United States is officially the exclusive distributor of Sherco off-road motorcycles across the United States. “Our team manages the full importation and distribution of Sherco motorcycles, parts, gear and accessories — delivering world-class performance and quality to riders nationwide,” adds Jordan. “With a passion for the sport and deep roots in the off-road community, we are rapidly building a trusted and dynamic dealer network committed to providing every customer with an exceptional experience, both on and off the trail.”
These machines are world-class in every way — from their craftsmanship and engineering to their performance on the most demanding terrain, notes Jordan. “We are committed to delivering a level of service and support that matches the premium quality of Sherco motorcycles. This is more than a business venture for us — it’s a passion.”
Sherco United States (Sherco US) is based in Jonesboro, Arkansas, and now serves as the exclusive distributor of Sherco in the United States and associated territories. This strategic partnership marks a new step for Sherco’s presence in the US market, according to the parent company. Sherco US will oversee the importation,
distribution, and support of the brand’s full product line, with a dedicated focus on after-sales service, technical support and spare parts availability — ensuring that dealers and riders alike receive the premium experience that defines the Sherco name.
“We are excited to begin this new chapter with Sherco United States,” adds Jean-Michel Paquient, CEO, Sherco Factory. “Sherco was born in 1998 and has grown to distribute parts and motorcycles in 86 countries in just a short period of time. We have won World Championship and National Championship titles in trial and in enduro. This proves the performance and reliability of our products. The U.S. market is crucial to our global growth, and with this new distributor, we are committed to elevating the ownership experience through a strong service and available products in parts and bikes for not just the near term, but with a long term commitment.”
“First we want to thank everyone for their patience as we become operational as a brand new entity,” states Jordan. “It takes time as we are starting from scratch. We have received our first parts stocking order. Many of your backorder parts are included. We are entering everything into inventory. We are trying to be as meticulous as possible. We have more coming in a few days. The ‘bulky’ items are in containers. In parallel, we are having to onboard dealers from scratch. We are working diligently to do so. We will not open and allow shipping of one dealer before all are ready...
“We again thank you for your patience,” concludes Jordan. “We will be off and running full gas in short order!”
The complete 2026 model year lineup of Sherco motorcycles is reaching U.S. dealers now, alongside an extensive shipment of genuine parts, accessories and gear. These upcoming deliveries mark the beginning of a comprehensive plan to relaunch the Sherco brand in the U.S. with strength, consistency and long-term vision.
For more information about Sherco dealer opportunities, or the 2026 model range, email info@sherco.us or click here: www.sherco.us
SHIFTING GEARS AT SHERCO
James Jordan is now the owner and president of Sherco US James is the owner of Jordan Construction and has been an avid dirt biker since his childhood days. He has a philanthropic heart as he has supported dozens of youth riders over the last ten years. Favorite Bike: SE 250 two stroke
Senior VP Bryan Kraham brings more than 20 years of sports marketing experience to the party. Prior to joining Sherco United States, he was with Sherco USA as the head of marketing and race team sponsorships. Bryan will focus on day-to-day operations with an emphasis on marketing. Favorite Bike: SEF 250 four stroke.
Keith Obermeyer is the National Sales Manager for Sherco United States. “Keith brings a wealth of experience to the role, with a strong background in the powersports industry,” says James Jordan, President of Sherco US. From working with top OEMs — including stints as East Coast Dealer Development Manager and National Technical Manager at Beta USA — to owning his own dealership, Obermeyer has spent his career driving results, building relationships and fueling the passion for off-road riding. “His knowledge, leadership and firsthand understanding of both the brand and dealer perspective make him a perfect fit to lead our national sales efforts as we continue to grow the Sherco presence across the country,” concludes Jordan. Favorite Bike: SEF 300 four stroke
Sales Manager Bill Anderson is a powersports veteran with experience as a dealership owner as well as working for two different OEMs. Prior to joining Sherco United States, he was with the previous importer as the Western Sales Manager. Before that, he was in a similar role with another European OEM. He also owned his own dealership in the Spokane area called Sprocket Sport Mototek. Anderson will oversee Western US dealer development. Favorite Bike: SE 300 two stroke.
James Jordan Bryan Kraham
Keith Obermeyer
Bill Anderson
CURRENTS+
LIFE’S A BEACH, MAN!
Billed as a two-wheeled tribute to freedom, style, and the thrill of the open road, the Beachman ‘64 is more than just an electric bike — it’s a revival of the past. The ‘64 faithfully follows the iconic 1960’s Cafe Racer aesthetic and old-school according to the Canadian company.
“Our mission with the ‘64 was simple: to create a bike that makes life easier and every ride more enjoyable. At its core, this bike is about helping people rediscover the pure joy of riding,” explains Beachman Co-Founder/CEO Ben Taylor. “The DNA of this bike is a vintage motorcycle that exemplifies the feeling of freedom that can only be found on the open road with the breeze running through your hair. We feel the ‘64 brings that timeless spirit into the modern era and makes it more accessible than ever before.”
But don’t let the bitchen’ design aesthetic sway you. Underneath its vintage bodywork, the ‘64 features a removable 2.88 kWh (40 Ah) lithium battery, delivering up to 55 miles of range, with an upgrade option to a 3.6 kWh (50 Ah) pack for 70 miles, claims Taylor. “Both options feature regenerative braking and convenient built-in charge ports. With fast-charge capability to 80% in just three hours, riders spend less time waiting and more time on the road.”
The Beachman ‘64 model launches with an MSRP of $4,800 with multiple performance and terrain upgrades also available upon request. To learn more about Beachman and all available models, please visit www.beachmanbikes.com
STARK CONTINUES TO CHARGE
“Our main achievements in product development are well known, but this financial success is confirmation that our customers appreciate the hard work we put in every day behind the scenes,” claims Anton Wass, CEO of Stark Future. “We’ve rapidly established a cost competitive global value chain as well as built a cutting-edge, 20,000-square-meter factory for in-house battery and vehicle production.”
In fact, Wass notes Stark continues its charge: For Q2 2025, Stark reported a robust €47 million revenue and €4.5 million EBITDA, revenue that more than doubled from the previous year.” This rapid financial ascent solidifies Stark Future as the largest and fastest-scaling electric-only motorcycle manufacturer in history, long since surpassing all other pure EV rivals in volume, revenue, and international footprint.
“The Stark VARG is our proof of concept,” adds Wass. “Tesla took 14 years to turn a profit. We did it in six, and we’re just getting started… Stark Future embodies the relentless innovation and unwavering focus that defined the most successful technology companies in history and, critically, we’re already profitable,” concludes Wass. “This isn’t just about building great electric motorcycles, it’s about building a sustainable, profitable business that can reshape both this industry and beyond.”
NEW POD FOR ORCAS?
Not exactly an iPOD, but Taiga Motors Inc. has announced a major update to the mobile app for its Orca PWC this summer. Everything from custom drive modes to multi-user access has been integrated into its app. The new user management system enables secure multi-user access: vehicle owners can invite other users, allowing family, friends, or employees to use the app with their own login credentials and assigned permissions. It’s ideal for shared vehicles at the cottage, rental fleets, or families managing younger riders.
“These tools put safety, customization and convenience in our owners’ hands,” explains Gabriel Bernatchez, Co-Founder & CTO at Taiga. “Our engineering teams are constantly working to enhance the ownership experience for fleet and recreational owners alike.”
Taiga vehicles are built on a fully native software and hardware stack, following Taiga’s clean sheet design approach used across all vehicle systems. This unmatched level of digital integration in powersports allows Taiga vehicles to constantly upgrade with new features and performance updates. The new app features are available now on iOS and Android for all Taiga vehicle owners. Click here for more information: www.taigamotors.com
PIERER PULLS PLUG
In announcing the preliminary results for H1 2025, PIERER Mobility AG confirmed they were still pulling the plug on GasGas and Husqvarna eBikes on July 25:
“In the bicycle segment, the Group sold 50,107 bicycles (electric bicycles and bicycles) in the first half of the year. This means that the wind-down of the bicycle business is progressing much faster than planned. The Husqvarna and GASGAS bicycle brands will be sold out by the end of 2025 –all warranty/service and spare parts deliveries will continue in accordance with the statutory warranty requirements.”
Curiously the plan does not include Felt bicycles. “This does not affect the bicycle business of the continued Felt brand,” claims the July 25 report. The full 2025 half-year financial report will be published on August 28, 2025. Stay tuned…
ALSO SPEAKING OF EV MOBILITY…
Also, Inc. is the name for Rivian’s eBike effort… and apparently that name is worth something. How about $1 billion? In announcing a “significant investment” from Greenoaks Capital Partners, valuing the company at $1 billion, company President Chris Yu, stated: “The funding will help accelerate Also’s path to creating the world’s leading micromobility products and technology.”
“We couldn’t be more excited about the partnership with, and conviction from, the entire Greenoaks team,” Yu also added. “Together with existing partners, Eclipse Ventures and Rivian, we are incredibly well-positioned to deliver positive impact in the rapidly growing global micromobility space.” Rivian spun off its eBike/micromobility skunkworks project into the new company earlier this year with the help of $105 million in funding from Eclipse Ventures.”
Also, Inc., is headed by Yu, a former Specialized exec. He has been heading the tech mobility spin-off associated with electric truck maker Rivian. He launched the Also “skunkworks” team after joining Rivian back in January 2022.
CURRENTS+ e
VOLCON SHIFTS TO BITCOIN?
Wait, what? First production of the Stag UTV short circuited and now Volcon has shifted from being an OEM to a Bitcoin mining operation? “The announcement represents a seismic shift in corporate strategy that effectively transforms the company from an electric off-road vehicle manufacturer into a Bitcoin holding entity,” shares CEO John Kim:
Volcon (NASDAQ:VLCN) has announced a significant strategic shift with a $500 million private placement to implement a Bitcoin treasury strategy. The company will sell 50,142,851 shares at $10.00 per share to institutional and accredited investors, with Empery Asset Management as lead investor.
The company plans to use 95% of the proceeds to acquire Bitcoin as its primary treasury reserve asset. As part of this transformation, Ryan Lane from Empery Asset Management has been appointed co-CEO and Chairman of the Board, alongside three new board members. Volcon has partnered with Gemini Nustar LLC to execute this Bitcoin strategy while maintaining its electric off-road power sports business under Kim’s leadership.
“In an era of accelerating monetary debasement, holding Bitcoin on our balance sheet represents a strategic move to safeguard shareholder value and align with a digital future. We are excited to work alongside Ryan and Gemini to implement this Bitcoin treasury strategy as our EV business continues to evolve,” claims co-CEO Kim.
In the wake of the business model shift, former Volcon ePowersports Dealer Manager Jake Mizell has updated his LinkedIn status to #OpenToWork . He started as Fleet Sales Manager for the upstart EV OEM back in December 2023 and was promoted to Dealer Manager in November 2024.
SPEAKING OF SHIFTING GEARS…
With more than 25 years of experience in regulatory compliance, certification and homologation, Henrique Martins has joined the Motorcycle Industry
Council as Director of Electric Vehicle Policy . “Henrique brings a rare combination of deep technical expertise, global perspective, and strategic policy insight,” says Scott Schloegel , MIC Senior Vice President of Government Relations. “As the powersports industry continues to innovate in electrification, his leadership will be key to advancing policies and infrastructure that support a strong future for electric motorcycles and off-highway vehicles.”
Martins’ background includes stints with Automobili Pininfarina , Mahindra North America , Ford Motor Company and General Motors , spearheading initiatives related to battery safety , global standards and EV charging infrastructure . Most recently, Martins served as VP of Certification, Homologation & Compliance at QUANTRON US (zeroemissions trucks and buses).
“I’m thrilled to join the Motorcycle Industry Council, along with the Recreational Off-Highway Vehicle Association and Specialty Vehicle Institute of America at such a pivotal moment for the future of powersports and mobility,” Martins said. “This role brings together so many of the things I care about: powersports , protecting the environment and promoting access to the outdoors, and shaping policies that promote innovation, safety and sustainability. I look forward to working with our members and partners to help drive meaningful progress for the industry and the communities we serve.”
Martins holds a degree in Mechanical Engineering from the University of São Paulo and has completed additional technical training at the University of Michigan . He has authored technical papers and presented at international conferences, including those hosted by the Society of Automotive Engineers and the Institute of Electrical & Electronics Engineers
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.
Monthly News & Updates
July 2025 | Issue 7
Welcome to Traction, the monthly newsletter of the NPDA. Please reach out if you have any questions or anything we can help you with. Make sure to View all of the Member Benefits being offered by our NPDA Partners by clicking here: www.npda.org/member-benefits We hope to see you on an EDGE webinar soon!
WE ARE BETTER TOGETHER!
NPDA Assists H-D In Getting A Tax Break For Customers
The fine print of Section 70203 of the Big Beautiful Bill gives customers a break… Beginning with the 2025 tax year, the new federal law allows individuals to deduct up to $10,000 annually in interest paid on loans used to finance new, U.S.-assembled motorcycles… But it almost didn’t happen.
“The bill passed the House, but the Senate was considering removing motorcycles and making the deduction only applicable to automobiles,” said Harley-Davidson Government Affairs Manager Guido Zucconi. “We could use a little help getting the needed Senate approval.” NPDA immediately went into action and with the association’s help to amplify the voice of the nation’s dealers, motorcycles made the cut!
“They say politics makes for strange bedfellows… we like to say we are better together,” quips NPDA Chairman Bob Kee. “The goals of our OEMs are usually in alignment with the Dealers’ best interests, and it is important for us to find common ground and work together for the common good.”
This first-of-its-kind tax benefit is a major win for American motorcycle buyers — and Harley-Davidson, Indian, Zero and boutique brands including Buell and Janus qualify.
How The Tax Deduction Works
For individuals, the deduction phases out starting at $100,000 in Modified Adjusted Gross Income (MAGI) and ends at $150,000. For married couples filing jointly, the phase-out begins at $200,000 and ends at $250,000. Loan must originate between January 1, 2025 and December 31, 2028.
• Deduct up to $10,000 per year in interest paid on motorcycle loans
• Applies to new, U.S.-assembled motorcycles only
• Available to both itemized and standard deduction filers
• Valid for loans originated between January 1, 2025, and December 31, 2028
• Personal-use vehicles only (not applicable to business or commercial entities)
To qualify, the new Harley-Davidson motorcycle must have a Vehicle Identification Number (VIN) that starts with 1HD. Revolution Max models (VINs beginning with MLY) are not eligible. Qualifying model families include: Softail Models: Street Bob, Low Rider S, Low Rider ST, Breakout, Fat Boy, Heritage Classic Touring Models: Road King Special, Street Glide, Street Glide Ultra, Road Glide, Custom Vehicle Operations: CVO Road Glide, CVO Street Glide, CVO Road Glide ST Trike Models: Road Glide 3, Freewheeler, Tri Glide Ultra
SPEAKING OF THE BIG BEAUTIFUL BILL…
CBIZ Offers Insights
The One Big Beautiful Bill Act brings wide-reaching changes that affect tax strategy, employee benefits, compliance, and more. Its implications extend across businesses, individuals and key industries. Definitely a lot to take in, fortunately NPDA Strategic Partner CBIZ has taken a deep dive into what exactly this means to NPDA dealers.
CBIZ will be offering an EDGEucational webinar on August 7 (register here). But is already offering an expanded resource center online. Whether you’re a business leader, CFO, tax director, or individual planning ahead, CBIZ is here to help you stay ahead of what’s next. Our new, regularly updated resource center offers:
• Clear summaries of key tax provisions
• Insights by industry and specialty through articles and webinars
• Actionable steps to inform your strategy, shared in our on-demand webinar or at a local event near you
• Solutions that extend beyond tax into benefits, compliance and planning
Can’t wait for the webinar? Get the holeshot here: A detailed FAQ and the option to submit your questions directly through our contact form: www.cbiz.com/insights/article/the-one-big-beautiful-bill-act-obbba-faqs
BRIGHTLINE RETURNING TO DEALERCONNECT
“It is the people that make powersports special,” says BrightLine VP of Sales Gene Silas. “But even the best people can be brought down by bad leadership. Conversely, Great sales teams don’t just need compensation plans and CRM tools. They need clarity. Direction. Trust. Coaching. They need leaders who will walk with them, not just stand over them… If your team is struggling—before you blame them—look in the mirror!”
Brightline Dealer Advisors’ goal is to cast dealer services in a brand-new light. Gene’s personal mission is to drive innovation, build strong partnerships and deliver results that exceed industry standards. A lifetime biker, Silas combines his passion for the product with the discipline and organization instilled during his time in the Marine Corps.
“With 33 years of experience in the F&I industry, my background includes a diverse range of roles, from strategic sales leadership to hands-on training and development, all aimed at maximizing dealer profitability and customer satisfaction,” he explains. “I am passionate about transforming the F&I landscape and am always eager to connect with like-minded professionals who are committed to innovation and excellence.”
DealerConnect brings dealers together with topflight trainers, educators, service providers and 20 Clubs so we can learn from our peers and come away with real strategies that will drive results... Dealers will learn from top names like Garage Composites starting five led by “twin towers” Sam Dantzler and Tony Gonzalez; Lightspeed’s Bryan Tierney and Danny Orendain; industry veteran Mark Sheffield; NPA’s Jim Woodruff and Mike Murray — with more speakers to come.”
Can’t wait for DealerConnect to “connect” with Gene and the BrightLine team? Click here to see more of his passion for the profession: www.youtube.com/watch?v=7wcXAF--yYo
SURF THE WAVE!
Get Your Dealership Ad In Front Of Channel Surfers With AdWave “With technology and innovation at our core, our team of AdTech, AI, Behavioral Science and TV veterans are passionate about breaking down these barriers and opening the gates for businesses of any size to leverage the power of TV advertising,” explains Adwave CoFounder and CEO David Naffis.
As part of its membership package and growth initiative, NPDA premiered Powersports World TV at its first DealerConnect national convention. “As great a job as dealers do, there are huge barriers in TV advertising,” concedes NPDA’s Growth Committee Chair Bob Althoff. “Producing a TV commercial, hiring an ad agency, targeting and buying media, all demand significant time, cost and knowledge.”
For these reasons, the Dealer Association has partnered with the experts at Adwave to knock down the barriers to entry. According to Naffis, Adwave’s mission is the full package of ad generation and getting your ad on TV, all in just minutes… and minimal cost to NPDA dealers! Membership really does have its privileges!
tuned… or better yet,
INDUSTRY VETERAN JOINS
DEALERCONNECT PRESENTERS
#SheffieldSez: “Make sure your life insurance is paid up, bring your body armor, wear some safety goggles, and leave your kids at home!” From an M1 Abrams Tank Systems Specialist in Desert Storm to a Strategic Advisor helping dealerships on the front lines, Mark Sheffield’s career has been anything but ordinary. With more than three decades of hard-earned experience across top-tier dealerships and OEM partnerships.
“Mark is one of those guys who’s seen it all — and still shows up hungry to learn and help others grow,” notes NPDA Chairman Bob Kee. “He understands what it takes to build and lead a winning dealership team, and he never stops pushing for what’s next.”
The roster of industry educators and thought leaders joining National Powersports Dealer Association for its annual dealer networking event continues to expand. Industry veteran, 20 Group leader, dealer and NPDA Board Member, Mark Sheffield joins the ranks of featured speakers at DealerConnect 2025.
Sheffield’s leadership résumé spans Yamaha of Killeen, Honda of Houston, Woods Fun Center, America’s Powersports, Woods Cycle Country, and Woods Indian Motorcycle. He has served the industry by sitting on the boards of the Texas Motorcycle Dealer Association and the NPDA. In previous roles, Sheffield also worked closely with Spader Business Management and NCM Associates, where he facilitated 20 Groups across the powersports, marine and RV industries. Topics on tap for Mark Sheffield at DealerConnect include: If It’s Too Easy, You’re Doing It Wrong and Outsell the Slackers: The Ugly Truth About Sales Today.
DEALERS, CONNECT THE DOTS!
Join NPDA At DealerConnect
It is harder than ever to make sense of the powersports business these days! DealerConnect 2025 is your chance to connect faceto-face with other top dealers, strategists and analysts who understand your business. Join your National Powersports Dealer Association at:
Hilton Columbus Downtown September 21–23, 2025
Why Attend?
“Connect the dots in CBUS at DealerConnect,” says NPDA Chairman Bob Kee. “Let us help you stay ready for what’s next.”
• Learn from top-tier speakers and industry experts
• Get updates on the latest trends and data
• Make a plan for 2026 and beyond
• Network with peers, partners and powersports pros
DealerConnect is about real strategies, real connections and real results.
CUTTING EDGE COLLABORATION
By Don Amador
The powersports industry can take pride in the various grant programs that have played a major role in creating a “Culture of Trail Stewardship” over the past 20 years. Their support has enabled numerous OHV non-profit volunteer groups and organizations to build their capacity to partner with the U.S. Forest Service and BLM. One of the many beneficiaries of this collaboration is the Post Wildfire OHV Recovery Alliance (PWORA), focused on repair and recovery of recreation areas impacted by intense wildfires.
Part of PWORA’s mission includes training volunteers who use chainsaws to clear trails of downed trees on Forest Service lands. These volunteers become chainsaw-certified — and recertified every 3 years. It was that re-certification requirement that prompted PWORA to hold a class at the Elkins Flat OHV Area on the Eldorado National Forest June 6, 2025.
Guided by PWORA’s Master Agreement with USFS Pacific Southwest Region 5 and tenets of the new U.S. Forest Service National Saw Policy, “Developing The Thinking Sawyer”, the class was graciously hosted by the Eldorado National Forest. The group included students from the USFS agency and trail volunteers from several OHV organizations in Northern California.
Sawyers from Eldorado Crew E-365, having multiple years of chainsaw fire line and project work experience, assisted with the field instructing, along with Bill Aaron, retired U.S. Forest Service sawyer with 40 years of chainsaw experience during wildfire suppression, as well as hazard tree removal at FS admin sites. He currently remains as a Forest Service C level evaluator and instructor. On occasion, Bill operates under the banner of his own company, Bill Aaron Consulting LLC to help train chainsaw safety and operation for many FS volunteer groups.
In 2023, the Washington Office of Recreation, Heritage, and Volunteer Resources program announced three important updates to the National Saw Program: amended national saw policy, national sawyer qualification tracking database and a new sawyer training curriculum. These improvements support implementation of the saw program at the national, regional, forest and district levels to benefit agency staff, partners and volunteers who use chainsaws and crosscut saws on National Forest System lands.
“I agree with a number of trail volunteers that I talked with (who had been certified under the old saw program) that the new complexity-based certification system makes a lot of sense,” says Don Amador, PWORA Training and Safety Education lead. “I also appreciated the program’s sharp focus on safety with a primary goal of getting you and your crew back home for dinner at the end of the day.”
PWORA continues to believe the need for a trained volunteer workforce will grow as federal agencies roll out new programs such as the Forest Service’s National Trail Strategy or face challenges such as recreation budget cutbacks or staffing shortages.
*Amador was re-certified as a B feller/bucker.
Don Amador has been in the trail advocacy and recreation management profession for 35 years.
Don is President of Quiet Warrior Racing LLC. Don is Past President/CEO and current board member of the Post Wildfire OHV Recovery Alliance. Don is a Co-Founder and Core-Team member on FireScape Mendocino, a forest health collaborative that is part of the National Fire Learning Network. Don served as an AD Driver for the Forest Service North Zone Fire Cache during the 2022, 2023, and 2024 Fire Seasons. Don is a Pacific Northwest California native and writes from his home in Cottonwood, CA.
Confessions Of A Customer®
By Eric Anderson
There are few phrases that are more soul-sucking to a customer in a motorcycle parts department than: “We can order it for you.” To which I usually reply (with a patient smile and internal screaming): “Well… so can I. How about I just give you my money, and you ship it to my house while I get on with my life?”
Sound testy? Yes, I was cranky that day. You bet. I’m right up there with everyone else balancing low bank accounts, high gas prices, and precious little time between rides, repairs, and reality. What baffles me is how many parts and accessory managers still act like I’m asking them to decode alien transmissions when I suggest they just ship the damn thing to me when it gets here. Or have it drop-shipped like aftermarket distributors have been doing for years. Extra fee? OK! It saves me the second trip. Sorry, but your door swings ain’t my worry — I am the new customer of 2025.
Let me set the record straight: I want to buy from you. Really. I didn’t swing by your shop for an Instagram selfie — I came because you (hopefully) know something I don’t. Maybe you talked me through the difference between two competing helmets or reminded me that “universal fit” is a lie. “Don’t forget the drainplug crush washer.” That stuff is gold to me, and I want to reward you for it by buying from you!
So why — why — after investing time and gas money in getting to you, would I want to make the same trip again, just to pick up a $9.99 doohickey you could’ve sent to my door? Let me save you the suspense: I don’t. Amazon has spoiled me. Face it, cardboard boxes on my doorstep are now a way of life… and you need to embrace that lifestyle too.
Contrary to popular myth, we’re not all price-shopping trolls lured away by Bob’s Big Blowout Barn dot com. You might think we want to get the techy info from you, then go home to order it online? NO! We just don’t want to make the second trip for something you could have done to get the sale (and maybe more) while I was already inside your store. Most of us aren’t trying to save $3.12 online. We’re trying to save ourselves time, but also avoid the vortex of online checkout fields, password resets, reCAPTCHA boxes with school bus puzzles, forgotten login emails, and surprise shipping charges via Lithuania. Plus using a smart phone means I need to go find my glasses! I would rather you take care of me in one Big Beautiful Buy… now!
Here’s a wild idea: put up a sign that says…
“IF IT’S NOT IN STOCK, WE’LL SHIP IT TO YOUR DOOR — NO EXTRA CHARGE.”
Crazy? Maybe. Smart? Absolutely. How do you do that? Can’t you simply insert a “delivery address” different than your store…and take my money? Please! It was Walt Schmidt at Malcolm Smith Motorcycles in Riverside, California years ago who first turned me around (or spoiled me) about this technique. I needed an obscure rear sprocket (because of course I did), and Walt calmly said, “We can order it for you — and have it on your doorstep by Thursday.” Insert a heavenly choir here. I almost cried. It was like hearing a lullaby in a parts counter jungle of “Nope, don’t got it.”
So, in the name of sanity—and better business—here are a few 2025-ready ideas for your dealership to not lose the sale and make people happy:
1. Don’t Just Order It. Own the Problem. Tell us: “Let me take care of that for you.” That’s magic… like Discount Tires’ “Let’s Get You Taken Care Of!” Wow! They care! We’re in your store for a reason. You’re the expert. You know what fits. You know what’s new. You order this stuff all day, right? Help us skip the return trip and the return hassle of waiting in line just to pick up a box already paid for.
2. Service First. Logistics Second. If we wanted convenience, we’d be at home in sweatpants. We’re in your store because we want the human touch. So be human. Make it easy. Help us out. Bonus points if you smile like you mean it. And if your customer is traveling, you can ship it to where he will be next Tuesday.
3. Get Comfortable Shipping Out the Back Door. You’re already cross-docking or having your aftermarket distributor drop ship, right? Maybe your OEM won’t do that — maybe they should catch up to the aftermarket! Hint! UPS, FedEx, Dominos, TaskRabbit — it doesn’t matter. You can ship out as easily as you receive. All you need is a customer, a box, and a label. (And maybe a cup of coffee.)
4. Remind Us You’re Better Than We Are (at This). You order parts like a sniper. We order parts like toddlers with iPads. Let us lean on your expertise. If your fingers can dance through a digital catalog while ours are still trying to spell “Akrapovič,” you’ve already earned the sale.
5. Advertise the Perks: Tech Support, Fitment Guarantee, Easy Returns. Say it loud. Say it often. Post a sign: “ORDERED THE WRONG THING ONLINE LATELY? WE CAN FIX THAT.” We’ve all been burned. Mail-order regret is real — and you have the power to save us from it. Get the credit card right after adding the words which I love hearing: “and we can get it to your door.”
So, thank you, Walt, for your clarity, your kindness, and your UPS tracking number. I was ready to launch a digital expedition through 18 browser tabs and three sketchy checkout carts until you reminded me what customer service looks like in the flesh. Now I’m spoiled. I expect every dealer in America to say, “We’ll ship it to your door,” while I am standing there instead of that dreaded: “We can order it for you.” Welcome to 2025. If Amazon can drone me a toaster in two hours, you can mail me a sprocket by next Thursday, please. Let’s ride.
BIKES, BOATS & BBQ!
Welcome To Kansas City
On March 19, 2025, National Powersport Auctions officially launched its latest facility in Kansas City. NPA’s 10th location spans 38,000 square feet in a climate controlled building… Key to the heatwave that is currently
cooking Kansas and Missouri. Outside is a whopping 3 acres! That extra space is by design explains operations manager Jeff Kinney. “We have three conditioned booths — one large booth to handle the oversized vehicles,
side-by-sides, slingshots and all of our larger vehicles, including tractors and pontoon boats — and then two for the motorcycles.”
NPA NEWS
VP OF MARKETING RYAN KEEFE
We are at NPA’s 10th location here in Kansas City. We opened this location three months ago, and today we’ll be offering over 500 vehicles, motorcycles, off-highway, RV and marine inventory. At this facility, we have here offers nearly 40,000 square feet under roof with three acres outside.
As you can see today, we have dealers previewing units before the auction begins. Beyond just being able to bid in person, you also have a bid on NPA’s Simulcast platform, where you’re able to bid on a computer, desktop, mobile phone, whatever device is to your liking.
This is the time of year for dealers to load up on their preowned inventory to get ready for the buying season of the retail consumer. Got any questions or anything? Please reach out to us. Visit NPAauctions.com or call us at 888-292-5339.
THE ROAD TO DEALERCONNECT
NPA & NPDA Pre-Run Pre-Owned
The path to business success can be pretty rough these days, so to help dealers stay on track, National Powersport Auctions and National Powersports Dealer Association teamed up to present an educational webinar. Entitled Pre-Owned Unit Sales: A Market Update, this informative session was held back in June. Part of NPDA’s ongoing EDGE-ucation platform, the webinar is free for NPDA Members, this was just the precursor to DealerConnect, the big networking event coming in September.
“I am always excited to talk about the current state of the powersports market,” said Tony Altieri, VP of Business Development at NPA. “Think of it as pre-running the course to year-end profitability. We got into what’s driving trends, what happens next and how you can be prepared to win.” Even if you missed pre-running the course, VP of Sales Mike Murray and CEO Jim Woodruff will be returning to the DealerConnect stage to offer additional strategies to winning the pre-owned profitability race in 2025.
Following up on Altieri’s pre-running session, “The Trade-In Valuation Process: How to make your pre-owned business more profitable.” presented by NPA VP of Sales Mike Murray,at DealerConnect will provide tips and tactics on how to make the most of your valuation process.
Then dealers will split into small groups to come up with their own valuation of vehicles on site at DealerConnect, using a variety of tools. After each group shares its insight and price that they would offer for the trade-in, the conversations will continue about how and why each group came to their conclusion.
The DealerConnect conference in Columbus, Ohio, is set for Sept. 21-23. Registration can be found at: npda.weblinkconnect.com/atlas/events-v4/register/6
NPA CEO @PFS
Jim Woodruff To Keynote Powersports Finance Summit Dealers in Columbus for the NPDA DealerConnect event or one of the 20 Group meetings might recognize some familiar faces at the Powersports Finance Summit being held at last year’s DealerConnect venue, the Sonesta Downtown, September 2324. PFS is kicking things off with Jim Woodruff, CEO of National Powersport Auctions, delivering exclusive wholesale market insights and a peek into the pre-owned landscape.
Here is a peek at the session: From CTO to CEO, Jim Woodruff has navigated every level of NPA — and built it into North America’s largest remarketing powerhouse.
With more than 20 years in the industry and deep involvement with MIC and NPDA, he combines technical savvy with dealerfocused strategy. His session will highlight macroeconomic shifts by vehicle type, financing product outlooks, and smart playbooks for thriving in today’s evolving market.
Powersports Finance Summit 2025 is set to bring together the most influential powersports finance leaders — from OEM captives and credit unions to high-volume dealer groups — for two days of cutting-edge sessions and relationship-building opportunities. Expect market intel, financing breakthroughs, and peer-driven takeaways tailored for business growth.
See the full agenda for the Powersports Finance Summit here: autofinance.live/psfs/agenda
NPA AUCTION ACTION RETURNS TO AIMEXPO
National Powersport Auctions will once again host “Auction For A Cause” — a live fundraising event supporting youth programs, injured athletes, and families facing pediatric brain tumors — at AIMExpo 2026 in partnership with the Motorcycle Industry Council. This year’s auction will feature approximately 20 exclusive items, including signed memorabilia, rare collectibles, unique experiences and gear donated by riders, brands and industry leaders. Attendees will be able to preview items during the show and bid live on the show floor.
“We’re honored to support these three incredible organizations at AIMExpo this year,” said Ryan Keefe, NPA Vice President of Marketing. “It’s a powerful opportunity to come together as an industry and give back to causes that truly make a difference –whether it’s helping injured athletes, empowering underserved youth, or supporting families affected by pediatric brain tumors.” At last year’s event, the auction raised more than $34,000 – including $20,830 in live bids and $13,650 in direct donations – demonstrating the industry’s generosity and shared commitment to giving back.
“The energy and generosity we see at this auction is incredible,” added Andre Albert, MIC Director of Marketing and Events at MIC. “It’s not just about bidding on memorabilia – it’s about supporting people and making an impact. We’re thrilled to continue this tradition at AIMExpo 2026 in Anaheim.”
The high energy auction will be held during the Industry Party at the AIMExpo Starting Line on Wednesday, January 7 as part of AIMExpo 2026, taking place January 7-9 in Anaheim, California. All proceeds will benefit industry causes, including:
• Malcolm Smith Motorsports Foundation – funds education, meals, and resources for children at El Oasis Orphanage in Baja, Mexico
• Pediatric Brain Tumor Foundation – advancing research and family care for children in need
• Road 2 Recovery Foundation – supporting injured motocross and action sports athletes
The industry can help us to help our own in advance of AIMExpo 2026. MIC is now accepting donations of auction items from brands, dealers and individuals across the industry. Those interested in contributing can contact Lindsey Scheltema at lscheltema@mic.org by October 31, 2025. All donations are tax-deductible and will be recognized at the event.
SHIFTING GEARS: EUREKA! NPA STRIKES GOLD
NPA has struck it rich in the Golden State! The nation’s leading provider of powersports remarketing services discovered James Teel and has brought him onboard as the new General Operations Manager at NPA Sacramento. With a background in the automotive, tractor and powersports industries, Teel brings a wealth of experience and a lifelong passion for powersports to the role.
“I’m excited to join the NPA Sacramento team and look forward to growing with such a dynamic and dedicated group of professionals,” states Teel. “Powersports has always been a personal passion of mine, and I’m thrilled to bring that enthusiasm to this role and help drive continued success at this location.” He has been riding since the age of 10 and carries a deep passion for the powersports industry that aligns perfectly with NPA’s culture and mission. His hands-on experience across multiple vehicle segments gives him a unique perspective on the needs of both buyers and sellers in the auction space.
“We’re happy to welcome James to the team,” says Jeff Stalder, Western Regional General Operations Manager at NPA. “His diverse industry experience and genuine love for powersports make him a perfect fit for NPA Sacramento. We look forward to the leadership and energy he brings to the role.”
NPA Sacramento proudly serves dealers throughout Northern California gold fields and beyond, offering best-in-class powersport auction services, logistics, and operational support. The next live simulcast from Sacramento will take place on Thursday, August 7 at 9:00 a.m. PT. Dealers are invited to preview the inventory in person on Wednesday, August 6 — and take the opportunity to meet James Teel and welcome him to the NPA team. He can be reached at 916.889.8656 and by email at: teel@npauctions.com
GODSPEED DEAN GOLDSMITH
Legendary Husqvarna Baja/Desert Racing Team Manager Passes
Dean Goldsmith, a pioneering figure in offroad racing and cinematography, passed away peacefully June 25th, 2025, at the age of 83. Known throughout the desert racing world for his leadership, innovation and vision, Dean played a pivotal role in the success of the legendary Team Husqvarna Baja/Desert racing teams of the 1970s. He laid the foundation for Husqvarna’s domination well into the 1980’s.
A true behind-the-scenes force, Dean was instrumental in managing logistics, rider support and team strategy, helping usher in a golden era for Husqvarna’s dominance in events like the Baja
1000, Mint 400, Baja 500, Parker 400 and Las Vegas 400. His organizational skills and calm demeanor under pressure made him a beloved figure among riders and race crews alike. Team Husqvarna riders Mitch Mayes, AC Bakken, Larry Roeseler, Jack Johnson, Brent Wallingsford, Scot Harden and countless others all benefited from the leadership and example set by Goldsmith.
Prior to his stint with Husqvarna, Goldsmith was active in Harley-Davidson’s highly successful Baja 100 desert racing program. Along with Jack Krizman and Dave Ekins, Dean laid the foundation for an entire future generation, developing some of the fastest young desert racers in the world.
After his racing career, Dean shifted gears and founded Dean Goldsmith Camera Car Industries, where he brought the same precision and passion to the world of film and television. His custom camera vehicles revolutionized the way dynamic action scenes were captured, impacting Hollywood productions for decades. Dean owned the business until 2008 when he sold it to spend more time in his beloved Baja. Like desert racing, Dean’s legacy lives on in the countless filmmakers and technicians he mentored.
“Dean’s professionalism, attention to detail and pure technical acumen was the key to our success”, stated former Team Husqvarna rider Scot Harden. “When we lined up, we knew we had the best handling, most reliable bike Husqvarna could build, and that our pit crew would be perfectly situated, no matter how remote or difficult the pit location. All aspects of our race strategy were considered. Dean made it so the riders could concentrate 100% on racing. For many years the only question was which Husqvarna team would win”.
Dean was born on March 21st, 1942. Details about his final internment and other functions will be forthcoming.
SEMPER FI LARRY HESTER
Lawrence Kendall Hester, affectionately known as Larry, passed away on July 7, 2025, in Lexington, Kentucky. He was born on February 1, 1934, in Glendale, California, and spent his early years in Monrovia, California.
Larry proudly served in the United States Marine Corps, where he was stationed in Barstow, California, and served as a medic. He also shared his musical talents by singing in the Marine Corps choir. During his 30s and 40s, Larry lived in Newport Beach, California. He worked for Petersen Publishing before pursuing his passion for motorcycles and starting his own trade magazine. This passion blossomed into a successful business, leading him to create motorcycle trade shows across the U.S. At its peak, his company published 12 different trade magazines and hosted numerous trade and consumer shows. He sold the business in 1986.
In 1980, Larry married the love of his life, Marsha, at St. Andrew’s Presbyterian Church in Newport Beach. They soon moved to Corona del Mar, and in 1981, relocated to Rancho Santa Fe. Larry had a lifelong love for golf, which began in high school. He also became an excellent skier and encouraged Marsha to join him on the slopes — sending her to ski school in Vail with what he jokingly called “lunch money.” Together, they skied primarily in Vail, where they owned a home, and later in Park City, Utah, where they eventually moved.
Larry and Marsha also enjoyed playing tennis together, a sport they continued to share throughout much of their marriage.
Larry was deeply committed to his community. He passionately supported organizations in Park City that served individuals with disabilities, and he and Marsha volunteered with the Children’s Hospital in San Diego. He was also a proud member of the Rotary Club of Park City. Larry loved the outdoors and spent cherished time with family houseboating on Lake Powell. They often traveled there a couple of times per year for water skiing and relaxation. They also kept a ski boat at Jordanelle Lake near Park City for afternoon ski adventures.
Larry is survived by his devoted wife, Marsha; son, Steve (Lori); daughters, Hilary (Austin) and Lauren; grandchildren, MacKenzie, Blake (Maggie), and Braxton; great-granddaughter, Georgia; and sister, Suzanne Taylor (Don). Larry will be remembered for his warm heart, deep friendships, and boundless enthusiasm.
He often said, “Just do it!” — a phrase that inspired his loved ones to live boldly and without hesitation.
In lieu of flowers, memorial contributions may be made to The Lexington Humane Society, University of Kentucky Healthcare, or The Secretariat Center, in honor of Lawrence’s memory.
DICK HAMER ON LARRY HESTER:
Dick Hamer was one the very first employees to join William Lawrence Company a.k.a. Bill Bagnall and Larry Hester. The two partners continued together until 1970 when Bagnall sold his part of the business to Hester. Hamer stayed on until 1985. Dealernews sat down with Hamer in 2023 to talk about Hester and his vision for the industry.
From the launch of Motorcycle Dealer News magazine in 1965 to the start of the Dealer Expo and later IMS consumer shows, Hamer was in the middle of things. Legends and heroes, epic rides, landmark motorcycles and everything else that real estate developer turnedempire builder Larry Hester envisioned — and some antics nobody could have imagined — were just another day on the job for Hamer.
Our conversations with the late Dick Hamer continue here, where he talks about Don Emde and John Murphy joining the team and why he finally moved on to Burroughs’ Agency. From 1985 to 1988 he worked for Burroughs & Associates, an Advertising and Public Relations firm, as Vice President and Accounts Management Supervisor.
THANKS LARRY HESTER
By John F. Murphy
Larry hired me in 1983 to sell both Dealernews ad space and booth space for the IMS consumer and Dealernews trade shows. He took a chance on a young guy who previously had been a construction loan officer for Imperial Bank in Los Angeles. I told him that I had left the bank because the interest rates were 21% and then we would tack on another two points to close the deal. I told him that I was losing customers left and right because of the rates and that I had one guy jump off a roof because he lost his company.
Larry was a renaissance man who also happened to be a real estate investor, so he understood what I was conveying and he gave me a chance to prove myself in a new industry that I would have learned about, but boy did I have some good teachers.
Larry was a great judge of character and he was a man who would give you a chance to be a contributing
Continued from page 67 member of his team, so I think he was impressed that I told the truth about my reasons for leaving the bank, and saw that I was willing to give him my best shot.
When a guy named John McLaughlin took me under his wing at Hester Communications, and talked to me about his experiences and how he was successful at selling advertising, I was very lucky.
Just for the record Johnny Mac was the king of Catalina, and he was a WWII hero who flew P-38 twin boom fighter planes, escorting bombers over Europe. He was shot down over Hungary, had his head burned up when the plane caught fire and spent the rest of the war in a POW camp.
Larry populated the office with former #1 racers like Johnny Mac, Wendell Phillips and Don Emde. Don had just left before I was hired and he went to Bell Helmets and he became one of my clients. Funny how things work out for he came back to Dealernews as publisher and he and I worked together for five years, me as his associate publisher, and eventually when he left to start his own business, I became publisher for 10 years before I left because of my MS diagnosis.
Larry’s empire at 1700 East Dyer road in Santa Ana was a happening place. He had trade magazines and trade shows in several new industries including, Spa & Sauna magazine and show, (which Johnny Mac sold for at that time), Bicycle Dealer Showcase and seminar series, Health Food & Nutrition News (this one was sold early on to another group), Video Store Magazine for retail sales and marketing tools for the video rental industry, (this one became very successful for the industry that was growing exponentially), and the jewel in the crown, Dealernews and the show series.
When I started in 1983 Dealernews had their name on several trade shows throughout the United States, Cincinnati, (the biggest one), Daytona, both a trade and consumer event based around the Daytona International Speedway race in March, Houston, (trade and consumer), New Orleans, (trade and consumer), and Anaheim, which was a great consumer show in December each year.
Larry hired me on December 3, 1983, and my first day of work was to watch and then work the floor of the Anaheim show. Larry was a man who would give you a chance to show what you were made of. Turns out that I made the cut.
Dealernews was Larry’s baby though, for prior to joining forces with Bill Bagnal to form Dealernews Magazine, he too was a racing man who would take
his love for motorcycles to huge crowds and made him a wealthy man.
Larry was a leader who trusted his employees to take the reins of their respective teams and if you had a good idea to improve the product, he would make time to hear about it. Except when Steve Lewis came to him and pitched his idea for a new show for the Action Sports Industry which was just taking off and had no trade shows or magazines yet.
For some reason Larry didn’t want to hear about it, so Steve decided to pull out of Hester Communications and he started his own empire, based in Laguna Beach. Lewis ultimately launched the Performance Racing Industry and the PRI tradeshow on the automotive side. Ironically The PRI show continues to thrive in the old Dealernews bastion of Indy.
Larry’s legacy is etched into the history of the motorcycle industry and he was an inspiration and the envy for many, many others.
Thanks Larry, for taking a chance on me.
I will never forget you!
Global Instability & The Impact On Powersports
Between geopolitical tensions, rising tariffs, and shipping slowdowns, powersports dealers and customers alike are feeling the squeeze. While mainstream media focuses on global instability, the realworld impact is unfolding across your showroom floor. It’s not just headlines — it’s hesitation in buyers, longer lead times, and rising costs across key categories, which creates a global instability powersports impact.
The Consumer Is Cautious, Not Gone
With Iran, China, and Russia each stirring international unrest, economic ripples are inevitable. But here’s the twist: uncertainty doesn’t always kill demand — it reshapes it. Consumers are still buying, but they’re more selective, delaying purchases or switching to value-driven alternatives. That premium ATV or UTV might sit an extra week, not because it isn’t wanted, but because buyers are watching fuel prices, headlines, and interest rates. For dealers, that means clarity wins. The brands that communicate clearly and educate their customers will stay top-of-mind when wallets open.
What this means: Prices on everyday gear (mirrors, mounts, clamps, lights) are more volatile than ever. Lead times will stretch. Inventory misalignment is likely. If you’re a rider, you need to act fast when you find what you want. If you’re a dealer, your inventory strategy needs to pivot now.
The Global Instability Powersports Impact: Buying Tight, Selling Smart Dealers have a unique window of influence right now. Use global instability to your advantage — not to exploit fear, but to double down on why your product line matters.
People still ride. They still explore. They still upgrade. But now they’re looking harder at ROI — whether that’s in durability, compatibility, or customer support.
So, use messaging like: “With supply chains tightening, here’s why our billet UTV mounts and mirrors are built to last — so you buy once.”
According to Dealernews and NPA’s April 2025 Market Report, wholesale values remain strong — especially for off-road and dual-sport categories. But JD Power reports also highlight how tariffs and freight issues are pushing brands to reevaluate sourcing, and in some cases, reshoring manufacturing. (Source: Dealernews June 2025 Issue)
There’s real pressure on both OEM and aftermarket players. Many are absorbing cost hikes on the front end — but that can’t last forever. So if you’re a powersports business riding the importer wave, watch for shake-ups. Especially with China-to-U.S. shipping costs rising, tariffs reconfiguring by the month, and port delays still lingering.
For the Rider: Smart Buys In Uncertain Times
The average price of used powersports units rose 7% yearover-year in April alone. That includes side-by-sides, dualsport bikes, and even RVs. But while the vehicles hold value, the accessories that improve your ride are getting harder to source.
Why It matters:
When tariffs hit, manufacturers don’t just eat the cost. It shows up in your cart. That quick-release fire extinguisher mount you waited on? It might cost 30% more next month — if it’s in stock. We built our lineup to stay lean, stay stocked, and stay dependable. If you see it now, grab it now.
Keyword Trends Don’t Lie
Searches for “UTV rear view mirror,” “fire extinguisher mount,” and “side mirror for Can-Am Defender” are climbing. But most brands chasing those terms are also chasing price cuts. We’re not.
What We See:
People want durability, not just deals. Buyers are searching for compatibility, not gimmicks. Dealers are looking for fewer headaches, not more inventory risk.
We’re in the business of delivering what works. No guesswork. No gaps. Just gear that fits, sells, and outlasts.
Final Word: Adapt or Get Left Behind
This isn’t just about global politics. It’s about economic momentum. It’s about knowing that when uncertainty rises, smart operators tighten up, simplify, and execute. Riders are getting smarter with their money. Dealers are getting leaner with their shelves.
If you’re not prepared, you’re reacting. If you are prepared, you’re capitalizing.
