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Apparel & Gifts 2018 Apparel & Gifts —DEALER CATALOG— WELCOME TO THE PREVIEW OF OUR 2018 APPAREL & GIFTS This guide has been designed to give you detailed insight into the THE APPAREL BUSINESS products we have developed for the season with further new The apparel business is crucial to the success of building the Indian product introductions in our motorcycle rider wear, casualwear and Motorcycle® brand and promoting the bikes we sell. We estimate gift categories. that the average Indian Motorcycle® dealership will sell $900 per new motorcycle sale of which $400 will come at the time of the sale The Indian Motorcycle® footwear range is extended with a collection of the bike and an additional $500 will come over the counter. of CE approved boots developed for motorcycle riding. The jacket and glove lines are also extended along with a new range of graphic STOCKING FOR THE SEASON tees, shirts, hoodies and sweatshirts. New categories are added to It can be difficult to understand what sizes to stock and how to the 2018 range with an exclusive collection of premium riding jeans display apparel effectively within your dealership. Indian that have been developed in collaboration with Rokker®. We also Motorcycle® offers sizing up to 5X men’s and 3W women’s. To add premium eyewear as well as a number of new gifts and personal determine a typical size run needed for a collection of jackets accessories, including man-cave and garage products. you should look at your retail velocity and demographic. Below is a snap shot of sizing typically needed for one part number of THE BASICS a leather jacket, textile jacket, or casualwear based on the size of For 2018 the range of riderwear sees new contemporary textile your dealership. jackets and helmet options. New graphic tees, shirts and sweatshirts are added to the casualwear range as well and gifts and personal CASUALWEAR JACKETS accessories, making this our most comprehensive range to date. Men’s Women’s Men’s Women’s In order to grow Indian Motorcycle® as a brand, it is important that S 1 S 1 our apparel offerings are consistent with our brand. One of the M 1 2 M 1 2 most crucial steps in this process is to ensure that everything with L 2 2 L 2 2 ® an Indian Motorcycle name, logo, brand asset, or historical piece XL 2 1 XL 2 1 that is in the marketplace has been approved by our Licensing and 2X 1 2X 1 Apparel Team. DEALER T-SHIRT & GIFT CUSTOMIZATION PROGRAM Here are some tips on how to get the best out of your upcoming order Only authorized Indian Motorcycle® apparel & gifts can be retailed and ensure you have the right mix of products for the 2018 season. in our dealer network. This helps to ensure the quality of products What you select will have a direct effect on your season’s apparel sales in the marketplace is consistent with our brand standards. performance, including profitability and customer satisfaction. The following questions will help you form your order. ® As an Indian Motorcycle dealer you and your dealership serve as ® brand representatives. It is crucial that your store carry, promote Also consider your online business. The Polaris ICE system is designed to support dealer online sales for apparel and gift items. and sell official Indian Motorcycle® merchandise. Ensure you regularly check for available orders you can fulfil via your stock. Online sales should account for at least 10-15% of your To help with the process Indigo Clothing offer the service to dealers total apparel & gift revenue. This will increase during peak periods for custom dealer t-shirts. Please see page 60 for more information such as holidays and the start of the riding season. on the program. FINAL SEASON FINAL SEASON OFFICIAL LICENSED PRODUCTS ® Products marked Final Season will only be available while stock lasts Indian Motorcycle continues to develop its range of licensed and will become obsolete after 2018. We recommend that these lines products through high quality vendors. This guide will give you are cleared out of your stock as soon as possible. By clearing these a more comprehensive look at the products offered by some of lines sooner it helps to reduce your stock obsolescence and means our partners that are available to the dealer network. These you can turn the stock into revenue, allowing you to reinvest in current partners offer a range of products that you can order from Indian selling lines. Display this stock as a mark-down line in your store to ® directly and take advantage of additional revenue and Motorcycle clear it through at the earliest opportunity. The following lines are in margin opportunities. Final Season and should be cleared: King Baby Studio® – Jewelry range (P. 61) Pride Jkt, P. 15 Long Sleeve Henley, P. 46 Wmn’s Freeway Jkt, P. 23 Logo Knit Zip Thru, P. 49 Visit the page listed above for further details of what this partner Open Face Helmet, P. 33 Wmn’s Core Logo Tee, Navy, P. 56 offer a and how to order. Full Face Helmet & Visor, P. 33 Wmn’s Logo V-Neck Antique White, P. 56 Wall of Death Tee, P. 42 Wmn’s Red Logo Crew Neck Tee, P. 56 Brown Logo Tee, P. 44 Wmn’s Stars Wreath Tank, P. 58 Red Logo Tee, P. 44 Backpack, P. 68 Script Icon Tee, Charcoal, P. 44 Gym Bag, P. 68 Circle Icon Sleeveless Tee, P. 44 Messenger Bag, P. 68 Short Sleeve Henley, P. 46 2 GIFTS & APPAREL 2018 INDIAN MOTORCYCLE® 1901 FASHION FIT TEES SETTING YOUR SHOWROOM The Indian Motorcycle® 1901 Fashion Fit Tees (P. 43) form part of a Selecting your collection and placing your order is just the first step of what new line of tees that will be launched to fashion retailers you need to do. The next step you need to consider is your sales plan: under the brand name Indian Motorcycle® 1901. This • Having the right products will allow you to maximize your sales to the new collection will be sold through premium department stores, customer groups and existing loyal owners. specialty stores and independent fashion retailers, with the objective of growing Indian Motorcycle’s brand awareness • Think about the key new products you have ordered and how you will be and solidifying it’s brand positioning to a wider audience able to make the most of their appearance in your stores. of customers. • Have you thought about how you will inform customers that the products have arrived? We strongly believe this business complements and does not conflict with the dealer core apparel business. The dealers network • What about a launch event that you can use to get your customers in the will continue to have an exclusive distribution of riderwear, buying mood? casualwear and gifts that will not be sold through other channels. • Update your website and inform visitors that products are now available. We will also offer dealers product from the Indian Motorcycle® 1901 • Make sure all members of staff are aware that new products have arrived range, to sell through your stores, as the collection grows. Four new and make sure you have refreshed them in the key styles for the season. fashion fit tees are included in the 2018 range, exclusive designs for Indian Motorcycle® dealers. • Challenge yourself and your colleagues to build sales by selling one more product for every transaction made. This will have a massive effect on your BEFORE YOU ORDER profitability, even if it is an additional low value sale per customer. Consider what budget you have for this collection. • Have a varied and engaging calendar of things you will do during the • How many prongs, shelves and rails do you have to fill? season. Don’t just wait for customers to enter your stores. Be proactive in • Remember that your retail space needs to work to its maximum getting them to visit you, either in person or online. potential, so do not under-fill your apparel display. Also, do not • Consider what you have in store at the moment. Look at what has worked over-fill your space. It is better to focus your buying on fewer styles and sell this stock through. For products that have been slow, react sooner and carry these in greater stock depth, so you have sizes available rather than later. Sell out of this obsolete stock and make sure your store is in store for customers to purchase. ready for new products to arrive. • Keep in mind that this range arrival coincides with the 2018 holiday season so you will need to stock the right amount of product to take * advantage of this busy time of year for apparel and gift sales, both Part Number Size Guide- Apparel online and in-store. Make sure the apparel range introduction is XS S M L LT XL XLT 2XL 2XLT 3XL 3XLT 4XL 5XL 1W 2W 3W part of your sales process when selling new vehicles. 01 02 03 06 08 09 11 12 13 14 20 15 16 17 18 19 • What stock do you have that is being deleted from the previous *Based on the size you are ordering, add the above number to the collection, i.e. what will be obsolete from your current inventory end of the item’s part number. LT, XLT, 2XLT, 3XLT are tall sizes. given the new collection? • Consider your demand via your online stores and plan for additional ® * demand from any events in your calendar, e.g. Open Houses. Part Number Size Guide- Rokker Jeans Waist (IN) 30 32 34 36 38 40 30 32 34 36 38 40 • Don’t be too conservative.
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