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What Makes Ray Smile? GEAR SERVICE BUSINESS VOL. 51 • ISSUE 2 FEBRUARY 2015 Skully gets dealer-ready: Hiring ex-cons: How to Rod Stuckey: What’s We talk with the founder think outside the cell your winning formula? DEALERNEWS.COM pg. 28 pg. 30 pg. 34 MARK RODGERS THE PRINCIPLE OF ‘NUDGE’ Coaxing customers through a series of yesses ON STREET YAMAHA SMAX Small scooter fills big shoes Whhaat mmakakes RRayay ssmile?mile? MAN AND BUSINESS THRIVE ON STRUCTURE HISTORY OF THE BRAND Charlie Barnett’s philosophy is alive and well magentablackcyanyellow ES556791_DN0215_cv1.pgs 01.21.2015 19:51 ADV For more information visit www.Dealernews.com/readerservice magentablackcyanyellow ES554727_DN0215_CV2_FP.pgs 01.14.2015 15:53 ADV The Books2015 LARGEST PARTS SELECTION FOR HARLEYS KNUCKLE TO TWIN CAM, AND EVERYTHING IN-BETWEEN Get into the 2015 FatBook™ and OldBook™ — the largest collection of V-Twin parts & accessories from top brands. And connect with Drag Specialties online to keep current with new products, events and bike-builds. WORLDWIDE LEADER IN V-TWIN PARTS SINCE 1968 dragspecialties.com magentablackcyanyellow ES554774_DN0215_001_FP.pgs 01.14.2015 15:55 ADV the DEALERNEWS conversation at blogs.dealernews.com VOLUME 51 | ISSUE 2 | FEBRUARY 2015 8 HISTORY OF THE BRAND: Barnett Tool & Engineering REAR VIEW – Top news from February 1976 12 ·V-TWIN 12 16 COVER STORY: FROM NAVY SPEED READ 2015 Indian BLUE TO HARLEY ORANGE Scout customs... RSD racing EVERY ISSUE Structured processes govern controls... Legend Suspensions Smokin’ Harley-Davidson. updates product lines By Marilyn Stemp 6 FROM THE EDITOR ·ON STREET 20 22 10 MARK RODGERS: YAMAHA SMAX: Small SPEED READ AMA Vintage The Principle of Nudge: How to move cus- scooter fi lling big shoes... Days... Senate bill would de-fund tomers through a series of ‘yes’ answers CSC Cyclone gets 49-state checkpoints... Moto-D goes approval strapless 39 Ad Index/ CUSTOMER SERVICE 40 ·OFF-ROAD 24 26 BY THE NUMBERS Sportbike, cruiser, adventure-touring FOX EDITION RZR XP 1000 SPEED READ Pro Circuit unveils interest high at Motorcycle Shows ups the suspension game four-stroke exhausts...WPS adds HiPer, D’Cor, expands FOX line 28 30 34 SKULLY HEADS THINKING ROD STUCKEY/ FORWARD: Beth OUTSIDE THE CELL: BUILDING YOUR Dolgner talks with Risks and rewards of BRAND company founder hiring an ex-con Small, smart choices Marcus Weller By Holly Wagner and consistency over time = net growth 29 32 SPEED READ DAVE KOSHOLLEK/ 36 Joe Rocket adds FUEL FOR THOUGHT SPEED READ: to Ballistic line... Treat your best Changing of the 24 Schampa facemasks customers best: guard at Cycle Gear... providep custom Are your priorities Lightspeed EVO 6.1... contours misplaced when it Slingshot news... comes to service Visionary Motors- work? ports... plus dealer updates 33 SPEED READ: Latest recall news... SpeedMob adds Core Moto, LynxHooks 36 28 2 | DEALERNEWS.COM | FEBRUARY 2015 magentablackcyanyellow ES555975_DN0215_002.pgs 01.20.2015 15:56 ADV For more information visit www.Dealernews.com/readerservice magentablackcyanyellow ES556741_DN0215_003_FP.pgs 01.21.2015 13:58 ADV 2014 TOP 100 EDITORIAL ADVISORY BOARD A.D. Farrow Co. Harley-Davidson (Sunbury, OH) Honda Kawasaki West (Fort Worth, TX) www.dealernews.com ABC Harley-Davidson (Waterford, MI) Hot Rod Harley-Davidson (Muskegon, MI) EDITORIAL Advantage Powersports (Kansas City, MO) House of Harley-Davidson (Greenfi eld, WI) [email protected] Adventure Harley-Davidson (Dover, OH) iMotorsports Inc. (Elmhurst, IL) Group Content Director MARY GREEN SLEPICKA Adventure Motorcycle & Accessories (Weston, OH) Indian Victory Charlotte (Lowell, NC) Managing Editor VINCE GUERRIERI Arkport Cycles (Hornell, NY) J & W Cycles Inc. (Washington, MO) Group Creative Director BETH DEMONT Senior Editor-Parts and Accessories BRUCE STEEVER Arlington Motorsports (Arlington Heights, IL) J & L Harley-Davidson (Sioux Falls, SD) Senior Editor-Retail and Business News HOLLY J. WAGNER Senior Editor-Gear, Helmets and Apparel BETH DOLGNER Babbitt’s Sports Center (Muskegon, MI) Killeen Power Sports Ltd. (Killeen, TX) Columnist/Contributing Editor MIKE VAUGHAN Bayside Harley-Davidson (Portsmouth, VA) Liberty Cycle Center/LCC Powersports (Liberty, MO) Columnists TORY HORNSBY, RICK FAIRLESS, DAVE KOSHOLLEK, MARK RODGERS, Big St. Charles Motorsports (St. Charles, MO) Lexington MotorSports (Lexington, KY) ROD STUCKEY Correspondents JOE DELMONT, GEORGIA KRAUSE, Big #1 Motorsports (Birmingham AL) Mad River Harley-Davidson (Sandusky, OH) TRACY MARTIN, MARILYN STEMP Black Bear Harley-Davidson (Wytheville, VA) Man O’War Harley-Davidson (Lexington, KY) Photographers JEFF BARGER, JOE BONNELLO, BRETT FLASHNICK, BRANIMIR KVARTUC, Black Jack Harley-Davidson (Florence, SC) Maxim Honda Yamaha (Allen, TX) GARY ROHMAN Black Wolf Harley-Davidson (Bristol, VA) McHenry Harley-Davidson (McHenry, IL) Bob Weaver Motorsports & Marine (North Tonawanda, NY) Midland Powersports (Midland, TX) Subscribe to Dealernews and the DealerNEWS ALERTs at www.dealernews.com Brewer Cycles Inc. (Henderson, NC) Motorcycle Mall (Belleville, NJ) Bud’s Harley-Davidson (Evansville, IN) Myers-Duren Harley-Davidson (Tulsa, OK) @dealernews.com DealernewsFan Dealernews Talk Carey’s Cycle Center (Riverdale, UT) New Haven Powersports (New Haven, CT) PUBLISHING and SALES Central Texas Harley-Davidson (Round Rock, TX) Off-Road Express West (Waterford, PA) [email protected] Central Texas Powersports (Georgetown, TX) Outer Banks Harley-Davidson (Harbinger, NC) Champion Motorsports (Roswell, NM) Performance PowerSports (Seneca, SC) Vice President and General Manager JIM SAVAS National Sales Manager ANGELA GIBBS • 815-772-7871 Charlie’s Harley-Davidson (Huntington, WV) Pioneer Motorsport Inc. (Chaffee, NY) [email protected] Sales Representative TIMOTHY DEBTH JR • 440-891-2713 Cole Harley-Davidson (Bluefi eld, WV) Ray Price Inc. (Raleigh, NC) [email protected] Commonwealth Powersports (Prince George, VA) Rec-Tech Power Products (Lloydminster, AB, Canada) Advertising Production Manager JESSE SINGER www.adsatadvanstar.com Cruisin’ 66 (Ozark, MO) Redline Powersports (Myrtle Beach, SC) Senior Production Manager KAREN LENZEN Audience Development Manager TRACY WHITE Cycle Center of Denton (Denton, TX) Rexburg Motorsports (Rexburg, ID) For information on subscriptions, permissions, reprints, list rentals and Cycle North Powersports (Prince George, BC, Canada) Rick Roush Motor Sports (Medina, OH) submitting press materials, see page 39 Cycle World of Athens Inc. (Bogart, GA) Ride Center USA (Hazard, KY) Cyclewise/Ducati Vermont (New Haven, VT) RideNow Peoria (Peoria, AZ) DHY Motorsports (Deptford, NJ) Road Track and Trail LLC (Big Bend, WI) Dothan Powersports (Dothan, AL) Route 1 Motorsports (Grant, FL) Dreyer South Powersports (Whiteland, IN) Rubber City Harley-Davidson (Cuyahoga Falls, OH) Ducati/Triumph Newport Beach (Costa Mesa, CA) Select Cycle / Scooternerds (Greensboro, NC) www.dealerexpo.com Filer’s Powersports LLC (Macedon, NY) Show Low Motorsports (Show Low, AZ) PROGRESSIVE INTERNATIONAL MOTORCYCLE SHOWS Freedom Cycles Inc. (Grandview, MO) Sierra Cycles (Sierra Vista, AZ) www.motorcycleshows.com Freedom Powersports and Marine Lewisville Signature Harley-Davidson (Perrysburg, OH) Senior Vice President TRACY HARRIS (Lewisville, TX) Sales Director MIKE AUSEC Sky Powersports of Lake Wales (Lake Wales, FL) Operations Director LEAH STEVENS Freedom Powersports Dallas (Dallas, TX) Smokin’ Harley-Davidson (Winston-Salem, NC) Sr. Marketing Manager ALLISON MILLNER Freedom Powersports Decatur (Decatur, TX) Marketing Coordinator MEREDITH LOZA Smoky Mountain Harley-Davidson (Maryville, TN) PR & Media Coordinator JOSH BULRICE Freedom Powersports Hurst (Hurst, TX) Sound Harley-Davidson (Marysville, WA) Retail Relations Coordinator MIKE MANTHEY Freedom Powersports McKinney (McKinney, TX) South Sound Honda Suzuki/South Bound Honda Freedom Powersports Weatherford (Weatherford, TX) (Olympia/South Tacoma, WA) UBM Advanstar 2501 Colorado Blvd., Suite 280 • Santa Monica, CA 90404 T 310-857-7500 • F 949-315-3759 • Frieze Harley-Davidson Sales Inc. (O’Fallon, IL) Southern Thunder Harley-Davidson (Southaven, MS) www.ubmadvanstar.com Gail’s Harley-Davidson (Grandview, MO) Star City Motor Sports (Lincoln, NE) Chief Executive Offi cer: Joe Loggia • Executive Vice President, Gene’s Gallery Inc. (Springfi eld, MO) Toledo Harley-Davidson (Toledo, OH) Chief Administrative Offi cer, Chief Financial Offi cer: Tom Ehardt • Executive Vice President: Georgiann DeCenzo • Executive Vice Gieson Motorsports (Rock Falls, IL) Vandervest Harley-Davidson (Green Bay, WI) President: Chris DeMoulin • Executive Vice President-Business GO AZ Motorcycles (Scottsdale, AZ) Village Motorsports of Grand Rapids (Grand Rapids, MI) Systems: Rebecca Evangelou • Executive Vice President-Human Resources: Julie Molleston • Senior Vice President: Tracy Harris • Harley-Davidson of Erie (Erie, PA) Waugh Enterprises Harley-Davidson (Orange, VA) Vice-President, General Manager Pharm/Science Group: Dave Esola • Vice President-Legal: Michael Bernstein • Vice President-Media Harley-Davidson of Scottsdale (Scottsdale, AZ) Wildcat Harley-Davidson (London, KY) Operations: Francis Heid • Vice-President, Treasurer & Controller: Harv’s Harley-Davidson (Macedon, NY) Wilkins Harley-Davidson (Barre, VT) Adele Hartwick Hattiesburg Cycles (Hattiesburg, MS) Woodstock Harley-Davidson (Woodstock, IL) 4 | DEALERNEWS.COM | FEBRUARY 2015 magentablackcyanyellow ES556733_DN0215_004.pgs 01.21.2015 13:44 ADV Over 3,400 powersports partners. 1 retail ŵnance provider.
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