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 makmakes RRayay smile?smile? 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

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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, , adventure-touring FOX EDITION RZR XP 1000 SPEED READ Pro Circuit unveils interest high at Shows ups the suspension game four- 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

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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) 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 (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

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magentablackyellow ES557194_DN0215_005_FP.pgs 01.22.2015 01:29 ADV FROM THE EDITOR MARY GREEN SLEPICKA

blog.dealernews.com/maryslepicka Group Content Director Delicate balance

OUR SOCIETY FEEDS on mass gen- powerful the sportbike markets are on facturers have to trust their dealers, and eralizations. And industry marketers, the coasts. dealers must prove to the manufacturers researchers and media have a (bad) habit We’re increasingly hearing from deal- that they understand their local market of characterizing a national market as a ers complaining that their OEM requires better than any other. T e best dealers, homogenous one. them to order across the entire line large or small, do this well. And the most T at may be OK if we’re in, like, when only 60 or 70 percent of the model successful brand in any microcosm is due Holland, but it’s a reckless habit in range will sell in their area. And we hear in part to a true team eff ort, involving the United States, which comprises from manufacturers about the need for retailer and manufacturer rep, to con- a multitude of microcosms based on their dealers to stock said models, even if stantly analyze customer behavior, iden- many factors, including where people they are lucky to sell only one or two (or tify changes and tinker with the recipe live, what they do for a living, what their worse, none) in a 12-month span. for what will sell in any given quarter. transportation infrastructure is like, how T e manufacturers must drive Broad brush strokes are essential much open space is near them and how market growth, especially from new, when you’re building a brand—you have much disposable income they have. For diversifying sources as the traditional to make sure that everyone stays on example, the lament of “why we don’t customer base begins to age out. Many message and that integrity remains in- use motorcycles for transportation like dealers are also concerned about market tact. But there must be certain allowanc- the Europeans do” may apply in some growth, but they need the units that es to help dealers address conditions in areas of the country, but not all. Some they know will sell well, and those sales their own microcosms, as well as proper people on the coasts don’t understand then give them the resources to address tools to help them maneuver. the domination of V-twin cruisers in new customer groups. the center of the country, and some It’s a delicate balance that requires Mary Green Slepicka Midwesterners don’t understand how daily monitoring. But in the end, manu- [email protected]

For more information visit www.Dealernews.com/readerservice.Dealernews.com/readerservice

6 | DEALERNEWS.COM | FEBRUARY 2015

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magentablackcyanyellow ES554764_DN0215_007_FP.pgs 01.14.2015 15:54 ADV M

50th ANNIVERSARY

Barnett Tool & Engineering

MANY SMALL BUSINESSES get “T ose are the parts Charlie decided to started because someone solves a concentrate on, and that’s still basically what problem of his or her own and then we do today,” Mike said. “In fact, I still have discovers a market for the solution some of those inserts on the shelf for guys that was developed. It explains, at restoring old bikes.” least in part, the origins of Barnett Tool and When Charlie suff ered a stroke in the mid- Engineering. 1970s, Afton, Colleen and Mike took over Still a family-owned and -operated business daily management. By 1979 Barnett expand- after 67 years, the company actually began ed to a new facility in Santa Fe Springs, mov- before its fi rst storefront opened in 1948, ing again in 1999 to Ventura. Over time, the since Charlie Barnett had been moonlight- product line grew as well. Cables and clutches ing several years in his home garage. T at remained the core business, but as technol- may be Barnett’s genesis, but it’s clear from ogy and materials improved, so did off erings. talking with Mike Taylor, Charlie’s son-in-law “Everything we make today is so much better and company CEO, that Charlie’s work ethic, than what we made in the old days,” he noted. persistence and can-do attitude were the real T ough parts for V-Twins have been promi- Charlie Barnett (top); Mike Taylor secrets to Barnett’s success. nent in their catalog for decades, Barnett’s (above). Photos courtesy of Barnett Taylor said Charlie Barnett had just an 8th makes cables and clutches for most makes Tool & Engineering. grade education when he hopped a freight and models of motorcycles, as well as ATVs. train from Oklahoma to California. He Charlie’s philosophy was to maintain some extent, but you sure wanted to be a machinist but had no skills. control over production, quality and costs, sleep better at night when “T e story goes he had over 20 diff erent jobs so the company still handles many opera- you’re not worried about in one year,” Mike said. “He’d learn as much tions in-house, sending out only plating, heat money.” as he could before they found out he didn’t treating and polishing. “When we decided to Mike and Colleen’s son, know anything.” start making billet parts, we bought the CNC Chris, has been active in the Still, through the early 1940s, Charlie equipment and taught ourselves how to do it, business for some time, and continued to learn. He bought a motorcycle the same way Charlie did,” Mike said. “Some- now granddaughter Jennifer for cheap transportation, met other riders times the learning curve has been steep, but Darling and her husband, and used his abilities to keep his pals’ bikes we get there.” Chance, are taking on more running. Before long, this was earning better Another guiding principle: pay as you go. responsibility, keeping the than his day job, so Charlie and wife Afton “We avoid going into debt. When we need family brand intact. All things rented a small storefront in Huntington Park, something, we earn the money then buy it.” that would make Charlie Calif. Mike started working for the company T is has helped the company weather tough and Afton Barnett justifi ably in 1968, the year after he married Colleen times. “It may have restricted our growth to proud. – Marilyn Stemp Barnett. Charlie “was one of those guys that would do whatever needed done; he was never afraid REARVIEW From the Dealernews archives to try anything,” Mike said. “He’d say, ‘If other guys can do this, I fi gure they aren’t any better or smarter than me, so I can learn how T is month in 1976 to do it, too.’” Gene Comella, Dave Dewey, Ray Farrell, Jack Gillis, Gary “Jet” Johnson, Colleen Barnett Taylor remembers when the family would load up the Chevrolet and hit Paul Krause, Ron Liles, Bob Moffi t, Tony Murr, Gary Richards, Henry the road, visiting motorcycle shops. Dealers Schnittker, Dave Stone, Lee Stone, James Van Buren and Gary Voth told Charlie that OE cables commonly failed were named new district sales managers at Kawasaki. and clutches were problematic, especially when Tom Heininger sold his interest in Webco Inc. to his partner, R.L. inserts in the friction plates became contami- Hughes. “I’m going to do a little fi shing and enjoy my family for a nated with oil. Charlie developed a material while,” he said. for making replacement inserts that combined cork with neoprene and other elements for Couple sitting on a Honda for 307 hours at Ed Lemco’s dealership greater oil resistance. As time went on he in Albany, Ore., set a Guinness World Record. made the plates and built improved cables.

8 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555535_DN0215_008.pgs 01.19.2015 20:03 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554787_DN0215_009_FP.pgs 01.14.2015 16:02 ADV ACCSELLERATION WITH MARK RODGERS

blog.dealernews.com/markrodgers Mark Rodgers is a best-selling author, speaker and premier expert on dealership sales. He can be reached at The Principle of Nudge [email protected] HOW TO MOVE CUSTOMERS THROUGH A SERIES OF ‘YES’ ANSWERS

EMAIL MESSAGES DON’T sell motor- that approach is more convenient for kind of way, but rather in a way that cycles. Neither do phone calls. Face-to- them, or they aren’t ready to interact piques the customer’s interest. Don’t face interactions sell motorcycles. with a salesperson quite yet. But when- tell customers everything you know, Oh sure, we all know one guy, who ever I ask salespeople what their next just enough to advance to your next one time, sold one customer with just objective should be, they always say, “Get yes in the conversation: “Plus, there’s one email message. But you can’t build a them in the store!” a ton of info about this motorcycle career on exceptions. What you can do is Whoa! Slow down, tiger. T at’s not you won’t f nd online or in the bro- accsellerate your sales by using a concept nudge; that’s a yank. chure. Would you like to know more?” I call the Principle of Nudge—gently but Your next yes is singular: You want Trust me, they will. conf dently moving customers through a series of small agreements. Sales success is seldom one colossal, In-person interactions—a series of small ear-shattering, cosmic “YES!!” People often can be persuaded most ef ectively agreements—sell motorcycles. when they are casually shepherded along, not yanked through the streets. this prospect to email you back! So start • Be authoritative. Humans defer A great example of this comes not from a conversation. Here’s how: to experts, so use the language of a shepherd but from my sister-in-law’s • Be fast. As we’ve covered previously, expertise: “recommend,” “suggest,” goldendoodle, Lucky. replying to an online chat must hap- “advise.” Try this: “I recommend we At one family gathering in her home, pen within f ve to 15 seconds of that compare calendars and pick a time we Lucky was acting particularly af ection- chat’s initiation. Otherwise, experts can talk live.” ate toward me. He kept rubbing against say your likelihood of engagement • Be fl exible. Don’t leave the next step my legs and looking for attention, which drops signif cantly. Replying to an to chance. Give the customer a few op- I happily gave him. After a few min- email doesn’t have to be quite as im- tions to choose from: “I’ve got time to utes, I realized we were no longer in the mediate, but the faster the better. chat this Wednesday at either 2:15 or living room but in the kitchen. When I • Be professional. Poor grammar, 3:15. You?” Now, it’s not about if the mentioned my surprise at the change of misspellings and text-talk can hurt customer will talk to you, it’s when. venue, my sister-in-law replied matter- your ef orts, especially early on in a • Be proactive. I prefer to call the pros- of-factly: “He does that all the time. He new buyer relationship. Best to play it pect, rather than wait for him to call brought you out here, because this is straight. No emoticons, please. me, because I want to be in control of where we keep his treats.” • Be complimentary. T is is the persua- the action. I rarely write an email that Ah, the power of nudge. sion principle of ingratiation, and includes this line: “I’ll wait for you to T at power begins in the earliest humans are powerless in the face of it: contact me next Tuesday at 1 p.m.” stages of your interactions with buy- “You’re interested in one of our most Instead I say, “Let’s talk next Tuesday ers, nudging them from tech to talk to popular motorcycles—I like at 1 p.m. What’s the best number for touch—a customer conversion strategy you already!” me to call?” I do everything humanly I call “T3.” Email communication and • Be informative. If I’m your would- possible to be in charge of the con- online sales chats are one-dimensional. be customer, and you can tell me tact. Some people will agree to a call T e phone is better, but limited. Your something that other salespeople right away. Others will opt for more best chance of creating deliriously happy don’t know about the motorcycle email exchanges before they agree to customers and ridiculously large com- I want, I’ll keep working with you an actual conversation. missions is when you are face-to-face, because interacting with you im- Remember, there are multiple knee-to-knee and toe-to-toe with people proves my condition. Try replying to a sales processes and buying processes who can buy. “T3” begins with “technol- customer’s email with something like involved here, and it’s imperative ogy” but evolves with a real conversation this: “Do you know that the combus- that they sync. You must match your (“talk”) and peaks with a handshake and tion chamber in the new EBR 1190 RX customers’ comfort level before you get person-to-person interaction (“touch”). you’re interested in is created in such a them on the phone. How might the Principle of Nudge way that the fuel/air mixture tumbles Once that happens, what next? Check help you reach the “talk” stage? Well, instead of swirl, like most others. T is out my blog post this month to learn customers’ f rst interactions with your creates better combustion.” Oh, yes. how you can nudge the caller toward dealership are often electronic. Perhaps • Be mysterious. Not in a creepy becoming a customer.

10 | DEALERNEWS.COM | FEBRUARY 2015

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magentablackcyanyellow ES554730_DN0215_011_FP.pgs 01.14.2015 15:53 ADV  V-TWIN BY MARILYN STEMP PHOTOS BY BRETT FLASHNICK

TOP: MotorClothes Manager Jan Hawkins, right, and Motorclothes Associate Tina Burton, left, go over new inventory in their depart- ment; Sales Associate Rick Bishop, left, works with a customer on the showroom fl oor; General Manager/Dealer Principal Ray Perry checks in on the status of a training initiative with Hawkins; Perry leads a weekly staff meeting at Smokin’ Harley-Davidson in Winston-Salem, N.C., to go over numbers and staff awards from the past quarter and the training schedule for the upcoming quarter; Master Technician Charlie Fried services a customer’s ride.

12 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555548_DN0215_012.pgs 01.19.2015 20:04 ADV From Navy blue to Harley orange S.O.P. AT SHD? THRIVE WITH STRUCTURE

FROM MACHINE GUNS mounted on ough knowledge of process and procedure sidecars in Black Jack Pershing’s pursuit of to motorcycling, along with a solid commit- Pancho Villa to brigades of Harley-Davidson ment to constant and ongoing training. WLAs used by the United States and its al- One of the fi rst things Perry did was to get lies in World War II and Korea, motorcycles the employees into uniform collared shirts. —particularly Harley-Davidson—and the T e staff started feeling better and acting military have always gone hand-in-hand, as more professional. He also dubbed the re- military strategists grew to appreciate the ceptionist “director of fi rst impressions” and motorcycle’s versatility and dexterity. insisted that no customer should get more T is affi nity isn’t lost on dealerships near than 10 feet into the dealership without at military bases where a ready crop of poten- least a greeting. T en he learned where local tial buyers turns up with each new infusion riders congregated and hung out there, do- of recruits. ing reconnaissance to get a bead on Smokin’ Ray Perry knows this; he was one of them. H-D’s impression in the community. Perry, general manager and principal at “I learned that Smokin’ was the place to Ray Perry’s frequent walkarounds keep Smokin’ Harley-Davidson in Winston-Sa- buy a bike because they had the best selec- tabs on the various departments. “I lead by walking around. Not sitting in my lem, N.C., was in the U.S. Navy, stationed on tion, but it wasn’t the place you wanted to offi ce,” he said. “If I had my way I would board the USS Nimitz in Norfolk, Va., when have your bike serviced,” he said. “I had to never sit here [at the desk.]” Bayside Harley-Davidson opened nearby in change that.” 1998. An avid rider, Perry quickly became Smokin’ already had great people in place H.O.G. chapter director and helped in sales when Perry arrived. But Perry looked to as the team member fi nishes as his schedule allowed. consultant Sam Dantzler, who said, “A store the exchange. When he retired from the Navy in 2004, must add good people to good systems (poli- Managers have authority Perry continued his second career by manag- cies and procedures)... in that order.” A store to make decisions. “When ing Bayside until he got a call from Greg that runs on systems can survive the loss of you empower your managers, Cooke and Bob Rubin, owners of Revolu- a good employee, if need be. But chaos can it’s amazing what they will tion Motorsports. T e three had met in ensue when a good employee departs a store do and what they can ac- a 20 group and kept in touch. Cooke and without good systems. complish,” said Perry. “We’ll Rubin were searching for an onsite partner For Perry, establishing a fi rm set of poli- sit down and talk about how for their Winston-Salem dealership. Perry cies and procedures had proven successful things might be handled bought in and became GM and partner in everywhere he’d worked, so that was the diff erently next time, but no 2012. (In addition to Smokin’ H-D, Revolu- plan for Smokin’ H-D. “We are very process- one has ever been fi red over tion Motorsports also includes New Orleans oriented here,” he said. T e framework has a mistake.” H-D, Cool Springs H-D, Emerald Coast H-D, become standard operating procedure and A policy or procedure is Voodoo H-D and Bourbon Street H-D.) Perry believes that employees appreciate only a suggestion unless systems they can rely on. consequences are in place. “I Master Chief don’t want to sound heavy- Perry runs a tight ship. Much of the dealer- Policies and Procedures handed, but I won’t tolerate ship’s rapid success can be traced back to All departments are required to follow up people not following the military habit and training. Perry was a with their customers weekly. Sales and policies and procedures,” command master chief in the Navy, the service teams follow up more frequently but he said. “Especially with my most senior enlisted sailor in a unit. As the parts and MotorClothes must make calls, managers, because leading by primary liaison between commissioned too. Sales has a six-step process that each example is so important.” offi cers and enlisted sailors, the CMC is team member must follow, and it includes all Training is essential, every charged with morale, discipline, training and paperwork during the write-up stage. Fur- week, in every department. job satisfaction—sort of the Navy’s version ther, every customer engaged by the sales “I never give up the oppor- of human resources. Perry brought his - team must be logged into the DMS as soon tunity for training. You can

FEBRUARY 2015 | DEALERNEWS.COM | 13

magentablackcyanyellow ES555549_DN0215_013.pgs 01.19.2015 20:04 ADV  V-TWIN BY MARILYN STEMP PHOTOS BY BRETT FLASHNICK

always fi nd time to accomplish it. If done correctly, it is the single most important thing you can do for your staff and your customers,” he said. “One military saying is, ‘You’re always training your relief.’” Weekly manager and monthly associate meetings happen like clock- work. When Perry has to travel, the schedule is not altered; the process stays in place. “I have managers who will step right in and handle things if I’m not there,” he said. Rounding out the shop’s culture is Perry’s own active, engaged leader- ship style. He credits his military training for setting expectations and instilling behavioral habits. He’s infusing his staff with similar qualities. “I lead by walking around, not sitting in my offi ce,” he said. “If I had my way I would never sit here [at the desk]. I hate these,” he says, point- ing to the computer. Instead, he visits every department several times a day and makes it a point to be available to anyone, keeping an open door policy. It’s not so much micromanaging as consistent goal-setting. Perry’s commitment to facing issues head-on is evidenced by his accessibility. “If someone wants to talk to me they should be able to. If they can’t, that’s not good service,” he said. “I give every new bike owner my card. I want them to call me.” (Note: We cold-called the dealership to line up the interview for this article, and got Perry on the line without delay.) T e shop’s service department is now highly recognized, and over- all customer service marks are stellar. T e shop holds co-op events with the adjacent Southern Smoke Eatery and Tavern, hosts a H.O.G chapter, and stays active in the community. T e dealership’s grounds are spacious, with room for concerts and events. T ey’ve even hosted a couple of weddings. And just for the record, Perry’s days of stealthy information gathering READ MORE on this are long gone. After garnering many H-D Bar & Shield awards and sev- Top 100 Dealer at www.dealernews.com eral Dealernews Top 100 recognitions, he can’t go anywhere in Winston- (searchterm=smokin) Salem now without someone stopping him to shake his hand and say, “Hi, Ray!” And that’s just the way he likes it.

14 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555547_DN0215_014.pgs 01.19.2015 20:04 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554747_DN0215_015_FP.pgs 01.14.2015 15:54 ADV  V-TWIN SPEED READ ’15 Scout a canvas for custom builders

FOR THE 201415 Progressive International builders,” Klock Werks Motorcycle Show season, Indian Motorcycle stated. challenged two custom shops to take a 2015 “My goal was to Indian Scout and run with it. T e results: design something “Scout 42” by John Shope of Dirty Bird Con- that looks completely cepts in Scottsdale, Ariz., and “Outrider” by customized but yet is Karlee Cobb of Klock Werks Kustom Cycle of simple enough that Mitchell, S.D. someone could do Custom work on Shope’s “Scout 42” (see something similar to top photo, right) pays homage to the perfor- their own Scout in their mance characteristics of the Scout model and garage,” Cobb said. Pre- was designed to increase the sport appeal of serving the ride-ability the bike without sacrifi cing stock handling. of the stock bike was It has a custom fairing and chin spoiler, key, she added. changing the lines around the stock radiator to bring a sportbike aesthetic. T e footpeg location remains stock; however, Bear Claw pegs provide increased foot traction. A Renthal handlebar pulls the rider forward into an aggressive stance and shifts more weight to the front end. A custom front fender complements the tighter look. Shope developed frame inserts to add details to the stock cast aluminum frame. T e fuel tank remains stock. “I just love the shape,” he said. He kept stock rim sizes to maintain handling but used custom rims from Gorby Machine. Stock shock springs were custom powdercoated. T e forks remain stock but International Motorcycle Shows photos. Manny Pandya the seat is recovered in a diamond patterned suede from Guy’s Upholstery. T e bike is Outrider adds a 180 tire to the rear with a Match in Tea, S.D., laid painted Candy Blue with tape fading style 19-inch front tire, both wrapped around PM down PPG Paint in various and gray inserts from Steel Vision Garage. Reveal wheels. Flat-track bike builder Kully panels of gray and earth T ere’s also a darkened tail light, a blue tinted Millage created the one-off stainless-steel tones to blend in with the instrument pod, side-mounted license plate, pipe. T e custom handlebars feature black stock cast frame. drilled-out levers, chain guide and sprocket powdercoat and the back of the bike has Klock Werks has now cover, and a tight exhaust system. tucked-in rear signals from Motogadget to developed several Outrider Home builders in mind. Cobb has provide a clean, tight look. T e front fender is parts for the Scout, includ- custom blood in her veins as the daughter of a Klock Werks custom, trimmed to fi t, while ing front and rear fenders, Brian and Laura Klock. She created “Out- the rear is an upswept traditional the seat pan kit and the rider” to convey the rough and ready attitude look with a “half-frenched” oval taillight that Outrider Rad Guard Ra- of the 2015 Scout. “Outrider is a bike that splits the fender’s surface. A low-profi le seat diator Screen, and plans to pumps up the attitude of the 190 hp bike pan was designed to give the rider the feel of release them for sale during in a design that will inspire home custom being “in” the bike. Brad Smith at T e Factory fi rst quarter.

I want the fi ne citizens of Transylvania to be able to see and experience the BIKES, BABES and BEER and everything else we have to offer. Why should they See Rick’s ‘Tie Dyed be spared of our mirth making?” Tales blog: http://blog.dealernews. —Rick Fairless on the launch of www.strokersdallastv.com, com/RickFairless a new 24-hour live video feed from the tie-dyed HQ.

16 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555533_DN0215_016.pgs 01.19.2015 20:03 ADV  V-TWIN SPEED READ

RACING CONTROLS, WITH RSD STYLE LEGEND SUSPENSIONS ALSO… LOS ALAMITOS, Calif. – Control systems on mod- UPDATES AERO, REVO LINES goes low and lean for Softails. After ern motorcycles emphasize effi ciency. Calipers and STURGIS, S.D. - Legend Suspensions is launching its RunAround seat master cylinders use radial mounting solutions and adding Softails to its AERO suspension line. last summer for Dynas and drive layouts to apply force as effi cient as possible. The AERO-ST models have been rede- FLs, Mustang in December The result is better braking, with more feel, less signed with aramid fi ber air spring technolo- expanded the offering for fl ex and more power. gy that provides improved spring rate adjust- 2000-present Softails. The Roland Sands Design combines racing principles ability and ride quality for better comfort and controlled-density polyure- with style to offer contrast-cut billet radial mount overall handling, the company said. thane seat is 10.5 inches levers and master cylinder sets. Fully compat- AERO-ST models are now available for wide at front and keeps to a ible with OEM switchgear and wiring for bolt-on 1989-later Harley-Davidson Softails, with low profi le. ease of installation, the RSD master cylinders are Kawasaki Vulcan Vaquero fi tments due to designed to put modern braking technology into a arrive later this year. And more Mustang news: stylish package. The lever blades are machined for The REVO coil suspension line gets sev- The company in early Janu- a comfortable grip, and diameters are available eral new applications. REVO and REVO-AS ary released a trio of seats— in 9/16” and 11/16” sizes to suit single- and dual- standard and heavy-duty applications are the Fastback, Vintage Touring disc applications. For bikes with cable clutches, a available for FXRs, Sportsters and Dynas and Vintage Touring with matching clutch lever set is also offered to maintain and will be offered in 14-, 13- and 12-inch backrest—for Harley’s 500 a nicely symmetrical style. lengths. and 750 Street models. Each radial master cylinder set retails at REVO’s unique spring rate offers the abil- European expansion. $469.95, while the cable lever set sells for ity to soften pre-load, reducing ride height BikeSheath and Butty Buddy $329.95. All of these new control kits are designed and maintaining a smooth ride; the REVO- Seats have new European to fi t one-inch handlebars, with styling cues that will As offers the same benefi ts plus external distribution through separate match other items from RSD’s Radial product line. rebound adjustment, the company added. —Bruce Steever agreements with Nether- lands-based Zodiac.

For more information visit www.Dealernews.com/readerservice FEBRUARY 2015 | DEALERNEWS.COM | 17

magentablackcyanyellow ES555536_DN0215_017.pgs 01.19.2015 20:03 ADV magentablackcyanyellow ES554728_DN0215_018_FP.pgs 01.14.2015 15:53 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554742_DN0215_019_FP.pgs 01.14.2015 15:54 ADV  STREET BY BRUCE STEEVER Yamaha’s SMAX: Small

CHINESE-MADE CSC CYCLONE scooter fi lling big shoes GETS 49-STATE THE 155CC COURTS SMALL-SCOOTER RIDERS WHO NEED APPROVAL OCCASIONAL HIGHWAY SPEEDS

AZUSA, Calif.–California IMPERIAL BEACH, Calif. – On the heels in the fast lane, at around 80 mph indicated, Scooter Co./CSC Motorcycles of another small scooter launch for the but it’s glassy smooth while doing so. announced that the U.S. Envi- U.S. market,* Yamaha has unveiled the So with the SMAX, Yamaha has brought ronmental Protection Agency new-for-America SMAX, a 155cc step- just enough scooter to satisfy the needs of approved the CSC Cyclone through machine that aims to be a “Gold- riders looking to extend their commuting motorcycle as compliant with ilocks” for existing scooter riders. range onto the highway without losing any federal motor vehicle emis- Gas prices be damned, the United States of the simple appeal of a smaller scooter. sions requirements. Approvals never saw the scooter ‘boom’ for the State of California and we were hoping to see, but for the Canadian market were it is fair to say that scooter pending at press time. sales have slowly crept up over The Cyclone is a 250cc the years. But because this is water-cooled adventure-tour- America, and bigger is always ing bike that includes engine guards, luggage, a wind- better, much of the eff ort has screen, 6-speed transmission, been aimed at full-size maxis- a 4.2-gallon fuel tank and a cooters like the Burgman 650 counterbalanced, fuel-injected, or the new C600S and C650GT overhead cam engine as stan- BMWs. dard. It is manufactured to CSC Yamaha’s own scooter lineup specs by Zongshen in China. off ers several choices in the “The CSC Cyclone is an 50cc class, as well as a single adventure touring bike that 125cc Zuma, but then nothing makes sense, and we believe until the 400cc Majesty, which was dropped Yamaha reps stated that a large target for its 250cc engine size is a for 2015. T us, Yamaha identifi ed a gap the new SMAX are existing scooter riders, perfect solution to real-world the new SMAX could fi ll: at 155cc, the new which also makes perfect sense—the SMAX adventure touring needs,” said machine is just large enough to meet many isn’t going to woo too many motorcyclists Steve Seidner, CSC president states’ requirements for freeway legality but is a perfect step-up machine for existing and chief executive offi cer. The (typically 150cc), but thanks to a light weight 50cc riders from a variety of brands. company said the Cyclone is of 328 lbs. and a step-through fl oorboard T e obvious target for competition is the only motorcycle of its type design, it’s just as easy to handle as a smaller Honda’s PCX150, a similarly sized machine in the 250cc range. machine. that is courting the same buyer. Compared Combining the adventure- T e powertrain is pretty conventional, for to the PCX, the SMAX off ers a (very) slight touring and 250cc size a scooter: the engine serves as the swingarm performance advantage along with more segments “represents a and the drivetrain is ‘twist-and-go’ thanks to traditional scooter styling and the conve- tremendous opportunity for CSC Motorcycles and for our the automatic Continuously Variable Trans- nience of the taller standard windscreen, customers,” Seidner said. mission (CVT). But the rest of the engine but the Yamaha does retail for $240 more, “We know that the Cyclone’s is actually pretty high-tech, featuring fuel at $3,690. quality is as good as or better injection, liquid cooling with a clever side- Only time will tell if Yamaha manages to than any other motorcycle on mounted radiator design and a four-valve signifi cantly boost its overall scooter sales, the market today, including head running an 11:1 compression ratio. but it’s good to see OEMs fi nally focusing expensive European imports Power isn’t pavement-rippling, but the on the needs of practical riders here in the that cost eight times as much engine is responsive and was more than ca- States. — Bruce Steever as the Cyclone.” pable of nipping through and past car traffi c The company said Cyclone in urban San Diego. But here’s where things units will begin arriving in the get interesting: the 155cc powerplant is not *See Bruce’s review of the United States in February. only freeway-legal, but is actually quite ca- Suzuki Burgman 200, “How big is big enough?” at his pable, too, quickly reaching highway speeds Dealernews blog: and still able to pass as required. T e little blog.dealernews.com/BruceSteever motor is near redline to keep up with traffi c

20 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555551_DN0215_020.pgs 01.19.2015 20:04 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554744_DN0215_021_FP.pgs 01.14.2015 15:54 ADV  STREET  SPEED READ

U.S. SENATE BILL WOULD MOTO-D ACQUIRES STRAPLESS AMA VINTAGE DAYS DE-FUND CHECKPOINTS THAT TRANSPORT STANDS SET FOR JULY 10-12 SINGLE OUT MOTORCYCLISTS PICKERINGTON, Ohio – The ARMONK, N.Y. – Moto-D Racing has AMA’s Vintage Motorcycle WASHINGTON, D.C.—A bipartisan bill acquired certain assets of Strapless Trans- Days will be July 10-12 at introduced in January by U.S. Sens. Jeanne port Stands. Mid-Ohio Sports Car Course Shaheen (D-N.H.), Ron Johnson (R-Wis.), “The addition of Strapless Transport in Lexington, Ohio. Kelly Ayotte (R-N.H.), Joe Manchin (D-W. Stands trailer restraint for sportbikes will The vintage fest is a fund- Va.) and Susan Collins (R-Maine) would greatly enhance Moto-D’s ability to meet raiser for the AMA Motorcycle prohibit the use of federal funds in estab- the needs of trackday, race and sportbike Hall of Fame. lishing motorcycle-only checkpoints. motorcycle riders,” stated Scott Diamond, Tickets for AMA members The “Stop Motorcycle Checkpoint Fund- president of Moto-D. are being offered at a discount ing Act” would restrict the Secretary of The Strapless Transport Stand is an up- until May 29: $45 for the Transportation from granting funds to any right removable steel tower stand designed weekend, $25 for a one-day government entity for a program to check to secure a motorcycle, without tie-downs, pass Friday or Saturday and helmet use or to create checkpoints for an while in transit using a stainless-steel rod $20 for a Sunday pass. There operator of or passenger on a motorcycle. that inserts into the hollow rear axle of most is no service charge for AMA California, Louisiana, Missouri, North modern sportbikes. The stand is reportedly members when purchasing Carolina, Illinois, New Hampshire and removable in seconds, using two mount- through the AMA. Call 800- Virginia already have passed legislation ing plates that bolt to the fl oor, and can 262-5646 or 614-856-2222 for curbing motorcycle-only checkpoints. work in a variety of applications, including more information. enclosed trailers, open trailers, shipping crates or long bed pickup trucks.

AMERICAN HERITAGE MOTORCYCLES LLC. is seeking to grow premier Indian and Victory Dealership destinations in the Midwest. To accomplish this, we are looking for individuals with a strong entrepreneurial spirit, who are highly motivated self-starters with a clear and sincere customer orientation to help us achieve our ambitious goals.

AHM has started its journey and is currently opening new dealerships in , Chicago, and Cincinnati and is seeking to fill positions including:

General Manager Sales Finance Parts Service

All inquiries are to be sent to: [email protected]

For more information visit www.Dealernews.com/readerservice For more information visit www.Dealernews.com/readerservice

22 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555546_DN0215_022.pgs 01.19.2015 20:04 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554729_DN0215_023_FP.pgs 01.14.2015 15:53 ADV · OFFROAD

the DEALERNEWS conversation at FOX EDITION RZR XP 1000 blogs.dealernews.com UPS THE SUSPENSION GAME FIRST RZR XP TO FEATURE A FRONT SWAY BAR JANUARY 1 ,2015 MINNEAPOLIS, Minn.—Polaris knows it has a good thing going with the RZR line, Deadline to be in compli- but it has upped its game with the new Fox ance with Pro Taper’s MAP Edition RZR XP 1000 EPS which, accord- policy. “Anyone advertis- ing to the OEM, off ers the best performing ing products at lower than suspension ever on a side-by-side. 10 percent off suggested T is model features Fox Internal Bypass retail prices will be subject Shocks, retuned coil-over springs and new to immediate termination,” said Pro Taper Brand Man- front and rear stabilizer bars. ager Paul Perebignos. “By T e Fox Podium Internal Bypass Shocks leveling the playing fi eld we found on the Fox Edition RZR have been are protecting our dealers developed in racing conditions to gener- and increasing ProTaper’s ate highly-progressive damping that gives competitiveness in the mar- the vehicle a plush ride without losing the ketplace.” Internet resellers bottoming-out resistance expected from a have until Feb. 28 to comply. high-performance ORV. T e shocks have large diameter bodies, expanded reservoirs Deadline to comply with and increased fl uid capacity for improve- MSR Hard Parts’ new MAP policy. Internet resellers ments in heat dissipation, fade resistance again got an extension to and durability. Feb. 28. “The MAP policy is But the key is the internal bypass tech- stacks for progressive damping control. T e being implemented in order nology, which off ers distinct damping zones end result: better tune-ability and perfor- to preserve our reputation compared to a conventional shock, allowing mance, a smoother ride and better handling for providing customers the internal piston to travel with less restric- over a wider range of terrain at any speed, with high value products,” Polaris said. explained MSR Hard Parts To complement the new shock package, Brand Manager Jason Polaris outfi tted the RZR XP 1000 EPS Fox Gearld. Like Pro Taper’s Edition with redesigned coil-over springs. policy, MSR warns imme- T e progressive rate upper spring is lighter diate termination for any weight, absorbing small impacts while the retailer advertising products stiff er main spring maintains ground clear- at more than 10 percent off ance and absorbs bigger impacts in rough suggested retail prices. terrain. Deadline for U.S. and Ca- T e RZR XP 1000 EPS Fox Edition also is nadian dealers to comply the fi rst RZR XP to feature a front sway bar, with RK Excel’s new MAP which operates in concert with a redesigned, policy. Contrary to the Pro and 25 percent less stiff , rear sway bar. Com- Taper and MSR policies, RK bined with the Fox Podium shocks, the sway Excel is providing a four-tier bars dramatically decrease body roll and process for MAP viola- improve vehicle handling and comfort. tions based on number of T e RZR XP 1000 EPS prices at $22,999 offenses, with no fi nancial and Polaris said dealers will begin receiving penalty for fi rst- or second- it in February. —Bruce Steever timers. But there’s no intent clause in the policy: “RKEA believes there is no reason that would be acceptable The Fox Edition RZR XP 1000 was one beyond a second offense of several special or limited-edition tion through much of the shock’s stroke. As intros from Polaris in early January. to entertain an uninten- To read more about the diesel Rangers, Sports- tional violation of policy the piston nears either extreme of travel, the man XP LEs and RZR 4 900 EPS shipping to conversation,” said RK Sales bypass circuits are closed, and oil is forced dealers now, visit Dealer Operations > Sales > Sales Resource Center: ATV/UTV Manager Robby Roberts. through the conventional damping shim

24 | DEALERNEWS.COM | FEBRUARY 2015

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magentablackcyanyellow ES554746_DN0215_025_FP.pgs 01.14.2015 15:54 ADV · OFFROAD i SPEED READ

i ALSO PRO CIRCUIT UNVEILS FOUR-STROKE Polaris Industries Inc. will build a 600,000 sq. ft. EXHAUSTS FOR 2015 MODELS off-road vehicle produc- tion facility in Huntsville, CORONA, Calif. - For AMA Supercross racing sound requirements and is equipped Ala. The new plant, set to and Motocross competitors, the Ti-6 Pro with a U.S. Forest Service-approved spark go online in second quarter full-race system is designed to pass AMA/ arrestor, making it easier to alternate of 2016, will employ 1,700, FIM sound regulations. It features titanium between off -road and closed-course riding, said Ken Pucel, executive construction throughout the head pipe, Pro Circuit noted. vice president of operations, mid-pipe and canister; carbon fi ber end cap T e T-6 Stainless Steel Exhaust System engineering and Lean for construction; RC-4 Resonance Chamber on has stainless steel throughout the head Polaris. The Alabama plant, select models; machined aluminum muffl er pipe, mid-pipe and end cap, with an alumi- which will support vehicle bracket for strength and durability; asym- num canister. It also meets AMA amateur assembly, chassis and body metrical muffl er confi guration for increased racing sound requirements and is equipped painting, welding, fabrication packing volume; machined mid-pipe to with the USFS-approved spark arrestor. It and injection molding, will head pipe joint for a leak-free fi t; and TIG off ers the same performance as the Ti-6 reduce pressure on other precision welding. with lower cost and increased durability, facilities nearing produc- T e Ti-6 Titanium Exhaust System off ers the company noted. tion capacity, Polaris said. maximum performance and is “perfect for Retail prices range from $780 to $1,400, BRP will use Mossy any closed course or off -road racer looking depending on application. In addition, Oak’s Break-Up Country for improved performance, durability and Pro Circuit has a T-6 stainless system pattern on its Can-Am a professional look,” the company an- for the Honda Grom with an MSRP of vehicles, the result of a nounced. T is system meets AMA amateur about $390. marketing agreement signed between the OEM and the West Point, Miss.-based fi rm. Check out Pro Circuit’s Break-Up Country features 2-stroke news on “dramatically larger limbs, dealernews.com: leaves, bark, branches and searchterm=Pro Circuit other digitally enhanced natural elements” and is considered “revolutionary” for hunters regardless of terrain, according to Mossy Oak executive Ben Maki. Congress gets dirt-friend- ly (maybe). The National Western Power Sports adds HiPer Technology ATV/ Defense Authorization Act and the so-called CRomni- UTV wheels, D’Cor graphics, expands FOX line bus spending bill include hundreds of attachments, BOISE, Idaho - WPS has added FOX Moto some of them benefi cial shocks and fork components and D’Cor Vi- to ATV and dirtbike riders. suals dirtbike graphics to its off -road catalog, Among them are newly- and HiPer Technology wheels to its ATV/UTV opened areas in Nevada and catalog. Colorado, and delaying pro- WPS already distributes FOX’s snowmobile tections for the sage grouse and ATV products, so the addition of the most available wheels, which in turn provides under the Endangered Moto line rounds out the FOX off ering. improved acceleration and braking. HiPer Fu- Species Act. But it also D’Cor Visuals, created by Danny Dobey, sion wheels come with a precision-machined may designate more than is the offi cial graphics sponsor for Monster 6061 billet center, except for the Sidewinder 200,000 acres for non-mo- Energy Kawasaki, GEICO Honda, Star Rac- model which has a cast center. torized wilderness. For more ing Honda and the Yamaha Factory ATV information on the Act and race team. CRomnibus, visit the REGU- HiPer’s Carbon Composite beadlock wheels COMING IN APRIL: LATORY tab on the home boast Dakar Rally and Baja 1000 pedigrees. Spring Off-Road and Adventure page at Dealernews.com T e 14-inch wheels, available in single or dual Touring market update. In your mail beadlock versions, reportedly weigh less than (and email) boxes April 1.

26 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555983_DN0215_026.pgs 01.20.2015 15:56 ADV For more information visit www.Dealernews.com/readerservice

magentablackcyanyellow ES554743_DN0215_027_FP.pgs 01.14.2015 15:53 ADV BY BETH DOLGNER Head trip: Did they just dream Skully up? Kind of. Read the entire story on dealernews.com searchterm=skully Skully heads forward LIKES PERFORMANCE, SAFETY, TECHNOLOGY? THERE’S YOUR KEY CUSTOMER, COMPANY FOUNDER SAYS

SAN FRANCISCO, Calif. – T ere has just to protect the head in a crash but to help said Weller. “T e better our been a spate of successful crowdfunding prevent the crash in the fi rst place. relationships are with these campaigns in the industry, but none of T e AR-1 will not suit everyone, Weller OEMs, the better integration them created as much buzz or as much said, “but for the rider who likes performance we can achieve with their funding as Skully did. T e AR-1 smart and likes safety and likes technology, this is bikes. T e reality of it is that helmet has not yet arrived on the market going to sell itself. And also there defi nitely our product and their bikes but has already proven that there are willing will be opportunities. If we do demonstration are going to live side by side customers for wearable technology. Skully was founded by Dr. Marcus Weller and his brother, Mitchell. T e main draw- “Prior to our delivery, we’ll have a full customer ing point for the AR-1 helmet is its built-in care system in place with live operators, and heads-up display, projecting turn-by-turn support videos on our site. Resellers will have GPS navigation onto the face shield. It also has a rearview camera that projects its images virtual and/or live support for everything from up front for the occasional quick glance. selling the product, to a quick start guide, to In August, Skully launched a crowdfunding deep answers on more technical questions.” campaign through Indiegogo. T eir goal of $250,000 was reached in eight minutes. T e units at dealers and have a place where some- in the industry; people out company crossed the million-dollar mark in one can try it on and experience the heads-up there who are buying a bike 45 hours en route to an eventual $2.8 million in pledged contributions, amounting to 1,950 pre-sold helmets. For Marcus Weller, that campaign spoke volumes about the desirability of a smart helmet. “We wanted to make sure that we had the right product at the right time at the right price point. And so we set our goal at a quar- ter million because we felt that would give us a qualitative, solid assessment of our market fi t. What we could not have predicted is how Leftt: Skully founders Mitchell (right) and Marcus Weller. Above: The big much the product fi t the market,” he said. helmet-to-bike unveil at EICMA. Interestingly, it’s the rearview camera that generates excitement from those who have display, I think what that ultimately is going are also buying a helmet.” tested the Skully AR-1. to do is bring the right kind of customer into But Weller’s vision does “T is rearview camera is actually a blind their stores.” not end with helmet-to-bike spot camera,” Weller explained. “What the Phil Ammendolia, an industry veteran connectivity. He said, “T e camera sees is so wide that it overlaps your who last fall joined Skully as vice president of biggest thing that we’re try- own peripheral vision. You eff ectively have a business development, added, “Prior to our ing to accomplish at Skully 360-degree visual awareness. [So] a person delivery, we’ll have a full customer care sys- is to proliferate vehicle-to- wearing a helmet could have another person tem in place with live operators, and support vehicle communication, and walk all the way around him in a circle, and videos on our site. Resellers will have virtual what I mean by that is that they would never lose sight of that person.” and/or live support for everything from sell- we want more people, more ing the product, to a quick start guide, to deep pedestrians, more helmets ‘T e right kind of customer’ answers on more technical questions.” connected to each other to Skully plans to ship its fi rst helmets in During EICMA, Skully partnered with create a network of devices May, and the company spent the fall and Aprilia to demonstrate helmet-to-bike con- that are self-aware. When you winter meeting with prospective dealers. nectivity, with the heads-up display transmit- do that, the whole transpor- Weller feels that the success of the Indi- ting information such as vehicle speed, engine tation system gets safer. And egogo campaign should equal retail success, speed, gear position and fuel consumption. the more helmets there are in especially since the helmet is designed with “We’re so much more meaningful with the network, the safer we all a fundamental diff erence: It is designed not great partnerships across the industry,” are. T at’s really our goal.”

28 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555550_DN0215_028.pgs 01.19.2015 20:04 ADV SPEED READ

Joe Rocket adds versatile multiseason jacket to Ballistic line

THE BALLISTIC series expands with Adventure, a jacket designed for all- weather multiseason riding. To help you sell: The outer chassis has double overstitched, water- and UV-resistant RockTex 600 with double storm fl aps covering the zipper. There is a waterproof liner and a full-sleeve insulated SCHAMPA FACEMASKS provide custom contouring. Schampa’s newest facemask line liner for cool weather features the adjustable Face Fit System, which riding. On warm days the offers a contoured fi t that will not slip while liners can be removed and riding, according to the company. The system the Variable Flow ventilation system zipped open. Riders who want even more does this with an internal wire that bends to fi t airfl ow can zip off the lower sleeves. over the rider’s nose and cheeks. CE armor at the shoulders and elbows combine with a spine pad and nylon There are a variety of options, including reinforcements in impact areas. Comfort and convenience come by way of an traditional bandana styles; facemasks made of eight-point adjustment system, an integrated hydration system pocket and port, CoolSkin, fl eece-lined neoprene, and some with an extended back with zipper gussets, and seven pockets. windproof and waterproof panels and refl ective Options: The jacket comes in black/gunmetal and silver/gunmetal in sizes panels. Most retail for $23.99 with some of the cold weather options approaching $30. S-3XL. MSRP: $299.99.

NEW MODELS

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FEBRUARY 2015 | DEALERNEWS.COM | 29

magentablackcyanyellow ES555545_DN0215_029.pgs 01.19.2015 20:04 ADV SERVICE BY HOLLY WAGNER Government incentives ease the risk when hiring ex-offenders. Read more at: www.dealernews.com/ dealernews/hiring-ex-cons Thinking outside the cell WHAT’S THE REWARD (AND THE RISK) FOR HIRING AN EX-CON?

WANTED: Motorcycle mechanic. work with a dealer if someone wants to sell Must be experienced, reliable, them on consignment, Dunsmoor said. bondable and an ex-convict. T e shop also sells logo T-shirts and com- Bet you’ve never written that ad. muter mugs, as well as custom-painted tanks But before dismissing the idea, and accessories. T e corrections system does remember: celebrity builder Billy Lane is now not track released inmates, but Dunsmoor said an ex-con. Other ex-of enders were mechan- he knew of at least one ex-of ender who went ics or fabricators when they went in, and still to trade school to continue his motorcycle ca- others are training in prison to give them- reer after his release, and another that opened selves a chance on the outside. an auto shop in another state. He also said the Question is, should you give them that graduates who have been released after the Inmate photo: Getty Images chance? program have not been been back. It was hard time, and he is Despite the initial reaction, former of- sorry for what he did. He fenders might be a viable source of labor for Big House Customs knows it was wrong and he’s some dealers. At least two state prisons, one www.ssi.nv.gov/Big_House_Choppers/ trying to get his life back on in Colorado and another in Nevada, have In Nevada, inmates at Southern Desert Cor- track,” the post said. shops training inmates to rectional Center outside Las Vegas also build RBR co-owner Rick Beggs work for dealerships, and custom and repair custom bikes. T e Big House Customs website said the hire lasted about shops when they get out. touts the tongue-in-cheek slogan “We have a year and when he left, it Government entities also have an interest the time to do it right.” If that wasn’t enough wasn’t because of his crimi- in ex-cons getting decent jobs. It helps people to get customers interested, every Big House nal past. turn their lives around, which reduces the Chopper incorporates actual prison bars into “I didn’t hold that against recidivism rate. T e federal government of ers the designs, and inmates sign all of their him. Other than that, it tax breaks, bonding and insurance for em- bikes under the clearcoat. seemed like he was OK,” said ployers who hire ex-of enders, and six states T e program had a similar beginning to Old Beggs. “T e biggest problem of er tax breaks of their own to sweeten the Max: the shop was already teaching skills like was that he had an ex-wife pot. Some of those breaks extend for f ve fabrication and welding. T e program, which that publicized everything. I years if the employee stays that long. started in 2006, has built four customs to f ll think that might have af ect- customer orders and f ve more just as shop ed our business. Sometimes Old Max Choppers projects. Two of those have sold, and the other you can say any publicity is www.oldmaxchoppers.com/contact.html three are for sale “at a huge discount” on eBay, good publicity. We got a lot It’s almost a cliché to think of inmates stamp- shop supervisor Craig Korsgaard said. of attention from it. I don’t ing out license plates in a prison shop. But Big House workers are paid minimum wage know that it hurt us but it that was the genesis of Old Max Choppers at so the bikes can be sold outside the state. In def nitely did af ect us.” the Colorado Territorial Correctional Facility the Nevada shop, “You are going to learn ei- One customer remained in Canon City. Of 80 inmates in the license ther to do upholstery work, mechanical work convinced that the worker plate shop, f ve are in the Old Max Choppers or body work. Or you can sort playing cards had stolen the customer’s program, which started three years ago. for casinos,” Korsgaard said. motorcycle before he was ar- Inmates built f ve custom bikes from the T e motorcycle program has supported up rested. “He thinks they stole ground up, and even sold one. T e shop to eight inmates at a time, but right now has his old wreck motorcycle, but mostly performs repairs on consumer bikes. just one, he said. T e motorcycles, as well as those guys only stole new “We have turned this into repairing bikes. logo polo shirts, T-shirts, hats, bandanas and motorcycles,” Beggs said. We’ve done about 30 of those,” said shop cups, are sold through the prison’s adminis- Beggs heard about govern- manager Dennis Dunsmoor. “It started about trative shop in Las Vegas. ment incentives for hiring a year after we started building the bikes. It ex-cons, but never took was OK to invest in them, but you can’t keep T e ‘local’ challenge advantage of them. selling bikes.” RNR Cycles in Sterling, Va., crossed the Rubi- “I don’t think that I made Inmates make about $4 a day working con in 2010 when the shop hired a man who a mistake in hiring him,” at Old Max Choppers, and state law would served time for (cringe) stealing motorcycles. Beggs said, adding that any require that they be paid more if the bikes, T e shop posted on a local online forum to let problem “wasn’t because which have been on display at local shows, the public know they had hired an ex-con: “He we hired an ex-con, it was were sold outside the state. T e shop would did the crime and he’s already done the time. because it was local.”

30 | DEALERNEWS.COM | FEBRUARY 2015

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magentablackcyanyellow ES554766_DN0215_031_FP.pgs 01.14.2015 15:55 ADV SERVICE FUEL FOR THOUGHT DAVE KOSHOLLEK

blog.dealernews.com/davekoshollek Dave Koshollek teaches sales and service classes for dealers. Contact him at [email protected] or via Treat your best customers best [email protected] ARE YOUR PRIORITIES MISPLACED WHEN IT COMES TO SERVICE WORK?

THERE’S A SAYING I created a while would follow as a close second. OK, but still been able to do same day service back that relates to how we communi- what about warranty repairs and f rst on the travelers. I never thought that cate with our customers, prioritize their services? Aren’t those the type of work would happen, but I can’t complain.” needs and use their feedback to improve that determines if the new owner’s Your best customers make or break our business: “Treat all customers well relationship remains on a positive note? the dealership. T ey provide the con- —treat your best customers the best.” Of course. And then there are f eet vehi- sistent revenue that keeps the lights In your shop I’ll bet you can name the cles. For many dealerships, the police on and that grows the business by best and worst customers you’ve done and corporate-owned vehicles they perpetuating your positive reputation. business with over the last couple of service are a top priority. When com- Wouldn’t it be a good idea to move years. Chances are good that you’ve pared to other customers, f eet vehicles your best customers to the top of the bent over backwards to appease the represent the greatest service revenue list? After all, the traveler may never “squeaky wheels” who criticize and com- stream. Shouldn’t they get top priority? set foot in your store again. Sure, they plain about every little issue. Chances It’s interesting to do this section may write something nice for your are also good that you’ve leaned on in the course. Interestingly, no one Facebook page, but realistically for your best customers when you needed has ever identif ed “best customers” most dealerships, if you never served a favor, such as pushing their work of to complete the work of others. But is placing our best customers Best customers never seem to make the top lower on our list of priorities really priority list, but travelers do. the best way to serve them? No. as a top priority. Best customers are a traveler again with VIP treatment, it Back of the line those who have purchased multiple would not make or break your business. I recently received an email from Logan vehicles from you, get all of their parts My new saying is, “business f rst, Harvey, service manager at Antelope and service at your dealership, are big brother second.” As a motorcyclist, Valley Harley-Davidson in Southern understanding when there’s a hiccup I want to be taken care of as quickly California, who recently attended on getting the work done correctly as possible if I’m broke down dur- one of my service operations classes. or on time, and have referred friends ing a vacation. As a businessman, I Among the many processes and proce- and family to your dealership. understand that dealerships need to dures discussed in the three-day course Best customers never seem to make take care of business f rst if they want was the art of prioritizing service work the top priority list, but what does their business to thrive. T at means when creating a daily schedule. We start make the list every time, usually voted taking care of those who take care of the section by using class input to list into the top f ve, are travelers. T ere are you: your best customers, who will all of the dif erent types of work that hundreds of incredibly generous stories appreciate the attention and spread the service department manages: boss’s about how dealers and independent the good word in your community. friends, comebacks, demo vehicles, f rst operators have stopped every other task T at, in turn, will grow your busi- services, f eet vehicles, new vehicle set- and driven great distances to pick up a ness and make life a little easier. And up and PDI, pre-accessorization of f oor broken-down traveler and stayed late to you can still take care of travelers, as stock, pre-owned refurbishment, rental get them back on the road as quickly as noted by Logan’s mode of operation. vehicles, travelers, vehicles waiting on possible. It is the unwritten law to take Consider this the next time you parts, walk-ins, warranty repairs, wreck care of travelers at just about any cost. have a moment with a best customer. repairs … and that’s just a short list. But what if the cost is to impo- T ank them for their friendship, their A busy shop will manage the work- sition your best customers? business and their referrals. Ask why f ow of these dif erent types of cus- Harvey found a way to treat his best he or she likes doing business with tomers in the span of only a week. But customers the best and still serve the you. T at will tell you what’s most which take top priority? One could needs of travelers. “I have been pushing important and should be continued. argue that new vehicle PDIs need to travelers back to get our big spenders T en ask the million-dollar question, get done f rst, because if they’re not and routine customers done f rst,” he “How can we make your experience on the f oor the dealership may miss said. “T is worked great. It seemed to even better?” T e answers to that a sale ,and selling motorcycles is the light a f re for my higher level techs to question will give you direction on most important goal of the dealer- push through our work to make sure the things you could do to attract ship. In that regard, pre-owned refurbs the traveler gets done also. And we have and retain more best customers.

32 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555427_DN0215_032.pgs 01.17.2015 02:03 ADV SERVICE SPEED READ

SpeedMob adds Core Lucky dealer. In addition to meeting Moto, LynxHooks racer Valerie Thomp- RICHMOND, Calif. – Core son, Buck Motors- Moto brake lines and Lynx- ports’ Lisa Buchanan Hooks interlocking tie-down of Greencastle, Ind., systems are now being won a Coats tire distributed through Speed- changer in a drawing Mob. held during Decem- LynxHooks was con- ber’s Dealer Expo. ceived by four partners who The drawing was wanted a better solution hosted by The Carl- than standard tie-down and son Company, which bungee cord confi gurations. distributes Coats The LynxHooks are adjust- products. able, fl exible straps with a unique interlocking hook system that allows custom- ers to add straps to build a larger tie-down “platform.” RECALL UPDATE The Core Moto line, cre- Harley-Davidson recalls 19,000 Dyna, Softail models. Threads for the brake line banjo bolt ated by Luke McCracken, is in the front brake master cylinder may corrode. the fi rst offered by Speed- KTM recalls 36 Huskys. Piston rod could loosen and detach from the fork cap on the 2015 Mob for off-road vehicles. Husqvarna FE 350, 351S and FE 501S. SpeedMob’s Tim Calhoun For more info on recalls, visit Dealernews.com > Dealer Operations > Service > Repairs said street offerings will be available in spring.

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FEBRUARY 2015 | DEALERNEWS.COM | 33

magentablackcyanyellow ES555344_DN0215_033.pgs 01.17.2015 00:27 ADV BUSINESS BUILDING YOUR BRAND ROD STUCKEY

blog.dealernews.com/rodstuckey A former dealer principal, Rod Stuckey is the founder and president of Dealership University and Winning formula PowersportsMarketing.com SMALL, SMART CHOICES AND CONSISTENCY OVER TIME = NET GROWTH

GETTING FIT IS a process, not an papers regularly, which occasionally to focus on how to cut expenses. If you event. Doesn’t it sound ridiculous to leads to him complaining about how charted the three dealers’ f nancial say, “I went to the gym and worked out much the market, the weather and the performance at this point, there would once, so now I’m in shape?” economy af ect business. be virtually no dif erence. Yet all too often I see dealers making Owner number two is Motivated After six months, and with minimal this same mistake with their training Mike. After taking over his store, operational changes, Al is trending and marketing. Having a one-and-done Mike starts making small, seemingly right on track to hit the $5 million sales meeting or a single market- inconsequential positive changes. He mark. Mike has been working diligently ing event and expecting continuous begins reading Dealernews in print and on installing the nine-step sales pro- improvement is just as silly as eating online, then attends the Dealer Expo cess through weekly sales meetings and fruits and vegetables one day and industry trade show and goes to all of has developed a marketing plan which expecting to lose 15 pounds. In his book, “T e Compound Ef- fect,” author Darren Hardy does an Having a one-and-done sales meeting or amazing job of illustrating how small, smart choices + consistency + time = a single marketing event and expecting RADICAL DIFFERENCE. And this is continuous improvement is just as silly as exactly what is required to maximize eating fruits and vegetables one day and the performance and prof tability of your dealership. expecting to lose 15 pounds. If you were given a choice between taking a $3 million cash payout right the seminars. At the show, he meets focuses on targeting his database and now, or a single penny that doubles in a presenter who invites him to a 20 those in his market area who ride but value daily for the next 31 days, which group meeting and he accepts. At the haven’t done business with him. He’s would you take? If you’ve ever heard 20 group meeting he learns the impor- started to see a slight uptick in busi- the story of the magic penny then you tance of a sales and marketing process ness and is now projecting to do $5.25 know that after 31 days the penny is as well as benchmark statistics that million, a modest 5 percent growth. worth a whopping $10,737,418.24. So he should strive for to maximize his Larry is lagging behind a little as sales why is it so hard to believe choosing the store’s f nancial performance. T irsty have dropped of slightly, but he plans penny is the smart decision? Because it for more knowledge, Mike starts read- to make up for it due to his reduced ex- takes calculation, planning and time to ing business books on a regular basis. pense. He’s trending to do $4.9 million. see the payof . Owner number three is Lame Larry. At the end of 12 months a small but After taking over the store Larry starts noticeable dif erence is taking place T ree dealer example making some poor choices. He decides among the three. And at 18 months, Let’s look at three dealerships in dif er- that the best way to increase prof tabil- the f nancial statements are starting ent market areas, with similar popula- ity is to lower expenses, and the best to look signif cantly dif erent. But it’s tion and demographics, carrying the way to accomplish this is to cut payroll not until month 24 that changes are same brands. Each dealership has been and advertising. Over time Larry’s per- drastic. Al is still doing $5 million, with in business for about 10 years and has spective becomes, “Why should I hire a net prof t of about $150,000. Mike a new owner. And let’s say at the time people to do work I can do myself,” and, has grown to a $6 million store and is of the buyout, each store does $5 mil- “Why should I advertise when none of now putting 8 percent to the bottom lion in annual sales and puts 3 percent it works, anyway?” line (nearly $500,000). Larry is work- to the bottom line. At the end of the f rst three months, ing himself to death and continues to We’ll call the f rst owner Average Al. there aren’t major dif erences in the shrink sales, and is now down to $4.5 After taking over the store he pretty performance of Al, Mike, or Larry’s million with still only the 3 percent net much gets trained on how the business stores. Al continues to rock along, ($135K). works by the current employees and hoping the economy will improve after Whether diet and exercise or your decides to leave good enough alone. Al the next election. Mike continues his dealership’s business, it’s the small, is pretty content with business “as is” studies, reading a little each night be- smart choices + consistency + time that and, for the most part, is a pleasant fore going to bed and listening to audio separate the high performers from the guy. He watches the news and reads the books on his commute. Larry continues average and the lame.

34 | DEALERNEWS.COM | FEBRUARY 2015

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magentablackcyanyellow ES554726_DN0215_035_FP.pgs 01.14.2015 15:53 ADV BUSINESS  SPEED READ CHANGING OF THE GUARD AT CYCLE GEAR

New owners, newly promoted president as Bertram steps back Lightspeed EVO 6.1 gets users out from BOSTON, Mass. - J.W. Childs Associates LP, a behind the counter Boston-based private equity fi rm, announced in early January that it acquired a majority SALT LAKE CITY, Utah – share of Cycle Gear Inc. from Harvest Part- ners LP as Cycle Gear’s founding chairman re- CDK Global Recreation’s tires from day-to-day management. Financial latest LightspeedEVO terms were not disclosed. version, 6.1, gives users William E. Watts, partner at J.W. Childs, is directly with her and the senior management new features and functions now chairman of Cycle Gear. Dave Bertram, team to further extend the company’s leader- to improve effi ciency and founding chairman who grew the company ship position,” Fortunato said. profi tability within multiple from four locations in the San Francisco Bay “Partnering with an experienced invest- areas of a dealership. Area back in the early 1980s to becoming a ment fi rm like J.W. Childs is a logical next VIN decoding allows publicly-held network of 112 retail locations step in the evolution of Cycle Gear,” Bertram dealers to type in a VIN and in 34 states, will remain on Cycle Gear’s board said. “I’m confi dent that under their steward- have the year, make and of directors. ship we will accelerate the company’s growth. model populate automati- Tracy Wan, chief operating offi cer at Benecia, “It’s been an honor working with an incred- cally. This feature speeds Calif.-based Cycle Gear since 2009, was ible team of passionate motorcyclists and up data entry and elimi- promoted to president; she joins the board retail professionals to grow Cycle Gear into a nates data entry errors on of directors and assumes executive manage- dominant force in the motorcycle industry,” units in the parts, service ment of the company. Bertram continued. and sales modules. In connection with the acquisition by “Cycle Gear has the leading omnichannel Another new feature is J.W. Childs, Joseph Fortunato, CEO of GNC footprint in the motorcycle accessories cat- Service in Progress, which from 2005 to 2014, joins the Cycle Gear egory and we see signifi cant market opportu- allows dealers to add color board as lead director and consultant. Peter nity for the company,” said Watts. coding, giving technicians Laughton, longtime director of Cycle Gear, J.W. Childs specializes in leveraged buyouts a better view of job types, will remain on the board, according to the and recapitalizations of middle-market complexity, assigned tech- announcement. growth fi rms. Its portfolio of investments in- nician and length of time “Tracy has played a key role in Cycle Gear’s cludes T e Tile Shop, NutraSweet and Sunny needed. recent success and I look forward to working Delight Beverages Co. In addition, dealers can enter curtailment fees on specifi c units as well as set terms for the payment. The mobile app for iOS Slingshot is not a motorcycle, state tells Polaris and Android was upgraded WETHERSFIELD, Conn. – When is a motorcycle to allow for more dealer not a motorcycle? When it’s a Polaris Slingshot, functions to be performed according to Connecticut motor vehicle offi cials. away from the counter. Polaris executives failed to convince the agency Dealers can now perform to allow its sale and registration in Connecticut. a service check-in from The DMV reaffi rmed an earlier ruling that the anywhere including the reverse trike cannot be classifi ed or registered as parking lot, boat dock or a motorcycle. roadside. “It is the consensus of the DMV that this ve- The app also allows for hicle closely resembles an automobile in appear- customer lookup, service ance, and is equipped (brake, clutch, accelerator, scheduling, photo uploads, steering wheel, four cylinder engine, seatbelt, gear and can even capture shifter, etc.) and handles like an automobile rather the customer’s signature than a motorcycle,” DMV senior attorney Sharon directly on the screen. Geanuracos said in a December letter to Polaris. The state is urging Polaris to approach legisla- tors about creating a new classifi cation for three- wheelers.

36 | DEALERNEWS.COM | FEBRUARY 2015

magentablackcyanyellow ES555587_DN0215_036.pgs 01.19.2015 20:27 ADV VISIONARY MOTORSPORTS ALSO… FLORENCE, Ky. Ð Boogey IN RECEIVERSHIP Lights claims its new app is the fi rst Bluetooth 4.0-com- patible remote control that Vehicle brands maneuver to fi nd new distributors in Canada allows owners to create unique light color combina- EDMONTON, Alberta – Canadian distribu- T e boutique manufacturer has since tions on their vehicles, all tor Visionary Motorsports Ltd. is in receiv- signed a deal with GVA Brands Corp. of managed from his or her ership and appears headed for liquidation. Richmond, B.C., which should be welcome smartphone. (Dealernews. Deloitte Restructuring took over as re- news for Canadian dealers. “We’ve had com searchterm=Boogey) ceiver for the company with court approval about 85 calls from dealers freaking out Dec. 19. Deloitte did not immediately return in Canada. T ey don’t know what they are TRUCKEE, Calif. Ð Aegis calls seeking comment, and Dealernews going to do now,” Colosimo said. “Some Specialty Insurance Services has been unable to reach Visionary Motor- are current and some planned to sign up has partnered with California sports’ director of business development, through Visionary.” dealers to create a powers- Neil Vanderkooi. Representatives from GVA are contacting ports offering that combines Visionary had billed itself as “Canada’s existing dealers in Canada to address any extended service contracts, largest independent motorsports distribu- support issues. In the interim, they may road hazard protection, tor, selling multiple brands—Pitster Pro, contact GVA by phone at 877-274-0480, or priority maintenance and Linhai, Cleveland Cyclewerks, Kipor and by email at [email protected]. insurance. Contracts will be Hisun—nationwide.” T e company claimed Visionary’s listed creditors include the backed by Aegis Security dealer base of about 190, and Vanderkooi Canada Revenue Agency, GE Capital Com- Insurance Co. said in a news release in late 2012 that the mercial Distribution Finance (CDF) Canada, HOLLISTER, Calif. Ð The company was expanding rapidly. HSBC Bank Canada, John Deere Credit, City of Hollister in January Cleveland Cyclewerks wasted no time MC Motorsports Canada, National Leasing said it was seeking a new fi nding a new distributor but said Vision- Group, Rockford Capital Inc., and a handful rally promoter, hopefully with ary’s decline came as a surprise. “T ey of offi ce services companies. —Holly Wagner enough time to put together [Visionary] kept it pretty quiet for us. We an event still this year. The didn’t really get any feeling until a few rally is traditionally held over weeks ago,” said Cleveland Cyclewerks’ You can view the receivership order and Independence Day weekend co-founder Scott Colosimo. “We were just related documentation on in July. getting ready for a huge launch with them. Dealernews.com: searchterm=Visionary We have to redo all the CMMVSS testing.”

Now it seems to be mostly helmeted, faceless heads on bikes that are way above most peopleÕs skill level.Ó — Mike Vaughan on consumer advertising and why “no one is selling fun anymore.”

Read more ÔOut of My MindÕ musings at MikeÕs blog: blog.dealernews.com/MikeVaughan

CALIFORNIA Ð A new sales second location at the former Nicholson’s in Ann Arbor. Nicholson’s contract form is available to all was sold to Coast-to-Coast Powersports in 2006; Coast-to-Coast in DEALER California motorcycle dealers turn sold the property and building to Bright in 2014. from forms supplier Reynolds and MISSOURI Ð Charges were fi led against three suspects in con- Reynolds, the California Motor- nection with December burglaries at Hideout Harley-Davidson and cycle Dealer Association reported. PowerSports of Joplin. “This contract will better fi t writing NORTH CAROLINA ÐThe Bike Exchange and BX Custom up sales where the customer pays by cash, credit card or other means Designs in Gastonia have moved into larger quarters, and are adding not involving a dealer’s installment sale or conditional sale contract,” parts and gear/apparel lines. “Not everybody can come in here and CMDA said. For more information on the new Vehicle Sales Contract drop $30,000 on a new bike, but just about everyone can order that (With Arbitration Provision) LAW CA-ARB-BOS 11/14, contact Donna new set of $100 grips they’re looking for,” co-owner Steve Hardy told Faber at 800-767-0245 or at [email protected] The Gaston Gazette. GEORGIA Ð BMW Motorrad USA has added a new dealer: BMW TEXAS Ð The folks at Longhorn Harley-Davidson in Grand Prairie Motorcycles of McDonough. The location is also home to Cycle came to the rescue in December after a toy run organization’s former Nation of McDonough. treasurer was arrested for using more than $70,000 in funds to make MICHIGAN Ð Bright Power Sports, a Polaris/Kawasaki/Yamaha personal purchases. Longhorn H-D took over the ride, now called the dealer in Lincoln Park, will put a new shine on an old shop, opening a Texas Toy Run, which reportedly went off without a hitch Dec. 14.

FEBRUARY 2015 | DEALERNEWS.COM | 37

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ADVERTISER PAGE WEBSITE SUBSCRIPTIONS Visit dealernews.com to request or change a subscription Allwin Powersports Corp 21 www.ls2helmets.us or call our Customer Service Department toll free at 888.527.7008 or at 218.740.6395. American Heritage Motorcycles 22 [email protected] Subscription Rates: U.S. and Possessions: $50/year; Canada Bike Alert 7,15,18-19 www.bikealert.com and Mexico $66.50/year; all other countries $103.25/year (surface mail: add $89/year for expedited service) CST 9 www.csttires.com Digital Subscription Rates: $40/year Dealer Expo 35 www.dealerexpo.com SINGLE ISSUES Dealership University 27 www.powersportsmarketing.com/dn Call Customer Service at 888.527.7008 or 218.740.6395 Current Issue – Single Copies (prepaid orders only): U.S. and HiFloFiltro Racing 7 www.hifl ofi ltro.com Possessions: $8 each; Canada and Mexico $13 each; all other countries $18 each. JT Sprockets 15,18-19 www.jtsprockets.com Back Issues – Single Copies (prepaid orders only): U.S. and Possessions: $18 each; Canada and Mexico $25 each; all K & L Supply Co CV3 www.klsupply.com other countries $30 each. Postage and Handling Charges (all orders) – Include additional $6.50 per order plus $2 per additional copy for U.S. Kandi USA 29 www.kandiusa.com postage and handling. For shipping outside the U.S., include additional $10 per order plus $3/additional copy. Lonski & Associates 22 www.henrylonski.com REPRINTS Magnum Distributing 6 www.magnumdistributing.com Reprints are available for purchase. Call 877.652.5295 ext. 121 / [email protected] National Powersport Auctions CV2 www.npauctions.com Outside US, UK, direct dial: 281.419.5725 ext. 121

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FEBRUARY 2015 | DEALERNEWS.COM | 39

magentablackcyanyellow ES555977_DN0215_039.pgs 01.20.2015 15:56 ADV by THE NUMBERS SEATTLE, WA 26,112 (29,960) THE TOUR SO FAR Attendance results from the Progressive International Motorcycle Show tour stops October through December. NORTHERN CALIFORNIA 2014-15 attendance (vs. 2013-14) (San Mateo) 28,462 (29,960)

NEW YORK, NY PHOENIX, AZ 63,515 (58,811) (Scottsdale) 19,562 (24,938) SOUTHERN CALIFORNIA (Long Beach) Results from the first quarter shows (Washington, D.C., Miami, Fla., Dallas, Texas, Cleveland, Ohio, Minneapolis, Minn., 57,253 (54,527) and Chicago, Ill.) and entire season analysis will be available in the April issue and on Dealernews.com in March.

LEADING THE PACK: BIKES OF INTEREST Top three vehicle types selected by Progressive 1 2 3 International Motorcycle Show attendees in California (two shows), Phoenix, Seattle and New York who had previously indicated they were planning on purchasing a new vehicle within the next six months. SPORTBIKE CRUISER ADVENTURE/DUAL SPORT Sportbike, cruiser and adventure/dual placed 1, 2 and 3 in each market. Full tour data will be published in the April issue and on Dealernews.com in March. MOTORCYCLE INJURY, FATALITY RATES DROP, REPORTS NHTSA MOTORCYCLE fatalities dropped 6.4 percent in 2013, the fi rst 2013 2012 2011 decrease since 2009 and the only other decrease since 1997, reported the National Highway Transportation Safety Administration Motorcyclist 4,668 4,986 4,630 in December. More than half of the decline was attributed to a drop fatalities in older-rider fatalities: 190 fewer in the 50-to-69-year age group in (U.S. nationwide) 2013 than in 2012. NHTSA also reported that the combined states without universal helmet laws reported 11 times as many “unhel- Unhelmeted 1,854 2,039 1,852 meted” motorcyclist fatalities than the group of states with universal fatalities laws (1,704 vs. 150, respectively). Motorcycle-related deaths accounted for 14.3 percent of all traf- Injuries 88,888 93,000 81,000 fi c deaths in 2013, down from 14.8 percent in 2012. Registered not available 8,454,939 8,437,502 Motorcycle riders showed the greatest decrease in the number motorcycles of alcohol-impaired “drivers” involved in fatal crashes from 2012 to 2013, dropping 8.3 percent, according to NHTSA. “This was Vehicle miles not available 21.298 million 18.542 million both the greatest percentage drop and the greatest drop in actual of travel alcohol-impaired drivers [among all vehicle classifi cations],” NHTSA reported. The study covers passenger vehicles, trucks and other transportation in addition to motorcycles. (Source: NHTSA)

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magentablackcyanyellow ES557195_DN0215_CV3_FP.pgs 01.22.2015 01:29 ADV ES556742_DN0215_CV4_FP.pgs 01.21.2015 13:58 ADV

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