SEASON GEAR SERVICE BUSINESS VOL. 51 • ISSUE 1 JANUARY 2015 E.T rides home, to FiredUp distributor, MMI’s FYI on EFI, and MIC’s Experian offer, the offi ce, to the Olympia Gloves referral a DIM view of parts Tory Hornsby on DEALERNEWS.COM train pg. 24 program pg. 25 inventory pg. 26 driving referrals pg. 30 STREET LANCE/SYM SHOWS THREE NEW RIDES And news from Tourrest, Motovox, AGM and Gorilla Alarms V-TWIN RACINGBROS SHOCKS HD PERFORMANCE New products from Arlen Ness, BDL, Cometic, Avon Grips THE BIG RECAP: Dealer Expo 2014 NEWS FROM THE EXHIBIT FLOOR, NATIONAL RETAIL CONFERENCE, TOP 100 GALA AND MORE OFF-ROAD XTREME GREEN’S CONSUMER DEBUT Plus: how Motoped takes the road less traveled magentablackcyanyellow ES544630_DN0115_cv1.pgs 12.17.2014 20:42 ADV For more information visit www.Dealernews.com/readerservice magentablackcyanyellow ES544943_DN0115_CV2_FP.pgs 12.18.2014 23:48 ADV ARLINGTON, TX FEBRUARY 14TH & 15TH Arlington Convention Center ATLANTA, GA FEBRUARY 21ST & 22ND Atlanta Convention Center at AmericasMart Mark your WATCH FOR YOUR calendar! PERSONAL INVITATION TO JOIN US AT THESE dragspecialties.com parts-unlimited.com INCREDIBLE EVENTS. magentablackcyanyellow ES544928_DN0115_001_FP.pgs 12.18.2014 23:47 ADV VOLUME 51 | ISSUE 1 | JANUARY 2015 the DEALERNEWS conversation at blogs.dealernews.com SPECIAL ISSUE 8 Highlights from the HISTORY OF THE BRAND: exhibitors, National HJC Helmets Retail Conference, REAR VIEW – T e show’s been EVERY ISSUE Top 100 and more everywhere, man 6 FROM THE EDITOR ·STREET 14 15 16 @ DEALER EXPO Lance/SYM highlights three Motovox’s RBX-150 AGM off ers versatile 10 new rides ... Gorilla off ers focuses on fun ... luggage options ... MARK RODGERS: compact, high-feature bike Dowco gets a plus Speed Read Let’s chat! Live online security ... Tourrest con- makeover support can revolutionize verts anything to a tourer your dealership and help you sell more, faster ·V-TWIN 18 19 39 RacingBros launches Ad Index/ @ DEALER EXPO Belt Drives keeps on keeping on ... Cometic makes a CUSTOMER SERVICE good thing better with Delkron ... Arlen Ness unveils high-performance H-D inboard brake rotor system, engine dress-up kit ... Hot twin shock amps ... 40 times at Avon Grips with new Fly By Wire plus Speed Read BY THE NUMBERS Top 100 Sales Stats: the Class of 2014 has a healthy ·OFF-ROAD 22 23 mix of new/used sales, F&I, Xtreme Green celebrates consumer coming out ... PG&A and service work @ DEALER EXPO Motoped’s Pro rides Interparts shows stronger, more aff ordable OEM the road less traveled replacement axle kits ... plus Speed Read 24 25 26 30 E.T ride home, FiredUp seeks U.S. MMI details EFI in half-day Air out those showrooms, student and to the offi ce ... Reconsider distributor ... Olympia Master Class ... The Slime story: designers say neglected markets, MIC says Gloves intros referral Dealers hear how to sell it program ... Safari 31 Impex’s new gloves ... 27 How to maximize Facebook plus Speed Read Excess inventory? Take a DIM for your business view, Mel Selway says ... VP launches new additives and a 32 new point-of-purchase system NPA’s Woodruff: Auction prices stable ... plus Speed Read but volume will increase ... Kawasaki 28 pavilion is a resource for all Dave Koshollek/Fuel For 34 Thought: Make it personal - Top 100 Awards Gala Photo Gallery Money matters, but employees like to be appreciated 36 Speed Read: MIC’s new Experian offering for dealers ... DX-1 news ... 14 25 Why your customers need a trophy 37 Building Your Brand/Tory Hornsby: What’s a customer worth? With a 26 small rider base, dealers need referrals to be successful 2 | DEALERNEWS.COM | JANUARY 2015 magentablackcyanyellow ES544136_DN0115_002.pgs 12.16.2014 19:16 ADV For more information visit www.Dealernews.com/readerservice magentablackcyanyellow ES544915_DN0115_003_FP.pgs 12.18.2014 23:47 ADV 2014 TOP 100 EDITORIAL ADVISORY BOARD A.D. Farrow Co. Harley-Davidson (Sunbury, OH) Honda Kawasaki West (Fort Worth, TX) www.dealernews.com ABC Harley-Davidson (Waterford, MI) Hot Rod Harley-Davidson (Muskegon, MI) EDITORIAL Advantage Powersports (Kansas City, MO) House of Harley-Davidson (Greenfi eld, WI) [email protected] Adventure Harley-Davidson (Dover, OH) iMotorsports Inc. (Elmhurst, IL) Group Content Director MARY 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) Contributing Editor JOE DELMONT Bayside Harley-Davidson (Portsmouth, VA) Liberty Cycle Center/LCC Powersports (Liberty, MO) Columnist/Contributing Editor MIKE VAUGHAN Columnists TORY HORNSBY, RICK FAIRLESS, Big St. Charles Motorsports (St. Charles, MO) Lexington MotorSports (Lexington, KY) DAVE KOSHOLLEK, MARK RODGERS, ROD STUCKEY Big #1 Motorsports (Birmingham AL) Mad River Harley-Davidson (Sandusky, OH) Correspondents GEORGIA KRAUSE, TRACY MARTIN, Black Bear Harley-Davidson (Wytheville, VA) Man O’War Harley-Davidson (Lexington, KY) MARILYN STEMP Photographers JEFF BARGER, JOE BONNELLO, Black Jack Harley-Davidson (Florence, SC) Maxim Honda Yamaha (Allen, TX) BRETT FLASHNICK, BRANIMIR KVARTUC, Black Wolf Harley-Davidson (Bristol, VA) McHenry Harley-Davidson (McHenry, IL) GARY ROHMAN 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. 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(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) Retail Relations Coordinator MIKE MANTHEY Sound Harley-Davidson (Marysville, WA) Freedom Powersports McKinney (McKinney, TX) South Sound Honda Suzuki/South Bound Honda Freedom Powersports Weatherford (Weatherford, TX) (Olympia/South Tacoma, WA) Advanstar Communications Inc. 2501 Colorado Blvd., Suite 280 • Santa Monica, CA 90404 T 310-857-7500 • Frieze Harley-Davidson Sales Inc. (O’Fallon, IL) Southern Thunder Harley-Davidson (Southaven, MS) F 949-315-3759 • www.advanstar.com Gail’s Harley-Davidson (Grandview, MO) Star City Motor Sports (Lincoln, NE) Chief Executive Offi cer: Joe Loggia • Executive Vice President, Gene’s Gallery Inc. (Springfi eld, MO) Toledo Harley-Davidson (Toledo, OH) Chief Administrative Offi cer, Chief Financial Offi cer: Tom Ehardt • Executive Vice President: Georgiann DeCenzo • Executive Vice Gieson Motorsports (Rock Falls, IL) Vandervest Harley-Davidson (Green Bay, WI) President: Chris DeMoulin • Executive Vice President-Business GO AZ Motorcycles (Scottsdale, AZ) Village Motorsports of Grand Rapids (Grand Rapids, MI) Systems: Rebecca Evangelou • Executive