Motorcycle & Powersports News, October 2013

MotorcyclePowersportsNews.com

Oct.

2013

V

OL. 39 N

O. 1010.2013

6 October 2013 | Motorcycle & Powersports News

Contents

Volume 39 Number 10MotorcyclePowersportsNews.com

EDITORIAL

Editor – Colleen Brousil [email protected]

Associate Editor – Gina [email protected]

Assistant Editor – Matthew [email protected]

Senior Editor – Brendan [email protected]

Columnists & Contributors

Ricky BeggsHeather BlessingtonAlisa ClickengerCyclepedia PressSteve Dodds IIC.R. GittereSteve JonesMark RodgersMargie Siegal

ART

Sr. Graphic Designer –Tammy House

[email protected]

52

Official Publisher of the AIMExpo ShowDaily, Directory and Souvenir Program

Dealership OperationsMade In America, Sold Around The Corner............................................................8The Road Ahead by Colleen Brousil

Dealer New Units In Stock..........................................................................................................................14Inventory Report by ADP Lightspeed

Focus On F&I To Boost Sales ................................................................................................................16Best Operators Club by Steve Jones

ATV/UTV Sales Up, Off-Road Segment Declines ..................................18Black Book Market Watch by Ricky Beggs

Provide Service Specs To Techs ....................................................................................................20Tech Tips by Cyclepedia Press

Getting the Band Together: The Entwistle Effect...........................................24Peak Dealership Performance by Mark Rodgers

How To Use LinkedIn To Grow Your Business .............................................28Web Savvy by Heather Blessington

Six Simple Things That Are Worth Money In Your Pocket ...........................................................................................................................................................................30Finance & Insurance by Steve Dodds II

Speed Up Your Techs, Spend Money In Service.......................................32The Service Manager by C.R. Gittere

Kawasaki Unveils More Powerful, MoreFeature-Rich Ultras ....................................................................................................................................................34PWC Update

Destination: Temecula Motorsports .................................................................................36Destination Dealership by Margie Siegal

12 Top U.S. Aftermarket Manufacturers By Alisa Clickenger

MPN (ISSN 0164-8349) is published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices.POSTMASTER: Send address changes to MPN, P.O. Box 13260, Akron, OH 44334-8660. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext.242, to speak to a subscription services representative. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69 for one year. (OH residents add 5.75% sales tax) Canada/Mexico: $89 for one year.Canadian rates include GST. Other foreign rates: $129 for one year. Payable in advance in U.S. funds. Mail payment to MPN - Circulation, P.O. Box 75692, Cleveland, OH 44101-4755.

DMS GuideSupport Your Stock With The Newest Technology ...................... 48Off-Road Helmets13 Must-Stock Lids ........................................................................ 52Billet AccessoriesEasy Add-Ons To A New Unit Sale ............................................... 60

Product Focus


While big box stores and online retailers continue to bite the biggest chunk outof the retail market, there’s a growing movement towards buying local, which

is great news for independent retailers like you.Powersports industry technology supplier, ARI, recently announced its sponsor-

ship of Independent We Stand, a nationwide movement of independent businessesdedicated to educating local communities about the importance and strong eco-nomic benefits of supporting locally-owned businesses.

Organizations like Independent We Stand, are helping to popularize the “buylocal” philosophy growing across the nation. As it spreads, Americans are realizingthe value that these small businesses like yours have brought to their communitiesfor generations.

As part of its sponsorship, ARI is offering its dealers free Independent We Standmembership which includes a basic listing; free social media content, collateral andPOS materials for the dealership as well as iPhone and Android mobile apps to promote the dealership’s participation in Independent We Stand.

You don’t have to be an ARI dealer to take advantage of Independent We Stand,you can visit www.independentwestand.org to learn more about how your dealer-ship can take advantage of the “buy local” movement.

An important part of the “buy local” philosophy is making an effort to not onlybuy products that are sold through independent retailers, but to buy products thatare produced close to home. On page 40, we introduce you to 12 U.S. manufacturers that pride themselves on being exclusively made in the U.S.A. Qualityis a hallmark of each and every one of these manufacturers, and their products epitomize what it means to buy and sell locally. t

Made In America, SoldAround The Corner

AHEADTHERoad

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Copyright 2013, Babcox Media, Inc.

By Colleen Brousil

Official Publisher of the AIMExpo ShowDaily, Directory and Souvenir Program


> Zero Motorcycles Meets with

California Governor on ‘Drive the

Dream’ Initiative

Zero Motorcycles has announced its nextlevel of commitment to the electric vehi-cle (EV) market in a meeting with Gover-nor Jerry Brown, California’s Plug InElectric Vehicle Collaborative and otherCalifornia corporate leaders. Hosted atthe Exploratorium, the “Drive the Dream”initiative further positions California as aglobal leader in the plug-in vehicle mar-ket with a three-part program built uponincreased investments in workplacecharging, EV fleet purchases and corpo-rate incentives, as well as international ex-ports of California-developed technology.

“Zero is proud to design and build ourhigh performance, zero emissions electricmotorcycles right here in California. Withthe recent expansion of our factory, wehave substantially increased our workplacecharging infrastructure for both employeesand customers,” said Richard Walker, CEOfor Zero Motorcycles. “It was gratifying to

be able to share our thoughts with Gover-nor Brown on accelerating the EV marketin California and beyond.”

Zero is making a series of key invest-ments to the Drive the Dream initiative, in-cluding expanding Zero’s corporate fleet,which already hosts more than 40 com-pany-owned EVs used for a wide variety ofactivities. Zero is now the largest manufac-turer of electric police motorcycles in theworld and has deployed electric policefleet motorcycles to more than a dozenCalifornia municipalities and agencies, in-cluding Monterey, Scotts Valley, Se-bastopol and San Jose State University,along with hundreds purchased for fleetuse by international agencies in London,Hong Kong and Bogota, Colombia.

While Zero Motorcycles can charge atalmost any outlet anywhere, Zero hasLevel 1 and Level 2 charging stationsavailable at its Scotts Valley headquartersand has just implemented a CHAdeMODC fast charger, which can be used tocharge Zero Motorcycles equipped with

CHAdeMO charging inlets, as well asNissan Leafs and Mitsubishi iMievs. Aspart of the Drive the Dream initiative,Zero is committed to triple availablecharging infrastructure and dedicatecharging spaces for employees and cus-tomers. Zero has also been actively work-ing with its dealer network in Californiato roll out workplace and customercharging opportunities.

In addition, Zero has implemented aworkplace incentive-purchasing programproviding Zero employees significant dis-counts to purchase Zero electric motor-cycles. To date, more than 10 percent ofZero employees own EVs, both cars andmotorcycles, and the company estimatesthat more than 25 percent ride or driveEVs on a daily basis via Zero’s test riderprogram.

> Service Manager Pro and ADP

Lightspeed Announce Integration

and Reseller Agreement

Service Manager Pro will now have two-

IndustryInside the

MotorcyclePowersportsNews.com 11

way communication between their tworespective systems. This new functionalitywill allow a LightspeedNXT user to launchService Manager Pro from within an exist-ing repair order. Once Service ManagerPro is launched within NXT, the user willbe taken directly to the labor times forthe unit they are working on. The user willthen click a couple of buttons to selectthe labor operations and then those oper-ations will automatically populate andadd up the total cost of labor for a spe-cific repair order.

“With this type of integration, dealerprincipals and service managers have theability to protect their service departmentprofit margin,” says C.R. Gittere, CEO ofService Manager Pro. “Service ManagerPro has a password protected settingsarea that allows managers to set a multi-plier for each vehicle type a manufacturerproduces. This gives them great flexibilityin maintaining their competitiveness intheir area while making sure no one isgiving work away.”

Service Manager Pro publishes datasets for 18 OEMs, and in many cases, in-cludes the OEM warranty job code. Thismeans when service writers select labortimes from SMP, they will be able to se-lect if the job is covered under warranty. Ifit is a warranty repair, NXT will recognizethis and populate the repair order withthe OEM warranty labor time and theOEM warranty job code, if available.

“When you have the OEM job codeon a repair order, it will help in streamlin-ing the filing of warranty claims and makeour dealers more efficient,” says DaveJohnson, manufacturer solutions managerwith ADP Lightspeed. “This new integra-tion will save our dealers several hours amonth in filing warranty claims and helpthem build profitability by making surethey are billing consumers the rightamount of time for a specific repair.”

This new functionality will be availablein the coming weeks for dealers usingLightspeedNXT’s hosted solution and onthe next full release from ADP Light-speed. Current Service Manager Prousers can upgrade to the integrated solu-tion by contacting their ADP Lightspeedsales representative at (800) 521-0309.

> Harley-Davidson Designer

Teams Up with MDA Ambassador

to Raise Money for Muscular Dys-

trophy Awareness

Muscular Dystrophy Association (MDA)Ambassador Reagan Imhoff wanted theartwork she created with Harley-David-son designer Mathew Hintz to “raise a lotof money for MDA so we can have morescientists to make medicine.” The origi-nal painting of a purple Harley-Davidson

Inside the Industry


Softail Breakout motorcycle brought in $3,500 on Aug. 31 atthe MDA auction during Harley-Davidson’s 110th AnniversaryCelebration. The pair hopes to raise even more with sales ofthe limited edition, signed prints, available through www.hintzstudios.com.

“I’m happy our artwork raised some money, and hope wesell all of the prints,” said Reagan, who has spinal muscular at-rophy, a painful neuromuscular disease. “It makes me feel reallygood that I can help MDA by sharing things I love to do. I can’twait to make some more art with Mat; he was really fun to workwith.”

Hintz will donate 10 percent of any commissioned artworkhe paints to MDA through the end of 2013. In addition, thepair is planning to work together on future projects, such as theMDA Black-N-Blue Ball in 2014.

“I’m excited to continue to raise fundsfor MDA and inspire Reagan’s artwork,”said Hintz, who has who has createdlogos for MDA events since 1999. “It’swonderful that we raised so much, andI’m honored to partner with MDA into thefuture.”

Mathew Hintz of Hintz Studios createspersonalized and visceral motorcyclepaintings by sculpting the canvas with

layers of paint and coating it with a high-glass finish. He’sworked on hundreds of art production pieces, from helmets totank medallions to full paint schemes for motorcycles. Hintzgraduated from Milwaukee Institute of Art and Design with abachelor of fine arts degree in 1998.

> Motorcycle Industry Council Adds Two Members to

Dealer Advisory Council

The Motorcycle Industry Council (MIC) continues to expand itsnew Dealer Advisory Council to include two powersports dealersfrom opposite ends of the country.

Jerry Lenz, general manager of Beaverton Motorcycles inTigard, Ore., and Rick Rizzon, owner of Rizzon Cycle in Middle-sex, N.J,, are the newest additions to what will eventually be an

eight-member advisory council toMIC’s new dealership member class.Thus far, 252 dealers in 41 states, rep-resenting 176 out of 436 congres-sional districts, have joined the MIC.

“The MIC is pleased with theprogress of the assembly of theDealer Advisory Council,” said MICpresident Tim Buche. “Representingthe powersports industry in the North-east and Northwest, our two newest

Inside the Industry

Jerry Lenz Rick Rizzon


members bring a wealth of experience and a breadth of knowl-edge to our already diverse and highly qualified council. TheMIC both thanks and welcomes Jerry Lenz and Rick Rizzon toour fold.”

Intended to represent the needs and interests of new dealermembers, the council was implemented with the MIC’s decisionto include dealers in its membership for the first time since1974. They will advise the Board and Aftermarket Committee,while the Board will direct dealer/retailer dues revenue to mar-ket expansion, training and education, public policy, and gov-ernment relations activities.

“I’m really looking forward to being a part of the MIC DealerAdvisory Council,” said Lenz. “I believe that I can help bringthe dealer’s perspective to the MIC, and I look forward to work-ing closely with the new dealer members in an advisory capac-ity. Together, we can all work together on how to best benefitand develop our industry, both now and in the future.”

Added Rizzon, “I am honored to join this elite group of deal-ers. I’ve been in this business for over 30 years, and I’m still ex-cited to learn new things and I’m eager to share my ideas andexperiences with the other MIC dealer members. I would like tothank everyone at the MIC for inviting me to join the DealerAdvisory Council, and I look forward to doing my best to helpsupport our industry.”

Lenz and Rizzon join the already named MIC Dealer Advi-

sory Council members Kim Harrison, general manager of Cole-man Powersports in Woodbridge, Va.; Jim Foster, owner ofKilleen Powersports in Killeen, Texas; Bob Althoff, owner ofA.D. Farrow Co. in Columbus, Ohio; and Sandy Stroope, ownerof Boat World Honda Polaris in Harrison, Ark.

> nizex Inc. to Host Fall 2013 Dealer Symposiums

nizeX Inc., producer of Lizzy dealer management software,has announced that it will host three upcoming dealer sympo-siums for fall 2013 in McDonough, Ga. Each symposium datewill offer intensive training for a particular department and ex-amine the current processes for managing that departmentwithin Lizzy.

In addition, attendees will be invited to give feedback andsuggestions about any changes or upgrades they'd like to seefor that department within the Lizzy software.

The current schedule of events is as follows:• Nov. 10, 2013: Service Department • Nov. 24, 2013: Webstore

Management • Dec. 8, 2013: Parts Management

Both current nizeX customers as well as any dealers interestedin Lizzy DMS are welcome to attend free of charge. Any dealerswishing to attend should contact Joy McClanahan at [email protected] to register.

Inside the Industry


ADP Lightspeed DealerManagement Solutions aredesigned to help manage dealeroperations by tracking and storingdata from every department anddelivering information that willassist dealerships in makingsuccessful business decisions.

Every night, more than 1,600Lightspeed powersports dealersautomatically transmit theirinformation to a collective databaseheld at the ADP Lightspeed officesin Salt Lake City, Utah. Summariesand aggregated reports areavailable to dealers for both currenttracking and historical research.This helps you know how yourdealership is performing comparedto other dealers across the country.

Parts and major unit inventoryinformation is gathered and used inthe highly successful LightspeedDealership Locator program. Thisprogram is designed for dealers topost obsolete inventory, allowingother dealers from across thecountry to locate hard-to-find partsand units.

ADP Lightspeed stands ready towork with all parties and move theindustry to new levels ofunderstanding, and ultimately tomore efficient and profitableoperations.

For questions regarding thisreport or to inquire about acustom report, please contactLightspeed Data Services at (800) 521-0309.

www.adplightspeed.com

Powersports Dealer New Units in Stock

September 20131,684 Lightspeed Dealers, Distribution of Units by Type and Model Year

Scooter

On-Road Motorcycle

Off-Road Motorcycle

Snowmobile

ATV

Utility Vehicle

Prior to 2012 Model Year 2012 Model Year 2013 Model Year

10%11%

79%

5%

9%

85%

13%20%

67%

10%19%

71%

11%

22%

66%

18%

14%

68%

We’ll be comparing August datafrom a good-performing metric 20-

group with the National Norm (NN) num-bers and the averages for the Top 5dealers for this group in each category.

The members of this group are diversein size. Their total revenue ranges from $3million to just over $10 million year-to-date. The group average is $5 million,with the Top 5 averaging over $7 million.National Norm for all group members isnearly $6.5 million.

Sales are up more than the NN forboth the group and the Top 5, and allthree are above the target 25 percentgross margin. The Top 5 are closing in onthe 30 percent mark. Given the struggledealers have had just getting to 25 per-cent, this is quite impressive. The NNdealers have made a significant improve-ment over last year with almost a 2 percent jump in gross profit margin.

The emphasis that is being placed onthe F&I department really shows up whenyou look at the contribution to grossprofit. The Top 5 dealers are working hardto take advantage of the large marginsthat F&I products bring to the table, lead-ing the group average by over four per-cent and the NN dealers by almost sevenpoints! We’ll show how this pays off laterin the article. Notice also the 23 percentincrease they had in financed deals over2012. They are making a strong effort tomaintain multiple lending sources. Thisincreases their ability to finance a higherpercentage of their marginal buyers.

The percent of change for door swingsis up over 20 percent for the Top 5, whilethe NN dealers have dropped almost fourpoints. Top 5’s gross profit per employeeyear-to-date is almost $20,000 higherthan the group or NN dealers.

How do you compare? It’s not hard to

figure out: Take your total gross profitdollars and divide by the number of employees (you’ll have to average themfor year calculations).

OK, here’s where the extra effort reallystarts to show. Finance gross profit is upfrom last year for all numbers, but is wayup for the Top 5. At the same time, theyhave kept personnel expense low as apercent of that gross profit.

Are you in that $500 per vehicle soldcategory? If not, imagine what that wouldadd to your bottom line — remember;this is gross profit, not revenue. They are

all doing OK in the per vehicle financedarea, but remember the increase in per-cent of deals financed for the Top 5. Relate that to the results in gross profitper employee. The Top 5 dealers’ F&Ipeople are cranking over $70,000 more ingross profit year-to-date than the groupor the NN. That’s almost $10,000 more amonth!

Despite the difference in sizes forthese dealers, they all have just morethan one F&I person. The fractions comeabout because they have part-time orback-up staff that helps when they’re

By Steve Jones

BESTOperators

CLUB

Focusing On F&I To Boost Sales

CHART 1

Total Store Sales Year-to-Date 5.1 mil. 7.2 mil. 6.4 mil.

Total Store Sales: Percentage of Change from

Previous Year 2.5% 8.8% 1.5%

Total Store Gross Profit Margin Percentage 25.7% 28.5% 25.8%

Gross Profit Margin Percentage for Previous Year 25.1% 28.2% 24.0%

Contribution to Total Store Gross Profit: Finance

Department 16.5% 21.1% 14.3%

Logged Working Contacts: Percent of Change from

Previous Year 0.7% 18.8% 3.0%

Finance Deals: Percent of Change from Previous Year 5.1% 23.7% 2.1%

Door Swings: Percent of Change from Previous Year 4% 20.4% -3.7%

Gross Profit Per Employee Year-to-Date $91,538 $110,920 $93,346

GROUP TOP 5 NATIONALNORM DEALERS NORMTotal Store Stats

Finance Gross Profit Change from Prior Year 15.8% 36.9% 8.2%

Personnel Expense as a Percent of Department

Gross Profit 19.8% 14.8% 19%

Gross Profit Per Vehicle Sold $380 $541 $433

Gross Profit Per Vehicle Financed $683 $887 $801

Average Number of Customer-Facing Staff Year-to-Date 1.13 1.36 1.25

Gross Profit Per Employee / F&I Dept $188,573 $259,740 $187,230

GROUP TOP 5 NATIONALNORM DEALERS NORMF&I Dept. Stats for August

CHART 2


crankin’ sales. Quite often, the sales man-ager is a back-up F&I person. We stronglyrecommend that your sales manager gothrough a high-quality F&I trainingcourse. Not only does it help them takeover when needed, they will have a bet-ter understanding of the need for F&Iproducts and how they fit into the overallsales picture. We frequently have bothsales managers and F&I producers in ourF&I workshops.

Here again you can see a reflection ofthe focus on F&I for the Top 5 dealers.They have over 10 percent more financepenetration than the group average andalmost as much over the NN dealer aver-

age. As you saw in the previous graph,F&I gross profit per vehicle financed issignificantly more than per vehicle sold.On top of that, they are rockin’ with service contracts as well. Good profitsand happier customers result from sellingthis product.

Prepaid, or priority maintenance as weprefer to call it, is another strong productfor these dealers. The goal here is todrive them back into your store for serv-ice. Maintaining a strong service cus-tomer relationship will result in more salesfor all departments, including unit sales.

This particular group is not as strong insecurity products sales as some other

groups. We are finding that these products have a good following if dealerswill simply offer them to their customers.If you haven’t noticed, we sell some expensive toys, and we often have anemotional attachment to them. Having atheft-deterrent option is important tomany customers.

GAP sales continue to grow for mostdealers. Again, it is particularly valuablefor purchasers of high-end or expensiveunits.

Steve Jones, GSA senior projects man-ager, outlines dealerships’ best businesspractices to boost margins, increase prof-itability and retain employees. His monthlycolumn recaps critical measurements usedby the leading 20-group dealers. Access tothe new Voyager 5 data reporting andanalysis system is available to any dealer-ship for nominal fee. For more informationon GSA’s management workshops, data reporting system, dealer 20-groups, on-siteconsulting or training, send Steve an emailat [email protected] or visit www.gart-sutton.com.


Percent of Finance Penetration 54% 64.6% 54.9%

Percent of Service Contract Penetration 35% 51.3% 31.6%

Percent of Prepaid Maintenance Penetration 19.1% 28% 13.2%

Percent of Security System Penetration 0.9% 2.1% 1.4%

Percent Financed with GAP 9.9% 16.3% 15.6%

GROUP TOP 5 NATIONALNORM DEALERS NORM

F&I Dept. Stats 2

CHART 3

By Ricky Beggs

ATVs and Utilities SegmentsUp, Off-Roads Lead Decline

MarketWatchBlack Book

Percent August September Change

ATV $3,905 $3,953 0.50%

Cruiser $9,097 $8,624 -5.77%

Jet Boat $19,501 $20,626 -0.39%

Off-Road $2,683 $2,556 -6.85%

On/Off-Road $5,333 $5,105 -4.55%

Scooter $1,988 $1,911 -5.45%

Snowmobile $4,530 $4,486 -0.98%

Street $7,721 $7,455 -4.61%

Utility $7,524 $7,901 0.39%

Watercraft $5,978 $6,275 -1.27%Av

era

ge

Us

ed

Va

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s


cent and -5.5 percent respectively. Dual sportsand regular street bikes are down slightly less,dropping by -4.6 percent each.

September typically sees reductions in auctionactivity, prices and volume, but nowhere nearthese levels. These drop-offs continue a trend thathas been going on for the past several months,where auction volume has been lower than normaland, somewhat surprisingly, prices have been aswell. The only segments bucking these trends arethe ATVs and utility vehicles. They are each upslightly from last month. The increases are only afew dollars in many cases, with the average rise invalue versus last month being .5 percent for theATVs and .4 percent for the utility vehicles.

Normally, we would see these units com-manding quite a premium this time of year asdealers stock up for the farmers, hunters and out-doorsmen who put these units to heavy use overthe next few months, but that has not occurred yet.

In a similar seasonal situation to the ATVs andutility vehicles, snowmobiles, which should bepicking up in value, are once again down by 1percent. The arrival of cooler weather shouldhelp these units, but in the current market condi-tions, who knows by how much?

To finish up, the personal watercraft segmentis down by -1.3 percent, while jet boats are down-.4 percent. t

ATV Cruiser Jet Boats Off-Road 0n/Off-Road Scooter Snowmobile Street Utility Watercraft

August to SeptemberUsed Unit Value Change

For September, prices in most segments wecover in the motorcycle and powersports

market are down in a rather dramatic fashion.Activity at the auctions has slowed consider-

ably, with significant numbers of “no-sales” atmany locations. Dealer consigned units are sell-ing at only about a 30 percent success rate atmany venues and overall volumes are downacross the board.

Off-road bikes lead the declines with a dropof -6.9 percent this month, with cruisers andscooters not far behind with drops of -5.8 per-

Veteran technicians have the knowledge and experi-ence to perform the operations of day-to-day service jobs intheir sleep. If you give a good tech a list of service items and avehicle he has never seen before, he will be able to work outhow to perform the procedures on his own. However, withoutthe service and torque specifications for that particular model,his valuable skills will be wasted. When it comes to service set-tings and adjustments, a good tech doesn’t want to put it in theballpark; he wants his work to be done to factory specifications.

Engine oil capacity and tire pressure specifications areoften printed on a sticker, which is placed on the vehicle for quickreference. Beyond these two specifications, you better have amodel-specific service manual or access to a specification guide ifyou want to get some real service work done. A quick Websearch may get you an answer, but do you really want to trust thereputation of your shop to an enthusiast’s forum post?

At Cyclepedia.com, we have been working with professionaltechnicians since 2006 to build a specification database that includes capacities, periodic maintenance settings, service andtorque specifications. We speak daily with techs at independentservice shops and large dealerships alike. This has given us valu-able insights into changes taking place in the powersports service industry and the specification sets that professionaltechnicians need most.

For instance, over the past year we’ve encountered manyshops that have branched out into new service areas. Automo-tive service centers are following customer demand and movinginto powersports repair. Shops that once specialized in certainbrands or vehicle types have been forced by a slow economy toopen their doors to a wider variety of machines. The servicemanagers and techs know they will need a new set of informa-tion to utilize their skills for this new customer base.

Fluid type and capacity specs have been very popularwith our professional techs. ATV and utility vehicles often require multiple fluid types and capacities. Engine, transmission,


Provide Service Specifications To Your Techs

TipsTECH

Technicians want to work with factory specs.

Info stickers will only get you so far.

Cyclepedia Press LLC

Some capacities cannot be checked.

22 October 2013 | Motorcycle & Powersports News MotorcyclePowersportsNews.com 22

primary drive-case, front differential andrear final drive systems may all take a sepa-rate fluid, and they have a specific volumespecification for each. Often, non-engine oilfluid levels can’t be checked. These itemsmust be filled with the correct quantity offluid or you risk damaging the parts, or atleast accelerating wear.

A veteran technician began working onPolaris ATVs and utility vehicles after manyyears of servicing Japanese machines. His experience with servicing and repairing ATVswas already there, but he was a rookie indealing with Polaris fluids. After all, how different could they be? The proprietary Polaris fluids he needed — angle drive fluid,AGL plus gearcase lube, demand drive plusfluid and 2W-50 synthetic engine oil — wereall new to him. With access to a specificationdatabase, he was able to access the specs heneeded to identify the appropriate fluids andcapacities required for his customers’ vehicles.

Fork service specs are also in highdemand. Fork oil seals fail regularly, andfork oil changes are a common periodicmaintenance item. Most forks are very simi-lar for a technician to service. The techneeds to know four things to finish the job:the required fork oil, the fork oil volume,the fork oil level and the associated torquespecs. If these specs are not available, thefork may be reassembled but it risks hydrolocking, poor damping or dangerous instal-lation with incorrect torque specs.

A motorcycle is a motorcycle, a scooteris a scooter, and ATVs and utility vehiclesare all variations of a similar mechanicaltheme. Be it a Suzuki, Harley, KYMCO orPolaris, the designs might be different butthe components and service procedures arerelated. It’s not that hard to figure out howto service related components, but it’s im-possible to know the factory specs withouta solid resource. Providing your technicians

with accurate service information makes their work quickerand delivers a better result for the customer. t

Fork oil specs are in high demand.

CYCLEPEDIA PRESS LLC has been publishing interactive, Web-

based service manuals for ATVs, motorcycles and scooters since

2006. Every CYCLEPEDIA manual includes step-by-step repair pro-

cedures, color photos and videos, specifications, diagnostic data

and tech support. Mobile device-friendly and easy to use. Browse

the full library at: WWW.CYCLEPEDIA.COM or call 828-645-0017.


Your dealership is like a rock band. Think about this: You needto have the right musicians to make great music (or what I like

to call “classic rock”). In addition to writing and recording memo-rable songs that stand the test of time, there are two primary fac-tors that determine a band’s success: ability and personality.

Let’s call it the “Entwistle Effect.” John Entwistle, the originalbass player for The Who, played his instrument aggressively. He setfree a flurry of rhythmic sounds, called “fills,” that sustained the lis-tener’s attention during breaks in the song’s melody. Entwistle pos-sessed a natural ability to master the art of fills in The Who’scomplex music. Yet, despite his musical prowess, Entwistle wouldhave failed miserably in Led Zeppelin, another legendary rockband. Why? Because there was no room for him, musicallyspeaking. Guitarist Jimmy Page handled all the fills, relegatingZeppelin bassist John Paul Jones almost to secondary status.

All four members of The Who contributed equally to themusic. Entwistle sustained the song, Roger Daltrey’s power-house vocals and superb showmanship allowed the band to ex-plode on stage, guitarist Pete Townshend wrote superior songsthat matched his confidence in feedback experimentation, andthe late maniacal drummer Keith Moon, who often providedcomic relief, was just happy to be there pounding on his kit likeAnimal from The Muppets.

While the musical abilities of each member of The Who comple-mented one another, so too did their musical personalities.

Entwistle is arguably one of the most iconic and influential bassplayers in rock history. He also was one of the quietest and moststaid in the business. That made him the perfect fit for a band thatalready boasted three outsized egos. He never allowed whateverego he possessed to get in the way of the band’s collaborativeprocess and subsequent success.

Four Personality Types

When you’re building a band of salespeople, either by hiringnew employees or strategizing with the ones you have, you’llneed to consider the strengths and weaknesses of each player.Not everybody can be like John Entwistle — you still need aDaltrey, a Townshend and even a guy like Moon. In short, youneed four distinct types of people:

Analytical people: These individuals are motivated by data.They want to do things the right way or not at all. They need toplan, examine details and find logical solutions. Under stress,they tend to overanalyze and avoid making decisions or ex-pressing emotions, which can prove fatal when trying to make asale or collaborate on building an end display. Rather, an ana-lytical person is ideal for a task like ordering inventory.

Amiable people: These individuals are great listeners, they are will-ing to collaborate, and they thrive in team environments. Colleaguesrecognize that and turn to their amiable co-workers for support. Thatgood-guy persona, however, can lead to an unwillingness to con-front others when conflicts arise, as well as an inability to make deci-sions and to feelings of being overwhelmed. Position amiablepeople behind the cash wrap, or put them on a display-buildingteam. Just don’t put them in charge.

Drivers: You might want these people in charge, at least mostof the time. They are assertive and make decisions quickly, staygoal-oriented, and aren’t afraid to take risks. Drivers also enjoypower, which can create tension within the dealership becauseof their tendency to become authoritative. That leads to con-flict. Drivers can also easily overlook details and make mistakes.

Expressive people: These individuals possess upbeat personali-ties that seek recognition. They motivate others and successfullybuild alliances. However, there’s a dark side to expressive peo-ple: When something or someone upsets them, they get nasty— throwing insults and working up their intensity levels.You can’t have a sales force consisting of all drivers, nor wouldyou want one. Their personalities won’t click with customers whoprefer the soft-sell approach and need a lot of time to make buy-ing decisions. Similarly, you don’t need a half-dozen employeeswho always want to work the cash wrap while only two enjoybuilding displays. What if no one wants to develop that emailmarketing strategy you’ve been talking about for weeks?

What Kind Of Band Do You Want To Be?

Once you’ve identified the strength and weaknesses of your“band mates,” ask yourself how you can help them work side byside to bring out their best abilities and tap into their personalities.

Here are five questions to get you started:

1. What style of music are you playing? Straight-ahead,meat-and-potatoes rock ’n’ roll like AC/DC? Or progressive

By Mark Rodgers

Getting the Band Together:The Entwistle Effect

PEAKDealership

PERFORMANCE

Want to hear more great information about how to get your act together?

Go to www.PeakDealershipPerformance.com to hear Mark Rodgersspeaking with Roberta Matuson, “The Talent Maximizer.”

Find out why Monster, Best Buy and Staples turn to Roberta for advice on maximizing talent, and why you should, too.


rock like Rush? In other words, does yourdealership cater to the hard-riding roadguys who want to customize the heck outof their bikes, love loud pipes and alwaysride with a wrench in their pocket? Onthe other hand, do you promote thedealership as a go-to destination for so-phisticated social riders, or maybe high-performance types who care as muchabout engineering as style? The salesstaff you have in place should reflect thetype of dealership you profess (or desire)to be. Remember, John Entwistle neverwould have succeeded in Led Zeppelin.

2. Who is your audience? Think aboutyour store location. If the dealership is inthe heart of a college city, you’ll wantemployees who are comfortable aroundyounger riders. Similarly, if you’re in ablue-collar manufacturing area, makesure staff members can relate to the chal-lenges faced by that community of buy-ers. Same goes for a farming town, aresort area or an urban neighborhood. Ifyour band of sales professionals isn’table to speak the language of your clien-tele, the band is going to be booed out

of business. Why play heavy metal at ajazz festival?

3. Are you an arena band, or more ofa club act? This question has more to dowith energy level than anything else. Canyou imagine KISS playing a nightclub? I’mnot saying those guys never played clubs,but that’s not where they belong. Do youremployees have the stamina to perform athree-and-a-half hour arena concert likeBruce Springsteen or go on an epic three-year tour as Metallica did in support of itsself-titled 1991 disc, better known as “TheBlack Album?” Alternatively, are you moreof a studio band that records a killer record,as so many great bands have done?

“But wait, Mark,” I can hear some of yousaying. “Are we still talking about sellingmotorcycles?” Well, substitute “arena con-cert” with “12-hour days,” “epic tour” with“summer-long sales event” and “killeralbum” with “major marketing campaign,”and you’ll see what I mean. If your peopledon’t have that kind of energy, then per-haps you need to refocus your strategy byeither replacing one or two members of theband or reworking your stage presence.

4. Who is the most talented member?Most rock bands are organized around themost talented individual. Van Halen hadguitarist Eddie Van Halen, Zeppelin hadPage, AC/DC had guitarist Angus Young.Ideally, everyone on your staff possesseshis or her own talents and contributes tothe overall success of the dealership; thefoundation of that success likely will liewith one (or maybe two) people. Hemight be a driver, or she might be theexpressive one. Even amiable and ana-lytic people could take the lead. It all de-pends on what kind of dealership youwant to be and for whom. Remember,not everybody needs to be, nor shouldthey be, the leader. Rare is the band, orbusiness, in which everyone is equallygifted. Rush and The Band are two no-table exceptions.

5. Are you built to last? I have to raisemy 1988 Les Paul Custom to The RollingStones, who celebrated 50 years as aband in 2012. That’s longer than I’vebeen alive! KISS has been together insome form or another for 40 years, andprog rockers Rush and Yes are still record-ing and touring after 45 years. Even TheWho have continued. Compare TheWho’s longevity with bands that barelystuck around for one album and then dis-appeared without a trace. Ever heard ofThe Lounge Flounders? Or Hard Meat?How about Farrenheit, which toured asthe opening act for Boston in 1987?

Do you want to be a dealership that ex-ists for decades, pleasing generations offans with solid employees who have com-plementary abilities and personalities? Ifthat’s the goal, you better evaluate your ex-isting staff. Determine its assets and liabili-ties, and base future hiring decisions onwho will fit in with the rest of your band ofsales professionals. Then get them to makegreat music — and sell more motorcycles— together. t

An award-winning author, top-ratedtrainer and founder of Peak DealershipPerformance, Mark Rodgers holds a mas-ter’s degree in adult education and theNational Speakers Association CertifiedSpeaking Professional designation —only 500 people in the world have thiscoveted recognition. [email protected] improve your performance.


LinkedIn is a professional networkwhere colleagues and friends, past

and present, are motivated to connectonline. LinkedIn is considered a profes-sional network, but you may not be utiliz-ing it as a way to grow your business.

LinkedIn is better than any other plat-form for networking. It connects you tomore than 50 million affluent, ambitiousand influential professionals, and sincethe relationships within LinkedIn are builtupon trusted connections, the likelihoodof generating leads from your connec-tions is high.

First, let’s look at who uses LinkedIn.Users are affluent, with more than halfearning more than $60K per year. 36 percent earn more than $100K (so yes,they can afford your bikes!). The majorityof users have a college degree, andusers are dedicated, with 25 percent vis-iting the site at least 30 times a month.

Males utilize the site more than femaleswith a 60/40 ratio, and the age demo-graphic is 25-54, making it ideal for mar-keting your dealership.

Here are the top five ways to use

LinkedIn to grow your business:

1. Build your networkIf you don’t have an account, start one. Ifyou do have an account, start growing it.When you log in to LinkedIn, you will beasked if you want to sync to your emailcontact list. The answer is yes. This allows you to comb through your entireaddress book to find your contacts whoare already utilizing LinkedIn. You’ll wantto add those relevant contacts to yournetwork.

Be sure to expand your definition ofwho should be in your network. Let’s assume you are already sending invites

to individuals you meet at events, confer-ences, etc. Start thinking about sendinginvites to friends and social acquain-tances — they have networks, too —along with clients, vendors and partners.

One major rule — don’t connect withpeople you don’t know, and believe me,you’ll receive many invites from randompeople. Think of it as spam when you receive an invite from a stranger; con-necting with them waters down your net-work. You want to be confident thatanytime you communicate on LinkedIn,you know who you are talking to, andtherefore you are able to be yourself andshow your personality as you see fit.

2. Commit to participateLinkedIn will not work for you if you don’tregularly engage with your network byparticipating in discussions and postingoriginal content relative to your audi-

By Heather Blessington

How To Use LinkedIn To Grow Your Business

SAVV

YW

eb


ence. You should post original contentsuch as information on small businesssuccess or industry news. If you have asmartphone, I highly recommend youdownload the app. I personally don’t findtime in my day to log in to LinkedIn, but Ioften find myself surfing around afterhours, because I can pull it up on myphone and spend time reading articlesposted by my vast network (I started onLinkedIn when they launched way back in2003!).

3. Join active groups Join groups that are related to your in-dustry, composed of your target audi-ence, and have active, engagedmembers. You will know how active agroup is by looking at the activity of themembers and the dates of the last poststo the group. Start joining the conversa-tion when a topic is of interest to youand then add your viewpoint or expertisewhen appropriate. Don’t forget that youcan also start your own conversations,but remember the cardinal rule — you’renot there to sell your product or service;you are there to help and learn from others.

Here is a list of active groups for thepowersports industry:• Motorcycle OEM Network

http://linkd.in/185SKacThis is a private group with more than

10K members. To request membership,click “join”, and your request will be re-viewed by the group manager. The com-munity is composed of current andformer employees from every majorworldwide OEM motorcycle manufac-turer and related powersports.

• Motorcycle Industry Professionalshttp://linkd.in/1eMZlf3

This is a group for motorcycle industryprofessionals. It is for people who workat dealers or at motorcycle industry re-lated companies. It’s a great place toconnect and share.

• PowerLilyhttp://linkd.in/150xX9b

PowerLily is a peer-to-peer network forwomen in powersports. The group sharesemployment opportunities, events, information and trending news articles.

4. AdvertiseThe next time you have an event or giantpromotion, check out what LinkedIn hasto offer in terms of advertising. You cantarget exactly the audience you want toreach — by industry, company, location,title and much more. One huge advan-tage LinkedIn has over other social net-works is that users are highly encouragedto complete their profiles. As a result,LinkedIn contains accurate, updated andcomplete information on its users.

Compare this to Facebook, where theuser chooses what information to shareabout him or herself, and many err onthe side of caution by providing the mini-mum required fields. LinkedIn offers display advertising, sponsorships andpay-per-click campaigns starting at $10per day. For more information, go tohttp://linkd.in/13SQOix.

5. Recruit new talentOnce you’ve built a strong network, besure to use it! When you have an openposition at your dealership, post it publi-cally on LinkedIn and send a personalnote to your entire network letting themknow about the job opening. Many employers rely on LinkedIn as a primaryrecruiting tool, so be sure to check outthe jobs section of LinkedIn athttp://linkd.in/11w5oye.

There you have it! You are ready to logon and get rolling. I’ll leave you with thiswarning: you may find engaging onLinkedIn to be fun. Imagine that. Workand play, all rolled up into one. t

Award-winning blogger and CEO of DuoWeb Solutions, Heather Blessington is anationally-renowned speaker on socialmedia marketing and a digital marketingveteran. Her company provides MPNmonthly columns focused on best practicesin Web marketing for powersports dealers.


Keeping in mind that F&I is a sales job,your customer is ultimately your most

valuable asset. Here are six small thingsyou can do to close more deals.

Save Some Information For Later

When you explain your products, it’s im-portant to only talk about the key pointsand keep the rest of the information toyourself. Some customers don’t need allthe details to say yes. Human nature dic-tates that if a customer is confused, theytend to buy nothing out of the fear ofbuying something they don’t need. Don’toverload them. Keep it simple.

If you tell the customer every singlething upfront about what the program of-fers them and they say no, what else isthere to talk about? Nothing! Your onlyoptions are to give up or to repeat your-self. If you repeat yourself, you comeacross as not being able to rememberwhat you said or you come off as some-one who thinks the customer needsthings repeated because they aren’tsmart enough to understand the firsttime around. Neither is good for business.

Use The Information You Held Back For

Your Second and Third Swings

When do you tell the customer, for exam-ple, that your GAP program also givesthem as much as $1,000 toward theirnext bike? Only tell customers after theyhave said no. This gives you an easy wayto go back to the product without repeating yourself, and you have achance of still selling it.

Know When To Shut Up

Have you ever seen a salesperson talkhimself out of a sale? You are trying toavoid the F&I equivalent. You should

present your programs in a simple andclear manner, ask for the sale and thenshut up. If you do not stop talking andgive the customer a chance to buy fromyou, you will lose sales.

Know The Difference Between Selling

And Disclosing

Remember: F&I is a sales job. Make surethat you know the difference betweenbenefits and disclosure items. When yougo over the menu, you want to talkabout the benefits — what is coveredunder the service contract, what GAPcovers or how much money the customersaves on their maintenance with yourplan. There will be plenty of time to tellthe customer what is not covered by thewarranty — that it has a deductible orthat the tire and wheel coverage onlycovers them for things they hit betweenthe yellow lines. This should be done asa disclosure when you get to the productcontracts not when you’re discussing themenu.

Stay With The Process As Long As It

Works

If you ever have to choose between stick-ing with your store process and makingthe customer mad or bending to givethem what they want, you should alwayschoose to bend and give the customerwhat they want. A mad customer will notbuy from you, but one who possibly hasinformation you don’t want them to haveat that point in the process still might.No process works with 100 percent ofthe customers. This is why you have tobe a salesperson in the finance office.

Defer To A Higher Power

You don’t need to be the decision maker.Before you check with the sales manager,

bank or your general manager, get thecustomer to agree to do something thatyou know the decision maker is willing todo and something that you know you cando. That’s much more effective thantelling a customer what you will do forthem and hoping that decision makerswill. For example, if you have a customerwho is balking about the interest rate youare showing them and you know youadded two points to the rate, take thispath: “If I could save you a point or twoon your rate, would that make youhappy?” If they agree that it would, thenyou “make a call to the bank” and getconfirmation that you can do that. Thismakes you the hero for helping themout. If you tell them that you can dropthe rate two points and do not defer to ahigher power, then you become the person who tried to rip them off.

These are small things, but bigchange is really just a series of smallthings.

Happy selling! t

Steve Dodds II is a moderator, trainer andconsultant for Gart Sutton and Associateswith experience in every position in thesales and finance departments. Dealersrave about his ability to identify areas forimprovement and implement the changesthat produce superior results. If you havequestions about what he or one of ourother talented consultants can do for you,contact us at [email protected].

By Steve Dodds II

Finance&Insurance

Six Simple Things That Are Worth Money In Your Pocket


When I visit a shop for a first-time consultation, I pull a fewreports from the store’s DMS. One of the first reports I

look for is technician proficiency and if the technicians have hadany unapplied labor. In the simplest of terms, proficiency is thenumber of hours a technician billed divided by the number ofhours you paid the technician to be there. If the technician hasless than a 100 percent proficiency rating, then there is some un-applied labor. If there is unapplied labor, that means the techni-cian is not producing your shop any revenue during thoseunapplied labor hours.

If you have not been measuring your techs, you can get arough glimpse of this by looking at the total labor dollars billedout on every repair order that a technician has finished. Divide

the total dollars billed by your hourly labor rate, and you will getthe number of hours your technician billed.

Please keep in mind that proficiency is much different than efficiency. A technician can control many variables in their efficiency, but it is much more difficult for a technician to controltheir proficiency.

Things That Affect Proficiency:

• Does the technician have to spend a bunch of time lookingfor the next unit to work on?

• Does the technician spend time talking with customers because the service writer has not written up a proper repairorder?

MANAGERService

By C.R. Gittere

THE

Speed Up Your Techs,Spend Money In The Service Department


• Does the technician spend too much time at the partscounter waiting to pick up parts?

• Is there enough work in the shop to keep all the techniciansbusy?

• Do your technicians spend too much time on breaks chat-ting amongst themselves and disturbing techs who areworking?

Let’s do a little math. If you can eliminate small distractions andspeed up your tech’s proficiency by a half-hour a day, then thatwill translate into approximately $42.50 per day in extra billingbased on an $85 per hour labor rate. While that might not seemsignificant, multiply that by 20 days per month, and you get $850per month. That $850 per month is half the salary you need topay for a lot technician.

Once you start to look at a technician’s proficiency, you canbegin to drill down further and measure their efficiency by havingthem clock in and out on every job. Technician efficiency is howmuch time you billed the customer divided by how much time ittook the tech. Technicians really can control much of their effi-ciency, but there are a couple of things that stand out that youcan do to help them. Things like:

• Having the proper lifts for SxSs and ATVs. These vehicles aregetting bigger, so you need to give your techs the right lifts.

• Having good, workable shop tools like tire machines,grinders, bead seaters, etc.

Many times, I hear from a service manager that the owner doesnot want to spend any money in the service department. In thatsame facility, the owner spends tons of money advertising theirbusiness to sell new units, and spends hundreds of dollars amonth for software in the sales and parts department. I then askthe same owner who his highest paid employees are, and theymention their top techs are some of the highest earners. I alwaysget a curious look when I suggest spending a few dollars tospeed up his highest cost employees. The more you speed upyour highest cost employees, the more revenue they can generate and therefore more profit.

The math is startling. As a rule, if youspend $300 a month in service departmentupgrades and those simple little thingsspeed up a tech just .2 hours on half of theshop’s repair orders, you will see a significantincrease in dollars billed. If your shop does150 repair orders per month, and you see a.2 increase in efficiency on half of them, thattranslates into the potential to bill another$1,275 per month based on $85 per hour.The net gain is $975, and that’s enough tocover the other half of the money you needto pay a lot technician.

The more efficient your techs are, themore revenue they can generate. Once youhave enough revenue to pay for a lot tech,your department can use those resources toaid the techs in becoming more efficient. It’sa snowball effect, so start with the smallthings and measure your success. Over time,you will see the benefits of measuring yourteam and watching what they do. t

C.R. Gittere and the Service Manager Pro team specialize inservice department efficiency, elevating customer service and in-creasing department profitability. His monthly column focuseson best practices and unique ways to get the most out of yourservice department. More information about Service ManagerPro can be found at www.servicemanagerpro.com.


Kawasaki chief marketing and sales of-ficer Richard Beattie wasted no time

in making the company’s intentions clearduring the brand’s recent San Diegodealer meeting. “Ignore the rumors,” hesaid. “Kawasaki is committed to PWC.”

While rumors of the brand’s departurefrom the market were indeed off themark, so too were the hints of somethingradically new for 2014. Instead, Kawasakichose to once again build on its provenstrengths, bringing back both the exist-ing STX-15F and Ultra LX, and tweakingthe rest of the Ultra line both in terms ofhorsepower and amenities.

Away from a product focus, the brandalso offered hope to dealers saddledwith existing inventory, unveiling off-sea-son stocking and interest support programs.

As to the aforementioned new mod-els, all will feature a refreshed version ofKawasaki’s 1,498cc supercharged engine.Given that Kawasaki already laid claim tothe highest horsepower offering in thePWC market (and would likely keep thatdistinction, barring any last-minute surprise challenge from Sea-Doo), onejournalist on hand joked that the brand’sminimal 300-to-310 horsepower increaseis almost like “spiking the football.” Thatincrease, however, was likely not so mucha goal as it was the result of numeroustweaks to the Ultra engine, most of whichwas done in an effort to produce a moredurable and reliable product. A vagueexplanation is that efforts were made toreduce friction. Specific improvementsinclude a reshaping of the plastic intakemanifold to a slimmer and longer profilein order to increase low-to-midrangepower, a higher volume fuel pump toboth increase power and increase fuel efficiency, and revisions to the fuel-econ-omy mode that are said to significantly

increase the engine’s range for long-distance touring.

As to changes that should enhance reliability, most notable is a new, cast piston design featuring a V-shapedgroove on the secondring for more consistentoil retention at highloads. An additional oiljet has also been addedper piston to increasepiston cooling. To pre-vent oil from accumulat-ing on one side of thepan during tight turns orabrupt acceleration,Kawasaki has added additional baffles in the

oil pan. The crankcase itself also featureslarger return holes to allow for easier oilreturn to the pan. Remaining changes include thicker water jackets for bettercooling, a check valve in the cooling sys-tem to prevent overcooling and a knocksensor to suppress abnormal combustionthat triggers a warning on the instrumentpanel.

Four variations of the Ultra feature thenew engine. The Ultra 310X receives a newimpeller, improved instrumentation, up-graded mirrors and redesigned aft handrail.The Ultra 310 SE gets edgier graphics,

along with a new, narrower seat — whichwon’t push riders’ thighs as wide in themid-section — and redesigned, pistol-stylegrips. The Ultra 310R received race-inspiredtreatment with a slimmer and more aggres-

sive seat, a motocross-style, electro-platedstainless steel handlebar with crossbar pad,and handlebar mounts that make up to 12different height-and-reach combinationspossible. Then there’s the newly envisionedUltra 310 LX. In a rather surprising move forthe company, the craft actually features anonboard audio system, with speakersmounted below the mirrors and a controllerbuilt into the handlebar pad. Mounted intothe glove box are accommodations for aniPhone or iPad in a waterproof pouch; asimilar waterproof option is offered for aUSB memory stick. The LX also gets whatKawasaki is calling a “heat-resistant” seatcover. The craft’s price raised a few eye-brows, particularly in light of Beattie’s state-ments that Kawasaki would no longer be a“discounted” brand. At $17,999, it holdsthe distinction of being the highest-pricedPWC currently on the market. t

Kawasaki Unveils MorePowerful, More Feature-Rich Ultras

PWCUPDATE

Murrieta is a town in Southern California, southeast of LosAngeles and just down the road from the fabled Lake

Elsinore Motorsports Park. Recreational opportunities aboundin this area — in addition to motocross, the nearby lakes invitepersonal watercraft, and the neighboring desert lures off-roadenthusiasts. The mountains to the north challenge sport bikeriders.

This may sound like dealership heaven, but there are chal-lenges: the population is spread out, and with so many opportuni-ties to choose from, a dealer could be run ragged trying to cater toeach and every customer group. Temecula Motorsports, based inMurrieta, copes by being organized, having the right people in the

right places, and by successfully implementing some innovativebusiness ideas. The dealership has won high praise for both aboveaverage sales and exceptional customer service.

The dealership opened its doors 20 years ago, and JeromeGilding and Phil Acton purchased it in 2008. “They came in with anew marketing strategy,” says Codi Hinkley-Greene, marketing director and events coordinator at Temecula Motorsports. “Theywanted to cater to all aspects of the motorsports market, from dirtbikes to watercraft, and both on- and off-road vehicles.”

Temecula Motorsports sells Honda, Suzuki, Yamaha, Kawasaki,Can-Am, Polaris, Spyder and Victory motorcycles, as well as Bombardier, Sea-Doo and Honda power equipment.

Temecula is extremely organized; for example, all the cruisersare in one area, subdivided by the brand, and further subdividedby the engine size. Quads are in a different area, and the commer-cial 4-wheelers are separated from the recreational and racingquads. This makes it very easy for customers to find exactly whatthey want, despite the size of the store and the number of differenttypes of products on display.

One employee is charged with greeting each customer as theycome in the door. “It is very important to the owners that every per-son who walks in is greeted,” says Hinkley-Greene.


DealershipDESTINATION

By Margie Siegal

The dealership not only sells retail, butalso sells to wholesale accounts and has anextensive mail-order business. Most brickand mortar businesses struggle with thelure of Internet sales, but Temecula takesthe market head on, beating the Internet-only retailers at their own game. The deal-ership offers to meet any validly advertisedprice, and offers free mail-order sales as away to cope with the large sales territoryand spread out population. It is much eas-ier for many customers to have parts, accessories and clothing delivered than it isfor them to drive long distances to thedealership.

The wholesale side of the business allows Temecula to sell JE pistons andother parts to race teams and other custombusinesses.

Marketing at Temecula is, like the deal-ership itself, carefully planned out. An im-portant aspect of Temecula marketing isoutreach to people who are not currentlyinvolved in motorsports, or, if they are riders, are not current customers of the dealership.

The biggest event of the year is the autograph party, which features top National motocross stars. “This is a multi-brand event,” says Hinkley-Greene. “TheOakley and Red Bull teams and many others come. We get 800 to 1,000 people,and 50 to 75 percent of the people whocome are not current customers.”

Temecula runs promotions at the nearbyMarine base, Camp Pendleton, encourag-ing the troops to learn to ride and then visitthe dealership. The business has good con-tacts with the many international groupswho come to the area to ride motocross.“We have people from Ireland, Germany,Australia and other countries coming hereto ride. We provide them with a shoppingexperience to complement their riding experience,” says Hinkley-Greene.

Kids in the Murrieta area don’t get to

see much snow. Temecula Motorsportsbrings in a snow machine to accompanySanta Claus at the Black Friday event everyyear. The snow piled in front of the storebrings in many new customers, who see thesnow as they drive by and stop to check itout. Other events include demo tours bythe OEMs, bike nights and contests postedon the dealership’s Facebook page andwebsite.

With motocross and off-road racingbeing an important part of local sports,Temecula sponsors motocrossers in junior,adult and vintage events, as well as com-petitors in quad racing and desert events.

Marketing doesn’t end when a customervisits the store. After a customer makes apurchase, employees are instructed to fol-low up, making sure that the customer ishappy with their selection and that all ques-tions are answered.

The challenge for Temecula’s website,which mirrors the challenge presented bythe large physical location, is how to organ-ize and present the numerous brands, after-market accessories, safety gear, andclothing and services offered by the dealer-ship. Although the website presents manydifferent pages, it loads quickly and is easyto navigate. The link to the online store isright on the home page. A parts finder isavailable, as are credit applications and anonline order form. There is a separate pagefor the used motorcycle selection, and eachused bike is posted online with out-the-door prices. In addition to its own website,Temecula maintains an eBay store for outdated items.

Temecula believes that it still has roomto grow, and plans to continue to grow itscustomer base through family-orientedevents. The dealership is planning barbecues and is establishing a ridinggroup. As Hinkley-Greene says, “We areexpanding from the fundamentals alreadyestablished.” t



By xxx

While it’s safe to say that Cardo Systems Inc. is an indus-try leader in the motorcycle Bluetooth communications

market, the company wasn’t always interested in motorcycles.Established in 2001, Cardo originally focused on the personalcommunications business. “In 2005, we saw a need for per-sonal headsets for motorcyclists, and in 2006 we releasedsome of the first motorcycle systems,” said Jamie Cheek, director of sales, North America. The company now exclu-sively focuses on the powersports industry, and was the firston the market to successfully implement Bluetooth-to-Blue-tooth communication up to a mile in distance.

Cheek says the company recognizes a need for Bluetoothcommunications across all powersports segments — fromtouring aficionados to off-roaders to UTV riders. In order tocater to virtually every type of rider, Cardo currently offersseveral versions of its headsets:

Q1 TeamSet: Features include Bluetooth stereo music shar-ing, a built-in FM radio, wireless passenger-to-driver commu-nication and software upgrade by mini USB port. MSRP: $259


Q3 Single and MultiSet: Includeseverything from the Q1 plus enablesusers to go bike-to-bike up to a halfmile in distance. Other features in-clude interchangeable speakers andboom mic.

G9 Single and PowerSet: The mosttechnologically advanced productfrom Cardo features bike-to-bikecommunication up to a half-mile andthe capability to connect up to nineriders at a time through advancedspeech recognition. Riders can alsocontrol music by voice command.The G9 also includes its own socialnetwork called the Cardo Commu-nity, which allows riders to becomefriends with other G9 users acrossthe U.S. A rider can register his uniton the online community, search forfellow community members andthen download them to his unit. Therider will then be automaticallypaired with these friends and canchoose to communicate with them

by voice command the next timethey ride together.

All Cardo products are designed for hel-met use and come with every type ofmounting bracket for each type of hel-met. This fall, the G9 versions will alsobe offered for snowmobile riders.

By purchasing a Cardo product, rid-ers gain a significant advantage in multi-ple areas, according to Cheek. They’reable to seamlessly communicate withtheir passengers and listen to and sharemusic, making long rides more enjoy-able for all parties involved. But per-haps the biggest gain is in the arena ofsafety.

“I’ve heard so many people say ‘Hey,your units have saved my life,’” saidCheek. “For example, maybe they’dbeen going around an overpass andsaw a deer and told the guy behindthem. They both could immediatelyreact versus not being able to communicate.”

The company can’t tell us what’s on

tap next, but judging by their work thusfar, we can expect it to be big. Cardowill be showcasing its array of productsat the inaugural AIMExpo with a partic-ular focus on its newest product, theQ3.

“Hopefully it’s a good show” saidCheek. “Most dealers and consumersare pretty familiar with our products. It’smore educational; it’s showing what wedo. The G9 takes some education andunderstanding of how it works, so welook forward to shows like this just toshow off what all it can do because noth-ing in the industry compares to it.” t


By Alisa Clickenger

There is a growing trend in the American marketplace towards promoting neighborhood economies andkeeping businesses local. Most of the motorcycle aftermarket companies focusing on manufacturing

products in the U.S.A. cite benefits ranging from increased quality control to being able to implement design changes faster. Making product in the U.S.A. also helps some companies produce in smaller quanti-ties, thereby being able to offer a broader range of products rather than investing great amounts of capitalinto narrow product lines.

“Keeping products domestic allows us to be quicker to market,” says Laura Klock, VP of Klock Werks Kustom Cycles. “We design in-house, completing all of the R&D and fitment close, and are then able to provide drawings and prototypes right to the manufacturer, often with a face-to-face visit to their facility.”

Face-to-face is an important part of keeping it local. Companies can directly view the type of facility theywork with, and can choose to work with manufacturers whose facilities align with values they think are impor-tant, such as environmentally-friendly practices, shop cleanliness and efficiency, among other values. AsCraig Johnson of CJ Designs says, “We design and manufacture our products either in-house or at a localmanufacturer. Therefore, I can be directly involved in the manufacturing of each product. It’s much more timeconsuming to offer lower-quality products and have to do damage control afterwards than doing good quality control on the front end.”


Made in the U.S.A. is not just good forthe motorcycle aftermarket companies.The national manufacturing infrastructurebenefits everyone by supplying jobs, creating demand for products, and evenenhancing business for local transporta-tion companies. “It is surprising howmany consumers do not realize howmuch “Made in the U.S.A.” affects ournation’s economy, not just the specificcompany that is selling the good,” saysBlack Dog Cycle Works’ Kurt Forgét. “Ithas far reaching benefits including rawmaterials, manufacturing machines,transportation, supplies, and all the ancil-lary services and personnel. We feel thatkeeping a manufacturing base in the U.S.is vital for a healthy economy in the longterm.”

Here in our own industry many motor-cycle aftermarket companies are not justusing “Made in the U.S.A.” as a motto,but making it a successful business phi-losophy. Here, we’ll introduce you tosome of those dedicated manufacturers.

Black Dog Cycle Works (BDCW)Kurt and Martha Forgét created Black Dog Cycle Works to feed their love of adven-ture riding. BDCW is based in Sandpoint, Idaho, the ideal proving ground for theirproducts, and the company hires craftsmen and craftswomen from the local commu-nity who care about their work and work to continually wow their customers with su-perior workmanship. That’s why all of BDCW’s own products, and the ones that theydistribute, are proudly made in the U.S.A.www.BlackDogCW.com


IMS ProductsIMS Products wasfounded in 1976 by dirttrack racer CH Wheat. In1995, Wheat was joinedby fellow off-road racerScott Wright. IMS distributesworldwide but stays true to its Southern Cali-fornia roots by giving back to the off-road community and do-nating to organizations like Ride Down. "We are a small familyowned company trying to make a good solid part," says Scott Wright.www.imsproducts.com

CJ Designs LLCCJ Designs, founded in 2008 by Craig John-son, designs, manufactures, endorses andsells parts that have been thoroughly testedby Craig himself who travels the Midwestextensively, mainly on trails in Wisconsin andMichigan. The company not only stamps a“Made In the U.S.” stamp on everythingthey do, but they also test and adventureacross the U.S. www.cjdesignsllc.com

Giant LoopGiant Loop began in 2008 with thehope of opening up new possibilitiesfor riders to explore the "magnificentplanet." The company started by sell-ing a single saddlebag available onlyonline. Now, Giant Loop strives toreach the world's community of riderswith their award-winning, innovative,Made In the U.S.A. luggage.www.giantloopmoto.com


Joan Krenning, aka Lady Road Dog, has embarked on a three-year, multi-state ridethroughout the United States on her 2013 Harley-Davidson Street Glide to promote the

“Made in America” theme. An inspiring lady with a colorful past, Krenning has been in themotorcycle industry for more than 20 years. She owns Design Wraps, a custom head wrapcompany that makes biker hats, skull caps, rhinestone bandanas, do-rags, constructionhead wraps, chemotherapy wraps and hats for cancer and hair loss patients. Follow hertravels on her website at www.ladyroaddog.com.

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Jesse Luggage SystemsJesse Luggage, in their 20th year manu-facturing and growing, takes pride intheir handmade products. To them, man-ufacturing in-house allows complete con-trol over quality and keeps costs down.When you call Jesse Luggage, you talkto someone who has had their hands onthe aluminum luggage and touring ac-cessories that they make.www.jesseluggage.com


Rick Mayer CycleRick Mayer Cycle handcrafts saddlesfor a custom-fit. "If it's molded, it'snot handmade," says Rick who listshis own email address on the site andencourages anyone to reach out tohim if they have questions. Each ofRick's saddles are hand crafted for anindividual fit and the covers are sewnby Rick himself. Because of that, notwo saddles are exactly alike. www.rickmayercycle.com

Klock Werks Kustom CyclesYou may have heard a little about the Klock family and the record-breaking Klock Werks racing team. They are currently located justfour hours east of Sturgis, at the home of the World’s Only CornPalace, Mitchell, S.D. Not only does the company break records, theydevelop parts from sheet metal stamped from real steel, all madeand tested in the U.S.A. "We make it quality, you make it Kustom," isKlock Werks' motto and they aim to provide riders with better parts,not to just flood the market.www.kustomcycles.com

Works Performance Products, Inc.In 1973, Works Performance Products began producing unique off-road shocks with a revolutionary damping system. Each Works shock is built to order based on riders weight, specific length requirements, chassis geometry and intended use. The company has no "one-size-fits-all" shock and for over three decades, that's been the Works philosophy: shocks custom-built to order.www.worksperformance.com

Trailmaster Adventure Gear Trailmaster Adventures was born out ofRob Watt’s love for adventure riding. Atfirst, the company was just a name thatWatt put on shirts and hats to sharewith friends, but Watt soon recognizeda need to have more space to carrythings like cameras, iPhones, snacksand personal items. Now, TrailmasterAdventures designs and manufacturesbags that fit in the hole of the crashbars to store those items.www.TmAdvGear.com

Roaring ToyzRoaring Toyz was founded by AMA racer Robert Fisher. AllRoaring Toyz parts are precision engineered in-house andextensively tested for exceptional durability and excellent fit.For more than a decade, Roaring Toyz has been a leader inthe world of custom motorcycles, building parts that definequality and the cutting edge of style. www.roaringtoyz.com

Ride Wright WheelsRidewright Wheels is the premiere outfitter for American-made custom spoke or wire motorcycle wheels and billetmag wheels. Ridewright Wheels is also a proud supporter ofmilitary heroes and partners with "Warrior Chopper," a proj-ect that helps recovering combat veterans build their owncustom bikes as vocational therapy.www.ridewrightwheels.com



LightspeedEVOADP LightspeedADP Lightspeed utilizes the latest technology in its develop-

ment processes to provide the best possible user experi-

ence, according to the company. Many of the company’s

associates have previously worked in dealerships or other

industry roles, and its reps will sit down in person with you

to review your business practices and processes to identify

ways to improve your operations. A variety of online demos

are available as well. - - - - - - - - - - - -For More Info:

www.adp.com

Technology continues to

evolve at a staggering

clip. Service providers

in the powersports

space continue to

improve and evolve

their products. Is your

current technology

platform working as

efficiently for your

dealership as it should

be? We've rounded up

the top service

providers in the

industry. Take a look at

what they have to offer,

and assess if your DMS

is delivering!

DMS Solutions


Lizzy/merX nizeXLizzy is completely Web-based, so dealers can access their data from

anywhere and on any browser, including tablets and smartphones.

From mobile service work to checking up on the dealership while

traveling, you’ll always have complete access to your data when you

need it. Your data is also completely encrypted and protected 24/7,

without the need for manual backups. nizeX has also released merX,

the industry’s first open-source, free integration software. merX is

free for vendors, and any BMS provider may also use it to integrate

with supporting manufacturers at no cost.- - - - - - - - - - - -For More Info:

www.nizex.com

DX1Dominion Powersports SolutionsDX1 is a first-in-class, cloud-based software that handles manage-

ment of inventory, sales, websites, marketing, customer relationships

and accounting functions. The operating platform features a single

sign-on entry point that enables one-click access to all business

applications. It offers real-time updates to inventory pricing and

metrics, along with key financial information.- - - - - - - - - - - -For More Info:

www.dominionpowersports.com

Guide

CommanderNEMIC Systems and Software, Inc.CommanderNE is an affordable server/client based solution running on Windows 7 and 8,

and is both 32- and 64-bit compatible. It’s interfaced with Quickbooks, HLSM, Partsmart,

PartsmanagerPro, Service Manager Pro, Honda IN and many more.- - - - - - - - - - - -For More Info:

www.commanderne.com


BiT DMSBiT Dealership SoftwareIn this day and age, a DMS with mobile access to

your inventory and prospects is key. This cloud-

based system doesn’t charge any initial fee and

offers the first 60 days free to the user. After the

first two months, fees are charged as low as $79

per month, and BiT doesn’t charge for price file

updates.- - - - - - - - - - - -For More Info:

www.bitdms.com

Counterman Dealer ManagementSystemSanta Maria Software, Inc.Counterman is a Windows-integrated DMS that allows users to

choose form up to 100 different vendor/supplier price books to

have retail prices and costs at their fingertips. Some OEM price

books are available for non-franchise dealers, which included

retail prices only. Price books are constantly updated with

quarterly updates mailed to current users on CD, in addition to

immediate online availability.- - - - - - - - - - - -For More Info:

www.counterman.net

SchedulePowerMotoAdvisorSchedulePower masterfully displays everything the

counter team needs to manage their complex needs.

New email service reminders notify customers of their

first and future services. SchedulePower also simplifies

life with integrated online scheduling that saves time

and hassle, appointment reminders that reduce no-

shows, and many other features that keep customer

promises.- - - - - - - - - - - -For More Info:

www.motoadvisor.com

ABILITY DMSAdam SystemsABILITY now features its Xcelerate cloud services platform, which allows clients to

access their applications from any Internet enabled device 24/7. It delivers greater

uptime, enhanced security features, reduced network management and top-flight

technical support, according to the company. ABILITY is a totally integrated suite of

Windows-based software that includes CRM, major unit sales and inventory, F&I,

accounting, payroll, and service and parts operations.- - - - - - - - - - - -For More Info:

www.abilitydms.com

DMS Solutions Guide


VX-PRO3AraiThe Pro3 features Arai’s Emergency Release Cheek Pad Sys-

tem, which allows the helmet to be easily removed from an in-

jured rider by trained emergency personnel. The helmet’s shell

is rounded instead of ridged, which, along with the rounded

chin bar, reduces its chance of digging in and twisting in a spill.

Other features include diffusing ventilation technology

throughout and a new “Nitrous” graphic. This helmet comes in

sizes XS-XXL. Solids retail at $559.95, while graphics ring in at

$689.95.- - - - - - - - - - - -For More Info: www.araiamericas.com

Evolve HelmetAnswer RacingFeaturing an aerodynamic, poly-carbonate shell exclusive to Answer Racing, the Evolve

helmet has oversized front and rear vent ports intertwined into its unique design to in-

crease airflow throughout the helmet for heat management and additional comfort.

The custom nose guard and mouth vent also increase airflow throughout the helmet

and provide maximum roost protection. Additional features of the helmet include an

adjustable visor for preffered height position; removable, washable and replaceable

comfort fit head liner/cheek pads with moisture wicking fabrics; and an enhanced

frontal ridge design to ensure protection and energy reduction to help diminish forces

from side and frontal impacts. The Evolve helmet meets and exceeds Snell 2010, DOT,

ECE, AS and SG. The retail price is $149.95, and the co-branded Rockstar and Skull-

candy model retails for $169.95.- - - - - - - - - - - -For More Info: www.answerracing.com


VFX-W Krack TC-2SHOEIThis Snell-approved helmet features

an AIM+ shell construction and dual-

layer EPS liner. Other features in-

clude an emergency quick-release

system, V-430 “sleek” visor, 3-D

Max-Dry liner system and a “sleek”

mouthpiece. It comes with a five-year

warranty and retails at $613.99.- - - - - - - - - - - -For More Info:

www.helmethouse.com

Must-Stock Lid ListEach season the tophelmet manufacturersunveil a new crop oftechnologicallyadvanced helmets, andthe 2014 class of lids isno exception. They'relighter, moreaerodynamic, offerbetter ventilation andwith racer replicas andflashy colorways,they're sure to turnheads!


FX-17 AFXThe AFX-17 helmet is labeled as lightweight and structurally

sound due to its poly-alloy plastic construction, and it also offers

eleven points of ventilation, with chin, side, rear and forehead

vents. The helmet includes both removable and washable cheek

pads, a hypoallergenic liner and a removable vented visor. Addi-

tionally, the helmet offers extra space in the ear cavity for riders

to place speakers. The AFX FX-17 features three new graphics:

the Inferno, the Factor and the Gear that are extremely durable

from the helmet’s protective clear-coat finish; however, there

are more color options available. The helmet is available in sizes

XS-3XL. The manufacturer’s suggested retail price is $89.95. - - - - - - - - - - - -For more info: www.afxhelmets.com

Three.4 HelmetFLY RacingThe poly-alloy shell construction of the Three.4 helmet

provides for a strong lightweight core. The helmet is also fas-

tened with durable, lightweight machined aluminum screws

and stainless steel D-rings and rivets that ensure strength and

longevity. Equipped with twelve intake and six exhaust vents to

form a multi-port air induction cooling system, the Three.4 hel-

met allows for massive airflow with both the cooling system

and the Expanded Polystyrene and comfort liner channels that

are intertwined in the helmet’s design. To guarantee more

comfort for riders, the helmet also contains a quick-release

washable comfort liner and cheek pads along with a removable

nose guard, which assists in keeping debris away from the rid-

ers’ nose. The retail price is $159.95.- - - - - - - - - - - -For More Info: www.flyracing.com

GM76XGmax Helmet, Inc.The Gmax GM76 features a lightweight DOT-

approved thermo-plastic modern shell

design and 17 vents for maximum airflow. A

plush removable and washable interior

allows for an adjustable fit, and the large

eyeport accepts most goggles and has an

integrated “Roost Reflector.” Two shell sizes

and three styro sizes allows the helmet to

comfortable fit a variety of riders. It retails

at $99.95.- - - - - - - - - - - -For More info: www.gmaxhelmet.com

Stealth Flyte Vega HelmetsThe dual-certified Stealth Flyte features a radical new shell and

advanced venting system. High-volume forehead intake vents and

rear multi-port exhausts maximize airflow to the interior. The

removable, washable liner is made with a combination of honey-

comb material and Coolmax fabric to efficiently wick away mois-

ture. Liner cheekpads are also removable. This helmet comes in

sizes XS-2XL in solids and graphics. It retails starting at $129.99

- - - - - - - - - - - -For More Info: www.vegahelmet.com



MAV-1 HelmetMSRComposed of a lightweight, precision molded polycarbonate shell, the MSR

MAV-1’s core is intertwined with molded-in dome ribbing for increased struc-

tural integrity. The comfortable, color-matched “quick snap” liner and cheek

pads incorporated into the helmet’s design are easily removable and wash-

able. Air inlets and dual-molded exhaust ports ensure airflow through the

shell’s interior, providing comfort to you riders. Also, the addition of the hi-air

velocity chin vent with a dirt filtering synthetic and metal mesh screen cre-

ates more airflow throughout the helmet but also protects riders from flying

debris. The MSR MAV-1 is Snell 2010 and DOT certified. The retail price is

$149.95.- - - - - - - - - - - -For More Info: www.msrmx.com

RX4 HelmetFulmer HelmetsIncorporating a new ultra-light polycarbonate design, the RX4 helmet inte-

grates a low-pressure exhaust airflow system and a moisture wicking pillow

soft interior to provide extra comfort to your riders. Also ensuring comfort to

riders are the padded D-ring retention system, padded chin bar, and extended

temple and Jaw EPS. However, what is really unique about the RX4 is that it is

one of the lightest helmets under $600, weighing in at only 1250g. DOT and

ECE 22.05 certified, the RX4 features Strike graphics in eight colors, but also

comes in flat black without the graphics. The helmet is available in sizes XS-

2XL.The manufacturer’s suggested retail price is $119.95. - - - - - - - - - - - -For More Info: www.fulmerhelmets.com


AX-8 EVO Q CODEAGV USAThe Super Super Light (SSL) fiberglass-Kevlar-Carbon constructed AX-8

EVO Q CODE helmet includes fully removable and washable interior

padding in breathable Dry Lex with hygienic treatment. The helmet

comes in three different shell sizes complete with SSL layering as well. Addition-

ally, AGV’s patented adjustable peak system is featured in the AX-8 EVO Q CODE’s

unique, vibrant design. Another component of the helmet is an integrated ventila-

tion system with a wide channel placed directly in the shell of the helmet for en-

hanced airflow and an improved aerodynamic penetration. In total, there are five

front air vents, two lateral air intake and two rear extractors inside of the helmet to

offer the proper amount of airflow to riders. The helmet is DOT and ECE 22.05

certified, and the retail price is $399.95.- - - - - - - - - - - -For More Info: www.agv.com

Zoan Synchrony MX HelmetMarshall DistributingThis helmet meets or exceeds DOT and ECE requirements. The thermoplastic com-

posite construction offers a lightweight yet durable design, while a combination of 10

intake and exhaust vents enhance air movement. The interior features an advanced

EPS in the head, cheeks and frontal areas, and the removable comfort liner and

cheek pads allow for easy cleaning and washing. - - - - - - - - - - - -For More Info:

www.marshalldistributing.com


Moto-9 CarbonBell HelmetsUtilizing an Ultra-light TriMatrix Composite Shell, the

Moto-9 Carbon helmet incorporates a magnefusion emer-

gency release system along with a magnefusion magnetic

strap keeper into its design. The helmet features velocity

flow ventilation to provide steady airflow and a flying

bridge visor with QuickFlip screws that allow for easy ad-

justments. Other advancements in the MX helmet include

an EPS-lined chinbar and a padded chinstrap with D-ring

closure to ensure comfort and safety for riders. Also

implemented in the Moto-9 Carbon’s design are an inte-

grated roost guard, providing deflection, and an X-Static

extended wear interior. The retail price is $549.95.- - - - - - - - - - - -For More Info: www.bellhelmets.com

Rush Taiga HelmetZox HelmetsContaining a shell made from injected thermoplastic resin,

the Rush Taiga off road helmet features a unique design

with a Hydrostatic and bacteriophobic treated interior that

is optimized, removable and washable. A high integrity

chin bar equipped with EPS is incorporated into the hel-

met’s design for additional security and more impact

resistance. Integrated ducts that direct airflow through the

helmet are also included in the helmet’s composition as

well as rear air extractors and comfort padding, which

lines the interior. The Rush Taiga helmet is DOT and ECE

certified and is available in two different shell sizes.- - - - - - - - - - - -For More Info:

www.zoxhelmets.com


RSD Clarity Derby CoversDrag SpecialtiesClarity Derby Covers give your rider the opportunity

to view their bike’s internal primary components

while on the go. They’re available in three styles:

Contrast Cut, Chrome and Black Ops. Each style is

CNC machined from billet aluminum, and hardware

and gasket are included with each cover. They fit ’04-

’13 XL models and ring in at $219.95 apiece.- - - - - - - - - - - -For More Info:

www.dragspecialties.com


MotoZen LeversBestemUSAThese levers, which come in multiple colors, are CNC machined

from 6061-T6 aluminum and feature all stainless steel hardware. A

six-position dial offers top-notch precision, while a foldable design

reduces breakage in tip-over situations. The lever’s expendable tip

can go from full length to shorty or anywhere in between. - - - - - - - - - - - -For More Info:

www.bestemUSA.com

Stubby ChubbySpringer RisersWild 1, Inc.These 2-inch tall risers were de-

signed for a low-profile look.

They’re available in show chrome

or satin black and only work on

factory Softail springer front ends.

The retail price is $225.95.- - - - - - - - - - - -For More Info:

www.wild1inc.com


Caddy Deluxe Universal Phone MountLeader Motorcycle AccessoriesThe eCaddy Deluxe now has a new and improved cradle that features open side arms for easier

button accessibility, a soft, no-slip plate for better grip, and slideable feet to adjust for power or

other plugs/buttons. It works with almost any phone with or without a case, and also works with

iPod/MP3 players. It retails starting at $84.99.- - - - - - - - - - - -For More Info:

www.leadermotorcycle.com

billet


Axle Side MountsBadlands Motorcycle ProductsThese mounting brackets offer riders a space to hang their license plates. They come in two designs:

the Speed Hole design, which comes in chrome or satin black powder coat, and the Crescent Wrench,

which comes in chrome. Either style will accept any Badlands Folding/Non-Folding Side Mount Back-

ing Plate Assemblies. Each mount retails at $129.95.- - - - - - - - - - - -For More Info:

www.badlandsmotorcycleproducts.com

accessories

MarketPlaceFind out more about the classifiedadvertisers in this issue online at www.motorcyclepowersportsnews.com/resourcecenter.

What Type of Direct MarketingInitiatives

Do You Have in Store for 2014?Simply the Best Lists:

Automotive Aftermarket, Truck Fleet & Powersports MarketsDon Hemming, List Sales Manager, Babcox Media, Inc.

Phone: 330-670-1234 x286Fax: 330-670-0874

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TO ADVERTISE IN CLASSIFIEDMARKETPLACE

CALL Roberto Almenar330-670-1234, ext [email protected]

64 Agust 2013 | Motorcycle & Powersports News

ADP Lightspeed ........................................15

Adran Tie Downs.......................................26

All Balls Racing ........................................23

Amrep Inc .................................................22

Arai Helmet Americas Inc. ........................56

Camoplast Solideal Inc .............................10

Cometic Gaskets .......................................37

Deltran/Battery Tender ............................12

Duro Tire/Wheel .......................................19

Fuchs Lubricants Silkolene USA ...............21

Fulmer Helmets........................................53

Giant Loop LLC..........................................33

Gibbs Technologies Inc. ............................25

Ikon Suspension .......................................11

Johnson Controls........................................7

K&L Supply Co. ...........................................3

Kandi USA Inc ...........................................58

Lonski and Associates, LLC.......................42

MBA Insurance..........................................13

Missing Link LLC.......................................54

Motor Trike ...............................................43

MTA Distributing .......................................45

Namura Technologies..........................28-29

National Cycle...........................................57

National Powersport Auctions..........Cover 3

nizeX, Incorporated ..................................32

Protective Asset Protection .....................31

Race Tech..................................................33

RKA Motorcycle Luggage ..........................44

Sam's Powersports Garage ......................39

Service Manager Pro ................................32

Short Block Technologies....................17, 35

Sudco International Corp..................Cover 4

Sullivan's Inc. ..........................................4-5

TAW Performance Distribution LLC ..........59

Vee Rubber America .................................62

Vega Helmet Corp. ....................................55

VP Racing Fuels Inc...................................61

Wizards Products/RJ Star Inc ...................63

XY Powersports ........................................27

Yelvington Trikes ......................................46

Yuasa Battery Inc. .....................................41

Zurich ........................Cover Callout, Cover 2


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