mpn july 2013

MotorcyclePowersportsNews.com

July

2013

V

OL. 39 N

O. 707.2013

4 July 2013 | Motorcycle & Powersports News

Volume 39 Number 7MotorcyclePowersportsNews.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 BlessingtonCyclepedia PressSam DantzlerSteve Dodds IIC.R. GittereRobin HartfielJeff HemmelSteve JonesMark Rodgers

ART

Sr. Graphic Designer –Tammy House

[email protected]

Essentials: Touring ApparelStylish and Functional ................................................................... 40

Essentials: CleanersWash, Polish and Protect .............................................................. 44

Essentials: UTV ProductsHot Part and Accessory Options for Side-by-Sides .................... 50

The Buzz AboutElectric MotorcyclesBy Robin Hartfiel

Official Publisher of the AIMExpo ShowDaily, Directory and Souvenir Program

Product Focus

Dealership OperationsFuel For Thought ................................................................................................................................................................... 6The Road Ahead by Colleen Brousil

ADP Lightspeed.....................................................................................................................................................................12Inventory Report

Does Your Dealership Hire Experienced,Sales-Focused Counter People? .......................................................................................................14Best Operators Club by Steve Jones

Powersports Values Show Predictable Seasonal Shifts....16Black Book Market Watch by Ricky Beggs

Scooter Maintenance ...............................................................................................................................................18Tech Tips by Cyclepedia Press

Nothing Like a Good Deal:Skills and Plans to Pefect Your Negotiating Style........................................20Peak Dealership Performance by Mark Rodgers

What’s Your Unique Value Proposition?.....................................................................22Web Savvy by Heather Blessington

Dealership Tour: Why Should F&I Care .....................................................................24Finance & Insurance by Steve Dodds II

F&I in the Service Department?Not as Crazy as it Sounds .............................................................................................................................26The Service Manager by C.R. Gittere

Yamaha Wraps Up Trade-In Program Aired to Garner More Buyers .......................................................................................................................................28PWC Update

212 Degrees: A Business Concept ..........................................................................................30Dealership Priorities by Sam Dantzler

Capital City Scooters: Community’s Passion is Contagious ..................................................................................32Destination Dealership by Matthew Bemer


The American Motorcyclist Association (AMA) in partnership with the SEMAAction Network (SAN) hosted the Fuel for Thought Rally on Capitol Hill last

month in an effort to raise awareness of the corrosive effects of ethanol-blendedgasoline on motorcycle engines and the dangers of consumer misfueling.

Ethanol’s chemical property poses a risk to older cars and motorcycles, asthese vehicles weren’t constructed with ethanol-compatible materials. Ethanolabsorbs water, which can lead to metal corrosion. It can also dissolve plasticsand rubber.

The EPA has made it illegal to fuel pre-2001 vehicles and motorcycles withE15; however, the EPA only requires a warning label on the pump. E10 fuel hasbeen labeled as safe for use in motorcycles, but the debate continues as to itslong-term effects on powersports units.

In response to the Fuel for Thought Rally, Renewable Fuels Association's di-rector of market development Robert White held a teleconference to discussethanol fuel and motorcycles. In the teleconference, he stressed that motorcy-clists should not use E15 fuel and went on to explain that E10 is the approvedethanol fuel for motorcyclists.

On the call, a service advisor for an award-winning auto shop and de factotechnician for the Iron Order International Motorcycle Club, Bryan O'Neill,claimed that in his 20 years of industry experience, he has seen zero problemswith E10 in motorcycles, "from brand new engines to older, classic engines."

That claim sparked skepticism from one MPN reader. “With 20 years experi-ence, he has not seen any evidence of trouble with E10?” said reader Tony in anonline post. “We see the bad experiences of using ethanol blended fuels every-day. From corroded out carbs to overheating from phase separation of ethanolfuels. And when you get into smaller engines the troubles are even worse. Weget better fuel mileage and better performance with non-ethanol fuels. To be-lieve that there is no difference is absurd. We have done our own experimenta-tion, not in a lab, but with everyday vehicles, and the proof is there.”

The debate over ethanol isn’t likely to simmer down anytime soon, nor canwe expect to see less of the mix in our fuel in the future.

So how best can dealers handle the question? Education is key. Your serviceadvisors can lead the charge and engage in a conversation about fuel choiceduring service check-in to ensure that your riders are making the best decisionsfor their personal riding situation. t

Fuel For Thought

AHEADTHERoad

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By Colleen Brousil

IndustryInside the


> Suzuki to Participate in Inaugural AIMExpo

The American International Motorcycle Expo (AIMExpo), incollaboration with Suzuki Motor of America, Inc., has an-nounced that Suzuki will be a founding OEM participant in theinaugural event, scheduled for October 16-20 in Orlando, Fla.Suzuki will introduce new 2014 motorcycles and ATVs, host itsdealer body with exclusive VIP functions and conduct demorides on select products.

Suzuki has long been one of the most recognized names inpowersports, thanks to its full lineup of high-performance prod-ucts for on- and off-road enthusiasts. Additionally, Suzuki is cur-rently enjoying a year-long celebration of 50 years in the USA.

“Suzuki recognizes the exclusive opportunities that are of-fered by AIMExpo’s ground-breaking platform,” said MikeWebster, president, Trade Show Division of Marketplace Events.“The ability to introduce 2014 products to their dealers as wellas consumers and media is precisely what we intended whendeveloping the AIMExpo vision. We’re thrilled to welcome theSuzuki brand and look forward to this important partnership.”

Suzuki offers the best-selling GSX-R sport bikes, one of themost successful lines in all of motorcycling, as well as the cham-pionship-winning RM-Z motocross models that have helpedmake the brand a household name. The latest iterations ofthese motorcycles along with Suzuki’s full lineup of Boulevardcruisers, DualSport models, scooters, and KingQuad ATVs willall be present at AIMExpo this October.

In addition to its display in the Main Hall at the OrangeCounty Convention Center and its demo presence at AIMExpoOutdoors, Suzuki will also use AIMExpo as an opportunity toconduct VIP activities with dealers where they will not only havea chance to be educated on the new performance capabilities,but also experience these enhancements firsthand. Suzuki seesthe event as an ideal way to connect with both current andprospective dealers.

“We are very excited to be a founding participant at the firstever AIMExpo event,” said Suzuki Motor of America, Inc. Mo-torcycle/ATV vice president, Larry Vandiver. “The unique formatand location of the AIMExpo gives Suzuki the opportunity toshowcase our class-leading product to not only the public andthe media, but it also gives us an opportunity to host our dealernetwork and invite them to share in some VIP experiences withus while attending the show.”

AIMExpo will be held on October 16-20, 2013 at the Or-ange County Convention Center in Orlando, Fla. For more in-formation, visit the AIMExpoUSA.com website, and stay tunedto MPN for more AIMExpo news. t

> Yamaha Motor Corp. Raises $60,000 for Feed the

Children Oklahoma Relief Fund

Yamaha Motor Corp. U.S.A. recently raised $60,000 throughgenerous donations from its dealers at a charity auction to ben-efit the Feed the Children Oklahoma Relief Fund.

MotorcyclePowersportsNews.com 9

Feed the Children is one of Yamaha Motor Corporation’s official corporate charities. Due to the recent tragic events inOklahoma, Yamaha spurred its employees and dealer networkto action at its recent national dealer meeting in Las Vegas.Racing memorabilia, including helmets, leathers, gloves, auto-graphed racing bodywork and more, was auctioned off to at-tending dealers. All of the money raised will go to the relieffund.

“Yamaha is proud to support the Feed the Children Okla-homa Relief Fund, and honored to work with such a great net-work of dealers who are ready and willing to help those inneed,” said Bob Starr, general manager of national communica-tions for Yamaha Motor Corporation U.S.A. “Yamaha dealersare huge racing fans, and they generously opened their walletsto bid on some very special memorabilia — all with a focus onhelping provide relief to the victims of the terrible devastationthat resulted from the tornadoes in Oklahoma.”

Yamaha has worked with Feed the Children for more than 10years, raising several hundred thousand dollars and feedingtens of thousands of children. Feed the Children is an interna-tional and nonprofit relief organization that delivers food, medi-cine, clothing and other necessities to individuals, children andfamilies who lack those essentials. t

Tucker Rocky/Biker’s Choice Announces Strong Pres-

ence At American International Motorcycle Expo

American International Motorcycle Expo (AIMExpo) has an-nounced that Tucker Rocky/Biker’s Choice has committed to astrong presence at the inaugural AIMExpo.

The distributor will take advantage of the opportunity tomeet with media and dealers during the show’s dedicated tradedays. Texas-based Tucker Rocky/Biker’s Choice will showcaseseveral of its key brands including Speed and Strength, First-gear, Twin Power, Answer, ProTaper and others.

“We’re all pretty excited here about hav-ing the opportunity to take the plunge intosomething truly new that has the potentialto have a profound positive effect on the in-dustry. We really need this,” said Hank Des-jardins, VP marketing, Tucker Rocky/Biker’sChoice. “We think the timing of the showwill give dealers a valuable jump on 2014 interms of planning their product assortmentswell in advance of the season. There’s eventime to take advantage of what the dealerssee at the show for the upcoming holidayseason.”

In addition, Tucker Rocky/Biker’s Choicewill connect its brands to consumers throughnational retailer and AIMExpo exhibitorCycle Gear. The retailer will stock an ampleinventory of Tucker Rocky/Biker’s Choiceleading brands, ensuring consumers havethe opportunity to purchase from the lineupduring the consumer days of the show.

“Tucker Rocky/Biker’s Choice gets it. They clearly see this asthe future platform for the motorcycle industry,” said Larry Lit-tle, Marketplace Events motorcycle group VP and general man-ager. “We sincerely appreciate their comprehensiveparticipation and admire their creative, thoughtful utilization ofthis new show platform.”

Inside the Industry

10 July 2013 | Motorcycle & Powersports News MotorcyclePowersportsNews.com 10

Added Desjardins, “We see the AIMExpo model as the truefuture for the industry. The opportunity to highlight our keybrands by revealing new products to the assembled media; in-teracting with and educating dealers and consumers about ourproduct lines; and doing it all in one place at one time, at theright time of the year shouldn’t be revolutionary, but it is! Andbest of all, the show concept is sure to energize both power-sports dealers and consumers in a way that we’ve not seen inNorth America.” t

> Gart Sutton & Associates Announces Fall Schedule

of Management Courses

Gart Sutton & Associates Inc. (GSA) has announced its fallschedule of two-day management workshops. As part of the In-Depth Dealership Education, Accountability & Leadershipeducation system, these classes are designed for departmentmanagers, general managers and dealer principals.

“Learning a process does nothing unless it gets imple-mented and maintained,” said Steve Jones, course developerand trainer.

Students will learn the latest best business processes to in-crease productivity, profitability and customer retention. Theywill analyze actual dealer 20-club data composites to gainknowledge of the measurements required for effective manage-ment and employee accountability. GSA provides currentdealer and industry benchmarks as baselines for goal-setting

and performance tracking.The workshops also cover personnel management compo-

nents such as recruiting, hiring and motivating employees. Par-ticipants receive comprehensive workbooks and CDs containingforms and job aids.

“We’ve worked hard to bring together some of the best train-ing materials and combined them with the latest thinking of top-performing dealers,” said Steve Dodds, a GSA trainer andconsultant. “We did this because you don’t necessarily need toreinvent the wheel, but you need to make it better every time.”

Interested dealers can view the Fall schedule and learn more atwww.gartsutton.com. t

> Suzuki Motor of America Hires PR Coordinator

Suzuki Motor of America Inc. (SMAI) recently hired Frankie Gar-cia for the newly created position of PR coordinator. In this role,Garcia will work closely with motorcycle journalists coveringboth the off-road and street motorcycle markets.

“Suzuki has a great opportunity right now to share its newproducts with the media,” said Garcia. “I’m excited to getstarted and help communicate all the great features and per-formance of the Suzuki product line to the media.”

Garcia began riding motorcycles when he was just two yearsold. He’s raced everything from motocross events to the famedDaytona 200 road race. Garcia most recently worked for Motor-cycleUSA.com as a writer and test rider. t

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

June 20131,646 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%

14%

76%

4%

10%

86%

12%

22%

66%

10%

22%

68%

12%

22%

66%

18%

16%

66%

Iknow it sounds like a broken record, butthe best keep getting better. The Top 5

keep growing sales year-over-year. Theyare also holding a strong 26 percentgross profit margin for the overall store.It is good to see that margins have in-creased for the group and the NationalNorm as well.

The parts, garments and accessories(PG&A) department is a very importantpart of your overall business. As you cansee, it provides between a 1/4 and 1/3 ofthe overall store gross profit. Havingwell-trained staff with the proper attitudeand aptitude for their positions in this de-partment is critical to maximizing your re-turn on investment. Do a little analysis ofyour own operation. Has your parts man-ager been through parts managementtraining? Is he or she implementing allthe processes necessary for this depart-ment such as printing reports on slow-moving inventory and monitoringmargins and turns by category? Is therean open-to-buy process for maintainingand controlling inventory levels? Is PG&Aproperly categorized in your computer soyou can track sales by category effec-tively?

In part one of the department num-bers, we see some reduction in volumefor the group and the National Normdealers. However, the Top 5 have increased sales as compared with lastyear. The number for PG&A per vehiclesold seems low, but keep in mind that itis relative to unit sales. As unit sales goup, the average PG&A per unit tends todecrease and vice versa.

Margins are something you shouldcontinuously monitor. They look good forthe group and National Norm until yousee how much better they are for the


By Steve Jones

BESTOperators

CLUB

Does Your Dealership HireExperienced, Sales-Focused Counter People?

CHART 1

Total Store Sales Year to Date $2.7 mil. $4.0 mil. $3.7 mil.

Total Store Sales Change from Previous Year 0.2% 20.2% -3.4%

Total Store Gross Margin Percent 23.8% 26.3% 25.6%

Gross Margin Percent for Previous Year 21.2% 26.2% 24.2%

Contribution to Total Store Gross Profit:

PG&A Department 27.9% 33.9% 25.3%

Logged Working Contacts: Percent of Change

from Previous Year -9.1% 19.4% 1.1%

Door Swings: Percent of Change from Previous Year -11.5% 17.0% -8.5%

Gross Profit per Employee Year to Date $47,493 $61,190 $54,764

GROUP TOP 5 NATIONALNORM DEALERS NORMTotal Store Stats

Invoice Volume Percent of Change from Previous Year -9.9% 12.7% 0.5%

Operating Profit Percent Change from Previous Year -0.7% 1.2% -0.5%

Percent of Inventory Obsolete 15.5% 1.9% 8.9%

Parts Inventory Turn 5.1 7.8 4.5

Clothing/Access. Inventory Turn 2.2 3.2 2.6

Average Number of Customer-Facing Staff, Year to Date 3.6 5.4 4.6

Gross Profit per PG&A Employee, Year to Date $49,920 $66,752 $50,540

GROUP TOP 5 NATIONALNORM DEALERS NORM

PC&A Dept Stats – Part 1

PG&A Sales Change from Previous Year -2.4% 8.8% -3.9%

Total PG&A Gross Profit Per Vehicle Sold $801 $1,085 $768

Parts Margin 35.3% 41.2% 34.7%

Clothing/Access. Margin 30.6% 35.7% 30.5%

Personnel Expense as a Percent of Department

Gross Profit 38.7% 22.2% 34.6%

Change in Department Selling Margin from Previous Year -0.1% 1.6% -0.4%

GROUP TOP 5 NATIONALNORM DEALERS NORM

PC&A Dept Stats – Part 1CHART 2

CHART 3

Part 1

Part 2


Top 5. Part of this is due to the Top 5 tak-ing advantage of volume discounts andspecial purchase programs. Part of it isenforcing discounting policies. Part of itis minimizing slow moving inventory soyou don’t have to discount it when itturns obsolete. By the way, these dealersdo not discount parts to sales or service.Otherwise, they would be unable to becompared with the rest of the dealers. Ifyou want to compare with these num-bers, you will have to adopt the samepolicies.

As I have said in the past, personnelexpense as a percent of departmentgross profit is an important tool to deter-mine your staffing levels and compensa-tion programs. Check out the hugedifference in this number between thegroup and National Norm comparedwith the Top 5. Anytime you can getgood volume with high margins andkeep personnel expenses under 30 per-cent for this department, you are doinggood. 22 percent is phenomenal. Now,

look at the gross profit per employee inpart two. The right people with the righttraining are what allow them to have lowpersonnel expenses as a percent of de-partment gross profit.

Part two shows a good increase in invoice volume for the Top 5. Part of thisis due to the effectiveness of the counterstaff. However, I suspect these dealersalso market and promote their PG&A departments.

The obsolete inventory numbers arealways somewhat flakey as they mayhave large quantities of product that hasbeen written off for tax purposes. However, you should be targeting 15percent or less as a realistic figure forPG&A that has not turned once in 12months. Once it hits this point, get rid ofit — send it back, discount and sell it, donate it, or write it off and dumpster it.

Are you hiring minimum-wage counterpeople, or do you have trained salespeo-ple in those positions? Look at the num-bers for gross profit per employee —

how do you compare? This is where therubber meets the road. Are they able todo the job? Do they need to be re-placed? If they have the aptitude for thejob and the proper attitude to do it well,consider providing ongoing training tokeep them at their peak. t

Steve Jones, GSA senior projects manager,outlines dealerships’ best business prac-tices to boost margins, increase profitabilityand retain employees. His monthly columnrecaps critical measurements used by theleading 20-group dealers. Access to thenew Voyager 5 data reporting and analysissystem is available to any dealership fornominal fee. For more information onGSA’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.

By Ricky Beggs

Powersports Values ShowPredictable SeasonalShifts

MarketWatchBlack Book

Percent May June Change

ATV $3,561 $3,563 0.10%

Cruiser $8,880 $8,973 1.00%

Jet Boat $18,232 $18,486 1.40%

Off-Road $2,578 $2,582 0.20%

On/Off-Road $5,067 $5,098 0.60%

Scooter $1,988 $2,008 1.00%

Snowmobile $4,109 $3,999 -2.70%

Street $7,243 $7,316 1.00%

Utility $7,117 $7,169 0.70%

Watercraft $5,541 $5,616 1.40%Av

era

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Us

ed

Va

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s


Personal watercraft and jet boats areup by 1.4 percent, reflecting the arrivalof warmer weather. As expected, snow-mobiles currently are non-players atthe auction level, dropping another 2.7percent this past month, and there’seven less activity on the retail side.

ATVs, which have been declining invalue over the past several months,have risen slightly by .1 percent. Whilethis is not a very large increase, andrepresents no change from last month,that is a major deviation from the largedrops we have been reporting recently.

Even though they are not brokenout individually from the street seg-ment, sport bikes have also seenhigher than average upwards changesin price, especially for clean, late-model units.

The larger domestic V-Twins havealso seen a bit higher than averageprice appreciation this month, whilethe smaller displacement units (thinkSportsters) are only up slightly. t

May to JuneUsed Unit Value Change

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

The motorcycle and powersports market picks up right where we left off lastmonth with numbers that look very similar to what we’ve seen in the previ-

ous couple of months. Values are up where they should be, but by very smallamounts. Most segments (cruisers, off-road, on/off-road, scooter, street and util-ity bikes) are up between .5 and 1 percent with the following exceptions:

High gas prices and a wider range of model types have ele-vated the scooter in American eyes. Large displacement

maxi scooters like the Suzuki Burgman 650 have given scootersthe power and comfort to be at home on American interstatesand high-speed highways. Small displacement scooters aremore efficient than ever with MPG ratings reaching into thetriple digits.

With more and more scooters on the road racking up miles,there is a greater need for service work on these machines.

Scooter Maintenance Items

Scooters need oil changes, air filter replacements and valve

clearance inspections just like motorcycles — beyond this, they

also have their own set of specific maintenance needs.

Accessing Components

Scooters are usually covered up with bodywork. Often there will

be built-in maintenance covers for accessing items like carbu-

retors, batteries or spark plugs. Removing the cargo box under

the seat often gives great access to the engine from above.

Servicing Exhaust

On many scooters, the exhaust system must be removed totake off the rear wheel. Have new exhaust gaskets on hand, especially if you work on the same scooters often.

CVT and Centrifugal Clutch

The centrifugal clutches wear over time. The clutch-shoe

linings and drum inside diameter need to be inspected periodi-

cally and any time the clutch is slipping or failing to disengage.

Most scooters use a belt and pulley CVT system for an auto-

matic transmission. The belt condition should be inspected reg-

ularly. Often there are specifications for minimum belt width

and maximum deflection. Pay particular attention to the direc-

tion of the belt rotation. Make sure the pulley faces are clean

and smooth. Check for oil, water and dirt contamination of the

belt and pulleys.


Scooter Maintenance

TipsTECH

Cyclepedia Press LLC


Final Drive Lubrication

The CVT on the scooter doesn’t directly drive the rear axle. A

final reduction gear set transmits the power from the CVT to the

rear axle. This gear set must be lubricated with gear oil, which

oil should be changed regularly. Hypoid gear oil is often the

specified lubricant for these gear sets.

Oil Injection System

Scooters are some of the last remaining street vehicles that use

2-stroke engines. The 2-stroke scooters do not have recircu-

lated engine oil; they use a total loss oil injection system. The oil

tank must not be allowed to run dry. If the oil tank runs dry, or if

the oil lines are disconnected, air can get in the oil injection sys-

tem and block the flow of oil even if the tank is refilled. The oil

lines need to have the air bled out any time the lines are discon-

nected or the tank is run dry.

Brakes

Scooters brakes have about as much in common with ATVs as

they do motorcycles. Unlike a motorcycle, scooters often have

parking brakes that need periodic adjustment. Linked brakes

are very common in scooters, and these systems can have spe-

cific air bleeding instructions. In addition, scooters have a brake

switch to prevent the engine from starting if a brake is not ap-

plied. If the scooter engine refuses to start, this switch should

not be overlooked. Consult the service manual for the particular

model for brake system inspection and maintenance

information. t

Cyclepedia Press LLC authors powersports service manuals,a specification database and training modules to helptechnicians efficiently service ATVs, motorcycles, scooters andside-by-sides. Each month, Cyclepedia examines real life shopscenarios with recommended tech tips for handling theproblems encountered. For more information about Cyclepediamanuals and professional products, visit www.cyclepedia.com.


My last article covered several key ne-gotiating concepts including the

price/value customer continuum, tactics toavoid, and ways to link the relationship toprice and customer experience. Here are afew more components to consider beforegetting into specific tactics.

Design, Develop and Articulate Your

Inimitable Marketplace Superiority

Why should someone do business with youand not another dealership? I go throughthis exercise with hundreds of dealershipsevery year, and you’d be shocked at howmany dealers can’t answer that question.Incidentally, having a “great selection,”“friendly staff” and a reputation as a“dealer who cares” don’t count as threereasons.

Understand Your Product Mix

I always like to sort motorcycle inventoryconceptually into three categories: fast-movers, high-potential and at-risk. The fast-movers are the bikes I know are going tosell at full-margin without any additional in-centive. High-potential units are ones Ithink can sell at a great margin without ad-ditional incentive, and at-risk refers to thoseunits that cost me flooring space and oftenrequire additional incentive to move.

Build Value; Don’t Discount Price

What’s valuable to a customer? Well, cus-tomers have different triggers. But if youcan save them time, energy, effort andstress while teaching them something ormaking them feel important, you’ve created value adds.

I’m also a fan of packaging additionalproducts and services that will enhance thecustomer’s experience: same-day serviceturnaround, gear or accessory packages, orpromotional pricing on eligible back-endprotection such as service contracts ormaintenance plans. What about a two-year

service contract for $1?I know that your accountant would call

this a price reduction in that the cost ofthese items need to come from the grossmargin of the motorcycle, but this is thelesser of two evils; it preserves the brandand price integrity, plus it makes doingbusiness with you more distinct and harderto compare with other buying experiences.

Get Off the Floor and Into Your Office

Your office should be a bastion of profes-sional persuasion. Awards, certificates anddiplomas must be displayed. Pictures andtestimonials from deliriously happy cus-tomers should be seen. Keep the placeneat, organized and show you know whatyou’re doing.

That way, the moment a customer asks,“What’s your best price?” you can reply, “Idon’t know, let’s go talk about it.” And startwalking toward your office.

Attempts at so-called “track-switching”can be problematic (as can any aspect ofnegotiation). “What’s your best price?” thecustomer growls. “Price is easy,” you smile.“Finding the right bike is the hard part.”

“Great,” sneers the customer. “Then thehard work is over. How much for the SuperGlide?”

You need a substantive contingencyplan once you get into that office.

Keep the Bike in the Picture

It’s important for the motorcycle to be a realentity and not an abstraction. For motorcy-cle people — both buyers and sellers —bikes are works of art. A constant reminderof that for both of you isn’t a bad idea.Place the motorcycle in direct view of bothof you, or pull out the biggest brochurebeauty shot of the bike that you have,crease the brochure, and position it whereyou and the customer can see it. Keep thefocus on that gorgeous motorcycle.

Build Emotional Attachment

Say something like, “Tell me what you really like about that 2013 Harley-DavidsonSuper Glide Custom — an excellent choice,by the way.”

Much like when your waiter tells youthat you’ve made an excellent choice afterordering the salmon, you’re using flattery asa persuasion tool when you tell your poten-tial buyer that the bike he or she is consid-ering is an excellent choice. Everyone, evenwhen they know it is being used, is power-less against it.

By asking customers to reiterate their attraction to a specific bike, you’re actuallyasking them to sell that motorcycle tothemselves. When they publicly proclaimwhat they like about something, they’regoing on the record. And, according to research, that means they’re less likely tochange their minds.

Ensure the Fit: Physical, Aesthetic and

Financial

Your job as a salesperson is to make surethe motorcycle fits the customer physically,aesthetically and financially. At this point inthe negotiation, you want to reiterate theconversations you’ve already had, ensuringthat you have conceptual agreement onthe bike and the purchase specifics.

If you haven’t had these conversationsor taken these actions yet, go back and doso. In sales, as in cooking, sequence mat-ters. Here’s how to move to the next se-quence in the negotiation process:

“OK, so you’ve sat on the motorcycle,taken it for a ride and are certain that thisbike fits you physically. Is that correct?” Ifthe customer’s answer is no, there might becustomizations needed to make the seat,handlebars or pegs fit.

“I’ve already mentioned that oursavviest customers put 20 to 25 percentdown ... ” Always use substantial downpayment figures. It’s better for customers

By Mark Rodgers

Nothing Like a Good DealSkills and Plans to Perfect Your Negotiating Style

PEAKDealership

PERFORMANCE


because they will build equity quicker, andeven if they don’t have 25 percent to putdown, they might have 15 percent. That’sheaps better than zero percent.

“As I explained earlier, a real-world,fully-protected monthly payment estimate,including approximates for gear, acces-sories and typical coverage on a purchaselike this, would be between $430 and$450.” It’s imperative that you disclose anymonthly payment estimate that includesitems besides the motorcycle.

“Finally, you understand that we require a good faith deposit of $1,000?And if everything works out, you’re pre-pared to do that today, correct?”

Here’s why these expectation framing fi-nancial conversations need to be had dur-ing the purchase process: You don’t wantany surprises. Service consultant GalenRoyer likes to say, “If you have to go ugly,go ugly early.” He’s right. You don’t want toget five customer visits into the salesprocess with a $25,000 motorcycle andthen have that customer think he can getaway with a monthly payment of $110.

State your price simply and confidently.Don’t refer to it as an asking price. That justinvites drama.

For a fast-moving or high-potential bike:“This motorcycle is $14,999, plus freightand setup. As we discussed, a real-world,fully-protected monthly payment estimate,including approximates for gear, acces-sories and typical coverage, would be be-tween $430 and $450.”

For an at-risk motorcycle: “This motorcy-cle costs $14,999, plus freight and setup.As we discussed, a real-world, fully-pro-tected monthly payment estimate, includ-ing approximates for gear, accessories andtypical coverage, would be between $430and $450. You should also know that thisweek on this motorcycle we are offeringyour choice of a $750 value package. Youcan choose $750 of gear, accessories orprotection packages.”

Stuttering and stammering your waythrough this process indicates that you’renot sold on your position.

Be prepared for your customer to say, “Ican do better somewhere else.” Ask this ofthe potential buyer who says that: “Are youlooking for a cheap price on a motorcycleor a great all-around buying experience?”

The buyer will most likely respond thathe or she wants a great experience.

Cue your next line: “That’s exactly whypeople do business with us! We’re ranked

in the top 10 percent in the country for cus-tomer satisfaction. We provide same-dayservice, and when you buy from us, you getnot only my personal cell phone number,but also our dealership principal’s cell num-ber. So if you have questions, you alwayshave someone to call for answers.

“If all you’re looking for is a cheap price,I can guarantee you that you’ll be able tobuy this motorcycle for less somewhereelse. But if you really want a great dealer-ship experience, there is no place betterthan right here.”

And if the customer insists that youmatch someone else’s discounted price orthreatens to walk if you don’t, let him walk.You can’t afford that person’s business. AndI don’t mean financially; I mean psychologi-cally. This person is going to grind you oneverything. Why? You taught him to.

Leverage Quid Pro Quo

Offer to waive the freight charge but tellthe customer it involves a quid pro quo –a Latin term meaning “this for that.” Saysomething like this: “We’ll waive thefreight and setup fees, and you write us atestimonial about how much you enjoyed

doing business with our store. Fairenough?” Feel free to substitute “refer-ral” for “testimonial.”

Never give without getting. Be willing torespond to tough negotiators like: “You’dlike a lower price? What included in thevalue package are you willing to forego?The roadside assistance? The tires for life?Having the dealership principal’s phonenumber?”

You won’t win every battle, but it’s unac-ceptable not to be prepared. So lose the“What do I have to do to put you on thisbike today?” vibe, and develop the skillsand plans to negotiate strongly. Your accountant, your employees and your customers will be glad you did. t

An award-winning author, top-rated trainerand founder of Peak Dealership Perform-ance, Mark Rodgers holds a master’s de-gree in adult education and the NationalSpeakers Association Certified SpeakingProfessional designation – only 500 peoplein the world have this coveted recognition.Contact [email protected] to improve your performance.

Every dealership has a quality that’suniquely its own. In some cases, this trait

is a specialty service or product; in others,the business culture makes the dealershipstand out from the rest. Whatever yourunique value proposition is, you need tocapitalize on it in all of your sales and mar-keting efforts.

Dealers come to our marketing team forhelp with strategy, and they begin rattlingoff a bunch of information about their busi-ness, which generally includes the percent-age of sales in new and pre-owned vehicles,service and PG&A. This is need-to-know in-formation; however, it is likely that a com-petitor has a similar business model.

In order to help the dealer define whothey are, we ask them to “tell us what isunique about your dealership.” If that ques-tion stumps you, this article will help you an-swer the question and provide you withideas on how to execute marketing initia-tives that promote your unique qualities.Let’s start with these questions:

• Does your dealership have an interest-ing history?

• How do your customers perceive yourdealership?

• Are you known for your wide selec-

tion of a particular brand, vehicle orproduct?

• What do you sell or service that can’tbe easily found elsewhere?

Next, let’s focus on the types of dealershipswhich are common, so you can see whereyou fit in:

Family-Owned: Many dealerships arehanded down through the generations andinclude employees that are family members.Oftentimes, these dealerships bear the fam-ily name. There is a great upside to market-ing longstanding family businesses; theytend to be committed to the industry andhave loyal customers because they have es-tablished a business reputation overdecades that drives repeat business.

Event-Driven: Are events a core part ofyour marketing strategy? Dealerships thatregularly organize rides, host holiday partiesand throw wild events starring bikini babeshave established a social culture for theircustomers. These dealerships are givingtheir customers what they want. And whenthey sell a bike, they are selling a lifestylethat they help nurture and support.

Local Destinations: Some dealerships aredesigned to be showcases with amazing ex-

terior architecture, interior displays or byvirtue of their massive square footage. Theattractive appearance of these dealershipsmakes them a destination for riders nearand far. A showcase doesn’t mean that thedealership has to be bright, shiny and new.We have all seen and heard about busi-nesses that have been built around the cul-ture of the city or state in which they reside.Often, the exterior is “down home,” whichdraws customers in based on its welcoming,approachable appearance.

Charismatic Leadership: Some dealersare successful because the leaders and/orstaff have genuine charisma. These individu-als make others feel at ease by entertainingor humoring them. As a result, people natu-rally gravitate and trust them. When a deal-ership is led with the charismatic charm of aparticular person, that leader is essentiallythe dealership. They are the brand. They arewhat drives customers through the doorand keeps them coming back for more.

Specialty: Examples of dealers capitaliz-ing on specialty markets would be onesthat exclusively sell pre-owned vehicles,one-of-a-kind customized bikes or uniquebrands that are not readily available. In theright market, building a reputation around

By Heather Blessington

What’s Your Unique ValueProposition?

SAVV

YW

eb

a specialty is usually very successful and lucrative when marketed strategically witha consistent message.

Market It: Once you’ve defined yourunique value proposition — exploit it inevery way possible! Model your marketingstrategy around it, and you will reap the re-wards of success. Here are a few examplesof dealerships that have made the most oftheir unique value proposition.

Laidlaw’s Harley: This dealership kicksout a monthly event calendar to promote itsdaily specials (yes, I said daily), promotionsand happenings. Their MVP membershipprogram allows customers to take advan-tage of special rewards weekly. The servicecenter offers gift cards for customers whobring in their bikes for regularly scheduledservice, and they organize weekend rides tokeep their customers connected. Customersare accustomed to their packed calendar ofevents, which drives them to the website tocheck out what they can take advantage ofeach month, or to their Facebook page,which has garnered 4,000-plus fans.

Woods Cycle Country: One specialty ofWoods Cycle Country is custom ATVs,which tend to sell before they hit the show-room floor. Good for business, but not greatfor marketing. An idea here is to utilize ablog and YouTube channel to show thework in progress, educate ATV fans on thespecialty parts they utilize, and showcasethe features they build into their machines.This strategy ultimately perpetuates theirmarketing message: when it comes to cus-tom ATVs, no one does it better thanWoods Cycle Country.

Another unique strategy is this dealer-ship’s presence on social media channels,particularly Facebook and Pinterest. Thesheer volume of images shared with theirfans is amazing, and the high-level of inter-

action on their posts is what every dealershould strive to achieve. It is common for asimple image of a racer or muscle car to re-ceive 40-plus likes, not to mention steadyshares and comments. Woods Cycle Coun-rty doesn’t even sell cars, but the dealer hastapped into common interests. Customersregularly talk about what they saw on thedealership social media channels when theyvisit the dealership — how’s that for ROI?

Road Track and Trail: The tagline ac-companying this dealership’s name iscentral to their marketing strategy sinceit states their unique value propositionplain and simple: The World’s LargestPre-Owned Powersports Dealership.Road Track and Trail is located in a smalltown outside of Milwaukee, Wis., but this

doesn’t deter Chicagoans from taking adrive up to check out their inventory —precisely because the tagline promisesthat the trip will be worth their while.

I hope these examples have providedyou with some new ideas to ponder foryour dealership’s marketing strategy.Keep yourself focused on what makesyour dealership unique and you are sureto achieve success. t

Award-winning blogger and CEO of DuoWeb Solutions, Heather Blessington is a na-tionally-renowned speaker on social mediamarketing and a digital marketing veteran.Her company provides MPN monthlycolumns focused on best practices in Webmarketing for powersports dealers.


Acustomer’s mood and perception ofthe deal has a huge effect on what

they buy in the finance office. The ques-tion becomes, “How can we best controla customer’s mood and perception whilethey are in the dealership?”

The most important thing is to keepthe customer from waiting around with-out knowing what’s going on. A coupleof things happen when they standaround. First, your customer tends to askyour sales staff, “How much longer is thisgoing to take?” When that happens, thesalesperson will usually reply, and Iquote, “About five more minutes.” It’snever just five more minutes, is it? Aboutthe third time the salesperson givessome variation of this answer, the cus-tomer gets upset. This gets the salesper-son upset. This gets the sales managerupset, and he or she will hurry the cus-tomer into finance. As I am sure youwould agree, when finance is rushed andthe customer is hurried it costs money. I am here to tell you there is a better way.

The most profitable dealerships in thenation keep the customer occupied whilefinance is getting the customer ap-proved, loading the deal and preppingpaperwork (which takes time). They dothis by giving them a dealership tour.

A dealership tour is the simpleprocess of having the customer visit alldepartments in the dealership. Here ishow it should go down.

As soon as a customer agrees to makea major unit purchase, the customer filegoes to finance to pull the customer’scredit file. After finance has checked thecustomer’s debt ratio and looked overthe finance application for legibility andaccuracy, etc., the finance managermeets the customer, and they make small

talk for a minute or so. Next, the financeperson verifies the information on thecredit application. In order for the appli-cation to be processed quickly, you musthave information that is accurate andcomplete. The last thing finance does isgive the customer a realistic estimationas to how long it will be before he or shewill be ready to complete their paper-work. This timeframe should give financeenough time to get an answer back fromthe bank, load all information into yourDMS and generate the needed paper-work.

As soon as the finance manager isdone with his or her first meeting withthe customer, the salesperson introducesthe customer to a member of the partsdepartment. After the parts person hasshown the customer everything that isavailable for their vehicle, planted a seedfor your priority maintenance programand hopefully sold some parts, they de-liver the customer to the service depart-ment.

A service writer or dedicated deliveryperson goes through all break-in proce-dures, vehicle operation and mainte-nance required. This is the perfect timefor them to mention the maintenanceprogram and/or service contract. (Theyplant the seed, but they don’t sell theprogram, finance will do that.) After serv-ice has gone over the customer’s newmachine, they bring the customer backinto the showroom and return them tothe salesperson. The salesperson lets thefinance manager know the customer isready.

When finance is ready for the cus-tomer, they bring the customer into theoffice. At this time, finance sells theirproducts and completes all paperwork.

Now, instead of your finance managerrushing through the paperwork trying tomake sure the customer doesn’t leave,he or she has:

• Eliminated possible time-costingmistakes by verifying the customer’sinformation

• Given the customer a realistic timeexpectation so he or she doesn’t askthe salesperson

• Occupied the customer’s time bysending them to parts and service tobuy accessories and go over thebike

• Helped the customer take moremental ownership by having thembuy gear and parts

• Delivered the bike while waiting onfinance to create more mental own-ership

• Planted seeds for maintenance andservice contract sales through theparts and service departments

After dealerships adopt this process, Iusually hear that there are even more un-foreseen advantages to the added com-munication and teamwork than theywould have imagined. 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

Dealership Tour: Why Should F&I Care?


Italk with service managers and dealer principles all day, and onecommon thread I hear this year is that business is slow in all de-

partments and that the recovery seen in other industries is not hap-pening yet in ours.

I pondered that thought the other day while I was out on mydirtbike and realized that we need to look at who our competitionis. Some OEMs stay focused on each other as their main competi-tors, and while this is a valid thought process, I think the market haschanged. After 2008, the amount of household disposable incomeplummeted. We need to reevaluate who our competition is, howthey affect each one of our departments and how we can competemore creatively.

The reason why the powersports industry has not seen a recov-ery like many other industries is because, as a general rule of

thumb, we are not a necessity.In the first quarter of this year, in certain regions of the country,

people were spending money on guns because they were scaredof losing them. Now that we are in the summer months, it is house-buying season as the country’s mortgage rates are at an all-timelow. Consumers are spending their money on other items, andthose items are our main competition. We are competing for eachconsumer’s disposable income.

As the economy tries to sputter back to life, many Americansare trying to strike that balance in their budget between perceivednecessities and “toys.” Many of their toys are getting older, andwith age comes higher repair bills. Higher repair bills mean moreservice sales, but more pain for your customer. As the price of newunits keeps going up every year, the jump from old reliable to new

MANAGERService

By C.R. Gittere

THE

F&I in the Service Department? Not as Crazy as It Sounds


and flashy keeps getting bigger. Thatleaves our industry in a little bit of a conundrum. How do we put up the goodfight for their money, keep the customerhappy, keep them riding and not loseprofit by lowering our prices?

Many consumers come into the servicedepartment tight on cash, or they simplydo not want to open their wallets to fixtheir units. I think many times our servicedepartments take the easy way out and re-duce the number of hours they bill thecustomer on a specific job. I think it’s be-cause they just want to make the customerhappy, and it’s easier to say, “I know thisseems like a lot of money, Mr. Customer,so we can probably do it for this.”

I find this most troublesome in depart-ments that are not commission-based.This, of course, ultimately leads to an un-profitable department and the dealerprinciple losing his shirt.

I do consulting work for a dealerwhose clientele fall into the low-to mid-dle income range. This particular dealerhas found a nice solution for the “I can’t

pay that much” conversation. Instead ofjust giving in and lowering their price,they call their F&I department.

F&I in the service department? Yup,they are working with Regional FinanceLending, a company that will do small,individual loans to help pay for neededrepairs. Regional Finance specializes inpersonal loans and focuses on the auto-motive vertical.

Regional Finance can help the con-sumer with a serious auto repair bill like atransmission or engine overhaul that canamount to thousands of dollars in re-pairs. After having a few chats with theregional manager, the dealer in questionstruck a deal that allows their service de-partment to stop giving in to the cus-tomer and do what’s best for thebusiness while saying, “We can help youget back on the road this summer.”

There are several national companiesthat offer this kind of lending, such asSpring Leaf Financial and One Main Fi-nance. These companies specialize insmall, personal loans that are geared to-

ward short-term financing. There mightbe other regional companies in your areadoing this type of lending, so go askyour F&I department the next time yourcustomer winces at a repair bill. Youmight be surprised how they can help.

This type of personal loan is not thecheapest option for your customer, butinstead of rolling over and lowering yourprice, give this a shot. You never knowwhat resources people can come up withgiven a choice. If we don’t find a way tohelp them fix their unit, they may get dis-enfranchised with our toys and spendtheir money on something else. t

C.R. Gittere and the Service ManagerPro team specialize in service depart-ment efficiency, elevating customer serv-ice and increasing departmentprofitability. His monthly column focuseson best practices and unique ways to getthe most out of your service department.More information about Service Man-ager Pro can be found at www.servicem-anagerpro.com.


Yamaha continues to head into the 2013season in aggressive fashion. In late

March, the brand announced a certifiedpre-owned program that promised to bothencourage owners to upgrade and helpdealers capture a chunk of the expansiveused market. Shortly after that news,Yamaha announced a financing programthat targets rental operations. The latest? InJune, the manufacturer launched a ratherunique, one-month-long trade-in allowancepromotion aimed at encouraging owners ofany brand of personal watercraft to tradeup to a new 2012 or 2013 WaveRunner.

Yes, Yamaha wants Sea-Doo andKawasaki owners to trade in their crafts fora shiny new Yamaha. Now they’re offering acash incentive to do so.

Like previous initiatives, the “Trade Upto a New Yamaha WaveRunner” programwas designed first and foremost to drive re-peat buyers to dealerships and to providethose dealers with a pool of used watercraftthat can be used in the certified pre-ownedprogram. The program allowed dealers toprovide customers between $300 to $500trade-in allowance on any brand of water-craft when they purchased a new YamahaWaveRunner. The full $500 credit was re-served for 2012 and 2013 FZR, FZS, FX

SHO, and FX Cruiser SHO models. The$400 credit was given for ’12 and ’13 VXR,VXS, FX HO, and FX Cruiser HO models,and the $300 credit reserved for the ’12and ’13 VX Sport, VX Deluxe, and VXCruiser.

The process was relatively straightfor-ward. Interested customers first logged into a designated website, www.tradeupwa-verunner.com, where they filled out a serial-ized coupon form, including the model andthe Vehicle Identification Number (VIN) ofthe craft they planned to trade. Thecoupon could then be printed out to taketo the dealer. There was no need for thecustomer to tell the dealer up front; theywere free to negotiate their best deal, in-cluding the trade-in, on a new 2012 or2013 WaveRunner, eliminating any con-cerns that a dealer would just factor the in-centive into how low they were willing todrop on the new model. Once the deal wasagreed upon, the customer could thenpresent the coupon to receive the addi-tional $300 to $500 trade-in credit. The billof sale clearly showed that the $300 to$500 trade-in credit had been deductedfrom the purchase price. The trade-up al-lowance was limited to one trade-in unitper new unit purchased.

As to the dealer’s requirements, theyneeded to mail in a claim form, along withthe customer’s serialized coupon and bill ofsale. The dealer then received a correspon-ding trade-in credit on the dealer parts ac-count. Of note, the trade-in allowance wasoffered in addition to all current Yamaha na-tional sales programs.

According to Jimmy Wallace, generalsales manager at Clearwater, Fla.’s CycleSprings Powersports, the added incentiveworks. “The program definitely appealed tocustomers with trade-ins,” he noted. “Andit did close deals for us, mainly wheretrade-in value was an objection.”

As of press time, Yamaha has not indi-cated whether they planned to extend theprogram, which ended on June 30. t

Yamaha Wraps Up Trade-InProgram Aimed to GarnerMore Buyers

PWCUPDATE


At 212 degrees, water boils. Boiling water creates steam,and steam can move a train across the country. The aver-

age steam-powered passenger locomotive runs between 65and 80 mph. Question: How fast can it go at 211 degrees? An-swer: 0 mph. It doesn’t just go a little slower, it simply doesn’tgo at all. This may be my favorite concept in business.

In a 20-club about 10 years ago, we had a member who wasconsistently putting up big numbers in F&I. Her dealership hadPUS (per unit sold — this is all units, not just per vehicle fi-nanced) that ran north of $2,300 on a regular basis. This was at-tained when the nation’s average was just above $1,000 PUS.For a variety of reasons, she had three different F&I managersin the seat in the same year. It was a high-volume dealership,and all three people were brand-new to F&I. During that time,her F&I numbers never dipped below $1,800 PUS. When Iasked her how she maintained such a high PUS with that kind ofturnover, her response was, “A freakin’ monkey can get$1,800!” You can imagine the response in the room particularlywhen some of the other attendees had average numbers atbest.

She had figured out a way to get $1,800 PUS from everycontract that went across the desk, no matter the talent level inthe chair. It was 100 percent process-driven, to which we had asignificant conversation about talent versus process. Herprocess started with the planting of seeds for F&I products onthe floor, long before an offer had come in. The deal was thenpenciled to set up F&I for success. Prior to signing the papers,the customer was taken to the service department, where atechnician, not a typical salesperson, was plugging the prioritymaintenance plan. By the time the customer got back to theF&I office, the system had taken that deal to a $1,800 PUS aver-age, and the employee never said one word. The talent of theindividual could escalate that number a few hundred bucks,taking it up to the store’s comfortable average of $2,300 PUS.

We’ve watched many stores get to 211 degrees with talentalone. We’ve also seen plenty of them get to 211 solely withprocess, lacking a single dynamic individual in the entire store.If you’re dependent on the person to get the store to 211, whathappens when the person leaves? Profits are lost, inventoriespile up, and departments crumble until that next person comesto pick up the pieces. A store running at 211 with process andthe right person; however, is prime to explode in a good way.That right person outperforms the benchmarks with profits and

inventory turns. When that person leaves — and they ultimatelywill — the department then returns to a very good process,running comfortably at 211 degrees until the next talent isfound.

Examples of good process include:

• Compliance with a traffic log• Customer contact and follow-up in sales• Tracking of traffic log to transaction ratios• Turnover from sales to F&I• Menu selling in F&I• Customer path or “ticket to ride” coming out of F&I• Tracking upsells and add-ons in PG&A • Open to buy systems tracking inventory turns• Green lane work in service• Inspect and report in service• Filing warranty claims• Pre-delivery inspections• Customer follow-up from service work

The only way to perform at 212 degrees is to have very goodpeople complimenting a very good, pre-existing process. Re-member that it’s much easier to put a person into an existingprocess than to attempt to drive a process into a person. t

Sam was brought on board to Lemco as a sales and F&I trainer in2001, where he quickly became the director of training and ulti-mately became a partner in the buyout of 2005. He went solo inearly 2009 and now moderates seven 20-Clubs, and also consultsand conducts in-dealership training. He continues to do contractwork with Harley-Davidson, Triumph, Polaris, Club Car and ArcticCat as well.

PRIORITIESDealership

By Sam Dantzler

212 Degrees: A Business Concept

In 2008, Capital City Scooters in Colum-bus, Ohio, opened its doors despite a

lack of scooter inventory. Instead, it opened to service scooters

and sell tiki items, shop memorabilia andapparel. This may not seem like a solidstart to a business, but to Capital CityScooters co-founder and owner CaitlinDidier, this was big news. Weeks beforethe shop opened its doors, Caitlin’s hus-band and business partner, Gary Didier,suffered a fatal heart attack.

“To be totally honest, I was ready togo with him. He was the absolute love ofmy life,” said Caitlin. “It didn’t evenoccur to me that we would open.”

All Things Scooters

Two years earlier, in 2006, Caitlin andGary purchased their first scooter and fellin love with all things surrounding thetwo-wheeled vehicle. Like many of Capi-tal City Scooters’ customers, the choiceto buy a scooter came from a need for anefficient way of commuting around town.And, like many of Capital City Scooters’

customers, owning a scooter looked liketons of fun.

“My husband purchased a scooter forwork, and I wanted one, too, becausethey looked so fun,” said Caitlin. “So, webought a pair of scooters for our fifthwedding anniversary.”

The Didiers took a 700-mile scootertrip to Kansas after they purchased twoHonda Metropolitans, and soon after thetrip, the two discovered a local enthusi-ast group in Columbus called the Colum-bus Cutters.

It was there that they met fellowscooterists and attended the Scoot-A-Que scooter festival. The Didiers im-mersed themselves in Columbus’ scooterculture, and after meeting lifelong friendsthrough scootering, Gary and Cailtinfounded their own scooter enthusiastclub, the Easy Peasey Scooter Posse.

It Takes a Community

Gary was working at a scooter shop inColumbus when the owner approachedhim with an opportunity to set him up

with a scooter franchise. Gary and Caitlinjumped at the chance and began plansto start a scooter shop with a focus onthe scooter community and lifestyle.

Caitlin began looking seriously for aplace to open Capital City Scooters andquickly drew up a business plan — thestore would sell Sym Scooters first andthen expand to Genuine Scooters andeventually Vespa.

“We found a great space about a milefrom our house,” said Caitlin. “We spenttwo or three months renovating the in-side to get everything ready to open.”

One week before the shop’s slatedopening date, Gary passed away andCaitlin found herself in a tough place.During that time, the scooter communitystepped up and joined Gary and Caitlin’sfamily to help support Caitlin and CapitalCity Scooters.

The Columbus Cutters and the EasyPeasey Scooter Posse both attendedGary’s funeral, and in the weeks after,pitched in to help Caitlin and Chris openthe shop.

“Scooterists stopped by in thoseweeks and helped put up a wall or paintor do whatever we needed help with,”says Caitlin. “The show of support wasastonishing.”

Additionally, Chris Dieder, Gary’s son,offered to move to Columbus to helpCaitlin open and run the shop’s servicedepartment.

“Chris has an automotive technologydegree,” explained Caitlin. “Four daysafter the funeral, Chris got in his car andmoved up here. He’s been pivotal to thesuccess of this shop and the service de-partment. He’s really helped build ourclientele here. He’s a saint.”

On Dec. 22, 2008, Capital City Scoot-ers had its soft opening, but the shop

Capital City ScootersA Community’s Passion is Contagious


DealershipDESTINATION

By Matthew Bemer

had no scooters to sell “We weren’t able to sell scooters until

May 2009 when we were able to showthat we were signed on as a dealer,” saidCaitlin.

That didn’t stop the scooter commu-nity from supporting the newly openedshop.

“A lot of people came out andbought T-shirts, tikis and toys or anythingelse we had to sell around the shop,”said Caitlin.

More Than a Shop

Capital City Scooters is currently a SYMand Genuine dealer and carries GMaxhelmets and Fly Race gear. The shop alsocarries goggles, balaclavas, scooter cov-ers, trickle chargers, locks, chrome acces-sories and more.

“When we designed the shop, wewanted it to be a destination for scooter-ists and embody the scooter lifestyle,”said Caitlin. “So we have a little sittingarea with coffee, and on Saturday morn-ings it will be filled with scooterists hang-ing out before going on a ride.”

Capital City Scooters is also activewithin the local community and supportslocal businesses, festivals, clubs andevents. The Scoot-A-Que opening meet-and-greet is being held at Capital CityScooters, and this year marks the event’s16th anniversary.

Community is everything for CapitalCity Scooters. In the winter, the shopshows movies to combat cabin fever. Dur-ing riding season, the shop encouragesriders to play scooter tag, a game that in-volves taking pictures of your scooter at alocal landmark, posting the image to theshop’s Facebook page and challengingothers to replicate the picture.

Capital City Scooters also partnerswith local businesses such as Mikey’s LateNight and Jeni’s Ice Cream, who bothrely on vehicles that Capital City Scootersservices. The shop also partners with theColumbus Crew fan club and Ohio RollerGirls. Word of mouth drives the majorityof sales, and Caitlin points out that theshop receives a lot of word of mouthsupport from the LGBT community inColumbus.

Beyond marketing through word ofmouth, Capital City Scooters advertisesin locally owned businesses and has astrong social media presence on Face-book, Yelp, Foursquare and Google+.Early on, the shop marketed to OhioState University’s campus, but found thatthe market wasn’t there. “I don’t know ifit’s because so many of the students aretransient or cash-poor, but we justhaven’t had a whole lot of luck marketingtowards students thus far,” said Caitlin.

Capital City Scooters even extendsbeyond the scooter community. “I actu-ally have customers that come in to townonce a month to see a local band playingnext door at Rumba Café, and they’ll al-ways check to see if I have new tiki.They’re not scooterists — I’m they’re tikidestination. It’s not paying the bills butit’s a lot of fun,” said Caitlin.

Capital City Scooters Today

Capital City Scooters has recently hired athird employee because things havebeen busy around the shop. “We’vepretty much doubled our sales every yearsince we’ve opened,” said Caitlin. But,sales are only one way that Caitlin meas-ures her success. “Sometimes I standback and think, ‘Would I ever know thisperson if I didn’t have scooters?’ and I

don’t know if I would.”Caitlin and the Capital City Scooters

team go beyond the sale to complementthe scooterist’s lifestyle and build rela-tionships with the passenger scootercommunity. “I don’t think I’ve met amore amazing type of person than ascooterist. They’re just so fun and adven-turous and loyal.”

It’s those feelings about her customersthat drive her dealership’s business. “Behonest and passionate about your work,”said Caitlin. “Our customers feel thatwhen they bring their scooter in for serv-ice or repair, they’re not going to betaken advantage of or charged for unnec-essary work. I’m also a low pressure salesperson and encourage people to buywhat they love.” And, when customerslove what they buy, business repeats andin Caitlin’s case, a community forms. t


By Robin Hartfiel

Is It Time to Crank Up the Rheostat at Your Dealership?

For more than a decade, we have heard the chatter about the emerging electric vehiclemarket, but it seems that battery technology and the challenges of distance and time be-

tween charges led to more short circuits than a real EV revolution. Would-be players havecome and gone, but the corner has finally turned and electric motorcycles are now a viable alternative for powersports dealers. “It all comes down to building real-world bikes for a real-world marketplace,” says Scot Harden, VP of global marketing for Zero Motorcycles. “We aredoing the best we can to deliver on the promise and to convince the world of the concept.”

There is no question of the potential EV market. Ride To Work, the non-profit organizationthat coordinates the annual “Ride To Work Day” in early June, indicates more than 80 millioncars and light trucks are used for daily commuting, yet only 200,000 motorcycles and scoot-ers add to this mix on a good day. This is despite the fact that studies prove a commutingrider can reach their destination up to 20 percent quicker than those using automobiles. RideTo Work also notes two-wheelers require less resources per person per mile, and they takeup less space on roads.

Even with Ride To Work’s grassroots efforts, the number of motorcycles on the road anygiven day remains a staggering minority … and the expansion of electric motorcycles into



the mix is still in its infancy. “That meansalmost unlimited potential for growth,”says Ron Luttrell, global sales director forBrammo (www.brammo.com). “The near-term future is very exciting.

“For example, the Empulse is the firstpurpose-built electric motorcycle … andby this we mean all the key components— motor, controller, batteries — are allspecifically designed for that motorcy-cle,” he continues. “Nothing is an off-the-shelf repurposed part, which was the casewith first generation products. This is onlypossible because of our confidence in themarket. The result is an outstanding mo-torcycle that just happens to be electric.”

There’s no slight intended to electricscooter pioneers like Vectrix (www.vec-

trix.com) or the emerging electric bicycleoperations such as Optibike(www.optibike.com) looking to cross overinto the motorcycle dealership channel.For the sake of apples-to-apples compar-ison, we will save the electric bicycle andscooter discussion for another time. Evenwith this distinction, there is some shock-ing growth opportunity in the electricmotorcycle market.

Scope of the Market

According to a recent report from Navi-gant Research, sales of electric motorcycles will multiply tenfold in NorthAmerica by 2018. Currently, the vast majority of electric motorcycles andscooters are sold in China, but that will

begin to change in the next severalyears, claims Navigant’s principal re-search analyst Dave Hurst. “Sales of e-motorcycles and e-scooters in NorthAmerica will grow from a little more than4,000 units in 2012 to more than 36,000in 2018.”

Hurst explains the growth will comebecause of companies ranging fromBrammo to Zero. “The North Americanmarket is still very much in its infancy, butthe United States will see strong growth,with a compound annual growth rate ofgreater than 50 percent through 2018.The market for e-motorcycles and e-scooters will grow as manufacturersprovide more robust features, includinglonger range capability, better perform-


ance and, in the case of e-motorcycles, higher speeds,”he says.

Speaking of speed, MotoCzysz (www.motoczysz.com)just demonstrated how far e-technology has come andhow fast electric motorcycles can go at the historic Isleof Man TT. Once the ultimate proving ground for gas-powered motorcycles, the TT has become a greatbenchmark for electric bikes. “There is no clearer illus-tration of the extraordinary progress of the electric mo-torcycle than the first five runnings of the TT ZEROelectric motorcycle race at the 105-year-old Isle of ManTT motorcycle racing festival,” claims Gizmag.comfounder Mike Hanlon.

The winning time for the electric motorcycle class in2009 was just 87.434 mph, roughly the same as the laprecord in 1936, set by a Norton Manx Special. “Oneyear later, Mark Miller’s MotoCzysz won at an averagespeed of 96.8 mph for the 37.7-mile mountain course,”notes Hanlon. “Then, in 2011, Michael Rutter took therace on a new MotoCzysz at 99.6 mph, and in 2012, Rut-ter and MotoCzysz again triumphed at 104.056 mph.”This year, MotoCzysz pushed speeds close to 110 mph.

Speeds have increased every year, and the 109.7mph electric lap record created by Rutter this year is theequivalent of Mick Grant’s 109.8 mph mark set on aKawasaki 750cc three-cylinder two-stroke in 1975, ac-cording to Hanlon. “At this meeting just 48 months ago,electric racing bike technology was at 1936 levels (com-pared with conventional bikes). Now it is at 1975 levelsat least, measured by the only thing that counts: thestopwatch!”

However, hand-built prototypes to race the Isle ofMan or the limited edition Lighting Motorcycle(www.lightningmotorcycle.com) that set a Bonnevillespeed record of 218 mph and is built-to-order at pricesstarting at $38,888 are a bit much for the average re-tailer looking to test the EV motorcycle market.

What’s In It for the Average Dealer?

Not every dealer is looking to set a land speed record,but winning over some new customers on the sales floor

Win-Win for the EV Motorcycle IndustryRegarding the state of the EV motorcycle industry as it exists today, nostory would be accurate unless it depicts Zero Motorcycles as the earlyleader in the field. Why? “By any measurable statistic, we are theleader,” says Zero Motorcycles VP of Global Development Scot Harden.“We have brought more new models to market than any other EV mo-torcycle manufacturer (eight including military and police versions), andwe’re homologated and available for purchase in the U.S., Europe,South America and Asia.”

Because the EV motorcycle market is in its early stages, sales numbersare hard to come by, but industry estimates indicate Zero has outsoldthe competition by a substantial margin. Following General George Pat-ton’s philosophy; “a good plan violently executed now is better than aperfect plan executed next week," Zero has adopted a three-prongstrategy that includes consumer, fleet and powertrain initiatives.

With the release of the radical new 2013 models, consumer sales havestarted to take off while fleet sales to both law enforcement and militaryspecial forces have proven fruitful as well. “Were we totally ready totackle these niches? Maybe not, but we saw the opportunity and put to-gether a good plan that we are executing effectively.” That includes re-cently signing up the Hong Kong police, airport authority and parkservice; and even more recently, the announcement that 100 units werepurchased by the Bogota, Colombia, police department. This comes inaddition to the Monterrey, Santa Cruz and Scotts Valley police depart-ments, who have been using the bikes for several months.

“We are in a very dynamic industry with great opportunity for growthover the next decade,” Harden says. “Anyone who chooses to ignoreelectrics does so at their own peril. Fleet applications are particularly in-teresting and exciting. Every metropolitan police force will feature EVmotorcycles as part of their fleet system in the years to come.”

Police and special ops personnel are only the beginning. “Other busi-nesses that use two-wheel vehicles for business applications — from de-livery services to rental companies, to resort and recreation facilities —will all adopt electric motorcycles at some point in the near future.”

All work and no play is not part of Zero’s plan, and they understandthe potential of the recreational rider. “We were the first to complete atranscontinental U.S. EV motorcycle run,” claims Harden. “Terry Hersh-ner was the first rider to ride from California to Florida completely unas-sisted in early June on a streamlined 2012 Craig Vetter Zero S to helpdemonstrate that we have the most range of any EV motorcycle on themarket. We are also the 2012 TTXGP stock class champions and recentlycompeted in the Pikes Peak Hill Climb.”

This is not a zero sum game, but rather a win-win deal for Zero and itsdealers. “We were selected e-bike of the year at the prestigious Zolderawards in Europe the last three years running and our dealer network isgrowing in both the U.S. and Europe,” claims Harden. “There are veryfew, if any, statistical categories where we aren’t the clear leader.”

What’s in it for the dealers if they make the cut for a Zero franchise?“They can not only be an early entry into the EV market, but they canoffer their customers one of the most unique riding experiences in theworld today,” says Harden. “Riding one of our new 2013 models is avery unique and exhilarating experience. With torque comparable tomost liter-bikes packaged in an ultra-lightweight chassis, the accelerationand lack of heat, sound and vibration make for an awesome riding experience.” t

Zero Sum Game?


is another matter. “Dealers can get in onthe ground floor of what will only be-come a much larger percentage of theoverall motorcycle business,” assertsZero’s Harden. “They can have the op-portunity to engage with many new cus-tomers — prospects that they don’tcurrently engage with.”

Nor will it cost an arm and a leg tokick the tires of the EV bike biz. “Dealerscan get involved at a low entry cost. Ourinventory, parts and special tool require-ments are quite low,” explains Harden.“Dealers aren’t required to stock largeamounts of inventory. Currently, they canhave the rights to significant new marketterritories. They have the opportunity togrow with us when it comes to fleet salesand the adoption by police and authorityentities who are looking to add sustain-able, low maintenance vehicles to theirfleets.”

Brammo’s Luttrell agrees that it is agreat time for dealers to consider flip-ping the switch on electric motorcycles.“Brammo offers the dealer network anopportunity to partner with the fastest

growing electric motorcycle company inthe industry. Brammo strives to providethe dealer network with support and pro-grams that are dealer friendly, uniqueand more importantly, drive sales for thedealer. At Brammo, we believe thedealer network to be one of our greatestassets.”

Better yet, Brammo wants dealers.“Brammo is currently developing ourdealer network in key markets and seek-

ing Tier One dealers in those markets,”says Luttrell. In fact, Brammo recentlysigned up San Diego BMW Motorcyclesin San Diego, Calif.; Unique Superbikesin Miami, Fla.; Foothills BMW Triumph inDenver, Colo.; and Polaris of Portland inPortland, Ore.

Zero is also looking for dealers. “Wearen’t setting up dealers on every streetcorner, but we are looking for dealers inkey markets,” adds Harden. “We areclosing in on 60 dealers in the U.S. andCanada and should be at 75 total by theend of the year. We have approximately30 dealers in Europe as well.” At the timeof this interview, Harden was in the airportheading to Holland to do some more inter-national dealer development work.

Zero is ready to crank up the rheostaton the EV motorcycle business. “We ex-pect to see continued internal growth,aggressive product development, expan-sion on a global basis, continued successin fleet sales and, last but not least, don’tbe surprised if our powertrain starts pop-ping up in other products on a world-wide basis,” says Harden. t


Spidi Netforce JacketWestern Power SportsDesigned for hardcore touring riders, this jacket offers comfort and protection in both warm

and chilly climates. The external shell is comprised of high resistance mesh fabric and two

inner liners, which are wearable as standalone jackets once off the bike. The design incorpo-

rates CE Force Tech protectors and is compatible with various back and chest protectors. The

retail prices is $599.95.- - - - - - - - - - - -

For More Info: www.wps-inc.com

Terén JacketDaineseThe Terén offers great versatility through its modular con-

struction with removable waterproof D-Dry lining, detachable

thermal padding and closable air inlets on chest and back.

Made of Elasticated Cordura Comfort and distinguished by

thermoformed inserts on the shoulders and anti-floating

sleeves with drawstrings, this jacket offers exceptional er-

gonomics and fit using the numerous adjusters. Terén has

removable composite protectors, reflex inserts and numer-

ous internal and external pockets, and has been designed

to be combined with Terén D-Dry pants. This jacket rings

in at $599.95.- - - - - - - - - - - -

For More Info: www.dainese.com

Street Terra Trek 3JacketFLY Street GearA waterproof and breathable membrane

makes this jacket a fit for the touring

market. Removable CE-approved armor in

the shoulders and elbows offers protec-

tion, while a comfort pad in the back re-

duces body stress. Other features include

plenty of pockets, reflective piping and an

adjustable design for best fit. This jacket

is available in five colors, as well as tall

sizes (black only) and retails for $199.95.- - - - - - - - - - - -

For More Info: www.flyracing.com/street


Heat Demon Heated Vest with ControllerDrag SpecialtiesThis vest is made from durable, water-resistant Taslan fabric and features a

snug-fitting, lightweight design to fit comfortably under any shirt or jacket. The

high-tech carbon fiber heating elements draw less than 3.5 amps and are

located where heat is needed most — on the chest and back. The water-resistant

controller features a selectable level of comfort from five temperature levels,

indicator lights and microprocessor circuitry for accurate temperature control.

Two sizes are available: small to XL and 2XL to 4XL. The suggested retail price is

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Spirit JacketVegaThe Spirit jacket offers climate-

reactive breathability, stain

resistance and wind/water-

proof features. A removable

softshell inner liner can be

styled to wear as a casual

jacket on its own, while a flex-

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outdoor temperature. The

jacket is offered in black,

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comes in men’s and women’s sizes. It rings in

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DryKewl Evaporative Cooling VestTechNiche InternationalThis lightweight, pullover vest features mesh ventilation and a scoop neck. Its Hyper-

Kewl material creates a cooling effect due to the evaporation of water in the insert.

To activate the cooling insert, the user removes it from the carrier and soaks it in

water for a few minutes. After soaking, the rider squeezes out excess water from

the insert, then replaces it in the carrier. The retail price is $119.99.- - - - - - - - - - - -

For More Info: www.techniche-intl.com

Desert JacketRAW International/Akito USAWith an outer shell constructed from 600D

polyester and an interior polyamide liner,

this versatile jacket protects all season

long. The three-in-one modular skin

system comes with a detachable

thermo-lining and waterproof

membrane, providing an adapt-

able fit that’s also breathable,

windproof and waterproof. CE-

approved protectors at the

shoulders and elbows offer

protection, while ARD air

ventilation systems through-

out keep your rider cool. The

retail price is $219.95.- - - - - - - - - - - -

For More Info:

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Survivor SuitJoe RocketThe Survivor’s weather resistance starts

with a double stitched waterproof outer

chassis, backed by a removable, full body,

quilted warmth liner and adjustable

storm flaps. A massive air intake and two

exhaust vents ensure plenty of ventilation,

while CE-approved armor and a high den-

sity back protector offer impact protec-

tion. This suit rings in at $399.99.- - - - - - - - - - - -

For More Info: www.joerocket.com

Andes JacketAlpinestarsThis versatile jacket offers 100 percent waterproofing and high levels of breathability.

The jacket’s advanced construction offers impact protection with removable CE-cer-

tified armor at the elbows and shoulders, as well as reinforced texturing in critical

areas for added resistance. Zippered shoulder air intakes and back exhaust vents

enhance riding comfort, while integrated reflective graphic details improve rider

visibility. The suggested retail price is $249.95.- - - - - - - - - - - -

For More Info: www.alpinestars.com

Touring Apparel

Miracle Wash Water-less Wash & WaxAMSOILThis quick and convenient wash protects

against the sun’s UV rays, repels light dirt

and dust, and leaves vehicles with a shiny,

tough, protective finish. When applied, spe-

cially formulated surfactants lift dust and

dirt and hold them in suspension. Miracle

Wash then acts as a shield, protecting the

surface from abrasion as it’s wiped clean.

This product rings in at $9.40.- - - - - - - - - - - -

For More Info:

www.amsoil.com


Original Bike SpiritsCycle WashAmrep Inc.Cycle Wash’s fast-acting foam quickly at-

tacks grease, oil, dirt, bugs and other

contaminants. When used as directed,

it’s safe for use on paint, chrome pow-

dercoat, plexiglass, plastic, rubber and

alloys. This product retails for $8.56.- - - - - - - - - - - -

For More Info:

www.originalbikespirits.com

Newspoke Spoke Cleaner andBrightenerDrag SpecialtiesNewspoke cleans brake dust, dirt and road film from areas

that have been previously unreachable. Aluminum, stainless

steel and chrome spokes are left bright and clean after use.

Newspoke is safe to use on brake rotors, calipers, pads, tires

and all metals. The suggested retail price is $14.95.- - - - - - - - - - - -

For More Info:

www.dragspecialties.com

Spray Wash KitBike Brite Inc.This kit includes a 32-ounce bottle of

Motorcycle Spray Wash, handy sponge

and super foaming action trigger

sprayer. Bike Brite’s triple action for-

mula washes, cleans and degreases,

and special brighteners help keep rust

and grease from forming. This product

is biodegradable, non-acidic and pH-

controlled. The MSRP is $12.99.- - - - - - - - - - - -

For More Info:

www.bikebrite.com


TriviumBoneHead ProductsThis product is formulated to remove road

grime while polishing and protecting. It is sci-

entifically designed to first break down, then

emulsify dirt and grime to be safely wiped

away without scratching. Trivium contains no

VOC or petroleum and is 100 percent

biodegradable. It’s safe for virtually all sur-

faces and retails for $21.95.- - - - - - - - - - - -

For More Info: www.boneheadproducts.com

Wash Wax ALLAero CosmeticsWash Wax ALL is an all-purpose

cleaner/wax that cleans and protects.

It can be used as a waterless cleaner

when it’s sprayed on and wiped dry, or

it can be used after wet washing. This

water-based, alcohol- and ammonia-

free product rings in at $9.95.- - - - - - - - - - - -

For More Info:

www.washwax.com

BioWashMaxima Racing OilsThis biodegradable, all-purpose

cleaner lifts away dirt while scrub-

bing grime and oil based deposits.

It’s gentle enough for everyday use

on paint, plastic, chrome, anodizing,

rubber, carbon fiber and more. - - - - - - - - - - - -

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Air Force Blaster SideKickMetropolitan Vacuum Cleaner CompanyThe SideKick is compact and portable, designed to offer

high performance drying. It features a powerful 1.3 HP

motor that pumps out 18,000 feet-per-minute of warm,

filtered air that can dry a full-size road bike in minutes. It

retails at $99.99.- - - - - - - - - - - -

For More Info:

www.motorcycledryer.com

Pro-ShineKal-Gard LubricantsDeveloped to aid in the maintenance of

today’s high-end Lexan bodies, Pro-Shine

is formulated with a special blend of poly-

mers that applies an even, high-gloss

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water-based product is great for cleaning

vehicle and transporter wraps. A 16-ounce

spray bottle retails at $14.95.- - - - - - - - - - - -

For More Info: www.kalgard.com


Premium MotorcycleWashSpectro OilsThis aqueous-based spray-on/rinse-off

product lifts the toughest dirt, grease,

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contains no petroleum solvents or harsh

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Pro-Prep 2 Hard Surface Conditioning Clear CoatSilkolenePro-Prep2 is a high-quality, hard-surface coating specifically formulated for motorcycles, ATVs

and UTVs. It helps restore the color and finish of plastics and painted surfaces while leaving a

clear film that makes subsequent cleaning much easier by inhibiting the adhesion of dirt and mud.

The fine mist spray tip applies what the company calls an elusive “factory-finish” appearance with

a limited amount of silicone for a grease-free residue. A 12.5-ounce can retails for $11.50.- - - - - - - - - - - -

For More Info: www.silkoleneusa.com

Dealership Superstars show innovation in their field, greatcompassion for their dealership and its customers,and remarkable salesmanship.

Five Dealership Superstar finalists in the following categories will win $300 each:

• New and Used Unit Sales • Finance and Insurance• Riding Gear and Apparel Sales• Parts and Accessories Sales• Service and Repair

One of these finalists will be selected by our readers through online voting as the ultimate Dealership Superstar and will win double their prize pot and be honored atour Dinner With The Stars, October 17, 2013 in Orlando, Fla., in conjunctionwith the AIMExpo.

Visit www.motorcyclepowersportsnews.com/superstar to nominate a Dealership Superstar today!

Nominations are open until August 16, and self-nominations are accepted. Finalists will be announced on August 23, and online voting will be open until Sept 27.

WHO WILL BE THE NEXT

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UTV Steering Rack Tie Rod AssembliesAll Balls RacingThese UTV steering rack tie rod assemblies have oversize shaft diameters for improved inner rod assembly strength. Each

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UTV & ATV AluminumWheel Spacers

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Side-by-sides continue to grow in popularity. Tap into this growing

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75 mm LED lightsTrail TechThese 75 mm LED lights are built with the off-road vehicle in mind. LED tech-

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Heavy Duty ATV Inner TubesMarshall RacingThese heavy-duty rubber inner tubes come in a diverse range of sizes

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Zipperless UTV Gun ScabbardQuad BossThis 52-inch long gun scabbard holds a 50-inch gun and has

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Polaris RZR 800cc to900cc Grip & Rip KitL.A. Sleeve Co.This ‘Grip & Rip’ kit includes Moly200 sleeves, Laps

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Chest Protector Pro JuniorLeatt Corp.The Chest Protector Pro Junior is the first youth

chest protector certified at the highest level of

chest impact protection to protect young riders

from serious injury or death. The protector is de-

signed for children age six to 12 that weigh be-

tween 70 and 120 lbs. The design is meant to allow

junior riders freedom of movement while riding

off-road motorcycles, BMX-style bicycles, moun-

tain bikes, all-terrain vehicles, snowmobiles and

other powersports vehicles. The product retails at

$129. - - - - - - - - - - - -

For More Info:

www.leatt-corp.com

CL-855 Touring SaddlebagsNelson-Rigg USAEach pair of CL-855 Touring Saddlebags are made

from UV-treated Tri-Max polyester, and the Fib-

ertech faux carbon fiber accents gives the CL-855

a classic, yet sophisticated look. The saddlebags

include reflective piping, coil-over zippers, heat re-

sistant underpanels and a universal quick-release

mounting system. The heavy-duty top straps can

also independently mount directly to most OE and

aftermarket saddlebag racks and grab rails. The

entire outside panel opens for easy side loading

into the fully lined interior, while front panel mesh

pockets allow storage for water bottles, etc. Each

CL-855 saddlebag comes with waterproof rain cov-

ers and a lifetime no-hassle warranty. Each bag

measures 15”L x 9”W x 13”H, holds 28.76 liters

per side, and the CL-855 retail at $149.95 per pair.- - - - - - - - - - - -

For More Info: www.nelsonrigg.com

Primary CoversPaughcoPaughco’s primary covers selection addresses any application from

1936 through 1988, and can aid in any direct replacement, restoration

or unique custom project. Paughco now offers chrome inner and

outer primary cover replacements for ’89 to ’03 Softails, in addition to

their primary covers finished in black. Inner primaries start at

$107.95, outers $130.95, Derby covers $21.95 and Inspection covers

at $9.95.- - - - - - - - - - - -

For More Info:

www.paughco.com

Gear Essentials

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