Motorcycle & Powersports News, August 2013

MotorcyclePowersportsNews.com

Aug

. 2

013

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OL. 39 N

O. 808.2013

ApparelUniversityWhat Makes Gear Good and Worth Selling?

6 August 2013 | Motorcycle & Powersports News

Volume 39 Number 8MotorcyclePowersportsNews.com

EDITORIAL

Editor – Colleen Brousil [email protected]

Associate Editor – Gina [email protected]

Assistant Editor – Matthew [email protected]

Senior Editor – Brendan [email protected]

Columnists & Contributors

Ricky BeggsHeather BlessingtonAlisa ClickengerCyclepedia PressSteve Dodds IIC.R. GittereJeff HemmelSteve JonesMark Rodgers

ART

Sr. Graphic Designer –Tammy House

[email protected]

Off-Road Tires GuideTraction On Every Terrain.............................................................. 40

Essentials: Winter GearKeeping The Chills At Bay ............................................................ 46

Apparel University:What Makes GearGood And WorthSelling?By Alisa Clickenger

Official Publisher of the AIMExpo ShowDaily, Directory and Souvenir Program

Product Focus

Dealership OperationsLiving The Powersports Dream ...........................................................................................................8The Road Ahead by Colleen Brousil

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

How Much Is Downtime Costing Your Shop?...........................................................16Best Operators Club by Steve Jones

V-Twins Buck Downward Trend In Used Unit Values ................18Black Book Market Watch by Ricky Beggs

Engine Removal And Installation...............................................................................................20Tech Tips by Cyclepedia Press

Savvy Questions, Smarter Selling ...................................................................................................24Peak Dealership Performance by Mark Rodgers

Search Engine Optimization Made Easy ....................................................................26Web Savvy by Heather Blessington

Don’t Be The F&I Guy ..............................................................................................................................................28Finance & Insurance by Steve Dodds II

Secondary Season Service Sales Strategies..................................................30The Service Manager by C.R. Gittere

QuadSki Looking To Build Momentum Into 2014 ................................32PWC Update

Work Feels Like A Party In A Box At Tejas Motorsports ................................................................................................................................................34Destination Dealership by Gina Kuzmick


You’re pretty darn lucky to make your living in the powersports industry — youlikely took that age-old advice and turned what you love into your career. But if

the honeymoon is over, and the job you once loved has turned into a daily drudgery,it may be time to reassess your plans for the road ahead.

Dealer Principals

If you’re a business owner, and you dread going into the dealership, stop everythingyou’re doing and pinpoint the factors that are causing your consternation. Financialworries? Ghastly hours? A staff from hell?

Consider joining a 20-group or pulling in a business consultant — while work isn’tall fun and games, if you aren’t loving what you do the majority of the time, it is timefor a reassessment. MPN’s dedicated team of monthly contributors is here to help.Got a specific issue? Drop me a line, and I’ll connect you with an industry expert whocan point you in the right direction.

Dealership Staff

If you are employed at a dealership, and you’ve fallen out of love with your daily rou-tine, it may be time to move on. I turned to two employment experts to gather upsome career advice for industry job seekers.

Alex Baylon of MotorcycleIndustryJobs.com says that the industry has shiftedfocus from placing help wanted ads to browsing the site’s résumé database. “Em-ployers are being more proactive in finding quality employees and are searching theMIJ resume database because they want to find the right employee versus waitingfor employees to come to them,” says Baylon. “We encourage everyone employedor unemployed to post their résumé in our database. While you may not be lookingfor employment at the moment, better opportunities could be looking for you.”

Jan Plessner, a powersports recruiter for Henry Lonski and Associates, says that apresence on LinkedIn is mandatory. “LinkedIn.com is fast becoming the ‘go-to’ formotorcycle industry recruiters,” says Plessner. “Regardless if you are a technician orstore GM, if you are serious about growing your career, be sure to update yourLinkedIn profile, and that includes a professional headshot.” Plessner additionallyrecommends participation in LinkedIn Groups to see who’s hiring within a particularindustry or sub-group.

Plessner also encourages job seekers to actively visit the websites of target em-ployers to check for new job listings and suggests that job seekers send their infor-mation to a professional recruiter like herself. “Hiring managers who are looking forthe ‘best of the best’ use professional recruiters,” concludes Plessner.

Got an industry success story? I’d love to hear from you! Drop me a line [email protected] or connect with me on LinkedIn! t

Living The Dream

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By Colleen Brousil

Official Publisher of the AIMExpo ShowDaily, Directory and Souvenir Program

> KYMCO Demos MyRoad 700i

and UXV 700 at Press Event

KYMCO recently invited the press tosample its 2014 models — a maxi-scooter, the MyRoad 700i, and its new,more powerful side-by-side, the UXV700. The Gateway Canyons Resort inGateway, Colo., served as the home baseduring the launch event, which proved tobe an ideal location to show off the at-tributes of both its off-road and on-roadvehicles.

The UXV 700 engine, which comes inas a 695cc single with electronic fuel in-jection rated at 45 hp, hits the sweetspot of being powerful enough withoutbegging for more ... at least until thenext redesign. KYMCO says that the newengine is actually a little lighter than its

500cc engine that produces 36 horse-power. The new side-by-sides come in anumber of trim options including a morestripped version called the Turf that isaimed at the lawn and garden segment.Customers looking for a workhorse thatcan also be used for fun will enjoy themore decked out versions in the LE or SPtrim.

The MyRoad 700i scooter weighs in atjust over 600 lbs. and seems more like amotorcycle than a scooter due to its size.However, a motorcycle of this size hardlyoffers the comfort this scooter packs.There’s almost 13 gallons of storageunder the seat! The 700cc engine is alsothe largest in the maxi-scooter segment.The 699cc DOHC twin comes in at 59 hpand a respectable 46 foot-pounds of

torque. The CVT transmission makes it abreeze to ride without worrying aboutwhat gear to select next. However, theloss of engine-braking means the brakeswork harder. But that’s not a problem asthe four-piston front calipers and two-pis-ton rears are fitted with ABS.

KYMCO officials said that the MyRoad700i will only be available in white andwill most likely appeal to older riders whoeither want a second bike or who don’twant to be bothered with shifting or lift-ing a leg over a gas tank anymore. t

> Yamaha Crowns 2013 U.S.

Technician Grand Prix Champion

Yamaha Motor Corporation U.S.A.’s Cus-tomer Support Group has named Jeff Eck-man as the 2013 U.S. Technician Grand Prix(USTGP) Champion. Eckman, of Yamaha-Honda East in Maumee, Ohio, will repre-sent the United States at Yamaha’s 2014World Technician Grand Prix (WTGP), ahead-to-head competition of internationalYamaha-trained technicians to be held nextyear at Yamaha Motor Co. Ltd. world head-quarters in Iwata, Japan.

IndustryInside the

KYMCO’s MyRoad 700i

2013 Technician Grand PrixChampion, Jeff Eckman

The 2013 USTGP took placeat Yamaha’s National Motor-sports Dealer Meeting in June inLas Vegas. Yamaha created acomplete dealership workshopon the show floor, and each con-testant had one hour to com-plete each individual test. The sixtests included Service Receptionusing a 2014 Bolt from Star Mo-torcycles, Routine Service with a2013 YZF-R6, Head Gasket Re-placement with a 2013 YZ450F,No Start with a 2013 SuperTénéré, Hard Steering using a2013 Grizzly 450, and Electrical Trou-bleshooting on a 2013 Star Raider SCL.

“Yamaha is extremely proud of how welleach 2013 USTGP contestant performedunder extreme pressure and the watchfuleyes of our expert judges,” said FrankPittman, general manager of Yamaha MotorCorporation U.S.A.’s Customer SupportGroup. “Their years of Yamaha training pro-vided the solid footing needed to quicklydiagnose and address the competition’stechnical challenges. Their live participationat the dealer meeting also prepares themto handle everyday customer issues, whichis the most important test of all.” t

> Kawasaki Reveals 2014 KX100

Kawasaki has unveiled the 2014 KX100 mo-tocross bike. Engineered to help riderstransition as they see both their skills andtheir physical presence changing, theKX100 lets them focus all of their attentionon refining their own capabilities, not theconstant need to manhandle an excessivelylarge and powerful 250.

The KX100’s 99cc liquid-cooled, two-

stroke engine offers both more power anda broader spread of it than the KX85. The28 mm Keihin carburetor and carbon-fiberreed valve assembly help provide a crispthrottle response, while the Kawasaki Inte-grated Power-valve System (KIPS) helpsproduce a powerband with good, low-endtorque and a strong, top-end rush. Thepower then passes onto a smooth-shiftingsix-speed transmission, giving the KX agear for every situation on the racetrack.

The engine is bolted to a black high-tensile steel perimeter frame with a spe-cially designed fuel tank located inside theframe to lower the fuel load and center ofgravity for optimal handling. Adjustablelong-travel suspension at both ends helpssmooth even the roughest motocross cir-cuits.

The 36 mm inverted cartridge fork hascompression damping adjustment capabil-ity, while the Uni-Trak rear suspension sys-tem comes equipped with a shock that’sfully adjustable for spring preload, com-pression and rebound damping. In thebraking department, both front and rear

discs are mounted with shoulderbolts for easier maintenance.

The KX100 also features ag-gressive Kawasaki graphics tomatch its black frame and wheels,just like its larger KX siblings. t

> GoPro Joins AIMExpo as

250th Exhibitor

The American International Mo-torcycle Expo (AIMExpo) reacheda significant milestone as it signedon GoPro as its 250 exhibitor toparticipate in the inaugural eventOct. 16-20, at the Orange County

Convention Center in Orlando.“We appreciate and welcome each

and every exhibitor as we march towardsthe launch of AIMExpo. It’s a true testa-ment to the industry’s embracement ofour vision and the excitement AIMExpois generating within the powersportsmarketplace overall,” said Larry Little,vice president and general manager ofAIMExpo. “It’s fitting that a cutting-edgebrand like GoPro is the 250th exhibitorfor the event that is looking to revolu-tionize the powersports industry. It is for-ward-thinking brands and companies likeGoPro that are propelling our success.”

GoPro has established itself as a prod-uct synonymous with motorcycling, ac-tion sports and active lifestyles ingeneral. Its unique and easily mountedHERO line of cameras has the ability toproduce HD-quality footage from a vari-ety of diverse perspectives and activities.This combination of simplicity, qualityand versatility has enabled GoPro to res-onate with the motorcycle world in areassuch as supercross, motocross, road rac-

Kawasaki’s 2014 KX100 motorcross bike


ing and more. Everyday riders also enjoyGoPro products as well.

“GoPro is very excited to be part ofAIMExpo. From the manufacturer involve-ment and the integration of the generalpublic to the market-relevant timing, theshow’s format only strengthens the indus-try’s communication with powersportsconsumers and enthusiasts,” said JustinWilkenfeld, senior director of lifestylemarketing for GoPro. t

> Marshall Distributing Hosts

43 Manufacturers at 2013 Summer

Sales Meeting

Marshall Distributing hosted its 2013

Summer Sales Meeting July 15-18 inFrankenmuth, Mich. The event allowedMarshall sales staff to receive one-on-one

training from numerous product manufac-turers.

“We had a great group of enthusiasticvendors this year,” said Roger Marshall,CEO of Marshall Distributing. A total of 43manufacturers attended the event, allowingfor a very personal atmosphere.

“We offer a format that is positively em-braced by our manufacturers who tell usthey enjoy the effectiveness of the entireevent,” said Chuck Herman, national salesmanager. “We all put in some long hours,but everybody still maintained cheery atti-tudes.

“Our staff was very eager and ex-cited. They were there for a reason,” headded. t

> Harley-Davidson Reports

Growth in Second Quarter

Harley-Davidson Inc. (NYSE: HOG) sec-ond-quarter 2013 diluted earnings pershare increased 13.1 percent on highermotorcycle shipments and continuedgains in operating efficiencies, comparedto the year-ago period.

Second-quarter net income was

Inside the Industry

43 manufacturers attended Marshall Distributing’s 2013 Summer SalesMeeting in Frakenmuth, Mich.

MotorcyclePowersportsNews.com 13

$271.7 million on consolidated revenueof $1.79 billion, compared to net incomeof $247.3 million on consolidated rev-enue of $1.73 billion in the year-ago pe-riod. Second-quarter 2013 dilutedearnings per share were $1.21, com-pared to $1.07 in the year-ago quarter.

Through six months, Harley-Davidsonnet income was $495.9 million on consoli-dated revenue of $3.37 billion, comparedto net income of $419.3 million on consoli-dated revenue of $3.16 billion in the year-ago period. Six-month 2013 dilutedearnings per share were $2.20, comparedto $1.81 in the year-ago period.

“Harley-Davidson again drove strongfinancial performance in the second quar-ter, reflecting the many improvements inoperations we have made throughout thecompany over the past few years as wellas our brand strength globally,” said KeithWandell, chairman, president and CEO ofHarley-Davidson. “Our employees, deal-ers and suppliers continue to do an out-standing job, working as one team and

moving in one direction, to deliver a greatexperience for our customers.

“During the second quarter, we com-pleted our first year of seasonal surgeproduction at York with great success.We also surpassed a milestone for inter-national dealership growth. With theopening of a dealership in Salvador,Brazil, on June 29, we have added 104dealerships outside the U.S. since late2009, achieving our goal to add 100 to150 international dealerships by the endof 2014.” t

> Sena Technologies Inc. Joins

Motorcycle Industry Council

Sena Technologies Inc. has officially be-come a member of the Motorcycle Indus-try Council (MIC). Through the use ofeducation on government relations, in-dustry statistics, technical support and re-lationships with other MIC members,Sena will be able to support the industrythrough active participation in industry is-sues and conversations as well as sup-

port motorcyclists through events, out-reach and product experiences.

“Becoming a member of the Motorcy-cle Industry Council will allow Sena tobuild stronger relationships with motor-cyclists and other members as well as beup to date on all news and informationaffecting the motorcycle industry,” saidSam Kim, vice president of marketing,Sena Technologies Inc. “Sena has experi-enced exceptional success with their lineof Bluetooth headset and intercom de-vices and is looking forward to continu-ing to grow and be a part in thecontinued success of the industry.”

Added Scot Begovich, MIC's seniorvice president of membership relations,“The Motorcycle Industry Council ispleased to welcome Sena Bluetooth tothe over 500 powersports businesses asmembers of the MIC. We look forward totheir involvement in preserving, protect-ing and promoting motorcycling throughthe industry’s various programs and com-mittees.” 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

July 20131,642 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%13%

78%

4%

9%

87%

12%21%

66%

12%22%

71%

12%

22%

66%

18%

16%

68%

We’ll be comparing June data froma good-performing metric 20-

group with the national norm (NN) num-bers and the averages for the Top 5dealers for this group in each category.We provide some of the key total storemetrics as a point of reference for theservice numbers.

Total store gross margins have contin-ued to improve but are still anemic over-all for this particular group. The target isa minimum of 25 percent to ensure prof-itability. The service departments’ contri-bution to the total store gross profit hasimproved by more than 1 percent forboth the group and the Top 5, but wasflat for the national norm. We’d like tosee this number above 18 percent.

Following a pattern for this year, doorswings increased for the Top 5 and de-creased for the rest. Notice that the Top5 invested more in getting people in thedoor (cost per door swing), and it paidoff.

Labor margins (labor sales less techcompensation) are all looking good — ator above the 70 percent benchmark. TheTop 5 continue to outperform with mar-gins above 80 percent. They are not un-derpaying their techs; they are helpingthem be more productive. They’re reduc-ing tech downtime by pre-staging servicejobs, providing special tools near theirworkstations, having service parts instock and delivering them to their workarea, and having multiple lifts availableso techs can move from one job to an-other.

Note the drop in personnel expensefor the Top 5. Personnel expense in-cludes everyone who is not a


By Steve Jones

BESTOperators

CLUB

How Much Is DowntimeCosting Your Shop?

CHART 1

Total Store Sales Year to Date $3.6 mil. $5.8 mil. $4.6 mil.

Total Store Gross Margin Percent 23.6% 26.3% 25.5%

Gross Margin Percent for Prior Year 21.5% 26.9% 24.3%

Contribution to Gross Profit: Service 18.6% 22.8% 17.1%

Service Contribution to Gross Profit Previous Year 17.3% 21.1% 17.0%

Door Swings: Percentage of Change from Previous Year -7.9% 11.2% -8.2%

Cost Per Door Swing $29.13 $45.72 $30.56

GROUP TOP 5 NATIONALNORM DEALERS NORMTotal Store Stats

Parts Sold to Repair Orders Labor Ratio 0.84 1.06 0.97

Billed Hours Per Repair Order 1.71 2.22 1.68

Billed Hours Percentage of Change from Previous Year 0.5% 15.8% -8.2%

Labor Sales Per Repair Order $143 $185 $146

Repair Orders Per Service Writer/Month — — 184

Department Productivity 73.3% 91.8% 73.7%

Tech Efficiency 101.9% 112.5% 97.4%

Department Proficiency 72.7% 91.2% 73.2%

Average Number of Service Staff, Year to Date 5.69 8.07 6.07

Gross Profit Dollars Per Service Employee, Year to Date $26,996 $33,380 $31,042

GROUP TOP 5 NATIONALNORM DEALERS NORM

Service Dept Stats – Part 1

Labor Margin Percentage 72.9% 81.8% 70.0%

Labor Margin for Previous Year 73.8% 80.5% 70.7%

Department Operating Profit Percentage of

Change from Previous Year -0.4% 0.9% -0.5%

Repair Orders Volume Percentage of Change

from Previous Year -11.0% 2.2% -9.3%

Personnel Expense as a Percentage of Department

Gross Profit 48.0% 29.0% 37.2%

Personnel Expense as a Percentage of Department

Gross Product for Previous Year 48.3% 39.6% 36.3%

GROUP TOP 5 NATIONALNORM DEALERS NORM

Service Dept Stats – Part 1CHART 2

CHART 3


technician — service writers, lot porters,service managers, etc. A 10 percent dropis huge since personnel expense eats abigger chunk of your profits than any-thing else. This is probably a big part ofthe reason their contribution to the over-all store gross profit is high comparedwith the NN.

The parts to labor ratio should beclose to 1:1 or better. Along with thehours sold per repair order, this is an indi-cator of the effectiveness of service writ-ers.

Billed hours per repair order increasedfor the group and the Top 5, but de-creased for the NN dealers. We reallywant to see these above two hours.

I included the average number of re-pair orders per service writer, per monthin this chart. It is only available as a NNnumber, but provides a look at how wellthey are utilized.

We have found that above 180, it isdifficult for the service writer to do his orher job properly. A good service writer

needs sufficient time to build a relation-ship with the customer, do a proper walk-around, capture all of the services andrepairs that should be done, and take ad-vantage of up-sell opportunities. Ofcourse, this assumes that you have theright person in this job, and that personhas the proper sales and customer rela-tions training.

Whenever your techs are not crankinga wrench, they are costing you. If youhave a $60 per hour labor rate, everyminute of their time is worth $1 to thestore. At $90 per hour, this becomes$1.50. Open your wallet, take out $8,and light it on fire for every five minutesthat one of your techs isn’t crankinglabor.

As I pointed out earlier, the reasonthat the Top 5 dealers do so well in thisdepartment is because they maximize thetime that techs are on the job. This iscalled productivity (available hours versushours billed), and it shows in their num-bers. In addition, their techs average

much higher efficiency — billed hoursversus the hours actually clocked in onservice jobs. Help them be more produc-tive, and they will be more efficient (if youhave provided sufficient, quality training).In the end, it also shows in the grossprofit dollars per service employee.

Where is your dealership performingin relation to these numbers? t

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

By Ricky Beggs

V-Twins Buck DownwardTrend In Used Unit Values

MarketWatchBlack Book

Percent June July Change

ATV $3,563 $3,886 -0.86%

Cruiser $8,973 $9,379 -0.86%

Jet Boat $18,486 $19,435 -0.32%

Off-Road $2,582 $2,774 -1.12%

On/Off-Road $5,098 $5,458 -0.51%

Scooter $2,008 $2,052 -1.76%

Snowmobile $3,999 $4,600 -2.16%

Street $7,316 $7,908 -0.60%

Utility $7,169 $7,525 -0.77%

Watercraft $5,616 $6,070 -0.26%Av

era

ge

Us

ed

Va

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s


domestic V-Twin segment, though notbroken out individually from the cruisers,has managed to buck the overall nega-tive price changes this month, seeing in-creases in the 1 percent range.Additionally, sport bikes, which are in-cluded in the street bike segment, havealso generally increased in value by asmall amount, though the overall seg-ment is down by .6 percent.

The only other relatively positivenews comes from the personal watercraft and jet boatsegments, which have seen only tiny declines of .3 per-cent in value.

Off-road bikes are down by 1.1 percent, while dualsports are down by half a percent. Scooters havedropped by 1.8 percent.

Snowmobiles continue to languish in values andauction activity again this month and see prices dropby 2.2 percent.

The ATVs and utility vehicles have not started theirseasonal appreciation yet, dropping by .9 and .8 per-cent, respectively.

Overall, it has been a year of weak price apprecia-tion, and it will be interesting to see if the fall pricedrops are as moderate as the increases have been or ifthe soft market will see larger declines than normal inthe coming months. Keep checking with us eachmonth to stay on top of the latest trends, no matterwhich way the market goes. t

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

June to July Used Unit Value Change

What has been happeningwithin the motorcycle and

powersports market during thepast month? Prices in the power-

sports market have peaked for the year. Thenormal high point for motorcycle and power-sports pricing usually occurs around July 4 —before that, prices generally rise. After that,they begin to decline as dealers sell off theirbike inventory and begin to stock up on ATVsfor the fall season.

Let’s first look at a couple of bright spots. The

Here at Cyclepedia.com, we remove and install engines for alltypes of motorcycles, scooters, ATVs and utility vehicles on a

regular basis. These procedures can be frustrating and even dan-gerous at times.

As with any specialized job, the best place to start is with theright tools and information. Having a service manual with the orderof operations and torque specs will help you get the job done inless time and make sure it’s done correctly. The following are tips tohelp make these tasks as smooth as possible.

A good selection of jacks of various types can make the difference between an easy job and a back breaker. For some veryheavy engines, our technician will place a scissor jack besidethe frame so he can transfer the engine to the jack and then lowerit to his lift as needed.

Many modern engines use thrust adjuster mounts. Theseallow the mounts to be retracted or removed for extra room to getthe engine in and out of the frame. They usually require speciallock nut wrenches. Be sure to follow the order of operations withthese components, and use the torque specifications for installa-tion.

The chassis rigidity can be compromised if these fittings are notinstalled correctly as the engine is used as a stressed member ofthe frame. Improper installation can lead to a damaged frame, en-gine, or a poor handling chassis.

The V-twin engine is one of the most popular motorcycle en-gine configurations. The taller and more narrow the “V” angle, themore awkward it is to get in and out of a frame. They tend to try tofall side-to-side when they are freed from their engine mounts. Itcan be helpful to use a strap around the upper frame tube and en-gine to keep the motor from flopping to the side and falling out ofthe frame while you’re trying to line up the engine mounts.

Removing or installing an engine can result in some nastyscratches to engine and frame surfaces. Cover components in ducttape where they may make contact. In some instances, removingan engine cover may give you more room to maneuver. Removingthe valve cover on a tall single cylinder engine can be the differ-ence between an inch of clearance or an 1/8, just be sure to keepsensitive components from banging into the frame on the way outor back in.


Engine Removal and Installation

TipsTECH

Having a selection of various jacks is handy for engineremoval and installation.

Thrust adjuster mounts must be retracted for engine removal.

V-Twin engines tend to flop side-to-side as you try andline them up in the frame.

Cyclepedia Press LLC


Side-by-side utility vehicles present their own problems withengine removal and installation. Most of this comes down to get-ting everything out of your way. Often, the actual engine re-moval and installation is easier on a utility vehicle than its ATVequivalent. A side-by-side gives you more room to work, andwhen you are ready to take the engine out or put it back in, youcan use a cherry picker or engine hoist to lift the engine out ormaneuver it back into place for install.

Many powersports vehicles with swingarm type rear sus-pensions will use the swingarm pivot bolt as an engine mount. Ifthis is the case, support the back of the frame with a jack while

this pivot bolt isnot fully installed.Slide the pivotbolt out enoughto clear the engine, butdo not remove itfrom the frame un-less you must.When the enginehas been re-moved, insert thebolt all the way tostabilize a rollingchassis.

Scooters area bit different inthat the engine es-sentially is theswingarm for therear suspension.Place the scooter on thecenter stand and guidethe engine out of theback of the frame with ajack. If the center standis with the engine,move the frame andfront end forward andaway from the enginelike a wheelbarrow. t

An engine hoist makes side-by-side engine removal easy.

Install the swingarm pivot bolt after the engine has been removed to stabilize the chassis.

Removing the frame from the engine is the best way to go onsome scooters.

CYCLEPEDIA PRESS LLC has been publishing interactive, Web-

based service manuals for ATVs, motorcycles and scooters since

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

cedures, color photos and videos, specifications, diagnostic data

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

Avoid scratches by protecting the frame and engine withduct tape.


Johnny Carson was and remains one ofmy favorite entertainers ever. In my

mind, the man who redefined late-nighttelevision ranks right up there withJimmy Page. Apparently, I’m not alone,as countless clips from The Tonight Showstill generate thousands of views onYouTube every year. That’s why I’m bothsurprised and disappointed that my bestefforts to confirm that the following inci-dent actually took place on the showyielded nothing; no video footage of itseems to exist. Nevertheless, if what I’mabout to describe didn’t actually happen,

it certainly should have. The story goesthat Carson — who hosted The TonightShow long before Conan O’Brien and JayLeno — interviewed a guest billed as theworld’s greatest salesman. This guest iswidely believed to be Fred Herman, whoEarl Nightingale called “the greatestsales trainer who ever lived.”

When your television guest touts him-self as the greatest seller ever, you haveto take that opportunity to have somefun. Carson reportedly said somethingalong the lines of, “So, you’re the great-est salesman in the world? Sell me some-

thing.”“What do you want me to sell?” Her-

man asked.Looking about and laying eyes on a

prop long since vanished from late-nightsets, Carson responded, “How about thisashtray?”

“What do you like about the ashtray?”inquired Herman.

Carson mentioned its unusual shapeand distinct color, as well as how it coor-dinated with other items on his desk.

Without missing a beat, Herman thenasked, “Well, how much would you bewilling to spend on an ashtray of thisshape and color, and one that matchesyour decor so well?”

“Maybe $10,” the host replied.“Sold,” smiled the salesperson.

Are You Boring Your Customers?

Herman clearly understood the art of theinquiry. With two simple questions —“What do you like about this ashtray?”and “How much would you be willing tospend?” — he proved he knew what toask. Then he actually listened to the an-swers. Consequently, Herman convincedCarson to convince himself to pay $10for that ashtray.

When you’re on a crowded sales floormaking a sales pitch, it can be easy toget distracted by other customers, theirkids, the store manager or even yoursales pal trying to make a sale two mo-torcycles away. You must stay focused,and in order for that to happen, youneed to keep your prospect focused,too.

How many times have you heard your-self asking these types of questions?

What kind of riding do you plan todo?

By Mark Rodgers

Savvy Questions, SmarterSelling Use Your Imagination To Convince Customers To Use Theirs

PEAKDealership

PERFORMANCE


Are you planning any trips in thenear future?

Will you do any two-up riding?

Boring. Boring. And, boring.

Conversation Starters

I don’t blame you if you have a toughtime caring about the responses to thosequestions. Savvy salespeople engagebuyers in a discussion and ask provoca-tive questions that excite prospects.There’s nothing like excitement to helpquickly turn a prospect into a real livecustomer.

What do I mean by “provocativequestions?” I mean questions that spurconversations, not awkward and essen-tially meaningless give and take.

Try these questions next time yousense a sales pitch headed for a deadend:

Imagine this: You have an entireday to do nothing but ride, just youand a couple friends. Where wouldyou go and what would you do?

When you think about riding, whatare the first two things that come toyour mind?

If you were one of the engineers atyour favorite motorcycle company,what is the one element you wouldmake certain is designed into everymotorcycle manufactured?

If you could wave a magic wandover your current ride, what is theone thing you would change aboutit?

If you were asked to create a list ofthe three best motorcycles/snow-mobiles/personal watercraft everbuilt, what makes and modelswould be on that list?

When did you first become inter-ested in this particular motorcycle/snowmobile/personalwatercraft?

What kind of answers do you think thosequestions will elicit? Savvy questions leadto excellent answers and smarter selling.It’s as simple as that.

I know what you’re thinking: “But,Mark, people want to buy a motorcycle,not sign up for eHarmony. They’re notgoing to share their riding fantasies withme.”

Think again. Prospects wouldn’t evenbe in your store if they weren’t passion-ate about what you’re selling. Take ad-vantage of that passion by encouragingthem to talk about what they alreadylove talking about. As a result, you willgain valuable insight into their ridinghabits, preferences and personality — allessential to developing a lasting relation-ship with your newest customer.

An Alternative To The Alternative Close

The questions don’t stop there, though.Consider your alternative close tech-niques. Do you usually try wrapping up asales pitch by asking, “Would you like tocome in for a test ride Tuesday night orThursday night?”

Be careful here. While those types ofquestions do encourage a response fromprospects, being put on the spot with aneither/or question often forces them todefault to an easy “no.” No sales profes-sional wants to hear “no.”

How about making a slight change tothe phrasing of that test ride question?Try this: “Would you like to set up a testride? I’ve got time Tuesday and Thursdaynights, but I’m able to do whatever worksbest for you.”

The prospect will feel more in controlof the situation and find comfort in thefact that they are not faced with a directeither/or question, and that the salesper-son is willing to work around his or herbusy schedule. This twist on the either/orquestion will continue your engrossingconversation instead of bringing it to acrashing halt.

After all, if Johnny Carson could getexcited about an ashtray — an ashtray,for cryin’ out loud — surely you can elicitenthusiasm for a beautiful, big-ticketitem that will make your customers muchhappier than any ashtray ever could. t

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

There is great mystery surrounding searchengine optimization, or SEO. That’s be-

cause there is so much misleading informa-tion online and way too many not-so-honestsearch marketing companies dialing-for-dol-lars.

Optimizing a website is not a one-timedeal; it’s a continuous process that you mustcommit to doing on a quarterly basis, espe-cially if you want to maintain or improveyour current search engine ranking. SEOshould be a high priority line item in yourmarketing budget, and you should neverput it off until later. Once you get off-trackwith optimization, rankings quickly slip and ittakes more work to gain it back. No singleSEO factor will guarantee search enginerankings.

Let’s boil SEO down to the basics so youcan have a better grasp of exactly what it is,why it matters, and what you need to bedoing.

On-Page SEO

On-page search ranking factors are those

that are entirely within the website pub-lisher’s control. In other words, the contentyou place on your webpages.

Content: You must keep your content freshwith regular updates on all pages.

“Evergreen content” was a trendy termin the SEO world for a while, which meantcertain content can be relevant and timelyyear after year, so you can utilize it over andover. For example, every winter you likelypost information about your vehicle winteri-zation services, so why not just flip the sameinformation up there and be done with it?

This is a lazy approach to marketing. Putsome thought and effort into all of the infor-mation that goes onto your website and youwill see the results such as longer page visitsand more page views.

Follow these best practices to create qualityonline content:• Content should be at least 500 words inlength.• The target search phrase should be in-

cluded in the page headline.• Target search phrase is repeated three to

five times within body copy. • Content should include relevant images

and/or graphics with ALT tags that de-scribe the target search phrase.

• Your post shouldn’t have any misspellingsor poor grammar. Search engines penalizeyou for both of these offenses.

• Your content should include social medialinks and/or user reviews.

HTML: HTML is just a fancy name for thecode that makes your site function. Withinthis code are page titles, descriptions andtags that search engines look for when theyrank your site. It’s likely your website plat-form provider allows you to view and up-date this information in your administrativepanel; therefore, you should be reviewingand updating this information quarterly. Ifyou don’t have access to these fields, askyour website provider if you can submit up-dated information for them to code into thesite.

By Heather Blessington

Search EngineOptimization Made Easy

SAVV

YW

eb

Architecture: Website architecture is crucialto success. An example of architecture thatis clearly visible is your website URLs or ad-dresses. The ideal URL clearly describes thepage content. For example:

Optimized URL: http://name.com/vehicle_show-room_2013Non-optimized URL:http://name.com/vclshwrm.asp?year=2013

Characters such as question marks are un-readable by search engines. Your page URLshouldn’t include abbreviations, either. In-ventory your non-optimized URLs and ad-dress the list with your website provider.

Off-Page SEO

Publishers cannot directly control off-pageranking factors. These factors include in-bound links, social channel activity and on-line customer reviews.

Inbound Links: When other sites link toyours, your site shows up higher in searchresults. You can measure how many in-bound links you currently have atwww.opensiteexplorer.org.

Once you collect this data, take these ac-tions:• Scan your highest-authority inbound links

for opportunities to create more similarlinks.

• Scan your competitors’ highest-authorityinbound links. Can you get those linkstoo, or do they provide ideas for getting

similar links?• Inbound links from non-profit (.org) and

education (.edu) sites are especially valu-able. Do you have any? Should you havemore from your friends and partners inthese realms?

Build your inbound links gradually. Googlealgorithms will notice a quick accumulationof links and may penalize you.

Get your staff on board with the idea of“thinking links” — always keep an eye outfor opportunities to request an inboundlink.

For a complete list of SEO best prac-

tice guidelines, look to Google Webmas-ter Tools. The platform will show you howyour website is performing before youput your SEO strategy in motion. Formore information, go here: http://bit.ly/1azzEf6. t

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


One of the biggest challenges finance managers face is something

that I rarely hear discussed — it’s the cus-tomer’s perception of the F&I or finance guy.

We’ve all heard these comments:

• “Don’t let them sell you anything in there.”

• “All the stuff they sell in there is arip-off.”

• “When I went into the finance officeat the car dealership, all of thenumbers changed. They tried to ripme off!”

How Do We Change This Perception?

First, we have to admit that, as much aswe don’t like it, most customers don’tsee any difference between auto andpowersports dealers when it comes tothe finance office. I have yet to hear thewords, “The finance manager was such anice guy.” Most of us hear the exact op-posite. The saying, “If it walks like a duckand quacks like a duck, then it’s a duck”comes to mind. So how do we changethis perception?

Don’t Be A Duck

Don’t be called a “finance manager.”Think about your title. How do cus-

tomers feel about business managers,paperwork people or customer servicemanagers? Customers tend not to havehad the same negative experiences withpeople with these titles.

Why would a cash customer evenneed to talk with the finance manager?They are not financing! I have heard cus-tomers ask that very question.

Don’t Dress Like A Finance Manager

Please, whatever you do, don’t wear atie! A business manager should dress astep above the sales staff, but rememberthat you are working in a motorcycleshop. Business casual is about as dressyas you want to go.

Don’t Act Like A Finance Manager

If you act like the slick-talking financemanager that customers hate, they willassume that you are one, and they willput up their guard.

You want to use a low-key, attentiveand professional approach. Listen and re-spond in a relaxed, conversational man-ner. This will put them at ease so thatwhen they leave your office, they will feellike they made the buying decision, notthat they were sold on your products.

Don’t Have An Office That Looks Like A

Finance Manager’s Office

The typical finance office has informationabout warranty coverage on the wallsand desk along with gap claims, Lo-Jackrecovery info and, worst of all, brochures.When a customer walks into this environ-ment, they instantly put up their guard.

What should the office look like? First,get everything out of sight that looks likea selling tool. Those should be in adrawer for you to use when needed, butthey should not be visible when the cus-tomer enters the office. The office shouldhave framed powersports pictures andposters on the walls — action shots, notPOP materials. Pictures of you riding areeven better.

The walls should be painted a coloryou would use to paint your living room,not a prison or closet.

The furniture should look nice and becomfortable. The customer’s chair shouldbe one you would have in your house.The side of the desk that the customersits on should have an overhang so theycan sit and sign their paperwork comfort-ably. This might sound like a small detail,but when it comes to the customer’s per-ception, it is huge.

Don’t Talk Like A Finance Manager

Avoid words or phrases such as:• Entitlements• Benefits• Packages• Calling a new motorcycle, ATV, etc.

a “unit”• Any industry jargon• Other sales words

When the customer feels like you arethere to serve them rather than act as an-other way for the dealership to makemoney, you will see better customer serv-ice scores, experience more return busi-ness, and your department will generatemore profit. 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

Don’t Be the F&I Guy


It’s August and that means two things for many of you: theprime selling season has passed and, for some, the secondary

season is about to begin. When a customer asks, “When can you service my unit?”,

the following tactics might help you answer that question andclose more business.

Create Immediacy

If they ask, “When can you do the work?” tell them to bring itin right away because you can squeeze them in. Even thoughall shops, including yours, are busy right now, say you’ll maketime for them.

This makes the customer feel as if they are your No. 1 prior-ity. You might be slow, but they don’t know that! Don’t tell them

to “bring it by any time;” that gives the impression that you’renot busy and they can take time to shop around.

If you are busy and you need to schedule a specific time, trythe assumptive close. Ask, “When can I schedule this job foryou?” or go straight to, “How is Thursday at 3 p.m.?”

It’s OK to ask, “When would you like to bring it in?”, but itleaves the call open to discussion. The more feelings of immediacyand commitment you can create with your customer, the better.

Don’t Diagnose Over The Phone

If the customer calls you up and begins to try to diagnose theunit over the phone, divert the conversation. Tell them it’s bestto have one of your mechanics look over their unit. Sell whatyou have, which is a staff of trained professionals.

MANAGERService

By C.R. Gittere

THE

Secondary Season ServiceSales Strategies


Use word tracks like, “Our guys haveseen these issues many times in the past,and there could be numerous issuescausing these symptoms. Bring your unitover Tuesday at 11, and we will takegood care of it.”

Ask Qualifying Questions

Knowing a little customer history andasking some qualifying questions whenyou check in the unit can help you buildrepair options for the customer. Here aresome example questions:

What are the goals and objectivesfor the repair? What are your riding plans for therest of season? What is the unit’s service history? What kind of condition is the unit in?

Present Options

Customers like options, and I usuallyhave three to five prepared when tryingto sell a major repair.

Best: This option should include per-formance upgrades. Get together with

your parts department and gather someinformation about upgrades and all thethings the customer might like to do in adream scenario. If you are taking a partoff, it sure is a good time to install someaccessories and upgrades.

Better: This option should include re-placing some stock parts with extrasalong the way. If you need to tear into amotor to do some work, this might be agood time to add a few little bits. Getwith your parts department and find outif they have any ideas for your customer.Usually, the parts guys see what othercustomers are adding to bikes. Sell thiswork to the customer: “Hey, we’re al-ready in there, so the labor time is thesame to reinstall some chrome.”

Good: This should be a quote on a fulland complete repair. Just quote theneeded items to get the job done.

Minimal: This should be the absoluteminimal cheapest way to go. It should in-clude only what is required to get the

customer down the road and possibly, ifyou have to, a little discount. This shouldbe one of the last courses of action.

Time For Something New: If the cost ofthe repair will exceed the value of theunit, it is a great time to get your salesmanager involved to open the discussionfor a unit sale.

As seasons change, and your departmentgets a little slower, it’s time to get a littlemore creative and forward-thinking.Hopefully some of these ideas will helpyou service and sell more units, moreprofitably. 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.


The Gibbs Sports Amphibians QuadSki,a vehicle that once seemed more like a

prop for a James Bond movie than a realproduction unit, continues to defy expecta-tions. Part ATV and part PWC, the versatilecrossover powered by a 1.3-liter BMW en-gine can transition from land to water in amatter of seconds and achieve 45 mphspeeds on both. We spoke with sales andmarketing manager Dan Proffer, as well aspersonnel at several current QuadSki deal-erships, to get their thoughts on the com-pany’s transition from novelty product tolegitimate powersports vehicle.

U.S. Production, Growing Dealer Base

Based in New Zealand, Gibbs set upshop in the U.S. with the purchase of a54,000-square-foot production facility inAuburn Hills, Mich. According to Proffer,the U.S. facility plans to build 1,200 to1,500 QuadSkis by the end of 2013.

The company’s goals for signing updealerships are similarly optimistic. Profferindicates the total number of dealersshould be 12 by the end of July.

“We had been in prototype form for al-most three years. We launched last Octo-ber, and our plan all along has been tohave 50 dealers by the end of 2013 andadd another 50 in 2014, so we’re on track,”said Proffer.

Currently, that list is notably missing rep-resentation on the West Coast. Accordingto Proffer, stricter regulations and a longerapproval process by the California Air Re-sources Board (CARB) are two reasons forthis missing representation. Once that ap-proval is received (estimated to be by lateAugust), the company hopes to add a sig-nificant number of West Coast dealers tothe mix.

Though some initial models from thecompany’s New Zealand HQ have been intwo Florida dealerships since spring, the

first units from the Auburn Hills productionfacility have just started to arrive at dealer-ships. Current dealers have found the de-mand is far outstripping the initial supply.

“Production and delivery just started inthe last 30 days,” said Marty Skapik ofClearwater, Fla.’s Cycle Spring Powersports.“We had a large number of preorders thatwe are delivering this and next month.”

“They’ve been selling great,” agreesRick Mori of Fort Worth’s Honda KawasakiWest, who said the dealership has sold allfive crafts that have been delivered and isanxiously waiting for more. “We’ve soldeverything we had here. It’s a great technol-ogy, and the engineering behind thesethings is incredible.”

Targeting The High-End ... For Now

As to just who exactly is the QuadSki’s cus-tomer, both Proffer and the aforemen-tioned dealers indicate the audience isskewing toward the higher end.

“According to our dealers, our biggestbuyers right now are higher-end, affluentmarine customers,” said Proffer. “We’regetting a lot of interest from the huntingcrowd, but as of right now, it’s mainly yourhigh-end marine guy. Not so much youreveryday PWC guy because of the price,but more of the guy who has coastal prop-erty and needs a place to go from the coastout into the water up to his boat.”

Skapik echoes that characterization.“The typical buyers have been wealthy indi-viduals buying them all over the country.We have sold them to everyone from NFLplayers to business owners. They’re buyingthem simply because it’s the coolest thingto come on the market in the last 20 years.It can do things that nothing else has everdone. The price tag limits the market, butwe hope we can uncover additional salesthrough its unique capabilities.”

“It is fairly affluent people because of

the price,” said Ron Setina of Wilmington’sHarborside Marina, “or they’re people whohave an off-road vehicle and a PWC, andthink, “Why not just incorporate it?” A typi-cal situation would be a guy who lives on alake, and he wants to go play out on thewater as well as just take a ride through hisacreage and enjoy the road capability ofit.”

“It’s spread all over,” says Mori. “I had aguy who wanted one in Alaska, because toget to his property, he had to be able to gofrom land to water. Another local buyerlives on a lake, and he liked the idea ofbeing able to go straight from his garageinto the water.”

Future Plans

As for the future, Proffer won’t indicatewhat the company is working on. Rumorsinclude two- and three-passenger models,even a three-wheel concept that could bemore performance-oriented. “There areseveral concepts on the table right now,but as to what that could be I can’t say.”

Mori feels a more affordable price pointis inevitable.

Setina also notes that the company’spromising start is almost wholly without ad-vertising or publicity. Once the availabilityof such a craft becomes more widespreadand consumers see the potential, he feelssales can truly push the craft beyond thecurrent audience.

“It’s exciting, it really is,” said Setina.“When you’re traveling around the roadnear the marina at 45 mph and all of a sud-den you come to a launch ramp, and yourun into the water with it, push a little but-ton and the wheels disappear, and withineight seconds you’re doing 45 mph on thewater ... that’s really something special.”

“The applications are endless,” sums upSkapik. “It’s going to take people to placesthat haven’t been accessible.” t

QuadSki Looking To BuildMomentum Into 2014

PWCUPDATE

In the words of a Tejas Motorsports em-ployee, coming to work feels like a “party

in a box.” “We want our customers to im-mediately feel energy when they openthe front door,” said Steve Ertle, co-owner of the Highlands, Texas-based business. “My peopleunderstand that when thatfront door opens, I wantthe party to hit mycustomers right inthe face.”

Located ap-proximately 25 mileseast of Houston, Tejasfirst opened its doors in1976. It wasn’t until 1997, how-ever, that Ertle and his businesspartner, Bob Binns, took ownership ofthe business.

Originally from Colorado, Binns initiallyventured to the Houston area to get intothe Jiffy Lube business. Ertle followedshortly after, wanting to be near Baylor Col-lege of Medicine for his daughter, who hascystic fibrosis. “We were looking for a deal-ership in Houston, and this happened to bethe only one in the area, so that’s what weended up with,” he said. “It was an under-

performing destination location. We didn’treally think outside of the box at the time[about location], so we just thought, ‘This iswhere we live, this is what we want to

do.’”Since the pair took ownership ofthe business, Tejas no longer

displays the sub-par characteristics of its for-

mer self. Ertle’s 20-group

membership al-lows him to visit

numerous dealer-ships across the U.S.,

which gives him ideas as tohow he should run (or not run)

his business. “I see lots of placesthat have no energy, and this is noth-

ing like that,” he said. “We want every-one to feel like they’re family. We treat[customers] like how we would treat yourgrandmother or mom or dad.”

To achieve that vibe, Tejas strives tomake itself feel less like a dealership andmore like a hangout by serving up freshlybaked cookies and brewed coffee to cus-tomers on a daily basis. But while cus-tomers enjoy a relaxed and fun shopping

experience, Ertle’s staff is working hard be-hind the scenes. “We’re a training organiza-tion. We believe you have to train everyday and twice on Saturday, so we work re-ally hard to train our product knowledgeand process. Our parts and accessories de-partment is run like a sales department. Weunderstand the value of a customer, and welet our staff know how much money wespend to make the door swing and to getthe phone to ring. They understand thateach one of those is an opportunity for usand if we don’t make that opportunity turninto a sale, then we haven’t really done ourjob that day.”

As Houston is a relatively flat city, it’s notsurprising that powersports enthusiastswant to explore some more exciting terrain.That’s why Tejas partnered with DownSouth Offroad Park, a nearby ATV park, foradditional marketing opportunities. “Weparticipate pretty heavily with it to promoteit,” said Ertle, who says the partnership hasresulted in an increase in sales of side-by-sides. “We’ve had several poker runs there,and on really large weekends, they’ll have abig concert venue that we’ll sponsor. Wedo as much as we can there.”

Since television and radio broadcasting

Work Feels Like A Party In AAt Tejas Motorsports


DealershipDESTINATION

By Gina Kuzmick


is expensive, Tejas primarily relies ongrassroots tactics to market its busi-ness. In addition to its sponsorship ofthe ATV park, the dealership hosts aquarterly customer appreciationnight, which features live music, freefood and opportunities for customersto win door prizes. Tejas also hosts itsannual Ride for Life, a large charityevent that benefits the Cystic FibrosisFoundation. “We really want to keepa fence around our herd, so we kindof tailor our events to what the needsmight be or what the season is orwhat’s happening in our immediatearea,” he said. “In the Houston area,there are so many bike nights, whichwere hugely popular for a while butjust recently tailed off. I think it’s be-cause they’ve gotten so watered

down.”The future looks bright for Tejas Motor-

sports. The dealership recently started sellingCalifornia Sidecar trikes, a powersports seg-ment that promises a wider customer base. In

addition, the dealership’s annual Ride for Lifecharity ride will take place in October, drawingabout 300 to 500 participants. As long as itscontagious enthusiasm persists, the party won’tever stop at Tejas. t

By Alisa Clickenger

You can bet that there are as many attitudesabout motorcycle apparel as there are indi-

vidual riders. From beanie helmets and leathervests to racing leathers, there are endlesschoices for your dealership to stock for yourcustomers. While price points and margins mayvary considerably, here’s a guide to knowingwhat you are stocking and how to educate yoursales staff in selling it.

Let’s start at the top of the apparel marketand look at what it takes to make quality gear.Great riding apparel makes an art of the com-fort-protection equation. Klim’s dual sport prod-uct line manager, Edward Wilkinson, likensmaking good gear to making a cake. You needto use select, quality ingredients to create agood product. Good gear designers know theirmaterials, how well they perform and can createdistinctly different garments for each purposeand season.

Materials

Quality gear requires quality ingredients. Thereare primarily three types of manufactured mate-rials used to make motorcycle apparel: poly-ester, nylon and exotics. Polyester is a standardcommodity product that is generally inexpen-sive. Nylon has a wide variety of quality andfeatures depending on the type used, how thethread is twisted and woven, and the type ofcoating or backers put on it. Exotics, such assuper-fabrics with ceramic coatings, are prod-ucts like Armacore, a name brand that featureshigh tenacity nylon woven with heat-resistantand strong synthetic fibers such as Kevlar andDyneema fabric super blends.

In general, polyester is inexpensive andtakes color well. Nylon has superior abrasion

And Wo

36 August 2013 | Motorcycle & Powersports News Wh

at M

akes

Gea

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but doesn’t take color quite as well.Kevlar is fantastic at preventing tearingbut doesn’t take abrasion well. In addi-tion to fabrics, there is a whole gamut ofmeshes from inexpensive polyester tothose that are abrasion resistant. Usingthe right blend of materials to meet ap-parel product line objectives becomes anart form for the designers and develop-ers.

And while it may seem less complex,not all leather is equal. Icon’s ICON 1000line is a premium line that uses only full-grain Brazilian cowhide — hide fromgrass-fed cows that aren’t fenced withbarbed wire. There are no pinpricks,scars, etc. Where the hides come from,how they are fed and harvested, and howthey are tanned all play a role in thequality of leather produced. Full-grainand top-grain leather are the best quality,with split- and corrected-grain being thelesser qualities.

Construction

Construction techniques vary widely, too,and are another way companies keepcosts down. Seam and stitch counts varywidely, and the simplest patterns are thebest. Each seam makes a garmentweaker. Add embroidery and the gar-ment weakens even further. Neverthe-less, motorcycle apparel needs toconform to the curves of a rider in orderto be comfortable, so it becomes a mat-ter of clever pattern engineering. It’s abalance between costs, construction,durability and fit.

Thread and stitching then become ahuge part of the quality equation.Stitches per inch and the type of seam —

single, double or triple-stitched — areimportant factors to consider as well.Serging, or “overlocking,” is a strongtechnique, which takes a special machineand actually runs up to five lines ofthread into each stitch and locks them alltogether. Loops of thread pass from theneedle thread to the edges of the fabricso that the edges are contained withinthe seam.

Managing Pricepoints

How do apparel companies use top-quality materials and keep the manufac-turing cost down? Eliminating features isone way. Companies can get rid of sewn-in liners, iPod earbud holes and hydra-tion systems. This is how Olympia MotoSports does it: they use the same high-end materials in their $189 jackets asthey do in their $400 jackets. Their pricepoints increase as features and benefits,such as removable liner jackets, hydra-tion systems, etc., are added. Basic com-ponents such as Cordura fabric, CEprotectors and YKK zippers are usedthroughout their entire product line regardless of price.

This is an important point any dealer-ship apparel manager needs to remem-ber: always look at the construction andmaterials of the product you are stockingand selling. Just because an apparelcompany has a high-end reputation,doesn’t mean that every line they pro-duce uses those high-end ingredients.

Comfort

A motorcycle apparel line either makesor breaks on comfort. Fit is an integralpart of the comfort factor, and the pat-

rth Selling?



terning is a key ingredient. Is the tail longenough to prevent drafts? Is there a pre-bend to the sleeves so they fit right whenin the riding position? Are there gussetsin the right places so the jacket doesn’tbunch up?

Convenience features are also impor-tant. Are there wrist adjusters, and canthey be operated with gloved hands?Does the waistband have elastic in it sothat it stretches and flexes with the rider?Is there adequate venting? Is everythingsewn well? Moreover, never underesti-mate the power of a good zipper. Goodquality apparel uses high quality zippers.After all, if you can’t zip your jacket up,what good is it?

The overall fabrics used are also partof the comfort factor. Is the fabric theright fabric for the intended use? Is itbreathable? Is it waterproof? What aboutthe trim — is it a comfortable material ifit is next to the skin? Does it flex in har-mony with the garment material? Does itchafe? Does it fuzz or wear out quickly?

Better apparel considers all thesethings. “Good gear is very comfortableand doesn’t tire the rider. It adapts to therider’s body, stretches, yet still protects,”says REV’IT! director of operations PaoloBacchiarello. “Good gear needs to becomfortable, but not comfortable to thepoint of being too big.”

Many apparel companies sell all over

the world and have extensive testing andconsumer feedback programs. This typeof formal feedback program is essential;actual performance in the field under awide variety of temperatures andweather extremes is integral to productadvancement. Other companies, such asBMW, develop many of their own ap-parel materials, which helps them keep acompetitive edge.

Yet, dealers and consumers alike haveto be aware that there are proprietary ap-parel materials based upon real scienceand engineering, and those that are sim-ply made up names for a given brand.That’s where the hangtags and sew-in la-bels come in handy. There are many part-nerships in the motorcycle apparelindustry, and most notable are the onesyou see dangling from garments on theracks. These supplier companies make aguarantee to each other to use a certainquantity of materials, which helps fundfurther research and engineering.


Protection

“Quality armor in your gear is as essen-tial as the helmet you wear,” says RichardHarfoot, D3O business developmentmanager for motorsports. “The first thingto look for is a good fit. Make sure yourjacket and pants are fitted correctly anduse quality materials and construction.During a fall, your armor will movearound and expose your joints to an im-pact, especially when rolling. Secondly,choose the highest rated CE armor youcan.”

Protective armor performs differentlydepending on climate and conditions,and can become stiff and bulky. The bestquality gear offers the highest certifiedlimb and back armor on the market, en-gineered to the latest standards. “Thismakes you safer and more comfortable,letting you concentrate on the ride,” saysHarfoot.

What is CE armor? CE is the Europeanstandard covering protective clothing formotorcyclists against impact. Level 1 isthe starting point, and Level 2 pushes the

limit to give riders the highest level onthe market, reducing the transmittedforce to your body.

“Armor is unfortunately the easiestway for some manufacturers to maketheir product ‘affordable,’” says JoeRocket’s Steve Blakeney. “The safest betto ensure the jacket has viable armor isto look for CE approved armor. Andevery sales person should be prepared topull out the armor to show any consumerthe ‘CE Approved’ stamp. If it doesn'thave the stamp, it's not approved.

A word of caution: because there areno CE ratings in the U.S., some appareland armor companies call their gear “CErated.” To make sure that the appareland protectors conform to the Europeanstandard, specifically look for the corre-sponding EN number.

Armor, or lack of armor, doesn’t al-ways define what makes quality gear.Companies such as Roland Sands De-signs manufacture some of their motor-cycle apparel lines with high qualityconstruction, yet leave it to the consumer

to choose what, if any, armor gets in-stalled in the armor pockets.

Consumers will always ask why goodapparel is so expensive. Joanne Donn,founder of Gearchic.com, says, “Motor-cycle apparel is one of the few industrieswhere you literally get what you pay for.”The bottom line is that quality gear takesarmor that is more expensive, requiresmore expensive raw materials, and takesmore time to construct.

As Klim’s Wilkinson says, “The overallgarment is only as good as all the parts.”

The combination of all these things iswhat makes decent apparel … if you doit right, the sum of the whole is greaterthan the sum of the parts. t


Millville II Kenda TiresThe Millville II is designed for soft to intermediate

terrains, making it ideal for motocross. Its new

compound formula provides traction and durability;

while biting edges improve cornering. In addition,

its paddle-shape patterned brakes improve braking

traction. The Millville II’s new tie bar knob support

reduces knob squirm and increases durability.- - - - - - - - - - - -

For More Info: www.kendatire.com

T iresOff Road

M403 Front/M404 Rear Combination MX/Off-Road TiresBridgestoneBridgestone’s M403 front/M404 rear combination

set of MX/off-road tires has been developed with the assistance of

championship-winning race teams to help riders turn and accelerate out of

corners through strong grip and contact feel even at full-lean angles. These tires

are Bridgestone’s broadest range of motocross and off-road tires and cover a

wide range of soil applications. Complete sizing and applications for all

machines 50cc up to 450cc are available. - - - - - - - - - - - -

For More Info: www.bridgestonemotorsport.com


SX & EX MotocrossTiresMagnum DistributingThese EX soft terrain and SX

intermediate terrain tires

feature widely spaced knobs and

stiff sidewalls for improved steering and braking

performance. The tires are available for mini- and

full-sized bikes, and retail at $77.77. - - - - - - - - - - - -

For More Info: www.magnumdistributing.com

MotoClaw Radial UTV TireEFX Performance TiresThis UTV tire design features a diamond-plate themed thread pattern that weaves in and out of the side and

shoulder lugs. Its features include 8-ply construction, radial technology and a DOT street legal rating. The 1-

inch lugs and a .5-inch side shoulder lug extend all the way into the sidewall to protect the tire. The EFX Moto-

Claw is currently available in 27-by-10-by-14R and 30-by-10-by-14R. It retails at $189. - - - - - - - - - - - -

For More Info: www.efxtires.com

VRM-140 Intermediate/Soft Terrain Tackee TireVee RubberAvailable in all popular

mini-sizes, these tackee

tires are designed to meet

the demands of intermedi-

ate terrains. The lightweight

construction is ideal for mo-

tocross application, while the

tire’s 4-ply rated casing mate-

rial reduces unsprung weight.

The front tire is FIM/DOT ap-

proved. The VRM-140 retails be-

tween $41.95 and $106.95. - - - - - - - - - - - -

For More Info:

www.veerubberusa.com


Sand Snake MX Rear TireAMSThis AMS sand paddle rear tire is built for desert sand. The paddles

are designed to increase straight-line traction and pulling power on

steep inclines. In addition, this tire has a natural rubber compound

that runs cooler with increased abrasion resistance, extending tire

life. 6-, 8- and 10-paddle versions are available. The tire is rated for

speeds up to 81 mph, and the suggested retail is $42.95.- - - - - - - - - - - -

For More Info:

www.parts-unlimited.com


TractionatorHeavy-Duty SeriesMotozThe Tractionator heavy-duty series

uses natural rubber and Terrapactor

tread designs to increase traction by

compacting and wedging the terrain.

The series’ high strength ply material

achieves higher ply rating with less ply

layers, and the tire has reinforced side-

walls to reduce punctures and pinch flats.

The tires are DOT approved for street use and

are available in18-, 19- and 21-inch sizes. The Tractionator

Heavy-Duty Series retails from $75 to $110.- - - - - - - - - - - -

For More Info: www. motoz.com.au

Maxxcross MX IT TireMaxxisThe Maxxcross MX IT is an in-

termediate motocross tire fea-

turing a dual compound tread

pattern with long and varied

tread pitches. The front tire

incorporates the Maxxis stan-

dard IT compound for the base

of the knobs, with a soft cap

layer of rubber across the

center to absorb vibration and

enhance braking traction. The

rear tire’s center tread knobs

feature a softer compound

than the shoulder for

holeshotting traction. The

tire’s lightweight construction

and sidewalls virtually elimi-

nate tire roll sensation

through corners. - - - - - - - - - - - -

For More Info:

www.maxxis.com

MX907HP Hard TerrainSedona Tire & WheelThe MX907HP features a compound designed for blue-

groove hard-pack terrain traction, and a crosspatch

tread design that provides a larger contact patch to

maximize both in-line and cornering traction. The tire

and wheel’s multi-knob technology ensures a large

footprint. The siped and dimpled knobs also add

more bite-edges for traction, and the rigid 4-ply car-

cass enhances stability and absorbs impacts. The

MX907HP retails from $65.95 to $94.95.- - - - - - - - - - - -

For More Info: www.sedonatires.com


255 Trail Pro TireShinko Tire USAShinko’s 255 Trail Pro Tire features a highly

flexible radial carcass and soft compound for

gripping rocks and other slick terrain. Although

DOT-approved, these tires are not recom-

mended for commuter/continuous highway or

dual sport use. The 255 Trail Pro Tire is light-

weight to reduce unsprung weight, which re-

sults in improved performance and

maneuverability. They are available in 18- or 19-

inch rear radial sizes and retail for $104.95

(110/90-18) and $116.95 (110/80-19). - - - - - - - - - - - -

For More Info: www.shinkotireusa.com

Pulse Sport ATV TireCheng Shin Rubber USA, Inc.This ATV tire set promises uncompromising cross

country performance that stems from the latest in

sport ATV tire technologies. The rear tire knobs fea-

ture a 15-degree reinforcing angle for sliding pre-

dictability and durability as well as a front profile

optimized for steering. The Pulse Sport ATV Tire’s

knob edges increase bite, and its 6-ply rated car-

cass minimizes flex.- - - - - - - - - - - -

For More Info: www.csttires.com

Women’s GEM 5 Insulated JacketArctivaThe Gem 5 insulated jacket features a

durable waterproof and breathable textile

chassis for the most demanding women rid-

ers. The DWR-protected shell fabric repels

stains and moisture, while sealed seams

and ribbed spandex cuffs provide protection

from the elements. Pockets are fleece-lined

and bib interface connectors lock the jacket

to its matching bib. The jacket is available in

Sky Blue and Charcoal, sizes XS to 2XL. It

retails for $220.- - - - - - - - - - - -

For More Info: www.arctiva.com


F2 Carbon Dubstep Snow HelmetFLY Racing SnowThis helmet uses the same shell and interior

as other F2 moto helmets but features a

snow-specific graphic design, making it the

ideal helmet for winter weather. It’s IRS-ap-

proved for any type of snowmobile competi-

tion, Snell M2010 and DOT-approved, and

ECE- and AS-approved. This helmet includes a

breath box and retails at $299.95.- - - - - - - - - - - -

For More Info: www.flyracing.com/snow

GEAR


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

tures a snug-fitting, lightweight design to fit comfortably under any shirt

or jacket. 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 $199.95.- - - - - - - - - - - -

For More Info: www.dragspecialties.com

GW Series Winter GlovesFulmer HelmetsAvailable in three styles, the GW series focus on rider’s comfort, safety and per-

formance. The GW3 features a three-finger claw grip for finger dexterity. The

GW1 is a classic mitten style glove, and the GW5 five-finger glove is designed for

riders in need of hand mobility in unpredictable situations. All styles include re-

flective precision piping, built-in wiper blades and palm protection for increased

grip. They are waterproof, insulated and easily adjustable, with sizes ranging

from small to 3XL.- - - - - - - - - - - -

For More Info: www.fulmerhelmets.com

MarketPlace

MarketPlace Find out more about the classified advertisers in this issue

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48 Agust 2013 | Motorcycle & Powersports News

NeedReprints?

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Ad IndexFREE

ONLINE RESOURCE

CENTERFind out more about

advertisers in this issue online atwww.motorcyclepowersportsnews.com/

resourcecenter

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

Adran Tie Downs ...............................24

AIMExpo..............................................9

Amrep Inc..........................................46

Arai Helmet Americas Inc. ................27

Automatic Distributors .............Cover 2

Bosch Automotive Service Solutions.21

Cometic Gaskets ...............................25

Duro Tire/Wheel ...............................41

EMGO International...........................19

Fulmer Helmets................................12

HJC America .......................................7

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

Kandi USA Inc....................................13

Maxxis International - USA ...............43

MBA Insurance..................................35

Motor Trike .......................................23

MTA Distributing ...............................42

Namura Technologies..................26, 27

Nelson-Rigg USA Inc. ........................31

nizeX, Incorporated...........................30

Platinum Air Suspension...................12

Race Tech..........................................22

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

Schumacher Electric Corp. ...............44

SEMA ........................................Cover 3

Service Manager Pro.........................30

Short Block Technologies ............17, 33

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

Sullivan's Inc. ..................................4, 5

TAW Performance Distribution LLC...38

Vee Rubber America .........................45

XY Powersports ...........................10, 11

Zurich................................................29


What Type of Direct Marketing Initiatives Do You Have in Store for 2013?

Simply the Best Lists:Automotive Aftermarket, Truck Fleet & Powersports MarketsDon Hemming, List Sales Manager, Babcox Media, Inc.

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

[email protected]

online at www.motorcyclepowersportsnews.com/resourcecenter.

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T7 Crossfade HelmetEVS SportsThis SNELL/DOT-approved helmet's RAM Cooling Sys-

tem combines internal EPS ventilation channels with

four intake and six exhaust ports for maximum airflow. A

removable, washable moisture-wicking liner offers addi-

tional comfort to your rider.- - - - - - - - - - - -

For More Info:

www.evs-sports.com

CL-1060 Sport Tail/Seat PackNelson-RiggThis low-profile bag can be easily attached using self-

adjusting hooks, or can even be looped under the rear

seat or pillion for a super clean look. It’s constructed

of 1680 Denier ballistic nylon with Fibertech faux car-

bon fiber panels and reflective piping. The bag main-

tains its shape even when empty and has fully lined

interior with a mesh pocket and organizer under the

lid. An expansion section allows the bag to grow from

8.6 liters to 15 liters. - - - - - - - - - - - -

For More Info:

www.nelsonrigg.com

Essentials


ODYSSEY Extreme Performance Series BatteriesEnersysThin-plate pure lead (TPPL) technology and rugged construction

enable these batteries to offer a three- to 10-year sevice life and

storage of up to two years without recharging. Their welded inter-

cell connections enable them to withstand extreme vibration, and

their absorbed glass mat (AGM) design eliminates spills, enabling

them to be installed in a variety of positions.- - - - - - - - - - - -

For More Info:

www.enersys.com

Documents

Motorcycle & Powersports News, August 2013