Motorcycle & Powersports News, June 2014

JUN

E 2

014

V

OL. 40 N

O. 6

06.2014

Plusw Taiwan International

Motorcycle Show

w Bruce Rossmeyer’s Daytona Harley-Davidson atDestination Daytona

w Confessions of a Customer

w Product Focus: Batteries,Exhaust Systems and Sportbike Gear

C1 Cover MPN 06.14_Layout 1 6/11/14 10:59 AM Page C1

C2 Motor Trike 6/11/14 11:23 AM Page C2

1 Vega Helmet Corp 6/11/14 11:00 AM Page 1

2 June 2014 | Motorcycle & Powersports News

Contents

Volume 40 Number 6MotorcyclePowersportsNews.com

EDITORIAL

Editor – Brendan [email protected]

Editor-at-Large – Robin [email protected]

Managing Editor – Greg [email protected]

Columnists & Contributors

Eric AndersonSteve Dodds IISteve JonesAlisa ClickengerMarilyn StempJim WoodruffHeather BlessingtonCyclepedia Press

ART

Graphic Designer – Kelly [email protected]

Official Publisher of the AIMExpo Show Daily and Show Directory

Dealership OperationsIt’s Electrifying! ...........................................................................................................................................................................4The Road Ahead by Brendan Baker

Shifting Gears ............................................................................................................................................................................14All the News that Fits by Robin Hartfiel

Have We Seen the Peak of Spring Values? .........................................................16NPA Pre-owned Monthly Recap by Jim Woodruff

Say No to Dead Battery Syndrome..........................................................................................18Confessions of a Customer by Eric Anderson

Taiwan International Motorcycle Show .......................................................................36Recap by Brendan Baker

Can-Am’s 2015 Lineup Revealed ................................................................................................42OEM Update by Robin Hartfiel

Dealer New Units in Stock ..........................................................................................................................44Inventory Report by ADP Lightspeed

April Service Department Performance...................................................................46Best Operators Club by Steve Jones

Bruce Rossmeyer’s Daytona Harley-Davidson.........................................54Destination Dealership by Marilyn Stemp

How to Cure Empty Online Cart Syndrome........................................................56Web Savvy by Heather Blessington

Selling Between the Lines..........................................................................................................................58Finance & Insurance by Steve Dodds II

Diagnosing Black Boxes...................................................................................................................................60Tech Tips by Cyclepedia Press

32nd Laughlin River Run ................................................................................................................................64Pit Pass

EV BikesWill the industry catch the “buzz” of electric bikes and scooters? By Robin Hartfiel

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

Apparel Pro – Sportbike Gear .......................................... 20Keep your customers looking sharp and safe

Batteries.................................................................................... 30Lead-acid, factory-activated and lithium ion batteries, oh my!

Exhausts .................................................................................... 48New styles, better performance and throaty sounds

Cover photo provided by Brammo

Product Focus

02 contents_June 6/11/14 11:00 AM Page 2

3 Kuryakn 6/11/14 11:01 AM Page 3


There’s a lot to be “amped” about inthis issue if you ask me. First,

Contributor Eric Anderson talks aboutDBS, which isn’t a new television station,but rather it stands for Dead BatterySyndrome (page18). It’s real, andchances are yourcustomers havebeen short-circuited by itmore than once.

Then we getinto anotherelectrical issue withEditor-at-LargeRobin Hartfiel. Heflips the switch onthe electricmotorcycle to see if this segment has cometo life in America yet (page 24). It may be amatter of time before it takes off on ourshores, but in Asia, it’s a segment that ischarging ahead. In fact, part of my trip toTaiwan included the EV Taiwan Show thatwas in the same hall as the 9th AnnualTaiwan International Motorcycle Show, whichis also, coincidentally, featured in this issue.See my story on page 36.

The quality of EV productsmanufactured by Taiwanese companies hasbecome second to none as evidenced bythe number of OEM suppliers with boothsand manufacturers walking around the

show. Suppliers to Tesla Motors, includingelectric motor maker Fukuta, electrical-mechanical control module maker ChromeATE and auto fastener maker SumeekoIndustries took part in this year’s show. And

LightningMotorcyclerepresentativeswere walking theshow as well tofind key suppliersfor their new LS-218. There wereseveral vehiclesfrom weird littletwo-seat cars thatlooked like oldEnglish taxi cabs toelectric bikes and

scooters, and components galore. One ofthe most interesting products was a batteryexchanger that was about the size of anATM machine with 15 slots forrechargeable batteries. Companyrepresentatives said that the unit isdesigned to be placed outside ofconvenience stores, supermarkets and,yes, dealerships. To get a fresh battery, youswipe a credit card and type in a code onthe touchscreen. Then you drop the deadbattery in the exchanger and momentslater a door opens with your new, fullycharged battery, and you’re ready to go. t

AHEAD

THE

RoadBy Brendan Baker

ADVERTISING SALESPublisherGreg Cira [email protected]

(330) 670-1234 ext. 203

Associate PublisherSean Donohue [email protected]

(330) 670-1234 ext. 206

Display Advertising Sales

Roberto Almenar [email protected](330) 670-1234, ext. 233

Tom Staab [email protected](330) 670-1234, ext. 224

Bobbie Adams [email protected] (330) 670-1234, ext. 238

Doug Basford [email protected] (330) 670-1234, ext. 255

David Benson [email protected](330) 670-1234, ext. 210

Dean Martin [email protected] (330) 670-1234, ext. 225

Jim Merle [email protected] (330) 670-1234, ext. 280

Glenn Warner [email protected](330) 670-1234, ext. 212

John Zick [email protected] (805) 845-1400

Don Hemming [email protected] (330) 670-1234, ext. 286

ADVERTISING SERVICES

Advertising Services Amanda Wingerter [email protected]

(330) 670-1234 ext. 223

CIRCULATION SERVICES

Circulation Manager Pat Robinson [email protected]

(330) 670-1234, ext. 276

Circulation Specialist Star Mackey [email protected]

(330) 670-1234, ext. 242

For show publications advertising information call Sean at 330-670-1234 , ext. 206.

AFTERMARKET MEDIA NETWORKBabcox Media Headquarters

3550 Embassy Parkway, Akron, OH 44333(330) 670-1234 Fax (330) 670-0874

Babcox Media California735 State St, Suite 409, Santa Barbara, CA 93101(805) 845-1400 Fax (805) 324-6015

CORPORATE

Bill Babcox, PresidentGreg Cira, Vice President, Chief Financial OfficerJeff Stankard, Vice PresidentBeth Scheetz, Controller

Copyright 2014, Babcox Media, Inc.

Official Publisher of theAIMExpo Show Dailyand Show Directory

It’s Electrifying!

Brendan Baker, Editor

04 road ahead_June 6/11/14 11:01 AM Page 4

5 Johnson Controls 6/11/14 11:02 AM Page 5


AIMExpo Tickets On Sale Now

to the Public

Highlighted by global introductions ofnew products from some of the world’smost well-known and popularpowersports companies, the AmericanInternational Motorcycle Expo (AIMExpo)rolls into Orlando’s Orange CountyConvention Center (OCCC) this fall withmore exhibitors, a larger footprint, andeven more excitement following asuccessful debut last year.

Kicking off the summer riding season,tickets are now on sale to the publiconline with a limited-time Buy One, GetOne Free offer available through the endof June.

Officially endorsed by the AmericanMotorcyclist Association (AMA) as thepremier motorcycle trade and consumerevent in North America, AIMExpo unifiesindustry, dealers, media and consumersin a single arena that creates a grandstage for motorcycling and the greaterpowersports industry. AIMExpo opens itsdoors to the public on Saturday, October

18, and Sunday, October 19 providingparticipants the chance to immersethemselves in motorcycling throughexclusive product debuts, showcases,riding demos, educational opportunities,celebrity appearances, and more.

Over 450 exhibiting companies fromevery category of the motorcycle

marketplace will be present in AIMExpo’sindoor and outdoor exhibit areas. Majormotorcycle manufacturers will befeatured along with parts and accessoriessuppliers, apparel and gear companies,and more.

At AIMExpo Outdoors!, attendees can

test ride the newest motorcycles,scooters, ATV’s, and side-by-sides fromparticipating manufacturers. Fans new tomotorcycling can learn proper riding andsafety techniques at the MotorcycleSafety Foundation new rider introductoryexperiences. AIMExpo’s inside exhibithalls will feature a host of attractionsincluding educational seminars aimed atenhancing the riding experience, alongwith Q&A sessions, meet and greets, andautograph signings from a wide varietyof motorcycling celebrities.

Adult tickets for AIMExpo are only$15 and kids 12 and under are free whenaccompanied by an adult. AIMExpo’ssummer Buy One Get One Free ticketoffer will only be available for a limitedtime when using promo code BOGO14.

New Harley-Davidson Street 750

Stars in Exhibition Flat Track Race

at X Games Austin

After scorching the ice at ESPN’s XGames Aspen, the new Harley-DavidsonStreet 750 will kick up the dirt – and the

IndustryInside the

First-Class Service

Hey C. R.,Just wanted to drop some kudos. I enjoyed your article in MPN

(last month). Well said. We have been at the top of the labor ratein Central Texas for some time now and rarely do we get aquestion, nevermind an argument on the rate. But with that said,we do strive to be not only fast, but first class.

You also reminded me of something. I took over here inOctober of 2013 as Service Manager and things were in dire straitsmanagement wise. One of the things I noticed was that we had afairly nice washbay set up that was being used as a storage areafor the most part. I cleaned it out myself and it still has not beenput into full time operation for one reason or another. Well, thearticle reminded of what first class encompasses, so we are goingto begin returning washed units to our customers now. Thank you.And keep up the great work at SMP.

- Ian NickersonCentral Texas Powersports

Don’t Let Customer Opportunities Slip Away

It seems to have long been a big taboo to ask a customer, “Can Ihelp you?” because they will answer, “Just looking.” Then what?Does the shop rep mumble O.K. and go back to scanning the netfor gossip? Simply say, “For what in particular? Bike, accessories,parts or service?” It is so easy to engage a customer in

conversation and within a minute qualify what they have in mindand how ready they are to make a purchase.

If what the customers wants is not what the rep handles, gettheir name and introduce them to the right person. If they reallyare just looking, maybe they are new to the area and just want tovisit the shops. That's fine too. Briefly show them around, paintthem the picture about your business and once you know whattype of riding he does, advise them of the motorcycle/powersportsactivities that happen in the area, give them your card, tell them ifthey have any questions to please ask at any time and leave themfree to browse.

- Ian KennedyA.C.P. Inc Ga.

Editor’s Note: We are doing our best to make MPN relevant toits readership. If there are industry issues that we should beaddressing, please feel free to let us know. Send your letters [email protected]. t

RE: BACKFIRE

06-12 News_June_Layout 1 6/11/14 11:03 AM Page 6

7 Marketplace Events 6/11/14 11:04 AM Page 7


action – at X Games Austin with anadrenaline-fueled Flat Track exhibitionrace just weeks before the new bikesbegin to arrive at U.S. dealerships.Highlights of the race will air on ESPNduring the X Games competitioncoverage.

Reigning AMA Pro Flat Track GrandNational champion Brad “the Bullet”Baker lead the exhibition race on theStreet 750 – the first all-new motorcycle platformfrom Harley-Davidson in 13years. In the spirit of thecustomer-led productdevelopment approachthat Harley-Davidsonundertook to create theStreet motorcycle, fans willbe the ones to decide ifFlat Track racing shouldbecome a future medalsport at X Games Austin using#XGamesFlatTrack to make their voices heard.

“The action-packed environment at XGames Austin fits perfectly with theattitude and identity of the new Street750 motorcycle,” said Dino Bernacchi,Director U.S. Marketing, Harley-DavidsonMotor Company. “And, since wegathered input from more than 3,000customers, riders and dealers in morethan 10 countries around the world tocreate the Street platform, it seems only

fitting to let our fans decide if Flat Trackracing should become an X Gamesmedal event.”

Harley-Davidson is no stranger toaction sports. The company has had anofficial H-D Factory Racing team inexistence for 100 of its 111-year heritage.

“Long before events like X Games,Harley-Davidson motorcycle riders werepushing the limits of their motorcycles uphills, around wooden board tracks, acrossbeaches, on ice and through the mud,”added Bernacchi.

As fans watch the Street 750motorcycle get dirty at X Games Austin,the new bikes will make their long-awaiteddebut at Harley-Davidson dealershipsnationwide in the coming weeks.

The latest additions to the DarkCustom line-up, the Harley-DavidsonStreet 750 and Street 500 feature the all-new liquid-cooled Revolution X enginehoused in a narrow and lean chassis builtfor agility. New suspension and a broadhandlebar sweep provide the confidenceand maneuverability you need whenmanaging tight turns and fast moves - witha premium, minimalist style that serves as

Inside theIndustry


MotorcyclePowersportsNews.com 9

a blank canvas for riders to customize theirown sense of personal freedom.

Claude Jordan Steps Down as

Arctic Cat Chairman and CEO

Arctic Cat Inc. has announced thatClaude Jordan has stepped down aschairman and CEO. Chris Twomey, whoserved as Arctic Cat’s CEO for 24 years,and also is a former chairman and acurrent member of the board of directors,has been named interim chairman andCEO. The board is beginning a search fora permanent CEO.

“On behalf of the board, I want tothank Claude for nearly six years ofservice to Arctic Cat, first as presidentand chief operating officer, and then asCEO for the last three years,” saidTwomey. “During his tenure, Arctic Cathas grown from $465 million to over $700million in annual sales, and the companyentered the growing sports segment ofthe Recreational Off-Highway Vehicle(ROV) market, with a line of side-by-sideWildcat pure-sport and trail models.

“Claude and the board have mutuallydecided this is the right time, however,

for new executive leadership at thecompany,” Twomey continued. “It makessense to set up the leadership team thatwill take the company forward to asuccessful future, as we enter a new fiscalyear. Tim Delmore, CFO, has agreed topostpone his previously announcedretirement during this transition period.We anticipate appointing a new CEO

and CFO in the coming months.”Twomey says the company is in strong

financial shape and the board has everyconfidence in Arctic Cat’s long-term

growth prospects. Arctic Cat is focusedon growing through a robust pipeline ofinnovative new products andtechnologies, international expansionand market share gains.

An executive search firm is beingretained to assist in filling the CEOposition.

REV'IT! Arctic Circle Project Offers

One Rider the Trip of a Lifetime

Take your shot at a once-in-a-lifetimejourney where you’ll get dirty, you’ll getlost and you’ll sleep under the stars.REV’IT! is offering one lucky rider thechance to join the Arctic Circle Project,an all-inclusive trip organized by GrahamHoskins that covers 10 countries in twoweeks. Are you the rider REV'IT! islooking for? Ditch the tourists and applytoday!

The Arctic Circle Project is a triporganized and led by Graham Hoskins.Beginning in the UK on September 1,Graham, two fellow travelers and you willride 5,000 miles through the UK,Denmark, Norway, Finland, Estonia,Latvia, Poland, Germany, Holland, France

Inside the Industry


10-11 Sullivans Inc 6/11/14 11:05 AM Page 10

10-11 Sullivans Inc 6/11/14 11:05 AM Page 11

and back to the UK in two weeks’ time.To be considered for the trip,

convince REV'IT! and Graham you shouldjoin the trip by submitting a 40 second“audition” video explaining why you’dmake the ideal adventurer. Upload yourvideo before July 1 in REV'IT!'s ArcticCircle Facebook app, and get yourfriends to vote. The videos with the mostvotes will move on to a final round, fromwhich REV'IT! will draw one lucky winner– If that’s you, the only thing you’ll haveto worry about is keeping two wheels onthe ground.

Michelin Unveils Frankentire

Traditionally, motorcycle tires used eitherold school bias ply design, or newerradial arrangements which allowed thesidewall and tread section to operateindependently of each other. Thoughsome motorcycles had radial and bias-plytires at either end, the twain never met inthe same rubber hoop – until now.

Michelin has unveiled a new

“Frankentire” that combines bias andradial ply designs, which promise thestability of a bias ply design along withthe handling and comfort of a radialsetup. The tire uses a “2AT” (dual angletechnology) concept.

Michelin To Become Official Tire

Supplier of MotoGP

At the beginning of May 2014 Dorna, inagreement with the FIM, opened atender for tire manufacturers interestedin becoming Official Tire Supplier to

MotoGP.Following French tire manufacturer

Michelin’s official tender, Dorna hasannounced that Michelin is to becomethe Official Tire Supplier to MotoGP as of the 2016 World Championshipseason.

Interested tire manufacturers wereable to request the technicalspecifications from Dorna’s ManagingDirector Javier Alonso, with threepotential tire suppliers initiallyexpressing an interest – before Michelinalone made a formal tender before theMay 22nd deadline.

The next step in the process will bethe drawing out of a commercialagreement between Dorna and Michelinas Official Tire Supplier, Michelin havingalready clearly proven its technicalabilities to respond to the needs of ademanding Grand Prix racing schedule.

Vroom: The Art of the Motorcycle

Exhibit Opens End of June

Forest Lawn Museum presents Vroom:The Art of the Motorcycle, an exhibitionof distinctive and artfully designedmotorcycles, intricately paintedmotorcycle parts and accessories, andmotorcycle-themed artworks. On view atForest Lawn Museum in Glendale, CA,from Friday, June 27, 2014 throughMonday, January 5, 2015, Vroom: TheArt of the Motorcycle is the latestpresentation in Forest Lawn Museum’scelebrated history of unique, excitingand popular exhibitions.

Vroom: The Art of the Motorcycle is ameticulously curated exhibition that willoffer an in-depth look at the dynamichistory of motorcycle culture,spotlighting the impact and influence of

the West Coast and featuring some ofthe most striking, modern, historic, rareand collectable vintage motorcycles;one-of-a-kind, hand-painted motorcyclehelmets, previously worn by world andnational racing champions; paintedmotorcycle gas tanks and fenders; aswell as paintings, sculpture andphotographs by a dozen of today’s mostcelebrated motorcycle artists – many ofwhom are Southern California nativesand/or residents.

Vroom: The Art of the Motorcyclehighlights Southern California’s historiczeal for motorcycle culture and willfeature compelling motorcycles – fromrenowned Southern Californiacollections – and artworks from the earlytwentieth century through today.

“This exhibition will take audienceson a journey through time – spanningmore than a century and depicting someof the most extraordinary motorcycles,and motorcycle art, that have carriedracers and motorcycle aficionados upand down the West Coast and acrossthe United States,” said MuseumDirector and exhibition co-curator JoanP. Adan. “There is something foreveryone: incredible artistry, stunningdesign, impressive mechanics, anddecades of exciting motorcyclememories and racing stories.”

ARI Opens New 25,000 Sq. Ft.

Facility in Duluth, Minn.

ARI Network Services, Inc. has officiallyopened its new 25,000 sq. ft.-plusfacility in Duluth, Minn. The companyinvested more than $500,000 in thebuilding over the course of the five-month renovation, modernizing thefacility, and creating an innovativeworkspace designed to meet theexpanding needs of ARI.

“This opening is a major milestonefor us, demonstrating our commitmentto creating a long-term presence inDuluth and paving the way for ourfuture product development plans,” saidARI CEO and President, Roy W. Olivier.

ARI currently staffs approximately125 employees at its Duluth location.Future staffing needs were taken intoconsideration in building the facility. t

Inside theIndustry



13 East Penn Mfg Co 6/11/14 11:06 AM Page 13


Back in the saddle again! FormerHusqvarna Motorcycles president

Kris Odwarka succeeds Hans Blesse asVP of BMW Motorrad USA and is basedin BMW's New Jersey headquarters.Blesse takes over as president/CEOBMW Group Canada (cars andmotorcycles). According to the

announcement,Odwarka will beresponsible forBMW motorcyclesales & marketingin the U.S.Odwarka joined

the BMW Group in 1992 as a salestrainer for BMW of North America. Heserved in various field and regional sales,marketing and aftersales positions beforemoving to Munich in 2000 in corporatesales for BMW Group. Odwarka laterspent 8 years as the sales director forAlpina, based in Munich, beforereturning to the U.S. in 2010 as presidentof Husqvarna Motorcycles based inCorona, Calif. He also used to race alittle motocross in his youth in Colorado.“Kris Odwarka has a great passion formotorcycles and he is excited aboutleading BMW Motorrad,” says LudwigWillisch, chairman and CEO, BMW GroupRegion Americas. “We are expectinggreat results.”

••••Look on the bright side: Curt Bryant

has been promoted to operationsmanager for lighting specialist PIAACorp. PIAA (pronounced pe'-uh) is aleading global supplier of accessory andreplacement lighting products forautomotive, powersports andmotorsports markets. Although hepreviously served as controller, hisresponsibilities included managing thecompany’s warehousing and logistics,customer service, marketing, salessupport and e-commerce activities. “We knew from his background that hebrought extensive sales and marketingexperience skills and insights that are notcommonly found in financial experts,”said PIAA executive VP Rodger Wagner.“When you add in his specific experience

with automotive and powersportsmarketing, you find a person with uniquecredentials that fit particularly well withPIAA’s business model.”

••••LeoVince USA, a.k.a. Geared Up

Powersports, LLC is no more.SpeedMob, Inc. takes over distribution ofmost of the brands previously carried byGeared Up Powersports, including AirohHelmets, TechSpec and BMC filters.However, LeoVince exhaust and carbonfiber will not be sold or serviced bySpeedMob, Inc. “The contracts havebeen finalized and I am excited aboutthis new venture and the possibilities itpresents for us,” says SpeedMobpresident Tim Calhoun. “This changerepresents our desire to get back to the

root ofwhatbrought myteam and I

into powersports. We want to reintegrateourselves into the most passionate sideof our business, not only as sponsors andvendors, but also as competitors,builders and riders on a human-to-humanbasis.” If you are a current dealer thereare no changes necessary on your part tocarry your business forward withSpeedMob, Inc. Dealers can contactCalhoun directly at (510) 232-4040.

••••Shocking news from Progressive

Suspension! For the first time in morethan 20 years America’s premiermanufacturer of motorcycle suspensionhas a new look and a new focus on beingin the field. Part of this initiative wasdemonstrated when they unveiled a newSprinter van at the Laughlin River Run

(see “Pit Pass” onpage 64). If youmissed seeingthem at some ofthe rallies, checkout their totallyrevamped website

at www.progressivesuspension.com.••••

Tool Time! Snap-On reported sales of$797.5 million in the fourth quarter. The

company reported full year 2013 sales of$3.1 billion, an increase of 4 percentfrom 2012 levels. “Our fourth quarterresults, including a 5.9 percent salesincrease and a 15.5 percent operatingmargin before financial services,demonstrate continued and balancedprogress down our runways for bothimprovement and growth,” said NickPinchuk, Snap-On chairman and CEO.“Our full year sales reached a newmilestone, surpassing $3 billion, and ourfull year operating margin beforefinancial services of 15.1 percent reflectsa 120 basis point year-over-yearimprovement.”

••••With numbers like Snap-On’s, wonder

if they are hiring? That is where the headhunters from Lonski & Associates comein. Former Spectro Oils Sales andMarketing VP Rollin Karoll has just joinedthe recruitment agency’s roster. Withmore than 30 years in the powersportsindustry, Karoll has held key roles inmarketing, sales, service, parts andinventory with Spectro, Mustang Seatsand IKON. “When the opportunitysurfaced for me to join Henry Lonski'steam, the decision was easy,” claimsKaroll. “Talented industry professionalscan be frustrated whenlooking for a newchallenge or upwardcareer move. They knowthat good jobs exist,but are often difficult tofind. With our ever-increasing roster ofclient companies, coupled with a16,000+ and growing database of thebest industry professionals, we make theconnections our client companies andjob seekers both need,” said Karoll. “I am looking forward to helping OEMs, aftermarket manufacturers anddealers find the talent they need,”concludes Karoll. Hiring managers,powersports industry professionals oranyone looking to transition into orwithin the industry can contact Karoll at(860) 828-9435 or by e-mail at:[email protected]. t

SHIFTING GEARSPrinting All The News That Fits

By Robin Hartfiel

14 shifting gears_June_Layout 1 6/11/14 11:06 AM Page 14

15 HJC Helmets 6/11/14 11:07 AM Page 15

By Jim Woodruff

Climbing or Declining:Have We Seen the Peak of Spring Values?R

eca

p

Pre-owned monthly


Following similar trends of prior years,wholesale pricing in 2014 continues

to follow typical seasonal curves. In April,the Average Wholesale Price (AWP)values for powersports vehiclesincreased 5-8 percent across mostcategories as compared to the priorthree months. Pricing for most categorieswas similar to last year.

Off-road AWP continued to seegrowth, especially in the side-by-sideand MX categories. On-highway cruisercategories also grew over the priormonths and are roughly on par with lastyear. Sportbike values softened, in boththe prior months category and incomparison to last year. Sportbikewholesale volumes were fairly stable, sothe decline is likely the result of a shiftingmix of sportbike age and averagecondition, as well as heavier inventory vs.retail demand at dealers.

In our analysis of the May-June NADApowersports guide, the expected pricedeclines 1-2 percent in most categories,despite stronger wholesale values inApril. This makes sense, though, as thepeak of spring has likely occurred andthe transition into the softer summerseason is under way. We do expect thisyear’s summer price transition to be alittle more gradual than prior years, withwholesale volumes remaining tighterthan usual. This is due to low defaultrates restricting repossession volumesand strong retail sales keeping units ondealer floors. t

Data includes all live and online transactions from all four NPA locations. Closed OEMauction data is excluded.

All data provided by National PowersportAuctions. For more information, please visitwww.npauctions.com or call 888.292.5339.

16 NPA recap_June 6/11/14 11:07 AM Page 16

17 Gibbs 6/11/14 11:07 AM Page 17

Why is it when I buy a new carbattery all I need to do is install it

and go, while for my motorcycle I needto wait around for the dealer tech to“activate it?” I actually now call ahead tomy local motorcycle shop to get my newbattery ready a day in advance, but that’sbecause I learned the hard way when myold one was getting weak. I used to justmiss my Sunday ride after getting alldressed and packed up only to hear“click-click-click” at the push of thestarter button. Damn! We all hate whenthat happens!

The auto industry has been offering“factory activated” plug-and-playbatteries to drivers for more than 20years. It’s not new technology, but itsbetter than what we have. Almost none ofthe auto batteries in the U.S. are the olddry-cell style, requiring caustic electrolytesolution to be poured in, then an hourwait for the internal lead plates to be fullysaturated prior to charging. Not followingthe manufacturer’s suggested instructionsand hooking up the charger prematurelycould burn the plates thereby reducingthe battery’s lifespan. If one followed thedirections, the first charge should takeapproximately eight hours to fully activatethe battery properly. Add that all up andits nine hours a customer has to wait. Cardrivers won’t wait nine hours. Neither willmotorcyclists.

Many dealers activate the morepopular battery group sizes in advancefor customer convenience. But if you ridean offbeat Euro bike like I do, there is noinstant plug-and-play solution, thus I havelearned to predict my DBS – DeadBattery Syndrome – in advance of ithappening. Do you think some dealerscut their in-house activation process shortin order to get the customer out the door

quicker? Answer that one for yourself, butchances are none of your customers reallyknow who charged their battery the firsttime. And it’s pretty common knowledgethat a battery’s first charge is the mostimportant charge of its life.

You can bet shipping and EPAregulations will eventually clamp down onbattery acids, soon making “factoryactivated” batteries more or less amandate. Does your concrete servicedepartment floor have any acid etchingon it from past overflows and spills? Howmany of your jeans were ruined by aciddrops? My point is made. And since thefactory activation process starts a clock

ticking on shelf life, it’s important theprocess doesn’t start on the other side ofan ocean connected with a two-threemonth shipping journey. The lifespan ofan activated battery ranges from 10 to 12months from the time it leaves theactivation plant, so it’s important to trackyour inventory and turn it over quickerthan an older dry-charged battery thathas a longer shelf life. – just aninconveniently long activation time.Quicker shipping and domestic activationmakes it all possible in this modern age.

The lithium-ion battery market iscertainly growing, especially whereweight savings is important. The roadracing and off-road crowd will spend theextra money to save the weight, butwhat’s odd is it makes no economic

sense to recycle lithium like it does old-fashioned lead. What do you do with theold ones? I guess we will find out whenthis new type of battery sees the end ofits useful lifecycle and we have to dosomething with them. As for lead, it’s gotan established, sustainable recyclingprocess to the point where the U.S.hardly needs to import it anymore. Theauto batteries manufactured here aremostly recycled lead from old carbatteries used here. It’s cyclic.

As a customer, I am now starting tostock an extra “factory activated” batteryor two in my garage a year or so after anew battery has been installed in my

various motorcycles. What’s funny is, thelifespan of these batteries activatedprofessionally by the factory (as opposedto my local dealer) seem to last muchlonger – twice as long so far. Maybe it’sbad for your battery sales, butpowersports battery longevity isbecoming more obvious to me due to myexperiences with factory activated AGMbatteries for cars. Maybe it’s time to takethe chemistry set out of the back of yourdealership and leave the activationprocess to the pros who construct thosebatteries. Do you still cook lunch thesedays, or buy it ready-made? No offenseto anyone doing their own activationprocesses in the back – my point then isto take the extra man-hours to follow theinstructions to the letter and then brag to

By Eric Anderson

Just Say No to DBS –Dead Battery SyndromeHow the Powersports Market Should Approach Batteries

ConfessionsOF A CUSTOMER


“Maybe it’s time to take the chemistry set out of

the back of your dealership and leave the activation

process to the pros who construct those batteries.”

18-19 confessions_June_Layout 1 6/11/14 11:08 AM Page 18


your customers that you are “activating”correctly. Point-of-sale signs should read“Ready to Plug-in and Ride Now.” We’reall smarter these days, so we won’tassume you are short-cutting the processif you’re doing it correctly.

Have you also noticed your customersare adding tons more electrical draw totheir machines lately? Monster stereos,auxiliary lighting, GPS systems, electricalclothing, heated seats/grips, chargersand more. Standard alternators will notfinish the charging on a new, partiallyactivated battery – they don’t have thepower. As electrical accessoriescontinuously get added and stockalternator outputs remain low, guesswhere the strain goes? The battery. It’smore important than ever to start outwith the strongest battery possible rightout of the chute. If my local dealer sent

his customer out the door with a newbattery activated on-site in under 45minutes, you can bet that KLR 650alternator won’t be able to catch up ever!The biggest mistake we all make isassuming everything is great if thebattery cranks the engine over and itstarts. That’s better than “click-click-click”this morning when it was dead, but by nomeans does it guarantee a properlyprepared battery with a long life ahead.

The AGM (absorbent glass mat) styleof battery, like in automotive circles, willbecome the majority of the market inpowersports since it is sealed, vibrationresistant, spill proof and heat resistant.The glass mat layered in between thelead plates holds the electrolyte evenly inplace increasing electrical efficiency aswell as durability. You can even run thesebatteries upside down or sideways while

beating the living crap out of them inheated, pounding environments – likeour UTV team tends to do in SCORE Bajaand Best in the Desert races. Add“factory activation” in North Americaand you’ll see the future of standardbatteries in powersports.

Make it easy...and they will buy, plugin and ride. t

The long-running Confessions of a Customer™ is one of columnist Eric Anderson’s commitments to theindustry, which includes his retail salestraining efforts and service to the MICBoard of Directors. He has built severalwell-known aftermarket brands and is thefounder of Vroom Network, an industry-specific consulting company specializingin marketing, training and branddevelopment.

1994 styles may no longer be in fashion, butapparel is still a money maker for dealers

Clothes Can Make You

This month we are

looking back 20 years at

some of the leather

apparel we were wearing

out on the road. And

while our Eric Anderson

is looking a little younger,

leather today is still

popular among riders of

all types. However, as our

sport bike apparel

section this month

demonstrates, the

industry has adopted

many other styles of

jackets and pants. t

“The biggest mistake we all make is assuming everything is great

if the battery cranks the engine over and it starts.”

18-19 confessions_June_Layout 1 6/11/14 11:08 AM Page 19


By Alisa Clickenger

SportbikeSpecial

It’s summer time and for most of us in theindustry that means full tilt boogie in our

dealerships. While we all feel the pressure torack up sales and make our numbers at the apexof the season, keeping a fresh attitude towardseach person that walks in the door is sometimesa challenge. It’s easy to fall into mental shortcutswhen the demands are high and there aremultiple customers to serve.

Steve Blakeney, Marketing Director for JoeRocket, encourages dealers to not makeassumptions about their customers just becausethey roll up on a sport bike. In a 2012 MIC study,the median age of sport bike riders was 32 yearsold. “The average of the sport bike rider is olderthan everybody assumes,” says Blakeney.“Automatically that tells us that this customer isgoing to be more interested in protection andfit, and the more technical aspects of this gear…does it have armor? Is it CE rated?”

Dealers can do customers a terrific service bypicking a “good, better, best” philosophy andprioritizing training of employees about why thedealership stands behind those brands. In turn,if dealership employees take time to educatecustomers and transfer knowledge about theirproducts, customers will be able to make aneducated decision and leave the store confidentin their purchases.

Jayson Wickenkamp at Scorpion Sportssuggests that dealers bear in mind that keepinga variety of options for their clientele in stockwill help them secure a sale. “Seasoned andactive sport bike riders are generally somewhatsavvy about their gear. They buy based onprotective features as well as lifestyle: safety isimportant, but so is making a statement,” saysWickenkamp.

Take these tips from the pros and combinethem with the latest sportbike gear featuredhere to really heat up summer sales.

The Apparel Pro:

Cortech GX Sport 3 JacketMade from 600 denier Carbolex, the shell

incorporates 1680 denier BallisticPolyester material in the elbows andshoulders. It features a Rainguardwaterproof and breathable barrierand a mandarin-style collar withmicrofiber trim. Waterproofzippered chest vents combinewith sleeve vents and rearexhaust vents to provide flow-through ventilation. Phoslitereflective piping and Cortech’ssignature reflective rear triangleincrease nighttime visibility. Thejacket also incorporatesremovable, CE-approved armor

at the elbow and shoulder with anarticulated triple-density back protector. For the colder

days, Cortech’s Z.O.Q. (Zip-Out Quilted) Liner features warming 100gpolyfill insulation. Two hand warmer pockets and an interior mobilephone pocket. Adjustable waist belts with TPR pulls. Available inred/black, blue/black, yellow/ black, black/black and gun metal/black.Men’s XS- 4XL and tall M-3X.- - - - - - - - - - - -MSRP $224.99

www.helmethouse.com

(818) 880-0000

20-22 Apparel Pro_Layout 1 6/11/14 11:08 AM Page 20


Joe Rocket Flexium TX Track Ready GloveDouble stitched with an embossed cowhide chassis, this glove has a doublelayered leather palm, thumb and pinky, along with injection molded armor atthe knuckles. High-density padding and polymeric sliders are at the fingers,palm, pinky and wrists. Ram-air vents keep the hands cool while articulatedpanels on the fingers and expansion panels at the wrists significantly increasemobility. The gloves feature a double cuff closure design with a built-in sliderflap and convenient TPR pull tab. Colors: Black/black, black/red, black/blue,white/silver. Sizes small thru 3X-large (3X-large in black only)- - - - - - - - - - - -MSRP $99.99

www.SullivansInc.com

(800) 447-7505

Sidi Apex Lei Ladies Boot!This boot is built around a lady specific foot mold and features aunique graphic appliqué to set the boot apart from the men’s version.The patented Vertebra System protects the rider’s Achilles tendon,and there are bolt-on, replaceable, adjustable and aerodynamic nylonscuff pads on the toe. A 1.7mm thick Technomicro is used as a basematerial, there is a nylon inner sole with removable arch support pad,a dual compound sole and a shock absorbing heel cup. Featuring afull-length zip open entry, a DuPont polymer toe shift pad and aclosable air vent. The Apex Lei is double stitched in all high stressareas. Available in black/silver. Sizes 36-43.- - - - - - - - - - - -MSRP $225

www.motonation.com

(619) 401-4100

REV'IT! GT-R Race SuitThe REV’IT! GT-R one-piecesuit offers the ultimatecombination of safety,comfort, function andstyle. Designed to fulfillall the needs a sportrider could have, ithas CE-approvedarmor that can befound under thedual-compprotectors, whichtogethersignificantly lower theimpact forces of a crash.The suit’s highly abrasionresistant Monacoperformance cowhide isperforated at criticalareas to keep riderscool. Stretch panelshave beenincorporated toprovide excellentfreedom of movementand help maintain flexibility.Carbon hard-parts atshoulder, dual-comp kneesliders type A, ProLife CE protection at shoulders andelbows. Adjustable ProLife CE comfort protection at knees,Tryonic Seesoft CE-level 1 type B hip protector inserts.Safety stitching, double leather seat, comfort collar andcuffs, stretch lips at back, shoulders, elbows and knees,stretch panels at chest, sleeves, crotch and legs, easyentrance zipper at calf, removable lining, and aero cool 3Dmesh at shoulders and back. Available in black/white,white/red and black/acid green. Sizes 44-56.- - - - - - - - - - - -MSRP $999.99

REV'IT! Sport USA, LLC

www.revitusa.com

(888) 681-0180

Speedmaster Jacket by Joe RocketJoe Rocket’s race suit cut in half; performance features include a 1.2to 1.4mm embossed premium cowhide chassis that’s held togetherwith double overstitching and backed by titanium reinforcedshoulders, CE-approved armor at the shoulders and elbows, plus aremovable high density spine pad. Injection molded vent intakes atthe shoulders with Variable Flow intakes at the forearms and largeadjustable exhausts mid-back, plus aremovable insulated vest liner. There’sa six-point SureFit adjustmentsystem at the forearms, biceps,sleeves, and waist, with snaploops and an 8” zipper for jacketto pant attachment. Ultra lowprofile neoprene collar, andample reflective striping.Colors: Stealth black, hi-riskred, radio active yellow, coolwhite. Sizes: 40 to 54 (54black only).- - - - - - - - - - - -MSRP $349.99

www.SullivansInc.com

(800) 447-7505



AGV Sport Sky Ladies WaterproofTextile Jacket This jacket is constructed of 100 percentPolyester MaxTex 600 Denier fabric, withan integrated waterproof and breathableReissa membrane. Textile spandexstretch panels are incorporated into theshoulder area and down the sides ofthe jacket, and there is a 100 percentPolyester anti-bacterial fixed meshlining. Comes with a removable 75gram thermal insulating lining, CE-approved protection at the shouldersand elbows. Equipped with zip open

vents on each arm and two on the upper back, there are two front handwarmer pockets and one interior, plus a waterproof vertical wallet pocketwith zipper closures. Available in black, black/gunmetal, black/purple,black/pink, black/red, and black/ fluorescent yellow. Sizes XS, S, M, L, XL.- - - - - - - - - - - -MSRP $149

Motonation, exclusive North American importer

www.motonation.com

(619) 401-4100

Tour MasterSonora AirJacketThis quarter lengthjacket comes withArmor-Link meshmaterial and 600denier Carbolexcombined with 1680denier ballistic polyester inthe impact areas. Comfortable,mandarin-style microfiber lined collar,reflective piping and Tour Master’s signaturereflective rear triangle that increase nighttimevisibility. Removable, CE-approved armor at theelbow and shoulder with an articulated tripledensity back protector. Adjustable, elastic andsnap sleeve take-up straps at the forearm andbicep help secure elbow armor. Aqua-Therm two-stage waterproof and insulated removable liner.Adjustable waist belts with TPR pulls. Available inblack, high visibility yellow and gun metal silver.Men’s XS- 4XL and tall M-3X. Women’s small-XL inregular and plus sizes.- - - - - - - - - - - -MSRP $239.99

Helmet House, Inc.

www.helmethouse.com

(818) 880-0000

Scorpion Podium Race SuitStrategically placed perforated panels along with thePowertector GP AirHump work together to effectivelyregulate the rider’s temperature, reduce fatigue andincreases performance. Molded shoulder and kneeprotectors, SAS-TEC CE armor, padded torso andcoccyx protectors all work toprovide maximum protectionand comfort. Constructedfrom a combination ofpremium perforated and non-perforated 1.2 to 1.4mmMonaco top-grain leather.Padded panels in the torsoand thighs provide comfortagainst components of themotorcycle. Removable andwashable, KwikWick IImoisture wicking and anti-microbial liner with twointernal storage pockets. LeattSTX and STX-RR neck bracecompatible. Sizes SM-3XL.- - - - - - - - - - - -MSRP $899.95 – $914.95

www.scorpionusa.com

(888) 672-6774

REV'IT! Xena Ladies 2-Piece SuitThis leather jacket and pants accentuateall the right spots with figure-huggingleather. Not just another pretty fashionpiece, it’s designed for the seriousfemale rider who demands performance,plus all the safety features found in anytop-shelf motorcycle jacket. The outer shellis made from 70 percent Monaco Performancecowhide, 27 percent polyamide and 3 percentelastane. SAS-TEC CE protection at shoulders andelbows, Seesoft Back Protector -Type RV(BackProtector sold separately), safety stitching withadjustment straps at waist and an adjustment tabat the cuffs. Ventilation panels at chest and back,a comfort collar and cuffs, and stretch panels atchest, back, waist, sleeves and collar. The XenaLeather Pants feature dual-comp knee slidersthat can be attached for aggressive-as-you-want-to-be track day sessions (the knee puckssold separately), yet the Velcro can be easilyhidden with the included leather knee patches. CE-approved hip and knee protectors, a doubleleather seat and adjustment straps at waist. There areventilation panels at the legs, stretch panels at the back and kneesand stretch panels at legs and crotch, with short and longconnection zippers, elastic at waistband and a hook and snap frontclosure. Available in black/white and white/acid green. Sizes 34-44.- - - - - - - - - - - -MSRP $449.99 jacket; $399.99 pants

REV'IT! Sport USA, LLC

www.revitusa.com

(888) 681-0180


JoeRocket.com

Distributed by SullivansInc.com

800-343-5984 (MA)

800-874-9778 (AL)

800-447-7505 (NV)


MPN Product Spotlight: Apparel

Joe Rocket Mesh JacketsJoe Rocket introduced the industry’s first mesh riding jacket

almost two decades ago as a hot weather riding alternative to

perforated leather ... or no jacket at all. According to online

reviews, these jackets flow a lot of air and are a must-have to

beat the heat without giving up the protection of leather. Dress

for the slide not the ride has generally been the motto, but

with these jackets, your customers will have style and safety.

Joe Rocket Mesh Jacket models include:

Mesh/Textile configuration

• Phoenix 5.0. C.E. (60 mesh/40 ratio). C. E. Certified armor.

Massive color and size range. Industry best seller.

• Velocity. (60 mesh/40 textile ratio). Lower cost alternative

to the Phoenix.

• Ladies Cleo 2.2 (60 mesh/40 ratio). C.E. Certified armor.

Massive color and size range. Industry best seller.

• Resistor. (75 textile/25 mesh ratio). C.E. Certified armor.

Non-restrictive FullFlex system.

Leather/Mesh configuration

• Radar & Radar Dark. (70 leather/30 ratio) C.E.

Certified armor. Non-restrictive FullFlex system.

• Reactor 3.0. Mesh/textile/leather (70 mesh/15 leather/

15 textile ratio). C.E. Certified. Lower cost alternative.

• Ladies Radar. (70 leather/30 mesh ratio).

C.E. Certified armor.

Mesh/Textile Waterproof / all season configuration

• Alter Ego 3.0. Removable waterproof outer shell.

Armored (C.E. Certified) internal jacket. (Available in

mens and ladies).

Noteworthy points

• Protection is never sacrificed for airflow thanks to the

layering of mesh/textile or leather over protective armor

at all key impact points (shoulders, elbows, and back).

• Every (60 mesh/40 textile ratio) jacket comes with a

minimalist, ultra-low profile collar to maximize airflow.

• All Joe Rocket jackets come with a variation of the SureFit

adjustment system, not only for comfort, but to ensure

that the armor stays in place when needed.

• Every mesh and textile jacket is UV coated to protect from

material breakdown in harmful UV rays.

Phoenix 5.0

Radar Dark

Alter Ego 3.0

23 Joe Rocket Product Spot 6/11/14 11:09 AM Page 23


By Robin Hartfiel

Debunking theMyth of UrbanMobility

The 2014 Zero-S model(Photo courtesy of Zero)

Will Electric Bikes and ScootersEver Sell In the U.S. Market?

On paper, EVs (Electric Vehicles) makesense. Efficient, affordable, sustainable,

clean, green… in theory, what’s not to like?With motivation coming from a battery,electric motor and a controller instead of aninternal combustion engine, EVs are inherentlyeasier to manufacture and maintain than theirgas-powered counterparts. In fact, EVs needabout one fourth the number of componentsof comparable gasoline vehicles.

24-28 EV Bikes_Layout 1 6/11/14 11:10 AM Page 24


According to a recent report fromColorado-based Navigant Research,worldwide sales of e-motorcycles willgrow from 1.2 million vehicles annuallyin 2014 to 1.4 million in 2023, whilesales of e-scooters will grow from 4.1million to 4.6 million. “Consumers areseeking refuge from higher gasolineprices, electric two-wheel vehicles aregrowing more mature, and cities arebecoming increasingly congested withtraffic,” says John Gartner, researchdirector with Navigant Research. “All ofthese factors will contribute to growingdemand for power two-wheel vehicles –particularly high-powered e-motorcycles.”

All pretty rosy, statistically speaking.Meanwhile Vectrix, one of the pioneersin the electric scooter market, recentlyfiled for bankruptcy (again) and it wasliquidated (again). Around April 1st,2014 Vectrix Motorcycles (sic) filed forchapter 7 bankruptcy, ending thecompany’s checkered year with anattempt at convincing the market thatelectric powered maxi scooters wereviable. With estimated liabilities ofbetween $10 million and $50 million,the company faced liquidation of itsremaining assets (they had filed forChapter 11 bankruptcy in 2009,restructuring and liquidating many of itsassets at that time). The design briefshould have sizzled since the VectrixVX1 scooter was intended to appeal tonon-motorcyclists, as its twist-throttlesingle-gear drivetrain and hand-operated brakes meant almost anyonecould ride it. But it fizzled despite all thetheoretical reasons for it to be a success.

“Had Vectrix been European, ratherthan U.S.-based, we think things mayhave been different, especially had itbeen based in scooter-friendly countrieslike Italy, Germany or France,” suggestsU.K.-based Transport Evolved writerNikki Gordon-Bloomfield. “There aren’tthat many places where two-wheeledcommuting is practical in the U.S. Atleast, that’s the impression we getlooking from the outside in. That’s partlydue to traffic conditions, trafficcongestion and vehicle size, but it’s alsodue to commuter expectations and

lifestyle. For the most part, while manyAmericans enjoy the pleasures of two-wheeled transportation, it tends to be inthe form of a weekend pastime, not adaily commute. Furthermore, European-style scooters are generally ignored indeference to more traditional full-sizemotorcycles.”

The operative term for EV success is“motorcycles” not “scooters.”

“We make electric-poweredmotorcycles, NOT scooters,” stressedZero’s VP of global marketing, ScotHarden. To this day, he points out thename of the company is ZeroMOTORCYCLES. Zero’s mission is totransform the motorcycling experience,not to change the way the Americanpeople think about scooters or mobility.“Through extensive research, insightand experience, Zero combines the artand science of motorcycle developmentto create and manufacture products thatexcite and inspire brand loyalty.” This isdefinitely not a sterile, commuter-basedapproach to the EV marketplace.

“From our 2014 Zero SR FX‘stealthfighter’ to our police and securityline-up, it’s been a truly amazing year forZero Motorcycles,” says Harden. “A lotof fun has been had in the process ofbringing these amazing new bikes to themarketplace…” proving passion can bemore of a motivating factor in themotorcycle market than cold, hard facts.

Pushing the performance envelope isjust part of the equation for Brammo,albeit a large portion! “Our customersexpect Brammo to design and producethe world’s most desirable, highperformance electric motorcycles… andthat’s exactly what we do,” says CraigBramscher, founder and CEO ofBrammo. With its unique water-cooledmotor, six-speed gearbox andintegrated rapid-charging system,Brammo’s 2014 Empulse remains as themarket leader in the category. A topspeed of 110 mph and a 3kW onboardcharger means the Brammo Empulseretains its crown as the world’s fastestelectric motorcycle in serial productionboth riding and charging.

Brammo is expanding into theapparel market and attempting to

broaden the range of products itsdealers can offer (hey, it works forHarley-Davidson – revenue from generalmerchandise, which includesMotorClothes apparel was $75.9 millionlast year). “After hearing from our fansand customers across the globe, welaunched a new Brammo Merchandisestore for all to access the latest BrammoGear. Like our bikes, our merchandise iskind to the planet too; every item in ourstore is recycled, organic, or otherwisesustainable.”

It is working – “2014 continues to bean outstanding year for Brammo,”according to Bramscher. “We launchedthe 2014 Empulse and continue toexpand global distribution, recentlyshipping the Empulse across Europe.We also announced a groundbreakinglease program providing anotherconvenient option for customers toenjoy Brammo Electric Motorcycles.”

Thinking different is not the soleprovenance of the big boys like Brammoand Zero. New players are bringing newideas into the EV game. “The majorbreakthrough is simply the approach,”claims Marc Fenigstein, CEO and co-founder of BRD Motorcycles. “BRDdoesn’t assume that anyone needselectric. Gas bikes kick ass, and none ofus would trade our gas bikes foranything that is slower, uglier, or lessfun!” Once the elephant in the roomhad been addressed, the Bay Areaupstart started with its Redshift dirt bikeand a Super Moto spin off.

“Our goal is to create motorcyclesthat are easier to ride fast than anythingelse out there. We build electric bikesbecause we love instant throttleresponse and flat, endless torque.Because we want the next bike wepurchase to be faster than our last one,”says Fenigsetein. “We set out to build abike that was prettier, faster and morefun than what was in our garages.” Withthe equivalent of 40 hp on tap and anMSRP under $15,500, BRD might beonto something, especially whencompared to the stratosphericperformance and corresponding pricesof Mission or Lightning.

With its price tag of $38,888 and a



shocking 200 hp on tap, Lightning isabout to strike the EV market. OnDecember 16, 2013 they announced“Lightning VIN 000001 is registered andon the street! Lightning has completedall of the required DOT set up and DMVrequirements. This milestone movesLightning one step closer to deliveringour superbike and sportbike to themarket.” By the time The QuailMotorcycle Gathering took place on May17, Lightning was ready to unveil what itcalled the most technologically advancedand highest performing street-legalproduction motorcycle in the world – theLightning Superbike LS-218.

“Since 2006 the Lightning team hasbeen dedicated to developing electricmotorcycles that meet and exceed theperformance of the best ICE (InductionCombustion Engine) alternatives”, saidRichard Hatfield, CEO of LightningMotorcycle. “To have broad acceptancefrom the motorcyclist community, we needto provide design, performance and valuethat competes head to head with the best

gasoline motorcycles on the market.Lightning’s R&D team has developedelectric vehicle technology through yearsof competition at racing events around theworld. We believe that the LS-218 offersconsumers the best of design,performance and value in today’s market.

“Consumers no longer are required topay more for less performance tosupport green technology,” said Hatfield.“The Lightning LS-218′s can competewith the best ICE alternatives today.Lightning achieved the goal we set in2009 to compete against and win againstthe best gasoline race bikes. In June2013, at Pikes Peak, Lightning won firstoverall competing against 93 othermotorcycle teams (electric and gasoline)by over 20 seconds.”

Big Names Nobody Has Heard Of…

As our editor discovered at the Taiwanshow, there are big things happening inthe EV market, even if you can’tpronounce the names. Billed as Japan’stop electric two- and three-wheeler

developer, manufacturer and retailer,Terra Motors plans to sell 100,000 unitsof its new A400i electric scooter in 2015alone! Although the firm’s funding wasactually put together by a California-based venture capital investor – FenoxVenture Capital – and major Japaneseventure capital firm Mizuho Capital Co.,Ltd., Terra has no plans to sell into theU.S. or Japan. Instead the companyplans to expand to India, Bangladesh,and in few years, to Indonesia, Taiwan,Thailand and other Asian countries.

“Generally speaking, electric vehiclestend to be thought of as a means ofmobility in Europe and in America, buttheir main market is really Asia,” explainsToru Tokushige, CEO and founder ofTerra Motors. “More than 30 millionelectric two wheelers were sold in Chinain 2013 alone, and hundreds ofthousands of electrics have already beensold in India and in Bangladesh becauseof the high price of gasoline. Therefore,we need to focus on Asian markets.” Apolite way of saying electric scooters

Brammo’s Empulse R can reach a topspeed of 110 mph. (Photo courtesyof Brammo)


27 Deltran_Battery Tender 6/11/14 11:11 AM Page 27

won’t sell in the U.S. – borne out by the rise and fall of Vectrixscooters and companies like Terra Motors blatantly turning theirback on the U.S. (even though Tokushige started his business inthe Silicon Valley).

Navigant’s numbers also skew toward Asia in general andChina in particular. “The market for e-motorcycles and e-scooters is led by China, where the majority of these vehiclesare sold,” says Gartner. According to the report, however,policies limiting urban traffic in China indicate reduced sales inthat country. E-motorcycle manufacturers in North America andEurope will address the market challenges by improving productquality and expanding their distribution channels. NavigantResearch forecasts that sales of e-motorcycles and e-scooters inthese two regions will expand at a compound annual growth rate(CAGR) of more than 30 percent through 2023.

There is a global market for cheap transportation and morethan 80 percent of the world sales for gasoline motorcycles iscurrently concentrated in Asia. Motorcycles have improvedpeoples’ lives as a convenient means of transportation, but as gasprices continue to rise and concerns about emissions areeliminating smoky old 2-strokes, EVs are seen as the wave of thefuture. However, what will sell in Asia doesn’t necessarily translateinto the U.S. motorcycle market.

So bottom line: U.S. dealers can expect to see 30 percentgrowth of the EV motorcycle segment within the next 10 years …on paper! t


Left: The Lightning Motorcycle team with the LS-218 (L to R): GlynnKerr, the bike's designer, Jim Shook, who handled the clay modeling,and CEO Richard Hatfield.

Middle: BRD Redshift Super Moto

Bottom: Terra Motors A400i electric scooter.


29 MTA West 6/11/14 11:11 AM Page 29


By Greg Jones

Day after day, month after month,and year after year you start up

your motorcycle or ATV, and it’s easyto forget that every time you turnover that motor, it’s a battery thatkeeps the fun going. But what batteryoption do you choose when youeventually need to replace it?

The powersports battery industry isvery much its own animal. Whencompared to the automotive batteryindustry, it has been slow to adopt a“plug and play” option for consumers.Think about what you do whenreplacing your car battery. You go toAuto Zone, plop in a new battery andthen drive away. There’s no pouring ofacid, no charging and no waiting.

Well, those dry-charge batteriesare beginning to be seen as oldtechnology and are no longer the onlyoption available. The battery worldwithin powersports has been changingin numerous ways, with lithium ionand factory-activated technologystarting to creep in. These improvedbattery technologies offer consumersmore options for their motorcycle andpowersports toys.

Dealers and distributors like dry-charge batteries because they have avirtually endless shelf-life. However,consumers are looking for a moreconvenient option than having to waitfor a battery to be filled and chargedbefore being installed, which usuallytakes several hours.

Many factory-activated batteriesare precision-filled, non-spillable andmaintenance free, so they’re ready togo when you get it. But it does have ashelf life. In three to six months ofsitting on the shelf you’ll have torecharge it. Some retailers anddistributors don’t like this ideabecause it is now a perishableproduct. However, retailers who movebatteries quickly can benefit from thistechnology.

Absorbant Glass Mat (AGM)technology is also found in factory-activated batteries, and offerspremium performance such asvibration resistance, installation at anyangle, ability to withstand repeatedcharging and discharging, andperformance in cold weather.

As electrical loads on powersports

vehicles become increasingly moredemanding, customers are asking forbattery technology that can handlethe heavier loads. Those demandsinclude heated handle bars, heatedseats, additional running lights andmore advanced audio systems, alongwith GPS devices and cameras.Factory-activated AGM batteries arewell suited to handle loads thatrequire deeper cycling.

And since customers today wantconvenience and are willing to pay forit, that’s good news for the folksdealing in lithium ion technology,because these batteries come at ahigher cost, but also offer manyadvantages.

Lithium technology offersmanufacturers many chemistryoptions, and therefore there aredifferences between the lithiumbatteries of various brands. LithiumIron Phosphate (LiFePo4) is thepredominate chemistry, but ingeneral, there is an increasedsophistication of the batteries in thepowersports industry and lithium is noexception.

the Powersports

Battery Industry

Charging Up

30-35 Battery Feature_Products_Layout 1 6/11/14 11:12 AM Page 30


There are at least five big advantagesto lithium technology:

1) Lithium batteries areapproximately 80 percent lighter onaverage than a lead-acid battery. Theyweigh from 3 lbs. to 20 lbs. less than alead-acid battery.

2) They have a longer service lifethan lead-acid batteries under the samecircumstances. A lead-acid (AGM orFlooded) battery will typically last10,000 engine starts or roughly 300-400deep cycles. A lithium battery producesroughly 50,000 engine startsand typically 2,000+ deep cycles.

3) They have a much lower dischargerate, which means you can go a longertime without having to charge it.

4) There is no sulfation with a lithiumbattery, because there is no lead or acidplates to sulfate.

5) A good lithium battery willtypically crank the engine faster than alead-acid battery will.

Despite all these advantages, lithiumtechnology does have a coupledownsides. Lithium is still newtechnology, so the price is highcompared to other battery types, butbecause they last longer than lead-acidthe price difference evens out in thelong run. A second downside is that itsperformance in extreme weatherconditions isn’t as strong as lead-acid.

For these reasons lithium ionbatteries are most commonly seen intemperature-controlled situations and inracing applications today, but consumerinterest is high and the advantages havethe attention of OEMs. For instance,Erik Buell Racing is using lithium ionbatteries in all of their bikes. As thetechnology becomes more and moreunderstood and accepted, more OEMsare expected to go in that direction.

Yet, with these new technologies stillslow to infiltrate the powersportsindustry, lead-acid batteries remain themajority in the current market. But intime, both factory-activated and lithiumbatteries will be gaining ground in thevery near future. So the questionremains: which battery will yourcustomers choose? t

Deka AGM SportsPower BatteriesEast Penn Manufacturing Co.

offers a premium quality line

of Deka Sports Power AGM

batteries for ATVs, UTVs,

snowmobiles, personal

watercraft, and motorcycles.

The advanced AGM

technology delivers superior

power, durability and life.

These batteries come

completely factory-sealed and

are fully charged eliminating

the hassles of dry battery

filling and activation.

The line’s capacities range

from 8 to 26 amp hours, 120

to 400 Cold Cranking Amps, covering the Power Sports Industry’s most popular

replacement sizes.

This battery line features a versatile patented terminal design with top and

side molded-in “threaded hardware,” which provides greater flexibility and

more convenient installation. The terminal is molded into the cover for

durability and leak-free performance under the most severe conditions.

The Deka Sports Power line also features Power-Perform full-frame plates

that maximize power while protecting performance from severe service or life-

robbing electrical shorts. The premium AGM construction has a low

self-discharge rate and an enhanced durability that resists vibration damage

for season-to-season reliability and extended performance.- - - - - - - - - - - -For more info: www.dekabatteries.com

EarthXETX18F,ETX36Eand ETX48EBatteriesNew lithium

battery models

from EarthX are

designed for more

power and better

fitment. The ETX18F

is a direct

replacement for the

YTZ10S case with 230

CCA; the ETX36E is a better fitment for the YIX30L-BS case and 405 CCA and

the ETX48E is a beast of a battery designed for race cars, small boats or

experimental aircrafts even with 600 CCA’s.

All of these models come complete with a built in microprocessor (BMS)

that monitors over discharge, over charge and balances the cells so you do not

need a special charger. - - - - - - - - - - - -Price range is: $219-$725.

For more info: earthxmotorsports.com



VARTA AGM Powersports BatteriesJohnson Controls, a global manufacturer of lead-

acid batteries, launched its premium VARTA AGM

powersports battery line in North America last

October. The powerful line-up of batteries are made

for active enthusiasts who expect the highest level of

performance and durability.

VARTA powersports batteries come in 16 different

group sizes covering more than 90 percent of

powersports applications including; motorcycles,

ATVs, snowmobiles, UTVs, scooters and personal

watercraft.

All VARTA powersports batteries are fully

charged just prior to shipping. This “freshly

charged” approach will offer distributors, dealers

and end users the same ready-to-install

convenience North America has experienced with

automotive batteries for many years.

VARTA AGM powersports batteries, with AGM

technology, are engineered to provide longer life and

improve the performance of the battery. VARTA AGM

batteries last longer in demanding applications, are

maintenance-free, nonspillable and can be installed

at any angle. Each VARTA battery features an

established grid design for improved durability, has

a rugged case construction, can withstand repeated

charging and discharging, and is high performing in

a wide range of temperature conditions.- - - - - - - - - - - -For more info: VARTAPowersports.com.

PulseTech Products 4-Station QuadLink KitPulseTech Products’ maintenance charger kit allows users to

automatically maintain and desulfate up to four batteries at a time.

The maintenance charger kit (XC-QL4-K1) includes everything that

a customer needs to charge four 12-Volt lead-acid batteries – both an

Xtreme Charge Battery Charger and Desulfator (XC100-P) and a

QuadLink (XC-QL4), a four-station multiplier that distributes the

charger’s properties.

The Xtreme Charge

Battery Charger and

Desulfator evaluates

and tests all types of

12-Volt lead-acid

batteries. This battery

charger makes

maintenance and bulk

charging simple with

proprietary

algorithms and

microprocessor

controlled technology

that measures voltage

and current to

determine the proper

operating charge. The

variable float charge,

of this battery

charger, improves

battery condition by

increasing the charge

rate safely to optimal levels and protecting it from being overcharged.

The QuadLink turns the Xtreme Charge Battery Charger and

Desulfator into a 4-station maintainer, automatically splitting and

distributing all of the charger’s maintenance capabilities into 10-minute

sequencing segments making remembering to switch your battery

charger back and forth between batteries in storage obsolete. Cycle

rotation will continue indefinitely without overcharging – maintaining

the charge of all four batteries for you automatically. The QuadLink can

be used with virtually any brand charger using eight amps.

The XC-822-TEST 12-Volt battery tester quickly indicates a 12-Volt

lead-acid battery’s state of charge at 100, 75, 50 or 25 percent. It also

provides a quick GOOD or BAD alternator test result.

The QuadLink and XC-100-P combination kit works with any 12V

battery, regardless of size of CCA rating, including AGM, gel-cell,

VRLA inducing or deep cycle.- - - - - - - - - - - -MSRP: $199

For more info: www.pulsetech.net/4-StationQuadLinkKit.

Drag Specialties Premium Motorcycle BatteriesGive your customers a fresh start this spring with premium motorcycle batteries from

Drag Specialties. The AGM separators with superior grid and component designs offer

one of the most powerful batteries in the industry. These batteries have an improved

charge recovery capability from a deeply discharged condition that allows for longer

shelf-life and improved life cycle performance. These batteries are factory-activated

with a spill-proof design and feature new heavy-duty, flush-mount terminals that

eliminate the need for spacers, ensuring a secure, direct-path connection. These

batteries fit most H-D applications and are made in the USA.- - - - - - - - - - - -Suggested retail price: $114.95 - 184.95

For more info: www.dragspecialties.com.


33 Yuasa Battery 6/11/14 11:13 AM Page 33


DelTran Battery TenderLithium BatteriesDelTran Battery Tender has launched a

new line of extremely high output Lithium

Iron Phosphate (LifePO4) batteries and

battery chargers. All DelTran Battery

Tender lithium batteries include built-in

cell balancing circuitry that will

automatically balance the cells

during recharge.

The NEW Lineup of DelTran Battery

Tender lithium iron batteries are up to 60

percent + lighter and have five times the

cycle life of traditional Flooded or AGM

lead-acid batteries. Deltran’s unique

Quad Terminal configuration allows for

easy installation and fewer part numbers

to stock. All Deltran lithium batteries are

backed by a three year warranty.

DelTran’s engineering team is

constantly looking ahead; with the

Lithium Battery Technology making a

push they wanted to offer a complete line

of batteries and chargers for their

customers. With only five battery sizes

covering 95 percent of the powersport

industry, dealers can keep floor inventory

to a minimum.- - - - - - - - - - - -MSRP: $99.95-$299.95

For more info: www.batterytender.com

Thermo Tec Battery Heat BarrierThermo Tec’s battery wrap acid absorbing heat barrier

protects batteries from both extreme cold and high heat

conditions. The mat reflects over 90 percent of radiant heat

up to 2,000 degrees F, traps and neutralizes battery acid,

protects against corrosion, is inexpensive and easy to install.

An acid absorbing pad is included for complete protection.

The battery mat is a universal kit and will fit any battery. - - - - - - - - - - - -For more info: www.thermotec.com.


Shorai LFXBatteriesShorai Inc.’s LFX19A4

high performance

battery is the most

compact and energy

dense battery it has

produced to date. The

Shorai LFX19A4 is an

all-new battery

developed to offer

better cranking

performance, longer

lifespan and more

power under demanding applications.

Compared to the equivalently sized YTZ10S lead-acid

battery, the LFX19A4 offers 50 percent more cranking power

and saves 4.5 lbs. In the Shorai product finder, the LFX19A4 is

recommended as the standard spec for more than 50

applications and the duration spec for more than 150

applications.

Shorai LFX batteries are 80 percent lighter than their lead-

acid equivalent, with 20 percent greater starting performance,

delivering more energy faster, with less weight and with less

wear on the battery per start cycle.- - - - - - - - - - - -MSRP: $199.95

For more info: www.ShoraiPower.com.


Yuasa GYZ Battery FamilyYuasa’s GYZ family of batteries are made with advanced

engineering, premium and unmatched reliability. The GYZ has

an EZ Grip Cover for simple installation. The battery has large,

heavy-duty flush terminals constructed to allow front and top

connections and fit requirements on newer popular bikes.

Built-in brass

nuts allow up to

50 percent better

conductivity than

stainless steel.

The GYZ family

has enhanced

active material

compounded to

withstand vibration, prolong battery life and dependability, and

its Absorbed Glass Mat (AGM) separators absorb electrolyte,

making the battery non-spillable.

The safety flame-arrestor has a leak-proof valve to relieve

excess pressure, and a heat bonded cover eliminates leaks and

corrosion. The GYZ’s thru-partition construction provides

shorter current path with less resistance than “over the

partition” construction, resulting in more cranking power. And,

the GYZ’s taller plates give the line extra surface area for more

power: up to 500 CCA and 32 Ah to power more accessories.- - - - - - - - - - - -Models: GYZ16H, GYZ16HL, GYZ20L, GYZ20H,

GYZ20HL, GYZ32HL

For more info: www.yuasabatteries.com.



By Brendan Baker

As powersports dealers, most of you stock and sell productsfrom all over the globe. While there has been much debate

over whether it is healthier for the economy to buy American, orhealthier for the environment or your patriotism or whatever –whether you agree or not, the fact remains the U.S. is an opensociety for global business. Dealers know this better than mostbecause the motorcycle industry is truly international with OEMand aftermarket manufacturers from just about every corner of theworld trying to carve out a share of the market in North America.One thing you may not know (or maybe you do) is that the majorityof motorcycles and powersports vehicles in the world have at leastone component that was made or sourced in Taiwan. That’s prettystaggering when you think about it. After attending the TaiwanInternational Motorcycle Show in Taipei, Taiwan held April 9-12, it’snot difficult to see how this is possible.

The 9th Taiwan International Motorcycle Show, the 30th TaipeiInternational Auto Parts & Accessories Show, the 9th TaipeiInternational Automobile Electronics Show and the 4th TaiwanInternational Electric Vehicle Show, are all held simultaneously inthe Nangang Exhibition Hall of the Taipei World Trade Centre(TWTC). These shows offer a buyers smorgasbord for attendeeswho come from, not only Asia, but from around the world. Whilethere were four separate trade shows, officially called the 4 into 1,we were only there for the Motorcycle Show with a little bit ofcrossover into the EV Show that shared part of the same hall. Therewere indoor electric vehicle demonstration rides available,however, the primary part of the motorcycle show was dedicated toTaiwan’s domestic scooter market.

Why is Taiwan Important to the Motorcycle Industry?

Taiwan produces components that are used in about 90-95 percentof the world’s motorcycle and powersports vehicle population,according to Taiwan Transportation Vehicle ManufacturersAssociation (TTVMA). That means that without Taiwan suppliers toOEMs and the aftermarket, the industry as we know it would lookquite different. While Taiwan is a relatively small country of 24million, it packs a lot of punch. It is the 19th largest economy in theworld and has a large, well-educated and skilled workforce. Its

36-41 Taiwan Show_Layout 1 6/11/14 11:14 AM Page 36


gross domestic product (GDP) of nearly $1 trillion is the 17th highest inthe world. The number of scooters in the domestic market of Taiwan isalso quite staggering at an estimated 10-11 million units. At its peak,manufactures were selling 850,000 scooters a year in Taiwan alone. Thismakes sense when the scooter is the main form of transportation on theisland. With such a large percentage of the public riding scooters, it’s nowonder the industry has been able to grow with it while also maintaininga growing number of exports to other countries with large scooter andmotorcycle populations.

The opening ceremony was the kick off of all four shows and featuredthe kind of pageantry reserved for major international events. It evenincluded a spin dancer named Coco who performed the opening dance,spinning around in dizzying circles with all four trade show logos herdress. While much of the opening ceremony had to do with the 30thanniversary of the automotive show, the motorcycle industry has grownits presence since its inception in 2005. Show officials reported that lastyear Taiwan exported more than 300,000 motorcycles worth almost $500million. We visited with the following companies on a well-organizedforeign press tour to see just what they had to offer.

Ming Ming Aluminum Co. Ltd.

Ming Ming Aluminum, originally Ming Ming Cooperation Industries, claimsto be one of the top aluminum casting foundries in Taiwan. The companywas established in 1974 and built a name for itself as an aluminum expertand supplier of OEM components. Some of its clients include pretty bigEuropean manufacturers. The owner said they generally keep a low profile,but the show was important for attracting international business. MingMing specializes in slow gravity casting, which is like the differencebetween sauteeing and barbecueing. The quality of their beautiful swingarm on display at their booth comes from years of expertise in gravitycasting techniques. They don’t offer anything for the aftermarket at thispoint, but said they are always on the lookout for new opportunities andpartners.

HaiHao Technology Co. Ltd.

HaiHao Technology has more than a decade of experience in tradingvarious electronic components in Taiwan. The company integrates high-tech electronic devices with traditional transportation such as the


scooter. With some countries that get a high amount of rain,and some with large populations which can be dangerous forriders, the company has come up with two new lines ofmotorcycle and scooter helmets for 2014: the ‘Double LensEvent Data Recorder Helmet’ and the ‘Visor Wiper Event DataRecorder Helmet.’ Both helmets are reinforced andstrengthened for safety of riders and installed with direct USBports to allow immediate access to recorded information.

AMC Ample Motorcycles

One of the few actual motorcycle companies on display was AMCAmple. AMC said that 70 percent of its components are made in-house, but the primary components were from well-knownaftermarket companies like S&S Cycle. The Color Bee was the lessexpensive of the two models they had on display and it retailed for$40,000. The Daddy Jack was a hefty $50,000 and was a custompinstriped machine that went to Daytona and won an award in thepinstriping competition. The company was launched only fivemonths ago, but it has done custom work on other models for fouryears. Large bikes on the road in Taiwan are 550cc of which youdon’t see that many in Taipei. Most ride scooters as their dailytransportation, so AMC went to a smaller wheelbase design.

Acewell International Co. Ltd.

Acewell designs and produces high-efficiency computercontrolled gauges for ATVs, motorcycles and a variety of othervehicles.The company develops very accurate speedometersthat are suitable for all kinds of vehicles. The speedometers arewater resistant, 8G vibration tested and 100G mechanical shocktested, and take precise records even under extreme conditions.Acewell is distributed by Baja Designs in the U.S., Quadtech inthe U.K. and Motovan in Canada.

The Quadtech distributor was on hand to explain (and translate)their story. Acewell went from two gauges five years ago and nowcovers up to 15 applications of motorcycles. Each distributordecides the options they want to include such as warning lampcolors, speed warnings, etc. The end user can set wheel size,cylinder number, max revs for warning and many other features.

The shift light is programmable with some models having aseries of lights that go from green to red. Overall the design ismeant to be nearly plug-and-play for the rider. There are currently13 mechanical drive adapters available for powersport applications.Acewell gauges are typically less expensive and more robust thanthe OEM gauge, according to the U.K. distributor.



39 Protective Asset Protection 6/11/14 11:15 AM Page 39


MOS Sport

The MOS Sport marketing brand, a division of the JaiWeicompany, was developed in 2010 for the Taiwan domesticmarket, primarily. The brand manager said they are interested inthe U.S. market but have no distributors lined up at this time. Andbeing that they only focus on performance and restyling productsfor scooters, they may need to develop a wider range of productsfor the U.S. They had one of the most elaborate booths at theshow and a number of attractive models on hand to helppromote said products, which is known universally to grabpowersports buyer’s attention. MOS Sport makes a variety ofcarbon fiber products for headlight assemblies as well as customCNC components for most brands of scooters available in Taiwanincluding the Grom and Zuma. Interestingly, however, carbonfiber is one of the few things NOT manufactured in Taiwan and itmust be finished overseas due to government regulations.

Wukawa Industry Co., Ltd.

Wukawa produces forged wheels for motorcycles and is actuallythe only company in Taiwan making them for over 300cc bikes.Forged wheels are lighter, which help to provide better handlingand is said to improve fuel economy. The company has also comeout with a carbon-fiber wheel for BMW’s 1000RR that has beenfully torsional tested and is available for $2,800 retail, which isquite a bit less than other carbon-fiber rims we have seen. It was


difficult to understand if they have a U.S.distributor or not. However, they said oneof their main markets is the U.S.

Alligator Cables

Alligator derived its name from theJapanese word “arigato,” which meansthank you. Alligator is one of the moreestablished suppliers that has been mainlymaking cables for bicycles, but has alsobranched out to supply cables and brakeparts for motorcycles and cars. About 80percent of their product coverage is forbicycles and 20 percent for motorcycles.

Their unique I-Link cables are very lightand will not kink or fray due to theanodized eyelets that encase the cable.The cables are available in three differentstyles – mini for bike shifters, big for amotorcycle clutch and medium for both.Alligator also designs and manufacturesscalloped brake rotors that offer bettercooling and dissipation of brake dust.They also make some rather uniquecarbon pads, which they say operate at alower temperature on steel rotors.Alligator representatives said they plan tocome out with carbon pads formotorcycles some time in the middle ofthe year. Currently they are not distributedin the U.S. but are working on a deal witha motorcycle distributor for NorthAmerica. The biggest distributor is RMS inItaly for bikes and scooters and they do alot of testing with Moto 2 and Moto GP.

Alligator’s German distributor, said thatit combines the best of three worlds:Italian design, German engineering andTaiwan manufacturing. He also notedsome of the differences with doingbusiness in Taiwan compared to China. Hesaid you can sue a Taiwanese companybut you can't do so in China. Therefore, hebelieves that there’s more accountability inTaiwan to produce quality products thatthey can stand behind.

While we had interpreters for all theexhibitors we visited, some were muchmore difficult to understand or theysimply didn’t understand us. All told, thesuppliers were names we’ve never heardof, but many of the components areimported under private labels or differentbrand names, so it’s easy to miss the“Made in Taiwan” label if you’re notlooking. And for most consumers, if thequality and value are right, they don’tcare where it’s from. t



As our May ATV/UTV update issuewas going to press, Can-Am was

introducing its 2015 line-up to the mediaand the BRP dealer network. While wecould hint at some of the bighappenings, including two brand newOutlanders and the re-introduction of theOutlander 800R X model, we didn’t havethe space to squeeze in more specificson the new ATVs and UTVs coming tomarket from Quebec.

“The launch of the new 2015Outlander L line of ATVs is a significantand sensible decision for BRP,” explainsChris Dawson, VP of BRP’s Global Sales &Consumer Experience. “It can bechallenging to maintain premiumpositioning with a truly superior productin the price competitive mid-rangecategory, but our engineering anddesign teams have done an outstandingjob creating the affordable, class-leadingOutlander L family of Can-Am ATVs.”

The price is right! Can-Am’s newOutlander L 450 comes in with an MSRPof $6,399, under the Honda Rancher 420ES among other competitors, despitehaving more horsepower, greater

suspension travel and a full 5-yearwarranty. Ditto for the larger Outlander L500 with a starting MSRP of $6,999compared to Honda’s Foreman 475 4x4ES. However the price point doesn’tmean BRP skimped on the Outlanders.

According to Dawson, the new2015 Outlander L 450 and L 500ATVs include Can-Am’s “DNA” ofindustry-leading performance,precision-engineered handling and arider-focused design – they justhappen to represent the mostaffordable Can-Am ATVs in this classto date. The Outlander Lmodels come with either apurpose-built 38-hp liquid-cooled, single-cylinderRotax 450 four-stroke orthe established 46-hpliquid-cooled, SOHC RotaxV-Twin 500 engine.

When it comes time towork, Can-Am’s 6x6platform is ready to tackleany tough job. Powered byeither 650cc or 1000ccRotax V-Twin, the Outlander

6x6s offer class-leading performance,while still incorporating consumer-friendly features, such as selectablesix-wheel-drive, multi-purpose dumpbox, 1,650-pound towing capacity, CVT(Continuously Variable Transmission) with

Can-AmOEMs


Can-Am Comes Out With a Bumper Crop For 2015

By Robin Hartfiel

Photos courtesy of Can-Am

Two New Outlanders & Updates To UTVs Put BRP in the Driver’s Seat

The 2015 Maverick 1000R Xnow gets fully adjustableFOX piggyback shocks andthe new lower granny-gear.

42-43 OEMs_Layout 1 6/11/14 11:16 AM Page 42


a new granny gear inlow range, Double Torsional Trailing ArmIndependent (TTI2) rear suspension andTri-Mode Dynamic Power Steering.

The revamped Outlander 800R Xreturns to the lineup after a hiatus,

featuring the one-up SSTG2 chassis and the proven tire-and-wheelpackage from the flagship Outlander1000 X. Along with the new ATVs, BRPalso introduced five new optional colorschemes for the 2015 ATV line-up.

Can-Am’s SxS models get six newcolorways and several enhancements.For example, the 2015 Maverick 1000R Xnow gets fully adjustable FOX piggybackshocks and the new lower granny-gear.WARN’s 4,500-pound ProVantage winchis now standard on all XT models. Newcast-aluminum wheels were redesignedon both the Commander DPS andCommander XT platforms, while theCommander XT-P platform has updatedbeadlock wheels.

Heading into the 2015 model year,Can-Am was already the leader in bigbore ATV sales, but the Outlander L 450and L 500 should help them carve intothe mid-range market as well. They werealso a strong No. 2 in the burgeoningSxS business and the upgrades to theMaverick and Commander platformscould put them into the driver’s seat forthis category in 2015. t

42-43 OEMs_Layout 1 6/11/14 11:16 AM Page 43


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 1,800Lightspeed 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 dealers know how theirdealership 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 to 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

May 20141,837 Lightspeed Dealers, Distribution of Units by Type and Model Year

Utility Vehicle

Scooter

On-Road Motorcycle

Snowmobile

ATV

Off-Road Motorcycle

Prior to 2013 Model Year 2013 Model Year 2014 Model Year

9%

20%

71%

12%

23%

65%

12%28%

59%

15%37%

47%

12%

18%

71%

4%

11%85%

44 adp report_June_Layout 1 6/11/14 11:16 AM Page 44

45 ADP Lightspeed 6/11/14 11:17 AM Page 45

In this month’s Best Operators Club, thearticle contains actual numbers obtained

from our 20-group data reporting andanalysis system. 20-groups consist ofdealers from non-competing markets whomeet three times a year to share financialand best practice information. The goal isto grow and improve their businessesprofitably. GSA provides support, datareporting tools, guidelines, andmoderates their meetings.

Key performance indicators for theoverall store in Apirl are shown in Chart 1.These are provided as a point-of-reference for the department numbers.

Total store gross margin is anemic forthe Group Norm as the target is 25percent. The Top 5 and National Normdealers are right on the mark. However,all three groups are up when comparedwith last year – this is a good thing.Service contribution to overall storegross profit has increased notably for theGroup Norm as well as the Top 5, butdropped off slightly for the NationalNorm dealers.

Door swings are down a bit for theGroup Norm, but up considerably for theTop 5 dealers. I noticed in the reportingdata that the Top 5 dealers were payingconsiderably more per door swing, but itpaid off. Once they got them in the door,the Top 5 and National Norm dealer staffdid a better job of selling themsomething as indicated by the grossprofit dollars per employee.

Labor margins are good for both theGroup Norm and Top 5 (total labor lesstech compensation). National Normdealers are a bit short of the 70 percentgoal. Margins slipped since last year, butnot significantly. Operating profit ispretty flat across the board.

By Steve Jones

BESTOperators

CLUB

April Service DepartmentPerformance

CHART 1

Total Store Sales YTD 2.5 mil. 4.0 mil. 3.1 mil.

Total Store Gross Margin Percent 21.6% 26.0% 24.6%

Gross Margin Percent for Prior Year 19.8% 25.6% 22.7%

Contribution to Gross Profit: Service 20.7% 28.7% 15.6%

Service Contribution to Gross Profit Prior Year 17.5% 22.1% 16.2%

Door Swings: Percent change from Prior Year -3.6% 33.6% 3.8%

Gross Profit Dollars per Employee $31,098 $43,237 $42,725

GROUP TOP 5 NATIONALNORM DEALERS NORMTotal Store Stats for April 2014

Labor Margin Percent 71.5% 79.7% 67.5%

Labor Margin for Proir Year 72.3% 80.7% 68.4%

Dept Operating Profit Percent of Chg from Proir Year 0.8% 2.1% -0.1%

RO Volume Percent of Change from Prior Year 30.4% 98.2% 12.3%

Personnel Exp as a Percent of Department Gross Profit 54.1% 33.1% 43.3%

Personnel Exp as a Percent of DGP for Proir Year 51.9% 30.4% 40.9%

GROUP TOP 5 NATIONALNORM DEALERS NORMService Dept Stats

CHART 2


GROUP TOP 5 NATIONALNORM DEALERS NORMGroup Norm

Parts Sold to RO Labor Ratio 0.90 1.20 0.93

Billed Hours per Repair Order 1.65 2.22 1.74

Billed Hours Percent of Change from Prior Year 15.4% 33.6% 5.6%

Labor Sales per Repair Order $145 $212 $155

ROs per Service Writer / Month -- -- 182

Dept Productivity Percent 68.5% 88.5% 70.8%

Tech Efficiency Percent 100.2% 112.2% 104.4%

Dept Proficiency Percent 68.1% 87.8% 70.3%

Average Number of Service Staff, YTD 5.7 8.0 6.0

Gross Profit Dollars per Service Employee, YTD $17,280 $22,269 $18,992

CHART 3

46-47 BOC_June_Layout 1 6/11/14 11:18 AM Page 46

Repair Order (RO) volume went upconsiderably for most. This is in line with the increase we saw in parts andaccessories sales compared to last year –they do walk hand-in-hand. Personnelexpenses (non-tech service employees)have risen across the board. I suspectthis is due to changes in service advisorcompensation. This position has been afocal point for many of the groups. Theyare aware of the value and potential ROI for having the right number of high-quality service advisors for theservice volume.

The goal for parts to labor ratio is 1:1.The service advisor plays a key role inthis. When dealers have sufficient well-trained service advisors for the servicevolume, this number increases.Overloaded service advisors don’t havethe time needed to do the up-sells.

The goal for hours per repair order istwo. Only the Top 5 are hitting it. Again,the service advisor is the key person in allof this. Repair orders per writer, per monthis often an indicator. We like to see this

number in the 160-170 range. It does tendto spike at certain periods of the year.

All are showing decent efficiency.However, productivity and proficiencyshould be at least 75 percent. Only theTop 5 are hitting it. This is an indicationthat they excel at keeping their techsturning wrenches. In particular,productivity (actual hours worked on repairorders divided by hours they were there towork) is the number to look at. You reallyneed a time clock to track this. Productivitygoes up when techs don’t spend their

time pushing bikes, chasing down specialtools, pulling parts, etc. This is the mostexpensive hourly time in your dealership,and it is the department with the tightestprofit margin. Pay attention to what goeson back there.

Compare your gross profit dollars perservice employee. Where do you stackup? How is your productivity? If you wantto become more profitable and havehappier customers, you must first find theholes and then implement processes tofix them. t

Steve Jones, GSA senior projectsmanager, recaps critical measurementsused by the leading 20-group dealers.Access to GSA’s Voyager 5 data analysis& comparison system is available for anydealership for a nominal fee. For moreinformation on Voyager, managementworkshops, dealer 20-groups, on-siteconsulting or training, send an email [email protected] or visitwww.gartsutton.com.


“Productivity goesup when techsdon’t spend theirtime pushing bikes,chasing downspecial tools,pulling parts, etc.”

46-47 BOC_June_Layout 1 6/11/14 11:18 AM Page 47

Today’s aftermarket exhaust system manufacturers are

concentrating on much more than just letting the engine

breathe and the noise they create. Today, there is a

much greater focus on the performance aspect of

exhausts and the overall styling. Exhaust manufacturers

are squeezing more horsepower out of motorcycle

engines via the exhaust and tailoring their aesthetics to

fit consumer’s styling. And mind you, they’re doing this

all while complying with state and federal regulations.

This month we focus on several of the industry’s latest

pipes, slip-ons and exhaust-related products.

Exhaust

Akrapovic Open-Line 2-Into-1 Exhaust SystemsIf your customers are searching for a unique look and a deep resonant sound

for their H-D ‘09-’14 Night Rod Special, the open-line 2-into-1 exhaust systems

from Akrapovic has both qualities, while providing optimum performance

throughout the entire RPM range.

The systems include a stainless steel header, carbon fiber heat shields, a

performance insert and a muffler in either a black-coated or natural titanium

finish. The suggested retail for the black-coated version is $1,219.95 and the

natural titanium finish is $1,164.95.- - - - - - - - - - - -For more info: www.dragspecialties.com.

DEI Motorcycle Exhaust WrapThe Exhaust Wrap is a simple and effective way to

control heat, protect against serious leg burns

and improve performance. A proprietary coating

is applied to all DEI wraps to act as a bonding

agent and to increase durability levels

under extreme heat. Each wrap includes

sewn-in guides for easy quarter-inch

overlap to aid in installation. It provides direct

heat protection for up to 1,200 degrees Fahrenheit.- - - - - - - - - - - -For moreinfo: www.designengineering.com


48-53 Exhaust Products_Layout 1 6/11/14 11:19 AM Page 48


Two Brothers Racing Tarmac ExhaustTwo Brothers Racing’s (TBR) all-new Tarmac line of exhausts

boasts a revolutionary trapezoidal design and a variety of

performance enhancing characteristics. Launching initially for

the Kawasaki Ninja 300, systems for the Honda CBR250R,

CBR500R and Ruckus will be available soon, with additional

applications in development.

Developed using aerospace grade high-temp carbon fiber and

available in 8, 10, 12 and 14-inch lengths, TBR offeres a wide

range of options to ensure the perfect fit and finish. Increased

ground clearance, aluminum CNC inlets and outlets, and a

refined mounting system are just some of the additional features

highlighted on the Tarmac system.

Never straying far from its roots,

the patented spiral wound perforated

core provides that unique Two

Brothers sound that has become

synonymous with the brand.

In addition, the Tarmac exhaust

features an aerospace grade high-

temp carbon fiber sleeve, a bracket

mount allowing for use of rubber

grommet at mounting points,

a sound reducing “T-Tip” and

stainless steel deep draw stamped

inlet with brushed finish.- - - - - - - - - - - -MSRP: $619.98 (Ninja 300 slip-on)

For more info: www.twobros.com.

Freedom Performance Exhaust ‘Combat’ Slip-OnsNew from Freedom, ‘Combat’ Slip-Ons are 4-1/2” steel and billet mufflers

that not only look good, but were designed to increase power and add a

throaty sound to a bike. Sold in pairs for use with stock headers or Freedom

Performance True Dual headers. Fits all Touring models ’95 and up.- - - - - - - - - - - -For more info: www.customchrome.com

Drag Specialties Python Slip-On MufflersThe 2-1/2” Slash-Cut, Slip-On Mufflers from Drag Specialties give

your customers the famous Python look and performance, while

still using stock header pipes, and feature non-removable, high-

performance baffles. Choose from chrome or a black ceramic

finish. Each muffler has an embossed Python logo and comes with

all necessary mounting hardware and instructions.

These mufflers are available for 14 XL models. They are made

in the U.S.A. and are sold in pairs. The suggested retail for the

chrome mufflers is $269.95 and the black is $349.95.- - - - - - - - - - - -For more info: www.dragspecialties.com.



Scorpion Serket ExhaustThe Scorpion Serket features include a unique

precision formed six-facet profile and an

aerospace derived multi-composite ‘Claw

Contoured’ outlet. Additionally, Serket features a

tempered / fused sleeve seam with

compression coined ends and a GP Style

double spring mount.

This CARB compliant pipe is available in

stainless, carbon or titanium finish. Weight is

7.5 lbs., which offers 8 lbs. in weight savings

over the OEM pipe.

There is also a short GP style version

available that reduces the weight to 2 lbs.- - - - - - - - - - - -

Retail price is $1,199

For more info: www.scorpion-exhaust.com Exhaust

Pro Moto Billet Spark ArrestorThe new Pro Moto Billet Spark Arrestor for KTM 50s

and 65s is simple to install and available for just $99.95.

Installation leaves the muffler in place and does not

require any modifications. This spark arrestor, available

in black, was made just for the smallest off-road riders.- - - - - - - - - - - -Retail price is $99.95

For more info: www.promotobillet.com


RB Racing LSR 2-1 ExhaustRB Racing’s LSR 2-1 “C” Style exhaust for big inch Softails

features 2” primary tubes. Pictured below is a Turn Out tail

with the optional 45 degree rotation. Tail section options

include Turn Outs, Slash Cuts and +5” longer Slash Cuts.

RB Racing offers more than 700 part numbers for

everything from FX and FL Shovelheads through all EVOs and

Twin Cams, plus aftermarket models such as Confederates

and Big Dogs as well as Right Side Drive variations.- - - - - - - - - - - -Retail price is $645

For more info: http://rbracing-rsr.com

Vance & Hines Hi-Output Slip-OnsVance & Hines has introduced its first performance

exhaust offering for the Victory brand, the Vance & Hines

Hi-Output Slip-On muffler set for all Cross Country and

Cross Roads models.

Identified by its signature stepped muffler body, the

Hi-Output design has become well known for its

aggressive and deep bass-like tone. Featuring large

4.5-inch CNC machined billet end caps, the Hi-Output

provides a bold and powerful appearance that

complements the forward-looking Victory bagger line.

- - - - - - - - - - - -For more info: www.vanceandhines.com


Santee 225 Series PipesSantee 225 Series pipes have 16-gauge 2 1/4” diameter

seamless tubing that is precision bent and then chrome-

plated. They are designed to fit 1986-’14 Sportster

models. And optional heat shield sets and

baffles with billet tips are available

separately.

They come in either a chrome-plated

or black finish and are made in the USA.

Order in Slash Cut or Short Cut styles.- - - - - - - - - - - -For more info:

www.customchrome.com


Exhaust Roland Sands Design Slant

Slip-On MufflersRoland Sands Design has introduced the Slant for 1995-’14

H-D touring models, including extended drop skirts/

saddlebags. The RSD muffler features a high-quality finish

and a deep and full sound. The muffler has a racing

inspired touch that is available in chrome and matte black,

both with a carbon fiber end cap.- - - - - - - - - - - -Retail price is $899.95

For more info: www.rolandsands.com


Ron Wood Racing Polaris RZR XP1000Dual ExhaustThe Wood complete dual exhaust system features a

full-length radius tapered megaphone with reverse cone

configuration before entering into the muffler canisters.

Larger diameter head pipes, spring loaded for engine

movement, are featured for a balanced system.

With this style exhaust, superior horsepower and

torque is achieved in the midrange and top-end with no

loss on the bottom-end. Durable packing in the mufflers

is long lasting. A good 10 percent increase in power can

be achieved when tuned correctly. Two styles of turned

down end caps are available; One set longer in length to

accommodate the stock USFS approved spark arrestor

(shown), or a short set for race application, and our own

SuperFlo

spark arrestors are also available.

The complete system is designed for long lasting

durability in extreme terrain and fabricated from 304

stainless steel, TIG welded with a satin

brushed finish,

9 lbs. lighter than stock. Easy

installation, includes all hardware and a

one year guarantee on materials and

workmanship.- - - - - - - - - - - -Retail price is $895

Exhaust systems are available for theBig Three UTVs; Arctic Cat Wildcat,Can-Am Maverick and Polaris RZRXP1000, plus 450 sport and utilityquads.

For more info: www.rotax.net


Samson Longtail MufflerSamson introduces the very first aftermarket slip on

muffler for the 2014 Indian Chief Classic, Indian Chief

Vintage and Indian Chieftain. These new 4” longtail

mufflers have been road tested and provide a deep,

rich and throaty tone while keeping the vintage look

and feel of the nostalgic Indian.

These new mufflers come with baffles installed and

allow the new 2014 Indian’s engine to breathe freely in

order to release all of the additional power of its

111 cubic inch engine.

The Samson longtail muffler provides more

horsepower and torque, improves gas mileage, is

installer friendly and has a deep tone. The quad

chrome finish and heavy-duty construction prevent

discoloration and improve airflow.

The Samson longtail muffler has a limited 1-year warranty.- - - - - - - - - - - -MSRP $799.99

For more info: www.SamsonUSA.com.


DealershipDESTINATION

Story by Marilyn Stemp

20 years after

You hear a lot about family-ownedbusinesses and the values such

legacies imply. Does this mean you canonly have those values if you’re a multi-generational shop? Well, no, becausewhether your shop is decades old orbrand new we all have the potential to develop solid ethics and lead byexample, characteristics both your staff and your customers willappreciate.

The power of leading byexample came up when speakingwith Shelly Rossmeyer Pepe,general manager of BruceRossmeyer’s Daytona Harley-Davidson at Destination Daytona, afamily-owned shop, but not a typicalone. After a career running autodealerships, Bruce got intomotorcycles as a hobby career, onethat soon took over his life. WhenBruce passed away unexpectedly in2009 it was part of a perfect storm ofchallenges for the Rossmeyer family.“The toughest times we’ve had, whethermy father was here or not, were becauseof the overall economy,” said hisdaughter Shelly.

The family coped then, whetherconsciously or not, by reflecting on theexample Bruce had exhibited in his life.Explained Shelly: “I know this, Iwitnessed it: If he had a disagreementwith someone, next time he saw themhe’d step up and shake hands. He neveravoided people. And he never madepromises he couldn’t keep. People don’talways get along or agree with eachother, but the example from my dadshowed us how to make it work.”

At Daytona Bike Week 2014

Rossmeyer’s H-D celebrated its20th anniversary and while there’snot one among the family (thereare four daughters, one son, ason-in-law and mom Sandy) whowill say it’s been easy, they allagree it’s been worth it. They’reproud to continue Bruce’sdream.

Bruce had started toaddress the economic changes beforehis accident, recognizing that businesswasn’t what it had been. “It was thehardest thing for him to do but hewanted to make sure we survived andstayed profitable,” said Shelly. “After welost him it took us six months to a year to get back to what we needed to do as a company.”

So getting to 20 years – and doing itwithout their leader – is a satisfyingmilestone, though Shelly and her siblingshad been active in Bruce’s cardealerships long before DestinationDaytona came about. There was the H-Ddealership on Beach Street, too, thelocation Bruce opened in 1994 afterbuying the Daytona H-D franchise from

longtime owners Joe and AngieRobison. Biking culture wasdifferent then, remember?“Who knew Harley made otherthings besides T-shirts andparts?” said Shelly, reflectingon the Beach Street days.“My dad was one of the firstdealers to embrace that.”In those days riders wanted

access to products that dealershipsdidn’t usually offer. Bruce responded bybringing the aftermarket world to hisdealership, quite a renegade idea at thetime for a franchised Harley-Davidsondealer. In fact, he encouragedaftermarket companies to promote theirproducts, which spurred the creation of avendor village around the Beach Streetstore that ultimately became a BikeWeek hub. As bold as it was innovative,this concept essentially evolved intoBruce’s vision for Destination Daytona.

“It was our belief to open it up andsee what would happen – and we sawwhat happened,” said Shelly.

Shelly credits this inclusive attitudenot only for Rossmeyer’s success over theyears but also for the business’sevolution. “We see the motorcycle


The family celebrating with performance artist Perego(Artofperego.com) at the 20th anniversary party during BikeWeek 2014 at Destination Daytona.

Bruce Rossmeyer’s Daytona Harley-Davidson at Destination Daytona

54-55 destination_June_Layout 1 6/11/14 11:20 AM Page 54

industry as a place for combinedopportunities. But there was always the quality and value of Harley-Davidsonbacking it up, and as a Harley-Davidsondealer that’s where we focused – as we should.”

And that’s an important point becauseat any franchised dealership an openapproach has to live in harmony withbrand loyalty. That’s where balance andcreativity enter the picture, somethingBruce mastered and Shelly echoes:“We’re very proud to be exclusive withHarley. It’s something they’ve workedhard to protect and we respect that. ButI’m always glad to listen to ideas, too.”

If you’ve been to Bruce Rossmeyer’sDaytona Harley-Davidson at DestinationDaytona you know it’s way more than abike shop. Surrounding the dealership onits 150-acre plot are retail stores, a hotel,

condos, restaurants and bars, specialtyshops, a special events pavilion, even amotorcycle mechanic’s school. Whenyou’re billed as the world’s largestHarley-Davison dealership, it sets upexpectations. Shelly said, “Some peoplethink ‘big’ means ‘impersonal’ or‘expensive’ but the proof of our successis when they have a great experienceand leave thinking, ‘This is what buying amotorcycle should feel like!’”

From a business standpoint, thechallenges of such a huge facility can becomplex, with issues and expensesrelated to building projects, real estate,and massive overhead and maintenancematters most bike shops never have todeal with. Keeping that all running well,says Shelly, is a credit to the staff.Recognizing their importance is a vitalelement in Rossmeyer’s progress; and

another lesson learned from Bruce. “We have spent effort on recruiting andmaintaining our key management teamand associates over the years. I’mgrateful for their loyalty and hard work.”

In particular, Shelly credits herhusband Dean Pepe, who acts as generalcounsel. Bruce, who operated largely ona handshake basis, came to value anddepend on Dean’s input on agreementsand contracts, and today the dealershipcouldn’t run without this member of theextended Rossmeyer family. “He’s thevoice of reason and the most balancedperson I know,” said Shelly.

Yes, Bruce Rossmeyer’s spirit,determination and example certainlybrought his family to a certain point interms of business success. But you have tocredit their own persistence and talents forwhere they are now, 20 years on. t


Bruce Rossmeyer’sDaytona Harley-DavidsonOrmond Beach, FL866-642-3464www.brucerossmeyer.com

u Year Established: 1994u Number of Employees: 110

54-55 destination_June_Layout 1 6/11/14 11:20 AM Page 55


Are you sick of losing Parts,Garments & Accessories

(PG&A) sales to click and ordermega-retailers? With online retailrevenue up 109 percent in 2013compared with 26 percent growthin off-line retail sales, manypowersports dealers have begun todip their toes into the eCommercespace. However, simplyimplementing a cart to yourwebsite doesn’t ensure success,you need to work it.

Think about your own onlineshopping experiences – if a siteloads slowly do you bail? If thenavigation is nonsensical do youtrust that retailer with your creditcard information?

If a goal of your website is to sellmore PG&A, you need to makesure that your site makes a buyer’sshopping experience a joy insteadof a nightmare.

Whether you built your ownwebsite, work with a websiteprovider or are considering jumpinginto eCommerce for the first time,read on to learn about four of themost common eCommercemistakes that result in a high rate of shopping cart abandonment and lost sales; a.k.a. empty onlinecart syndrome!

Your Website Moves Like a Sloth

The ideal load time for a website isunder three seconds. However, arecent report by Radware clockedthe average retail website load timeat 8.56 seconds. The drag isattributed to the usual suspects –large images, HTML, CSS and

JavaScript files. Other factors thatcan impact website load timeinclude third party plug-ins such as Facebook and Twitter widgets,ad network tracking scripts andcloud-based content deliverysystems (CDN).

This infographic from the teamat KISSmetrics is stacked with factsthat should scare you into makingyour website laser fast, since theyreport a seemingly insignificantone-second delay can cost you a whopping seven percent in conversions.

Not sure what your online loadtime is? Test it with this cool toolfrom Pingdom: http://bit.ly/1ahcGJ(it’s free). You may be surprised bythe results. Pingdom provides youwith a detailed, actionable report of the load time for every singlepage of your website. Armed withthat information, it’s up to you oryour website provider to make any necessary changes to drop your load time and improve sales conversions.

Your Website Display Isn’t

Consistent Across Web Browsers

Are visitors to your website havingthe same experience on yourwebsite regardless of whichbrowser they use? To find out, tryaccessing your website using themost commonly used webbrowsers, including GoogleChrome, Internet Explorer, Safariand Firefox. Viewing your site thisway, you’ll see exactly what buyerssee – Are inventory imagesdisplaying properly? Is all of your

By Heather Blessington

How To Cure Empty OnlineCart SyndromeThe tips to make sure you’re welcoming online buyers

SAVV

YW

eb

56-57 Web Savvy_June_Layout 1 6/11/14 11:21 AM Page 56


content loading correctly? And, moreimportantly, is the shopping cartexperience flawless. Here again, it’s up to you or your website provider totake control and resolve any issues you uncover.

Since most of us naturally assume theentire world uses the same web browserthat we do, going through this exercise isespecially important. I’ve found mostdealers are still using Internet Explorer(IE). Only 9.4 percent of the populationuses IE, so you are a part of the shrinkingminority. The far and away leader is nowGoogle Chrome at 58.4 percent.

Your Cart Isn’t Secure

Today’s online shoppers are savvy.They’re aware of the numerousfraudulent websites that exist simply totrick consumers into providing credit cardinformation for illegal use. Here’s threeways you can show your customers thatyour website is fully secure and reassurethem their personal information is safeon your site:

• All pages that collect personalinformation should be secured with aSecured Socket Layer certificate or (SSL)that automatically displays the pages inthe address bar preceeded https://(rather than unsecured pages proceededby http://).

• A small lock icon should display inthe address bar in browser windows onsecured pages. This icon is clickable toview the sites SSL issuer, type andexpiration date.

• Prominently display the shield iconand/or logo of your SSL provider on yourhome page to provide your site shoppersan added visual reassurance of yourwebsite security.

Your Shopping Cart Isn’t Optimized

Your shopping cart should make theshopping experience as quick and simpleas possible while removing anyunnecessary steps to improve conversionrate. Offer a simple, visual experience.There’s nothing more frustrating thanbacktracking or scouring a site to hunt

down the shopping cart. The cart and itscontents, including item thumbnails ofthe PG&A that’s loaded in the cart,should be easy to access at all times sothat online buyers can quickly double-check features, quantities and costs – nomatter what page they’re on.

In order to convert more shoppersinto buyers and increase your onlinesales, it’s critical that your websiteprovides a shopping experience that iseasy-to-use and builds confidence in theproducts they’re considering. Take sometime to check your website performance,compatibility with web browsers, securityand shopping cart optimization to besure you’re welcoming online buyers. t

Heather Blessington is a nationally-renowned speaker on social media strategyand a digital marketing veteran with morethan 20 years experience. As an MPNcolumnist for Web Savvy and CMO at ARINetwork Services, Blessington is dedicatedto educating powersports dealers aboutdigital marketing best practices.

56-57 Web Savvy_June_Layout 1 6/11/14 11:21 AM Page 57

Before reading on, stop and askyourself, “What do I sell?” When I ask

this question to a group of financemanagers or other dealership staffmembers, I get a variety of answers.

“We sell motorcycles,” I hear. Or, “I sell financing,” or, “I sell warrantiesand insurance.” These are all correct onthe surface when we think about a job description or the nuts and bolts of whatwe do.

The truth is that a customer can get amotorcycle, financing or insurance atmany different locations in your area.Even if they can’t buy the same brand,they can still fulfill their needs. We seethis all the time. When we can’t get acustomer approved for one bike, weswitch them to a different bike. It stillfulfills their core desires.

They are not buying a motorcycle. Theyare buying the ability to fulfill a desire.

Let’s go a little deeper to find outwhat you really sell – or, what customersare really buying.

If you say, “We sell motorcycles,” stopand think for a minute that you are notreally selling the customer a motorcycle,but rather you are selling:

• Fun times riding with friends• A bonding experience with spouse

and/or kids• The experience of riding to Sturgis

or another rally• A way to release stress• The joy of riding all over this

amazing countryIf you answered, “I sell financing,” you

are really selling them:• The ability to afford a dream• A way to build a solid credit

history and one day own a home• A way to keep some money as a

safety net just in case

If you answered, “I sell warranties andinsurance,” realize that what this meansfor your customer is:

• Peace of mind• The ability to afford a mechanical

failure• The ability to make the cost

ownership affordableWhen we think, “We sell motorcycles”

or, “We sell warranties,” what we’rethinking about is how these tangibleproducts affect us and our dealership’sbottom line. When salespeople, salesmanagers and finance managers shifttheir thinking from what their productsmean to them toward what theircustomers can gain, customers can hearit in what they say and how they act. Thiscommunication “between the lines,” as itwere, can mean the difference between acustomer buying at your dealership andmoving on to your competitor.

What your customers can’t get atother dealerships are:

• You! (your knowledge, friendshipand smiling face)

• The community that has formedaround your businesso Rideso Bike nightso Poker runs

• Dealership eventso Open houseso Customer appreciation dayso Chili cook-offso Ladies nightso New rider events

• Coworkers knowledge o Combined years of service

experienceo If the people you work with are

also riders

I worked with a man by the name ofDonnie for 10 years. You could ask himthe part number of the front fender on a1979 Honda CB750K (or almost anythingelse) and he would know. I’m sure he stillknows. Customers couldn’t find thatanywhere else. In fact, we had customerswho would only buy their parts from him.

So, try to make this shift. The moreyou talk about what the customer wantsout of their purchase and less about theactual item, the more the customers willdesire to have what you offer.

Go to www.gartsutton.com for detailsand new workshops as they areannounced. t

Steve Dodds II is a moderator, trainerand consultant for Gart Sutton andAssociates with experience in everyposition in the sales and finance depart-ments. Dealers rave about his ability toidentify areas for improvement andimplement the changes that producesuperior results. If you have questionsabout what he or one of GSA’s otherconsultants can do to help you meet and exceed your goals, you can email:[email protected].


By Steve Dodds II

Finance&Insurance

Selling Betweenthe Lines

Upcoming Workshops:

August 2014Parts ManagementF&I Level 1

September 2014Service ManagementService Advisor5 Profit Centers

(dealership mgmt)NEW F&I Level 2

58 F&I_June_Layout 1 6/11/14 11:21 AM Page 58

59 Vroom Network 6/11/14 11:21 AM Page 59

Computer, Igniter, CDI, ICM, ECU,and ECM are all names for the black

boxes that are the brains behind modernengines. Depending on the type, theycontrol ignition, fuel injection, ABS,display meter or a combination of all.They are very important and often veryexpensive. Unfortunately, they oftenunnecessarily take the blame formysterious electrical or running condition problems.

At Cyclepedia.com we providetechnical support to motorcycle, scooterand ATV owner’s who have online servicemanual subscriptions as well asprofessional service departments ortechnicians that have our PROsubscription. Periodically we receivephone calls or support tickets frommechanics, shade-tree and professional,that have become frustrated by avehicle’s puzzling problem and havedecided the black box is faulty. Theythink the problem is mysterious, theblack box is mysterious, and that must bethe cause of the mysterious problem.

In most cases there are not diagnosticprocedures for black boxes themselves. Ifyou are lucky the manufacturer mightspecify some output voltages orresistance figures. The last line of anignition troubleshooting chart is often,“Faulty ECM – replace with a known goodunit.” The statement is assuming thateverything else on the vehicle is

functioning correctly, not that there is adamaged wire in the harness you haven’tcaught yet.

Replacing the black box is a last resortoption. They are very rarely the cause ofthe problem. They should only bereplaced once all other issues have beenruled out – not just testing the obviouscomponents, but carefully inspecting thewiring harness, connectors, grounds andswitches. Don’t get too fixated on onecomponent or one system. Have an openmind. Take a break and come back to theproblem if possible.

All too often we hear from folks whohave become frustrated and declaredthey have a faulty box on their hands.Hopefully they sought further advicebefore wasting a wad of money. Theworst case is the person has jumped thegun and bought a new box, and oftenother electrical components too, justhave the same problem. The following isa list of the true faults behind some

suspected bad black boxes Cyclepediahas helped out with over the years: gearposition switch, reverse override switch,engine kill switch, ignition switch, sidestand switch, bad ground, wire harnessdamage, poorly installed aftermarketcomponents, and a fouled spark plug.

In all the years of working onpowersports vehicles the collective staffat Cyclepedia has only encountered twotrue faulty black boxes. The first was anignition box that was damaged by beingunplugged and plugged back in whilepowered. Never unplug or plug in thistype of component while the circuits arepowered. The second was an ECM thatemitted smoke and a black liquid thatsmelled of an electrical fire when themain switch was turned on. Furtherresearch showed that this componentshould have been replaced years ago byan OEM recall. t


The ‘Mysterious’ Little Black Box

TipsTECH

Cyclepedia Press LLC

Cyclepedia Press LLC authors powersportsservice manuals, a specification database andtraining modules to help technicians efficientlyservice ATVs, motorcycles, scooters and side bysides. Each month Cyclepedia examines real lifeshop scenarios with recommended tech tips forhandling the problems encountered. For moreinformation about Cyclepedia manuals andprofessional products visit www.cyclepedia.com.

ECUs are often blamed for mysteriouselectrical problems.

A bad ground can create frustratingelectrical troubles.

Never unplug an ECM while it is still powered.

Switches are often the cause of problems that may initially point towards a bad ECU.

60 techtips_June_Layout 1 6/11/14 11:22 AM Page 60

61 SEMA 6/11/14 11:22 AM Page 61

MarketPlace

Same Day Shipping • Huge Inventorywww.sammytanner.com909-350-2727 888-258-0369

TO ADVERTISE IN CLASSIFIED MARKETPLACE

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


62-63 Classifieds_June 6/11/14 11:26 AM Page 62


Find out more about the classified advertisers in this issue online at www.motorcyclepowersportsnews.com/resourcecenter.

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Ad IndexADP Lightspeed . . . . . . . . . . . . . . . . .45

ASA Electronics . . . . . . . . . . . . . . . . .28

Deltran/Battery Tender . . . . . . . . . .27

Design Engineering Inc. . . . . . . . . . .51

Duro Tire/Wheel . . . . . . . . . . . . . . . .43

Earth X Lithium Battery . . . . . . . . . .35

East Penn Mfg Co. . . . . . . . . . . . . . . .13

EMGO International . . . . . . . . . . .9, 50

Fulmer Helmets . . . . . . . . . . . . . . . . .8

Gibbs Technologies Inc. . . . . . . . . . .17

HJC America . . . . . . . . . . . . . . . . . . .15

Johnson Controls/VARTA . . . . . . . . . .5

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

Kuryakyn . . . . . . . . . . . . . . . . . . . . . . .3

Marketplace Events/AIMExpo . . . . . .7

MBA Insurance . . . . . . . . . . . . . . . . .47

Motor Trike . . . . . . . . . . . . . . . .Cover 2

MTA Distributing . . . . . . . . . . . . . . . .29

Mustang Motorcycle Products . . . . .52

National Powersport Auctions . . . .16

Protective Asset Protection . . . . . . .39

SBS Friction . . . . . . . . . . . . . . . . . . . .34

SEMA . . . . . . . . . . . . . . . . . . . . . . . . .61

Service Manager Pro . . . . . . . . . . . .53

Sudco International Corp . . . .Cover 4

Sullivans Inc. . . . . . . . . . . . . . . . .10, 11

Vega Helmet Corp . . . . . . . . . . . . . . . .1

Vroom Network . . . . . . . . . . . . . . . . .59

Wizards Products/RJ Star Inc. . . . .57

XY Powersports . . . . . . . . . . . . . . . .40

Yuasa Battery Inc. . . . . . . . . . . . . . . .33

Zep Inc./Original Bike Spirits . . . . .41

62-63 Classifieds_June 6/11/14 11:26 AM Page 63


32nd LaughlinRiver RunWhat Bike Week in Daytona is for manyEast Coast bikers, the Laughlin River Runhas become for riders in SouthernCalifornia, Arizona and Nevada. From April23-27 arguably the largest motorcycleevent on the West Coast kicked off theriding season for 2014. Since it had been afew years since the last time we rode out tothe event, we decided it was time to checkit out once again. While the regulars notedattendance was flat (local press gave a verygenerous estimate of 45,000 attendees),

it was still acrowd that was in town to spend

money on their motorcycling habit. In order to capitalize on the

enthusiastic crowd, many of the vendorswent all out. For example, Küryakyn choseto kick off its 25th Anniversary celebrationthis year in Laughlin rather than Daytona,debuting a couple new product lines,custom bike builds (including “Project 25”2012 Harley-Davidson Street Glide) andeven multiple semi trucks with its newanniversary livery. Vance & Hines also hada semi truck full of new things to show off,namely its revolutionary FP3 fuelmanagement system. ProgressiveSuspension joined the fray with a brandnew Sprinter van and an entirely new lookfor the self-professed leading

manufacturer of motorcycle suspension. The OEMs also pulled out all the

stops. Depending on which direction youentered town from, you encounteredIndian/Victory and Yamaha/Star down byDon Laughlin’s Riverside Resort or Harley-Davidson’s demo ride pavilion on theother end of town and on the other sideof the street from the Edgewater, withliterally hundreds of smaller vendorsserving as the buffer zone. Speaking ofbuffer zones, the strict “no colors” policythat has been in effect since the 2002River Run Riot when a battle betweenHell’s Angels and the Mongols left threedead and 13 critically injured really hasworked for the past decade. In fact, mostof the vendors and attendees that we

polled didn’t even know about the riot.

Of course that means they knoweven less about the history of theRiver Run when a Harley dealernamed Dal Marschke wanted to takehis customers on a fun weekendride. Starting in 1983 with 426participants, the show has flourishedin the past three decades. Whocares about ancient history whenyou have a hot prospect at thePerformance Machine rig lookingto drop $2,500 on a set of wheels,or a guy at the Yamaha event truckwanting to buy the Bolt demo bikeon the spot?

It may not be the world’sbiggest biker rally, but for vendorslooking to make an impression onthe SoCal scene, Laughlin isdefinitely worth the effort in thelong run. t

That’s how we roll… Mustang’s crew rolls into Laughlin for the 32nd Annual River Run.

These take-offs were swapped with

new Metzeler 888 tires on Thursday.Küryakyn is expanding its line of

products for Victory owners for 2014.

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C3 K & L Supply Co 6/11/14 11:24 AM Page C3

C4 SUDCO 6/11/14 11:24 AM Page C4

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Motorcycle & Powersports News, June 2014