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JANUARY 2014VOL. 50. NO. 1 JANUARY 2014DEALERNEWS.COMV-TWIN PRODUCT ROUNDUP TEAM WINNEBAGOLAND DEALER LAB EARNINGS TRIPLEWELL-OILEDMACHINETEAM WINNEBAGOLAND BELIEVES INPEOPLE, PROCESSES AND SHARING SUCCESSSPECIAL REPORT:V-TWIN AFTERMARKETFILL YOUR SHELVES WITH SCORES OFNEW PARTS AND ACCESSORIESDEALER LABOCTOBER EARNINGS TRIPLE 2012FIGURES — HERE’S HOW THEY DID ITROD STUCKEYwww.dealernews.comDON’T FALL VICTIM TO MEDIA PITCHES
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VOL. 50. NO. 1 January 2014CONTENTSfrom page 42I’m puzzled as to why any OEM would want J.I.T. [Just In Time] for theirmanufacturing process but want their dealers to have more than12 months’ supply on hand.” – Bill ShenkSALESSERVICEPLUS24336TWIN POWER!A good year for new model introductions has the aftermarketbursting with parts and accessories. A Dealernews Staff ReportCover those big wheelsLED headlamp kit includes turn signals, running lightsPut your bike in a bubble – literallyRoadsmith debuts Rushmore trike conversionsLehman Trike developsmechanical reversefor Harley ’14 threewheelersDAVE KOSHOLLEK –FUEL FOR THOUGHTYour 2014 To-Do ListDave’s got a few events andsome reading material torecommend.18 DEALER EXPO UPDATESpecial PromotionalSection47 ADVERTISER INDEX/CUSTOMER SERVICEMARKETING3448 RICK FAIRLESSWhy Rick hates rain anddrunksDon’t be an advertising victimGuide your marketing dollarswith a 12-month media plan.By Rod StuckeySaddlebag speakers thatare angled toward theriderAeromach dresses up thenew Indian ChiefMANAGEMENTK&N’s new Wrench-Offperformance filters36Custom Cycle Control Systems enhances warranty, dealer incentives for SAS suspensionCOLLECTIVE APPROACHIt’s all about people, processesand sharing the wealth at TeamWinnebagoland. By Joe DelmontCOVER STORYSamson unveils Longtails for ’14 ChiefsWire Plus selling EHC retrofit kit for Big DogsS&S’s new one-stop setupHawg Halters updates triple trees to Rushmore specHigh-tech clutch packs for Harley modelsKuryakyn unveils Victory partsBagger Nation extends RoadGlide fairingsKB forged twin-cam pistons enhance Screaming EagleperformanceMustang debuts custom seat programJensen’s new stereo offers plug-and-play installationAnd from the OE side: Indian’s Big Chief Custom shows off all thepossibilities42Dealer LAB: October earningstriple 2012 figuresIf you sell a vehicle for a bitmore, you can double what goesto your bottom line, says BillShenk By Joe DelmontCORRECTION:An incorrect URL was provided forP.A.R.T.S* in the December 2013Industry Sourcebook. Interesteddealers may contact Mel Selwayof P.A.R.T.S.* at his email address:melselway@aol.com. Dealernewsapologizes for the error.On the coverWhat struck Contributing Editor Joe Delmont most on hisvisit to Team Winnebagoland (named for the lake, not theRV) in Wisconsin was the dealership’s incorporation of strictprocesses, from the showroom tour to how the sale is closed.Our cover story starts on page 36.Photography by Jeff Barger2EDITOR’S NOTE10 SPEED READDEALERNEWS.COM J A N U A RY 2 0 1 4Follow us on Twitter:Check outwww.twitter.com/dealernewsfor industry newsand updates.Become a fan ofDealernews onFacebook @www.facebook.com/dealernewsfan
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www.dealernews.comEDITORIALContact the editors at: editors@dealernews.comGroup Content DirectorMARY SLEPICKAManaging EditorVINCE GUERRIERIGroup Creative DirectorBETH DEMONTSenior Editor-Parts and AccessoriesBRUCE STEEVERSenior Editor-Retail and Business NewsHOLLY J. WAGNERSenior Editor-Gear, Helmets and ApparelBETH DOLGNERContributing Editor/Editor-Dealer LABJOE DELMONTColumnist/Contributing EditorMIKE VAUGHANColumnistsRICK FAIRLESS, TORY HORNSBY,DAVE KOSHOLLEK, ROD STUCKEYSpecial CorrespondentsGEORGIA KRAUSE, TRACY MARTINPhotographersJEFF BARGER, JOE BONNELLO,BRETT FLASHNICK, EDWARD LINSMIER, GARY ROHMANA.D. Farrow Co.Harley-DavidsonSunbury, OHDucati / TriumphNewport BeachCosta Mesa, CAAdvantage PowersportsKansas City, MOFay Myers Motorcycle WorldGreenwood Village, COAdventure Motorcycle &Accessories LLCWeston, OHFiler’s PowerSportsMacedon, NYAmerican PowersportsFindlay, OHBarney’s of BrandonBrandon, FLBayside Harley-DavidsonPortsmouth, VABeartooth Harley-DavidsonBillings, MTFort Myers Harley-DavidsonFort Myers, FLFox Shawmut HillsGrand Rapids, MIFreedom Cycles Inc.Grandview, MOPerformance MotorsportsYamaha (closed)San Juan Capistrano, CAPerformancePowerSports LLCSeneca, SCPhiladelphia Cycle CenterPhiladelphia, PAPowersports EastBear, DERawhide Harley-DavidsonOlathe, KSRay Price Inc.Raleigh, NCBig St. Charles MotorsportsSt. Charles, MOFrieze Harley-DavidsonSales Inc.O’Fallon, ILBlack Bear Harley-DavidsonWytheville, VAFun Country Powersports Inc.The Dalles, ORRenegade Harley-DavidsonAlexandria, LASubscribe to Dealernews and the DealerNEWS ALERT enewslettersat www.dealernews.comBlack Wolf Harley-DavidsonBristol, VAGO AZ MotorcyclesScottsdale, AZRexburg MotorsportsRexburg, ID@dealernews.comBob Weaver Motorsports &Marine Inc.North Tonawanda, NYGreen MountainHarley-DavidsonEssex Junction, VTRick Roush Motor SportsMedina, OHBoswell’s Ring of FireHarley-DavidsonMadison, TNHarley-Davidson of ErieErie, PAAudience Development ManagerKRISTINA BILDEAUXDealernewsFanDealernews TalkADVERTISING and SPONSORSHIPSdnsales@dealernews.comANGELA GIBBS 815-772-7871agibbs@advanstar.comSales RepresentativeTIMOTHY DEBTH JR 440-891-2713tdebth@advanstar.comSales CoordinatorCHRISTINA ANDERS canders@advanstar.comAdvertising Production Manager JESSE SINGER www.adsatadvanstar.comSenior Production ManagerKAREN LENZENNational Sales ManagerFor information on subscriptions, permissions, reprints, list rentals andsubmitting press materials, see page 47Bud’s Harley-DavidsonEvansville, INCentral TexasHarley-DavidsonRound Rock, TXCentral Texas PowersportsGeorgetown, TXChampion MotorsportsRoswell, NMDEALER EXPO Dec. 5-7, 2014 Chicago, ILwww.dealerexpo.comPROGRESSIVE INTERNATIONAL MOTORCYCLE SHOWSwww.motorcycleshows.comSenior Vice PresidentSales Director-Dealer ExpoSales Director-Motorcycle ShowsPR DirectorEngagement Marketing DirectorDigital Marketing ManagerMarketing ManagerRetail Relations CoordinatorExecutive Administrative AssistantTRACY HARRISJIM MOOREMIKE AUSECJULIE MESSINGTIGRA TSUJIKAWAOLIVER TUMSUDENKAREN WIDDECOMBERYAN ADAMSANGELA COMITOAdvanstar Communications Inc. 2501 Colorado Blvd., Suite 280 SantaMonica, CA 90404 T 310-857-7500 F 949-315-3759 www.advanstar.comChief Executive Officer: Joe Loggia Chief Executive Officer-FashionGroup, Executive Vice President: Tom Florio Executive Vice President,Chief Administrative Officer, Chief Financial Officer: Tom Ehardt Executive Vice President: Georgiann DeCenzo Executive Vice President:Chris DeMoulin Executive Vice President: Ron Wall ExecutiveVice President-Business Systems: Rebecca Evangelou ExecutiveVice President-Human Resources: Julie Molleston Senior Vice President:Tracy Harris Vice President-Media Operations: Francis Heid Vice President-Legal: Michael Bernstein Vice President-ElectronicInformation Technology: J VaughnDEALERNEWS.COMJANUARY 2014Harley-Davidson of ScottsdaleScottsdale, AZHonda of the OzarksSpringfield, MOHot Rod Harley-DavidsonMuskegon, MIHouse of Harley-DavidsonMilwaukee, WIIndian Victory CharlotteLowell, NCRec-Tech Power ProductsLloydminster, AB, CanadaRide Center USAHazard, KYRoad Track and Trail LLCBig Bend, WISanta Fe Motor SportsSanta Fe, NMScooternerds / Select CycleGreensboro, NCSeacoast Harley-DavidsonNorth Hampton, NHSignature Harley-DavidsonPerrysburg, OHJ & W Cycles Inc.Washington, MOSkip FordyceHarley-DavidsonRiverside, CACharlie’s Harley-DavidsonHuntington, WVJ & L Harley-DavidsonSioux Falls, SDSky Powersports of Lake WalesLake Wales, FLCole Harley-DavidsonBluefield, WVKearney PowersportsKearney, NESmokin’ Harley-DavidsonWinston-Salem, NCColeman PowerSportsWoodbridge, VAKilleen Power SportsKilleen, TXCompetition AccessoriesSpringfield, OHLiberty Cycle Center Inc.Liberty, MOSmoky MountainHarley-DavidsonMaryville, TNConrad’s Harley-DavidsonShorewood, ILMad River Harley-DavidsonSandusky, OHCruisin’ 66Springfield, MOMan O’War Harley-DavidsonLexington, KYCycle Center of DentonDenton, TXMaxim HondaAllen, TXCYCLES 128!Beverly, MAMcGrath Powersports*Cedar Rapids, IACyclewise Inc.Ducati VermontNew Haven, VTMcHenry Harley-DavidsonMcHenry, ILChaparral MotorsportsSan Bernardino, CA4First Coast PowersportsSt. Augustine, FLOutpost Harley-DavidsonPueblo, CODel Amo MotorsportsRedondo Beach, CADeptford Honda YamahaDeptford, NJMilwaukee Harley-DavidsonMilwaukee, WIMotorcycle MallBelleville, NJSouth Sound Honda-SuzukiOlympia, WAStar City Motor Sports Inc.Lincoln, NESteve Seltzer PowersportsAltoona, PATeam WinnebagolandOshkosh, WIToledo Harley-DavidsonToledo, OHUV Country PowersportsAlvin, TXVandervest Harley-DavidsonGreen Bay, WIVillage Motorsports ofGrand RapidsGrand Rapids, MIDothan PowersportsDothan, ALMyers-DurenHarley-DavidsonTulsa, OKDowntown Harley-DavidsonRentonRenton, WANorth County’sHouse of MotorcyclesVista, CADreyer Honda SouthWhiteland, INOff-Road ExpressErie, PAWoodstock Harley-DavidsonWoodstock, ILDucati OmahaOmaha, NEOff-Road Express WestWaterford, PAWorth Harley-DavidsonKansas City, MO*2013 Dealer of the YearOuter Banks Harley-DavidsonHarbinger, NCXtreme Machines LLCMillstone Township, NJWildcat Harley-DavidsonLondon, KYWilkins Harley-DavidsonBarre, VT
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FROMWTHE EDITORMary SlepickaYou said itA YEAR AGO WE ISSUED a survey that asked what your “one bigprediction” would be for 2013. While manufacturers and distributorswere looking forward to the possibilities afforded by a new year (surelynot anticipating Mother Nature’s quashing of the spring riding seasonin many areas), you dealers had a more measured outlook.Here’s a look back at some of what you told us.Expect 2013 to be another lackluster year: 1-2 percent growthoverall. Metric cruisers and ATVs will be soft; SxS units will have5-10 percent growth.2013 will continue to be a challenge in a flat market. Brick-and-mortar retail continues to be affected by web sales, while the changingdemographic of the younger buyer takes a stronger hold.Those who are avid riders will continue to be our main source ofrevenue in these difficult times.New units will be up slightly; used units will be up 3 percent; service will be flat and parts will decline.Business will be equal to 2012 at best; we are not projectingany increase in major unit sales, service, parts or accessories. Weare, however, looking for pre-owned sales to increase 10 percentover 2012.New unit sales will be flat, with some movement by brands thathelp dealers aggressively get consumers’ attention.Some smaller Internet parts sellers will suffer from not beingable to keep up with changes on the web.Dealers that “mind” their business will stay. Dealers that are burnedout will go away.Consumers will continue to shop for the lowest possible price,thus hurting dealer margins. Internet sales of parts and accessories will be up.Service will be a dealer’s most profitable department.This industry strictly runs on the pulse of our customers. If theyare not feeling encouraged to spend money, then we all knowwhat the outcome will be. All we can do is stay consistent andkeep swinging. Don’t give up!So, what say you for 2014? Several manufacturers answered the callfor new models, getting the buyers chattering about the next ridingseason. The aftermarket started maneuvering in late summer and fall,unveiling more new parts, accessories, helmets and apparel than we’dseen in at least two years and offering dealers incentives to clear outstock left over from the spring. Clearly, there’s a lot of opportunity togrow over the next 12 months. What are you doing to position yourbusiness for it? Drop us a line at editors@dealernews.com, or tell uson the DealernewsTalk forum on LinkedIn, or even send us a fax at949-315-3694.Mary Slepicka, mslepicka@dealernews.comFor more information visit UARY 2014
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SPEED READSpeed Read gets you caught up on the top stories in powersports as reported on Dealernews.com.Sign up to receive the DealerNEWSALERT e-newsletters for news delivered right to your inbox.Voxan unveils ‘premium’ electric motorcycleFRANCE’S VOXAN has made true itspromise to develop new green machinesby the end of 2013. Last month the company publicly unveiled the Voxan Wattman, an all-electric motorcycle featuring ahigh level of specification and even higherpromised performance.Beneath the slightly slab-sided exterioris a brace of new technologies. The machine lacks a conventional frame, insteadusing a rigid aluminum exoskeleton tohouse all key components.Underneath the shell is a 12.8 kWhbattery pack supplying power to a 200 hpelectric motor. With 147 lb.-ft. of torquedelivered to the rear wheel via a toothedbelt, Voxan claims a blistering 0–100 mphtime just under six seconds. Maximumrange is a claimed 180 km, or about 110miles. More importantly, the battery packis designed to reach 80 percent of maxcharge in as little as 30 minutes usingthe Euro-standard COMBO II chargersystem.Besides claiming the title of theworld’s most powerful electric motorcycle, the Wattman also reportedlydelivers top-notch chassis components.Twin shocks control the unusual bracedswingarm and Beringer’s quad disc frontbrakes use two pairs of 230mm discs fortop notch stopping power. Of course,with a claimed weight of 771 lbs., goodbrakes are a necessity.While price has not yet been announced, Voxan makes no mistake thatthis will be a premium product, as eachmachine will be built to order at theSolesmes (Sarthe) Electric Vehicle manufacturing facility. – Bruce SteeverWHAT’S TRENDING on DEALERNEWS.COMHOME PAGE LATEST UPDATESTriumph launches ‘collaborative’ casualapparel Vintage-styled collections debutunder four marques, including Triumph byJohnson Motors, Triumph by UHL Studios,Triumph Mods vs. Rockers, and the 64thMotorcycle Club Annual Congress lines.FMF to develop, supply exhausts forHusqvarna racers Southern California company to develop and deliver exhaust systemsfor Husqvarna’s World Motocross, EnduroWorld Championship and Extreme Enduroteams, the OEM announces.DEALER OPERATIONS SERVICEBMW recalling K1600 GT, GTL motorcycles Engine control unit defect can causethe bikes to stall unexpectedly, BMW tellsNHTSA.Harley-Davidson expands recall for clutchplate issues Another 2,900 bikes are beingcalled in, because an incorrect clutch releaseplate may prevent the clutch from disengaging on certain 2014 models, OEM reports.10DEALERNEWS.COMJANUARY 2014DEALER OPERATIONS MANAGEMENTKTM thanks dealers for 29 percent salesboost Jan-Nov Retail unit sales in November rose 49 percent compared to November2012, OEM reports. “For the past three yearsour dealers have risen to every opportunitywe have put before them,” says VP-Sales andMarketing Brad Hagi.Snowmobile, SxS sales drive big quarter for BRP Higher dealer and distributororders for 2014 sleds pushed sales increasesin the mid-20 percent range, while SxSsales jumped 38 percent, OEM reports. ATVsales were down 20 percent compared tothe same timeframe in 2012, attributable tothe higher number of new ATV models themanufacturer introduced in 2012, accordingto its financial report.Arctic Cat side-by-sides include slenderWildcat Trail At 50 inches wide with 10inches of ground clearance and 10.5 inchesof rear suspension travel, OEM says theWildcat Trail can go where its competitorscannot.DEALER OPERATIONS MARKETINGIndian Chief Vintage shows off at Men’sJournal pop-up The 3,000 sq. ft. storein Chicago showcases the bike along withselect items from Indian’s 2014 apparel line.Customers wanting more info on the vehicleswere being referred to Maxim Powersportsin Merrillville, Ind., and the new AmericanHeritage Motorcycles: Chicago West storein South Elgin, Ill.DEALER OPERATIONS SALESDucati launches eBay gear store TheShopatron order exchange system letsDucati funnel online orders to its retail channel for ship-from-store fulfillment.Polaris debuts luxury SxS and a powerhungry ATV OEM goes for automobileapproaching comfort with the Ranger XP900 Deluxe, while the new Scrambler XP1000 EPS ditches luxury in favor of purehorsepower.A.D. Farrow launches T-shirt line Threestore Harley-Davidson dealer group in Ohioenlists students at the Columbus College ofArt and Design for the new dealer-centriccollection.
REAR END CONVERSION KITP/N 5415L.E.D. REARSADDLEBAG ACCENTSP/N 7263D I S C O V E R T H E L AT E S T N E W P R O D U C T S AVA I L A B L E T O D AY@KURYAKYN.COM866.293.2954For more information visit www.Dealernews.com/readerserviceL.E.D. REARSADDLEBAG EXTENSIONSP/N 7273
SPEED READDealerNEWSCALIFORNIA – Fire ripped through the attic of West SideMotorcycles in West Sacramento last month, causing about 10,000 in damage.COLORADO – V-twin riders have a new parts and serviceoption with the opening of Elite V-Twin in Longmont. Thebusiness is co-owned by Mike Lerdal and Jennifer Lashaway.ILLINOIS – A pair of U.S. Army veterans has opened OCDCycle Service and Customs in Jacksonville. OCD stands for“obsessive chrome disorder,” according to co-owners JohnColistro and Craig Overly.Veteran-owned World of Powersports, headquarteredin Decatur, has joined other merchants offering discountsto military service members via the Army & Air Force Exchange Service’s online mall at www.shopmyexchange.comLOUISIANA – A former employee is charged with stealing 25,500 from New Orleans Harley-Davidson, but authorities say the full tally may reach 114,000.MINNESOTA – Twin Cities Automotive is buying DelanoSports Center and will transfer Delano’s Polaris, Victoryand KTM franchises to its existing store, Star West Motorsports. Star West already sells Honda, Arctic Cat andYamaha brands.Anthony Fuchs has opened AF Cycle, which will providerepair and storage services along with parts and accessoriesfor motorcycles, ATVs and snowmobiles in Little Falls.MISSISSIPPI – The Bob Parsons portfoli
Filer’s PowerSports Macedon, NY First Coast Powersports St. Augustine, FL Fort Myers Harley-Davidson Fort Myers, FL Fox Shawmut Hills Grand Rapids, MI Freedom Cycles Inc. Grandview, MO Frieze Harley-Davidson Sales Inc. O’Fallon, IL Fun Country Powersports Inc. The Dalles, OR GO AZ Motorcycles Scottsdale, AZ Green Mountain Harley-Davidson .
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