Issue #9 September

World’s Luckiest Man

VANGUARD!

If you are reading this, then you are among the vanguard of American motorcycling.

Yes, you.

You are perhaps a dealer principal of one of the 6,000+ franchised powersports dealerships serving 10 million or so active American motorcyclists. Maybe you are a senior manager of a manufacturer or aftermarket enterprise? Perhaps a trainer, consultant or 20 Group facilitator? Regardless of your title, or time in service, you are an important part of a 50-billion-dollar ecosystem.

By definition the “vanguard” is a group of people leading the way in new developments or ideas. However in these turbulent times vanguard’s secondary definition as the leading part of an advancing military formation. In this context the vanguard has a number of functions, including securing ground in advance of the main force. We need to lead the way and secure more ground as the vanguard once did for us.

Not too very long ago, I was a skinny sixteen-yearold kid who was able to walk into my neighborhood Honda shop run by a Hall of Famer, Dick Klamfoth and his wife, Bev. I bought that first motorcycle on my birthday. My ride out of the alley behind their shop that morning started me on the road that led me to this day; to this page; to your eyes.

Dick and Bev led an incredible life together… And they helped me start one of my own.

And that’s what you and all of us do — we help our customers discover the fun and friendships; the adventures . . . or as an old friend Scott Miller puts it: “the promise of a better, fuller life.”

Yep. Vanguards by either definition — A group of people leading the way in new developments or ideas or troops moving at the head of an army — that is exactly who you are.

I congratulate you. And I thank you for all you do to support our sport, our industry and our lifestyle.

As you peruse these pages; as you enjoy a ride one of these brisk fall days; as you chart the way for your organization, or your industry — I hope you have a big smile inside that helmet of yours. I know I am transported back to the alley behind Klamforth Honda every time I strap on my helmet and hit the open road.

How lucky we all are to be part of the vanguard for the next generation of riders… and what an awesome responsibility. But first, go for a ride, then you can worry about leading the way.

— Bob

Editor’s Note

THE PANDEMIC IS OVER! But Can We Survive The Recovery?

On September 18, President Joe Biden told the 60 Minutes audience that the Pandemic is over. “We still have a problem with COVID. We’re still doing a lot of work on it. But the Pandemic is over. If you notice, no one’s wearing masks. Everybody seems to be in pretty good shape, and so I think it’s changing, and I think the Detroit auto show resuming after three years is a perfect example of it.”

Coincidentally one month earlier LeMans Corp. resumed the NVP after its own three year hiatus. Powersports really is part of the “vanguard” that Bob Althoff mentions in his column this month. And there’s the rub... where do we lead our $50 billion ecosystem from here?

Will the supply chain ever get unclogged? Can we ever find enough techs to keep the machines going? How do we retain even a fraction of the windfall new customers we received in the past three years now that it is safe to go back to fall football games, rock concerts, the local Starbucks and other mass gatherings?

The pandemic may be over, but will we survive the recovery?

This month’s cover dealer faced the facts in their own unique OCD way. Marc and Frances approached the decision like every other business decision they make — with an OCD strategy. The acronym, they said, stands for exactly what consumers want in their dealer: be obsessive, compulsive

and focused on the details to obtain perfection. Their conclusion? “The future is electric, so we did our homework and started carrying EVs.”

Our resident futurist Dr. Paul Leinberger, concurs with the OCD thinking. “It is important to recognize that once a trend (like electrification) reaches a tipping point — and that is indeed where we are right now — it cannot be stopped and it cannot be reversed. No amount of countervailing pressure or vocal grumbling (no matter how seemingly justified or well-reasoned) will reverse its course.”

“Instead of fighting electrification, recognize that it represents a major opportunity for you,” he reasons. “Of course, ‘going electric’ is a bit more complicated than stocking a few more e-bikes. It will fundamentally change the way you do business and it will probably have significant implications for your profits from both your front-end business and your back-end operations.”

The good news is that even though we are at the EV tipping point, Dr. Leinberger says electrification won’t happen overnight... not even in California. It will take awhile for electrification to reach your dealership at its “current” pace. “To be clear, as evidenced by the data projections, the coming change will NOT disrupt your dealership any time soon — not in the next eight years or so.”

Still the best time to plant a tree was yesterday, so start sowing those EV seeds now.

Change agent Eric Anderson is all for the tsunami generated by the eButterfly wings around the world. He further advocates not crying over spilled milk — perhaps spilled petrol would be a better analogy, but his point is we have to adapt and overcome rather than to worry about the passing of gas.

“Studying the past will help align our goals for the future, but don’t spend too much time there for fear of getting sucked down a bottomless hole of sympathy and pity. By the way, sympathy and pity SUCK energy. Move to the light instead, it is our collective future. A future which has been built on the flapping butterfly wings of tens of thousands of others before us.” So, if you feel bad about the end of ICE… GET OVER IT, advises Anderson.

Personally I am going to heed Mr. Althoff’s advice first... time to go for a fall ride and celebrate the end of the Pandemic.

Former Editor-in-Chief and publisher of Dealernews circa 1990-2003, Robin returns to the magazine. In addition to having been instrumental in creating the Dealernews Top 100 program (still the industry’s ultimate accolade for a motorcycle dealership), Hartfiel has worked for most of the B2B publications in the Powersports arena. Prior to the trade side, he worked as a beat reporter for a local newspaper and was an editor of publications ranging from All About Beer to VW Trends.

HARDEN HAS AN IDEA:

My most recent article in the July  Dealernews is actually a revisit of an article I ran back in 2019. I still see the need for an overall strategic plan to grow motorcycling. One that is backed by a significant investment in advertising and promotion. We’ve had a couple of great years. Now is the time to twist the throttle even harder and bring even more new riders to the sport. Lots of other great articles in this issue as well.

ODES IS BACK

WHAT HE SAID

Couldn’t agree more. I am seeing some in the industry kind of coasting right now. Keeping the new riders won during this time engaged is going to require investment. Reaching more potential new riders is going to require an investment. Positioning the motorcycle as more than just an expensive and dangerous toy in “North Marrica” needs to become a thing. Motorcycles are efficient transportation. I think the transportation component needs to be given more focus by the OEMs in particular.

Brandon Glanville, Director Of Business Development

UPSHIFT Online

www.upshiftonline.com

See issue #72 Of Upshift Magazine here: www.youtube.com/watch?time_ continue=12&v=QXcD17Ii8-A&feature=emb_logo

Wondering if you would be interested in a little news about the comeback of Odes as a OEM supplier to dealerships across the US? Getting ready to happen soon, assembling a team of dealer reps to reestablish old customers and sign on new dealers. We will be at the AIMexpo along with many other industry events going forward. We understand the difficulties that have occurred in the past. And we are here every day working to change that image. Please note that the Family of Shandong ODES (The true and real manufacturer) owns 100% of ODES USA. We are not a third-party distributor. And we only sell what WE manufacture! We have complete access to all old and new model parts, and support all ODES manufactured units. We opened our first warehouse in Riverside, California, in November 2021. Since then we have established assembly facilities in Haviland, OH, Athens, AL, and will be relocating to our brand new warehouse in California in the coming weeks. We will be erecting over 20,000 square feet of only parts. If you have any questions or would like to discuss what we have done, please do not hesitate to respond to this email or call us at 951-999-9180.

Jeff Martin

Odes Industry

Riverside, CA

www.facebook.com/OdesIndustry

SOUND OFF!

THANKS FOR THE PLUGS IN THE CURRENT ISSUE

Thank you for the dual coverage in the “current” issue of  Dealernews. The Shred Tour  issuu.com/dealernews/docs/issue_8_ august_6bffaad43f06cc/50

and the Costa Mesa Speedway activations are major milestones for a new company issuu.com/dealernews/docs/issue_8_ august_6bffaad43f06cc/82

We truly appreciate the support in these early stages.

Doug Chapman, Marketing Supervisor

Greenger Powersports

Ontario, CA

www.GreengerPowersports.com

Dealernews is indeed back. Join in the conversation via e-mail: Editor@dealernews.com

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TUCKER CALLS AN AUDIBLE

Vowing to build up its dealer base, Tucker Powersports President and CEO Marc McAllister told company employees in early September that he was planning to update the sales and marketing functions to create a “more focused organization.” He laid out the company’s long-term strategy of becoming an outfitter for powered, outdoor adventure. “We will work closely with our dealer partners and, with them, we’ll create a stronger online and brick-and-mortar presence, helping us meet customers where THEY are at.”

The restructure begins with Tucker’s sales and marketing functions. “Now is a natural time to review the structure of our sales and marketing functions,” said McAllister. “We need to start with strategy, and I believe that moves us to a focused sales and marketing organization operating under a strong leader.” Tucker’s former VP of Sales Brad Turner left the company for a new position earlier this month, but McAllister did not identify candidates for the role and he advised employees that the search was underway.

McAllister also used the meeting to expand on the company’s strategy of becoming an outfitter for powered, outdoor adventure. “We are a company that is built on adventure. Powered adventure. Usually that power comes from internal combustion, sometimes it’s from electricity, and sometimes it’s human power,” he noted. “We have products that support the owners of motorcycles, UTVs/ATVs, watercraft and snowmobiles… it’s our products that make our customer’s adventures even better,” explained McAllister. “But customer demands are evolving and we need to evolve to meet those changing customer needs.”

“To be successful, we are taking steps to ensure we have the right products and the right partners with us going forward. We will be parting ways with some brands that are familiar and taking on new brands that are focused on innovation and enhancing our customer’s experience.”

ARAI AT LOGGERHEADS WITH TUCKER

One of the vendors McAllister mentioned would be parting ways with Tucker was Arai. A joint statement from Arai and Tucker announced the helmet manufacturer and the distribution company were heading in different directions:

Arai Helmet and Tucker Powersports have decided to end our business relationship as of September 16, 2022. This decision was based on the business plans of both companies. Tucker and Arai appreciate the long relationship they have enjoyed and wish each other the best in their future endeavors. Dealers should contact Tucker Powersports about any pending orders with Tucker for Arai Helmet products or other helmet questions. Tucker will continue to sell through existing inventory of Arai Helmet products.

Should you have any questions about Arai Helmet products, please do not hesitate to contact Arai:

Arai Helmet, Inc., Allentown, PA Phone: 610-366-7220 E-mail: dealers@araiamericas.com

TRIUMPH GOES MXGP RACING

On the eve of the Motocross of Nations, Triumph has confirmed its plans to compete in the FIM Motocross World Championship in 2024, complete with a factory race program under an all-

new Triumph Racing banner. This landmark team will be in partnership with Thierry Chizat-Suzzoni, one of the sport’s most successful team owners, who will field two of Triumph’s all-new 250cc 4-stroke MX bikes in the 2024 MX2 class and will add an entry into the 450cc MXGP class in 2025.

“Our new partnership with Thierry demonstrates Triumph’s long-term commitment to competing at the highest levels of racing, “ notes Nick Bloor, Triumph’s CEO. Testing of the new Triumph motocross and enduro bikes is well underway and information on the specifications, performance characteristics and components of each model will be released in due course, along with more news on Triumph Racing’s entry into further top-tier Championships and categories. Unfortunately the bike remains under wraps.

“It’s been a long time coming,” adds Triumph’s Global Off-Road Brand Ambassador Ricky Carmichael. “Since the start of this project with Triumph, I have been amazed at just how hard everyone has been working. The whole R&D and engineering group that have been a part of the development of the motorcycles have done an absolutely incredible job.” See the full press conference here: https://www.youtube.com/watch?v=Q0qOCugreAM

Continued on page 14

DEALER NEWS: GATTO HARLEY GONE, THREE RIVERS EXPANDS!

The Gatto family is proud to announce the merger of Gatto H-D and Three Rivers H-D into “Three Rivers Harley-Davidson” which will be the only H-D dealership in Allegheny County and the Pittsburgh metro area! Therefore, Gatto H-D at the Tarentum location will be discontinued as an authorized H-D location. George Gatto was one of the dealers who recently bought out Hot Metal Harley-Davidson. Now the three stores are all merging into one “Super Harley-Davidson Dealership.” Three Rivers Harley-Davidson will be the biggest, best and the only Harley-Davidson Dealership in Pittsburgh and the surrounding area once this merger takes effect.

“We are planning a big remodel at Three Rivers,” says second generation Dealernews cover dealer George Gatto Jr. “It’s going to take time and a lot of effort to get this done. We are already working on the design and will do the construction in phases so we affect daily operations. It’s going to be challenging and a lot of work, but we have a good team in place plus all of the Tarentum store employees will be joining the Three Rivers Team.”

Gatto Harley-Davidson first opened in 1964 by Loretta and George Gatto Sr. The business continues to be run by the Gatto family. “Mixed emotions, for sure, but progress means change,” says the family matriarch. “Our sons have worked as hard as ever and this opportunity is a tremendous change for our family. We have great memories from the years since Harley-Davidson joined our line of motorcycles, mostly the terrific people we served who became friends for life.”

Although no longer a Harley-Davidson dealership, Gatto Cycle Shop, home to powersports, watersports, pontoons, bicycles and PG&A will stay in the Gatto family and remain in the historic building in Tarentum at 117 E 7th Ave.

SUMMER TIME SCOOTER SURGE

New unit scooter sales surged 16.2% in the first half of 2022 as high gas prices and unclogging of the supply chain, notes Motorcycle Industry Council CEO Erik Pritchard. “Fuel prices are expected to remain high, though they have eased slightly since the historic highs we experienced in May and June. During previous spikes in fuel prices, our industry saw an influx of new and returning riders seeking an efficient commuting alternative.

“With two years of increased sales, can we leverage this spike in fuel prices to attract even more new riders, while keeping the tens of thousands of new riders who purchased during the pandemic riding? Will increased fuel prices incentivize riders to take their bikes out of the garage more often and encourage newer riders to keep riding, helping to build more lifelong riders?”

Certainly, the MIC is focused on developing new and future riders with its market expansion initiative, Ride With Us. “This year we have diversified the locations and events where we bring RWU Moto Intro experiences,” adds MIC VP and Director of Ridership Cinnamon Kernes. “In May, we helped reporters and content creators attending the Motor Press Guild event in Malibu experience their first ride, and later this summer, attendees of the California Capital Airshow in Sacramento will have the opportunity to experience Moto Intros.”

RIDE TUESDAY

Part of the MIC strategy to get more riders riding more — scooter and otherwise — an ADV rider program rolled out this summer, followed up by the creation of RIDE Tuesday: https:// msf-usa.org/ridetuesday/  There are more than 700 certified ranges in the U.S., helping over a hundred thousand people each year learn foundational riding skills, earn their motorcycle licenses and continue to advance their riding skills.

“Our goal is to help training sites and local dealerships connect with their communities by offering meaningful motorcycle experiences,” says Corey Eastman, director of rider education expansion at the MSF.  “RIDE Tuesday is being designed to test this concept and develop a program that all ranges can deliver in the future. We feel this will connect our network of ranges, those wanting to give motorcycling a try, and current riders — all in time to celebrate the Motorcycle Safety Foundation’s 50th anniversary in 2023.”

RIDE Tuesday events will be held at MSF-certified ranges across the country, often in partnership with local dealerships. The first two RIDE Tuesday events were conducted at Clutch Motorcycle School in Loveland, Colorado, on August 30; and Motorcycle Safety University in Kerrville, Texas, on September 20. If you would like to run the MSF Moto Intro or MSF Skills Check at a range near your dealership, email Corey Eastman: ceastman@msf-usa.org

Bureau’s (NICB) 2021 Vehicle Type Theft Report. Motorcycle thefts are up 26% and continued to climb during the summer months… August was the hottest month yet, with almost 6,000 cycles swiped in the first three weeks.

“We’ve seen surges in thefts of all types of motor vehicles throughout 2021, and motorcycle thefts are no exception, especially in the summer months,” notes David Glawe, president and CEO of NICB. “The economy, supply chain issues and the value of precious metals and vehicle parts have certainly played a consequential role with skyrocketing crime during the year. Motorcycles are expensive and more difficult to secure than other vehicles, making them prime targets for thieves.”

Despite a 3% decrease from 2020 to 2021, motorcycle thefts are still up 26% overall from 2019. Of the nearly 1 million total vehicles stolen last year, 51,291 of them were motorcycles. The top 10 motorcycle manufactures most frequently stolen in 2021 accounted for 78% of all stolen motorcycles in 2021. Leading the pack was Honda (10,282), Yamaha (8,185), Kawasaki (5,904), Harley-Davidson (5,811), and Suzuki (4,890). Of those almost 52,000 motorcycles stolen, less than half have been recovered with the NICB study indicating that only 42% were found. California leads the nation once again with 9,345 stolen rides. Not too far behind is Texas (4,263), Florida (3,698), New York (2,662), and Washington state (1,947).

MOTORCYCLE THEFTS UP

Motorcycles have been increasingly targeted for theft, according to the newly released National Insurance Crime

The NICB is supported by more than 1,200 property and casualty insurance companies and self-insured organizations. NICB member companies wrote over $582 billion in insurance premiums in 2021, or more than 82% of the nation’s propertycasualty insurance. Click here for more details: www.nicb.org

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Phoenix Rises… twice! Miles Shugg is now “handling” Sales & Marketing for  Phoenix Handlebars. A lifelong enthusiast but new to the industry, Shugg decided to do more than dip his toe into the pool, he jumped in with both feet! “We haven’t fully identified what part he will play with sales and marketing,” shrugs Phoenix founder Jason Gearld. “But we wanted to get him on board and he can help define his role. He’s learning the industry but is pretty sharp when it comes to business ideas.” Shugg lives in  Arizona and has been running his own pool cleaning business to support his moto habit — no shortage of pools in the Valley of the Sun! “He’s fast on a dirt bike and is pretty connected in the AZ moto scene and it would be good for Phoenix to have a toehold in  Phoenix, AZ,” adds Gearld. “Plus he gets the Phoenix motto: Simply Moto.” For his part, Shugg says, “Being a part of a small company and building it from the ground up is what made this so much more exciting. I saw something that I believed in and wanted to bring my passion to the party. Here we are. Let’s rip!”

Speaking of Phoenix, Flat track racer Kyle James is now handling rider support for  Phoenix Handlebars

A  Tennessee boy, James has been riding dirt bikes all of his life. Now he’s racing the Super Hooligan series and has a nice collection of trackers. He spent some time working in the auto racing world with  IMSA and he has been a service tech at a local  BMW auto dealer for the past handful of years and even does training for their new techs. Of course two wheels is where his heart is: “He’s really good with a wrench in his hand,” says Phoenix founder Jason Gearld. “But he is even better at twisting the throttle. Being from Tennessee, he is also as nice as they come and perfect for working with riders and their  families.

No doubt he’s going to kill it.” James adds: “It’s been a dream to be able to work with the Phoenix team, being able to help bring the company to the forefront of the sport I love, it’s truly unreal”. Gearld concludes, “Our products are handlebars and grips for motorcycles. Our passion is growing this sport we love so much. Keep it fun and keep on moto’ing.”

On the money: “We are excited to announce our newest member of the  Vance & Hines Team,” says V&H CEO  Mike Kennedy. “Welcome,  Jorge Garcia, as our new Chief Financial Officer.” Garcia has a wealth of experience stemming from 30 years in the financial field. Garcia’s diverse financial background includes GAAP accounting & reporting, strategy, financial planning & analysis, mergers & acquisitions, manufacturing and supply chain management, notes Kennedy. He spends his free time with his family, golfing, traveling or catching a Gators game.

Balancing the books is good, but marketing makes it happen, so Vance & Hines  has hired Jacqueline Kelly  as marketing director. “Jacqueline has more than 20 years of marketing experience and has been a team leader, producer and project manager at different times in her career,” says CEO  Mike Kennedy . “She spends her free time hiking, reading and reaching new destinations on her 2008  Harley-Davidson V-Rod .” Maybe she can convince Jorge that the marketing budget needs to have some V&H V-Rod pipes plugged into it?

Continued from page 16

Go East Young Man? Doesn’t have quite the same ring as  Horace Greeley’s  advice, but  Dusty Krepp’s  manifest destiny with National Powersport Auctions sees him venturing forth as the new Eastern Regional Sales Manager. “In his 11 years with NPA, Dusty has continuously shown integrity, passion, and dedication to his territory,” notes NPA VP of Sales  Mike Murray.

“With the growing NPA business and new  Lakeland location, it came time for us to establish a regional sales manager position.” Originally his territory covered New England but now Krepp will work with the entire eastern region of Territory Sales Managers, stretching from  Maine to  Florida and west as far as  Michigan down to  Alabama.” As a kid, Krepp started washing bikes and cleaning the lot at the  family dealership, eventually working his way through the ranks to GM. When his family sold their store, he joined NPA… and hasn’t looked back! “I look forward to working with our amazing team of Territory Sales Managers in the Eastern Region as we continue to grow our relationships with  dealers and share the services NPA provides to help inventory needs,” claims Krepp.

Just in time for NVP in Madison, Wisconsin, (see page 55),  Parts Unlimited announced the newest sales rep for the Central Region: Ronnie Davis. Dealers in central  Tennessee can expect to be seeing a lot more of Davis this fall. His industry experience includes sales and parts management on the  dealership, but watercraft industry types may recognize Ronnie for the early 2000s when he competed in PWC racing and was a regional and  national champion in multiple classes. Davis is also a casual moto and street rider and owns several different bikes. In his spare time, Ronnie enjoys lake days and motorcycle riding with family and is looking forward to exploring Tennessee and surrounding areas.

SVP Marketing, specifically to make an impact on the  North American powersports  and cycling industries. “I’m honored to join D3O in support of our purpose to enable people to push past personal limits and to challenge what’s possible,” says the industry veteran. “Joining a world class team and organization to further develop such a dynamic brand and proven product is truly a dream come true for me.”  Franks joins D3O with over two decades of brand leadership, including stints at Fox Racing, Specialized and Giro.

He spent the past two years at Soldier Unlimited, a brand building agency. The appointment of Franks continues D3O growth in North America. In March this year the company opened its new dedicated Sales & Marketing office in  Huntington Beach, CA , complementing its Delta Three Oscar defense facilities in Virginia. D3O products are used by the likes of the US Department of Defense, Fox Racing, ZAGG and Klim. Most recently D3O products have been adopted by HarleyDavidson, Ariat and Wrangler.

Brace for impact!  D30, the world’s leading impact protection brand, has brought  Kevin Franks on board as

Speaking of Klim,  Brent Harden is now the Product Line Manager for  Teton Outfitters - KLIM/509 Brands based in  Rigby, Idaho. Most recently the PG&A manager for  Intense Cycles, many dealers may remember him from his time with  Tucker Powersports as the Global Brand Director for  Answer Racing and the Brand Manager for  Malcolm Smith Racing. Before joining the  “AMP Factory” (Answer/MSR/ProTaper) he was the Marketing & PR Manager at EVS Sports

BE THE FIRST STEP IN A JOB WELL DONE.

JOIN BOBCAT TO REACH NEW HIGHS IN BUSINESS.

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Bobcat Company is a member of the Doosan Group. Doosan is a global leader in construction, grounds maintenance and material handling equipment, power and water solutions, and engineering that has proudly served customers and communities for more than a century. Bobcat ®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2022 Bobcat Company. All rights reserved. | 1511

OBSESSIVE, COMPULSIVE, DETAIL-ORIENTED

OCD Custom Cycles & Auto Repair Does It Right!

As the owners of OCD Custom Cycles & Auto Repair LLC examine their business model to meet the needs of 2023 market demands, they’re doing what most motorcycle riders do – looking through the curve and further down the road… allowing the bike to follow their heads. “The future is electric, so we did our homework and started carrying electric vehicles,” explains Frances Sayre, who owns OCD with her husband, Marc Beyer. “We really did our research.” Never mind their personal interests in racing and restoring vintage petrol-powered motorcycles.

The Santa Fe, New Mexico, shop is nestled on a smaller street near the bustling center of the city. They sell electric motorcycles, service all makes and models of motorcycles along with Mercedes-Benz vehicles for a county population of about 150,000, plus tourists passing through and consumers living in outlying counties.

Since Marc has German roots and a strong history with Mercedes-Benz, the European character is reflected in the business’s building and product lines. Its flagship electric motorcycle is made by Energica Motor Company, an Italian company based in Modena, the home of  Autodromo di Modena racetrack and companies like Lamborghini and Ducati. OCD officially became Four Corners Energica in 2022 and now has the franchise rights for four states –Utah, Arizona, Colorado and New Mexico.

Marc and Frances approached the decision like every other business decision they make — with an “OCD” strategy. The acronym, they say, stands for exactly what consumers want in a technician: Obsessive, Compulsive and focused on the Details to obtain perfection!

“Energica has been in business for 12 years developing electric propulsion,” Marc explains their OCD decision to go electric. “They were also the sole supplier of electronic race bikes in the MotoE series in Europe through this season.” He adds that OCD expects sales numbers to grow consistently in the relatively small market. “The profit margins are very attractive. We believe electrification is part of the future, together with internal combustion engines, but we wanted something that is a high-quality product and fits into the New Mexico market.”

The bike’s DC fast charge ability and long range were strong factors in their decision to carry the line, he notes. “The system is already part of the motorcycle. There’s a lot of discussion about electrification right now, and as more time passes, the more refined the product will get.”

GETTING STARTED

Before entering the EV fray, the business got its start in 2011 after Marc quit his day job at an independent car dealership seeking to forge a name for himself in quality motorcycle repair. To do this, he rented the corner of his friend’s welding shop. “I was immediately busy and booked with motorcycles.”

In fact, he met Frances when she brought her own motorcycle in for repair. After they started courting, they decided to go into business together and OCD Custom Cycles was formally born. They married seven years later, but before they tied the knot, OCD weathered two expansions. They moved the business from the welding shop to a rented building in an industrial area of town until the clientele outgrew their workspace. “There was a huge following of clients, but both of us had been in town for a long time, so the name recognition, experience, quality, perfection and passion were all there,” claims Marc.

Frances had left her day job at a prominent investment company and brought her expertise in marketing and business management to the operation. “I was able to throw my hat in there about how to set the business up and to manage things and what we’d do for marketing on a limited budget,” she said. “I started social media and built a website. We didn’t have to pay someone to do that. I worked on our business model and created our branding and logo.”

In 2015, after they were hired to work on state police bikes, they decided to build from the ground up. They applied for an SBA construction loan and began work on the 3,000-square-foot facility that today serves as the home of OCD Custom Cycles & Auto Repair. As might be expected from admittedly OCD people, lunch could be served on Marc’s garage floor.

“I like to work in a clean environment,” he says. “I always joke that if I drop my sandwich, I still want to be able to pick it up and eat it.” As if the shop dogs would let that happen!

The couple designed the building based on models they had visited in Germany, with features such as customer access to the shop. “Customers like being able to watch their bike or Mercedes being repaired. They can look through the glass doors or the big window upstairs into the workshop and see what’s going on with the technicians. We keep service transparent.”

They also grew from four to six employees and changed the formal name to include automobiles. “Our Mercedes business grew to nearly equal the motorcycle business,” adds Marc.

TODAY

The decor reflects their racing team name, Kraut Racing, replete with racing leathers, helmets and vintage race bikes. The couple regularly spends weekends at Sandia Speedway in nearby Albuquerque, racing. She has an older Honda; while he competes on a vintage BMW  natürlich! The shop sponsors several racers with parts and trackside assistance.

Outside, OCD welcomes its customers with bikes from Genuine Scooter Company, Energica and UBCO’s’ 2WD adventure line. Inside, customers can browse a number of vintage and racing bikes either on the small showroom floor or peer through the large windows into Marc’s garage. The shop dog, Snow, is likely to bark at strangers, but she simmers down quickly and is part of the busy daily busy scene. Her sister, Olive, is a little more docile.

Their business strategy is simple: be OCD about everything! For service, that means offering impeccable excellence in dealing with customers. For inventory, it means being extremely choosy about the brands they offer, both in vehicles and merchandise.

on page 22

“We have a mission statement that determined how we would move forward, and we haven’t veered from that,” says Frances. “We consider carefully the products we are going to carry and why. For example, I’m selling the same three-quarter shiny black Route 66 helmets that we were carrying 12 years ago. We were the first customers for TORC Helmets, and I’m still selling them. They never go out of style. You have to pick carefully in a small business.”

Marc says the mission statement holds true for the shop end, too. “We have to decide what kind of oil we’re going to stock. Do we stand behind it? What’s the marketing research behind it? We have to consider tires carefully because we only have two small racks for tires. If you only have a certain number of employees, you have to carefully decide what you’re going to work on.”

In the repair shop, Marc and another technician perform regular maintenance, valve adjustments, tune-ups, engine and transmission rebuilds, fork repair, shock customizations, tire mounting & balancing and diagnostics for fuel injected and carbureted bikes.

“We also do some custom work… adding a sidecar, changing the colors, adding accessories, lights, horns, luggage, wind protection, etc.”

BEATING THE SUPPLY CHAIN SNAFUS & INFLATION

Frances explains OCD’s measures to combat inflation and keep the service calendar flowing smoothly have included raising rates and cutting products that can no longer be reliably serviced, such as scooters whose parts are warehoused outside of the country. Team OCD also made the tough decision to limit its services to BMW Motorrad of any year, Japanese motorcycles that are not older than 20 years, and some newer European models.

Aside from a service technician, the company employs two staffers who make appointments, order parts and keep customers on track with service schedules. They also employ an accountant, but employee retention hasn’t been easy. Since custom bike building isn’t lucrative, the company developed an internship program and used profits solely from rebuilds to fund the program.

“I think that the motivation in the workforce has certainly dwindled down even more before COVID,” Marc states. “It’s just hard to find employees.”

Frances adds the company has tried a number of measures, none of which have worked. “We’ve given people raises, increased benefits, offered more paid time off, given yearly bonuses and profit sharing. Both Marc and I have decided, through the process of elimination, that it has nothing to do with time off or money.”

To access the workforce of the future, OCD’s community outreach includes visits to local high schools where they work with students on multipoint inspections. In keeping true to its OCD’s commitment to quality, perfection and passion, it’s the company’s way of helping to cultivate the next generation of technicians.

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Then, Royal Enfield’s Creative Lead and Group Manager of Color, Trim, and Graphic Design, Darline Vogel, shared her inspiration for the color choices and graphical treatments for the SCRAM 411, which are clean and straightforward with well-placed pops of contrasting color.

The Royal Enfield SCRAM 411 Ride Experience

Recently I was invited on my first new model press intro—the new Royal Enfield SCRAM 411. Oddly enough, after nearly 30 years in the Powersports industry, this was my first invite to a press intro, having worked on the opposite side of the business doing marketing for industry distributors and brands while occasionally contributing articles to media outlets a couple of times per year. But having just purchased a Royal Enfield Himalayan from my local dealer in Boise about a month before, I jumped at the chance to experience the SCRAM 411 and compare it to my experience with the Himalayan.

The SCRAM 411 is Royal Enfield’s new low-displacement (411cc) street scrambler based on its popular Himalayan ADV platform. It is a stripped-down version of the Himalayan with subtle changes that add to the rider experience and enhance rideability and comfort. It is a bike designed to be ridden in just about any type of environment—urban or rural, pavement or dirt—and the possibilities are limited only by one’s imagination. After receiving a phone call from Jean Turner, Public Relations Manager for Royal Enfield, my interest was piqued, and I said yes to the opportunity to ride the SCRAM 411.

SCRAM 411 Introduction

The event started on a Wednesday with a travel day, then kicked off later that evening with a welcome party at Royal Enfield’s U.S. headquarters in the historic Third Ward in downtown Milwaukee. The bike was unveiled, followed by a short presentation by a few Royal Enfield employees that played a part in the development of the SCRAM 411 project. Chief of Design Mark Wells and Brand Manager Adarsh Saxena each shared design inspiration and technical details behind the SCRAM.

The welcome event closed with President & Business Head of the Americas Region, Krishnan Ramaswamy, sharing Royal Enfield’s vision and how the company seeks to position itself in the market as the largest OEM manufacturer of small displacement motorcycles under 500cc. An interesting fact I learned from Mr. Ramaswamy is that the Americas region is the fastest growing and largest sub-global region for Royal Enfield outside its home market in India. So expect to see even more unique and fun motorcycles coming down the pipeline from Royal Enfield in the next few years.

Riding the SCRAM 411

The next day (Thursday), we set off at 10:00 am on day one of two ride days and spent an hour or so modeling the bike in downtown Milwaukee while the Royal Enfield video and photo teams captured content of us. Right away, I appreciated the SCRAM 411’s long travel— the same setup used on the Himalayan—especially when riding over rough and potholed roads in the city, something often overlooked when considering a motorcycle for inner city riding or day-to-day commuting.

After cruising the city for a while, we began working our way west from Milwaukee towards Madison and towards our final destination at the Hickory Hill Motel in Viroqua. I later learned that this region of Wisconsin is known as “The Driftless Area.” Thousands of years ago, when glaciers moved south from Canada, this portion of southwest Wisconsin was untouched by the glaciers. The region’s rugged and rolling hills are what many believe the Midwest could look like today had the glaciers not smoothed down and ground away the rolling hills like those found in southwest Wisconsin.

With an ambitious 180-mile ride on day one, and despite nearly 30 of us in our ride group, leader Jen Muecke did a fantastic job laying out our route (which was complicated). She managed to wrangle a group of 17 media plus a support crew for two days. We only lost one person the entire trip, and I give huge props to Jen for keeping us on track during two long days in the saddle.

With such a large group, naturally, there was a lot of starting, stopping, and waiting, and I was happy to be riding a lightweight, easy-to-ride, and nimble motorcycle. After a long day in the saddle, the group rolled into the Hickory Hill Motel close to 7:00 pm. After a late dinner, a few tired souls gathered around the campfire for postride conversation at the Hickory Hill Motel, and that was it for day one.

SCRAM 411 Riding Impressions

My impressions after riding the SCRAM 411 for two days? I won’t bore you with the detailed technical specs because you can find those on the Royal Enfield website. Instead, I prefer to share how the bike felt and my visceral response to spending two days with the motorcycle.

Royal Enfield calls the SCRAM 411 the company’s first ADV crossover model, which I think is accurate. The rider ergonomics, handlebar position, and tight turning radius all felt like the Himalayan. In my opinion, this setup feels more like a moto bike, with straighter bars, a more comfortable upright position, and good balance when standing.

Day two started with blue skies and cooler temperatures for what was to be another long day in the saddle. After a quick breakfast, we headed east to S & S Cycle in Viola for a tour of the company’s impressive facility on the grounds of the S&S Ranch. After that, it was wide open throttle, putting the SCRAM 411 through its paces on the fast, flowing Wisconsin roads lined with lush green vegetation for miles.

Having lived away from the Midwest for over 20 years, I couldn’t wrap my head around how lush, and green everything was. Southwest Wisconsin is a magical place to ride a motorcycle. After two days and over 400 miles of riding on a variety of roads and terrain, we rolled back into Milwaukee Friday evening, tired but content with a smile on my face.

Gearing felt a bit higher than the Himalayan, so overall top speed was increased for street use. The top speed for me was 86 mph—downhill, full tuck, wide open— which was more than fast enough for enjoying rolling and twisty roads, and the bike felt stable and worked well when we came to gravel.

The lower displacement long-rod motor acts like traction control or a heavy flywheel, making it hard to break the rear tire loose. After a while, I was able to anticipate this and grab a hand full of throttle sooner than I would on a higher-horsepower motorcycle. It was confidenceinspiring compared to modern 100+ horsepower models that require electronics to tame.

Royal Enfield used a smaller 19-inch front wheel instead of the Himalayan’s 21-inch, which dropped the front-end ride height and made the bike feel even more nimble. It also slightly lowered the overall seat height for an even less intimidating feel. At 5’-9”, my feet were nearly flat on the ground, which was perfect for me.

The tires chosen for the 411 were better than I expected. Built to spec for Royal Enfield by CEAT out of India, the tires are nicely balanced for street and mild gravel riding, and others on the ride agreed they were impressive for stock units from an obscure brand.

Another change from the Himalayan platform is the addition of a one-piece seat on SCRAM instead of the twopiece unit that comes on the Himalayan. No motorcycle seat is perfect for every rider, but the SCRAM seat was above-average comfortable for me, as was proven over two days of 200+ mile riding.

Royal Enfield eliminated the front windscreen, crash bars, center stand, and rear rack that come standard on the Himalayan for a more stripped-down urban-style street scrambler look. Then they added new elements to create the SCRAM’s unique style, like a custom mini-cowl that surrounds the headlight and helps protect the gauge cluster. They also added a purely aesthetic element, with what I’ll call “mock-radiator shrouds” near the gas tank. These “shrouds” add a slightly more aggressive look to the SCRAM but actually serve no function other than looks.

Gauges are simple and attractive, with an old-school analog speedometer that’s easy to read at speed and includes a digital odometer and trip meter. The bike also comes with Royal Enfield’s Tripper Navigation system, a simple turn-by-turn navigation display pod that pairs with your smartphone via the Royal Enfield App. I haven’t done this yet on my Himalayan, but I intend to now that I’ve learned how simple it is to use.

Once again, having the long-travel adventure suspension was a huge plus, especially when the roads got rough and we hit gravel. Being an old motocrosser, I appreciated having the plush suspension. The four-gallon gas tank that comes standard on the Himalayan also carries over to the SCRAM for extended range, with our group riding over 200 miles on a single tank each day.

One last note, I love the exhaust note of the SCRAM 411. The bike sounds fantastic and is quiet enough for long hours in the saddle. And the mellow exhaust note also seemed to be appreciated by the locals each time we passed through one of the many small towns.

Overall Impressions

This SCRAM 411 fills a void between pure offroad capability and pure street. It lands nicely between the two. Built around an accessible, low displacement, easily maneuverable, and user-friendly platform that is the Himalayan, as Royal Enfield describes it, the SCRAM 411 “has more off-road capability than regular street motorcycles but is still practical and user friendly.” It is also more than offroad capable and works well for exploring and mild off-roading. I felt right at home on the SCRAM on pavement and gravel roads.

The Himalayan—and now SCRAM 411—have changed my perception of what a street or adventure motorcycle should be. I question why I ever needed a $15K big bore ADV motorcycle with 100+ horsepower and electronic bells and whistles that are often unnecessary and add costs. I found the limited power of the SCRAM 411 to be a joy to ride. I thought less about going fast and instead slowed down and enjoyed the ride and the scenery more.

Whether you live in a city and want a nimble commuter to escape the city on the weekends or live in a rural setting and want a scrambler for hitting the twisties and exploring gravel roads, this bike is equally at home and fun in both scenarios. Easy to ride. Easy to work on. And as Royal Enfield says, “rough road ready.” It’s also a greatlooking motorcycle with a classic style that I prefer over more modern, angular, and futuristic designs. That’s the SCRAM 411.

Add to that a retail price of $5099.00, and you have a winner for the masses. A bike is designed to appeal to first-time riders that more experienced riders can also enjoy. Such as an old motocross racer like me who was giggling like a grade-schooler under my helmet each time I twisted the throttle and began grabbing gears.

According to Royal Enfield, the SCRAM 411 will be available in dealers beginning in September 2022. There will be seven (7) colorways, each priced at $5099.00 MSRP. Included is a three-year unlimited mileage warranty and roadside assistance—something hard to believe in a time of soaring costs, inflation, and high customer demand. Royal Enfield could surely charge more for

these motorcycles, but instead, they’re doing their part to attract more riders to the sport of motorcycling. And from what I experienced in Wisconsin, Royal Enfield has created a formula to do just that.

To hear Dale’s covereage of the press intro for the 2023 Royal Enfield SCRAM 411 check out THE DIRT BUZZ, Episode 054: The Royal Enfield SCRAM 411 Experience https://www.buzzmediacontent.com/blog/buzz-medialaunches-the-dirt-buzz-podcast

WHAT THEY SAID

Has Royal Enfield got a sophomore hit on its hands? Accepted on its own terms –clean retro styling, a modestly powered little-engine-that-could Single, a solidly built price-point chassis, and an entry-level price – the answer is a qualified yes. Part of the deal is a low-tech motorcycle that’s heavy for its displacement class (432 lb. with its 4-gallon tank full), which will be appealing, irrelevant, or unappealing depending on your point of view. ~ Tom Roderick, Rider Magazine

Fans of the Himalayan will notice that this is basically the same bike with different bodywork and a smaller front wheel. Creating new models by making a few changes to existing models is one way Royal Enfield is keeping its promise to introduce multiple new motorcycles over the next year as part of its ambition to become the world leader in the 350cc to 750 cc range. The Scram 411 is equal parts familiar and unusual. What other retro 400-class scramblers are sold in the United States? The Husqvarna Svartpilen 401s fit the profile, but its appearance and running gear are far more modern. Until Triumph unveils its new line of small motorcycles built in partnership with Bajaj, Royal Enfield will have this niche to itself. ~ Andy Greaser, Common Tread

Royal Enfield breaks into new territory with its Scram 411. As the devilishly clever name suggests, this build has strong ties to the old-school scrambler culture with genetic markers to match. The overall build is that of the old UJMs, also classified as standard models, and the design team really hit the mark with a fresh interpretation of the scrambler setup. This allows the pilot to have a very relaxed riding posture once you factor in the scoop seat and low, jockey-mount pilot’s footpegs. ~ TJ Hinton, TopSpeed

The Scram has been an ill-kept secret for some time, and its official specs come as little surprise; it’s based on the Himalayan, and Royal Enfield has made as few changes as possible to the major components. Affordability is key to the appeal of both the Himalayan and the Scram, and since every modification or factory retooling has a knock-on impact on the eventual price, those shared parts are to be celebrated, not shamed.

~ Ben Purvis, Cycle World

Dealernews Research

BE A TRENDSETTER! Quarterly Update

Electrification is certainly a galvanizing issue, particularly in powersports. Let’s call it what it is: “classic elitism.” That’s the term Gustavo Arellano, a columnist for the Los Angeles Times, used to describe the August 25, 2022 decision of the California Air Resources Board to require that by 2035, all new passenger cars and light trucks sold in the state be electric vehicles or other emissions-free models.

A month earlier (July 2022), the European Council of Ministers endorsed a plan to ban all new internal combustion cars and vans by 2035. In China, the province of Hainan Island announced plans to ban all new gasoline-powered cars by 2030. And on July 22, 2022, the United Kingdom’s government put forth a proposal to end the sale of gaspowered motorcycles by 2035. Under the proposed rules, small combustion-engine motorcycles and scooters under 125cc and 15 hp (learner bikes), will be banned for sale in 2030 and larger, higher performance gas-powered bikes will be outlawed, in terms of new sales, in 2035.

Across the globe, the shift to low-or-zero emission vehicles is growing. Almost one in eight new cars in the U.K. are already pure EVs; in the Netherlands it is close to one in five, and in Norway — the world leader in EV adoption — almost two out of three new vehicles are EVs. (In the United States, 16% of new vehicle sales are EVs).

The world’s largest vehicle manufacturer, Toyota, now believes that the shift to EVs is both “profound and permanent.” Putting its money where its mouth is, Toyota announced in August 2022 that it plans to spend US $5.6

billion to produce batteries for fully electric vehicles and will build 30 new EV models between 2023 and 2030.

Chrysler has announced it will stop building gasoline-powered vehicles by 2028 and General Motors has announced its own phasing out of gas-powered vehicles by 2035. Among the major OEMs, Ford is the only one not getting out of the gaspowered business. Ford is targeting 40% EV sales by 2030.  Sense a trend developing?

Driven by favorable regulatory rules for EVs, increasing consumer interest in electric mobility, and production shifts to EVs planned by automotive OEMs, it is estimated that EV sales will account for 53% of all passenger-car sales by 2030 (McKinsey, September 23, 2021). Nevertheless, as McKinsey notes, gas-powered vehicles will still account for approximately 85% of all vehicles on the road in 2030.

So what does all this mean for you as a powersports dealer?

It means you would be wise to take the drive to electrification seriously and get ahead of the curve. If you move now, you will gain first-mover advantage and put your competitors at a competitive disadvantage. From LiveWire to Zero on the motorcycle side and the American Landmaster EV to the Vanderhall Brawley on the UTV side are already very close to prime time.

To be clear, as evidenced by the data projections above, the coming change will NOT disrupt your dealership any time soon – not in the next eight years or so. In fact, the pressure to not change is far greater than the pressure to change – and it is quite understandable. As Bob Althoff opined in his  Dealernews column last month (August 2022): “Does it send shivers up your spine to hear that the governor of California thinks that the sale of new internal combustion engine (ICE) cars should be outlawed in a decade or so?” It does mine.

However, it is important to recognize that once a trend (like electrification) reaches a tipping point – and that is indeed where we are right now – it cannot be stopped and it cannot be reversed. No amount of countervailing pressure or vocal grumbling (no matter how seemingly justified or wellreasoned) will reverse its course.

Instead of fighting electrification, recognize that it represents a major opportunity for you.

Of course, “going electric” is a bit more complicated than stocking a few more e-bikes. It will change the way you do business and it will probably have significant implications for your profits from both your front-end business and your back-end operations.

For example, your service department will need additional training in order to service high-voltage powertrain systems safely and efficiently. Second, your sales staff will also need additional training in order to answer the many questions consumers will probably have about the advantages and disadvantages of going electric and the pros and cons of gas-powered versus electric powertrains. Third, electric motorcycles tend to have fewer mechanical parts to break down which may have significant implications for your aftersales service operation.

At the moment, battery packs, power electronics and e-motors are very expensive. Further, not enough electric bikes are being produced to create economies of scale and it may be a number of years before the cost of production can be driven down to parity with ICE bikes. Consequently, EV sales margins will probably be lower than ICE alternatives and thus, not as attractive to sell.

On the other hand, given the higher ticket price of electric bikes, more buyers will likely need the help of your finance department (provided the FTC doesn’t get away with its

planned complications). This may result in more financing deals and higher lease volumes. In addition, there may be opportunities to partner with local companies to offer financing contracts for batteries and at-home fast charging equipment.

“Going electric” will change the way you do business. However, instead of viewing it as a threat, view it as an opportunity – a unique opportunity. Become a trendsetter and reap the rewards…

Or you can choose to short circuit and simply fizzle out!

A perennial keynote speaker for the Motorcycle Industry Council's annual Communications Symposium, Dr. Paul Leinberger has become the powersports industry's de facto futurist/strategist. Dr. Leinberger is an expert in market/brand strategy and research with more than two decades of social trend forecasting, market strategy and strategic planning. Prior to joining TTD, he was Senior VP of GfK NOP, where he ran the company’s flagship consumer trend services, Roper Reports, as well as the company’s groundbreaking Global Visual Database. His client list reads like a Who’s Who of corporate America: Hewlett-Packard, Apple, Disney, Nordstrom, Microsoft, Levi Strauss, E.& J. Gallo Winery and Toyota, among many others. Prior to his global responsibilities at GfK NOP, Dr. Leinberger was the Corporate Manager in the Product Planning and Market Strategy department at Nissan North America. Dr. Leinberger holds a Ph.D. in organizational and social psychology and a Masters of Urban Planning (Highest Honors). He lives in Irvine, California, and his work can be seen at www.dennyleinbergerstrategy.com

Dealernews Research

Roaring into Q3 powersports pricing remains relatively stable… and just slightly off the recent historic peak. As the supply chain catches up, seasonality returns and the mid-term elections ramp up, expect to see some folks back out of the throttle, if not tap the brakes in Q4. However, for the first half of 2022, results remained strong: UTVs have plateaued at an extremely strong level while motorcycles have pulled back mildly.

In the motorcycle segment, values for the most recent 10 model years of cruisers averaged 11.1% higher in the first half of 2022 compared to the same period of 2021. Sportbikes averaged 9.7% higher in the same period. However, in both segments, values have matured, with cruiser and sportbike values now about 5% and 7% lower than recent highs, respectively.

Motorcycle sales are seeing the same off-season slowing as riding in the winter months is still a challenge. The scaling back of gas prices could also inhibit scooter/small displacement commuter bikes in the coming months. Late delivery of 2022-23 new units could coincide with late fall/winter doldrums, so be mindful of what is arriving at your dealership for PDI come Q4!

Side-by-sides saw a mild seasonal bump and continue to bring near-record money. In the UTV categories, values for the utility segment averaged 13.3% higher in the first half of 2022 compared to the same period of 2021. Sport side-by-sides averaged 20.2% higher in the same period. But take note: Compared to recent highs, the utility segment is off by about 4%, while the sport segment is off by about 3%.

Post-pandemic economic changes will continue to weigh on consumer spending behavior. At this point, the powersports market is maturing, but still very strong compared to recent years.

J.D. Power Specialty Valuation Services (formerly NADAguides) is a leading provider of specialty vehicle valuation products and services to businesses. The team collects and analyzes tens of thousands of wholesale and retail transactions per month, and delivers a range of guidebooks, web service data, analysis and digital data solutions. J.D. Power is a global leader in consumer insights, advisory services and data and analytics. A pioneer in the use of big data, artificial intelligence (AI) and algorithmic modeling capabilities to understand consumer behavior, J.D. Power has been delivering incisive industry intelligence on customer interactions with brands and products for more than 50 years. The world’s leading businesses across major industries rely on J.D. Power to guide their customer-facing strategies.

J.D. Power/NADA Guides, Inc. 3200 Park Center Drive, 13th Floor Costa Mesa, CA 92626

(800) 966-6232 Fax (714) 556-8715

AUGUST ‘22 VS. AVG OF PRIOR 3 MONTHS AVERAGE WHOLESALE PRICE CHANGE

AUGUST AWP IN REVIEW

Cooler August

Average Wholesale Prices (AWP) continued to cool in August at a faster pace than typical seasonal declines. Pricing in nearly every On-Road category performed below the previous three-month averages by ~9%, and ~5-10% below Year-over-Year (YoY) comparables. Off-Road pricing also fell, with SXS, MX, and ATV trailing behind Month-over-Month and YoY comparables by ~8–20%. The majority of the wholesale price declines occurred in July and August.

Adding RV and Marine

As we look to the future, we’re expanding our monthly price analysis to include RV and Marine products. Marine (including PWC) pricing followed the same path as powersports, with price declines ~20% below recent averages and the prior year. However, RVs showed an uptick in pricing compared to the prior year and previous three-month averages. Both were influenced by product mix, with price moderation occurring in both categories for similar units.

Off-Road Interest Remains Strong

Overall model age of powersports units passing through the lanes in August came in just above eight years old, an increase over last year. Views on vehicles were also down for most categories except Off-Road units. While dealer inventory levels for new On-Road products have been improving, new Off-Road inventory remains in short supply.

Market Forces

Recent data suggests that retail sales were somewhat stable in August for both new and used powersports. At the same time, dealer inventory levels rose. This suggests that wholesale pricing is being driven less by current consumer demand and more by what dealers think is coming. With fears of recession and inflation magnifying typical seasonality, pricing will likely continue to soften until dealer confidence improves.

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*All data provided by National Powersport Auctions includes live and online transactions from all NPA locations. Closed OEM auction data is excluded. For more info visit NPAUCTIONS.COM.

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AUGUST ‘22 VS. AUGUST ‘21 AVERAGE WHOLESALE PRICE CHANGE

Dealernews Research

Or as Tony Stark calls it: “Just Another Really Very Intelligent System”. So Iron Man’s A.I.-based operating system, JARVIS, provides him with real-time audio/visual feedback on his environment as well as suit status presented as an augmented reality projection inside his helmet (you can see Tony booting up JARVIS avove).

But don’t we carry some of those same capabilities in our pockets or wrapped around our wrists every day? And aren’t the features of these devices constantly being updated and refined? A quick look at the screens of most of our phones typically shows a dizzying “zoo” of applications available from the Apple or Google app stores (excluding games, as of Q2 2022 that’s 3.79 MM apps from Apple and 3.08 MM from Google). So a finding “zoo” of apps is not too surprising. But beyond the clutter, at arm’s length they’re all challenging to access while riding.

TAPPING AND SWIPING AND PINCHING OH MY!

Ever tried that with gloves on? Better pull over to answer that call! Sure, you can buy “touchscreen enabled” motorcycle gloves (over 1,000 listings on Amazon), but there’s another issue. Handlebar-mounted phones are effectively 2X the normal viewing distance from your eyes. This reduces effective screen size in your field of vision to 25% of normal. And then there’s that thing about taking your eyes off the road!

So how can we safely take advantage of the apps that are tucked away in our phones while we’re rolling down the road? How about voice control! With “IOS Siri” or “Android Assistant” you can keep your hands on the bars and use voice commands instead. Both of these are primarily cloud-based and operate optimally with an internet connection. On the other hand, “IOS Voice Control” and “Android Voice Access” commands are processed locally in the phone itself and do not require internet connectivity.

AGAINST THE WIND

Clearly, shouting commands into a headwind won’t fly so a Bluetooth headset is necessary to link up with your phone (unless you’ve got it stuffed into your helmet!). Products from two of the major players in this space are Cardo System’s Packtalk Bold and Sena’s 50S as shown below. Calling either of these clip-on devices just “Bluetooth Headsets” would be a huge disservice since both are packed with additional features. Features like high-end audio, network intercom, voice-activated digital assistants, the ability to pair with more than one Bluetooth device and more. The later opens the door to adding a dedicated GPS unit like Garmin or TomTom.

Why add another screen to your handlebars when your phone already has that capability? Smart phones download maps on the fly as your location changes and require a cellular signal. On the other hand, a dedicated GPS stores its maps internally so you’re not at the mercy of the number of bars on your phone. While there is an argument for adding a dedicated GPS, it can also be distracting. Throw in a radar detector and a GoPro for good measure and you’ve got instant visual overload!

very positive (link), despite a steep introductory price of $700.

Handlebar clutter may have been one of the drivers for Honda to develop its “RoadSync Voice Control System”. RoadSync is currently only available in Europe for select Honda models (CB1000R, Forza 750/350 and X-ADV/ADV 350) and the RoadSync app is limited to Android-based phones.

According to the Honda RoadSync FAQ, the app “enables you to control your smartphone using a handlebar switch and voice control“ and “provides audio navigation, messaging, handsfree calls, music and weather reports for the current location and destination”. Any Bluetooth compatible headset will work and visual feedback is also provided on the right side of the TFT display.

Similar to a Garmin or TomTom, the Nuviz also has an integrated GPS so it doesn’t rely on your phone for navigation. It also stores downloaded maps in memory so a cellular connection is not necessary. The product was initially available on Amazon, Revzilla or directly from Nuviz.

Unfortunately, this Cinderella story lost its slipper when their map licensing agreement expired. No maps=no navigation and by late 2019 their websites had disappeared. The company tanked shortly afterwards (link).

A promising start and a disappointing finish, but the good news is that there are other players in this space. The bad news is that most of these companies are in the crowd-funding stage. So who’s out there trying to make a mark?

First out of the gate is MangoteQ’s “REYEDR”. Although its form factor is similar to the Nuviz, the REYEDR has fewer capabilities: limited to navigation, speed and time. However, unlike the Nuviz, REYEDR’s see-through display uses a novel holographic-based technology instead of prism projection. Sounds like a promising product, but a quick check to archive.org shows that their website has been off-line since late 2021. A red flag maybe?

Curiously, there’s a cartoonish YouTube video from Honda that showcases many of RoadSync’s capabilities in action.

Handlebar clutter or RoadSync integration aside, there’s still an issue with limited visual feedback. So what’s the solution? Maybe a larger or closer display?

THROUGH THE LOOKING GLASS

Let’s go for door number two, and as a first pass just consider helmet-installable devices à la Cardo and Sena. One of the first products making it to market came from Nuviz in 2017. Originally launched on Kickstarter, the Nuviz “Ride:HUD” checked most of the boxes we’ve touched on so far. Initial reviews of the product were

Next up is the “Revan” HUD dashcam from OWLFS. The Revan ticks off the same feature set as the Nuviz but then kicks it up a notch!

LIGHTS, CAMERA, ACTION!

No GoPro needed here! The Revan features aerodynamic front and rear-facing cameras, both with 143 degree FOV. The cameras can independently record super wideangle 1080p video to an integrated SD card.

And if that wasn’t enough, the Revan also features hands-free gesture control for instantly activating the rear camera! Gesture type and sensitivity are controlled with the accompanying smartphone app.

Revan’s “promotional” video can be viewed here . I call it “promotional” since OWLFS also seems to have recently tanked according to a July 2021 posting on their Kickstarter comments page

There are still more crowd-funding startups out there (e.g. Aegis Rider-link), but one company in particular, “Digilens” may actually have the technology and license partners to pull it off! Digilens is a California-based company specializing in holographic waveguide displays for augmented reality (AR) devices. The technology, dubbed “monoHUD” and is capable of displaying speed, calls/texts, music, GPS directions, road warnings and much more.

You can take a deep-dive into Digilens’ monoHUD AR technology here

From his first motorcycles (a Honda S65 and an S90) when he was 16 to 50 years later, Don Musick has never stopped twisting the throttle. Although his accomplishments in the research arena have surpassed his MX career Don has over 25 years experience with major manufacturers in the Powersports and Automotive industries specializing in e-business solutions for retail distribution networks. His solution portfolio includes the development and implementation of manufacturer/ dealer extranets, consumer-direct commerce portals, manufacturer/dealer e-channel integrations as well as development of web-based sales force automation tools. For most of his career, Don has been fascinated (his wife would say obsessed) with geographic market analytics, dealer location planning and sales territory optimization. He founded Genesys Technology Solutions (GenesysTech) http://www.genesystech.com/ to develop new tools and market intelligence products to help manufacturers understand the competitive landscape of their industries, recognize opportunities and grow their businesses. A Spartan to the core, Don earned a B.S. in Physiology and PhD in Biochemistry from Michigan State University. Contact: dmusick@genesystech.com

CURRENTS

VANDERHALL SHOCKS BIKERS

Rolling into the Black Hills and looking for a Brawl(ey)?

Vanderhall shocked the bikers in Sturgis by showing off their prototype Brawley EV. As the vehicle gets closer to final production, the performance numbers have been pumped up. Specs now call for 303 hp, 360 lg./ft. torque and a range of 140 miles on a single charge.

The trim packages are also being bolstered and among the new goodies that have been specced are:

• Four Individually Controlled Electric Motors enabling eCrawl™ off-road mode

• 35″ Tires

• 18″ Wheels

More updates surrounding the Vanderhall Brawley can be found at: http://vanderhallusa.com/Brawley

eBIKES ON A WILD RIDE

According to Allied Market Research, the global eBike industry is projected to experience a 10.5% annual growth rate from 2020 to 2030. Amidst the industry boom, Serial 1 — a premium American eBike startup powered by Harley-Davidson — is one of the few companies that design its eBikes in-house.

To showcase the versatility, capability and durability of its eBikes, Serial 1 recently released a video of Italian daredevil cyclist, Vittorio Brumotti, riding the MOSH/CTY edition. The MOSH/CTY is Serial 1’s most minimalist design, now equipped with industry-leading connectivity features developed in partnership with Google Cloud including comprehensive ride data and analytics, genuine Google Maps navigation functionality, and the most sophisticated security features available today, including real-time location monitoring, digital locking and more.

You can’t do that on an eBike! Brumotti shuts down the haters and shows just how fast, fun and capable Serial 1’s MOSH/ CTY model really is. Learn more about Serial 1 eBikes at: www.serial1.com

THE LAST LAP

The end of the Energica Motor era came to a close with a Ferrari winning the final race… as in Team Gressini rider Mattero Ferrari. The final FIM Enel MotoE World Cup race of the Energica era took place at the Misano World Circuit Marco Simoncelli in Italy on

September 4th, wrapping up a four-year journey by the Modenabased manufacturer within the MotoGP paddock. Despite the fact that the title was clinched in the first leg of a doubleheader by Dominique Aegerter, the last race still delivered an incredible show, with hometown hero Ferrari (FELO Gresini Racing MotoE) edging Pons Racing 40 team’s Mattia Casadei and Eric Granado (LCR E-Team).

Matteo, the standard bearer of Gresini Racing – whose Energica Ego Corsa was sporting a superb-looking livery in honor of the late, great Fausto Gresini – managed to retain third place in the final standings over his fellow Italian opponent.

Dominique Aegerter (Dynavolt IntactGP) became the 2022 FIM Enel MotoE World Cup Champion in the first leg after crossing the line in second place at the end of a thrilling, eight-lap encounter. The 31-year-old Swiss rider was finally able to achieve his longawaited ultimate goal after two very near misses in the past couple of seasons.

Energica Motor Company is the first Italian manufacturer of high-performing electric motorcycles and was the single manufacturer chosen by Dorna for the FIM Enel MotoE World Cup. Moving forward, Ducati will be supplying the Motor spec machines.

MOTO E WRAP FOR ENERGICA

Following completing of the MotoGP round in Misano, a special press conference took place involving Energica CEO Livia Cevolini, Dorna Sports CEO Carmelo Ezpeleta, Enel X Way Head of Marketing & Sales, Riccardo Amoroso and IRTA President/Tech 3 Team Principal Hervé Poncharal, looking back at four years of an incredible journey that made #MotoE a reality.

“First of all, I would like to thank all my Energica people who allowed us and MotoE to be here, engineering, producing, managing on track all racebikes, and supporting Dorna, Enel and all teams and riders for 5 years,” said Cevolini. “MotoE gave us the credibility we deserved. It has put Energica on the map, being part of such a grand stage, and opened the way to new markets while raising the overall visibility of the brand. The World Cup showcased our technology, confirming we are the referral manufacturer in terms of electric motorcycles,” she says.

“Energica changed the common perception about 2 wheelers electric racing proving that it is something competitive and exciting, a proper racing. We led a paradigm shift and inspired others to follow on our footsteps. Now we’re looking for new challenges as always, exploring and evaluating possibilities both in and out track. There is a lot to do and it will be very exciting.”

Thank you Dorna Sports for betting on us, thank you to all the partners of this incredible adventure and thank you to our new partner Ideanomics to be by our side for the new challenges and milestones that await us. The full press conference can be seen here:

PLENTY OF POTENTIAL

Positioned as a tiny home on wheels-turned UTV, the Adventure 1 has plenty of potential to reach multiple market niches. The parent company is literally named “Potential Motors.” They see big things for Adventure 1, an all-electric ORV, fits seamlessly on UTV trails and offers overland-level comforts. “This is not a mall-crawler branded as an offroader,” notes Noah Tompkins, VP of Marketing. “This is your specialty tool built purely for your off-road mission.”

Just 64” wide, the Adventure 1 can access the vast network of ATV trails and remote destinations inaccessible to trucks or SUVs. However, it punches well above its weight with 737 ft.-lbs. of torque on tap 604 hp and 100-mile off-road range. Putting the power to the ground was the key focus for VP of Engineering Bill Larney when he developed the Potential’s proactive suspension system.

“Beyond active suspension, Off-Road OS adjusts damping and stiffness proactively for maximum performance and comfort through any conditions,” he explains. Fully independent suspension coupled with dual motor all-wheel drive are intended to keep the Adventure 1 off the beaten track. But it goes one step further, according to Lamey. “In the case of a hardware failure, Off-Road OS will identify the failure, notify the driver and compensate to keep the vehicle moving when you need it most.”

Speaking of specs:

• Approach Angle: 40°

• Motors: Dual Motor AWD

Width:  64”

Breakover Angle: 29°

Ground Clearance: 12.9”

Wheelbase: 105”

Departure Angle: 45°

Suspension:  9.84” rear & back

Seating & Sleeping: Seats 4, sleeps 2

Also worth noting is the propane back-up generator. An integrated emergency back-up charger makes use of the cooking and heating propane to charge the vehicle in a pinch.

The first Adventure 1 production prototype will be showcased at Overland Expo East in Virginia on October 7-9, 2022, however “potential” dealers can get the holeshot at Potential Motors preview site: https://www.potentialmotors.com/

KTM eBIKES CHARGING AHEAD!

“The USA is the largest and therefore most important market in the world,” states Stefan Limbrunner, Managing Director for KTM Bike Industries. “You really need good partners for that.”  And he believes Iowa-based North America Cycles (NAC) is the best partner in the biggest market. KTM has shifted exclusive distribution rights for the American market to Messingschlager USA (owner of Cycle Force Group). Messingschlager recently purchased Cycle Force Group and its subsidiaries, including North America Cycles who will be the sole distribution point for the KTM brand bikes.

NAC VP of Sales & Marketing Matthew Nims says he is optimistic about the prospect of offering KTM to the US market. “We have worked with and distributed many European brands in the past, so we’re thrilled to work with KTM and the dedicated people behind this legendary brand. KTM has a great market position and brand recognition in Europe and have proven themselves to be a reliable partner for the independent dealer. We are excited to further that success through the US market.”

Importing bicycles from Austria is nothing new to the Nims family. Matthew’s father, Nyle, started importing Austro-Daimler and Puch from Graz as far back as 1978. “I began my career in a bike boom and couldn’t be more excited for one more project, especially one as significant as this,” notes Nyle Nims.

“It has been our philosophy at Messingschlager to partner up with brands and help them grow and succeed in the market,” adds CEO Dennis Schömburg. “The same is true now with our US entity. We want to support brands that already have a successful European business to make their step into the US market as smooth as possible. We’re looking forward to working with KTM and bringing the bikes into our IBD and emerging powersports network.”

Models offered will include full suspension analog and electric bicycles, gravel, lifestyle and the new Revelator Alto featured in this year’s Tour de France. The first bikes will be arriving in November 2022 and full availability of the assortment will arrive spring 2023. The apex of the KTM range will be occupied by the Macina Prowler Exonic, an enduro bike that features SRAM XX Eagle SL AXS and a Bosch Gen 4 smart system.

“The combination of NAC, Messingschlager and KTM Bike Industries is exactly what we have been looking for: Competence, distribution and passion for the bicycle market and cyclists,” concludes Limbrunner. “We are happy that things are finally getting started together.”

North America Cycles will begin establishment of a limited KTM dealer base with exclusive territories. Sales reps with noncompeting lines are being sought in select territories. Dealers and reps are encouraged to contact Nyle or Matthew Nims at 844-622-2453  or e-mail sales@nacycles.com

Parts Unlimited’s  sales team is expanding its  eBike division.  Matthew Loof is the new  E-Bike Key Account Rep & Product Specialist for the East Coast region. Loof joins Parts Unlimited with several years of managerial and sales experience in the cycling industry His riding experience includes on and off-road e-bikes in the North Carolina mountains and foothills along with crosscountry rides. In his spare time, Loof enjoys playing music and learning guitar, cooking and craft beer. Cheers Matthew!

eto working at The Virtus Solution, Hale led marketing teams for iconic outdoor brands including  Remington  and  Mustad Fishing for nearly a decade. She has a Bachelor of Fine Arts Degree in Graphic Design from the University of Alabama in Huntsville. “Volcon is becoming one of the most recognized brands in the off-road powersports industry and I look forward to working towards building a brand that one day could become the  de facto EV leader in the space,” adds Hale. “We have an adept leadership and marketing team in place that we’re looking to grow and mold into something phenomenal. Having had the privilege of honing my skill set over the years, with a heavy focus on social, digital, brand building and omnichannel media aspects of marketing, I believe we have the ability to build a brand that rivals the biggest and best in the industry.”

joined  Exro’s  Board of Directors. A graduate of the  Massachusetts Institute of Technology  and former senior executive with  HarleyDavidson, Royal Enfield  and Rivian, Copes brings deep technical knowledge and vast mobility industry experience to Exro’s Board. Copes replaces  Julie Wurmlinger, who resigned due to personal reasons. The Canadian corporation is a leading clean technology company that has developed a new class of power electronics for electric motors and batteries. “All of us at Exro are thrilled to welcome an accomplished electric vehicle industry leader to our Board,” says Exro Executive Chairman  Mark Godsy. “Rod’s extensive knowledge of the global electric vehicle industry will be instrumental in supporting our efforts.” Copes adds, “I’m very pleased to join Exro’s Board to aid in the company’s advancement to commercialization, I am proud to join the Board of an organization that is so well-positioned to have a significant impact in the electric vehicle industry.” Exro’s advanced motor control technology, the Coil Driver, expands the capabilities of electric powertrains by enabling intelligent optimization for efficient energy consumption. Click here: www.exro.com

Katie Hale has been appointed Chief Marketing Officer for  Volcon. She joins the hard-charging EV operation after most recently heading up outdoor sports marketing for  The Virtus Solution, an Atlanta-based consulting company. Hale will now take the lead of all marketing efforts at Volcon. “I’m very excited to have Katie on the team. Her experience and background in digital and social media marketing, as well as her proven ability to grow brand awareness through those channels is exactly what Volcon needs,” claims CEO Jordan Davis. “Katie understands the passion customers have for a brand, as well as how to authentically communicate the passion a brand has for its products and services. I’m really looking forward to seeing how Katie and her team executes our marketing strategy over the months to come.” Prior

In a related move, industry pro  Gina D’Ambrosio  has changed polarity in her career, switching from Volcon Communications Manager to free agent. “My current career pursuit is to become an invaluable Marketing and Communications resource at a thriving and progressive company where I can bring my knowledge and skills to an organization.” Most recently she had communicated Volcon’s charge into the UTV market with the launch of the  Stag, but prior to that, she was with Triumph for a spell.

Rod Copes , recently retired Chief Operating Officer at  Rivian , has

Speaking of ex-automotive EV types, earlier this year former Stellantis exec Elizabeth Krear jumped to   J.D. Power as VP of the new Electric Vehicle practice. “The industry is undergoing massive disruptions, and our customers are counting on us to help them make critical business decisions and seize opportunities,” noted  Doug Betts, president of the automotive division at J.D. Power. “Acquiring and redeploying talented leadership for these critical areas of vehicle electrification and connected vehicle data will help keep us on the leading edge of data analytics.” Krear was the global head of product planning for Jeep Grand Wagoneer and electrified body-on-frame SUVs and trucks at Stellantis. Her focus was on planning and developing electrified platforms for the EV transition. “Elizabeth’s understanding of what is needed for manufacturers—and what is missing—to make crucial EV decisions will be invaluable in developing products and services to support our customers,” added Betts.

News from YOUR National Powersports Dealer Association

Welcome to the September 2022 newsletter from the NPDA! There is strength in our growing numbers, and we’re on the move in furthering our mission: “To advance our industry by elevating Dealers to be well prepared, sustainably profitable and exceed the expectations of a growing Powersports customer base.”

FREE Powersports Vehicle History Webinar Scheduled For October 20

With used vehicles making up much of the inventory in Dealerships these days, knowing their history seems kind of important, right?

“Why get vehicle history reports for all of your used inventory?” is the title of a webinar being hosted by the NPDA on Thursday, October 20, 2 p.m. ET.

The webinar will be led by Edie Hirtenstein, an industry expert with 20 years of vehicle history and related data experience and Vice President, Business Development and Founder of NPDA partner company VINData.

The webinar is FREE, but you need to register HERE

To learn more about VINData, check out the “Partner Spotlight” on page 54!

In Case You Missed It - FREE FTC Rules Webinar by A2C - October 27

The FTC Safeguards Rule deadline is looming – it takes effect December 9. To help as many Dealers learn what this means for their businesses, NPDA partner Accelerate2Compliance is hosting a repeat of its well-attended August webinar on Thursday, October 27.

Accelerate2Compliance CEO Greg Pfleider, who will lead the webinar, says he and his team are seeing fines of nearly $50,000 per infraction where companies have failed to build and execute and Information Security Program after a breach has occurred.

Don’t get caught not understanding your Dealership’s requirement regarding the protection of customer information!

Thursday, October 27, 2022

2 p.m. ET; 1 p.m. CT; Noon, MT; 11 a.m., PT

The webinar is FREE, but you need to register HERE

NPDA Partner Profile

fact that VINData specializes in history reports for powersports vehicles means they know our business. It’s great that they are partnering with NPDA to get the word out to other dealers that can benefit from their service.”

The following questions were posed to Edie Hirtenstein, Vice President, Business Development and Founder.

Can You Summarize The Business? VINData provides dealers a high quality, real-time vehicle history service. We specialize in unique data for motorcycles and Powersports vehicles, including National Motor Vehicle Title Information System (NMVTIS) DMV title data, junk/salvage/insurance loss data, open recall, active lien and theft, vehicle values from J.D. Power, specifications and much more. Dealers enjoy low report prices and an optional unlimited program. For years, dealers have had to use other name brand providers that don’t understand the Powersports market or have data specific for these vehicles. Not anymore.

VINData

VINData

has stepped up as a strategic partner of the National Powersports Dealer Association (NPDA). Association members can now access high quality reports that run directly through the VINData website. “NPDA is a trade organization that keeps the dealer truly front and center, providing easy access to important programs that help their members run their dealerships more efficiently,” says Adam Siner, president, VINData. “We look forward to forging a strong partnership.”

VINData VIN check reports contain the type of data that dealers need when they consider vehicles for retail and trade-in, and as a sales tool when they retail vehicles. Like automotive dealers, powersports dealers face hidden problems that a History Report can uncover, such as DMV title brands like Salvage and Not Actual Mileage sourced from National Motor Vehicle Title Information System (NMVTIS) – the database DMVs use when they title vehicles. VINData History Reports also show Junk yard, Salvage Auction and Insurance Total Loss events.

In addition to that data, VINData History Reports show active theft status. The National Insurance Crime Bureau (NICB) statistics show that motorcycles were reported stolen at a 30% higher rate in 2020 than in 2019. VINData Reports provide issued recall data, unpaid liens, vehicle values from leading value guide provider J.D. Power, specifications from VIN decode and more.

“We are delighted to add VINData to the NPDA Partner Program,” states Darris Blackford, Organizational Director of the NPDA. “VINData enables our member dealers to uncover vehicles with problems like active theft, branded titles, open recalls and even valuation data from trusted sources. We encourage our dealers to run VINData reports for the used inventory they acquire from every channel.”

“We use VINData’s History Reports for nearly all of our used inventory and on trade-ins,” adds Erica Orange, Assistant Sales Manager, Smoky Mountain Harley-Davidson. “VINData History Reports helps us avoid buying or taking motorcycles in on trade while highlighting those with no reported issues. The

Why Is VINData A Partner Of The NPDA? VINData is partnering with NPDA to help educate dealers about the many benefits of using History Reports when buying and selling used motorcycles. In addition to motorcycles, VINData also provides History Reports for Powersport vehicles like ATVs and side-bysides, and passenger car/light trucks as well as specialty vehicles like RVs and commercial vehicles. See this sample report: https://www.vindata.com/report/sample/vhr/motorcycle/red

How Can NPDA Members Best Benefit From Our Partnership

With VINData? Become a VINData customer! Our fee structure allows you to purchase just the reports you want without any extra charges. You can pick the billing structure you wantlighter users can choose the “pay as you go” option or power users can choose the unlimited report billing option. Here are some of the ways you can use VINData reports as part of your daily business processes:

• Know what you are retailing! Use reports when you are considering vehicles for purchase at auction, at trade-in, or from wholesalers.

• Give confidence to your in-store shoppers. Use reports in the showroom when retailing used vehicles

• Share with online buyers. Share links with buyers via text, email, or via your website

• Gain formal sign off from buyers. Use reports in the F&I office to ensure that they have signed off on the report information to save in the deal jacket

You get access to reports for 90 days after running them - with a PDF format that can be archived.

Anything Else You’d Like To Add To Help NPDA Members Understand How VINData Can Help Them Do Business Better? In addition to motorcycles, VINData also provides History Reports for Powersport vehicles like ATVs and side-by-sides, and passenger car/light trucks as well as specialty vehicles like RVs and commercial vehicles. We even provide reports for pre-1981 classic vehicles!

VINData

Headquarters: Key Biscayne, Florida

Year Founded: 2020 Number of Employees: 15 and seasonal part-timers https://www.vindata.com/dealers

All Franchised and Independent Powersports Dealers

ENCOURAGED TO JOIN ABOUT NPDA

The National Powersports Dealer Association (NPDA) was founded in 2021 and is an association dedicated to direct interaction with our members.

Our Mission Statement is for the NPDA to empower franchised and independent Powersports Dealers through special services, products, programs, education, and advocacy of Dealer views and concerns to create a professional, successful, and profitable industry.

Our Vision is for the NPDA to advance our industry by elevating Dealers to be well prepared, sustainably profitable, and exceed the expectations of a growing Powersports customer base.

New products | tools | education and networking needed to grow your business

Dedicated powersports trade only event aligned with the buying season

Back when former National Sales Manager Jet Johnson coined the phrase “NVP” for LeMans Corporation’s annual gathering of the Parts Unlimited and Drag Specialties brands, some of the motorcycle folks didn’t really get the stick-and-ball related MVP reference. For the record the National Vendor Presentation plays of Parts’ Most Valuable Players — their reps and the dealers! NVP is like the All-Star Game, The World Series and the Super Bowl all rolled into one for the industry...

Check that! Add in the NHL Stanley Cup and the CFL Grey Cup since LeMans welcomed the Parts Canada crew back to Madison for this year’s NVP. “It had been 3 years since we last got together, but after mere minutes with old industry friends it became very evident the show was going to be a success,” said James Danyluk, President of Parts Canada. “The two main ingredients for a successful show are great industry relationships and mutual sales objectives and the 2022 Madison NVP was a complete success on both.”

NVP RETURNS TO MVP STATUS

Distributor Show Back

On Schedule

Hard to believe that the biggest gathering of dealers and aftermarket players in the motorcycle world has been on hold for the past three years! However after all this time, The Parts Unlimited/Drag Specialties NVP returned to the Frank Lloyd Wright designed Monona Terrace in Madison August 20- 21st. Actually the reps were brought in for extensive training earlier in the week and treated to tours of the Janesville HQ/distribution center.

This was the biggest NVP ever. Reconfiguring the meeting area upstairs enabled 20+ more exhibitors to be accommodated, while dealer attendance was up a whopping 40%! S&S Cycles’ David Zemla approves.

The final word from LeMans Corp president Mike Collins: “This was the largest family reunion I have ever attended. It was also the best. We set the bar very high with this one.

“This is amazing,” said rookie rep Tim Buechele. The long-time PG&A expert on the dealership side switched to being a road rep during the pandemic and had never experienced NVP as an insider before. Tough to argue with being able to talk new products face-to-face with the folks who created them.

Buechele wasn’t the only one who was amazed. The meeting rooms upstairs at Monona Terrace were converted to exhibit space to accommodate 20+ new exhibitors, including first-timers like CanDo diagnostic equipment and the newly expanded All Balls Racing Group of products. Dealer attendance also increased a full 40% making this the biggest NVP ever (see sidebar).

The good news is that you don’t have to wait another 3 years! NVP is also returning to its regular schedule for Louisville in less than 4 months! Save the date: Louisville NVP Expo January 21st - 22nd, 2023.

All Balls Racing Group is going all out for 2023! Engine and Driveline NPD Manager Craig Smith says they have some pretty trick bits of kit coming... fast!

“The planning and teamwork put forth by our dedicated staff along with a three-year hiatus crafted the best NVP I have ever witnessed,” added LeMans’ Chairman Paul Langley. Because of the Pandemic this was Langley’s first show as an insider as well. Although he had been a vendor partner with Parts and Drag for more than 20 years during his time as the leader of DynoJet, Vance & Hines and most recently S&S Cycle, Langley was named Chairman back in July of 2021.

The motto of the WWII era construction battalions was “Can Do!” Rafa Mendez and the CanDo crew were on hand to demonstrate to dealers they too CAN DO difficult diagnostic jobs with confidence!

2022 NORTH AMERICAN NVP EXPO BACK AT FULL SPEED

After a three-year hiatus, Parts Unlimited, Drag Specialties and Parts Canada were back together for the 2022 North American NVP Expo in Madison, Wisconsin and it was full speed ahead!

The event at the Monona Terrace was a long-awaited reunion of the three companies to introduce the fall buying season. Not only was the expo floor expanded to accommodate more than 20 new vendors, but the dealer attendance increased by 40%, making it the largest Madison NVP Expo ever.

“A record number of vendors, dealers and LeMans staff participated in the 2022 Summer NVP and post show feedback

has been abundant and extremely positive,” noted Paul Langley, Chairman of LeMans Corp. “Moving forward, we can build on this momentum for 2023 and beyond.”

Highlights of the weekend included a dealer-packed Expo floor both days and 20+ new vendors in attendance across many markets – from HD to ATV/UTV and many from our newest market, E-bike, noted Langley. The Intense TazerMX E-bike booth drew a steady stream of visitors and attending dealers were able to hop-on for a test ride on the beautiful bike paths winding around adjacent Lake Monona.

Although Saturday evening’s Meet & Greet had to be brought indoors by threat of rain, it helped bring the industry together, literally. The traditional Bike Show where attendees could vote for their favorite Metric and V-Twin creations was also easier to negotiate with the bikes consolidated in the room. People’s Choice Award for Metric was Fabian Gonzalez of The Toy Shop & Moto Lounge, while the V-Twin People’s Choice award went to Tyler Griffen of Road Rage BikeWorks. Following the bike show, a side street leading to the State Capitol was cordoned off for the celebration of Icon’s 20th Anniversary with a stunt show and mini-E-bike relay races in downtown Madison.

Final word from LeMans President Mike Collins; “This was the largest family reunion I have ever attended. It was also the best. I can’t wait for Louisville!”

CHANGE AGENT!

Kirsten Midura Makes Her Mark

Kirsten Midura is a lifelong world traveler and a specialist in sustainability and women’s empowerment. While she only started riding five years ago, the moto life took her by storm. She immediately fell in love with riding and soon found herself joining riding groups, co-hosting community events and organizing fundraisers. A born changemaker, she had a vision beyond her ad hoc events and decided to use motorcycles for good. In 2019 she started Engines For Change (E4C), a nonprofit intended to mobilize motorcyclists to make a positive difference in the world.

Leveraging motorcycles as tools for development, accessibility, education and awareness, Engines For Change is a central point of connection between people wanting to do good in the world. E4C is building a network of organizers across the U.S. who host volunteer events, campaigns, rides and projects related to the causes that matter to them. There is also a parallel to be drawn between Midura’s quixotic quest and dealers tilting at windmills.

During the lead-up to the last election, E4C dreamed up and co-hosted “Ride to the Polls” — partnering with individuals and organizations such as Black Girls Ride. Rides were held in 15 cities nationwide to increase voter participation and to encourage all citizens to vote. In the face of crisis, they were able to have an impact in an enigmatic and effective way.

Big things can come to fruition quickly and easily when the right focus and determination is applied. Her Engines for Change mission launched with a single beach cleanup in New York. Then COVID-19 hit, so she and her moto friends organized logistics and support for sewing masks, giving rides in sidecars to doctors and nurses as well as making hand sanitizer for frontline workers. Engines for Change became a

common link between organizations and motorcyclists who were working to save their city.

When I last checked in with her in the February 2021 issue, she was shifting gears to get through the Pandemic. However, Ms. Midura is not the only moto-based voice in the wilderness… and she connected with some like-minded ladies to expand her outreach.

Today, Kirsten works with Women Riders Now (WRN), focusing on media and events. She also runs the Moto Market NYC in New York, a full-time gig in itself. But she still finds the time to serve as an organizer for The MotoSocial and Distinguished Gentleman’s Ride, and she is on the Advisory Board for Rally for Rangers.

In her spare time, she has been a judge panelist for the Toronto Motorcycle Film Festival for the last two years, and for the Rev Sisters’ South Jersey Motorcycle Film Festival this past year. Kirsten also is an emerging filmmaker in her own right; she recently co-directed a mini docu-series for Harley-Davidson and REV’IT!, and she has a few documentaries currently in post-production. She also hosts WRN’s new podcast series, ‘Women to Watch!”

Kirsten is always looking for more projects and collaborations, so please reach out with ideas!

Alisa is a two-wheeled world traveler, author, tour operator, and event producer. She has been featured in a variety of media outlets as a woman pursuing a life of adventure and helping others to access their inner wisdom and be free to lead lives they are passionate about. Her book Boost Your Confidence Through Motorcycling: A Woman’s Guide to Being Your Best Self On and Off the Bike became an Amazon.com #1 Bestseller. In 2019 Alisa was also named to Dealernews TOP 100 People in Powersports. Her personal mission is to empower women through motorcycling and adventure while being a strong advocate for the powersports industry at large. Alisa’s motorcycle touring company is www.WomensMotorcycleTours.com

Audrey Menarik Dealer Principal Moto Liberty

Moto Liberty has been voted the #1 motorcycle gear shop in Texas… repeatedly, under the sole ownership of Audrey Menarik, since 1999. She is a true believer in brick and mortar and the value of the in-store shopping experience, especially when it comes to choosing motorcycle gear. “I didn’t want to run a business where I couldn’t do everything myself. So, since I can’t build a race engine, I decided to specialize in gear. Riding gear can save lives, but only if it fits properly. Gear shouldn’t be bought on-line without trying it on.”  In 2009, Moto Liberty expanded into wholesale, as the US distributor for RS Taichi. Last year, Menarik added Fuel Motorcycle gear to their dealer distribution network. As an enthusiast, she knows what’s hot, however as a long-time Dealer, she knows the challenges retailers face firsthand. Sounds like a win-win.

Whitney Meza — Wedding Photography & Harley-Davidson Brand Ambassador

Although she started as the Marketing & Events Manager at a local motorcycle dealership, in the end Whit Meza was bitten by the Iron Butt bug. She has ridden 48 states in 8 days and blitzed the CA-FL coast in 45 hours as well as turning 1,500 miles in 28 hours. To keep up with her crazy schedule, she has focused on her work as a self-employed wedding photographer. She also serves as the Social Media & Digital Content Coordinator for Destination Door County in Wisconsin. But the biggest news is that Harley-Davidson just gifted her the very same Pan America she rode 14,000 miles on during the bike’s introduction. “I enjoy sharing my long-distance endurance adventures on two wheels to provide others the inspiration they need to cross off the next ride they have been dreaming about.” In the meantime, should you need some wedding photos shot: whitney@whitmezaphotography.com

Lynn Nathan — Dealer Principal Powersports East

You can tell a lot from a dealership website. Powersports East leads with their techs and lists the GM and long-time Dealer Principal Lynn Nathan at the bottom. With Powersports East from the beginning - in 1984, she previously worked in curriculum development and raced Formula IV from 1976 - 1981. Rides a 1976 CB400F among others. Powersports East was opened as Honda East by our current owners and their previous partners. The owners brought with them a roadracing background as well as a love for motorcycle safety and rider education. Values Lynn still believes in to this day.

Christa Neuhauser — Publisher RoadRUNNER

In the summer of 1999, Christian and Christa Neuhauser moved from Austria to North Carolina with their two teenage sons. Their passion for riding and traveling coalesced into the creation of European Creative Communication, Inc. which publishes  RoadRUNNER magazine. When her husband passed away in an accident in 2005, Christa continues building upon their shared vision for  RoadRUNNER and the family’s undaunted enthusiasm for motorcycle touring. Today she is supported in this endeavor by her two sons, Manuel (Technology Consultant), and Florian (Editor-in-Chief), and has a committed team by her side.

Laurette Nicoll — Reporter: Formula Drift, GRC & X Games

“Be bold. Be humble and grateful. Don’t do anything your momma wouldn’t be proud of,” says this wife, step- & doggie-mumma and cancer survivor. AMA members will recognize Laurette as the perennial emcee of AMA’s Motorcycle Hall of Fame Induction Ceremony, however this motocross rider and sidecar enthusiast has reported for AMA Supermoto, Mini Moto SX, Endurocross, X Games, Formula Drift and Nitro Rallycross during her 20 years in the broadcast industry. But her appearance with Georgia on the Dodo series might be her coolest role: https://www.youtube.com/watch?v=OnIfL-0Dgz8

Edel O’Sullivan — CCO Harley-Davidson

On March 1, 2021, Harley-Davidson appointed Edel O’Sullivan Chief Commercial Officer (CCO). She immediately brought her extensive omnichannel experience to the motorcycle market, focusing on commercial excellence and organizational change. “She will bring new perspectives and capabilities to our leadership team as we execute the priorities of our 5-year strategy, The Hardwire,” said Harley CEO Jochen Zeitz. A partner at Bain & Company for 14-years, she previously worked in financial planning and analysis for Procter & Gamble. O’Sullivan holds a Bachelor of Chemical Engineering from the Universidad Simon Bolivar in Caracas, Venezuela, and an MBA with distinction, from Harvard Business School.

MSF

Helping Training Sites and Dealerships Connect with Riders

Last week, the Motorcycle Safety Foundation hosted a beta program called RIDE Tuesday to help potential riders easily try twowheeling, and to provide current motorcycle riders a sample of more advanced levels of rider training.

The event was staged at the Clutch Motorcycle School in Loveland, Colorado. Guests without prior seat time enjoyed a first taste of riding a motorcycle with a 30-minute introductory experience. Current riders had a chance to see how good their skills really are, and how well they know their own motorcycles, with the MSF Skills Check emphasizing slow-speed, tight maneuvers. ”Our goal is to bring more people into rider education, and we’d also like to help training sites and dealerships connect with their communities by offering meaningful motorcycle experiences,” said Corey Eastman, MSF director of rider education expansion.

A post-ride survey of guest riders found that 82 percent said they are very likely to take additional MSF training as a result of the Colorado event. All of the participants rated the experience a 5, or great, on a scale of 1 to 5. Read More

GOVERNMENT RELATIONS RIDE

Cycling With a Senator

The MIC’s Scott Schloegel, senior vice president at the Government Relations Office, once again rode motorcycles with U.S. Senator Gary Peters. The Michigan legislator is the co-chair of the Senate Motorcycle Caucus and the route included the famed Tunnel of Trees on M-119 in Northern Michigan.

“There’s no better way to maintain a solid relationship with our industry champions in Washington than by mixing a motorcycle ride in with some talk about what’s important for the powersports industry,” Schloegel said. “Senator Peters continues to be a leading advocate for motorcyclists and this three-day ride was an opportunity to publicly thank him in front of his home state constituents.”

Peters made stops along the way to highlight various legislative accomplishments from the past year on wide ranging issues from veterans benefits to shoreline erosion mitigation and microchip suppliers.

Personnel Files

QUESTIONS?

Are we in a recession or are we not in a recession? Does our industry still have demand, but we don’t have supply? Are we seeing a shift in customers now that we are selling machines that cost $50K as toys? Is the street market growing because of higher gas prices? Are scooters/micromobility machines the answer to “last mile” transportation? What about EVs? Are all those customers who purchased new toys during the pandemic going to be able to afford to keep them? Is inflation going to affect future sales and will existing customers be able to keep making their payments? How do we recover from the great resignation and find employees again?

I have so many more questions! Yet researching and looking for answers is nearly impossible because we are all in uncharted territory only time will tell you the answers. Even professional economists are conflicted on something as basic as whether we are in a true recession or not. By the definition of the economy having 2 consecutive down quarters we are technically in a recession… but apparently not everyone got the memo.

I know this is not my usual topic of hiring/finding/ firing personnel, but it’s really intriguing and ultimately impacts ever single staffing decision you will make in the next 12 months, or longer. I don’t believe we have been in this situation before. It’s certainly not as simple to understand as the housing crash back in 2008. In fact, the average American household has 41.6% more debt than 10 years ago! And now that we are hitting the fastforward button with inflation reaching a 40-year high, we can safely assume household debt is going to increase to all new levels.

Meanwhile our customers were locked in their homes and had cabin fever for the past 24-months. The pandemic gave people the chance to improve their finances because the government stepped in and offered forbearance on mortgages, student loans and other

types of debt, all while also cutting us some checks. Now all those things are gone and interest rates, oil, college tuition and even groceries have all gone up…and so will our customers’ collective debt. Does the need to get out of the house continue to stay more pressing than the need to pay the mortgage?

Maybe… in August 2022 new car purchases set a record of $702 per month for loans. I know this example is a niche, but I’m hearing UTV customers — specifically the Polaris RZR Pro R and Can-Am X3 customers — who were walking out the doors with similar or even higher payments than $702… FOR A TOY! Even Polaris’ own website is still touting base model Pro R financing starting at $37,499 MSRP with $518.54 in the middle of September.

Did Polaris, Can-Am and COVID recently introduce a brand new level of customer to our industry? I was visiting a dealer a few months ago and after a long conversation with the manager, my findings were interesting…but let me back up a minute. This multi-line dealer used to have customers do layaways, and even gave them the ability to finance a $150 helmet. That’s right! Finance a helmet or any other part through Sunbit.com pay-over-time options for their consumers.

Fast-forward to my latest visit and their customers no longer use that finance option. The dealer still offers it, but the customer base has changed dramatically in just two years… Now customers are coming in and leaving with multiple units or a decked-out RZR Pro R, not a layaway on a $150 helmet! Those of us who have been in the industry for a few years know that we don’t do it for the money. So who are these customers coming in now getting into powersports and not batting an eye at a $50K toy? If this is our new customer base then we really don’t have to worry much about the pending recession, do we?

I know this is not the case for every customer that walks in the door and I know there are still plenty of customers out there with a 400-500 credit score. All those 10’s of thousands of units that were sold during the COVID times are not just going to disappear, but I’m telling you that a lot of those customers are not going to be able to keep up with their payments within the next 6 months or more as 43% of Americans are expected to increase their debt due to higher prices everywhere.

In fact, NPA is already reporting a cooling off in the preowned space as of August. CEO Jim Woodruff notes, “Average Wholesale Prices continued to cool in August at a faster pace than typical seasonal declines. Pricing in nearly every On-Road category performed below the previous three-month averages by ~9%, and ~510% below Year-over-Year (YoY) comparables. Off-Road pricing also fell, with SXS, MX and ATV units trailing behind Month-over-Month and YoY comparables by ~8–20%. The majority of the wholesale price declines occurred in July and August.”

We have all seen a slowdown and inventory is starting to pile up so we are going to have a battle for dollars this holiday season against Walmart, Best Buy and all the other major retailers that have containers arriving that they ordered 6 months ago.

Wages are one of the few things not going up with inflation… and I don’t see wages even making an attempt to keep up with it, either. The economy walks a fine line or is a double-edge sword (insert your favorite euphemism here). We need consumer spending for the economy to grow — that means things need to be bought. Historically out of control rising household debt has been directly correlated with a recession. The ratio of debt to income is going up and it increases the struggle to repay the debt — and that’s when we as an industry are the first to go — powersports purchases are a discretionary want, not a need.

So tying this into my normal topic, now more than ever, is when we need to take a hard look at our most valuable employees. How do we avoid layoffs if we have to go that route? How do you keep your valuable employees from joining the “Great Resignation” trend?

We need to understand that employee’s needs, priorities and expectations have changed. We need to address employee burnout. Encourage and reward the employees that have chosen to stay. I can’t tell you if it’s going to be easier or harder to find employees in the next 6 months, but I can guarantee that mechanics will still be in high demand!

It will be interesting to see what the next 6 months to a year brings to our industry, but the free ride seems to be over. Let’s work together to keep all those new customers we gained while the powersports industry was riding the COVID train… and figure out how to keep them for years to come.

MIJ Industry #PROfiles

Dealernews is honored to work with Motorcycle Industry Jobs to recognize the people who make up this great industry. “When you start reading the Industry #PROfles, you will notice that 80-90% of them get their start at a motorcycle dealership,” says MIJ founder Alex Baylon. “The dealers are on the front lines and have always been the heart and soul of the industry. Without motorcycle dealerships, most of us wouldn’t be where we are today, so part of our message is always going to be ‘support your local motorcycle shop.’”

In addition to recognizing industry pros, Dealernews is also working with MIJ to create a job ticker tape of the latest positions opening in the industry at the Dealernews.com site. Check it out at: www.dealernews.com/Industry-Jobs

“Tell us your story,” adds Baylon. “We would love to feature you! Click here to fill out the questionnaire: www.motorcycleindustryjobs.com/industry-profiles/

MotorcycleIndustryJobs.com founder Alex Baylon has been hiring and firing people in the powersports industry for 25 years.

Currently with a major distributor, he has also been with Dragon Alliance, Ceet Racing, MX GP Services in Europe, Acerbis USA, Motonation/Sidi Boots and Scott USA. He started MIJ as he saw a need in the industry for people who are passionate about the motorcycle industry to have an employment outlet. The motorcycle industry like many others has always recycled employees from one company to another and it has always been done by word of mouth. MIJ allows companies in the industry to post their openings and give others in and out of the industry a chance to apply and insert new blood and fresh ideas in the many opportunities in the motorcycle industry.

A LABOR OF LOVE

Paying It Forward

Ralph Waldo Emerson once wrote, “In the order of nature we cannot render benefits to those from whom we receive them, or only seldom. But the benefit we receive must be rendered again, line for line, deed for deed, cent for cent, to somebody.”

The powersports industry — including off-road organizations — have a long history of paying-it-forward by supporting charities and causes as a way to honor the generosity of those who have given their time and resources to help build the sport, dealerships and places to ride. Motorcyclists and other powersports enthusiasts are often seen helping local communities during times of natural disasters such as floods, hurricanes and wildfires. These men and women both serve in volunteer and professional capacities that range from serving food to tired disaster workers to running bulldozers building firebreaks to arrest the advance of a wildfire.

Many of us feel being part of the powersports community is a calling and a privilege that must be repaid to current and future generations.

My dad who rode Indian motorcycles after WWII and later worked in road construction in the mountains of NW California was often called on by federal and state fire services to assist them when a wildfire broke out by building firebreaks with the company dozer. Local timber companies and others would also aid in those fire suppression efforts lending their skills which included heavy equipment operators and other

personnel. It was all hands-on deck when the area was hit by a natural disaster.

Late last year, my business and home were relocated to Cottonwood which is near Redding, California. That move was in part to be closer to major recreation and natural resource management opportunities to help address and mitigate the many serious challenges that threaten the homes, property, and outdoor activities of people who live in or visit our forested areas and grasslands.

Cottonwood is also in close proximity to the North Zone Fire Cache which is operated by the Forest Service and is located at the Redding Municipal Airport. I knew that when a wildfire is declared to be a natural disaster, they need temporary drivers to ferry supplies to remote Base Camps where they will be used to outfit frontline firefighters.

Acting on that knowledge and a feeling of duty, I applied to be an emergency driver because of what my dad and others who dropped what they were doing and joined in support of the effort to save lives, businesses and natural resource/recreational opportunities.

A few weeks ago when numerous wildfires broke out in the area, I got the call to join the fight. Driving supplies to a fire base is a small task in the great scheme of things, but it is something I was skilled at and could still do. Appropriately I am writing this column from the fire cache on Labor Day weekend. This truly is a labor of love.

I am proud to be part of the powersports family where duty to serve is the creed baked into our soul and sport.

Don Amador has been in the trail advocacy and recreation management profession for almost 29 years. Don is President of Quiet Warrior Racing/Consulting. Don served as a contractor to the BlueRibbon Coalition from 1996 until June, 2018. Don served on the California Off-Highway Motor Vehicle Recreation Commission from 1994-2000. He has won numerous awards including being a 2016 Inductee into the Off-Road Motorsports Hall of Fame and the 2018 Friend of the AMA Award. Don currently serves as the government affairs lead for AMA District 36 in Northern California. He may be reached via email at: damador@quietwarriorracing.com

Do

Your Part /

Part Don't

Lose

Keeping trails open is everyone's responsibility. By working together as one motorized community, we can keep our trails open, healthy and beautiful for generations to come. Do your part by riding responsibly, keeping trails clean and trash-free, and volunteering with organizations that are working to keep access open for everyone.

Do your part, support Tread Lightly! and it's mission by becoming a member at treadlightly.org.

Confessions Of A Customer®

LOST LEGACIES

Maybe They Are Not Lost

After All?

Veteran leaders. Inspirational salespeople. Mentors. Teachers. Disruptive companies. Paradigm-shifting inventors. Controversial editors. Masters of marketing. Powerful OEM executives. Monstrously successful distributor teams. Aftermarket disruptors… We have quite a diverse mix of people and businesses in powersports — that’s why we who work in this industry love it so much.

As some of us age up and eventually out of the industry, we tend to look back and attempt to learn from history. Perhaps we can also share some of our adventures (or misadventures) with youthful newcomers for their own benefit growing into the industry. Of course this begs a couple questions:

• Will history repeat itself with younger generations making the same mistakes we did?

• Will future industry participants be as influential in a digital world as our older “real world?”

• What happens to the rest of us survivors when a veteran or well-known company dies?

I will never write my own memoirs. It seems too selfcentered and only aimed at impressing immediate family members… which theoretically I already should have done in real life. But compiling a history of “Powersports Business Successes & Failures” would seem a worthy pursuit should I ever create the time to make it happen. There have been so many people and companies from the past which have collectively put us all where we are now! Remember, the failures helped as much as the successes to get us here.

“They say that if a butterfly flaps its wings in the Amazonian rainforest, it can change the weather half a world away. Chaos theory. What it means is that everything that happens in this moment is an accumulation of everything that’s come before it. Every breath. Every thought. There is no innocent action. Some actions end up having the force of a tempest. Their impact cannot be missed. Others are the blink of an eye. Passing by unnoticed. Perhaps only God knows which is which. All I know today is that you can think that what you’ve done is only the flap of a butterfly wing, when it’s really a thunderclap. And both can result in a hurricane.”

Personally, I am very familiar with Chaos Theory. “Expect the unexpected. Stability moves toward instability. When things go wrong, they really go wrong!” You know particularly if you are familiar with endurance events such as Ironman Triathlons, adventure racing, Dakar rallying or… building a business. Sometimes one simply “hits the wall” and things go sideways very quickly, then accumulate momentum in the wrong direction faster than ever expected. Boom! It’s over faster than imaginable. It happens to athletes and business people alike who are experts and have been training for years. It also happens to newbie start-ups, but that is to be expected when there isn’t a legacy of learning behind them, only investor money and a new idea.

I recently found a copy of a 1991  Dealernews  — 30 years old. Flipping through the advertisements was a walk through memory lane. Many of those companies and associated people are now gone into retirement or rode off to the big powersports industry in the sky.

I had the choice for 30 seconds to continue flipping while fighting back a tear in my eye… or closing the book to shift my look ahead. I chose the latter.

Studying the past will help align our goals for the future, but don’t spend too much time there for fear of getting sucked down a bottomless hole of sympathy and pity. By the way, sympathy and pity SUCK energy. Move to the light instead, it is our collective future. A future which has been built on the flapping butterfly wings of tens of thousands of others before us. So, if you feel bad that your old company, sales team, or mentor is gone or teetering on the brink… GET OVER IT! I speak from experience!!

Have you noticed in life and business that tragedy leads to eventual success? A loved one or a business will “die” as a natural part of living, then manifest an almost indescribable series of events bringing “light” and opportunity back to the surrounding survivors. Those survivors don’t always get the bad end of the deal — they are the first to pop-out above our chosen thoughts of sadness. It’s always the survivor who asks, “Now what?” who impresses me most. That very question opens a new door which was never there before. At a point in their suffering, the survivor instantly decides to pick themselves up by their bootstraps and “look around” to see beyond the grieving masses to seek new opportunities with a renewed sense of long-range vision.

Look around and flap your wings…in both life and business. You have ALL made a difference and will hopefully continue to “look and flap” for the collective benefit of the entire industry. Don’t feel sorry for the

legendary people or companies which are now gone. They served their purpose; they wrote their legacy and have contributed to the accumulation of everything that has come before! Instead, look at what’s NEW and thank those before us who rolled out the red carpet to follow.

It wasn’t just a flap of your wings. It sounds like a thunderclap to me! Thank you for all your contributions to the whole.

Now, get ready for the hurricane!

TRAVAILS WITH CHARLIE

Enduring Enduros & Introducing The Next Generation

Iseefamilies celebrating graduations, weddings, brissinings and such rites of passage. I personally never graduated any thing and I’m a briss-dodger from way back! Groucho Marx had it right when he declared he would not be a member of a club that would have him as a member. However, motorcycles transcend my aversion to organization.

As a member in good standing of The Muddobbers M/C, I would be able to take my grandson to ride his first motorcycle race. Not just any race, a genuine, old fashioned Enduro race. Specifically, The Muddobbers Family Enduro, Round Two in the AMA District 14 Family Enduro Series. This is an 8-race series for kids and misfits around the Michigan, Indiana, Ohio area. All 370 of us met under sunny skies, but it had rained for hours the night before — doom! The significance of this race is that it was my own first Enduro 40 years ago and it has always been my home enduro club.

Not familiar with  Enduro? I can easily spell it out for you: Endur-Oh! You take a ridiculously expensive machine into the woods and endure what ever the “club” decides to do to you. Creeks, logs, stumps, roots, hills, dales, all the wonders of nature. Challenging by design… then it rained! Pretty sure the Marquis de Sade was leading a rain dance the night before.

Henry is a new rider, duh, but he started with a STACYC electric bike. It was a wonderful teaching and learning tool. He loved riding it and everything that came with it: fancy pants, storm trooper boots, jersey with his name on it — what’s not to love?

Next we borrowed a 50cc KTM and it was a real motorcycle, but he outgrew it quickly.  For his third bike in 16 months, we chose the SSR 110. It’s quite the little bike, automatic clutch, disk brakes, killer looks, everything a grandpa could want except electric start… Henry can’t start it by himself, yet, I pray.  So I have to follow him to restart the bike.

He hasn’t gotten nearly enough practice for a ride like this, but I so much wanted to share with him that we signed up anyway. Most of his riding education has been verbal, I’ll tell him how to approach a turn, then scratch some lines in the mud. He’ll ride… He’ll fall. I’ll chase and kick. Great fun, no better way to spend our time. But he doesn’t get to ride endlessly around his house. We live an hour apart and then have to drive to the Tom Molt compound to get any practice. Saddle time is at a premium.

The GOAT Shane Watts, teaches: “master the basic fundamentals” so that’s what we worked on. Not crying, not quitting, plus being a good sport. Enduro tests all these skills, at all ages. Then it rained, and I cried a little.

Grandma got him all dressed up like it was beauty pageant and poor Henry not having a clue what was about to happen. I think he was expecting a gate drop, fire cannons and Extra Energy Girls… in reality he got a GO!

Little Dude took off, not knowing what to expect he rode into the dense Indiana woods. Think about it, he’s 7 and is uneasy around spooky stumps and trees. The dark muddy trail was completely arched over in thick impenetrable canopy. Occasionally a glimpse through the trees revealed the muddy Mississenewa river.

Behind him were four adult bikes and with all their noise, for a 7-year-old it would sound like a wave of choppers from Apocalypse Now! The trail opened to what could have been a bomb strike and bigger bikes raced by on both sides, every sense overload and I don’t know how he didn’t dive to the ground and cover his head with his hands. I know his grandpa wet himself a little.

The other bikes were gone, the woods opened up and it was just he and I again and it was quiet. He had gone a record distance without falling before his first tip over. I parked my little borrowed bike and hustled/shuffled over and drug him and his bike out of the weeds and he took off.

A week ago while practicing he wanted me in eyesight at all times… now he’s boldly going where no man has gone before, all by himself.I don’t want you to think my grandson is any more special than any of the 100 other little kids there having the absolute time of their lives, every experience he is having the other kids AND adults are having, too!

The trail opened up and we crossed a large bean field, he obeyed a stop sign, crossed a road, down a little hill and it all went to hell again.

The arrows pointed us down a rut into a concrete tunnel under the highway.  The club has laid down wire grids on the ground to protect the water way and help riders not make a mess.

“But Grandpa, you didn’t say tunnels, water and wire grids, and trolls, ogres and hobos!”

He worked through ruts and as he climbed up out of the water he was overwhelmed and dramatically gave up, he pirouetted off the bike and flopped in the bushes. Problem, his weeds were on a bank and he rolled down into the creek. All dressed up and wallering in the creek. I figured this was the end, but he crawled on his hands and knees back up and started working on picking his bike back up, we were going on.

We were in low country along the river and it was super slippery. Minor fall after fall but determination kept us going. We rode for 3:52 minutes, we took one rest break where we took off our helmets but the rest of the time we were either riding or wrestling his little bike.

As with any bike suspension set up is critical, his rear spring is way too stiff so it rides tail high and the front end steers like a wobbly grocery store cart. The 10” knobby packed with mud and this makes a terrible situation, but we’d get to an open area, the tire would clear out and he would be stomping on the heel toe shifter looking for more speed.

We finished the first half of the 16-mile loop and it was time to throw in the towel. I couldn’t go on, even with heroic help from the sweep crew picking us both up, I was beat and needed to stop.  It was as close to crying as it had been all day when I explained it to him, he didn’t want to quit.

As deep as the disappointment of quitting was, the thrill of riding down the road made up for it. In fact it was the first thing he told his mom: “I got to ride on the road!  And I raced Grandpa!”

The next two hours were spent explaining that not everyone wins a trophy and how important good sportsmanship is, but he was already covered in ice cream and was herding us to the sandwich trailer, Little Dude can eat.

We were sitting on picnic tables visiting with friends and catching up, Henry, now exhausted and fed just stared off in space. Finally they are announcing winners and everyone is nervous again, mentally practicing walking up in front of everyone.

“Henry Liles 4th place 7–8 year old!”

He jumped a foot in the air and headed to the stage by himself. Earlier this morning, the little boy would have made me go with him but this afternoon he’s on his own. He walked back by me then sat down by the pretty girl where he got a hug and many congratulations.

More ice cream and strapped back in his booster seat he was just ecstatic as we headed for home.

“I liked the open fields best, the woods were way too hard, when can we go back? A year!?!?”  Face of disappointment in the rear-view mirror.

Well champ, they gave you a schedule, what’s it say?

He was getting tired and grumpy and reading something didn’t interest him and he got quiet.

“The Weed Wacker!  July 30th in Bentley, My!”

“Michigan, Bentley Michigan too far.”

“Ohhhhhh.” He carried his trophy all evening and was holding it in the window when he and his mom drove off the next day.

Mission accomplished! A day we will both remember forever, thank you to everyone involved with the Muddobbers… it truly takes a village.

MUDDOBBERS MOTORCYCLE CLUB

One of the oldest off-road clubs in the state of Indiana, the Muddobbers Motorcycle Club was founded in the mid-1950s. Today, the club continues to promote many different types of motorcycle events throughout the year. The members enjoy competing in events at both the state and the national levels.  Enduro riding and hare scrambles have been the backbone of the club for many years. Dual sport was added a few years ago, but the newest event is the “family enduro” series.

The club also hosts an AMA National Enduro. The Muddobber National Enduro takes place at the famous Cumberland Covered Bridge on October 2, 2022. The Muddobbers host Round 8 of the 2022 Kenda AMA National Enduro Series Presented by Moose Racing. This event has a clay base that has some of the most flowing trails we will see all season long. River crossing and creek valleys come into play as well.

This event is limited to 600 Amateur riders plus Pro riders and no waiting list. Once the 600 rider limit is reached we will not be adding in any more entries.

Muddobbers Motorcycle Club Box 236 Matthews, IN 46957

https://www.facebook.com/ MuddobbersMotorcycleClub email: muddobberweb@sbcglobal.net www.muddobbersmc.org

WIN ON SATURDAY, SELL ON TUESDAY?

Although SX and the outdoor nationals shifted to Saturdays some years back, and many shops are closed on Mondays, the old “win on Sunday, sell on Monday” mentality seems to persist in the moto market. Another hold-over to a bygone era is fashion-forward moto gear that drops at this time of year. While the Pandemic and supply chain SNAFUs seemed to have thrown everything out of whack, most of the major moto gear manufacturers seemed to stage their annual apparel announcements on schedule. From the Fly launch that coincided with Unadilla to the post-Pala Alpinestars presentation at Perris, the past couple of weeks have seen a plethora of 2023 lines. Trick technology and a rainbow of colorways intersect to create the greatest range of MX gear ever to roll out.

Here is a brief look at the latest and greatest:

ALPINESTARS ANNOUNCES 4 LINES FOR MOTO

Everyone from Eli Tomac and Jason Anderson to the Lawrence brothers were on hand to meet with the media to help Alpinestars show off their 2023 gear. Four distinct lines will cover moto riders this coming season, including Racer, Fluid, Techstar and top of the line SuperTech. Although we had a sneak peek at the goods during WPS sales meeting in Boise, some of the details were under embargo. Although our invitation to the international summit at Perris must have been lost, the boys from  Cycle News certainly had fun! Check out their video and the recap in the weekly issue.

https://www.alpinestars.com/collections/mx23-collection

ELITE IS THE ANSWER

Customers coming to you looking for top of the line motowear? Answer says the proper response is “Elite” in 2023. The pro-level design, materials and engineering of Answer’s Elite gear provide riders all the advantages they’ll need: style and performance. Quality materials and construction stand up to the toughest conditions, and dynamic styles make you stand out. If moto is your lifestyle, if winning is everything, wear what works. Get comfortable, get noticed, and get to the top. Get the answer to all your questions here:

https://www.answerracing.com/gear-set/custom/elite

FLY TAKES FLIGHT

FLY Racing dropped the full range of 2023 moto gear just in time for Unadilla. Headed up by the revolutionary Formula helmet, the 2023 line offers all new products like the Revel Lite Roost Guard, but WPS also made subtle improvements across its full range of moto products. The perfect combination of innovation, durability and performance may not exist, but FLY Racing will continue to seek it, says Fly Sales Manager Jason Thomas. “Our motto is ‘fearless pursuit’ and FLY Racing’s 2023 line lives up to that approach!”

https://www.flyracing.com/moto

PURE FOCUS FOR FXR

At FXR Moto, progression is the name of the game with every new piece we create. As we launch the 2023 gear line the development team went through arduous hours of testing and finding ways of improving performance and design. The bar has been raised with our 2023 Revo Comp Moto line and its four-way stretch fabrics that provide a precise fit, durable construction to ensure each piece a long-lasting lifespan, all while using lightweight vented materials to optimize maximum airflow. The Revo Comp will simply allow you to place 100% of your focus on riding while allowing your body to remain in utmost comfort. FXR Moto, no restrictions, no distraction, pure focus.

https://fxrracing.com/pages/moto

LEATT GOES BEYOND MOTO

The 5.5 UltraWeld jersey is simply unbeatable in quality and fit! It is ultra-light, has welded seams, and offers ample ventilation thanks to its air channels and laser- cut vents. The stretch mesh ensures a race fit that enables you to ride with or without body armor and a rear silicone grip keeps the jersey tucked in the pants, a welded seam at the cuff and hem make it ultra- comfortable. This jersey is the choice of champions! If you are looking for something with a more classic fit take a look at the 4.5 gear range. Over the last two years, the pandemic majorly restricted our freedom to move. This is no longer the case, we are able to go out again, explore, try new things and go beyond what we did before. With this in mind, we want to play on that freedom that we now get to enjoy again, that freedom of being outdoors doing what we love on two wheels. Leatt says #GoBeyondMoto https://leatt.com/us/

LOOK SHARP

Seeing synergy in signing Scott USA to its ever-expanding product portfolio, Automatic Distributors is looking toward the future. “Scott is the pinnacle of combining innovation and technology to create some of the best sports products in the world,” notes Automatic Distributors President Jeff Graham. “Our purpose at Automatic is focused on these same principles to enhance the dealer experience and increase their ability to serve powersports enthusiasts everywhere.” Scott USA has been making market-leading MX goggles for more than 50 years. Today the brand offers a wide range of premium goggles for motocross, enduro, rally, adventure riding and more. The now iconic action-sports company has grown in fame to become one of the most worn off-road goggle brands in the industry. One thing has not changed since they entered the moto market in 1970: Every single product emphasizes the company’s mission — Innovate-Technology-Design and it’s “No Shortcuts” mantra. For more information on how to become an Automatic dealer, click here: https://www.autodist.com/

IS THIS HEAVEN?

Baxter Cycle Celebrates 3rd Annual 40th Annual Open House

In  Field Of Dreams there is a poignant exchange between a dreamer and a long dead ball player:

John Kinsella: Is this heaven?

Ray Kinsella: It’s...Iowa.

John: Iowa?

Ray: Yeah...

John: I could have sworn it was heaven.

Ray: Is...is there a heaven?

John: Oh, yeah. It’s the place where dreams come true.

Ray: Maybe this is heaven.

Is this heaven? No it is Marne, Iowa, population 120… but for the past 40+ years it has been a slice of heaven for British motorcycle fans as Baxter Cycle hosts its annual Open House. Why the “3rd Annual 40th Annual Open House” (yes you read that right). The 40th was so good we decided to do it all over again, and again,” jokes GM Jeremy Pendergast. There were demo rides from Royal Enfield and Triumph, storewide sales on apparel and parts, food and drink, huge motorcycle auction and new for this year, mini bike racing sponsored by @dirtyshirtrichter. Lots of stuff happening… it is usually a pretty good time.”

That is an understatement! One of the great traditions in Southwest Iowa is open house/auction/demo days hosted by Baxter Cycle. A supper run for early arrivals on Friday, Pancake breakfast Saturday and Sunday... and homechurned ice cream!

In motorcycling’s version of Field Of Dreams, Randy Baxter built up Baxter Cycle in an Iowa cornfield, due west of Des Moines...or East of Omaha, depending on which direction you are headed on I-80. For the past 45 years, Baxter Cycle has specialized in the spares for old British bikes (1940 and newer) and selling modern classics from Triumph and Royal Enfield. Build it and they will come.

Feeding these dreams are not one, but two stand-alone stores. Like everything else he does, Randy Baxter went over the top. If one landmark dealership in the middle of Marne was good… two would be better! So when he

added the Royal Enfield franchise, he decided to build a brand new state-of-the-art Triumph store adjacent to it!

Remember this is in a town of 120 people in the middle of nowhere! And like everything else Randy does, it works… defying all logic.

After years of selling their own inventory, Baxter began taking consignment bikes from customers a couple years ago and the auction has become an integral part of the fun. Everything from old cars to bikes and bins of miscellaneous parts has Randy piloting tractor loads of pallets around the field across from the dealership days in advance.

DREAM ON!

The official story is that racer-turned-retailer Randy Baxter opened Baxter Cycle in 1977, becoming the last franchised Triumph dealer with the old Meriden firm in 1982. Now new Hinckley Triumphs fill one showroom, while the old store became a Royal Enfield dealership.

Like the rest of things happening in Marne, it was over the top! “We had a much bigger crowd than we expected,” Randy admits… downplaying the magnitude of the event and draw for customers from around the world for the festivities.

Build it, and they will come… Indeed!

Baxter Cycle 311 4th Street Marne, Iowa 51552 712-781-2351

www.baxtercycle.com

But it is the old Brit bikes, specifically Triumph, that made Baxter Cycle a household name in some circles. After almost four decades associated with the brand, Baxter’s name has become synonymous with Triumph, but has expanded to include just about any vintage Brit bike.

Baxter Cycles continues to ship vintage Triumphs and Triumph parts around the world… “right out the loading dock over to I-80 and then out the Saint Lawrence Seaway, we are literally ‘shipping’ bikes out everywhere,” explains Randy. Suddenly nowhere seems pretty centrally located to serve the continental U.S., Canada and the World.

There really is a method to Baxter’s madness.

ROBINSON

Ward Robinson was one of the founding fathers of American motocross. From his early days of owning a motorcycle dealership in the 1960s and sponsoring riders to compete in the relatively new sport, to building one of the most famous motocross tracks in the world – Unadilla MX in New Berlin, New York – Robinson’s vision and dedication to the sport was immeasurable in both its early growth and continued success in the decades that followed. With his wife, Peg, at his side, Ward Robinson became a pillar of the motocross world, hosting some of the biggest and most important national and international events in the sport’s history. Peg passed on September 2, 2014; Ward passed on Monday morning, August 8, 2022, after a long illness. He was 85 years old.

It’s somehow fitting that Ward Robinson would pass on the eve of the 2022 Unadilla National, the biggest event at the track he first began running more than half a century ago.

After opening in 1969, Unadilla Valley Sports Center, nestled in the rolling hills of scenic Central New York, began hosting AMAsanctioned motocross races in 1970 and quickly grew to the point where it became synonymous with the sport of motocross.

In 1970 Unadilla hosted a Trans-AMA event, which was part of the first AMA-sanctioned motocross tour in America. Two years later, in 1972, it hosted an Inter-Am event that was included in the very first AMA Pro Motocross Championship Series. In 1978 Unadilla hosted the first U.S. 250cc Grand Prix as part of the FIM World Championship Series, won by California’s Marty Tripes. Then, in 1987, Robinson’s facility became the first U.S. track to host the prestigious FIM Motocross of Nations, which was won by Team USA’s Rick Johnson, Jeff Ward and Bob “Hurricane” Hannah, and managed by international racing legend Roger DeCoster.

It was Hannah and DeCoster, back in his own days of racing, who really put Unadilla on the global motocross map in the seventies. Their annual Trans-AMA battles embodied the rivalry between the European masters and the aspiring young Americans, as the highly respected DeCoster was a five-time 500cc World Champion from Belgium, while the brash California upstart Hannah was the vanguard for the rapidly improving Americans. Unadilla fans embraced both of these great champions and the two rivals responded by putting on their most epic duels at Ward Robinson’s track, which both considered to be among the world’s premier motocross circuits.

“The passing of Ward Robinson is a big loss for everyone—he was the face of Unadilla,” said Hannah, a multi-time AMA Supercross and AMA Pro Motocross Champion. “First time I met him he was at the ’76 Trans-AMA, and he was out there on a tractor. He had no idea who I was, nor did I know who he was, but over the years we got to be pretty good friends. I really enjoyed visiting the area and working with him and his family and of course Unadilla was my absolute favorite motocross track—it was a man’s track—and I loved it more than any other track in the world. That’s why I made sure the ’89 USGP at Unadilla was my very last race.”

Over the 53 years since Unadilla MX first opened more than 100,000 different motorcycle and ATV racers have competed on the prestigious track, and not just in professional competition, as the facility also hosts a variety of amateur events for both motocross and off-road participants.

Surviving Ward Robinson are his children, Jill Robinson and Greg and Linda Robinson; his grandchildren Alex and Nick Robinson; and numerous nieces, nephews, and cousins.

Godspeed, Ward.

REST IN PEACE,

You always know that at some time it’s coming but somehow you are never ready for it. Dad, you picked the ultimate week for your last gate drop. I’m not really sure you knew your place in the motocross world. Or maybe you just never dwelled on it. So many people have shared stories on how bringing motocross to little New Berlin charted their course in life. It was a game changer in so many ways. You knew what you were doing despite the doubters and head shakers and you stuck to it.

You found the ultimate piece of land, worked it, designed it and simply went for it. You had the vision and brought the rest of us along with you. It’s been an amazing ride. From snow filled Trans Ams with the leaves on the hills exploding in color to the summer arrival of the European racers to being the first in the U.S. to hold the Motocross of Nations you did it all. UNADILLA is on the map and known worldwide because you put it there.

You saw so many changes in the sport and you rolled with it and adapted so that Unadilla stayed where you put it. For Greg and me it’s been an amazing education in so many things. Neither of us can imagine what our lives would have been without it. You did good and can rest knowing American motocross today lives in large part due to the foundation you helped lay. Not many people can claim such an honor.

Now it’s time for you to sit back and pick the best seat in the house. You’ve taken the checkered flag on a life well lived and a rest well earned. Rest in Peace, Dad. We will miss you always. — The Robinson’s

Ward with his daughter, Jill, and son, Greg (behind), at the 1984 U.S. 250cc Grand Prix. Jill and Greg have carried on the Unadilla legacy into a second generation as the operators of the legendary facility and organizers of the Unadilla National.

McGuane and the Fox leadership team continue to lead the company following the closing of the acquisition, according to the announcement. “It is not often that an acquired company can remain true to its culture and customer base, while also tapping into the benefits of Vista Outdoor’s Centers of Excellence, vast retail partnerships, innovation engines and a leadership team that enables a founder’s mentality and results-driven culture,” notes McGuane. Needless to say, we are thrilled about this next chapter for Fox Racing.” One of the existing Fox management team, VP Jayson Wickenkamp, elaborates on what this means to insiders:

My company (employer) was acquired this month, it was a fantastic experience full of learning and growth. Being Private Equity held for the past 8 years, I wanted to share my top 8 reflective learnings (“So-What’s”) from this journey, hope you find something that resonates:

What Does The Fox Say?

CHANGE IS INEVITABLE!

FOX Racing

Thepowersports industry was rocked by the news that Fox Racing had been sold for $540 million. Vista Outdoor Inc., the parent company of Bell Helmets and nearly 40 outdoor product brands, brokered a deal to buy Fox. “Over the last four years, we have built a diversified portfolio of iconic outdoor brands led by a proven leadership team that continues to execute well and drive strong results for our shareholders,” claimed Vista Outdoor CEO Chris Metz. “With the acquisition of Fox Racing, we are continuing the successful implementation of our strategy to use accretive acquisitions to expand our leadership position and ability to capitalize on longterm growth opportunities in outdoor recreation.

“We’re excited to join the Vista Outdoor family,” added Fox Racing CEO Jeffrey McGuane. “Together we can leverage the heritage of our leading brands, enjoy new supply chain synergies, expand our deep and established channels and target an expanded customer base. Combined with enhanced access to capital for innovation and scale, we believe this transaction is a win-win for all involved. Vista Outdoor’s leadership team has proven they have an effective, repeatable acquisition model, making Vista Outdoor the clear acquirer of choice for Fox Racing.

1. Business is complex. It’s both invigorating and depleting with ups and downs, hurry-ups and waits, open kimonos and closed doors. Some attitudes label this grueling/ exhausting/stressful/etc, others see it as enlightening/ interesting/dynamic; so, be enlightened, it’s more fun and your value increases exponentially.

2. Execution is dependent on people; so, teams matter… above all else, make sure you are building great teammates. Be an elevator.

3. A balanced business is a healthy and valuable business; so, operations matter… but not at the expense of growth and vision. Be bold AND be practical.

4. Change is inevitable; so, embrace it and find the opportunities (there are always opportunities if you ask the right questions). Be growth oriented.

5. Time is the most valuable asset when working toward goals; so, start with a hypothesis and work back, simplifying the problem brings clarity and direct paths to viable solutions. Be strategic.

6. Nothing sticks unless you have cross functional alignment; so, be inclusive, be transparent, tell the truth, admit mistakes, and be humble enough to listen and collaborate. Break down silos and be a great communicator.

7. Resistance is futile… and sometimes deadly; so, when you feel resistance to new ways of thinking, ideas, innovations…pause and ask why. More often than not it’s the agile minds that collaborate their way into successful opportunities. Be empathetic.

8. Life and work are a series of intertwined moments, everyday you are stringing those moments together and building your very own story; so, be mindful of your story arc — it’s the end that matters. Be intentional.

Onwards and upwards!