PowerSports Business

Sept 4, 2017

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22 • September 4, 2017 • Powersports Business www.PowersportsBusiness.com FOCUS PSB Lightspeed DMS study shows parts sales gain speed in winter months Dealers in nearly two-thirds of the U.S. have experienced a decline in UTV accessory sales over the past year, according to data from CDK Global Recreation. But be prepared for strong accessory sales in January — nationally, that's when CDK's Lightspeed Dealer Management System data shows accessory sales at their peak. And just to make sure you don't miss a potential line on the P.O., be stocked with UTV accessories prior to November. The same data shows that from November 2016 to January 2017, 55 percent of new UTV units sold were sold with an accessory as part of the P.O. By region, it's all about the South, with deal- ers in 10 of the 12 Southern states selling acces- sories on more than half of the UTVs that were sold. Dealers in Montana retail more accesso- ries at the time of the UTV purchase on average than dealers in any other state, with three out of four new UTV purchases leaving the store with an accessory as part of the deal. The accessory price/UTV price chart on Page 36 focuses on a sample of 145,000 new UTVs sold between July 1, 2016, and June 30, 2017. It shows the percent of accessory retail dollars sold when compared to the price of the unit, by state. Also shown is the performance of each state for the most current year compared to the same time frame from 2015-16. Montana remains on top in UTV accessory sales as a percentage of the deal. Montana also achieved the highest percent of units sold with an accessory. Montana buyers accessorized slightly less from July 2016-June 2017 when compared to the same time frame from 2015- 16. Accessory sales dropped from 14 perecnt to 13 percent in the most current year. Wyoming is enjoying an increase in UTV accessory sales, up from 8 percent in 2015-16 to 11 percent in 2016-17. When comparing this current 12-month period to the previous 12-month period, Wyoming experienced the largest increase in percent of accessory sales. In the bottom ranking six states, only 2-3 percent of the deal is derived from acces- sories. Hawaii remains the bottom ranked state, with only 1.3 percent of UTV sales coming from accessory dollars. Although Hawaii ranks at the bottom in this study, Hawaii has nearly doubled the percent of UTV accessory dollars sold when compared to the previous 12-month percentage of 0.7 percent. When comparing the percent of acces- sory sales from last 12 months to the previous 12 months, data shows that 39 percent of the states have increased the amount of accessories sold, indicated in green on the U.S. Percent of Accessory Sales on New Units chart on Page 36. A total of 59 percent of the states have U.S. PERCENT OF NEW UNIT SALES WITH NO ACCESSORIES By region, 145K new units sold, July 1, 2016-June 30, 2017 $2B in new UTV unit sales 74% 50% 54% 55% 41% 47% 0% 10% 20% 30% 40% 50% 60% 70% 80% California Midwest Northeast Northwest South West Body 26% Drive 21% Electrical 13% Tires 6% Suspension 6% Windshield 5% Control 4% Winch 4% Battery 3% Wheels 2% Other 10% Body 45% Windshield 21% Winch 10% Electrical 6% Plow 3% Tires 3% Drive 3% Wheels 2% Fuel & Air 1% Speakers 1% Other 5% TOP 10 ACCESSORY CATEGORIES PURCHASED WITH A NEW UTV UNIT 145K new units sold July 1, 2016-June 30, 2017 $121M in accessory sales $2B in new UTV unit sales For UTV accessory sales, southern states ahead See CDK, Page 23 Source: CDK Global Recreation

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