PowerSports Business

Sept 4, 2017

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www.PowersportsBusiness.com of the purchase of a new UTV. At 45 percent, body accessories, such as roofs and doors, are undoubtedly a top seller. Following body acces- sories are windshields, at 21 percent of acces- sories sold. Combined, body and windshield accessories consume 66 percent of accessories purchased with a new UTV. Ten percent of accessories sold in this study were winches. Electrical components, such as a sub-har- ness, horn, lights or audio system, consumed 6 percent of accessories sold. Plows, tires and drive components all consumed 3 percent of accessory sales, while wheels, fuel and air and speakers divided the remaining 3 percent of accessories sold. The U.S. Percent of Units with Acces- sory Installations After UTV Purchase chart (Page 36) shows the service repair orders for 559,000 UTVs serviced between July 1, 2016, and June 31, 2017. Accessories were installed on any UTV during this time frame, regardless of when the UTV was purchased. Data shows that acces- sory sales follow the same trends as during the time of unit purchase. Body, windshield and winch were the top three accessories installed, at 60 percent of the accessory sales combined. Installation of plows is higher after the time of purchase than during the time of unit purchase. This trend shows that buyers are returning to have accessories installed and the type of accessory is consistent, regardless of the age of the UTV. U.S. Percent of Units with Accessory Instal- lations After UTV Purchase chart on Page 23 displays the pattern of customers returning to have an accessory installed after they purchased a new UTV. This study focuses on 145,000 new units sold between July 1, 2016, and June 30, 2017. In this sample, 11 percent of buyers returned to have an accessory installed within the first 12 months of purchasing a UTV. A total of 22 percent of these buyers will return within 14 days of the unit purchase to have an accessory installed. Sixteen percent of buyers returned between 15 and 29 days from the date of the UTV purchase. These groups of buyers have a high probability that the accessories were prepaid at the time of their unit purchase. And 12 percent of buyers return between 30 and 44 days to have acces- sories installed. PSB U.S. AVERAGE ACCESSORY DOLLARS SPENT ON NEW UTV UNITS 145K new units sold, July 1, 2016-June 30, 2017 $121M in accessory sales, $2B in new UTV unit sales $1,388 $1,370 $1,506 $1,548 $1,655 $1,684 $1,823 $1,560 $1,436 $1,338 $1,369 $1,344 8% 9% 10% 9% 8% 9% 5% 6% 9% 10% 9% 8% $0 $200 $400 $600 $800 $1,000 $1,200 $1,400 $1,600 $1,800 $2,000 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 CDK CONTINUED FROM PAGE 36 Source: CDK Global Recreation on a ton of stuff. You saw the GYTR (Genuine Yamaha Technology Racing) stuff that came out last fall. We're seen some really big shifts in terms of our integration with the factory now that we're really in line with them from the minute the unit becomes a concept, and we're thinking about accessory options and integration. Like on the new Kodiak 450, the integrated wiring for the winch. It's pre-wired on the unit, so the kit is a lower cost and easier to install. And we're coming out with 50 or so new accessories for the YXZ, probably over 75 new items when you look at the GYTR prod- ucts that we offer. PSB: The GYTR accessories really take the machines to a new level of performance. CSG: We've reinvented the GYTR brand and are bringing it back to its roots. It's the highest level of performance and quality that you can expect. First, we have a full-on race naturally aspirated cylinder head kit, which piggybacks off our quality GYTR heads for YZs and YFZs that we've head for decades. So now we have a naturally aspirated complete cylinder head as a performance kit for the YXZ. And we've gone even further and done some intake modifica- tions, and we have a newly designed piston and partnered with DASA Racing on an exhaust system. We have an in-house designed turbo system that we're taking pre-orders on. Dealers want that quality and reliability you get with the GYTR and Yamaha name together. It's a nice balance for customers to know that they are going to get a product that looks right, fits right and performs right, and that's going to translate into selling right. PSB: What are you doing with your deal- ers to help them move more accessories? CSG: We recognize that you can have the best packaging in the world, but it really doesn't show the customer how it's to be utilized in their lifestyle. We've taken an active role with our dealers to get these accessories on the units to show the unit in the best light possible for their specific lifestyle. PSB: With Yamaha writing its own paper with its retail financing arm via Yamaha Motor Finance, how does that impact accessories sales? CSG: When consumers see an accessorized unit on the floor, that's the one they usually go up to and say they want. And they can actually finance the additional parts and accessories on top of it. It's the perfect package all around. PSB YAMAHA CONTINUED FROM PAGE 33

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