PowerSports Business

November 6, 2017

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PSB FOCUS 16 • November 6, 2017 • Powersports Business www.PowersportsBusiness.com CDK Lightspeed DMS data shows Parts Unlimited/Drag Specialties catalog is tops in V-twin dealerships; Tucker Rocky|Biker's Choice first choice at metric shops A CDK Lightspeed DMS nationwide study of 2.6 million unique part numbers sold in over 46 million transactions at 1,900 dealerships in the past year provides data that shows Parts Unlimited/Drag Specialties and Tucker Rocky | Biker's Choice hold the No. 1 distributor plate heading into 2018. For the 2018 parts and accessories study, CDK Lightspeed analyzed the sales of 2.6 mil- lion unique part numbers sold in over 46 mil- lion transactions between Sept. 1, 2016, and Aug. 31, 2017. The transactions were processed at nearly 1,900 U.S. metric and V-twin dealerships. In this study, we look at the percentage of OEM parts sales versus aftermarket parts, top after- market distributor share and the top part cat- egories for metric and V-twin dealers. OEM VS. AFTERMARKET When looking at the percentage of OEM parts sold versus aftermarket parts sold, OEM parts have a much stronger presence in V-twin deal- erships than in metric. Sixty-nine percent of parts sold in V-twin dealerships were an OEM part. In metric dealerships, 58 percent of parts sold were an OEM part. Ranking the highest among V-twin dealer- ships, 78 percent of parts sold in California are OEM parts. The Northeast ranks second, with 74 percent of parts sold being OEM parts. The South has the lowest percentage of OEM parts sold at V-twin dealerships at 65 percent. This is still higher than the highest percentage seen in metric dealerships. For metric dealerships, the Midwest sells the highest percentage of OEM parts, at 63 per- cent. In the South, 58 percent of parts sold are OEM parts. The Northeast also ranks in the top three for metric dealerships, with 57 percent of parts sold being an OEM part. TOP DISTRIBUTORS In V-twin dealerships, 80 percent of aftermar- ket parts sold were sold from the top three distributors. At 39 percent, Parts Unlimited/ Drag Specialties is the No. 1 distributor partner. Tucker Rocky/Biker's Choice is the second most used distributor. Coming in at 21 percent. Global Products Inc., the Harley-Davidson licensee, is ranked third in V-twin dealerships at 19 percent. In metric dealerships, 82 percent of aftermar- ket parts sold were from the top three distribu- tors. Tucker Rocky | Biker's Choice was used the most, at 32 percent. At 26 percent, Western Power Sports was the second most used distribu- tor. Parts Unlimited/Drag Specialties was the third most used distributor at 24 percent. TOP CATEGORIES In V-twin dealerships, the top three PG&A categories account for nearly 50 percent of all PG&A sales. Apparel was the top selling category in V-twin dealerships in this study. A total of 25 percent of PG&A sales were apparel. Body parts follow at 14 percent and electrical products were third at 9 percent of all PG&A parts sold. In metric dealerships, the top three PG&A categories account for 35 percent of all PG&A sales. Engine was the top selling category in metric dealerships in this study, with 12 per- cent of PG&A sales being engine products. Fuel and air parts follow at 11 percent and body products are third at 11 percent of all PG&A parts sold. PSB Race to the distributor's No. 1 plate u PG&A WPS named U.S. distributor — Page 18 CPC awarded damages in suit — Page 20 Product Showcase — Page 22 12% 11% 11% 8% 7% 6% 5% 4% 3% 3% 0% 2% 4% 6% 8% 10% 12% 14% 25% 14% 9% 8% 5% 5% 5% 3% 3% 2% 0% 5% 10% 15% 20% 25% 30% Apparel Body Electrical Engine Fuel & Air Chemical Luggage Control Battery Helmets Engine Body Chemical Drive Tires Fuel & Air Electrical Apparel Control Suspension TOP 10 PARTS AND ACCESSORIES SALES CATEGORIES, V-TWIN TOP 10 PARTS AND ACCESSORIES SALES CATEGORIES, METRIC 12% 11% 11% 8% 7% 6% 5% 4% 3% 3% 0% 2% 4% 6% 8% 10% 12% 14% 25% 14% 9% 8% 5% 5% 5% 3% 3% 2% 0% 5% 10% 15% 20% 25% 30% Apparel Body Electrical Engine Fuel & Air Chemical Luggage Control Battery Helmets Engine Body Chemical Drive Tires Fuel & Air Electrical Apparel Control Suspension TOP 10 AFTERMARKET DISTRIBUTOR SHARE IN V-TWIN DEALERSHIPS TOP 10 AFTERMARKET DISTRIBUTOR SHARE IN METRIC DEALERSHIPS PERCENT OEM V. AFTERMARKET PARTS SOLD IN V-TWIN DEALERSHIPS PERCENT OEM V. AFTERMARKET PARTS SOLD IN METRIC DEALERSHIPS 74% 69% 65% 69% 68% 78% 69% 26% 31% 35% 31% 32% 22% 31% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Northeast Northwest South Midwest West California Combined OEM Aftermarket 57% 53% 58% 63% 55% 52% 58% 43% 47% 42% 37% 45% 48% 42% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Northeast Northwest South Midwest West California Combined OEM Aftermarket 74% 69% 65% 69% 68% 78% 69% 26% 31% 35% 31% 32% 22% 31% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Northeast Northwest South Midwest West California Combined OEM Aftermarket Source: CDK Global Recreation Parts Unlimited/Drag Specialties 39% Tucker Rocky|Biker's Choice 21% Global Products Inc. 19% VF Imagewear 9% Western Power Sports 7% Other 2% Fox Racing 1% Kuryakyn 0.90% Helmet House 0.43% Sullivans 0.30% Tucker Rocky|Biker's Choice 32% Western Power Sports 26% Parts Unlimited/Drag Specialties 24% Fox Racing 6% Other 5% Southern Motorcycle 2% Helmet House 2% Sullivans 1% Klim 1% Romaha 1% Parts Unlimited/Drag Specialties 39% Tucker Rocky|Biker's Choice 21% Global Products Inc. 19% VF Imagewear 9% Western Power Sports 7% Other 2% Fox Racing 1% Kuryakyn 0.90% Helmet House 0.43% Sullivans 0.30%

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