PowerSports Business

July 10, 2017

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PSB FOCUS »»» »»» 16 • July 10, 2017 • Powersports Business www.PowersportsBusiness.com This issue: UTV-Sport Next issue: Adventure Touring ARE YOU SELLING THIS? OR OR »»» ARE YOU SELLING THIS? »»» THIS? »»» OR »»» OR »»» OR BY DAVE McMAHON EDITOR IN CHIEF An exclusive study provided to Powersports Business by CDK Global Rec- reation shows that there are plenty of accessory dollars being left on the showroom floor when it comes to the purchase of accessories at the time of a sport UTV sale. Taken from composite Lightspeed DMS data, a sample of 43,641 new sport UTVs sold in the U.S. between May 1, 2016, and April 30, 2017, shows that 41 percent were sold with an accessory, and 59 percent were sold without an accessory at the time of purchase. Those dealers selling sport UTVs are leaving a nice chunk of change off the purchase order. On average, the data from Lightspeed shows that the sport UTV consumer in the U.S. will install $675 worth of accessories at the time of purchase. Sport UTV dealers in Alabama (there are more than 40 UTV dealers in the state) are ringing up some serious lineage on the PO. Alabama ranks at the top in this sample with an average of $1,221 being spent on accessories when purchasing a new sport UTV. All of the top five states average over $1,000 in accessories added at the time of purchase. Following Alabama at the top of »»» OR »»» OR »»» OR »»» OR THIS? See CDK, Page 26 CDK Lightspeed DMS data shows that 41 PERCENT of new sport UTVs sold in the U.S. in the past year were sold with an accessory at the time of purchase. The calculator also shows that 59 PERCENT were sold without an accessory. w w w . p o w e r s p o r t s b u s i n e s s . c o m NEWS: Slingshot licensing reclassified . . . . . . . . . . PAGE 3 FINANCE: BRP reports Q1 results . . . . . . . . . . . . . . . PAGE 12 FOCUS: Rockford Fosgate, Yamaha partner . . . . . . PAGE 20 PWC: Demo spikes dealership's sales . . . . . . . . . PAGE 40 Koup's Cycle Shop in Harrisburg, Pennsylvania, hosted a 60th Anniver- sary Open House at its dealership in June. The event included free dynos, an open pit BBQ, a motorcycle dis- play with vintage and custom bikes, demo rides, $15 state inspections, free maintenance inspections, exclusive specials throughout the store, vendor and club representatives, a Dunlop tire display and Dunlop representa- tive, a Kawasaki representative, Sena helmet communication system instal- lation, special financing offers, a scav- enger hunt and a slow ride contest on mini bikes. Koup's carries street motorcycles, off-road motorcycles, ATVs, side-by- sides and scooters from Ducati, Kawa- saki, SSR and Suzuki. INSPIRING SUCCESS THROUGH MARKET INTELLIGENCE New name Harley-Davidson dealership updates its name and keeps its high customer service standards. SEE PAGE 46 HOTNEWS Full speed ahead Zero continues to reach milestones in 2017 by adding 100 U.S. dealers and hiring a new CEO. SEE PAGE 8 Light the night Baja Designs provides lighting solutions for riders who want to stay out after dark. SEE PAGE 18 AIMExpo's free dealer training sessions back for fifth year In-demand presenters and new classroom ses- sions that are sure to bring profit-building ideas to dealers. Those both await dealers who attend the fifth annual Powersports DEALER Seminars @ AIMExpo presented by Nationwide in Sep- tember. Check out the complete schedule on Pages 24 and 25. Powersports Business once again is facilitating and managing the dealer training seminars, free to all AIMExpo registered attendees. The 2017 lineup, set for Thursday and Friday, Sept. 21-22, at the Greater Columbus Convention Center in Columbus, Ohio, was designed based on dealer feedback from presenters in previous years. With that in mind, the returning presenters have all received the highest evaluations from dealers who have attended previous training sessions. The Powersports DEALER Seminars @ AIM- Expo are free thanks to the support of premier sponsors National Powersport Auctions and Yamalube. The 2017 seminar lineup includes PSB: FOCUS UTV-Sport SEE PAGE 16 AIMExpo seminar speaker lineup, sessions revealed See AIMExpo, Page 6 See Hot News, Page 3 July 10, 2017 • Volume 20, Number 10 • $3.99 SKY'S THE LIMIT, Peterson's in Miami organizes skydiving ride BY LIZ KEENER SENIOR EDITOR It's not too hard to get motorcyclists to go rid- ing, but in May, Ignacio Montero convinced a few dozen riders to jump out of an airplane. Montero, the director of social media and events for Peterson's Harley-Davidson of Miami North, organized a ride to Skydive Spaceland in Clewiston, Florida, in May. The group rode from Miami to Clewiston, then jumped out of a plane at Skydive Spaceland, stopped for a late lunch and rode back to Miami. "I ended up planning to go skydiving, and the event just took off. We had over 30 motor- cycles that came out, and we had part of the staff here at Peterson's and then also some of our clients that decided to jump off a plane, so it worked out good," Montero said. LONG RIDES The skydiving ride was part of Montero's monthly long-ride series. Montero has made it his goal to get a group of riders out on a longer distance ride once a month. The group might ride from Miami to Sarasota and back, or per- haps another destination that requires a full day of riding. The skydiving element was added in May. Skydiving was an activity Montero was interested in himself, so he thought the custom- ers of Peterson's Harley-Davidson of Miami North might be as well. "It was something that was pending on my bucket list, and one of the guys here had jumped off a plane. We were talking about it, and I'm always trying to find different things," he said. "What happens in the Harley world is that deal- ers will do rides, but it's just you'll go from point A to point B and back, and one of the things that I started offering to our customers was doing something different." Other rides have included pool tournaments and trips to bowling alleys. When Montero launched the skydiving ride, he already had five dealership staffers on board. His goal was to reach at least 20 jumpers to receive Skydive Spaceland's group discount. The group easily hit that size, and it even grew the day of the jump. "One of our customers, his fiancee, she hates roller coasters and everything like that, and at the last minute, she signed up," Montero said. "I also have one of our employees who had never been on airplane before, and he went, and he jumped off a plane, so he did two things he had never done at once!" Of course, Montero jumped as well. After skydiving, the group rode to a tiki bar to eat (most decided to forgo pre-jump meals!) for H-D dealership! A group of skydivers pose with a Peterson's Harley-Davidson banner at the skydiving event. Sam Dantzler annually receives the highest scores from dealers who attend his seminars at AIMExpo. He's back in 2017 with "The House Money is Cheaper Than Real Money!" on Friday, Sept. 22. Pennsylvania dealership celebrates 60 years See Peterson, Page 4

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