34 • September 2026 • Powersports Business www. PowersportsBusiness. com
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Above, Nault’ s Seacoast Indian Motorcycle dealership before and after unpackaging a shipment of new Indian bikes. Nault’ s sells around 4,000 powersports units annually, with a majority of those motorcycles. Bottom right, an exclusive private unveiling of the PowerPlus family from Indian Motorcycle.
software features. In powersports, however, DMS is designed for several different manufacturers— as well as thousands of distinct parts, apparel, and accessories. The complexity, Grenier says, makes it more challenging for dealers to operate the DMS at full scale.
FIXED OPS Another change Grenier encountered was the different approaches to fixed operations.
“ In the car business, fixed operations and back-end finance are what run a dealership.”
The powersports industry can become too focused on major-unit sales. Grenier compared it to a fire: unit sales are the logs that keep the fire going, but the heat is generated from fixed operations and finance.
“ Anything that was done for the new and used departments was so discounted that you might as well be giving them away,” he says.“ Parts were also discounted. And when you look at that model— which fits about 90 % of all powersports— the money is in the metal. It’ s always in the front end, and fixed operations always suffered.”
Grenier says when he first got to Nault’ s, his No. 1 goal was to fix the dealership’ s fixed ops, which were almost non-existent.
“ The first thing I did was change that. Now, we get honest labor rates. We get markup on parts. We get full retail in parts and labor for warranty,” he says.“ But we also value our technicians. We have techs who are making six figures— $ 50− or $ 60−an-hour technicians at a $ 189 labor rate and 72 % gross profit. That’ s what it takes to run an effective powersports business today.”
INVENTORY Grenier describes Nault’ s four-dealership network as a motorcycle dealership where you can also buy everything else. It generates $ 42 million in annual revenue