Issue link: http://read.dmtmag.com/i/765954
FOCUS PSB Auction/Pre-owned 14 • December 26, 2016 • Powersports Business www.PowersportsBusiness.com Avg. Trade % CDK Lightspeed data shows pre-owned trends BY DAVE MCMAHON EDITOR IN CHIEF Data from CDK Global Recreation's Light- speed DMS shows that motorcycles lead all segments with 22.4 percent of all new units sold with a trade on the transaction. Simi- larly, 19.9 percent of pre-owned motorcycle sales are sold with a trade on the deal. In Canada, the same study shows that snow- mobiles lead the way with 20.9 percent of new units sold with a trade on the transaction. When pre-owned snowmobiles are bought, however, pre-owned sleds are purchased on a trade with only 12.9 percent of the deals. The study also shows the type of pre- owned unit that is traded in for a new unit. In the U.S., pre-owned-snowmobile-to-new- snowmobile transactions occurred at a rate of 92.1 percent. Motorcycle-to-motorcycle deals happened 95.8 percent of the time. When the percent of pre-owned units sold by inventory age (0-369 days) is considered, the study of more than 235,000 pre-owned units sold shows that 16 percent of used units are sold within nine days of acquisition by the dealership. And 1 out of every 200 used units will remain in stock for over a year. The 90-day benchmark shows that nearly 75 percent of pre-owned inventory is sold within 89 days of acquisition. When considering the top 10 metric units sold by dealerships who use the Lightspeed DMS, the Honda FourTrax Rancher 4X4 ATV topped all pre-owned units sold during the November 2015-October 2016 time period. The Suzuki GSX-R600 was second. The met- ric top 10 pre-owned unit sales had an aver- age gross margin percentage of 21 percent. The Harley-Davidson Street Glide took the top V-twin spot. The top 10 sold pre- owned V-twin models had an average gross margin of 18 percent. PSB Study: Get pre-owned units out in 90 days Avg Gross Margin % Units Sold 1 Honda FOURTRAX RANCHER 4X4 19% 1,563 2 Suzuki GSX-R600 21% 1,324 3 Yamaha YZF R6 20% 1,271 4 Honda CBR 600RR 22% 1,166 5 Honda SHADOW AERO 23% 1,114 6 Kawasaki NINJA ZX-6R 21% 1,112 7 Yamaha YZF-R1 19% 1,060 8 Yamaha V-STAR CLASSIC 650 18% 1,007 9 Suzuki BOULEVARD C50 24% 965 10 Honda FOURTRAX FOREMAN 4X4 21% 943 Rank Make Model TOP 10 SOLD USED UNITS — METRIC Sample: 136,523 Used units sold; November 2015-October 2016 Avg Gross Margin % Units Sold 1 Harley-Davidson FLHX - STREET GLIDE 17% 2,036 2 Harley-Davidson FLHTK - ELECTRA GLIDE 16% 2,030 3 Harley-Davidson XL1200C - SPORTSTER 21% 1,845 4 Harley-Davidson FLHTCU - ULTRA CLASSIC 20% 1,666 5 Harley-Davidson FLHX103 - STREET GLIDE 16% 1,339 6 Harley-Davidson FLSTC - HERITAGE SOFTAIL 21% 1,282 7 Harley-Davidson FLHXS - STREET GLIDE 14% 1,265 8 Harley-Davidson FLSTC103 - HERITAGE 17% 1,066 9 Harley-Davidson FLHTCUTG - TRI GLIDE 17% 968 10 Harley-Davidson FLHTCUI - ULTRA CLASSIC 22% 776 Rank Make Model TOP 10 SOLD USED UNITS — V-TWIN Sample: 44,787 Used units sold; November 2015-October 2016 Source: CDK Global Recreation PERCENT OF USED UNITS SOLD BY INVENTORY AGE, 0-369 DAYS Sample: 235,591 Used units sold; November 2015-October 2016 15.82% 12.88% 11.31% 8.78% 7.02% 5.25% 4.56% 3.78% 3.08% 2.98% 2.31% 2.10% 2.01% 1.63% 1.54% 1.46% 1.37% 1.18% 1.21% 1.03% 0.98% 0.96% 0.85% 0.80% 0.77% 0.71% 0.64% 0.66% 0.55% 0.51% 0.54% 0.46% 0.44% 0.44% 0.36% 0.38% 0.36% 0% 2% 4% 6% 8% 10% 12% 14% 16% 18% 0 - 9 10 - 19 20 - 29 30 - 39 40 - 49 50 - 59 60 - 69 70 - 79 80 - 89 90 - 99 100 - 109 110 - 119 120 - 129 130 - 139 140 - 149 150 - 159 160 - 169 170 - 179 180 - 189 190 - 199 200 - 209 210 - 219 220 - 229 230 - 239 240 - 249 250 - 259 260 - 269 270 - 279 280 - 289 290 - 299 300 - 309 310 - 319 320 - 329 330 - 339 340 - 349 350 - 359 360 - 369 Percentage of Used Units Sold Used Unit Days in Stock Sales of pre-owned Honda FourTrax Rancher 4x4 ATVs attracted an average gross margin of 19 percent, according to a study of CDK Lightspeed DMS data.