Issue link: https://read.dmtmag.com/i/148632
12 • August 12, 2013 • Powersports Business Opinion ONLINE WITH from the Editor Company's global reach began in a basement Our Focus section in this edition offers insight into the snowmobile industry (but surely you'll find other industry-related stories to keep you engaged even if you don't sell snowmobiles). You'll find all sorts of highly informative data points from our partners and stories from our writers that will keep you apprised of Dave Mcmahon everything powersportsrelated, snowmobile or otherwise. The inventiveness of our industry continues to inspire. In two different stories, you'll learn how dealerships that sell snowmobiles and PWC both turned to demo rides to sell product. It's that simple folks. We hear again and again that it works, and these are just two more examples of ways to grow your business. Speaking of businesses that are growing, FXR Racing owner Milt Reimer might be one of the few in the industry who knows what it's like to do $2 million in sales from his basement. And he knows what it's like to add to that sales number with an additional shop built on his property. Now, Reimer is living in the lap of luxury with a new facility in Winnipeg. And the 2013-14 season figures to be one that will drive even more sales growth for the manufacturer of snowmobile and motocross gear and apparel. Reimer won't soon forget the early years. "After we built the shop, we had about 18 or 19 people there in and around my house every day," Reimer laughed. "We started with three, and that's manageable enough from your house. Then we just ballooned. You can't sleep in in the morning because there's always people there. You can't take a vacation in the summer, do things around the yard. You learn to live with it. It's like your own little Amish community there. It doesn't go away." In 2011, FXR finally moved into more enticing environment, about a 15-minute drive from its origins. The company purchased commercial property that included a building, and in the past year has added a second building for corporate offices. "It's absolutely awesome to have it off my yard finally," said Reimer, who grew up working part-time at Honda-Polaris dealership. FXR's lineup now includes 25 employees. A 40,000 square-foot warehouse that has an additional dozen www.PowersportsBusiness.com staffers sits about 10 minutes from the new office space. The company also has warehouses in Minnesota and Sweden. A unique arrangement has allowed FXR to partner with FXR Korea in Seoul. That office facilitates production of FXR jackets and pants, all of which are sewn in Vietnam. "We're able to build crazy pieces with huge amounts of embroidery at reasonable costs," Reimer told Powersports Business. "We can put technical pieces and functions into our products for a price that other companies have a hard time competing with." FXR Korea produces FXR products only, and ships globally to all its vendors. "They have the digitized pattern-making equipment, the lazer-cutting equipment for pocket welds. They do all the patterning and all ordering of supplies, then allocate and coordinate the shipment to the sewing factory. We'll have three or four factories sewing for seven months of the summer to meet our production schedule." A team of nearly a dozen quality control managers in Vietnam ensure that the manufacturing process meets FXR's requirements, and an FXR manager from Canada travels to Vietnam four times a year. "It's a flood of materials, and it's incredibly complicated what we're doing," Reimer said. "We cut and sew more product than probably [three major snowmobile apparel manufacturers] put together. Measuring sew and embroidery hours, we would be. It's a little mindbending at times trying to coordinate it all." In fact, FXR is considering purchasing its own factory due to the volume. "We're constantly fighting to manage production," he said. "The North Korean conflict forced a lot of the managers of the sewing operations to go to Vietnam, even though Korea owns the sewing infrastructure. Companies like Hyundai, Kia and Samsung all originally were sewing factories. It's a starter for the economy to get up and running." FXR is doing its part to bolster your dealership's local economy by adding Realtree camo to its product for 2013. With flotation assistance devices built into many of its garments and Boa Technology in five of its boots options, FXR's worldwide growth is certainly built on inventiveness. PSB Dave McMahon is Editor in Chief of Powersports Business. Reach him at dmcmahon@powersportsbusiness.com or 763/383-4411. POWERSPORTSBUSINESS.COM Link up with us With the powersports industry fighting against iPhones, tablets, video games, cars, TVs and a million other things that take customers' discretionary dollars, it's now more important than ever to network to learn about the best techniques for earning customers' hardearned money and which products and services can lead a dealer to success. That's why more than 2,400 people have joined the Powersports Business LinkedIn group. Recent discussions have included those on fractional motorcycle ownership, marketing to women, the latest digital tools and more. For those in the market for a new career, there are always a plethora of job listings. To join us, search for Powersports Business in the search bar. What's the hottest industry topic? 1. Polaris to unveil 2014 RZR 2. More new off-road models expand the 2014 Honda lineup 3. WPS, HardDrive Parts bulk up staff lineup 4. Suzuki to intro 2014 motorcycles, ATVs at AIMExpo 5. Quadski builder Gibbs to increase dealer count 6. California dealership celebrates 30th anniversary 7. Consumer Reports lists 10 motorcycles to ride this summer 8. New Polaris Visa card offers points at dealerships 9. India's Hero MotoCorp buys 49.2% stake in Wisconsin's Erik Buell Racing 10. BRP stock gets outperform rating from analyst 11. China's "Sturgis" draws 600 Harley-Davidsons to Hangzhou 12. Big 4 motorcycle exports dip again 13. BMW, Triumph dealer adds Brammo to lineup 14. ONE Industries acquired by private equity group 15. Harley-Davidson Q2 U.S. retail sales flattish, analyst says The headlines above belong to the most frequently viewed articles from Powersports Business' twice weekly e-news during the June 26-July 26 period. The number is based on the percentage of e-news viewers who clicked on the article's headline. Scan the QR code above to read the top 15 stories online. To subscribe to e-news, go to www.powersportsbusiness.com/newsletter-signup. Powersports Business blog Leading industry executives and dealer consultants are among the contributors to PSB's blog. See below for recent blogs. Steve Lemco Brad Smith Author, "Motorcycle Sales Made Easy" & "You Gotta-Wanna" Director of Product, ARI The key to having a super sales department is to have a super hiring system. There are many good qualified people who would love to work for you. The first thing to understand is the importance of taking the call when someone answers your ad. Whether it's general website information, blog posts, social media conversations, or digital magazine articles, if your business goal is to drive more traffic to your website, you need content, period. It's content that determines your organic search engine ranking. John R. Graham Liz keener Sales and Marketing Consultant, GrahamComm Managing Editor, Powersports Business Some business ideas seem to have a life of their own, particularly since they sound so reasonable. Since they're "self-evident," they gain truism status. But once unmasked, they're revealed to be what they really are — untrue. FXR Racing owner Milt Reimer has watched his company grow from a spot in his basement to expansive new digs in Winnipeg. P12-PSB10-Opinion.indd 12 Though some dealers may scratch their heads searching for why their event was less successful than imagined — it's on a holiday weekend, it rained, another event is going on, etc. — one source to go to may be the marketing materials. Visit powersportsbusiness.com/blogs 7/31/13 2:44 PM