Issue link: https://read.dmtmag.com/i/410960
OPINION FROM THE EDITOR www.PowersportsBusiness.com Powersports Business • October 6, 2014 • 22 It's always a sign of an upward tra- jectory in the industry when the phone rings, and on two con- secutive calls, analysts from two different investment companies are on the other line, seeking insight into customization, or pricing of side-by-sides. That's a strong sign that somewhere, some as-yet- unnamed company is either looking to enter our industry, or expand its presence in powersports. AIM- Expo will be a celebration of that upward trend, as the economy continues its oh-so-slow march to better days ahead, and your customers find that the time is now to hit the trails, the snow, the water or the open road. If you're a personal watercraft dealer, you've prob- ably seen an increase in sales somewhere in the 20-30 percent range year-over-year through the end of the summer. Now that's an expanded presence to your bottom line. I can say for certain that Yamaha Watercraft dealers were overjoyed at viewing the most robust WaveR- unner lineup ever revealed. The 2015 model launch at the Fontainebleau Hotel in Miami in August was over the top in a lot of ways — put a stay at the Fon- tainebleau in South Beach on your bucket list — but none more so than the product lineup itself. (OK, that WaveRunner house band that played under a mostly banner night outdid itself, and the demo rides on the Intercoastal held rank also, as did that wicked bakery near the hotel lobby.) Dealers had become so accustomed to "Bold New Colors and Graphics" that I must have heard a dozen dealers tell me how pleased they were that the 2015 launch offered so much more. I had the task of hop- ping aboard the full 2015 WaveRunner lineup at the Ritz-Carlton in Lake Oconee, Ga., (that ain't a bad bucket list spot, either!) and found Yamaha's new RiDE dual handlebar throttle controls to be a supreme way to maneuver around tight quarters. I mean, even I can handle right throttle for forward, left throttle for reverse. Dealers in the hotel ballroom were equally excited to see for themselves the following day on the Intercoastal. And I really appreciated how the forward-thinking Yamaha crew out of Kennesaw, Ga., refused to rest on its laurels with the VX series. The industry's best-sell- ing PWC series for nine years in a row got a complete overhaul, including a new hull and deck. With RiDE as part of the package, dealers were ready to sell right there on the carpeted hotel floor. We met with plenty of dealers and Yamaha execs during our memorable visit to South Beach, and will share more about them in upcoming editions. But for now, it's time to return to Florida and embark on the 2nd annual AIMExpo. I thought it would be worthwhile to check in with Mike Webster and Larry Little from AIMExpo to get the last-minute scoop. We'll be around for the Wednes- day, Oct. 15 PSB Institute @ AIMExpo Kickoff Networking Reception sponsored by GE Capital at the Rosen Centre Hotel pool balcony, and of course for Thursday and Friday during the dealer training sessions at the PSB Institute. National Powersport Auctions recently stepped up to sponsor the Power 50 Awards Dinner on Thursday night, and we look forward to welcoming the Power 50 dealers to Orlando that night while sharing the top traits of the Power 50 dealers. COME VISIT US IN ORLANDO Be sure to check out the Powersports Business Institute @ AIMExpo while you're in Orlando. Held in the meet- ing rooms across the hall from the entrance of the AIM- Expo exhibit hall, we'll be offering the dealer training sessions Thursday and Friday, Oct. 16-17. CDK Global Recreation and STA-BIL are premier sponsors of the PSB Institute, with Dominion Powersports Solutions (Digital Solutions Track) and McGraw Powersports Group (Powering Profits Track) as track sponsors. And while the sessions are geared toward deal- ers, we don't turn anyone away. Actually it's always great to see members of the OEM, business product and aftermarket communities sit in on the sessions to get more familiar with the challenges that dealers face. After all, we don't have all the answers, but if we get enough people talking about the questions, the answers are likely to follow. AIMEXPO GROWTH Simply put, you'll be surprised by AIMExpo's growth in Year 2. The exhibitor list is nearly 500, up from 392 a year ago. Those exhibitors have helped the show floorplan space grow by more than 40 percent. "That makes us the largest powersports show in North America, by far and away," Little said. "And just as important, dealer preregistrations are running about three times what they were at this stage last year. Online ticket sales for consumers are about double what it was this time last year. We're looking forward to a real good turnout." Webster says the mix of trade, education, media and consumers is proving to be an ideal format. "They're figuring out the platform makes sense," he said. "Last year, a lot of people said 'Wait, we've never done that before. Let's take a step back and see what happens.'" "We had a lot of good evangelists who were at the show last year, and it's clear that is the new way to do business. In a lot of respects it was easy for people to make the decision to come, and they budgeted for it this year," Little added. If you're not worn out by the time you leave AIM- Expo, you weren't trying. In addition to the aforemen- tioned PSB Institute @ AIMExpo happening the night before the show even opens, Kawasaki has also chosen Wednesday, Oct. 15, for a worldwide reveal to dealers at the Orange County Convention Center. Yamaha fol- lows suit with a worldwide reveal on Thursday morn- ing to set the stage for the AIMExpo opening. The PSB crew takes over Thursday night for the invite-only Power 50 Awards Dinner. At AIMExpo Outdoors!, you'll be able to demo ride units from Yamaha, Suzuki, EBR, Harley-Davidson, Massimo and KYMCO. The AMA is hosting its first modern-era convention for its members, along with the Hall of Fame Induction ceremony. The Motorcycle Industry Council will offer numerous opportunities for vendors and dealers alike to join their ranks. "As we said from the outset, we want to add value to the industry," Little said. "I think we're delivering." Webster, as the head honcho overseeing AIMExpo at Marketplace Events, believes the show is setting itself apart through an old standby — customer service. "We're all in this together. The value of good, qual- ity customer service is always at the forefront with us," Webster said. PSB Dave McMahon is editor in chief of Powersports Busi- ness. Contact him at 763/383-4411 or dmcmahon@ powersportsbusiness.com. 1. 121hp Can-Am Maverick X ds offers industry-first turbocharged engine 2. High-tech $1,400 SKULLY helmet offering financing option 3. Dealership owner Don Tilley dies in motorcycle crash 4. Report: Polaris sues Arctic Cat re: UTV technology 5. Moto Guzzi announces two new 2015 bikes 6. Arctic Cat unveils largest model year ATV, side-by-side lineup ever 7. Yamaha unveils 2015 WaveRunners with RiDE Dual Throttle Control 8. Kawasaki releases Ninja H2 sound 9. S&S-powered Matchless Motorcycles to debut latest design 10. Kawasaki 2015 Ninja H2: "Built Beyond Belief" 11. New Polaris eBikes to be unveiled 12. Yamaha reveals 2015 Viking, starting at $12,799 (EPS) 13. Arctic Cat releases two new 2015 race sleds 14. Honda recalls 126,000 GL 1800, GL 1800A motorcycles 15. ARCH Motorcycle Company begins production of $78K bikes The headlines above belong to the most frequently viewed articles from Powersports Business' twice weekly e-news during the Aug. 25-Sept. 23 period. The number is based on the percentage of e-news viewers who clicked on the article's headline. To subscribe to e-news, go to www.powersportsbusiness.com/newsletter-signup. WHAT'S THE HOTTEST INDUSTRY TOPIC? Powersports Business blog ONLINE WITH POWERSPORTSBUSINESS.COM Leading industry executives and dealer consultants are among the contributors to PSB's blog. See below for recent blogs. Industry ready to celebrate a positive year in Orlando Visit powersportsbusiness.com/blogs Keep up with PSBI @ AIMExpo Want to know what's happening at the Powersports Business Institute @ AIMExpo? Wondering what was said in the session next door? Follow @PSBMagazine on Twitter and like Powersports Business on Facebook at facebook.com/psbmagazine. We'll be posting live from the event! And if you're there, feel free to use the hashtag #AIMExpo, so everyone can read what you're learning about. Also, PSB will be sending two e-blasts from the show, both Thursday and Friday morning, so you can discover what's going on at the PSB Institute and on the AIMExpo show floor. AMANDA WHITE Account Manager, PowerSports Network Instagram grants the ability to be creative without expensive equipment and a photography education. How? Instagram provides filters that custom- ize the aesthetic of any photo taken. JENNIFER ROBISON National Retail Specialist, Tucker Rocky Smaller retailers in many industries outside of powersports have chal- lenges with their visual presentations. I see retailers from nail salons, tax preparer's offices, dry cleaners, and, as shown in the image, pawn shops, struggle with visual presentations. MARK MOONEY Director, Retail Performance, Pied Piper Management Company LLC "Where's the Owner's Manual? A practical guide to running a profitable, stable motorcycle dealership" is one of the many informative and educational classes being offered this year at the Powersports Business Institute @ AIM- Expo on Oct. 16 and 17 in Orlando. BRAD SMITH Vice President of Product Management, ARI Network Services The new unit sale is just the beginning of your relationship with a customer, and my session at the PSB Institute @ AIMExpo will show you how you can use online and in-store parts lookup to increase the efficiency and profitability of your parts and service departments. DAVE McMAHON