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OPINION FROM THE EDITOR 20 • November 9, 2015 • Powersports Business www.PowersportsBusiness.com As you can see from our cover photo of the 2015 Power 50 Awards Dinner, we had a grand old time in Orlando at the third annual AIMExpo. In case you haven't figured it out yet, AIMExpo is the only industry- wide gathering of the year, and there's no reason why you can't take a couple of days away from the shop or office to see what makes our industry great. As always, the face time that AIMExpo provides for all of us is exponentially more important than hunker- ing down in front of your computer monitor for those 72 hours that you could be uncovering your dealer- ship's next great revenue stream. The opportunities to re-connect with your peers and reach out to new industry members were end- less once again in Orlando. It was refreshing to see so many new faces attending the dealer training sessions at the Powersports Business Institute @ AIMExpo presented by CDK Global Recreation and National Powersport Auc- tions. In fact, so many new dealer attendees were in the rooms that attendance in the sessions increased by 12 percent overall in the following four tracks: Sales & Marketing spon- sored by Fisher Investments 401(k) Solutions; Leadership Plus sponsored by ARI; Service & Operations sponsored by Weego; and Powering Prof- its sponsored by McGraw Powersports. Meanwhile, the new fifth track, the Brick and Mortar Success Guide, has to be considered a rookie year success story based on the comments and feedback we've heard from dealers in attendance. Even better were the conversations created in the classroom tracks. Often, a newly minted dealer would ask a question to the presenter, and the veteran deal- ership representatives in the room would assist with guidance and helpful tips. Then, the veteran dealers in the room would offer advice or suggestions to their peers, creating a collaborative atmosphere not unlike a 20-group meeting. It's that sort of give-and-take we had in mind when we created the PSB Institute @ AIMExpo, and we're hopeful the classes we offered inspired success for 2016. But the inspiring stories could be heard in places far beyond the PSB Institute @ AIMExpo. Here are a couple I found: For starters, the second annual PSB Kickoff Net- working Reception sponsored by Manheim Specialty Auctions, situated on a poolside balcony at the Rosen Centre Hotel, proved to be an ideal setting to get AIM- Expo started. Many dealers from one of Gart Sutton's 20-groups had just completed two days of meetings across the hall at the Rosen Centre, and couldn't help but take up the invitation to attend the get-together. Starting at very top with Tim Buche, president and CEO of new AIMExpo owner, the Motorcycle Indus- try Council, dozens of industry and dealership execu- tives with enormous amounts of clout and buying power were eager to make connections to grow their businesses heading into 2016. The show floor itself offered dealers and manu- facturers the opportunity to get connected as well. With a record 550 exhibitors, the exhibit space was truly impressive. If you weren't there and didn't see the all-new Kawasaki booth, it was a sight to behold. A grand slam, no doubt about it. As for first-time AIMExpo attendee BMW, its double-decker booth took on an EICMA-like flavor. And that, folks, means that AIMExpo exhibitors are stepping up to a new level of play when it comes to rolling out the red carpet for their dealers. AIMExpo Outdoors! experienced long lines from start to finish in the demo ride space. In fact, I heard from Zero Motorcycle officials that daily demo regis- trations were sold out by 10 a.m. on both consumer days. And if you ever went outside the West conven- tion center space to see the long lines waiting for shuttles, you'll be glad to know that AIMExpo will be moving across the street to the South concourse next year, adjacent to the demo area. The Power 50, now in Year 3, saw its best atten- dance ever, and more dealerships than ever were represented at the event. Mark Mooney, who presented earlier in the day at the PSB Institute, changed into a tie-dye T-shirt and turned the cocktail reception on its ear by grab- bing his guitar and singing a handful of tunes. Mooney, the former dealership owner, is now a consultant at dealerships nationwide. He's also a PSB blogger. Mike Ratz, fresh off knee replacement surgery, never thought he'd have to climb the stairs to the stage twice at the Power 50 dinner, the second and final time to accept his award as the 2015 Power 50 No. 1 dealership. In addi- tion, Scott Paulin of YAM Worldwide proved to be an ideal representative of GO AZ Motorcycles, the inaugu- ral member of the Power 50 Hall of Fame. Marc Hamud, however, might have sent the indus- try off and on its way with some of the most positive news to come out of the show during the State of the Industry Roundtable. Hamud, senior vice president of GE Capital Commercial Distribution Finance, reported September year-to-date floorplan financing volume had increased 15 percent vs. the prior year, and dealer inventory turns remain strong at over two times per year. Aged inventory is healthy at under 6 percent. In addition, pre-owned and auction volume has continued to rise and has eclipsed $100 million. Or, as the slide noted, the "Industry is healthy and growing." All the more reason to look forward to gathering again at AIMExpo, from Oct. 13-16, 2016. PSB Dave McMahon is editor in chief of Powersports Business. Contact him at 763/383-4411 or dmcmahon@powersportsbusiness.com. 1. Sea-Doo announces 300-hp engine among 2016 model year updates 2. Polaris issues voluntary recall 3. Honda releases Power of Dreams commerical (video) 4. BRP enters utility-recreation segment with new 2016 lineup 5. Honda to debut 2016 midsize sportbike at AIMExpo 6. Power 50 No. 1 dealer opens second store 7. Indian Motorcycles introduces new custom bike 8. Power 50 dealer's new building opens at 38K square feet 9. Polaris announces new Ranger model 10. Yamaha YXZ1000R: 'Most buzz I've seen in 19 years' 11. Zero Motorcycles to launch 2016 electric motorcycles 12. Indian, Polaris dealership possibly opening in Florida 13. Polaris Q3 earnings show 12 percent sales gain 14. Motorcycle plant to receive $10 million in rebates 15. Ski-Doo unveils 2016 MXZx 600RS sled with engine updates, new clutch The headlines above belong to the most frequently viewed articles from Powersports Business' three-times weekly e-news during the Sept. 16-Oct. 21 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 events offer time to re-connect, look ahead Visit powersportsbusiness.com/blogs We want your photos! Back from our time in Orlando at the Powersports Business Institute @AIMExpo, the Powersports Busi- ness Power 50 has a new home on Instagram! Check out photos from Power 50 dealers and the PSB team @power50dealers. Have some photos to share? Be sure to tag photos with #PSBPower50 to spread the word and promote your dealership's status as a Power 50 dealer! TOMMY ADY Founder, The WriteBack Credit counseling is part of being a top-producer in this profession. Quit treating those with marginal credit as credit criminals and try to help them get back on track. There's a big pay- off once you've been doing it for six months or so. GARY GUSTAFSON President, G-Force Consulting I believe that engineers are the most undervalued and vital human resource in the powersports world — possibly the entire world. Whatever you are rid- ing, driving or flying is the execution of an engineering design — and many of them are flat-out amazing. LIZ KEENER Managing Editor, Powersports Business If you open your eyes and look toward the positive, it's not hard to see the powersports industry is doing well, and there will be powersports enthusiasts as long as we continue to introduce new people to the sport and produce new, innovative vehicles. AMANDA WHITE Account Manager PowerSports Network and DX1 Your holiday inspired social media and digital marketing strategies should extend beyond January 1. The holidays are the opportune moment to reach your newest customers, gen- erate new sales opportunities and analyze your social media strategies. DAVE McMAHON Dealer principals and GMs from coast to coast gathered at AIMExpo for the second year in a row for their quarterly 20 Group meeting moderated by Gart Sutton of Gart Sutton & Associates. PSB's Dave McMahon obliged when offered the chance to observe the meeting, followed by lunch.