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PSB FOCUS 12 • March 13, 2017 • Powersports Business www.PowersportsBusiness.com This issue: UTV-Utility Next issue: V-twin u 64% of new UTVs sold in 2016 by CDK Lightspeed dealers had work in mind WITH UTV SALES, THERE'S WORK IN THEM DOLLARS Data provided by CDK Lightspeed exclusively to Powersports Business shows that of 162,000 new UTVs sold in 2016 at dealerships in the U.S. and Canada, 57 percent were of the "multi-purpose" variety, 7 percent were for "work" and 36 percent were sport models. w w w . p o w e r s p o r t s b u s i n e s s . c o m NEWS: North Carolina dealers meet . . . . . . . . . . . . PAGE 5 FINANCE: Excelsior-Henderson seeks comeback . . . . PAGE 8 CYCLE: Alpinestars hosts unique event . . . . . . . . . PAGE 26 POWER 50: Lakeside Motor Sports expands . . . . . . . . . PAGE 38 The U.S. Consumer Product Safety Commission's (CPSC) 2015 Annual Report of ATV Deaths and Injuries (published January 2017) confirms that fatalities and injuries related to ATVs continue to decline. The report finds a "statistically significant decreas- ing linear trend" in ATV-related injuries for 2007-15. For 2007-12 reported ATV-related fatalities declined by 31 percent, and ATV-related fatalities involving chil- dren declined by 50 percent. Reporting for 2013 to 2015 is ongoing. "Member companies of the ATV Safety Institute (ASI) are committed to ATV safety training and education and are pleased that ATV-related fatali- INSPIRING SUCCESS THROUGH MARKET INTELLIGENCE Taking a ride New York dealership's Demo Tour solidifies relationships with future customers. SEE PAGE 30 HOTNEWS Strong sales American Honda reports its December and Q4 sales grew in the U.S. SEE PAGE 6 Enthusiastic start The IMS tour sees customers excited, as the industry heads into motorcycle riding season. SEE PAGE 24 Dealers, vendors report strong turnout in Texas BY DAVE McMAHON EDITOR IN CHIEF Industry folks will be glad to learn that the Tucker Rocky | Biker's Choice Dealer and Brand Expo wasn't just a one-off event to celebrate the distribu- tor's 50th anniversary last month in Frisco, Texas. No, the Tucker Rocky brand appeared alive and well in front of a reported 800 dealers on a pair of splendid Texas February days, and president Eric Cagle announced that the show will once again become an annual event for dealers, after it was last held in 2014. Anyone on hand in Frisco would have to surmise that's a great move. One vendor representative said it was the most excitement he's seen from dealers at a show in years. Similarly, dealers were equally eager to get prepared for the imminent start of the riding sea- son throughout much of the U.S. Sales orders were being written in abundance thanks to the show specials being offered. Tucker Rocky, of course, has not been without its share of news in recent months. Former com- pany president Dan Courtney stepped aside in February of 2016. His replacement, Eric Cagle, has been on board only since October, and since then the company has tendered pink slips to dozens of staffers. But if those moves were made to right the ship, it appears that smoother sailing days will be ahead for the company. Dealers in large numbers commented on the fact that Tucker had ended its dealer show hiatus; many remarked on the timing and the appeal of the show specials. With the Super- cross race at AT&T Stadium the day after the show in nearby Arlington, it all combined to give Tucker PSB: FOCUS UTV-Utility SEE PAGE 12 See Tucker Rocky, Page 7 See Hot News, Page 3 March 13, 2017 • Volume 20, Number 4 • $3.99 CPSC report shows continuing decline in ATV deaths, injuries A vibrant Tucker show 'Encouraging' results to end 2016 thanks to UTVs, PWC BMO Capital Markets analyst Gerrick L. John- son reports "encouraging" results from the Q4 2016 Powersports Business/BMO Capital Mar- kets Dealer Survey. The online survey was completed by 138 dealers, representing 41 states and five Canadian provinces. Of the 138 dealers surveyed, Polaris (59 dealers) had the great- est representation, followed by Honda (44), Yamaha (52), Kawasaki (41), Can-Am (29) and Arctic Cat (20). Other brands sold by dealers who com- pleted the survey include: American LandMaster, Aprilia, Argo, Bad Boy Off Road, Bennche, Benelli, Beta, Bintelli, BMW, Brutus, California Sidecar, CFMOTO, Club Car, Cub Cadet, Ducati, EBR, Eton, GEM, Genuine Scooter, Hammerhead, Har- ley-Davidson, Hisun, Husqvarna, Hyosung, Indian, John Deere, Joyner, KTM, KYMCO, Massimo, Moto Guzzi, Motor Trike, Nor- ton, Piaggio, Sea-Doo, Ski-Doo, Slingshot, SSR, Suzuki, SYM, Tomberlin, Triumph, Ural, Positive trends shown in Q4 dealer survey HOW WOULD YOU CHARACTERIZE YOUR CALENDAR Q4 (OCT.-DEC.) BUSINESS PERFORMANCE RELATIVE TO PLAN? POWERSPORTS BUSINESS/ BMO CAPITAL MARKETS Q4 2016 DEALER SURVEY Above plan 18% On plan 36% Below plan 46% See Q4 Survey, Page 4 Source: Powersports Business/BMO Capital Markets Smack dab in between Lubbock and Amarillo, you'll still find Plainview, longtime home of George's Cycle Shop. Owner George Gonzalez (left) was pleased to share a meal at the 50th anniversary Tucker Rocky | Biker's Choice Dealer and Brand Expo with Barry MacGregor, inside sales rep for Biker's Choice. They might have had more industry history than any other two people eating lunch that day. Dealers at the Tucker Rocky | Biker's Choice Dealer and Brand Expo came ready to order new products for the upcoming season. Finding a spot to review the show specials and vendor deals was not an easy task at the Tucker Rocky | Biker's Choice Dealer and Brand Expo in Frisco, Texas, last month.