The world has changed for all of us, and we need to do business differently than how we did it 10 years ago. We’re planning to also have seminars on the show floor, such as installation sessions involving a number of manufacturers that will be beneficial to the dealers as well.
We’re also going to have a special auction by NPA — all pre-owned Harley-Davidson motorcycles. And we’ll have a seminar hosted by NPA’s Justyn Amstutz, because he does an excellent job of talking to dealers and showing them how to build their businesses with pre-owned bikes. I don’t think there are a lot of dealers who understand that they have an advantage with pre-owned, now, because Harley-Davidson has slowed down the delivery of new models. With an auction, dealers can go buy that preowned bike, bring it to their shop and sell it.
What’s the benefit of co-locating the American V-Twin Dealer Show with Dealer Expo?
Pfeiffer: The reality is, there are many shops that operate in both the metric V-Twin side and the Harley V-Twin side. There’s a lot of crossover. And the independent shop owner has learned that if he opens up his scope of business beyond American V-Twin, he can work on metric vehicles. Mechanics are mechanics. If they get the training, they can work on both sides.
Putting the two shows together is beneficial for the dealer because he can go in and shop for and learn about both sides of his business — during one weekend and at one venue. It saves money and time.
How big of a commitment to the V-Twin industry are you seeing from this show?
Pfeiffer: The reason I joined Advanstar to work on a consulting basis on the V-Twin side is because I believe the company has the financial means and the resources to do a good job. They have to reach out to work with the V-Twin industry and recognize that the V-Twin market is a different breed of cat. It’s not that the V-Twin industry is trying to be an island unto itself; it just operates differently.
Advanstar has the opportunity to really capture the V-Twin side of the industry, and that’s what they’ve committed to do. Advanstar is trying to bring this market back and build the show as it should be built. I think Advanstar has the advantage because of their “total commitment to the powersports industry.” We will build this show and make it viable for the V-Twin vendors and dealer network.