Tucker Rocky senior management injecting energy into distribution

Publish Date: 
Jul 22, 2013
By Arlo Redwine

FRISCO, Texas - Dan Courtney, president of Tucker Rocky since early January, has enjoyed motorcycles for years. But now he’s combining that personal passion with the business expertise he earned while helming a distributor in the auto industry.

He’s also depending on a Tucker Rocky management team that continues to orchestrate a company rejuvenation that began roughly two years ago: overhauls in marketing and product sourcing, as well as initiatives in e-commerce and the V-twin market.

Part of the mantra going forward: improve the fill rates, strengthen the V-twin line, support online retailers and drive passion for products, especially the house brands, through consumer media.

Courtney (see image, above right) discussed these and other changes with Dealernews during the Tucker Rocky Dealer Show that ended Monday. Joining the discussion was Hank Desjardins, vice president of marketing.

Courtney made it clear during last week’s Tucker Rocky sales meeting that there is and always will be room for improvement.

“On Tuesday I met with the regional sales managers and really worked hard to communicate a message of investing in the future, investing in continuous improvement, acknowledging that we need to do that,” he said. “And that includes the sales force, but it also includes building the brands. It includes improving our distribution center capacity and our systems.

“We have good competitors,” Courtney added. “LeMans and WPS are substantial competitors, so they’re raising the bar. And we have to raise the bar as well.”

Part of that investment will go toward closer collaboration with major e-tailers.

“We can’t pretend the industry to be something it’s not,” he said. “I don’t want to sound like I’m pro or against [e-commerce]. I just have to deal with the economic reality that the Internet is here to stay, that people are shopping. And they may get product information and go buy it in a brick-and-mortar store.”

In the past year Tucker Rocky formed a team of about a half-dozen employees who specialize in servicing online retailers.

“We’ve created a capability specifically to serve that customer segment, which is larger e-commerce customers, because they have specific sales needs,” Desjardins said. Online retailers primarily need “accurate, timely deployment of data feeds,” he added.

At the Tucker Rocky Dealer Show, an employee of BikeBandit.com called the new service “great” and claimed it far exceeded anything offered by other distributors. (continued)