Tom Hannum, a third-generation owner, has a simple mission

THE PRESSURE’S ON for Tom Hannum III - but not for the reason you might think. Hannum’s grandfather and father started the family dealership 60 years ago by selling a Ford dealership and buying a Harley-Davidson sales and service agreement. The store moved in 1959 from Crum Lynne, Pa., to Media. In 2000, the Hannum family opened a second location in Chadds Ford, Pa. The Media store has si...

Wilkins H-D says secret to success -- is no secret

THIS IS NOT a riveting, tell-all story. Here, you won’t find the silver bullet to instant success, the magic catalyst to turn around an ailing business or the secret sauce to stability. Because things don’t exist, according to John Lyon, co-owner and general manager of Wilkins Harley-Davidson in Barre, Vt. So why keep reading?  Because as winners in the

BMW of Riverside leads from the front

Starting as a new dealership in April 2010, BMW Motorcycles of Riverside produced year-over-year growth figures above and beyond BMW’s already strong numbers. Due to a combination of aggressive leadership, hands-on participation in the sport and the right location, dealer principal Dan Schoo now finds himself at the helm of one of the strongest BMW dealers in the nation. Schoo ...

Kate Ribar 'has it made' at Renegade H-D

IF MOVING TARGETS are harder to hit, Kate Ribar has nothing to worry about.

Getting ready to move? 10 things you need to know

IT IS ALWAYS exciting to move into a new house, but it’s not always easy. If it is a new home for your dealership, the move can cost a lot of money, if you’re not careful.

First Coast Powersports is conquering the ancient city

ST. AUGUSTINE, Fla. -- Owner Mark Allen started with a marine dealership. He bought another, then added three powersports businesses, finally consolidating everything in August 2012. There are separate buildings for powersports, marine and service, and a giant tent that houses an open-air side-by-side lot.

Building Your Business

Planning

PORTLAND, Ore. – Industry entrepreneurs have turned to crowdfunding – microfunding from online donors – to finance everything from the documenta
STURGIS, S.D. – It’s only been open a few months, but Indian Motorcycle Sturgis says it is already breaking away from the pack when it comes to b
ALBUQUERQUE, N.M. – Indian Motorcycle of Albuquerque has hired Mike Carson to be the dealership's general manager when it opens this fall. Carson began
LAFAYETTE, Ind. – Things are really cooking at the site of the new Boiler Harley-Davidson megastore, set to open this fall. Harley franchise owners Mark and
WYOMING, Minn. - …And now for something completely different. Polaris Industries, not content with being a dominant force in SxS and ATV sales, nor with ma
THE BUCK STOPS HERE. A chief executive officer is the single person responsible for a company’s performance. He or she is the leader of the entire organizat

Vehicles

WICHITA, Kan. – When the motorcycle market began to soften, the first companies in the industry to go under were small manufacturers making big bikes. Now t
CORTLAND, N.Y. - This town in central New York received a big boost in summer tourism in 2009, when the New York Jets moved their training camp here. Since then,
Welcome to the 2014 Dealernews OEM Report Card SURVEY.
SAN MARCOS, Texas – Tompkins Tomcar, a dealer and distributor of Tomcar ATVs and UTVs, is relocating its headquarters from Andrews, Texas to Dripping Spring
WHEN I HEARD that Kawasaki had once again dipped into the auto industry talent pool to hire its most recent sales and marketing executive, I was curious about why
MURRIETA, Calif. – Pacific Powersports, Inc. is the new U.S. distributor for Italy's Falco Motorcycle Boots. One of the first new products to arrive sta

Aftermarket

SAN CARLOS, Calif. - Motion Pro today announced a new Minimum Advertised Price (MAP) policy that will become effective Sept. 1. "In order to protect the Moti
CHINO, Calif. - Franchise dealerships are seeing some tides turning when it comes to gaining an advantage over online retailers. Brands such as Maxxis and CST hav
SHERBROOKE, Quebec - Importations Thibault Ltd. announced it will distribute ONE Industries' products in Canada. "The complete line of products will be i
MADISON, Wis. – Among the brands at this year's Parts Unlimited and Drag Specialties Showcase and National Vendor Presentation was newcomer American Kar
ALISO VIEJO, Calif. – Held Waterproof Series bags are now available in the United States through Held USA and its dealers. All of the bags have a PVC-coated
MILWAUKEE, Wis. – Harley-Davidson has teamed up with 3M for some of their latest riding gear, including a rain suit and three jackets. Each piece utilizes 3

Top 100

SANTA MONICA, Calif. - Dealernews has announced the list of benefits Top 100 Dealers and special prize winners will receive for the 23rd Annual Top 100 Dealer Com
COLUMBUS, Ohio – Iron Pony Motorsports has hired former American Motorcyclist Association national riding manager Dave Hembroff as special projects director
THIS IS NOT a riveting, tell-all story. Here, you won’t find the silver bullet to instant success, the magic catalyst to turn around an ailing business or t
LYNN NATHAN planned to retire five years ago at the age of 65, but when the economy collapsed in 2008, triggering the Great Recession, she felt obligated to conti
SANTA FE, N.M. - Santa Fe Harley-Davidson is under new management following Danny Spurlock’s sale of the shop to David Pearson. The dealership in a former T
KANSAS CITY, Mo. – The industry and dealer community mourn the loss of Top 100 dealer Michael Stanfield, owner of Freedom Cycles Inc. and Freedom Rally Raci

Customers

Mark Rodgers started at Hannum’s Harley-Davidson near Philadelphia, Pa., before moving to The Motor Co. in 1990. In 1998, he and his wife, Amy, started thei
FORT MYERS, Fla. – Scott Fischer Enterprises (SFE) isn't wasting any time booking events at its latest development Six Bends, with e
IRVINE, Calif. – In recognition of the growing number of Hispanic motorcycle riders, the Motorcycle Safety Foundation has issued Spanish versions of three o
MARION, Ill. – The annual school backpack event at Black Diamond Harley-Davidson is much more than just a few sacks of supplies. It’s a full day of fu
WHEN I STARTED RIDING 50 years ago I never thought much, if at all, about the gender of other motorcyclists. I just assumed they were men. In the 1980s, when I be
We also wanted to get feedback about Overland Expo from some of the brands involved. Tracy Motz, communications manager for Rev’It USA, answered some questi

Market Forecasts

NADA: New unit interest increases at expense of used

COSTA MESA, Calif. – Interest in new powersports vehicles continues to climb, but at the expense of used units, according to the latest research from NADA Guides. NADA Guides reported that used sales are sliding for the fourth straight month, but new unit sales are increasing. Prices were holding steady or declining in every category year-over-year. The ...

Running Your Business

Administration

THE BUCK STOPS HERE. A chief executive officer is the single person responsible for a company’s performance. He or she is the leader of the entire organizat
JUPITER, Fla. - F&I and dealer development provider RpmOne has upgraded its website to include a virtual training center and Instant Quote System, a web-based
THIS IS NOT a riveting, tell-all story. Here, you won’t find the silver bullet to instant success, the magic catalyst to turn around an ailing business or t
The Sea-Doo Spark has proven to be a double-edged sword for retailers, according to a new Dealernews/Baird research survey of BRP dealers.  
DULUTH, Minn. – ARI Network Services, Inc. has officially opened its new facility of more than 25,000 sq. ft. The company invested more than $500,000 in the
THE EVOLUTION of side-by-side models is proof that if something has a motor in it, then someone will want to race it. Originally the workhorse of the powersports

Financials

BUFFALO, N.Y. - Equipment financing provider Blue Bridge Financial says it is beefing up its national sales and management team as it develops offerings in s
WHEN WE FIRST STARTED Dealership University in 2004, before the creation of Powersports Marketing, we focused exclusively on training dealers in all aspects of op
PUNTA GORDA, Fla. -- April was a huge turnaround month for Destination Powersports as the dealership sold a record 76 new and pre-owned units and posted a net inc
PUNTA GORDA, Fla. -- Last month, we discussed the importance of having the right people to execute your systems and processes. In this report, we see that people
PUNTA GORDA, Fla. — Bill Shenk’s Destination Powersports dealership was hit by a triple whammy early in 2014 but still managed to post a slight profit
CHICAGO, Ill. - Veteran consultants Dick Outcalt and Pat Johnson from The Retail Owners Institute will present premiium retail financial workshops as part of the

Inventory

COMMENTS from BRP/Can-Am dealers responding to the latest Dealer Sentiment Index survey:
SANTA MONICA, Calif. – Dealer Expo announces that asset management expert Mel Selway of P.A.R.T.S.* will create a Model Store Room for the DX Dealership --
MILWAUKEE, Wis. – Lawn equipment manufacturer Echo Bear Cat will use ARI Network Services’ eCatalog solution on its dealer portal to allow its distrib
WARMER WEATHER seems to be bolstering everyone's moods, according to the Q1 Dealer Sentiment Index survey produced by Baird Research and Dealernews.
The following comments were submitted by Honda franchised dealerships in the Q1 2014 Dealer Sentiment Index research study, produced by Baird Research and De
The following comments were submitted by Piaggio/Vespa franchised dealerships in the Q1 2014 Dealer Sentiment Index research study, produced by Baird Research and

Legal/HR

LAKE ELSINORE, Calif. - Side-by-side dealers in California now receive the same protections motorcycle and ATV dealers do, thanks to new legislation signed by Gov
HOFFMAN ESTATES, Ill. - ADP Dealer Services Inc. will operate under the name CDK Global Inc. once the spinoff from ADP is completed, the company announced. CDK Gl
PANAMA CITY BEACH, Fla. - The owner of a scooter rental business has sued Bay County and the City of Panama City Beach, claiming ordinances that would require saf
COLUMBUS, Ohio – A.D. Farrow Harley-Davidson is seeking experienced candidates to fill three openings: motorcycle sales manager, motorcycle F&I manager
RALEIGH, N.C. - Ray Price Harley-Davidson and Ray Price Triumph have promoted former sales manager and finance director Mark Hendrix to general manager. “Ma
GRETNA, La.  – The owners of New Orleans Harley-Davidson in Metairie are suing the shop's former office manager to recover nearly $100,000 allegedl

Training

Mark Rodgers started at Hannum’s Harley-Davidson near Philadelphia, Pa., before moving to The Motor Co. in 1990. In 1998, he and his wife, Amy, started thei
SANTA MONICA, Calif. – The Motorcycle Mechanics Institute (MMI) a division of Universal Technical Institute, will deliver two half-day ‘master’
SANTA MONICA, Calif. - Dealernews welcomes retail sales consultant, award-winning speaker and best-selling author Mark Rodgers as a regular contributor, starting
'TIS THE SEASON for new motorcycle releases and the accessories that accompany them. In that regard it doesn’t hurt to ask ourselves, “What do my
IN MY April article, I covered the importance of having a training plan and continuously improving it. Having a training system in place separates elite dealers f
SANTA MONICA, Calif. – Dealership University will deliver three exclusive workshops as part of an in-depth Marketing Track educational program at the D