Give Your Service Department a Boost

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					                                                                                                                                                                       SERVICE and PARTS & ACCESSORIES
    P.O. Box 514016
    Milwaukee, WI 53203-3416




                                                                                                                                                                                   E M P L O Y E E                          N E W S L E T T E R
                                                                                                                                                                                News from Harley-Davidson for Service and Parts & Accessories Professionals • 2010 Volume 1




                                                                                                                                                    Give Your Service
                                                                                                                                                    Department a Boost
                                                                                                                                                    The Download from Dallas
                                                                                                                                                    Use the right tools for the right job. Anyone     The C.U.S.T.O.M.® Customer Service semi-
                                                                                                                                                    who has been around the motorcycle service        nar explored how to use the C.U.S.T.O.M.
                                                                                                                                                    and repair business for a while has heard         process to ensure that every consultation
                                                                                                                                                    variations of that saying. That’s what makes      and sale is personalized to address that
                                                                                                                                                    the difference between doing a job and doing      individual’s wants, needs and desires.
                                                                                                                                                    it like a pro. Harley-Davidson® dealership        Dealers learned how they can use the
                                                                                                                                                    Service department employees attending the
                                                                                                                                                    2010 Winter Dealer Meeting in Dallas,
                                                                                                                                                                                                      C.U.S.T.O.M. process to strengthen every
                                                                                                                                                                                                      customer interaction, whether it happens in              C.U.S.T.O.M.
(continued from page 3)
                                                                                                                                                    Texas, gained an advantage over the competi-
                                                                                                                                                    tion by seeing the latest and best in new tools
                                                                                                                                                                                                      the Service department or anywhere else in
                                                                                                                                                                                                      the dealership.
                                                                                                                                                                                                                                                               stands for:
                                                                                                                                                    to attract customers to their dealership’s        “All Harley-Davidson dealerships sell the                 Connect
next door, so we get people who                                                                            space. Now, we run two locations,        Service department and take their operation       same stuff, so it’s not about the stuff, it’s
would normally never have a reason                                                                         with one exclusively for used bikes.     to the next level.                                about the people,” said Matt Deckard,                     Understand
to set foot in our dealership walking                                                                                                                                                                 Service Operations Area Representative
around and deciding they need a
                                                                                                            “We have pre-owned customers            Seminar City                                      (SOAR), District 3. The next logical question             Satisfy
                                                                                                           come to the main store to pick up
T-shirt or something … anything                                                                                                                     For starters, a few seminars of particular        to ask yourself is: What are the people at your
with that Bar & Shield on it. And
                                                                                                           the used bike. From that point                                                                                                                       Trial   Close
                                                                                                           forward, they get the same               interest to Service department employees          dealership doing to give your custom-
that helps our bottom line.”                                                                                                                                                                              ers a reason to return to you
                                                                                                            experience. Plus, they see the new      explored the current obstacles facing                                                                              the
                                                                                                                                                                                                                                                                Obtain
Brad Zepka, Dealer Principal,                                                                               bikes. Sometimes customers see          dealerships and offered sugges-                          rather than heading
Zepka Harley-Davidson in Johns-                                                                             they can get a brand-new motor-         tions for how to overcome them.                            somewhere else for                                 Commitment
town, Pennsylvania, had another                                                                             cycle for only a few grand more                                                                     their service
                                                                                                                                                                                                                 needs?                                         Maintain the
tactic for keeping his dealership’s                                                                         than a used one, and they change
revenue rolling. “I worked at the                                                                            their mind and go with the new                                                                                                                       Relationship
dealership in the ’70s and ’80s, and                                                                         one instead. But either way, I’ll
it was tough, but we survived. So                                                                            take that customer.”
when new unit sales started slowing
down for us a few years ago, I recognized      King® Police Model, and refurbished the            Next Stop: Nashville
the challenges and knew we needed a plan.      bikes to appeal to modern styles.
                                                                                                  These are just a few of the hundreds of new                                                                                                                             Dealers crowded the Service
“We sell a lot of used bikes now – a little    “We do this all the time,” Zepka said,                                                                                                                                                                                      Performance Center display
                                                                                                  items and ideas for improving dealership
more than 400 a year for the past few years.   gesturing to the demonstration. “We pre-                                                                                                                                                                                     in search of solutions
                                                                                                  Service department operations shown at the                                                                                                                                 from the Motor Company,
Fleet bikes, auction bikes, trade-ins, you     accessorize most of the bikes we sell new or
                                                                                                  2010 Winter Dealer Meeting. We can only                                                                                                                                     vendors and associates.
name it.” Appropriately, ShopTalk spoke to     used. It can be done, and at a profit, but you
                                                                                                  bring back so much information for you on
Zepka in front of a demonstration on how       need to be mindful not to invest an amount
                                                                                                  these few pages. Start making plans to get to
to refresh used bikes for resale. Over the     that can’t be recovered upon the sale of the
                                                                                                  the 2010 Summer Dealer Meeting in
course of the three-day meeting, technicians   bike.” How else has his business adapted to
                                                                                                  Nashville, Tennessee, so you can see it all for
stripped an aged-beyond-its-years FXDB         the recent challenges? “Our used motorcycle
                                                                                                  yourself and decide what is most beneficial
Dyna® Street Bob® and an FLHP Road             business was growing and I didn’t want to
                                                                                                  for your operation.
                                               invest in bricks and mortar, so I rented another
    “There are no stock customers,” said            get some insight into your customers as well     ■   Organizing new                                                                                                       frequently encourages dealers to create             some of his methods for marketing the
    Marianne Taylor, SOAR, District 11, to          as those who are going somewhere else for            owners’ clinics and                                                                                                  a “brag book” of motorcycles                        Service department. “Social networking is
    make the point that you need to treat each      service,” said Chris Tribbey, Manager – Ser-         other service-related                                                                                                 customized by their Service depart-                ripe with opportunities. No dealer can
    one in a customized fashion during every        vice Marketing and Retail Capabilities.              seminars                                                                                                              ment. This one is designed to apply                afford to ignore it anymore,” Tellier said.
    interaction. Most dealers already have what     “Social networks offer valuable insight into     ■   Using the abundance of                                                                                                 to all dealerships. It includes images            “I’m no expert myself, so we recently hired a
    they need to make that connection. “Some        customers’ experiences, both the good and            tools (signs, ads, scripts,                                                                                            of customized motorcycles along                   full-time social marketing expert.” You may
    retailers would kill to have the information    the bad, at H-D dealerships and other                etc.) available FREE on                                                                                                 with a list of Genuine Motor Parts               not be ready to play the game of social
    we have about our customers,” said Taylor.      service providers. Our customers are using           the Dealer Marketing                                                                                                    and Accessories, so you can flip                 marketing at the same level, but you can
    In a lot of instances, we know the customer’s   MySpace, Facebook and Twitter to share               Engine accessible via                                                                                                   through it quickly with customers to             start slow by monitoring the most popular
    name, age, model year, bikes owned, miles       their experiences, so we need to monitor             www.h-dnet.com                                                                                                           get a sense of what trips their                 sites for chatter from customers about your
    ridden, P&A purchased, etc. “You need to        these channels and learn how to respond                                                                                                                                       trigger. It’s a simple but effective            dealership. You might be surprised by what
    leverage that wealth of information to          accordingly.”                                    ■   Using the Thank-U™                                                                                                       tool for getting customers to think             customers are saying!
    understand your customers and gain an                                                                Company’s service survey,                                                                                                 about where to begin customizing
                                                    To retain more service business, “Be                 now FREE for North                                                                                                                                                       “When we do have customers in front of us,
    advantage in every interaction with them,”      proactive in ensuring that customer doesn’t                                                                                                                                    their motorcycles.                             we place a lot of importance on educating
    said Deckard. Review customer and vehicle                                                            American dealers, to solicit
                                                    get away. Start by selling and scheduling the                                                                                                                                                                                 them, and this is a nice tool for that,” Tellier
    information for incoming appointments and       first service appointment before the customer
                                                                                                         customer feedback                                                                                                         What Dealers                                   said, referring to the 1000-mile service
    be prepared to offer two or three relevant      leaves the dealership with that new motor-       ■   Using the tools available                                                                                                 are Doing                                      details sheet distributed in the Service
    products or services based on what you          cycle,” Tribbey said. Other simple tactics for       from DCI Marketing: RPM                                                                                                                                                  Performance Center booth. “It shows
    know. “By simply applying the                                                                        gifts and service reminders                                                                                 In addition to the knowledge being kicked
                                                    retaining service business shared in the                                                                                                                                                                                      customers very quickly what’s involved, so
    C.U.S.T.O.M.® process, you can change a                                                              and the Enthusiast ShopTalk                                                                                 around by corporate reps at the seminars
                                                    seminar include:                                                                                                                                                                                                              they know what they are getting for their
    customer’s time in your dealership from a                                                            customer newsletter                                                                                         and the information available from exhibi-
                                                        Ensuring 100 percent of customers are                                                                                                                                                                                     money, and it illustrates the value of our
    simple, forgettable transaction to an           ■                                                                                                 ensure there is always something new to see                    tors, there was plenty to learn just by talking
                                                        guided along the Customer Path in your       ■   Using the Service Media Center (SMC)                                                                                                                                     service over the aftermarket.”
    experience they’ll have a reason to remember                                                                                                      that attracts customers to key areas.                          to dealership employees about what they are
                                                        dealership and meet the key people in            to attract customers’ attention and                                                                         doing to get an upper hand.                                  Tellier has other tricks up his sleeve for
    fondly,” said Taylor.                                                                                                                             The brand-new Screamin’ Eagle® Get Inspired
                                                        each department                                  engage them in conversations about                                                                                                                                       attracting customers to his dealerships.
    The Service Marketing seminar opened with                                                            motorcycle service at the point of sale      catalog is designed to get customers thinking                  Derek Tellier, Service Director, Smoky
                                                        Creating a Service Handbook to                                                                                                                                                                                            “Smoky Mountain H-D hosts a concert
    the humbling revelation that “H-D®              ■
                                                                                                         (new features of the SMC program             about Genuine Motor Parts and Accessories                      Mountain H-D in Maryville, Tennessee, and
                                                        acquaint customers with your Service                                                                                                                                                                                      series and we have a barbecue restaurant
    dealerships are currently servicing only                                                             include the option to provide your own       they can add to their motorcycles. ShopTalk                    Wildcat H-D in London, Kentucky, shared
    about 40 percent of the Harley-Davidson®            department staff and capabilities                screen; also, ads created on the DME                                                                                                                                                                       (continued on back cover)
    motorcycles in operation,” said seminar host    ■   Following up with new customers to               now can be broadcast on the SMC
    Matt Hannon, SOAR, District 1. Hannon               capture additional parts and service             screens)
    followed this with an illustration showing          revenue (use conversations about the
    how a 20 percent increase in service market         advantages of the Custom Coverage®
                                                                                                     Need more help? Talk to your SOAR about
                                                                                                     creating a comprehensive marketing plan for
                                                                                                                                                         The Tool Chest
    penetration could affect a dealership’s             program as an ice breaker)                                                                       A well-stocked toolbox is essential. Make sure you get these new tools from Screamin’ Eagle into your Service department to help simplify tasks and
                                                                                                     your dealership Service department.
    bottom line.                                                                                                                                         move repairs along more efficiently.
                                                    ■   Using a customer relationship manage-
    How do you tap into the 60 percent of H-D           ment tool to log and retrieve                But Wait, There’s More
    owners who aren’t going to a dealership for         information about customers
    service? “The first thing you need to do is                                                      The Motor Company doesn’t expect dealers
                                                                                                     to work their way through this tough
                                                                                                     economy by themselves. Harley-Davidson
                                                                                                     has several corporate-level initiatives to
                                                                                                     support efforts to market dealership Service
                                                                                                     departments.
                                                                                                     Harley-Davidson University® recently
                                                                                                     launched a training recognition program for
                                                                                                     service operations employees. It’s structured       Magnetic Lifter Holders simplify engine cam                  The Torque Angle Gauge allows you to use                   The Oil Catcher Funnel, Transmission/
                                                                                                     like the existing program for service               swaps. This clever tool uses strong magnets                  the same precise assembly techniques used at               Crankcase Fill Funnel and Primary Oil
                                                                                                     technicians with three increasing levels of         to hold the lifters up and out of the way while              the factory. The easy-to-read dial face provides           Funnel help keep things neat and tidy. These
                                                                                                     recognition: Staff, Professional and Master.        removing or installing the cams. They are orange             precise measurement, and the 3/8" drive is                 funnels are designed especially to eliminate the
                                                                                                     Contact HDU at (414) 343-4887, option 5             anodized so they are easy to find in a crowded               easy to use in most applications.                          drips and spills that usually occur when filling or
                                                                                                     for more details.                                   tool chest. Sold in pairs, a set allows you to               P/N 94147-10 .................................... $39.95   draining lubricants from the motorcycle.
                                                                                                                                                         service both front and rear lifters at the same                                                                         Multiple P/Ns ......................... $4.95-$19.95
                                                                                                     Also, the Service Merchandise Presentation                                                                       The Engine Assembly/Display Stand provides
                                                                                                                                                         time.
                                                                                                     Guides (MPGs) now are published eight                                                                            support to the Twin Cam Dyna®/Touring crankcase            The O2 Sensor Socket is a cutaway socket
                                                                                                     times a year. That’s twice as often as before!      P/N 93979-10 .................................... $19.95
                                                                                                                                                                                                                      during engine teardown and assembly and pro-               designed to clear the wire lead and simplify
                                                                                                     Follow the guides for instructions on what          The Oil Filter Wrench (end cap style) grips                  vides a means to display the completed engine.             removal and installation of the oxygen sensor on
                                                                                                     products to merchandise and where and               the filter without crushing the canister, and                Use it freestanding on its non-marking rubber              closed-loop fuel-injected models. Manufactured to
                                                                                                     when to display them. Update your displays          allows the spin-on filter to be turned with a                feet, or bolted to the bench for added stability. It       withstand the installation torque requirements, it
                                                                                                     each time the new MPGs are published to             3/8" drive socket wrench.                                    features a laser-cut Bar & Shield logo.                    features a 3/8" drive receiver.
                                                                                                     keep your dealership looking fresh and              P/N 94863-10 ...................................... $9.95    P/N 94845-10 .................................... $59.95   P/N 93980-10 .................................... $19.95


2                                                                                                                                                                                                                                                                                                                                               3
    New Parts and Accessories,
                                                                                                                                                    Erin Chuon from Timpanogos Harley-Davidson in Lindon, Utah,
                                                                                                                                                    uses the Gimme 3 cards to inspire customers who are in a hurry and
                                                                                                                                                    don’t feel like they have time to go through the Big Book. “The cards
                                                                                                                                                                                                                               Managing New Product
    New Opportunities:
                                                                                                                                                    are a lot less intimidating than bringing out the Big Book and flipping
                                                                                                                                                    through that. Also, I have given a set of the cards to customers who         with Collaborative Inventory
                                                                                                                                                    are on their bikes and don’t have room for Big Books,” said Chuon.
                                                                                                                                                                                                                                 Management (CIM)
    Doing it Right in Dallas                                                                                                                        Matt Flintrop from House of Harley-Davidson in Milwaukee,
                                                                                                                                                    Wisconsin, places the Gimme 3 cards on the parts and service
                                                                                                                                                    counters for customers to look through while the consultants are          Placing New P&A Orders:
    “I’m blown away, just blown away every time I come to a                                                                                         working on their order or helping another customer. “We have to keep
    Harley-Davidson dealer meeting,” said Tony Smith, General
                                                                                                                                                                                                                              ■   Determine what P&A product you will order
                                                                                                                                                    replenishing the cards because customers are actually taking them
    Manager of Outer Banks Harley-Davidson in Harbinger, North                                                                                      home. We’ve had tremendous success with them. They significantly          ■   Utilize the CIM import function
    Carolina. Tell us more, Tony. “I get really inspired by the things I                                                                            improve our training process for our employees, and they are a strong           Work with your CIM Retail Supply Planner (RSP) anytime
    see and the ideas I hear about from other dealers.”                                                                                             sales tool for when we’re talking to customers,” said Flintrop.                 to import your new product order into your system
    Smith was just one of the dealership attendees ShopTalk heard                                                                                   Take these dealers’ advice and share the cards with customers to plant          Like all CIM suggested order imports, quantities and
    from as they browsed the Genuine Motor Parts and Accessories                                                                                    a seed of inspiration for customization; they just might feel a new             items can be edited
    (P&A) booth to see the more than 199 new products launched at                                                                                   spark of enthusiasm from these products.
    the 2010 Winter Dealer Meeting in Dallas, Texas. After a few                                                                                                                                                                       Since the purchase order is placed from your system,
                                                                                                                                                    To further support your efforts to promote these new products, signs               it will immediately show “on order” and eliminate any
    seminars, a few miles of walking the floor and countless conversa-
                                                                                                                                                    featuring some of the items are available through the online sign                  receiving issues
    tions at the meeting, ShopTalk has highlighted the information
                                                                                                                                                    program on the Dealer Marketing Engine (DME). Use the signs to
    that you need to acquaint yourself and your customers with these                                                                                                                                                                   Requires remote access to your dealer management
                                                                                                                                                    build awareness of Gimme 3 items in your dealership among both
    new items.                                                                                                                                                                                                                         system or coordination with staff at dealership to
                                                                                                                                                    staff and customers. Your goal is to arouse customers’ curiosity to the
    Most of the products featured here are designated as hot items                                                                                  point that their questions about Gimme 3 items can be used to                      import the order
    projected to be best-selling products with broad appeal, which          Gimme 3 and New Product DVD                                             initiate conversations about customizing.                                       Lightspeed® dealers using CIM: Work with your CIM
    means every dealer should be stocking them. Also, set your reorder
                                                                                                                                                    For complete details on these new                                               RSP to re-create your order to import into your system
    points for the new items in your dealer management system right         A package of Gimme 3 sales tools and reference materials arrived in
                                                                                                                                                    products, refer to the recently                                                 to save time, allow the items to show “on order” and
    away, so they are replenished automatically as they are sold. See the   dealerships the week of January 24. If you haven’t seen them already,
                                                                                                                                                    published 2010 New Products                                                     simplify receiving
    sidebar on page 5 for additional information.                           get your hands on these materials ASAP and review them thoroughly.
                                                                            Pay special attention to the Gimme 3 flip cards and the Parts &         catalog and the Parts &
                                                                            Accessories New Product Launch Winter Dealer Meeting 2010               Accessories New Product
                                                                            DVD. These tools provide you with key features and benefits that will   Launch Winter Dealer Meeting                                              Setting Reorder Points for New P&A:
                                                                            help you market and sell the new products. The Gimme 3 cards focus      2010 DVD, featuring a slide                                               ■   “New Items” alerts are set for new products the week of
                                                                            on three features or benefits of 15 impactful new P&A products. On      show of the new P&A narrated                                                  the dealer meeting. These alerts:
                                                                            the flip side of the card are three go-with items that include new      by Motor Company P&A
                                                                                                                                                    managers.                                                                       Roll over on the Web site for four weeks until resolved
                                                                            and current products to help with add-on sales inspiration
                                                                            at your dealership.                                                                                                                                     Have no suggested quantity
                                                                                                                                                    Alternative Finish
                                                                                                                                                                                                                                    Do not count toward your CIM utilization score
                                                                                                                                                    The new Edge Cut Collection features a crisp, anodized finish that is
                                                                                                                                                                                                                                    Are set as a convenience if you want to set up a CIM
                                                                                                                                                    machined to expose the highlights of raw aluminum. The contrasting
                                                                                                                                                                                                                                    reorder point on new product right away
                                                                                                                                                    cut back look makes a powerful visual statement, and works great with
                                                                                                                                                    both traditional and contemporary customizing styles. The collection      ■   If you choose to set an item to stock before any sales, CIM
                                                                                                                                                    includes:                                                                     won’t suggest removing the reorder point until six months
                                                                                                                                                                                                                                  pass without a sale of the item
                                                                                                                                                    ■   Hand grips
                                                                                                                                                                                                                              ■   If no CIM reorder point is set initially, CIM will monitor
                                                                                                                                                    ■   Footpegs
                                                                                                                                                                                                                                  the sales of any new items in the dealership. Rather than
                                                                                                                                                    ■   Shifter peg                                                               waiting until it has three hits, as CIM does for existing
                                                                                                                                                    ■   Brake pedal pads                                                          P&A items, CIM will suggest stocking the item (through an
                                                                                                                                                                                                                                  “Update New Items” alert) if it has:
                                                                                                                                                    ■   Footboard insert kit
                                                                                                                                                                                                                                    One hit within three months
                                                                                                                                                    ■   Hand control levers
                                                                                                                                                                                                                                    Two hits between three and six months
                                                                                                                                                    ■   Billet shift lever
                                                                                                                                                                                                                                    Three hits in six or more months
                                                                                                                                                    ■   Heel/toe shift lever
                                                                                                                                                    ■   Rear brake lever
                                                                                                                                                                                                                              ■   If a CIM reorder point is set initially, CIM will monitor the
                                                                                                                                                                                                                                  sales on these items and suggest increasing the initial
                                                                                                                                                    ■   Mirrors                                                                   stocking level as necessary based on sales volume
                                                                                                                                                    “I like the look. And the feel. The edges give you a good grip, even
                                                                                                                                                    without gloves,” said a dealer from Finland who was testing the feel of
                                                                                                                                                    a customized Softail® model.

4                                                                                                                                                                                                                                                                                                 5
    Bling for Spring                                                       Originally released in the summer of 2009, the line now features           windshields for Touring models with a fairing. “These should help us     I get back, I’ll talk to the sales manager about which sets to order
                                                                           expanded fitment with front speakers for ’06-later Road Glide®             dealers recapture some sales previously lost to the aftermarket,” said   and display on a bike in the showroom. Showing a picture just
    ShopTalk noticed quite a few dealers congregating around the           models equipped with the Advanced Audio System, as well as rear            Waitt.                                                                   doesn’t communicate the depth of these designs. Customers really
    display for the Diamond Ice Collection. Why were these so appeal-      speakers to fit the Tour-Pak® luggage carrier. There was a steady                                                                                   need to see this for themselves,” he said about the Crisis design. “The
                                                                                                                                                      The new Wind Splitter Windshield has a smoked finish and is
    ing? With prices between about $30 and $55, these are an affordable    flow of foot traffic listening to the dramatic difference in clarity and                                                                            grind pattern, the webs, skulls and fire. There’s just so much going
                                                                                                                                                      shaped for effective airflow and sensational styling. It comes in a
    way to add a touch of bling. Plus, most pieces offer self-adhesive,    output between Original Equipment speakers and the Boom!                                                                                            on there. It’s really amazing!”
                                                                                                                                                      height of 7" for models with a batwing fairing and in a height of 12"
    press-in-place installation, so customers see the effect immediately   speakers at the same volume setting.                                       for Road Glide® models. “Plus, it’s really going to help that it’s $10
    for instant gratification.
                                                                                                                                                      less than the competitor’s similar offering,” Waitt added.
                                                                                                                                                                                                                               Custom Wheels Keep Turning Heads
                                                                           Lights, Please
    Passenger Comfort                                                                                                                                 New Color Shop Designs
                                                                                                                                                                                                                               Four more new wheels were introduced at this dealer meeting:
                                                                           The Electra Glo™ Rider Footboard                                                                                                                    ■   Roulette Custom Wheel – Contrast Finish
    Let customers test the fit of the                                      Inserts displayed on an Electra                                            and Exchange Programs
    Adjustable Auxiliary Passenger                                         Glide® Ultra Classic® model                                                                                                                         ■   Airstrike Custom Wheel – Mirror Chrome
    Footpeg Mounts by installing                                           splashed brilliant blue light upward                                       Dealers and customers have come to expect                                ■   Chrome Knuckles 28 Spoke Custom Wheel – Mirror Chrome
    them on a Touring motorcycle in                                        to reflect off the chrome engine and                                       excellence from the Harley-Davidson®
    your showroom so they can feel                                                                                                                    Color Shop collection of custom paint                                    ■   Magnum 5 Custom Wheel – Cut Back Finish
                                                                           exhaust for a stunning effect that’s
    the difference for themselves. The                                     sure to get tons of attention. These                                       offerings, and neither will be disappointed                              Dealers also were treated to a preview of some potential new wheel
    mounts offer three positions to                                        really made the motorcycle stand                                           with the six latest offerings. As in the past,                           designs and finishes and asked to provide their feedback to help
    keep passengers happy over the                                         out from the crowd by literally                                            each design                                                              gauge market appeal. The Black Chrome finish shown on the Stinger
    long haul.                                                             shining light directly on the bike.                                        has a limited                                                            Custom Wheel seemed to be especially popular, and with any luck,
    Push-button                                                            They feature a molded rubber                                               order window                                                             dealers will see these beauties brought to market soon.
    adjustment lets                                                        insert that looks charcoal black in                                        and limited
                                                                                                                                                      production of                                                            Here’s a tip picked up at the meeting for merchandising wheels:
    the passenger                                                          normal operation, with a mirror-                                                                                                                    Display several wheels with a contrast (black/chrome) or cut back
    reposition his or                                                      chrome surround                                                            200. In
                                                                                                                                                      addition, all                                                            style (black/aluminum) finish in your dealership because they appeal
    her feet to keep                                                       and Bar & Shield                                                                                                                                    to a broader range of customizing styles and tastes than wheels of a
    blood flowing in                                                       logo as a finishing                                                        designs are
                                                                                                                                                      available on                                                             single color. Another tip is to add supporting signage to all merchan-
    all the lower                                                          touch. But when                                                                                                                                     dised wheels to let customers know about other finishes available for
    extremities.                                                           the bike is parked                                                         factory-fresh
                                                                                                                                                      sheet metal, or                                                          that design. Your customer might not love the wheel in chrome, but
    When combined                                                          and the ignition is                                                                                                                                 the black version might be just his or her speed.
    with the standard footboard,                                           turned to the                                                              as part of the new Exchange Program – a new, “green” option that
                                                                                                                                                      allows customers to have these designs painted onto their undam-
    both short- and long-limbed                                            accessory setting,
                                                                                                                                                      aged sheet metal rather than having to buy new tins. The Exchange
                                                                                                                                                                                                                               Plan for Success
    passengers should be able to find                                      watch out! The
    a comfortable riding position.                                         surface of each                                                            Program offers a 60-day turnaround, costs about $300 - $600 less         The ideas you pick up at the dealer show are vital to help you sell more
    Plus, the pegs can be pivoted                                          footboard explodes with 36 brilliant LED lamps. Available with red,        than new sheet metal and allows for expanded fitment, so even            accessories, so start making plans to attend the 2010 Summer Dealer
    fully rearward to allow the rider                                      blue, purple or amber lights, the Electra Glo Rider Footboard              customers with older bikes can sport a fresh, custom paint job that’s    Meeting in Nashville, Tennessee. ShopTalk hopes to see you there!
    room to maneuver when walking                                          Inserts are engineeered to complement other Electra Glo lighted            surprisingly affordable.
    the bike in and out of parking spaces. They are a small investment     accessories, so customers can be sure of consistent light color and        ShopTalk ran into Tony Smith again at the Color Shop display.
    for adding considerable comfort for passengers on longer rides.        intensity. Also, watch for Electra Glo Passenger Footboards coming         Which ones looked good to him? “All of them!” he said. “But when
                                                                           soon!
    Boom! Audio™
    Boom! Bagger High Performance Speakers are designed for
                                                                           More Power from the Tour-Pak                                                                                                                        Chrome Knuckles 28 Spoke Custom
                                                                                                                                                                                                                                    Wheel – Mirror Chrome

    maximum performance in the harsh motorcycle environment.               The Tour-Pak Auxiliary Power Port adds another option for charging
                                                                           a cell phone or portable music player when enthusiasts are on the
                                                                           road and off the grid. It accepts most 12V automotive-style power
                                                                           adapter plugs, so riders can charge devices stored safely in the
                                                                           Tour-Pak while they ride. “It’s really practical, so I know I’ll sell
                                                                           quite a few to my customers whose bikes have a Tour-Pak,” said
                                                                           Patrick Waitt, Director of Parts, Accessories and MotorClothes®
                                                                           Merchandise at L-A Harley-Davidson in Lewiston, Maine.

                                                                           New Wind Splitter
                                                                           Windshields for
                                                                           Touring Models
                                                                           Dealers and customers
                                                                           told the Motor Com-
                                                                                                                                                       Roulette Custom Wheel –
                                                                           pany it was high time for                                                        Contrast Finish
                                                                           Harley-Davidson to                                                                                                                                                                           Magnum 5 Custom Wheel –
                                                                                                                                                                                                                                                                            Cut Back Finish
                                                                           begin offering its own
                                                                           flared and reshaped                                                                                              Airstrike Custom Wheel –
                                                                                                                                                                                                  Mirror Chrome
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