“ we have strong cash-flow generating capabilities ”
product for , then we are ready for it . “ Either way , I do believe we are in good shape and should be able to outperform the market . We are focused on giving our customers reasons to get excited about the business opportunities we have for them , and to help them make the most of the opportunities they can find for their riders from within our offerings .
" Our Team Sales Model , with ten teams based on the major riding markets , is a platform that allows us to provide the tools and resources our dealers need to grow . We are working with them to help develop social media content , for example , and provide meaningful product knowledge and sales training ,"
Kenan Ikels , VP Sales
“ We spent heavily to improve our businesses in the second half of 2016 , at a time when the decline surprised a lot of people , and we intend to continue doing so to make sure we are positioned for growth in a slow growth market .
“ The platform we have built means we now have the strategic muscle needed to succeed , and we will continue to invest heavily in our sales force and R & D programs - this is absolutely the time to be doing so . “ If funding that and other investments has meant temporarily curtailing expenditure elsewhere , then that is what we have done ; if it has meant curtailing some expenditure altogether and changing aspects of how we were doing business , then we have done that also .” One issue that has been something that I personally have always wondered about , ( and it becomes especially relevant from an international dealer ’ s perspective ) has been the complex matrix of channels through which a shop owner could buy a Kuryakyn branded product , for example . Sometimes there have been anything up to six or seven channel options available to a dealer , with domestic U . S . distributors competing with dealer direct sales and , internationally , pan- European and national distributors in Europe competing against all the above as well as each other . Does Graves see the merger of those brands with a major distributor such as Tucker Rocky as the moment in market evolution when that complexity is resolved ? “ Well , Kuryakyn is a good example . The focus has to be on providing the best quality of dealer buying experience we can . It is all about service and inventory , and if a dealer gets that best by buying from us , then great – we want to be the best choice he can make . The power is in the dealer ' s hands : they can choose to buy directly from Kuryakyn , purchase through Tucker , or have
Rush Racing : National Sales Manager Adam Daniel , left , and CEO Terry L . Daniel : “ Biker ’ s Choice is our exclusive distributor and they do an excellent job for us . The sales team are motivated and professional and get right behind our product line ”; www . rushracingproducts . com
Cobra Engineering : The Yorba Linda , California based exhaust and accessory manufacturer has become one of the few aftermarket exhaust brands to make significant progress with sales to authorized Harley-Davidson dealerships under the leadership of former Cycle World Editor Camron Bussard ; www . cobrausa . com
Avon Grips : Owner David Kelly says “ our dealers can choose from the widest range of advanced design and materials grips on the market - Air Cushion , Air GEL , Super Sport Air SS , Custom Contour and Memory foam with a choice of finishes , such as chrome and black anodized ; www . avongrips . com
www . AMDchampionship . com
Battery Tender : The Deland , Florida based starters and battery maintenance specialist is on the expansion trail – company president Mike Lenahan , left , is seen here with North American VP Sales Clinton Green , center , and International Business Development Manager Alan Bradshaw . Check out the new upscale Battery Tender embossed tin packaging and merchandising displays ; www . batterytender . com
Brass Balls Cycles : Former AMD World Champion production bike builder Dar Holdsworth is now developing a popular precision-machined parts program – many of the designs have evolved from some of the design ideas seen on his multiple award-winning bikes ; Dar signed up with Tucker Rocky just the week before their Dealer Expo ; www . brassballscycles . com
AMERICAN MOTORCYCLE DEALER - APRIL 2017 25