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Powersports Business X-change Brings Together Dealers and Suppliers

The first annual PowersportsBusinessXchange, an exclusive meeting of top level executives from leading North American dealer groups and suppliers, was held Dec. 5-8 in Carefree, Ariz.
The event, organized by Powersports Business magazine, was designed to facilitate strategic meetings between CEOs of buyers and sellers. Representatives from 20 dealer groups generating more than $600 million in annual sales participated. Meeting with them were top excecutives from 17 suppliers, ranging from OEMs such as Bombardier Recreational Products and Polaris Industries to major distributors such as Global Motorsport Group and Western Powersports to leading international F&I companies, Household and GE.
Dealers and vendors both benefited financially from the event. Many of the dealers signed up with new vendors and were actually moving new merchandise in mid-January.
“I formed probably four new relationships,” says Jim Faiella, of Peacock Ltd. in Baldwin, Mich. “I already have new retail product in the store from two manufacturers and I’m selling extended warranties from another.”
Aside from actually making purchases, dealers also said they thought the opportunity to strengthen relationships with OEMs was a huge benefit.
“We’ve had good relations with Polaris and Bombardier,” says Clark Vitulli, president and CEO of America’s PowerSports, “but it was a major win to be able to talk to senior management; having them there is excellent. It really helped make and solidify the program.
“When you are sitting there with no axe to grind, it makes for a very positive meeting, it helps build the relationship. If you have an issue, what a great venue to discuss it. And if you don’t have an issue, what a great venue to strenthen a relationship.”
While it’s certainly possible for dealers and suppliers to meet elsewhere, the PSBXchange venue greatly simplifies this communication. “I appreciated those guys coming to meet with me,” says Kurt Finley of Colorado Powersports. “We’re doing more business with several of them. I might have talked with them in another forum, but this sure made it easy. What a great opportunity for those (suppliers) who have a better mousetrap.”

SUPPLIER PARTICIPANTS
Seventeen suppliers participated in the first PowersportsBusinessXchange. The participants were:
50 Below
Aftercare
Agri-Fab
Bombardier Recreational Products
Dazon
ETON America/A&R Trading
Fairchild Sports (formerly IFW)
GE Retail Sales and Finance
Global Motorsport Group
Household Retail Services
Kimpex
McGraw Insurance Servivces
Motor Trike
Polaris Industries/Victory Motorcycles
Progressive Insurance Co.
Vento North America
Western Power Sports

2005 PSBXCHANGE
This year’s event will be held Dec. 4-7 at Carefree, Ariz. For 2005, the number of invited dealers will be increased from 20 to 25. The limit on participating vendors also will be 25.
If you’re a dealer and doing at least $15 million annually, and you’re looking for new ways to do business, contact Joe Delmont at 763/383-4422 or jdelmont@ehlertpublishing group.com.
New for 2005 will be a panel discussion on a current industry issue by leading industry experts.

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