Dec. 26, 2005 – Distributor Report

White Brothers updates business
White Brothers Racing, will transition out of the distribution business in 2006 and focus solely on expanding its supply of exhausts, parts and accessories.
The Yorba-Linda, Calif.-based aftermarket supplier plans to supply its product to the industry through Parts Unlimited and Tucker Rocky.
“White Brothers is not stopping doing business just simply refocusing its strategy for the growth of the White Brothers brand,” the company’s Neil Calvesbert said in a prepared statement. “In order to further underline its status as a high performance aftermarket company, White Brothers Racing will focus all of its resources on increasing the range of White Brothers brand products and providing its racing partners with the products that can help them win races and championships.”
Included in the revamped company is the new White Brothers Engine Development Department led by Tom Morgan; a Suspension Division; WB Wheels; and a full compliment of performance products.
The company also recently introduced a new logo and advertising campaign.
“The old logo had run its course, and now it is time for a new, more progressive icon that better represents the White Brothers brand and the direction,” said Braden Dahl of White Brothers. Tagged “Attitude Adjustment,” the new campaign will run through 2006.
Known for their exhaust systems, White Brothers’ new line of products range from the new Carbon Pro Duel to engines developed by Tom Morgan and accessories such as foot pegs and the popular PowerFilter.
White Brothers also redesigned its packaging as well as implemented a visual marketing plan to further develop its accounts. Retail efforts have also been given attention, Dahl said. “We feel our retailers are our pulse to the community,” he said. “Without them, we could not provide consumers with the products they want most. With that said, it is crucial that we sink time and effort into those outlets. Each White Brothers retailer will have proper point of purchase marketing tools to support the products both on the floor and in the catalog.”
Senate Passes Anti-Counterfeiting Bill
The Senate passed the Stop Counterfeiting in Manufactured Good Act (S. 1699), legislation that would strengthen federal trademark law by requiring the mandatory destruction of counterfeit goods and the forfeiture of any assets and equipment traceable to illegal counterfeiting activities.
The House passed similar legislation in May, congress will have to reconcile the minor differences between the House and Senate bills before President Bush receives an opportunity to sign the legislation into law.
Campaigning for passage of the two bills was the Coalition Against Counterfeiting and Piracy (CACP). Headed by the U.S. Chamber of Commerce, the CACP has more than 80 members from industry associations and companies. The Motorcycle Industry Council (MIC) represents the powersports industry in the organization.
ADP Buys DMS Provider in the UK
The Dealer Services Group of Automatic Data Processing Inc. (ADP) purchased Kerridge Computer Co. Ltd., a United Kingdom-based provider of the Autoline dealer management system (DMS), for a reported $300 million.
Founded in 1976, Kerridge is a privately owned company supporting large dealership groups and distribution companies. With 1,300 associates, the company serves nearly 6,000 client sites worldwide.
ADP had $8.5 billion in revenues in 2004 and serves approximately 590,000 clients worldwide. A provider of integrated computing solutions to more than 19,500 auto, truck, motorcycle, marine and recreational vehicle dealers throughout the United States, Canada and Western Europe, ADP Dealer Services is the third largest business unit of ADP.
ADP will continue to fully support dealers on Kerridge’s Autoline DMS and maintain the Kerridge operations. With the addition of Kerridge, ADP Dealer Services will provide a wide range of solutions to more than 25,000 clients across 41 countries on four continents.
Weekend Warrior Launches Ad Campaign
Weekend Warrior, a wholly owned subsidiary belonging to Iowa-based Cycle Country Accessories Corp., is launching a new advertising campaign. Weekend Warrior and makes high performance oil filters for the motorsports industry through its wholly owned subsidiary, Perf-Form.
The Dallas/Ft. Worth and Philadelphia television markets will be the main focus of the campaign. Print ads will also appear in Heartland USA and On Target, both of which are hunting magazines.
“This ad campaign for Weekend Warrior is going to be hugely successful,” said Cycle Country President and CEO Ron Hickman. “We believe these commercials will be a great opportunity to build brand awareness as well as show ATV owners the work that can be accomplished with Weekend Warrior accessories.”
The Dallas/Ft. Worth area will air 200 of the 30-second commercials on ESPN, SPIKE, SciFi, and Fox News Channel. Three hundred ads will air on Fox News Channel, Outdoor Life Network, and Speed Channel in the Philadelphia market. The campaign begins in both markets and in print on December 12 and will run through the end of February 2006.
LRD, Continental Partner with Tucker Rocky
Tucker Rocky Distributing has expanded its LRD Performance product offerings, and now also distributes Continental Tires.
Tucker Rocky will carry LRD’s full line of high-performance four-stroke ATV exhaust systems, including the Pro 4 Series, Pro 4 Racing Edition, and TORC Utility Series. “To continue growth, we knew that having quality distribution was key,” said LRD’s Mike Cowan.
Cowan said LRD is prepared for a greater number of orders now expected to come through Tucker Rocky. “LRD purchased a new 24,000 sq. ft. warehouse and production facility in Wilsonville, Oregon, to support the manufacturing and inventory growth needed for servicing distribution customers,” he said.
Tucker Rocky also will carry the full line of Continental tires in 2006. “We have been impressed with Continental’s commitment to gain market share in the U.S. through extensive R&D which has led to the introduction of several new tire models in recent years,” said Gary Hillier, Tucker Rocky’s Senior Product Line Manager. “We feel there is good growth potential with a line like Continental, and we feel Tucker Rocky is in a position to help Continental grow in the U.S. market.”
TR anticipates inventory arriving in January and will continue to receive initial stocking shipments through February.
PSN Marks Milestone
PowerSports Network (PSN), Sussex, Wis., a provider of powersports dealer Web sites, signed its one thousandth dealer earlier this year and, in December, contracted with its 500th new dealer in 2005.
The 55-employee company recently expanded it offices to allow further room for growth. PSN’s new corporate headquarters in Sussex measures 20,000 sq. ft., nearly three times the size of PSN’s previous offices.
In addition to the growth in dealers, office space and employees, PSN has also expanded its product offerings in 2005, including the addition of additional OEM parts fiche for authorized dealers, and by launching a Wireless PDA Interface.
According to Steve Weiner, PSN president and founder, the display of ecommerce enabled OEM Parts Fiche on dealer Web sites has resulted in a substantial increase in both in-store and online sales for dealers.
Weiner said the PDA interface brings the most powerful functions of the dealer’s Web site directly to the sales floor. “By leveraging the dealer’s website capabilities and PSN’s information databases, PSN can now provide the sales staff with instant access to current inventory, vehicle specifications and information, OEM promotions and lead capture all while on the sales floor,” Weiner said.
Attack to Serve Kawasaki Privateers
After two years working together in AMA road racing, Kawasaki Motors Corp., U.S.A and Attack Performance announced Attack as an official marketer of Kawasaki-sanctioned race kit parts to Team Green riders atop Ninja ZX-6RR and Ninja ZX-10R models.
The Team Green effort recently expanded to include road racing. Individuals who road race under the Team Green banner also will be able to turn to Attack for technical questions related to the equipment, said Reid Nordin, Kawasaki’s Team Green Manager. He said Attack plans to provide frontline technical assistance to Team Green racers in much the same way as Kawasaki personnel do with those who participate in the motocross program.
Based in Santa Fe Springs, Calif., Attack Performance plans to use its website, www.attackperformance.com, to display and list the race parts that will be available for each of the Kawasaki Ninja motorcycles.
AGV Sponsors Coolskunk KyDs
AGV Sports Group has signed on as a primary sponsor of the 2006 Coolskunk KyDs Racing Team. The sponsorship package will include a combination of AGV Sports custom road race, supermoto and dirt track leathers to outfit the 2006 four rider “A” team. In addition, AGV Sport will furnish AGV helmets, gloves and boots significantly extending their initial 2005 involvement.
Coolskunk KyDs is a sports promotion program for young racers that focuses on creating a well-rounded racer who not only excels on the track but off it as well. The program teaches youngsters how to promote themselves to potential sponsors, encourages them to enjoy their involvement in racing, and even helps them with bike setup and technical assistance.
Proffer Joins Scorpion
Dan Proffer, recent Marshall Distributing sales rep and former Aprilia and Bombardier staffer, has joined helmet supplier Scorpion Sports as sales manager for the Midwest Region.
Scorpion Sports, Inc. is a California-based company supplying helmets directly to powersports dealerships. Scorpion Sports imports a full line of dirt and street helmets. The Snell/DOT approved lids come with the exclusive EverClear no-fog faceshield as well as washable, wicking KwikWick liners.
Scorpion Sports founder is Eric Anderson, former vice president of Intersport Fashions West. Anderson says Proffer will be based in Michigan, “which is a key area for our growth of the ScorpionExo product line,” he said.
Schilke Joins Hein Gericke
Former American Motorcyclist Association (AMA) Advertising Manager Sarah Schilke has joined Fairchild Sports as global merchandising and category manager for the G-Line brand of motorcycle gear made under the guidance of Hein Gericke, the company’s apparel brand.
Schilke will be located at Hein Gericke’s European Headquarters in Dusseldorf, Germany, where she will be charged with global marketing of the G-Line and with product evolution. A 12-year veteran of the motorcycle industry, she served for seven years as western advertising manager for American Motorcyclist Magazine.
Schilke also has extensive street and dirt motorcycle experience, including a successful career as an amateur desert and motocross racer, where she acquired the moniker “Super Sarah.”
“When we launched ‘G,’ we told the women motorcycle riders of the world we hear you,” said Elizabeth Rakestraw, vice president of Fairchild Sports. “One of Sarah’s key roles is to help us continue to listen to the customer as we grow and expand the brand and respond rapidly with products that both protect and are beautiful and easy to use.”
G-Line Gear is available to consumers online, at www.g-line-store.com.
Cooper Plans U.S. Cycle Tire Production
Cooper Tire & Rubber Company, Findlay, Ohio, plans to build motorcycle tires in the United States.
“We are making race tires in the United States and have plans to make Avon motorcycle tires here, as well,” Tom Dattilo, chairman, president and CEO, said in November while revealing the company’s plans for a new logo.
Specializing in tires for cars and trucks, and with subsidiaries that specialize in motorcycle and racing tires, as well as tread rubber and related equipment for the retread industry, Cooper Tire has 39 manufacturing, sales, distribution, technical and design facilities within its family of companies located around the world.
For 2006, the company plans to market the new logo; premier two new television commercials that will begin airing on a variety of networks; make enhancements to its dealer Web portal, CooperWorld.net; and continue to offer Cooper Advanced Management Program (CAMP), a dealer education program.
Earlier this year, Cooper opened a new distribution center near Dallas, Texas, as a part of its continued effort to expand availability.
Cooper’s operations generated net sales of $2.1 billion in 2004, a 12% increase from net sales of $1.9 billion in 2003. psb