Tag Archive | "McGraw Powersports Group"

McGraw Powersports Group


Jeff Kenny, Vice President of Dealer Channel Development

Do you currently offer any powersports products? If so, which products do you offer?
We currently offer service contracts including street motorcycles, dirt bikes, ATVs and UTVs, personal watercraft/jet boats, and snowmobiles. We also offer a 90-day certified used program, which help dealers push their used inventory by giving consumers a measure of quality assurance on used units. Other products include a tire and wheel program, GPS, appearance protection, theft deterrent, priority maintenance and GAP. Finally, we provide a suite of administration solutions for dealers that cover administrative needs like payroll, bookkeeping, tax preparation and human resources compliance. The idea is to give the dealer more control, improve compliance and increase employee retention. We are both a provider and an agent of products and offer training on everything we sell.

How do you define powersports products – which kind of vehicles do you include?
Powersports products include motorcycles, scooters, dirt bikes, ATVs, UTVs, watercraft, boats and snowmobiles. There is also a market for golf carts, trailers, generators and riding mowers. Some, like street motorcycles and scooters, can be modes of necessary transportation and a good foundation for the industry; others like models designed for off-road, water and snow are usually tied to a consumer’s location, discretionary income and credit worthiness. No matter the definition, powersports products are designed for and driven by a very passionate base. This is an all-in lifestyle rooted in passion, family, fun and safety.

How has the powersports market changed in the last 6-12 months?
It has changed in a couple of ways. The biggest is that the industry is emerging from a game-changing recession that resulted in dealer consolidation. The needs and expectations that remaining dealers have for those servicing their stores will lead to consolidation with providers and agents. Today, providers and agents need to be offering a host of products and services to a dealership and in a skilled manner. In the past, you could get away with offering service contracts and GAP and that won’t cut it anymore.

Not surprisingly, we are also seeing the market come back gradually. During the recession, many of the new units sold were to those who had a track record of affording them – cruiser riders, Euro enthusiasts and outdoorsmen. The used market stepped up and served everyone else. Today, new 4-Wheel, off-road side-by-sides are extremely popular and new street bikes are rebounding – both from an improved economy and necessarily from a depleted used inventory in high-demand segments.

Where do you see the powersports category as a whole going in 2014?
I think the UTV/ATV market will continue to be strong in the next 12 months, since those are very popular with outdoorsmen and those who enjoy them for recreation. Street bikes will gradually come back as well with economic growth and more qualifying for lending. The PWC industry is excited to see an entry-level, family-friendly model with the Sea-Doo Spark (priced around $5,000) – sales on this unit will be closely watched. Finally, the evolution of the electric powersports vehicle market is worth watching.

What are the top products for powersports today? How will that change in the next 12 months, if at all? Why?
Off-road and street units are pretty evenly split with off-road OEMs doing a phenomenal job marketing their products. Everyone is waiting for this to plateau, but it is still going strong. As the economic recovery continues, I expect street units to improve allowing more F&I opportunities for service contracts, tire/wheel, GAP, GPS and priority maintenance.

Is there anything you would like to add?
Our company dates back to 1985, and all of our products are backed by an A-rated insurance carrier. We do have some regional sales managers, but also use agents in territories where we are not represented. We’re always looking to do business with excellent and committed people.

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A Roundup of Powersports Companies


When the economy took a hit in 2008, the automotive industry was effected, but powersports, a related industry, struggled even more. Seen as luxury items, most powersports products, like motorcycles and off-road vehicles, became far less of a priority for much of the country.

Those times are now, fortunately, behind us.

While there was certainly consolidation on the dealer side during the past few years, which translated into fewer providers as well, it only served to create a stronger industry that is ready to blaze ahead, not just with sales of the vehicles themselves, but with the F&I products to go with them. For many providers of automotive F&I products, this is a very lucrative related business to get in to.

We talked with a few of the providers who never left the space, who continued to provide F&I products to powersports dealers, despite the struggle, and they are all very optimistic about the future. Powersports, they all agree, had a pretty good year in 2013, and they all see 2014 as continuing that trend. Service contracts, GAP and tire and wheel programs are by far the most popular products they sell, with items such as pre-paid maintenance starting to make a dent as well. They are also seeing dealers taking a much harder look at the F&I process as a whole, looking to invest in more training for their people to make selling these products far more of a priority than they have been in the last few years.

On the whole, powersports is a market that is growing again. Providers who either got out of this market, or were never in it to begin with, might want to take another look, since the opportunities are out there – and creating partnerships with our respondents would be a great place to start taking advantage of them.

Powersports Roundup

American Guardian Warranty Services (AGWS)

American Guardian Warranty Services (AGWS)
Kurt Harbeke, National Sales Manager- RV, Marine & Powersports

Do you currently offer any powersports products? If so, which products do you offer?
American Guardian Warranty Services Inc. (AGWS) offers a variety of products for powersports through the American Powersports Plus program and Compass Marine. AGWS offers both Stated Component coverage and Exclusionary coverage for all the vehicles. Coverage offered for all the vehicles comes with a variety of terms and deductibles to fit every budget. Compass Powersports Gap and Tire & Wheel will be added to the dealer options in 2014.

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McGraw Powersports Group

McGraw Powersports Group
Jeff Kenny, Vice President of Dealer Channel Development

Do you currently offer any powersports products? If so, which products do you offer?
We currently offer service contracts including street motorcycles, dirt bikes, ATVs and UTVs, personal watercraft/jet boats, and snowmobiles. We also offer a 90-day certified used program, which help dealers push their used inventory by giving consumers a measure of quality assurance on used units. Other products include a tire and wheel program, GPS, appearance protection, theft deterrent, priority maintenance and GAP. Finally, we provide a suite of administration solutions for dealers that cover administrative needs like payroll, bookkeeping, tax preparation and human resources compliance. The idea is to give the dealer more control, improve compliance and increase employee retention. We are both a provider and an agent of products and offer training on everything we sell.

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NAC/Family First Dealer Services

NAC/Family First Dealer Services
Courtney Wanderon, Vice President of Sales

Do you currently offer any powersports products? If so, which products do you offer?
Yes, we provide a full spectrum of service contracts and limited warranties for the powersports arena. Our best seller is our exclusionary coverage program, which is strengthened by additional coverage options available to our partners. For example, many of our Harley Davidson customers elect coverage on the trailer used to transport their bike. Our program’s complete coverage, coupled with no mileage restrictions, has given our partners a great competitive advantage in this space.

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Protective Asset Protection

Protective Asset Protection
Wendell Anderson, National Sales Director – Powersports and Marine

Do you currently offer any powersports products? If so, which products do you offer?
Protective Asset Protection offers a number of F&I products for powersports dealers. Protective offers XtraRide powersports service contracts for on-road/off-road motorcycles, mopeds, ATVs, UTVs/sport UTVs, sport boats, jet skis and custom v-twins. In addition to service contracts, we offer GAP, tire and wheel and trailer coverage for the trailer being towed behind the on-road motorcycle. We also have F&I training specifically for the powersports industry.

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The Warranty Group

The Warranty Group
Justin Thomas, Senior Vice President

Do you currently offer any powersports products? If so, which products do you offer?
The Warranty Group has been operating in the powersports industry across various parts of the world for nearly 25 years. In North America, the majority of our business is sourced directly through manufacturer and aggregator partnerships where we provide mechanical repair service contracts, guaranteed asset protection, theft protection, pre-paid maintenance plans and tire and wheel coverage.

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