Lithium Battery Powered Golf Cars on the Rise

Posted on November 29, 2018 by Marc Cesare

A lithium battery from Trojan’s new Trillium product line.

Trillium Lithium Battery Line from Trojan

Trojan Battery, a major player in the golf car and small task-oriented vehicle market, recently introduced their new Trillium line of Trojan Intelligent Lithium batteries. The line is targeting the aftermarket segment and is designed to be a replacement for existing lead acid batteries. According to Trojan the switch can be made “without the need for expertise in Li-ion technology or system integration.” Likewise OEMs can use the new battery line “…without significant investments in custom pack design and development.”

Sign of More Market Penetration

Trojan’s new product line is another indication of the growing use of lithium batteries in the golf car market. For a number of years there has been a lithium battery aftermarket that has largely consisted of smaller companies packaging together the various components. They either sell directly to golf car owners and/or through dealers who can install the components. However, this has been a niche market. In 2015 LiV Golf Cars tried to sell a lithium powered fleet golf car but were undercut by the big players too many times and retreated from that market. There are also smaller volume OEMs like GEM and luxury golf car maker Garia that offer lithium powered vehicles.

E-Z-GO Entry a Gamechanger

The most significant move towards lithium batteries came in 2017 when E-Z-GO, one of the major golf car manufacturers, launched their ELiTE line of lithium powered fleet golf cars. They also offer the option on some of their personal transportation vehicles. Financial reports show that E-Z-GO sold over 20,000 ELiTE vehicles in 2017. Samsung SDI is the lithium battery supplier for E-Z-GO. Rival golf car manufacturer Club Car has been linked to battery manufacturer LG Chem but has not yet introduced any lithium powered vehicles.

What Lies Ahead

The entry of a brand name such as Trojan should boost the aftermarket segment. Customers will likely have more trust in a Trojan backed product. In addition, if it is as easy to use as advertised, then this niche market should expand. The E-Z-GO product appears to have launched fairly successfully. Continued success will likely force Club Car and Yamaha to introduce their own lithium powered vehicles. Perhaps as soon as the upcoming PGA Show early in 2019. Once that happens, the move towards lithium batteries could accelerate quickly.

Marc Cesare, SVR

Road Use Regulation Roundup – November 2018

Posted on November 13, 2018 by Marc Cesare

Road Use Regulation Summary

The following is a summary of some of the road use regulations for golf cars, LSVs, ATVs and UTVs that have been passed or are being considered at the state, county and city levels since June, 2018.

Some trends in this latest regulation roundup:

There is a fairly even split between ordinances that will allow more small vehicles on the roads and ordinances that will restrict use or clarify existing regulations.
California is allowing San Diego cities and the county to create a regional LSV plan..
Once again most of the legislative activity occurred in the Midwest and Southeast.
Florida municipalities were the most active followed by Minnesota, Wisconsin and Ohio.

Road Use Regulation by Location

Largo, FL – Largo officials denied a request from a mobile home community to allow the use of golf cars on nearby public roads. Officials cited safety concerns and potential cost issues as signs would be needed to notify other drivers that golf cars might be on the roads.

St. Johns County, FL – The county Board of Commissioners is replacing the existing golf car ordinance with one that would provide more clarity and uniformity in the county so the Sheriff’s Office can provide better enforcement.

Panama City Beach, FL – The Florida Highway Patrol reported a number of low seed vehicle and golf car accidents on Back Beach Road which is a state highway route. According to road use regulations the vehicles are not allowed on the route.

Holmes Beach, FL – The town commissioners are considering new golf car regulations that would require the addition of limited safety equipment or a full LSV set of accessories. In addition, they are considering keeping the vehicles off main thoroughfares.

Oconto, WI – The Oconto City Council revised an existing golf car ordinance to allow the use of utility vehicles on city streets. In response to citizens, the Council is considering an ordinance allowing ATVs and UTVs on some city streets.

Greendale, WI – The Greendale Village Board passed an ordinance to allow the use of low speed vehicles on certain city streets.

Austin, MN – The local police department is making an effort to educate citizens that UTVs and ATVs are not allowed on city streets.

St. Cloud, MN – Stearns County passed an ordinance to allow golf cars and LSVs on public roads. A similar ordinance had sunsetted in May.

Covington, OH – Operators of OGGO and Gest low speed vehicle transportation companies asked the city to amend their current low-speed vehicle ordinance to allow the company’s LSVs to operate on certain streets. The transportation is free for the riders. The services will be operating in Cincinnati and Newport as well and generate revenue from advertising.

Toledo, OH – The City Council is considering making permanent an ordinance that allows recreational and commercial use of golf cars in certain areas of the city. Currently a pilot program, the council is also considering expanding the areas of the city where the ordinance would apply.

Edmonton, KY – The Edmonton City Council approved an ordinance that would allow golf cars, ATVs, UTVs and mini-trucks on city streets.

Reedsville, WV – The City Council considering changes to the local vehicle ordinance listened to concerns of citizens regarding the use of UTVs and ATVs on town roads. Some citizens use their vehicles for practical purposes while others are “joy” riding on off-limit streets. The vehicles can be used on certain roads for a legitimate farm use. The changes would require drivers to show proof of farm use and have safety signage attached to the vehicle.

Woodstock, GA – The Woodstock City Council tabled a small vehicle ordinance in order to further discuss the definition of golf cars, ATVs, low-speed vehicles and personal transport vehicles, and the safety features required for each.

Poplarville, MS – The Board of Alderman is sending a resolution to the state legislature to allow the use of golf cars and other low speed vehicles on city streets.

California – Governor Brown signed a bill that gives cities in San Diego County and the county itself the authority to establish a LSV transportation plan.

South Carolina – A new law is about to go into effect designed to more easily allow police to enforce violations related to driving golf cars and other low speed vehicles. Violating any golf cart rule will be a misdemeanor punishable with a maximum fine of $100 or 30 days in jail, unless the offense is deemed to be a felony.

Arcimoto FUV: A Threat to PTVs?

Posted on October 31, 2018 by Marc Cesare

The electric powered Arcimoto FUV (Fun Utility Vehicle) is just coming to market.

Oregon based Arcimoto is beginning to roll out their three-wheeled Fun Utility Vehicle (FUV). The combination of price point, size, electric powertrain and ability to travel public roads makes the Arcimoto FUV an intriguing alternative to golf cars, PTVs and LSVs.

Update – Arcimoto responded to a number of questions I sent them and I have added the information to the relevant sections below.

Arcimoto FUVs already on the Road

The first 10 FUV prototypes hit the road this past June. The company completed another 15 vehicles, referred to as their beta series, in September. These went to five customers and the remainder to rental locations. Vehicle rental franchising in tourist locations is a key part of Arcimoto’s marketing plan. As of the end of June the company has 2,800 reservations for the FUV.

Volume Production

Management expects to begin production and delivery of their A series of vehicles during this quarter. The A series marks the move to higher volume production. Plans call for a run rate of 200 vehicles/week or roughly 10,000/year by the end of 2019. The company has deliberately designed smaller sized production facilities that can produce approximately 10,000 vehicles per year. A production facility costs approximately $10 million. This limits initial capital costs and creates a facility that can be profitable relatively quickly. Furthermore, the facility can be easily replicated in other parts of the country or the world.

Vehicle Features and Specs

The Arcimoto FUV is a three-wheeled vehicle powered by a 67 hp electric motor and a 12 or 20 kWh lithium-ion battery for a range of 70 or 130 miles and a top speed of 80 mph. As a three-wheeler, most states classify the FUV as a motorcycle or similar vehicle. Therefore, it does need the same safety requirements as a full-sized, highway capable vehicle. The FUV can seat two passengers, one behind the other, and features regenerative braking, hydraulic brakes, a windshield with wiper and defrost, and heated seats and hand grips. Additional options include full HVAC, soft or hard shell doors, rear cargo box, bluetooth speakers and racks for golf clubs, bikes, surfboards, etc. The target price for the base model is $11,900 with a fully decked out model reaching the $19,000 range.

Arcimoto FUV Dimensions

Versatility and Price Point Creates an Alternative to PTVs

The FUV is a versatile vehicle for gated communities. The vehicle can move from golf course, to community pathways to public roads. On public roads the FUV faces none of the restrictions of a golf car, PTV or LSV since it is classified as a motorcycle. Therefore, it can travel on higher speed roads and at night. The FUV can travel faster and farther as well. In terms of speed, the FUV may need a speed limiter option for use on golf courses or within communities depending on local regulations. According to Arcimoto, the vehicle does have the capability to cap speeds to meet specific needs.

The company is targeting a $12,000 base price. Therefore, the FUV is pricier but competitive with LSVs and fancier PTVs given the trade off between price and functionality. One of the reasons LSV sales never really took off in gated communities as expected is that the additional price premium did not offer a significant benefit over new or refurbished golf cars. LSVs are most successful where regulations greatly restrict the use of PTVs or golf cars on local roads. However, if anything, municipalities are becoming less restrictive regarding golf car use. Furthermore, in states like California, Massachusetts, Maryland, Arizona, and Illinois there are tax incentives available for the FUV. There is also the possibility that electric motorcycle or similar incentives could be brought back at the federal level. The company is lobbying to have the tax credits for motorcycles and three-wheeled vehicles brought back. This additional cost reduction could further boost the attractiveness of this alternative vehicle.

Arcimoto FUV Drawbacks

There are some potential drawbacks to the Arcimoto FUV in the gated community setting.

Higher Driving Speeds

Some communities may object to the vehicle’s higher speed capabilities. Some type of speed limiter could address this, or not, depending on the locality. In addition, given the older demographic in gated communities, some drivers may not feel safe driving at higher speeds on local roads. Nevertheless, driving up to 40 to 45 mph would include a large swath of vehicle usage inside and outside a gated community. In effect, the FUV could displace both PTV miles and a sizable chunk of driving performed with highway capable vehicles.

Seating Configuration

Seating configuration is another potential drawback. The seating in an FUV is one passenger behind the other rather than side by side. Some users may feel this reduces the social aspect while riding in the vehicle, particularly on a golf course.

Vehicle Storage

For seasonal usage by vacation home owners, there is often a need to store the vehicle for several months without any usage. This can be an issue or at least require some planning for the current battery powered vehicles. According to Battery University a lithium ion battery should be stored at 40% percent charge if being stored for an extended period. Arcimoto did not answer my question directly on this subject but expect to have a battery pack with a lifetime of “…8-10 years with normal vehicle usage, and still maintain more than 80% of their original charging capacity.” The pack replacement cost is expected to be under $2,500 inclusive of the residual value.

Marketing, Pricing and Local Regulations Critical to Success

The success of the Arcimoto FUV in displacing golf cars, PTVs and LSVs will depend on three key elements: marketing, pricing and local regulations. The last may be the most important. If gated communities object to the FUV’s higher speed capabilities, and there is no technological fix, foreclosing the market. The pricing may be the easiest to address. If Arcimoto can hit their target price at volume production, even without tax incentives there is a compelling cost benefit story for the FUV.

The marketing element depends in part on where Arcimoto’s management wants to invest resources. The gated community market may be too small to target during the initial phases of the vehicle’s rollout. In addition, golf car dealers mainly serve this market. The company likely does not have relationships with this distribution channel. On the other hand, their rental franchise plan could overlap with these dealers as some are located in tourist oriented beach communities and have high PTV use. This angle could serve as an entry point to the market. In response to my questions Arcimoto stated that they put on a test ride event for the FUV at The Villages, a gated community in Florida, on November 12th. They also noted that the short drives and warm weather make resort communities a great market for the vehicle.

In a years time we will have a better idea whether the Arcimoto FUV has met with success, and whether it threatens the PTV market.

Marc Cesare, SVR

Tariff Questions Dominate Polaris Earnings Call

Posted on October 25, 2018 by Marc Cesare

The 2019 Ranger XP 1000 EPS 20th Anniversary edition helped drive sales despite tariff concerns.

Financial Results Overview

Tariff questions dominated the Polaris Industries earnings call to discuss their Q3 financial results for fiscal year 2018. The manufacturer of the RZR, Ranger and General side-by-sides reported adjusted revenue of $1,653 million, an increase of 12% from $1,480 million from third quarter 2017. Net income increased 21% from $98 million to $118 million. (Financial figures are compared to Q3 2017 unless noted)

STOV Segments Perform Solidly

Overall ORV/Snow segment revenue increased 3% from $1,007 million to $1,036 million. Lower snowmobile revenue was more than offset by a 12% increase in ORV revenue. ORV includes UTVs and ATVs. North American (NA) retail sales, driven by side-by-side sales, increased 1% in the quarter against a tough comparable. In comparison, management estimated that industry wide NA ORV sales improved low single digits for the quarter. Polaris side-by-side market share for the quarter remained the same.

The average selling price of ORVs overall increased 5%. Management reports that the initial launch of the 2019 model year was successful with good response from consumers and dealers. In particular, the new Ranger XP 1000 variants drove sales. Furthermore, the company’s inventory management system, RFM, is producing results with the best side-by-side delivery performance to date. In addition, lower promotional costs accompanied the stronger sales. Comments on individual markets indicated that the oil and gas customer segment improved while agriculture decreased some.

Global Adjacent Markets Gain

The Global Adjacent Markets (GAM) segment made solid gains as well. Sales increased 5% from $92 to $98 million. This segment includes vehicle sales to commercial, government and defense clients in addition to Aixam quadricycle sales in Europe. In addition, the GAM segment includes vehicles like Ranger and Brutus UTVs, military RZRs, GEM electric vehicles, Taylor-Dunn industrial vehicles and Goupil electric vehicles based in France. Management reported solid sales for Goupil vehicles and strong orders from fire and police departments, and other government agencies.

ORV and GAM Drive International Growth

Sales to international markets jumped 10% with a strong showing from the ORV/Snow segment, up 9%, and the GAM segment, up 6%. Looking at sales by region, the Europe and Middle East drove overall international sales while Latin America increased only slightly and the Asia Pacific region decreased.

Full Year Guidance Improves

Polaris increased their guidance for the ORV/Snow segment. They now expect a low double digit increase in sales.The GAM segment should increase sales by low double digits, which is unchanged from previous guidance.

Tariff Impacts

Tariff impacts raised expenses by $8 million for the quarter and are expected to total $40 million for the year. The renegotiated NAFTA deal, the USMCA, is expected to have a neutral effect. However, the 301 tariffs, especially the upcoming List 3 tariffs could have more severe repercussions. Currently, the company is dealing with List 1 and List 2 tariff impacts. Polaris is at a disadvantage related to 301 List tariffs because their main competitors produce their vehicles in Mexico or assemble them in the US using Japanese parts. Therefore, these companies are not subject to the same tariffs.

Tariff Mitigation Plans

Management laid out a three pronged approach to mitigating the potential List 301 tariffs. First, they will try to negotiate with their suppliers to share some of the increased costs. Second, they may increase prices. Thirdly, they hope to lobby the current administration to obtain an exemption from the tariffs. Polaris argues that the tariffs are primarily hurting them, but they are the only US based manufacturer among the major players in the market. Furthermore, the company has been increasing their US based manufacturing. At this time, Polaris is not providing any specific quantitative guidance for tariff impacts for 2019.

Other Future Factors

For the powersports market in general, management expects that there will be a need to increase pricing to offset inflation, tariff impacts and increasing commodity and logistics costs. Furthermore, management stated, “As the industry leader, we’re not afraid to lead on price.”

The newly launched Factory Choice program, which gives the customers and dealers an opportunity to make differentiated vehicles from the factory and has been popular, gives Polaris optimism. The program should help drive sales in the future.

The dealer inventory profiles produced under the RFM program this year for side-by-sides significantly improved product availability. The increased availability bolstered sales, raising similar expectations moving forward.

Learn more: Polaris Earnings Call Transcript (Seekingalpha.com)

SVR’s Take

This was another solid quarter for Polaris. The sales increases for side-by-sides were not gangbusters at first glance, but they are being compared to a really strong third quarter in 2017. The new 2019 vehicle lineup should drive sales more fully in the fourth quarter. The GAM segment is slowly growing into a significant business and could become a $500 billion business in about two years. On a cautionary note, the tariff impacts could slow progress for Polaris, especially in contrast to fast growing and Canadian based Can-Am. Increased pricing could potentially hurt sales, although as a premium brand Polaris can pass on some pricing. The other alternative is that they will take hit to their margins and generate less income.

Textron Off Road Struggles with Arctic Cat

Posted on October 19, 2018 by Marc Cesare

Textron Off Road’s Wildcat XX. Wildcat models were previously sold under the Arctic Cat brand.

Textron 2018 Q3 Earnings Results

Textron, Inc recently reported fiscal year 2018 third quarter earnings. They point to a struggling Arctic Cat brand which was acquired in early 2017. The company embedded the Arctic Cat brand under their new Textron Off Road brand in their Specialized Vehicle business, which is part of their Industrial segment. Specialized Vehicles also includes E-Z-GO golf cars, Cushman utility vehicles, towing tugs among other small, task-oriented vehicles. Management reported that poor Specialized Vehicle results hurt the Industrial segment that in turn reduced overall quarterly performance for the company.

Weak Performance but Faith in the Product

The Q&A part of the earnings call pointed to problems with products formerly sold under the Arctic Cat brand. CEO Scott Donnelly remarked that “…the most fundamental challenge in the business is around particularly the dirt side, the consumer side of that business and that’s the area that where we need the most work”. Furthermore he noted that,

” Industrial, segment profit was breakeven primarily due to unfavorable operating performance in specialized vehicles. Specialized vehicles has undergone significant change over the past two years, as we have expanded the product portfolio. While we’ve seen increasing revenue in the segment, we haven’t seen the planned level of growth or do the operating levers necessary to support the expected returns.”

Nevertheless, management remained positive about future performance and confident of the products they are putting on the market. Donnelly further stated,

“We’ve got great feedback from customers, the performance side we don’t have a product problem I mean we have still gaps which again as I said we’re working on it as we go forward but I think the progress on what the product is and how the product is performing we’re very pleased with.”

The management expects better performance in the fourth quarter.

Sales Channel Issues

Additional management comments indicated other issues in the sales channel may be limiting performance. Management noted the need to manage the channel but that some dealers are doing very well. Overall the retail sell through did not meet expectations. Furthermore, management allocated more funds to product discount programs to reduce inventory. In addition, management expressed a desire to improve the sales tools that help customers get to the product.

Pricing Changes Reflect Sales Issues

The pricing changes across the Textron Off-Road vehicle lineup from 2018 to 2019 reflects the poorer than expected retail performance. Management reduced prices for nearly every model, slashing prices for the Wildcat side-by-sides the most. Wildcat price cuts ranged from $500 to $2,500 with most at least $1,000. In contrast, many other manufacturers maintained pricing or slightly increased pricing by around $200 in most cases.

Textron Earnings Call (Seekingalpha.com)

SVR’s Take:

If management likes the product and some dealers are doing well, it sounds like it may possibly be a dealer issue. Either dealers are in the wrong location or they are not performing well. The management’s comments about getting customers to the product raise additional potential issues.

“I think in general how we manage that channel is something that frankly we just haven’t done as well as we should have. And our sales tools and how easy we make it for perspective customers to figure our product, have access to the dealers, have a natural way to help customers move to our product is just something we didn’t do well.”

This could cover a lot of ground from advertising to website performance to in-store marketing material to how dealership personnel interact with customers from first contact to sale.

Marc Cesare, SVR

ODES Industries Launches 2019 UTV Lineup

Posted on October 1, 2018 by Marc Cesare

The ODES Industries 2019 Dominator X2 LT Zeus features a touchscreen and LED lighting.

ODES Industries, self-described as a value UTV brand, recently announced their 2019 UTV lineup as they push for even more growth. According to company statements ODEs Industries has been growing for the last several years including a doubling of sales from 2016 to 2017. The 2019 lineup includes 10 models including the new XForce 2 and XForce 4 models which feature an enclosed cab. Probably, these models are aimed at heavy duty work applications in challenging weather environments. Prices range across the lineup from $9,795 up to $23,495.

ODES Industries Dominator Models

The Dominator line includes the following models:

The entry level Dominator X2 ST Model V1 – MSRP $9,795
The Dominator X2 ST Model V2 – MSRP $9,995 (Adds Doors, OTR Tires and Matte Black Wheels)
The premium level Dominator X2 LT Model V1 – MSRP $13,095
The top level Dominator X2 LT Zeus Model V1 – MSRP $14,795 (Adds 7″ Full Touchscreen LCD, Heated Seats)

The 2019 Dominator X2 ST

The Dominator X2 ST versions have the following features:

800cc Engine
Digital Dash Display
Full Roof
Heavy Duty Front Bumper
Full LED Lighting
Electronic Dump Bed
Rearview Mirrors
Door Nets
Front 3,500 lbs Winch
Towing Hitch
14″ Wheels
26″ Tires
Lockable Storage Boxes

The Dominator X2 LT models have the following features:

800cc Engine with 1000cc option for Zeus model
Long Travel – Vi-LOCK Suspension
Digital Dash Display
Full Windshield
Full Roof
32″ LED Light Bar
Heavy Duty Front Bumper
Heavy Duty Rear Bumper
Full LED Lighting
Electronic Dump Bed
Rearview Mirrors
Metal Frame Doors
Front 3,500 lbs Winch
Rear 3,500 lbs Winch
Towing Hitch
15″ Wheels
29″ Tires
Lockable Storage Boxes
Radiator Guards
A-Arm Guards
Electronic Power Steering

Also, there are three Dominator X4 models which seat six as a result of stadium style seating. These versions are similar to the two-passenger lineup with a Dominator X4 ST V1($11,295), Dominator X4 LT Zeus V1 ($16,495) and Dominator X4 LT V1 ($14,795).

Sport Model

A 1000cc engine powers the sporty Ravager LT Zeus from ODES Industries.

The two-passenger Ravager LT Zeus gives ODES Industries a pure sport model in the lineup. A 1000cc engine powers the Ravager which features a Two Brothers Racing Exhaust, 3M graphics kit, Two Brothers/Dyna Jet Juicebox kit, front winch, 29″ OTR Dirt Master tires and 15″ OTR Matte Black wheels. The company revamped the model for 2019. Ravager LT Zeus features include:

7″ Touchscreen LCD Display
Long Travel – Vi-LOCK Suspension
Full Windshield / Roof
32″ LED Light Bar
Two Brothers Racing Exhaus
Passenger Grab Bar
Cargo Bed
Rearview Mirrors
Metal Frame Doors
Front 3500lbs Winch
Rear Towing Hitch
15″ OTR Matte Black Wheels
OTR Dirt Master 29″ Tires
Radiator Guards
A-Arm Guards
Electronic Power Steering
Heavy Duty Front Bumper
3M Graphics Kit
Powder Coated Bars – Yellow or Blue
Two Brothers / Dyna Jet Juicebox Kit

New XForce Models Feature Cabs

ODES Industries added a cab to their latest offering, the Force 4, which seats six.

Finally, rounding out the lineup are the two newest models from ODES Industries, the XForce 2 priced at $20,995 and the XForce 4 priced at $23,495. The X2 can seat up to three and the X4 up to six. Both feature AC/Heating systems, heated front seats, 10.6″ LCD touch screen and a 1000cc engine. Standard features include new mapping, GoPro integration, front and rear camera options, temperature controls, digital displays, Bluetooth connection for phone and text display and direct screen audio control. The latter feature makes it easier to just ride rather than play with electronics.

Integrated Media w/ Bluetooth and USB
Onboard GPS Nav with Trail Tracking
Front and Rear 640×480 Cameras
In Screen Go Pro Integration
ODES Ultra LCD Integrated Software
Aluminum RollcageAC and Heat System w/ Fan Control
Onboard Generator for Power Support
Front Glass Window w/ Wiper System
Front Window Adjustment, 3 Settings
Glass Door Windows w/ Electric up/down
Single Row LED Directional Light Bar
Full Enclosure System
Interior Lighting
3 Captains Chair Seating
Heated Driver and Passenger Seats
Fold Down Center Seat for Console Storage
Folding Aluminum Dump Bed
800LBS Capacity Electric Dump Bed
Exterior Rear Working Light
Oversized Side Mirrors
Aluminum A-Arm Guards
16 Gallon Gas Tank
4500LBS Wireless Winch w/ Nylon Rope
Reversible Front to Rear Winch Hitch w/ 2″ Ball
Winch wire quick disconnects
Snorkeled CVT Air Intake System
Exterior Panel Light and Bed Controls
LED Front and Rear Lights
OTR Dirt Master Tires 28×10-14
OTR Steel Wheels
Interstate Battery
Royal Purple Ice Coolant
Stage 4 Made in USA Kevlar CVT Belt
Double Wishbone Independent Suspension
Ground Clearance of 327mm
Aluminum Box 1076x1561x260

Learn more: Odesindustries.com

SVR’s Take:

ODES Industries is another value brand that appears to be having success offering solid features at a reasonable price. These brands typically have a starting price point in the $9,000 to $10,000 range for their entry level UTV, although some start even lower with fewer features. According to ODES Industries website, they source parts from around the world and partially assemble vehicles in Asia. The remaining assembly appears to be in the US. The company moved assembly from California to Dallas, TX in 2016.

Can-Am Market Share Increases

Posted on September 10, 2018 by Marc Cesare

New models like the 2019 Can-Am Defender HD8 help increase Can-Am market share.

Can Am Defender Max

BRP Reports Strong Fiscal Q2 Earnings

BRP Inc., manufacturer of Can-Am vehicles announced strong earnings for their fiscal second quarter (ending July 31, 2018) and improved Can-Am market share for their side-by-side business. Management reported an increase in revenue of 18% to $1,207 million from $1,023 million (In Canadian $) as well as increased profit margins.

Ahead of Strategic Plan

Since implementing their strategic plan in 2015 Can-Am has steadily made inroads in the side-by-side market. Management set the goal of doubling Can-Am market share for the North American side-by-side market from approximately 10% to 20% by 2020. They are on track to reach that goal in 2019 instead of the original 2020 target year.

Recent Can-Am UTV Launches Source: Can-Am Presentation 9/10/2018

Product Development Drives Can-Am Market Share Success

The company drove this rapid growth by launching a host of new models to maintain competitiveness in existing market segments or to enter new segments. They typically launch new models every six months. The Defender lineup of UTVs is an example of entering new segments. The Defender not only attacked the work/utility segment where Can-Am needed a presence, but opened up under represented geographic markets. The company reports US side-by-side dealer network coverage increased over 50% over four years. They also added trail and sport models for the recreational segment while continuing to produce competitive high-end performance side-by-sides as well.

Can-Am Emerges as Main Polaris Competitor

While still far from the market share of market leader Polaris, Can-Am has established itself as the main competitor to Polaris, outpacing the likes of Yamaha, Honda, John Deere and others. This applies to not only to the side-by-side market but in other product segments as well including ATVs, 3-wheelers and snowmobiles. Both companies have also entered the boating market with recent acquisitions. (BRP; Polaris) Can-Am is one of the few side-by-side manufacturers that comes close to the breadth of models that Polaris offers across all the market sub-segments. Management’s intentions are to continue to build out their product lineup.

Earnings Call Highlights

The following are highlights from the earnings call and presentation. Unless noted comparisons are to the same quarter of the previous year.

Revenues were up in North America (NA) and all intl markets
NA retail sales for Seasonal and Year-round business segments increased 16%
All product segments are outgrowing respective industries
Year Round business which includes SxS, ATV and Spyder products increased by 26% from $440.4 to $554.0
NA side-by-side retail jumped low 30% vs. low teen % for industry for the quarter
NA 2018 SSV industry up high single digits percent for recently ended model year while Can-Am jumped mid 30%
Management reports gaining over 2.5% in market share in NA side-by-side market for the 2018 season
Can-Am SxS up 25% in all international markets: Europe/Middle East, Latin America and Asia-Pacific.
Management states: “We are seeing solid growth across the lineup, and the popularity of our specialized models such as the Defender LONE STAR, the Maverick X3 rock crawler and our mud-ready Maverick X3 and Defender is helping us deliver superior profitability for us and our dealers.“
Management increased guidance for Year Round business to up 18-21% from previously guided 12-15%
Can-Am has more than doubled their side-by-side retail volume since 2015 with 6 new platform introduced over the past 3 years and on target to reach 2020 goals one year in advance
Room to grow in the Defender side-by-side segment
Some cost pressures from commodity prices and freight costs

Learn more: Earnings Call Transcript

Polaris Reveals 2019 Model Year Side-by-Sides

Posted on July 31, 2018 by Marc Cesare

Polaris Industries revealed their 2019 model year side-by-side lineup last week with improvements across a host models. In the Ranger product line Ride Command technology will now be available for select Ranger XP 1000 models as a factory-installed package. The Range XP 1000 and Ranger Crew XP 1000 models now include a 20th anniversary edition and the new High Lifter Edition.

2019 model year RZRs feature aggressive styling and performance upgrades across the product lineup. Ride Command will be available in all RZR XP 1000 colors and the RZR XP 1000 Dynamix vehicles. The trail-ready RZR S4 1000 is now powered by a 100 hp engine.

The General lineup has been updated with performance and technology upgrades, as well as new colors and graphics. The following are more specific features for select models.

2019 Polaris Ranger XP 1000 EPS High Lifter Edition

The 2019 model year Polaris Ranger XP 1000 EPS High Lifter Edition with redesigned half doors and improved driveline strength.

2019 Ranger XP 1000 EPS High Lifter Edition – $19,999 MSRP 2019 RANGER CREW XP 1000 EPS High Lifter Edition – 21,499 MSRP

Redesigned factory-installed half doors with new one-inch water drains
82 hp engine
11″ of suspension travel
20% increase in overall driveline strength
New geared reverse transmission
28″ Outlaw tires
13.5″ of ground clearance
Crew version has 6-passenger capacity

2019 Ranger XP 1000 EPS RIDE COMMAND – $17,999 MSRP 2019 Ranger XP 1000 EPS NorthStar Edition RIDE COMMAND – $25,999 MSRP

Ride Command technology is now available as a factory-installed package
Seven-inch glove-touch display features built-in navigation and front and rear cameras.
System provides vehicle diagnostics, allows smartphone connectivity and factory-installed in-dash speakers.
Topographical map allows consumers to better navigate trail overlays and drop waypoints to remember key locations
Interactive interface gives every type of rider the freedom to stay connected while hunting, working on their ranch, or trail riding.

2019 Ranger XP 1000 EPS and Ranger XP 1000 EPS NorthStar Edition models

Available in four new color options including Steel Blue, Pearl White, Magnetic Gray and Polaris Pursuit® Camo.

The 2019 Ranger XP 1000 EPS 20th Anniversary edition with two-tone maroon and tan colors and embroidered seats.

2019 Ranger XP1000 EPS 20th Anniversary Limited Edition – $16,799 MSRP 2019 Ranger CREW XP 1000 EPS 20th Anniversary Limited Edition – $17,799

Two-tone maroon and tan color option
Custom embroidered seats
Limited production quantities

The 2019 model year RZR S4 1000 EPS now features 100 hp.

The 2019 RZR XP 1000 has new styling and LED lighting.

2019 RZR Xtreme Performance Lineup – Starting at $17,999 MSRP

Styling features a more aggressive cut with a chiseled muscular stance
LED accent lights
Brand-new LED headlights
Premium digital instrumentation
More storage
DYNAMIX active suspension and Ride Command technology now available on RZR XP 1000 models
Horsepower boost to 100 hp for the 2019 RZR S4 1000

2019 General – Starting at $16,299 MSRP

New colors and graphics
Factory-installed bronze wheels on the Ride Command edition

Learn more: Polaris.com

Polaris Industries Reports Q2 2018 Results

Posted on July 30, 2018 by Marc Cesare

New models like the 2019 Polaris Ranger Crew XP 1000 EPS helped drive side-by-side revenue for the quarter.

Polaris Industries reported their financial results for the second quarter of 2018. Second quarter 2018 revenue increased 10% year over year to $1.503 billion with the ORV/Snowmobile segment jumping 17% to $993 million and off-road vehicles, excluding PG&A, increased 19%. Some of the gains in ORV were because of the need to boost dealer inventory levels to match retail demand.

Earnings Call Highlights

The following are highlights from the earnings call related to the small, task-oriented vehicle market.

The powersports market in North America is essentially flat to up slightly with Polaris ORV flat
ORV retail is growing in every region of the US
Ag markets have not slowed down at all at this point
ORV/Snowmobile segment sales were up 17% in Q2
Improved ORV demand for side-by-sides worldwide, and availability and sale of new models accelerated during the quarter helped drive sales
Polaris side-by-side North American retail sales up mid-single digits driven by new products and improved oil/gas and agriculture markets
Average selling prices for ORV increased 3% and promotional spending per unit decreased
Polaris gained market share in side-by-sides and ATV for the quarter
Production costs are increasing due to higher logistical and commodity costs
ORV helped drive international growth, particularly in Europe
Global Adjacent Markets sales increased 17% in the second quarter to $113 million, due to growth in Commercial, Government, and Defense businesses

Guidance for Full Year 2018

Management increased guidance for the Global Adjacents and ORV businesses with Global Adjacents expected to be up low-double digits % for the year and ORV/Snowmobiles up high-single digits %
ORV sales are expected to be up high single-digits percent from international results and pricing actions and slightly higher volumes

Learn more: Seekingalpha.com (Earnings call transcript)

Does Future Mobility Include LSVs?

Posted on July 19, 2018 by Marc Cesare

GEM has been the market leader in LSVs for many years.

The falling cost of batteries and rise of autonomous driving technology has launched a new stage in the development of mobility technologies. These advances may be bad news for LSVs. For decades small-task oriented vehicles, and in particular by golf cars, have dominated the EV market in terms of production volume. Long before Tesla, golf car manufacturers produced hundreds of thousands of electric golf cars annually. Primarily for these vehicles were for golf courses, but for personal transportation as well. In addition, the large volume of used electric golf cars coming off of golf courses each year were finding their way into the personal transportation and utility markets. In smaller volumes they produced electric powered burden carriers and general utility vehicles for use in enclosed spaces such as factories and warehouses.

Speed and pricing hurt LSV adoption

Federal regulations in the late nineties lead to the development of Low Speed Vehicles (LSVs), originally referred to as Neighborhood Electric Vehicles (NEVs). The LSV classification created the opportunity to move small EVs out of gated and golf communities and relatively confined driving environments and onto public roads in large numbers. Unfortunately, for LSV manufacturers, the widespread adoption of LSVs for personal transportation has never occurred. In theory, LSVs would be a good choice as a second vehicle. They are relatively inexpensive to purchase and operate and suitable for the short trips typical of many drivers. In practice, they are relatively expensive for their limited functionality, and to many they look like a glorified golf car.

With a 25 mph top speed, LSVs are too slow for real life driving where speeds are often 30-45 mph. Federal authorities, already concerned about LSV safety, are unwilling to compromise on safety requirements for higher speed Medium Speed Vehicles. The additional safety requirements for MSVs would make these vehicles relatively expensive compared to fully highway capable vehicles.

Pricing has always been an issue with LSVs, which typically cost around $10,000 on the low end. They find themselves competing against new, used and refurbished golf cars that can cost thousands of dollars less or comparably priced, but heavily customized golf cars. On the other end of the spectrum, the lowest priced highway capable vehicles available do not cost that much more and offer far greater functionality. As a result, the LSV market has never “taken off”. SVR’s research has shown that LSVs for personal use have only gained traction where local laws restrict the use of golf cars on public roads. The trend has been for local governments to allow more golf cars, modified golf cars and even UTVs on local roads.

Where LSV have found some success is on college and corporate campuses. In these environments the LSV safety features are worth the additional expense in the context of insurance and liability. The slower speed is another plus where administrators do not want employees speeding across pedestrian filled campus grounds. The utility LSV has proven to provide plenty of functionality and mobility in these confined environments at a reduced cost compared to pick-up trucks which they often replace. In addition, electric LSVs fit well into sustainability and green initiatives on these campuses.

Electric bikes and scooters offer an alternative

New battery and autonomous driving technologies are unlikely to change the fate of LSVs, and likely will make it worse. Batteries are becoming small enough, powerful enough and cheap enough to create new competitors to LSVs. Namely, a rash of electric bicycles and electric scooters have been entering the market. While costing thousands of dollars, electric bicycles have the potential to chip away at some of the LSV market. Have a short commute on local roads and don’t need to carry much with you. Why not use an electric bike? Need a quick way around urban areas and don’t want to worry about parking? How about an electric scooter.

There are electric bike and scooter sharing programs either already operating or in pilot programs in major cities. These options aren’t ideal in bad weather or for multiple passengers, but they can potentially reduce LSV usage. In fact, they may even provide competition to golf cars and Personal Transportation Vehicles (PTVs) within gated communities.

Autonomous vehicles take a new direction

GEM configured by May Mobility for self-driving.

Similarly autonomous driving technology may very well reduce the potential footprint for LSVs. Google has used some LSVs for the testing of their autonomous driving technology. You could argue from a standpoint of safety that the more controlled environment of gated communities could be a good entry point for the technology. But it appears the major players are starting with highway capable vehicles. There have been some instances of LSVs with the technology being tested for limited use scenarios such as shuttle runs. Currently, the relative expense of the autonomous driving technology compared to the cost of an LSV is likely too high. The economics favor installation on premium vehicles or rental/sharing fleets with the flexibility for high volume usage.

This Fall Kroger will be using passengerless autonomous vehicles from startup Nuro to deliver groceries to customers.

Starship Technologies is rolling out a robotic delivery service on college and corporate campuses this year.

Even in the commercial use of LSVs or their slightly faster cousins in Europe for tasks like urban delivery, autonomous driving technology may undercut the application of these vehicles. There are a number of startups developing autonomous delivery vehicles for operation on streets. However, they are passenger less or even smaller and slower for use on sidewalks. The last vestige for the LSV may remain the college or corporate campus, but even the autonomous shuttle could cut into some of that usage. We may be witnessing the highpoint for the use of LSVs right now.

Marc Cesare, Smallvehicleresource.com