Category Archives: marketing

Club Car Accessory Packages for Carryall Models

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Club Car is targeting the commercial market with the Carryall 700 and other vehicles.

Club Car is targeting the commercial market with the Carryall 700 and other Carryall models.

Club Car continues their targeting of commercial markets with the launching of commercial accessory packages for their Carryall utility vehicles. They are offering model specific packages for the Carryall 300, 500, 550 and 700. The packages are available for gas or electric models. The package for Carryall 300 utility vehicles includes:

  • A cargo box
  • Tailgate tethers
  • Heavy-duty trailer hitch
  • Tail lights, brake lights, turn signal and horn

The package for the Carryall 500 utility vehicle includes:

  • A cargo box
  • Tailgate tethers
  • Improved ride quality
  • Tail lights, brake lights, turn signal and horn

The package for the Carryall 550 utility vehicle includes:

  • A cargo box
  • Tailgate tethers
  • Heavy-duty trailer hitch
  • Tail lights, brake lights, turn signal and horn
  • Heavy-duty brush guard
  • Improved ride quality

The package for the Carryall 700 utility vehicle includes:

  • A flat bed
  • Heavy-duty brush guards
  • Tail lights, brake lights and horn

According to Club Car the packages are less expensive compared to purchasing each accessory separately. The accesory packages for each model are “…based on a detailed analysis of buying patterns of commercial companies, so it includes the accessories most commonly ordered for that vehicle by customers…”. Learn more:  Clubcar.com

Comment:  Club Car has been rolling out a number of products and services over the past year or so specifically targeting commercial segments. They have launched the new Carryall vehicles, new accessories, fleet management and maintenance services and now these accessory packages. With the decline and now stagnation in the golf car fleet market, the golf car manufacturers are looking to commercial and other non-fleet markets to boost sales of vehicles as well as parts, accessories and related services. Club Car is marketing to specific verticals, which they have defined as Resorts, Education, Non-Industrial Rentals, Industrial Rentals and Government.

Buying a Vehicle for Campus Use

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The new GEMs for model year 2016.

GEMs are popular for use on campuses for people moving and general utility work applications.

I recently interviewed Andy Kaplan of Dominion Utility Vehicles in Bedford, Virginia about buying a small, task-oriented vehicle for use on a college or university campus. Some common uses for these vehicles include people transport, campus security, general maintenance, grounds keeping and other heavier duty work. He sells the GEM, Polaris Brutus and Gravely Atlas JSV four-wheel drive utility vehicles.

In this and other commercial segments many dealers will bring vehicles to the customer to try out for several hours, a full day or even a few days if their interest is high. If you are in the market for a vehicle, it is wise to do so as it affords you the opportunity to drive and use the vehicle just as if you owned it. The best approach according to Kaplan is to use the vehicle just as you would during a typical work day. You can see how the vehicle handles the terrain, the various tasks, maneuvers in tight spaces and, if exploring electric vehicles, what type of range and charging time you will need on a daily basis.

Another consideration is what are all the tasks for which you will be using the vehicle on campus. If you are hauling material or equipment, how much cargo box and vehicle capacity do you need, how large a cargo box do you need in terms of dimensions and do you need a covered cargo area. If you are carrying tools do you need one or more toolboxes or a ladder rack. One of the advantages of these utility vehicles is that they can be customized to a great degree with many different options and accessories to perform a specific task or set of tasks. By investing the time up front thinking about how you will use the vehicle, you can purchase a vehicle that can be highly versatile, productive and cost-efficient.

Other important considerations include:

  • Campus terrain:  Do you need 4WD for hills, off-road capabilities, turf sensitive tires and handling capabilities, LSV features for public road use, etc.
  • Weather protection:  Do you need protection from the sun or rain, harsh winter weather, allergy issues when mowing, etc
  • People moving:  How much seating capacity do you need? What about creature comforts? If you will be transporting clients or customers, what image and branding reinforcement do you want to convey with the vehicle?

For the complete interview visit our buying guide section.

What’s Cooking on the STOV: Mining Vehicles

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Highlighting some of the many applications for Small, Task-Oriented Vehicles

A Gravely utility vehicle ready for work at a local mining operation.

A Gravely utility vehicle ready to go to work at a local mining operation.

Fifth Gear Powersports of Elko, NV recently won several Reader Choice Awards sponsored by their local newspaper, the Elko Daily Free Press. No doubt their dedication to the local off-road bike and UTV scene is a big reason for their popularity, but they also cater to the local mining industry. They started by selling LED lights used for off-road night riding to the local mining operations. They also sell a variety of UTV vehicles from brands such as Kawasaki, Gravely and Polaris for use in underground mines. The utility vehicles must be configured to meet Mine Safety and Health Administration standards. Fifth Gear services the vehicles and has a washing bay at their facility for cleaning utility vehicles that come directly from a mine. Learn more:  Elkodaily.com

Arctic Cat FY 2016 Q3 Results

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The new 2017 Prowler 500 from Arctic Cat

The new 2017 Prowler 500 from Arctic Cat begins shipping this month.

The new Arctic Cat HDX 700 Crew XT for model year 2017.

The new Arctic Cat HDX 700 Crew XT for model year 2017 also ships this month.

Arctic Cat recently reported their financial results for the fiscal year 2016 third quarter. For the quarter net sales declined 14.3%, in part driven by currency headwinds and the timing of vehicle shipments compared to the prior year’s third quarter.

The following are highlights of the earnings call as it relates to the UTV/side-by-side market.

  • Sales of ATVs and ROV side-by-sides decreased 28.5% to $60 million from $83.9 million in the year ago quarter, in part driven by shipment timing
  • Softening of the overall ATV/ROV(side-by-side) retail market is a contributing factor in management’s lowering of fiscal year 2016 guidance
  • Management continues to emphasize improving their dealer network with additional training, marketing programs and performance metrics
  • Arctic Cat is planning to add 75 dealers in the next 12 months after adding 10 in the last three months
  • This month the company begins shipment of their new 2017 HDX 700 Crew and Prowler 500
  • Compared to the prior year third quarter, total ATV, ROV unit retail sales in the fiscal 2016 third quarter rose mid-single-digits versus an industry that was flat to slightly down
  • Management has decided to create a world-class research and development center in St. Cloud, and one focus will be to improve their engine technology
  • Management admitted that Wildcat vehicle sales have been hurt by their comparatively lower horsepower but that the 2017 models will “correct” that problem

Learn more:  Seekingalpha.com (Earnings call transcript)

2016 PGA Show: Parts Leader Nivel Emphasizes Branding

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Product display for Jake's lift kits.

Product display for Jake’s lift kits.

Display for one of Nivel's wheels from their GTW brand.

Display for one of Nivel’s wheels from their GTW brand.

In-store product display for Nivel's recent brand acquisition, Madjax.

In-store product display for Nivel’s recent brand acquisition, Madjax.

At the recent PGA Show, leading golf car parts supplier Nivel revealed plans to emphasize and leverage branded product lines. After a string of acquisitions over the last several years, Nivel’s  management believes they had built a stable of well-known branded products, but had not fully realized the value of those brands. To that end the company is making an effort under their “House of Brands” initiative to build brand awareness and take advantage of the brand equity in some key product lines now under the Nivel umbrella. Key brands on display at the PGA Show include:

  • Jake’s – lift kits
  • Madjax – seating and lighting
  • Red Dot Enclosures – vehicle enclosures
  • Blue Dot – windshields and tops
  • GTW – wheels, lift kits and flipseats
  • Genesis 250/350 – seating
  • Reliance Power Parts
  • MJFX Innovative – lift kits and bumpers

Part of their strategy involves placing dedicated store displays for specific brands in dealerships. Nivel is the largest supplier of aftermarket parts and accessories for golf cars in North America.

Polaris Introduces All-New GEM Lineup For 2016

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The all new 2016 GEM e2.

The all new 2016 GEM e2.

The 2016 GEM e2 with an enclosed cargo box.

The 2016 GEM e2 with an enclosed cargo box.

The 2016 GEM eL XD with an enclosed rear cargo area.

The 2016 GEM eL XD with an enclosed rear cargo area.

Polaris Industries has announced an all new GEM lineup of vehicles for model year 2016. According to John Stockman, GEM director at Polaris. “The all-new GEM takes what our customers already love about these vehicles and improves the ergonomics, ride and range. We’ve also added more comfort and safety features to provide an even better experience for both rider and driver, with the added benefit of just $.03 per mile cost of ownership.” Some of key features for the all new GEM include:

  • Aluminum chassis that passes SAE roof-crush-test standards
  • Front-wheel disc brakes
  • Automotive style suspension
  • High-back forward-facing seats
  • 3-point seat belts
  • Automotive glass windshield
  • LED signal lights
  • Optional RiderX app provides free access to road maps
  • Smart Power which matches the power to the task with the ability to choose the best combination of battery and charge options.
  • Optional Li-ion battery
  • The eL XD model offers a recessed bed option to lower loading height and maximize hauling capability, and a tailgate ramp.

There are seven models in the product line.  There are three passenger vehicles, the e2, e4 and e6, as well as four utility vehicles, the eL XD, eM 1400, eM 1400 LSV and the Polaris M1400.  The Polaris M1400 is a gas powered vehicle. Pricing starts at $8,999 for the GEM e2 and increases to $12,999 for the GEM eL XD. A range of factory installed options are available including but not limited to in-windshield defrost, electronic power steering, integrated doors and a full range of rear carrier options. Learn more:  Polaris.com

Comment:  I spoke with a GEM dealer who has some limited knowledge of the vehicles at this point and he gave me his first impressions:

  • The redesigned doors are the most significant improvement, addressing hardware problems, water intrusion, ease of entry/exit, line of sight issues and lack of availability for 6 passenger models.
  • The redesigned interior addresses driver comfort issues with more legroom and headroom.
  • The new AGM and Lithium ion battery options are a significant improvement and allow for better matching of batteries to vehicle application.
  • The additional options for the popular eL XD model will allow for more customization for the wide variety of uses for which customers currently use the vehicle.

Hyndsight Rear View Vision System For Kubota UTVs

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The Kubota RTV-X900

The Journey rear view vision system from Hyndsight Vision Systems will soon be available for Kubota utility vehicles like the Kubota RTV-X900.

Hyndsight Vision Systems has announced they have established an exclusive partnership with Weidmann Brothers, a national aftermarket wholesaler of quality products to agricultural, turf, industrial and rural lifestyle dealers, to sell the company’s rear view vision system to Kubota dealerships. Weidmann’s Orange Aftermarket division supports over 1,900 Kubota dealers with aftermarket accessories for tractors, RTVs and mowers.

The Journey vision system is a portable, wireless rear view vision system that can be mounted without any wiring required on any utility vehicle, allowing full rear view coverage on a sunlight readable monitor. Designed for a harsh environment, the rugged, weather resistant system and provides a “real-to-life” visual field through a real-time video stream between camera and monitor. The Jouney system debuted at Kubota’s recent national dealer meeting. Learn more:  PRweb.com

Comment:  As the UTV market has developed, the vehicles have been adopting some of the same advanced technology that is present in automobiles. In similar fashion, this technology is typically first found on more expensive vehicles as standard equipment or as an optional accessory. This product could be useful in other STOV market segments as well such as on LSVs and golf car type vehicles used on college campuses, where vehicle safety is a significant concern in high pedestrian traffic environments. Similarly, in gated communities or where public road use by LSVs and golf cars is high there could be some demand for the product.

Kubota Commemorates 1 Millionth Vehicle Made in Georgia

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The one millionth vehicle produced by Kubota in Georgia, a RTV1120D utility vehicle.

The one millionth vehicle produced by Kubota in Georgia, a RTV-X1120D utility vehicle.

When a RTV-X1120D rolled off the line earlier this week in Gainseville, GA, it became the millionth Kubota vehicle manufactured in Georgia. The million units includes tractors as well as utility vehicles. That number is sure to increase even faster in the coming years as the company has added facilities, including a new RTV manufacturing facility. The RTV-X1120D features special wheels, a high-end sound system and LED lightbar, and will be auctioned off as a fundraiser at a national dealer event.  Learn moreL  Bizjournals.com

Arctic Cat Launches New SPEED SxS Accessory Line Developed with Robby Gordon and Todd Romano

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Arctic Cat recently announced their new SPEED brand of accessories for side-by-sides. The accessory line is the result of an exclusive product development agreement the company has with Robby Gordon and Tony Romano, who have recently formed SPEED RMG. Under the agreement, Gordon and Romano are providing research and development consulting on new technologies, and assisting with the development of new Wildcat racing and high-performance accessories being launched under the SPEED brand. Among the full line of SPEED accessories initially launched are: high-back racing and suspension seats; multi-point harnesses designed for performance and rider comfort; stylish, lightweight aluminum racing wheels; durable radial tires; rigid, contoured steering wheels; high-strength suspension and shocks; and SPEED garments. Learn more:  Businesswire.com

Comment:  Accessories have become an important profit center for side-by-side manufacturers and dealers. The margins can be high and, especially in the high-end recreational segment, customers are willing to spend thousands of dollars on accessories when purchasing a new vehicle.

Club Car Targeting Commercial Market

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Club Car is targeting the commercial market with the Carryall 700 and other vehicles.

Club Car is targeting the commercial market with the Carryall 700 and other vehicles.

With the golf car fleet market declining or stagnant the past few years, key suppliers like Club Car have had to look to other markets to find growth. A key target is the commercial UTV market. Towards that end Club Car has recently rolled out some new marketing initiatives emphasizing their Carryall utility vehicle.

One of the initiatives is Club Car’s Corporate Solution Program, which provides customers with fleet management and maintenance programs. The initiative is designed to address the problem of haphazard fleet vehicle development, where over the years an organization purchases a mixture of vehicles from a range of different manufacturers. This can lead to non-uniform vehicle standards and maintenance schedules, as well as more parts inventory, complexity and employee training. Under the Corporate Solution Program, experts from Club Car examine a customer’s vehicle needs and help them find the right mix of fleet vehicles to meet those needs. They also can establish maintenance schedules and logs and assign accountability for various aspects of fleet management. Key customer segments are universities, resorts and government agencies.

Another initiative targeting the commercial customer is Club Car’s new Bank on Carryall sales event which allows qualified commercial customers to purchase new 2015 or 2016 Carryall with no payments for six months or to lease 2015 and 2016 Carryall 500 or 700 models with special financing rates. With this initiative Club Car is hoping customers waiting for the next fiscal year’s budgets will be enticed to purchase now and pay later. One of the difficulties in selling to commercial customers is that they tend to purchase on a particular fiscal/budgetary cycle and within budgetary constraints, so there can be a limited time in which purchases or leases are made. It helps to have both purchase and leasing options available since funding can be drawn from either capital budgets or operating budgets depending on the customer, and the type of funding budget can determine whether a vehicle needs to be purchased or leased to “make the numbers work”. Learn more:  Pressreleaserocket.com

Comment:  The Corporate Solution Program is a clever way of leveraging one of the advantages that Club Car has, namely the range of vehicle types they offer. They can provide LSVs, people movers like trams as well as a range of utility vehicles. They also have extensive experience in both electric and gas powered vehicles. Target segments like universities, resorts and government agencies, or any customer that has diverse vehicle needs is well-suited for this program. Compared to say a Toro or John Deere, who only offer UTVs, this program could provide Club Car with an advantage. The one potential hurdle might be where a customer is looking for a more heavy duty UTV and may look more towards a John Deere or Polaris for that type of vehicle.