Harley revs up efforts to attract younger riders, as half over 50
Harley-Davidson is placing a renewed emphasis on teaching people to ride as part of its efforts to attract more customers.
The Milwaukee-based company’s decision to expand the number of dealerships with a Harley “Riding Academy” comes as the industry grapples with years of declining sales and an aging customer base.
The program launched in 2000 with about 50 locations. Now, 245 dealerships in the U.S. offer the three- or four-day courses. The company says about a quarter of those launched since 2014.
Harley sold 124,777 new motorcycles through nine months in 2017, down from 135,581 during the same period the previous year, according to the company’s most recent earnings report.
The Motorcycle Industry Council says the median age of motorcycle owners increased from 32 to 47 since 1990. About 46 per cent of riders are over 50; only about 10 per cent are 30-34.
Samantha Kay rode on the back of her father’s motorcycle growing up, but when the 25-year-old took a class to ride for the first time she couldn’t help being anxious.
“I think motorcycles inherently do scare a lot of people,” said Kay, a Milwaukee woman who is one of 50,000 people nationwide who took a riding course at a HarleyDavidson dealership this year.
The training is one of the ways Harley is trying to attract a new generation of riders like Kay amid big demographic shifts.
“Some of the aging Baby Boomers, which have been the guts of Harley-Davidson’s purchasers, they’re getting older and some of them are just getting out of the sport because they can’t handle the motorcycle anymore,” said Clyde Fessler, who retired from Harley-Davidson in 2002 after holding several executive positions over 25 years. He created what became the “Riding Academy.”
He said the idea “is getting people comfortable on a motorcycle and getting them to feel safe and confident.”
In addition to riders getting older, a slow economic recovery has made it harder for young adults to buy new motorcycles, said Jim Williams, vice-president of the American Motorcyclist Association.
Among the newest models, a 2018 Softail Slim starts at $15,899 and a 2018 Sportster Forty-Eight at $11,299.
“The younger generations are buying plenty of motorcycles, they’re just not new,” Williams said.
But it’s not all the millennials’ fault, said Robert Pandya, who managed public relations for Indian Motorcycles and Victory Motorcycles. Pandya recently launched “Give A Shift,” a volunteer group discussing ideas to promote motorcycling. One of their conclusions, he said, is the idea that “if mom rides, the kids will ride.”
Currently, women are about 14 per cent of the riding population, according to the Motorcycle Industry Council.
“I think we have to work harder to gain share of mind with young adults, for example, in that they have other activities in their lives. They’re on screens, they’re connecting socially, they’re involved in gaming, they’re involved in other things,” said Heather Malenshek, Harley-Davidson’s vicepresident of marketing.