Typically on a high moving gas motorcycle, distributors or OEMs may kick back 4 – 15% margins on the product, forcing the guys on the floor to scramble to include helmets, gloves and other gear into the deal. On the electric motorcycle side of the equation, those accessories are still part of the deal, only now you’re starting off with a 20 – 35% margin on the product to make things that much more appetizing. Add to the fact that a good chunk of the riders coming in for electric motorcycles are going to be new riders (since e-motorcycles don’t have the complexity of the clutch and multiple gears), it makes the safety accessories a must-buy to those entering the sport.
Additionally, moving to a vehicle that is completely digital allows for a whole heap of new accessories to upsell. On the fundamental side of things, you have your go-to safety gear, but as the industry grows and develops, new smart safety gear will begin becoming more prominent. Imagine selling smart helmets with HUDs that integrate directly with your electric motorcycle, having a 360 diagnostic view of your motorcycle right on the visor. Or selling smart riding boots that pair with your e-bike to light up as you engage your turn signals. Think about the margins you earn on a pair of riding boots, and triple those margins wherever you add in the word "smart".
Those accessories of the future don’t just stop at physical safety products, but will soon expand into the digital age. Imagine selling wallpapers for your electric motorcycle display screen, or charging a lump sum for a completely new digital gauge cluster skin. The dealer ends up making great margins on digital services along with the installation time of the technician to flash it onboard to the bike.
How about charging out 1.5 hour’s worth of labour for throttle map re-tuning, to get the perfect setup for the customer’s riding style. On a traditional ICE vehicle, that throttle re-map would take a lot longer, custom tuning hundreds of data points to tweak the bike’s A/F ratios for a customer. Now it’s as simple as opening up an app or laptop and adjusting sliders. Moving forward, what encompasses the idea of “good customer service” will evolve, making it easier to handle customer's expectations while spending less time on physical repairs.