It is a fact that isn’t often discussed in the motorcycle industry, but roughly 50% of all on-road motorcycles sold in the United States come from a little company called Harley-Davidson. In 2012 for instance, the Bar & Shield brand sold 161,678 units here in the US, while for the same year the MIC reports 318,105 on-road units were sold nationwide, across all manufacturers.
In a way, the statistic is unfair. A cynical observer would say that Harley-Davidison is in the t-shirts, beanies, and trinkets business…and also happens to sell motorcycles as well. The more accurate critique is that Harley-Davidson sells a carefully curated lifestyle to its owners. A turnkey admittance to Club Cool and a subculture that breaks out of the doldrums of the suburban lifestyle.
You can hate the twenty-something flavors of the same machine that Harley-Davidson panders to dentists and accountants, and you can call the company’s products a number of nasty names, but the simple truth is that they sell, and even when sales aren’t that good, they still sell well. In 2011, the low-point in Harley-Davidson’s five-year sales tailspin, the Milwaukee company still accounted for 48% of on-road motorcycles sold in the US. Chewy.
It is easy to be critical of Harley-Davidson, and there are plenty of things to be critical about (I have had no problem in the past talking about the company’s greatest challenges), but one cannot deny the fact that if Harley-Davidson is responsible for the lion’s share of what we call in passing the motorcycle industry. For Polaris Industries CEO Scott Wine though, Harley-Davidson’s motorcycle dynasty is seen as a market opportunity, though a risky one.