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In Marketplace Commentary
Can Wandell steer Harley back to hog heaven?
Harley's core customers -- people willing to plop down $40,000 or so for a new motorcycle -- have been steadily dwindling.  
By Steve Jagler RSS Feed Twitter Feed
Special to OnMilwaukee.com

E-mail author | Author bio
More articles by Steve Jagler

Published Nov. 4, 2009 at 5:21 a.m.
Tags: harley-davidson, hog, motorcycles, keith wandell


I have never played poker with Harley-Davidson Inc. chief executive officer Keith Wandell. But if I did, and he went "all in" with his chips on a crucial hand, I'd look him in the eyes. And then I'd probably fold.

Wandell is "all in" with Harley. The stakes are high, and he's playing his hand accordingly.

As they say, drastic times call for drastic measures. Harley's core customers -- people willing to plop down $40,000 or so for a new motorcycle -- have been steadily dwindling. And even if they are willing to fork over that kind of coin, good luck obtaining the financing.

Harley's earnings have fallen for nine consecutive quarters.

Wandell, who built a track record of squeezing efficiencies out of operations in his years as an executive at Johnson Controls Inc., was brought in last year to do the nasty, painful hatcheting at Harley.

So far, he's been up to the task.

Wandell is laying off thousands of people and closing plants. He recently pulled the plug on the Buell motorcycle line.

Wandell is divesting Harley's MV Agusta venture in Varese, Italy.

He's threatening to close Harley's plant in York, Pa., unless the company receives the right concessions from the employees there and the right incentives from the local governments there. That decision will come in December.

With all of that chaos and all of that carnage, you might think Wall Street would be skeptical about Milwaukee Iron. You would be wrong.

Stock analyst Craig Kennison of Robert W. Baird & Co. Inc., is downright bullish on Harley, raising his outlook for the company to "outperform." Kennison is predicting a "cyclical rebound and turnaround story" for Harley.

"We expect shipments to bottom in 2009 following efforts to slash dealer inventory. Meanwhile, we see a dynamic turnaround story led by a bold CEO driving better performance. We see an opportunity to earn $2.25-$2.50 per share at modest production levels as Harley exits unprofitable brands, renegotiates York, and expands internationally. At 11-12x that expectation, we consider Harley the best value in our recreation space," Kennison wrote.

"Operations meet expectations. Harley reported a noisy quarter, reminiscent of bar-time at a Harley rally. Beyond the noise, however, key operating metrics met our expectations ... Focus on post-restructuring earnings power. We see the potential to earn $2.25-$2.50 per share on a modest improvement in shipments (250K bikes) as the restructuring plan unfolds. New CEO Keith Wandell is taking bold action to refocus the business and build around the Harley-Davidson brand," Kennison stated.

Kennison is predicting that much of Harley's new growth will come from overseas, as the company plans to add 100 to 150 international dealers to drive shipments to 40 percent of bikes sold by 2014.

So, Wandell's legacy at the Harley helm awaits him. He could go down as a cruel butcher who cut the life out of one of America's proudest brands. Or he could follow in the footsteps of predecessor Richard Teerlink as a corporate savior and a turnaround genius who pulled Harley out of the scrap heap.

Either way, it will be a painful, bumpy ride.



More Information ...
Steve Jagler is executive editor of BizTimes.

11 comments about this article.
Post a comment / write a review.

Recent Talkbacks ...

Posted by Skarzan on Nov. 6, 2009 at 10:42 a.m. (report)

First of all, the $40 grand and up number is way off the mark. Harleys start under $10 K for sportsters, and big-twins like Fat Boys and the other models are in the $16,ooo - $18,000 range. So the journalist here ought not to exaggerate and sensationalize to fire up the story. I think Wandell is the right guy, it's good they went outside the company for a new CEO for a change, it's been all insiders for decades, and that good ol' boy network was always self-serving and not ideal for employees either. Harley will be back on top, that's I'm sure of. Trends come and go, and they were riding being trendy since the 1980's, that couldn't last forever. Look at style magazine ads now, they use Triumph motorcycles now, and Ducati. It all comes and goes around.

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Posted by Arnie on Nov. 6, 2009 at 8:05 a.m. (report)

Technically Ducati uses a 90 degree v-twin. Some call it an L-twin because of the 90 degree angle but the term V-twin does not imply any specific angle. It's just an engine with two cylinders that are at equidistant angles to the crankshaft.

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Posted by gregrnel on Nov. 5, 2009 at 8:00 p.m. (report)

Ducati does not use V-twins and never have!!!!!! Ducati has built one of the most storied histories in racing with an L twin, that's 90 degrees. A far smoother and superior design as proven by their results year after year.

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Posted by Arnie on Nov. 5, 2009 at 4:04 p.m. (report)

Wow, really Gregrnel? Nice insight. Are you going to fire back with "H-D is in DEEP SH*T" again? Although the AMA did accomodate Buell, V-twins don't neccessarily vibrate too much at high rpm's. Ducati's been very successfull over the years with V-twin engines. Buell was a niche bike and it certainly had it's strengths and weaknesses. Many of its innovations have been used by other manufacturers. Under bike exhaust and oil in the swing arm for instance.

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Posted by gregrnel on Nov. 4, 2009 at 8:24 p.m. (report)

Overpriced but worth it???? That makes no sense at all. Buells are gone for one reason, they sucked at being what they were advertised as; a sport bike. You cannot win races with a V twin sport bike, the engine vibrates way too much and especially at high RPMs. They had to go with a foreign engine to win, an L twin made by Rotax and talk the AMA into letting their 1125cc bike race against 600cc Japanese 4s. Absurd! They didn't win anything but making the AMA look like homer baffoons.

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