In conjunction with our review of the Kingpin 8-Ball (posted yesterday), we had a chance to ask some questions of Gary Gray, the Victory lead Product Manager, concerning the 8-Ball models, which now include not only the Kingpin but the Vegas 8-Ball. These are no-frills cruisers, with a blacked-out look that has some inherent appeal, and that also serve as a lower-cost platform for further customization. We wondered whether the 8-Ball line might be expanded, and what Victory’s thoughts were behind these bikes.
Here is our interview with Gary Gray.
MD: Is this 8-Ball model strategy likely to spread to the rest of the Victory range?
GG: The 8-ball series has been a success for the Victory line, thus the growth into the Kingpin line this year. The motorcycles fill the need for a lower priced unit that still has the ability for upgrade. We felt it was important to offer the best possible mechanical package for the buyer, thus the majority of the series is a direct carry-over from the more luxury Vegas and Kingpin. We see the same need for the new Vegas Low to fit both shorter customers, and customizers who like the low look, and will build on that platform.
MD: Do you have reason to believe that the 8-Ball strategy results in incremental model sales rather than simply splitting the likely buyers into two groups?
GG: The model does bring new customers to the store who are buying based on price. In our cruiser world we definitely see several types of customers – some want them fully loaded from the factory, thus our premium versions. Others wish to do their own custom work on the bike. The thing about an 8-Ball is that when the owner modifies the bike it’s easy to see where the money went – billet, chrome and paint added are immediately seen. There is also a level of customer who wants a great bike at a great price and the bottom line is important – the 8-Ball series actually caters to a variety of customers. Those that like lots of color and chrome buy a Vegas or Kingpin and those that want a clean black slate buy an 8-Ball.
MD: Does the deletion of the sixth gear in 8-Ball models really result in savings to the company? Isn’t the variation in production more trouble than it’s worth?
GG: Our state of the art engine production facility in Osceola, Wisconsin can adapt to changes in model orders and production needs very efficiently, thus the transmission change is not a challenge. Deletion of parts of course reduces the price. The 8-Ball engines have less chrome and polishing as well, and those are significant cost savings. The 8-Ball offers the right amount of value for what this customer is looking for; besides, black is really hot right now.
MD: Do you think the 8-Ball idea might result in other model differentiation/customization strategies?
GG: We already have premium level machines in our line-up. This allows for the inclusion of features such as HID headlights, and details such as diamond-cut fins on the Ness series bikes. We follow trends and in fact do our best to stay ahead of them so we can have the bike customers want. The “blacked out” treatment of the 8-Ball series speaks of a certain purity of each bike, and the core of the sport.
MD: Do you see any response from competing manufacturers to the 8-Ball marketing tactic?
GG: Every brand has to build machines suitable for their customers at various price points. Other brands do this through engine size and deleting mechanical function for the bike. Some others follow a similar path as we have. We take a position of being leaders, so it would not surprise us if there are other brands who see success in our formula and try it themselves.
MD: We see quite a bit of mechanical commonality in the Victory range. Is this an advantage?
GG: The Victory production line in Spirit Lake, Iowa can adapt to every type of machine we make in an easy manner. This has been a key to keeping the right product mix available and meeting production demands as they change. When you look down the line, you might see a top-of-the-line Vision being built next to a Vegas 8-Ball. We work very hard to keep the production quality as high as it is, and deliver a quality American product to the customer.
