The Future of Powersports is Connected: 3 Strategic Shifts from AIM Expo 2026

The energy at AIM Expo 2026 in Las Vegas was a clear signal: the powersports industry isn't just evolving, it’s digitizing on its own terms. While other sectors have rushed toward aggressive direct-to-consumer (DTC) models, the winning strategy in powersports is more nuanced. It’s about connected commerce that respects the dealer-distributor engine while removing friction for the modern rider.

As the online powersports market is poised to reach over $68 billion by 2033, brands are under pressure to modernize.

However, the takeaway from the show was clear: powersports is structurally unique, and brands that win respect here build around those constraints rather than ignoring them.

Here are the structural shifts we’re watching:

1. Modernizing the Dealer-Distributor Relationship with DOM

Distributors are the backbone of this industry, but the traditional model often leaves brands blind to real retail sell-through data. At the show, the conversation shifted from "bypassing the channel" to "empowering it."

Brands are now seeking Distributed Order Management (DOM) solutions to solve the industry's core visibility challenges. Unlike traditional linear systems, a cloud-based DOM integrates into existing supply chain systems to provide a single viewpoint of all inventory. This allows brands to:

• Sync inventory across all channels, evaluations levels in real-time across multiple warehouses and retail nodes.
• Reduce stockouts and overstocks, which directly protects the bottom line by ensuring capital isn't tied up in non-moving stock.
• Unify DTC and B2B operations, allowing consumer and wholesale orders to draw from the same real-time inventory pool.

2. Bridging the Gap in Parts & Accessories (P&A)

Online demand for accessories is skyrocketing—a trend driven by an "insatiable appetite" for diverse shopping experiences. However, fulfillment remains a major bottleneck. We saw a massive appetite for in-store pickup (BOPIS) and local delivery models for P&A.

By surfacing live dealer inventory on the brand site, manufacturers can:

• Convert “out of stock” moments into local sales, preventing the 69% of cart abandonments caused by stockouts.
• Drive high-value foot traffic, as 85% of BOPIS shoppers make additional in-store purchases upon arrival.
• Lower shipping costs by up to 15% by routing orders to the fulfillment node closest to the consumer.

3. "Reserve Online, Buy In-Store" (ROBIS) for Vehicles

For street-legal machines, the dealership remains the essential hub for compliance, tax, title, and registration. However, the "shoppable journey" now begins online, particularly for millennial and Gen Z riders who prioritize convenience and digital accessibility.

A Reserve Online, Buy In-Store (ROBIS) model allows riders to:

• Find specific machines available today, viewing exactly what is on a local dealer's floor.
• Lock in a unit locally, bridging the demand-supply gap without the friction of a full digital transaction.
• Avoid channel conflict, ensuring the online experience drives a qualified lead and a guaranteed sale to the dealer partner.

The Quivers Takeaway

The industry doesn't need generic ecommerce tools; it needs a Distributed Order Management system built for specialty brands. Whether it’s enabling in-store pickup for accessories or creating a seamless online reservation path for vehicles, the goal is to move more product through your existing network, not around it.

For powersports brands, a DOM isn't just a technical upgrade - it's a strategic orchestrator that ensures fulfillment runs predictably while every team gets the visibility they need to grow.