GE Capital
Case study
Off Road, On Track
“GE Capital and Polaris are strategic partners—we share both risks and rewards as we
jointly develop solutions for our dealer network.” – Scott Wine, CEO, Polaris Industries
Based in Medina, Minnesota, Polaris Industries Inc. built its first snowmobile in 1956.
With the development of their Liberty® line of engines in 1995 and the expansion into
motorcycles in 1998, Polaris now offers a full line of vehicles capable of tackling everything
from the backcountry to the open road, including All Terrain Vehicles (ATVs), Ranger sideby-side Vehicles, and Victory® Motorcycles.
Polaris’ challenge
With annual sales approaching $1.6
billion, Polaris is a leading power-sports
manufacturer in the U.S. Polaris products
are sold through a network of nearly 1,400
dealers in the U.S., plus a growing distribution
network in Canada and abroad.
In advance of the recent economic downturn,
Polaris was looking for a smarter way to
manage inventory across its dealer network.
Their early adoption of a model driven upon
dealer sales activity has provided a competitive
advantage as slowing retail has driven industry
inventory levels upward. To change their
distribution model, Polaris needed an inventory
finance provider that understood the markets
in which they operated and could support a
solution tailored to their specific needs.
GE Capital’s strategy
GE Capital Commercial Distribution Finance
has a broad footprint in motorsports financing, giving GE Capital insight into industrywide trends beyond Polaris’ dealers. With
advanced analytical capabilities, GE Capital
is able to provide valuable information to
Polaris on its dealer network, allowing them to
manage inventory in a way that mitigates risk
and promotes healthy growth.
Tom Orluck has worked alongside Polaris for
over 25 years leading a team of GE Capital
imagination at work
distribution finance experts working on-site at
Polaris’ Medina, Minnesota headquarters. This
close working relationship enables GE Capital
to work as part of the Polaris team. “GE Capital
and Polaris are strategic partners – we share
both risks and rewards as we jointly develop
solutions for our dealer network”, says Scott
Wine, CEO of Polaris Industries.
By aligning our
initiatives with Polaris’
goals and objectives,
we help Polaris to
manage inventory in
a way that mitigates risk and
allows for healthy, sustainable
growth,” says Tom Orluck.
On the consumer front, since 2006, GE
Capital Sales Finance has helped Polaris
build sales volume by providing attractive
promotional financing programs. By using
promotional financing, Polaris drives more
consumer traffic into dealer stores and
allows sales people to close more sales.
Over 90% of U.S. Polaris dealers are signed
up to use GE Capital promotional financing
plans with their customers. GE Capital’s
Amy Kneeland helps Polaris dealers process
customer applications faster by introducing
them to Business Center, a proprietary GE
Capital system designed to help dealers take
3,300 employees and growing
$1.6B in annual revenue
1,400 dealers in the U.S.
applications, receive credit decisions, and
prepare customer contracts online.
The results
GE Capital is now Polaris’ exclusive dealer
financing source in North America and the
preferred source globally. Together, Polaris
and GE Capital have established financing
programs to service eight global markets.
Connect with a team that understands your
industry and your needs
Contact us to start a new relationship:
gecapital.com/contact
GE Capital • gecapital.com