From the comments:
"The new "Chief Marketing and Technology" officer comes from a casino company. Because buying a new Harley is a crapshoot?"
Reply
"Getting rubes addicted to noisy machines that take all their money away"
I can see a link. Where are people spending their money today?
A generation or two ago purchases were pragmatic. Now there is a huge shift to spending on entertainment, YOLO etc. Dining out is mostly entertainment. Huge bucks for sports live events at $$$ a seat. Full spectrum cable would insure a couple of bikes.
Going out for a coffee and snack @ $10 a head instead of home brewed Folgers and a cookie at $1.00.
Few people ride because it's practical. It's usually just a more entertaining way to get somewhere you really don't need to be.
The psychology of selling entertainment is different from selling industrial equipment where the bottom line is the cost of producing a widget.
Harley's problem is exacerbated by their technology issues. Retro isn't for everyone.
Having a Cadillac luxury barge used to be the sign of success. Now it's a sports sedan or pickup.
The rah, rah, rah, built in the USA, even with Trump rhetoric, doesn't carry the weight it once did. Production costs can be reduced by getting stuff made, sorry, more stuff made in China. HD becomes Charley Davidson.
Good luck Mr H-D CEO. What is the more gut wrenching task?
Changing H-D or changing the clientele?