BikeBiz April 2011, Issue 63 by Intent Media (now Newbay Media Europe)

Issue 63 | April 2011

New Horizons For The UKâ&#x20AC;&#x2122;s Leading Apparel Brand

Bike Apparel and Luggage specifically designed to cater for our diverse UK market.

EDITORIAL

Issue 63 | April 2011

NEWS 4-6 CHAIN REACTION 11

Highlights and news from Taipei Cycle 2011, as well as the latest on 29ers, and Olympic woes for the cycle press

EVENTS 58

DEALER PROFILE 48

Moore Large

Highlights from the distributor’s show held at its HQ last month

Coming after the ‘Ford Focus’ fuel cost cutting budget, the cash for cycling announcement is something of a reassurance for bike advocates.

FOCUS ON…

HOTLINES SHOW REPORT BikeBiz heads to Southampton to look at Hotlines’ new brands and products for the upcoming season

THE GADGET SHOW PREVIEW

Bikes have always been a stalwart of the Gadget Show programme and event. We preview this year’s Pro show

MARK CANTWELL INTERVIEW Returning to Future’s cycle portfolio from a stint in the video games world, Mark Cantwell talks to BikeBiz

TOP 20 IBDS

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Fisher’s full house of SRAM brands get featured in this month’s spotlight

PEOPLE

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Brand new faces and people movement from SealSkinz, Rockshox and Raleigh

NEW PRODUCTS Sport sunglasses from BBB and Montague’s Boston Bike are among this month’s picks

SPOKESMAN

NO SOONER HAD we waved farewell to Cycling England and a pot of cash dedicated to bicycling than the Government had a post-budget ‘look what we’ve found down the back of the sofa’ moment and put together £836,000 for cycling. That’s no mean sum, and something that cycle advocates – and indeed the trade – can’t fail to welcome. Better that than nothing, eh? Even more welcome is the news that the £836k is in addition to the £560 million for the Local Sustainable Travel Fund – which is not earmarked for cycling alone, of course. Instead, the new cash promised by MP Norman Baker is going to be dedicated to the cycle towns projects. You know, the ones that Cycling England pioneered. Blackpool, Bristol, Cambridge, Colchester, Darlington, Derby, Exeter, Leighton Linslade, South Glos, Southend, Shrewsbury, Woking and York have all been listed as capable of offering value for money in the aim of getting more people cycling safely.

While in Taiwan, Carlton Reid got first hand experience of the nation’s cycle infrastructure

Baker said: “All the recommended projects fit well with the strategic objectives of the towns concerned and will increase the effectiveness of their existing programmes in generating additional cyclists.” The cash will also go to three train operating companies: Merseytrail, South West Trains and Northern Rail in order to provide improved integration of bike and rail journeys. Following a budget that was branded ‘Ford Focus’-centric budget, pandering to the car driver as has oft been the tradition (the budget was delivered during Climate Week, irony fans) the announcement of the funding is a reasurrance that cycling is still on the agenda, or at least that the Government is willing to throw a bone to keep cyclists mollified. Either way, it’s good news. Quite where the £836,000 has popped up from is another matter, but let’s not ask awkward questions at a time like this, eh? So let’s party like it’s 2005 all over again. Well, maybe not just yet. As we go to press, the plot is thickening on the cash for cycling – Baker’s department has apparently said that the statement contained various mistakes, at least about the funding for Exeter following an enquiry from local paper Express and Echo. So, as with most positive news on cycling, maybe it’s best to hold onto the party poppers for now. Especially if you are an independent bike dealer or cycle campaigner in Exeter.

Jonathon Harker, Editor

NEWS

Industry gets behind the 29er Mark Lynskey: “29ers could become default wheel size for recreational use.” Merida head of design: “These bikes flatter riders. It’s conceivable they may eventually overtake 26-inch” Full suspension 29er market about to broaden by Mark Sutton "ANY UK RIDER that travels around to different trails is going to end up having both a 26 and 29-inch wheeled bike in his or her garage." That's the belief of Lynskey founder Mark Lynskey, whose firm is this year to produce two full suspension frames for each wheel size. "In the UK we have seen acceptance of 29ers grow significantly in the past two years. However, the UK with its widely varied terrain is the perfect example of a region where both wheel sizes will always have benefits," added Lynskey, who is convinced that, in certain territories, the threeinch larger wheel could become dominant in the long run. "This is based upon the reality that most riders are out for recreation, fitness, and enjoyment of the outdoors. Larger wheels do offer a smoother ride. The larger contact patch offers better braking and

better overall traction, and they are much more forgiving when it comes to that unexpected rock, or ditch." Though still early days for the big-wheeler in the UK, sales are beginning to accelerate. Dickon Hepworth, MD of Jungle Products, which carries Santa Cruz bikes in the UK told BikeBiz: "We have seen a huge increase in our 29er sales over the last 12 months, and in particular the last four-month period. The Santa Cruz Tallboy has been outselling the Blur XC consistently over the last year, and the uptake among dealers over the last three months has been astonishing – even the sceptics are now admitting that the volume of customers asking for 29-inch product is too large to ignore." Availability of product is without doubt becoming greater, with many of the UK's larger distributors dipping a toe into the water with at least one complete bike and back-up bits. Juergen Falke, head of design at Merida, told BikeBiz that his

“We have seen a huge increase in 29er sales over the past year – particularly the past four months...” Dickon Hepworth, Jungle Products

firm is taking the market very seriously: "Some of our 29-inch bikes are among the most anticipated and sought after bikes in Merida's history. Dealer response has been fantastic throughout the world, with the 29er in our current range selling out within weeks of becoming available. These bikes flatter the rider in every sense and make it easier for the amateur and professional to enjoy off-road riding." Santa Cruz's engineering and quality director Joe Graney, though "not as bullish on 29ers as saying it’s going to take over

other wheel sizes", anticipates great things from the market. He told BikeBiz: "The US and UK have been more broadly accepting of our one 29-inch wheel offering, the carbon tallboy (100mm travel). This bike will soon also come in aluminium in order to broaden its reach. However, we just introduced two new 29-inch wheel models, a lightweight carbon hardtail and aluminium tallboy frame. We expect strong sales of these in North America and UK, and for other markets to start welcoming the larger wheels as they become more ubiquitous." It's been a manic month of news on the 29-inch wheel front with the web awash with product news of prototypes and builds for production. Rumour has it that both Ragley and Merida are currently in the process of building full suspension 29-inch wheel builds. Rock Shox is also said to be working on a ‘SID like’ 29-inch suspension fork.

of components, clothing, footwear, equipment and tools in the new shop. Aimed at riders of all abilities, CRC promises the shop will offer excellent in-shop customer service, mechanical back-up and technical knowhow. Head of retail Jim Berkeley enthused: “This is an incredibly exciting time for us, transferring our years of knowledge, buying power and service to the High Street environment. We can’t

wait to offer customers – both new and existing – a high quality face-to-face service which will mirror the high level of support we currently provide our online customers.” The family-run business began in 1985 with Ballynure Cycles bike shop with a £1,500 bank loan. The firm said there's never been a better time to apply its wealth of customer service and technical knowledge on the High Street.

Chain Reaction opens first standalone store Trade speculation wonders ‘how many more?’

“This is an exciting time for us. We’re about to transfer our years of knowledge, buying power and service to the High Street...” Jim Berkeley, head of retail at CRC

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PROBABLY the world’s largest online cycle retailer has confirmed rumours that it will be opening a physical standalone store. Chain Reaction Cycles has told BikeBiz that it has acquired a retail outlet in Belfast and that opening its first standalone store in the city was “a natural step, given our proximity, which will be easier for logistical reasons”. CRC confirmed the rumours, which had been circulating in the trade on the BikeBiz Forum, on Wednesday March 30th. Since then the rumour mill has gone

into overdrive, with members of the industry speculating on whether the store will be the first of many, possibly funded by the online business initially. One pundit tweeted “Look out Evans”. The retail giant will stock a comprehensive selection of road, mountain, commuting and triathlon bikes as well as a range

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NEWS

Mark Lynskey proudly shows off his own Helix-tubed 29er

Olympics: over here and over subscribed Cycle journalists face missing out on reporting from once in a lifetime event, despite being held on home turf by Jonathon Harker

More visitors predicted for York PAID ENTRY for the whole of the 2011 CTC York Cycle Show will result in an increase in footfall, according to the show organisers. Taking place on the weekend of June 25th and 26th from 9am to 5pm daily at the Racecourse on Knavesmire Road, the show expects over 10,000 cyclists from the UK and beyond to attend. The show takes place at the end of Bike Week (this year running from June 18th to 26th) and weekend attractions include

arena events, vintage bikes, stunt displays, cycle auction, children’s entertainers and activities, giant inflatables, touring rides and the York Minster cyclists service. Adult tickets will cost £3, with the five to 16 year-olds getting in for £2. Family discounts will be available. A trade pack can be downloaded from the website at yorkcycleshow.co.uk Alternatively, contact John Taylorson on 07765 070120, or via yorkcycleshow@ctc.org.uk

CONSTRUCTION may be complete on the Velodrome and Olympic Stadium, but with over a year left before the games begin in London cycle journalists are finding they won’t be able to report directly from the event. Despite it taking place in the UK for the first time since 1948, the cycle press will have to cross their fingers that they will receive one of the very rare media accreditation passes that will allow them to report from the games, where demand has massively outstripped supply. Thousands of applications have been made for only 400 media accreditations, with only 20 of those available to sports journalists – meaning cycle journalists have to compete with the likes of Yachting World. Ironically, those same journalists are being invited to see and ride the courses in the build-up to the games. “As the host nation in 2012, the International Olympic Committee rightly awarded the British Olympic Association (BOA) far more accreditations

than in the past and more accreditations than any other National Olympic Committee in the world,” the BOA’s head of communications Miriam Wilkens told BikeBiz.

“I may sneak in under some guise – maybe wheel bag carrier to the Slovenian team...” Chipps Chippendale, Singletrack “Regardless of this, demand – over 3,000 applications – has far outweighed supply, with less than 400 accreditations available. Out of the 400 there were just 20 sport specific accreditations. Unfortunately, 20 sport specific accreditations doesn’t even allow for one specialist per sport (of which there are 26), let alone discipline (39 in all). Wilkens continued: “It is impossible for us to satisfy

everyone’s wishes, but we are doing and will continue to do our very best to make sure that we can assist as many media as possible to cover the Olympics in 2012.” Singletrack editor Chipps Chippendale told BikeBiz: “It's odd that we're expected to help in all the build-up hype of this event without actually getting a chance to see the payoff. “I imagine I might be able to sneak in under some guise – perhaps wheel-bag carrier to the Slovenian team, or I could buy a chance to win a ticket, but it appears that to be able to report on an Olympic sport that we run a specialist magazine about, on home turf, is going to be nigh-on impossible, which seems a little odd.”

NEWS | TAIPEI CYCLE SHOW 2011

Taipei grows international appeal In an event overshadowed by the events in Japan, BikeBiz provides a round-up of some of the stories from Taiwan’s premier bike event... TAIPEI CYCLE SHOW proved a must-attend for much of the world’s cycle trade again this year, posting the requisite increase in numbers. In March 948 companies exhibited in the show’s Nangang Hall, up six per cent compared with last year, over 3,060 booths – a 1.4 per cent increase. Luring representatives from 36 countries – including the UK, US, Netherlands, Germany, Italy, Taiwan, Canada and Japan – the show attracted a record 5,701 international visitors. Naturally, the tragic events in Japan caused by the Tsunami dominated the thoughts and conversations of the industry at the show. With the human cost of the awful events an obvious focus for all, talk at the show also turned to the effect the tsunami would have on Japan’s economy, and more specifically the bike industry. As a key manufacturing country for everything from high-end groupsets to e-bike components, Japan’s companies – including Shimano – are key exporters for the worldwide cycle industry. Shimano chairman Yoshizo Shimano spoke to BikeBiz’s Carlton Reid at the show: "It’s a very, very difficult situation. "Osaka is 600 kms from Tokyo, and is less affected. We have turned off our electricity supply voluntarily to share it with the northern part of Japan. "Trains are running 100 per cent in Osaka. This is a great help in completing our production schedule. This is why we’re saying we’re okay, luckily. We can, thankfully, make our production as scheduled, unless something else hits Japan again.” Despite the upbeat words, other Japanese corporations have had to shut factories due to

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enforced power outages in Tokyo and across northern Japan. Bob Margevicius, vice president of Specialized, said: "I am sure Shimano will adhere to its promises to deliver on time. But I have concerns on the impact on other parts of the supply chain. Chemical companies that supply everything from saddle manufacturers to tyre makers are having to scour Asia for alternative supplies of basic materials. "There’s going to be a ripple effect as other layers in the supply chain start being impacted. As a company, we’re alert to the ramifications of all this. We’re looking at how aggressively companies are going about sourcing alternative supplies of raw materials.” OTHER NEWS One company not in attendance at Taipei Cycle was Race Face. With two banks cutting funding for the Canadian company only days before the firm was due to appear, the appointed receiver told staff on the Monday of Taipei week that their services would be terminated with immediate effect. Events took place so swiftly that the corporate graphics and product hanging equipment for the Race Face stand were all in place at Taipei and remained in place for the show duration, only sans staff and product, with the area being used by show visitors as an impromptu rest spot. UK distributor Silverfish has released a statement about the 18 year-old brand, confident a buyer would be found for the brand. Silverfish UK marketing manager Pete Drew said: “There remains a huge amount of interest in the Race Face brand among our customers and we are confident that the current position will have a positive outcome. We still have an

Shimano chairman Yoshizo Shimano spoke to BikeBiz about the ripple effects of the Japan Tsunami at the show

excellent range of Race Face products in stock and will continue to sell these in the coming months. We are confident that a new owner will be identified shortly." Biologic revealed a suite of products for iPhone-toting cyclists, including an iPhone BikeBrain app that tracks ride data, a rugged iPhone case with integrated battery and a dynamo kit that charges an iPhone while riding. Cycling gloves with touch-sensitive finger-tips were also revealed by the Dahon affiliated brand at Taipei. A not-for-profit bamboo city bike brand was brought to the show. Named Juboo (‘bamboo step’ in Chinese), the brand was created by sustainable transport experts Rory McMullan of the UK and Carlos Pardos of Columbia, with two Chinese partners companies Zhang Zhi and Senzen Baoan. The Juboo city bike is made of black bamboo and white composite lugs, the bamboo sourced from the slopes of Huang Shan Mountain in Anhui Province in China. The brand aims to promote cycling and raise funds for projects throughout the world to promote bicycles in transport. Other show highlights include TRP brake brand’s Parabox converter, which allows cyclo cross riders to use hydraulic disc brakes via dropbar cable lever, converting cable pull into hydraulic push. The system fits under the stem, with two noodles feeding the wires into the back, while the hydraulic lines exit via the front. Elsewhere at the show Lezyne exhibited its new limited edition HTC-Highroad Tool Kit, while Bosch, Gates and Fallbrook joined forces to created a concept bike to show off the various companies’ latest tech. There is more on all of the above Taipei stories on BikeBiz.com.

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NEWS ANALYSIS | TAIPEI CYCLE SHOW 2011

A lack of

innovation?

WHILE ATTENDANCE numbers for Taipei Cycle Show 2011 weren’t generally affected significantly by the horrendous events in Japan (see page six), it did curb the visitor demographic. This was seen most significantly with visitors from Germany’s bike industry, with many executives from the country heeding insurance company advice against travelling to the area. Brompton’s sales and marketing director Emerson Roberts tells BikeBiz: “The main highlight for us was simply seeing our Japanese distributor, whose staff and their families had all come through recent events unscathed; in a business context, they and our other distributors in the region were really bullish about prospects for Brompton this year. “The earthquake presents no problems to us as a business – though it may act as a brake on some sales to that country – but I think other companies were concerned.” LET’S TALK ABOUT MONEY Following fluctuations in the currency market it was no surprise that price rises were a focal point of attention for attendees and exhibitors. Gelert’s associate director Peter Rimmer says: “The show saw much talk on price increases of course, with the cost of raw materials continuing to rise.” Brompton’s Roberts found that talk at the show was also centred around changes in ways of doing business. He tells BikeBiz: “The biggest surprise for me was the way in which some other manufacturers are changing their terms

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Price rises and changes in terms of business were both hot topics at Taipei Cycle 2011

What were the hot topics at Taipei this year? Did the show reveal any new trends set to lead the industry into 2012? Jonathon Harker asks the questions...

of business, presumably in response to the economic climate, forcing their distributors to either take massive orders or face price hikes of 100 per cent; they are further reserving for themselves the right to ship bikes direct to consumers if a particular model or colour is not in stock with the distributor. “The result is that distributors are dropping certain makes and just focusing on brands like ours that take a longer-term perspective and work with distributors and dealers, rather than in competition with them.” A CONSERVATIVE BIKE TRADE? The jury was out, however, on the latest trends discernable from attending the show. Gelert’s Peter Rimmer tells us: “There weren’t many surprises from Taipei. Nobody has re-invented the wheel – although many have tried. For us our suppliers have got some great new items.” Brompton’s Emerson Roberts agreed with the prognosis, feeling that the event – like others in the trade – followed, rather than led, market trends: “The space allocated to e-bikes may have risen over recent years at all the [global cycle] shows, but my feeling was that this lagged, rather than led, the trends in Benelux and Germany. “I remember first going to Eurobike two and a half years ago and being struck by the wallto-wall dominance of DH MTB kit on display, far outweighing any other categories. This was news? Please…” And if the show was guilty of following the

latest styles from the trade, rather than trend setting, it comes as no real surprise, says Emerson: “I regard bike shows, like the industry, as essentially conservative, a point I discussed with our head designer in Taipei. We agreed that shows can become quite depressing after attending them for a few years: the bike industry has become ever more homogenised and commoditised, with supposed progress tracked by nothing more than tiny tweaks to componentry.” That homogenisation has been to the detriment of innovation, says Emerson: “This is inevitable in an industry that has largely been reduced to marketing shells fronting almostgeneric bikes made by a small handful of companies and featuring tweaked components from another tiny group of companies; all that’s left to talk about is price and margins, everyone is trying to eat everyone else’s lunch, and there’s little time or energy left to develop something original, innovative or risky. “This opinion overlaps with a piece written by Mark Sanders [in the Taipei Cycle Show Daily magazine] where he approaches this topic from the perspective of cycling posture and trying to draw in the vast majority of people who do not cycle, which I agree with wholeheartedly. “He and I are agreed that our industry is altogether incapable of thinking outside the roadie/MTB duality – let’s be honest, what is a hybrid if not a mountain bike frame with road tyres? The industry designs, markets and produces what it does because that is what it knows how to design, market and produce.”

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CHAIN REACTION | SOCIAL MEDIA

Interactive ideas… There’s Facebook, Twitter, Tumblr, Flickr, Hootsuite, Involver, LinkedIn, YouTube, Vimeo, Hubspot, oh and the traditional website, but which ones generate business? Anthony McCrossan of CycleVox sheds some light on how the bicycle retailer can benefit from social media channels…

THERE IS no doubting that social media and social media tools are developing at an alarming rate. But what does this mean to you and the cycle industry as a whole? Opportunity, threat or something else? If there is one thing to focus on right now it is this - the future is in this space, the playing field has been levelled and you need to pull your digital cycling top on and get in the race. This article was written having read the recent – ‘will Facebook replace the website?’

“Phil Liggett reaches more people when he tweets than the monthly circulation of most cycling magazines.” Anthony McCrossan article on BikeBiz.com. What we do know is that to get in the digital race no longer costs anything. Facebook, Twitter, Linkedin, Vimeo, YouTube are all free. It costs nothing to digitally broadcast your company values, message, services globally. Business can be done quickly and efficiently across global markets. The question posed in the recent article was - Will Facebook replace the company website? In truth, it will probably complement it – but there is no doubt that it is more interactive, more visited, more intuitive than most

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Cyclevox is a media, PR and sponsorship consultancy specialising in the cycling world. It provides events, teams, brands and broadcasters with a range of tailored services. www.cyclevox.com

company websites and is carried on iPhone, Android, Blackberry by millions of people. It gives your business the opportunity to have a digital dialogue with your consumers, not just broadcast your message. And it gives you the ability to give instant messages, leaves a feeling of involvement with your consumers and provides you with instant feedback. There are many retail kings who believe that Facebook will become the marketplace for goods and services globally. It won’t replace retail stores, but it will assist in how they advertise and maybe ultimately sell. Can this happen? Yes. Will it happen? Probably. When will it happen? Quicker than you may even care to realise. Facebook now has company page capability, takes video uploads, photographs, can be linked with every highly utilised social media tool available and is easy to use. It is now becoming the go-to place for conversations, messaging and the next stage that we are already seeing is interactive video gaming globally. Importantly, Facebook now gives you an insight into who is looking at your page, where they are and what made them visit. Fantastic business information you can use to develop and grow. Cycling as a sport has embraced Twitter, in the same way many sports have. Lance Armstrong, for example, has more followers than the entire population of Latvia, or Slovenia, or even Luxembourg. Phil Liggett reaches more people when he tweets than the circulation of most weekly or monthly cycling magazines. Twitter is instant, it’s an alert service, it satisfies the appetite of the person who needs instant information – you can liken it to the breaking news scrolling tabs at the bottom of BBC News,

or Sky News, except it is there in a persons hand and they can add to it. Using these tools in the right way can have a meaningful impact on your business, there is no doubt about that. So, what are our customers doing now, what results are they achieving and what can you do as a minimum to get started? The brands and events we work with at Cyclevox are already utilising Facebook, Twitter, Vimeo and YouTube as part of their overall marketing and PR strategy. As a minimum we have them using Twitter and Facebook. They have a company Facebook page so that they can interact with the consumers buying their product or entering their event and Twitter for alerts, quick competitions and instant updates on launches, press conferences, new product releases and even competitions. These are linked together so that followers can be updated. Dependent on budget for filming, YouTube or Vimeo is added. This gives followers insight, more information and more association with the brand or event. And what have we seen as a result of using these tools? AN INCREASE IN BUSINESS Events that Cyclevox has worked with have doubled entries, brands have seen spikes in interest in their products on line, subscriptions to brand newsletters have grown, databases of consumers have increased and we have even gained clients by talking about what we do on Twitter. And where is it all leading – well Facebook wasn’t around six years ago and look where it has got to now. The only thing we do know is – it is better to be in the race and having a go, than to be in the tifosi on the roadside!

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SOCIAL NETWORKING | FOCUS

Face to

Facebook Many will be unsure where to begin with social media, others are unconvinced of its worth to a business. Barry Meehan of Clonmel’s @WorldwideCycles tells @MarkSuttonbike why interaction with customers outside the store is free, friendly and most importantly, fruitful…

THERE ARE MANY myths surrounding the use of social media and of course, it’ll not be often that the press picks up on the benefits of services that “cost businesses millions” – £130 million per day, one study concluded. For those in charge of marketing a business, however, a thing or two could be learned from those in the know. Firstly, being switched onto the web’s most visited websites needn’t be a timesink, as many may believe. Once registered, these things often grow organically. Groundwork to establish a few connections is needed, but if your store keeps track of its key customers, a few email addresses will already be filed on the EPOS system. Using these you can establish some connections online and from there on in, organic growth often follows. If the above sounds a little too ‘stalkerish’ for your liking, follow the route favoured by Clonmel bicycle retailer Barry Meehan. He told BikeBiz: “We began at first by starting a blog. In the beginning we weren’t quite sure what should be in its contents, but over time found our feet and added social connections. With the variety of customers who walk through the door there is rarely a shortage of material for a blog post.” Spending two to three hours per week updating its content, Worldwide Cycles soon found customers referencing the blog’s entries, which aim to strike a fair balance between educational and witty content, as well as occasional promotions. Meehan continued: “By adding a blog to our website we brought some of the atmosphere of the shop to our online customers. It has also

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instilled a sense of loyalty among customers in store too, many of whom are regular readers of the blog. For those customers in particular I feel it has given us credibility as knowledgeable cycling experts and bike mechanics. Within hours of posting a YouTube trailer of the Chasing Legends DVD onto the Cycleworld blog and Facebook page, stocks sold out.” Coming from a bike shop and its staff, a review of a product can generate sales spikes, something Meehan has experienced. “There is, however, a fine line between increasing product awareness and being seen as just another advertising site. For this reason we try to keep reviews well spaced out among all other blog posts to retain credibility.” Interestingly, Cycleworld’s online portal no longer lists a product catalogue or offers online sales. In fact, the site itself traded in a costly externally designed build for an €80 weebly.com construction. “Nowadays online customers want live stock checking and the lowest price possible, which is difficult for an independent to achieve,” explains Meehan. “By taking control of the site I was able to do everything myself and was amazed how easy it is for someone with no clue about HTML or CSS to build a professional looking site.” A blog, despite the benefits to website traffic, is perhaps one of the ‘old school’ approaches to interacting with customers. “In the 18 months we’ve been on Twitter there’s been a marked shift in customer communication. We regularly now handle customer enquiries and sales via direct message on both Twitter and Facebook. By

having a good number of cyclists as followers on Twitter, or fans on Facebook, we have a fantastic method of communicating with our target market, and all for free.” www.worldwidecycles.com

“Within hours of posting a YouTube trailer of the Chasing Legends DVD onto the Cycleworld blog and Facebook page, stocks sold out.”

CONVERTING SALES FROM ONLINE INTERACTION SIMON TAPSCOTT used to work for Future Publishing, though left last year having noted a trend toward consumer influence being dictated no longer by editorials, but by social media. Now MD of Jack’s Content, he told BikeBiz why he believes moving with the times is essential for smaller shops who often have to fight for business. "Social media has definitely helped brands and customers build closer relationships. 55 per cent of Facebook users have ‘liked’ at least one brand and the number is growing as brands realise the benefits of being invited into the social world of customers," said Tapscott. "And there’s no denying the power of influence. 87 per cent of shoppers say they trust the opinions of their friends over independent editorial reviews. The conversion rate of online sales stemming from visitors to social network sites is ten times higher than the overall average. “New interactive media has changed the traditional rules of content and truly democratised the web and brands have to engage with this new business reality." www.jackcontent.co.uk

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Returning this October

AN ESSENTIAL GUIDE TO RETAILERS, SUPPLIERS AND SERVICES WITHIN THE CYCLE TRADE

For advertising and sponsorship opportunities contact: Carly.Bailey@intentmedia.co.uk or call 01992 535647

MYSTERY SHOPPER | BRIGHTON

Brighton rocked… This Mystery Shopping business goes from one extreme to another. This month, retailers on the south coast were asked about a bike suitable for the beach. And the majority handled the request admirably…

Baker Street Bikes

Cycle Store

USING A comparison to his own circumstances, Baker Street's salesman gave his pitch of a 'reliable Ridgeback' a personal touch. Explaining that the brand covered my desired budget and above with £50 leaps between models, the assistant didn't pin down one bike, instead he talked about what the pros and cons of the cheapest model. Given the extensive stock, I felt that I could easily have been upsold on my main bike purchase, however this was remedied by a good recommendation of security and safety extras. Baker Street's staff can't be faulted for adding a bit of personality to the pitch. However, as the assistant went on, I almost felt as though the staffer was encouraging me to buy at the lower end to avoid disappointment, should my bike be nicked. Given his sensible suggestions about security, this threw me a little. In my opinion, space constraints in store meant that moving freely in the isles was an issue. Though it may detract from the store's very comprehensive stock, it might be worth looking at creating a bit more floor space to make the shop a little less claustrophobic SCORE toward the front.

AT THE OTHER end of the scale to Brighton BMX, Cycle Store's assistant handled being on the phone with perfect grace. "I'll be with you in just a moment," let me know he'd acknowledged a customer in store and was keen to help. Once he’d finished with the caller, I was approached and quizzed on my intended use and style preferences before a guideline budget was asked of me. Simple, but direct questioning like this extracted loads of information from me in just a few minutes and as such, the assistant quickly narrowed down the bikes in store best suited to me. The first recommendation was entirely sensible, given my brief. A hub geared Charge was lifted down for me to test ride. "Barely any maintenance will be needed thanks to hub gearing," he explained. "We can service the bike here, if ever necessary." Once this test ride was over, I gave feedback on the twitchy feel of bike given the narrow bar. Quickly the assistant concluded that perhaps I'd get on better with a road bike. He pulled another off the rack and again asked for my feedback. As I responded positively, the helper suggested a deposit to ensure he could hold the stock. Textbook, SCORE absolutely textbook.

[ 3/5 ]

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[ 5/5 ] BIKEBIZ.COM

MYSTERY SHOPPER | BRIGHTON

Brighton BMX Co SADLY, Mystery Shopper felt that the timing of this visit may not have been ideal. The lone assistant, presumably the store's owner, was mid-phone argument with a supplier debating carriage charges as I browsed. The phone call went on, and on, and round in circles as I hung around waiting to be seen. Briefly catching an interval in the debate, the assistant turned and asked if he could help, to which I rattled off a question about stock of a recently released bike-related DVD. The answer was brief and to the point. "We don't have it," said the assistant before returning to the phone. No timescales for stock were given and with no end to an increasingly charged phone call in sight, Mystery Shopper had little choice but to move on. If there's anything to redeem what little that could be taken from the visit, the store's brightly coloured front fitted in very well with the lively coastline town. Signage alone can be a turn off for some SCORE customers.

[ 2/5 ]

Evans Cycles

Sydney Street Bikes

THIS STORE introduced me to a little system rigged up in some Evans stores that draws staff attention to the till area should an assistant be busy. While attending to another customer, the assistant behind the counter appeared to push some kind of magic staff-summoning doorbell. And voila – as soon as he'd pressed it, two staff miraculously appeared. Using my very vague brief of a 'beachfront suitable bike with little maintenance needed', the assistant suggested I buy no lower than £350 and that I stick with a reputable brand "like those stocked in Evans", he added. And I explained that "I might trash it", my helper outlined Evans after-sales support and servicing, as well as a rough guide to the most common services prices after my complimentary first service. It was a simple and straightforward pitch that would satisfy any customer seeking a workhorse bike. I was re-assured Evans could keep me on the road. Allowing me to leave without any prompt of deposit, or timescale for a purchase, as well as lack of explanation of what accessories I'd need in a high crime area, did SCORE let the sale down slightly.

SIMILAR TO the Cycle Store visit, Sydney’s Bikes’ salesman put Mystery Shopper aboard two bikes closest to my budget and quoted use – something which the helper had extracted from me with a few simple, yet direct questions. Having allowed me a trial of both a Merida and Kona build in my range, the assistant was able to discuss which build I preferred and why, intermittently adding thoughts of his own to assist my decision. When I explained certain aspects of my chosen bike that I disliked, the store's salesman explained that components can be changed or altered to better suit a rider's preferences. For each point regarding riding positions and differences between price brackets, a jargon free, yet concise answer was provided. With everything running so smoothly, Mystery Shopper turned to see a familiar face – a Paligap rep to whom I'd been previously introduced. Turns out, while 'test-riding' the Merida, Mystery Shopper may have had his identity revealed. At what stage of the sales experience this happened I remain unsure. Either way, Sydney’s Bikes’ salesman asked the right questions, narrowed my choices, offered upSCORE sells and concluded well.

[ 4/5 ]

BIKEBIZ.COM

[ 4/5 ]

Summary SOMETIMES YOU can walk into a store and catch staff sleeping, not literally of course, but given that the conversation is lead by the clueless customer, they might as well be. And that's why Brighton's retailers impressed. Each store scoring above three out of five had pro-active staff. Whether that's down to sales training, or a good strong brew, having staff who are attentive could be worth their weight in gold. Structure, is the word of the day. Each store here had it in their approaches. Each asked a guideline budget and intended use and had me checking out a suitable model in a matter of minutes. There was no lapse in my interest during any visit, because staff asked how I felt about their conclusions and always had a plan B if I wasn't happy. When satisfied they'd found the right bike for me, the majority were not afraid to ask for a deposit.

BIKEBIZ APRIL15

SHOW REVIEW | MOORE LARGE

Today’s cycle

business… Moore Large’s bike brands are seemingly looking after themselves in terms of sales and as such, the distributor has a renewed focus on its parts and accessories stronghold. Mark Sutton discovers plenty of progress on the house-brand front, as well as some imported gems…

VELO For the first time on UK shores, the world's premier saddle maker Velo is producing own branded leisure and sports saddles, fitting into the 'Plush' and 'Senso' categories, respectively. The entire line has landed with the distributor too, so if you're looking for a streamlined, do it all range of saddles, look no further. The Plush line targets the cyclist looking for a comfort upgrade and uses the manufacturer's own double density base. Utilising rubber inserts embedded into the 'sit bone' areas of the plastic body, the Plush line should offer a saddle for every cyclist. Furthermore, there are designs tailored to both men and women. Velo's Senso line is targeted at the enthusiast cyclist, though does not quite hit the requirements of a pro level cyclist. Performance and comfort aspects combine in the form of gel inserts and perforated, breathable covers. Again, both men's and women's designs are available. Eight Plush designs, ranging from £14.99 to £23.99 are available, while the ten saddle

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Senso line begins at £21.99 and settles at £43.99. PRO CLEAN Having undergone a bit of a facelift, Pro Clean has dropped the pink colouring and rebranded the bicycle specific cleaning, degreaser and lubrication products. The main Pro Clean formula now comes in shades of yellow, comprising a unique blend of biodegradable chemicals designed to separate mud from both metals and carbon. Dealers are able to take on one-litre, five litre, or workshop friendly 25-litre cartons of the flagship cleaning fluid. SAVAGE COMPONENTS (1) Besides a comprehensive range of bling bits, Savage Components has now branched into protective gear and gloves. Weighing in at a very reasonable £40, Savage's full face helmet is ideal for the beginner stuntman. Next to this, a line of lid

style helmets, all costing £24.99 and available in sizes 54 to 61cm offer retailers plenty of protection stock at a very competitive price point. The full face design ranges form 54 to 58cm in size. FORME (2) Though not much has changed with the bike line since BikeBiz's last analysis, Forme as a brand is making strong progress both in terms of sales and brand recognition. With the launch of an under-23s training academy, Forme is putting six elite atheletes in that age bracket through training with a view to targeting national and international UCI races. Brand manager for Forme, Adam Biggs tells BikeBiz: "The plan is to target international competition in our fifth year. The Forme academy will hopefully fill the gap in developing young riders into future talent." Dealers are also urged to check out the newly launched formebikes.co.uk website, which has sections on cycle to work sales and women's bikes, among other things.

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SHOW REVIEW | MOORE LARGE

Knog has launched the BeltMusette, a two-pouch belt

2 KNOG (3) Quirky Aussie brand Knog continues to knock out fresh lighting and security gear, with the two main launches in these sectors being the USB chargeable Boomer LED and Straight Jacket chain lock, respectively. Available in both a 'Skinny' version and a 'Fatty' design, the Straight Jacket is made up of either a 6mm or 8mm hardened steel chain and a 38mm or 50mm hardened shackle brass padlock, depending on size. The 'Skinny' will set customers back £19.99, while the tougher 'Fatty' will cost £25.99. At £12.99, the brand has expanded its fashion accessory line with a 'Belt Musette'. The two pouch-clad belt is designed to accommodate phones, mp3 players, or replace wallets and purses.

In a massive boost to any shop floor assistant's task of selling components, Premium has come up with a boxed set of the trending plastic pedals, complete with a spare plastic body. Brand manager Adam Garner tells BikeBiz: "You're effectively getting a two-pedal package. The axle supplied works universally with our entire pedal range, metal or plastic. As such, Premium has supplied a spare set of pedal cages with each box. Usually spare bodies cost £9.99 a pop. Premium's durable nylon pedals retail for £30. Where else can you get two pairs of pedals for that price?" Other key items in the line include the new FYB fork and the 1948 crank, named after the 19mm, 48 spline spindle. A set of these supertough cranks comes in at £120 and four colour choices are available from Moore Large.

PREMIUM PRODUCTS (4)

ETC

Premium Products has a few unique ideas in its 2011 line, largely designed to keep riders rolling on its products.

ETC's spares and accessories line is broader than ever and the line would be a boost to any workshop needing stock such as replacement

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For the first time in the UK, Velo has a released own-branded saddles

looseball bearings and other small parts. If your customer's bike needs a kickstand, again, ETC has both chainstay and bottom bracket mounted centre kickstands for a variety of wheel sizes. Stablizers, streamers and baskets tailored to young cyclists make for great addon accessories on sales of child's bikes. Components for the cyclist on a budget are also part of the ETC line, with seatposts and replacement cranks for tapered bottom bracket axles all packaged in slatwall compatible packaging. ONE23 (5) House brands are all of a sudden extremely important to Moore Large's business. Take Forme, which for the most part is now specced with One23 components, though young, it's hard to imagine the Derby distributor without it and for good reason – the dealers love the product and the margins are healthy. The line's expanding too and now covers clipless pedals for road and mountain bike riders, replacement parts such as

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BIKEBIZ APRIL 17

SHOW REVIEW | MOORE LARGE

One23 products, as well as having a much expanded line on show, are also now specced on a large number of Forme models

jockey wheels and even a range of colourful multitools. The components tailor to specific needs too. Take the R0-96 clipless pedal. This pedal comes ready for LOOK Keo style cleats, as well as many others. Sealed needle bearings are used and the weight is a reasonable 326 grams. One23's line wouldn't go amiss on any enthusiast's bike.

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LAKE (6) As one of the only manufacturers with Speedplay pedal compatible shoes in its line, Lake was introducing many to the benefits at the Moore Large show. Lake's international sales manager Chris Dimmick tells BikeBiz: "Within the Lake catalogue, three shoes – the 401, 330 and 236 – are built with Speedplay pedals options in mind. The unique four bolt fixing eliminates the need for a 3.5mm thick adaptor plate, resulting in the foot being closer to the axle, thus the ride achieves a better transmission of power." Dimmick also discussed the aesthetics of Lake's line, stating that "the look, as well as the feel of the shoe has become increasingly important to the customer. It has to shelve well; in other words, there has to be a reason why the shoe catches the eye when on a retailer’s shelves." New Lake-branded slatwall compatible point of display is now available from Moore Large.

POWER BALANCE (7) Whatever your feelings toward the 'magical bracelet' market, there's no denying Power Balance bands sell. In fact, worldwide, over 2.5 million units have been sold and with new point of display stands now available through Moore Large, selling to the consumer just became a whole lot easier. Power Balance representative Martin Carr travelled in for the Moore Large show to speak with dealers both open minded and sceptical. He tells BikeBiz: "Power Balance is much like acupuncture in the way that it can't be proven to scientifically work, but it just does. Centering the body’s frequencies, the hologram technology has the ability to increase performance." At £29.99 per band, it won't be for everyone, but for the open-minded and curious, pop a free standing 25 or 60 unit display on the counter and work your sales magic.

LIMAR EYEWEAR (8) Limar’s eyewear line was debuted at the Moore Large exhibition. The range runs from £33.99 through £79.99.

8 18 BIKEBIZ APRIL

For the first time, Limar's eyewear range is coming to the UK alongside the brand's helmet line – already in stock with the Derby distributor. Each model within the £33.99 to £79.99 line offers full UV protection and varying levels of light transmission. Topping the line is the OF8, a clever pair of glasses suited to the cyclist’s after performance kit. The lense tint on the OF8 changes according to the sunlight. Limar believes that their photochromic lenses can transfer between 49 and 11 per cent of the light according to conditions. www.todayscyclist.co.uk

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BIKEBIZ APRIL 19

...is now available from

As of 1st February 2011 Windwave has begun distribution of BBB parts and accessories. Distribution will be shared with the existing BBB distributor until the 1st July when Windwave will become exclusive. BBB products are now in stock and can be ordered immediately via our sales force or on our B2B website www.windwave.co.uk.

Falcon Helmet BHE-01 • • • • • • •

In-mold shell construction. Carbon fiber and aluminum reinforcements. High density gray EPS. 23 air vents. SpiderWeb inner reinforcement structure. Rear vents for optimum air flow. Adjustable straps for a perfect and

comfortable fit. Easy to use DualClose adjustment system. Washable anti-bacterial pads. Rear reflective stickers. Sizes: S (52-55 cm), M (52-58 cm) and L (58-62 cm). • Colours: blue, red, white and silver. • • • •

£99.95 SSP

Sucessor Team Sport Glasses BSG-28 • Sport glasses with interchangeable polycarbonate lenses. • 100% UV protection. • Grilamid frame with adjustable rubber nose piece.

• Adjustable rubber temples. • Comes with a pouch. • With extra lenses: yellow and clear flash mirror.

£59.95 SSP

LightFlex Shoe Covers BWS-10 • Thin Lycra shoe cover. • Elastic fabric characteristics for a smooth, tight fit around the shoes. • One size: fits shoe sizes 41/42, 43/44 and 45/46. • Colours: white, black and blue.

£14.95 SSP

MicroBoard Computer BCP-32W • • • • • • • • • • • • • •

Wireless computer with 13 functions: Current speed Average speed Trip distance Settable odo meter Clock Low battery indicator Auto scan Auto start / stop Maximum speed Riding time Total riding time Speed pacer Backlight

• Slim computer with easy to read full-sized display. • High-resolution 3 line LCD. • Easy operation by a single button. • Sophisticated auto start / stop function with sleep mode after 48 hours to save battery power. • Computers can be mounted on handlebars and stems. • Waterproof casing. • Wheel magnet fits round and aero spokes. • Battery included. • Colours: Team Vacansoleil, Team Quick-Step and Team world champion.

£46.95 SSP for more information call 02392 528912 or visit www.windwave.co.uk

SHOW REVIEW | HOTLINES

2 3

Barn-storming With spring having now sprung and the first glimmers of sunshine poking through the clouds, Hotlines put on a series of shows across the UK to introduce dealers to a few brand additions and some essential stock for the year ahead. Mark Sutton visited a barn in Southampton for further details… BIKEBIZ TRAVELLED to Hotlines’ Southampton exhibition knowing that just days prior a deal had been struck to bring ex-Riding High UK brand Spank on board. It was with some surprise that a comprehensive preview of the brand’s goods were on show to the crowds in a matter of days following the announcement. Further to this, another last minute deal had been struck with cycle computer brand Ciclosport. Read on for a brand-by-brand run down of the exhibition highlights.

the rider choose to roll with either singlespeed or gears. Two versions are in production – a 120 and 140 to 160mm travel frame, both built with a tapered headtube and 73mm Euro BB. Dirt jumpers and street riders have quite a selection to choose from in the NS Holy and Metropolis lines. The Holy, the more dirt orientated of the two, spans from £460 to £700, while the Metropolis series tops out at £1,000 and each build carries front suspension.

LYNSKEY (2) NS BIKES (1) Tucked almost out of sight, NS had a prototype full suspension frame, tentatively named the ‘Sodaslope’, on display, which in the coming season you’ll see Sam Pilgrim using as his rig of choice. If production runs to schedule, Hotlines will have stock towards the end of 2011. As with many slopestyle builds, the suspension revolves around a bottom bracket pivot meaning there’ll be no chain issues should

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Though created at Hotlines’ request and designed specifically for the UK sportive enthusiast, the Lynskey Sportive build is now a big seller across the Atlantic. Hotlines marketing manager Martin Astley told BikeBiz: "The Sportive build is doing well in the UK. I’m not convinced that people know exactly why they’re buying the same bike in the US, but it’s selling nonetheless, despite the scene still developing out there."

More Pro 29 frames than ever are selling too, confirmed Astley. "Mark Lynskey reckons these are the fastest, most responsive bikes that he’s ever ridden. In fact, he’s convinced the mountain bike market will eventually grow to love and embrace the 29er with perhaps the same success the 26-inch bike has had." The ‘Back Road’ touring frame is the latest addition to the catalogue. Designed to be durable and easily fixed, the design omits to use the BB30 bottom bracket for good reason. "If you’re on the road, touring in this country, or worse, somewhere totally unfamiliar, finding spares for touring bikes is essential. That’s why with the touring model Lynskey have kept things clean and easily serviceable," explained Astley.

SPANK (3) With the first samples of Spank’s line landing with Hotlines just in time for the Southampton show, dealers who

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BIKEBIZ APRIL 21

SHOW REVIEW | HOTLINES

7 came along were treated to a first look, and smell, of the majority of stock now available. If you’re wondering why guests of Hotlines would have been sniffing the new gear, allow BikeBiz to introduce the Tweet Tweet grip, costing £9 and available in a rubber scented with vanilla, grape, apple and berry, depending on the chosen colour. Alternatively, 130mm non-scented lock-ons are also available at £14. With each and every component you’ll find a variety of colour options, making the Spank brand a perfect addition for the retailer specialising in dirt jump, street or downhill equipment. For each of these sectors you’ll find tailor made parts too, particularly if your customer needs handlebars, a stem or rims. There are a few manufacturing processes unique to Spank too, such as the 3D CNC bending technique used to create some of the handlebars. This construction method ensures a more consistent thickness of metal throughout the tube, eliminating any weak spots of faults in the metal. A significant delivery of Spank’s goods should be with Hotlines by the time this magazine lands.

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CICLOSPORT (4) In an interesting new addition to the line-up, Ciclosport joined the party down in Southampton and will soon be available to order through Hotlines. Specialising in both wired and wireless computers and heart rate monitors, the German firm has plenty to offer the bicycle retailer, not just in product, but in clever point of sale equipment to assist the sales experience. The firm is diversifying too. GPS units also feature in the catalogue, but most interesting of all, particularly to urban retailers, the firm is

22 BIKEBIZ APRIL

Leatt Brace has spent masses of cash on research and development and has some seriously clever tech built into its braces as a result

now manufacturing glasses with built-in recording equipment, capitalising on a trend to film a cyclist’s journey, often for safety reasons. Sadly, details at the Southampton show were thin on the ground. However, Hotlines and its representatives will be able to offer dealers further information on pricing, availability and point of sale material.

ANSWER (5) "Answer is having a major resurgence," according to Astley. "The brand tailed off after having a spell of immense popularity a decade or so ago, but it’s back and has some great product this year." Among that product is two new handlebars, the Protaper 720mm carbon handlebar at £120 retail price and an aluminium counterpart suited for downhill, the 780mm DH bar at £60.

NUKEPROOF (7) The long awaited NukeProof Scalp is now in production and will soon be in stock with Hotlines as a frame-only option, though a complete build will eventually be available. Two frame kits are said to be on the way, starting with a Rock Shox Vivid build at £1,500, or a higher-spec, more adjustable Cane Creek shock at £1,800. Carrying a 63-degree head angle, the ride strikes a balance between super slack and some steeper frames on the market, though with the installation of a Cane Creek Angleset headset tweaks in the ride feel are simple. Both the Scalp and Mega frames are due to land toward the end of April. Retailers should also look out for a new durable, yet lightweight nylon pedal that carries tough metal pins and retails for £35.

LEATT BRACE (8) GAERNE (6) Having scored well in numerous magazine tests this year against increasingly stiff competition, Gaerne is enjoying a period of increased interest. There’s plenty going on to sustain that interest too. Take the firm’s 2011 ‘game changer’ – the G.Coste with ‘Reflex’ material – that fancy sounding material coat is actually reflective in much the same way Scotchlite products are, meaning commuters can literally now show up in a car’s headlights from head to toe. The G.Coste revolves around an EPS carbon sole and utilises an adjustable instep closure system with easily tweaked aluminium buckles, so rest assured it’s a highly functional and tailor-fit design. As with all Gaerne product, this model is handmade in Italy.

Some serious research has gone into developing the Leatt Brace line, which has three main price points – £260 for the Ride, £360 for the Comp and £600 for the carbon fibre 600-gram Pro. Each features a back plate designed to absorb impacts and snap at around 20 per cent the pressure that the typical human spine would break at, meaning any impact will be largely absorbed on this plate before any damage to the spinal cord. The design has also now been tailored to the downhill market with each brace lowered at the read to accommodate full-face helmets as rider ‘look up’ on descents. Cutouts have also been included in the design to ensure prior worries about pressure on collar bones is now a thing of the past. For the serious downhill rider, a Leatt Richard Brace could be a lifesaver. Schofield

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BIKEBIZ APRIL 23

SHOW PREVIEW | THE GADGET SHOW LIVE PRO

A mock-up of BigBMX’s Gadget Show Live stand (above)

Go go Gadget Show Pro THE GADGET SHOW is a monster of a brand. The Channel 5 show has been running for years (now boasting over 14 series) and has spawned an all-conquering ‘Live’ show. A whopping 90,000 consumer visitors are expected to attend this year’s event, which runs from April 13th – 17th. So successful is the show that it has added a trade-only day this year. All well and good, but where do bikes fit in with a show that is focused on consumer electronics? Event director Matt Hodgins explains: “We have an increasing number of bike, electric bike and personal transportation companies exhibiting at the show – given that they have always had a strong presence on The Gadget Show TV programme, it is natural that they form a popular addition to the live show.” The reason that bike companies should get involved in the show is down to the Gadget Show’s wide appeal, he says: “The event is now the UK’s largest consumer electronics event by some way, and it is a great chance for exhibitors to meet a fantastic audience who are passionate about tech. From a retail perspective the event now forms a key part of

many companies’ marketing strategies, with a host of at-show launches planned from key manufacturers. It offers an ideal opportunity for retailers to see the latest must-have tech, network with key suppliers and get a real chance to see what is going to be popular among consumers in 2011.” KEEP IT PROFESSIONAL This year The Gadget Show Live has added a Professional trade day on Tuesday April 12th, the day before the five-day consumer exhibition takes place at the Birmingham NEC. The Pro day arrives due to popular demand, Hodgins explains: “Over the last two years we have had increasing requests from both the exhibitors and potential trade visitors interested in having a professional element to the show. “We have been delighted with the response we’ve had to the launch, with a phenomenal response from visitors looking forward to attending the show to network and do business – within a calmer and more professional atmosphere than was previously

SHOW PREVIEW | THE GADGET SHOW LIVE PRO

SHOW HIGHLIGHTS E-LIFESTYLEBIKES E-Lifestylebikes will be showing off its range at the show, featuring high quality electric bikes and electric scooters. Grace is a range of electric bikes and scooters which can be customised for performance and style, while Elmoto is a straight up escooter. BIG BMX The show will also see BigBMX, alongside the firm’s balance bikes. The appropriately names LittleBMX will also be appearing at GSL (pictured left). The firm tells BikeBiz its key aim at the show is to promote brand awareness, with its exhibition stand being CNC machined at time of press. The firm will run a competition to win a bike by submitting suggestions for its 2012 Facebook game. The company will be coming to the show off the back of a Hollyoaks appearance for BigBMX and the forthcoming website launch.

Wondering what the hell the Gadget Show Live has got to do with the bicycle business? Jonathon Harker finds out from event director Matt Hodgins ahead of the show...

possible when attending on the very busy consumer days.” The Show aims to attract at least 4,000 trade visitors in GSL Pro’s first year. Making sure that audience is right for exhibitors is just as important as mere numbers, the firm tells BikeBiz: “Each exhibitor is looking to meet a very specific audience and therefore we have had a very targeted marketing campaign to ensure each sector is catered for. The success will be measured on a combination of numbers and post-show exhibitor and visitor feedback.” Inevitably, the test track is one of the key focuses for the bike trade: “This is one of the show’s most popular features and is constantly inundated with visitors. This year we have dramatically increased the test track to cater for visitor demand. We are once again looking forward to it being a great space in which visitors can get to grips with the latest bikes, e-bikes and personal transportation devices on the market.” www.gadgetshowlive.net

CREATE London-based Create will be bringing its colourful fixed gear bikes and parts to the NEC. Pitched as making fixie fashion bikes accessible and affordable to a wider range of consumers, Create bike are manufactured with a flip-flop hub designed to accept sprockets on either side. The eye catching range is sure to grab the attention of GSL attendees. CONTOUR Hands-free video camera specialist Contour is launching a Connect View Card and Viewfinder App for the ContourGPS video camera. The hands-free camera captures location and HD video and with the ConnectView card can connect with the iPhone and iPod touch over Bluetooth. Once the connection is established the Viewfinder App enables the iPhone or iPod touch to act as a live viewfinder. The App is a free piece of software that enables the connection.

Create bikes and accessories (above and left) will feature at this year’s GSL

Other sights to appear at the Gadget Show Live Professional include: Bicygnals’ bike indicator lights, Veho’s super small sport video cameras, Big Cat electric bikes and Pacific Europe. Cycle Show will also be arriving at the NEC early by appearing at the Gadget Show.

26 BIKEBIZ APRIL

BIKEBIZ.COM

TOP 20 IBDS | FEATURE

The finest in the biz The thriving independent bike dealer population is on the frontline of the industry. We asked trade pundits, distributors, suppliers, customers and the shops themselves for their thoughts on who deserved particular praise. Now, in association with Cyclescheme, we reveal the results... LISTS. SOME PEOPLE hate them, others love them. One thing is for sure, lists are virtually guaranteed to fire up debate. This list of the top 20 IBDs has been put together to put the independent bike dealer under the spotlight and celebrate the largely unsung stars of the bicycle industry. Offering top-notch service, superb product knowledge and a great range of product, the best bike retailers are invaluable to the industry, on the frontline of the business and the most obvious face of our trade. IBDs that can do all of the above and manage to forge great customer and community relations – and maybe even reach out to non-cyclists to bring them into the cycling community – are, needless to say, worth their weight in steel frames. There are, of course, many more than 20 IBDs deserving of praise and recognition

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operating in the cycle industry at the moment. So just how did we manage to whittle the list down to a mere 20? IBDs could nominate themselves, consumers could make suggestions and we asked suppliers and distributors within the trade let us know who they thought were the best of the best. Cyclescheme, as supporters of the feature, also helped put the top 20 together, but we stress that IBDs did not have to be partners of Cyclescheme to make the final list. We also called on the experiences of Mystery Shopper to help collate the list. So, have we ommitted some of the finest dealers in the business? No doubt there are some shops we’ve missed. But have we managed to assemble a list of independent bike dealers that impress their peers, suppliers, undercover journalists and even their customers? Find out for yourself..

Sponsored by

The best bike retailers are invaluable to the industry, on the frontline of the business and the most obvious face of our trade.

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BIKEBIZ APRIL 27

TOP 20 IBDS | FEATURE

Sponsored by

ALF JONES, Chester Alf Jones Cycles relocated in February this year to a site in Gresford. Now with a retail area approximately twice the size of its old store, the new location means the growing retail business now has more space for a larger workshop and storage facilities as well as better parking for customers. The store’s online presence has a host of features that go beyond cycle retail, offering information and services to visitors. It pools news and tips on where best to ride locally, with product reviews and an event planner, providing a one-stop-shop for cyclists and those new to the sport. Alf Jones is helmed by Andy Castle, grandson of the shop’s founder – he who lent his name to the store. The keen mountain biker has completed Trans Alp stage races and a triathlon or two to boot.

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AW CYCLES, Reading A shop highly recommended for this list, AW Cycles is, we’re told, “always mentioned as the local store of choice at roadshows in Reading area”. The calibre of the shop was reinforced by a Mystery Shopper visit, which found the store to combine good service with a vast array of bikes and approachable staff. The firm is committed to supporting cycling in the local community too, with the AW Cycles Elite Cycling Team nurturing young and talented riders, and even providing funding for local school cycling events.

CHELMER CYCLES, Chelmsford When BikeBiz’s Mystery Shopper visited Chelmer Cycles the undercover reporter was impressed by the speed and quality of service. Not forced to circle the store in hope of help (a Mystery Shopper pet hate), the sales assistant offered ‘excellent personal service and really took some time out to listen before lunging in with a sales pitch’, with ‘the edge in terms of advice given’. Chelmer also scored highly with our independent panel, tipping the balance of getting the firm in the top 20 list.

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THE BIKE FACTORY, Chester Offering a “vast selection of kit and great customer service” (so says our panel), the large bike specialist has retail roots in Chester that reach back almost 100 years. Pitched as a modern vibrant retail environment, The Bike Factory offers an outstanding range of cycles and accessories, to meet all cycling requirements in the area. The shop tells us that its emphasis is on service and customer satisfaction, while the sales team take part in all sectors of cycling, from BMX to touring and mountain biking, and shop staff take an active part in promoting cycling in the locality as Chester is a cycling demonstration city. The ever important workshop team is trained to Cytech level three standard and ranked in the top ten in the UK, we’re told. THE BIKE SHED, Exeter The three-shop-strong retailer is, our panel of trade experts tell us, “renowned in the South West for their eye for detail and superior staff”. Serving Devon’s cyclists in Crediton and Barnstaple as well as Exeter, the latter store has very recently seen the arrival of a new dedicated bike fitting area, with more space and capacity to provide a great bike fitting service for customers. Four qualified bike fitters take cyclists through the process designed to help people ride longer, faster, happier and healthier. The shop holds regular rides, sees staff race and even chairs regular talks on topics like ‘Strength and Conditioning.’

CONDOR CYCLES, London It will come as no surprise to find that Condor Cycles is on this list. Probably the best known bike dealer in the UK, Condor is no stranger to accolades and awards, and the highly thought of shop is not one to rest on its laurels either. Last year it moved to a 10,000 sq ft warehouse to cope with its thriving business and shortly before that refurbished and expanded its outlet on Gray’s Inn Road, London. Such is the appeal of Condor – and its own brand frames – that the two-time BikeBiz Award winner attracts customers from right across the UK and even globally – as far afield as the US and Japan.

DALES CYCLES, Glasgow Situated on the delightfully named Dobbies Loan in Glasgow, Dales Cycles is another store that has been in the business for decades – a century next year, in fact. We were told that the store has a “huge selection of bikes and accessories, with really helpful staff and expert knowledge on the local area”. Dales Cycles has adapted with the times and has recently moved into a new warehousing and office facility, offering a fully fledged online site, finance and the aforementioned friendly staff. BIKEBIZ.COM

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DON SKENE CYCLES, Rumney, Cardiff Named after Wales’ cycling legend, Don Skene is a bike shop with over 50 years of experience. Set up by the man himself, Don has now retired and the business is currently run by his son and daughter. Priding itself on excellent customer service and competitive pricing, this Cardiff-based shop was another popular choice among our panel of bike industry experts. Stocking in excess of 400 cycles with an accompanying huge selection of accessories, the firm also offers finance and voucher options for its customer base.

FORMBY CYCLES, Formby Formby Cyles has been in the hands of its current owners (the family-owned and run Taskers group) since 2003, who have invested millions of pounds into the business, we are told. Most obviously, that investment has been funnelled into a new superstore – five times the size of the old store – with a large onsite car park and a vast array of product. We were told that ‘Formby must be in there’ by one of our pundits. Offering Cycle to Work, the store is staffed by enthusiasts each with their own area of interest, Formby also offers finance and a HomeFit service, delivering bikes direct to the door with a fully qualified mechanic to set the purchase up.

know a thing or two about attracting their supporters. Harry Hall Cycles has been in the bike trade for half a century, serving the full gamut of cyclist markets, including road, BMX, mountain bike, commuter, leisure ‘or just plain pleasure’ riders. Our panel said Harry Hall Cycles is a “family run business who have been an integral part of the racing scene since the 1950s”.

GEORGE HALLS CYCLES, Market Harborough This IBD is located on the border town of Market Harborough (straddling Leicestershire and Northamptonshire). With a Halfords on its doorstep the shop tells BikeBiz that it prides itself on good relations with fellow IBDs. With a small but thriving workshop George Halls has even been known to fix the odd wheelchair as well as bikes, even picking up bicycles for repair for customers. George Halls Cycles also features a web shop specialising in small, hard-to-find parts, even servicing the trade on some occassions. Aside from bike retail, the owner is a highly active member of the wider cycling community, helping run cycle clubs as well as founding and organising the grass roots MTB CC series FNSSMTB, as well as helping the County Council map local cycle routes.

GIANT STORE, Bristol Giant opened its first brand store in Liverpool on June 2009, and the Bristol store (Giant’s third) was hot on its heels in November of the same year. Under store director Paul Newman the Bristol Giant Store is based in the Bradley Stoke town, sporting a selection of bikes and cycle gear to suit the needs of novices and enthusiasts. Based in the Lower Mall at The Willow Brook Centre in Bradley Stoke. One of our pundits said of the store: “It’s a fantastic futuristic retail space with excellent service to boot.”

HARRY HALL CYCLES, Manchester If there’s a theme in this Top 20 IBDs list, it’s surely that many long-established bike shops BIKEBIZ.COM

13 M STEEL CYCLES, Newcastle Yep, here’s another of the long-established UK cycle retailers that have gained praise in the trade. Set up in 1894, M Steel Cycles is possibly Newcastle’s longest established bike shop. It serves Tyne and Wear with its huge 3,000 square foot store, which is three times as large as its last shop, moved from in 2008. The move didn’t mean dispensing with the past, however. The modern shop has keepsakes of Joe Waugh’s (Waugh now looks after the retail and accounts side of M Steel Cycles) days as a racer, with magazine covers, medals, pictures and signed tops for a bit of heritage chic. The shop says: “It helps to remind us of where we’ve come from and where we’re going to.” One of our panel said of M Steels: “They have an excellent bike fitting service and work hard to promote their cycle to work offering.” MOORE’S CYCLES, Twickenham This independent cycle specialist has shops in Twickenham, Teddington and Isleworth, supplying South West London with bikes and paraphenalia since 1948. The store has a focus on women’s cycling and is recognised by Specialized as an official women’s dealer. Soon to offer a bike hire service, the store promises to offer the biggest choice of bikes in West London. Our panel said of Moore’s Cycles: “It is great value, provides great service and is long-established.”

ON YOUR BIKE, London Bridge The family-run On Your Bike has locations in London and Birmingham. Priding itself on top notch customer service, both shops offer bike hire – catering for the casual cyclist as well as the hardercore – in addition to retail, while the London branch has what it describes as the capital’s largest secure indoor cycle parking facility. The shop’s claims are backed up by our pundits, who said On Your Bike offers “great service and a safe cycle parking solution for the London commuter”.

>>> BIKEBIZ APRIL 29

TOP 20 IBDS | FEATURE

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Interestingly, On Your Bike has taken a stand against online trading, believing that serving customers face-to-face is the best way to meet the needs of the cyclist. Having said that the firm’s site is a comprehensive guide to what OYB offers.

>>>

RED PLANET BIKES, Swindon Pitched as being run and staffed by enthusiasts for the discerning cyclist, whether they’re road, MTB or A to B orientated, Red Planet runs open days and a regular mountain bike ride (every Tuesday night). We got a first-hand experience of the store when Mystery Shopper visited Red Planet Bikes at the start of the year. The store was one of the very first to score top marks from the undercover reporter. After quizzing the needs of the potential customer, the staff member provided honest and opinionated answers and followed up the service by directing the customer to the store’s own polished website. With a coffee machine and a ‘very inviting vibe’ Red Planet is a store deserving of top marks, it was found.

RUTLAND CYCLING, Rutland, Derbyshire BikeBiz Award Winner 2010 (and profiled in last month’s mag) Rutland proved an extremely popular choice among the industry jury. Trading for over 25 years Rutland has one of the highest turnovers of all IBDs in the UK, we’re told. Stocking all major brands and with three bricks and mortar shops, Rutland also has web and eBay shops. Employing over 100 staff this independent goliath also operates a very successful hire fleet/demo test ride fleet. The workshop is Cytech accredited and the shop is open all day, seven days a week, with dedicated experienced trained staff – several of which have Mountain Bike Guide Awards. The shop also finds the time to support local cycling clubs, including Velo Club Rutland & St Ives Cycling Club. It also organises free public events, including monthly nightrides and four yearly Demo Weekends. The 20,000 square foot shopping floor is spread across three shops and Rutland also partners with the world’s largest Giant concept store.

The shop moves beyond retail too. Sponsoring world-class triathletes, Sigma also runs its own UCI Pro Continental cycling team which has competed at the Tour of Britain and Tour Series. Sigma launched a new flagship store in Hampton Wick, Kingston, staffed by 14 plus four cytech-trained mechanics and over 3,000 sq ft of retail space per foot. The store offers cycling holidays and events through La Fuga through the store, and the presentations and seminars can be hosted in the Club Room. There’s even a shower room for customers that drop off their bike in the morning before work, a lounge area with TV and complimentary wi-fi and range of things we don’t have room to squeeze in here. TRI UK, Yeovil With an eye-wateringly large 10,000 square feet of retail space filled with a brilliant selection of clothing and accessories, the shop’s claim of being the world’s largest triathlon store may indeed be true. It’s a measure of Tri UK’s success that even those generous proportions aren’t enough for the growing business, with a 5,000 square foot extension planned, with work due to start later this year. And as if a 15,000 square foot shop wasn’t enough, Tri UK is also including a coffee shop alongside the building as well, reaffirming the trade’s penchant for caffeine and forwardthinking retailing. Being a triathlon focused store, Tri UK also stocks all the relevant paraphenalia beyond cycling, including swimming gear. That it is no surprise that this shop includes an in-store Endless Pool to enable triathletes to try before they buy is a testament to the shop, involved in the exciting and fast growing sport.

17 YORK CYCLEWORKS CO-OP, York This co-operative is run and owned by cyclists, for cyclists. Priding itself on offering top-notch service, it has been on the scene since 1980, catching the early days of the mountain bike revolution. York Cycleworks is now doing a lot of high-end road bikes, as well as Cycle to Work trade in hybrids and mountain bikes. One of the few worker co-operatives around, Cycleworks is York’s only full Shimano service centre and a workshop manned fulltime by three qualified Cytech mechanics. York Cycleworks Co-op also offers bike box hire, test and demo bikes to its customer base.

20 30 BIKEBIZ APRIL

SIGMA SPORT, Kingston upon Thames One of our unnamed pundits said Sigma was ‘a must’ to include on a list of top IBDs. Why? Well there’s a host a reasons. Since starting up 18 years ago, Sigma has evolved into a respected name in the road cycling and triathlon scene, offering a comprehensive range and staffed with highly knowledgeable staff.

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INTERVIEW | MARK CANTWELL, FUTURE

Back to the

Future At the start of the year Mark Cantwell returned to Future’s cycling portfolio. Jonathon Harker chats to the new associate publisher for BikeRadar and Cyclingnews...

BikeRadar has hit some impressive milestones, but where next for Future’s site?

You moved from Future’s cycling portfolio, to the world of video gaming and then back again. How was moving between the two? There are huge similarities between the markets; both are full of passionate enthusiasts who crave information and news on their chosen interest – hence the mechanics of one apply well to the other. Morally though, I feel a bit better about encouraging people to get out and do some exercise and, to be honest, I always got smashed at Call of Duty. We’ve seen the importance of online grow significantly, with Future revealing digital ad revenues rose 25 per cent while print ad revenue dropped ten per

>>>

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BIKEBIZ APRIL 33

INTERVIEW | MARK CANTWELL, FUTURE

achievement. Do you have a set target figure in mind for the sites? I have challenged Jeff Jones [the editor] to grow the site by a specific margin this year and he has already risen to the challenge with 40 per cent growth in global unique users from Feb 10 to Feb 11. The trick is to maintain that growth whilst keeping our quality high. There is no fixed target, but we have our eye on specific market sectors where we see an opportunity for growth that we hope will benefit the entire market. The Olympics are just a year away – surely web figures are going to rocket for cycling sites like BikeRadar and Cyclingnews? We are more focused on the quality of our coverage, helping new cyclists understand the events and how they can participate in what they have seen. I see the Olympics as a massive opportunity for cycling to grow and we would expect audience growth as part of that. It is an opportunity to create more enthusiasts and a bigger overall marketplace.

enabling more people to get on bikes. Hopefully as we help to grow the market the opportunity becomes bigger for us.

>>>

cent in Q4 2010. Do you expect that trend to continue, or is it tough to predict how the figures will eventually balance out? I believe that magazines and the web perfectly complement each other. Research and immediacy are the web’s strong points and that is why the biggest and best websites are based around news or reviews. However, for someone that has a real passion for their subject matter, the experience of reading a magazine has a unique feel and sense of editorial authority. You first worked on BikeRadar shortly after its launch – what’s changed in the interim? It has grown significantly and the market has matured in the digital space. My original job was to establish an advertising model and to help our sales team and, to some extent the market, and understand more about digital. Now they are both teaching me new things. That is the joy of working on the web; it is very humbling and no-one has a monopoly on good ideas – there are some great sites out there. Can you give us any hints about future developments on BikeRadar.com and Cyclingnews.com? I am still analysing the data at the moment and I believe that both sites are very strong, whilst we intend to get better at what we do very well. I was asked to drive the sites onto the next level and that is what I intend to help the team do. I do believe that the future lies in growing the cycling audience in general and

34 BIKEBIZ APRIL

Growing the cycling audience – and market – is a key aim for Future

How did Future feel the new London Bike Show fared? Will you be back at the 2012 show? I haven’t actually been to the event yet but both Katherine Raderecht and Dave Clutterbuck have suggested that it was a very promising new show that we were happy to support – and we will definitely be supporting it next year. BikeRadar hit a landmark four million online users over the summer – an impressive

Is there anything coming up for Cyclingnews or BikeRadar in the short-term future you can share with us? We are at the early stages of our assessment but I was brought in to drive our sites forward. Although I wouldn’t want to give too much away, if you watch this space you will see some interesting developments over the next few months. Have you got any final thoughts? I would just like to state that I chose to come and work in the cycling industry as I believe there is an amazing opportunity to help facilitate the growth in the market. I look forward to working on BikeRadar and Cyclingnews for quite some time and welcome any feedback the industry has on what they feel they need from us to help fuel that growth. If anyone has any feedback specifically on how to stop my arse hurting after a onehour ride on my newly acquired Whyte 19c Team that would be most appreciated.

CATCHING UP WITH FUTURE MARK CANTWELL’S return to Future’s cycling portfolio is not the only high profile change in personnel for the cycling side of the publishing and media giant over the past year. In October Richard Schofield became group publishing director, heading up Future’s sports and automotive titles, having previously worked as group publisher for sports at Future. Like Cantwell, Schofield was involved in the formative years of BikeRadar and led the early expansion of Future’s cycling portfolio into digital as publisher back in 2007. Schofield replaced Peter Stothard, former publishing director of the sports portfolio, reporting to Future chief exec Mark Wood. Earlier in 2010 Scott Longstaff joined as commercial director for the sports portfolio (in June). Having previously worked with Future’s in-house creative solutions team – which has worked with Garmin, Madison and Colnago – Longstaff replaced Sean Igoe.

Richard Schofield

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BRAND SPOTLIGHT | CITRUS-LIME

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with-the-times Director of Epos firm Citrus-Lime, Neil McQuillan believes retail and supplier stock listings can now run as a seamless, realtime operation. Mark Sutton finds out how this is being achieved… How long has Citrus-Lime been in the biz and how’s the cycle trade treating you? The cycle trade has been fantastic for us. At Core 2009 we had two cycle customers, two years later we have a decent and growing estate of IBDs signed up. Our sales are up 25 per cent year-on-year, and as we come towards completing our financial year we will see significant growth in revenues and profits. As we are self-financing, a large proportion of these profits will be used to fund research and development and to grow our staff numbers to support our expanding customer base. How many retailers are you working with in the cycle business? Fifty enrolled or signed up EPOS sites in the trade. I believe there is space for two, perhaps three, main players in the cycle EPOS and ecommerce market; our strategy was to be one of these companies. By having the most forward thinking and integrated product, I believe we are well on the way to achieving this. We’ve moved from a niche player to having good market share in 24 months. What are the key advantages to using Citrus-Lime products and services? Our Supplier Integration Module is designed specifically to deal with cycle and outdoor products, with support for seasonality, size and colour. We’ve spent tens of thousands of pounds developing this system. Tight integration to the supply chain is unquestionably the future way that cycle dealers will work with distributors. No one else out there has a fraction of the functionality in this module and we unquestionably lead the market in terms of functionality. Our dedication to Cycle and Outdoor is reflected by our focus on developing bespoke solutions for this market and its specific needs. We are the only multi-channel retail company, which focuses on these verticals. BIKEBIZ.COM

Neil McQuillan has just rolled out the latest version of Citrus-Lime’s Supplier Integration Module

Has the micro-site showing off Citrus-Lime’s various modules launched yet? The first in a series of Microsites, each focusing solely on a different Module, will be rolled out at the start of April. The Supplier Integration Module Microsite contains a wealth of information on the features of SIM v2.0, as well as development announcements, blog updates and audio/visual content in the form of SIM TV: linking screen captured user guides in multiresolution formats. How many staff does Citrus-Lime employ? Currently 16, with another new member of the support team coming on board soon. What after-sales service do you provide? We have no automated answering system and we work really hard to ensure a real person answers the phone promptly. We are currently recruiting from the cycle trade to ensure that we understand the issues of the trade, as well as providing customer support. What price plans do you have available? We have a standard payment plan, which includes a deposit and then payments on staged deliveries. We also work with a number of finance companies for those retailers who want to spread the cost. How often are software updates applied? Are these FOC to existing customers? It depends on the software, but updates are free for customers on support. During the last financial year we spent £40,000 on pure research and development. Our growth in the last 12 months will see this figure increase. Our ecommerce platform has also been updated to the very latest version of Microsoft’s development platform. To what extent can you tailor a product to the shop and workshop?

Ours is a standard offering, though if a shop has a good idea it will be rolled into our core product. Supporting hundreds of different software installs would be impossible, so it’s about having a good standard offering with enough flexibility to deal with the common workflows and processes in the workshop. Tell us a bit about the developments in your supplier integration module: Citrus-Lime’s Supplier Integration Module is now established as version 2.0 following its launch after Core Bike. The core functionality remains as versatile and intuitive as before, but the End User Interface has been reworked. With upgraded accessibility, the key features of importing and accessing accurate stock information are daily tools throughout a retailer’s business, from back office to point of sale. SIM v.2.0 will continue to develop and evolve to address the competitive demand to operate multi-channel retail businesses via an integrated stock system. Which suppliers do you now work with? At present we’ve got established partnerships with Madison, Giant, Scott, Endura, Bob Elliot, Madison Snow, Arc’ Teyrx and O’Neill. However, we’re also finalising with Zyro, Paligap, Chicken Cyclekit, Fisher Outdoor, 2pure and Montane. How can new dealers and suppliers help grow this module? The biggest issue we have at the moment is that not all suppliers store size and colour information in their platforms. While we can work with data without this information, it’s of extremely limited value and would require extensive reworking. The global brands are largely clued up to this, and we are seeing some great examples in the UK supply chain. We need our customers to explain to suppliers the importance of good information; ultimately it saves time at the dealers, and leads to more products getting into customers’ hands.

BIKEBIZ APRIL 37

BRAND SPOTLIGHT | SRAM

Zipp in Fisher’s step This year Fisher made the significant step of bringing Zipp on board, meaning the firm can now offer retailers all SRAM brands under one roof. Fisher’s Stephen Cromwell speaks to Jonathon Harker... Has it been one of Fisher’s ambitions to The UK market is actually the second largest bring Zipp to Fisher? for aftermarket sales so it does represent a Fisher has always aimed to offer the best range market of huge importance to SRAM. Stan of cycling products for all sectors. With SRAM Day’s attendance at Expo and his visit to the we’ve a long standing relationship and a range STC cemented their faith in the role Fisher has that is at the peak of tech and innovation. As a to play in SRAM’s continued expansion and result, we’ve seen huge success with SRAM, ever improving market position here in the UK. firstly with the MTB products and, since 2009, with the road groupsets and wheels. Adding Will SRAM become more proactive in Zipp has strengthened the offering, so for the marketing for the next year? first time the SRAM Absolutely. Fisher family is available has supported the from one supplier. growth of SRAM in With advances in the UK with ongoing our warehouse marketing from the management start of our system and stock partnership and for control methods 2011 this will grow we’ve increased significantly to Stephen Cromwell availability so further raise dealers can get awareness and drive what they need when they need it, whether new and existing SRAM customers back to our from Avid, Truvativ, Rockshox, Zipp or SRAM, dealers’ shops. There is a full PR and event Fisher can provide it. sponsorship plan in place as well as significant advertising spend in carefully targeted media. How will the SRAM tech support centre Some of the sponsorship highlights include improve service for dealers? the British Downhill Series and gravity Enduro It opened in January and dealers can now be Series, as well as involvement in the growing Tri trained in a purpose-built centre with SRAM series with more exciting developments in the technicians. It also means ongoing support and pipeline. Watch this space. guidance is now available for any SRAM retailer from a single specialist resource. The centre What are the current SRAM highlights? can train up to 12 at a time on all products Fisher was proud to be part of the global SRAM and they can be booked to visit dealers onsite RedBlack launch at Expo. It’s a development of for training. It also does all of the SRAM service the highly successful and acclaimed SRAM Red and warranty work for the UK, with technicians groupset and, unlike the Red Yellow, is not a on hand for phone enquiries. Turnaround times limited edition. It is a central part of the road are updated daily on the Fisher b2b site and groupset offering for the foreseeable future. are usually under 48 hours. The SRAM wheels have seen great success by

incorporating Zipp tech, which will continue with exciting products like the S30 Gold wheels. In the MTB sector a key product for SRAM this year is the Rockshox Reverb. Already strongly received in the consumer MTB media and early purchasers, this adjustable seatpost is taking the market by storm. Its slick functionality, rugged strength and long service intervals mean we expect it to be a top seller. The growth of 2x10 will continue too with the advantages of it clear to everyone who tries it.

“With advances in our warehouse and stock control dealers can get what they need, when they need it.”

38 BIKEBIZ APRIL

The Rockshox Reverb has impressed MTBers

What does SRAM offer over competitors? SRAM has world champions giving feedback. They listen to customers and being riders themselves have a passion for the product. From the early days in Chicago, Stan Day and his fellow founders have always prided themselves on listening to consumer, rider and trade feedback to continuously develop their range. It’s a key reason behind SRAM’s rapid expansion and global sales success. They are innovators not followers and constantly look for new and improved ways of doing things. First with innovations such as the gripshift, first with a 2x10 MTB transmission and so on. The list goes on and they have more on the way. Where does Fisher want to be with SRAM in 12 months time? We want to see growth with Zipp and further strengthening of SRAM’s reputation as the best components for tri and road riding as used by top professionals to the sportive rider. Also, we are keen to build on the fantastic OE growth SRAM have seen and continue to provide great service to dealers and customers. 2011 is set to be another landmark year for SRAM in the UK and Fisher is proud to be involved.

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BIKE HUB | AGEWELL ON WHEELS

Seasoned cyclists The world’s population is getting older, so getting the over50s on their bikes is not only desirable, it is essential. London Cycling Campaign’s Lucy Cooper explains to Jonathon Harker about the Agewell on Wheels project... CHILDREN NATURALLY grab lots of attention. They’re new, they’re noisy, and they usually have a parent or parents with money to spend on them. Consequently, we hear a lot about getting children on bikes, and rightly so, for they will ideally have many years of cycling ahead of them. But with an aging population – there are now more over-60s than under-16s, fact fans – a huge chunk of the population is in danger of being overlooked. Now, thanks to the London Cycle Campaign, the older potential cyclist is being catered for through the Agewell on Wheels initiative. Run by Gwen Cook, AOW was funded in 2008 by London Cycle Campaign. The LCC’s Lucy Cooper explains the project’s genesis: “Gwen recognised that cycling is a great solution to get older people active as well as being a convenient way to get about. She was aware, however, that many people she met of a similar generation lacked confidence and overestimated the barriers to cycling. As a result, Gwen set up The Agewell on Wheels pilot project in Hammersmith and Fulham to respond to these barriers. “The project was a huge success with all participants reporting that they felt improvements in confidence, balance, strength in their legs and coordination by the end of their course. LCC considered this success a good reason to expand the project to other boroughs across London.” And expand the project it did, rolling out three sets of courses in Camden and then Westminster. “Again there was a really positive response and participants begun to get involved in London Cycle Campaign local group led rides,” explains Cooper. The courses have gone from strength-tostrength and have been expanded for 2011.

BIKEBIZ.COM

Now available to 12 boroughs across London and featuring even more led rides to engage communities with cycling, LCC will be utilising wide reaching marketing to get the message to more people than ever. SENIOR MOMENTS? Bike Hub cash has been essential for the unique project’s development, Cooper says. “It has been integral for the courses to evolve. Without this support LCC would not have been able to get the match funding from the councils for training. The funding has also enabled LCC to provide bikes for the participants that did not have access.” The courses provide intensive support to combat barriers to cycling. Advice is given on buying bikes and how to use the cycle hire scheme (more on that later), free DR bikes if they already have a bike, route planning information, an introduction to their local cycling community through led rides and free LCC membership. The London Cycle Campaign markets the courses in libraries, GP surgeries, community centres, leisure centres and transport hubs. Promotion also takes place online through blogs, websites and newsletters, as well as local newspapers. Certain charities and potential partners will be asked to promote the courses, including the likes of the British Heart Foundation and sustainable charities like the Energy Saving Trust. Local groups will also be contacted to promote courses and councils will be asked to promote the courses via their networks and publications. “The marketing for the 2009 courses attracted much older groups. This year we plan to try and broaden our audience by putting a

COURSE DATES Agewell on Wheels will take place across four locations this year:

Agewell on Wheels is planning to broaden its audience with weekend courses for 2011

1 Linford Christie Stadium, Hammersmith, Greater London W12 0 2 Castlehaven Community Centre, 21 Castlehaven Road, NW1 8RU 3 Dulwich Park, Dulwich SE21 7BQ 4 Gunnersbury Park, W5 4ND Course 1 Day: Wednesday Time: 10.30-2.30pm May 11th, May 18th, May 25th, June 1st, June 8th Course 2 Day: Saturday Time: 10-2pm June 11th, June 18th, June 25th, July 2nd, July 9th Course 3 Day: Thursday Time: 10.30-2.30pm July 28th, August 4th, August 11th, August 18th, August 25th series of courses at the weekend targeting people that are working. “We have had participants up to the age of 80, but the majority of them have been in their mid-60s.” Agewell on Wheels has made use of London’s Cycle Hire scheme: “For those that do not have bikes and will not be able to buy them due to financial restrictions or lack of storage, cycle hire is perfect. We have added a led ride which teaches participants how to use the cycle hire scheme and have even included a cycle hire key in their final pack.” “Agewell on Wheels is a great template which would be easy to roll out across the UK. We hope to see it continue to grow.”

BIKEBIZ APRIL 41

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SRAM RED is the ﬁrst choice for riders and racers who won’t accept any compromise. Its success in the pro peloton speaks for itself: Tour de France, Giro, Vuelta, Paris-Roubaix and Flanders. Delivering best-in-class performance, weight and function, SRAM RED is now available in a new color option: BLACK.

ACTSMART | DEALER SERVICES

Cycle finance: Got it? Flaunt it The Ride It Away cycle finance scheme has been one of the biggest successes of the past year, says ActSmart. And with further retail price increases on the horizon Ride It Away will become an increasingly essential sales tool throughout 2011 and beyond... RIDE IT AWAY replaced the long-standing Black Horse retail finance scheme in early spring of 2010, offering reduced subsidies, improved acceptance rates, enhanced operations and free national promotion. It’s currently available at over 400 cycle shops which account for over a 75 per cent share of the UK’s £30m cycle finance market. With increased annual sales of 91 per cent, compared with the previous scheme, it is an obvious opportunity for all IBDs. The most successful retailers promote Ride It Away strongly both in-store and online as a flexible sales tool to target specific products, price points or brands, with criteria set individually by the retailer. It is used to up-sell bikes to higher price points and introduce additional accessory sales, increasing transaction values and profitability. Many retailers openly promote Ride It Away as available at certain price points, allowing consumers to make their own up-sell decisions. Too often finance has been seen as a last resort to close a sale, but promoted strongly and used effectively cycle finance will increase your customer base as well as your sales. In an

BIKEBIZ.COM

increasingly competitive market the option to spread the cost is an obvious winner, especially as Ride It Away is not available to the cycle trade’s mass merchants. Ride It Away also has the edge with its online offering; an integrated finance function that eliminates the need for paper applications. Customers sign agreements on the internet, negating the historic cooling-off period and significantly increasing acceptance levels. The Cycling Experts’ online shop search, now featured across a growing number of consumer websites, allows retailers to reach consumers totally free-of-charge. The search facility identifies which retailers offer Ride It Away in their locality and what cycle brands they stock. Ride It Away is one of a growing family of finance products available to businesses in the outdoor pursuits sector provided by ActSmart in partnership with Moneyway. All are available to ActSmart Gold and Platinum members, regardless of turnover, and with peak season fast approaching there has never been a better time to get more involved. For more information visit www.actsmart.biz /cycles or call us on 0845 618 7256.

Too often finance has been seen as a last resort to close a sale, says ActSmart

“The average finance sale value in 2010 was just over £1,000. With high acceptance levels it’s no wonder that an increasing number of IBDs see the scheme as crucial to their business.” ActSmart COMING SOON... New low-cost interest bearing products A partnership programme which allows

suppliers to create promotions with retailers and reduce subsidy costs A new range of POS Extended online promotion

BIKEBIZ APRIL 43

PEOPLE | RECRUITMENT Send your recruitment news to

mark.sutton@intentmedia.co.uk

Climber, Lonsdale Sealz the deal Raleigh’s Mark Needham shifts from sales to product management at Nottingham HQ Competitive cyclist Scott Hart becomes brand communications manager at RockShox ROCKSHOX Scott Hart has joined the RockShox marketing and communications group as new brand communications manager. Hart is a keen and competitive cyclist, having ridden to a strong level in many genres of the sport – from road to BMX and mountain bike – and obtained several national titles. After competing in the first ever Red Bull Rampage, Scott hung up his competitive helmet to pursue a full-time position in journalism. As the co-creator of Decline Magazine, Scott has worked in cycling media as a journalist, photographer and graphic designer for the last eight years, prior to joining RockShox. RALEIGH Mark Needham has moved from his role in the sales force to join the product

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management team, based at the Raleigh's Nottingham headquarters. Needham's field-based experience and his passion for the sport will be beneficial in his line of work as he begins the challenge of developing new brands and products for Raleigh’s parts and accessory range.

Scott Hart

SEAL SKINZ Liam Lonsdale, an up-coming climbing star, has been appointed to the role of Northern regional sales associate for ithe firm’s Active ranges. Lonsdale joins SealSkinz from his position as store manager of Tog24, Kendal, where he was the company’s youngest store manager – promoted at just 19 years old. Lonsdale will cover stores across both the north of England and Wales.

Mark Needham

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BIKEBIZ APRIL 45

RETAIL ONLY

The trade’s guide to sourcing stock, up-and-coming IBDs and the very latest products

RETAIL COMMENT

NEVER BEFORE have so many bikes been pitched primarily as ‘low maintenance bicycles’. It’s a trend you’d have thought would have been mainstream for some time before now, but with the developments in belt drive tech and the everincreasing use of hub gears on many city bikes, a sub category seems to be spawning from marketing spiel. Road.cc uncovered a new Brit brand specialising in just this territory last month – Milk Bikes of Essex. Describing bike maintenance as a “necessary evil of owning and riding a bike,” the founder, commuter Mark Meadows has set out to create THE bike for urban riding. The spec sheet of the first bike off the production line – the RDA – reads like a custom build too, with puncture proof tyres as standard, dynamo powered front and rear lights, Alfine internal gears, Gates’ carbon belt drive, mudguards included. The full works. Upgrades are unnecessary, and hub-gear tuning and disc brake bleeding aside, the majority of maintenance work could be done by a savvy cyclist, perhaps even a newbie.

“If pitched to the customer as an investment in reliability, sales should remain consistent and your reputation sound...” Whether or not this is a good or bad thing for the retailer, I’m yet to decide. You send away a happy customer, who will be unlikely to have any complaints and perhaps even recommend such a bike to a friend. So, such a build will sell well, if marketed right in store. On the flipside, there’s very little scope to sell extras for that little bit more margin per customer. These bikes come with fitted guards and pannier racks, lights and occasionally bottle cages. What’s more, once built up, the workshop may not see the bike again for some time. Working on the theory that happy customers spend more and discuss their positive experiences among colleagues and friends, I’m swaying towards the positive. If pitched to the customer as a investment in a reliable and long-wearing bike, sales should remain consistent, which in turn and based on the above theory, should benefit your business’ reputation. Let’s face it, the majority who buy from a bike shop nowadays will have a mate who is a ‘bit handy’ with a set of allen keys. Commuters quickly turn into bike enthusiasts, especially in fair weather and they too can probably work out how to align a stem, or raise a seatpost. If manufacturers really are about to invest in creating a ‘maintenance free’ market, will workshops suffer? Probably not. Reports seen by BikeBiz suggest the repair trade is stronger than ever. Such bikes could, however, revive a lagging shop floor. Mark.Sutton@intentmedia.co.uk

IN THIS MONTH’S ISSUE NEW PRODUCTS

Scoop has two new brands on board, while BBB stock lands with Windwave. Find out more on page 51.

BICYCLE SECURITY

Lock it or lose it. That’s the message to be impressed upon owners of a new bike. Find out what you can sell ‘em...

LETTERS

Somebody’s not a fan of the Mystery Shopper. Find out where our icognito investigator will be ‘shown the door’...

IBD | PROFILE

Bikelab

A scientific approach Telephone: 01202 330011 (Poole)/0208 948 6166 (Richmond) Email: Poole@bikelab.co.uk/Richmond@bikelab.co.uk Website: www.bikelab.co.uk

Opening times: : 9.00am to 6.00pm Monday to Saturday. Closed Sundays Open 9.00am to 8.00pm on Thursday (Richmond only) Address: Bikelab Surrey, 4-7 Twickenham Road, Richmond TW9 2SE

Now with a brand new store in Richmond, owner Clive Gosling explains the Bikelab cycle retail concept to Jonathon Harker... Bikelab seems to have a unique approach to displaying bikes – can you tell us more? Before Bikelab I was the marketing manager for Cannondale and I would be personally frustrated, and feel consumers’ disappointment, that the brand was represented so poorly in store. Hanging bikes by the saddle from a bit of scaffolding or squished up in a big row doesn't excite consumers. I decided when I opened Bikelab Poole nearly ten years ago that each bike would be displayed side on, individually and well lit to give consumers a good buying experience. The down side is we are then limited as to how many bikes we can stock. But I think the trade-off is worthwhile. And you’ve chosen BM7 stands to help display the bikes in store? Yes, in Poole we went with the best bike displays we could find at the time, but things have changed in ten years and there are now some excellent merchandising opportunities available such as the BM7 stands we have in Richmond. They display the bikes extremely well and give a very nice boutique feel to the shop. How do you train staff so they’re able to provide a good bike fit service to customers? We have been bike fitting customers since day one and all of our staff are encouraged to get involved. I still do a lot of fits myself. Obviously there are customers at an elite level who require a more sophisticated fit or have specific issues with their cycling that need more experience, so we have staff that can accommodate these clients. We are constantly looking at new fit systems to see what will provide us with a competitive edge and the customer with a better fit. However, fitting isn't suitable for a lot of retailers. Bikelab's model is

48 BIKEBIZ APRIL

built around spending more time with a smaller number of higher quality customers to achieve a higher average transaction and this model simply wouldn't work for a lot of dealers. We also need long term stable employees so in areas where there can be a high level of staff turnover, spending thousands of pounds getting an employee trained is a risk. Have you seen other stores follow your lead since Bikelab first opened? Even though Poole is in its tenth trading year, the shop still looks very smart and modern. The fact that the new Richmond shop doesn't look too dissimilar is testament to how well we got the environment right on the first one. I think we encouraged shops to raise the game ten years ago and today I would say that we offer two of the nicest shopping experiences in our industry. You don't have to spend a lot of money either – it's not hard to sweep the floor and clean the windows. I think this industry still has a long way to go in order to better meet consumers’ expectations. My long term goal would be to have staff trained up to Cytech, bikefitting but also complete a barista course and have proper coffee machines in-store. It's all about the consumer experience. How long has the sister store in Surrey been open? And why did you open in Richmond? Bikelab Richmond opened mid January. I have partnered with a long-term Bikelab customer on the project who has a very strong commercial and financial background. We opened it because people would travel far and wide to visit Bikelab. In fact my partner used to drive over 100 miles just to shop with us in Poole. We also had a high volume of customers

from Surrey and London so it made sense to look at that area. But it was just really that the right premises came up at the right price. There are a lot of shops around there already but we've got an amazing location right on the A316 coming into London and that is already proving to be a key sales driver. Bikelab has just been announced as Rose Bike’s exclusive UK retailer – that’s a big endorsement for the shop. Rose approached us as we have a very good reputation for customer service and technical prowess. In Germany they are huge and they have a strong focus on the UK market and are already doing some good business here. The relationship allows them a storefront where people can see and ride the product and it gives Bikelab access to an exclusive brand that offers great value for money that will complement our premium brand business. Even as a retailer of slightly posher bikes, we have seen a requirement from certain parts of the market for an increased value offering. How long have you been in the cycling industry? And why did you decide to get into bike retail? I'm 42 this year so there is your answer. When I was a couple of weeks old I was in a basket in the back of a delivery van as my mother used to do the deliveries for our family’s cycle wholesale business (Edwardes Cycles). My nan ran the warehouse and at 86 still knows more about bikes than most of my customers. My family’s shop Edwardes of Camberwell this year celebrates 103 years in business and I worked in the shop pretty much from leaving school at fifteen. Apart from a six-month break I have only ever worked in the bicycle industry.

BIKEBIZ.COM

BICYCLE

GOLD BICYCLE

SILVER BICYCLE

BRONZE

Granit London 53 23cm £59.99 SRP 30cm £64.99 SRP

Facilo 32 23cm £26.99 SRP 30cm £31.99 SRP

Sinus Plus 471 23cm £34.99 SRP 30cm £39.99 SRP

Distribution By Zyro Ltd.

Order the best locks today via www.zyrob2b.co.uk or call 01845 521742

TESTED TO REDUCE CRIME

50 BIKEBIZ APRIL

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PRODUCTS | NEW RELEASES

New gear

Summer’s on the way and BBB has some tidy sports and casual glasses for the cycling customer. Stick them on Montague’s new Boston bike for added style points...

Federal Drop fork Seventies 0845 3103670

Mutant and Kis Bike Scoop BMX 01462 650741

Campagnolo Challenge wear i-Ride 01323 445155

SEVENTIES has received a shipment drop of 2011 Federal components, including the new ‘Drop’ fork. Based around the classic offset and length of the 20/20 fork, the Drop retains the same material and heat treatment spec. However the shape of the dropout and the bottom of the fork leg have both been redesigned to create a stronger and cleaner looking junction with better clearance. A new slimmer top cap features too, offering both a six and eight millimeter allen wrench slot. Signature frame restocks from Dan Lacey, Ty Morrow and Jared Washington have also landed.

BOTH MUTANT Bikes and Kis Bike Co are now carried by Letchworth distributor Scoop. Mutant has some new 24-inch specific frames – the Evolution V2 and X-ray V2. The former is designed around a BMX's rear end, accommodating 14mm axles and with dropouts spaced 110mm apart. The rear end also features removable U-brake lugs. The bottom bracket is of the Spanish variety. Kis Bike Co is a UK-based brand with a few innovative products in its line. For example, the brand has managed to tuck a 17mm wrench inside its seatpost, doubling it up as a built in peg removal tool.

THIS YEAR’S Campagnolo spring and summer line revolves around the ‘challenge’ label, under which you’ll find waterproof jackets, long zip jerseys, gloves and bib shorts. Available in sizes small to triple extra large, the Challenge waterproof jacket is made of a super light ‘Textran’ material with a thin elasticated two-layer membrane. Reflective Velcro straps feature on the cuffs and a spreadcoated waterproof front and rear zip will ensure moisture stays out. Women’s garments are also in stock now with iRide, including ¾ bibs, windproofs and long zip jerseys.

BBB Sport glasses Windwave 02392 505320

Montague Boston bike 2x2 Limited 01827 331099

KCNC X7 disc brakes Clee Cycles 01746 712882

NOW IN STOCK with Windwave, BBB’s line-up includes a few new cycling glasses, as well as some casual designs, notably the new ‘Pacer’ shades. Casual, yet sporty, the Pacer is made from a ‘Grilamid’ frame, which holds UV protective polycarbonate lenses. If your customer is after something more professional, recommend the Impulse glasses with interchangeable ‘smoke’ polycarbonate lenses. A clever silicone nose-piece with an aluminium insert means the glasses adapt and mould to the shape of the rider’s features. The white frame version is available with Photochromic lenses.

THE BOSTON line from Montague has just landed with 2x2, with both singlespeed and an eight-speed internal Revoshift hub gear builds available. Both roll on 700c wheels, revolving around the Klix lockable releases, and each frame is foldable at the seat tube thanks to Montague’s own QR system. The established Paratrooper has also been updated with the creation of the Paratrooper Pro. It features the same rugged frame as the original Paratrooper, with upgrades such as pad adjustable front and rear disc brakes, 27-speed SRAM X-7 drivetrain, and suspension fork with more travel, preload adjust and lock out.

AFTER 12 months of development and feedback from supported riders, KCNC has launched the X7 brakeset with improvements to the lever's shape and clamp – also re-naming the design the Pro lever. A complete system weighs in at just 249 grams for the front calliper, hose and lever, 160mm Razor rotor and two Ti calliper mount bolts. As such, this is one of the lightest disc brake sets currently available, beating many leading brands best offerings. Each unit comes pre-bled and callipers are available in IS or post in a choice of four colours – black, red, silver and gold.

BIKEBIZ.COM

BIKEBIZ APRIL 51

SECTOR GUIDE | SECURITY

First line of

defence Cyclists live in fear of bike theft, so persuading customers to part with cash to protect their precious rides shouldn’t be tricky. Jonathon Harker looks at some of the options on the market...

Chicken Cyclekit

210mm for £59.99, and 260mm for £69.99. There’s more detail on Snaplok in the Henry Squire section. 01525 381347

The brand new Squire Snaplok is a revolutionary design that is lighter than the traditional D lock, opening outwards. The lock is being pitched as the most advanced combination cycle lock of its kind. The 13mm diameter device is made from hardened boron alloy steel and features a unique recodable five-digit combination lock with over 100,000 combinations – and it comes with a 10-year guarantee. The British-made Snaplok features a metal loop shape, with a design based on the appearance of a caribiner more commonly used in mountain climbing. It boasts a Sold Secure Silver rating and is available in two sizes;

Madison EVOLUTION Mini 7 lock with four-foot kryptoflex cable is designed for moderate to high crime areas and certified as Silver Sold Secure. It has a 13mm hardened Kryptonium steel shackle with a patented deadbolt locking mechanism for extensive holding power and anti-rattle bumpers keeps the shackle snug against the crossbar. The flatkey seven-disc high security, Pick-Safe disc-style cylinder has an offset key location and the overhead cam locking mechanism resists leverage attacks. The reinforced sleeve over the crossbar and cylinder also provides

Moore Large ONGUARD’S LOCK boasts value for money, presentation, dealer support and profitability in one handy package. The SRP for each lock reflects a minimum ten per cent saving against a comparable competitor product, Moore Large tells BikeBiz. No quibble lifetime warranties are offered, as well as an anti-theft guarantee on shackle locks, heavy-duty chain and padlock combos. Five keys are included with each lock, with a key

52 BIKEBIZ APRIL

replacement service also available. The range includes maximum security chains and shackle locks through to simpler coils and cables. Moore Large also supplies the midlevel Magnum brand, with a

comprehensive selection including Ulocks, coil locks, chain locks, armoured locks and cable locks, from £4.99 to £46.99. And then there’s the quirky Australian brand Knog, now stocking a vast array

enhanced security protection. The Kryptoflex braided steel cable enables you to lock up wheels and saddles and acts as a secondary deterrent. The lock comes with an EZ-Mount bracket and three keys with lifetime key registration and key replacement. Madison also stocks the Bike Revolution Kryptonite Bike ID Kit. Partnering with Kryptonite Locks, the ID Kits offer an added level of protection for cyclists by offering on-bike deterrence featuring mobile apps and tags that can be read by smart phones. For more information, head to the bottom of page 53. 0208 385 3385

suitable even for the pickiest of cyclists. The cable locks use a unique, highly flexible fibre core steel cable which is harder to cut through as it creates a soft area which absorbs the concentrated force of bolt cutter attack. Knog has also introduced Straight Jacket locks, in a £19.99 skinny version with a 6mm hardened box steel chain and a 38mm hardened shackle brass padlock. A Fatty version (£25.99) sports an 8mm chain and 50mm padlock. sales@moorelarge.co.uk

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SECTOR GUIDE | SECURITY

Henry Squire ONE OF THE best-known brands in the cycle security sector, Squire has released the Snaplok (see the Chicken Cyclekit box for more). Cycling security specialist Henry Squire & Sons is heralding a new era in cycle security with the unveiling of the UK’s first combination cycle lock that has achieved Sold Secure Silver status, which it is modestly pitching as a trailblazer for a new advanced cycling security product range. Designed for the urban cyclist, the Snaplok differs from some of its combination lock competitors with its Sold Secure Silver rating, meaning it resists theft against a determined form

Zyro GERMAN BRAND Abus has been in the lock business for decades, using that experience in its full range, including the U Mini 401 (SRP £69.99). This lightweight and small courier lock is ideal for those who like to have a secure lock (gold level approved) which is easy to transport, lock and store. The new Granit 53 (SRP £59.99) has Solid Secure Gold status and was developed with the UK in mind. With a

Oxford Products of attack for at least three minutes. That combination lock means, of course, that there are no keys to lose. Snaplok includes a specially designed carry bracket for use while commuting. All Squire cycle security products are rated with the company’s official 15stage security rating, showing at a glance the lock’s level of security from 1 (low) to 15 (maximum). Snaplok boasts a security rating of 13 demonstrating the lock’s high level of security. info@henry-squire.co.uk.

13mm round profile shackle this lock benefits from the advanced Powercell double locking mechanism, while the Abus Plus locking cylinder offers advanced lockpicking protection. The Sinus Plus Combination Pack (£39.99) features the Solid Secure Silver rated Sinus Plus lock with the bonus of a 120cm/12mm braided steel cable to act as a secondary deterrent. The innovative two-loop cable does that which has only previously been possible with a chain. The variable loops

OXFORD has recently updated the packaging of its lock ranges to a new smarter style. Now sporting a white background, the packaging is much brighter, modern and visually appealing, the firm tells BikeBiz. Inside the packaging, the Barrier Lock Armoured Cable Lock features braided steel cable protected by steel rollers. Pre-oiled and covered by a protective vinyl sleeve, it comes in three colours; blue, smoke and red, retailing at £19.99. The Magnum Shackle Lock is an ultra-strong lock body and alloy steel shackle, with a hardened steel double

enable a flexible attachment of two different products over almost the whole cable length. Produced from a 10mm strong premium steel cable, the Multiloop Cable’s SRP is £39.99. The innovative 1650 combination coil cable hits £36.99 SRP and combines new technology, giving it the comfort of a combination lock but with the benefits of a key lock. Sporting a 12mm steel cable with protective PVC coating, it has an individually settable code. www.zyrob2b.co.uk

Bike Revolution

Coyote Sports

BIKE REVOLUTION’S Bike ID Kits offer the latest in bike security and theft prevention. Bike Revolution’s approach to fighting bike theft also aids in recovery, as each tag is linked to a global bike registration system. The service offers in-store free registration, which increases customer loyalty in case of bike theft. Dealers are eligible to become a Bike Secure Partner, which offers benefits such as increased footfall, online traffic and greater exposure of the bike shop through Bike Revolution’s website. It’s available to dealers through Madison – see the distributor’s section elsewhere in this feature. www.bikerevolution.org

COYOTE OFFERS a wide range of products under the Coyote, Venture and Squire brands. Taken as a whole, the ranges comprise entry-level locks all the way through to Sold Secure Squire Locks. The portfolio includes cable locks, combination locks and U-locks, as well as ground anchors and security cables and padlocks. For more information on any of

Walkers WALKERS has acquired two new Serfas D Locks – a D Lock on its own (£19.99) and an option with a six foot extender double loop cable (£24.99). The main features include a solid hardened steel U-lock with double dead bolt locking mechanism for extra resistance and holding strength. The steel BIKEBIZ.COM

encased tumbler mechanism resists drilling or pulling, while a dust cover twists to keep the locking cylinder clean. A multiple channel key offers over 100,000 different key variations and the D Lock also includes a bike mount for easy transportation with a quick release lock holder. The D Lock comes with a lifetime warranty. 01162 833885

locking key mechanism. Available in two sizes, pricing for the medium is £59.99, with the large at £64.99. Also up from Oxford is the Cable Lock – a self coiling high tensile steel cable with protective vinyl sleeve. It comes complete with three keys and two quick release brackets. Retailing at £11.99 it comes with a key dust cover and is available in five colours. 01993 862300

Raleigh RALEIGH OFFERS a wide range of security products for cyclists, including the Protector 300 – a 12mm hardened steel shackle with a double bolt locking mechanism. Boasting a high-security cylinder, the Protector comes complete with a mounting bracket. Raleigh also stocks the Flex 400 – a

these security products visit www.coyote-sports.com or email sales@coyote-sports.com 01473 652768

12mm self coil cable lock with a four digit re-settable combination, also coming with a mounting bracket. The Force 100, meanwhile, is a high security padlock, featuring tough 9.5mm hardened steel links for maximum protection. The double fabric sleeve helps keep treasured frames free of damage. 01773 532600

BIKEBIZ APRIL 53

SECTOR GUIDE | CYCLE FASHION

Geared up Your customer’s got the bike, they’ve got the accessories, but have they got their summer cycling wardrobe sorted? Mark Sutton asks a handful of distributors what cycle clothing is selling well and what new garments are on the way…

Zyro

With reportedly strong growth in road cycling, Altura’s flagship Ergofit range looks set to build on a successful launch in 2010. Constructed in multi-panel, pre-shaped designs Ergofit items ensure a fantastic fit on the bike no matter how far, or fast, your customer rides. Female roadies are catered for with the new Synergy range, sharing many of the Ergofit features and fabrics in women's specific designs. With prices of Ergofit and Synergy products below the £100 mark, the price tag is well below the level you would expect for the performance qualities achieved in each garment. The best selling Progel lycra short range continues to prove exceedingly popular, with a variety of models for men and women. This technology is now also employed in the improved Progel Asymetrix and women's Synergy

Windwave

Chicken Cyclekit THOUGH BEST known for its turbo trainers, Jet Black also produces sunglasses, two models of which are available via Chicken Cyclekit in the UK. Both have been tested to CE and Australian standards. Available in two options, the X-force crystal frame model retails for £34.99

54 BIKEBIZ APRIL

in three colours, while the Sport, also stocked in three colours, sits at a budget friendly £24.99. Both come with a carry case, as well as three interchangeable lenses – clear, yellow and smoke. Strong margins are on offer to dealers, as is point of sale material, including a shop display. Contact the sales office on 01525 381347 or see www.chickenb2b.co.uk for more information on Jet Black's sunglasses. 01525 381347

Now stocking the comprehensive line off BBB products, Windwave has access to a growing line of cycle clothing bearing the BBB stamp. This comprehensive line covers head to toe, from jerseys and shorts, to socks and shoe covers. BikeBiz recently got to take a look at the brand's new eyewear product, including the sporty 'Impulse' glasses and the more casual 'Pacer' shades. Both of these offer good UV protection and, as with all other glasses in the line, come with a storage pouch and cleaning cloth. The Impulse shades feature a clever nosepiece, made up of silicone, but with a flexible aluminium insert that bends to the contours of the nose. The Impulse design is available in white,

mitts, looking after the key contact point on the bike. For the city riders, the Metro shorts combine a casual look with subtle cycle features like the reflective prints on the inside of the leg opening and the lightweight fleece pad for added comfort. The new Night Vision Short sleeve jerseys are also bound to prove popular providing essential additional visibility in a lightweight summer riding top. The wide range of baggy shorts continue as an important part of the summer offer, with leisure models like the Ascent retailing at £40 with a separate liner, up to the flagship Apex baggy, winner of What MTB short of the year 2010. 01845 521700

matt black, glossy black, chrome and red, all complete with smoke flash mirror lenses. The white frame is also available with Photochromic lenses. 02392 505320

BIKEBIZ.COM

SECTOR GUIDE | CYCLE FASHION

Greyville SH+ is a leading Italian cycling brand producing helmets and sports glasses that, until now, is relatively new name to the UK bike trade. The RG4600 glasses are the brand's top of the range sports glasses. They come with interchangeable polycarbonate lenses, which have 100 per cent UV protection and have also been given an anti fog treatment. Weighing in at 26 grams and retailing for £85.95, customers can pick up this model in

fluorescent yellow, pink or green, matching the colours found on the SH+ Zeuss Pro road helmets. As with all SH+ glasses they come with a hard protective case, head strap and a high-quality, scratch-free bag that doubles as lens wipe. 01543 251328

Hope

Paligap

Offering a streamlined clothing range alongside its ever-expanding hard goods portfolio, Hope can provide dealers with branded and more discreet piece of clothing, with the Singletrack FR short being an example of the latter. Perfect for the trail enthusiast, the Singletrack FR is made from Cordura fabric with Teflon HT treatment. All seams are triple stitched, ensuring they'll last and furthermore, the 'seat fabric' uses a more heavy-duty construction. Sizes range from small to extra large, as with all Hope garments. On the road side Hope has a more streamlined, tailored kit bag, with race bib shorts, developed alongside Endura topping the line. The sixpanel construction garment has silicon leg grippers and a multidensity, anti-bacterial stretch pad sewn in. As with the freeride line, sizes range small to extra large. Kids are catered for too with a strong line, including a race gilet, jersey and shorts combo, socks and more. 01282 851200

Paligap's standout cycling jersey brand is imported all the way from New Zealand and addresses the lack of 'old school' 1950 to 1970 style jerseys on the market. Neglecting the 'moving billboard' image of the modern jersey, Solo's designs are simplified and as representative of certain countries as they are any branding. Take the Dempsey jersey. Inspired by Ireland's tenacious catalogue of pro riders past and present, the green jersey has little more than the word 'Dempseys' on the chest and sleeve. Consistent across the line, each screen printed jersey is made from a highly breathable and wickable polyester fabric and carries an 18cm front zip with over-size zipper, which makes handling with gloves that much easier. In addition, you'll find three standard rear pockets, as well as a zipped pouch. Paligap account holders will also have access to both the Sombrio and Kona clothing lines, both of which cater to road and off road audiences as well as producing a wide range of casual wear. 01454 313116

CSG Surface Clothing has been around for a few years now, designed under the same roof as Charge Bikes and targeted at the same diverse crowd. Assuming we do get some fair weather this summer, dealers should look at taking on a few Liquistrech shorts and maybe some fingerless Surface gloves. There's a lot of tech and well thought out design work that's gone into the shorts, which are double woven and offer a four-way stretch. What's more, the garment wicks sweat on the inside and offers shower protection on the outer. There's plenty of vented pockets too, with zipped storage on the rear.

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Moore Large AS SEEN In our show report on page 16, Limar has branched into eyewear to compliment its helmet line. Now in stock with Moore Large, the line up spans several different designs available with strong polycarbonate lenses, each with various different levels of light transmission. Photochromic lenses feature on the OF8 model, which retails for £79.99. For those not clued up on the tech, photochromic lenses change the tint according to the light conditions. The amount of visible light they transfer varies from 49 per cent down to 11 per cent, according to the conditions. They’ll change from light to dark in eight seconds, and back again in 35 seconds. If it's clothing stocks your store is mulling over ahead of warmer weather, look out for Vangard and Outeredge's lines. The former of the two is tailored for the performance enthusiast and the later, Moore Large's in-house brand, is the more affordable, everyday use line. Outeredge has introduced full zip tights and leg warmers to its range. The full-length zips make the tights and leg warmers easy to take on and off, meaning you don’t need to stretch over, or remove shoes. This makes them great for pre-race Cyclocross and MTB. The tights retail at £35.99 and the leg warmers retail at £20.99. 01332 274200

Surface's fingerless gloves make the most of some fine materials, being made up of black lamb's leather, Merino wool, all put together minus stitching on the palm, often prone to breakage. As with the firm's full finger glove, you'll also find an absorbent towelling on the thumb. 01202 732288

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