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The Eurobike issue
Carlton Reid jets out to Utah to experience the products at Bike PressCamp in the desert
Customer service analysis
Everything you need to know about the upcoming Germanybased show is here, in this handy show guide
Kieran Howells discusses the importance of helping a customer visualise the cycle experience
66 Industry Opinions 31 Product Insight: Computers
73 Sector Guides 91 Number Crunching
Marwi weighs in
Marwi sheds some light on gear hangers, explaining how you can use an online tool to identify the correct part
92 Team Profile: Upgrade Bikes 94 Spokesman BIKEBIZ AUGUST
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‘There’s a very real opportunity for business owners who choose to invest in making in-store purchasing more experiential’
WELCOME LETTER Be smart, set yourselves apart If you’re a bricks and mortar business owner, you’ll know all too well that competing with online retailers is becoming increasingly difficult in the face of evolving customer demands. We’re entering a new era in retail where time-poor consumers prioritise convenience. So, how can you prevent your bricks and mortar shop from being replaced with technological near-equivalents, and harness creative marketing to enhance your business? Well, according to Deloitte, the answer lies in differentiating yourself by generating powerful experiences for the customer that they just can’t get online. That’s why coffee shops, and indeed bike shops incorporating coffee shops into their layouts, have seen such an upturn in sales over the last decade. Shops that operate on a purely transactional basis are on the way out, and, says Deloitte, you’re likely to have to make some updates, whether it’s now, or in 25 years. That’s not great news for retailers who want to keep doing what they’ve always been doing. But, there is a very real opportunity for business owners who choose to invest in making in-store purchasing more experiential. But, let’s be pragmatic. Changing your entire operational model as an established retailer generating ample income is not only daunting, but also irrelevant. True experiential retail is a strategy that takes planning and financial investment. And it’s all the more complex to integrate it in a cycle shop, which is typically segmented into workshop and retail areas characterised by cumbersome display stock. That said, there are some experiential features you that you could implement to build a community around your shop without going the whole hog. Points-based reward systems like those used in coffee shops require nothing more than a couple hundred business-sized cards and a rubber stamp. And a seating area for customers waiting for quick repairs is easily enhanced with the addition of a take a book/leave a book shelf. You could even use your shop space to support local artists, displaying their work – bike-themed or not – on the walls. Get creative! We’d love to hear what experiential tactics you’re using in your business! Hayley E. Ferguson Editor, BikeBiz email@example.com
BIKEBIZ AUGUST 5
Blowing your own trumpet requires persistence Liam FitzPatrick, Communications advisor ACCORDING TO Oscar Wilde, “there is only one thing in life worse than being talked about, and that is not being talked about.” Although the Victorian wit probably never worked in a bike shop, he could have been giving advice to the retail trade. Talk to any LBS and they’ll tell you about the challenge of building a positive reputation in their area and holding on to it. Advertising can be expensive, and despite the promise of salespeople, it can be hard to reach exactly the sort of customers you want walking through your door. A strong local PR plan takes work but can ensure that you are front of mind when your target punter is thinking about spending. And the essence of PR is that what other people say about you is much more impactful that what you say about yourself in adverts. The key thing to remember is that once is rarely enough. The average human is said to need to hear news up to seven times before it penetrates, so your annual press release about a new store or the arrival of a new bike brand is not going to cut through. The trick is to identify for a few months ahead a programme of events that you can talk about. It could be an event involving the local mayor, a Dr Bike session on the high street, sponsorship of the youth section of the local road
‘A message is more than a slogan; it’s an idea that you want to be remembered for’
club or supporting a nearby audax. The objective is to find something that will get people talking about you on a regular basis. Crucially, many people forget to have a clear message that they repeat over and over again. We laugh at politicians who stick to a recurring mantra, but it works! A message is more than a slogan; it’s an idea that you want to be remembered for. It might be your support for local performance athletes or a passion for getting ordinary people onto two wheels. Everything you say or do publicly should reinforce a consistent idea in the public mind. For example, if you stand for community participation, you are more likely to be contacting the local press about the hospital’s
fundraising bike ride than offering nutritional advice to triathletes. A shop that majors on repairs might be offering Facebook tips on basic maintenance. Local media are often understaffed and lack the resources to come out and listen to your views on the world. However, offer them some regular content that doesn’t sound too much like self promotion and you may have a friend for life. A chat to the editor of the local press might get you writing a monthly column about all things cycling or contributing reports from the club you support. The beauty of social media is the opportunities it offers you to be talked about. Every town has multiple Facebook groups whose
Executive Editor: Carlton Reid firstname.lastname@example.org
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partipants will love your photos of the start of the local charity event – Instagram is the perfect home for inspiring images from local rides. And if you can get your friends talking about you even better! Encourage customers to share their images from recent rides or their cycling tips in the local area. Perhaps your Twitter feed can scoop up any local references to cycling or related issues. If there is a prolific Tweeter or Facebook poster locally perhaps they might be interested in advice about security or help preparing for their next sportive? Maybe the Facebook group would like frequent tips on local rides which happen to start and finish outside your front door? It all starts with the message and a calendar! Once you have identified how you want to be known, think through activities you could do on a monthly basis and how much work could be involved. A PR plan needs to have a sensible and sustainable level of activity rather than being a flash in the pan. Getting people to think of your business first need not be challenging; it just takes a consistent approach to spreading the word. Liam FitzPatrick advises on communications and PR around the world and, in his spare time, organises. www.londonwaleslondon.com
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6 BIKEBIZ AUGUST
Running sportives to build brand awareness and empower the community to get in the saddle Lynn Bye, co-founder and creative director, Fat Lad at the Back I’LL BE honest; we’ve had some frustrating conversations with organisations that think relationships with businesses are limited to receiving hefty corporate donations. Some just don’t understand that we might have more to offer, that our brand and community present them with a real opportunity to engage with their own target audience and empower and encourage them to change their lives. Thankfully, as Fat Lad At The Back has grown, we have had less convincing to do – the brand speaks for itself now. The strength of our community, known as “The Bulge”, and the positive effect that our brand has is clear just from a quick glance at our social media accounts. Fat Lad At The Back has never focused simply on selling jerseys. It’s always been about building our community of cyclists, and from that we’ve been able to build our brand. It’s hard not to get emotional when we hear the moving stories of people who have discovered the joys of participation and inclusion, and it’s fulfilling to know that what we do is making a positive difference in thousands of lives. We are now enjoying our third year of organising sportives, and have created a distinctive atmosphere for our events. This helps showcase a core ethos, build brand awareness and promote our community to a much wider audience. We have become known for delivering friendly sportives, and are now proud to be associated with heritage brands like Leeds United Football Club and Rugby League’s Huddersfield Giants. In both collaborations, we’ve delivered fundraising events with
‘Sportives showcase our core ethos, build brand awareness, and promote our community to a wider audience.‘
participation and inclusion at their hearts. Proper food at the lunch stops is a big deal for our community, and our FLambassador riders are on-site to offer tips and support to other riders and make sure nobody gets left behind. In May, we joined the Giants for a 120-mile bike ride, raising money in memory of late Giants youth player Ronan Costello,
and receiving media coverage on BBC television, ITV and Sky Sports News, and regional press. When Leeds United approached us with plans for a sportive, we were delighted, in particular because we share many of the same goals. We’ve partnered with sports brands that have always interacted with their local communities. Our all-inclusive ethos, paired with our success in encouraging all sorts of people to ride bikes and adopt a fitter and healthier lifestyle, made us an ideal partner to deliver the message of participation, empowering people onto the saddle. The growth of cycling as a pastime has opened up an opportunity for the brands that we collaborate with to engage with and promote a healthy lifestyle to an extremely broad fanbase. The Leeds United Sportive, like all our events, caters for three levels of rider: beginner, intermediate and experienced. We’re expecting about 1,000 riders to participate, so there’s a lot to think about and organise. The route sets off from Leeds United’s stadium and heads up Elland Road and into the Calder Valley. It passes through some of the towns worst hit by the floods of 2015, including Sowerby Bridge, Todmorden, Ripponden, Elland and Hebden Bridge. Funds raised through sportive sign-ups are destined for the Watermark Flood Fund Calderdale campaign, which has been set up to grow a pot of money that can be accessed by businesses and households in the affected areas. The Leeds United Sportive takes place on September 17th, 2017 – you can register on the Fat Lad at the Back website.
BIKEBIZ AUGUST 7
Encouraging women to ride Nikki McCluney, marketing manager, Maxxis IT’S NO secret that cycling is a sport dominated by men and although latest research shows the number of women playing sport in general is at a record high, the gender gap still stands at 1.55 million*. With 20 per cent of men regularly cycling compared with 8 per cent** of women, it’s a predominantly male customer base. So it’s unsurprising that, even subconsciously, some bicycle dealers often lean towards marketing themselves to men. But as many IBDs will already know, like lots of things in life, it’s important to get the balance right. So how can IBDs, that don’t already have a loyal female customer base, play a more active role in empowering women to ride, create a more gender inclusive approach to marketing and when selling bikes, parts and accessories, and in doing so capitalise on a growing customer demographic? Female engagement across all sport is growing, which is fantastic. Businesses should now be adapting to the growing demand and accommodating women more to ensure it continues. Campaigns like Sports England’s “This Girl Can” have been powerful, but we shouldn’t just rely on these to drive engagement; there is plenty that all members of the cycling community can do to help. Aside from getting fit, a lot of women pick up a new sport to socialise or grab some much needed “me time” away from the pressures of a busy work or family life. Research shows that as many as 43 per cent of women already own a bike, but eight out of ten** never cycle at all. So why not combine the two? IBDs can
8 BIKEBIZ AUGUST
‘Filling the skills gap is a relatively cheap way to drive more women and cycling newbies through dealers’ doors’
encourage women to dust off the bikes that are sitting in their garages by starting a women’sonly cycling club, where there’s plenty of opportunity to meet new people. By doing this, dealers can bring added value to customers and develop a loyal, selfsupporting community of female customers, who, as a minority and as beginners, may perhaps feel alienated by well-established, fast-paced and predominantly male groups. Groups like these can attract women who wouldn’t have otherwise visited a bike shop; women who have never cycled or are rediscovering it after years out. Accompanying the rides, offering support and guidance will not only provide dealers with better insight into what customers want, but will provide ample opportunity to recommend parts and accessories to meet their specific needs. It will take time to organise but can really help build relationships and bring financial benefits. For example, bikes can be rented out for a small fee for those who don’t
already own a bike and are looking to dip their toe in the water before committing to buying, or targeted promotions can be offered for members. There’s a saying, “It’s as simple as riding a bike,” but as experienced riders will know there’s a bit more to it than that. New customers, regardless of gender, probably won’t feel confident changing a tyre or carrying out every day repair and maintenance. Filling this skills gap will offer something extra to the customers who enter your store, and is a relatively cheap way to drive more women, or cycling newbies, through dealers’ doors. Sharing expertise by offering regular, free and friendly tutorial sessions for customers, will soon pay for itself and yet again, nurture a loyal, returning community of customers. There are still a number of dealers out there who are missing a trick by simply not stocking enough female-friendly products. Put yourself in the shoes of a female, novice customer, walking into a store looking for inspiration and direction and being met with rails upon rails of items that don’t meet her needs. It’s safe to say that it limits her chance of returning. But this can be simply tackled by introducing new stock and altering the way that products are merchandised in-store. Dealers should try looking at small changes that will make a big difference. For example, putting women’s clothing in the shop window and towards the front of the store, alongside with men’s, or running some eye-catching POS promotions that feature female riders and send the right message to customers of all genders.
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WELSH CYCLE PATHS
Cycles are only legally entitled on 21 per cent of the Welsh rights of way network
Wherever I may roam… Laura Laker considers whether improved cycle routes across Wales could help boost the cycle industry, and even the Welsh economy on the whole
ACCESS CHANGES to allow cycling on footpaths across Wales could prove a huge boost for cycling and tourism – but campaigners warn the industry must get behind them. The consultation document “Taking Forward Wales” details the proposed changes as part of a “landmark” strategy of natural resources management in Wales. If passed, cycling and horse riding on footpaths would be permitted in the same way as cycling is currently permitted on bridleways, under the Countryside Act 1968. Currently cycles are only legally entitled on 21 per cent of the rights of way network in Wales. The changes could create a network of family and beginner-friendly BIKEBIZ.COM
off-road cycling routes across Wales by linking existing trails, boosting cycling opportunities, and with them tourism and cycling businesses. However, industry figures warn the proposals are far from a done deal, and urge businesses to voice their support. Robert Campbell, of Natural Resources Wales, says the changes could fix missing links in the off-road cycling network in Wales, as well as providing opportunities for off-road racing events, if businesses show the Welsh Government it matters to the cycling industry. “The industry needs to get behind them and comment on the
“There isn’t a lack of trails in Wales, but the market is growing” Robert Campbell, Natural Resources Wales
proposals,” he says. “People who own bike shops, importers, distributors – anybody involved in it. “There isn’t a lack of trails in Wales but the market is growing within Wales: we have around 550km of official mountain bike trails, and that’s just on the public estate.” “The other thing is if this proposals do go ahead we will be able to use some rights of way for racing events that we aren’t currently.” However, he warns: “I have spoken to other groups who don’t want this to happen, and are very anti it and will voice their ideas on the proposals.” BIKEBIZ AUGUST 11
WELSH CYCLE PATHS
30 per cent of cycles sold in the UK are mountain bikes
Economic boost for Wales In the UK, the majority of cycles sold – 30 per cent – are mountain bikes, more than any other type of cycle, while 30 per cent sold are kids’ bikes, making off-road riding the biggest market for cycling in the UK. Some argue providing more off-road routes could therefore boost cycling participation, as well as offering benefits for the Welsh economy. The Wales Coast Path, which opened in May 2012, is a case in point. The route brought in around £33m for the Welsh economy from 2.89m visits between October 2011 and September 2012. However, while parts of it are on the National Cycle Network and designed with bikes in mind, much of it is on public footpaths and therefore currently out of bounds for cycling. The proposals mirror changes made in Scotland, introduced BIKEBIZ.COM
through the Land Reform (Scotland) Act 2003. A Transform Scotland report estimated off road and leisure cycle tourism contribute between £236.2m and £358m per year to the Scottish economy. Cycling UK’s Sam Jones said there is the potential for a network of new cycle routes from Welsh towns and villages to attract tourists and boost the rural economy. “I think it’s important that the business community does express its support for the proposals in the consultation,” he said. “It’s very important, because Wales is going to be losing money [from withdrawn EU subsidies post-Brexit] and if there’s an industry showing an interest, particularly opportunities for them to grow in Wales, that can only be for the good, not just for the industry itself but also for Wales.”
‘Some argue that providing more off-road routes could boost cycling participation and offer benefits for the Welsh economy’
Filling in the gaps Cycling UK’s Rides of Way Off-Road Report (2017) found footpath restrictions made it difficult to put together a legal route for almost half of respondents, while more than half saw increased access as a priority. Cycling UK Chief Executive, Paul Tuohy, said: “This is a landmark step towards increasing the opportunities for cycling, health and tourism, and shows a commendable and forwardthinking approach that we have come to expect from the Welsh Government. “Thanks to the incredible support for our Trails for Wales campaign, the Welsh Government has clearly listened and seen the massive benefit cycling can have. We’re not just talking here about the rural economy, but also the nation’s physical and mental wellbeing.” BIKEBIZ AUGUST 13
WELSH CYCLE PATHS
Wales is unique in that it tracks use of its off-road routes
Wales is unique in that it tracks use of its off-road routes (and has done since 2002), something Robert Campbell says has helped make the case for investment in trails over the years. Automatic counters clock 300,000 riders using the off-road trails each year. However, physical activity in Wales remains low. The 2014/15 Welsh Outdoor Recreation Survey, commissioned by Natural Resources Wales, the largest survey of participation in outdoor activity by people living in Wales, found 60 per cent of those over 16 would like to visit the outdoors more. It found 17 per cent of adults in Wales went mountain biking at least once in the preceding year, down from 20 per cent in 2011. Welsh Cycling chief executive, Anne Adams King, said: “Opening up the countryside for responsible mountain biking will enhance what 14 BIKEBIZ AUGUST
Wales already offers, and we have seen this model work successfully in Scotland. The reforms will undoubtedly have a positive impact on the health and wellbeing of cyclists, whilst also benefitting tourism and the Welsh economy.”
‘The cycle industry needs to work together with charities to ensure the proposals are a success’
Resolving conflict before it begins Inevitably there are concerns about cyclists sharing narrow paths with people on foot, and the cycling industry needs to work together with charities to ensure the proposals, should they be implemented, are a success. A charter, similar to that used in Scotland, will be developed to promote considerate cycling, but bike businesses can get involved. Campbell says those working in the industry, from trail centres to shops, can educate new and existing riders on responsible, considerate cycling on trails. If this doesn’t happen, he says, and
conflict occurs with cyclists, it is possible access could be withdrawn. Paul Tuohy says Cycling UK will work with other groups, such as the British Horse Society and the Ramblers, “to ensure that the Welsh countryside can be enjoyed by as many people as possible without fear of conflict.” England next? British Cycling’s MTB Leadership & Cycle Training manager, Nick Chamberlin, said England should next start looking to Wales and Scotland as an example. “The success of the model in Scotland shows that this can work,” he said. “The positive impact it can have on tourism and economy is there for all to see, and importantly this puts pressure on the relevant authorities in England to put their own plans in motion.” BIKEBIZ.COM
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PressCamp 2017: small but perfectly formed In which we send Carlton Reid for a week of riding and brand-surfing in Deer Valley, Utah
THE EIGHTH annual staging of Bike PressCamp took place in June in Deer Valley, a ski resort above Park City in Utah, just 45 minutes from downtown Salt Lake City. The four-day event involved condo-based morning sessions with brands, including company principals – afternoons were spent riding bikes. What’s not to like? Bill Rudell has attended every PressCamp to date, including the first one in Sun Valley, Idaho. He stuck with the concept when it moved to Deer Valley. Previously he was the media man for GT and Cannondale. Last year he attended PressCamp with G-Form. “I believe in this 45 minutes of one-on-one interaction,” Rudell told me. “I can share success stories on how we’re doing, and what goes into the development of new products. At shows like Interbike, the media have other things to do, big bike brands to see.” Getting undivided attention from editors is a key draw, he said. “Last year, from Instagram and video feeds and new stories, we had 12 examples of coverage – that’s a lot for a non-bike brand. And getting to meet the editors means we also get asked to BIKEBIZ.COM
provide gear for photo shoots. We’ve had tech stories done on us that resulted from being here. “Last year, not every editor knew who G-form was; this year the editors already knew who we are. That’s huge. While Rudell has been to every PressCamp, the 2017 event was Ara Hagan’s first. She was here representing Bag Balm of Vermont, an all-round salve first made in 1899 to reduce cow udder chafing (“bag” is an American farmer’s term for udder). “We were able to explain our back-story in a really amazing setting,” said Hagan. Half of the editors already knew about the heritage of Bag Balm, but only two or three knew it had a use in cycling. Bag Balm can be used as a long-lasting chamois cream but it’s also really effective for treating road rash. The company has just ten workers, half of them blending Bag Balm to a traditional and simple recipe – including petrolatum and lanolin. Hagan was joined at PressCamp by former Olympic cyclist Sky Christopherson. He told editors that the US cycling team had long used Bag Balm for racing and training.
“We were able to explain our backstory in a really amazing setting” Ara Hagan, Bag Balm
And I used it for road rash after crashing a Pivot MTB on a hairy downhill – it works. Bag Balm is looking for a UK distributor. There were other new-toPressCamp brands at this year’s event, as well as brands such as Camelbak, which keep coming back year after year. Camelbak cements its name with editors at the event by organising a long descent to Midway, on the other side of the mountain from Deer Valley. Midway is home to pro rider Eric Porter, who just so happens to live next-door to industry veteran Doug Dalton, a former World Cup race mechanic for back-in-the-day Cannondale teams, fettling the bikes of Myles Rockwell, Missy Giove, Anne Caroline and others. Porter and Dalton led the editors down the hill on the aptly-named “Wow” trail. This is a 21-mile singletrack descent, with the “wow” standing for Wasatch Over Wasatch. Descent? After the BBQ at Porter’s house I rode back, with Gear Junkie’s Tom Puzak, to Deer Valley with the help of Exposure’s night-busting lights. And this is beauty of PressCamp – journos got to trial the products we were told about in the morning. BIKEBIZ AUGUST 17
Five Ten’s District shoe
Close-up of 3T’s Strada
Mudproof caps, Camelbak Podium bottles
Q 3T “It’s not for everybody,” admitted bike design guru Gerard Vroomen, as he unveiled his first aero road bike design for six years: the Strada. The Dutchman has produced the bike for 3T of Italy. It dispenses with the front derailleur (for aero benefits) and the MTB-style 1x setup – with a Strada-specific cassette – offers a wider range of gears than a double chainring and standard rear block, said Vroomen. The 1×11 drivetrain loses just gears over a standard set-up. The first five cogs on 3T’s cassette make single-tooth jumps. It’s only after that the jumps double up. The drivetrain offers a 350 per cent range, the same as an Ultegra group. The Strada also has wider-thanusual tyres offering “Paris–Roubaix comfort”, said Vroomen. The bike can fit tyres up to 30mm in width. Vroomen was the co-founder, in 1995, of aero specialist Cervélo and now designs for other companies, as well as his own brand, Open, a gravel bike specialist. He told editors at PressCamp that he had “some unfinished road bike business in [his] head” and that he has been mulling Strada18 BIKEBIZ AUGUST
style ideas for ten years. The introduction of the Strada was billed by Vroomen as “reinventing cycling” – other road bike companies will produce similar bikes in the not-too-distant future, he believes. The wider tyres on the Strada offer lower rolling resistance than skinny tyres, and said Vroomen, there’s only a minor aero penalty, something more than made up for with the additional comfort of more rubber on the road. The disc brake-equipped bike will be introduced later this year. Q Alpinestars Italian brand Alpinestars was at PressCamp for the third year running. Best known for its leathers, helmets and protective garments for motorcyclists (and for the gloves used by F1 mechanics), Alpinestars also has a on/off pedigree in mountain biking, having introduced its first products in 2004, and now has a much-expanded range of elbow pads, knee guards, neck braces, and MTB riding shirts. The existing line of Paragon knee pads, elbow pads and protective vests is joined by the Paragon bib shorts, embedded with removable EVA foam pads at the hips. The bib
has space for a hydration bladder and spine protection. The SAS-TEC soft-shell back protector fits into a sleeve, but the hydration bladder doesn’t ship with the shorts. For storage there are elasticated mesh pockets at the back of the bib which can be placed over the top of baggy shorts.
‘The Strada dispenses with the front derailleur and the MTB-style 1x setup’
Q Kenda Kenda, a PressCamp newbie, showed editors its new downhill tyres, the Hellkat Pro and Helldiver Pro, as used by World Cup gravity team, Polygon. The new wire-bead Hellkat Pro has a new dual tread compound that’s 17 per cent faster than the “market-leading tyre,” said Kenda reps. KVS increases cut resistance on the sidewalls, and a lightweight Iron Cloak Belt under the tread guards against sub-tread fractures and punctures. The Helldiver is a versatile tyre for dry, hardpack conditions. It features a new RSR dual layer compound. Q Camelbak All of the editors at Bike PressCamp got Chase Bike Vests from Camelbak. The 330gm MTB-specific vest is for those who don’t want to be overloaded, but aren’t keen on waist packs. BIKEBIZ.COM
Brad Waldron, Kali
Bag Balm (with Sky Christopherson behind)
Night riding with Exposure lights
The vest – which ships with a 1.5l Crux reservoir – sits above jersey pockets and has pockets in the front and on the highlyventilated 3D mesh shoulder straps – one of the front pockets can fit a jumbo-sized iPhone 7S. There were also updates to Camelbak’s pack line including an all-new Kudu pack complete with integrated back protector. There’s a new lower-priced version called the Toro, and an all-new waist pack that replaces the existing Palos. Camelbak is also introducing a sternum protector that doubles as a “GoPro bra”. This can be worn on its own, or integrated with packs such as the Kudu, which can help stabilise camera footage. A Kudu 10 and Kudu 20 the existing Kudu 8, 12 and 18 (the number stands for the reservoir plus storage volume, in litres). The CE Level-2-certified spine protector is a six-layer flexible EVA sandwich, and is capable of taking multiple big bits. Also new and notable, the MTB-specifix Podium Dirt bottles now come with a mud cap on the bite valve. MTB-specific? This feature would also be useful on the road, especially for those who ride near farms. BIKEBIZ.COM
Q Boyd Cycling Another Press Camp newbie, Boyd Wheels of South Carolina is run by husband and wife team Boyd and Nicole Johnson. Ex-racer Boyd is a “wheel junkie” and designs his own rims – these aren’t off-the-shelf hoops from no-name Taiwanese suppliers. The company’s Altamont features a ceramic coating for improved rim braking. Boyd’s Ready2Ride dealer and direct-toconsumer programme is a set of wheels, axles, tyres (and tubes or a tubeless kit), a cassette and rotors or brake pads in a padded wheel bag. Tyre options include Schwalbe for road, Hutchinson for CX, and Maxxis for MTB. The new Jocassee carbon 650b/27.5 gravel wheelset has the new Quest Centerlock hubs, alloy tubeless valves, and a proprietary wingnut for its tubeless valves that allows for easy trailside unscrewing. Boyd also has a bubblegumscented, latex-based tubeless sealant. Q Kali Protectives Kali is another one of the “anchor” brands at PressCamp. Founder, CEO and chief designer Brad Waldron is obsessed with skull
‘Kali’s in-helmet pads reduce low-G impact forces by 12 per cent and rotational forces by 25 per cent’
protection for action sports – Kali makes lids for skate, BMX, gravity riding as well as trials motorcycling. Now handling its own distribution in the UK, Kali has another UK connection – it uses Armourgel, an energy-absorbing low density layer silicone developed by deceleration boffin Dr Daniel Plant of Imperial College, London. Thanks to Armourgel, Waldron is now a frequent visitor to the UK – and, at PressCamp, he showed journalists an Imperial College lab reconstruction of a gravity-rider crash. Kali’s in-helmet pads reduce low-G impact forces by 12 per cent and rotational forces by 25 per cent, said Waldron, who is passionate about reducing concussions as well as impacts that can lead to death. He believes Armourgel should play a much bigger role in cycle helmets. At PressCamp Kali showed two new $100 lids, the Alchemy trail helmet and the Therapy road model, which introduces Armourgel at a lower-than-last-year price level. “I’d like to keep reducing the price on these [Armourgel] helmets so more people get to ride with them,” Waldron told me. BIKEBIZ AUGUST 19
Seth Beiden, Camelbak
Alpinestars Paragon MTB bib short
Ridley Noah Disc
Q Five Ten Five Ten’s new District urban commuter shoe is available for flat or clipless pedals. The sole is made from Five Ten’s proprietary Marathon non-marking rubber, which is less sticky than the Stealth rubber of the original Five Ten shows. The polyurethane-coated leather upper is water-resistant, and there’s a breathable mesh tongue and a retro-reflective splodge on the heel. The brand – which sprang from rock climbing – also showed the Maltese Falcon women’s MTB shoe and a new version of its Freerider Kids flat shoe with Velcro closures. Q Ridley & Campag Belgian brand Ridley is also a regular at PressCamp, having launched the original Noah at the first show in Deer Valley. Formerly represented by Richard Wittenberg (instead he was at PressCamp with Factor and its Black Inc wheel brand), Ridley’s condo was staffed by Bert Kenens and Maarten Put from the Belgian mothership. The pair displayed a lighter and disc-equipped Ridley Fenix SLX, fitted with a Campag gruppo. Campagnolo was also represented at PressCamp demoing their new 20 BIKEBIZ AUGUST
disc brake system, available in Super Record (mechanical and EPS), Record (mechanical and EPS), Chorus and Potenza (mechanical). The Fenix SLX Disc is 300g lighter than the previous Fenix SL Disc road bike. Ridley also had a new disc version of the Noah SL, equipped with Ridley’s in-house component line, Forza. Q G-Form Flexible body-armour brand G-Form was at PressCamp for the second year in a row. The multisport brand makes lightweight, breathable and flexible padding that’s eminently rideable. Using RPT (Reactive Protective Technology), the Pro-X knee and elbow pads use a body-mapped protective pad with articulated panels attached to a Lycra sleeve. The new Elite range features thicker padding, more coverage and beefier Lycra sleeves. The pads are CE 1621 Level 1 certified Q Factor Bikes & Black Inc. wheels The American/Australianowned Factor brand with a relatively recent British heritage is now seen in the Tour de France thanks to a big-money tie-up with
‘Factor’s 740g O2 aero frame is built for comfort and stability’
the AG2R team. The British connection continues with brand ambassador David Millar. Factor started life as an F1-influenced British super-bike brand (£21,000 per bike level of super) but bf1systems’ concept was taken over by ex-racers Rob Gitellis of the US and Baden Cooke of Australia. Gitellis has lived in Taiwan for many years and owns a factory in China which has produced high-end composite frames for the likes of Cervélo and other luxe brands. Factor’s 740g O2 aero frame is ordinary-looking (compared to the original Factor bike, with its split downtube) but built for comfort and stability. The O2’s EM2 RGicarbon is constructed with three different carbon moduli, mixing the vibration damping and compliance of lower and middle moduli with the stiffness of what Factor calls “Pitch Fibre”, an expensive, hard-to-work material. “We were there when the first reliable kilogram frames were produced and we were the first to break the 900g barrier and then the 800g barrier,” says Factor’s website, referring to the Dongguan factory owned by Gitellis, who moved to Taiwan in 1996. BIKEBIZ.COM
Bastien Donze, Zipp
“We’ve produced bikes that have won many of the world’s great races, from Classics stages, to the overall for the Tour de France and the Giro. Our engineers pioneered processes that are considered the state of the art for the carbon fibre bicycle. Our work has been emulated by nearly every factory and every bike brand working in carbon. There came a point when we realized that the only way we could produce bikes that exploited the full range of our creativity and expertise was to launch our own brand. We are now able to control every feature of the design – the geometry, the frame shape, the fibre choice and the layup. Because we own the factory, live locally, and can step into the factory any time we choose, we have the ability to move from design to prototype to production at a speed no major manufacturer can match.” Q Exposure lights British lighting brand Exposure was represented at PressCamp by its US distributor (which also distributes parent company USE’s components) and Cinelli kit. On a night ride the Exposure lights 22 BIKEBIZ AUGUST
worked faultlessly, brightening and dimming on descents and ascents. The LED readouts of burn time were reassuringly accurate. American editors exposed (groan) to the brand for the first time were seriously impressed.
you’re shooting video of the perp. All captured information uploads to Everysight’s smartphone app. Output what you saw on your ride to social media, or to a coach – and all overlaid with the key metrics of your choosing.
Q Everysight Consumer wearable technology startup Everysight launched its Raptor augmented reality smartglasses at PressCamp. Everysight has been spun off from Israeli defence electronics company Elbit Systems, which makes head-up displays for fighter jets. Raptor looks and feels like traditional cycling eyewear, but with hidden technology – riders can choose to view key metrics in their vision while they ride (one eye only), such as speed, heart rate, and wattage. Turn-by-turn navigation is also possible via in-vision mapping. Of note for urban warriors, the glasses also feature a look-andshoot camera that captures high-definition video or stills via voice commands. Get cut up on a corner? Wake the onboard camera on your glasses with a shout and
Q Pivot Because Canyon pulled out at the last minute, Pivot had the run of editors, and brought 30 test bikes, including the latest Mach 4 Carbon. As the name suggests, this is a fourinch-travel trail bike – it’s now on its fifth generation. With the popular dw-link suspension design, the Mach 4 has been a popular bike since its introduction in 2007. The latest Mach 4 – with 27.5” wheels – is equipped with 115mm of rear travel thanks to the new Fox Float DPS EVOL rear shock. Importantly, Mach 4 is available down to an Extra Small size – it has probably the lowest standover height of any full-suspension bike on the market. No need for a women-specific model, believes Pivot. The Arizona brand also brought its latest race hardtail to PressCamp, the LES 27.5 a carbon framed brother to the LES 29er.
‘On a night ride, the Exposure lights worked faultlessly, brightening and dimming on descents and ascents’
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Making cycling accessible for all Cycling is one of the cleanest and most efficient forms of transport available. As an industry, it’s our duty to ensure that we foster an inclusive environment. Laura Laker uncovers the barriers that disabled people encounter when riding bikes
Issues raised by Wheels for Wellbeing (WfW) research – and how industry can help meet the needs of disabled cyclists WfW found “disabled people’s ability to cycle is often affected more by other people’s reaction to them, or a lack of understanding of the fact they are disabled, than by their own impairment.”
COST One in ten disabled cyclists is unable to purchase a cycle through the Cycle to Work scheme because it exceeds the £1,000 loan limit. Q A coalition of Cycle to Work Alliance, employers and providers, could help improve information about and sourcing of specialised cycles for disabled people Q A network of independent, inclusive cycling centres across the country could provide impartial information and advice to potential disabled Cycle to
WORK USERS VAT and non-standard cycles Q While the Government says “If you’re disabled or have a long-term illness, you won’t be charged VAT on products designed or adapted for your own personal or domestic use” WfW says some suppliers are being charged VAT on nonstandard cycles. The charity is writing to HMRC to clarify this. Availability and Accessibility Q WfW would like to see manufacturers and cycle stores take into account the needs of disabled cyclists, and look at ways to raise awareness of, and information about, inclusive cycling Q Manufacturers could link up with inclusive cycling clubs to gauge demand and better understand the needs of disabled cyclists Q Cycle parking manufacturers could better take into account the dimensions of non-standard cycles, including cargo bikes – most cycle parking currently doesn’t take this into account
THE MAJORITY of disabled people who cycle find riding a bike is easier than walking, a ground breaking survey of 221 individuals from around the UK reveals. A survey carried out by disability cycling charity, Wheels for Wellbeing, on the views, experiences and needs of disabled cyclists found cycling improves the mobility of 69 per cent of respondents, by reducing strain on joints, aiding balance and even alleviate breathing difficulties. The survey is believed to be the first of its kind conducted in the UK. Wheels for Wellbeing (WfW) is calling on government to recognise cycles as mobility aids, and says disability cycles should be permitted in the cycle to work tax incentive scheme, which currently limits consumer spend on bicycles and equipment at £1,000 – a figure below the cost of many specialist cycles. Isabelle Clement, Director of Wheels for Wellbeing, hopes the results will help shine a light on the needs of disabled cyclists who, she says, have been neglected for too long. “[Survey results] largely confirmed our suspicions, but have nevertheless thrown up a number of interesting statistics and opened up some new lines of inquiry for our campaigns,” she says. “The data will be invaluable in giving added validity to our lobbying work and provides a useful benchmark for future surveys. “We hope it sparks a national conversation about inclusive cycling. It’s clear that greater research needs to be done in this area and for too long disabled cyclists have been neglected; we hope this survey will change that.”
As well as demographic data on disabled cyclists the survey, conducted February to March 2017, gathered how regularly people with disabilities cycle and why, and the kinds of cycles they are likely to own. Disabled cyclists are most likely to be middle-aged, and 52 per cent own a standard twowheeled bicycle, with or without adaptations. 25 per cent used a hand cycle, 19 per cent a recumbent bike, and 13 per cent a tricycle. 18 per cent used some kind of electrical assist on their bike. The survey also reveals attitudes to disabled cycling, with one in three who use bicycles as a mobility aid report being asked to dismount and walk their cycle. Just 11 per cent said they were allowed to cycle in pedestrianised areas once they explained the bike was a mobility aid. The charity says this highlights a variation in police and local authority understanding of the issue. Inaccessible cycle infrastructure was the biggest difficulty encountered by disabled cyclists, with step-free, adequately wide cycle routes the thing that would encourage more people to cycle. The cost of non-standard cycles was the second highest ranked issue. Hire and loan schemes for non-standard cycle, and information campaigns raising awareness of cycling opportunities were also mentioned in the survey. The survey collected data on disabled cyclists’ ability to access cycling facilities and schemes. The majority of disabled cyclists do so daily (37 per cent) or weekly (37 per cent), and the vast majority do so for leisure (85 per cent); three BIKEBIZ AUGUST 25
WHEELS FOR WELLBEING
Inclusive cycling assessing the issues faced by disabled cyclists (Survey taken by 221 respondents)
From February to March 2017, Wheels for Wellbeing carried out a survey to gather the views and experiences of disabled cyclists nationally in order to better understand their issues and concerns.
We believe this is the first ever such survey. Results challenge some widely held assumptions about disabled people and cycling. They also highlight a clear need to carry out a lot more research into this group.
Who took our survey? 60% 55.66%
Cyclists with impairment/ 30% long-term health 20% condition 10%
26.7% 24.43% 21.27% 14.03% 8.6% 4.98% 1.36%
Proportion of cyclists by age
Type of cycles owned
Prefer not to say
Method found easier getting around for g etting g aroun
Standard two wheeler: (with or without adaptions) Own a handcycle:
Own a recumbent: Own a tricycle:
Both (equally easy/ difficult)
Other: (tandem, cycle with electric assist)
quarters said they cycle for exercise, and almost half for general transport. Nearly one in three respondents cycle to work, 27 per cent for sport. 92 per cent of disabled cyclists own their own bike, while 23 per cent access cycling via an inclusive cycling group. Paul Tuohy, Cycling UK Chief 26 BIKEBIZ AUGUST
Executive said in support of the report: “This research helps prove what we’ve long known, namely that many people with disabilities are out cycling on our roads, streets and lanes, and not being noticed nor defined by their disability. They’re cycling for their health, work and for general transport among other reasons, all of which
68.78% of respondents say they find cycling easier for getting around
shows the Government must rethink and redefine what constitutes a mobility aid to include pedal cycles.” Dr Rachel Aldred, Reader in Transport at the University of Westminster added: “We know that disabled people do cycle, albeit at lower rates than non-disabled people. We need to better BIKEBIZ.COM
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WHEELS FOR WELLBEING
Opinion poll on what would encourage more disabled people to cycle Overall Rank
Item Ensuring cycling infrastructure is inclusive and meets the needs of disabled cyclists (e.g. step-free, wide lanes) Introducing subsidies to make non-standard cycles less expensive
1st d 2nd
Introducing legislation that legally recognises cycles as mobility aids (e.g. like wheelchairs and mobility scooters)
Creating hire and loan schemes for non-standard cycles
An information campaign to make disabled people more aware of cycling opportunities in their area
Reasons that people cycle
29.41% 27.15% 19.91%
Couldn to Work sc’t get cycle through he e beca Cy use the pr cle cycle wasm efer over the £1 ,000 limit red
The reality of cycling:
Cycling g frequency frequenc
U non-cyclenable to park or st ore due to inad equate fa cilities
Enco tere d ab disabilityun hate whils use/ t cycling
Experienced pa being posi ssers-by tive
Allowed to use cycle in pedest explainingrianised area after it was a mob ility aid
Once or twice a month 37.1%
1N6on.74% e of these
Asked even when to dismount cycle used as a m obility aid
Couldn cycling op’t find any inclusive portunities in the area
Less than monthly
understand and address the barriers stopping disabled people from riding more. This survey is an important starting point to doing so, highlighting issues such as inaccessible infrastructure, restrictions on public transport use, and the cost of adapted and specialist cycles.” One in ten disabled cyclists were unable to obtain a cycle through 28 BIKEBIZ AUGUST
the cycle to work scheme because the cycle they requested exceeded the £1,000 loan limit, while almost a fifth – 19 per cent - were unable to find inclusive cycling opportunities in their area. 36 per cent reported they were unable to park their nonstandard cycle because of inadequate facilities. Although 57 per cent of survey
36.65% of respondents cycle on a daily basis
respondents say they receive positive comments or thumbs up by passers-by, 36 per cent had encountered abuse or hate crime while cycling. According to the charity, a substantial amount of qualitative data and written evidence was accumulated, which will inform future campaigns. It plans to undertake another survey in early 2018. BIKEBIZ.COM
Kieran Howells discusses some of the latest and greatest cycle computers to hit the market.
WHY DO people love pedal power? It’s a broad question with thousands of answers. For some, riding a bicycle is simply a chance to enjoy some much-needed peace and quiet along quaint country roads. For others, riding a bicycle is about adrenaline, pushing boundaries, and conquering nature on extreme trails and mountainous passes. A bike can be so many things to so many people, but one universal truth is that this twowheeled vehicle represents the freedom to travel. We, as a nation, waste countless hours in cars, watching overpriced petrol burn out of the tank, just waiting for the engine to fail. A well-maintained bicycle, however, will work forever. The pedals will turn as long as you’re there to turn them.
Pat yourself on the back, you’re in the right industry. Congratulatory statements aside, if you want to go far on a bike, you may need a few other tools to keep you going. A new inner tube tucked away in a pack won’t hurt, a good lock will prevent your bike from getting stolen and a cycle computer will make sure that you get there. Even an amateur can just about navigate the formidable selection of inner tubes and locks that adorn the shelves of any bike shop in Britain, but cycle computers present a far more serious challenge to the hobby cyclist. The technology crammed into these tiny machines is coming along leaps and bounds. Below, we’ve complied a list of five cycling computers that we deem to be premier players in the market.
> BEELINE Beeline is a name that avid readers may remember. Last winter, we penned a piece on the company’s formation and its successful crowdfunding efforts. The Beeline device stands out from other cycle computers for its sheer simplicity. Sporting a 30mm screen, it provides succinct, basic navigation with its large digital arrow and a distance to the route end that either diminishes or increases
> GARMIN EDGE 810 Whereas the Beeline presents a no-frills operating system, the Garmin Edge 820 has all the bells and whistles one may expect on a relatively high-end modern cycling computer. The unit features a full-colour, 2.3” highresolution touchscreen, which displays Garmin store apps such as Strava in clear form. Behind the screen, the computer sports inbuilt incident detection and
satellite navigation. For performance monitoring, it is capable of pairing with ANT+ speed, cadence and heart rate sensors or power meters to gather data on pedal power. It is also one of the first Garmin devices to feature what they call Group Track, meaning riders can create pack groups and keep tabs on where their fellow riders are onscreen.
BIKEBIZ AUGUST 31
> POLAR V650 The V650 model from Polar is designed to focus less on navigation – although like various other models, it does include GPS – and more on tracking and monitoring training sessions. Its 240 by 320 resolution, backlit colour display shows ride statistics, calorie information and recovery times whilst on the move, but the detailed recovery mode and
motivational training tools are where the device really comes into its own. Polar’s operating system utilises its GPS through a simplistic mapping tool called OpenStreetMap, which is capable of download data blocks of up to 450km by 450km at a time and includes a guidance tool that shares routes from other users.
> LEZYNE MINI GPS COMPUTER With the Mini GPS model, Lezyne has made clear that it is marketing this device as a no-frills cycling computer that can remain unobtrusive when attached to the user’s handlebars. Because of this, you’d be forgiven for assuming that it deals with only the simplest of functions, but the 29g unit actually packs in an impressive number of features. The Mini GPS is
Bluetooth-compatible, meaning it is capable of syncing with smart power meters, heart rate monitors and cadence sensors, whilst the robust in-built battery is capable of holing up to 12 hours of charge. It will pair to both iOS and Android devices, and can display Strava Live Segments data, live tracking and phone notifications on the 22mm by 26mm screen.
> WAHOO ELEMNT BOLT The Elemnt Bolt is designed for optimum usability on both the inside and the out. With its aerodynamically efficient outer casing, the computer sits in optimum position over the user’s stem and clicks flush into a custom-designed mount, making it ideal for speed-hungry road users. On the front of the unit, seven coloured LEDs sit above the 2.2” backlit screen to provide
32 BIKEBIZ AUGUST
the user with simple left-right directions in GPS mode; these can also be used to monitor performance in other modes. The unit is completely wireless and can connect to both iOS and Android to track rides and accrue ride data. With one of the largest internal batteries in the roundup, the Elemnt Bolt will deliver up to 15 hours of ride time.
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l l a g n i Talk B T M s g thin T G h t i w GT has been invested in mountain biking since its inception. To find out where the market is heading, Kieran Howells sits down with head of products Tara Seplavy.
THE DUAL suspension GT RTS was the pinnacle of early-90s mountain bike technology. Ridden by the likes of Julie Furtado, Walter Braendi and Nicolas Vouilles, the bike, which hit the market in 1993, was responsible for numerous medals, and was in fact widely considered to be one of the first widely-produced downhill bikes in the world. It its time, the RTS was undoubtedly at the cutting-edge of advancements made in the sport. Whilst aesthetically, the bare bones of the RTS are still visible in modern bikes, 24 years later, a lot has changed. “Everything has progressed in 20 years,” says GT Bicycles global head of products Tara Seplavy, “from industrial design to engineering, kinematics, materials, dampers, manufacturing and the purchase of the bike itself. Even the trails we ride now, compared to ten or 20 years ago, have changed. So much of it has been dumped on its head. The full suss bike that you get BIKEBIZ AUGUST 35
now for £1,500 will outperform even the most decked-out of those classics. What you still have, though, is passion to ride new trails, push the limits of yourself and your equipment, and just plain have fun!” Ours is an industry that doesn’t slow down or settle for less; in fact, 67 per cent of BikeBiz readers that we polled agreed that in 2017, sufficient investment is being made into advancing mountain bike technology. Along with the progression of key materials like carbon, the most significant jump in ride quality has been on bikes specifically designed for both younger riders and women. According to Seplavy, this is simply down to inclusivity and accessibility: “For me, there are three big successes that stick out. Firstly, there’s the boom of kids getting involved the sport – be it at bike parks or through programs like NICA racing in the States. What you’re seeing now from the growth of youth participation is really encouraging. Secondly, there’s the continuous growth of women’s cycling – mountain biking 36 BIKEBIZ AUGUST
is not just for the guys, and the cycling industry is finally starting to figure this out! When I go out on the trails to visit dealers and to events, I am seeing a lot more women than a decade ago, so this is a great sign. Thirdly, there are now more accessible price points – the cycling industry has not been immune to inflation or global currency fluctuations, but over the last couple of years we have begun to see a new crop of truly trailworthy bikes coming in at rather sharp prices. Sure, they might not be carbon fibre and decked out with the latest cutting-edge technology, but they have spot-on geometry and the basics to have fun on more than just fire roads and carriage paths.” So a greater and more diverse group of enthusiasts are getting more bang for their buck. That’s encouraging news for retailers and enthusiasts, but what exactly are they getting for their buck? What products are pushing the industry forward at the moment? “I’m in product development and I often get sneak peeks of what is happening from suppliers 18 to 24
“Mountain biking is not just for the guys. The industry is just starting to figure this out”
months before goods hit the sales floor. I have been excited by the developments we’re seeing in lower cost, dependable tubeless setups from a couple different brands. I am also always keen to see what Nick Larsen and the crew at fabric have up their sleeves. They always have something innovative brewing.” Historically, if we look back over previous incarnations of so-called high-tech mountain bikes, very little of the so-called innovations have stuck. From overly complicated front and rear suspension systems to redundant materials and infinite variations on wheel and tyre sizes, how can we be assured that current innovations will stand the test of time? “It’s always hard to judge this one. Sometimes it’s things we see brewing years out, whilst other times it seems to be a quick ramp-up and then it burns out. Generally, if you see something being used successfully as an edge by top riders in World Cups or EWS races, expect that there is something there to keep an eye on that’s more than just a fad.” BIKEBIZ.COM
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FEATURES The Zefal Z-Hydro hydration bag is durable using nylon material and is very compact and functional. The bag contains various pockets for belongings and two mesh side pockets for quick access to accessories. Suitable for long rides, in 2 sizes (1.5L or 2L). Q BPA free complying with food standards Q Automatic opening/closing valve Q Anti-microbial material Q Lightweight, durable material Q Large pocket openings Q Convenient storage for phone Q Velvet lined inners to protect fragile items Q Reflective piping for safety Q Functional with various pockets Q Separate pocket for water bladder Q Multi-positioned straps
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o t e m Welco e k i b o Eur 2017 Hayley E. Ferguson speaks with Stefan Reisinger, head of Eurobike, about what to expect at this year’s show What do you expect the turnout to be like this year? We are looking forward to another exciting Eurobike with strong players from all over the world, lots of innovations and important industry get-togethers. The bicycle market is still in good shape: According to the latest figures from Germany’s bicycle industry association ZIV, bicycle sales in Germany rose by seven per cent in 2016 to €2.6billion. For Eurobike 2017, this means a full house again, with 1,350 exhibitors. What changes can we expect to the show? Something that stands out this year is the fact that, as a natural result of the e-boom in the bicycle industry, more and more companies from other industries are discovering the bike. Sometimes, startups become established, experienced exhibitors at Eurobike after just a few years. After all, the flagship trade show is a platform for both new and well-established companies. We are very pleased that the Eurobike is drawing so many young players in the market. Many trends and brands that have shaped the market in the last few decades came into their own at Eurobike, and this year, more than 100 BIKEBIZ.COM
companies will once again exhibit at Eurobike for the first time, including many interesting startups. Why are you cutting out the consumer next year? We have decided to focus Eurobike solely on industry visitors as of 2018, with the earlier dates too. A strong majority of exhibitors and retailers wanted an exclusive focus on the trade exchange. The stand construction, its layout and communication objectives will also be designed for this exclusive approach to the trade. As a service provider to the industry, we have to meet this requirement in order to consolidate the status of Eurobike as a world trade fair. And why have the new dates been set for July? The majority of major market players are convinced that a September trade show is too late for their business timetable. New bikes and components are already available or have been covered by other events and media. The situation is clear: Eurobike should be the main event where all relevant brands first present their innovations to industry, retail and media representatives. We are, however, aware that this might
prove a challenge for certain companies; we’re creating the conditions for the industry to present itself in a more unified fashion at the Eurobike show in future. As such, we continue to provide the right platform to encourage synergies for industry, retail and the media.
“I’m amazed by the electric developments made in the bicycle industry over the last two decades”
Have you planned any events to mark the final year of Eurobike in this format? Since our adjustments will strengthen Eurobike’s position as an innovation driver for the international bicycle industry, there is no need to plan events of this kind. But we will be celebrating the invention of the bicycle, whose 200th anniversary is this year. What market innovations stood out in particular to you last year? I’m amazed by the electric developments made in the bicycle industry over the last two decades. And it’s still in full swing and topics such as digitalisation, connectivity, and big data are increasingly becoming the focus of all industry stakeholders. But I’m also happy to see that there is lots of cool stuff happening in the sports segment. BIKEBIZ AUGUST 41
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BikeBizâ€™s must-see stands SEALSKINZ
HALL: A7, STAND: 312
HALL: A4, STAND: 105
WATERPROOF ACCESSORIES brand Sealskinz will be exhibiting its latest lines, including hat, sock and glove products. All of these make use of Sealskinz performance technology.
DEXSHELL WILL be showcasing its entire range of water and weatherproof socks, hats and gloves. The star of the show is the DexShell Ultra Thin Biking sock, which offers lightweight comfort in all weathers.
X-BIONIC & X-SOCKS
HALL: A1, STAND: 418 FAST-GROWING manufacturer and distributor of cycle products Oxford is releasing a whole range of new products for 2018, including the Ultra Torch Mini Plus and Ultra Torch 500, Metro Glow Helmet and T-series Luggage collections.
HALL: A7, STAND: 402 X-BIONIC IS looking to expand its UK dealer network with its award-winning X-Socks and X-Bionic clothing.
HALL: A7, STAND: 403
HALL: B1, STAND: 400
WITH NUMEROUS stage and race wins this year, Gaerne is excited to be displaying its full MY18 range at Eurobike.
GHOST DEVELOPS highquality bikes for professional and recreational riders. The range covers mountain bikes, road bikes, trekking bikes, e-bikes and urban models.
BIKEBIZ AUGUST 43
HALL: B2, STAND: 202
HALL: B2, STAND: 205
WITH OVER 100 years of history, iXS knows two-wheel sports and what riders are looking for in their equipment. The 2018 range includes new protective armour, helmets and a series of apparel aimed at recreational to DH racing mountain bikers.
LEATT WILL be displaying the full range of neck braces and body armour that built its reputation as one of the leading companies in protective gear. After a brilliant reception they’ll also be expanding the range of apparel for 2018.
HALL: B1, STAND: 401
HALL: A4, STAND: 301
SIMPLON BIKES will be showcasing its huge range of road, tri, MTB, hybrid and e-bikes which is now available to retailers in the UK. The Pride is the Austrian brand’s new aero road bike and it is being formally launched at Eurobike, whilst the Steamer range of e-MTBs will also be on show, in its entirety, for the first time including a new compact bike for smaller adult riders. The all new Silkcarbon Neodrive e-bikes will be shown for the first time featuring eye catching design coupled with the innovative Neodrive motor.
ORTLIEB’S FULLY waterproof bikepacking line will expand to include several new products: GravelPack, Seat-Pack M, Handlebar-Pack S, FramePack Toptube and Cockpit-Pack. To reduce the brand’s environmental footprint, there will also be an entirely new PVC-free collection of bicycle panniers with Ortlieb’s well-known tarpaulin look. Finally, there will be a new everyday backpack at the show. The Urban Daypack (15 and 20 L) is manufactured using a PVC-free cotton Cordura blend in trendy colours pepper, coffee and the new ink colourway.
44 BIKEBIZ AUGUST
HALL: B2, STAND: 202
HALL: B5, STAND: 202
IT’S A few years since Spank introduced the Vibrocore concept to their handlebar range. Not happy to rest on the acclaim the bars received in the press, Spank has been busy innovating and will be launching some exciting new products at Eurobike this year.
THERE IS a lot to look at from Wilier for 2018. The full range of road, TT, gravel, urban, mountain and e-bikes will be on display including the brand new Cento10NDR endurance bike which is packed with features for a more comfortable ride.
HALL: B5, STAND: 202
HALL: FG STAND: B9/4
HEAD TO the stand to see WTB’s range of tyres, saddles, rims and grips. Whether you’re looking for MTB, Road, CX, Gravel or Plus Size equipment, WTB have probably got you covered.
NEILPRYDE BIKES is based in Britain, with a long heritage stretching back over 40 years. This year, they will be showing their new Bura disc model at Eurobike alongside their new aero Nazare SL.
HALL: B2, STAND: 203
HALL: TBC, STAND: TBC
NS BIKES will be showing off their new longer travel Snabb 29” Enduro bike, while also launching a wallet friendly full suspension model to the range which offers a lot of bang for your buck!
RONDO WILL be displaying their freshly launch gravel/ road/cx/do-it-all bike the Ruut at Eurobike. It’s designed to be a bit of a jack-of-all-trades so you can get on with doing what we all love – riding bikes.
HALL: TBC, STAND: TBC
HALL: TBC, STAND: TBC
GIRO WILL have its Aero Vanquish MIPS helmet on display, which it claims masters the science of air flow. This no-compromise helmet is packed with progressive features designed to enhance your ride, from best-in-class aerodynamic efficiency, to exceptional ventilation, to innovative solutions in head protection. Visit the stand to see Giro unveil what it considers to be the ultimate aero helmet.
BELL WILL be at a stand yet to be confirmed launching its Super DH helmet. This all-new DH-certified removable chin bar helmet from Bell, the creators of the Super series, uses MIPS Spherical, the next generation in MIPS, allowing greater control in a broader range of impact scenarios.
BIKEBIZ AUGUST 45
HALL: B1, STAND: 303 KNOG IS launching its long-awaited PWR range, which uses one power bank for a variety of products. The bank can charge devices, but also acts as the battery for other product in the range. The 5 bike lights target specific riders and are a commuter’s, roadie’s and MTB’ers dream. Add a speaker, lantern and headtorch all powered by one battery and the system it’s a bike-packers dream. Oi ‘Vintage’: not yet launched but launching in late 2017 is the next Oi – the vintage edition has new engineering and styling for the brass and leather-loving gentlemen and women among us.
HALL: A4, STAND: 308 VISIT WELDTITE at their brand new booth to catch a look at their newly launched range of e-Bike specific maintenance products, eCare. Also on show will be some great additions to the TF2 and Dirtwash ranges, as well as the launch of their 2018 Shop Merchandiser!
HALL: TBC, STAND: TBC
HALL: A7, STAND: 201
KIDDIMOTO, THE original British balance bike brand and innovator of children’s riding products is proud to showcase a range of exciting new items. We have a full range of bikes and accessories for kids ages two to 12 years. Kiddimoto’s creative, fun and award-winning designs have led the brand to be a dominant player in it’s market. Quality, value and customer service are at the core of everything kiddimoto. We look forward to showing you around the Kiddimoto booth.
ENDURA WILL be showcasing everything that’s fresh and exciting for Summer 18. Notable additions to the range include the Endura D2Z Aero collection for those obsessed by speed, an extended helmet offering and a new MTB protector line-up. The perennial MTB favourite SingleTrack Shorts go back to bulletproof with a significant update and the top end Road collection of Pro SL also sees some key new pieces trickling down from Movistar kit development ensuring all the rider tribes are covered.
HALL: A7, STAND: 305
HALL: A2, STAND: 300
POLARTEC WILL be unveiling the rh+ AirX Lite Jersey featuring Polartec’s revolutionary Delta cooling fabric. The perfect pick for warm, summer rides and steep climbs. Delta’s innovative technology utilises the body’s natural cooling process – sweat – outperforming other base fabrics in hot conditions.
EUROBIKE 2017 will host the world premier of ‘E-14’, the worlds fastest (180ms) electronic shifting system for Bosch mid-motor Ebikes, meeting demands for a comfortable, fast, E-bike shifting system & combined with the SPEEDHUB 500/14s proven reliability. Incorporating Multishift, Auto-downshift and Bluetooth 4.2 functions, the E-14 communicates with the Bosch e-BikeSystem via CAN-Bus to provide reduced force, synchronized shifting performance. The E-14’s compact design is manufactured in reputed Rohloff quality, weighing in at just 300g.
46 BIKEBIZ AUGUST
Polartec is changing the way cyclists dress Where other sports raced ahead, benefiting from high-performance fabrics, cycling had dragged behind. Now Polartec offers its engineering breakthrough, easy-care fabrics for those on two wheels. ith materials to keep you cool, warm, dry, or
breathability, and polyester dries so quickly it can result in
stop you over heating – our changeable climate
a painful flash cool in the wind. Polartec Delta, however,
can no longer be an excuse not to leave the
uses natural fibres for immediate, long-term cooling and
house. Polartec’s innovative fabric technology has led to
synthetics for a faster drying time, keeping you neither
new characteristics that have never been seen before.
too hot nor too cold.
Polartec says: “Just because it has never been made doesn’t mean we can’t make it. We know this because we
get asked to do the impossible all the time.”
When the sun goes in, change into Polartec Alpha, a base
Polartec’s aim is to create materials that perform at
fabric originally developed for the US Special Forces after
levels greater than anyone ever imagined – to remake
they asked for a more advanced insulating material in
entire industries by redefining what we wear when we go
their combat uniforms.
outside. Polartec is where the impossible is made possible. But how can this help cyclists?
Now with updated technology, Alpha’s active insulation and adaptable breathability regulate core body temperature both during dynamic and static activities. This means you don’t need to add or remove layers whilst you’re out cycling, whether you’re stopping or starting – a revolution in comfort and ease. By placing patented, low-density fibres between airpermeable, woven layers, Polartec keeps moisture vapour moving freely through the fabric, increasing overall air exchange and speeding up dry times. This reduces discomfort in the rain and prevents the fabric from turning into a sponge. Alpha can be trusted to perform in the most challenging of environments.
Polartec Delta If you’re heading out into the sun this summer, wear Polartec Delta. A cooling next-to-the-skin fabric. Using one of the body’s natural processes – sweating – Delta fabric works harder and smarter than even you do. Its specialised elevated knit construction lifts the fabric’s yarns, resulting in increased airflow and moisture dispersal and reduced friction against the skin. In other words, no clinging and no chafing. Cotton tends to swell with water, creating a barrier to
Rapha Brevet Insulated Jacket and Gilet Q Lightweight, packable and weather-resistant. Q Extensively tested across continents, the Brevet Jacket and Gilet are perfect come rain or shine. They’re especially effective for those days when the weather’s unpredictable, or you’ve chosen a long ride where the conditions could be changeable through the day. Q Both the Jacket and the Gilet provide warmth without overheating as Polartec’s Alpha fabric offers exceptional breathability together with fastdrying, hydrophobic properties, so neither will saturate in the rain. Q Polartec Alpha is a highly compressible material made with a stable core, so even after heavy wear and repeated washing, it maintains its shape, and keeps you comfortable.
This year the Polartec Contador Foundation Junior and Under 23 teams will be putting Polartec fabrics through the ultimate test as they compete on the international circuit. Look for the Polartec logo. It means your clothes will be working even harder than you. The Polartec Contador Foundation team now features British teenager Harrison Jones.
PRODUCTS Sportful Fiandre Extreme NeoShell Jacket Q The jacket to choose when there’s a chill in the air and the threat of rain. Q Polartec NeoShell is a windproof, waterproof, highly breathable and elastic midweight fabric that suits all types of cooler conditions.
rh+ AirX Lite Jersey Q With minimal construction and essential features for long rides, the AirX Lite Jersey uses new Polartec Delta cooling fabric. This is a great jersey for big Alpine climbs or for those super hot summer days.
Castelli Potenza Jersey Q Featuring Polartec’s Power Stretch fabric with Hardface, this lightweight jersey is heavy on protection. It’s the one to wear in spring and autumn, when it will keep the wind off and the cold out. But, more importantly, it still manages to maintain airflow, so as you pick up the pace, it ensures sweat isn’t built up on the inside. The fabric is particularly light and extremely stretchy, meaning you won’t feel weighed down or worry about it going out of shape.
Over a century of fabric innovation Did you know that Polartec invented fleece? about source materials by upcycling old plastic into new fabric blends. And in 2010, they committed to creating 100 per cent upcycled polyester fabrics directly from plastic bottles, diverting millions from landfill. In 2011, they turned the outdoor industry on its head once more by inventing NeoShell – a waterproof-yetbreathable fabric that provides an unrivalled ability to stop water and wind permeation, without restricting the release of excess body heat and moisture vapour. Heritage is ingrained in Polartec.
ou may consider Polartec to be a new name in the
Yet it continues to use some of the finest, most
cycling industry, but the fabric technology
forward-thinking textile research, development and
company itself has a heritage spanning more
engineering teams in the world, leading the field in the
than a century. Polartec began as the family-owned Malden Mills of
science of fabric. Now, this groundbreaking work has resulted in
Massachusetts in 1906, producing wool-knit bathing
the perfect combination of design, comfort and
suits, workmen’s sweaters, and uniforms to keep
protection for cyclists.
American soldiers warm through two World Wars. Then, in 1981, came an idea that would revolutionise our outdoor wardrobes forever. PolarFleece, a synthetic wool alternative, could wick away moisture from the skin whilst keeping the wearer toasty warm. Once Polartec invented fleece, we were hooked. Even Time Magazine described it as one of the 20th century’s greatest inventions, setting the premium standard for lightweight warmth and comfort. Polartec prides itself on these industry-changing ideas. Outdoor brands rushed forwards to use this versatile, functional material in their products, pushing the limits of new performance apparel. And the innovation didn’t stop there. Since 1993, Polartec has been transforming the way the world thinks
With new materials developed for, and with, the world’s best cyclists, you can trust that Polartec will protect you from all the elements.
UK Exhibitors at Eurobike COMPANY Apidura Ltd.
Brick Lane Bikes Ltd.
Brompton Bicycle Ltd.
Clarks Cycle Systems Ltd.
Cyclogical Uk Ltd.
Early Rider Ltd.
Fordville Limited - Dexshell
Free Flow Technologies Ltd.
Free Flow Technologies Ltd.
Frog Bikes Ltd.
BIKEBIZ AUGUST 51
Grant Sinclair Design Ltd.
Engineering, A L. Lozinski trading under brands Henry Squire & Sons Ltd. Hiplok
B2-125H7 A1-601 B4-200 23.
Hope Technology Ltd.
Momentum Electric Limited
Momentum Electric Limited
Moto Parilla Plc.
OKO Tyre Sealants - The OKO Group Orange Bikes Ltd.
Oxford Products Ltd.
Panda Bikes ltd eBike Conversion Kits
Pashley Cycles Ltd.
Rebo Gear Ltd.
Reynolds Technology Ltd.
Salzmann Ltd. Scotland Stand Scottish Development International Sealskinz Ltd.
FG-B10/3 FG-B9/4 A7-312
ShredXS Cycling Ltd.
Sport Technology Group
Ultimate Sports Engineering Ltd.
Weldtite Products Ltd.
52 BIKEBIZ AUGUST
Hall Overview ROTHAUS HALL / A1
Bikes, accessories, parts, OEM, kids mobility, Taiwanese Pavilion, BICO
Bikes, accessories, parts, sports and performance focus
HALL A2 Bikes, accessories, parts
HALL A3 Bikes, accessories, parts, sports and performance focus
HALL A4 Accessories, Taiwanese Pavilion, e-mobility, e-bikes, motors, drive units, batteries
HALL A5 Accessories, parts, Taiwanese Pavilion
HALL B5 Bikes, accessories, parts, sports and performance focus
DEMO AREA Behind the B-Halls and in the Open Air Grounds East
OPEN AIR GROUNDS WEST Bikes, accessories, parts, bikewear, catering, Performance Area (Dirt Jump), Kids Area
OPEN AIR GROUNDS EAST Demo Area, cargo bikes
HALL A6 Bikes, accessories, parts, e-mobility focus: e-bikes, motors, drive units, batteries
HALL A7 Bikewear, accessories
HALL B1 Bikes, accessories, parts, sports and performance focus
ENTRANCE / FOYER WEST Eurobike Award, Service Partner Area (Software, insurances, retail solutions, consulting), magazines, bike holidays, job market, trade visitor registration, service centres, project management
Bikes, accessories, parts, urban and performance focus, Vision Area: special bikes
ENTRANCE / FOYER EAST
Eurobike Academy, Travel Talk (Bike and Tourism Congress, Friday, September 1), Eurobike Fashion Show, Show Stage, trade visitor registration, service centres, press centre east, project management, blogger base, social wall
Bikes, accessories, parts, Focus: Sports / Performance
54 BIKEBIZ AUGUST
P B5 B4 B3 B2 PZW B1
BIKEBIZ AUGUST 55
Eurobike’s date switch is welcome, but not without risks Carlton Reid considers what Eurobike’s new dates could mean for the future of cycle trade shows
TIMING, SO they say, is everything. Then again, “they” also say “location, location, location” and nobody has ever claimed that Friedrichshafen is in just the right spot for a bike trade show. It’s darn difficult to get to, even for Germans, but perhaps the new date – and the other refreshes – will keep us sweet? It’s certainly a plunge: the 2018 Eurobike will be a full month before this year’s show. In effect, the new date was forced upon the show organisers. It was move or die, really. (Attendance at the 2016 show was 42,720 trade visitors, down from 45,870 in 2015.) An early July, “global” trade show makes sense (it also makes sense for a consumer show, but Eurobike has kicked the second day of that element into the long grass). Model year introductions have been getting earlier and earlier, so much so that it often seems that the bike industry is always at least a year ahead of everybody else, and not in a good, margin-protecting way. Eurobike also has to contend with no-show exhibitors who would otherwise be anchor brands; brands which – for now at least – are big enough to do their own house shows, and 56 BIKEBIZ AUGUST
guarantee attendance from IBDs. Not that IBDs are always terribly happy at having to schlepp all over the place, in peak selling season, to see the latest offerings from their core accounts. Brands may get the undivided attention of IBDs at these events, but it’s a common complaint from IBDs that there are too many house shows. Eurobike’s move to July 8th in 2018 is therefore an attempt to bring at least some of the would-be anchor brands back to the show, making the, er, giant trek to Friedrichshafen a valuable use of an IBD’s specialized time (Boom, tish). “The large number of in-house shows and Eurobike absentees is damaging,” said German trade association chair Dietmar Knust. The leader of Verband des Deutschen Zweiradhandels (VDZ) added that: “From July through to September, retailers can literally spend the entire time travelling … Few retailers have the time – let alone the personnel – to do this during the season.” It should be noted that some German trade associations, such as ZEG, also stage their own shows. However, there remain challenges ahead for Eurobike’s
‘Brands may get the undivided attention of IBDs at these events, but it’s a common complaint from IBDs that there are too many house shows’
organisers, with accommodation being the biggest potential bug-bear. In late-August, earlySeptember it’s already difficult to find bed nights for visitors; in July – peak season for holiday makers splashing around in Lake Constance – it’ll be nigh on impossible. “Heirloom” rooms, usually booked by companies for year after year, won’t be available for the new date. Eurobike’s move won’t be the last. The Taipei show is moving to an earlier slot, and it’s likely that Interbike (also in desperate need of a refresh, perhaps with a change of city) will also bump forward in 2018, in the process perhaps deliberately choosing a date in advance of the new Eurobike one, maybe even in June, a risky strategy. This would also see Interbike on collision course with specialist shows such as Bike PressCamp, which has been staged in June for the best part of a decade. Naturally, all of the above could be thrown in air once more if other key brands follow Specialized and switch to a September model-year introduction. Confused? You soon will be. BIKEBIZ.COM
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Information Event opening time 9.00 am to 6.00 pm
Going to Friedrichshafen from Zurich by train? The SBB Basel/Lindau line travels via Friedrichshafen. You can also take the train to Romanshorn station, and use the hourly ferry to get to Friedrichshafen.
Travelling by road from… > Switzerland…
From Zurich: N7 to Kreuzlingen/Konstanz (Constance). From there, take the shuttle ferry between Konstanz and Meersburg (nonstop rapid transit) and then the B31 to Friedrichshafen.
From Bregenz A14 / A96 to Sigmarszell/Friedrichshafen exit. From there, take the B31 to Friedrichshafen. From Salzburg via München (Munich) A96 to Sigmarszell/ Friedrichshafen exit. From there, take the B31 to Friedrichshafen.
From Stuttgart: A81 / A98 to the end of motorway (Bodensee/ Lindau exit). From there, take the B31 to Friedrichshafen.
From St. Gallen / Romanshorn: N1 to Romanshorn. From there, take the hourly ferry between Romanshorn and Friedrichshafen.
Alternative: A8 to Ulm West exit. From there, take the B30 to Friedrichshafen. From Würzburg/München (Munich): A96 (Lindau direction) to Sigmarszell/Friedrichshafen exit. From there, take the B31 to Friedrichshafen. From Ulm: A8 to Ulm West exit. From there, take the B30 to Friedrichshafen.
58 BIKEBIZ AUGUST
01772 459 887 t.co.uk
Distributors of great brands across the UK Find your Local stockist at: www.bob-elliot.co.uk or contact us on: email@example.com Tel: 01772 459 887
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Making the customer’s dreams a reality Bikes can be a gateway to a world of fun and adventure, but are you making your customers aware of that? Kieran Howells puts the bigger picture into perspective
‘By connecting the customer’s interest in cycling with the vision of a memorable cycling experience, you’re engaging their emotions and linking their happiness with the purchase of that product’
PICTURE THIS: You’re in the office and you doze off. It’s a glorious, breezy summer’s day outside. You wake up and realise that you’re no longer looking at the drab walls of your cubicle or the oil patch on the workshop floor – you’re on the top of a mountain now. As you look out across the landscape, you notice vivid, green woodland at ground level and vast swathes of neatlytrimmed fields that stretch off into the distance. You look down, and realise your foot is resting on the pedal of a full-suspension carbon mountain bike. It could be a Mondraker or a Specialized. You have no idea how you got here, all you know is that it’s a wonderful day, that the bike park in front of you is beckoning, and that you’re
going to conquer the dusty trails that stretch out in front of you on a shiny new bike. It’s a nice image, isn’t it? Though it may sound a bit sentimental, as a bike shop owner or employee, when a customer reaches out for your help on picking their next ride, you aren’t just selling a bike, you’re selling the who cycling experience. The images of liberation, freedom and, ultimately, fun are the propelling forces behind your capacity as a salesperson. “When I go into my local bike shop, I’m largely ignored,” comments Joan Miller, a passionate cyclist and avid consumer of specialist cycle media. “Nothing about the experience makes me feel compelled to
BIKEBIZ AUGUST 61
RETAIL COMMENT purchase anything. In fact, if my town weren’t so limited in options, and their mechanics weren’t as well-trained in repairing high-end bikes like the one I have, I doubt very much that I’d ever set foot in there again.” Let’s face it; no one is going to be inspired to jump in the saddle by a disengaged store employee simply rattling off technical specs or a snarky clerk with a shop full of dead stock and a misplaced sense of entitlement. Of course, ultimately scoring big sales doesn’t hinge on one golden thing, but as a shop, it’s your responsibility to provide the optimum conditions to enthuse the rider into making that purchase. This includes maintaining a friendly demeanour regardless of whether the customer is a weathered cycle nut or a first-time buyer with a big budget and no idea what they are looking for. Obviously the more they spend, the better the product, but right now they don’t know that – so this is your chance to tell them. By connecting the customer’s interest in cycling with the vision of a memorable experience, you’re engaging their emotions, and linking their sense of happiness and even the rush of adrenaline with purchasing a product that can facilitate this. It’s an age-old technique that you’ve experienced if you’ve ever watched a John Lewis Christmas advert – rife with emotional connotations – and then tried to purchase whatever stuffed mascot stole the spotlight in any given year. This sounds like trickery but remember, your product is not only clean transportation, but also promotes regular exercise and a healthy lifestyle, unlike that wildly overpriced, unnecessary stuffed penguin you may have bought your daughter a few Christmases ago. On a recent trip to the Raleigh compound in Northampton, I was told by a brand manager that the information Raleigh provides for its different models totally depends on who that product is aimed at. The marketing team’s first job is to visualise that customer in their heads, and this provides them with the basis for all further information and communication. Whereas a carbon junkie is going to care about every last gram of weight they can shave off their bike, a mature amateur looking for a simple upright Dutch bike isn’t 62 BIKEBIZ AUGUST
‘You have the knowledge and ability to make sure the customer’s purchase is correct for them’
thinking along those lines at all; what they care about is comfort and durability. Those two different audiences have very different ideas of a post-purchase riding experience – its your job to bring these images to the forefront of their mind, and with the help of your service, make them a reality. This is an advantage
you have over the larger, online chains; you have the knowledge and ability to make sure the customer’s purchase is correct for them, and if they leave the shop floor feeling inspired to ride, you’ve done your job and simultaneously scored what could potentially be a big sale with a customer who will no doubt return. BIKEBIZ.COM
Marwi and me: the A to Z of gear hangers Marwi explains the all the things you were too embarrassed to ask about gear hangers, including what they’re really for, how they’re made, why there are so many different kinds, and why they’re so hard to source What is a gear hanger? A gear hanger, or derailleur hanger, is a small aluminium plate that is assembled between the derailleur and the aluminium or carbon frame – steel frames don’t use gear hangers. The shape of the gear hanger corresponds with the shape of the frame’s drop-out section. All gear hangers used by bike manufacturers are made from AL-6061 cold-forged aluminium, and are case-hardened to a specific hardness. The function of the gear hanger is to protect the frame for external impacts by accidents or “chain-blocking”. The force of impact is absorbed by the gear hangers, and as a result the hanger will bend or break. This is to avoid more serious damage to the frame. How are gear hangers made? Most bike brands do not produce their own frames. These are made by a number of bike frame makers, mainly situated in the Far East. The drop-out sections and the corresponding gear hangers are BIKEBIZ.COM
mostly designed by the frame makers (sometimes in cooperation with the bike designers) and are made by specialised cold-forging manufacturers. Frame makers receive the complete cold-forged drop-outs with the hangers as a ready part, and they use them as the basis for the frame. Why are there so many different kinds of gear hanger? Of course, every bike model has its own frame design, otherwise all bikes would look exactly the same. Due to different frame dimensions, frame specifications, chain lines, derailleur systems and many more technical details, the shape of the drop-out and the hanger has to vary. Frame makers have a number of standard drop-outs for bike brands from which to choose. But many bike brands have designed their own drop-out system over the last ten to 15 years. The major frame manufacturers deliver frames to many different
‘The shape of the gear hanger corresponds with the frame’s drop-out section’
bike brands. Since standard drop-out systems are used by these frame makers, the corresponding hanger is used by many different bike brands. Especially in the last five years, a lot of mountain bikes are equipped with a thru axle (M12x142mm) that needs a special design for the drop out and the hangers. All the major bike brands designed their own thru axle drop-out system. Nowadays there will be around 500 to 600 different shapes of gear hangers in the European market, used by some 200 different bike brands. Why are gear hangers so hard to get your hands on? Most bike brands do not service their dealers with a complete range of gear hangers. Some bike brands do have a compatibility list for all their bike models, but most don’t make that kind of information publicly available. In daily practice, that means that whenever a new BIKEBIZ AUGUST 65
gear hanger is needed, the bike shop (or the consumer) needs to find the right hangers from the market. For some of the most standard hangers, this can be done without too much hassle. But for hangers that are less standard than others, the search can end up becoming a time-consuming gear hanger nightmare. So, what’s Marwi doing to solve this problem? In 2014, Marwi set up a database for the whole cycle industry to use, collecting the information for which bike brands and models require which gear hangers. Information was gathered from the cold-forging manufacturers, the frame makers and, last but not least, from the bike brands themselves. The information has been organised on Marwi’s website on a user-friendly platform, allowing the bike shop (or consumer) to find out which gear hanger they need in just a few clicks. First of all, the search engine on Marwi’s website allows you to search for all the specific bike 66 BIKEBIZ AUGUST
models and model years that are listed for every bike brand in alphabetical order. In the case that the bike model is not listed, you can also check a clear photo overview with each and every gear hanger that fits frames from that specific bike brand. You can also search by the assembly style of the hanger. Based on criteria like “assembled from inside” or “assembled from outside” and the number of screws used, a selection can be made from the total available assortment of hangers, to find the correct hanger. How widely is the tool used? Step by step, the database on Marwi’s website has been built up to more than 7,000 frame models today. The website and its search engine can be used in ten different languages and is accessed by thousands of bike shops and end-users every day. Marwi’s website is not a webshop; it is more like an online catalogue with a search engine. That means you can not order the hanger from Marwi’s website, but with just one or two extra clicks bike shops can see
where to order the hanger they need. Before ordering, clear photos from both sides can be used for double checking. Moreover technical drawings can be downloaded and printed at a scale of 1:1 to compare the bent or broken hanger.
‘The search engine allows you to search for all the specific bike models and model years that are listed for every bike brand’
Where do Marwi’s gear hangers come from? Currently Marwi has a range of 219 different gear hangers which covers approximately 80 to 90 per cent of the European market. All these hangers are made by the very same cold-forging manufacturers that also supply the original hangers to the frame makers. For all standard hangers that fit multiple bike brands, Marwi’s hangers are 100 per cent the same as the originally used hangers. For most branddedicated hangers that are exclusively made for the major bike brands, Marwi opened their own tooling with the same cold-forging manufacturers, securing a perfect fit and correct case hardness. So, a gear hanger from Marwi is equivalent to the original hanger. BIKEBIZ.COM
CAMPAGNOLO DISC BRAKE PROJECT ABSOLUTE PRECISION CAMPAGNOLO PRESENTS ITS DISC BRAKE PROJECT:
The Campagnolo Disc Brake Project is designed to perfectly compliment both Mechanical and EPS electronic transmissions. All new hydraulic controls and brakes are accompanied by an entire range of wheels designed to interface perfectly with the new braking system. Every single component in the braking system has been meticulously studied, developed and tested, both via the sophisticated equipment of the Campy Tech Lab and in the ﬁeld by top professional cyclists, to ensure efﬁcient, safe and modular braking in all conditions. The Campagnolo disc brake groupset and wheels make a harmonised system that together provide extremely high precision, reliability, safety and lightweight performance mated to classic Campagnolo design.
YOUR SAFETY DEMANDS ABSOLUTE PRECISION.
Use this QR Code to check out all the details.
CAMPAGNOLO DISC BRAKES AND DISC BRAKE WHEELS AVAILABLE TO ORDER NOW ON ZYROFISHERB2B.CO.UK OR SPEAK TO YOUR ZYROFISHER ACCOUNT MANAGER FOR FURTHER INFORMATION.
Joris Claessens and Pieter van der Marel, founders of Pilot Cycles.
State-of-the-art design, good old craftsmanship and dedicated distribution Hayley E. Ferguson finds out what founders of Dutch titanium bicycle manufacturer Pilot Cycles Joris Claessens and Pieter van der Marel did to establish a loyal clientbase IN THE southeast Netherlands is a province called Brabant, where there are more high-tech companies running successful businesses than anyone could possibly imagine would be hidden in such a rural environment. Eindhoven, and the villages that cluster around it, are a hotspot for tech companies. The area isn’t called Brainport Eindhoven for nothing, with renowned companies like Philips, worldleading chip machine supplier ASML and chipmaker NXP, just to
name a few. Recently, the world’s biggest bicycle component maker Shimano opened their European headquarters in the area. It’s in this unique, tech-meets-rural environment that entrepreneur Joris Claessens and tech-head Pieter van der Marel founded Pilot Cycles. Despite the fierce competition in the Benelux market, and the company’s use of the rather niche building material titanium, it saw near-immediate success. How did its team manage to achieve this?
“From day one, our goal was to make bikes that our clients wanted, not to make bikes that we wanted to sell to them,” explains Claessens. “This sounds like an arbitrary difference, but it is this dedication to our clients that made our business successful. For us, the only way to go was custom-build. And I mean really custom-build. Our clients choose their own geometries, tubing and parts. And if they encounter difficulties while deciding, we help them out personally.”
BIKEBIZ AUGUST 69
PILOT CYCLES “That’s key,” adds Van der Marel. “With some big brands, you’re just a number. At Pilot Cycles, a client is a fellow cyclist. Yes, they have to buy our bikes, we need to make a living after all, but basically we are all on the same level, enjoying cycling. Not just us, but our whole team.” Just like any other bike company, Pilot Cycles produces its frames in the Far East. There’s nothing new there. But the way it handles its China factory is a prime example of how to build a successful business relationship overseas. “Our factory is the same one that we started out with five years ago,” Van der Marel tells us. “So yes, we like steady relationships. A good price is important, but a consistently high quality is even more so. And that’s exactly what we get from our factory. The fact that we have our own QC at the factory plays a major role. On top of that, we have QC here at the headquarters in Nuenen, as well as the engineering.” “They’re great guys over there”, adds Claessens. “Due to the long-term cooperation, we have our own molds and our own tubing. And only senior welders work on our frames. That enables us to make titanium bikes that really stand out from the crowd.” With so many companies going consumer-direct nowadays, we wonder what Pilot Cycles is up to. “Omnichannel is key,” says Van der Marel. “We do not believe in just one way or the other. Consumers should have the choice. Some like to purchase their bike online, others prefer a bricks-and-mortar shop. We offer both. We’d be crazy if we didn’t.” Figures from Deloitte show that by 2020, almost 25 per cent of the total retail sales take place online and some forecasters predict that by 2030 online sales will account for between 30 and 40 per cent of all retail sales. Pilot Cycles also conducted market research in the UK themselves, surveying 300 respondents on whether they would consider buying a titanium bicycle online. The outcome of this specific question underlines the Deloitte forecasts – 60 per cent of the 300 respondents said that they definitely would consider buying a titanium bike online. That’s the reason why Pilot Cycles targets both markets. The market is not 70 BIKEBIZ AUGUST
“With passion, smart thinking, and an open mind, you can still make good money in this business” Pieter van der Marel
just clicks or bricks. And with smart and effective communication, Pilot Cycles is able to redirect a portion of the online buyers back to the shops. And why take the bespoke route? “With made-to-measure bikes, a dealer can distinguish himself,” Claessens tells me. “He can show his expertise and craftsmanship, and stand out from the crowd. Of course, we support every Pilot dealer with our expert knowledge and we deliver our bikes ready to ride. And this fall, we’ll launch our new website with a really smart
bike configurator that will support the LBS even more.” “We’re not dinosaurs,” adds Van der Marel. “The cycling industry is changing rapidly and we change with it. So we use all the tools that are available to run a profitable business. That means the internet and social media are really important tools for us. But it also means, that we like to work together with dedicated shops that are just as passionate about cycling as we are. With passion, smart thinking and an open mind, you can still make good money in this business.” BIKEBIZ.COM
Introducing @ the all new eBike tyre
Come and visit us Stand A1-419
The New 26”x2.0 tyre has been ZWLJPÄJHSS`KL]LSVWLKMVYL)PRL >P[O[OLNYV^[OVML)PRL»ZWUL\TH[PJ [`YLZHYLILJVTPUNHWYVISLTMVY YPKLYZ^OLU[OL`W\UJ[\YLLZWLJPHSS` VU[OLYLHY^OLLS^LYL[OLTV[VY PZSVJH[LK>LOH]LLYHKPJH[LK[OPZ WYVISLT^P[OH[`YL^OPJOPZfast comfortablereliabledurablesafe HUKTVZ[PTWVY[HU[S`No Punctures!
eBike ready No Punctures Cycle for longer Perfect combination
ZETA 1300R With class leading power to weight ratio, the Zeta 1300 fitted with the astounding Cree XHP50 sets a new benchmark in precision crafted bike lights. 2 x Cree and 6 x Cree Zeta lights also available, all with wireless remote controls.
Contact your Area Manager for excellent margins on the full Xeccon range Tel: 01332 274252 Email: firstname.lastname@example.org Web: moorelarge.co.uk
WILLKOMMEN BEI MOOTS WE’RE EXPANDING OUR GLOBAL DEALER NETWORK AND LOOKING FOR A FEW DEALERS THAT SHARE OUR PASSION FOR FINELY CRAFTED TITANIUM BICYCLES.
SEE THE WORLD’S BEST TITANIUM BIKES AT EUROBIKE, BOOTH A1-110
HANDMADE IN THE US
| ROAD MOUNTAIN CROSS CUSTOM | SINCE 1981 | LIFETIME WARRANTY, GREAT MARGINS, TIMELY DELIVERY
MTB, protective and reflective gear 3
DISTRIBUTOR: Silverfish UK
DISTRIBUTOR: Silverfish UK
BRAND: Race Face
PRODUCT: Foxy Carbon 2018
PRODUCT: Agent Winter Range
PRODUCT: K.U.D.U. 8
PRODUCT: Beta Winter Jacket
MARKING THE Foxy’s 15th anniversary, Mondraker has reworked the iconic model. The 2018 Foxy is the first model to be offered in two manufacturing levels, Stealth Carbon and Stealth Air Carbon. The bike also offers increased rear wheel travel (150mm), a trunnionmounted metric shock, reworked geometry with adjustable head angle and chainstay length, new CSC carbon and alloy upper linkage, updated oversized pivot axles and bearings and Boost rear axle spacing.
RACE FACE enters the winter game with its Agent line-up. This consists of the Agent winter shorts, jacket and gloves. The shorts are lined, with a three-ply design and 10,000mm waterproof and breathability rating. There is a vented rear panel; waterproof zippers on the fly and side pockets; belt loops; adjustable waist cinches and a gaiter system on the lower leg that stops wind and rain getting in to the short from the bottom.
The K.U.D.U. 8 is the lightest, tightest pack in the K.U.D.U. collection, but it still offers the highest level of CEcertified back protection. With 5l of cargo capacity, it’s ideal for aggressive riders who want protection for shorter, less gear-intensive rides and races. After all, if you’re going to wipe out, it’s best to bring protection. Like its bigger cousins, the K.U.D.U. 8 comes with a bike tool roll and attachment points for armour and/or a helmet. RRP £139.99.
TO ENSURE Rockshox Pike’s continued domination of the class, it has been put on a weight-loss program and the new Charger 2 Damper and new DebonAir air spring have been added. It has also been given a graphicpackage makeover that aligns with the all-new Pike’s chassis design. Riders will benefit from Pike’s increased steering authority—thanks to BOOST-only spacing, stiffness and lighter overall weight – more small-bump compliance and the potential to run wider (2.8”) tyres.
MADE OF insulated Windstopper Fuga to keep you riding in the cold as well as rainy conditions, the Santini Beta Winter Jacket is engineered for comfort. The combination of fabrics offers protection from the elements without the need for bulky layers. Reflective piping on the back provides added visibility in low-light conditions and the fabrics guarantee that the technical characteristics and the shape remain constant even after prolonged wear. RRP £159.99.
BIKEBIZ AUGUST 73
DISTRIBUTOR: Extra UK
BRAND: Crane Creek
PRODUCT: Nightvision Evo 3 Waterproof Jacket
PRODUCT: Mantra Elite Carbon
THE MANTRA Carbon Elite sits at the top of Saracen’s trail range. A Mitsubishi carbon frame built around Saracen’s progressive trail geometry makes for a bike that everyone can enjoy. This model is dressed in Shimano’s latest Deore XT drivetrain and a Fox 32 Float fork that’s built to go anywhere. It’s not XT race, it’s 120mm of trail hardtail that’s ready to go whenever you want to.
EVERY PRODUCT in the S-PHYRE Autumn/Winter range has been developed to work in harmony with the next to maintain core temperature no matter the conditions. For example, the brand new S-PHYRE Wind Resistant Jersey and S-PHYRE Winter Baselayer have been system engineered to work together seamlessly, combining heat control venting in the baselayer and MicroVent fabric technology in the jersey to regulate body temperature and ensure the suffering is coming from the effort – not from what you are wearing.
A 7-WAY adjustable suspension fork optimised for 140mm to 170mm of travel. Born in the mountains of Western North Carolina, Helm is designed to conquer aggressive trail, enduro racing, and anything in between. By isolating each damping and air spring adjustment, the Helm has the ability to be tuned for all types of terrain and riding styles and gives the rider ultimate control of their suspension setup. SRP £950.00.
THE NEW Altura Nightvision Evo 3 Waterproof Jacket delivers 125 per cent more reflectivity than the previous model and its balance of luminosity and retroreflectivity enables the wearer to remain highly visible 24 hours a day. Altura Shield EVO fabric technology is engineered to provide protection from wind and water, whilst still offering superior levels of breathability in a soft-touch two-layer fabric. With a 15k/15k waterproof/breathability rating the Nightvision Evo 3 Waterproof Jacket provides visibility, waterproofing and breathability.
74 BIKEBIZ AUGUST
DISTRIBUTOR: Extra UK
DISTRIBUTOR: Ison Distribution
DISTRIBUTOR: Ison Distribution
BRAND: MRP Ribbon
PRODUCT: Winter Overshoe
PRODUCT: MRP Ribbon
100 PER CENT waterproof and windproof upper, three-layer material with membrane and bonded mesh. Material panel covering BOA or strap closure of shoe stretches to ensure a sleek fit over any shape of cycling shoe. Height of overshoe ensures no gaps between the bottom of bib-tights and the top of the overshoe. Rubber-reinforced outsole for better grip. Reflective logo and piping. SRP £49.99.
THE IDENTITI Mettle is the latest bike from the UK brand, known for its dirt jump and 4x heritage. Built around today’s standards with 160mm travel, metric suspension and progressive geometry, the bike is ready to take on the hardest trails out there. Utilising 2018 componentry, like new GX Eagle from SRAM, the bikes, starting from £3699.99 RRP, are in stock now and already proving very popular with dealers and customers alike.
THE MRP Ribbon has been a stand-out success since its launch earlier this year. Featuring 15 x 110mm boost axle spacing, travel options from 140-170mm on 27.5’’ wheels and 120-160mm on the 27.5+/29’’ chassis, adjustable in 5mm increments, external rebound and compression as well as MRP’s unique ramp control technology (also available as retrofit cartridges to Rock Shox and Fox forks). Other features include the forward-facing arch which prevents mud buildup at the seals and pressure relief valves on the lowers. £899.99 RRP
DISTRIBUTOR: Greenover Sports
CONTACT: email@example.com 01803 558885 BRAND: Rocky Mountain PRODUCT: Altitude PowerPlay Carbon 90 THIS NEW, fully-integrated, electricassist mountain bike takes the Altitude’s handling and ride quality and adds a compact, powerful drive system. The new Powerplay drive system was designed in parallel with the frame, delivering ultra-short chainstays, optimised suspension kinematics, super-low centre of gravity, and class-leading torque.
BIKEBIZ AUGUST 75
DISTRIBUTOR: Moore Large
DISTRIBUTOR: Moore Large
DISTRIBUTOR: Direct to retailer
PRODUCT: Siskiu D7
PRODUCT: STV Long Sleeve Shirt
THE POLYGON Siskiu D7 is designed for high-performance sports riders who need a proven, full-suspension platform for local races or just-havinga-good-time fast riding on any trails. Featuring a stiff and optimised ALX alloy frame with 27.5” wheels for improved traction, braking, and handling, the Siskiu D7 will keep the rider fit while pedalling up hills and will encourage them to develop handling skills while challenging other riders.
A LIGHTWEIGHT, all-in-one protector that fits like a second skin, featuring IPX foam in critical areas such as shoulders, elbows and spine, plus lightweight bio-foam back and side padding. It has a removable upper chest protector and a zip on one shoulder to help get the protector on and off. Constructed from Flycool anti-bacterial, fast-wicking fabric, this product is compatible with neck braces and exceeds the EN1621 safety standard.
THE LEGENDARY steel Ritchey P-29er mountain bike is informed by a deep heritage of frame-building excellence, and features nimble geometry and modern features for riders that demand top performance and a lively ride experience. As a complete bike, the P-29er features a Shimano XT drivetrain, Rock Shox SID XX 29 Solo Air 100mm X-Lock fork, Ritchey WCS components and Ritchey Vantage 29 WCS wheels. The P-29er and its 27.5” sibling, the P-650B, are also sold as frame-only.
THE SIMPLON Rapcon is available in both 140mm and 160mm travel versions. The carbon framed bike rolls on 27.5” wheels and, thanks to its adjustable wheelbase technology, can run either standard or plus-size tyres up to 2.8” wide. Fully customisable via Simplon’s online configurator, the bike is then delivered to your door for handover to the customer. Other mountain bikes in the range include the 120mm 29er Cirex, 100mm hardtail Razorblade and the aluminium Kibo 130mm full suspension.
BIKEBIZ AUGUST 77
MARS The smartest rear light! • Smart Brake Indicating System - identifies braking to alert those behind you, no matter which mode you are riding in. • Smart Off System – turns off automatically if no movement detected for 5 minutes. • Smart Day Riding Mode – light off, but still identifies braking to alert those behind you.
Contact your Area Manager for excellent margins on the full Xeccon range Tel: 01332 274252 Email: firstname.lastname@example.org Web: moorelarge.co.uk
DISTRIBUTOR: Direct to retailer
DISTRIBUTOR: Chicken CycleKit
BRAND: DexShell PRODUCT: Thermlite Waterproof Socks THE DEXSHELL Thermlite waterproof and windproof socks feature a lightweight Merino wool inner for warmth in cold, wet environments. Available in Black/Olive or Black/ Tangelo Red, the socks are fully breathable and feature padding from heel to toe for exceptional comfort. RRP is £28. DexShell’s range of waterproof clothing also includes waterproof beanies and gloves for the harshest of UK winters.
0152 538 1347
CONTACT: email@example.com 0131 319 1444
CONTACT: firstname.lastname@example.org 0131 319 1444
PRODUCT: Mattoc 2 Pro Forks
PRODUCT: Secco Hi Vis Evo Rain Jacket
THE NALINI Alnilam is a thermal jacket with wind-protective formfitting raglan sleeves, ideal for riding in cold temperatures. The jacket has thermal fabric with a wind-resistant coating featuring reflective details for extra safety. The silicon elastic waistband holds the jacket secure; it also features three rear pockets, including one with a waterproof zip closure.
MATTOC IS a performance benchmark for mountain bikers the world over, and for good reason: Unparalleled adjustability, supreme damping performance, and Manitou’s renowned reliability. Improvements this year include low-friction dust seals, IRT adjustability and the new Hexlock SL 15mm axle. Available in black, red or white.
THE SECCO Hi-Vis Evo Rain Jacket takes Agu’s trademark Poray 5000 active breathable membrane to the next level. It has been made with selective materials to improve breathability, comfort and fit, and is ideal to wear in adverse weather conditions as it’s also windproof and water-resistant, keeping you warm and dry. Additionally, the Hi-Vis 360° reflective print aids visibility in low-light conditions.
BIKEBIZ AUGUST 79
DISTRIBUTOR: Jungle Products
DISTRIBUTOR: Direct to retailer
DISTRIBUTOR: Direct to retailer
BRAND: BOS Suspension
PRODUCT: Deville 35
PRODUCT: T.rallyShorts_S7 lady
THE DEVILLE 35 is a completely new design from previous BOS Suspension forks. It uses a pressurised MonoTube Damper Cartridge System, taking technology advances from BOS’s motor bike suspension development, and is much easier to service and bleed as well as increasing performance and system reliability. All-new crown and steerer assembly adds stiffness and reduces weight, while adjustable sensitivity is achieved by using spacers to alter the size of the negative air chamber, which does not affect the fork’s spring curve. Available in Boost 27.5” and 150mm / 160mm / 170mm travel options.
ASSOS’ VERY first offroad-specific, high-performance mountain bike cycling shorts. One of the key features is the impact pads which are slimFit, not bulky or rigid but light and flexible, designed with racer in mind. Their construction is robust, light and flexible, with a perforated surface to increase breathability and a shape designed to give you freedom of movement. RRP: £215
THESE ARE Assos’ first uniquely female, high-performance mountain bike shorts. Using many of the innovative features found in the male version – impactPads, regularFit, more robust material – plus a female mountain bike-specific cut, these shorts finally allow a woman to experience superior ASSOS comfort while riding her mountain bike. RRP: £215
80 BIKEBIZ AUGUST
DISTRIBUTOR: 2pure Ltd
CONTACT: Jake Law, 0844 811 2001 (ex 3) email@example.com BRAND: Ibis Cycles PRODUCT: Mojo HD4 WITH UPDATED geometry, the Mojo HD4 focuses on stability and speed. It has increased progression shock tune, assuring a big-hit performance, 64.9° head angle, and increased reach. Compatible with the longest droppers, with refined carbon layup yielding greater frame stiffness. It uses the most efficient DW-Link (v5) system to date, 27.5” wheel, (up to 2.8” tyre compatible), and is available in Fireball Red, or Añejo Silver & Lime. Frames from £2999 and bikes from £5099
Top five tips
Cycleguard offers some advice on ensuring that your independent bike shop is covered in case of emergenc y
Britain’s Top 20 IBDs
Brought to you by NEOS Cycling, BikeBiz’s list of the 20 most trusted IBDs in the country is finally available, as decided by the public
Packaging waste managem
In the second part of the Millennial Mechanics series, Mark Hallinger imparts some more wisdom on younger generations of bike mechanics
66 Industry Opinions 34 Product Insight – Flaer
49 Sector Guides 67 Number Crunching
Laura Laker finds out what retailers’ biggest packaging irks are, and looks into solutions that distributors are using to make this a problem of the past
68 Team Profile 70 Spokesman
BIKEBIZ JUNE 03 BB137 EditorialCover_fina l.indd 1
The Children’s Bike Issue
Child’s bikes; Trailer bikes; Helmets and accessories; Indoor training and power meters
The Brit list: Ten firms innovating the bike market
Top UK Recruiters / Companies to Work For / Talent Needs for 2020
The Road Issue
Road cycling bikes and accessories; Bike trailers; Car racks and bike boxes
Tech accessories pushing the market forward
Cycle show preview
The eBike Issue
Ebikes; Stocking fillers; bottles and gear
The top IBD innovators; stores, events and services
The rise and rise of the trail centers
The Distributor Issue
Wheels, tyres and inner tubes; Cycle Footwear
Get ready for 2018: Predictions, products and winners
The distributor survey
The diversity issue
Three accomplished cycle technicians relate their experiences as women working in the industry , and offer direction on generating female interest in practical roles
Want to advertise in any of these issues? Contact Richard Setters 0207 354 6028 or email firstname.lastname@example.org Features
Want your company or product to be involved with any of these features? Contact Hayley Ferguson email@example.com or call 0207 354 6018
30 under 30: the big
Competition was steep, but we’ve managed to narrow your list of rising stars down to 30 candidates, hand-picke d by our team – find out if you made it in
Is BMX making a comeb ack?
We speak to Mark Noble about whether a recent trend indicates BMX may be on its way back up, and what retailers can do to stimulate this niche market
66 Industry Opinions 30 Product Insight: Cameras
49 Sector Guides 71 Number Crunching
Laker on inclusivity at
We investigate the reasons that the cycling industry is so white and male, and what can be done to open it up to a more diverse variety of individuals
72 Team Profile: Moore Large 74 Spokesman BIKEBIZ JULY
03 BB138 EditorialCover_ final.indd 1
RETURNING TO GREYVILLE FOR 2017 AVAILABLE FROM STOCK NOW
IS WHERE THE TRADE GOES FOR THE LATEST JOB OPPORTUNITIES Contact: firstname.lastname@example.org or call +44 (0)207 354 6028
DISTRIBUTOR: Tandem Group Cycles
DISTRIBUTOR: Direct to retailer
CONTACT: email@example.com 0121 748 8050
CONTACT: 01246 291 100 ext 422
BRAND: Polaris Bikewear
PRODUCT: Academy MTB
PRODUCT: Discovery Shorts
LIGHTWEIGHT JUNIOR MTB, with Spinner air suspension forks, Tektro dual piston hydraulic disc brakes, Shimano Deore 9spd gearing and Alex DP17 rims. Available in two frame sizes, 13” or 15”. RRP £599.99
THESE ZONED construction trail shorts combine waterproof panels with breathable DWR coated four-way stretch for optimum performance. The waterproof panels are positioned to protect the areas most affected by spray when on the trails. This keeps you dry and comfortable. The seams are taped in these critical zones and the four-way stretch ensures a comfortable and flexible fit. The detachable bracing system is easy to adjust and the shorts can be worn with or without the system.
DISTRIBUTOR: J&B Bike Importers, QBP Quality Bicycle Products
CONTACT: firstname.lastname@example.org +39 0396823507
DISTRIBUTOR: Jungle Products Ltd
CONTACT: email@example.com BRAND: Bearsuit
PRODUCT: Knee Guards
PRODUCT: Winter gloves
ALL DAY protection, without the bulk. Perforated construction and Lycra in the back of the knee to avoid temperature buildup. Thin and elastic to avoid bulk. SAS-tec Visco Elastic pad provides real impact absorption, like a heavier guard, not just a thicker material. Elastic grippers keep the guard in place.
THE PROLOGO Winter Gloves use Connect Power Control technology. Placed to absorb vibrations, CBC helps the rider to keep the optimum position on the bike by encouraging the necessary grip. Testing by professional road and MTB teams ensures comfort and increases performance. Another smart detail is the Touchscreen sensitive.
BIKEBIZ AUGUST 83
In association with
2pure 46c Bavelaw Road, Balerno, Edinburgh, EH147AE Tel: 0844 811 2001 Web: www.2pure.co.uk
Fibrax Ltd Queensway, Wrexham. LL13 8YR Tel: +44 (0)1978 356744 Web: http://www.fibrax.com
Moore Large and Co Ltd Grampian Buildings, Sinfin Lane, Derby, Derbyshire, DE24 9GL Tel: 01332 274200 Web: www.moorelarge.co.uk
Bob Elliot and Co Ltd Unit C4 Binary Court, Matrix Park, Western Avenue, Buckshaw Village, Chorley, PR7 7NB Tel: 01772 459 887 Web: www.bob-elliot.co.uk
Jungle Products Ltd Unit 3, The Cedar, New York Mills, Summerbridge, HG3 4LA Tel: 01423 780088 Web: www.jungleproducts.co.uk and www.santacruzbikes.co.uk
North Sports 38 Kingston Avenue, Neilston, Glasgow, East Renfrewshire, G783JG Tel: 07746 933795 Web: www.northsports.co.uk
Continental North Parade, Aberystwyth, Ceredigion, Wales, SY23 2JR Tel: 01970 626777 Web: www.conti-tyres.co.uk
EBCO 5 Pegasus House, Olympus Ave, Warwick, CV34 6LW Tel: Tel +01926 437700 Web: www.ebco-ebikes.co.uk
EDCO Components North Parade, Aberystwyth, Wales, SY23 2JR Tel: 01970 626777 Web: www.edco-wheels.co.uk
M & J Distributors Ltd Unit A, Hanix Buildings, Windmill Lane, Denton, Manchester, M34 3SP Tel: 0161 337 9600 Web: www.mjdist.co.uk
Pitbitz Ltd Unit 6 Thorpe Drive, Thorpe Way Industrial Estate, Banbury, Oxon, OX16 4UZ Tel: 01295 269333 Web: www.gazeboshop.co.uk and www.thebikeboxcompany.co.uk
Mealor-Clarke Cycle Spares Ltd Unit 1, Eastlands Road, Leiston, Suffolk, IP16 4LL Tel: 01728 830 055 Web: www.mealorclarkecyclespares.co.uk
Raleigh UK Ltd Church Street, Eastwood, Nottingham, NG16 3HT Tel: 01773 532600 Web: www.raleigh.co.uk and www.cyclelife.com and www.diamondback.co.uk
Met Helmets / Bluegrass 22-24 Ely Place, London, EC1N6TE Tel: 0207 1937 496 Web: www.met-helmets.com
Reece Cycles plc 100 Alcester Street, Birmingham, B12 0QB Tel: 0121 622 0180 Web: www.reececycles.co.uk
The BikeBiz Directory 2017 is out now, providing the industry with a must-have guide to the UK’s retailers, distributors, manufacturers and related businesses. If you’d like to find out more or require additional copies please contact firstname.lastname@example.org or call him on 020 7354 6028
DISTRIBUTION AND WHOLESALE
E-COMMERCE AND EPOS
EVENT ORGANISERS, HOSTING, HOLIDAY AND HIRE
Schwalbe Tyres UK Ltd Schwalbe Centre, Hortonwood 30, Telford, Shropshire, TF1 7ET Tel: 01952602680 Web: www.schwalbe.co.uk
Silverfish UK Ltd Unit 3C and 3B Woodacre Court, Saltash Parkway Industrial Estate, Burraton Road, Saltash, Cornwall, PL12 6LY Tel: 01752 843882 Web: www.silverfish-uk.com
Stolen Goat Unit C1E Threshold Way, Fairoaks Airport, Woking. GU24 8HU Tel: 01483 361146 Web: www.stolengoat.com
The Cycle Division Unit 27 Gatehouse Enterprise Centre, Albert Street, Lockwood, Huddersfield, West Yorkshire, HD1 3QD Tel: 01484 456137 Web: www.thecycledivision.com
ZyroFisher Ltd Roundhouse Road, Faverdale Industrial Estate, Darlington, DL3 0UR Tel: 01325 741200 Web: www.zyrofisher.co.uk / www.zyrofisherb2b.co.uk
MARKETING, PR AND CONSULTANCY
MEDIA AND PUBLISHING
ASSOS 57 Farringdon Road, London, EC1M 3JB Tel: 0203 621 1555 Web: www.assos.com
Buffera Limited Cranbourne House, Cranbourne Road, Potters Bar, Hertfordshire, EN6 3JN Tel: Tel +01920 460754 Web: www.buffwear.co.uk
Met Helmets / Bluegrass 22-24 Ely Place, London, EC1N6TE Tel: 0207 1937 496 Web: www.met-helmets.com
ORGANISATIONS, CHARITIES AND ASSOCIATIONS
RETAILERS, WORKSHOPS AND MAIL ORDER
SERVICES AND TRAINING
Weldtite Products Ltd Unit 9 Harrier Road, Humber Bridge Industrial Estate, Barton-on-Humber, Lincs, DN18 5RP Tel: 01652 660000 Web: www.weldtite.co.uk
700c Cycle Shop Insurance Plough Court, 37 Lombard Street, London. EC3V 9BQ Tel: 0333 433 0827 Web: www.700cinsurance.co.uk
Cycleguard Insurance Southgate House, Southgate Street, Gloucester, GL1 1UB Tel: 0333 004 3444 Web: www.cycleguard.co.uk
Oneway Distribution BV PO BOX 12, 3000 AA Rotterdam Tel: 0031 10345 3510 Web: shop.o-w-d.nl PowerBar UK The Hive, 51 Lever St, Manchester. M1 1FN Tel: +44 (0)161 641 0056 Web: www.active-nutrition-international.com Pinhead Components Inc Jasper Ave, Edmonton, Alberta. Canada. T6K OK6 Tel: 1-780 465530 Web: www.pinheadlocks.com Red Industries Borough House, Berkeley Court , Borough Road Newcastle-under-Lyme, Staffordshire ST5 1TT Tel: 01782 824026 Web: www.redindustries.co.uk
Bike Rental Manager c/o H W Fisher & Co Acre House, 11-15 William Road, London. NW1 3ER Tel: +33 4 66 03 14 32 Web: www.bikerentalmanager.com
Citrus-Lime Limited Lantern House, The Ellers, Ulverston, LA12 0AA Tel: 01229 588 628 Web: www.citruslime.com
Rozone Limited Queen Street, Darlaston, Wednesbury West Midlands. WS10 8JB Tel: 0121 526 8181 Web: www.rozone.co.uk Oxford Products Ltd De Havilland Way, Range Road, Witney, Oxon. OX29 0YA Tel: 01993 862 300 http://www.oxfordproducts.com/bicycle
Visijax Cotesbach House, The Precinct, Main Street, Cotesbach, Leicestershire, LE17 4HX Tel: 07810 838934 Web: www.visijax.com
The BikeBiz Directory 2017 is available to view online at
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BIKES & ACCESSORIES
I T. F E E L I T. L O V E I T.
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BIKES & ACCESSORIES
86 BIKEBIZ AUGUST
BIKES & ACCESSORIES
MARKETPLACE BIKES & ACCESSORIES
BIKES & ACCESSORIES
on all parts via www.madisonb2b.co.uk
Hangers, BB solutions, Bearing presses, Sealed bearings and Workshop solutions 6USPULOHUNLYÄUKLY!www.wheelsmfg.co.uk
BIKES & ACCESSORIES
BIKES & ACCESSORIES
BIKEBIZ AUGUST 87
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BIKES & ACCESSORIES
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e S t oc k O ff
U lt i
5 s O ver ÂŁ
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BIKES & ACCESSORIES
BIKE BOTTLES & PROMOTIONAL GOODS
$!'Ĺ?10Ĺ?1. $!!(%!Ĺ?++ Ĺ?(*!Ĺ?%'!/ Tiger Wheelie Balance Bikes Ä‘ 12" Wheels Ä‘ Grab Handle Saddle Ä‘ Single Rear V-Brake Ä‘Ĺ?ÄƒĹ?+(+1./
To become a retailer contact us by phone: 01683 220837 by email: firstname.lastname@example.org 88 BIKEBIZ AUGUST
MARKETPLACE BIKES & ACCESSORIES
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ORDER YOUR 2018 STOCK TODAY!
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BIKE FRAME LABELS & GENERAL PRINT
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SIMPLE, FAST AND TRANSPARENT.
LIVE-QUERY ON AVAILABILITY MORE THAN 3000 ARTICLES INDIVIDUAL CUSTOMER DISCOUNT LOW SHIPPING COSTS New Dealers can register online.
BIKEBIZ AUGUST 89
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FRAME RESPRAY, REPAIR & BUILD SERVICES
EPOS & ECOMMERCE
EPOS & ECOMMERCE
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90 BIKEBIZ AUGUST
THE TRADEâ€™S ROUND UP OF STATS, VIEWS AND RANDOMS
NUMBER CRUNCHING 8/10 Eight out of ten drivers recently surveyed by eBikes Direct admitted to verbally abusing a cyclist on the road
of those surveyed by LCC said they had fallen victim to bike crime (13 per cent outside of work)
38% ld cycle orkers wou of off ice w e tt e r if offered b e ti facili s
ONE BILLION the number of activities currently recorded on cycling social network Strava
in the t of growth the amoun the last dustry since tr iathlon in ic Games Olymp
BIKEBIZ AUGUST 91
Upgrade Bikes The basics about the people you might be dealing with...
DESCRIBE YOUR ROLE: Sales and brand strategy. I’m the manager of the internal sales team and external sales agents team, and look after large key accounts like Halfords, WiggleChain Reaction, Pro Bike Kit, and overseas DMR distributors.
DESCRIBE YOUR ROLE: Lezyne brand manager for sales. I manage key accounts Wiggle, Evans Cycles, Hargroves and am a member of the internal sales team. I attend key shows and events. BEST CYCLING EXPERIENCE: Bike Tour from Canada to Mexico 2006.
BEST CYCLING EXPERIENCE: Riding MTB at Winterberg trails in Germany with Olly Wilkins 2015 Matt Killick Head of Sales and Key Account manager
WHERE DO YOU LIKE TO RIDE? Santa Cruz, California, MTB trails
Tom Lipscombe Sales, Key account manager, Lezyne Brand
DESCRIBE YOUR ROLE: Internal sales team with visits to accounts in London area. I attend key shows and events.
DESCRIBE YOUR ROLE: I manage all incoming service enquiries, both trade and consumer. I am also the warranty manager, and dealer demo fleet manager, dealing with bikes and wheels.
BEST CYCLING EXPERIENCE: Rule5 Bikes (Brighton) Windmolen Sportive challenge ride 2017.
BEST CYCLING EXPERIENCE: Ride London 100 sportive, 2016.
WHERE DO YOU LIKE TO RIDE? South Wales, Brecon Beacons. Stefan Woods Sales, London area manager
WHERE DO YOU LIKE TO RIDE? France, quiet back roads. Martin Gibbs Customer service manager and demo bike fleet manager
DESCRIBE YOUR ROLE: Incoming service enquiries, both trade and consumer. All internet queries from DMR and Kinesis and Upgrade channels.
DESCRIBE YOUR ROLE: Planning and activation on all brand marketing, PR, events and shows. I deal with long-range planning on Upgrade brand mix.
BEST CYCLING EXPERIENCE: Tour de Flanders sportive 2016.
BEST CYCLING EXPERIENCE: Nailing the podium in the first ever Mountain Mayhem 24hr MTB race, 1997.
WHERE DO YOU LIKE TO RIDE? Majorca on road bikes.
Rory Hitchens Marketing and Senior brand manager
Rupert Robinson Customer service
DESCRIBE YOUR ROLE: I’m in a new role, developing product and brand communication, and assisting dealers in selling more Upgrade products.
BEST CYCLING EXPERIENCE: Riding with Sam Hill in 2004. WHERE DO YOU LIKE TO RIDE? Dunkled MTB Trails, Scotland.
WHERE DO YOU LIKE TO RIDE? Road bikes in the Kent lanes.
92 BIKEBIZ AUGUST
WHERE DO YOU LIKE TO RIDE? Gravel and back lanes of South Downs in West Sussex.
DESCRIBE YOUR ROLE: Sales and events and demos for Pivot Cycles, part of the internal sales team.
BEST CYCLING EXPERIENCE: Etape du Tour sportive.
James Booth Brand and product communications specialist
WHERE DO YOU LIKE TO RIDE? South Downs National Park, gravel and back lanes.
Adam Dawson Sales and Pivot Cycles brand manager
Neil McGuigan, trade manager, Cyclescheme
ADDING VALUE TO YOUR INDEPENDENT BIKE STORE
RALLYING FOR RALEIGH THIS MONTH, Raleigh released the anticipated re-issue of the classic Team Aero Burner. The model, which exactly mirrors the 35-year-old original BMX, has been the subject of media hype due to its extremely limited run – only 350 models were made available to the public. The bikes officially went on sale on July 19th, for a price of £500 per unit leaving many of the 7,000 preregistered prospective customers empty-handed. Within minutes of the model selling out, five listings appeared on eBay, some sporting price tags of over £1,500 – more than three times the original price. Having reported on the release of the Burner previously, BikeBiz immediately received an outpour from readers via both e-mail and Twitter questioning the legality of the re-sellers, many of whom have high approval rates on eBay. “You shouldn’t have to be rich to have a chance of getting a Raleigh bike,” tweeted one individual, whilst another wrote “I trust that Raleigh didn’t facilitate this, but surely something can be done to prevent the immoral actions of these opportunists?” Raleigh confirmed that the company did all they could to prevent mass re-selling on bidding sites by making
registration mandatory for all buyers, whilst implementing a strict one-percustomer system. “Every measure was put into place to ensure that the whole process ran as smoothly and as fairly as possible; this process was communicated to our prospective buyers to manage expectations and ensure full clarity throughout,” said sales and marketing director Pippa Wibberley. “We have had an incredible response to this launch with over 7,000 individuals pre-registering for the sale of just 350 bikes. The sale went live at 9.00am and the bikes sold out within 67 minutes; at the peak time, there were 6,500 people in the queue to purchase! “We have received an overwhelming response, and as this is a limited edition bike, demand far outweighed the quantity we produced. We hope that we have served to delight some long-standing Raleigh BMX fans with this exciting replica. Moving forwards, the leads gathered from this fantastic campaign will be used in the re-marketing of the wider Raleigh UK product portfolio, driving consumers into our bricks and mortar Raleigh IBD stockists throughout the country,” she concluded.
WE’RE ALL united in our desire to promote and encourage cycling in the UK. At Cyclescheme, independent bike dealers have always been at the heart of achieving this goal. This is not surprising when you consider that Cyclescheme was born out of an IBD! Across the UK there are 1,700 IBD’s in the Cyclescheme retailer network. You’re all an integral part of local heritage and packed full of character. Customers choose to shop with you because of the exceptional experience they get and this is why you’re a valued part of the Cyclescheme team. We strive to support your store and grow your market share through exposure on our website, the marketing materials available through your B2B, our Retailer Conferences and opportunities with local employers. But these tools are only beneficial if you choose to engage with Cyclescheme. For the stores that do – the success is clear! On average, each proactive IBD processes 50 Cyclescheme certificates with a value of approx. £750 per month. But many stores exceed this figure. The best performing IBD processes an average of 200 certificates. If you achieved this number – how much extra revenue would your store make? Refresh your engagement with Cyclescheme and let us add value (and most importantly sales) to your store. Visit your B2B for the latest resources and check your inbox for Cyclescheme opportunities near you. Most importantly, remember that we’re here to help. For additional support email us at email@example.com and together we can make Cyclescheme a success in your store.
Neil McGuigan is trade manager at Cyclescheme, the UK’s leading provider of tax-free bikes for work. You can reach him on Twitter @cycleschemeltd
BIKEBIZ AUGUST 93
Aero apples should not be compared to podgy oranges Carlton Reid slices through the air thanks to fireside chats with aero gurus IF WE’RE to believe the hype, pretty much every road bike nowadays is “aero”, even if it’s never been anywhere near a wind tunnel. But just because you’ve got a slippy-through-the-air bike doesn’t mean you’ll go any faster. A bicycle accounts for 30 per cent of the total aerodynamic drag involved in cycling. The rider accounts for the remaining 70 per cent. And if the rider – perhaps a porky one – constitutes more than twice the drag of the bicycle and its components, why is there so much fuss about aero bikes? It’s a sales tool, of course; it’s tough to make consumers more aerodynamic, especially those podgy ones, but it’s – relatively – easy to make frames, wheels, helmets and so on less disruptive to air flow. I’m by no means an expert on matters aero, although I do like chatting to those who are. Mike “Lotus superbike” Burrows rings me to every month to discuss the mag and he was into aero long before others in the UK bike industry. (Although not as early as W F Keogh of New York. In 1894, he patented the Keogh Body Shield. This was “designed to aid bicyclists ... by cutting the wind before them when in motion .”) I also recently chatted with Gerard Vroomen about slicing through the air. We talked, in June, at Bike PressCamp in Utah – the cofounder of Cervélo was launching the 3T Strada, featured elsewhere in this mag. This dispenses with the front derailleur and big ring, and has tubing optimised for air flow, or as 3T puts it: “[Our] aero tubes are designed based on a series of
flat 2D cross sections that connect together into a tube shape. But in the real world, the air flowing over a tube doesn’t follow a flat path, it follows an arc. So we built our Arcfoil tubes as a series of curved instead of flat Sqaero cross sections.” Sqaero is the tube shape on Vroomen’s 3T’s gravel bike. Vroomen blinded me with aero science (I’m a lover not a fighter) but one of the things that stood out for me was his insistence that aero testing for bikes ridden by mere mortals ought to be done at low speeds. The standard for aero bikes in the wind tunnel is currently 30mph. His bikes are now tested at 21mph. And this is a key speed. For instance, DT Swiss has shown that the lower rolling resistance of 28mm Conti GP4000’s make them faster than 25cm GP4000’s below 21mph. Above that speed and the wider tyre has an aero cost higher than the advantages gained from the faster rolling. It’s easy to be blinded by aero science because apples are often compared with oranges. This is something that Canadian Len Brownlie has wanted to change
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for some time. Brownlie runs Aerosports Research, an aero consultancy business, and has worked on aero concepts for Nike, many pro cycling teams, Olympic speed skaters and wheel brands. He also consulted for Smith Optics for their aero Overtake bike helmet. He knows his stuff – he received a PhD in kinesiology and aerodynamics in 1993. In 2013, Brownlie helped Easton Cycling with a white paper on aerodynamics that called for the industry to sing from the same hymn sheet. “Manufacturers tend to measure aerodynamic drag at discrete yaw angles and provide consumers with tables or graphs comparing each product’s aerodynamic drag value at each yaw angle,” stated the largely forgotten document. “This kind of analysis,” continued the paper, “leads to the claims that Product C has the least drag at ten degrees of yaw. Or that Product D is ‘the fastest’ at zero degrees of yaw. These figures, while potentially accurate, don’t actually make much sense to consumers who generally can’t recount the yaw angles
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they encountered on their last ride. Nor do these figures answer the question of which product is actually the most aerodynamic overall, that is, in most conditions.” Easton called for the industry to adopt as its standard Wind Averaged Drag (WAD). This is an analytic tool originally developed in the automotive industry during the energy crisis of the 1970s by researcher Ken Cooper who worked on the effects of drag on a car’s fuel-efficiency. WAD aggregates the drag measurements from several yaw angles into a single “wind averaged” measure of drag. Cooper argued that if engineers wanted to make a car more aerodynamic and energy efficient at motorway speeds, they should focus on reducing drag at the yaw angles a car actually experiences at motorway speeds. Wind Averaged Drag was introduced to the cycle industry in 2009 by Brownlie, starting with the testing for Giro’s Air Attack helmet. “Consumers seeking an aerodynamic edge need a single metric to help them determine which product is best for them,” believes Brownlie. “Wind Averaged Drag is perfectly suited to this. It is accurate. It makes sense.” In Easton’s white paper, the wheel company called for other cycling brands to adopt the WAD formula, something called for by Brownlie in an Easton-sponsored scientific paper from 2010. “We are advocating for a set of ‘best practices’ for wind tunnel testing,” said Easton. That argument was right in 2010 and 2013, and it remains right today.
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FOR ALL YOUR CYCLING PRODUCT NEEDS We’re dedicated to providing our dealers a best in industry service, here are a few ways how we do that: Order up to 6pm via our B2B website for next day delivery Custom pallet service for orders over £250 24/7 payment through our B2B site Raleigh Academy – an interactive learning portal On-site experience centre New brands for 2017 including RSP Carbon Wheels, Fixit Sticks, Finn & Race One
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