Bike culture thrives in Philly

hiladelphia pulls out all the stops for cycling the first week- end in June. Police officers block off major roads. Amateur racers Pdescend on the Wall to tackle the famed climb before the pros do. College kids turn the streets of Manayunk into an extended block party. Cycling aficionados set up camp on Lemon Hill cheer- ing for riders with the passion of Italian tifosi. It may be the closest thing to a European stage race this side of the Continent. And if just a sliver of that passion seeps into the pores of residents, then its retailers stand to reap the rewards. While the TD Bank Philadelphia International Cycling Cham- pionship happens only once a year, everyday cyclists are getting sup- port from the city and its pro cycling mayor as well.

Continues on page DT12 Photos by Jake Orness Jake by Photos DT12

Continued from DT1 Bike culture thrives in Philly As we experienced during our Deal- are no parked cars er Tour of Philadelphia in June, Philly’s is a safety factor,” streets have plenty of pitfalls for urban said Rosenblum. cyclists—from deep trolley tracks to large Other Cen- potholes to errant car doors. But city of- ter City retailers ficials are consciously taking strides to like Lee Rogers at become more hospitable to cyclists. And Therapy those efforts appear to be working. note the increase Jay Rosenblum, owner of Jay’s Pedal in bike commuters Power Bikes, recalled when riding Philly over the recently streets was like playing Frogger. renovated South “I remember the days when riding Street Bridge, one was a sport, between all the cars and of the main arter- trucks,” said Rosenblum, who has been in ies for bike travel his Fishtown location for 30 years. “Now into the city. “It’s there are certain areas and corridors become a hipster where you see a constant flow of bikes.” thing to do to get a Rosenblum and others credit the Bi- cool bike and trav- cycle Coalition of Greater Philadelphia as el around town,” the moving force behind a growing bike said Rogers. movement in the city. According to the Despite the Electric bikes take up the entire floor Dealer Tour riders hit Center City shops on SE singlespeeds. Bicycle Coalition, Philadelphia has, per large urban and at Philly Electric Wheels. capita, twice as many bike commuters as surrounding sub- any other big city in the country. The or- urban population ganization found that 2.16 percent of the across the Delaware River in New Jersey, Across the Delaware River in the markets such as Wheat Ridge Cyclery city’s population commuted to work by the retailing environment is fractured suburbs of New Jersey, other indepen- in Colorado or Bike Barn in Texas that bike in 2009. That’s up from 1.2 percent without one major player. Locals attribute dent retailers such as Action Wheels and draw customers from miles around. that commuted by bike in 2006. this to the once-dominant Bike Line chain, Keswick Cycle have thrived. But Kes- Hackford said that the model for That jump may be due in part to more which once owned more than 70 franchis- wick co-owner Brian Hackford cited a East Coast retailing works very differ- cycling infrastructure such as the recent es throughout the Delaware Valley. challenge of operating in such a dense- ently. “There are large stores but not be- installation of dedicated bike lanes on Though Bike Line still has 14 loca- ly populated area: traffic is so heavy hemoth stores,” said Hackford. Spruce and Pine streets. While on the tions, its influence has waned. Some of that people rarely drive to neighboring Still, he has bold plans for Keswick Dealer Tour, we rode these dedicated its former franchisees still operate in the towns. “Places you can drive to in 20 to take advantage of the geographical right-side one-way bike lanes, which are market under different names, such as minutes don’t exist,” said Hackford. boundaries by opening new locations. gently buffered by painted white lines Human Zoom with two stores in the area. The two Keswick locations are 18 But he said with any additional loca- and designated by bike stencils. As Bike Line has shrunk over the miles apart and serve entirely different tions, he will strive to live up to the long- “That was a big concession last years, it has allowed strong indepen- clienteles. “It’s so dense that people shop time reputation of the store. “When you year—putting true bike lanes on Pine dent operators like Breakaway Bikes and in their neighborhoods. They rarely go have a reputation within the commu- and Spruce. That’s huge in that it allows Bicycle Therapy to capture more sales in out to other places,” he said, contrasting nity,” he said, “it’s important you don’t timid riders to ride and the fact that there Center City. that with destination retailers in other forget about that.” —Megan Tompkins Philadelphia as a cycling city has moved beyond the nod

eople have been doing it for years. yond the nod thanks to the work of The traders on their way to and countless advocates and a mayor who Pfrom Babylon did it. American set- really gets it—not so much as a cyclist tlers did it. Car drivers at the beginning himself, but as someone who wants of the last century did it. Early morning our city to be efficient, progressive and runners do it. And cyclists in most cities green. still do it. But what I noticed when rid- We saw Mayor Michael Nutter at the ing on the last day of the BRAIN Dealer race on Sunday following the end of the Tour in Philadelphia is that, in Philadel- Dealer Tour. Mayor Nutter told BRAIN phia at least, bike commuters no longer publisher Marc Sani that while taking a do it. lane away from cars on Spruce and Pine I’m referring to the nod—you know, and giving it to cyclists was not popular, that respectful acknowledgement you it was the right thing to do because the give someone when they do something streets are to be shared; they are for cy- a little unusual. But as the unusual be- clists, too. comes the usual, the nod fades. That is He also explained that he would be where the cycling community is headed closing a car traffic lane that goes north in Philadelphia. Cycling is becoming to south to help make cycling safer and normal. more abundant. Honestly, if the Dealer Tour riders So, here’s a nod to Mayor Nutter, the had nodded at all the other bike com- sporting your favorite team’s or club’s race—the Philadelphia TD Bank Inter- mayor of the most bicycle friendly big muters we saw that Friday in Center uniform, you looked a little out of touch. national—took over the city, with heli- city in America. City, we would have looked like bobble In Philadelphia the first weekend in copters following the breakaways rather heads. The same was true over the week- June is all about cycling. For the 27th than fires or traffic jams. Patrick Cunnane, end. If you were not wearing Lycra and year in a row, the largest one day U.S. Philadelphia cyclists have gone be- Advanced Sports International

July 15, 2011 DT3 DEALER PROFILES

CADENCE CYCLING & MULTISPORT CENTER Main Street boutique goes beyond retail Brian Walton hen three-time Olympian and fits and physiological testing. They -ex Walton said bringing veteran road racer Brian Wal- panded with a second store in New York in Cannondale a few years Wton got the call from Jay Snider shortly after. Both locations sold mostly ago to complement higher- asking him to become a partner in a new custom builds. “We didn’t have a bike priced Cervélo, Kuota and retail venture, Walton jumped at the op- under $1,000,” Walton recalled. Wilier bikes was a big move. portunity. Though targeted, that strategy This year, they brought in “I had an Olympic background and proved somewhat narrow and alienated Ritte Racing, another brand I wanted to give that experience to the many customers. “We were so polished, that offers a more casual take average consumer,” said Walton, 45, who people were like this is too technical for on road. rode with 7-Eleven, Motorola and Saturn me,” Walton said. That image along with Still, coaching and train- before retiring from racing after the 2000 a troubled economy took a toll on the ing makes up one-third of Sydney Olympics. Manhattan store, which closed in 2009. business with tri-focused The Manayunk boutique on Main Snider and Walton have since broad- coaching growing from 20 to 40 percent ter, I can’t put enough trainers in here,” Street opened in April 2004. From its ened their approach, becoming a coach- of the total over the years. Its fitting ser- said Walton, while giving us a tour of the early days, Walton and the other part- ing center for pro teams and people vices are also popular. Staff does 300 to second story loft lined with treadmills ners—five when the business started, learning to ride or interested in dropping 400 bike fits a year, Walton said, charging and trainers. On the same floor, framed now only Snider and Walton—focused a few inches off their waist. Employees on average $175 a pop. bios on its eight coaches line a wall on the high-end, offering science-based lead no-drop group rides on the week- The shop also has made a name for to a recovery room with three pairs of coaching and training services, bike ends, and now custom builds are few. itself with its indoor classes. “In the win- compression boots. —Lynette Carpiet

HUMAN ZOOM BIKES & BOARDS boards, and in late May began stocking inline skates for the first time. “It wasn’t a huge investment, but Former franchise finds niche in crowded market margins for skates are through the roof,” Tworek said, pointing to a markup of here’s no shortage of cyclists in uct. The business caters to all levels of 75 percent. He said street retail on in- Philadelphia. The flipside is that it’s cyclists, from those who bring in a Wal- line skates is full keystone and the staff Stan Tdotted with numerous bike shops. Mart bike for a tuneup to high-end buy- is fully knowledgeable on how to rotate Tworek That combo keeps Stan Tworek and the ers who want sew-ups glued onto their wheels and grease bearings. staff at Human Zoom on their toes. wheels, and everything in between. Human Zoom has been around as “It’s really tough. If you don’t find a “We can’t afford to exclude anybody,” it’s currently known since 2005. But Mi- niche in this area, you won’t last. There Tworek said. “Our niche is doing every- chael Bufo and his wife Liz have owned are too many stores and choices,” said t h i n g .” the shops much longer—the Manayunk Tworek, 40, manager and buyer of Hu- Human Zoom counts Trek, Can- store since 2000 and the Ardmore loca- man Zoom Bikes & Boards’ Manayunk nondale and Santa Cruz among its main tion since the mid-90s. Both stores were shop. A second Human Zoom in Ard- bike lines and its average bike sale ranges at one point franchises operated under more is about seven miles away. between $600 and $700. The Manayunk the Bike Line banner, which in its heyday Main Street is like the Jewelers’ Row store added snowboards, boots and ap- counted more than 70 stores. for bike shops, Tworek said. Just a stone’s parel early on as a counter business to But Bufo determined he wasn’t see- throw away, for example, is Cadence Cy- bike during the slow winter months. ing much return for his franchise fees, cling & Multisport Center. In this crowd- That segment can account for up to 90 and eventually lawyered up to get out ed field, Human Zoom’s sparkle comes percent of sales from October through of his agreement. He renamed his stores from its open-arms approach to cus- March thanks to steady traffic from col- after the dust settled to better reflect his tomer service and wide gamut of prod- lege kids. Human Zoom also sells skate- product offerings.—Lynette Carpiet

BICYCLE THERAPY Over the years Rogers has reduced inventory and narrowed suppliers. Bi- cycle Therapy is not a concept store, but Urban store caters to roadies and commuters nowadays carries primarily Specialized bikes and accessories. He also carries s we enter Bicycle Therapy, owner fancy Persian carpet store, the condo Jamis and Look, to cater to his mainly Lee Rogers changes the iTunes had an ugly front. Rogers put up a new commuter and road clientele. “Every Aplaylist on a sleek computer on façade and renovated the interior in Lee shop needs to have a euro brand,” said the floor for staff and customers to re- March 2007. Rogers Rogers. search products. It’s a fitting introduc- “It transformed the whole block,” Rogers said bringing in Specialized tion to Rogers, who traded a gig as a said Rogers, of the fresh exterior with five years ago has improved sales. “We nightclub DJ to open Bicycle Therapy two floor-to-ceiling triple-paned glass didn’t have an ‘A’ brand before that and almost 20 years ago. windows designed to showcase product we did just fine, but once we got it, it At age 26, Rogers rented a without enabling theft. “People could helped us grow that much more,” he said. 600-square-foot downstairs basement drive by and see it was a bike shop—it He said the majority of his custom- and opened up shop in Center City. “I was hard to miss.” ers are commuters and that population can’t read or write, but I’m good with The 2,400-square-foot retail floor is is forever increasing as cycling becomes fixing things,” quipped Rogers, who had divided into two sides. It has two sepa- a more cool and practical way to get previously worked at a number of local rate basements—one used for storing around the city. He said Specialized’s bike shops including Via Bikes. “I’d al- bike boxes and inventory and one for Globe line has been particularly popular ways been into bikes,” he added. customer bikes in for service. When the with commuters. “It hit the nail on the In 2000 he bought a condo directly storage area overflows in season a dry- for our customers,” said Rogers. — across the street. “I’d always had my eye cleaner down the street graciously shares Megan Tompkins on this space,” said Rogers. Formerly a its basement. DT4

BICYCLE REVOLUTIONS Urban shop blends bikes, art and culture alk into Bryan VanArsdale’s and Patron tequila for after-hours enter- operation,” he recalled. store on Philly’s Fabric Row tainment. There’s a comfy couch and a Now in their fifth year, they recently Wand Buda and Lazlo just about desk for Heather Deronck, his wife, and outgrew their old location nearby and knock you over with excitement. The a small workshop where he checks his moved into this narrow, shotgun-style two Vizslas, ages 9 and 3, add the perfect email and builds custom wheelsets un- storefront about four months ago. The touch to this boutique shop where bikes, der the “Fuzzy Built” brand. 1,800-square-foot space is a case study art and culture mingle to create a beguil- VanArsdale grew up on bikes. When in merchandising thanks to Heather’s ing retail experience. he was a kid, his mom would plunk him artful touch. Bicycle Revolution is a quintes- in a carrier and pedal him around the The neighborhood, once known for sential urban shop—trendy, hip and neighborhood. He’s raced in the U.S. its fabric shops, is rapidly gentrifying as Heather Bryan stocked with unique accessories from and Europe, spent years as a bike mes- a younger, more hip generation moves Deronck VanArsdale Lake House, Bicycle Printings, Chrome, senger, learned how to wrench from the in. Art galleries, coffee shops, ethnic Modrobes, Laplander, Re-Load, Bailey best mechanics Philly had to offer, and restaurants and organic food stores have Works, Endura and Bern helmets. A loft, now, at age 37, he has put his passion for sprung up on South 4th Street, VanArs- mid-range urban commuter market. overlooking the sales floor, is VanArs- bikes and art to the test. dale said. As a result, he’s enjoyed steady “It’s a changing market. We’ve been do- dale’s second home. When VanArsdale decided to move growth in sales and service. ing more clothing and accessories, more There’s an old stove left over from into retailing, he took out a $40,000 As for brands, he stocks a limited handcrafted items from smaller manu- the former tenants, a refrigerator and a home equity loan to get into the busi- selection of Fuji, SE, Linus, Masi, Civia facturers—more city style, less techy,” he kitchen table with a bottle of Jack Daniels ness. “It was pretty much a shoestring and and is focused on that said. —Marc Sani

to make room for the bikes. DANZEISEN & QUIGLEY Vitale stocks hundreds of Trek, Fuji, Breezer and Scott bikes, plus a few Col- Bikes hold their own in sports specialty store nago and Look models. For single-speed and BMX enthusiasts it’s SE and Haro. anzeisen & Quigley is the über Atomic, Blizzard, Elan, K2 and Head. And then there are some kids’ bikes. store of suburban retailing in the And the boot selection is just as wide. Like other retailers we met on the Dgreater Philadelphia metropolitan But youth rules. Snowboards and snow- Dealer Tour, Vitale said his sales sank area. This 31,000-square-foot stadium of board apparel have become D & Q’s win- in May—about 15 percent. When asked sports products is as much a store as a tertime bread and butter. why, Vitale shrugged. “I don’t know for Joe destination. Locals call it D & Q and its At one time or another over the last sure—the weather, the economy,” he Vitale reputation draws customers from as far 50 years, D & Q has sold golf clubs, tennis said. What can be said for sure is that in- afield as New York City and Delaware. racquets and Rollerblades, Vitale said. cessant rain in April (23 days) and May Its current owner, Joe Vitale, has But as consumer tastes have changed, (17 days) took its toll. Nonetheless sales spent the better part of his life here and so has the store’s focus. Yet have are springing back, he said. proudly notes that he mowed the lawn been a linchpin product almost since the At age 58, Vitale is as excited today in 1968 when he was a kid. What began store’s founding. And Vitale is bullish on about retailing as he was in 1968 when as Bob Danzeisen’s Ski & Sports in 1961 cycling’s future. cutting grass at the original D & Q. And has morphed into a 21st century “go to” Vitale estimates that 50 percent of his he sums up the challenge that brick-and- store for bikes, skis, snowboards and annual revenue comes from snow sports mortar stores face in today’s retail envi- swimwear. sales and service with cycling making up ronment. “It’s IBDs versus big box retail- The swimwear section is bigger than most of the rest. But before spring gets a ers versus the Internet.” And to stay in most bike shops. As for skis, it’s a pre- head start and as the urge to ski or ride business, it all boils down to one thing, mium operation with top brands like starts to fade, Vitale and his staff begin he said, customer service. —Marc Sani

BREAKAWAY BIKES Retail and training center serves a wide range of customers

lenn Krotick calls Breakaway’s been doing wattage-based training packages, Krotick said they historic building with high ceil- training before there were even approached the retail business with the Gings and exposed brick walls its Computrainers,” said Krotick. Glenn goal of catering to a variety of customers “jewel.” Breakaway Bikes and Training Co-owner Joe Wentzell, Krotick with bike sales ranging from a $15,000 Center bought the building five years who has a degree in exercise road bike to a $90 kids’ trike. “We’re a ago. Krotick said it was a risky com- physiology from Temple Uni- very unusual store,” said Krotick. “You mitment, after renting for the previous versity, conducts performance see a lot of stores that are very fancy and two years, but believes it will be a good fits using a combination of very nichey that don’t carry the breadth move in the long run to own such prime proprietary methods and in- w e d o.” property. “One of our long-term goals dustry standards including Krotick said the retail business is was buying Center City property,” said Retul 3D motion capture. “Joe growing in all areas. But its sales mix Krotick. is phenomenal with these fits,” has changed as it has moved away from The first floor of the 10,000-square- said Krotick, a lawyer by train- custom frame builds to more complete foot building is retail space, with the sec- ing until he went into business bikes. This year it brought in Trek, which ond story set up as a fit area and indoor with Wentzell. became available after one of the local training studio with two banks of eight Although the training Bike Line chain locations went under. trainers. Breakaway offers cyclists 12- business caters to the most Breakaway still carries Giant and Fuji as week indoor training courses that follow committed and serious cy- well as Scott and Felt. “We’re very loyal,” a progressive training sequence. “We’ve clists, who buy into monthly said Krotick. —Megan Tompkins

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PHILLY ELECTRIC WHEELS a half-dozen different brands. A narrow path squeezes through them leading to Owner goes full charge with powered bikes an office and two service bays. Out front, a dozen used bikes put hen Afshin Kaighobady de- Interbike last year because of the high some cash in the register, reflecting cided to move his store to a carbon impact flying has on the atmo- some of the trade-ins he accepts from a Wnew location, he had to sort sphere. This is his first effort at bicycle mix of elderly, low-income families and through a pile of discarded junk, mostly retailing, he said. young urban professionals in this gentri- in the basement, to make room for his His store is a fully charged electric fying neighborhood. stock of electric bikes. boutique in downtown Philadelphia. At Still, Kaighobady said he could be Space that once had been a cam- the intersection of two bus lines and two Trek’s biggest electric dealer. An electric paign office for Barack Obama, a doc- train lines, it may signal a future trend in Trek cargo bike ($2,800) stands straight tor’s office and before that a coffee shop urban America. up against the wall. Another half-dozen was now home to PHEW!, shorthand for Despite his focus on electrics, Trek electrics are tucked into the corner. Philly Electric Wheels. PHEW! is more like an old-time neigh- He also sells electrics from Cur- borhood shop where kids can pop in and Afshin rie Technologies, three-wheel electric Kaighobady said he’s seen the fu- Kaighobady ture and it’s a battery pack that powers get a tire fixed rather than a cutting-edge Torkers from SBS, electric folders from two wheels. His choice of electrics also dispenser of electric-powered wheels as well as the eZee brand. As reflects his concern about the environ- and high-zoot accessories. muting who needs something fixed,” for conversion kits, Bionx is his go-to ment. Kaighobady has been involved It’s cluttered, cozy and friendly. A said the Iranian-born engineer who choice. in several eco-ventures over the years. couple of days a week, Kaighobady came to the United States in the 1970s “I’ve sold as many electrics this year He’s pared his use of power at home to opens at 7 a.m. to catch early commut- to go to school. already than I sold all last year. The fu- a minimum and fretted over flying to ers. “There’s always someone who’s com- He’s stuffed his store with more than ture is here,” he said. —Marc Sani

the Penn Treaty Democratic Club, a sa- JAY’S PEDAL POWER BIKES loon for local pols, is part of the “green” area, a section eligible for local, state and Fishtown shop stands out for its ‘green’ focus federal tax credits for solar power and efficient heating systems. In his base- ocals call this section of old Phila- and none have had the effect on me like ment—stuffed floor to ceiling with -in delphia “Fishtown,” but there’s noth- t h i s .” ventory—is a solar power monitor that Ling fishy about Jay’s Pedal Power—a His current location also may con- shows whether sunshine is generating store that’s been a part of this historic tribute to the sales fall off. Jay’s Pedal enough electricity to cover demand. neighborhood for more than 30 years. Power sits on the edge of a rapidly Rosenblum installed an array of so- Fishtown was once the center of shad changing district. What once had been a lar panels on his roof, spending $55,000. fishing on the nearby Delaware River vibrant section of old Philly is showing But with various tax credits his direct and, according to local lore, an early its age. It sits on a major thoroughfare, cost was about $25,000 and he will re- English colonist snagged the largest shad Girard Street. Traffic is heavy and the coup that within four to six years. He’s ever taken from the river. word city planners would use to describe watched his electric bill drop from hun- Jay and Sharon Rosenblum have it is “blighted.” dreds of dollars a month to $77 in April been successfully snagging cyclists ever That’s changing. Fishtown is gen- and $128 in May. since Jay ditched his job in food man- trifying. Housing prices are rising and Still, when it comes to in-store sales agement and bought the building that there’s more local art, entertainment and and service, Rosenblum is hedging his houses their store. dining. An influx of artists and young bets. He also runs an active online store. But business has slowed due to the professionals has also moved in. The As we chatted at the front counter, Sha- Jay recession. “I’ve never seen an economy 58-year-old Rosenblum is bullish on the ron was busy preparing that day’s ship- Rosenblum so affected as this one has been,” he said. future. ment of parts and accessories for deliv- “I’ve been through at least three others His 100-year-old building, formerly ery. —Marc Sani

MAIN LINE CYCLES Entrepreneur works through start-up surprises Dan sk Dan Goldberg what compelled ence in bike fitting and retail sales. And Goldberg, who has an MBA from Goldberg him to open a bike shop in Sep- he brought in Specialized as its anchor Wharton, expected that he could accu- Atember 2009, at the height of the brand. rately budget expenses but that he might recession, and he’ll tell you it was “pure “This is big Trek country, but there be off on revenue forecasts. Instead, he i n s an it y.” are really not any Specialized dealers found the opposite to be true. He nailed Goldberg, the owner of Main Line within the area,” he said, adding that he’s revenue within 5 percent, but miscalcu- Cycles, had sold an online training busi- filled in with brands such as Fuji, , lated expenses. “I totally underestimated ness in the banking industry and was Ridley and . inventory,” said Goldberg, who took de- looking for his next venture. From that Goldberg said the area, which has a livery of 130 bikes in September before experience he took home three lessons lot of big healthcare and law firms, was he even opened the doors. about starting a business: fill an absolute somewhat insulated from the recession. Goldberg said it was tough to get need, bring in people with market ex- Nonetheless, Goldberg, who funded through the first winter after taking that pertise, and forge industry partnerships. the business himself, expected to lose initial shipment. An avid cyclist, he determined that a money in the first year and did. His goal “We had no war chest built up, but it strong, but April was horrible. Philadel- bike retail store could meet his require- is to break even this year and to begin to gave us time to get up and running,” he phia set a record with 20 days of rain for ments. He found a good physical loca- show a profit in year three. “I realized it said, adding that he has since secured a the month. “April just totally took a dive,” tion on the Main Line, an old money was not a huge money maker, but poten- bank line of credit and has better cash Goldberg said. But he was optimistic for area with high-end demographics. He tially it would do what I needed finan- flow. the season after a stellar Memorial Day hired two store managers with experi- cially,” he said. His sales this winter started off weekend. —Megan Tompkins

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ACTION WHEELS Siblings expand from humble basement ction Wheels has come a long said owning the space has been a huge saw sales go up,” she said. way from its early days in a dingy asset. “To hold your own paper is im- Jim and Patty both remain involved Alittle basement. Patty Woodworth mense when the economy goes south. in the day-to-day business. “A lot of and her brother Jim started selling BMX Rent and mortgage payments have af- people once they get the business roll- parts out of their parents’ basement in fected a lot of shops,” she said. ing kind of disappear; we’re trying to be 1977, when they were just 13 and 14. Three years ago, they gutted the more hands-on,” she said. Tapped into the local BMX race scene, 2,800-square-foot space and in eight Woodworth reaches out to the com- they were having a hard time finding weeks remodeled the shop as a Special- munity with shop rides, leading as many Patty the parts they wanted. “Shops wouldn’t ized concept store. For Woodworth, the as three regular midweek rides and Sat- Woodworth touch BMX,” said Patty Woodworth. most important addition was automatic urday morning rides targeted at different Two years later Jim convinced his doors—a huge plus for customers wheel- speeds and abilities. She also organizes a parents to sign a lease on a storefront in ing in bikes or moms with strollers. Sales training camp in Europe each spring to business, Woodworth said it’s nowhere downtown Woodbury. “We had a cult jumped 20 percent that year. get customers fired up for the season. near what it was in its heyday. She said following. We did business after school Woodworth said by concentrating She’s seen a huge influx of women BMX has moved away from a Little and weekends were huge,” she said. on one brand they reduced duplication. participating in triathlons and sup- League type program at the track to a In 1986, Action Wheels moved to Instead of carrying four models priced at ports two local women who have built a dirt-jumping scene. “It used to be very its current standalone building in We- $450 they could carry two models. That 200-member women’s tri club from the family oriented,” said Woodworth. “Now nonah, New Jersey and bought out the allowed them to offer more selection by ground up. kids want to be able to do it on their own property over seven years. Woodworth filling in gaps. “As we focused more, we While the shop still does some BMX terms.” —Megan Tompkins

KESWICK CYCLE Investment manager opts for high fun over high dollars

rian Hackford, a former tri enthu- At one time a Schwinn concept growth. He said the market remains fair- siast, traded a high-stress career in store, Keswick Cycle has weathered ly open with many lines that aren’t tied Brian Bportfolio management for a job in Hackford many changes The Glenside, Pennsyl- up. Keswick carries Cannondale, Cer- bike retail. vania store is the oldest shop in town. It vélo, Raleigh and Specialized. “There’s It was a welcome change of pace, opened in 1933. In those early years, it no big player in this market, not as far as he said, from waking up at 5 a.m. and sold lawn mowers and by the 1970s also IBD,” Hackford said, hinting at his desire turning to his Bloomberg Terminal to doubled as a hobby shop. to become that dominant player. see if the Nikkei and DAX had plunged But, “it always enjoyed a great repu- Hackford, who captivated our Dealer or surged. “In 1999 when the market tation in the community,” Hackford said. Tour group with his vivacious storytell- crapped out I freaked out,” he said. His grandfather purchased his father’s ing, is setting the course. Five years ago He grew tired of the long hours and first bike at Keswick. Hackford’s father he opened a second store in Cherry Hill, peaks and valleys of the financial indus- drove 50 miles to buy him his first bike New Jersey and a third is set to open try. So he turned to something more there. Keswick has spring-boarded other this summer. His goal is to surround the stable, buying a stake in Keswick Cycle, locals into the industry. Advanced Sports Philadelphia area with stores east, north which he co-owns with David Kaplan. Inc. president Pat Cunnane got his start and west of the city and eventually cross Kaplan, who also owns Mike’s Bikes at the Glenside store when he was 11. into neighboring Delaware. and Sausalito Cyclery, purchased the And while the days of making easy “It’s a scary time to be in the bike business from the family who started it money in the bike industry are over, industry but also a great time,” he said. in 2001. Hackford remains upbeat on future “There’s opportunity.”—Lynette Carpiet

PEDDLER’S SHOP Slat walls near the cash register are filled with BMX rims, bars and tires— Continuity key to success for Jersey retailer two of his mechanics speak the language, a key to being successful in the category. hris Foster, 51, literally grew up the bike boom days in 1968—and prox- Foster does a fair amount of acces- in Peddler’s Shop in Deptford, a imity to the Deptford Mall, the largest sory sales, but lately, it’s car racks that Csouthern suburb of Philadelphia. in South Jersey, has been a boon. Foster are flying out the door. “In terms of a Foster began working at Peddler’s moved into the current storefront—in- single item we do the most of in sales, while earning his business degree in side a strip mall next to Subway, Dunkin the Saris Bones 3 and Bones 2,” he said, 1983. He befriended its previous owner, Donuts, Staples and a Chinese restau- due perhaps to the nearby Jersey shore, eventually entering a long-term plan to rant—in 1986. a popular riding area for families in the buy the business from him while also “This area is a shopping hub,” Foster summer. receiving school credit for running day- said. Consumers come from as far as 30 Despite an unusually wet spring, he’s to-day operations. Foster took full own- miles to browse the area’s bountiful strip within $100 of last year’s sales and on ership in 1994. malls, bars, restaurants and stores. target to reach a 9 percent sales growth The transition was so smooth that Foster stocks models from Trek, Fuji goal for 2011. “We’ve made up a lot of Foster is eyeing a similar exit strategy. and Felt; middle-of-the-road hybrids ground over the past two weekends,” he General manager Shawn Laundra, who and road bikes are his strongest cat- said in early June. Shawn His biggest challenge, however, isn’t started working for Foster at age 14, is egories. “We don’t look to appeal to the Laundra next in line. “Shawn will end up buying high-end. Margin has become too tight the weather; it’s keeping personnel. The it from me,” Foster said, adding that he’s on that stuff,” Foster said. And most cus- Chris bike business isn’t year-round in New not quite ready to retire just yet. tomers, he said, come in looking for a Foster Jersey so staffing fluctuates between Peddler’s history—it dates back to particular size, not a brand. summer and winter. —Lynette Carpiet

July 15, 2011 DT13 GUEST EDITORIALS Riding from shop to shop still best way to visit dealers xwas very much looking forward cold water and dry towels. We even man- shops in the Philly area. I truly enjoyed to doing the BRAIN Dealer Tour of aged to find some shade along the way. hearing about their business and how IPhiladelphia. The day before, I arrive Riding from shop to shop is the best many of them got started. The common at the hotel in Center City. At this point, way to visit dealers. They were all happy theme was a true passion for cycling. I am becoming very apprehensive about to see that we arrived safely. The dealers What a great experience: the rid- the ride. How are we possibly going to in New Jersey could not believe we rode ing, the camaraderie, and the fact that organize this ride through the streets of over the Ben Franklin Bridge through a riding your bike and visiting dealers is Philly? More so, how are we going to ride rough patch of the garden state. Many not a bad day at the office. Even if it is to New Jersey? were happy to hop on their bikes to lead 98 degrees! I just wish I had gotten my Well, the first day arrives and it’s 98 us to the next shop. Philly cheesesteak “with,” which means degrees and extremely humid. Way too As a vendor, it is great to hear what is with onions. tropical for June 1. But the routes were working for the dealers, what is not and so well organized and the support van what their needs are for the future. It was Cindy Woods, Gore Bike Wear, W.L. was always there when we needed it with also wonderful to see the diversity of Gore & Associates Tour serves as reminder of why we are in the bike biz he Philadelphia Dealer Tour was, best business in the world. We sell bikes. Tour, I was flying down some great in a word, perfect. For me, it was We make people happy.” twisty descents. I was sitting on Tom Ta chance to reconnect with all of It was fresh air and exercise. Consid- Kattus’ wheel on Kelly Drive for 5 miles the things I love about cycling and the ering I used to race bikes for a living, and at 25 mph into a headwind wishing I had bicycle industry. my office was out on the road (concept the legs to come around. And, while I It was social. What better way to take stolen from Steve Hegg who used to say, was suffering, I was also grinning. Bike your mind away from the grind of daily “Just another beautiful day at the office” riding can do that. life than riding your bike with a group even if it was raining), I still can’t wrap Most of all, it reminded me that I be- of interesting, passionate people? It was my head around the fact that I’m indoors long to something good. We sell bikes. a break from the iPhone, the ubiquitous on my butt as much as I am. I mean, I do We make people happy. We are in the emails, the never-ending stream of minu- it but, man, do I miss the sunshine. best business in the world. tiae, follow-up and details that just seem It was freedom, speed and competi- to bring you down no matter how many tion—all of the things I love about rid- Karen Bliss, Advanced Sports Interna- times you tell yourself, “Hey, we’re in the ing bikes and always will. At the Dealer tional Philly retailers bring unique passions into their stores

ince Interbike is the industry’s an- stories of how bike shop owners came to terbike for longer than the show’s been nual gathering, I’m used to retail- the business. around. Sers coming to us. They travel from Just on this trip, we met a wide va- I’d like to thank the retailers who all over North America and around the riety of business owners and managers welcomed us into their stores and shared world to Las Vegas to meet with their that impart their own unique passions, their stories. The success of my job de- vendors, their partners and their peers. personalities, skills and knowledge of pends on the success of retailers like As a firm believer in the value of face-to- their local communities on their shops. these. I’d also like to thank Pat Cunnane face interaction, I relish the opportunity We met a former pro cyclist embarking and the rest of the ASI team for their to return the favor and visit with shop on his next venture in life; an immigrant warm hospitality. Philadelphia is a great owners in their places of business. who discovered electric bikes while city, a great bike town and is home to One of my favorite things to do shopping for a new car; a former lawyer some great bike culture. And they make when I meet another cyclist for the first and avid cyclist who recently opened his a pretty decent cheesesteak, too. time is to ask them how they got into first shop; and a longtime shop owner biking. Similarly, I’m captivated by the who claims to have been going to In- Rich Kelly, Interbike Shops remain optimistic despite unusually wet spring

RAIN Dealer Tour No. 2 for Cam- Gore Bike Wear. We arrived in Philly to their shops and gave us insight into their pagnolo is in the books. As part of the incredible hospitality of the ASI crew. businesses. Bour outreach to create more aware- They showed up with their fully outfit- It was a great week, in a great city, ness for Campagnolo with IBDs and end ted Sprinter van chockfull of Kestrel and with great people who are all in this busi- consumers, we’ve combined our Revolu- for us to ride, food, water and ness because they love it. Pat Cunnane tion 11 Tour with BRAIN’s Dealer Tour. Gatorade to keep us going. and his staff at ASI (based in Philadel- This tour took us to the East Coast to vis- ASI’s Roy Hough gave us a quick syn- phia) went above and beyond as hosts. it dealers in Philadelphia and included a opsis of what to expect, and we were on Thank you ASI, and thanks to all the jaunt over the Benjamin Franklin Bridge our way. We visited 12 shops, and though shop owners and their staff who wel- into New Jersey for a day. Though it was they are coming off of a very tough win- comed us into their stores and shared hot and humid the first day, for the most ter and extremely wet spring, they were their stories with us. We wish you much part we were blessed with good weather. in good spirits and ready for summer success. We were joined by co-sponsors Ad- business. The shop staffs and owners vanced Sports, Inc. (ASI), Interbike and welcomed us with open arms, showed us Tom Kattus, Campagnolo North America DT14

ur crew endured hot and humid temps the first day of BRAIN’s Dealer Tour as we visited shops around Philly’s OMain Line. The second day we ventured outside of the city, riding across the Delaware River to tour retailers in neighboring New Jersey, racking up 40 miles along the way and capping off the day with a visit to Advanced Sports International’s headquarters in Philadelphia. The final day we traded in Kestrel and Fuji road bikes for SE singlespeeds as we explored downtown Philly and its quirky mix of boutique and city bike-focused shops. We take a load off at the famous “Rocky Steps” of the Philadelphia Museum of Art after Check out the Dealer Tour video at: bicycleretailer.com/videos.html our first day of dealer visits.

Bicycle Therapy’s two-year-old pit bull Diego. Now, who could say no to that face?

Campagnolo NA’s Martin Kozicki takes a quick dip to cool off after lunch.

An interesting fellow on the bridge to Jersey.

Our trip wouldn’t be complete without a ASI president Pat Cunnane goes casual Friday in a custom SE Racing jersey and Campy NA’s Tom Kattus is race-day ready. stop for Philly cheese steaks at Jim’s. old-school Oakley shades the last day of the Dealer Tour. Photos by Jake Orness Jake by Photos July 15, 2011 DT15

Signage touting the TD Bank Philadelphia International Cycling We put our off-road skills to the test riding on Forbidden Drive, a gravel road which follows the Championship the first weekend in June. Wissahickon Creek.

What did we do before smart phones? The group catches up on a little email during our lunch stop.

SE Bikes’ Todd Lyons was pulling wheelies in traffic all day long.

ASI’s Cunnane and Roy Hough fix the first flat of the trip. A cobblestone display at Action Wheels, one of the longest standing shops with BMX roots in New Jersey.