Around the Workstand

Matt Lolli came to Workstand after a long career working in successful bike shops. Matt works with brands and suppliers who want to use Workstand technology and services to support local bike shops in growing sales and better serve their customers. Here’s a high-level overview of Brand & Supplier services that we’ll be discussing in detail later in the episode.  * Why do brands and suppliers choose to engage with us?  * What is in it for merchants?  Catalog Enrichment * Cornerstone of our service - adds products to the Workstand library * Reduces work for dealers - allows them to devote more time to what they’re good at * Free for brands & suppliers Price Integrity * Updates your pricing (MAP + MSRP) across our ecosystem with a single file upload to correct accidental pricing violations  Supplier Sync * Allows dealers to display an expanded inventory assortment they don’t have room to stock, or are sold out of, that is available in a supplier’s warehouse.  Supplier Fulfillment * Allows dealers to capture sales transactions online and pass the fulfillment process to their suppliers. * Suppliers get more sales activity out of their existing network of dealers, and by leveraging their logistical excellence, get products into the hands of customers faster & more efficiently. Buy Local Now * Product location integration that connects ready-to-buy consumers on a brand’s consumer-facing website with stocking dealers nearby. * Retailers need not be a subscribing hosted dealer to be included in the search results (Free BLN Accounts [https://workstand.com/product-locator])  Buy Local Now PRO * We offer brands a twice daily report that shares dealer’s stocking levels down to the SKU level (QOH).  Partner Pages * Workstand can build marketing campaigns [https://workstand.com/brand-and-supplier-marketing] using a brand’s assets to promote and amplify product launch, national campaign style sales, evergreen brand pages, and more. Wrap up * How can brands and suppliers get involved? Email matt.l@workstand.com [matt.l@workstand.com] * What should individual merchants do if they work with a brand that isn’t working with us yet but should be? Tell the brands to reach out to Matt! Be sure to email your questions to podcast@workstand.com [podcast@workstand.com]. We read all emails sent and we look forward to hearing from you. If you're a Workstand client with questions about your subscription, email support@workstand.com [support@smartetailing.com] or call 303-527-0676 x 1 [tel:3035270676,1]. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com [info@workstand.com]. Find Us on LinkedIn Ryan Atkinson, President + Co-Owner [https://www.linkedin.com/in/ryanatkinsonmkt/] Mark Still, Business Development [https://www.linkedin.com/in/rmarkstill/] We also publish Around the Workstand on our YouTube channel [https://www.youtube.com/channel/UCKUiX6DkglYvNOSY5d1k-oA] if you'd like to watch while you listen. Here is our Around the Workstand playlist [https://youtube.com/playlist?list=PLlnLoOEebX4WICHduG57Wb2YVHWC18yUo]. If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here [https://www.smartetailing.com/meetings/mark-s] or email mark.s@workstand.com [mark.s@workstand.com].

Ryan has again been on the move. Visiting Workstand team members and merchants in Oregon recently. He'll be here in Colorado soon! * July Platform metrics * Total online sales last month showed a recovery from the slowing trend of May and June, which was a likely hangover from the pre-tariff burst in March and April.  * Total order volume and units sold were relatively flat, but higher average order value drove results.  * Higher prices on mountain bikes had the largest impact based on volume and higher price points.  * It’s hard to isolate whether import taxes and inflation impacted this number, but more apparent in children’s bikes.  * Unit sales for children’s bikes were down 31%, and prices were up 34%. Sport Performance road continues the strong performance for the year.  * Overall site traffic continues to be down, but add to cart and conversion rates remain high. This combination is possibly due to increased zero click search behavior, and a higher percentage of traffic intent on buying.  * Merchants across categories are growing online, not just high volume sellers.  * Ecommerce sales across the board outperforming in-store sales in the IBD channel could play into our favor in selling websites for the remainder of the year. * May Total IBD Retail Sales Results  * Total bike industry retail sales (including mass merchants) was down 3.3% in May. * Prices are increasing at mass merchant retailers more than at independent bike dealers, but it’s still too early to tell the effects of tariffs on bike prices.  * The report highlights that sales in most categories peaked in March, with sales softening in April and May.  * But shop services have remained relatively steady and electric bikes have remained in the positive growth category.   * Policy * De minimis exemption eliminated * Import taxes “more permanent” * If this policy does stay in place, then several countries the bicycle industry relies on for production are heavily impacted * The administration also announced it is raising tariffs on Canada to 35%,  * China was exempted for the moment, the temporary agreement with China was set to expire but the exemption was extended * Bureau of Labor Statistics data concerns * Political involvement in firing the head, nominated a partisan for the role * Need reliable data for business decisions, very concerning Be sure to email your questions to podcast@workstand.com [podcast@workstand.com]. We read all emails sent and we look forward to hearing from you. If you're a Workstand client with questions about your subscription, email support@workstand.com [support@smartetailing.com] or call 303-527-0676 x 1 [tel:3035270676,1]. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com [info@workstand.com]. Find Us on LinkedIn Ryan Atkinson, President + Co-Owner [https://www.linkedin.com/in/ryanatkinsonmkt/] Mark Still, Business Development [https://www.linkedin.com/in/rmarkstill/] We also publish Around the Workstand on our YouTube channel [https://www.youtube.com/channel/UCKUiX6DkglYvNOSY5d1k-oA] if you'd like to watch while you listen. Here is our Around the Workstand playlist [https://youtube.com/playlist?list=PLlnLoOEebX4WICHduG57Wb2YVHWC18yUo]. If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here [https://www.smartetailing.com/meetings/mark-s] or email mark.s@workstand.com [mark.s@workstand.com].

Mark is joined this week by Matt Viara, leader of the Workstand paid Google ads team. What are paid ads? How do we help bike shops participate in paid Google programs? What are the costs and benefits? We talk about all of that! We give a high-level overview of our paid ads programs and touch on the 4 offerings that we’ll discuss in detail during the episode. * Why Local and Full Service? * What is product vs awareness? * Why do we differentiate in that way? With that groundwork in place, we’ll move to explaining each program and who should consider them. Deeper explanation of each program: * Local Awareness  * Help local consumers find you via the most popular general search terms. Great for connecting with local people who don’t have a preferred shop * Get top map pack placement via sponsored ads in search results * Local Product + Local Feed * Show people close by that you have the products they are looking for in stock in store * Product * The best way to jump start your ecommerce * Target regionally or nationally * Awareness * On top of local Search Ads we can also get the word out about seasonal content, sales, events via Display (image) and YouTube video ads FAQ: * Costs of the different programs? * Are there any setup fees? * How are budgets determined? * How long are retailers committed to the program? * How do we set expectations for results? Dollars, sales growth, timelines? * How personalized are these programs for a specific retailer? * How do we deal with serving multiple Workstand merchants in the same market? You can reach Matt Viara at matt.v@workstand.com [matt.v@workstand.com] or read more about all of these programs [https://marketing.smartetailing.net/products/grow-your-business-with-google-ads-pg182.htm]. Be sure to email your questions to podcast@workstand.com [podcast@workstand.com]. We read all emails sent and we look forward to hearing from you. If you're a Workstand client with questions about your subscription, email support@workstand.com [support@smartetailing.com] or call 303-527-0676 x 1 [tel:3035270676,1]. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com [info@workstand.com]. Find Us on LinkedIn Ryan Atkinson, President + Co-Owner [https://www.linkedin.com/in/ryanatkinsonmkt/] Mark Still, Business Development [https://www.linkedin.com/in/rmarkstill/] We also publish Around the Workstand on our YouTube channel [https://www.youtube.com/channel/UCKUiX6DkglYvNOSY5d1k-oA] if you'd like to watch while you listen. Here is our Around the Workstand playlist [https://youtube.com/playlist?list=PLlnLoOEebX4WICHduG57Wb2YVHWC18yUo]. If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here [https://www.smartetailing.com/meetings/mark-s] or email mark.s@workstand.com [mark.s@workstand.com].

Boulder visit * Doggy happy hour * Coffee * Bike ride * PFB let me work from their office Upcoming BRAIN article about scheduling software * Service Appointment Scheduling feature (drop off) * WorkstandIQ staff scheduling NBDA State of the Industry webinar reinforces our value * The recent National Bicycle Dealers Association hosted a webinar with expert guests, with a lot of time spent talking about what successful retail looks like.  * Turns out our company perfectly matches their recommendations.  * Speakers were adamant about the need for merchants to have an ecommerce presence. * You can find the recording on the NBDA YouTube channel [https://youtu.be/vqnO1tKTR0E?si=n1k5CHlov3AjWrSx]. June Platform Sales Results * High single digit growth in June, but also continues the downward trend from March/April results of over 25% growth. * Isolating our “typical dealer”, which removes top performers, June online sales were slightly down. I really want clients to work on getting their website aligned with best practices and engaged with our marketing services like Google Ads.  * Platform traffic was down significantly in June, but conversion rate, average order value, and revenue per session were up. * Only a handful of analog bicycle categories showed growth; gravel, full suspension MTB, and BMX.  * Electric bikes were up in every category * Helmets and shoes did very well for the month. Helmets are good signals for overall ridership and shoes signal enthusiast riders needing more performance. April Total IBD Retail Sales Results * PeopleForBikes released total April sales results showing the total IBD sales (in-store and online reported by Circana) was virtually flat with 2024.  * The top line sales results were positively impacted by very strong service department sales, +11% for the month.  * Top bicycle categories continue to be throttle assist electric bikes for transit, leisure, mountain, and cargo. Class 3 electric road bikes are showing solid growth too.  * Gravel and hardtail mountain bikes showed the best growth in the analog category.  * BMX bike unit sales were +8% continuing a promising trend largely influenced by younger riders * Children’s bike unit sales were up slightly overall Be sure to email your questions to podcast@workstand.com [podcast@workstand.com]. We read all emails sent and we look forward to hearing from you. If you're a Workstand client with questions about your subscription, email support@workstand.com [support@smartetailing.com] or call 303-527-0676 x 1 [tel:3035270676,1]. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com [info@workstand.com]. Find Us on LinkedIn Ryan Atkinson, President + Co-Owner [https://www.linkedin.com/in/ryanatkinsonmkt/] Mark Still, Business Development [https://www.linkedin.com/in/rmarkstill/] We also publish Around the Workstand on our YouTube channel [https://www.youtube.com/channel/UCKUiX6DkglYvNOSY5d1k-oA] if you'd like to watch while you listen. Here is our Around the Workstand playlist [https://youtube.com/playlist?list=PLlnLoOEebX4WICHduG57Wb2YVHWC18yUo]. If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here [https://www.smartetailing.com/meetings/mark-s] or email mark.s@workstand.com [mark.s@workstand.com].

Ryan and Mark discuss results from May, with a quick note on the strong March and April numbers that we didn't get to talk about due to Ryan's many travels when we'd normally record an Around the Workstand episode. We mention this recent episode [https://www.buzzsprout.com/1820088/episodes/17315516] with our Key Accounts Advisor, David Martinez, and the Digital Advisor Service he's offering Workstand clients NBDA Summit recap * A good number of supplier attendees * Solid presentations * Don’t know about the May date, stores are busy, but the meeting is valuable * Finally get Bentonville, so much going on there * NBDA Summits are great, try to make a 2026 event May results * Online sales in May were +17.5%, with order volume +21.5%.  * Promising sign for the health of the market and online sales at bike shops * Bike sales did, however, decline in dollars and units, with electric, road, mountain, and BMX showing growth but offset by declines in other categories.  * I’m still speculating that the early peak of bicycle sales in March and April was driven in large part by consumers attempting to beat tariffs, but new product releases and popularity in the growth categories are also contributors.  * Overall platform growth is coming across the board from parts, accessories, and apparel.  * Those are good indicators that people are riding bikes and engaging with cycling.  * On the whole, the results are outperforming my expectations * That being said, I don't hear a lot of positives about YTD results when I talk with clients * Online sales are a bright spot, but in many parts of the country, foot traffic and total sales are down U.S. Bicycle Production and Assembly Act * Legislation introduced in Congress this week would eliminate tariffs on components used to assemble complete bikes in the U.S. * Goal is to create hubs as a step toward frame manufacturing * Chris Cocalis founded Pivot Cycles and Charlie Cooper with PFB at BLC Celebrating Pride Month and we'll be close for Juneteenth, but will have an on-call team for support. So, response times may be a bit slower than normal, but still reach out if you need help. Be sure to email your questions to podcast@workstand.com [podcast@workstand.com]. We read all emails sent and we look forward to hearing from you. If you're a Workstand client with questions about your subscription, email support@workstand.com [support@smartetailing.com] or call 303-527-0676 x 1 [tel:3035270676,1]. If you are not currently a Workstand client with questions about how our programs work, email info@workstand.com [info@workstand.com]. Find Us on LinkedIn Ryan Atkinson, President + Co-Owner [https://www.linkedin.com/in/ryanatkinsonmkt/] Mark Still, Business Development [https://www.linkedin.com/in/rmarkstill/] We also publish Around the Workstand on our YouTube channel [https://www.youtube.com/channel/UCKUiX6DkglYvNOSY5d1k-oA] if you'd like to watch while you listen. Here is our Around the Workstand playlist [https://youtube.com/playlist?list=PLlnLoOEebX4WICHduG57Wb2YVHWC18yUo]. If you have any questions about the topics discussed in this episode of Around the Workstand or if you have ideas for new topics we can cover, schedule a time to meet with Mark Still here [https://www.smartetailing.com/meetings/mark-s] or email mark.s@workstand.com [mark.s@workstand.com].