Healthy Buying = Happy Selling

Just like blood needs to circulate through the body to sustain life, inventory needs to move through a shop and into customers’ hands to generate revenue and keep the business healthy. Buying decisions can make or break profitability, which is why they can’t be based on gut feelings alone. Successful shops use data, observations, and experience to guide their choices.

Listen & Learn From Your Surroundings

Start with your geographic location

A shop in Florida probably doesn’t need any downhill mountain bikes. Local riding styles should guide whether to prioritize beach cruisers, gravel bikes, or trail bikes. It’s fine to test new categories, but core inventory should match what riders are actually using nearby.

Pay attention to what customers aren’t buying

Unmet demand is often just as important as sales numbers. If the bike-to-helmet ratio looks off, that could point to gaps in the helmet assortment. Additionally, the majority of e-bikes should be sold with several accessories, such as phone mounts, bells, and mirrors.  Analyze your add-on sales to determine where there are opportunities.

Staff love to sell what they use

The easiest products to move are the products staff already ride with and believe in. Ask your staff what tires they run, which multi-tools they keep in their bags, or what accessories they’re recommending day after day. You don’t need to stock everything, but having a few staff picks in each category keeps the team engaged and boosts confidence on the sales floor.

Clarify Brand & Category Focus

Build depth, not just breadth

With most categories, consider one focus brand, and maybe a secondary brand that can fill in price-point gaps.  This will generate a stronger partnership with your brands, and also make it easier for your staff to sell. Too many brands can lead to customer confusion and show a lack of confidence in the brands.

Avoid “dabbling” across too many categories

Carrying one or two triathlon bikes without the right accessories can drive customers to a shop that is more specialized. A well-rounded assortment within each category is more effective than a token presence in many.

Match rentals with retail

Rental customers often need extras—sunscreen, sunglasses, or towels. While those sales may not be huge, they improve the overall experience and keep people coming back.

Evaluate Turns by Category

Inventory turns have a direct impact on profitability, cash flow, and overall shop health.

• Set realistic targets by category
  • Apparel, helmets, and shoes naturally turn slower than accessories or consumables.
• Scrutinize slow movers
  • If an accessory won’t sell within 90 days, question whether it belongs on the shelf.
• Watch service parts carefully
  • Be careful with slow moving service parts such as bottom brackets, cranksets and spokes. These generally have slow turns and can tie up inventory dollars.
• Educate staff on why it matters
  • Educate your staff on the importance of cash flow, and how stocking slow turning inventory can lead to bad inventory health.
• Plan for discounting
  • Don’t let aged inventory just sit. Set a structured markdown strategy that can free up space and increase cash flow.

Merchandise With Intention

Buying smart is only half the job—how the product is displayed matters just as much.

• Calculate display capacity
  • Keep in mind what your floor can display.  Avoid buying products that can't be displayed properly.
• Minimize back stock
  • Keep storage focused on high-turn consumables like black bar tape, tubes, or cages. Excess back stock increases the risk of shrink and ties up working capital.

Final Thought

Healthy buying isn’t about chasing every trend or stocking everything under the sun. It’s about making intentional choices that reflect the local market, engage the staff, support vendor partnerships, and protect cash flow. Shops that keep inventory circulating—guided by both data and day-to-day insights—see stronger margins, healthier operations, and happier customers.