On Sun, 15 Nov 2015 12:11:58 -0800, sms <
scharf...@geemail.com>
wrote:
>On 11/15/2015 11:04 AM, Jeff Liebermann wrote:
>
>> It's much the same in bicycle sales. In an LBS, most machines are
>> sold with some accessories along with the sale. Usually it's high
>> margin bolt-on devices. The counters and displays are full of such
>> accessories. Fenders, tool bags, lighting, helmets, clothing, shoes,
>> air pumps, patch kits, etc. I once looked at several months of sales
>> of an LBS and found that only small number of high end machines were
>> NOT sold with some kind of bolt-on accessory. It's the same as the
>> cake mix. Buyers want to "build" a bicycle and without the bolt-on
>> accessories, it was as if they were buying an unacceptable "ready to
>> ride" (heat and serve) instant bicycle.
>It's not that at all. It's the same reason that car makers decide to
>leave off fog lights, alarms, mud flaps, hitches, etc.. Few buyers want
>them, and they can't increase their manufacturing costs to the point
>where they have to raise the retail cost because the retail cost is
>based on what the competition is charging, not on the cost of manufacturing.
Sigh. In the bad old days of 1972, I bought an International
Harvester 1210 3/4 ton 4wd service truck. For the honor of buying a
fully customized vehicle, I spent a week slogging through what I would
guess was 500 assorted options, many of which were mutually exclusive.
I then had the factory go through my selection (for a small fee) as a
sanity check. It was quite an ordeal and involved considerable
research on my part.
Today, things are different. Instead of a menu of 500 items, the
manufacturers offer "packages" of compatible items. The same truck
purchased today would come with a "service/utility" package which
might include everything a mobile repair shop might need. There are
also hauling, camping, towing, Levi Jeans, low rider, racing, etc
packages.
There's not much of that in the bicycling biz. The closest
approximations are "touring package", "triathlon package", "fitness
package" or "bad ass assault bicycle package". The problem is that
there aren't 500 choices to be made. Maybe about 30 with about half
of them mutually exclusive. Since it is amazingly easy to build a
machine that is uncomfortable, unrideable, or unsafe, the manufactures
take care of the important stuff that has to be done at the factory,
and leave the bolt-on options decisions to the LBS and customer.
>Few bicycle buyers in the U.S. want fenders, kick stands, lights, racks,
>mirrors, chain guards, etc. so no manufacturer is going to make them
>standard.
Oddly, I've found that many buyers do want the fog lights, alarms, mud
flaps, hitches(?), etc. The aftermarket bolt-on business would be
dead without such buyers. The problem is that they don't want them
when they purchase the bicycle. They want them later. My best guess
is that they are trying to cut costs on the initial purchase of the
bicycle, and are delaying the purchase of accessories until they can
accumulate more cash. There's also some psychology, but I don't want
to bore you with that.
That might be a bit hard to swallow, so I'll offer an anecdote closer
to home. HP sold test equipment for many years that had an IEEE-488
HPIB option, that allowed connections to other HPIB equipment to
produce a computah controlled automatic test system. HP noticed that
very few buyers purchased the HPIB option, so the removed it from a
few models to cut costs. Sales were abysmal. After interrogating few
customers, HP discovered that they didn't consider it to be a proper
piece of test equipment unless it had an HPIB interface, even if they
didn't use that interface.
The moral here is that you don't have to supply fenders, mud flaps,
lights, chain guard, panniers, and towing kits with the bicycle. You
do have to supply the hardware to mount these and a not so subtle hint
to the buyer where and how these bolt-ons are attached.