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By Tom Demerly for tomdemerly.com

Is the new GORUCK Star Course non-stop 50-mile, 20-hour military style endurance event the new holy grail of endurance activities? Has the Ironman Triathlon, with its Emmy Award winning, reality show hype and boom growth in the early 2000’s, trended?

Both events were founded in military tradition. Both were started on a dare. One event is trending upward as participation grows, another is waning downward as participation and event integrity declines. The evolution of the two events acknowledges the normal life cycle of a brand and the typical behavior of trends in American fitness and leisure activities. One is growing, one is dying.

The Ironman Triathlon has struggled with course modifications from bad weather, traffic control concerns on the bike courses, an inability to enforce competitive rules resulting in rampant bike course cheating, escalating entry fees and costs associated with doing the three-sport event. It has also been hit by growing concern over bicycle/car accidents in training as dangers like distracted driving become more prevalent.

The GORUCK event brand, that produces over 500 annual endurance events of various distances around the U.S. has benefitted from much lower entry fees, lower financial barriers to entry, safer training and participation, fewer requirements for expensive equipment, simpler preparation and finally, that one litmus test that grants any event true credibility: Toughness.

The start of the first-ever GORUCK Star Challenge earlier this year in Washington D.C.

While Ironman has become a caricature of its original self with nearly every participant finishing, GORUCK Star Course boasts a brutal 40-50% dropout rate. Most people who enter Ironman can finish within the cutoff time. About half the field at GORUCK Star Course don’t make it, hobbled by foot problems, navigation errors, undertraining or an overall lack of the toughness it takes to survive 20 hours on your feet, in the dark, in bad weather with a heavy load on your back.

GORUCK Star Course is also a team event. Teams consist of 2-5 people. For many competitors, the social aspect of having a small team adds additional value to the experience and makes training, travel to events and participation more attractive. While the Ironman triathlon has a reputation for ruining relationships with its solo training and financial demands, GORUCK Star Course actually reinforces core relationship values.

For companies looking for team building, wives and husbands, fathers, mothers, daughters, brothers and sisters looking for a bonding experience, GORUCK Star Course brings small numbers of people onto a cooperative team competing against the rigors of distance and time more than the other teams.

This evolution in event status also signals something else in U.S. popular culture, the ascension and erosion of “street cred” in participant sports and the social status of iconic, discretionary accomplishments. The Ironman “M-Dot” used to carry significant clout and status, but as the number of Ironman finishers exploded in the early 2000’s, the exclusivity and status of Ironman was diluted over increasing numbers of finishers. Ironman was no longer perceived as being quite as “extreme” as it was prior to large numbers of people finishing the event.

One big difference between GORUCK Star Course and the Ironman Triathlon is media. Ironman rose to prominence on the back of network television coverage prior to the explosion in internet and social media. People entered Ironman after seeing it on TV. People will enter GORUCK Star Challenge as word spreads on user-contributed social media. It’s unlikely GORUCK Star Challenge will ever be the subject of a network television broadcast or spin off a version of itself as an Olympic sport. But ultimately, it will be the participants that spread the virus of the GORUCK Star Challenge as more events take place and the participation germ spreads on the winds of social media. How fast the epidemic spreads remains to be seen.


 

Author Tom Demerly training for the upcoming GORUCK Star Challenge 50-Miler in Cincinatti, Ohio. Demerly is a former member of a U.S. Army National Guard Long Range Surveillance Team (LRS) and Company Honor Graduate from the U.S. Army Infantry School at Fort Benning, Georgia. He has raced endurance events on all seven continents including Antarctica and completed over 200 triathlons including the Ironman Triathlon World Championships in Kona. Hawaii. His articles have been published in Outside, Business Insider,Velo-News, Bicycle Guide, Bicycling, Inside Triathlon, Triathlete, Triathlon Today!, USA Triathlon Magazine and many other publications around the world.

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By Tom Demerly for tomdemerly.com.

There’s no politically correct way to express this, but, yeah… ahhh. I feel a little out of place.

I’m a 56-year old conspicuously Caucasian guy in the crowd-packed center of the massive Mexicantown Cinco de Mayo street celebration late on a hot May afternoon in Detroit.

There’s heavy ganja haze in the air. It’s thick enough for a contact buzz. I’m carrying a huge U.S. flag in my hand, and feeling like I’m not particularly understood or appreciated here. Other than the double file line of about 50 quasi-military, tacticool, mostly white guys and girls with a distinctly law-enforcement look that are behind me, I feel pretty isolated. And pretty conspicuous with my flag and backpack as we navigate the tightly packed downtown party crowd of tens of thousands. There is almost no room on sidewalks, the streets are bumper to bumper and packed with crowds. And smoke.

We’re doing GORUCK Light Detroit 2018.

In the evolution of participation sports GORUCK events have emerged. With approximately 500 events scheduled in 2018, GORUCK challenges are huge now. Today I’m in my first one. I’m wondering if it’s coming slightly off the rails.

GORUCK Light is a team endurance event that includes military style calisthenics, running and a lot of walking or “rucking” between 8 and 12 miles in group formation while you wear a weighted backpack. Think basic military training, then add your new constant companion, a 10- 40-pound weighted backpack that makes everything that would have been easy for a reasonably fit person, a good bit tougher.

GORUCK events are inspired by contingency training for military special operations units.

Jason McCarthy, a fit, chiseled, dark- haired guy with that bolt upright posture that screams former military, founded the GORUCK brand in 2008. There are a lot of remarkable things about GORUCK, but the single most remarkable thing is its growth. In only ten years GORUCK has become huge.

McCarthy founded GORUCK while still in U.S. Army Special Forces and deployed in the Middle East during the Global War on Terror (GWOT). He made an emergency survival and evacuation “Go Bag” backpack for his wife who served in the Foreign Service. If there was a coup d’état, an IED attack, or any other threat in one of the most dangerous places on earth, Jason’s wife Emily could grab her “Go-Ruck” and evacuate with the essentials of food, water, additional clothing and rudimentary survival gear.

GORUCK founder Jason McCarthy (center), a former member of U.S. Army Special Forces.

Without knowing it, McCarthy had conglomerated an idea that had been around for a long time into a saleable brand, then began to parlay that brand into an image, an event and even a lifestyle.

GORUCK could have become just another military backpack brand, and in the wake of the 9/11, there are a lot of them. But Jason McCarthy also built something else along with his simple, sturdy, square, tech-free backpacks. He built a vibe.

The GORUCK vibe is a learned responsibility. It’s isn’t politically yawed, it’s not a “movement”. It’s an insight and acceptance of the real world in accelerated change. A change that in the post-9/11, Arab Spring and polarized U.S. political world can just as easily come off the rails as it can evolve into a new unified world. Either way it goes, the GORUCK ethos is adaptable. And capable.

Most participant endurance sports are compensation. Compensation for a sterile life lived too easily, too slowly, too conveniently. Our culture has become overweight and underprepared. If most Americans got a flat tire in a rural setting and had to walk six miles in hot weather to find a tow truck they would be in deep trouble, especially if their smart phone battery died. GORUCK Light acknowledges that. So, you train for the “real world” and gain some functional fitness and endurance while meeting friends and re-connecting with how to cooperate on a team. GORUCK events are no different in terms of compensating. They offer a “synthetic” or contrived set of discretionary challenges. But much of what you learn and practice at GORUCK is practical, and it may come in handy if you are ever have to walk your way to safety, or even make a connecting flight across the airport after the shuttle has left.

GORUCK Light Detroit on Saturday, May 5, 2018 in Hart Plaza.

In December, 2016 CNN reported that, “Karen Klein, 46, was headed to the Grand Canyon National Park with her husband Eric and their 10-year-old son. State Road 67, which leads to the canyon’s north rim, is closed for the winter and their car’s GPS detoured them through forest service roads.” Klein was stranded in her car and forced to endure a brutal, freezing 26-mile solo hike for 30 hours. CNN reported she, “Subsisted on twigs and drinking her own urine, to get help.”

In December, 2006 Daryl Blake Jane was stranded in snow in his Jeep Cherokee on a remote U.S. Forest Service road west of Mount Adams, Washington. He was forced to survive in his vehicle, in the depth of winter, for nearly two weeks.

In between these instances there have been many more when people had to rely on basic fitness and skills to survive. This isn’t the fringe “prepper” or “survivalist” mindset. This is basic responsibility for your own life and the people around you. GORUCK teaches and tests that responsibility.

Different from the vibe of Ironman triathlons with their finisher photos and individual stories, GORUCK is about the group. It’s about cooperation, teamwork, unity and acceptance. It is about admitting your shortcomings and about doing more than your share while not expecting an extra pat on the back. It’s about carrying someone else’s ruck when the going gets tough, and having them carry yours. Everyone has a bad moment in GORUCK. There are no solo finisher photos in front a branded banner, no medal around your neck. You get a Velcro patch for making it as a team for the hook and loop section of your GORUCK. Every tribe has its icons.

GORUCK events include a community service component where participants have to plan and execute a project that benefits the community. Every participant is required to play a role in the community service project. Our event participants collected food and clothing for homeless people in Detroit and raised cash donations for shelters.

GORUCK events vary in intensity from the GORUCK Light, the easiest and shortest introductory event, to the difficult long distance, non-stop GORUCK events like GORUCK Tough and GORUCK Heavy. GORUCK also provides practical skill training events.

The GORUCK events mesh well with the Crossfit, veteran, law enforcement, emergency services crowd but don’t have an exclusive mindset. This is about teamwork, integration, doing more than your share and accepting help when you inevitably have a weak moment. And everyone has a weak moment sooner or later. But the sum of the parts is greater than the whole, and that is one of the lessons of GORUCK. Two is one, one is none, and synergy gets everyone to the finish as a group. In GORUCK, you are never more than an arm’s length from a teammate. Stray too far, and you are doing another combination of push-ups, bear crawls or eight-count body builders. You don’t even go the bathroom in a GORUCK event by yourself.

We’re through Mexicantown now in full Cinco de Mayo swing. Now we’re making our way at a fast trot along Vernor Highway, underneath the iconic Detroit ruins of the Michigan Central Train Depot. We hump our packs up from underneath the train tracks and through Roosevelt Park where we pose for a group photo. From there it is double-time east on Michigan Ave. as we enter the final miles of the event at a fast clip.

Our team carries a simulated casualty on an improvised litter in the final miles of the event.

But one man goes down from heat, dehydration and the workload of moving fast with a heavy pack. Our “cadre”, the instructor/administrators of a GORUCK event, show us how to rig an expedient casualty litter from an eight-foot section of 1” tubular nylon climbing webbing. In only minutes, we have the “casualty’s” ruck off, I wear it on my chest with my ruck on my back, and we continue east at combat speed on Michigan Ave. You never know the distance or course in GORUCK. We may have another three miles to go, or another five. We may have to climb four parking structures, or one. We may have to cross open waterways (the GORUCK Light event earlier in the day in Detroit was in the Detroit River four times). Not knowing the course or distance is a component of the event.

Finally, we reach Washington Blvd. and take a right, still moving fast, still carrying our “casualty”, a roughly 230-pound lad who is finding out that riding in a field-expedient improvised litter isn’t much more comfortable than humping a 40-pound ruck. Everyone is out of water. There are no aid stations in GORUCK. No support. No mile markers. No course map before the event. Like selection for the most elite special forces units you never know when the instructors will stop the “class”, circle you around, and declare “ENDEX” or “end of exercise”.

The GORUCK baby elephant walk.

One of our scouts veers off into a parking structure two blocks from the Detroit River. It’s dark now and I wasn’t looking forward to figuring out how to move our “casualty”, our rucks and ourselves through the dark water of the Detroit River as the air cools way off. So, I’m glad when our team hits the stairs and begins to run up eight flights to the roof of the parking garage. I’m glad until I realize I am at the front of the group running up flights of stairs wearing two 35 pound rucks. By the fifth floor I am destroyed. Three to go.

At the top of the parking garage our instructors “Wild Will” and “DS”, one a former U.S. Air Force Special Operations Combat Controller, the other a former U.S. Marine Corps Special Operations member, both with combat tours in Iraq and Afghanistan, circle us around. What now? When does this thing end?

Wild Will unzips one of the team weights we have been carrying over the last 8 or nine miles, a massive and awkward cordura duffel, and produces a can of Dos Equis. We’ve learned a lot today at GORUCK Light Detroit, and perhaps the best lesson is that, whether it is in a big party crowd in Mexicantown on Cinco de Mayo or carrying your new buddy in an improvised litter down Michigan Ave in Detroit, GORUCK Light brings people together. Then we hear those magic words:

“ENDEX! You made it.”

GORUCK Light Detroit 2018 ENDEX, “End of Exercise.

 

 

Author Tom Demerly is a former member of a U.S. Army National Guard Long Range Surveillance Team (LRS) and Company Honor Graduate from the U.S. Army Infantry School at Fort Benning, Georgia. He has raced endurance events on all seven continents including Antarctica and completed over 200 triathlons including the Ironman Triathlon World Championships in Kona. Hawaii. His articles have been published in Outside, Business Insider,Velo-News, Bicycle Guide, Bicycling, Inside Triathlon, Triathlete, Triathlon Today!, USA Triathlon Magazine and many other publications around the world.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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By Tom Demerly for tomdemerly.com (originally published in 2004)

The weather report said the sun would go down today at 7:49 pm. And it did.

Now it is dark.

In the street there is a sporadic, somber procession. It is a black and white picture. There is no color, no pageantry, and no grandeur. The grace is gone and now and it is down to gritty reality.

It is the time of The Strugglers. 11:18 pm, Taupo, New Zealand- the 20th, 2004 Anniversary Bonita Banana Ironman Triathlon.

The Pros are asleep. Their stomachs are full, their muscles are massaged. Their performances are a matter of record now. They are done. Have been for quite some time. They finished in the sunlight in the front of cameras and microphones racing for paychecks and trophies.

It’s easy to understand why they race. They should race. They look like they should. Lithe and toned and buff and tan and serious, the Pros and the other talented athletes reap the generous gift of genetic athletic abundance, meticulous preparation and clear-cut motivation. They are here to kick ass. It doesn’t take a psychologist to decode their motives. They’re athletes, and this is the big show. It’s what they do.

The pros’ time is over. Now it is time for The Strugglers.

There are no levels of performance for The Strugglers. You either are or you aren’t one. If you haven’t finished by now and you’re still out under the lights you are a member of this vaunted fraternity, The Strugglers. Just as the stark street lights leave either harsh illumination or black despair for The Strugglers this is a matter of finish or not finish, victory or defeat, do or die, pride or humiliation, success or failure. It is all the chips on one square, all the cards face up on the table, and all the aces have already been dealt today. The Strugglers play high stakes with a bad hand.

It may never have been pretty for The Strugglers. Most of them may not be athletes in the sense that they spend hours and hours every week training, but they line up nonetheless to do this race. The downtrodden, the meek, the ones with something to prove or something to defeat. Whatever it is they bring it here and beat it into ugly submission over 140.6 miles, each one a full 5,280 feet. The Strugglers earn every inch of every foot of every mile.

In a day so daunting and fearful they line up on the beach as if bravely facing the gallows. A cannon sounds the beginning of their trial and there is little known at the onset about how matters will be resolved, except to say it will be hard and uncomfortable and then downright painful. That may be the most frightening part: The not knowing. Some will find absolution, some will teeter and wobble and fall. There will be polite acknowledgement of their ambition, but ultimately, for The Strugglers the only thing that matters is Finishing. It’s what they’re here for.

So for The Strugglers, this is a huge gamble. Hero or failure. No in between.

And struggle they might, against awful odds and distance and poor conditioning and genetic poverty, but in bravery they are absolutely peerless. Without equal.

The Strugglers know it will not be pretty. They know it is not a sure thing. They do not have the luxury of prediction or past performances or experience. This is not their aptitude. But this is their choice and their bold dream.

Imagine being sent to do something, something beastly difficult. You know in your heart of hearts you are not prepared, maybe not even suited for this. You know the stares of others less brave and more envious fall heavily on your effort. They want The Strugglers to fail. For every Struggler who crosses the finish line it is a failure for those who never dared try. For every Struggler who sadly and reluctantly succumbs to the distance before the finish line and is carried off the course it is a victory for those who never started. They take sick pleasure in that. Shame on them.

Those who never had the courage to try have no right to cast judgment on The Strugglers.

The Pros are comfortable and resting. But the Strugglers have not left their sacred vigil. They soldier on, unswerving in their oath to finish, No Matter What. People marvel at the Pros performance, but I say The Strugglers are the real athletes. Explorers on the terrible frontier of self-doubt, fear and potential embarrassment on a grand scale. They bring less to the start line and they do more. Longer, harder, more painful: It is a different race for The Strugglers.

It is a parade really. A parade of people so brave and tough and fearless that they don’t care if it might not work. They bank on the fact that it could. They don’t back away from the possibility of failure. Imagine their performance as set against the backdrop of the very best in the world and they are not self-conscious about their version of the very same dance. Ask yourself, would you take the stage at the Kennedy Center after Barishnikov or Pavoratti? Are you that brave?

The Strugglers are.

Their performance is tedious and grinding. It is utterly relentless in its duration. The distance, the time, the struggle cannot be compromised. The Strugglers know this, they accept it- embrace it even. And they never succumb. Under the street lights, through the cool air, in filthy clothes streaked with their own discharge of minerals and fluids and sometimes even tears and blood.

The Strugglers do a different kind of race. A harder one. And they are Elite. It takes longer. It is less practiced. It seems to never end, and it does more damage.

Decode their motives if you will. But I decode yours as trying to explain more why you didn’t try than why they are. Instead, I respectfully suggest, salute them. Unless you have walked with The Strugglers until midnight on the Ironman course they stand above you in the athletic arena. Struggle as they may, they mustered the courage to try.

 

 

Tom Demerly has been doing triathlons since 1984, still does them (but slower and fatter now) and just completed the Detroit, Michigan GORUCK Light event. He worked in the triathlon industry since it began, and the bicycle industry from the age of 15, over 40 years. Today he is a correspondent for TheAviationist.com in Rome, Italy.

 

 

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By Tom Demerly for tomdemerly.com

Yesterday someone whose opinion I value told me, “You hate the government.”

I was stunned by this summation.

I don’t hate the government.” I thought to myself. “In fact, I am often a formal, working part of the government.

Where did this broad stroke about my emotions toward the government come from? What caused it to happen? Why do we create these opaque and rigid summations?

It occurred to me that the most interesting, and I’ll suggest threatening thing, about a four-letter summation of any belief set, any person, any group is that it is convenient. And convenience is comforting.

Living with me is anything but comforting, orderly and convenient. I am a weird guy, given to remarkably reasoned insights, absurdly chaotic ones and everything in between. I hate furniture, love open space, and fill it with a clutter of superfluous gear and books. I am kind to animals, believe in some form of gun control and own guns. I believe in peace but work in an industry whose mission is war. I like the government but believe it should be smaller and more efficient. None of who I am is congruent or follows a convenient narrative. I don’t fit into anyone’s tidy little four-word box. Even if you try to suggest, “Tom Demerly is complicated”, it’s not that simple.

We live in an age of accelerating and proliferating media. And, as with nearly every new technology from the first crude stone age weapons to atomic power to social media, we develop the technology before we develop the mutually acceptable and broadly beneficial ways to employ it.

We think shit up and then figure out how to use it later. People driving while texting on cell phones is one example that comes to mind. The guys who invented the atom bomb are another.

As a result, the acceleration and proliferation of media has created a world of chaotic stimulus filled with billions of new voices, some of them skilled in delivery, all of them screaming at once in what feels like escalating volume and urgency.

The influx of stimulus is deafening and disorienting, and creates a kind of social or collective panic that, on an individual level, may make us yearn to make some de facto sense of it all. We want one thing we can hang onto, one set of things to believe, one unimpeachable, unassailable truth to comfort us and still our cognitive waters.

Imagine a world where the distance from one end to the other of a thirty six-inch, three-foot-long yardstick changed arbitrarily. No two peoples’ yardstick reading thirty-six inches was actually the same length. It would be immensely confusing and chaotic.

Quickly, people would gravitate toward a consensus on the physical dimension of the thing we call a “36-inch, three-foot yard”. The consensus may vary from broad region to region, especially those separated by wide geographical obstacles, like oceans and the metric system in Europe and Asia, and the imperial measures still used in the U.S. But broadly we would gravitate toward an emotionally convenient and culturally necessary convention on the physical dimension we referred to as “one yard, three-feet, 36-inches”. We would all get on the same measuring stick.

The need for a common social and cultural yardstick is what drives belief sets like common religions, desires, hatreds and prejudices. We like, and need, to all be on the same page, and in the chaotic world of fast, evolving media, the pages of modern media blow by like a book tossed in a hurricane.

In Gia Fu Feng and Jane English’s landmark translation of the philosophical masterwork by Lao Tzu, The Tao De Ching, it has been translated from Chinese that:

“All the Colors blind the eye.
All the sounds deafen the ear.
All the flavors numb the taste.
Too many thoughts weaken the mind.
Too many desires wither the heart.”

The Tao de Ching was written in about the fourth century B.C. Its origins likely came from even earlier, around the sixth century B.C. and took two centuries to summarize into the cryptic, lyrical haikus that we read today. When you read it, you have to stop and contemplate its meaning and context. It is light in text, heavy on interpretation.

The thesis of this passage from the Tao De Ching is that too much cognitive noise bothers us and may tend to make us gravitate toward the opposite extreme, very defined beliefs that can be distilled into a few words. Simple ideas to make sense of complex stimulus.

The remarkable phenomenon of life has never been as simple as a few words. It is complex. As this complexity is hurled at us in an acceleration and proliferation of media we struggle to make some sense of it. As a result, we summarize and rationalize, trying to cram ideas and people and events into convenient boxes as they come at us faster and faster in a rapidly accelerating and stressful game of cognitive whack-a-mole.

That is impossible. And undesirable. If things were simple, we’d get bored.

I’ll offer that exposure to the “drinking from a fire hose” consumption of social and news media benefits from taking some contrasting time of quiet contemplation, deep research into narrow topics for a more thorough insight and, most of all, strong individual reflection while trying to avoid cramming- and being crammed- into convenient thought boxes.

 

 

 

 

 

 

 

 

By Tom Demerly for tomdemerly.com

1. Preserve Price.

Tim Brick, owner of Brick Wheels, a successful independent bike retailer in Traverse City, Michigan told me years ago: “Never discount. You will only go out of business slower.”

Price preservation and the perception of what a product is worth has been destroyed by weak-kneed and undercapitalized bike retailers who give discounts too easily.

Sometimes they give discounts in the hopes of attracting more business, but discounted business is bad business, and it only earns the retailer a reputation for being a sucker to customers who drive a hard bargain. And soon they all drive a hard bargain.

Retailers also give discounts just to keep the lights on. Don’t do that. Just close the business, declare bankruptcy and get a job. The entire industry has been dragged down by incestuous and incessant discounting that has destroyed price integrity, brand identity and even alienated customers who don’t want to negotiate.

If there is one malignant cancer that pervades the entire retail bicycle industry, it is rampant discounting. The problem is so bad most retailers who do it are in total denial of it.

Bike industry, take one tip from a guy who has both succeeded and failed for four decades in this business: Stop Discounting.

2. Don’t Play Favorites: No Sponsored Athletes, No Club Discounts. 

When retailers play favorites with some highly visible athletes and groups through “sponsorships” and discounts, they alienate the rank n’ file average customer who subsidizes the cool girl and guy by paying full price. They train the consumership that through performance and visibility they earn special pricing.

This sends a clear message: Some people are more special than others and price is flexible.

Most importantly, there is no consistent, empirical business metric in small bicycle retail that quantifies how many full-margin additional sales are added to the bottom line by sponsoring anyone. And if you can’t accurately measure a sales promotion, you shouldn’t do it.

Sponsorships of athletes and clubs sends a message of favoritism and exclusion, rewarding persistence in driving pricing down.

Even if a sports marketing campaign were run correctly, as it is at the brand level (not by retail stores) it is extremely time consuming and expensive to manage. One beverage industry metric stated that for every $1 spent on sponsorship to automotive racing, the company budgeted $10 talking about the sponsorship in paid media. No bike retailer can afford the money or time for that. And if they could, they should start a beer brand and sponsor a NASCAR driver.

The most recognizable engagement ring brand, Tiffany’s, has never given a free or discounted sparkler to a Kardashian in exchange for publicity. Instead, news media reports, “Kardashian’s Tiffany Sparkler Was $25M!”. That preserves the perception of value and makes the brand aspirational.

3. Don’t Have Too Much Inventory. 

The worst thing about the bike business is bikes, and bike brands ram inventory down retailers’ throats with a vengeance. Bike shops: less is more. It is better to have money in the bank than bikes on the floor.

Bicycle inventory is like fruit, the second it lands it begins to spoil. Something newer, cooler and better is already under development and months away from release. And with the evolution in media the word about upcoming innovations doesn’t spread fast, it spreads instantly. As soon as something new is announced, what is suddenly old (but current only hours before) is suddenly devalued.

Customers will buy new, relevant bikes sight-unseen if the retailer’s sales process is optimized to facilitate that purchase format. That preserves capital, maintains freshness and keeps prices up. It also provides customers with more options and better integrity in the purchase.

Bike shops with a lot of inventory on the floor, and a lot of invoices on their desk, are compelled to “sell what we’ve got” and that leads to an ugly paradigm of putting customers on the wrong size bike with the wrong equipment rather than ordering the right bike and adding another invoice to the pile.

Consumers should be wary of bike shops with too many bikes on the floor, they’re going to try to ram something they have in stock down your throat just to make an invoice due date instead of getting you the bike you should really have.

4. Do Have Lots of Capital.

Nearly every bicycle retailer is undercapitalized and over leveraged financially. The reason is simple: When you have $500K to invest in something, does opening a bike shop provide the highest return on that investment? No, it doesn’t. You could take that $500K to an Edward Jones office and earn a better return on it the next day with no work than if you did the heavy lifting and ditch-digging of opening, promoting and running a bicycle retail store. As a result, most bike retailers try to start a business with about $50-200K and make a go of it.

If they don’t own their own real estate free and clear, have to pay rent or a mortgage, pay at least one employee payroll (and mandatory withholding taxes and health insurance) then the math doesn’t work.

To make bike retail profitable you have to have deep pockets and a deeper work ethic. You have to love hard work and business, not bikes and bike rides.

In its current iteration, the bicycle retail business model is a rotten investment. But, a new, emerging business model long on service and profit margin and short on inventory and overhead is promising and will be the bike shop of tomorrow.

5. Manage Costs.

This doesn’t mean go cheap. If your biggest overhead item is marketing then you are doing it right. If your customers arrive at your store and consistently say, “I thought this place would be a lot bigger”, you’re doing it right.

If you’re biggest overhead item is inventory, you are already in trouble.

Starting and maintaining a bike shop can be done very cheaply. Never buy new fixtures, so many used fixtures from other retailers that have been closed are available they can be had for pennies on the dollar. Never pay for extraneous and non-paying expenses like alarm systems (they won’t prevent or deter theft anyway) and subscriptions to POS software systems. Those don’t add to the bottom line.

Use low-cost, streamlined, highly adaptive and simple systems to combat the asymmetrical retail war the little bike shop has to fight against the big box e-commerce giants. Think of how the Afghan Guerillas used crude weapons to bring the Soviet Union to its knees, and still give the Americans fits in rural Afghanistan. Be a retail guerilla, a retail Taliban. Keep your costs low, adaptable and maintain a large amount of liquid capital.

6. Invest in Star Employees.

The online retailer you compete against is a faceless enemy. You can defeat him with a friendly face. If you have a star employee whom customers consistently ask for, reward them before anything else. Give them raises before you buy more bikes, pay them first and well and craft a set of “golden handcuffs” that makes it tough for them to go anywhere else. They are your brand, and if you lose them, you will have to rebuild your brand around another star employee. Worse yet, if you lose your star employee to another bicycle retailer across town or if your star opens their own shop, guess what happens, their customers follow them.

For a small bicycle retailer, the star employee is the single most important business tool. Develop them, value them, reward them, retain them.

7. Participate in the Sport. 

Instead of sponsoring the local hotshot, be the local hotshot. This doesn’t mean you have to do a nine-hour Ironman (but it helps) it just means you have to be present at events and participate credibly. This is a part of your business. It is work.

Set up the hours of your store so you can train. Close on key race weekends so you can be where the action is, as a part of the action. Ride the nicest bike you sell and show it off everywhere. Be an aspirational figurehead so when people see you on social media and in the store you have become “That Guy who Knows Everything and is Everywhere”.

If you build your hours correctly and manage your staff correctly the time you spend in the sport will directly and measurably bring full-price buyers into your store and keep them offline.

8. Differentiate Yourself. 

Build a voice, a brand and an identity. If your identity is so lifeless and generic that people confuse your business with others, you haven’t done that.

Understand that you will not please everyone. Nor is that the goal. If you talk about a donation to a wounded veteran’s charity in social media an anti-war activist may stop shopping with you. Fine. You can’t be everything to everyone.

Build your brand with clear vision and narrow focus. Don’t be generic. Don’t appeal to the masses. Keep your brand message narrow, unique and focused and be true to who you are.

If you are gay, fly the rainbow flag in front of your store and sponsor “Pride Rides”. If you are a veteran, have benefits for veteran’s organizations. If you are an animal rights activist, broadcast your donations to the local animal shelter and host an adoption day at your store. If you are an environmentalist, show your commitment to renewable energy and talk about how bikes preserve the environment.

Have the courage and identity to stand for something, be someone different and special. Brand yourself visibly and distinctly.

9. Be Highly Adaptive.

 Small bicycle retail is asymmetrical warfare: A small opponent taking on a much larger, better capitalized foe. Take a page from the teachings of Mao Tse Tung, Ho Chi Minh, Fidel Castro, Che Guevara and Osama Bin Laden’s play book: Never fight fair.

Change your floorplan frequently. Bring in small, low-priced, easily purchased new products first. Seek out niche brands the big-box guys don’t have and use the equalizing power of social media to partner with the brand to promote them.

Build a reputation as a brutal buyer who torments sales reps and sales managers with non-adherence to “program” buying. If the biggest brands’ credit manager loves you but the sales manager hates you, you are doing it right.

Within your brand identity continue to change and adapt. Use every social media platform. Embrace new media. Use video. Never stop changing, evolving and promoting. There are two types of businesses on the retail battlefield: the quick and the dead. Improvise, adapt, overcome.

10. Have An Exit Strategy.

One day, this will all end. What will you have to show for it? Did you squirrel away money in an offshore account? Did you buy real estate? Is your brand developed enough to have some sales value? And, if you begin to fail, and chances are overwhelming that you will, do you have a viable safety net?

It’s a pipe dream to sell a small bicycle retail business. Frankly, they aren’t worth anything. The inventory is usually older than six months, the fixtures are stale, the employees may not come with the deal and rest can be reinvented elsewhere better and cheaper. As a result, you have to have a viable exit strategy.

What is yours? What is your end game? When do you cry “Uncle” and walk away? Know those answers in advance and you can sleep more soundly at night as a bike retailer.

By Tom Demerly

jack-ryan-shadow-recruit

The greatest fear I had going into Jack Ryan: Shadow Recruit was that it would be a sad eulogy to Tom Clancy’s genius. I’m pleasantly surprised to be wrong.

Director Kenneth Branagh did his homework and borrowed subtle and successful elements from each of the Jason Bourne, James Bond, Mission Impossible and Tom Clancy franchises to weave a surprisingly good story thread that is visually well done.

Jack Ryan: Shadow Recruit is a tight and snappy spy thriller. It’s well written, tightly shown and quickly paced. Camera, sound and production techniques are tasteful and pay homage to its influences. Very little is over blown. Even the sets are well dressed and chosen.

Writers David Koepp and Adam Cozad used Tom Clancy’s character Jack Ryan with reverence for Clancy’s original vision of Dr. Ryan, the nerdy analyst turned reluctant but capable action hero.

Jack Ryan gets his first kill James Bond style, in a bathroom.

Jack Ryan gets his first kill James Bond style, in a bathroom.

Chris Pine as Jack Ryan is fantastic as is Kevin Costner as Thomas Harper, his CIA boss. And because no great spy film is a success without great villains, it is a pleasure to have Kenneth Branagh as the dangerous Russian, Viktor Cherevin.

The plot hits ominously close to home, literally and figuratively, with a story line that weaves into the little known world of economic warfare. Villains originate from Dearborn, Michigan in the shadow of Ford World Headquarters. The plan is to crash the stock market in a combined terror and economic attack; a scenario everyone hopes will remain fiction.

But Tom Clancy’s fiction has an ominous way of weaving its way into the headlines.

Jack Ryan: Shadow Recruit never sags and builds well to a strong climax. There are a few corny moments but remember, this isn’t a strict Clancy plot. It weaves influences from every corner of the spy thriller genre, and does it with respect and tribute to each. While these stories do become somewhat cookie-cutter this one is flavored uniquely and with enough craft to make it a snappy 105-minutes. And yes, there is a sequel planned that hopefully continues with this fine cast in the upcoming Without Remorse.

Tom Clancy would have loved Jack Ryan: Shadow Recruit. It is tight, quick and nice looking. This is a pleasant surprise after the painful loss of a great author and storyteller who created these characters. That new writers are able to execute on Clancy’s vision confirms their talent and reverence for his mastery.

Taking to the streets with a nod to Bourne franchise in "Shadow Recruit".

Taking to the streets with a nod to Bourne franchise in “Shadow Recruit”.

By Tom Demerly.

Cmdr. Brian W. Sebenaler, commanding officer of Naval Special Warfare Basic Training Command (BTC) speaks to members and guests during an establishment ceremony for the command held at Naval Amphibious Base Coronado. BTC reports to the Naval Special Warfare Center and is charged with the basic training of all naval special warfare forces, including both Navy SEAL and special warfare combatant-craft crewman (SWCC) basic training programs, which include the BUD/S course and SEAL qualification training for SEAL candidates, and basic crewmen training and crewmen qualification training for SWCC candidates. (U.S. Navy photo by Mass Communication Specialist 2nd Class Kevin S. Beauchamp/Released)

Cmdr. Brian W. Sebenaler, commanding officer of Naval Special Warfare Basic Training Command (BTC) speaks at Naval Amphibious Base Coronado. (U.S. Navy photo by Mass Communication Specialist 2nd Class Kevin S. Beauchamp)

52 years ago today President John F. Kennedy signed into law the formation of a new special operations unit called the U.S. Navy SEa, Air and Land” or “SE.A.L Teams”; the U.S. Naval Special Warfare Teams, the Navy SEALs.

No military unit is more misunderstood, misrepresented or misquoted. The Naval Special Warfare Teams are also justifiably celebrated as one of the most vigorous, capable and successful combat units in the entire U.S. arsenal.

Over the past 30 years I’ve been occasionally privileged to work and socialize with members of the Naval Special Warfare community. I’ve never failed to be impressed by their internal standards, training and capabilities. And by their humility.

The history books tell you the Naval Special Warfare Teams were born from the Underwater Demolition Teams, the “Frogmen”. Since then their mission and capabilities have expanded to include intelligence gathering, direct action, rescue, security, reconnaissance, technical and operational development and a host of other missions so diverse it has presented major challenges to these units.

(left) Athletes participate in the Navy SEAL Fitness Challenge in Dearborn, Michigan. (right) Naval Special Warfare Operator Mitch Hall wins the annual SuperSEAL triathlon in Coronado, California. (Photos by Tom Demerly).

(left) Athletes participate in the Navy SEAL Fitness Challenge in Dearborn, Michigan. (right) Naval Special Warfare Operator Mitch Hall wins the annual SuperSEAL triathlon in Coronado, California. (Photos by Tom Demerly).

Another great challenge facing the Naval Special Warfare community is the media’s love affair with them. Officially and unofficially the Navy has fed into this, with everything from support of Hollywood film projects to unsanctioned technical support of computer games and thousands of books.  In 2008 and 2009 Naval Special Warfare promoted a national fitness competition called the “Navy SEAL Fitness Challenge”. Naval Special Warfare has supported an annual triathlon called “SuperSEAL” and “Superfrog”.  Naval Special Warfare also sponsored the Ironman World Championship along with several triathletes who are active members of The Teams.  Next week a new Hollywood movie, “Lone Survivor”, joins over 40 popular movies featuring Naval Special Warfare operators as diverse as “G.I. Jane”, “Transformers” and “Act of Valor” that featured cast members from the Naval Special Warfare teams.

In the past decade there has been tremendous growth in the Naval Special Warfare community.  The last time I visited the Phil Bucklew Naval Special Warfare Center in Coronado, California during 2007 there was a construction project underway to house new Basic Underwater Demolition School students and expanded administration activities.

Naval Special Warfare has also seen its share of controversy.  In 2010 a west coast Naval Special Warfare operator and instructor was arrested for trafficking weapons smuggled from Afghanistan and sentenced to over 17 years in prison.  In 2013 Esquire magazine ran a feature story alleged to be an interview with a Naval Special Warfare Operator who claimed to have killed Osama bin Laden during a U.S. raid on Pakistan. The interview was sharply critical of treatment of Naval Special Warfare veterans.

What I’ve learned from the Naval Special Warfare Teams and their members is that they are human. While they are exceptionally dedicated, incredibly well trained and maintain an impressive level of proficiency in a vast array of skill sets they still suffer the fallibilities of the common man. They have difficulty in personal relationships like the rest of us and struggle with divorce and emotional challenges.

(left) At the Phil H. Bucklew Naval Special Warfare Center for SuperSEAL triathlon. (center) On board an 11-meter RIB off Coronado Island. (right) With Naval Special Warfare Development Group original member and author Chuck Pfarrer

(left) At the Phil H. Bucklew Naval Special Warfare Center for SuperSEAL triathlon. (center) On board an 11-meter RIB off Coronado Island. (right) With Naval Special Warfare Development Group original member and author Chuck Pfarrer.

One of many things that makes them exceptional is they do all this set against the backdrop of a necessity to maintain operational security and rarely disclose their true challenges among non-military relationships. This makes their tremendous burden even greater.

Naval Special Warfare is a community worthy of effusive praise and recognition. They have shouldered a mighty share of the burden of the Vietnam Conflict, numerous “peace time” actions, Operation Iraqi Freedom, the Global War on Terror and other conflicts while maintaining a level of inter-unit quality almost unmatched in the world.  On their 52nd birthday it’s worth acknowledging their contribution.

Authors Note: If you are a fan of books about the U.S. Naval Special Warfare Teams you may find my review for MILTECHREV.com of Greg E. Mathieson Sr. and David Gatley’s impressive new book, Naval Special Warfare here of interest. It is the definitive work on Naval Special Warfare available to the public:

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