How Wallriders Uses Smartfit to Achieve the Perfect Fit
For more than seven years, Walter Wall has relied on the Smartfit Q4 system in his store—and in doing so, has transformed the entire sales process. What was once a traditional consultation has become a complete experience centred on fit, comfort, and technology.
With Smartfit Q4, the Wallriders team does more than help customers find the right bike—they give them the feeling of finally finding the perfect riding position.
Walter, how long have you been working with Smartfit?
Walter: We’ve been using the Q4 for around seven years. Before that, we worked with a different system, but it didn’t meet our needs. It may have looked impressive, but it simply wasn’t practical enough for everyday use. I come from a triathlon background and had already worked with video analysis in bike fitting. So I knew quite quickly that I wanted a system that would allow us to take a genuinely ergonomic approach—one that would actually improve the customer’s position on the bike. That’s how I discovered Smartfit. Since then, the system has become an integral part of our process. In fact, almost no sale begins without a sizing session.
What does your sales process with Smartfit look like?
Walter: We follow a clearly defined process. The first and most important step is to understand the customer’s needs before they step onto the Smartfit Q4. We then take their measurements, and only after that do we start looking at suitable bikes. The major advantage of the Smartfit sizing system is that we can use the data to set up each bike before the test ride. This means the customer starts out with a riding position that is already around 80 to 85 per cent optimised—and that makes a huge difference. When someone wants to try two or three bikes, we set them up one after another. While the customer is out on one test ride, we prepare the next bike.
How has Smartfit changed the way you work?
Walter: Dramatically. In the past, sizing was more of a “nice to have”—we would do it if a customer specifically asked for it. Today, it is a completely different story. For us, Smartfit is a genuine sizing tool, not a marketing gimmick. It saves us time, gives our process more structure, and customers can immediately tell that we approach things differently. We operate in a highly competitive market in Regensburg, with retailers such as Stadler, Cube Store, and XXL nearby. Even so, we often hear: “No one has ever done it like this before.” Our customers do not simply ride up and down outside the shop for a couple of minutes. We send them out onto the cycle path for a proper 15- to 20-minute test ride. When they come back smiling, I know the bike is right for them—and that it is going to be a good day.
How does the system support additional sales?
Walter: Additional sales can be integrated very naturally into our consultation process. During the test ride, customers immediately notice when something does not feel quite right—perhaps the handlebar is too wide or the saddle causes pressure. That gives us the perfect opportunity to look at how we can improve the setup together.
The key is that it does not feel like “selling” to the customer. They can see that the focus is genuinely on improving comfort. If someone says their hands are going numb, for example, we know straight away that ergonomic grips may be the right solution. We keep our range of saddles and grips right next to the Smartfit system, so we can respond immediately.
This makes additional sales a natural part of the process—not something that feels forced, but an element of a personalised solution. And customers really appreciate that.
Finally, what matters most to you?
Walter: That every customer leaves happy. When someone comes back from a test ride, says, “The bike fits perfectly,” and has a smile on their face, I know we’ve done everything right. For me, it’s not about simply selling a bike. It’s about finding the right bike for the individual—and Smartfit helps us do exactly that.
Is bike ergonomics just as important for recreational cyclists? And why does ergonomics matter when you ride? Robert from Smartfit and Walter Wall explain it all in the latest episode of the Wallrider & Friends podcast.