‘The definition of what is a classic is decided by the customers’

Things have changed a lot since I took the plunge and started Classic Superbikes 12 years ago. I looked at the possibilities of a modern bike dealership, then quickly realised the best business model existed in the classic sector. But it’s vital to understand how the classic world works. I’ve spent my working life in sales, but dealing in old bikes isn’t like anything I’ve done before. A classic bike will almost find its own owner. I don’t sell, I interview people for ownership. My job is to know the bike, describe it accurately – around 60% of the bikes I sell are bought without a viewing – and to understand what my customer wants and expects. And what customers want changes all the time. The definition of what is a classic is decided by the customers, ultimately. There seems to be a sort of rolling 30-40 year window of maximum desirability for bikes. It’s all about what you had or what you wanted when you were first into bikes. When I first started dealing in classics, preunit Triumphs were hugely sought after. A good pre-unit bike would make around £14,000-16,000, while a nice unit machine

might go for around £8k. Now, a really good unit model might sell for £12k and you can probably find a pre-unit bike for the same money. Most of the guys who are into preunit Triumphs are in their 70s and 80s now. Those that want one have probably got one and they’re maybe not such active riders any more. But the guys who are looking for unit bikes probably started riding in the ’70s and still ride regularly. That’s why we’re starting to see an increase in demand for bikes that, perhaps, weren’t considered that special in their day. We all know how the sports moped thing has grown. Those little bikes got thousands of guys into bikes in the first place. And now those guys are getting into the 250s they had after their mopeds. It’s not just RD250S and Kawasaki triples in demand. Bikes like Honda’s CB250 are starting to make good money. Where will it all end? Classic Superbikes has grown from a small, home-based business in 2007, to become a highly respected player in the classic bike trade. Owner Chris Bunce is a passionate, life-long motorcyclist. classicsuperbikes.co.uk