OUTSIDERS NEED BALANCE        MANAGING VETERAN REPS

I found the article in the July 15 issue on Kip Pitou’s departure from K2 quite interesting, and it was timely. I would like to wish him the best of luck and success in his new endeavor. The ski industry will best be served by his wisdom and competence.

However, that is not the reason for generating this letter. My motivation was your front page article in the July 1 issue, "Are the Industry’s Best Reps Going Elsewhere for Work?".

Ocean States International (ProFlex/Girvin) hired me as an independent rep in March of 1993. I worked for them for 3 1/2 years, in one of their smallest territories. I received the honor of Girvin Incorporated’s 1994 Top Rep Award, and for consistently had the highest bicycle sales volume per IBD, an accomplishment attained via my dedicated dealer network.

In my opinion one of the reasons that some reps are leaving the industry is vendor demand for expansion of marketshare and profitability, which in turn, requires increased and sometimes unrealistic sales objectives.

This is why vendors are securing seasoned professionals - unfortunately that’s where the problem lies.

As companies hire Presidents, Vice Presidents, General Managers, and National Sales Managers from outside our industry, they provide us with the incontestable benefit of experience and knowledge.

The down side is that they are unaware of the intricacies of the independent bicycle dealer culture. Their industrial learning curve usually creates causalities whether it be with the dealer network and/or the reps that have cultivated the territory.

Most rep’s have seen "outsider’s" come in and destroy the dealer loyalty that they have worked so hard to develop. The "outsiders" thought process is that there is an unlimited number of new dealers available in any given territory, ignoring the obvious fact that is easier keeping an existing client happy then it is to find new one.

I feel the sensible formula for sales success is as simple as riding a bike, - use balance and harmony. Continue to use these professional managers’ expertise and support what they bring to the table.

However, the reps should be permitted to manage their territories because they understand the dynamics of their region, as well as their dealers’ needs. The adoption of this philosophy will provide a professional environment, achieve company sales goals and prevent the migration of qualified reps from departing our industry.

 

Stuart Kleinberg
Spokesman Enterprises, Inc.
Spkmn@aol.com
Cave Creek, Arizona