IRVINE, CA (BRAIN)—Shimano and Pearl Izumi will align their outside rep organizations into a combined initiative to increase the level of service they provide to their dealers.
“We want to create focus within our sales organization around the Shimano owned brands, and the capital for both brands being in one place allows that to happen,” said Jeff Young, senior manager OTC sales, for Shimano American.
Currently, 66 outside reps represent Shimano and Pearl Izumi, along with the other companies they represent. Young said the new outside rep force will consist of 45 to 50 outside reps that will be primarily focused on the two brands.
“You only really have 33 reps if they’re spending 50 percent of their time on Shimano and Pearl Izumi,” Young said. “Expanding to 45 to 50 is pretty substantial when it comes to pure face time with the dealer.
“The IBD is the focus of our business,” he added. “That’s how we built the U.S. market. That’s how we’re going to continue to be successful in the U.S. market. Our reps are used to dealing with multiple lines—in this case both lines fall under the same ownership.”
Young said the combination of rep forces will be completed by the end of November. “We identified where we felt the resources were strongest or in many cases where we have duplication, and we’re interviewing everyone involved (at the agency level) to see who has the best strategy to address those markets,” Young said. “We’re kind of realigning our territory structures.” Young added that the majority of dealers will have the same rep going forward.
Shimano and Pearl Izumi U.S. organizations in Irvine, California and Louisville, Colorado, will remain unchanged with each maintaining full and independent responsibility for inside customer service, shipment, invoicing and warranty processing.
—Jason Norman
jnorman@bicycleretailer.com
