Expanding brand portfolio makes Madison reps more product specific - BikeBiz

Expanding brand portfolio makes Madison reps more product specific

Madison is changing its sales structure. There will now be three regional account managers dealing with Madison's three bike brands, with the eleven account managers focussed on P&A and no bikes. Previously, Madison reps dealt with bikes and accessories.
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"As our portfolio has grown, the sales task has become increasingly complex and time consuming, and rather than see the high standards of Madison's sales team jeopardised by an increasing portfolio we have decided to act," said Madison's sales and marketing director Bill Baxter.

"Changing the way our sales team is structured will make sure the independent bicycle dealer always has access to an account manager with optimum product knowledge. As Madison's portfolio has expanded over the years, it has become more difficult for our sales force to have an in depth understanding of every product.

"The restructuring will allow Madison to invest in more detailed training for our sales teams. It will also ensure that the levels of information and understanding provided by our sales team are raised still further."

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