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Lenbrook

Reps: Are They On the Right Track? Or Have They Run Off the Rails?

December 13, 2012 by Ted 13 Comments

Photo of Railroad TracksOn Tuesday last week, much like any other day, after arriving at my office I powered up my computer and began wading through the usual 100-150 emails that greet me every morning. Some of these are client-related emails, some are personal, but most are press releases or announcements. On that day, however, one in particular caught my attention – it was from Richard Glikes of Azione and it included a link to a video which was…remarkable.

This press release caught my attention not because it was from Azione, that is an common occurrence. Rather it caught my attention because it was from Azione on a topic that I am not used to dealer buying groups concerning themselves with – sales representative companies.

Little did I suspect that this would be the beginning of a strange turn of events… [Read more…] about Reps: Are They On the Right Track? Or Have They Run Off the Rails?

Filed Under: Industry Trends, News, Pivot Point, Strategy Tagged With: Azione, CEPro, Dave Humphries, Dean Miller, IPRO, Jason Knott, Lenbrook, McIntosh, Nortek, Reps, Richard Glikes, Sherbourn, Velodyne

Lenbrook & Retailers Launch New Specialty Showroom Solution for Quality Digital Audio

April 26, 2012 by Ted Leave a Comment

Little Guys Lenbrook i-Fi Showroom<April 25, 2012> Earlier this month Lenbrook America announced a new initiative it has launched in partnership with a select group of independent specialty retailers to roll out a stylish showroom optimized to display and demonstrate high quality digital audio solutions. Called the “Digital Music Experience Center,” the striking showrooms are designed to allow specialty retailers to tap into the burgeoning contemporary digital music phenomenon AND expose consumers to the wonderful (and probably unknown to them) world of higher resolution audio performance. [Read more…] about Lenbrook & Retailers Launch New Specialty Showroom Solution for Quality Digital Audio

Filed Under: Industry Trends, News, Specialty, Strategy Tagged With: Dean Miller, digital music, high quality, Lenbrook, Listen Up, Little Guys, showroom, The Grammophone

Taking Sales Factory Direct at Lenbrook – One Year Later

April 26, 2012 by Ted 1 Comment

Lenbrook Website Image<April 25, 2012> Almost exactly one year ago, the specialty electronics world was stunned to learn that Lenbrook America, the company that distributes NAD and PSB in the United States and often looked upon as a paragon of the specialty A/V community, had decided to fire its sales manager, public relations company, and independent specialty sales representative sales force to go factory direct. While not the first company – nor likely the last – to make such a decision…the company’s long time commitment to the specialty channel and abrupt announcement sent shock waves around the industry. [Read more…] about Taking Sales Factory Direct at Lenbrook – One Year Later

Filed Under: General Topics, Industry Trends, Management, Pivot Point, Specialty Tagged With: Dean Miller, Lenbrook, Reps

Velodyne Vaults into Direct-to-Consumer Sales Leaving Sales Reps Behind

August 3, 2011 by Ted Leave a Comment

Velodyne Logo<August 2, 2011> Velodyne Acoustics, Inc. (Velodyne) surprised many in the industry last week by summarily dismissing their independent sales representative force and announcing that they would begin selling Velodyne subwoofers direct to consumers via a new online ecommerce website. The webstore was already open by the time some of the sales representatives received their termination notice. [Read more…] about Velodyne Vaults into Direct-to-Consumer Sales Leaving Sales Reps Behind

Filed Under: Industry Trends, Management, Manufacturers, Marketing, News, Pivot Point, Sales Reps, Specialty, Strategy Tagged With: B-stock, Bruce Davison, Bruce Hall, David Hall, ecommerce, Lenbrook, Lidar, Marta Hall, ProMark Marketing, subwoofers, Velodyne

Lenbrook President & CEO Miller: On a Mad Mission? Or Simply Misunderstood?

June 1, 2011 by Ted Leave a Comment

Lenbrook website<June 1, 2011> Lenbrook America Corporation President and CEO Dean Miller began with an apology. In a May 20th email communication with BEACON editor Ted Green, Miller apologized for his lack of responsiveness, saying that until he read last month’s BEACON he was unaware that attempts had been made by its editors to contact him. Miller, it seems, was on an aggressive two-week spin through Europe to attend a Tivoli event in Italy, a Munich high-end show in Germany, and finally a Lenbrook International distributor show.

See more on our interview with Lenbrook’s Dean Miller… [Read more…] about Lenbrook President & CEO Miller: On a Mad Mission? Or Simply Misunderstood?

Filed Under: Brands, Industry Trends, Management, Marketing, Sales, Sales Reps, Strategy Tagged With: AudioQuest, B&O, Bentley, Dean Miller, IPRO, Lenbrook, NAD, Nakamichi, PSB, Rolls Royce, Tivoli

Have Tech Industry Trends Rendered Reps Irrelevant?

May 18, 2011 by Ted Leave a Comment

Photo from show floor<May 18, 2011> The specialty segment is still buzzing about the decision by Lenbrook earlier this month to hire Dean Miller and terminate their entire U.S. sales force of independent sales representatives. The story, originally run last week in the BEACON, [ See: Lenbrook Lunacy? Or Crazy Like a Fox? Market Reacts to Recent Moves ] caused an explosion of email messages and telephone calls to the ALERT’s offices and there appears to be no shortage of comments…except from Lenbrook America, who has not yet returned multiple messages left by the ALERT’s editor.

Distress and dire predictions pour in… [Read more…] about Have Tech Industry Trends Rendered Reps Irrelevant?

Filed Under: Brands, Management, News, Sales Reps, Strategy Tagged With: Lenbrook, NAD, Sherbourn

Lenbrook Lunacy? Or Crazy Like a Fox? Market Reacts to Recent Moves

May 12, 2011 by Ted Leave a Comment

Lenbrook websiteOne Rep Stands Up for Specialty

<May 12, 2011> The specialty market is reacting to the announcement last week that Lenbrook America has hired Dean Miller as President/CEO and will dismiss its sales representative network, its sales manager, and take the sales process direct hiring regional sales managers. And at least one of the affected representatives, Peter Dyroff of Jarmac, went public with his reaction, sending a letter to all Jarmac dealers that has virtually gone “viral” throughout the specialty industry.

The specialty formula…

[Read more…] about Lenbrook Lunacy? Or Crazy Like a Fox? Market Reacts to Recent Moves

Filed Under: Brands, Management, Sales, Sales Reps, Strategy Tagged With: Dean Miller, Jarmac, Lenbrook, NAD, Peter Dyroff, PSB

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Ted Green Bio

A former dealer, manufacturer, distributor & more. Focusing on business strategy, my goal is to help you make better decisions for greater success.

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