LITTLE ROCK, Ark. (BRAIN) — Orbea has promoted Matthew Smith to national sales manager. Based in Ft. Collins, Colorado, Smith will lead a sales force comprised of California territory manager Kemi King and an independent rep sales network that Orbea has been growing and restructuring since Orbea USA became a subsidiary. 

Smith has been with Orbea since April of 2005. For the last year he has has managed sales for the Western, Central and Northeast states.

North American manager and global sales manager Gonzalo Garcia de Salazar said, “I am very excited to have Matthew lead this newly developed and fantastic sales team. 2016 will be a great year for Orbea and our partners.”

Matthew Smith said, “I am humbled and excited by this opportunity. Orbea has improved and changed so much in the last 18 months. I hope to dig in and continue this trend any way I can.”

VENTURA, Calif. (BRAIN) — Zeitbike has hired Matthew Feier as its sales rep for Western Colorado, a territory the company described as "left of the Rockies."

Based in Crested Butte, Colorado, Feier will represent the entire line of Zeitbike, including De Marchi clothing, ASS Savers fenders, Green Oil cleaners and lubricants, Knog locks, VDO cycling computers, FIKS:REFLECTIVEs, Hirzl gloves, TWO magazine, Pedal Pushers wear, and more brands coming.

Feier said, "My experience in several bike shops taught me a lot, and I was ready to take the next step as a sales rep. Zeitbike gave me the chance to transition into what I wanted. And yeah, while it's going to be a tough road to go, I am super excited about the future — especially, with such cool new brands. Here in Colorado, products like Green Oil, De Marchi, Pedal Pushers, VDO, and Hirzl will just be a perfect fit."

"Matt is a guy you totally, and immediately, want on your team," said Fritz Bohl, the founder of Zeitbike. "We talked and talked and you just think that this dude needs to get out there on the road and sell. He is fun, positive, with a good vibe, and he has tons of shop, ride, and wrenching experience. If anyone, Matt deserves a chance to show us what he's got." 

Feier can be reached at MatthewFeier@gmail.com or (970) 901-2475.

RANCHO DOMINGUEZ, Calif. (BRAIN) — KHS is now distributing Funkier Bike Apparel to U.S. IBDs.

"We were thoroughly impressed with the quality Funkier products offer, and after extensive review, testing, and many miles of riding, we feel very confident that their extensive line offers the U.S. market unparalleled quality and comfort for its price points," said Avery Genosi, KHS director of purchasing.

Funkier has a worldwide following with sales in more than 20 countries. 

"Funkier is excited about our relationship with KHS, a well-respected company that has integrity, fantastic customer service, and excellent USA distribution," said Kevin Tuttle, director of Funkier USA. "Understanding that Funkier is in its infancy in the U.S., having a partner like KHS certainly helps validate the quality of our line. We offer shops an opportunity to cater to new riders and veteran riders alike with our array of products that allow the end user a more comfortable ride without breaking the bank. Plus, they'll look great."

For more information about Funkier, visit funkierbike.com or call (608) 630-2077. For more information about KHS, visit khsbicycles.com.

CHICAGO (BRAIN) — The Chicagoland Area Bicycle Dealers' Association has sold out of exhibitor space for its upcoming trade show, which is Feb. 3-4.  CABDA also announced Monday that Jeff Koenig, the former owner of Big Poppi Bikes in Kansas, will deliver the inaugural breakfast keynote presentation at the expo.

James Kersten, CABDA's president and show director, said, "We're absolutely ecstatic about having Jeff Koenig here at the Expo. He is one of the great minds in our industry and when he talks, people listen." The Keynote Breakfast is Feb. 4 at 8 a.m. and is free to all CABDA Expo attendees.

The show will be held at the Pheasant Run Resort, and has more than doubled in size since last year.

"We have been floored the response we've seen from both exhibitors and dealers," Kersten said, "We have over 100 brands on the show floor and we have over 300 dealers registered."

More information at cabdaexpo.com.

ANAHEIM, Calif. (BRAIN) — Triathlon Business International and Slowtwitch.com have announced the Top 50 Multisport Retailers in the U.S.

Slowtwitch.com publisher Dan Empfield compiled the list based on a voting process that is weighted 50 percent on suppliers' votes (run, bike, component/accessory, wetsuit and apparel manufacturers and/or distributors) and 50 percent on consumer votes, specifically the Slowtwitch.com readers.

To be considered, the retailer must have a brick and mortar presence.

Ballots with approximately 300 retailer names divided among nine geographic areas —West; Rockies; Prairie; Northwest; Northeast; Mid-south; Mid-Atlantic; Great Lakes; and the Deep South — were distributed to 75 suppliers. Selected suppliers were allowed to select 3 to 6 retailers per region depending on the size of the region, up to 47 retailers total.

Supplier voters were asked to consider the following: technical and brand knowledge; significant triathlon-related in-store inventory, service to the local community, knowledge of the sport of triathlon, ability to work with and satisfy their customers when it comes to product match, size, fit and equipment set-up, and others.

Slowtwitch's readers voted for retailers based on nine parameters, from inventory breadth and depth, to staff product knowledge, to parking and hours.

"Triathlon Business International has been honored to partner with Slowtwitch.com the past six years to present the Top 10 and Top 50 Triathlon Retailers." said TBI board secretary Peter Hurley.

"We think it's important to recognize the best shops throughout the United States, ones who have done a great job offering the top products, technical expertise and professional services to their triathlete customers."

From the list of 50, the Top 10 multisport retailers will be announced and honored at the TBI awards celebration and banquet on January 25 along with the best-published triathlon article, best triathlon photograph, best events and videos, and the Ron Smith and Steve Hed Award winners.

These are the Top 50 Multisport Retailers for 2015 (alphabetical order):

All3Sports, Atlanta, GA
Athletes Lounge Portland, OR
Austin Tri Cyclist, Austin, TX
Belmont Wheelworks, Belmont, MA
Bicycle World and Fitness, Houston, TX
Big Shark Bicycle Company, St. Louis, MO
Bikeworks, Kailua Kona, HI
Bonzai Sports, Falls Church, VA
Colorado Multisport, Boulder, CO
Element Cyclesport, Chicago, IL
Elite Cycling, Leawood, KS
Endurance House, Middleton, WI
Endurance House, Zionsville, IN
Endurance House, Oceanside, CA
Endurance House, Westminster, CO
Fast Splits, Newton, MA
Final Kick Sports, Virginia Beach, VA
Fit Werx, Waitsfield, VT
Fit Werx 2, Peabody, MA
Fitness Fanatics, Spokane, WA
Fraser Bicycle, Fraser, MI
Fusion Pro Bike Shop, Miami, FL
Gear West Bike and Triathlon, Long Lake, MN
Get a Grip Cycles, Chicago, IL
HP Bike Works, Kona, HI
Inside Out Sports, Cary, NC
Inside Out Sports, Charlotte, NC
Island Triathlon and Bike, Honolulu, HI
Landry's Bicycles, Boston, MA
Moment Cycle Sport, San Diego, CA
Northwest Tri and Bike, Kent, WA
Now Bicycle, Arden Hills, MN
Nytro Multisport, Encinitas, CA
Outspokin Bicycles, Clearwater, FL
Play Tri, Dallas, TX
Podium Multisport, Atlanta, GA
R&A Cycles, Brooklyn, NY
Richardson Bike Mart, Richardson, TX
Runners High 'n Tri, Arlington Heights, IL
Running Away Multisport, Deerfield, IL
Speedy Reedy, Kenmore, WA
Sunrise Tri, West Babylon, NY
Swim Bike Run, Town and Country, MO
The Tri Shop, Canton, MI
Tri Town, Boise, ID
Triathlon Lab, Redondo Beach, CA
Tribe Multisport, Scottsdale, AZ
TriBella, Boulder, CO
TriSports.com, Tucson, AZ
V3Multisport, Arlington, MA

EUGENE, Ore. (BRAIN) — Rolf Prima has introduced a Built on Demand Program that allows customers to customize almost everything about the look of their wheels.

Since all Rolf wheels are built by hand in Eugene with most parts made in the USA, Rolf Prima can allow customers to choose from hub, decal and rim options in eight different colors.

The Rolf Prima Ballistic Armor coating is a thin durable coating designed for military use that is tougher than paint without the weight of powder coating. The colors available are Red, Grey, Blue, Green, Yellow, Pink, White or Orange.

"Being cyclists ourselves, this has been a really fun project to bring together. What began as a show stopper at the North American Handmade Bicycle show has evolved into a program that allows endless possibilities for wheel customization," said Brooke Stehley, Rolf's sales and marketing manager. "It's really cool to see the combinations being ordered as they come through the shop."

Lead‐time on customization is two weeks. For more information on this program visit rolfprima.com/built‐on‐demand.

MORGAN HILL, Calif. (BRAIN) — Jeff McGuane has joined Specialized as the company's global sales and market development leader. McGuane most recently was the CEO of One Industries, a supplier of protective gear, helmets, gloves, graphics, hard parts and race wear for motocross and mountain bikes.

"Jeff has an extensive career in the industry and we look forward to welcoming him to the team," said a spokesperson for Specialized.

Prior to his stint at One Industries, McGuane held global leadership positions at Cannondale, where he started in 1994. He most recently served as Cycling Sport Group's global president, where he was responsible for the sales, strategy and operational aspects of the business. McGuane led Cannondale's European market for five years while living in Switzerland, and also led the Asia Pacific market for five years while living in Japan.

McGuane, who's married and has three children, has a degree in international relations from the University of Redlands. He's an avid road and mountain rider, and is fluent in Spanish and Japanese. He currently serves as board director for Transamerican Autoparts, an omnichannel supplier of aftermarket parts and accessories for Jeeps and light trucks.

"I am really excited about joining Specialized," McGuane said. "I have long admired the brand, its vision and leadership. I am thrilled to join the journey to build the most outstanding experiences for its riders and retailers.

"The industry is at an inflection point requiring even more innovative solutions to integrate the brand, the rider, the retailer and the community and I am passionate about working with the teams to deliver that vision," McGuane added.

BLOOMINGTON, Minn. (BRAIN) — Jagwire has announced that Quality Bicycle Products will serve as its exclusive distributor in the United States.

Cougar Kuo, Jagwire's executive vice president says,"Jagwire's commitment to providing the best repair and service products for dealers, combined with QBP's excellence in distribution, will allow us to expand our dealer base and provide the best service possible."

QBP and Jagwire already have a close relationship, but several other U.S. distributors have continued to sell Jagwire, as well. QBP also works closely with Jagwire's sister brand, Rever; QBP is the exclusive distributor for Rever products and Rever's U.S. operations are based in QBP's building in Minnesota. 

"After so many successful years of close partnership, we are excited to now be the exclusive source for Jagwire in the United States," said Tim Gallant, QBP's director of products and purchasing. "Jagwire is a strong brand with a loyal following. Their extensive range of repair and replacement products bolsters the IBD's ability to differentiate through service, plus their business practices help dealers profitably serve those customers shopping for upgrades. Jagwire is a perfect fit for QBP's ongoing mission to help dealers not just survive but to grow and thrive."

The exclusive relationship is effective April 1.

RAPID CITY, S.D. (BRAIN) — Strider Bikes has three locations and dates confirmed in its 2016 Strider Cup, a national Strider Bike racing series for toddlers and children. The family-friendly races give small children a chance to put their Strider Balance Bike skills to the test at several stops, as well as the final worldwide event in July, the Strider Cup World Championship event, which will be held in San Francisco in July.

The race series caters directly to children between 2 and 5 years old; children of all sizes and skill levels are welcome to participate. For the second year in a row, Strider will host races for athletes with special needs at each of the events. These athletes will race the 12-inch models, as well as Strider's new, larger 16- and 20-inch balance bikes, which the company launched in 2014 specifically for the special needs community.

Strider Cup races confirmed so far in the following cities this year:

· Saturday, June 11: Lincoln, Neb., at the Railyard
· Saturday, June 25: Salt Lake City at Pioneer Park
· Saturday, July 9: Spokane, Wash. at Riverfront Park

The series-ending race will be held July 29-30 at San Francisco's Pier 35.

There will be races for 2-, 3-, 4-, and 5-year-olds at each event. Registration fee is $25 online or $35 on-site. Racers will receive a Strider goodie bag valued at more than $50 with their registration. Pre-registration will be available soon; visit striderbikes.com/events for further information.

HELSINKI (BRAIN) — Amer Sports Corporation announced Tuesday that president and CEO Heikki Takala is assuming direct responsibility for the company's apparel business unit and its Arc'teryx brand. Vincent Wauters, who has been the president of Apparel and member of the Amer executive board, is leaving Amer Sports, the company said.

"Apparel and particularly Arc'teryx are a key acceleration pillar for Amer Sports, and we want to ensure growth and improvement through a direct reporting to the CEO," said Takala. "I want to thank Vincent Wauters for his contribution to the company over the past eight years."

Besides Arc'teryx, Amer owns Mavic, Salomon, Wilson, Atomic, Suunto and Precor.

SEATTLE (BRAIN) — Kona Bicycles has hired Brian "Sally" Fornes as its new brand manager. Fornes was previously at Raleigh USA where he began his 10-year career in the warranty department, eventually holding titles including "marketing guy" and product manager before parting in December.

"It was not an easy decision to leave Raleigh. That place has been my home for the last 10 years, and I felt very connected to the bikes and the little slice of culture we had created there," Fornes said. "Moving over to Kona feels very natural. It's a very passionate, rider-driven brand that has not been afraid to buck industry trends and take a chance. I can't wait to see what we can come up with."

Fornes will deal with communications, press, content management and events. He will be based in Seattle with trips to Kona's Vancouver and Ferndale offices.

Kona's director of integration, Eddy Marcelet, said, "Sally's experience in the bike industry, resourcefulness, imagination and sense of humor make him a perfect fit for the Kona family. We're looking forward to a future filled with great materials and good times both on and off the bike. Kona's going big and aiming for the top. Game on!"

VANCOUVER, Wash. (BRAIN) — The Gravity Cartel, the U.S. sales and service office for Spank Industries and iXS Protective Gear, has moved to a larger warehouse and office in Vancouver, Washington. The move was prompted by recent sales growth and the desire to have more stock from both brands on hand, the Gravity Cartel said.

"We have been growing sales steadily over the past two years. With that growth we needed more inventory on hand to maintain that sales growth, and the warehouse we had just wasn't big enough anymore. It is such a better facility all around, with more adequate office space and a showroom of all our products and displays," U.S. sales manager Victor Sandrin said.

The Gravity Cartel has also implemented a new ERP system with the help of Versaccounts, based in Portland, Oregon. "We needed a system that could handle all of the ins and outs that our industry and business requires and to get a system all under one cloud-based program was essential, especially with our brands based in Taiwan (Spank) and Switzerland (iXS)," Sandrin said.

With the new system, a new B2B site will go live in February that will make it easier for shops to order online, see past orders and pay for invoices that are due, the company said.

NAMPA, Idaho (BRAIN) — Deity Components has updated its dealer programs for 2016, adding volume discount programs, an annual dealer reward program, shop team pricing, an expanded employee purchase program and more.

The company said the programs are part of its focus on "protecting the IBD, addressing the struggles a bike shop goes through, and rewarding them for their hard work and dedication to the brand."

"We all came from a background of working at bike shops. From small mom and pop dealers to multimillion-dollar nationwide shops, we have an appreciation of the bike shop, the struggles they face, and we never take their support for granted. We have had some amazing incentives in place for the past years, but this new program is only going to improve our shops' ability to succeed with the brand, make more money, increase their margins and, in the end, grow their business, hire more people and spread the passion of bikes to others," said Sadie Davies, Deity's North American sales manager.

Deity offers handlebars, pedals, grips, saddles, seatposts and apparel. It recently completed construction on a new headquarters in Idaho that houses its distribution center. It says it has a 95 percent fill rate for dealer orders.

More information available by contacting Deity at (208) 466-2221 and at www.deitycomponents.com.

PHILADELPHIA (BRAIN) — Mineral Design is launching two related products —  a multi-tool and a chaintool that fits in the end of handlebars — on Kickstarter this month.

The Mini Bar tool is a welded steel mini wrench with removable 1/4-inch bits. Bits can be attached to any of the three ends of the L-shaped tool, and are held in place with magnets. The tool also comes with a small "bit rack" that holds six bits and attaches to the wrench body.  

The Barstow System is a chain tool that can fit in the end of road or mountain bike bars, like an expanding bar plug. It has a holder for an extra chain connecting link and is sold with a matching plug for the other end of the handlebar. 

The company's Kickstarter campaign has raised nearly $7,000, toward a $20,000 goal. The campaign ends Feb. 11. Supporters who pledge $35 can receive a Mini Bar tool. Those who pledge $45 can receive a Barstow System.

REYNOLDSBURG, Ohio (BRAIN) — American Kenda Rubber, the North American sales and marketing office for Kenda Tire, has announced the hiring of Al Clark as the global products manager for its bicycle division.

Clark recently retired after 8 years as a product manager for Bontrager and its parent company Trek Bicycles. Prior to his time at Trek/Bontrager Clark was a product manager with Specialized in their tire group and with Shift MX clothing.

"As an industry veteran Al brings a wealth of knowledge to the team here as Kenda continues to improve its product offerings," said Lonnie Wells, the general manager of American Kenda Rubber.

The addition of Clark follows Kenda's official grand opening of the Kenda American Technology Center in Greene, Ohio, and the hiring of fellow Trek/Bontrager alum Jay Drunasky.

"With the combination of Al's and Jay's experience and the resources at the KATC, we are now in a position to help move Kenda to the next level in tire design and production," said Ben Anderson, the brand's director of sales and marketing.

OGDEN, Utah (BRAIN) — Selle Royal has hired Jason Schiers to head U.S. research and development. Schiers will work at Selle Royal's new facility in Ogden, which the company said would become a strategic research and development center for the Selle Royal Group, including Fizik, Crankbrothers, Brooks, Pedaled and Selle Royal.

"We are investing in the best location, infrastructure and people to develop the greatest and most outstanding products in the bicycle industry," said Nicola Rosin, Selle Royal Group's general manager.

The Ogden facility will be Selle Royal's second site in the U.S., in addition to the Crankbrothers headquarters in Laguna Beach, California, where sales, marketing, finance, operations and service are currently based.

Schiers has worked in the industry for more than 20 years. He co-founded Enve Composites in 2007 .

"I couldn't be more happy to contribute to the talent and brands that make up the Selle Royal family," Schiers said. "I look forward to making products that challenge what is possible and contribute to the quality of a ride life."

TUCSON, Ariz. (BRAIN) — TriSports.com, a multi-sport retailer, is supporting World Bicycle Relief with a donation that will purchase five WBR Buffalo Bicycles to be used in Africa. Additionally, from now until the end of April, for every two 2016 model year bikes that TriSports sells, the retailer will donate one Buffalo Bicycle to WBR. TriSports is also giving 100 percent of the proceeds from sales of its WBR Stem Caps to the program.

Seton Claggett, TriSports.com CEO,  said, "We believe that just one company can inspire change. At TriSports.com, our company culture is bettering our environment, not just in an eco-friendly sense, but taking action to improve the condition of both our local and global community. World Bicycle Relief is making a difference in people's lives in these developing nations, one bicycle at a time. A bicycle becomes a vehicle for change in these communities, empowering people and providing opportunities to thrive, and we want to be a part of that change, which is why we are getting involved with WBR."

To learn more about World Bicycle Relief, visit worldbicyclerelief.org.

NEW BRUNSWICK, N.J. (BRAIN) — A Celebration of Life ceremony is being planned in honor of Bill Austin, a longtime bicycle industry leader who died last month at 78.

The event is being held at Rutgers University's Kirkpatrick Chapel in New Brunswick on Feb. 20. It will be followed by a Repost Reception at a facility in Piscataway, New Jersey. Austin played for Rutgers from 1956 to 1958 and was selected by the Associated Press as a first-team player on the 1958 College Football All America Team. He finished sixth in voting for the Heisman Trophy that year.

Austin also received Honorable Mention All-American honors in lacrosse in 1958 and 1959 and was inducted into the New Jersey Sportswriters Hall of Fame in 2011.

After serving in the Air Force and working for General Electric, Austin entered the bike industry, where he held executive leadership positions at Schwinn, Giant USA and Raleigh Bicycles, and was also an active board member of the Bicycle Product Suppliers Association. 

The family is asking that in lieu of flowers, gifts be made in Austin's memory to the Rutgers University Foundation and earmarked for the Austin Scholarship for Academic and Athletic Achievement.

Details of the February events are on the attached flier. The family is requesting RSVPs for the reception at austingroupjb@aol.com or (727) 785-8545.

ST. PAUL, Minn. (BRAIN) — Framed Bicycles has added several sales reps for its new series of "Non Internet" Framed Fat bikes, sold under the Wolftrax series name.

Martin Gomez is now covering Southern California from San Diego to Santa Barbara. Gomez has been working in the specialty end of the bike business for more than 20 years. He can be reached at bikerepmartin@gmail.com or (909 )268-9665.

Robert Moorman is now covering Idaho, Montana and Wyoming. Moorman, most recently of Raleigh Bicycles, has more than 21 years in the specialty bike channel. He can be reached at robertmoorman01@gmail.com or at (208) 954-1691.

Scott Anderson will be covering Colorado, Utah, Arizona and New Mexico as soon as his prior employment commitments are finished. Anderson is formerly of ASI and QBP and has a long history serving the specialty bike market. He can be reached at wpscottya@gmail.com or (970) 531-1035.

Editor’s note: Fred Clements works for the National Bicycle Dealers Association. Clements’ previous blog posts can be read on bikedealerblog.wordpress.com.

Successful selling is a transfer of enthusiasm, not a transfer of product knowledge.

So says Sam Dantzler, keynote speaker at last week's IBD Summit in Tempe, Arizona. He is a sales trainer for the powersports and marine industries, and also plans to enter the bicycle industry this year with a web-based staff training program.

Dantzler's bluntly-titled presentation "Discounts Suck. Loyalty Rocks" described the importance of relationships in the sales process to reduce discounting pressures, "moving away from product descriptions and into human connection."

He used the example of Harley-Davidson, a motorcycle that is not the most reliable, not the cheapest, and not the best performer. But it has a following that far surpasses other motorcycle brands.

"Harley built emotion into their brand," Dantzler said. "In a need-based industry, purchasing is more based on logic. But in want-based industries like motorcycles or bicycles, it's an emotional buy. So don't try to attack this logically. Be emotional."

He compared a "dive bar" experience to a high-end martini bar. The specs of the product may be very similar, but the setting and the presentation at the martini bar allow it to command much higher prices, and for the consumer to have a much better experience.

Apple vs. Samsung is another example. Apple has done an excellent job appealing to peoples' emotions to command a premium price. Samsung phones, often with superior specs, appeal more to logic.

"Do you want to be a Nordstrom or a Wal-Mart?" Dantzler asked. "Neither one is inherently bad, but you have to choose one. You can't be both. If you want to sell for full price, you need to build a relationship."

Dantzler noted that human brain development strongly favors emotions over logic.

"By default, we want to do the emotional thing first, the feeling thing first," he explained. "If it's feeling versus logic, feeling wins every time. Bicycles can be the solution to the misery in peoples' lives," he continued. "Bicycles change lives, and that's what you should be selling, not the product. Talk about the customer, their lives, their dreams. Find their triggers and talk to them about what interests them. If you do that successfully, and reach them on a personal level, emotion equals margin. Treat customers like family. Don't just 'clerk' them," he advised.

Follow-up is also a huge factor in establishing a lasting customer relationship. Dantzler says 20 "touches" between seller and prospect is a good benchmark. "Touches" can be in-person, on-line or via other sources. The focus is on making continued contact, building a relationship through many avenues.

"Make up reasons to reach out," he advised. "These are non-sales sales calls. These are outbound communications, not just clerking. Selling this way causes people to come to you, not just clerking them once they're in your store. Farming is more than just harvesting. You have to cultivate before you harvest."

His closing piece of advice was simple but sometimes difficult to maintain in a retail environment: doing it with enthusiasm.

"The hardest part of retail is doing it again and again with enthusiasm," he said. "An actor in a play has to be just as enthusiastic in his 20th performance as the first. Focus on repeatable performances like in a play." No "bad days" are allowed. The audience deserves your best. So does your business.

To learn more about Sam Dantzler, visit the website of Garage Composites, garagecomposites.com.