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Lenbrook Going Factory Direct For NAD, PSB, Tivoli

5/23/2011 12:01:00 AM Eastern

SHARON, MASS. – Lenbrook America will begin on
June 1 to sell its NAD and PSB home audio brands
through in-house regional sales managers for the first
time after having sold exclusively through independent
reps since the company’s founding 20 years ago.

Lenbrook is also going direct in selling the Tivoli
Audio brand, whose marketing functions continue to
remain in the hands of manufacturer Tivoli Audio.

Only two independent rep firms will be kept on as
part of the plan to begin selling NAD and PSB products
direct to retailers. Lenbrook is keeping NuTech
Group for the sale of NAD, PSB and Tivoli Audio in
the mid-Atlantic region. Connected Marketing will
continue to represent Tivoli Audio in the metro New
York region.

Beginning June 1, sales in all other regions will be
managed by three regional sales managers, each
responsible for sales of the NAD, PSB, and Tivoli
brands. They will report to Dean Miller, who earlier this
year was appointed president/CEO of the U.S.-based
subsidiary of Canada’s Lenbrook Group.

The company eliminated the positions of NAD national
sales manager, PSB national sales manager
and Tivoli national sales manager. Jim Price, national
sales manager for PSB and Tivoli, will become one
of the company’s regional sales managers. Two other
regional sales managers will be announced June 1.

Mark Stone continues in his capacity as marketing
manager for the NAD and PSB brands, with most
Tivoli marketing functions continuing to remain in the
hands of Tivoli Audio, the tabletop audio supplier.

The decision to go direct created a stir among rep
firms and dealers, and Miller admitted the decision
was difficult, given Lenbrook’s long relationship with
U.S. rep companies. “We’re grateful to these companies,”
he said. Multiple factors, however, forced the
company’s hand, including retail consolidation in the
specialty-A/V channel, a flat audio specialty market,
and continued rising business costs.

With the ranks of specialty dealers having dropped
so much, added Lenbrook marketing manager Mark
Stone, “We can reach them more cost effectively
through direct sales.”

Overall, the company had used about 22 rep firms
to sell the three brands, with some rep firms selling
multiple brands.

The NAD Electronics and PSB Speakers brands
are both celebrating 40-year anniversaries this year.

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