PALIGAP
The Tables are Tern-ing?
Given the recent distribution activity within Paligap’s stable, we thought it was time for a catch up. Mark Sutton talks to David Lane about distribution models, the fortunes of the mountain bike market and opportunities across the UK for dealers…
Fresh Marin bikes as seen at Interbike
WE’VE SPOTTED the Tern logo on the website – a new deal in the offing? There certainly is. We have been discussing the UK distribution with Tern for a few months now and hope to sign an agreement prior to the year end and launch at the Core Bike show in January. We have been working closely with Evan’s UK to ensure a smooth transition and they will continue to sell the brand within their store network.
So the big talking point has been the addition of the Marin brand – how did this come about and what are your goals for the label going forwards? This happened very quickly when we met the brand owners at the trade shows this year and it became clear that they wanted to make a change. We happened to be in the right place at the right time. Marin has been a market- leading brand for 20 years or more in the UK, but has lost their way with product and marketing in the last two years. Paligap aims to build the brand through our marketing and branding along with the investment Marin are making in product and design to assist sales in this important market.
Are there any particular regions that you’d be interested in signing a dealer for this brand? There is a strong dealer network that has been built up over the years, but there are a number of areas where the brand needs distribution. We have identified Ireland and the North East as two areas. Again, we will have a room at Core dedicated to Marin and we actively encourage dealers wherever they’re located to come and chat with us as there could be opportunities throughout the UK.
“We decided three years ago not to go into own-brand goods. Brands come and go, but there will always be a need for a distributor...” David Lane, Paligap
Selle San Marco also joined recently – why should dealers be choosing this saddle brand over some strong competition? Selle San Marco has great brand heritage and again we aim to build market awareness with our marketing and brand work and also provide dealers with attractive packages and in store POS. We appreciate there are a number of saddle brands that have overtaken Selle San Marco in recent times, but they still have a great deal of heritage and teams on the Pro Tour using the product, the product line is completely built in Italy, which is a sign of great quality also.
Is there anything in particular helping accelerate the present growth? We are expanding our account and brand management teams in the autumn and winter period to support the brands we are distributing and to support potential future growth. 2013 has seen very decent growth within the IBD sector.
With the investment in the label comes fresh tech, such as the IsoTrack suspension platform
28 BIKEBIZ DECEMBER
How many staff do you currently employ and do you foresee new jobs being created as new brands join? We currently employ 26 staff and with additional account manager we will appoint within November this will take us to 27. If our plans our met in the first six months of this financial year we will be looking to recruit in
BIKEBIZ.COM
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