Marshall Distributing adds vendors, sales force – February 12, 2007

Marshall Distributing officials spent the months leading up to this year’s Dealer Expo adding to both its sales staff and vendor base.
The Michigan-based company will be adding Kuryakyn, Pro Rhino, Jett and Wheels to its supplier list, said Chuck Herman, Marshall’s national sales manager.
Kuryakyn will be providing its metric cruiser parts while Pro Rhino will provide UTV accessories, Herman said. Both Jett and Wheels offer motocross-training wheels.
Marshall also is adding Cardo and its Bluetooth helmet communication systems to its product lineup, Herman said.
Established Marshall brands like GMAX and Coldwave also will be on display at the distributor’s Indy booth.
GMAX helmets has a number of new offerings that will be shipping in the spring, including youth helmets that feature “real kid-friendly” graphics, Herman said. GMAX’s 17S SPC helmet, which features a new skull graphic, also has done especially well in early sales.
Bulking up the sales staff
Roger Marshall, who founded the business with his father John, said the Cass City, Mich., company is building its sales force and broadening its territory to reach the southern parts of the United States.
That move is key as the company works to overcome the lack of snow from recent winters.
“You have to be pushing out, trying a bit harder in other areas,” Marshall said.
Herman, who joined Marshall last summer, has been adding to the company’s sales staff, which was at 16 earlier this year and is now at more than 20. That number is expected to grow in the future.
“We want to make sure we have the eastern United States fully covered,” Herman said. “I’m also looking at independent reps out West,” noting that he expects to make commitments to such sales reps at the Dealer Expo.
“This industry is all based on one- and two-day shipping so out West is certainly not our focus,” Herman said. “But there are some product categories that are important to everybody in the country and we have exclusive rights to at least one of those, with Coldwave snow apparel. That’s meaningful to the guys out West.”
Marshall Distributing currently has sales reps as far south as Florida. psb

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