Training your Sales Reps

1. RUN HAPPY

2. GREEN RUN

3. PRODUCT LEADERSHIP

3 Brand Initiatives for 2010

Specialty Sales

Other Channels

76%Specialty

35%Specialty

Serious Focus on Running’s Best Retailers

2000 2008

  YEAR RETAIL $ YEAR RETAIL UNITS

  2008 (%) 2007 (%) Pt. Chg 2008 (%) 2007 (%) Pt. Chg

ASICS 19.3% 20.3%             (1.0) 8.3% 8.7%             (0.4)

BROOKS 16.1% 16.7%             (0.6) 7.0% 7.4%             (0.4)

NIKE 10.9% 9.4%              1.6 7.3% 6.8%              0.4

SAUCONY 8.7% 7.9%              0.8 3.4% 2.9%              0.5

NEW BALANCE 8.5% 8.0%              0.5 3.4% 3.2%              0.1

MIZUNO 7.7% 7.2%              0.4 3.0% 2.8%              0.2

ADIDAS 3.5% 3.3%              0.2 2.0% 2.0%             (0.0)

BALEGA 1.7% 1.2%              0.6 6.3% 4.2%              2.1

SUPERFEET 1.6% 1.1%              0.5 1.6% 1.0%              0.5

PEARL IZUMI 1.0% 1.2%             (0.3) 0.6% 0.7%             (0.1)

MOVING COMFORT 0.9% 0.6%              0.3 0.8% 0.5%              0.3

UGG 0.7% 0.9%             (0.2) 0.2% 0.3%             (0.1)

TIMEX 0.6% 0.7%             (0.1) 0.4% 0.5%             (0.1)

POWERSTEP 0.6% 0.6%              0.0 0.6% 0.6%              0.0

GARMIN 0.6% 0.7%             (0.0) 0.1% 0.1%             (0.0)

ALL OTHERS 17.7% 27.3%             (9.6) 55.0% 66.1%           (11.1)

2008 Total SRA Market Share

*Leisure Trends

Training Challenges

A Brooks’ Rep

• Independent reps

• 1 to 30 years of experience

• High School to MBA educated

A Brooks’ Account

• 1800+ Brooks’ retail accounts

• 1-30+ years of retail experience

• POS Systems?

The Plan

• We will tackle training in pieces starting at bi-annual sales meeting

• Reps to focus on Retail Math 101

• Request to the reps to become Microsoft Office educated

Questions

• How do we know it is working/ROI?

• How do we connect back to our accounts?

• Any recommendations on outside sources?

• Help!