National Sport Sales, Inc

1
National Sport Sales, Inc

• Mike Clark
• PO Box 1195
• Simi Valley, CA 93062-1195
• 805-501-3534
• 805-426-8058 fax

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Services

• Sales Management Services

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National Sport Sales, Inc

• Let us provide you with a US based sales office.
• Custom programs to fit your budget and needs
• Working with A.C.Kerman to provide logistical and
  operational support for your product
• We will work with you to devise a plan to bring
  your product line to US customers

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National Sport Sales,Inc

• We have a flexible structure to provide our
  customers with what they need to grow their
  business
• Some companies hire us to help them develop a
  product offering for market. These companies may
  have a product idea, but have little experience
  bringing it to the consumer in the US. For these
  customers we help them develop the item,
  packaging, sourcing, and sales management.
• Other customers have a product line, have sales
  support materials, but are not located in the
  USA, and do not want to develop an entire
  infrastructure at this time. For these companies
  we work with 3PL providers to provide sales
  management for the product line. We will act as
  your US sales management team, hiring
  representatives, making major presentations, and
  handling order entry and trade show
  responsibilities.
• Some companies hire us to be their sales agent at
  the chain store level. For these companies, we
  make presentations, work with them to develop
  retail packaging, and handle order entry for the
  customers assigned to us.

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Sales Management

• Our experience building brands and marketing
  products can help you build an effective sales
  organization in the USA.
• 30 Years Experience in sporting goods management.
• Put our Industry knowledge of Market Dynamics to
  work for you.
• We know the customers, and we know the best ways
  to supply them
• Marketing Plans available

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Sales Management

• We act as your Sales office in the US
• We have a network of sale rep groups in the USA
  canada that can handle whatever you need to
  accomplish- we have relationships with multiple
  groups in every territory.
• We can work with you to develop a sales plan,
  target accounts, make major presentations,
  receive orders, and work with your fulfillment
  network to deliver products to your customers.

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Sales Administration Operations

• We can hire and manage a Manufacturers
  Representative sales force for all areas of the
  country
• We will make major presentations with
  Manufacturers Reps
• We will enter orders and track them thru the
  shipping process
• If needed we will help set up and manage EDI
  order processing thru a web based interface.
• We will work to develop a sales program that is
  profitable for you and for your customers

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Sales Administration Operations

• We know who has the solid relationships at major
  accounts in the USA
• We know who to go to present your product line
• We already have relationships with many Rep
  organizations and will find the best fit for you.
• We will help you develop a program that is
  profitable for you, and attractive to your
  customers
• We can offer a 3rd party web based EDI
  (Electronic data Interchange) solution for your
  accounts that need it

9
Presentations

• Major customers should be visited 1-2 times per
  year
• We can handle the large presentations, and the
  reps will handle the day to day work with the
  customers.
• We estimate that there may be as many as 10-15
  meetings per year at an average cost of 500 per
  meeting needed to get started. It may be less
  for simpler product lines.

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Order Cycle
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Industry Dates Timelines

• Initial Presentations to Large Distributors and
  retailers- March-May
• Icast and smaller presentations June-July
• Distributor presentations to chains-June-Sept
• Final sales presentations- August Sept
• Distributor Shows- Sept thru Nov, Jan-Feb
• Consumer Shows Feb-April
• Chain store initial deliveries-Feb-mar

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Industry Layout

• Most terminal tackle items are sold thru
  distributors.
• Distributors range in size from 1-man operations
  to Maurice Sporting Goods which handles all of
  the major chains
• There are appx 800 distributors of fishing
  tackle products in the USA
• There are about 4500 fishing tackle dealers in
  the US, plus 8-10,000 chain retail locations
• Cabelas and Bass Pro tend to order on a direct
  basis and not thru distributors

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Typical Customer Flow Chart
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Customer Types

• Distributor- supplies multiple brands and product
  lines to dealers and chain stores across the US.
  Most are now geared towards selling to smaller
  dealers- but a few are also set up for larger
  chains.
• Wagon Jobber- Usually a small distributor with
  limited stock, delivers to a set route of stores,
  often includes resort areas not serviced by the
  larger distributors
• Chain store- Wal-Mart, Sports Authority type
  stores with multiple product offering. Nearly
  all buy thru large distributors. Bass pro and
  Cabelas tend to buy all tackle direct from
  manufacturer.
• Buying Groups- Usually independent retailers that
  have joined together to form a buying co-op.
  There are 3 for sporting goods- NBS, Worldwide,
  and Sports, Inc. These stores tend to be the
  best in an area, and MAY buy direct and fill in
  reorders thru distributors.
• Independent dealers- Usually buy thru
  distributors, and may have 4-5 different
  distributors filling their shelves. Larger
  dealers may do some direct buys, but orders tend
  to be small.

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Experience

• 30 Years in Sporting Goods- at all levels-retail,
  distribution, representative, and company
  executive
• 13 Years as a manufacturers representative-
  represented product lines like Plano, Minn Kota,
  Fenwick, Nikon, Winchester,and many others
• 7 Years as Vice President of Sales of the largest
  paintball gun maker-introduced category to large
  chains across the country

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Marketing

• Identify which consumer shows to attend
• Handle show participation- samples, pro-staff,
  literature
• Work with Regional Fishing Pros to do
  demonstrations and lectures
• Build a pro-staff network of regional thought
  leaders to educate consumers across the country
• Use Guerilla Marketing techniques to increase
  published references to product line
• Utilize Social media to increase visibility to
  interested consumers

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Pro Staff Development

• Regional thought leaders that support product
  lines in exchange for free product
• Most Manufacturers rep organizations have a group
  of Pro-staffers that work dealer events, local
  tournament series, and consumer shows to promote
  their product lines.
• Pro Staff tends to also work with local writers
  and national writers to promote products thru
  magazine and newspaper articles

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Consumer Shows

• Consumer Shows are held each spring and draw
  millions into convention centers to see new
  product, and buy the newest items.
• Every large city has at least 1 show-But not all
  are worthwhile.
• Manufacturers reps work the booth, factory
  support consists of samples, literature, and a
  booth (if available)
• Typically a 10x10 booth costs about 800-1500
  depending on the location

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Trade Shows

• Most of the major distributors hold regional
  trade shows 1-2 times per year
• Manufacturers are expected to participate with
  the purchase of a booth and thru specials
  offered only for the show period.
• Buying Group Shows- The 3 buying groups hold 2
  shows per year. Fishing is shown at the
  August/Sept show only. Booths run about 1200,
  and it usually takes 3-4 appearances prior to
  customer acceptance.

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Costs and Expenses

• Standard Cost of Sales management is 2500 per
  month.
• This includes Rep selection and management, order
  entry, customer management, pro-staff management,
  customer vists/presentations
• Additional costs for EDI, travel and event
  services are billed at actual cost with no
  additional mark-up
• Growth incentive- we will work with you to
  develop a growth incentive program for National
  Sport Sales to make sure our interests are
  aligned and to support sales growth

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Typical Expenses

• Travel to meetings 10-15 per year- average 500
  per meeting
• Distributor Shows 8-12 per year- Average 700
  per event
• Consumer shows- 12-15 per year, Average 1000 per
  event
• EDI services- Appx 200-250 per month for 2-6
  trading partners and 8-10 orders per month.

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Contact Info

• Contact us
• www.nationalsportsales.com
• mclark_at_nationalsportsales.com
• By Phone
• 805-501-3534
• 805-426-8058 fax
• Skype m.clark33
• By Mail
• PO Box 1195
• Simi Valley, CA 93062-1195