THE VENDORChallenge
The volleyball business is dominated by two brands that team dealers know little about, Scheldy and Senoh, points out Dean Baker, of equipment maker Gared/SSI, St. Louis, MO. Domestic manufacturers and team dealers have tried to penetrate the market and compete with these brand, but this has proven challenging
since Scheldy and Senoh have been selling their high-quality systems direct to schools for so long.
Baker says that these are the systems that college players play on and, therefore, are the systems they know when they go on to coach. Domestic manufacturers have been relegated to low-end systems.
The solution? "We need to step up and make systems to compete with Scheldy and Senoh," Baker says. "Manufacturers must get the word out."
It's not difficult to sell volleyball systems, but installation can be an obstacle, he adds. Systems are steel and titanium, and also different sizes, so dealers are also dealing with different size sleeves.
Baker says that these are the systems that college players play on and, therefore, are the systems they know when they go on to coach. Domestic manufacturers have been relegated to low-end systems.
The solution? "We need to step up and make systems to compete with Scheldy and Senoh," Baker says. "Manufacturers must get the word out."
It's not difficult to sell volleyball systems, but installation can be an obstacle, he adds. Systems are steel and titanium, and also different sizes, so dealers are also dealing with different size sleeves.
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