Lenbrook To Go Factory Direct For NAD, PSB, Tivoli

Lenbrook America will begin on June 1 to sell its NAD and PSB home audio brands through in-house regional sales managers for the first time after having sold exclusively through independent reps since the company's founding 20 years ago. The company will drop all or almost all of its independent reps in the U.S. and will decide on Tuesday whether to keep one or two, said Dean Miller, who earlier this year was appointed president/CEO of the U.S.-based subsidiary of Canada's Lenbrook Group. Lenbrook will hire three to four regional sales managers, each responsible for sales of the NAD, PSB, and Tivoli brands. They will report to Miller. Miller told TWICE that the decision to go direct was difficult, given Lenbrook's long relationship with U.S. rep firms. "We're grateful to these companies," he said. Multiple factors, however, forced the company's hand, including retail consolidation in the specialty-A/V channel, a flat audio specialty market, and continued rising business costs.

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