What do you believe are the greatest challenges facing the sector or industry you would like to specialize in at IE? What role do you hope to be able to play in this sector or industry in the medium term?

1. 1
IE BUSINESS SCHOOL APPLICATION
AFTERMARKET CHALLENGES IN THE CYCLING INDUSTRY
What do you believe are the greatest challenges facing the sector or industry you
would like to specialize in at IE? What role do you hope to be able to play in this
sector or industry in the medium term?

2. 2
During my studies at IE Business School I would like to focus my efforts on After
Market sales in the sports cycling industry in relation to DT Swiss.
DT SWISS (ASIA) FACTORY
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY

3. 3
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DT Swiss is a manufacturer of high end cycling components. Our products range
from:
Spokes and Nipples

4. 4
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
Hubs
DT Swiss is a manufacturer of high end cycling components. Our products range
from:

5. 5
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
Rims
DT Swiss is a manufacturer of high end cycling components. Our products range
from:

6. 6
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
RWS
DT Swiss is a manufacturer of high end cycling components. Our products range
from:

7. 7
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
Wheels
DT Swiss is a manufacturer of high end cycling components. Our products range
from:

8. 8
DT SWISS PRODUCT RANGE
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
and Suspension
DT Swiss is a manufacturer of high end cycling components. Our products range
from:

9. 9
CURRENT DISTRIBUTION MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
MANUFACTURER
The industry is
dominated by a very
traditional form of
marketing products.

10. 10
CURRENT DISTRIBUTION MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
$
The brand or
manufacturer first
produces its product,
then sells this to an
importer/distributor.
MANUFACTURER
The industry is
dominated by a very
traditional form of
marketing products.

11. 11
CURRENT DISTRIBUTION MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
RETAILER
$ $
It is then sold on to a
local retailer, whereby it
is sold to the end
customer.
DISTRIBUTOR
$
The brand or
manufacturer first
produces its product,
then sells this to an
importer/distributor.
MANUFACTURER
The industry is
dominated by a very
traditional form of
marketing products.

12. 12
CURRENT DISTRIBUTION MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
$ $ $ $ $ $
The industry is
dominated by a very
traditional form of
marketing products.
The brand or
manufacturer first
produces its product,
then sells this to an
importer/distributor.
It is then sold on to a
local retailer, whereby it
is sold to the end
customer.

13. 13
BENEFITS OF THE TRADITIONAL MODEL
MANUFACTURER
The main benefit is that the manufacturer
has increased cash flow after selling to the
distributor.
DISTRIBUTOR
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY

14. 14
BENEFITS OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
$
MANUFACTURER
The main benefit is that the manufacturer
has increased cash flow after selling to the
distributor.
DISTRIBUTOR
$$

15. 15
BENEFITS OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
We can then negotiate better terms with
suppliers and plan production accordingly.
MANUFACTURER
SUPPLIER

16. 16
BENEFITS OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
It also allows us to plan our budget and
staff requirements. Giving us a clear
picture on growth.

17. 17
DRAWBACK OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
The main drawback is that along each
step of the way the product becomes
more and more expensive as more
layers of margin are added onto the final
price.

18. 18
DRAWBACK OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
The main drawback is that along each
step of the way the product becomes
more and more expensive as more
layers of margin are added onto the final
price.
$

19. 19
DRAWBACK OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
The main drawback is that along each
step of the way the product becomes
more and more expensive as more
layers of margin are added onto the final
price.
$ $$

20. 20
DRAWBACK OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
The main drawback is that along each
step of the way the product becomes
more and more expensive as more
layers of margin are added onto the final
price.
$ $$ $ $$

21. 21
DRAWBACK OF THE TRADITIONAL MODEL
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
DISTRIBUTOR
MANUFACTURER
RETAILER
YOUR NEW WHEELS
$ $$ $ $$
While at IE Business School I would like to work
on a business plan for DT Swiss to implement a
direct selling model, eliminate middle men, save
our customers money, and increase our bottom
line.

22. 22
PROPOSED SOLUTION
AFTER MARKET CHALLENGES IN THE CYCLING INDUSTRY
MANUFACTURER YOUR NEW WHEELS
$
While at IE Business School I would like to work
on a business plan for DT Swiss to implement a
direct selling model, eliminate middle men, save
our customers money, and increase our bottom
line.

23. 23
IE BUSINESS SCHOOL APPLICATION
AFTERMARKET CHALLENGES IN THE CYCLING INDUSTRY
This presentation was created by Robert Valentini as part of an application to IE
Business School.