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NIKE ON POWER PLAY WITH NEW HOCKEY SALES FORCE
Published March 19, 1996
Nike's hockey division will hire an entirely new sales force to market the company's ice and in-line skates due to arrive in retail outlets next year, according to SPORTING GOODS BUSINESS. The new effort will be independent of Nike's apparel and footwear reps, as well as subsidiary Canstar. Pierre Boivin, GM of Nike's hockey division and CEO of Canstar, said it would not make sense to thrust an entire new category on Nike's existing sales force and that combining forces with Canstar was not a possibility. Boivin: "The intention is to truly be two brands" (Andy Bernstein, SPORTING GOODS BUSINESS, 3/96 issue). MORE NIKE NEWS: Distribution of Nike's NFL Pro Line merchandise will be "limited" to just over two dozen chains next season, most of which will receive only enough product to satisfy local markets where Nike is outfitting NFL teams. According to SPORTING GOOD BUSINESS, Foot Locker and FootAction will be among the few with enough merchandise to go national (SPORTING GOODS BUSINESS, 3/96)....Nike's total revenue hit a record $1.49B last quarter, up 38% from the same quarter last year (Portland OREGONIAN, 3/15).