Colorado Ricardo Mountain Bikes was founded by Ricardo Francisco, a keen off-road cyclist who grew frustrated with bikes breaking down under the strain of the Colorado mountains. After years of trial and error, he built a bike tough enough to survive the terrain and named it the “Colorado Ricardo”. Word spread quickly among local riders, and Ricardo gave up his day job to build and sell bikes full-time from a small workshop outside Denver.
The business grew quickly in its early years, reaching a peak of around 10,000 bikes sold annually. Sales have fallen for three years running since then, and this year’s forecast is under half that peak. Ricardo still has a loyal following among serious off-road riders in Colorado, spare capacity in his factory, healthy cash reserves, and a strong “hand-built in Colorado” brand story – but almost no presence outside the state, and no products beyond the original off-road mountain bike. Meanwhile, demand for gravel bikes and e-mountain bikes has grown steadily across the wider cycling market.
A regional outdoor-sports retailer has expressed interest in stocking the new e-mountain-bike, but the buyer is cautious: she has had bad experiences with small manufacturers who over-promise on delivery times and after-sales support. Ricardo has asked his newest sales hire to handle this meeting personally rather than send a brochure, and wants you to plan how the conversation should go.
When you are ready, check your answer here: Answer – Personal Selling.
