How did you get into the cycling scene? And how was the route onto what you are doing now?
I got interested in cycling when I was around 13. Started racing myself and it turned into a passion. I used to wash bikes and cars at the Team Telekom in my summer holidays. After I finished my masters degree in International business I wanted to work with something I love - not in a bank or a consultancy. So I tried to find companies that want to invest in cycling. I finally convinced TATA Consultancy Services to sponsor the Cervelo TestTeam where I ran the sponsorship and marketing.
I only know sports agents from football, in what capacity is it different to be a cyclist agent to any other athlete? How do you turn a profit?
Same as in soccer. We get a small percentage of the contracts we negotiate for our riders.
You two guys (at CORSO) seem to have a great passion for cycling: Is passion for cycling enough to be a cycling agents? What else does it require in your opinion, from education to specific character traits?
Passion is essential to be good at it I think. But its for sure not enough. Social skills and ethics are crucial. Also a background in marketing, finance and business can’t hurt. We represent professional athletes and negotiate on their behalf’s. It’s a huge responsibility that needs to be taken very seriously. Just being a nice guy with a lot of passion doesn’t cut it.
We heard a lot through the media about Becca not being patient that he demanded succes right here, right now. How was it working with him?
I think we had huge success for a team that came out of nowhere. 2nd in Sanremo, 3rd in Flanders, 2nd in Roubaix. 2nd and 3rd in Liege and at the Tour. World Number one team and I think 25 wins. We were really proud of that and everyone in cycling knew it was a great achievement. It was not always easy working for someone who constantly wants more success. However he put a lot of money into the team, so I kind of understand that someone who doesn’t know the sport very well doesn’t understand that you can’t win all the time.
What areas of the sport would you like to see expanded to give the fans an even better experience? (Like camera on the bikes, making a webpage including all PT teams with news, interviews etc.)
Look at formula one. This is what I would like to see: live team-radio on TV, live cameras on the bikes. We have an insanely huge pool of footage that we could use to bring the sport closer to the fans. The on-bike footage is great, but it needs to be used more often and realtime.
What do you do to relax/switch off from all those travels you have to do?
I go and ride my bike. That’s all I need to relax. Unfortunately there is not much time for it.
Which rider did you approach and whom you would have loved to get under contract the most but it didn't work out? Has this rider already achieved the things you thought he could do at one point?
I don’t like to put names out there. But generally we approach very few riders - and we have gotten most of them to work with us. It’s a mutual relationship. If a rider doesn’t want to work with us that’s fine and we respect that.
In which way does social media (eg twitter, strava) influence you? And how much does social media play a role in your job?
I think its super important. When I dedicated a lot of my resources towards these channels at Cervelo people didn’t really understand it and smiled at it. Now its one of the most important communication channels and a great way to connect with fans. We use it a lot and the importance will only increase in the next years. I also use Twitter as a ‘live-ticker’ during races. Best way to keep track of a live event.
If someone for example suggest you a young, local rider, do you take that into account and keep that in mind?
Of course. I would keep an eye on him for sure. But then he would need to follow up with results as well. I keep track of all results - also junior and U23. That’s how we first noticed our young talents like Mads Pedersen, Michael Valgren (who is now with Tinkoff-Saxo), Tao Geoghegan Hart, James Oram, Ryan Eastman etc.
How important are small race events in spotting little talents?
Well - I just came from the Tour de Suisse and directly went on to the Karlsberg Trophy, which is a junior race. I think it’s super important to check out the Junior races.
Do you think that you can spot the next Contador or Cavendish in such a crowd or is this only wishful thinking? How much does a cycling agent have to be a "scout" himself?
Up until now we have had a good track record of spotting talent. Of course not all of the young guns will end up being a superstar, but I think you can tell fairly quickly if a young rider has the physical and mental ability to become a “special” rider or not. Michael Valgren for example is one of those kids who had this special something. He has a “winner-DNA” and already in his first year as a pro he is a great help for Albert Contador and almost beat Chavanel at the 4 Jours de Dunkerque. We’ll see more of him soon...
What an impact has it on your job when a team sponsor doesn't want to extend their sponsorship like Belkin at the moment?
The instability and vulnerability of cycling teams affects our jobs a lot. If teams go out of business, other teams wait to make a bargain and the whole market is affected. However I have a really high opinion of Richard Plugge and in this case I do believe he will end up finding a new backer for the team.
From a agent/businnes-PoV, how much did Armstrong help and subsequently hurt the US cycling scene?
It’s hard to measure. And during his prime I wasn’t in the business yet, but I can imagine the US cycling scene had a huge peak of interest back then, maybe like the German scene when Ullrich and Zabel were successful. However the uncovering of all doping related issues killed a lot of projects and affected the cycling scene negatively for sure.
Do you believe that cycling should allow teams to buy riders from other teams before their contract expires, just like in sports like football? What effect do you think that would have on the sport?
Generally contracts are contracts to be fulfilled. I don’t like the whole mentality in soccer where contracts are not respected. We always try to place our riders with the teams that fit them best and where they can turn into the best rider they can possibly be. So both the team and the rider should have a stable relationship with planning security.
Which non-traditional cycling countries do you reckon have the most potential?
African countries. I see the talent that MTN-Qhubeka is developing and its simply mind-blowing.
Any tips for getting into the sports business in general and the sports agent business in specific? And maybe even more importantly, any tips to be successful in this business (watching and learning from Jerry Maguire aside)?
Be honest, transparent and respectful to all parties involved. Cycling is a small business and you will see everyone twice in your career. And to quote Jerry Maguire: “More personal attention”!
Are you aware of the Pro Cycling Manager/Tour de France computer game series?
I have never played it to be honest - but it looks fun and its a great way for fans to actually know all the riders. I used to play a similar game when I was a kid in soccer and after a while I knew all players, teams etc.
