Dealer Network Strategy

No. A dealer network strategy is the thinking that decides which dealer relationships to build and how. A dealer program [...]

Segment dealers on two axes: the quality of end-customer relationships a dealer produces and the dealer's growth potential with you. [...]

Every priority dealer relationship should have a named, documented owner inside your company with a clear backup, so the relationship [...]

Measure the quality and trajectory of dealer relationships alongside volume rather than relying on volume alone. Useful measures include the [...]

A dealer network strategy is the documented system a manufacturer or distributor uses to decide which dealers to recruit, which [...]

Most dealer networks underperform because the company treats the channel as a distribution mechanism instead of a relationship asset. The [...]

Start with the dealers who already produce your best and longest-lasting end customers. Rank dealers by the quality of end-customer [...]