NEGATIVE ATTENTION IS HIS TOOLLAGGARD

THE

I’VE BEEN IN BUSINESSMY ENTIRE LIFE. I KNOW HOW

TO MOVE THE NEEDLE AND KEEP CORPORATE HAPPY. I’LL MAXIMIZE

EVERY REWARD AND INCENTIVEYOU OFFER.

CUSTOMIZING YOURDEALER RELATIONSHIPS

5 Dealer Types

We all know different dealers have different investments in the brand and the sales process.Recognizing a dealer’s goals and preferences helps you maximize your relationship

and the marketing tools you can provide.

Business details: doesn’t like to compete

PASSION IS HIS TOOLENTHUSIAST

THE

EXPERIENCE IS HIS TOOLBUSINESSMAN

THE

&ENGAGESc u s t o m e r s

MOVESp r o d u c t

”

TALK IS HIS TOOLSALES GUY

THE

AMBITION IS HIS TOOLRISING STAR

THE

SUPPORT HIM

· Make sure your customer service to him is fast and accurate

· Make his marketing engagement easy by keeping easy-to-use websites with outstanding UX on all brand materials

I MOVE PRODUCT BY WHATEVER MEANS OR MESSAGE NECESSARY.

SUPPORT HIM

· Use his shop to beta test new practices and offers

· Test your relationship and availability to your dealer network

· Provide him consistency and use examples

SUPPORT HIM

· Give him tools to be more ”buttoned up”

· Provide less POP support; add more analytics and back-end sales support

Maintain,don’t change

I’m not brand loyal, I’m just here to help

some friends.SUPPORT HIM

· He benefits from development

· You must learn and meet his sales team

· Help and encourage him to maintain his connection to the brand

SUPPORT HIM

· Be the voice of objectivity · Don’t be tempted to make him your go-to · Maintain objectivity and consistency

“

I’M YOUR NEWEST DEALERAND READY TO BE YOUR BEST. GROW, GROW, GROW. THAT’S

WHAT I ALWAYS SAY. LOVE THE BRAND, LOVE THE COMPANY,

LOVE EVERYTHING.

“

“