02 — Capability · BC-1170
Dealer & Distributor Network
Build and run the independent dealers and distributors through which the manufacturer's products reach most of its customers, from choosing and signing them to supporting, measuring and, when needed, replacing them.
- Dealer Management
- Distributor Network
- Channel Operations
- Dealer Development
In scope
- Territory design, dealer recruitment, agreements and termination
- Dealer ordering, allocation, stocking programs and floor-plan support
- Dealer standards, certification, training and the tools dealers use
- Dealer performance measurement, incentives and the network's financial health
Out of scope
- General partner and channel strategy across all partner types (see BC-440)
- Direct sales to end customers and key accounts (see BC-430)
- Pricing policy and promotional offers (see BC-470)
Decomposes into · 5
- BC-1170.10Network Design & Dealer AppointmentDecide where the manufacturer needs representation, find and vet the right dealers for each territory and sign agreements that set out what each side owes the other.
- BC-1170.20Dealer Ordering & StockingTake dealer orders for whole goods and attachments, allocate constrained supply fairly, run stocking and pre-season programs and support the financing that lets dealers carry inventory.
- BC-1170.30Dealer Standards & DevelopmentSet what a dealer must look like, know and be able to do to carry the brand, certify them against it and help the ones that fall short improve.
- BC-1170.40Dealer Programs & IncentivesDesign and pay the volume, growth, market-development and co-op programs that reward dealers for the behavior the manufacturer wants, and audit the claims those programs generate.
- BC-1170.50Dealer Performance & RelationshipMeasure each dealer's sales, service, customer satisfaction and financial health, review it with them regularly and act on the dealers at either end of the distribution.