02 — Capability · BC-1170.10
Network Design & Dealer Appointment
Decide 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.
- Territory Planning
- Dealer Recruitment
- Dealer Agreements
In scope
- Market coverage and territory design
- Dealer prospecting, due diligence and appointment
- Dealer agreement terms and renewals
- Dealer exit, transfer and succession
Out of scope
- Legal drafting of the agreement template (see BC-150)
- Channel conflict policy between direct and dealer sales (see BC-440)
Decomposes into · 4
- BC-1170.10.10Territory & Coverage PlanningMap where customers are against where dealers are and decide which gaps to fill, which territories to split and which to leave alone.
- BC-1170.10.20Dealer Recruitment & Due DiligenceFind candidate dealers, assess their finances, facilities and reputation, and appoint the ones that will represent the brand well.
- BC-1170.10.30Dealer Agreement ManagementNegotiate, execute and renew dealer agreements with territory, standards, exclusivity and obligations stated plainly.
- BC-1170.10.40Dealer Transition & ExitHandle ownership changes, succession and terminations so customers in the territory keep being served through the change.