Goal: Inspire dealers and manufacturers to collaborate
together, creating more profitable growth for all.
Slide 4
Remember the Three Little Pigs?
Slide 5
The Sequel: The Lion and the Three Bulls
Slide 6
Obvious Desirable Characteristics (Dealers view of
Manufacturer)
Slide 7
Quality product at reasonable price Responsive and
Knowledgeable Customer Service Hassle Free After Sale Service
Support Clear, Accurate and Easy to access Information Ship the
right stuff to the right place on time every time
Slide 8
Prompt Order Acknowledgement / Accurate Invoice Fair and
consistent price, discount and rebate policies / programs Respect
of Dealers relationship with End-Use Customer (dont go direct)
Slide 9
Not So Obvious Desirable Characteristics (Dealers view of
Manufacturer)
Slide 10
Consistently works to channel end-user sales through dealer
Provides dealer with sales leads Communicates up-front about chain
pricing / rebate challenges collaborates on the solution
Slide 11
Takes Ownership of late shipments (and provides early warning
of same) Applies price, discount and rebate policy in fair and
consistent manner Provides detailed sales and technical product
training and covers dealers travel and lodging expenses for factory
training Takes Ownership of late shipments (and provides early
warning of same) Applies price, discount and rebate policy in fair
and consistent manner Provides detailed sales and technical product
training and covers dealers travel and lodging expenses for factory
training Takes Ownership of late shipments (and provides early
warning of same) Applies price, discount and rebate policy in fair
and consistent manner Provides detailed sales and technical product
training and covers dealers travel and lodging expenses for factory
training Takes Ownership of late shipments (and provides early
warning of same) Applies price, discount and rebate policy in fair
and consistent manner Provides detailed sales and technical product
training and covers dealers travel and lodging expenses for factory
training
Slide 12
Collaborates on program development (develops policies targeted
at preserving dealers margin) Collaborates on innovative product
development Provides advance warning of price adjustment and
provides price protection for fair period of time Provides easy
access to data / facilitates electronic data exchange pre and post
order
Slide 13
Obvious Desirable Characteristics (Manufacturers view of
Dealers)
Slide 14
Stock and Promote Product Line on Regular Basis Advertise
Products to Customer Base (Flyer, Showroom, Website) Support
Training of DSRs on Product Line
Slide 15
Show Loyalty to Manufacturers Brand Hold Spec when possible
(only ask for extra discount when really need it) Respect
Manufacturers Advertising, Pricing and Promotional Policies
Slide 16
Not So Obvious Desirable Characteristics (Manufacturers view of
Dealers)
Slide 17
Collaborates on development of annual business plan including
goals for sales volume, customer, market and product development
Collaborates on sales calls to key customers / targeted business
Shares information on leakage to competition / helps improve Brand
loyalty
Slide 18
Provides access to sales team for joint training by both
Factory and Rep Takes responsibility for incomplete or incorrect
orders Inspects goods upon receipt / takes ownership of damages as
appropriate Identifies competitive threats / works with Factory to
hold spec
Slide 19
Ways to Support your Good Partners (Ways to encourage
collaboration)
Slide 20
Dealer Give them your orders (sell on more than just price)
Send your sales people to the factory for training Incentivize your
sales team to sell their products Hold Spec
Slide 21
Manufacturer Share your sales leads with them Avoid direct
sales / encourage chains to use distribution Provide enhanced
incentives to supportive dealers Have Top Management visit
regularly
Slide 22
Both Make joint sale calls on key customers Collaborate on
business planning Approach conflict resolution in spirit of true
partnership Trust, Communicate, Respect
