Question

Topic: Strategy

Strategies To Appoint A Dealer For A Bike Company?

Posted by Anonymous on 6/7/2010 at 5:28 PM ET 125 Points
recently i join a motorcycle manufacturing company. company mainly focusing on to rural and semi urban area.
my job is to appoint dealership for the company. the dealership cost is around 2-3 lakh INR.
Now my questions are---
what strategy should i take?
to whom i have to target and how?
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RESPONSES

  • Posted by CarolBlaha on 6/7/2010 at 5:44 PM Member
    You have to understand that it's not about the investment. You two are in a long term win/win relationship-- you will not be successful unless your dealer is. I appoint dealers all day long-- and I am very clear that unless i can make them money-- I have no value. Appoint all you want-- no sales and you are on the pavement.

    With that in mind-- is the dealer candidate existing client align with yours? That is their value. If the guy is selling basic bikes and yours are the big ticket ones -- that's probably not a match. By the same token, if they think they want to expand into this market-- maybe....

    Are you giving exclusivity? Except in few situations-- I don't recommend that. You don't want to glutten the market either.

    You want a dealer who's current demographics align with yours.
  • Posted on 6/8/2010 at 2:44 AM Author
    i accept the response. all i want "what should be the probable strategies to appoint a dealer"?
    basically its a field job.
  • Posted by CarolBlaha on 6/8/2010 at 7:00 AM Accepted
    I think you should re-read what I wrote. I told you who to target, what makes a successful dealer-- and rep who is appointing them. I've set up hundreds of dealers -- as a field rep = and it's how I've done it.

    When I go into an area I research who might be a candidate for dealership. then I walk in cold in most cases to talk. There are some dealers that my product isn't a fit and we part friends. I also decide how many dealers in a geographic area. I rarely give exclusivity but I don't want them tripping over each other either. I have a territory to manage, part of that is analyzing the potential within.
  • Posted on 2/15/2012 at 10:38 AM Member
    i am in cement indusrty. Its hard core channel sales i am doing. Due to huge up coming competition , i need some strategies to retain my existing dealers and to drag new dealers in my network.
    If u please suggest me some new schemes which i can apply to penetrate market .

    dealership cost-50000 as security money.
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