1974-02-01

Dealer Development from a Manufacturer's Point of View 740446

Dealer development is a composite of policies and procedures blended with guidance and counsel for the express purpose of developing one of the manufacturer's most important assets-his retail dealer organization. By properly utilizing the combination above, a manufacturer-supplier's objective should be to develop the dealer organization to the point where they maximize sales potential and profitability. We will consider the subject of dealer development from a manufacturer's point of view from three aspects: 1. What is a dealer development program? 2. When is the appropriate time for a manufacturer-supplier to consider a dealer development program? 3. Basic ingredients and implementation of a dealer development program.

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