The first 90 days determine whether a U.S. dealer becomes a strong, long-term partner or an underperformer who eventually disengages. This edition outlines what dealers evaluate during onboarding—quoting systems, parts access, field support, and the OEM’s ability to communicate clearly and consistently.
Many international OEMs enter the U.S. market expecting to control their dealer network. They write tight dealer agreements, assign territories, define performance minimums, and expect compliance.
But here is the truth: in the U.S., dealers are independent businesses. They have options. They are not waiting for marching orders—they are weighing risk vs. reward. If they feel boxed in or under-supported, they will simply walk away.
This is why your focus cannot be control—it must be influence.
Influence is earned through:
- Weekly visibility: Scorecards and metrics that matter
- Actionable support: Real help with sales, service, and parts—not just product updates
- Mutual accountability: Clear expectations and shared goals, reviewed consistently
- Training that sticks: Practical onboarding and ongoing development, not just a PowerPoint and a handshake
When U.S. dealers feel seen, supported, and set up to win, they perform—and stay.
At Connect, we help international manufacturers build systems of influence that scale. Not micromanagement. Not legal threats. Just a structure that works.
Ready to lead your U.S. channel with confidence instead of control? Let’s talk.
