Go-to-Market Strategy12

“Good enough” rarely is. This edition explains why OEMs must measure dealer performance beyond unit…

Most OEMs celebrate signing a dealer but fail to launch them correctly. This edition explains…

OEMs often push sales onto their dealers instead of enabling them to succeed. Dealer Enablement…

OEMs often focus on evaluating dealers without realizing that capable dealers are evaluating them in…

Many companies overuse short-term sales timing tactics that create inconsistent revenue and dealer frustration. Real…

Manufacturers often misread the dealer relationship. Dealers are not customers or employees; they are independent…

"The golf car industry has emerged from years of disruption, revealing a clear path forward:…

Deciding whether to manage your dealer network directly or partner with regional distributors is vital…