Territory Management21

Understanding the dealer business is only step one. This edition shows how TMs can actively…

Dealers survive and grow through multiple profit centers, not just new unit volume. This edition…

Training must go beyond product knowledge. This edition explains how systems and role clarity turn…

This edition shows why “waiting it out” puts OEMs behind — and how proactive investment…

A high-performing dealer network begins with knowing exactly what an ideal dealer looks like. This…

OEMs can rescue more distressed dealers than they realize using a structured, five-phase intervention that…

A dealer may seem fine on the surface while underlying issues quietly erode performance. This…

A TM’s exit often reveals issues that were already harming the territory. Rather than stretching…

Many OEMs misunderstand the role of the territory manager, seeing them as order-chasers rather than…