Dealer Development from a Manufacturer's Point of View

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. 1.
   What is a dealer development program?
2. 2.
   When is the appropriate time for a manufacturer-supplier to consider a dealer development program?
3. 3.
   Basic ingredients and implementation of a dealer development program.