Developing the dealer network to maximise sales
Delegates will learn how to develop strategies to determine dealer effectiveness and market coverage and identify areas when replacements or new appointments are required. They will understand techniques to research the chosen territory looking for potential candidates and negotiating franchise agreements. They will also discuss and review techniques for ensuring maximum representation even if they are not the dealer’s main franchise. In addition, they will review key strategies to successfully achieve maximum sales potential as quickly as possible. As well as analysing the impacts of these actions in the trading territory.
By the end of the course delegates will understand or be able to:
- Have an understanding of potential opportunities to develop their dealer network
- Be able to use targeted KPIs to benchmark and assess dealer performance
- Know how to measure, quantify and communicate untapped territory potential
- Be able to define the selection criteria for new dealer representation
- Understand simple balance sheet indicators of dealership strength and capacity
- Understand how to assess dealership succession potential and risks
Delegates will most likely be working in a management or dealer development role with a supplier company, usually heavily reliant on sales through dealers and should have some responsibility or involvement in dealer selection, management and development.
This is a two day training course and will take place at the AEA Training Centre at Samuelson House, 62 Forder Way, Hampton, Peterborough, PE7 8JB.
Cost for the course is £320 per day BAGMA Members, £385 per day Non-Members
Next available course date: 3rd – 4th March 2026
For more information on this training course please fill in the form or to book a place, please contact Angela Barnatt on ab@aea.uk.com
