A manufacturer is the clear number two brand in its market.
Its dealers actually sell more of the number one manufacturer's product than theirs. To make
matters worse, the manufacturer has very loose agreements in place with the
dealers, allowing the dealers to really have no accountability.
Sound hopeless? Yes, unless the manufacturer takes
advantage of the looseness and creates a new model—maybe they sell direct or
put up company stores—whatever they think will help them grow. And since there
is no binding agreement in place, they can do whatever they please. Maybe it’s not
so hopeless after all….
Barry LaBov
LaBov & Beyond Marketing Communications and Training
Fort Wayne, Indiana
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