Certainly, we ensure that all of our Dealers are well armed. So, every year we review all our Dealers’ performance, in terms of sales, market position, service capability and organizational structure. As a result, when we notice particular Dealers not performing well or when asked, we jump in and help.
We take “low numbers” seriously, because we want Dealers to succeed!
We’ll always try to find a solution that makes goals learnable, achievable and profitable. Above all, without any obligation!
A strong belief we have is that business relationships are personal. It would be easy for an outside observer to assume that the structures we have created are the backbone of the relationship with our Dealers. But the form is just the easy part. What caused the deep relationships to develop are the close personal ties that have been nurtured.
Ties form a kind of family relationship!
Like in family units, we are not reluctant to tell Dealers what we think they can do differently and they are not reluctant to tell us where we are lacking. We communicate fully, frequently and honestly.
There are no secrets between our Dealers and us!
Continuity reinforces mutual trust, limits disputes, encourages sharing of information and generates larger gains for everyone. To that end, we prefer to work with privately held enterprises, which typically enjoy longer-term management continuity than public companies.
We strive to keep Dealers in the family!
In the end …
We’re a company that relies on independent Dealers to present one face to its customers around the world. We must have uniform practices and performance standards for Dealers and treat them all with equal consideration, while recognizing that they are independent and unique in many ways. This has been our company strategy for over 27 years.
And will continue to be for many more to come!