Many manufacturers (OEM) of capital equipment believe that their best route to market is via a network of independent dealers who can represent them in various markets.
This is a less capital-intensive route than branch operations and often allows the OEM to hit the ground running in a market as the independent dealer is established and most likely already established in an OEM’s industry.
The challenge is finding the right dealers and ensuring that they are the best fit for the OEMs when it comes to sales, after sales, service, territory coverage, and local market expertise.
This is where the Hanss Group can help. Whether the OEM is expanding into an entirely new territory or they want to overhaul a pre-existing dealer network, Hanss Group has the expertise to guide the OEM through this challenging period.
It all starts with an in-depth conversation about what the OEM really needs and wants when it comes to dealer representation. Once that is established, we develop an ideal “dealer profile” and start the process of identifying, vetting, and assessing various dealers for suitability for the OEM.
We can then also work with the OEM on on-boarding the dealer, arranging sales training for the dealer staff, and helping them roll out the products in their markets.
Are you and OEM? Does this sound like something that could help you kick start sales into a new market? If so, please get in touch at jhanss@hanssgroup.com
We look forward to speaking with you.