05 · DOMESTIC · 8 WEEKS
Dealer Network · Domestic
For manufacturers building a dealer network in Turkey, or bringing order to a scattered one.
Clear rules let a dealer network grow
As a dealer network grows, so do its problems: territories overlap, discounts vary from dealer to dealer, targets stay on paper and stock is either short or piling up. In the Dealer Network · Domestic package I design your dealer channel in Turkey from scratch or bring order to a scattered one.
I start with a dealer network map and territory plan and write the dealer selection criteria. Then I set the commercial terms of the dealer agreement: territory, exclusivity, targets, payment terms, guarantees and termination. I design dealer pricing with discount tiers, target bonuses and payment term differentials.
To keep the system running I also deliver a minimum stock structure by product group, a dealer training programme and a dealer performance scorecard. Your lawyer writes the legal text of the agreement; the commercial terms come ready from me.
Scope and deliverables
Deliverables
- Dealer network map, regional plan and selection criteria
- Commercial terms of the dealer agreement: territory, exclusivity, targets, payment terms, guarantees, termination
- Dealer pricing: discount tiers, target bonuses, payment-term surcharges
- Minimum stock levels by product group
- A dealer training programme: product, sales and service
- A dealer performance scorecard
Not included: The legal text of the agreement, which your lawyer drafts.
Suits: Manufacturers that sell, or plan to sell, through dealers in more than one region of Turkey.
Not a fit: Companies that sell only direct and have no plans for a dealer channel.
- Payment: 50% on order confirmation, 50% on delivery
- Fees for engagements longer than three months are indexed to Turkish CPI
- Proposals are valid for 30 days
- I never advise two competing companies on the same project or tender
- For dealer agreements, I set the commercial terms and your lawyer drafts the legal text
Frequently asked questions
What is the first step in setting up a dealer network?
The territory plan. Setting agreements and discounts before it is clear how many dealers each region needs and what each must deliver leads to overlap and price wars later. That is why I start with the map.
Should dealers get exclusivity?
It depends. Exclusivity makes it easier for a dealer to invest, but it should be tied to targets and performance conditions. In the territory plan I decide region by region where an exclusive or a multi-dealer model fits.
How are dealer discounts set?
By the work the dealer takes on: holding stock, service, technical sales and credit risk. I split the discount into tiers, target bonuses and payment term differentials to steer dealers towards volume and on-time payment.
We already have dealers. Is this still a fit?
Yes. The package suits manufacturers fixing a scattered dealer structure as much as those building a new network. We measure current dealers with the scorecard and rebuild the rules accordingly.
Is it a fit? 20 minutes will tell.
In the introductory call I listen to your company and your needs. No data, no analysis. If it makes sense, you get my fixed-fee proposal within 48 hours.