Effective Vendor Relationship Management for Dealers

1
WELCOME

• Effective Vendor Relationship Management for
  Dealers
• Moderator Carl Bergauer, 4ifocus

2
Purpose Process Payoff
Gain insight into an often neglected area that
can positively impact gross margin and future
business value
Share experience and perceptions from our panel
of dealers, manufacturers and through audience
input and questions
Take away the knowledge and skill to initiate an
effective vendor review in your dealership / with
your dealer partners
Methodology
3
Marliane McCauley Apex Facility Services Bill
Stoops Rocky Mountain Desk Pam Mathias
Versteel David Liu Turnstone Mike Clardy
Knoll Carl Bergauer 4ifocus
Introductions
4
Strategic Operational Profitability
Territory or Product Line Exclusivity Financial
Stability Market Development Capability Market
Identity Aftermarket Revenue Stream
Ease of Specification Design Support Reliability
Warranty Service Support
Price Point Market Demand Spiffs Support Partneri
ng Opportunities
Considerations
5
Best Practices
6
Best Practices
7
Step 1 Step 2 Step 3 Step 4
Assign someone to gather the data
Analyze the results with an open mind
Identify and meet with your key vendors. Youre
both interested in the same outcome.
Cull the list and SHARE with your team why this
is an important initiative. They are interested
in the same outcome as well
Action Steps
8
Thank you

• Carl Bergauer
• [phone]

carl_at_4ifocus.com www.4ifocus.com
inspect inquire investigate initiate