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Notes on dealer territories, coverage and the annual network review.
2026-10-26
How to score a dealer territory for consolidation vs expansionHow to score a dealer territory for consolidation vs expansion by weighing fleet and site demand data alongside dealer-reported sales numbers.
2026-10-26
What is dealer point density and why OEMs track itA plain-language look at dealer point density, how OEMs calculate points per market, and what the number does and doesn't tell you about a territory.
2026-10-13
Underperforming Dealer or Underserved Territory? A Field Guide for Channel ManagersHow to separate a dealer execution problem from a territory with no coverage, before you touch the franchise agreement.
2026-10-08
Redrawing dealer territory boundaries without starting an encroachment fightA practical look at how channel managers can realign dealer territories while staying ahead of encroachment claims and protecting dealer relations.
2026-10-08
What counts as territory encroachment under a dealer agreementA plain look at what triggers an encroachment clause in a dealer agreement, where the gray areas sit, and how channel conflict starts.
2026-10-08
What is an area of responsibility (AOR) in a dealer agreement?A plain-language breakdown of the AOR clause in a dealer agreement and why the boundary on paper rarely matches where demand sits.
2026-10-08
Zip code boundaries vs. county boundaries for dealer territoriesA channel manager's guide to picking zip code vs. county boundaries for dealer territory and trade area definition, and where either unit falls short.