Dealer Network Development

Take the lead in dealer network performance

In today's competitive environment, your success depends on matching your dealer network to consumer behavior and demand. Optimizing your network—in terms of the number, size, location and product/service mix—is critical. Dealer Network Development from S&P Global supports clients with a comprehensive suite of network planning services, including detailed market analyses, optimal dealer modeling, territory design and dealer/market performance measurement. This advisory service helps you:

Understand your regional market
Assess current/future network opportunities
Find prospect customers and locate opportunities
Optimize your dealer networks
Model the impact of network modification and innovation
React quickly to market changes
Increase sales, market share, market coverage and profitability

Maximize your dealer network Schedule an exploratory call with Automotive specialist

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Schedule your free, retail transformation workshop today! Let us help you build your new retail strategy.

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Customer Testimonial

“We included the Dealer Investment Package in two of our recent Offering Memorandums with very favorable results. It analyzes demographic, registration and facility/location data to deliver a new level of site evaluation detail to both the buyer and seller. The value of this product is the unbiased and totally independent market analysis it provides, including both trending and forecasting data.”

– Mark D. Johnson, President of MD Johnson Inc.

Solutions to meet your needs

Our Dealer Network Solutions enable national sales companies and automotive service providers to determine the best location and configuration of their retail networks. From adjusting the size and shape of dealers’ territories, to determining the best location for a new dealership, we are here to help.

Our Dealer Network Solutions include:

Dealer Network Development studies

S&P Global’s customized Dealer Network Development (DND) studies help determine network gaps and evaluate existing dealerships regarding location and potential. The analysis provides:

Ideal network simulation
Network/dealer gap assessments—providing insight into your network’s “distance” from the “ideal”
The impact of “bridging the gap”—moving from status quo to the ideal

NetworkInsight

NetworkInsight is a web-based simulation tool that complements and drives DND analysis and updates. NetworkInsight offers users the ability to:

Interact with DND analysis via a mapping tool
Perform “what if” analysis and measure the impact of different scenarios (add, close, relocate)
Calculate new potential for all points including cannibalization impact
Perform site potential simulations
Access monthly reporting data and dealer performance reports

New Retail

As disruptive megatrends—digitization, electrification and shared mobility—become a reality, S&P Global helps automakers understand how they will impact dealer networks in the future. Our New Retail advisory service considers:

Special treatment of battery electric vehicle potential
How shared mobility services might replace a significant share of private retail sales
The onset of diverse dealer types
The digitization of customer journey and impact on capacity planning needs

How S&P Global helps you optimize dealer networks

Challenge	Solution
Market analysis	Identify your network's strengths and weaknesses through comprehensive vehicle ownership data (national and regional)
Market competition	Analyze comprehensive dealer census data, competitive performance and local representation
Brand performance measurement	Improve market representation by identifying gain and loss areas
Territory design/management	Base and maintain effective dealer territories on drive-time catchment analysis and spatial interaction modeling
Dealer number and location optimization	Determine the ideal number and location of dealers in the market
Potential estimate	Model customer flows, develop scenarios and calculate dealer sales potential and cannibalization effects
Dealer efficiency management	Monitor performance with cross-sell reports, achievement vs. target gap and benchmark calculation
Aftersales capacity	Use vehicle-in-operation data and service retention rate to measure OEMs' service capacity and work bay requirements

Case Studies

Expanding a global network

Challenge
A global premium brand that experienced significant growth in recent years expects continuous sales increase. The historically grown retail network was not capable of delivering the expected new car sales volume or coping with the resulting aftersales capacity demand.

Solution
S&P Global reviewed the potential and competitive landscape of global markets, prioritized network actions on a larger national scale as well as micro locations in the key markets. Leveraging sophisticated spatial models, S&P Global designed an effective and efficient future dealer network.

Result
The client gained a global retail strategy and actionable network migration plans for individual markets.

Diversifying dealer formats

Challenge
A global OEM was looking to diversify its dealer formats to improve the customer shopping experience and respond to increasing land prices in dense metropolitan areas.

Solution
S&P Global identified and analyzed the impact and benefits of different retail formats, such as digital showrooms, boutiques and flagship stores. Our simulation models were adapted to create network scenarios to predict the sales and service potential impact of various dealer format combinations.

Result
The client gained better understanding of market needs from the consumers' perspective as well as dealer operations and could determine a multi-format future network strategy.

Experts

Tanja Linken

Tanja Linken is responsible for consulting automotive OEMs in defining optimal retail networks, maximizing sales performance and service retention, and effectively managing dealerships. Her experience of 50+ dealer network optimization projects comprises mature and emerging markets likewise. She contributes to the development of proprietary spatial models, including S&P Global's award-winning "New Retail" methodology which combines geo-marketing techniques and data assets from both automotive and non-automotive fields in a unique, innovative way, allowing an omni-channel planning approach that includes online and offline customer touchpoints and diversified retail formats. Over the past 15 years Tanja has held several analytical and advisory positions, with a focus on geomarketing and retail planning. Prior to joining the automotive industry, she gained her professional experience with urban planning agencies. Tanja graduated with a Diploma degree in Applied Geography from Bochum University, Germany.

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Dealer Network Development

Take the lead in dealer network performance

Customer Testimonial

Solutions to meet your needs

Our Dealer Network Solutions include:

Dealer Network Development studies

NetworkInsight

New Retail

How S&P Global helps you optimize dealer networks

Case Studies

Experts

Tanja Linken

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