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Expanding Dealer Report
What's something that keeps open-line leaders up at night? Their strongest dealers are rapidly evolving into multi-territory powerhouses, and the old rules for supporting their growth no longer apply.
The pace of change is staggering. Our research with expanding dealers paints a clear picture of where we're headed: by 2030, we believe around 20 expanding dealers will control 50% of industry sales. To get ahead of this shift, we went straight to the source—engaging directly with the dealers who are reshaping our industry. Their insights reveal practical approaches that will help you and your partners thrive in this new landscape.
What We'll Cover
Defining the Expanding Dealer
• Beyond surface-level growth: Understanding how margin pressure, shifting end-user expectations, and market consolidation are forcing dealer evolution
• The three paths forward: Why dealers choose to stabilize, sell, or scale—and what that means for your partnership approach
• Territory and service expansion: How successful dealers are creating sustainable value while managing rapid growth
Immediate Priorities for Expanding Dealers
• The operational challenge: Balancing system scaling, team unification, and service consistency across markets
• Open-line brand management: New strategies for success as territories expand
• Future-proofing: Aligning your five-year strategy with dealers' expansion roadmaps
Supporting Expansion: Your Action Plan
• Adding real value: Streamlining processes, optimizing portfolios, and creating scalable pricing models that support growth
• Program evolution: Moving beyond rigid coverage models to flexible, growth-oriented structures
• Rep excellence: Concrete ways your team can drive specifications, manage quotes efficiently, and deliver reliable post-installation support
Essential Takeaways
• Partnership focus: Why expanding dealers are narrowing their manufacturer relationships and what they expect from those who make the cut
• Cross-market expectations: Building a cohesive support strategy that scales with your dealers
Why This Research Matters Now
The distribution landscape is at a turning point. By 2030, we believe somewhere around 20 major dealers will control 50% of industry sales. This consolidation, coupled with evolving end-user demands and eroding traditional competitive advantages, makes expanding dealers the most influential force in our ecosystem.
Understanding their journey isn't just about maintaining market position—it's about capturing the opportunities this transformation creates. Our research bridges the gap between open-line brands, their reps, and dealerships, providing actionable insights for this pivotal market shift.
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