Path 02 โ Existing Dealer Assessment
Current Customers Only
Existing Dealer Assessment
Stop Guessing
About Your Book Score Every Dealer. Direct Every Rep.
About Your Book Score Every Dealer. Direct Every Rep.
Upload your dealer sales data and score your entire book at once.
Three years of data. Up to 100 dealers. Every account classified and ranked
before you leave the page.
Which current dealers are Growth, Developing, or Counter โ and what should happen next?
Assessment Workflow โ 5 Modules
A
Data
Import
Import
Upload 3-year CSV. Auto-score runs immediately.
B
Scorecard
Table
Table
Full portfolio. Tiers, flags, and rankings.
C
Quadrant
Chart
Chart
Visual portfolio map. Units vs purchases.
D
Dealer
Detail
Detail
Single-dealer deep dive. Metric flags.
E
Now What +
Roadmap
Roadmap
Tier-matched action plan. 90-day roadmap.
What You Have Right Now
Reps defending flat accounts because the relationship is old.
No way to tell a repair shop from a replacement dealer in your purchase data.
Sales leaders guessing which accounts have real upside.
Mature dealers with low scores getting the same rep time as growth accounts.
Co-op dollars and development effort going to accounts that will not move.
What You Have After the Assessment
Every dealer scored and classified โ Growth, Developing, or Counter.
A ranked opportunity list showing exactly where rep time is being wasted.
Flags on mature accounts with low scores that should have moved but have not.
A quadrant chart your sales team can act on without interpretation.
Tier-matched 90-day roadmaps for every dealer that earns one.
What to Bring to the Import
Required โ 3 Year Dealer Data
Dealer name and account number
Annual equipment purchases by year
Annual parts and supplies purchases by year
Average equipment unit price
Dealer tenure in years
Adds Scoring Precision
Financing transaction percentage
Premium equipment purchase percentage
Gross margin estimate (if available)
Program enrollment status
Geographic territory assignment
Assessment Modules โ In Order
A
Data Import + Auto-Score
Upload your formatted CSV. System calculates tenure, units per week, trend classification, replacement behavior score, and growth quality score for every dealer row.
Capacity
Up to 100 dealers
โ
B
Scored Dealer Table
Full portfolio in one view. Every dealer ranked by score, classified by tier, and flagged where performance gaps or tenure mismatches exist. Sortable by any metric.
Output
Full ranked book
โ
C
Quadrant Chart
All dealers plotted by units per week vs total purchases. Four quadrants map directly to tier classification. One chart, no ambiguity. Hover for full dealer profile.
Threshold
2+ units / wk
โ
D
Dealer Assessment Detail
Single-dealer deep dive. Score breakdown by metric, flags on underperforming indicators, tenure mismatch alerts, and year-over-year trend analysis.
View
Per dealer
โ
E
Now What โ Action Logic
Tier-matched action direction: what the data says, what to do, what not to do, and what to say to the dealer. No interpretation required. One answer per tier.
Covers
All 3 tiers
โ
F
Activation Roadmap
Tier-specific 90-day development plan for Growth and Developing dealers. Week-by-week activities connected directly to the dealer's lowest-scoring metrics. Counter dealers do not get a roadmap.
Applies To
Growth + Developing
โ
What the Assessment Produces
Scored Portfolio
Every dealer in your book scored on replacement behavior, growth consistency, and business health. Classified into a tier. No guessing.
Opportunity Ranking
Ranked list of your highest-upside Developing dealers. Shows exactly where rep coaching effort has the highest ROI.
Tenure Mismatch Flags
Mature accounts with low scores that should have grown but have not. These are the accounts your team is defending that do not deserve the investment.
Counter Accountability
Counter dealers identified clearly. Stops reps from building development plans for accounts that belong at the counter.
Growth Dealer Playbook
For your top accounts: formalization plan, co-op deployment calendar, program enrollment confirmation, and QBR framework.
Rep Direction
Clear guidance on where each rep should spend their outside sales time this quarter. Not a list of tasks โ a direction.
Possible Assessment Outcomes
Growth
Score 75+ ยท 2+ systems/week
Formalize the relationship. Enroll in top program tier. Deploy co-op before it expires. Run a Quarterly Business Review. This account is being called on by a competitor. Make switching cost too much.
High-tenure Growth dealers with stagnant YoY trend get a special flag: growth may be capped, not strong.
Developing
Score 45โ74
Assign 90-day roadmap. Identify the lowest-scoring metric. Deliver the matching coaching module first. Measure score movement at 90 days. This dealer can move โ with the right rep in front of them.
If a Developing dealer does not move after two consecutive 90-day cycles, reclassify to Counter.
Counter
Score <45
Counter service only. No outside rep development visits. No roadmap. No program enrollment push. If this dealer shows consistent purchase movement at the counter, rescore before re-engaging with outside rep time.
Counter is a valid business outcome. Not every account belongs in a development path.
