Path 01 โ Dealer Acquisition ยท Stage 2 of 5
Qualitative scoring complete
Stage 2 of 5 ยท Score Explanation
What Your Stage 1
Score Means
Score Means
This page explains the qualitative score only. It tells you whether to proceed to the appointment and Stage 2 quantitative scoring โ or stop here.
1
Qualitative2
Explanation3
Quantitative4
Interview Guide5
Recommendationโ
Stage 1 Score
Qualitative only ยท / 100
Dealer
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โ
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What Stage 1 Scored
Physical and digital business indicators you observed on the first visit: facility, fleet size, uniforms, vehicle branding, company brand identity, licensing, Google reviews, website quality, and social presence. These tell you whether the business looks and operates like a replacement dealer.
What Stage 1 Did Not Score
Financial and behavioral metrics โ systems per week, financing adoption, parts-to-equipment ratio, gross margin, and year-over-year growth. Those require an appointment. Stage 1 tells you whether that appointment is worth requesting.
Stage 1 Tier Outcomes
Growth
Score 75โ100 ยท Stage 1
What You Saw
Established commercial presence and facility
Multi-truck fleet with consistent branding
Strong company brand, not just OEM identity
Active reviews and professional digital footprint
What It Signals
Business is investing in growth infrastructure
Owner thinks like an operator, not a technician
Real install volume likely behind these signals
Stage 1 Direction
Request appointment immediately
Prepare Stage 2 quantitative questions
Do not overcommit before Stage 2 confirms
Developing
Score 45โ74 ยท Stage 1
What You Saw
Some real business indicators present
Gaps in fleet, branding, or digital presence
Operating but not optimizing
What It Signals
Potential exists but needs financial confirmation
Could score higher once you ask the right questions
Stage 2 will move this up or redirect you
Stage 1 Direction
Request appointment with clear purpose
Complete Stage 2 before investing further
Do not start a development plan yet
Counter
Score 0โ44 ยท Stage 1
What You Saw
Limited or no commercial presence
No fleet, branding, or meaningful digital signals
Repair-shop indicators, not install business
What It Signals
Development ROI does not justify outside rep time
Business likely buys parts, not systems
Counter is a valid outcome โ not a failure
Stage 1 Direction
Counter service only โ no appointment
No development plan at this stage
Rescore in 90 days if counter behavior changes
Hold
Score incomplete or visit data missing
Common Reasons
Could not observe key attributes this visit
Decision maker was unavailable
Business was closed or inaccessible
What to Define
Which specific information is missing
What event triggers a revisit
A specific date to re-evaluate
Stage 1 Direction
Do not invest rep time yet
Set a revisit date in territory tool
Mark Hold with the specific subtier reason
Your Stage 1 Decision
Stage 1 Recommendation
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