The study aimed to understand operational, strategic, and financial challenges faced by dealerships across the United States. The objective was to identify key factors influencing dealer profitability, examine OEM-dealer relationship dynamics, and evaluate strategies for improving engagement and overall network performance, focusing on experts with extensive dealer network management experience.
The research team used targeted recruitment and screening to identify qualified experts based on tenure, leadership experience, and familiarity with OEM-dealer relations. Each expert participated in detailed interviews designed to uncover insights related to profitability pressures, investment requirements, customer experience variability, and competitiveness within automotive retail.
The study provided comprehensive understanding of factors shaping dealer performance and OEM-dealer relations. Insights highlighted root causes of profitability challenges, investment requirement impacts, and opportunities to enhance collaboration through improved governance and incentive frameworks, supporting strategies for stronger dealer engagement and sustainable profitability.
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