Expertise
Design channels around market coverage, partner economics and the relationships needed to sustain performance.
Review the role of distributors, dealers, OEMs and EPC partners in reaching customers. Consider selective distribution, store formats and brand presentation alongside geographical coverage. Mapping can help reveal gaps or duplication in a network.
Research into motorcycle distribution in Japan highlights the importance of trust, reciprocity and visible manufacturer commitment. Training, shared investment and consistent support can matter alongside the contract. These observations inform questions to investigate locally, rather than assumptions about every partner.
Clarify the partner’s commercial role, service responsibilities and performance measures. Review incentives, fairness and the support needed to represent the brand effectively over time.