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Dealer Network Development

Take the lead in dealer network performance

In today's competitive environment, your success depends on matching your dealer network to consumer behavior and demand. Optimizing your network—in terms of the number, size, location and product/service mix—is critical. Dealer Network Development from IHS Markit supports clients with a comprehensive suite of network planning services, including detailed market analyses, optimal dealer modeling, territory design and dealer/market performance measurement. This advisory service helps you:

  • Understand your regional market
  • Assess current/future network opportunities
  • Find prospect customers and locate opportunities
  • Optimize your dealer networks
  • Model the impact of network modification and innovation
  • React quickly to market changes
  • Increase sales, market share, market coverage and profitability

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Customer Testimonial

“We included the Dealer Investment Package in two of our recent Offering Memorandums with very favorable results. It analyzes demographic, registration and facility/location data to deliver a new level of site evaluation detail to both the buyer and seller. The value of this product is the unbiased and totally independent market analysis it provides, including both trending and forecasting data.”

– Mark D. Johnson, President of MD Johnson Inc.

Solutions to meet your needs

Our Dealer Network Solutions enable national sales companies and automotive service providers to determine the best location and configuration of their retail networks. From adjusting the size and shape of dealers’ territories, to determining the best location for a new dealership, we are here to help. 

Our Dealer Network Solutions include:

Dealer Network Development studies

IHS Markit’s customized Dealer Network Development (DND) studies help determine network gaps and evaluate existing dealerships regarding location and potential. The analysis provides:

  • Ideal network simulation
  • Network/dealer gap assessments—providing insight into your network’s “distance” from the “ideal”
  • The impact of “bridging the gap”—moving from status quo to the ideal


NetworkInsight is a web-based simulation tool that complements and drives DND analysis and updates. NetworkInsight offers users the ability to:

  • Interact with DND analysis via a mapping tool
  • Perform “what if” analysis and measure the impact of different scenarios (add, close, relocate)
  • Calculate new potential for all points including cannibalization impact
  • Perform site potential simulations
  • Access monthly reporting data and dealer performance reports

New Retail

As disruptive megatrends—digitization, electrification and shared mobility—become a reality, IHS Markit helps automakers understand how they will impact dealer networks in the future. Our New Retail advisory service considers:

  • Special treatment of battery electric vehicle potential
  • How shared mobility services might replace a significant share of private retail sales
  • The onset of diverse dealer types
  • The digitization of customer journey and impact on capacity planning needs

How IHS Markit helps you optimize dealer networks

Challenge Solution
Market analysis Identify your network's strengths and weaknesses through comprehensive vehicle ownership data (national and regional)
Market competition Analyze comprehensive dealer census data, competitive performance and local representation
Brand performance measurement Improve market representation by identifying gain and loss areas
Territory design/management Base and maintain effective dealer territories on drive-time catchment analysis and spatial interaction modeling
Dealer number and location optimization Determine the ideal number and location of dealers in the market
Potential estimate Model customer flows, develop scenarios and calculate dealer sales potential and cannibalization effects
Dealer efficiency management Monitor performance with cross-sell reports, achievement vs. target gap and benchmark calculation
Aftersales capacity Use vehicle-in-operation data and service retention rate to measure OEMs' service capacity and work bay requirements


Tanja Linken

Tanja Linken is responsible for consulting automotive OEMs in defining optimal retail networks, maximizing sales performance and service retention, and effectively managing dealerships. Her experience of 50+ dealer network optimization projects comprises mature and emerging markets likewise. She contributes to the development of proprietary spatial models, including IHS Markit's award-winning "New Retail" methodology which combines geo-marketing techniques and data assets from both automotive and non-automotive fields in a unique, innovative way, allowing an omni-channel planning approach that includes online and offline customer touchpoints and diversified retail formats. Over the past 15 years Tanja has held several analytical and advisory positions, with a focus on geomarketing and retail planning. Prior to joining the automotive industry, she gained her professional experience with urban planning agencies. Tanja graduated with a Diploma degree in Applied Geography from Bochum University, Germany.

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