Dealer Relationship Management

Dealer relationship management, also known as DRM, is a systematic approach to assess

Dealers’ contributions to your business.
It sounds easy enough—Dealers that are cost-efficient and easy to work with to maximize the
value of the relationship.
This is essential to understanding of DRM. Relationships need to be strategic, they need to be
growth-focused.

Benefits:
 It helps you determine which Dealers are providing the best influence on your success and
ensures they are performing well.
 DRM helps to foster positive relationships with your Dealer and helps guide the activities
you should engage in with each Dealer.
 The main goal of DRM is to improve business processes between you and your Dealers.
By creating a streamlined approach, Company can improve efficiency for both your
business and your Dealers .
 Though the approach to DRM can vary from one organization to the next, the main focus
is on developing a mutually beneficial relationship with all of your suppliers, especially
those that are considered strategic partnerships for your brand
 Partners are more willing to work together, find compromise solutions to problems, work
toward achieving long-term benefits for both parties, &, in short, go to the extra mile.
 Dealers tend to be successful when top executives are actively supporting the partnership.

Goals of Dealer relationship management

DRM is the focus on developing a mutually beneficially relationship with suppliers, especially
those deemed as most strategic to the brand, to promote quality, efficiency, innovation and other
benefits.

The foundational step of Dealer relationship management is determining Dealer' contributions,

especially in light of their strategic importance to the success of the business. Different Dealers
have different influence on organizational profitability.
About the Project

Hindware is leading producers of sanitaryware and faucets in India, bringing economies of scale across
all plants. It has 22,000+ retail touch-points and 3,375+ trade partners.

Objective: Emphasis on creating inter-personal relationship with Top Retailers of

Hindware for a better Relation with the Retailers and wholesalers.

Process to carry out the project:

 Collection of data of Dealers (Name, Address, Contact Numbers, stores opening date, sales,
birthdays, sales executives’ details, Anniversary of stores, type of store, etc.).
 Greet them according their important dates.
 Greet them through Emails, gifts, cakes, POSM kits.

Conclusion:

 Will give a boost to sales to Hindware.

 Regular Interaction with Dealers.
 Strong Interpersonal Relationship with Dealers.
 Long term Contract with Dealers.
 strategic alliances with Dealer
 positive impact on costs and customer service.
 suppliers meet their contractual commitments.
 Increased responsiveness to Dealers needs and market dynamics.
 Improved knowledge and collaboration sharing.
 Payment Flexibility.
 Improved Customer Service .