Whitepaper
The Dealer Network as a Dataset
DSI, CSI and the reporting cascade: how manufacturers measure their sales network down to the outlet
What you get
- Why the slide deck per region does not serve the cascade and the outlet learns its score in March
- The DSI with three formula variants, the CSI as a weekly line, and the rule never to change the formula
- Importance from the data: why driver analysis often demystifies the margin
- The pattern: one dataset, country, region and outlet as parameters, access profiles per level, one minimum case count
- The anonymity rule for networks with owner-operated outlets and what the cover letter must say
- A worksheet for the agency-versus-in-house calculation, with stated assumptions
- A 90-day plan that starts with service feedback, and a checklist of twelve questions
In short
Manufacturers and importers with a dealer network run two surveys: the dealer survey as a Dealer Satisfaction Index and the end-customer service feedback as a Customer Satisfaction Index. Both usually come from an agency as a slide deck per region, months after fieldwork, and neither answers which outlet drags the score. This whitepaper describes the questionnaire and the index formula with its three variants, driver analysis instead of stated importance, the pattern of one dataset with country, region and outlet as variables and access profiles per level, the anonymity rule for networks with owner-operated outlets, working across eight languages and joining sales data. Added to that are a worksheet for the agency-versus-in-house calculation, three legitimate objections, a 90-day plan and a checklist of twelve questions.
- Who it is for
- Manufacturers with dealer networks · Corporate insights teams
- Format
- PDF, 12 pages, with worksheets and checklists
Contents 13 chapters
- 01 Two surveys, four levels
- 02 Why the slide deck per region is not enough
- 03 The questionnaire and the index
- 04 Importance from the data, not from a question
- 05 The pattern: one dataset, four views
- 06 Anonymity in networks with owner-operated outlets
- 07 Eight countries, eight languages, one dataset
- 08 Sales data alongside
- 09 The calculation: agency versus in-house
- 10 Three objections that are legitimate
- 11 The first 90 days: start with the service feedback
- 12 Checklist: twelve questions before you start
- 13 Where DataLion fits in
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