American Suzuki Motor Corp. will add 100 sales points and push existing dealers to more than double their monthly sales per outlet as the centerpiece of a program to hit 200,000 sales a year by 2007.
Suzuki's 444 dealers sold an average of 13 vehicles per month in 2002. Marketing director Tom Carney says the company wants at least 30 sales per month from every store.
To hit its goal - which would be a sharp increase from the 67,855 units sold in 2002 - the company is pushing dealers to upgrade their stores to a standard theme, the first time it has launched a renovation program. It will pay dealers to participate.
Carney says 200 dealers have signed up for the program
"We're focused on improving sales per outlet," he says. "We need to be focused on metro areas, and we're identifying underperforming dealers and asking them to resign."
He would not say what percentage of the dealer body is underperforming.