Once that goal is established, the company continually tracks stores' information to ensure that the goals are met and communication is smooth.
"When we set a goal for a dealer, there are many touch points," said Scott Gunnell, vice president of sales strategy and development. "We have high expectations for our teams."
Those expectations can't lag when vendor/partner companies experience growth spurts.
Consider Vanguard Dealer Services, which has grown significantly since a 2015 investment by Southfield Capital. James Polley, CEO of Vanguard, met with key dealer partners during the expansion to assure them Vanguard would not only remain responsive to their dealership partners but improve that responsiveness.
"There is no waiting. There is no hesitation," said Polley of how staff reacts to calls from dealers.
"We call them back immediately, even if we don't have an answer. We want dealers to know we understand their concerns and are working on a solution."
That's also made clear when reps leave reports for dealers and general managers during their weekly visits to the dealerships.
"The meetings may only be 30 minutes to an hour, but they are there every week. The [key players] see them all that time," said Polley. "Dealerships have a lot going on with deliveries, meetings and other responsibilities. That's why it's key to integrate yourself into the dealership."