A former VP at 3M, Bob Bright, once told me "that to truly understand what the company was doing; never believe what someone tells you, rather watch their feet!"

"Talk is cheap", and it's wise to discount the empty words that a manufacturer may offer in verbal promises, compliments or philosophy. "Watching their feet" simply put, is having the ability to put their words and empty promises on "MUTE" while focusing on their actions!

If they tell you that your marketing area is "protected" , that sounds special. 

If they then recruit a local competitor and turn them into the same brand competition across the street, well that's a bit more tangible; isn't it?

Here's what you need to look for in the coming quarter:

1. Watch their new dealer recruiting efforts. Are the new recruited dealers paying the same fees as you are asked to pay?
2. Are some dealers allowed to handle better performing competitive films without penalty, while they threaten you for considering the same strategy?
3. How did they treat dealers in another market? Not sure? Find out!
4. Did they penalize their national dealer for fabricating a long-term fabricated history in your local market?
5. Do all dealers pay the same equal fee to join their network?
6. Who is getting the leads in your market?
7. How do they treat your distributor?
8. How quickly do they turn-around your warranty and co-op reimbursements?
9. Aside from pretty colored maps and frequent price increases, what type of dealer communications, training and support to they provide you?
10. Do you think that an April price increase might have been designed to get you to order in March? Did you fall for that old trick?