One of the greatest advantages of being an independent dealer is right there in the name.

Independent.

You get to decide what kind of business you want to build. Which customers you want more of. Which brands deserve your attention. What you want to be known for in your market.

At least, you can. Because owning an independent business and operating independently aren’t always the same thing.

Manufacturers have priorities. Buying groups have programs. Competitors make moves that get your attention. And there’s always another promotion promising to bring more business through the door.

Those things can be valuable. The question is whether they support your direction or become it.

Define Success for Yourself

Your buying group can provide ideas, programs, and resources. Your manufacturers offer marketing support and funding. By all means, use them.

But remember that they have their own definition of success. You need yours.

Maybe that means stronger margins instead of simply more volume. Better customer relationships. More of the projects your team does exceptionally well. More control over your time and where the business is headed.

If you haven’t decided what success looks like, it’s easy to inherit someone else’s definition.

Use the Resources. Keep the Control.

Independence doesn’t mean doing everything yourself.

Listen to your reps. Learn from other dealers. Use your buying group’s resources. Take advantage of manufacturer support when it makes sense.

Then ask:

• Does this make sense for our market?
• Does it attract more of the customers we want?
• Does it strengthen the business we’re trying to build?
• Does it reinforce what we want to be known for?

Sometimes the answer will be yes. Sometimes it should be no. That’s the advantage of independence.

You don’t have to ignore the industry. But you don’t have to let it decide where your business goes.

You own the business. Make sure you’re the one deciding where it goes.