At a Glance

• Coverage calcifies around the dealers who were productive when the territories were drawn, and quietly stops matching where equipment demand is actually moving.
• The cost is double: your best people over-service mature, low-growth dealers while the markets that are expanding get covered by no one.
• Opportunity is measurable — equipment sales trends, dealer formation, regional demand — and most programs never put coverage against it.
• Redrawing coverage is a relationship problem as much as an analytical one, and it fails when it is done as a spreadsheet exercise.

Coverage Calcifies Around History