Dealer Pricing & Margins

Per-ECM Pricing Structure

Dealer-program pricing operates on a per-ECM rate substantially below the retail rate for the same calibration work. The dealer captures the spread between dealer rate and the dealer's customer-facing rate as program margin. Dealers set their own customer-facing pricing based on their market position; we don't mandate retail rate structures, though we can advise on market norms.

Per-ECM rates vary by calibration scope and platform — a B6.7 DPF delete is priced differently from an X15 emissions recalibration. The dealer agreement documents the rate structure for the scope categories you'll service. Rate adjustments happen periodically based on platform mix and operational realities; we communicate changes well in advance.

Volume Tier Structure

Annual volume drives tier positioning in the program. Higher volume tiers carry better per-ECM rates, reflecting the operational efficiency of working at scale. Common structure:

Entry tier: Standard dealer rates appropriate for dealers building initial volume. No minimum volume commitment; pricing reflects standard dealer relationship economics.

Volume tier: Better per-ECM rates for dealers operating at meaningful annual volume. Typical threshold is in the range that reflects an established dealer-program practice rather than occasional dealer-program work.

Senior dealer tier: Best per-ECM rates for dealers operating at sustained high volume across multiple platforms. Often paired with extended payment terms and additional support resources. Reflects the operational economics of long-term high-volume dealer relationships.

Tier positioning gets reviewed annually as part of the dealer relationship. Dealers moving up tiers see the pricing adjustment in their forward work; we don't retroactively reprice prior work.

Margin Expectations

Dealer margins on customer-facing work depend on the dealer's customer-facing pricing structure and the dealer's tier positioning. Typical patterns we see in the field:

• ▸Owner-operator-focused dealers typically operate higher per-customer margins on lower volume
• ▸Fleet-service dealers typically operate lower per-customer margins on higher volume with better tier economics
• ▸Dealer networks operating across multiple territories often capture both margin types depending on customer mix
• ▸Specialty performance shops operating delete-class work for off-road and export typically capture higher per-customer margins than compliance-focused dealers

Specific margin expectations are best discussed during the application conversation in the context of your customer base and market position. We don't publish specific margin numbers because the right structure varies substantially by dealer situation.

Payment Terms

Standard dealer payment terms operate on net terms (typically net-30) after dealer relationship establishment. Initial dealer-program work runs on payment-in-advance until the dealer relationship operational baseline is established; typically 60–90 days of operational history before transitioning to net terms. Senior dealer tier and longer-relationship dealers often operate on extended net terms (net-45 or net-60) reflecting the established relationship.

Payment processing supports check, ACH, and wire transfer; international dealers can operate on wire transfer with currency exchange handled by the dealer's financial institution. Credit card payment is available for entry-tier dealers and individual transactions but isn't the preferred channel for ongoing dealer relationships.

Dealer accounts in good standing maintain net-terms availability. Dealers with payment performance issues transition back to payment-in-advance until performance restores. We're flexible about temporary cash flow situations when communicated proactively; we're less flexible about pattern non-performance.

Volume Discounts And Promotions

Periodic volume promotions support specific dealer initiatives — new platform launch, market expansion, seasonal volume opportunities, fleet program acquisitions. These are communicated directly to dealers through dealer-program channels; we don't typically publish public promotions for dealer-program work.

Large fleet program acquisitions — a dealer landing a fleet customer with multi-truck volume — often have specific pricing structures distinct from standard dealer rates. These get worked out case-by-case during the fleet acquisition conversation.

Related Pages

• ▸Become A Dealer
• ▸Equipment Requirements
• ▸Dealer Inquiry — submit application