Territory Availability
The dealer territory framework respects established geographic relationships while providing each dealer operational room to build a meaningful customer base. This page covers how territories work, what's currently available, and how the territory review process runs during application.
How Territories Work
Dealer territories define the geographic area where a dealer holds primary market position for ECM Performance dealer-program work. The territory framework respects established dealer relationships, prevents direct dealer-on-dealer competition in the same geographic market, and provides each dealer with the operational room to build meaningful customer base in their territory.
Territory boundaries are typically defined by US state, multi-state region, metropolitan service area, or international country/region depending on the market structure. We work with dealers on territory definition during the application process; the final territory reflects realistic operational coverage given the dealer's service capability and the surrounding dealer relationships.
Exclusivity Considerations
Most dealer territories operate under primary-dealer rather than strict-exclusivity structures. Primary dealer means: ECM Performance routes inbound dealer-program opportunities in the territory to the primary dealer first; the primary dealer captures dealer-program work originating from the territory; we don't actively recruit competing dealers in the territory while the primary dealer is operating in good standing.
The primary-dealer structure isn't strict exclusivity for two practical reasons. First, large geographic territories sometimes support multiple dealers serving distinct customer segments (fleet vs owner-operator, vocational vs highway, etc.); we honor these distinctions during territory definition. Second, ship-in service remains available to all customers regardless of territory — a customer in a dealer's territory who prefers to ship directly to us can do so; the dealer relationship doesn't override customer choice.
Strict-exclusivity territory arrangements are available for dealers operating at meaningful volume in well-defined markets. These are negotiated case-by-case as part of the dealer agreement structure.
Currently Available Territories
Territory availability changes over time as dealer relationships evolve. The territories below reflect general market availability; specific availability gets reviewed during the application conversation:
United States: Active dealer relationships exist in several US regions. Substantial portions of the central US, mountain west, and northern New England remain open for primary-dealer relationships. Southeastern coastal markets are partially covered; we work with applying dealers to define operational territory that complements existing relationships. Pacific northwest, Texas, and Florida have established coverage but secondary-dealer relationships are possible for distinct customer segments.
Canada: Limited dealer coverage; meaningful availability in Ontario, Quebec, Prairie provinces, and British Columbia for primary-dealer relationships.
Mexico and Central America: Limited coverage; substantial availability for dealer relationships serving regional diesel fleet markets.
South America: Established export relationships but no active dealer-program coverage. Availability for primary dealers serving regional markets.
Africa, Middle East, Asia-Pacific: Established ship-in customer relationships in multiple markets but no active dealer coverage. Availability for regional dealer relationships in markets with sufficient diesel fleet volume to support the program.
Europe and UK: Limited coverage. Available for primary dealers serving regional markets where US-built diesel platforms operate.
How Territory Review Works
During the dealer application process, we review the proposed territory against existing dealer relationships and ECM Performance's strategic interest in the market. The review covers:
- Existing dealer relationships in the proposed territory and adjacent markets
- Strategic territory definition — what specific geography you'd hold primary position for
- Customer segment differentiation if the territory overlaps existing dealers
- Realistic operational coverage given your shop's location and service capability
- Volume potential that supports the dealer relationship economics
If the proposed territory conflicts with existing relationships, we'll work with you to identify alternative territory definitions that fit your operational situation. Most fits get resolved through territory adjustment rather than rejection.
Related Pages
Questions About The Dealer Program?
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