OEMs have more dealer and market data than ever, but many teams still struggle to turn it into consistent action.

In this episode, Kyler and John sit down with Larry Daniel, Founder of Sextant, to unpack why Element Three acquired the dealer network analytics firm and what the combination means for manufacturers that sell through dealers.

Larry explains how better dealer intelligence can help OEMs make stronger decisions across dealer network strategy and performance. Kyler and John also share the business case for bringing that intelligence closer to marketing, giving B2B2X manufacturers a stronger foundation for go-to-market decisions and dealer support.

For leaders managing complex distribution channels, this episode offers a look inside Element Three's own strategy and the bet that connecting dealer analytics with marketing can help manufacturers make faster, more informed decisions.

Key Takeaways:

• Standardize How Teams Read Performance: Define shared metrics and business rules so field teams interpret dealer performance consistently across regions
• Measure Dealers Against Market Potential: Compare dealer results with local demand and competitive density instead of rewarding raw volume alone
• Design Territories for Long-Term Growth: Build market areas from repeatable geographic analysis so early dealer decisions do not limit future network expansion

Timestamps

(00:00) Meet Larry Daniel

(01:30) Why dealer network strategy is changing now

(04:46) Turning OEM data into decisions teams can use

(08:04) Applying dealer analytics across motor vehicle markets

(10:05) Finding gaps in dealer coverage and performance

(13:24) What OEMs miss when dealer data stays fragmented

(18:28) Why individual BI workarounds do not scale

(20:11) Building discipline around dealer performance data

(23:30) Designing dealer territories for long-term growth

(26:42) Why Element Three acquired Sextant

(30:24) What the combined capabilities unlock for OEMs

(33:24) Building deeper industry expertise as a competitive advantage