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“Dealer change management can be difficult but there are some very practical steps that OEMs can take to improve their change-management efforts, both on a project-by-project basis as well as more holistically across the organization. If they do nothing else, manufacturers must be mindful of the Trust Equation and involve dealers in shaping solutions and change initiatives as much as possible. If they really want to take dealer change management to the next level, they need to make it a specific function—with representation from all dealer-facing business units—within their organizations. The prize to be won means making those changes can no longer be ignored.”