How brand strategy differs for OEMs in a distributed sales environment

Launching Effectively In A Crowded And Competitive Market With Used Inventory

You’re not just launching against your competitors, you’re launching against yourself. In this final episode of The Inventory, Reid Morris [https://www.linkedin.com/in/reidmorris/] is joined again by Brian Cole [https://www.linkedin.com/in/brianjcole/] from Element Three [https://elementthree.com/] and Scott Smith [https://www.linkedin.com/in/scottaesmith/?originalSubdomain=ca] from Trader Interactive [https://www.traderinteractive.com/] to talk about one of the most overlooked challenges of product launch: used inventory. Across industries like RV, marine, and powersports, buyers aren’t just comparing you to the competition. They’re comparing you to last year’s model, the unit next to it on the lot, or a completely different kind of purchase altogether. This episode explores what OEMs can do to differentiate meaningfully, clear used inventory, and empower both buyers and dealers during launch season. The group closes out the series with actionable tactics—like geo-targeted inventory promotions, loyalty-driven brand messaging, and what it takes to give consumers the confidence to walk onto a lot. You’ll learn: * How to make your launch product stand out from used inventory * Why differentiation, not just availability, drives momentum * How OEMs can support dealers and consumers through decision complexity Things to listen for: (00:00) Why Brand Clarity Matters Before a Launch (01:41) New Products Don’t Launch in a Vacuum (03:59) The Power of Familiarity with Older Models (05:24) When Leisure Products Compete with Everything (07:54) How Marketplaces Reveal Real Buyer Behavior (09:06) Why Differentiation Is the Marketer’s Main Job (11:01) Helping Dealers Move Old Inventory to Make Room for New (13:30) When the Product Brand Carries More Weight Than the OEM (16:41) Telling the Full Brand Narrative to Loyal Customers (19:12) What OEMs Can Do to Build Consumer Trust in Dealers (22:13) Why Events Feel Safer Than Dealer Visits

Aligning OEM Marketing with Buyers' Purchase Journeys

The launch is only the beginning, especially when your buyer is 18 months out. In the third episode of The Inventory with Trader Interactive, Reid Morris [https://www.linkedin.com/in/reidmorris/] continues the conversation with Brian Cole [https://www.linkedin.com/in/brianjcole/] of Element Three [https://elementthree.com/] and Scott Smith [https://www.linkedin.com/in/scottaesmith/?originalSubdomain=ca] of Trader Interactive [https://www.traderinteractive.com/] to dig into how OEMs can better match their marketing to how buyers actually shop. Using marketplace behavior, survey data, and real-world examples from RVs to powersports, the group explains why OEMs often run short-term campaigns for long-term decisions. From the role of marketplaces to “always on” advertising, this episode outlines how to connect brand story, product messaging, and placement across extended buyer timelines and how to think differently about marketing handoffs between OEMs and dealers. If your product is only “new” for 60 days on your plan, you might want to rethink your strategy and listen to this. You’ll learn: * Why buyers treat “new” differently than marketers do * How to turn your product launch into an always-on brand asset * Why marketplaces are more than just inventory destinations Things to listen for: (00:00) Why OEM Marketing Starts With Knowing the Buyer (01:52) What an 18-Month Purchase Timeline Means for Launches (04:05) Why Products Stay “New” Longer for Buyers Than OEMs (05:19) What Role Marketplaces Really Play in the Buyer Journey (07:18) What Happens When Marketplaces Drive Better Conversion (08:29) How to Tie Brand Story and Product Story Together (09:20) Evergreen Launch Strategy: From Spike to Sustainment (10:57) Where and When to Show Up Across Buyer Touchpoints (13:22) Tactical Differences Between Spike and Sustain Modes (15:51) How to Use Buyer Timing to Create Momentum (17:34) What’s the Right OEM-to-Dealer Marketing Handoff? (18:37) Why Sales Velocity Takes Longer Than You Think

How OEMs Can Better Operationalize Their Launch

The reveal isn’t the finish line. In many ways, it’s just the start. In this second episode of The Inventory with Trader Interactive, Reid Morris [https://www.linkedin.com/in/reidmorris/] returns with Brian Cole [https://www.linkedin.com/in/brianjcole/] from Element Three [https://elementthree.com/] and Scott Smith [https://www.linkedin.com/in/scottaesmith/?originalSubdomain=ca] from Trader Interactive [https://www.traderinteractive.com/] to unpack one of the most overlooked (and underestimated) problems in OEM product launches—the gap between announcement and enablement. Pulling from the research introduced in Episode 1, the group shares how disconnects between development, marketing, and dealer enablement stall momentum when it matters most. From timeline missteps to communication breakdowns, they reveal tactical solutions OEMs can implement now, such as storytelling across launch stages, embracing transparency, and equipping dealers earlier. If you’re in product, marketing, or sales at an OEM navigating a dealer-distributed model, this episode is a blueprint for what to fix between hype and hands-on. You’ll learn: * Why every new launch should be treated as part of your brand story * How to avoid the timing trap that slows down marketing and sales * Why transparency with your dealers builds stronger launch outcomes Things to listen for: (00:00) Why Launch Problems Don’t End at the Reveal (01:16) Recap of the Research from Episode 1 (01:56) The Valley Between Announcement and Enablement (03:35) Operational Launch vs. In-Market Launch (05:44) How Marketing Should Build Momentum, Not Wait for Readiness (07:05) Why Product Timelines Often Slip Behind Communications (09:50) Giving Dealers Clear Reasons to Believe (11:00) What “Tease, Reveal, Promote” Really Means (13:22) Transparency as a Tool for Dealer Success (17:57) How to Turn a Launch into Part of Your Brand Narrative

Beyond the Reveal: New Product Launch Research with Trader Interactive

Product launches in the B2B2X space are notoriously challenging. They're complex, unpredictable, and often miss their targets. So, how do you actually get them right In this episode, Reid Morris [https://www.linkedin.com/in/reidmorris/] talks with Scott Smith [https://www.linkedin.com/in/scottaesmith/?originalSubdomain=ca], VP of OEM and Strategic Initiatives at Trader Interactive [http://www.traderinteractive.com], and Brian Cole [https://www.linkedin.com/in/brianjcole/], Strategy Director at Element Three [https://elementthree.com/]. Together, they break down findings from new research exploring how OEMs, dealers, and consumers experience new product launches and where the most significant breakdowns happen. Backed by marketplace behavior, historical sales data, and over 500 shopper surveys, this research uncovers what actually moves the needle when launching new models in dealer-distributed industries. The trio gets real about missed marketing opportunities, the disconnect between product development and launch timing, and why features can shift buying decisions. Whether you’re launching your next RV, marine vehicle, or commercial truck, this conversation shows why better launches start long before the product hits the lot. You’ll learn: * Why marketers feel disconnected from the launch process and what happens when they’re involved earlier * How launch velocity data challenges the myth of the big reveal moment * What consumer survey responses reveal about how buyers actually shop for new models Things to listen for: (00:00) Meet Brian Cole and Scott Smith (01:25) What Sparked the Product Launch Research (03:23) Common Mistakes OEMs Make When Launching (05:08) How Complexity Slows Down Launch Success (06:32) Initial Hypotheses About Launch Gaps (09:03) Research Methods That Created a Full Market View (12:19) Insights From Dealers and Consumer Behavior (13:20) Why Features Win Over Price for Buyers (15:21) The Two Launches Inside Every Launch (16:33) What’s Coming Next in the Research Series

How brand strategy differs for OEMs in a distributed sales environment

For OEMs selling through independent dealers, brand control isn’t as simple as direct-to-consumer businesses. The challenge? Ensuring brand consistency while navigating a fragmented sales network. In this episode, Joe Mills [https://www.linkedin.com/in/joemillse3] talks with Danielle Falconer [https://www.linkedin.com/in/daniellefalconer/], Senior Vice President at Element Three [https://elementthree.com/], about the nuances of brand strategy in a distributed sales environment. They explore the delicate balance between empowering dealers and maintaining brand integrity, plus what OEMs can do to strengthen their market presence. You’ll learn: * Why OEMs and dealers must treat branding as a shared responsibility * How to equip dealers with the right tools to strengthen customer relationships * The key to balancing product innovation with brand longevity Things to listen for: (01:12) Introduction of Danielle Falconer and Topic of Discussion (01:39) Explanation of the B2B2X Business Model (02:50) Unique Challenges in Managing a Three-Way Brand Relationship (05:05) Common Challenges Faced by Dealers in Brand Management (06:09) Evaluating an OEM's Brand Management (08:44) The Importance of Investment in Brand and Product Innovation