How do I find out how much tint work comes from dealership partners?

Ask the seller to produce job records sorted by who sent the work. If the shop does not track that, rebuild it from invoices for a sample period and note the method you used. The split between dealer, fleet and retail customers shapes the whole business. Ask too whether the work is done at the dealership or at the shop. On-site arrangements may depend on access that the dealer can withdraw, so find out what rules govern it and who holds them. Keep a note of every answer you are given.

Look at the trend as well as the total. Has dealer work grown, held steady or slipped? Ask whether any dealer has changed its supplier, and whether the shop has ever lost one.

Next, how are these relationships held? Ask if there are written agreements, agreed prices or only a handshake. Ask what the dealer would do if the owner left, and whether the owner would introduce you to the contacts after a confidentiality agreement is signed. Check payment terms too. Dealers often pay on account, which affects cash flow. Your accountant can review the receivables and margins on dealer jobs against retail ones, which often differ.

Key takeaways

• Sort a full year of jobs by source: dealer, fleet, walk-in and retail.
• Ask whether dealer relationships are written, or depend on the owner personally.
• Compare margins and payment timing on dealer jobs with retail work.