The Challenge:
To increase vehicle turnover to 300 vehicles per month, whilst improving the image, efficiency and reputation of the operation.

The Solution:
To recognise the 'personality' of the business by observing employee characteristics, management styles, inter departmental relationships, site and stock presentation, marketing concepts and customer behavioural patterns.

Once the business 'personality' had been recognised, our solutions focused on:

• Quantifying precisely how many opportunities to do business were received
  each week


• What precisely was happening with the enquiries received


• Introducing a dedicated sales process


• Management training


• Strengthening sales personnel quality through selection and recruitment


• Improving the global presentation of the business


• Introducing a lead management control system


• Improving marketing concepts


• Developing measurement and evaluation tools


• Adopting 'lifetime value' philosophies towards the customer

The Results:

• An atmosphere conducive with focused, proactive business personnel


• The development and introduction of inspired employees


• Improved sales conversion statistics


• A significantly improved visual appeal to the business


• Improved customer satisfaction levels


• Reduced staff turnover


• Enhanced profit retention

More specifically, vehicle sales were increased to 425 in month 12 of our consultancy. A result that was recognised by others within the industry and contributed to a successful takeover a few months later.

• Speed of response


• Developing a competitive edge


• Improving the perceived value of the telephone enquirer


• Obtaining customer data from each enquirer


• Building value into the proposal


• Up selling and cross selling dealership facilities


• Asking for the booking


• Reducing booking no shows

The Results:

• An improved level of respect afforded to the telephone enquirer


• A 48% increase in the number of bookings made


• An increase in the number of products up and cross sold


• Enhanced sales capability transferable into other departmental scenarios


• Improved customer satisfaction levels


• Manufacturer recognition

• Converting the mindset of the sales team to recognise that pro active work is an essential discipline in today's highly competitive marketplace


• Identifying why pro active activities are seldom carried out


• Outlining the continued benefit of pro active activities


• Discovering the type of pro active work that individuals feel most comfortable with


• Offering a diverse range of pro active activities


• Improving the quality of no cost marketing activities


• Appropriate planning of such activities


• Recognising and rewarding successes

The Results:

• A massive shift in mentality by the sales department to pro active work


• The execution of continuous, well planned pro active activities


• A 17% increase in showroom traffic


• The generation of sustainable, incremental business


• Greater market share of local car buying business


• An enhanced level of company advocates


• The capacity to reduce traditional marketing spend