ABC Specialist Profit Consultancy
ABC specialise in appraising dealership sales departments and, with senior management, identifying where improvements can boost conversion rates and profitability.
ABC conducts extensive, customer-focused research before making any recommendations.
These can range from changes in systems or procedures to a complete cultural transformation of the department.
In recent years, the UK retail motor industry has grown increasingly complex and compliance-driven — often at the expense of optimal sales outcomes for dealers.
The competing demands of dealers, franchises, lenders and other pressures have reduced the customer experience to a tick-box exercise. Salespeople — and more critically, sales managers — have been reduced to compliance officers. No surprise staff feel demoralised and customers often complain.
The reality is that most vehicles and most dealerships are now so similar to their competition that the only difference (other than price) is the customer experience. If your team are more motivated, more focused, more practised and have better processes – you WILL win.
That gives dealers a huge opportunity – if you can ensure your staff really “make a fuss” of every customer and provide the sort of experience the customers really want – your conversion rates and margins will be substantially increased. Everyone wants to be treated professionally and that means making friends with the customer – on purpose, every time.
ABC is hugely experienced at re-engineering the culture of the sales function to give the dealer the best possible chance of converting the potential customer at the maximum margin on this visit to your dealership.
If you think that an objective look at your sales department might be useful – call us for a confidential discussion.
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