Case study automotive

American car manufacturer in the German market



  • Stagnating sales growth despite investments in sales force and car dealer network
  • Inefficient processes due to sales activities according to postcode systems and not according to customer potentials




  • Realignment of the manufacturer corporate customer business in Europe
  • Increased efficiency in sales through the development and establishment of a customer value-oriented sales model in the manufacturer’s fleet business and the dealer network
  • Reorganization of marketing and sales as well as marketing and sales planning, reallocation of territories, adjustment of pricing and terms and conditions




  • Passenger car sales increase by 3 % in the first year after introduction

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