Case study automotive

American car manufacturer in the German market

Situation:

• 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

Solution:

• 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

Result:

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