This case study is an example of our ability to work with a client on a pan European basis. The assignment was project managed by our colleagues in Germany, and involved work in the UK, Spain, France, Italy, Germany and the Netherlands.
The clients business objective was to increase the percentage of vehicle sales financed by their own finance division, rather than by third party funding. This leads to a greater value and margin for each vehicle transaction for the organisation, and helps to further develop the manufacturer - distributor relationship.
hr TEAM was chosen to work with the client for this project because of extensive experience in sales skills development with a number of large corporations, and our ability to deliver across Europe in local language.
There were two aspects to the brief. First, to develop a solution based sales concept that would become the framework for a training programme. Secondly to integrate product training on a range of newly launched finance products that would support the objective of increasing the percentage on in house financed vehicle sales. In developing the programme there were a number of challenges that we had to manage, for example:
Whilst the client wanted a core programme across Europe, local cultural adaptions were required
The finance products were not identical across Europe
We needed to develop detailed knowledge of a range of complex finance products
We had to interface in effect with two clients - the European HQ group, and management in the local operations
This was a long term project over 3 years. The measurement of the programme effectiveness was easily measured against the business objective. Our client had precise data on the numbers of vehicle sales, precise data on the number of in house financed sales, so the percentage increase was calculated on a monthly basis. Over the eighteen month period, the market share gained was up to 40%!
