Automotive & Mobility

Adapting the Used-Car and Fleet-Sales Strategy to the Chinese Market

Challenges

Strongly growing used-car market in China

 

Dealerships not prepared for the trade-in of used cars—not even for the own brands—in stark contrast to the professional used-car markets

 

High growth rates and professionalization of the flees business in the Chinese market—beyond the traditional sales to administrational bodies

Problem-Solving Approach

Preparing the project:

  • Preparing and running a kick-off meeting with all involved people
  • Identifying pre-conditions and a framework for the used-car business; reviewing all existing pre-work

Diagnosing the starting situation:

  • Consolidating and—if necessary—updating all existing findings on market, target customers, competitors and legal requirements
  • Reviewing the overall performance of the current used-car business, assessing the internal capabilities, and identifying weaknesses

Developing the to-be concept:

  • Defining the new operating model
  • Determining the investment needs
  • Working out a feasibility study
  • Preparing a detailed implementation plan

Piloting:

  • Defining the pilot model
  • Selecting the pilot cities
  • Analyzing the pilot phase and editing the lessons learnt
Results

Client team mobilized

 

Pre-conditions defined and a comprehensive understanding of the external and internal starting situation achieved

 

Used-car and fleet-sales concept for the Chinese market defined (incl. business case) and adapted based on the learnings from the pilot phase

 

Implementation roadmap incl. a catalog of measures developed

 

Rollout initiated

March 2021

‘Best Management Consultants 2021:’ T. K. HAMANN among the top 3 consultancies for sales, after sales, and CRM

The 2021 ranking ‘Beste Unternehmensberater [Best Management Consultants]’ by the German business magazine brand eins and the business data portal Statista has just been published.

 

T. K. HAMANN takes a top position in this with a shared second place in the field of ‘Sales, After Sales, CRM.’  In addition, we are honored for the sector ‘Auto & Suppliers’ and the functional area ‘Strategy Development.’

 

We are grateful to all our clients, the entire team, and business partners who have worked with us since our founding in late 2016.  Together, we will continue to consequently pursue quality leadership in our disciplines.

For this year’s ranking, 2,334 colleagues determined the best management consultancies according to their perception by industry and functional practice area.  Subsequently, assessments were obtained from the clients.  For this purpose, 1,100 senior executives were provided with a list of the recommended consultancies for each industry and work area clients via online survey; another 234 senior executives (Head of Strategy, Head of Business Development, etc.) from DAX, M-DAX, S-DAX and Tec-DAX companies were specifically invited to participate in the survey.