Automotive & Mobility

Developing an Innovative Sales and Service Concept for an Automotive OEM

Challenges

Traditional business models of an OEM pressurized by changing customer requirements and significantly increasing costs evoked by alternative powertrains

 

How should the ideal design of a new sales and service model for a new ‘megacity vehicle’ look like?

 

How can new target groups be unlocked in order to exploit additional sales potential along the product life cycle?

 

Need to reduce the sales and service costs far below the current level

Problem-Solving Approach

Analyzing existing—sometimes weakly developed—social trends to understand future customer demands

 

Systematically identifying and assessing best practices within and beyond the industry boundaries in addition to further incitements

 

Segmenting the target customers

 

Developing alternative concepts for the new sales and service model, especially with respect to processes and retail formats along each target group’s customer journey

 

Describing all relevant processes in detail and deriving the required resources

 

Evaluating the customer benefit for the various possible customer touchpoints along all sales and service processes

 

Selecting the elements of the to-be concept based on a comprehensive business case incl. sales, cost, and revenue levers as well as based on the customer-value assessment

Results

Joint venture between the client and a business partner initiated in order to jointly establish a car-sharing offering (already realized now)

 

New processes, roles, and retail-formats (e.g. tailor-made showroom concepts) piloted in selected test markets and meanwhile fully implemented

 

Sales and services costs significantly reduced

 

New approaches successfully transferred to the client’s core brand by a huge worldwide corporate program

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.