Automotive & Mobility

Optimizing New Car Sales Through Structured Sales Management for an Operating Car Retailing Company

Challenges

The market environment for new car sales is becoming increasingly challenging due to rising finance/leasing rates, growing transparency and price pressure (e.g., from online trading platforms), the reduction/elimination of incentives for the purchase of electric vehicles, and changing customer needs

 

Therefore, the client wants to continuously professionalize new car sales in order to reliably achieve ambitious sales targets

 

In addition, the company aims to develop and realize additional sales potential with a quick return on investment

Problem-Solving Approach

Instilling continuous improvement based on a four-phase improvement cycle:

  • Identifying opportunities for improvement
  • Deriving and agreeing on concrete actions
  • Implementing actions
  • Measuring and tracking success

Strengthening the focus on quantitative targets, the achievement of which is discussed on a whiteboard as part of a daily team dialog between sales managers and the sales representatives

Results

Increased the average number of incoming orders per business day for all sales consultants by 40–200% over the previous year in a 15-week period

 

Enhanced visibility into a motivating leadership culture and sense of ownership by all team members for shared success

 

Improved positive attitude (“can-do attitude”)

 

Intensified peer-to-peer sharing of experiences among the sales force

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.