Used Car Strategy

Mid 2006

Background

The Joint venture OEM wanted to encourage the dealers to understand the growth of the used car opportunity nationally.

They wanted to educate their Field Managers to assist their dealer network in this growth.

Our Role

Comengine was asked to develop a strategy that would allow the Field Managers to understand the skill set needed to run a successful used car department.

Our Process

Comengine researched the market by dealer visits and electronic questionnaires to ascertain what the dealers’ current view of used cars and their attitude over the next 12 months.

We identified the KPI’s needed to run a successful used car department.

We developed a data collection process to capture the data accurately and on time.

We developed a reporting template to be used for data collection and processing.

Deliverables

Coaching
1 ½ days of training and coaching included:

• Explanations of each KPI, their background and meaning
• The information they presented when combined with other KPI's
• Role playing to identify various attitudes from the client
• The creation of a sample report and data and how to interpret the data.
• Robust discussion regarding the various experiences of each Field Manager and their own dealer group.

Handouts
Data Collection documents
Reporting Templates