We deliver growth strategies for automotive dealer networks based on the analysis of structured business performance reports that include key insights and in-depth analysis, conducted across multiple organizational levels.
Please see below on how ASE has worked with many of the worlds’ leading automotive manufacturers in improving their retail operations and profitability.
It’s All About The Brand
One of the world’s leading supercar manufacturers wanted sales staff at dealerships in China, to shift their approach to sales.
Introduction: ASE Automotive Solutions helped the dealers educate customers on the emotional connection with the brand and alter its perceived value.
The Challenge: Dealers focused negotiations on price, so the manufacturer needed to educate them to associate the brand with ownership experiences, and lifestyle brands and events to help customers understand the inherent value in owning its supercar.
ASE Approach: ASE Automotive Solutions performance improvement team piloted a coaching programme with one dealership to train its staff on emotional selling. This involved role-playing exercises to encourage the consumer to become more emotionally invested in the product.
Designing an Improved Dealer Demographic
Leading luxury automotive manufacturer wanted to optimise financial performance to drive profitability and customer loyalty.
Introduction: Asked ASE to analyse sales patterns across its worldwide dealer network. Engaged local ASE automotive experts to conduct research with dealers.
The Challenge: ASE’s client identified inconsistencies across its dealer network suggesting a +/- 20% sales variance. Unable to attribute variance to macro-economics, regional or local cultural differences. Needed to drive greater sales consistency and educate dealers on best practice.
ASE Approach: ASE automotive consultants conducted local research with a select group of dealers to understand interactions with customers at every stage of their buying journeys.
As Good as New
One of the world’s most recognised luxury car brands needed to help its dealer network sustain revenue growth and efficiency over an extended period without new product launches.
Introduction: ASE Automotive Solutions analysed its dealer network performance and created a new key performance indicator (KPI) to help drive profitability.
The Challenge: The brand’s dealer network was used to selling new cars, but during an extended period where no new models would be released, dealers needed to adjust strategies to improve efficiencies and find new ways to drive revenue.
ASE Approach: Analysed the composite financial data for the client’s global dealer network and created a proprietary KPI benchmark to benchmark the dealer business model across new and used car sales, servicing, parts and expenses.
Closing in on Customers
A leading international multi-brand automotive manufacturer with a focus on luxury SUVs needed to examine its global composite financial data to gain a more accurate picture of the performance of its dealerships.
Introduction: Due to significant variance in the revenues and profitability of the network ASE Automotive Solutions was tasked with identifying the underlying causes, then engaging with the dealerships to coach them on best practices to improve customer engagement.
The Challenge: Although its dealers in the US, Europe, Asia and Latina America were selling similar products the range of performance varied greatly.
ASE Approach: Detailed analysis of the client’s composite financial data and generation of a series of key performance indicators (KPIs), which could be broken down globally, by country and by dealer.
Networking The Dealer Network
One of the world’s largest volume car manufacturers wanted to qualify the effectiveness of its dealer network following a reorganisation.
Introduction: The manufacturer wanted to understand how best to map its dealer network to maximise market opportunities and support its dealers to adopt multiple sales strategies.
The Challenge: The automotive manufacturer needed to ensure its dealer network was as efficient as possible and had the right skills to support consumers, who were increasingly looking to purchase SUVs and EVs.
ASE Approach: Assessed the brand’s priorities around cost efficiency and what level of investment it was prepared to make to support the programme to improve the performance of its dealerships.
Increase Dealer Sales Volume By 35%
One of the world’s leading luxury sports automotive brands wanted to increase the volume of sales across its global dealer network within its existing categories.
Introduction: ASE Automotive Solutions delivered a comprehensive change management programme to educate employees with different roles and skillsets.
Challenge: The brand understood that new technologies, such as electric vehicles (EVs) and evolving consumer habits, meant that the dealers needed to shift their mindset to adopt new strategies.
ASE Approach: Started with a pilot project in a mature European market, but since it rolled out to 27 markets over eight years. The programme is helping dealer staff to understand the psychology of their customers’ experiences with the brand, their needs and view of the product.
Turning Gen Z and Millennials Into Loyal Customers
A Japanese volume automotive manufacturer wanted to ensure its dealers could capitalise on growing demand among new customers with no previous relationship with the car maker and were driven by different purchasing motivations.
Introduction: ASE Automotive Solutions reviewed sales processes and coached dealerships to integrate operations maximising the opportunity to engage with consumers and increase customer loyalty across the new platforms.
Challenge: Brand identified significant pent up demand for its new models, but the demographics of these new customers were very different to its traditional customers.
ASE Approach: ASE Automotive Solutions team used workshops and coaching to shift mindsets at dealers and create more holistic customer experiences by breaking down silos between the sales, parts and aftermarket departments to create more seamless experiences of the brand.
Protecting Cash Post Coronavirus Crisis
Premium automotive brand in Northern Europe wanted to assess the immediate and intermediate impacts of the Covid-19 pandemic on its dealer network.
Introduction: ASE Automotive Solutions evaluated the performance of the dealer network based on composite financial performance data making recommendations to sustain at risk dealers.
Challenge: The unprecedented economic situation meant that although the brand was confident the dealerships would not be exposed in the short-term to cash flow issues it was unclear what the mid-term effects might be.
ASE Approach: The Global Data Services team designed a detailed report to look at the current financial status of dealers, their performance over the past two years and their more immediate Year-to-Date (YTD) and last quarter performance. The report also combined cash flow and balance sheet development information.