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The Road to Success: How DEKRA Revolutionised this Brand’s Fleet Sales Strategy

In the fast-evolving automotive industry, fleet sales potential represents a goldmine that manufacturers and distributors simply cannot afford to overlook. With an eye toward future trends and developments, tapping into this business stream can be a game-changer for companies seeking growth and sustained profitability. To maximise the benefits, a well-crafted fleet sales strategy, backed by coordination within the network and a dedicated team, is essential. Join us on the journey where we help your brand become the country's most innovative mobility provider through an outstanding fleet sales coaching program.
Seizing the Vision: A Quest for Automotive Excellence
The journey began with a vision: to be established at the forefront of the automobile business nationwide, setting new standards for customer experience, and becoming the industry's trailblazer. This automotive leader aimed to target local businesses and SMEs, with a keen focus on incremental sales to bolster its business partner network. Recognising the significance of this venture, the company sought a partner with expertise and a proven track record. That's where DEKRA, an experienced, knowledgeable player with a history of delivering exceptional ROI, stepped in to support and collaborate.
The Fleet Sales Coaching Program: A Formula for Success
The fleet sales coaching program has evolved over the years, constantly adapting to market trends and introducing new approaches. The program's core components comprised real-time coaching and reporting, combining interventions and insights to nurture and strengthen the fleet business partner network's effective business development team. Crucially, DEKRA supplied a bespoke prospecting tool, the Prospect Manager, which played a pivotal role in identifying potential customers during the sales process.
DEKRA's fleet sales experts demonstrated their versatility in delivering coaching and training interventions through multiple formats - one-on-one sessions, remote coaching, digital training, and workshops. Each session was tailored to address the unique needs of the automotive brand, ensuring a personalised and effective approach to coaching. To facilitate continuous improvement and performance monitoring, DEKRA deployed its specially designed digital innovations, I-Coach and DEKRA Performance Manager , which not only kept participants engaged and motivated but also provided real-time tracking of progress.
Adapting to the Changing Landscape: A Flexible Strategy
The success of any strategy hinges on its ability to adapt to evolving market dynamics, and the fleet sales coaching program excelled in this aspect. The program's agility allowed it to keep pace with the changing times, introducing new topics and areas of focus as needed. The key milestones along this journey were:
  • Establishing Fleet Sales Funnel: Laying the foundation by building an effective sales funnel that streamlined processes and improved efficiency.
  • Optimising Fleet Sales Funnel: Fine-tuning the sales funnel to unlock its full potential and maximise sales opportunities.
  • Digitalising the Fleet Customer Journey: Embracing the digital revolution to enhance the customer journey and experience, capitalising on the power of technology to drive engagement.
  • Increasing Loyalty through CRM: Cultivating customer loyalty by adopting Customer Relationship Management (CRM) practices to forge stronger bonds with clients.
  • Evolving Leadership within the Community: Nurturing a leadership mindset within the fleet sales community, inspiring innovation and excellence.
The Harvest of Success: A Trail of Triumphs
  • The culmination of this well-crafted fleet sales strategy has been nothing short of remarkable, delivering impressive results and reaffirming the company's position as an industry leader.
  • Digital Brochures that Drive Sales: The development of digital brochures witnessed an astonishing 85% of customers spending more than they originally intended, with 35% stating an increased likelihood of making a purchase.
  • Retailers Rave about the Program: A whopping 98% of retailers expressed their enthusiastic approval of the fleet sales coaching program and its positive impact.
  • Conversions and Sales Surge: The coaching interventions proved instrumental in generating a significant 7,000 additional sales through increased showroom appointments and conversions.
  • App Engagement for the Win: An astounding 1.5 million customers signed up for the app that linked sales and service, proving that technology-driven initiatives can lead to enhanced customer engagement.
The comprehensive fleet sales strategy implemented in collaboration with DEKRA using Fleet Sales Training and Coaching , serves as a beacon of success for the industry. By recognising the potential of fleet sales, tailoring coaching interventions, and staying attuned to the ever-changing market, manufacturers can embark on their road to success, steering confidently towards becoming the most innovative and customer-centric mobility providers in the automotive landscape. Are you ready to make your brand next success story? Contact DEKRA Automotive Ltd now.
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