Field Force Management PEGASUS – Automotive parts sales, field service support for parts marketing to independent garages.

Field Force Management PEGASUS – Automotive parts sales, field service support for parts marketing to independent garages.

The focus of this project was on personal support and technical assistance on site for the field and office staff of selected car dealerships. The use of our field force consultants and the development of suitable strategies led to visible results. The aim of the measures should be a significant increase in sales of original parts as well as a secure appearance in the environment of independent workshops. This was achieved through tailor-made coaching and professional support of the sales team.

Our mission

The core of our project assignment was to offer direct on-site support for selected potential car dealerships. Our field force consultants acted with the aim of professionalising the sales activities of the “Independent Garages” division and thus achieving an increase in sales of original parts. The scope of the project was achieved in a four- to eight-month on-site deployment of a field force consultant per car dealership (throughout Germany).

Our work

The supervised work packages for this project were divided into different areas. Initially, the introduction, implementation and follow-up of new internal processes to professionalize the “Independent Garages” business area within the company was on the agenda. We offered direct support and advice in the area of pricing, in particular with regard to discounts and rebates, ordering methods in the use of multi-brand order portals, increased efficiency in telephone reception and the counter business. Furthermore, we carried out a detailed examination and calculation of possible logistics concepts within the region with subsequent implementation, taking into account the topics of own supply, multi-brand cooperation and the external delivery service. In order to increase sales activities, we provided assistance in the conception and implementation of marketing campaigns as well as the targeted use of suitable advertising media and give-aways. We were able to provide additional sales support through personal customer support and the acquisition of new customers in the sales region as an independent sales force. In addition, our field force consultants were given target-oriented control by our project management as well as topic- and professional support by our central office staff.

Our results

We achieved a significant increase in the share of online sales - among other things through the conscious use of partslink24 as an ordering portal for customers. Through the listed measures within the project, we achieved a professional appearance of the field service towards the business field “Independent Garages”. An optimisation of the service in the areas of ordering channels, logistics and marketing is now also noticeable. This resulted in the expansion of the customer base and an improvement in the regional reputation. A targeted rebate and discount structure ultimately led to an increase in turnover and exploitation of potential.

Our know-how

The experience in the field of coaching and motivation methods to implement new processes within a car dealership brought a visible success for our client. A further component was the existing reporting and analysis knowledge for the creation of target-oriented price and discount adjustments. Especially for the field service sector, professional know-how was required, field service experience including various sales and acquisition methods were successfully applied. Route planning and customer prioritization according to potential could be carried out without any problems. Finally, a general cross-divisional expertise in the sale of original parts was created.

Our added value for the customer

We were able to offer our customer an all-round carefree package for professional business in the “Independent Garages” segment. We were able to implement already successful marketing methods and concepts in parts sales without any problems and without own development effort. We achieved personnel support with little effort for our own employees with the proven hands-on mentality of our field force consultants. We achieved a visible increase in sales both online and offline as well as an improvement in our regional reputation. Our measures have now also resulted in the expansion of the parts business by a further sales channel. Existing potentials in the sales area were successfully exploited. Further added value for our customers is the expansion of our customer base without having to hire our own sales representatives and an increase in customer satisfaction.

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Your direct line to MCG

Marco Mauler

Marco Mauler
Director Customer & Business Solutions

Phone: +49 89 383 46 89 0

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