The New Automotive Sales Machine
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Transcript of The New Automotive Sales Machine
Linda is buying a car…
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Configure car in the Internet
Linda is buying a car…
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Refine configuration in dealership
Linda is buying a car…
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Change options through call centre
Linda is buying a car…
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Test drive at customer site
Linda is buying a car…
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Close deal in time
The customer and the OEM
OEM
Digital
Phone
Dealer
Car
Social
…
Car Sales
Car Service
Motorcycle
Fleet
Car Sharing
Mobility
Content Apps
Concierge
Connectivity
Driver
Decision Maker
Owner
User
Borrower
Purchaser
Fleet Operator
The complex business model left its mark on the IT Landscape of Automotive OEMs
Advocate Shop again
or churn
Share
Experience
Maintain/
Service/
Repair
Enjoy Drive/
Travel
Finance &
Insure
Select &
Purchase Configure
Gather Info/
Compare/
Test Drive
Get
Inspired
Dream &
Scheme Acquire or Obtain Travel & Enjoy
Dispose /
Repeat
Ret
ail
Wh
ole
sale
Large Market CRM
Digital Platform
Incadea
Autoline
Retail Aftersales Front Ends
Formula 1 etc.
Small Market CRM
…
Customer Id
Retail Front Ends
Retail CRM
Retail integration is one driver for fragmentation. Future business models will be another
Put
Initial Focus
On Sales
Cross channel, process, brand, market, segment
Complete, consistent, and real-time 360° customer view
Transparent, efficient and effective sales funnel
Add immediate value for dealers, avoid upfront invest
Scales up for large markets, scales down for small markets
Incremental impl – reuse of existing assets and interfaces
Fast and flexible response to new requirements
Features of the “Sales Machine”
Cloud technology as key enabler for integrated Automotive CRM solutions
Retail Driven Wholesale Driven
= Implemented on Retail Side = Implemented in Wholesale CRM
Retail
Wholesale
Customer Data Customer Data
Campaign Mgmt
Retail
Wholesale
Campaign Mgmt
Lead Mgmt Lead Mgmt
Complaint Mgmt Complaint Mgmt
Focus on retail: Focus on wholesale:
Customer Data Customer Data
Campaign Mgmt Campaign Mgmt
Lead Mgmt Lead Mgmt
Complaint Mgmt Complaint Mgmt
Scope Scope
NTT Blueprint for Integrated CRM
Retail
Wholesale
Customer Data
Campaign Management
Lead Management
Complaint Management
Focus on wholesale / retail integration:
Scope
The NTT blueprint delivers immediate benefits for Automotive OEMs
= Implemented on Retail Side = Implemented in Wholesale CRM
NTT Blueprint for Integrated CRM
Retail
Wholesale
Customer Data
Campaign Management
Lead Management
Complaint Management
Focus on wholesale / retail integration:
Scope
Immediate Benefits:
Simple frontend integration for dealers
Elimination of interfaces (e.g. lead management)
Delivery of immediate value (e.g. retail campaigns)
Close collaboration (e.g. complaint management)
Single point of integration (e.g. for customer data)
Flexible integration of new media (e.g. social)
Workforce mobility through cloud-based apps
Selling the car with Salesforce
Interest Request Change Test Drive Final Offer Purchase
Internet
Call
Centre
Dealer
Mobile
Agent
Comprehensive
Web-to-lead
360° Customer
View
Real-time
Channel
Integration
Mobile Data
Capture
Real-time
Activity
Management