We use a time-tested method to guide dealers as they transition to a new business model. We cover the plan, organizational buy-in and execution elements necessary to put a solid one-price business model into action. A major component of success is organizational acceptance or buy-in. We employ specific change management principles that involve the entire team in the creation of their new business model. By engaging the team rather than dictating a new system we gain high rates of adoption that lead to successful transformation.
1. Scoping & Assessments
The purpose of these meetings is to give us deeper insight and a complete understanding of your current situation – and to determine the best approach for transitioning to an Upfront Pricing business model. We’ll conduct a SWOT analysis with your dealership to determine the strengths, opportunities, and risks in transition.
Workshops are a key learning and transition component to our change management process. We’ll guide your team through five hands-on, individualized workshops:
- Process Mapping
- Value Proposition Creation
- Pricing & Inventory
- Organizational Structure
- Marketing & Launch activities
3. Upfront Pricing Training Materials
The information that we compile and create during the workshops becomes the building blocks of training materials that we’ll use to train managers and sales staff. These materials will set the standard for new hire training, in addition to continuous in-store development.
4. Sales Manager & Sales Consultant Training
Your Sales Managers will become the in-house experts on your new Upfront Pricing business model. They’ll learn how to educate, coach, and successfully develop their teams with our expert guidance. Sales consultants will gain the knowledge and skills to deliver a consistently exceptional customer experience – and generate results. Classroom and in-store trainings are conducted with an emphasis on creating genuine excitement, buy-in, and perfecting the skills needed to be successful within the new model.
5. Soft Launch
Before announcing the change to your new business model on public channels, we recommend a soft launch. This 30-day period of adjustment allows your staff to become comfortable, confident, and fully adjusted to their new roles. This window also gives your dealership the opportunity to completely dial in your new processes and smooth our potential wrinkles before going live.
6. Hard Launch
Once the soft launch is complete and any necessary adjustments have been made, your dealership will be ready to go live – it’s time to announce your new business model to the public! Marketing materials are deployed across both traditional and digital channels, and your new business model is officially launched.
Performance support is especially valuable after training, when managers and sales consultants have had time to settle into their new roles and apply the skills they learned before the launch. We will help identify when and where support will be most valuable and provide additional training and coaching on a monthly or quarterly basis to ensure continuing success of Upfront Pricing.
We offer several options to ensure the continued success of Upfront Pricing:
- Monthly or quarterly dealership sustainment training
- Individual Coaching – Managers & Sales Consultants