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 this meeting is to understand the dealer’s current situation in detail and determine the best approach for transitioning to a One-Person/One-Price Sales Model. For example, a SWOT analysis is performed with the dealership to determine the strengths, weaknesses, opportunities and threats in the transition.
Workshops are the key to our change management process. We guide your team through five individual workshops: 1. process mapping, 2. value proposition creation, 3. pricing and inventory tactics, 4. organizational structure, 5. marketing and launch activities.
3. Upfront Pricing Training Materials
The information that is discovered and created in the five workshops becomes the core of the training materials that will be used to train managers and sales staff. This information will also become the basis for new hire training and ongoing improvement.
4. Sales Manager Training
Sales Managers become experts in the new one-price business model. They learn how to coach and guide their teams to operate the new model successfully.
5. Sales Rep Training
Sales reps gain the knowledge and practical skills to deliver a superior customer experience and generate above average results. Sales rep training takes place in the classroom and on the show floor. The emphasis is on creating buy-in and perfecting the practical skills that lead to success.
6. Soft Launch
Just as a new restaurant may open to the public with limited fanfare, we recommend a soft launch of your new business model before announcing the change in the public. This is a 30 day period where everyone gets comfortable with their new roles and the dealership is able to smooth out the process and skills before going live.
7. Hard Launch
Once the soft launch is complete and any needed adjustments have been made the dealership is ready to go live. Now is the time to announce the new business model to the public. Marketing materials are deployed and the new businesses model is officially launched.
8. Making It Last
We have several options for ongoing follow up to make the new process last based on each business’s unique situation. Options range from a “train the trainer” model to monthly or quarterly in dealership visits from our team to inspect processes and coach managers and salespeople to achieve higher performance.