Case Study of Lead and Stock Management in the Motor Industry

1. Car Dealership Community
Orby Technologies
Case Study of
Lead and Stock Management
In the Motor Industry
Orby Technologies

2. Orby Technologies
Business Overview
National Automotive Importer/Distributor in EU
World leading brand
National market share for the brand 2.5 times greater than EU average in 2013
Strong Consumer focus, with some Fleet and Rental
Pre-registrations avoided
Dealer Network
Dealer Principal and Sales Managers
Sales People
Receptionists
Website Stock Administrator

3. Orby Technologies
Benefits
Increased Effectiveness
Improved flow of Leads from WebSite to Dealers
All Leads followed-up, always
Reduced effort to generate Quote and Contract
Increased Accuracy of Quote and Contract
Improved Oversight by Dealer Principal and Mangers
Accurate view of Sales Activities in real-time
Accurate evaluation of targets in real-time
Improved information across Dealer Network
Review Sales Model Pipeline vs Orders and Inventory

4. Orby Technologies
The Elements of a Car Dealership Community
Lead Management
Stock Management
Used-Car Web-Site
Building Teamwork
KPIs and Analytics
Intra-Dealership Security
Desktop and Mobile

5. Orby Technologies
Five Stages in the Customer Journey
Dealer Community used in
Lead Capture
Nurturing
Vehicle Sales
Lead
Capture
Nurturing
Vehicle
Sales
Customer
Loyalty
Customer
Care

6. Orby Technologies
Lead Management
Capture Leads on Distributor or Dealership Websites
Brochure Request, Test Drive, Finance Quote, Used Car Enquiry
Walk-In Leads
Face to face in Dealership
Generate Quote
Email or Print
Branded by dealership
Contract Generation
Eliminate time-consuming task
Improve accuracy and archive of vital documents
Using Motor Industry standard template

7. Orby Technologies
Lead Timeline

8. Orby Technologies
Stock Management
Distributor updates New-Car stock details
Technical details provided in data feed from factory
Import and Non-Franchise Vehicles
Technical Details sync’ed just-in-time from Government data source
Trade-In from Sale accepted as Used-Car Stock
Lost sales searchable for future deals
Used-Cars web-site uses SFDC as Master Data
Real-time publication and removal of Stock on web with local control
Responsive website with JSON back-end connected to Salesforce Database
3rd party websites use data feed

9. Orby Technologies
Publishing Stock on Web

10. Orby Technologies
Build Teamwork in Dealership
Connect Sales people using Chatter
Replace DMS-based mail
Messaging within a dealership
Call back request from Reception
Network requests
“Anyone got a buyer for a 2010 Jaguar I’m trying to trade-in?”
Gamification using Dealership notifications
When a car is Sold – High Fives!
Exploring Network-wide Groups

11. Orby Technologies
KPIs and Analytics
Key statistics for dealership
Leads and foot-fall
Tasks and sales activity
Salesperson bonus based Quotes and Sales
Ratios
Test-Drive to Sale
Quote to Sale
Comparison
Week on Week
Month on Month
Quarter on Quarter
Year on Year

12. Orby Technologies
Intra-Dealership Security
Strong partitioning
Leads
Stock
Customer History
Shared
Vehicle technical data
Model Variants availability and pricing

13. Orby Technologies
Deployment
Salesforce.com Platform
Enterprise Edition
Salesforce Community
Desktop
Browser based CRM
Tablet and Mobile
Salesforce1