We deliver growth strategies for automotive dealer networks based on the analysis of structured business performance reports that include key insights and in-depth analysis, conducted across multiple organizational levels.
Please see below on how ASE has worked with many of the worlds’ leading automotive manufacturers in improving their retail operations and profitability.
It’s All About The Brand
One of the world’s leading supercar manufacturers wanted sales staff at dealerships in China, to shift their approach to sales.
Introduction: ASE Automotive Solutions helped the dealers educate customers on the emotional connection with the brand and alter its perceived value.
The Challenge: Dealers focused negotiations on price, so the manufacturer needed to educate them to associate the brand with ownership experiences, and lifestyle brands and events to help customers understand the inherent value in owning its supercar.
ASE Approach: ASE Automotive Solutions performance improvement team piloted a coaching programme with one dealership to train its staff on emotional selling. This involved role-playing exercises to encourage the consumer to become more emotionally invested in the product.
Designing an Improved Dealer Demographic
Leading luxury automotive manufacturer wanted to optimise financial performance to drive profitability and customer loyalty.
Introduction: Asked ASE to analyse sales patterns across its worldwide dealer network. Engaged local ASE automotive experts to conduct research with dealers.
The Challenge: ASE’s client identified inconsistencies across its dealer network suggesting a +/- 20% sales variance. Unable to attribute variance to macro-economics, regional or local cultural differences. Needed to drive greater sales consistency and educate dealers on best practice.
ASE Approach: ASE automotive consultants conducted local research with a select group of dealers to understand interactions with customers at every stage of their buying journeys.
Data Drives Growth in India
Leading Asian car manufacturer wants a more consistent and comprehensive analysis of its dealer network performance in India.
Introduction: Turned to ASE Automotive Solutions for a more strategic approach integrating data collection and analysis with expert local consultancy.
The Challenge: Indian car market evolving as used cars become more relevant to consumers creating new opportunities for dealers in aftermarket sales and purchasing.
ASE Approach: Helped dealers to collate accurate composite financial data and enable the business to develop unique KPIs to benchmark performance at local, regional and national level.
As Good as New
One of the world’s most recognised luxury car brands needed to help its dealer network sustain revenue growth and efficiency over an extended period without new product launches.
Introduction: ASE Automotive Solutions analysed its dealer network performance and created a new key performance indicator (KPI) to help drive profitability.
The Challenge: The brand’s dealer network was used to selling new cars, but during an extended period where no new models would be released, dealers needed to adjust strategies to improve efficiencies and find new ways to drive revenue.
ASE Approach: Analysed the composite financial data for the client’s global dealer network and created a proprietary KPI benchmark to benchmark the dealer business model across new and used car sales, servicing, parts and expenses.
Closing in on Customers
A leading international multi-brand automotive manufacturer with a focus on luxury SUVs needed to examine its global composite financial data to gain a more accurate picture of the performance of its dealerships.
Introduction: Due to significant variance in the revenues and profitability of the network ASE Automotive Solutions was tasked with identifying the underlying causes, then engaging with the dealerships to coach them on best practices to improve customer engagement.
The Challenge: Although its dealers in the US, Europe, Asia and Latina America were selling similar products the range of performance varied greatly.
ASE Approach: Detailed analysis of the client’s composite financial data and generation of a series of key performance indicators (KPIs), which could be broken down globally, by country and by dealer.
Networking The Dealer Network
One of the world’s largest volume car manufacturers wanted to qualify the effectiveness of its dealer network following a reorganisation.
Introduction: The manufacturer wanted to understand how best to map its dealer network to maximise market opportunities and support its dealers to adopt multiple sales strategies.
The Challenge: The automotive manufacturer needed to ensure its dealer network was as efficient as possible and had the right skills to support consumers, who were increasingly looking to purchase SUVs and EVs.
ASE Approach: Assessed the brand’s priorities around cost efficiency and what level of investment it was prepared to make to support the programme to improve the performance of its dealerships.
Increase Dealer Sales Volume By 35%
One of the world’s leading luxury sports automotive brands wanted to increase the volume of sales across its global dealer network within its existing categories.
Introduction: ASE Automotive Solutions delivered a comprehensive change management programme to educate employees with different roles and skillsets.
Challenge: The brand understood that new technologies, such as electric vehicles (EVs) and evolving consumer habits, meant that the dealers needed to shift their mindset to adopt new strategies.
ASE Approach: Started with a pilot project in a mature European market, but since it rolled out to 27 markets over eight years. The programme is helping dealer staff to understand the psychology of their customers’ experiences with the brand, their needs and view of the product.
Turning Gen Z and Millennials Into Loyal Customers
A Japanese volume automotive manufacturer wanted to ensure its dealers could capitalise on growing demand among new customers with no previous relationship with the car maker and were driven by different purchasing motivations.
Introduction: ASE Automotive Solutions reviewed sales processes and coached dealerships to integrate operations maximising the opportunity to engage with consumers and increase customer loyalty across the new platforms.
Challenge: Brand identified significant pent up demand for its new models, but the demographics of these new customers were very different to its traditional customers.
ASE Approach: ASE Automotive Solutions team used workshops and coaching to shift mindsets at dealers and create more holistic customer experiences by breaking down silos between the sales, parts and aftermarket departments to create more seamless experiences of the brand.
Protecting Cash Post Coronavirus Crisis
Premium automotive brand in Northern Europe wanted to assess the immediate and intermediate impacts of the Covid-19 pandemic on its dealer network.
Introduction: ASE Automotive Solutions evaluated the performance of the dealer network based on composite financial performance data making recommendations to sustain at risk dealers.
Challenge: The unprecedented economic situation meant that although the brand was confident the dealerships would not be exposed in the short-term to cash flow issues it was unclear what the mid-term effects might be.
ASE Approach: The Global Data Services team designed a detailed report to look at the current financial status of dealers, their performance over the past two years and their more immediate Year-to-Date (YTD) and last quarter performance. The report also combined cash flow and balance sheet development information.
Mitigating Risk And Maximising The Value Of An Acquisition
A dealer group was looking to expand its network through the acquisition of another dealership, but wanted to understand the potential risks and liabilities if it proceeded with a share sale.
Introduction: It asked ASE Automotive Solutions to conduct a thorough analysis of the intended target business and provide on-going support throughout the sale process.
Challenge: In any M&A situation the acquiring company must be aware of any potential risks and exposure that could undermine the value of the acquisition.
ASE Approach: The comprehensive audit combining remote analysis with onsite investigations to complete a detailed Financial Due Diligence (FDD) project.
Protecting Your Business For Future As You Change Leadership
Ownership asked ASE to examine ways to facilitate and incentivise “new professional management”.
Introduction: Invited ASE to meet “all stakeholders” in order to draw up a new business model.
Challenge: It is critical important to devise a strategy to protect the existing net worth of a business from speculative and high-risk future business strategies.
ASE Approach: Established rapport and confidence with shareholders and professional management team.
Helping Dealers Navigate Difficult Tax Procedures
Dealership wanted to avoid being penalised for failure to follow due process when filling tax and VAT returns.
Introduction: Client was struggling to deal with complex legislation, so asked ASE to review its tax risks.
Challenge: This dealership had limited time and skills to carry out best practice at all times and was concerned about the consequences of the “visit by the taxman”.
ASE Approach: Investigate, Understand, Appraise and Upgrade existing procedures – listening, gaining information from somewhere.
Staying Ahead With Accurate Data
One of the world’s leading automotive manufacturers wanted to examine the performance of its UK dealer network to identify new opportunities and respond dynamically to competitive pressure.
Introduction: Its dealer network was also seeking advice on the impact of consumer buying habits on purchasing models.
Challenge: ASE Global’s client was not certain the data it was receiving from dealers was consistent and complete.
ASE Approach: ASE Global gathered the data from the dealer management systems to ensure it was delivered on time. It used its proprietary validation tools to qualify the expected normal values in order and identify any discrepancies.
The team advised dealers on best practice for data collation and analysis.
Tracking Risk and Protecting Brand Reputation
Following the last financial crisis, a global brand approached ASE with an urgent request to minimise and mitigate any unplanned or surprise dealer failures which would cause losses to the brand. These losses are quantifiable in terms of loss of money and/or loss of market representation and consumer confidence.
Background: Dealing with c. 2500 dealers in 27 countries and utilising just the data from the ASE composites and various other sources, ASE put together a plan to improve the dealers seen as critical to the future of the brand.
Initial Actions - Business Accounts Review: ASE automotive business management experts examined the business critical data from every dealer in every country to make a desktop assessment of the financial stability and liquidity of each dealer.
Dealer Turnaround Plan & Financial Forecast: For each dealer categorised as “at risk”, a financial forecast and Turn-round Programme was agreed with the NSC. They then contacted their dealers, advising each one that ASE were here to help and gaining acceptance by the dealers. With the ASE teams fully engaged at NSC and dealer level, the “dealer at risk” turn-round process began.
Defined Data Drives Performance
Due to low sales and general poor market performance, ASE were engaged to deliver a Risk Assessment and Performance Improvement Programme for a global brand. Using the proprietary ASE “Dealer at Risk” financial insight tools combined with ASE expert experience understanding and knowledge to interpret that data, ASE identified 13 dealerships at risk in the UK alone, requiring specific focus based on their dealer data and KPIs.
Background: Following consultation with the brand regarding the dealers at risk, the brand agreed to implement the ASE Dealer at Risk/Turn-round Programme to deliver performance improvement across those 13 dealerships.
Initial Actions: ASE distributed the “Dealer at Risk” financial insight tool to each dealer.
Dealer At Risk/Turn-round Programme Results: The programme delivered a huge ROI to the brand with an overall Turn-round number an excessive £4 million across the target dealerships.