Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Traffic Management Case Study

No description
by

Joshua Mathews

on 9 August 2018

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Traffic Management Case Study

What is a deal?
Phone
Where's the area of opportunity? Sales calls to phone leads percentage, closing at the same rates...
Floor
Game Plan
Go from 65% DR to 85%+
Increase TO %
Go from 70% SM to 85%+
People involved? All sales managers and sales associates
E-Com
3 associates <9% 1st visit
Current 1st visit is 13%, target 20%
7% deficiency
20% 1st visit of the leads = 48 visits
48 visits at 69% close is
33 deals
33 deals + 61 last month = 94
94 deals/679 leads = 13.8% close, currently at 9% close

Traffic Management Case Study
Mercedes-Benz of Miami
Tim Bean
David Mathews
Joshua Mathews

Areas of Opportunity
E-Com
Floor
Phone
Keeping numbers the same, what does one deal mean to the store when it comes to PVR?
New Car PVR - $911
New Car OVI - $531
New Car CFS - $2512
TOTAL - $3954

Used Car PVR - $1325
Used Car OVI - $872
Used Car CFS - $2021
TOTAL - $4218

TOTAL VARIABLE OPS PVR
$4086
What does this mean?
Every unit missed is $4086 missed...
Now where can we find these units?
Current Numbers
416 Calls
43% leads or 180
9.1% closing or 38

Benchmarks
416 calls
63% leads or 262
9.1% closing (bench is lower at 7.4%) or 55 units

What this means to the store:
262 leads - 180 = 82 addl. leads
38 sales/180 leads = 21%
21%*262 leads = 55 units total
55-38 units = 17 units addl.
17 units @ $4086/copy =
$69,462/mo
or $833,544/yr
Game Plan
Maintain dispositioning percentage.
Connect with customers by calling back and setting first appointment. We close first appt at 68%
ALL NUMBERS BASED ON SALES CALL STATS - CALL TAKER
Where's the area of opportunity? Floor opportunities are missed close opportunities, and can be traced to demo rides and TO's
Current Numbers
Demo Rides
132 NS/232 No DR = 56% NS
213 NS/436 With DR = 49% NS
56 - 49 = 7% or 47 ups
@ current close (43%) = 20 addl

T.O.'s
130 No TO/229 NS = 56%
223 TO/284 Sold = 78% TO Close

Menus
198 No Menus/668 = 30%
70% Menu at 84% of menus sold

Currently at 43% close
48% close = 320 sales
37 addl units





What does this mean for the store JUST in a jump in close %?
37 units @ $4086/copy
$151,182/mo or $1,814,184/yr!
Where's the area of opportunity? E-Com missed opportunities from contact percentage, follow up and first appointment/visit!
Game Plan
Sales managers and associates are involved
20:20:1 in place
Managers to confirm appts
Reconnect with older leads
3 bottom associates
a) 2 calls/day 2 emails/day (6% visit)
b)12 calls/day 12 emails/day (9% visit)
c) 31 calls/day 16 emails/day (7% visit)
at 20% visit -
12 sales
10.75% close E-Com
What does this mean for the store?
33 addl units @ 4079/copy =
$134,838/mo or $1,618,000/yr
Questions?
Thank you!
But first, what is our underperformance costing us?
$$$
Full transcript