200% Increase In Sales In The Last Two Years
By Kyle Lindsay
Wednesday, August 23, 2017 - 18:50
Drive Vauxhall continues to invest in training with EMaC, in recognition of its key role in the success of its Service Plan growth. The partnership with EMaC, a subsidiary of Innovation Group, saw Drive Vauxhall improve processes and empower staff to increase sales by 200% in just 24 months.
EMaC offers comprehensive training covering sales, aftersales and accounts teams, ensuring everyone at every level fully understands the benefits of Service Plans for the business and customers alike. In addition to monthly ‘new starter’ courses undertaken by EMaC, Drive Vauxhall benefits from regular refresher training sessions to ensure the established team remains motivated and focused. Daily and monthly targets are set and progress measured routinely, resulting in a significantly improved bottom line for the business.
Ashley Connell, Group Business Development Manager at Drive Vauxhall, explains, “Drive Vauxhall has seen a 200% increase in the sale of Service Plans since we partnered with EMaC for support and training. The partnership initially enabled us to identify where change was needed and how to implement new processes, in order to secure more sales. We’ve also enhanced staff incentives, such as changing payment plans and commission for staff who sell Service Plans, as well as run internal competitions, all of which have resulted in creating greater motivation amongst the team.
“In addition to boosting our aftersales revenue stream, the importance of Service Plans in terms of increasing our customer retention rate can’t be overlooked. Indeed, the success of our Service Plans business has had a positive impact on vehicle sales.
“I believe that our increased performance is also accredited to the customer understanding the many benefits of purchasing the Service Plan, the main benefit allowing them to fix today’s price for up to three years protecting them against price increases, which in the current economy is hugely beneficial.
We look forward to growing our relationship with EMaC and in turn, sales and revenue opportunities across our dealerships.”
John O’Donnell, Managing Director of EMaC adds, “Our commitment to training is central to our service, offering dealers like Drive Vauxhall vital support to help them maximise the benefits of Service Plans. We know that a dealer’s commitment to securing a sale is crucial to the success of Service Plans, which is why we place such a strong emphasis on maintaining support to ensure dealers are adequately armed to help their customers make an informed decision.”