Insights
Ideas for moving automotive networks.
Perspectives on performance, behaviour, incentives and the people who turn automotive strategy into action.
01 Featured insight
One dealer network. Different priorities. Different people.
A dealer network can look like one organisation from the centre. Look at it through the lens of a specific commercial priority and a very different picture emerges.
Read insightSame network. Four priorities.
Model launch
Aftersales
Customer experience
Used cars
An illustrative automotive retailer network of four regions, forty-eight retailers and twenty-four people, drawn four times. The structure is identical in every view; only the highlighted audience changes. Model launch reaches 24 of the 48 retailers and 11 of the 24 people. Aftersales reaches 13 of the 48 retailers and 7 of the 24 people. Customer experience reaches 16 of the 48 retailers and 9 of the 24 people. Used cars reaches 9 of the 48 retailers and 5 of the 24 people.
02 More insights
Engagement is the beginning. What matters is what happens next.
Participation matters because it shows attention. The bigger opportunity is understanding what that engagement leads people to do.
The incentive is a mechanism. The behaviour is the objective.
Do not begin with what should we reward. Begin with the commercial objective and the behaviour capable of influencing it.
A model launch happens everywhere at once. Performance doesn’t.
A common launch date does not create a common network response. Launch performance develops at different speeds and the programme can respond accordingly.
Aftersales performance is built one customer conversation at a time.
Large network KPIs ultimately move through individual human actions.
The best time to steer performance is while you can still change it.
Reporting explains what happened. Current programme and performance data creates the opportunity to respond while activity is still underway.
One programme. Built to evolve.
Commercial priorities continually change, but the programme infrastructure supporting them does not need to start again each time.
Your network can create value beyond the budget you put into it.
Relevant suppliers and commercial partners have their own reasons to influence activity across automotive networks. Properly structured, partner-funded activity can create additional value for the OEM, network, partner and participants.