Case Study #1
Identifying Customer Value
Need:
Quantitatively measure dealership (customer) value in terms of sales, and, forecast future activity
Solution:
Create 9-Box Performance Grid
Create a system that tracks Dealer Truck and Parts Sales vs. their Annual Plan, and, that enables forecasting of future activity based on past performance
Results:
At-A-Glance Performance Grid shows “Below, At or Above” Pace
- Applies current Dealer Parts Sales and Truck sales information
- Forecasts future activity based on actual performance
- Grid color-coding enables quick identification of status
- Impact:
- Red Box Dealers – Regional Team can work with dealership on a Performance Improvement process
- Yellow Box Dealers – Team works with dealer to identify areas for focus & improvement
- Green Box Dealers – Team identifies success areas for sharing with other dealers to improve group performance
- Monthly Actual Sales used to forecast future performance
- Report functions as guide to health of dealer network
