The client was consistently failing to achieve in-dealership client consultation expectations. The challenges stemmed from a combination of COVID restrictions, a lack of proper staffing and conflicting leadership expectations. The OEM expected immediate improvements to meet the terms of the contract.
After completing sales and product certification, the field force immediately established a best-ever in-dealership consultation rate and continued that trend 9 of 10 subsequent months. In-dealership consultation rates increased by more than ten-fold.
Concentrating on the Team Development, Process Improvements and Sales and Process Training, the client was able to best focus the team on the steps toward a great consultation. Not only did more clients agree to meetings, but the OE and dealer satisfaction levels increased because the meeting content was greatly improved.
“Mike is a fountain of knowledge. His proficiencies are surpassed only by his genuine and authentic nature as a person. I have already recommended others to speak with him who are attempting to make the same transition that I have and encourage others to do the same.”
“I have nothing but positive things to say about Mike Wirth. As a relatively new member ... (recruited by Mike), he has provided me with the utmost in support, training, and mentorship. His professionalism and positive approach during my candidacy and training have enabled me to have a smooth transition into my new role. He definitely will be a valuable addition to any organization.”