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Innovation Challenges in the Automotive Business:
New Market

The automotive marketing and sales process is split between the manufacturer and the dealers. To maximize the return on investment and sales resuls, there needs to be a tight integration between them. The manufacturer runs advertising and does trade shows to market their vehicles. The leads generated can come to the manufacturer via ad responses or trade show lists but the eventual sale is done by the dealer. So these leads need to be routed to the nearest dealer. To further complicate the selling process, sales can be to individuals or to companies, referred to us fleet sales. The manufacturer may actually spend a great deal of time working a fleet sale but then pass it off to the dealer for actual deliveries. The tracking of these leads and conversion into sales requires some reconcillation, especially for fleet deals, were the end sale may have different quantities and configurations than the deal the manufacturer thought might result from the sale. But tying the leads to the actual quantities and configurations to have accurate information about what campaigns are contributing what value and if there are specific configurations that result from such campaigns that emphasize a specific configuration over another. In addition, the profitability, including the marketing costs, of the vehicle lines and configuration can be accurately accessed as well as future volume forecasts by regions can be improved.

How can the Innovation Pipeline help in the Automotive business?

Our application allows for leads for new vehicles to be redirect to partners based on nearest or by postal code and a follow up email with a spreadsheet sent to the person designated on the partner to update the status and return the spreadsheet for automatic processing back at the manufacturer for the regional sales person to review and follow up if necessary. Changes in configuration can automatically reconfigure the order that will be submitted to manufacturing based on products and accessories in term that manufacturing wants without forcing the dealer to work in term of the manufacturing nomenclature.

When the dealer sell is completed and communicated to manufacturing, this order can be more easily conciled with the projected order to provide more accurate information for forecasting and future marketing campaigns including the profitability that takes into consideration the actual marketing costs from the manufacturer.

How can the Innovation Pipeline help in the Automotive business?

Our application allows for leads for new vehicles to be redirect to partners based on nearest or by postal code and a follow up email with a spreadsheet sent to the person designated on the partner to update the status and return the spreadsheet for automatic processing back at the manufacturer for the regional sales person to review and follow up if necessary. Changes in configuration can automatically reconfigure the order that will be submitted to manufacturing based on products and accessories in term that manufacturing wants without forcing the dealer to work in term of the manufacturing nomenclature.

When the dealer sell is completed and communicated to manufacturing, this order can be more easily conciled with the projected order to provide more accurate information for forecasting and future marketing campaigns including the profitability that takes into consideration the actual marketing costs from the manufacturer.