Aftersales ConsultancyAftersales consultancy programmes offer flexible but comprehensive business analysis and development programmes, which will drive business performance improvement opportunities and provide solutions that can significantly increase parts sales, improve customer satisfaction and ultimately lead to increased Aftersales profitability. Castrol Business Services consultants have a wealth of Aftersales experience and use this to deliver a range of services to help dealers become more efficient and thereby increase sales and profitability. The list of services includes:
- Dealer process improvement programmes
- Fast-fit solutions
- Up-sell programmes
- Accessory sales
- Capacity Solutions
Dealer process improvementCastrol Business Services works with dealers to streamline the systems and processes they employ to run their business more efficiently and improve overall profitability. Following a full assessment of Dealership processes and benchmarking against industry best practice, the consultants compile a Business Development Plan containing comprehensive, informative and prioritised reports to include:
- Feedback on findings during the Assessment phase
- Detailed and prioritised recommendations and actions
- realistic financial and KPI targets
- Quantified incremental profit opportunities
Subsequent visits will then support the ongoing implementation, monitor performance against targets and reassess development needs and adjust plans accordingly.
Up-sell programmeThe Castrol Business Services up-sell programme helps aftersales workshop staff to identify and successfully sell legitimate additional work found as vehicles pass through the workshop.
The programme examines the current workshop sales performance of individual staff members and as a whole, compares this to benchmarking data for other workshops and provides the tools and training required to improve performance. The results will be measured in terms of trended average invoice value to demonstrate a significant increase in business performance.
Fast Fit SolutionsIn an increasingly competitive Aftersales environment, the capability to offer customers a fast fit solution can offer the dealer several advantages:
- Encourage service retention of post-warranty vehicles
- Improve service penetration of older vehicles
- Improve customer satisfaction
- Increase workshop capacity
Castrol Business Service consultants work with automotive manufacturers dealers to identify fast fit opportunities and to develop the business, from concept to delivery, through financial modelling, workshop planning, process mapping and staff training.
Accessory SalesCastrol Business Services have developed a proprietary programme to define and support the sale of accessories within a Dealership and steer the business towards overall improvement in performance. The Castrol Business Services Accessory Sales programme guides the dealer through assignment of a suitable Accessory Champion and provides them with a thorough understanding of the critical elements required to grow the accessory business, including:
- Stock Management
- Control & Reporting
- Menu Pricing
Capacity SolutionsOne of the challenges facing any automotive manufacturer and franchise dealer group is to correctly identify the Aftersales capacity required to meet the volume of vehicle parc both now and in the future.
If miscalculated, spare or insufficient capacity will amount to lost revenue opportunities. Castrol Business Services have developed a Capacity Planning programme – using a bespoke software package that enables automotive manufacturers and franchise dealer groups to accurately forecast workshop capacity requirements based on car parc data, current workshop KPI statistics and financial performance information.