Case Study |
Digital Sales Transformation for Automotive Retailer

CLIENT

Automotive
Retailer

INDUSTRY

Automotive

CONSULTANT ROLE

Digital Transformation Consultant

LOCATION

Switzerland

The Challenge

Outdated Tracking Processes

The client had been operating with traditional sales methods for years. This resulted in a fragmented customer journey across physical and digital touchpoints, a lack of data-driven insights into customer behavior and cumbersome sales processing, e.g., delays in processing orders and invoices.

“Maintaining market leadership was becoming increasingly challenging with our traditional sales methods. We needed a solution that would propel us forward and keep us ahead of the competition.” — CCO

The client sought an experienced consultant to implement a digital sales management tool that would provide real-time insights and optimize sales processing.

Role of Consultport

Consultport proposed 3 strong consultants within 72 hours. The client interviewed 2 candidates and selected a former senior consultant at BCG with rich experience in digital transformation topics. The consultant started working with the client team 1 week after the initial request.

Approach

Well-Rounded Assessment

Working closely with management, key stakeholders and subject-matter experts, the consultant assessed objectives and expectations for sales digitalization.

The consultant then conducted a comprehensive assessment of the existing sales processes and customer touchpoints to identify pain points and opportunities.

“Understanding the intricacies of the client’s operations was vital to design a truly effective solution.” — Digital Transformation Consultant

Improving inventory management and decision-making in automotive retail

Solution

Robust Digital Sales Strategy

Based on the assessment, the consultant proposed a comprehensive digital sales strategy, which included the implementation of an integrated CRM system and incorporation of data analytics for better customer insights.

Additionally, the consultant developed a digital sales tracking tool with real-time monitoring capabilities of sales performance, customizable sales reports and a user-friendly interface. Collaborating with the IT department, the consultant ensured smooth transition from the old tracking system to the new one.

Results

Successful Sales Digitalization

The implementation of the digital sales tracking tool was a success. The tool significantly reduced manual errors from data entry and empowered the sales team to identify emerging trends, make timely decisions and meet customer demands more effectively.

The rollout of the digital sales initiatives resulted in a unified customer journey, increased sales efficiency, enhanced customer satisfaction, and a stronger competitive position in the automotive retail landscape, ultimately driving growth and profitability.