VIDEO PRESENTATION SPONSORED BY WHITE CLARKE GROUP
Volkswagen Financial Services talks about blended retailing
In this presentation, Graham Wheeler, CEO of Volkswagen Financial Services, describes how Volkswagens blended retailing approach allows customers to access information they need consistently on-line and through the dealerships. Wheeler describes how Volkswagen have used Bricks; Clicks and People to increase retail sales by 50%, while reducing showroom visits by 50%.
McKinsey research in 2013 found that although 85% of customers view the dealer as the main touch-point in a car purchase, one in four customers are not satisfied with the dealer experience. But this does not mean that the dealer does not have a crucial part to play in both the auto retail and fleet leasing sectors.
Manufacturer-designed technology is available to the customer to allow them to prepare the vehicle acquisition prior to visiting the showroom – and also, when the showroom is visited, to be able to replicate the home-buying atmosphere there (couches & large TVs).
Wheeler also stresses that the sale process itself is changing – instead of the traditional model of customers being sold the car in the showroom and then working out if they can afford it – the new model is of the customer selecting a rental they can afford and then tailoring the vehicle model to suit that rental.
This presentation is taken from International Auto Finance Network, May 2015 and is sponsored by White Clarke Group
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