Kia Motors America (KMA) is one of the leading automotive brands offering a wide range of vehicles sold through a network of nearly 800 dealers in the U.S. The company employs several District Managers (both in Sales and After-Sales operations) working with about 12-18 dealerships each to support dealer performance and the company performance. An in-person contact meeting held at a dealership is an integral part of this process along with effective documentation of the meeting.
The previous system used for contact meetings at KMA was very limited and did not help the District Managers document meetings effectively. It also used to take a significant amount of time for DMs to prepare for their meetings – reviewing dealer performance, checking prior discussions and scheduling their calendar. Typically, it would take nearly 2 hours for a District Manager to prepare for each meeting.
Furthermore, documenting the meeting was also very cumbersome and consumed significant amount of time. It was also difficult for the regional management to review meetings and control the process.
Senior Manager, National Network Development
Kia Motors America
The system enables District Sales Managers and District Parts Sales Managers to be more efficient, and dealer meetings to be more productive and professional.
Field operations business planning use to take 1 to 2 hours and now takes less than 30 minutes.
Within two months of launch of system, KMA had 90% compliance; at least one contact report was written for every dealer. This level of activity has continued for over three years. The contact report documentation provides KMA an accurate picture of every dealer’s performance and helps dealers improve their performance, which assists KMA in strengthening its dealer body.
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