Meeting the ZEV targets in 2024 - an enquiry management advantage

Following on from our last Auto Talk article, designed to provide support to retailers working to meet the ZEV challenge using video, this time the focus is on the sales process and creating an enquiry management advantage.

Naturally, generating Battery Electric Vehicle (BEV) leads and converting them successfully to support OEMs hit their targets will be essential for many retailers. Success represents a compelling opportunity to work ever closer with OEMs for mutual benefit.

At the heart of this success, speed of response to enquiries is sure to feature. By being responsive and informative, retailers can address those extra questions rapidly, about driving and using a BEV day to day that are so common, to accelerate customer’s decision making, something we know is taking longer for BEV purchases. In this article a series of best practice opportunities are showcased.

Creating a sales process and enquiry management advantage

Within the CitNOW Group ecosystem, Dealerweb stands out as a sales enquiry and lead management platform that can help retailers embrace the ZEV challenge positively.

Built by people with showroom experience, Dealerweb talks retailer’s language and brings many sales processes together in one place, creating processes and controls that help drive productivity, compliance and results. Of particular note are the efficiencies in time, data accuracy and the removal of data duplication that are available. All these gains can be realised through the integrations supported by Dealerweb’s technology. In turn, this tighter data control enhances GDPR compliance and reduces exposure to customer Personally Identifiable Information (PII) risks, which sadly have become increasingly prevalent in recent years.

Another area where Dealerweb’s integrations can help retailers is with CitNOW Sales. It can support the focus on BEV sales by enabling retailers to send video communication from Dealerweb’s Showroom platform to showcase BEVs features and benefits and highlight the way a BEV operates to demystify buyer questions. In addition, the platform can integrate with other retailer systems, such as DMS, car aggregators, F&I partners and compliance providers, while Dealerweb’s real-time reporting facility provides a comprehensive analysis of productivity and profitability levels.

Driving sales

Dealerweb’s platform makes communicating with a selected customer or prospect group from the Showroom database easy. As an example, the new parity calculator, Equicalc, is ideal to target finance customers, whose agreement might be coming to an end, or may be able to consider changing car before the end of their agreement into a BEV.

The platform has built-in systems to help ensure GDPR compliance when managing customer records, creating audit logs, recording marketing preferences and much more along Finance integrations that are FCA compliant for an efficient sales process throughout the customer journey

Enquiry builder

The current evidence regarding BEV sales is that customers require more help and support before making a purchase decision. Thanks to the productivity benefits the platform offers, retailers using Dealerweb Showroom can gain the extra time they need to help these BEV buyers.

Simplifying processes and removing time-consuming consumer rework help to create additional time that enables sales personnel to provide the more focused, personalised experiences that BEV buyers are seeking. The productivity improvement also helps sales staff respond to contacts more quickly and keeps the buying journey running smoothly.

Dealerweb Showroom makes it possible to quantify the scale of the difference these time savings can make to a retailer’s bottom line. Real-time management reporting can allow staff to identify areas of success and potential improvement areas. It can also help them understand how the extra time they have to respond to customers gives them a better chance of converting interest into sales.

From initial sales enquiry, through the diary and follow-up module which ensures that all leads are contacted promptly as and when promised and by linking together other platforms integrated with Dealerweb Showroom, data capture rework and errors are avoided, as is the frustration that can be created for customers.

Managers can oversee all planned sales staff activity in one simple screen, ensuring that all customer promises are kept, and opportunities are not missed.

And there is more…

Creating sales leads is just the first step in the Dealerweb customer buying journey. Having created awareness of the retailer’s range of BEVs and sufficient interest to make an enquiry, the platform is there to facilitate the customer’s journey hand in hand with the sales executives with a rigorous, controlled process that helps to create the type of good customer outcome that works for them and retailer alike

Just contact us to discover more about how the Dealerweb journey can make exceeding those ZEV targets a bit easier.

Next in this ZEV retailer and OEM support series will be the role of data and digital communications.

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