Mercedes-Benz Route To Perfection
Our multiple award winning demonstration drive excellence programme.
Immediately engaging, of real-world use and applauded by Sales Consultant participants, Sales and General Managers, this programme’s success resulted from being perfect-for-purpose, cleverly created and impactfully delivered. Beginning with Mercedes-Benz Dealers who opted in, this programme grew in stature and scale to include all Mercedes brands.
Whilst Mercedes-Benz had succeeded in improving their customer satisfaction ratings, Mercedes-Benz customers continued to report less than 100% satisfaction with their demonstration drive experience. This in turn, created some ‘lost sales’ opportunities.
To catapult Mercedes-Benz to consistently deliver ‘best in the industry’ performance in this specific element, Osbourne Purdie designed and created the multi-award winning ‘Route to Perfection’ customer engagement in demonstration drives programme. Delivered by expert Osbourne Purdie business skills trainers and performance coaches, in combination with actors in role as customers, it provided participating Sales Consultants with opportunity to make their transition from knowing what to do, to successfully doing it, and doing it consistently.
In combination, thought provoking materials, relevant scenarios and coaching interactions pushed Sales Consultants to unlock their own thinking. After each opportunity to develop, the crucial opportunity to practice was undertaken. Sales Consultants proved to themselves that they could succeed at this elevated level of performance.
The Route To Perfection programme delivered an improvement in dealer conversion metrics and a 4% improvement in overall car sales. It also earned prestigious awards from Motor Trader and Automotive Management.