Orby TechnologiesOrby Technologies

Case Study of

Lead and Stock Management

In the Motor Industry

Car Dealership Community

Orby Technologies

Business Overview

National Automotive Importer/Distributor in EU

World leading brand

National market share for the brand 2.5 times greater than EU average in 2013

Strong Consumer focus, with some Fleet and Rental

Pre-registrations avoided

Dealer Network

Dealer Principal and Sales Managers

Sales People

Receptionists

Website Stock Administrator

Orby Technologies

Benefits

Increased Effectiveness

Improved flow of Leads from WebSite to Dealers

All Leads followed-up, always

Reduced effort to generate Quote and Contract

Increased Accuracy of Quote and Contract

Improved Oversight by Dealer Principal and Mangers

Accurate view of Sales Activities in real-time

Accurate evaluation of targets in real-time

Improved information across Dealer Network

Review Sales Model Pipeline vs Orders and Inventory

Orby Technologies

The Elements of a Car Dealership Community

Lead Management

Stock Management

Used-Car Web-Site

Building Teamwork

KPIs and Analytics

Intra-Dealership Security

Desktop and Mobile

Orby Technologies

Five Stages in the Customer Journey

Dealer Community used in

Lead Capture

Nurturing

Vehicle Sales

Lead Capture

Nurturing

Vehicle Sales

Customer Care

Customer Loyalty

Orby Technologies

Lead Management

Capture Leads on Distributor or Dealership Websites

Brochure Request, Test Drive, Finance Quote, Used Car Enquiry

Walk-In Leads

Face to face in Dealership

Generate Quote

Email or Print

Branded by dealership

Contract Generation

Eliminate time-consuming task

Improve accuracy and archive of vital documents

Using Motor Industry standard template

Orby Technologies

Lead Timeline

Orby Technologies

Stock Management

Distributor updates New-Car stock details

Technical details provided in data feed from factory

Import and Non-Franchise Vehicles

Technical Details sync’ed just-in-time from Government data source

Trade-In from Sale accepted as Used-Car Stock

Lost sales searchable for future deals

Used-Cars web-site uses SFDC as Master Data

Real-time publication and removal of Stock on web with local control

Responsive website with JSON back-end connected to Salesforce Database

3rd party websites use data feed

Orby Technologies

Publishing Stock on Web

Orby Technologies

Build Teamwork in Dealership

Connect Sales people using Chatter

Replace DMS-based mail

Messaging within a dealership

Call back request from Reception

Network requests

“Anyone got a buyer for a 2010 Jaguar I’m trying to trade-in?”

Gamification using Dealership notifications

When a car is Sold – High Fives!

Exploring Network-wide Groups

Orby Technologies

KPIs and Analytics

Key statistics for dealership

Leads and foot-fall

Tasks and sales activity

Salesperson bonus based Quotes and Sales

Ratios

Test-Drive to Sale

Quote to Sale

Comparison

Week on Week

Month on Month

Quarter on Quarter

Year on Year

Orby Technologies

Intra-Dealership Security

Strong partitioning

Leads

Stock

Customer History

Shared

Vehicle technical data

Model Variants availability and pricing

Orby Technologies

Deployment

Salesforce.com Platform

Enterprise Edition

Salesforce Community

Desktop

Browser based CRM

Tablet and Mobile

Salesforce1