MTU launch new ‘sales enquiry tool’ for vehicle dealerships

Renowned Hertfordshire-based management consultants MTU (Motor Tools Unlimited) have launched a landmark ‘sales enquiry management tool and process’ aimed at vehicle dealers. During trials, this exciting business solution was seen to increase the accurate recording of customer enquiries by as much as 50 per cent, leading to sales improvements of up to 20 per cent.

AEM08 (Advanced Enquiry Management 2008) is equally suitable for car, commercial vehicle and motorcycle dealerships and both franchised and non-franchised operations. It allows every single enquiry from whatever source to be logged, allocated to the appropriate member of the sales team, tracked and followed through to conclusion. At the click of a mouse, it provides senior managers with all the information necessary to monitor the real-time, day-to-day performance of their sales team, the type and level of enquiries being generated, the conversion rate etc.

The key to AEM08’s success is that it’s been designed for administration on behalf of rather than by an organisation’s sales staff – eg by a suitably trained receptionist. Research shows that, despite their best intentions, a typical sales team fails to record a significant percentage of the enquiries it receives, and even the logged ones are not generally trackable by other members of staff and senior management.

Part of a comprehensive sales performance training initiative
MTU’s product is the brainchild of performance coach John Driscoll who, following 25 years in senior management positions on behalf of the Mercedes and BMW networks, now specialises in coaching dealer principles, sales managers and sales teams how to improve the performance of their departments and individual sales executives. AEM08 forms a part of the ‘comprehensive sales performance training initiative’ he has developed.

Said John, “My years in car sales taught me that busy sales staff don’t always have the time or perhaps even the inclination to log all their prospects. Nor do most dealers have a system that allows all their business’s leads to be easily viewed, tracked, analysed and managed simultaneously. This inevitably leads to some enquiries not being followed up at all and others being mismanaged or not followed through to a satisfactory conclusion. The result is ongoing loss of business and dissatisfied customers who may not come back – a scenario that’s never acceptable and considerably less so in times of recession.”

Proven performance
AEM08 has been fine-tuned in a range of high profile dealerships over the last two years and already has many advocates. For example, the Dealer Principal of leading BMW franchised outlet Nick Whale of Warwick said, “Installing AEM08 had an immediate and dramatic effect on our business, with recorded enquiries rising by 40 per cent and the sales rate increasing by 15 per cent overnight.”

Paul Fruen, Managing Director of Sytner Harold Wood and Canary Wharf, is also a fan of AEM08 and its creator. Asked how he would rate their contribution to his business on a scale of 0-10, he replied simply, “11!”

For more information, visit motortoolsunlimited.com