“Our finance product penetration grew from 69% to 110%.”

- Motorwerks

We moved to One Price thirty days before transitioning to One Person℠ Selling using the A2Z platform. Training started 60 days before the launch. Management presented the new sales process, sales staff responsibilities, and new pay plans many times to the sales team.

Starting Position

2019 Dealer of the Year in Chicago, IL

The Spark

Looking to improve the 57-step process

The Goals

Create a best-in-class customer experience

The Approach

A commitment to making change

Keys to Success

Total dealership transformation at every level

The Learnings

A transformation that requires full buy-in

The Results

More happier customers and higher referrals and repeat business. 

From April 2019 to April 2020, total sales volume

increased by 17% YOY

New car market share

increased 9.5% to 10.1%

Finance PVR

increased by $400 or 32%

Finance product penetration

grew 69% to 110%

The store reduced transaction times by

50% from 2:30 to 1:10

while improving closing rates on showroom ups

Lower overhead costs

due to repurposing of F&I manager roles and

lower variable compensation

Client advisors love their new expanded role, busy workday and higher pay

Time in Dealership

MotorWerks_Chart

Insights from the leadership team.

“We can now recruit a variety of different, and often times stronger, people for sales positions. Bottom line is this new process leads to selling more cars and making more money.”

— Chris Lima, Vice President of Marketing & Sales