“Our store is now the #1 new and used Subaru dealer in the U.S. and the world.”

-Schomp Automotive

After management acquired the Subaru dealership, they went to work. In the first year, they reset the store’s business model to produce a higher front-end gross with healthy and balanced back-end PVR. One Price was installed first, with One Person℠ Selling coming after 60 days.

Starting Position

Selling 350 new and used cars every month

  • Schomp acquired the Denver-based store in 2018
  • #3 Subaru dealer in Denver
  • The lowest front-end gross in the market
  • Higher than average finance PVR based on a high-pressure sales process
  • Finance director made over $350k per year

The Spark

Looking to displace the traditional sales model

  • Low customer-satisfaction sales process
  • Schomp was looking for change
  • Schomp believed the traditional sales model was antiquated and in need of change
  • Converted to a “One Price / One Person / One Hour” approach

The Goals

Build trust, stronger F&I, and service retention.

  • Management wanted to provide legacy customers with a unique and differentiated Schomp Automotive customer experience
  • Once the customer experience was established, the focus moved to profitability
  • Assimilate the acquired dealership staff to the Schomp culture and way of doing business
  • Key goals: consumer trust, higher customer satisfaction, stronger F&I penetration, better service retention, more referrals/WOM, and more repeat purchases

The Approach

Clear, transparent communication with staff and team

  • Reset the store’s business model to produce higher front-end gross with healthy, balanced back-end PVR
  • One Price was installed first, with One Person℠ Selling coming after 60 days
  • Extensive F&I training for client advisors and leadership training
  • BDC was dismantled with leads distributed to client advisors by team leaders
  • F&I process was dismantled, lead F&I director left immediately, and other F&I managers became team leaders
  • Management set up an attractive 2-month pay plan after the acquisition
  • IT integration went smoothly with all APIs handled by A2Z

Keys to Success

Total commitment from the top down is a requirement

  • Assign a program champion on the leadership team with strong accountability on tracking progress and coaching to new KPIs
  • Extensive training on F&I with help from F&I vendors
  • Insisting that all deals must go through A2Z was essential
  • Hiring new tech-savvy, consultative client advisors help bring along legacy salespeople: “Seeing newcomers being successful helps convince veterans to get on board.”

The Learnings

Plan ahead for early adversity

  • Anticipate turnover and get ahead of it with recruiting
  • Open and fearless communication is key in aligning the team
  • Compensation guarantee was critical to minimize uncertainty and gain buy-in
  • It’s impossible to overtrain on F&I
  • The elimination of commission-based compensation built consumer trust

The Results

Over two years, total unit volume

increased by 42%

After initial 2 month dip in F&I, finance PVR

increased 14%

Now the #1 New and Used Subaru dealer in the U.S. and the world

with F&I product sold per unit

up from 1 to 2

New car market share increased from

14% to 17.4%

Client advisors are making more money:

From $259 to $562/unit

as well as selling more cars.

Front end gross (new and used)

up 345%

tal net PVR per unit is now over $10,000 per car, higher than the NCM Average Net PVR (which is defined as total front and back gross profit less total sales and finance personnel expense on a per unit basis) and is well above the 75% percentile benchmark of NCM 20 Group data.


Salespeople: “A2Z and One Person℠ Selling not only simplifies the process and saves time for both parties (huge advantage over traditional stores), it creates an atmosphere of positivity and excitement rather than one of conflict and mistrust.”

Client Advisor $/Unit

Insights from the leadership team.

“Our One Person℠ Sales Model lets us differentiate much more strongly vs. competition. Our higher market share, better closing ratios and stronger online reputation all come from consumers citing their different and better buying experience.” — TJ Joyce, General Manager at Schomp Automotive

A2Z will be at NADA SHOW January 26-29 in Dallas, TX

Schedule a live demo with us while you’re at the show!

A2Z is Built for Marketing
& Brand Leaders

Improve the CX of the dealership by delivering an experience that is faster and more transparent. Eliminate the conflict and friction by unifying the same technology that customers interact with online and in-store.
 
  • Leverage DigitalLane to provide customized journeys so your guests can experience a seamless transition from online to in-store
  • Take comfort knowing that the online strategy was built in-store first improving trust and partnership with sales leaders
  • Develop your brand with authentic promises of efficiency and transparency that is woven throughout every aspect of your messaging

A2Z is Built for Finance Managers

Present F&I Products consistently and within the context of every deal. Deliver information to guests faster by leveraging the A2Z integrations to avoid data re-entry and increasing the throughput of every F&I Manager.

  • Have a full view into the entire sales cycle in real time
  • Reduce the data re-entry and streamline desking, lending decisions and menu presentations
  • Stay compliant for every presentation every time
 

A2Z is Built for Sales Managers

Sales Managers have complete visibility of the sales process every step of the way. Build menus, measure effectiveness, and train to a consistent and cohesive process – In one process-oriented platform.

Platform

  • Centralization prepares for scale. Unify Sales Operations by using our simple and connected platform, creating a consistent training and development process for your entire dealer group.
  • In-Store: Predictability leads to increased profits. Standardize your Sales Process and deliver a consistent customer experience in every store.
  • Desking: Efficiency drives customer experience. Exponentially enhance your Sales Manager’s ability to build menus, while presenting customers with real-time finance options across multiple deals.

A2Z is Built For Operators

Operations leaders utilize the A2Z platform to systemize their sales process delivering a consistent guest experience. A2Z decreases transaction times and reduces costs by consolidating multiple tools into one. 

Reduce Costs

  • A2Z reduces your tech-stack expense by providing an all-in-one system.
  • On average, our partners eliminate the need for three vendors and save up to $1500 per month.

Increase Productivity

  • With A2Z, you can reduce the time it takes to sell a car by 1-2 hours per transaction.
  • By reducing the time it takes to transact, you have happier customers and effectively give that time back to your sales staff to get more done.

Monitor Progress

  • A2Z provides real-time data that measures every step in the sales process.
  • You can monitor events as they’re happening in your store.
  • You can coach employees on leveling up based on facts, not feelings, from meet and greet through digital signatures