To prepare an auction to solicit business from National Accounts, we help identify the processes and resources necessary to properly service the business. That way, when the business comes, the auction is able to execute effectively and meet the needs and expectations of the national account customer.
Is your department running smoothly? Are your Fleet/Lease accounts happy with the service level you provide? Are the key service point areas within industry standards? Unfortunately, we've found that auctions often do not see problems in these areas until they lose an account as a result of their deficiencies.
Is your remarketing operating effectively and efficiently? Does your computer system effectively support the broader business requirements? Can your department handle more volume without additional overhead costs? This service offering typically includes reviewing the existing business process and contacting both customers and vendors to monitor service levels in these areas.
Are you staffed properly to service National Accounts today and in the future? Is there continuity and depth of management for your auction? About one-half of our client engagements ultimately lead to management recruiting projects because of staff shortcomings.
Who do you call? What do you say? What do you send? Should you send a representative to the various industry trade shows? When is a personal sales call warranted or needed? Are you getting the maximum market share of business for your area? TPC helps you answer these questions and others.
Are your other auction departments - operations, reconditioning, telemarketing, accounting, outside sales - interacting effectively with Fleet/Lease in order to achieve overall success?
One Opportunity: When your outside sales staff calls on area dealers do they ask the Used Car Manager what commercial lessors are using the dealer for Courtesy Deliveries? This is a great lead for a sales call to the lessor.
In the past, developing a real business plan and considering your exit strategy, have not been priorities for independent auto auction owners. But as the industry becomes more complex, planning and analysis in these areas is increasingly crucial to remaining competitive and insuring that you realize optimal value from your auction when (and if) you decide to sell. We can help you realize optimal value both as an operating business, and in a sale or merger.