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A Warranty on Revenue

A company that supplied warranties to the used car market was interested in streamlining and implementing a sales plan and process to increase dealer retention, and thereby increase revenue.

Market Research

We performed interviews of the sales force as well as interviewed customers of varying types — active, semi-active, and inactive.

Analysis

Armed with the data, we were able to identify and prioritize the active customer base, rating each by potential and loyalty. We made subsequent recommendations for retention. Finally, we created a system to recognize dealers by type, in order to focus sales, service, marketing processes and programs, as well as operations on the largest and greatest potential accounts.

Results

This client has begun intensively using the system Mayfield Consulting created and has improved their market share, even in a tough economy.

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