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Establishing an Auction Fleet/Lease Department |
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. |
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Developing and Implementing a National Account Sales/Marketing Program |
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. |
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Reviewing and Adjusting the Business Process for a Fleet/Lease Department |
Is your department
running smoothly? Are your Fleet 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.
Does your computer system effectively support the Fleet/Lease Department and broader business requirements? Can your department handle more volume without additional overhead costs? This service offering typically includes reviewing the auction’s business process and contacting the auction’s Fleet customers to monitor service levels in these areas. |
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Reviewing Intra-Company Communications |
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. |
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Assessing Staff and Organizational Capabilities |
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. |
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Developing Exit Strategies and Business Plans |
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 a operating business, and in a sale or merger. |