Situation:
- Company for fleet-leasing in Germany
- Focus on contract administration but low sales activities
- Increasing competition from non-captive leasing companies
Approach KMC:
- Change Management approach
- Set-up of diverse projects, which support the development targets of the organisation, e.g.:
- Dealer development
- Outbound tele sales (cross selling)
- Marketing concepts for service contracts
- Evaluation of earnings per project
- Coordination and steering of projects
- Development and support of project leaders in terms of project management capabilities
- Conceptual input for project elaboration
- Market analysis and management of international expansion activities
- Analysis and optimisation of dealer’s sales processes
Impact:
- Successful Go-live of projects
- Increased contract sales and service rates
