PRESENTATION ON WEB ENQUIRY

PERFORMANCE
 PRELUDE
The future of purchasing decisions will be largely based on digital media.
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The web based customer is as effective as a walk in customer . Without a

firm idea of a car purchase he does not waste time in enquiring.

Special focus on them will help us to take LEAD in achieving GREAT results

Trigger:-
The Web Leads are an additional revenue channel and missed
opportunity which we can capitalize on.

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 Once casually our GM of us dialed one web lead and initiated a TD it
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turned to be an instant booking and then decided to give importance by

setting up a team to focus exclusively on Web enquires.

Both the above facts were a learning for us, if Web Leads taken seriously
will deliver.

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 OBJECTIVE

To Tap the Addition Channel of enquiry & make good of the Missed
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Opportunity.

Maximize Conversion of the web enquiry by setting up a good

process, tracking mechanism, review & audits and there by leading to
increase in revenue through this additional sales channel

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 METHOLOGY
Resources
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Tracking Mechanism

Rewards & Recognition

Review Mechanism

Results & Performance

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 Resource

By appointing an exclusive Web Executive to dial the leads with in 15

minutes from the time its uploaded
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Exclusive persons in every team to handle GM Leads.

Tele Scripts developed internally and used for Welcome call on GM Leads
by web executive.

Exclusive computers and telephones are provided.

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 Tracking Mechanism
Reports Format and Process Invented
WEB ENQUIRY AS ON 28.12.12 - EKK
Enq Enq Enq
Call back Enq Exe Call
S.no landing landing opened Feedback on call back Customer Name Model Mobile Location Customer's feedback
to cus by alloted to back time
date time time
1 27.12.12 11.43 PM 9.23 AM Ganesh NEED TEST DRIVE TODAY 29TH DEC, DINKU 9.28 AM Aravind Chandrashekar BEAT DIESEL 9962320281 NO NEED TEST DRIVE TODAY 29TH DEC, HE WANTS 2013 MODEL ONLY
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Lead IT Enquiry Details Dec '12 as on 31st - EKK

Model HOT Web Leads TD TD % Quote Given RSO Taken Conv % HOT WARM CLOSED
Spark 0 17 0 0% 3 0 0% 0 10 7
Beat 0 4 1 25% 1 1 25% 0 1 3
Beat (D) 0 42 8 19% 5 4 10% 0 13 26
Sail-Uva (p) 0 2 0 0% 0 0 0% 0 2 0
Sail-Uva (D) 0 20 2 10% 2 0 0% 0 12 8
Cruze 0 3 1 33% 0 0 0% 0 0 3
Captiva 0 4 0 0% 1 0 0% 0 0 4
Total 0 92 12 13% 12 5 5% 0 38 51
Tavera 0 6 0 0 0 0 0% 0 2 4
Grand Total 0 98 12 12% 12 5 5% 0 40 55

Lead IT Enquiry Details Dec '12 as on 31st - KILPAUK

Model HOT Web Leads TD TD % Quote Given RSO Taken Conv % HOT WARM CLOSED
Spark 1 7 2 29% 1 0 0% 0 2 5
Beat 1 9 3 33% 1 0 0% 0 3 6
Beat (D) 0 35 3 9% 5 3 9% 0 2 30
Sail-Uva (p) 0 7 0 0% 1 0 0% 0 0 7
Sail-Uva (D) 0 7 10 143% 2 0 0% 0 2 4
Cruze 0 4 2 50% 1 1 25% 0 2 2
Captiva 0 2 0 0% 1 0 0% 0 2 0
Total 2 71 20 28% 12 4 6% 0 13 54
Tavera 0 4 0 0% 0 1 25% 0 2 2
Grand Total 2 75 20 27% 12 5 7% 0 15 56

Developed reports and formats to track the performances by using above process. 7
 Rewards & Recognition

Best Performer of GM Leads addresses the team during monthly meet .

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20% additional incentive if converted thru GM Leads

Weekly & Monthly gifts been displayed to encourage the web team

Surprise gifts given on GM Leads if converted is less than 72 hours.

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 Review Mechanism
Hourly monitoring and checking directly by the General Manager helped
us to deliver better results and we started getting noticed by our GMI
team.
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Setting up Targets on daily basis and discussing during morning meetings

on web lead experiences.

Weekly review meets on the performances by the team with General

Manager.

Monthly meet with Director sales to review the performances.

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 Result and Performance

30-Dec-12 27-Dec-12 26-Dec-12 23-Dec-12 20-Dec-12 30-Dec-12 27-Dec-12 26-Dec-12 23-Dec-12 20-Dec-12
Dealer
Firs t Operational Hour Contact Within 24 hours
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Sundaram Motors 85.90 86.52 85.61 84.5 83.62 77.56 75.89 74.82 72.87 70.69
Khivraj 52.04 53.85 51.72 49.38 45.21 73.47 72.53 70.11 67.90 65.75
KLN Motors 90.70 90.91 89.86 89.52 89.81 96.51 96.10 95.27 95.97 97.22
Average 76.21 77.09 75.73 74.47 72.88 82.51 81.51 80.07 78.91 77.89
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 Result and Performance
Opening within 1 Operational Hr Contacted within 24 Hrs
Dealer
11-Dec-12 12-Dec-12 13-Dec-12 14-Dec-12 15-Dec-12 16-Dec-12 17-Dec-12 11-Dec-12 12-Dec-12 13-Dec-12 14-Dec-12 15-Dec-12 16-Dec-12 17-Dec-12
Trident Bangalore 77.78% 76.27% 76.61% 76.81% 75.68% 76.16% 77.11% 90.74% 90.68% 91.94% 91.30% 91.89% 92.05% 91.57%
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Geeyem Motors 71.88% 71.43% 73.08% 72.48% 71.82% 70.54% 68.33% 59.38% 60.20% 63.46% 63.30% 62.73% 61.61% 63.33%
Orange 41.18% 40.43% 43.00% 46.30% 47.01% 44.00% 47.76% 35.29% 43.62% 45.00% 43.52% 44.44% 41.60% 44.03%
Kropex 75.00% 76.04% 76.61% 77.57% 78.57% 76.52% 77.17% 91.30% 91.67% 91.94% 91.59% 91.96% 89.57% 91.34%
Sundaram Motors 75.00% 80.82% 79.75% 82.35% 82.95% 79.35% 80.00% 34.38% 58.90% 58.23% 62.35% 63.64% 60.87% 63.00%
Khivraj Motors 31.25% 32.00% 38.18% 41.67% 40.98% 40.32% 41.79% 50.00% 50.00% 54.55% 58.33% 59.02% 58.06% 62.69%
KLN Motors 88.24% 88.73% 89.74% 90.36% 90.59% 89.66% 89.69% 95.59% 95.77% 96.15% 96.39% 96.47% 94.25% 96.91%
German 70.27% 68.42% 65.22% 68.09% 68.75% 67.35% 69.23% 59.46% 60.53% 63.04% 65.96% 66.67% 65.31% 65.38%
Kun Automobiles 56.10% 58.24% 61.00% 61.26% 60.68% 61.16% 62.79% 52.44% 60.44% 61.00% 63.96% 65.81% 66.12% 67.44%
KHT Chevrolet 31.91% 35.29% 36.36% 37.93% 35.48% 34.38% 36.76% 53.19% 54.90% 56.36% 58.62% 54.84% 53.13% 57.35%
Deedi Motors 48.72% 51.22% 51.16% 55.10% 54.00% 54.00% 51.79% 74.36% 78.05% 74.42% 79.59% 78.00% 78.00% 73.21%
60.67% 61.72% 62.79% 64.54% 64.23% 63.04% 63.86% 63.28% 67.71% 68.74% 70.45% 70.50% 69.14% 70.57%11
 Result and Performance

Non Tavera Web Enquiry Jun '12 to Dec '12 Summary - EKK
Month Web Leads TD TD % RSO Taken Conv %
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June '12 138 37 27% 11 8%

July '12 100 62 62% 7 7%
Aug '12 51 50 98% 4 8%
Sep '12 59 25 42% 1 2%
Oct '12 35 12 34% 3 9%
Nov '12 74 11 15% 0 0%
Dec '12 92 12 13% 5 5%
Total 549 209 38% 31 6%
Average 78 30 42% 4 6%
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 Result and Performance

Lead IT Summary - EKK Dec '12

Total number of leads inserted 100
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Total number of leads opened within 1 Operational Hour(s) 93

Percentage of leads opened within 1 Operational Hour(s) 93.00%
Total Number of Leads Contacted Within 24 Hour(s) 97
Percentage of Leads Contacted Within 24 Hour(s) 97.00%
Total Number of Leads Closed Within 90 Calendar Day(s) 70
Percentage of Leads Closed Within 90 Calendar Day(s) 70.00%
Total Cars Sold (as Recorded in LeadIT Feedback) 5
Percentage of Sold Cars 5.00%
Test Drive Given 12

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 Way forward
Learning's:-

We understood that if leads can be contacted in the golden hour it

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would help us to improve our conversions.

Gaps & Way Forward:-
Plan to provide Tablet with internet facility for 24/7 connect which is
missing now to help us to achieve 100 %.

Gift for all customers who enquire on Web when TD is taken by

them.

TD facility for all web leads planned between 8am to 10pm.

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 Advantage of Lead IT

Quickened the lead insertion.

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Helped us on Monitoring Multiple Location & Sales Consultants handling

GM Leads

Generating Reports were easy & accurate

Quality of Leads, was better than previous lead insert in DMS (No Junk
and Wrong Allocation)

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 Your Trusted Partner

THANKS

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