Embed Size (px)
Citation preview
DISCOVER YOUR POTENTIALIntroducing Kelemen Consulting
Tai lor-made Sales and After-sales Training | On-si te Coaching | Management Consul t ing
We are a boutique management consulting company working in the
automotive retail and wholesale business.
We have successfully helped our clients to increase their business
output and customer satisfaction at dealerships.
THERE IS ALWAYS ROOM TO IMPROVE
Serving clients since
2010
9 out of10 consumers want extremely efficient purchase process*
2 out of 3 consumers’ purchase decision is influenced by the cost and quality of service*
Source: Deloitte 2014 Global Automotive Consumer Study 2
“Insanity is doing the same things over and
over again, and expecting different results”
OU
R M
OTT
O
OUR SERVICESIMPROVE THE OUTPUT OF DEALERS
Profit margin of an averagely performing dealership
…with good location and customer demographics
…serving a strong and popular brand
…having the right size and structure
…working with effective dealership internal practices
We analyse the customer value creation conditions:
- process- practices- environment- knowledge, skills and attitude
Identify performance gaps
Design solution to close the gap with dealer staff
Implement solution at dealership
Train and coach people to make it stick in daily work
Source: McKinsey Quarterly, 2007
4
FOR THE PURPOSE OFINCREASED CUSTOMER VALUE CREATION
CAPABILITYSO THAT WE GET ALL WE WANT AS CUSTOMERSEasy and simple buying experience
Right information at the right time
Trouble-free problem solution
Transparency of transactions
Less wasted time
Brand
Product
Relationship Cust
omer
experie
nce fac
tors Reputation & promise
Use & benefits
Buying & ownership
Customer value is mostly created at the bottom
5
TAILOR-MADECONSULTING
solutions
COACHINGand
TRAININGclasses
We don't have off-the-shelf solutions
as you don’t have off-the-shelf problems
WE FOCUS ON WHAT MATTERSTO IMPROVE PRODUCTIVITY AND EFFECTIVENESS
6
Financial results
Customer satisfaction
Internal practices and processes
Organisational capacity
Source: based on the Balanced Scorecard theory introduced in Harvard Business Review article (Kaplan &
Norton, 1992).
Increase your sales revenue, profitability and
market share
Develop your management, sales and
after-sales force
Develop your customer value creation capability
Improve the buying and ownership experience
Selling and relationship competencies• Basic to advanced selling skills• Qualification skills• Presentation skills• Negotiation skills• Communication skills• Objection handling skills• Interpersonal skills• Customer engagement skills• Supervisor and team leadership skills
Management competencies• Sales force management and motivation
methods• Workshop and parts management • Supervisor and team leadership methods• Managing your sales and after-sales business
through KPIs• Target setting, forecasting and follow-up• Execution measurement and management• Time and task management• Operating standards management
B+ A(Winners)
C(Losers)
B-
OUR COMPETENCIES
7
Yourbusiness
Classroom training
On-sitecoaching
Train-the-trainer
On-siteassessment
Project management
Consultancy
DISC assessment
Sales and after-sales
certification
Strengthen both axes to direct you towards the top right quadrant
Com
pete
nce
Operating conditionsWeak Strong
StrongRelationship Optimisation
Competence Optimisation
Process Optimisation
OUR CREDENTIALS
8
Our clients are or work with luxury automotive brands. They appreciate a partner who can provide them with the expertise that helps them to achieve higher results.• We enjoy long-term relationship
with our key clients.• We achieved this with
consistency in high quality delivery and client service.
• We add unique value through our geographical and industry knowledge and experience.
“I have employed Kelemen Consulting in a number of After Sales training projects in the past couple of years. Their professionalism and understanding of the business gave me a reliable service provider that I always could count on.”
Customer Service Director, luxury car brand NSC, China
“The training taught me a lot, because we have never had such detailed system training before, and this time manufacturer and dealers discussed lots of problems and solutions. I wish to have more opportunities to study in the future.”
Participant in After Sales system training of a luxury car brand, China
“The coaching increased my capability of judging and solving problems, improved my management skills. The company increased sales by over 42% in the year of the coaching, well above market and brand average."
Participant in on-site coaching programme, GM of a luxury car dealership, Shanghai, China
Founded in 2010
Operating in Shanghai and Kuala Lumpur
Specialist in customer value creation techniques in sales and after-sales operations and consultancy services
Founders are professionals with significant experience in the automotive industry
Long-term relationships with our clients because of our acknowledged value to them
We understand the regional needs and markets - we deliver proven practical solutions
9
About Us
Sandor Kelemen Co-founder and Managing Partner in Kelemen Consulting Co., Ltd. Sandor started his career on the showroom floor as an automotive Sales Consultant in 1991 and worked his way up by gaining experience and growing his automotive business competence in a number of sales, marketing, product operational and management positions. His work experience comes from having worked in different middle, later senior positions in dealerships, national sales companies, regional office and headquarters environment across 8 nations and 3 continents.
He has a vast experience and deep understanding of automotive retail and wholesale operations. This coupled with a relentless drive for results allowed him to develop and implement several highly successful initiatives and concepts that significantly improved his clients' business performance.
10
Erica Say Co-founder and Managing Partner in Kelemen Consulting Co., Ltd. Erica has 15 years experience and knowledge in
marketing, product and brand management holding positions at a number of international Oil & Gas and FMCG companies, before joining an automotive OEM brand’s regional HQ looking after the development of after-sales
service and marketing level for 3 premium brands in the Asia-Pacific region.
As the key driver in the company’s overall operation, her fluency in English, Mandarin and Cantonese, both written and spoken, enables her to connect well to the diverse Chinese cultural and business environment, making sound
business decisions. Besides being a key contributor and valuable member in several high profile and highly successful initiatives that helped improve clients’ business performance, she has conducted several effective consulting and
coaching projects at automotive premium brands’ dealerships in China.
MEET US
WE’VE BEEN THERE, DONE THAT, LEARNED FROM IT
4 M
ORE
REAS
ON
SWHY YOU SHOULD CONSIDER
CONTACTING USWe have a passionate and experienced team with many years of experience in the automotive retail industry.
We have a proven track record of projects that delivered significant results to our clients.
We are very good in what we are doing in sales and after-sales operations with over 30 years of combined work experience.
We are young, dynamic and dedicated to deliver value with high quality and very professional work. You are NOT just another CUSTOMER.
“WHO SAID THE SKY IS THE LIMIT, WHEN THERE ARE FOOTPRINTS ON THE MOON?”
IF YOU LIKED WHAT YOU SAWCONTACT US
Kelemen Consulting Co., Ltd.
✉ Suite 9A, Majesty Building, 138 Pudong Avenue, Pudong New District, 200120 Shanghai, China. [email protected]
Sandor Kelemen, Co-founder & Partner [email protected]📞 +86-138-1897 7578
Erica Say, Co-founder & Partner [email protected]📞 +86-138-1842 5507 www.kelemen-consulting.com
12
KELEMEN CONSULTING
