Project Overview

We were engaged by a major automotive manufacturer to help them transition to an e-commerce model for the sale of new and used cars. The goal of the project was to create a seamless and user-friendly online shopping experience for customers and to provide the client with a more efficient and cost-effective sales process. The project involved a significant transformation of the client's sales process and required a comprehensive change process since existing business processes had to be drastically adapted.

Our team began by analyzing the client's existing business processes and identifying the necessary changes to enable online sales of vehicles. One of the main challenges we faced was ensuring data consistency and availability across all involved business units, including research & development, production, marketing & sales. We worked with the client to identify problems in the data supply chain and optimize their business processes for product data generation, enabling real-time data provisioning to the customer frontend.

We also supported the client in creating new roles and collaboration models within their organization to effectively manage their online sales platform. This required a fundamental shift in the way the client's organization operated, and we worked with them to develop the necessary processes and structures to effectively manage their online sales platform. This included developing strategies for implementing different sales models, such as the agency model, depending on the market.

Throughout the project, we provided end-to-end support to the client. We collaborated closely with them to develop a comprehensive strategy and implemented the necessary changes to enable online sales of vehicles. We also provided ongoing support to ensure the success of their e-commerce operations, including refining the platform based on customer feedback and implementing additional features to enhance the online shopping experience.

Thanks to our support, the client successfully launched and scaled their e-commerce model for the sale of new and used cars across international markets. The transformation of the sales process was significant, and the client made a big step in the transformation of their sales organization and processes. The project enabled them to reach a wider audience, providing a more efficient and cost-effective sales process for their business.

Initial situation

• The client was a major automotive manufacturer
• The client recognized the need to adapt their sales process to accommodate e-commerce capabilities
• The goal of the project was to create a seamless and user-friendly online shopping experience for customers and provide the client with a more efficient and cost-effective sales process
• The project involved a comprehensive transformation of the client's sales process, which required significant changes in the way their organization operated
• There was a strategy defined with several sales models that had to be implemented across all markets
• There was already an e-commerce solution in place that needed to be customized to accommodate the new sales models and provide a seamless online shopping experience
• The majority of the client's business processes were not ready to enable e-commerce operations
• The marketing and sales organization on headquarter and regional level did not have the necessary skills and profiles to enable e-commerce at scale