Programmes

Programmes Browse through these solutions, decide which area of your business we might make the most difference in and then challenge us to prove our confidence is well founded. If you are looking to sell more parts, sell more hours, sell more used cars, sell more new cars or even sell more vans, there is something here for you. TelephoneSuccess™ 40% of sales prospects telephone first and nearly all of them go on to buy. Can you imagine a more important prospect? Despite your prospects intentions though, most telephone customers are thwarted in their efforts to buy because most salespeople are not skilled in this part of their role and most are not motivated to improve. More “Pick up that phone!!!” Someone wants to buy…

What’s it cost? Here is the cost of doing nothing. The bottom line comparison for two salespeople, Adam Average and Mike Martec follows: They both take 100 telephone enquiries and the results speak for themselves. Adam Mike Calls Taken 100 100 Appointment Success 25.5 53.6 Show Ups 26 53 Sales @ 28% 7 14 Profit @ £1000/unit £7,000 £14,000 What would you do with the additional profit? How can you affect this situation? Adopt these 3 elements into your management strategy; Focus, Accountability and Coaching.

Focus. Change your success expectations. Measure your team performance and learn exactly how many prospects are calling your business and how many “charged” and ready to purchase prospects you get. Martec TelephoneSuccess™ Members can examine their performance against their peers in a blink. “Where are we… against the national picture, the upper segment and our brand average?” Accountability. Make your team accountable for their results. Measure the outcomes and measure the exact number of telephone enquiries your business enjoys. When you don’t get 50% appointments take action. Record the calls and play the salesperson their own conversations. All of them, not just mystery shops. For more than 15 years Martec has been recording salespeople talking to their prospects and has been using these calls to help them improve. We know it works and more importantly so do our clients. Coaching People come away from Martec Coaching with new habits. Martec use actual telephone calls to actual customers to demonstrate the technique the salesperson needs to adopt. We then use scientific learning strategies that programme change to ensure the lesson sticks. Results are phenomenal: “Martec help my management team achieve a 51% telephone appointment rate from their sales teams. That’s over 400 customers in my showrooms." Howard Jessop, Audi Brand Director, Inchcape PLC Investment The fees for recording all your sales calls, scoring them and publishing the results on a dedicated website; providing comparisons with the National and Brand averages and giving you the opportunity to listen to your salespeople talking with your prospects within 72 hours are small. £65 per week The fees for providing a specifically trained and highly motivated coach to attend your dealership and work with your team at their desks cost very little more. £100 per salesperson What will you do with a Showroom FULL of prospects? For a quick video presentation click this link SalesSuccess Better Training and Better Coaching… Better results! What is the value of better training? In 1991 Martec introduced a new method of delivering better sales techniques to the UK motor industry and that was Coaching. 80% of all our training is received by salespeople, in their showroom or their service Reception but definitely in their place of work. Why, because this type of training sticks. More

Consider a Top Salesperson in 2006 & 2007 was performing well below his best and looked like quitting with only 8 sales up for the month. Martec induced some new habits and ideas. The result was that he had his best ever month. Not all the change was Martec but he delivered nearly 30 cars in the same month from a start of 8 and earned himself a bundle. He is now staying put. That’s better results from Coaching With zero experience but a stack of enthusiasm and a rake of Martec training Marty hits his target 16 out of 16 months so far. That’s better results from Training Martec’s Specialist Subjects ShowroomSuccess™ Selling Process – The ABC, XYZ of selling cars to Showroom Customers ServiceSuccess™ – Customer Service and Sales techniques fused specifically for today’s modern service departments Business2BusinessSuccess™ – Your BDM in your AOR knock, knock, knocking on doors Yukon Goldrush – Prospecting for sales to your database LegendMaker™ - Creating Selling Legends out of your experienced salespeople Heritage Martec is focussed on being the most Effective Business Improvement Company working within the Motor Industry. We always represent a phenomenal Return on Training Investment by professionally and passionately delivering real world business ideas using highly professional sales trainers who "show" not just "talk" world best practice sales techniques. Delivery We hold both open and bespoke training workshops and these as you’d imagine break the mould. There are no places to hide in a Martec session. People learn much, much more from the course content rather than the lunch. High levels of participation are key to ensuring this type of training delivers sustainable business improvement. It’s no good being shy at a Martec event. Coaching Consider the difference between a theory lesson, say driving a car and a practical participation, like being behind the wheel. Which lessons stick best? People come away from Martec Coaching with new habits as well as new ideas. Martec use scientific learning strategies that programme change. Coaching hits the mark. Workshops There are times when distance from the showroom helps learning. Sometimes people need their perspectives challenged. Martec Workshop training “comes in through the windows” as one delegate put it rather than gently through the door. We make an impactful case to consider a different way to behave, different ways of doing things. During a workshop we evaluate, practice, drill and rehearse new sales strategies that send your salespeople back to the showroom armed with new tactics. When we change people, they stay changed. Investment

Marty McAuley, Salesperson tells his coach “Customers are queued the whole way down the road chanting my name and wanting to buy from me. Well it is nearly that good. Things are going fantastic. Just closed another one this morning with another ready to drop. I am on fire.” Martec Training costs around £495 per session Martec Coaching costs from £100 per salesperson How many additional cars would it take to make this represent a phenomenal Return on Training Investment? For a quick video presentation click this link RecruitmentSuccess™ What Would You Do With Better Salespeople? Most Sales Managers would replace their lowest performing salesperson, if there was a star salesperson waiting to join them… And those that are happy with what they have would hire a Star Salesperson as an addition, given half a chance. More Knowing better Salespeople are out there and finding them are two different things. I have for you the single most important piece of advice Martec has gained over the last 30 years: “Don’t start with someone else’s salesperson!” Are We Wrong? If you do recycle a salesperson, almost without exception, they'll have unreasonable expectations AND bad habits. In my long experience, ignore this simple rule and you will almost always regret it. Obviously there are exceptions but most just look out of the window and wait… Martec’s expert recruiters have developed a solution that really works for you. Our tried, tested and well-proved programme identifies recruits and trains new people for the motor business. We can and do find stars. What’s the programme outline? We Advertise for you We screen and filter the applicants We profile the prospects We Assess the candidates thoroughly We interview with you We train and coach Does it work? Consider Ryan’s Story. In April, 2006 - As a DIY store section manager, Ryan feels stifled and unmotivated. His salary and development expectations are low. Stuck in a rut, he wonders how he could change his career. A local press advertisement for a Car Sales Trainee leads him to Martec. By mid December 2006 - Ryan's started on the showroom floor and he's already outselling his colleagues. From January through December 2007 - Ryan's sold 181 cars. His profit retention is higher than average. His sales of finance and add-ons are outstanding. Ryan is a STAR performer for his brand.

The chain of events We advertised and attracted several hundred outstanding candidates. Ryan was one of 90 candidates selected from nearly 1000 applicants. We assessed Ryan's core characteristics at a Martec Recruitment Event and found him an ideal candidate. He and 20 of his colleagues served an ‘Express Apprenticeship’ and were subjected to a comprehensive Salesperson Training Programme. As part of his Individual Assessment and Development Programme, Ryan was assigned a Sales Coach, as his own expert Sales Mentor, to guide him through the crucial early habitforming stages, of his new career. Ryan's Manager also had a Mentor and was individually counselled and coached in the skills of developing exceptional salespeople. Specifically trained and highly motivated Sales and Management Mentors are a unique element in Martec’s system. Investment If this programme is for you, and it is not for everybody, the Investment is remarkable. The first STAR salesperson you employ costs £1000. After that, the others are employed for £500. You will be involved at every stage. You will choose your candidate. It’s your programme! What will you do with better salespeople? Star salespeople For a quick video presentation click this link Service Absorbed The secret of Vehicle Health Check Success? I remember, as a young mechanic, running around the car I was servicing, looking for faults to identify and report on. I knew then, if I could get the reception to get me authority early, I could get more work done in a day, even if I banged my thumb with a hammer again. More work meant more bonus. Later, as a Service Manager I recognised this efficiency concept had an even more powerful impact on my department’s performance. Often, the ability to sell “hidden” hours is the difference between budget and bust. Know what I mean? The call for Service Absorption has been a constant throughout but during 2008 it has become a business imperative with many manufacturers driving new After-Sales programmes and initiatives through their networks. Martec has worked with most of these and has developed the Secret to VHC Success. More Let’s share them. Firstly, there is more than 1. However, if you do nothing else the first one is the most important. Get on the bus. Adopt the strategy and ensure every, or there abouts, vehicle arriving in your Service Department has a Vehicle Health Check carried out. 100% Publish the Scores. Make sure you measure, compare and recognise each technician’s performance Sell. Make sure your Service Advisors are trying to sell the work opportunity your team have discovered there and then, on the day

Sell Again. Where you do not succeed on the day, don’t give up. Try to sell the work again, either later the same day or by following up Keep it going. This is a tremendously good scheme so keep it going, keep it fresh and keep it topical. Make your results and improvements part of every weeks team meeting Train. You would expect me to say that wouldn’t you but spread best practice around your Service Selling Team. Monitor each member’s performance and get the best to teach the worst. If you need to, bring in outside help Secret 7? Is there a Secret 7? According to Lee Seward, After Sales Manager of Tonbridge Audi there is… “When we really started tracking Vehicle Health Checks, I was blown away” …. “In the last 30 days we have increased the work we have identified as being required by 73% we have increased our Sale on the day success by 63% and have put an additional £66,000 of turnover through our business.” Lee clearly believes Secret 7 is to track your VHC performance with an electronic management system. Naturally it helps you with the other 6 steps you’ll be taking when you set your sights on VHC Success and improved Service Absorption. 30-day Business Case Manual VHC VHC Tracker VHC's Completed 354 340 Value of Work Found / VHC £275 £475 Total Opportunity Value £97,681 £161,638 Conversion On The Day 38% 62% Added Value from Advisor training £22,900 Potential Business Gain £66,000 How many additional hours would it take to give you a phenomenal Return on Investment? For a quick video presentation click this link Mentor.net Does your Electronic Enquiry Management system sell you more? Does it: 1. You gain more sales 2. Secure some Bonus 3. Give you a grip on your sales team. Our customers see the benefits, they say… "I am 100% behind the system, and think its GREAT..” Alan Ranger, Rangers Peugeot "Without question the MENTOR system has enhanced the sales processes within the dealership. Prospecting has been carried out, customer information has been formally logged, demos and handovers are recorded in a much more professional manner. The customers are very happy with the system and they like the fact we value their enquiries more, purely by texting them a 'thank you for your enquiry' message etc. It has certainly enhanced our CSI rating and improved our closure rate. I do believe that

it has given us a competitive advantage within our market place. Without question, I would recommend this system to another dealership". Paul Higham, John Pease Motorcycles "lt has definitely helped us to sell more cars. The system allows us to track our customers more effectively and know exactly what we are doing with them as part of the sales process – and what we need to do. mentor.net is a very professional paperless follow-up system that can be efficiently monitored by our sales manager.” Steve Longman, Head of Business, Swindon Audi More Heritage After years of development and testing we’ve honed our Electronic Enquiry Management System, Mentor.net, to provide a platform for great sales performance. Mentor.net captures and records your showroom and telephone traffic. It re-enforces your sales process and monitors every one of your customers. Proofs in the Pudding Salespeople who use Mentor.net make more appointments; conduct more test drives and carry out more of the actions that have been proven to increase sales. They follow up more and achieve more conversions. It’s All good news. Made for YOU “No Brainer” then… but will you be able to use it? As the testimonials suggest dealers of all sizes and brands do. With the support of Martec, your dedicated Account Manager and the comprehensive training we provide, you will become a wizard with Mentor.net Consider, with Mentor.net you will make more sales and get more of a real grip on your sales team, now that must be an advantage. Investment When you invest in Mentor.net you access Increased Sales Volume; Improve your Margin Retention; Protect your Manufacturer Business Standards Rebates in most cases; Increase your Added Value Sales penetration whilst improving your administration accuracy and getting a clear measure of your sales team strengths and weaknesses. This stack of benefits comes at a price… £60 per salesperson. Everyone needs more and Mentor.net gives you more. For a quick video presentation click this link