BTC Appoints New Global Business Development Manager

BTC Appoints New Global Business Development Manager

BTC has expanded its senior management team with the appointment of Paul Muers as Global Business Development Manager. With almost 30 years’ experience in the automotive industry, Paul will be responsible for supporting continued business growth across international markets. His extensive career with Ford has seen him work in roles including UK Marketing Manager and Regional Manager North UK. Prior to joining BTC, Paul held the position of European Digital Owner Experience Manager for Ford Europe where he was responsible for overseeing the owner’s website and app development, along with customer data collection and management. He also played a key role in direct marketing communications used to build customer relations. In his new role as Global Business Development Manager, Paul will devise and implement non-UK growth strategies for BTC and its associated companies. This will include supporting manufactures in their expansion and development of automotive services. Guy Allman, CEO of BTC, said: “We are delighted to welcome Paul Muers to BTC. Paul brings with him a wealth of experience in the automotive sector and will prove to be an asset in the expansion of our digital portfolio. With a strong background in aftermarket operations, Paul will help us to strengthen our position as a leading supplier of customer-focused automotive solutions.” The expansion of the team follows a period of success for BTC. The company has recently launched an upgraded version of its electronic vehicle health check software, autoVHC, which since 2007 has helped generate more than £750 million of incremental service business for franchised dealers worldwide. Commenting on his appointment, Paul Muers said: “The automotive sector is going through... read more
BTC unveils upgraded vehicle health check software aimed at driving greater aftersales performance

BTC unveils upgraded vehicle health check software aimed at driving greater aftersales performance

BTC has unveiled an upgraded version of its electronic vehicle health check software, autoVHC. Used by franchised dealers throughout the UK and internationally, autoVHC aids technicians during the service process, enabling Red and Amber work to be identified, logged and presented quickly, consistently and professionally in order to enhance the customer experience and increase parts and labour sales. The latest version – autoVHC v2 – features a performance dashboard to enable managers to monitor activity within aftersales departments. Crucially, users will be able to configure their own targets and use these to evaluate business performance for key metrics such as the average number of vehicle health checks performed, vehicle health check completion rate and the average percentage of Red work sold per vehicle health check. The latest software will also include a new technician mobile app, with in-built video and photo compression, allowing for improved media uploads and the ability for customers to approve work via an online authorisation portal. Commenting on the launch of autoVHC v2, BTC chief executive Guy Allman said: “For franchised dealers, vehicle health checks are a key way of developing customer relationships, improving business performance and differentiating their level of service from that of their competitors. “Since 2007 our autoVHC solution has helped generate more than £750 million in incremental service business for franchised car dealers worldwide. Now with enhanced functionality, we’re confident that the software will continue to meet customer expectations and prove business-critical for aftersales departments looking to improve their service delivery.”... read more
BTC exports sales training to Egyptian Mercedes-Benz dealerships

BTC exports sales training to Egyptian Mercedes-Benz dealerships

Automotive consultancy BTC has helped to export UK sales processes and standards to Egyptian Mercedes-Benz dealership group NATCO. The group, which has four dealers sites in and around Cairo, one in Alexandria and one in Hurghada, has developed senior management strategy, working practices, controls and measurements for both its new and used car sales operations following an intensive programme conducted by BTC. The programme, which was delivered throughout April and May this year, focused on the latest standards in UK franchised dealerships in a bid to improve customer handling skills, selling confidence and boost profitability. NATCO Sales Director Ihab Negm said: “The UK leads the way when it comes to sales process creation and management and we wanted to replicate this culture in our showrooms. “In the Egyptian market, we are heavily reliant upon new car sales. However, we wanted to develop a robust used car program too, in order to teach our entire team, from managers to sales executives, how to appraise, price and confidently present deals to our customers. “BTC’s programme will help us to boost used car sales performance and add-on sales in our showrooms and we’re now confident that our processes are among the best in the region.” NATCO’s sales force and management team, which consists of a total of 50 staff, were coached in a series of classroom and showroom sessions. BTC Chief Executive Guy Allman said: “It’s great to be able to export our training programmes to the Middle East again having worked with the likes of Al Futtaim, Al Zayani, Gargash Motors and the Arabian Motor Group in recent years. “NATCO are... read more
BTC announces trio of appointments to drive business growth

BTC announces trio of appointments to drive business growth

Automotive consultancy BTC has appointed three new personnel – Jim Ellis, Chris Parish and Umar Butt,  to support continued business expansion in UK and international markets. Jim Ellis joins BTC from West Sussex Kia, part of the Birchwood Group, where he held the position of Sales Manager. In his new role as Senior Consultant, Jim will be helping to deliver BTC’s range of sales training programmes to franchised dealers in the UK. Also joining in a senior consultancy role is Chris Parish, who will be responsible for helping to implement autoVHC, BTC’s electronic vehicle health check system, across BTC’s growing international dealership market. Chris has more than 30 years’ experience in the automotive industry, having worked for several leading dealer groups. Prior to joining BTC, Chris worked as Fleet Aftersales Manager UK & Ireland for Fiat. Here he was responsible for the management of corporate fleet accounts consisting of 70 high profile end users, including 999 Emergency Ambulance services. Completing the trio of new appointments is Umar Butt, who takes the position of Business Development Manager. Umar has experience in a number of industries, including electronics retail, medical retail and the automotive sector. His new role will see him support BTC’s sales and operations teams across the business, with a focus on driving revenue, profit and return on investment for stakeholders. Commenting on the arrival of new personnel, Guy Allman, CEO, said: “The BTC team take pride in operating as an extension to our customers’ businesses, providing a seamless end-to-end service. With Jim, Chris and Umar each bringing a wealth of experience and complementary skills, we’re delighted to welcome... read more
Failure to sell Red work during VHC process costing UK franchised dealers more than £460 million in lost sales

Failure to sell Red work during VHC process costing UK franchised dealers more than £460 million in lost sales

9th March 2016 – Franchised dealers are missing out on £461 million worth of revenue by failing to sell Red work identified during customer vehicle health checks (VHCs), new data from automotive industry consultancy BTC has revealed. Across the UK’s 4,900-strong franchised dealer network, this equates to £94,084 of lost sales per dealer, raising further concerns that independents and rapid-fit operators are being allowed to benefit from missed opportunities. The data was gathered using autoVHC, BTC’s electronic vehicle health check system, which recorded information from a sample of 500 UK dealers in 2015. It revealed dealers sold an average of just 56.6% of urgent Red work, such as severely worn or illegal tyres and faulty brakes. This equated to £42.19 of unsold Red work per vehicle health check (VHC)and an annual total of £47 million across the sample. On a national scale this means £461 million of lost sales per year. BTC chief executive Guy Allman said: “The failure to sell Red work continues to be a major missed revenue opportunity for franchised dealers. When you consider that after sales departments typically contribute 50% of a dealership’s annual profits, this is a significant problem that needs addressing. “Red work is identified as faults that if not addressed pose a serious safety risk and in many cases will mean the owner will be breaking the law if they continue to drive the vehicle. The fact that dealers are only persuading customers to address these issues 56% of the time also raises a major duty of care question, with the threat of potential legal action another concern.” The problem of missed... read more
BTC teams-up with website analytics platform CANDDi to offer UK dealers and manufactures online visitor insights

BTC teams-up with website analytics platform CANDDi to offer UK dealers and manufactures online visitor insights

BTC has teamed-up with website analytics platform CANDDi to offer UK dealers and manufacturers a solution for identifying and profiling their website traffic. The automotive consultancy, which specialises in electronic vehicle health check (eVHC) and lead management software for the franchised dealer sector, as well as services such as training programmes and contact centre capabilities, will begin distributing the software in November. CANDDi uses IP look-up and data capture methods to deliver intelligence about otherwise anonymous online visitors. The tool, designed by the Manchester-based company’s chief executive Tim Langley, has already been rolled out to more than 300 businesses internationally. Its insights can be used to bolster sales approaches, by determining the identity of potential customers visiting a dealer or manufacturer’s site, and the products they are looking at. CANDDi, which can be fully integrated with a range of Customer Relationship Management (CRM) systems and email marketing tools, also allows users to build and engage with customer databases, and gain valuable metrics on website and product engagement. Nick Squire, Operations Manager at BTC, said: “CANDDi provides invaluable information for sales and marketing teams and is a perfect fit for the automotive sector. “Today, most car sales begin as initial online searches, so it’s vital that dealers and manufacturers understand who customers are and what they are interested in, at the earliest possible opportunity. “This information can then be used in the sales process, to ensure the customer is being offered a tailored service.” In addition to IP look-up technology, which can determine a website visitor’s approximate location, CANDDi also uses opt-in capture fields to gather specific data, allowing individual... read more
BTC exports car sales training programme to the Middle East

BTC exports car sales training programme to the Middle East

BTC has completed a major car sales training programme for Arabian Motor Group.  The automotive consultancy, which specialises in providing software and training services to the franchised dealer sector, provided extensive support to staff from Arabian Motor Group’s Ford Kuwait site. The programme, which included both classroom and showroom based training, saw sales teams put through their paces in a real world environment, in a bid to improve sales management and control processes. The tailored, on-site training also included coaching designed to upgrade customer handling skills, improve selling confidence and boost profitability. Guy Allman, BTC Chief Executive, said: “It’s great to be able to export our successful training programmes to the Middle East again having worked with other leading groups in the past such as Al Futtaim, Al Zayani and Gargash Motors. Our approach demonstrates that great customer service delivers real results and we expect Arabian Motor Group to reap the rewards over the forthcoming weeks and months. Looking forward, BTC is hoping to provide more training to franchised dealers in overseas markets over the next 12 months.” Richard Barber, chief executive of Arabian Motor Group, said: “We’re constantly looking to improve our sales process and working with BTC has helped to ensure our staff possess all the required skills and are up-to-date with the latest practices. Like the UK, the automotive market in Kuwait is booming and we wanted to ensure that we are positioned to offer the best possible service to our customers.” BTC offers a range of car sales training solutions to suit every service manager and advisor in the automotive industry. This includes classroom courses... read more
BTC clocks up 1,200 installations of autoVHC and delivers £750 million pay-back to dealers

BTC clocks up 1,200 installations of autoVHC and delivers £750 million pay-back to dealers

Automotive consultancy BTC has announced the 1,200th installation of its electronic vehicle health check software autoVHC, which since 2007 has helped generate more than £750 million of incremental service business for franchised car dealers worldwide. autoVHC allows technicians to identify and record car components which need attention during the service process and present this evidence to the customer in text, image and even video format. Following widespread UK success, the software was rolled-out at 250 new sites in the last year alone, including installations for leading car brands such as Hyundai, SEAT, SKODA and Ford. autoVHC also experienced significant success in South America and Europe during the last twelve months, and is now due to be installed at Jaguar Land Rover sites in Asia Pacific, the Middle East and North Africa. Delivering a duty of care through autoVHC BTC chief executive Guy Allman said: “By generating such a significant amount in sales, autoVHC has proved it is capable of providing a great return for the automotive industry and shows the value of delivering service information to the customer in a clear and transparent way. “The software also ensures dealers are delivering a duty of care when servicing a vehicle. The £750 million sold has all been urgently required work, such as severely worn tyres or faulty brakes, which if not dealt with render the car illegal or un-roadworthy.” The Crewe-based company, which was founded 26 years ago, also operates a range of training programmes, as well as a contact centre that provides an outsourced option for dealers looking to directly reach customers with service reminders or to obtain feedback... read more
Failure to sell Red work costing UK franchised dealers more than £450 million in lost sales

Failure to sell Red work costing UK franchised dealers more than £450 million in lost sales

Franchised dealers are missing out on more than £450 million worth of revenue by failing to sell Red work identified during customer vehicle health checks, new data from leading automotive industry consultancy BTC has revealed.

Across the UK’s 4,900-strong franchised dealer network, this equates to £92,145 of lost sales per dealer, raising concerns that independents and rapid-fit operators are being allowed to benefit from missed sales opportunities.

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