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? Accenture 2004. All Rights Reserved. Driving Higher Performance from Automotive Marketing Sales Laguna Beach, CA ? May 11, 2004 Agenda Challenging Automotive Environment Automotive Performance Leaders Over the past 20 years, sustaining high performance has been difficult. . . . . . with turnarounds driving near-term bursts in shareholder value Clear leaders emerge when balancing strong positive returns with consistency High Performance in Automotive High Performance in Marketing and Sales Marketing Sciences Vehicle Insight Customer Insight Market, Vehicle Customer Data Management Accentures Care! Accenture global investment Microsoft technology (.NET / SQL Server) 100% automotive Customer oriented Multi-lingual Web enabled Scalable and open architecture Easy to customize Customer Expectations Customers value … Dealers. Most customers want offers and relationships to be with their selling or servicing dealer, with the OEM providing unseen hand Time. Focus efforts on removing hassle of ownership and saving customer time at each stage of the ownership experience Relevance. Need to focus on delivering content that adds value to customer, not just solicitations for information or sales offers Dealer Involvement Dealer adoption requires … Integration. Dealers are responsible for more than half of all contacts with customers and need to be better integrated into OEM campaigns Support. Solutions must consider the support processes and impact to on-going operations, rather than just the technical aspects of implementation Business Case. OEM business cases tend to be company-focused and often do not clearly state or project tangible (and verifiable) dealer benefits Key Success Factors Focus on integrated capabilities to provide specific business value Manage with a business-case perspective Minimize point solutions May require investment in infrastructure Eliminate organizational barriers to success Business and IT cooperation – fill the “grey space” between busi
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