Within two years, Hendy Group’s retail light commercial vehicle team has almost doubled the revenues the group earns from selling LCVs to local sole traders and small businesses and created a half-a-million pound business.
Hendy saw the traditional LCV sales model was restricting its opportunities to grow sales of the new Ford Transit, so decided to ditch the old-style “afterthought” method of selling vans.
Key to this was the creation of the retail CV sales team – a general sales manager, who oversees Transit Centres in Southampton and Plymouth, a sales manager and 10 new sales executives, five for new vehicles and five for used, across the two sites.
New sales executives also adopted new sales practices and processes designed to provide a retail customer experience for the business buyer. Now the sites are a ‘one-stop shop’ for all commercial vehicle customer needs, from product information to funding solutions and aftersales.
Hendy’s profit per unit has risen by £178 on new and £111 on used. Ford is now holding up Hendy’s example as a model way forward.
“It is a very different way to the norm and required a commitment from all at Hendy to drive this change. There have been times when we questioned ourselves but it is certainly paying dividends,” said Steve Roberts, Hendy’s CV & fleet sales director in the entry submission.
The judges agreed, calling this a “game-changing” team.
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2015 Hillington CarStore (Peter Vardy)
2014 Peter Vardy (BMW Used Car Sales Team)
2013 Barnetts Volkswagen