The Havant Volvo team took the positive sales results the manufacturer experienced in a competitive market in 2019 and ensured maximum benefit for the business, using effective methods to outperform their network peers, concluded AM Awards auditors BDO.
New car sales were up 25% year-on-year and the centre’s used car business up 33%, what the business believed is an “exceptional performance” in the highly competitive premium segment, with financial KPIs all showing a positive performance and new and used CSI at 95% and 96% respectively.
And the performance is no ‘flash in the pan’. Volvo’s twice yearly top retailer award has been won by Havant on every occasion since 2017. And excellent management of advertising and marketing of stock has resulted in AutoTrader reporting the business has the highest response to online adverts in the Volvo network, five minutes on average.
A new diary management system and process for customer follow-up has been introduced, plus the team has revised the way offers are presented.
“I believe the cornerstones of our performance include our working environment in which everyone has a great pride in what they do,” said sales manager Andy Axson in his entry. He has seven years’ experience in the business, but only three of the 10 members in the sales team have more than two.
So, Axson leads by example. Morning meetings are part business and review and part an “energised sharing of knowledge” alongside testing the sales team’s understanding of current affairs and deal structuring. There are also regular team nights out and activities. It has led to a 100% staff retention in the past two years.
Finalists: Cambridge Garage (Havant Volvo), MB Motors
Award sponsored by: Motorclean