Case Study
Ford Motor Company hired Scher Group's Dealer Division (DGL) to assist in launching Business Preferred, a program designed to help dealers in capitalizing on small commercial fleet sales. DGL provided Ford Motor Company and it's dealers the ingredients that are essential to creating a loyalty based program. Those include:
Ford Motor Company hired Scher Group's Dealer Division (DGL) to assist in launching Business Preferred, a program designed to help dealers in capitalizing on small commercial fleet sales. DGL provided Ford Motor Company and it's dealers the ingredients that are essential to creating a loyalty based program. Those include:
- Building and understanding the value proposition for their market
- Finding the right customers through development of systems to selectively acquire them including development of their own local market "branding"
- Designing specific dealership programs that recognize the benefits of treating customers to increase their lifetime value
- Assisting the dealership in selecting, developing and retaining the right employees because loyal employees are necessary to develop loyal customers
- Consistently working with dealers to refine methods resulting in superior productivity
- Working with dealers to maintain their commitment to BPN over the long haul
The program was so successful that Ford hired Scher Group to launch similar programs in Canada and Mexico. Today, Ford Dealers enjoy a large share of this commercial sales market.