Industry: Automotive
Services: Digital Transformation, Product Strategy
Description
A leading automotive OEM aspired to build an all-new digital retailing platform for their dealers that would transform how vehicles were sold online and in-store. This solution would empower customers with transparent, accurate information and provide a technology-backed, seamless shopping experience. The COVID-19 pandemic and resulting inventory shortages accelerated demand for this capability.
Two Roads was involved in the program from inception all the way through to launching and scaling in-market. The team played a key role in refining the vision, setting the product strategy, and developing the roadmap for the entire program. During implementation, the team acted in a PMO capacity to drive product development timelines, financials, communications, and governance. For the launch phase, the team helped stand-up a new launch coordination office that instilled factory-like disciplines for rapid scaling during the pandemic.
The work resulted in a successful rollout to over 80 dealers, with plans to rapidly scale to over 300 dealers in the next 12 months. The solution has since been expanded to include support for the luxury brand and for the company’s private distributors. Early customer feedback on the new shopping and purchasing experience has been extremely positive. The team is now helping the OEM expand this platform to include both vehicle retailing and servicing.
The Outcome
- Increased number of vehicles sold – strong usage of new digital retailing platform from early adopters
- Increased profit per vehicle – dealers realize higher front / back-end gross profit
- Higher relative sales growth – higher average sales growth vs. non-participating dealers
