TY - GEN
T1 - Commercial Model to Increase Sales through Mixed Methodologies in an Automotive Retailer
AU - Farfan-Pena, Hansell
AU - Guibovich-Jara, Mirko
AU - Quiroz-Flores, Juan Carlos
AU - Flores-Perez, Alberto
N1 - Publisher Copyright:
© 2023 ACM.
PY - 2023/1/9
Y1 - 2023/1/9
N2 - In recent years, the digital channel of companies in the automotive retail industry has experienced considerable growth, reflected in the percentage of sales of this channel with respect to total sales. Therefore, companies that are not aligned with this growth, are those that have inefficiencies in their processes of attention to leads. Processes that consist of different procedures and essential operations that are not considered, nor are they applied efficiently, ignoring the magnitude of the impact on the company's sales. This research focuses on analyzing 4 tools to obtain a new commercial model that optimizes and improves the low conversion of leads into sales, due to inefficient lead handling processes, identified as the main problems within the company studied. The model makes use of tools such as: demand management based on Forecasting, optimization of the process as such through BPM, improvement of the CRM database through Poka Yoke, and improvement of salespeople skills under a profile standardization approach, resulting in a 15.73% improvement in the company's net profit, providing an effective commercial model with the capacity to be replicated in other companies.
AB - In recent years, the digital channel of companies in the automotive retail industry has experienced considerable growth, reflected in the percentage of sales of this channel with respect to total sales. Therefore, companies that are not aligned with this growth, are those that have inefficiencies in their processes of attention to leads. Processes that consist of different procedures and essential operations that are not considered, nor are they applied efficiently, ignoring the magnitude of the impact on the company's sales. This research focuses on analyzing 4 tools to obtain a new commercial model that optimizes and improves the low conversion of leads into sales, due to inefficient lead handling processes, identified as the main problems within the company studied. The model makes use of tools such as: demand management based on Forecasting, optimization of the process as such through BPM, improvement of the CRM database through Poka Yoke, and improvement of salespeople skills under a profile standardization approach, resulting in a 15.73% improvement in the company's net profit, providing an effective commercial model with the capacity to be replicated in other companies.
KW - Business Process Management
KW - Forecasting
KW - Poka Yoke
KW - Profile Standardization
UR - http://www.scopus.com/inward/record.url?scp=85162887301&partnerID=8YFLogxK
U2 - 10.1145/3587889.3588205
DO - 10.1145/3587889.3588205
M3 - Articulo (Contribución a conferencia)
AN - SCOPUS:85162887301
T3 - ACM International Conference Proceeding Series
SP - 234
EP - 240
BT - Proceedings of the 2023 10th International Conference on Industrial Engineering and Applications, ICIEA-EU 2023
PB - Association for Computing Machinery
T2 - 10th International Conference on Industrial Engineering and Applications, ICIEA-EU 2023
Y2 - 9 January 2023 through 11 January 2023
ER -
