Successfully persuading customers to take out finance when they buy a new car is the holy grail, as it encourages repeat business and aids trade cycle management.

Selling Finance in Australia with help from FIMTRAC

The Challenge

Successfully persuading customers to take out finance when they buy a new car is the holy grail, as it encourages repeat business and aids trade cycle management.

Mercedes-Benz Financial Services (MBFS) Australia was looking for a learning and development partner to roll out training for their renewals programme to help improve customer retention.

MBFS had seen and liked the material our FIMTRAC team had used for MBFS in Asia and South Africa  so wanted us to run a similar programme in Australia.

The Solution

Our trainer, Steve Bromwich, spent two weeks delivering a combination of renewals training for passenger cars and also for commercial vehicles, to Mercedes-Benz finance retail teams at venues in Melbourne, Sydney, Perth and Brisbane.

Steve and FIMTRAC’s managing director John Brannigan returned for a second visit to follow up on the passenger car training, with the aim of:

  • Reviewing the trade cycle management and renewal process within the car sales process and daily work routines.
  • Completing a thorough review of all sales activity, management processes and reporting.
  • Assessing confidence and skill levels of the sales team.

The Results

Our client was clearly delighted with the training we delivered.

For the commercial vehicles training, the delegates gave very positive responses, saying the course was clear and easy to understand.

For the passenger car training, the feedback on how the course would help improve job performance was highly positive in terms of improving knowledge and developing skills.

The feedback responses showed a high engagement with both the course content and materials, as well as a clear understanding of how to put the knowledge and skills learnt into practice in the workplace.

Of the Queensland dealers taking part in our training: I have been so impressed with your levels of engagement, passion and desire to learn more about Agility and how it can benefit you and your clients. I am extremely proud to be able to offer you ‘the best training you have ever attended’ (your words, not mine!) thanks to our great partnership with John Brannigan and Steve Bromwich.

– Jessica Rogers, MBFS Australia

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