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Two brands, One Solution

By Sam

 

PSA Group, the second largest car manufacturer in Europe, decided to create synergies from joining key systems, processes and the UK Fleet sales teams in late 2015. This meant taking a set of experienced ‘single brand’ Field Sales Managers and completely re-writing the rule book in how they engaged with the market, CRM systems and processes underlying it.

PeugeotCitroen_01ROI manages the Fleet Business Centre for both brands and a joint project was set up to ensure that the newly formed teams had the best start, looking at:

  • Correct territory alignment, using ROI’s mapping software
  • Revised sales and appointment opportunity plans
  • Visit frequency & drive times
  • Account hierarchy with ownership of records & targets for data accuracy
  • Synchronised databases between previously separate brands

The project started smoothly with minimum disruption both internally and crucially with PSA’s important fleet customers.