Automotive Dealer Group Lifts Test Drive Conversions by 44%
Outbound sales operations for a multi-brand automotive dealer group — handling lead follow-up, test drive scheduling, and post-visit nurturing.
The Challenge
A multi-brand automotive dealer group with 14 showrooms across 3 cities was converting only 14% of inbound enquiries into test drives — far below the 28% industry benchmark. Lead follow-up was inconsistent: 42% of leads received no second contact after the initial call, and CRM hygiene was poor.
Our Approach
Deployed a 30-agent outbound sales team dedicated to the dealer group — brand-trained for all 6 OEM partners.
Designed a structured 7-day lead follow-up cadence: Call Day 1, SMS Day 2, Call Day 3, WhatsApp Day 5, Call Day 7.
Integrated with the dealer group's CRM — all dispositions, follow-up dates, and objection notes captured in real time.
Built objection handling playbooks for each brand and model — price, wait time, competitor comparison, and trade-in value.
Daily morning briefings per showroom: lead pipeline status, test drive bookings for the day, and conversion rate vs target.
Related Engagements
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