Empowering employees: Offering insight, improving performance

Empowering employees: Offering insight, improving performance

Fast facts

Leading automotive manufacturer

Consultancy and coaching help dealer employees gain financial and operational knowledge to improve network performance.

Asia Pacific

MSX Performance Consulting Program, supported by Insight BM

Playing a proactive role

MSX is helping a leading OEM reinforce and strengthen the performance of its Asia Pacific-based dealer network with a comprehensive, face-to-face dealership consulting program.

It includes dealer coaching to equip employees with a better understanding of the business, and dealer performance improvement programs (DPIPs) which involve deep-dive discussions.

MSX helps dealer staff to take a more proactive role in business management and performance, helping them to understand issues and opportunities, develop action plans, and set priorities. MSX technology, Insight BM, generates financial reports that help the team identify which dealers need the most support and in what areas of business.

Creating informed decisions

The OEM wanted to educate dealer employees on how to use business management data to drive performance.

Employees understand their roles, but don’t always know how to prioritize the often-overwhelming numbers of tasks they undertake. The organization understood that by making information such as financial data and key performance indicators (KPIs) easier to access and more transparent, employees would better understand how their decisions and actions can influence different areas of the business.

The OEM turned to MSX to help employees understand operational, financial, and management information, and to teach them how to interpret the numbers that support the business. The team identifies dealerships that need the most support, and then empowers employees with information, helping them make more informed decisions that drive performance.

Giving dealers direction

MSX deployed its Performance Consulting Program within the organization in 2021.

It includes an educational component, in which the MSX team offers face-to-face consulting to educate dealers and middle managers on the foundations of KPIs and how they affect performance. In addition, MSX dealer performance improvement programs (DPIPs) offer employees an additional four meetings a year. During these sessions, the team performs an in-depth examination of the dealership’s performance and KPIs – from financial KPIs to process, satisfaction, and people-related KPIs – and identifies issues and opportunities. The program’s competence enhancement element helps the team create highly targeted action plans and set objectives, which are measured for effectiveness and adapted later if needed. The team also trains staff in managing expenses and operational assets with greater efficiency.

The MSX Insight BM platform supports the program by generating performance reports that enable the team to identify the dealers they need to focus on, track KPIs, and monitor the outcomes of dealers’ activities.

Key Components of the Consulting Program

  • Thorough Performance Analysis

    Rigorous examination of KPIs across all departments.

  • Actionable Insights

    Identification of issues and opportunities, leading to a quantifiable action plan.

  • Competence Enhancement

    Training and development initiatives for the Original Equipment Manufacturer (OEM) field force to effectively implement action plans between consulting sessions.

  • Discipline and Focus

    Cultivation of a disciplined culture emphasizing ongoing improvement (kaizen).

  • Expense Management

    Proactive control and efficiency in managing dealership expenses.

  • Asset Optimization

    Lean and efficient management of operational assets.

Observations and results

Dealerships enrolled in the consulting program exhibit notable improvements compared to their non-engaged counterparts.

  • Discipline and Focus

    Increased emphasis on operations and continuous improvement.

  • Financial Resilience

    Demonstrated ability to weather economic downturns with reduced losses or sustained growth.

  • Balanced Contribution

    Achievements of a well-balanced performance across all dealership departments.

  • Expense Management

    Proactive control and efficiency in managing expenses, leading to sustainable profitability.

Impact on Dearlership Network Health

  • Program vs. Non-Program Dealers

    Non-program dealers had a 0.5% ROS increase in 2022 but faced a 0.8% decline in 2023. Program-enrolled dealers helped the OEM maintain and slightly increase overall ROS.

  • Consistent Improvement

    Program-enrolled dealers improved their ROS by 1% in both 2022 and 2023

  • Fixed Operation Absorption (FOA)

    Inflation led to higher overhead costs, outpacing fixed operation gross profit growth in 2023, causing FOA erosion. Dealers in the program improved FOA by 2.8 points in 2022 but faced a 9.8-point drop in 2023. However, their FOA was more resilient compared to non-program dealers.

  • Enhanced Resilience:

    Program dealers showed better expense control and after-sales operations, resulting in increased FOA despite overall network declines.

  • Stronger ROS Growth

    Dealers in the MSX Performance consulting program showed robust ROS growth, even in the challenging 2023 inflationary environment.

Supporting stronger dealerships

The OEM has seen a considerable improvement in performance across its networks.

Better financial insight has enabled the delivery of targeted, customized strategies for improvement precisely where they’re needed. Stronger business understanding and common goals have helped improve relationships between the OEM and dealers, and upon experiencing the benefits to their teams, many dealers have become advocates of the program, bringing it to a wider audience within the network.

With the layers of education now in place, the OEM and its dealers are fully prepared for peaks and troughs in performance, and the OEM has already been able to mitigate losses throughout the unfavorable economic periods of the last few years. In fact, enrolled dealers have achieved some significant improvements, and while those not taking part in the MSX program have seen a decline in some areas, the organization has still managed to protect and increase its overall return on sales (ROS).

Impact on Dearlership Network Health

  • Program vs. Non-Program Dealers

    Non-program dealers had a 0.5% ROS increase in 2022 but faced a 0.8% decline in 2023. Program-enrolled dealers helped the OEM maintain and slightly increase overall ROS.

  • Consistent Improvement

    Program-enrolled dealers improved their ROS by 1% in both 2022 and 2023

  • Fixed Operation Absorption (FOA)

    Inflation led to higher overhead costs, outpacing fixed operation gross profit growth in 2023, causing FOA erosion. Dealers in the program improved FOA by 2.8 points in 2022 but faced a 9.8-point drop in 2023. However, their FOA was more resilient compared to non-program dealers.

  • Enhanced Resilience:

    Program dealers showed better expense control and after-sales operations, resulting in increased FOA despite overall network declines.

  • Stronger ROS Growth

    Dealers in the MSX Performance consulting program showed robust ROS growth, even in the challenging 2023 inflationary environment.

Enrolled dealers have become

more resilient.

Enrolled dealers improved ROS by

1% in 2022 and in 2023.

Enrolled dealers have increased

fixed operation absorption.

To find out more about how MSX Performance Consulting Programs can help your business, visit:

Related case studies

The smart move: Centralizing technical assistance services

The smart move: Centralizing technical assistance services

Fast facts

Multinational Automotive Manufacturer

Streamline the delivery of technical assistance across regions, enhance operational efficiency, and generate substantial cost savings.

India, Asia-Pacific, and China

Established a regional hub in Kuala Lumpur to deliver Technical Assistance Services across the entire APAC region.

Revolutionizing automotive assistance

MSX successfully established a regional Hub in Kuala Lumpur, delivering critical Technical Assistance services for a multinational automotive manufacturer.

The primary objective was to deliver technical assistance on demand, enhance operational efficiency, and generate substantial cost savings for the client. The hub extends support to a broad range of queries, including vehicle diagnostics and other access tools, addressing escalated issues from Dealers and Importers across diverse linguistic backgrounds. MSX delivers high-quality services tailored to the specific demands of this region, with a notable reduction of immobilized vehicles observed, ultimately minimizing rental costs for the OEM.

This MSX case study highlights the profound transformation in structuring operations and achieving remarkable efficiency improvements, demonstrating significant benefits in terms of cost-effectiveness, speed, and overall return on investment.

Main challenge: Fragmented operations and language variants

Significant technological differences utilized by the OEM across regions made it difficult for the OEM to assemble a specialized team capable of addressing these challenges effectively.

Technology disparities, fragmented operations, and the need to optimize efficiency and standardize services created the need for MSX to centralize the OEMs’ technical helpdesk (THD) operations, bringing together knowledge from various local sources and catering to the diverse needs of imported cars. The MSX solution provided comprehensive language support across regions and implemented efficient technological platforms to drive growth. Over time, THD became the primary focus for the entire region.

Transforming Technical Assistance services

In an attempt to inject standardization across regions, MSX’s centralized solution aimed to unify processes and enhance operational coherence throughout the organization. The program delivered effective project management processes into the manufacturer’s Technical Assistance services, and over the course of six years, the program matured from a purely manual THD operation to a digital solution, incorporating a standardized ticketing system.

This innovative approach also allowed for the standardization of operational Key Performance Indicators (KPIs) and the development of a common language among all stakeholders. Standardizing operational KPIs was crucial for ensuring consistency and enabling agents to resolve 95% of cases within 24 hours. The solution, while conceptually straightforward, was complex to implement in the fragmented environment, harmonizing processes and achieving standardization.

Success through data-driven insights

The outcome of the solution has been marked by significant improvements in various KPIs. Metrics focusing on lead time and solutions provided in less than one, two, and/or 24 hours have all shown remarkable competitiveness. Additional measures relating to quality, such as a reduction in negative feedback and improved customer satisfaction highlight the success of the solution and reflect a high level of service quality. Moreover, the program has effectively decreased vehicle downtime for customers, consistently maintaining immobilized vehicles at figures 90% below the target. This is crucial in ensuring that customers have minimal days without access to their vehicles, ultimately enhancing their overall experience.

This centralized THD approach has allowed the OEM to gain valuable insights. Analysis of ticket history data has provided information that suggests certain components or features may require modification or improvement based in reoccurring issues reported by local customers. This data-driven approach to addressing customer needs has not only enhanced product quality and customer satisfaction but also has the potential to deliver more targeted research and development efforts, ultimately leading to better-designed vehicles that align with local preference and requirements.

Future-proofing automotive assistance

During the program’s transition phase, MSX assisted in bridging the gaps for local importers and overcoming language barriers. As artificial intelligence, machine learning, and autonomous features reduce the management of common cases, the potential offshoring opportunities of THD operations to strategically located sites near the OEM’s manufacturing plant provides access to master technicians and remote diagnosis tools that will significantly improve the turnaround time for complex tickets.

As the regional Hub in Kuala Lumpur continues to evolve and enhance its capabilities, it has already delivered significant improvements in efficiency, customer satisfaction, and cost-effectiveness for the OEM. The centralized approach has not only resolved operational challenges but also provided valuable insights for future product enhancements. By leveraging advanced technologies and expanding its capabilities, the program is poised to further enhance its support and deliver ever greater value to the client while driving innovation and improved customer experiences.

cases resolved within <24 hours
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CSI achieved (12% above target)
0 %
fewer immobilized vehicles than target
0 %

Find out more about how MSX Technical Assistance services can help your business.

Related case studies

Sky high ROI: Trade parts program achieves 600% ROI

Sky high ROI: Trade parts program achieves 600% ROI

Fast facts

Premium, global automotive manufacturer

Enhance trade parts operations and unlock greater potential

17 markets across Europe, North America, China, and South Africa

A customizable, modular trade parts strategy designed to transform the client’s ordering processes, pricing, and inventory management

Expanding parts’ potential

The trade parts business serves as a powerful catalyst for driving revenue and forging a strong foothold in the automotive market.

Amidst the proven successes of one of the world’s most esteemed automotive manufacturers, lay an exciting opportunity to enhance its trade parts operations further and unlock even greater potential. By implementing a well-structured wholesale parts program, effective marketing strategy, and streamlined data capture mechanism, the OEM expanded further in the fiercely competitive trade parts market.

Setting ambitious goals

The vehicle manufacturer engaged MSX for its visionary consultancy and to provide the necessary tools and solutions needed to empower its trade parts business in 17 markets across Europe, North America, China, and South Africa.

To unlock the brand’s true potential, MSX explored its existing trade parts activities, while embracing new opportunities and cultural factors. The goal was to develop a customizable trade parts strategy that would exceed expectations and propel the organization towards unparalleled success and achievements.

Employees are better equipped to sell and promote trade parts.

Exploring market opportunities

Having identified the different ways in which dealers manage their wholesale parts across each market, MSX designed and delivered a solution that comprised nine modules.

Each module focuses on a different area of the business, enabling individual markets to choose the specific elements that fit their needs. Delivered through a combination of people, process and technology, these modules address the needs of independent repairers and body shops, providing an easy way to buy and order parts, secure competitive prices, and ensure parts are in stock and delivered on time.

Through continuous evolution, small-scale marketing efforts have evolved into longer-term promotions, such as the ‘parts basket’ – a rebate program between dealers and the OEM that provides repairers and body shops with competitively-priced, preselected common parts. With the creation of a powerful data portal, MSX also enables teams to identify insights from global operations, further aided by dedicated data analysts examining the data daily to unveil opportunities and increase parts sales.

Celebrating brand success

The deployment of this program has proven to be transformative, empowering the brand to expand its new modular approach from a local to a global initiative.

MSX coaches continue to help dealers develop partnerships with their independent repairer customers, strengthening relationships and instilling trust and transparency. Employees are better equipped to do their jobs, with greater knowledge of the fundamentals of selling trade parts, and the tools to actively promote them to repairers and body shops.

The OEM is more informed thanks to comprehensive data analysis and reporting, allowing the team to focus on areas of the business most likely to generate revenue. The brand can introduce new strategies and implement offers and incentives to drive sales. Moreover, by understanding trends and patterns in data, it can respond to business fluctuations quickly and accurately.

New online parts sales channels have made transactions more efficient for dealer and trade customers, who are also more informed thanks to access to technical information about their vehicles. Targeted campaigns add further incentives for customers who receive rewards or discounts, for example, if they purchase more parts in a transaction.

Program achievements

Driving customer satisfaction

Since its initial set-up in 2014, the program has continued to grow significantly, with an average turnover of 19% per year and an impressive return on investment of 600%.

The program has also shown to enhance the proficiency of the dealer network, inspiring greater commitment and engagement from NSCs and dealers, and resulting in more satisfied customers.

Overview

Benefits

MSX program examples

Independent aftermarket strategy implementation

Dealers in coaching
~ 0
Focus customers
~ 0
Approximate parts sales value through program
0 bn €

Securing the future

The implementation of more efficient processes that accompany them enable each market to continuously improve.

More recently, and with the support of cutting-edge technologies, the program has successfully introduced innovative dealer coaching practices and new marketing activities in line with the industry’s rapid evolution. Meanwhile, MSX continues to work with the brand, investigating new distribution models and partners to increase parts availability and delivery speed to further improve customer satisfaction. Together, they are also exploring the use of artificial intelligence and machine learning to help identify opportunities and deliver tailored, accurate and personalized offers to customers.

0 %

Average – Year on Your Growth

0 :1

ROI

Find out more about how MSX Trade Parts solutions can help your business:

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Raising the bar: Transformational warranty solution exceeds expectations

Raising the bar: Transformational warranty solution exceeds expectations

Fast facts

Luxury, global automotive manufacturer

Fragmented processes, tools and policies resulted in warranty inefficiencies and lack of transparency

Europe and importers

A centralized warranty hub formalizes global warranty operations and management, boosting accuracy and compliance.

Rethinking warranty operations

For many OEMs, modernizing warranty operations represents a strategic move towards greater efficiency, creating opportunities to streamline processes, integrate multiple data streams and emerging technologies, and accommodate new requests.

This was the goal of one luxury, global brand, whose disparate databases, processes, and internal systems led to a high degree of fragmentation. Despite its global warranty policy, most markets were working in a customized, stand-alone manner. The OEM needed to handle these challenges cost effectively, while ensuring customer needs were met.

Female apprentice in her 20s smiling towards camera

Improvements in compliance and quality, speed, and satisfaction exceed expectations.

Commitment to excellence

The brand established a strategic partnership with MSX, delivering continuous improvement across all European national sales companies and more than 100 global importers.

Following a strategic feasibility study, MSX designed a comprehensive solution to ensure all claims processes are compliant with policies and procedures. The solution enhances dealer performance, improves warranty processes, and helps manage the audit process, while increasing the service level in terms of effectiveness.

MSX’s comprehensive solution met the brand’s five key objectives

  • Ensuring the compliance of manually assessed claims

  • Supporting dealers in warranty handling

  • Ensuring the compliance of audit procedures

  • Support the OEM with 360 warranty services

  • Compatible with the launch of a new sales organization model

MSX worked closely with the OEM to define a roadmap that focused on continuous improvement and ensured the best delivery method for the new strategy. The approach included a robust warranty management center, which centralizes warranty handling across the organization.

The newly established MSX Warranty HUB comprises a Claim Review Hub as well as an Audit Hub, both with dedicated resources coordinating prior approval, goodwill authorization, claims assessment, coaching and audit delivery from a central location. The hubs apply central regulations and, using specialized tools, collate data across all markets. An integrated Business Intelligence Team works with these tools to interrogate real-time data and deliver complex reporting dashboards that can be used to measure performance and support the ongoing flexibility and adaptation of the project.

Quality and satisfaction soar

To date, MSX’s unique solution has achieved a 5:1 return on investment and has transformed the customer’s warranty operations, delivering remarkable achievements in compliance and quality, speed, and satisfaction.

Through rigorous adherence to industry standards, MSX has ensured that the solution meets the highest compliance benchmarks while reducing downtime and supporting operational efficiency.

faster on dealer enquiry resolution time vs target
0 x
improvement on claims processing time
0 x
of audit reports completed in under 1 day
> 0 %

By improving the overall enquiry resolution with a higher level of speed and accuracy, MSX has helped instill confidence across the dealer network and in customers and stakeholders.

Enquiries resolution rate without escalation
0 %
Overall claims quality
0 %
of Dealers supported by coaching improved after visits and avoided a warranty audit
0 %

The focus on improving support has resulted in increased dealer satisfaction and the reinforcement of brand loyalty.

of dealers declared Very Satisfied / Satisfied with HUB Warranty services
0 %
OEM net promoter score on MSX program
0 %
of audit chargeback accepted onsite
0 %

Find out more about how MSX Warranty solutions can help your business.

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Life-long loyalty starts here: Service bookings double with effective lead management

Life-long loyalty starts here: Service bookings double with effective lead management

Fast facts

Leading European national sales company

Improve vehicle servicing process and increase bookings

Europe

MSX’s end-to-end Service Lead Management solution includes web-based service booking technology, fully integrated with an omnichannel management system empowering agents to reach out to customers for dealers.

Initiating the conversation

Today’s automotive businesses are working harder to drive new or lost customers back to their service networks by revising their strategies to compete with the growing number of independent competitors.

Despite their endeavors, some of the world’s most successful OEMs continue to seek support in minimizing a decline in their customer retention figures.

The European national sales company of a leading brand was keen to improve its vehicle servicing process and increase the number of customers booking service appointments. The company’s customer relationship management system was designed to forecast vehicle servicing requirements and dispatch notifications to owners. However, the booking process relied only on customer-initiated contact.

MSX’s Service Lead Management solution almost doubled visits, achieving 90,000 bookings.

Building stronger connections

The European NSC partnered with MSX to deploy a Service Lead Management solution, which comprises a contact center whose professional agents contact customers on behalf of dealers.

The end-to-end solution implemented by MSX offers full transparency of interactions and progress. Using a modern omnichannel management system, contact center agents connect directly with customers who have failed to book a service within a set timeframe. Combining people, process and a web-based service booking technology, the solution optimizes appointment bookings and provides a comprehensive system for efficient customer service and appointment scheduling, including replacement cars.

By tracking the coverage rate (proportion of contacts called), conversion rate (contacted numbers that translate to bookings) and visit rate (bookings that translate to visits), the European NSC can monitor dealer performance and support those whose strategies need adjusting.

The MSX customer service team analyzes the contact center feedback including the reasons customers provide for not booking a service. They also examine variables like car line, car size, vehicle age, and registration details. Using these customer insights, the team can develop targeted services and special offers for dealerships or customers.

Driving up revenue

Since its first year of deployment, MSX’s Service Lead Management solution almost doubled the number of service visits, achieving 90,000 bookings, of which 85% converted to visits, generating significant additional revenue.

During the first three years, the percentage of contacted customer visits increased from 13% to 23%.

The solution has also helped the organization recover and retain customers, and in some dealerships, the additional business has yielded a return on investment of 12:1.

Upholding brand promises

The deployment of this program has proven to be transformative, empowering the brand to expand its new modular approach from a local to a global initiative.

Data gathered by MSX helps gather from national campaigns and promotions provides the OEM with valuable insight. Figures from early in the project revealed that customers are more interested in fixed prices than discounts, inspiring the brand to deploy fixed-price services to suit each dealer. The organization has since rolled out national fixed pricing and can promote all its services in line with the overall brand promise. OEM provides customers with seamless, transparent, and convenience-led offerings such home collection, which help encourage satisfaction and loyalty.

MSX continues to manage bookings and customer visits, communicating in relevant languages and using local knowledge to adapt to regional needs. The service reassures the OEM that its offers are promoted and delivered consistently and on brand. Dealers are better supported in their roles and have more time to focus on the sale of additional products while providing customers with a more personalized and efficient service.

ROI
0 :1
increase in bookings from year 1
0 %
Customer visits increase
> 0 %

Real-time personalized marketing

MSX continues to partner with the brand, utilizing connected vehicle data to provide tailored marketing strategies in real time that foster customer loyalty through efficient and proactive support.

MSX also supports projects that deliver personalized marketing strategies that incorporate connected vehicle data. Vehicle information will deliver more accurate assessments on vehicle health, including recommended service timings, to retailers. Services such as these not only help to minimize the time, effort and intrusion of unnecessary phone calls, but also provide safe and efficient monitoring of vehicles, helping to keep them on the road longer while better supporting customers and inspiring their loyalty.

Find out more about how MSX Service Lead Management solutions can help your business.

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Authoring the future: OEM shrinks cost with more accurate streamlined publications

Authoring the future: OEM shrinks cost with more accurate streamlined publications

Fast facts

 Global, leading automotive manufacturer

Inefficient processes and tools affected technical authoring, leading to duplicated effort and wasted money and resources.

Global

An advanced authoring solution to streamline the design, development and maintenance of technical publications across a variety of formats globally.

Setting sustainable goals

Vehicles and their manufacturing processes are growing in complexity as new technologies, powertrains and more sustainable products are developed and continuously improved.

Consequently, the provision of technical documentation has become a complicated and highly specialized process.

Traditional methods are no longer sufficient in an industry that needs faster, more accurate and flexible technical publications strategies. This need has forced businesses to adopt unstructured processes and disparate systems and data sets that waste time, money and resources. To address the issue, OEMs must invest in more innovative approaches that harness advanced technologies, streamline processes, and foster collaboration.

MicrosoftTeams-image5


MSX has revolutionized the authoring process for this world-class OEM.

A smarter publishing approach

MSX collaborated with a world-class OEM to streamline its technical authoring processes and introduce efficiencies throughout the organization, helping it improve production and reduce costs.

MSX delivered a streamlined solution to design, develop and maintain technical publications across multiple formats. The solution required a strong authoring system and dynamic database to minimize errors and increase efficiency. MSX’s stateof-the-art content management system, pubFoundry, houses a repository of vehicle data grouped by topic. Its robust engineering review and sign-off tool, Collaborative Review System, allows multiple engineers to review the live document in collaboration with teams of authors and subject matter experts, ensuring the ongoing smooth delivery of technical authoring on a global scale.

MSX’s technical Information experts own and manage production of technical information at every stage of the development process. Authors manage content across all vehicle lines by ‘component’ rather than by ‘model’ or ‘series’. The technique improves the accuracy and consistency of information stored about each part of the vehicle and ensures all warnings, cautions, warranties and legalities surrounding them are in place across all vehicle lines and markets.

Working closely with engineers, designers and other key stakeholders, authors ensure that the documentation produced demonstrates the design and safe function of the vehicle in a way that’s reliable and meets the needs of the customer.

MicrosoftTeams-image4

The streamlined structure has improved consistency across vehicle lines.

Higher output, lower costs

MSX has revolutionized the authoring process for this world-class OEM through the use of advanced authoring tools and the delivery of clearer and more accurate technical publications that meet market demands.

The new component-led structure ensures that data is always relevant and validated by the appropriate author, and that publications are created in the most efficient way possible. Meanwhile, the new engineering review and sign-off tool limits conflicting comments and speeds up the review process, ensuring all technical documentation is up to date and accessible.

The new data-sharing processes and tools have enabled the OEM to reduce its translation budget by around 50%. Moreover, the streamlined structure has helped limit the volume of data housed within the system, helping improve consistency across vehicle lines and reducing administrative effort, resulting in further cost savings.

The project not only reduced the client’s budget and improved efficiency, but it has also enabled the brand’s delivery of 4,000 technical documents annually, with minimal errors. The organization has since rewarded MSX, whose team achieved 100% on-time delivery in streamlining the client’s authoring process, with a ‘Service Supplier of the Year’ award.

Reduction in translation budget
0 %
On time delivery
0 %
Deliverables produced annually
0
Service Supplier of the Year
0

Find out more about how MSX Technical Information Solutions can help improve the quality of your technical publications and cut costs for your business.

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Outside-the-box learning: New ecosystem boosts engagement by 30%

Outside-the-box learning: New ecosystem boosts engagement by 30%

Fast facts

Luxury brand with a global presence

The OEM focused on sales figures and customer satisfaction for gauging performance success, neglecting essential factors such as learner engagement.

Asia Pacific (including Australia, New Zealand, Japan and Korea)

As part of a broader initiative to improve the brand’s learning capabilities, MSX helped it refocus on learner engagement to measure ROI on learning spend.

Focus on engagement

Automotive retail networks often prioritize sales figures and customer satisfaction as key metrics for assessing their performance, yet many overlook learner engagement as a critical factor when evaluating their business impact.

MSX helped a luxury automotive brand organization with a presence in 18 global markets to implement a strategic initiative aimed at improving the OEM’s overall learning capabilities. MSX helped the OEM to redirect its focus towards learner engagement as a primary way of measuring return on investment on its learning spend.

MSX created a new learning ecosystem as part of the Regional Learning Academy, with a mission to revitalize educational initiatives across the region’s retail network.

The program boosted engagement by 30%, its highest level in the brand’s history.

Weed out inefficiencies

The global OEM’s existing solutions did not meet the needs of its retail network, with less than 7% of the content under two years old.

MSX assessed the existing e-learning framework, identifying opportunities for refinement and optimization, by applying a comprehensive scoring system. The system determines a program’s engagement adequacy, aiming for a minimum of 6 or 7 out of 10. The client‘s latest program scored a mere 2 out of 10.

In addition, the system wasn’t accessible via mobile devices, with further access issues across regions. Consequently, some markets created their own content using a different LMS altogether. The inconsistent approach across a broad geographical area was detrimental to learning engagement within the organization.

Make learning easier

MSX tapped into the organization’s existing learning program, creating a learning ecosystem with versatile mobile capabilities and scalable opportunities for continuous improvement.

The new solution enables employees to engage with learning content via their mobile devices and, through a single sign on, access multiple platforms, such as peer-to-peer learning.

Build in the rewards

The business can identify knowledge gaps and better support employees as they learn in the flow of work, driving engagement through personal achievement and motivation.

The peer-to-peer learning tool acts as a live needs analysis of the business, allowing MSX to identify knowledge gaps from the questions being asked. A resource library – linked to quizzes – also allows learners to access material and learn in the flow of work.

The Centrical platform links to business KPIs and has the capability to extract, edit, and condense portions of e-learning content from the existing LMS, crafting concise microlearning modules. In addition, gamified learning and data-driven video scenarios enable MSX to offer a diverse array of training interventions through the rapid authoring component within the platform.

The platform also drives engagement through recognition of personal achievements, offering rewards embedded within a virtual classroom broadcasting tool. It allows users to track their own performance, see how they’re impacting directly on KPIs, and monitor their performance against their peers, motivating them to learn more.

The single LMS also provides MSX with access to data that can be extracted and used to offer additional, more personalized, or relevant content, and build personalized learning pathways for each individual employee.

 

Fix-it-right-first-time rates have risen by 23%, and service satisfaction has grown.

Watch engagement soar

Increased learner engagement has directly influenced fix-it-first-time rates, service satisfaction and employee retention, which have risen significantly.

The program has boosted overall learner engagement by 30% across the region, reaching its highest level in the history of the organization. It was found that in the lowest performing markets, learner engagement has grown from 17% to 67% in three months. Technicians and service personnel are more engaged, and their overall performance has dramatically improved. Fix-it-right-first-time rates have risen by 23% and consequently service satisfaction has gone up. The brand has also seen vehicle and accessory sales increase, resulting in a rise in sales satisfaction.

Follow-up surveys have revealed a rise in employee satisfaction and staff retention. Technician retention is also up by 16%, which is particularly important to the client’s success.

In a quote from the client’s Network Development Director, he claims that “By adopting MSX’s suggested approach, the impact on our business has been quite profound. By actively measuring and focusing on learning engagement, we continue to realize a range of positive impacts in all of our core business KPI’s as well as our employee and customer experience. As a business this has us now approaching the future with a much higher degree of confidence.”

Rethink long-term learning

After crafting a competence development strategy, MSX successfully redirected the OEM‘s focus towards future needs, pinpointing fresh roles within the evolving agency model.

This encompassed transforming its signature sites into digital platforms, meticulously evaluating the delivery and implementation of new technologies, and gradually preparing the brand for a successful future.

Increase in learner engagement
0 %
Rise in service satisfaction
0 %
Improvement in sales satisfaction
0 %
Rise in Net Promoter Score
0 %

To find out more about how MSX Learning solutions can help your business.

Related case studies

Empowering electric mobility: A case of market expansion and transformation

Empowering electric mobility: A case of market expansion and transformation

Fast facts

An emerging electric vehicle (EV) charging service provider

With plans to enter new markets, they needed to fully understand the regulatory requirements and local market dynamics and develop a successful expansion strategy. 

European markets

A go-to-market strategy and sales prospecting approach for identifying and engaging with potential customers, as well as utilizing MSX’s infrastructure and existing industry knowledge.

 

Navigating a strategic shift

An established electric vehicle (EV) charging service provider found success in Germany, France, Spain, and Italy. Pioneering an innovative model focused on off-grid infrastructure as a service, they are set to transform the European landscape with revolutionary mobile fast charging solutions.

In their pursuit of control across other European markets, they teamed up with MSX for dedicated support in shaping and executing a robust go-to-market strategy in a bid to win sustainable electric mobility dominance.

Having been operating previously in parts of France, Italy, and Spain, an EV charging service provider launched their services in Munich and Berlin in 2022. They offer an off-grid mobile charging service comprising a mobile unit that provides fast charging on the road. In 2024, they plan to launch an innovative battery storage system with DC/AC charging capabilities, developed by its own hardware and software engineers. Their goal, with these two solutions, is to help promote the transition to electric mobility in Europe.

However, they are changing their approach from energy delivery and mobile charging to a Charging Point Operator (CPO). As a CPO, they will be responsible for producing and delivering not only the batteries and the mobile charging services, but also managing the overall infrastructure, installation, and payment function, creating new opportunities with new potential customers.

As they plan to expand their operations and enter new markets, it’s vital they fully understand the regulatory requirements and local market dynamics and conduct a competitor analysis that enables them to make informed decisions and develop successful expansion strategies.

Once this strategy is defined, they must then launch their products and services in a way that maximizes market penetration, revenue generation, and brand awareness while defining their market entry strategy. Other important factors which must also be considered are identifying and defining their target customers, developing a pricing structure, and assessing the scalability and growth potential in new markets.

In 2023, they commissioned MSX to support in developing their business, by setting up a dedicated organization to oversee market research, feasibility studies, and operational setup, as well as utilizing MSX’s infrastructure and existing industry knowledge, including those with international Urban Mobility representants.

Scaling and building relationships

Using our competencies and experience, MSX developed a go-to-market strategy, designed to broaden our clients’ geographical coverage and introduce new customers.

This, along with an expertly crafted sales prospecting approach for identifying and engaging with potential customers would help them define the best customers or commercial entities to target based on the products that are applicable to them.

The solution enabled our client to grow their business development pipeline, build relationships, increase conversion rates, and expand into new markets. MSX established a specialized dedicated Business Development Team that included a dynamic salesforce and an Operational Solutions Manager (OSM). The OSM would oversee the relationship between the client and MSX, managing the sales team, and addressing any additional support requests from the MSX organization.

The OSM and salesforce collaboratively devised a strategy to attract potential customers’ attention, identifying both quick wins and long-term business opportunities. Their plan involved securing appointments and winning new business. Additionally, they aimed to create customized information and marketing materials for effective business development and seamless implementation of our client’s solutions.

Outcome: Accelerating competence, confidence, and compliance

The program achieved significant customer reach in Germany, connecting with over 400 contacts.

This improved the company’s brand awareness and visibility in the German market. Additionally, the development of a comprehensive overview of their product portfolio, complete with compelling commercial arguments, empowered the sales teams to approach a high volume of potential leads. The attractive product catalog played a pivotal role in showcasing their offerings.

The continuous refinement of the business focus ensures alignment with market needs and evolving trends. Clearly defining client requirements for the hardware selling proposition is crucial. Collecting and sharing relevant information allows for a more targeted sales approach. Market feedback provided insights into what worked well and areas for improvement.

Overall, our client’s solutions have gained interest from various sectors, including company fleets, road assistance providers, insurance companies, and fuel stations. As charging infrastructure continues to evolve, our client is now well-positioned to capitalize on these opportunities.

Net savings of

0

on travel expenses

Reduced lead time from

0 -3

months

Connected with over

0

contacts expanding market presence

Open doors to key players and system providers in the

EV-charging business

Detailed product catalog  

enabled sales teams to engage potential leads

To find out how MSX can help expand your business, visit:

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Boosting EV sales confidence: MSX EV Dealer coaching sparks capability growth

Boosting EV sales confidence: MSX EV Dealer coaching sparks capability growth

Fast facts

A multinational automotive manufacturer’s European Dealer Network

Prepare dealers for the huge rise in electrification in the automotive industry in general, to re-confirm the OEM’s EV sales strategy, dealer processes, dealer supporting tools, and to fully utilize the respective dealer’s EV vehicle sales potential.

Up to 350 dealers across 16 European markets

A modular EV Sales Coaching Program introduced remote coaching, online showroom, and an increase to the number of face-to-face visits across Europe.

Challenge: Overcoming EV adoption barriers in Europe

A major multinational automotive manufacturer, who is considered one of the most advanced OEMs in this space in terms of their product platforms and technology, were facing a number of barriers to their wide-scale adoption of EVs and needed a program that would build the confidence and competence amongst the dealer network to achieve the brand’s EV sales and growth ambitions.

With the industry’s move towards electric vehicles (EVs), dealer networks across Europe need to strengthen their conviction, confidence and competence to sell EVs to prospective customers.

These challenges included dealer staff commitment to EV sales, and the limited capability of dealer staff to offer the information, guidance and reassurance sought by customers in the consideration and purchase process.

Amid mounting pressure, global OEMs are investing significantly in their transition to EV production worldwide. The success of this particular OEM in Europe hinged heavily on securing a dominant market position within the EV segment, despite fierce competition from established OEMs, Chinese manufacturers, and traditional automakers.

Solution: Strategies for accelerating EV sales

MSX, with its rich history of partnering with the OEM on various important initiatives across Europe, developed the EV Dealer Coaching initiative, which is centrally created at European HQ level, customized for individual markets, and delivered locally across key European markets.

The initiative aims to optimize EV sales for the OEM through their dealer network and encompasses various strategic activities to assess the confidence and competence of dealer staff to sell EVs, and to enhance the readiness of dealerships to embrace EVs and effectively communicate with customers. The primary objectives include ensuring the dealer management mindset is aligned with EV sales goals, establishing EV expertise within the organization, refining the test drive process, improving product presentation and service, and ensuring a memorable handover experience.

On-site analysis and coaching form the initial phase, focusing on quick wins such as setting KPIs and establishing key actions for dealers. Regional managers play a crucial role in overseeing further activities post-coaching. Follow-up and remote sessions are conducted to validate progress, prepare for coaching sessions, and adjust strategies as needed. Remote coaching sessions involve reviewing previous tasks, assessing KPIs, and setting new tasks, with outcomes shared among stakeholders.

On-site reviews serve to maintain relationships, assess progress, identify roadblocks, and agree on actions to overcome challenges. The final phase involves reviewing achievements, ensuring sustainability of changes, and agreeing on further tasks. Throughout each phase, agendas are shared in advance, and outcomes are communicated via email with dealers, regional managers, and the market, ensuring transparency and accountability in the optimization process.

Outcome: Accelerating competence, confidence, and compliance​

This comprehensive coaching program has demonstrated remarkable success and resulted in significant improvements in dealer confidence and compliance. Our strategic approach focused on uplifting underperformers and aligning new dealers with industry standards, providing access to a pan-European network of local market experts. This level of expertise ensured a tailored and effective approach that not only strengthened dealership performance but also addressed market needs.

 

The program’s success was driven by the implementation of individual dealer coaching, facilitated by a dealer self-rating mechanism that enabled self-reflection and acceptance of potential gaps in knowledge. Compliance checks against EV standards and sales processes reinforced coaching objectives, ensuring a targeted and impactful intervention. In addition, local marketing campaigns generated leads, particularly leveraging the growing interest in sustainable energy solutions such as solar panels. Real-time analysis and improvement of test drive data, coupled with customer feedback mechanisms, further enhanced the program’s effectiveness.

 

The results speak volumes, with dealer confidence in selling EVs increasing by a remarkable 16.5%. Similarly, confidence in being EV ready surged by 16.3%. Dealer compliance along the EV customer pipeline experienced a substantial 32% increase. And compliance in customer engagement saw an impressive 62% rise. These outcomes demonstrate the transformative impact of MSX’s EV Sales Coaching Program, not only in enhancing dealer capabilities but also in driving customer-centric practices across the dealership network.

Find out how MSX can improve EV confidence and compliance throughout your dealer network:

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