CACI will help you solve a range of business questions, such as:

• What is the potential for used car sales and after-sales?
• What type of people live in a dealer territory?
• What is my best network of dealers?
• How can I best communicate with potential customers?
• What is the most effective advertising media for my territory?

Dealership Planning

CACI's approach to dealer sales prediction is to use customer behaviour (distance decay, brand attraction & competitor deflection) to determine the level of sales at any given location in the country. This is because, despite the power of brand (make and/or model) and the extensive level of advertising, when it comes to "shopping" (in its widest sense) customers' behaviour is still essentially geographical in origin.

A leading car manufacturer.

A leading car manufacturer employed CACI to analyse performance in an underperforming region and subsequently advise on the optimum number, and location, of dealerships required to maximise market share. CACI undertook a detailed assessment of the manufacturer's target customers, current performance and local competition. This provided an understanding of the market size, the potential of each dealership site and therefore how many sites were needed across the region.

A number of scenarios were run to determine the ideal site locations, taking into account customer behaviour and competition. Once completed the new network plan was approved, enabling the manufacturer to target and acquire key strategic sites within the region.