In an overall recessionary economy, the demand for purchasing new cars is likely to stay suppressed and the lead time from initial interest to actual sale would be longer. In such situations, organizations need to work on improving their Lead to Conversion ratio very aggressively. This would push companies to work on both the quantity as well as the quality of leads in the pipeline and also empower the sales force with readily available, relevant and updated information, so that speed of response against customer queries is satisfactory.

Maintaining the interest and profitability levels of dealerships would be one of the most important areas of OEM thrust to ensure that the dealership owners stay interested in this business venture. Another area of focus is expected to be Customer retention. As marketing & sales budgets are likely to stay under pressure in the short to medium term, automotive OEMs would be constrained to go all out in order to woo new customers. Thereby understanding and acting on insights from existing customers and holding them back with new car sales, more service and accessory based engagements, used car vehicle transactions etc will increase so that there is a rise in revenue share per customer.

How can Wipro Help?

Wipro has executed several custom application development and maintenance projects in the marketing & sales space which address key areas like Order management, Incentive management, B2C portals, Vehicle and Dealer tracking system, etc. Wipro has also executed several complex Global CRM system roll outs. With deep rooted product partner relationships with Siebel (Oracle), SAP-CRM, Sales Force.com and Clarify, we have extensive capabilities across consulting, application implementation and maintenance, upgrade and support services.