AUTOMOTIVE TRAININGSALES & SERVICE

WAGONS TRAINING

Wagons is a global leader in blended learning solutions. For nearly a decade, our automotive experts have

designed, delivered and managed tailored learning solutions across thousands of locations, all over India.

To date, we have delivered thousands of hours of training — including product launch training for multiple

automotive introductions — to the world’s most successful organizations. The end result, time and again? Short-

term sales, long-term customer loyalty and dealership profitability. In other words: Everything you need to shift

your business into the next gear.

Wagons works with you to analyze, implement and track learning solutions aligned perfectly with your

business needs. From product launches to parts and service training to sales and after-sales training, we leverage

the most advanced learning technologies to engage employees and inspire customers to be passionate about your

brand. That’s excellent news for your bottom line.

Product Launch Training

Wagons takes a phased approach to new product training that builds and sustains excitement to ensure successful

product launches. Our programs are based on a thorough understanding of your business objectives, and backed

by creativity and best practices that effectively support your sales and service teams.

Service Training

Wagons creates, delivers and administers both technical and non-technical automotive retail training programs.

With learning solutions enabled by highly sophisticated vehicle technology — including dynamic 3D animated

simulations we enable technicians across the globe to diagnose complex technical vehicle components.

Sales and After-Sales Training

Leveraging years of expertise, Wagons helps automotive leaders reinvent the way they deliver sales and after-sales

training across their enterprise. Through a sales process map; research and assessment; curriculum and gap

analysis; and sales management training, our learning solutions maximize your sales potential.

CERTAIN ABOUT

BEING ASSOCIATED

WITH THE MOST

INFALLIBLE

BRAND?

WAGONS TRAINING

Training is an important thread in the transformation and performance management strategy of all

companies. It however has remained under emphasized area till recently. Organizations are exploring and

experimenting to figure out the right approach for retail training. Wagons, a pioneer in the field has successfully

implemented many of its proprietary frameworks & tools for effective and sustainable people development. Our

domain expertise and technical knowledge give us a clear edge over the providers of generic training companies

Technical and Non technical training for dealership personnel in the areas of sales, after sales, parts, used cars,

accessory business etc.

Training courses for OEM channel management and field operations teams.

Certification methodologies developed in line with global best practices in automotive retail

Proprietary assessment and profiling tools.

Training Need Assessment and Competency Mapping.

Content Development and Knowledge Management Solutions.

TRAINING MODULES

Vehicles Covered : 2W, 3W, Cars, Commercial, Tractors, Construction

Equipment

Automobile Basics (All Aggregates) Technical Training

Vehicle Commercial Selling Skills, Sales Process & FAB

Auto Finance With Balance Sheet Analysis

Motor Insurance

The art of selling & Business Development

Soft Skills And Personality Development

Attitudinal Training

Corporate Etiquettes

Personal Productivity & Process Competency Development ( Using

Cutting Edge Technologies Like Six Sigma, NLP & Other Advanced

Behavioral Skills)

Supervisory Skills

Micro Monitoring & Business Tracking

Vehicle Feature Based Selling & The Professional Selling Process

Effective Presentation Skills & Maintaining Customer Satisfaction

Sales Manager's Role In The Dealership

Financial Institutions & Their Requirements

Sales & Dealership Profitability

Stock Ageing & Model Wise Focus

Understanding Reports And Reporting on systems

Basic Computer Knowledge

Planning & Implementation

Cash Handling

Bank & NBFC Relationship Building

Vehicle Servicing

Dealership Accounting

2. Existing Dealership - New Sales Executive/Manager Induction

Training Program

Basic auto knowledge & Auto aggregate knowledge

Product knowledge & Technical comparison

Product sales pitch : importance & usefulness of each product attribute relevant to the

pitch and Categories of customers Counter competition pitch

Objection handling techniques

Sales talk (delivery), soft skills ( body language/etiquettes), selling skills, tele - skills etc

Standard vehicle demonstration talk

EMI calculation

Finance documentation and Leveraging NBFC, Banks & Rural Banks

Enquiry generation (ways)

Promotional activities – how to do. Do's n don'ts in promotional activity

Application based sales pitch and approach

Operating economics and sensitivity analysis

Understanding customer needs, Right customer finding, market segmentation,

application, class of customer, buying power, decision makers…etc.

Penetration Tips : - Developing Relationship with opinion makers, influencers,

agents & rural etc.

RTO registration process and documentation

Interpersonal skills, self belief , professionalism

Sales process Training & implementation

Case closing techniques to improve conversion factor

Sales Kit and its importance

Leadership skills , Managing people

Target orientation , team building , negotiation skills

Customer engagement & delight

Reporting & tracking

Delivery process and importance, showroom sales

Influencing people , becoming successful and career guidance

Knowledge Sharing - experience and learning to enhance sales

CORPORATE TRAINING

SALES TRAINING PROGRAMS

1. New Dealership formation & Induction Program

Monitoring the dealer infrastructure work in progress

Completing the setup as per Company/OEM requirements

Forming the Manpower/team for each department like Sales, Counter sales, Reception,

HR, Accounts, Technicians, Service advisors, Spare part managers, Works Managers,

AGM, GM & other office staff.

Hierarchy/organization structure formation

Induction training on product, process, people development for Sales & Service team

Sales improvement techniques & generating profit

Customer Service, spare part sales & revenue generation

Implementation of systems & process

CRM DMS training & implementation

Supporting & managing inauguration of dealers

Monthly training & evaluation for improvement

Hand holding all the departments for effective implementation for a span of one year

3. DEALER SALES MANAGER PROGRAM

Leadership skills, Managing people

Effective implementation of OEM systems & process and monitoring

knowledge Sharing - experience and learning to lead

Reporting & tracking

Influencing people , becoming successful

Effective Presentation Skills

Sales & dealership profitability

Stock ageing & model wise focus

4. Auto Finance- Sales Manager/Executive Program

Loan Concept, Need & Scope for Auto financing.

Vehicle – Product lines, Categories, Demand & analysis.

Competitor market study

Approved Borrower's Profile

Credit approval process & role of credit bureau

Interest rates, NPV & IRR concepts.

Balance sheet analysis & general norms for funding

Used Vehicles Understanding

Equated Monthly Installments : Basics & in detail study

Disbursement process & documentation

Cross sell penetration & tips

Sales strategy – through various events, bank branches, open market channels

Auto Dealer relationship management for lead generation

Customer reference lead generation

Positive Attitude Conditioning, Context Reframing, Stimulus & Response, Kinesiology

Concept, Opinion, Belief & Conviction, Life Lead: Class, Credibility & Mega Credibility,

Traits of Good sales Person, Sales Call Preparation Pre call prep. & Post Sales Analysis,

Handshakes & Types, Time Mgt.- Fundamental Steps in managing time, Territory Planning,

Pareto Principle, corporate etiquettes, sales call preparation

Stress management, Negotiation Skills

How to become successful sales person

How to influence people

Meeting skills, Listening skills & Questioning skills

CORPORATE TRAINING

SERVICE TRAINING PROGRAMS

1. Advanced technique of vehicle repair

(for Technicians & Works Managers)

Function

Working principles

Identification of parts

Aggregate dismantling and assembly

Minor and major repair adjustments of all aggregates

Maintenance of aggregates

Minor and major repair on compressed natural gas (CNG )

Vehicle repair as per repair time schedule

Complaint diagnosing and action plan

Measurement technique of precision instruments

Electrical & Electronics functions, complaint diagnosing & Repair

Air condition function, working principles and repair

2. Multi Skilled Assembler (for manufacturing plant assembly team)

Function

Working principles

Identification of parts

Measurement of precision instrument

Minor and major adjustments of all aggregates

Maintenance

CORPORATE TRAINING

3. Effective communication skill for CSI improvement

(for dealer service team)

Team work

Interpersonal skill

Corporate etiquette

Stress management

Time management

Objection handling

Effective complaint handling

Effective meeting skills

Employee motivation

Presentation skills

Conflict management

4. Launching of New dealer service centre/workshops

1. Make available Trained man power –mechanics , service advisors ,assistant workshop managers

and workshop managers

2. Infrastructure of workshop – Errection of service centre with minimum cost

i. washing pit

ii. No of working bay's, by the study of vehicle population of area

iii. Special tool room & warranty room

iv. Lubrication store

v. Spare parts ware house ,counter sales

vi. Aggregate over haul / Engine over haul

3. Systems process & Documentation of work shop

I. Reception

II. Job card opening

III. Spare part challan

IV. Lubricant challan

V. Closing of job card

VI. Billing / invoice

VII. Effective implementation of data base management system

4. Training manpower for petrol, CNG and diesel operating vehicles \

i. Running repair

ii. Minor repair

iii. Major repair

iv. Aggregate over haul

v. Engine over hauling

vi. Vehicle testing after repair

vii. Accident repair , paint shop

viii. Annual maintenance contract

ix. Importance of float units to minimize the down time

5. Vehicle PDI: Better Advance Technique of repair to minimize warranty cost

6. Training and implementation of 5S & Kaizen process

7. Arranging service Campaigns at various locations for sales & service promotions

i. Service marketing techniques to improve in flow of vehicles

ii. Onsite service facility

iii. Mobile service van

CORPORATE TRAINING

Mr. Neeraj Kumar (B.E) : Head

Training – Auto Behaviourial &

Soft Skills.

Trained & Certified Six Sigma Black

Belt from USA & a former Lean Six

Sigma Coach for Asia Pacific Region

for 3M handling training &

implementation of Lean Six Sigma in

DMAIC & DFSS methodologies. One

year of training in QFD (Quality

Function Deployment) by Dr. John

Tereninko, one of the pioneers of this

methodology in the world. Certified

Master Practitioner of NLP from the

National Federation of Neuro-

Linguistic Psychology USA, and a

Certified Trainer from Silva Mind

Control, International, Laredo Texas,

USA. Former Associate Editor of a

monthly success magazine being

published by the Institute of Human

Mind Potential Development. Member

& Leadership Trainer for FKCCI's

Information Technology and

Knowledge Based Committee & a

distinguished speaker in many forums

like CII, Rotary Clubs etc.. He has been

trained in person by some of the

living legends like Dr. Richard Bandler,

the founder of NLP, Anthony Robbins,

Dr.Stephen Covey, etc in the Neuro-

Linguistic Programming. “Neuro-

Hypnotic Re-patterning”, “Unleash

the Power Within”, & 7 Habits of

Highly Effective People, to name a

few. He has appeared in many

regional TV talk shows by Udaya, ETV,

etc in the areas of self-development

using NLP. His other hobbies include,

hand writing analysis, hypnotism and

acupressure. His specializations

FACULTY

Mr. K.Vasant Pai (B.E) :

Head Training –Technical

An Engineer with over 35 years of

experience in the auto industry, Mr.

Pai has served the likes of BEML &

TATA MOTORS at various functions

like service, R & D & Technical

training. He has headed the team of

Tata Motors Training Centre (TMTC)

for more than a decade. Mr. Pai has

not only trained people across India

but in various other countries too. He

holds the distinction of training

thousands of candidates for effective

Mr. G. S. Hegde (B.E) : Head

Training – Auto Commercial

A commercial auto selling expert with

an experience of over 24 years. Mr.

Hegde has handled major portfolios

at Force Motors Ltd. His most recent

being that of a Divisional Manager

(Sales & Marketing). His expertise lies

in developing team for sales and

service, micro monitoring, systems &

process implementation, strategy for

promoting the products, dealer

development and appointment of

new dealers in unrepresented areas,

govt. and institutional sales, logistics

& inventory management.

Michael Rodrigues :

Michael has over 20 years of work

experience in Sales, Leadership, L&D

and Service Quality. He has a

passionate belief that

people are key to success in

anyorganization. Academically he is a

BA graduate with Post Graduation

Diplomas in Marketing and Human

Resource.

He is also a Certified PRISM

(Brain Mapping) Practitioner.

Head Training

– Finance Behaviourial & Soft

Skills.

Professional Experience?Group Leader ncharge- Eureka Forbes Ltd?Area Sales Manager - nubhavGroup?Business Head- randslamMarketing

Training Experience & Certifications?Behavioural trainer for 15 years?Sales Trainer - smmart Consultancy?Training Manager - Max New York Life Insurance?Vice President Training - otakahindraBank

NLP ractioner, OD ractioner

AUTOMOTIVE CONSULTING

CONSULTING SERVICES

v�Analytics

v�Business Turnkey

v�Business Process Management

v�Change Management

v�Customer Relationship Management

v�Channel Building & management

v�Finance and Performance Management

v�International Development

v�Manufacturing

Wagons Automotive sales & service Practice serves clients around the world with engagements spanning

almost every major vehicle system, assembly, channel partners and component group. Industry areas served

include automobiles, cars, bikes, construction equipment, trucks and buses, automotive distribution and retail,

automotive suppliers, machinery, mechanical and electrical components, plant construction, and other related

businesses. We’ve worked with major automobile and commercial-vehicle manufacturer, and companies focused

on downstream sales and distribution.

Our people combine hands-on experience in automotive, engineering, and related disciplines, Financial

services & Banking with broad training in business management. We have deep functional expertise in nearly every

aspect of the value chain—product development, manufacturing, purchasing, and supply, as well as branding,

distribution, and retailing.

Wagons Management Consulting helps both auto & finance businesses achieve high performance. Drawing

on our groundbreaking research and hands-on experience with high-performance businesses, Wagons delivers

insights and puts them into action. Wagons does turnkey services to make the business start its first step.

Delivering this kind of value requires a broad range of talent and capabilities – across human capital, strategy

& operations and technology – and importantly, aligned to the unique needs of specific sector, business and

organization.

Our clients look to us for the ability to implement the ideas we present. They expect excellent performance

that draws upon our breadth of industry and service experience. Simply put, we provide our clients with world-class

insights that generate tangible and measurable impact.

v�

v�Mobility Services

v�Operations

v�Process and Innovation Performance

v�Risk Management

v�Smart Grid

v�StrategySupply Chain Management

v�Sustainability

v�Talent and Organization Performance

Mergers, Acquisitions and Alliances

OUR EXPERTISE

Automotive OEMs (Original Equipment Manufactur ers)

We work with OEMs across all sectors of the automotive industry, from passenger-car and light-truck

manufacturers, to heavy-truck manufacturers, to agricultural and construction equipment companies. Our

consulting staff consists of individuals who combine professional experience in automotive, engineering, and

related disciplines with broad training in business management. Our work with OEMs covers strategy,

organization, M&A, brand management, product launch and project management, lean manufacturing and

production, supplier management, and value-chain cost reduction.

Automotive Suppliers

We work with companies across the automotive supply chain—mechanical-, electrical-, and electronic-parts and

components suppliers, materials suppliers, and equipment suppliers. Our service to these clients includes corporate

and business unit strategy, technology strategies, new business opportunities, mergers & acquisitions, cost

reduction, and supply-chain management.

Machinery Industry

We have a strong track record serving assembly specialists and tool manufacturers, by leveraging the professional

experience of our consultants in automotive and engineering disciplines to help build institutional skills, create

growth strategies, and identify and implement cost reductions. As in all Wagons work, our goal is to help clients

make positive, lasting, substantial improvements in their performance.

THE TRAINING SUITS TO THE FOLLOWING COMPANIES

Office : 15, 3rd Floor, 'D' Wing, Green Natraj Residency, Chavan Nagar,

Padmavati, Pune - 411 009. (Maharashtra, India)

E-mail : contact@wagonslearning.com

Website : www.wagonslearning.com