Sewells Group Prospectus

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sewells grouP broChure

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About us

VisioN & VAlues

VAlue Added

outsourCiNg

whAt sets us APArt

ProVeN MANAgeMeNt Model

deMoNstrAted CoMPeteNCe

ProCess effiCACy

soCiAl MediA

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Sewells Group is a Dealer Development Agency, specialising in enhancing the performance of Franchised Motor Dealers. Our approach to adding value is through sincere partnerships, be it with Dealers, Dealer Groups or Manufacturers/Distributors. By committing to the goals of our clients, and by taking a genuine interest in their growth, we form long and mutually beneficial relationships with them. Integrity and Business Intelligence are our watchwords.

While we are first and foremost a Retail Consultancy, we also partner major manufacturers in an effort to align wholesale understanding with retail operations. Our scope of work includes Business Management, Consulting, Training, Outsourced Network Development, Financial & Performance Benchmarking, Performance Groups, Assessment Services, Product Launches, Customer Satisfaction & Loyalty Interventions, Profit Improvement Projects and Field Staff Development.

Established in June 1982, Sewells Group has gradually grown in stature to the point where, in one way or another, we now provide Dealer Development services to dealers throughout Australia, New Zealand, South Africa, Thailand, Asia Pacific region and the Middle East.

“Nothing can be more powerful than a team with one single plan.”

Our very reason for being in business is to improve the performance of individuals and organisations in the automotive industry in measurable ways.

About us

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With our unique consultative approach and our universal experience, we will excel in our endeavours in the automotive industry because we listen and are sensitive to the needs of our precious clients, responding with creative solutions that can be measured for the difference these solutions make in enhancing the performance of the car Dealers we service.

Towards this end, we will attract, excite and retain high quality personnel whose creativity and general delivery of our services in the market place, are exceptional and widely acknowledged as being elegant and inspiring. Winning as we see it will be represented by a combination of healthy returns for our shareholders and approving acknowledgements from our clients who see an ongoing relationship with us as paramount to their plans for the future.

Through its commitment, skills base and strategic insight into the automotive industry, Sewells Group has formed long term and meaningful relationships with manufacturers and Dealers around the globe.

This is in line with the Sewells Group philosophy of supporting its clients with a “can do” business partner frame of reference, rather than a “supply and move-on” mentality.

VisioN & VAlues

“If you cannot see how the best are performing, how do you know how good you really are? How do you ever drive your staff to produce more?”

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IntegrityWhat we think, what we say and what we do are in harmony.

Continuous ImprovementWe demonstrate a restless drive to be better in everything we do adapting constantly to changes needed to stay abreast of the very best in our field.

MeasurementOur willingness to measure the impact of our performance sets us apart in a very strong sense. As such we eagerly seek means to monitor every possible initiative to prove our worth.

CommitmentWe retain undistracted levels of devotion to our plans, to our clients and to our projects.

PartnershipsOur relations with our clients will be acted out as though we were a part of their being. They will have a deep sense of our belonging and sensitivity to their cause.

InnovationWe encourage creativity in our people with our preference for developing our own solutions to the challenges of our esteemed clients. We constantly develop and refresh our products and services.

our shAred VAlues

• Global base of data

• International experience

• Holistic and integrated programmes, forming long term strategy for development

• Effectively changing culture

• Customised programmes to suit your needs

• Applied business education and training

• Measured growth

• Dedicated specialisation in the motor industry for over 25 years

• World class technology

• Learning applications on your floor or in the classroom

• Educational, strategic and tactical interventions

• Integration of wholesale and retail objectives

VAlue Added

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Sewells Group provides an outsourced agency service for clients, that addresses the challenges of managing a motor retail network, and ensures continuity and the provision of professional expertise.

The outsourced service integrates at a strategy/management/operations and execution level, and under a single banner, then provides a range of dealer performance enhancement products and services so as to ensure that intense focus is given to business health as a ‘way of life’ for all nominated dealers in a network structure.

Dealer networks are encouraged to actively pursue a state of wellbeing and heightened learning as a means to improving performance and value in their businesses, as well as customer value-add.

Sewells Group continuously enhances and improves the constituent elements of the development model to ensure that Dealer networks are being developed in line with market conditions and contemporary development thinking.

outsourCiNg

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The desired goal is:

• Sustainable dealer performance, growth and upliftment.• Enhanced value of the client’s brand.• Improved customer satisfaction.• Improved productivity in the dealership.• Improved profitability in the dealership.• Achievement of the client’s strategic objectives.

Key Principles embodied in the approach are:

• Dealer acceptance of responsibility for ‘own’ wellbeing and development.• All activities must contribute to dealer health (integration of the effort).• The use of process and performance data to drive improvement actions and

decision making.• Use of one umbrella brand as the resource for attaining dealer health.• Three way partnership between the client, the dealer organization and

Sewells Group.• Empowerment of field-staff through the development of true retail

understanding.

outsourCiNg CoNt.

The concept is based on the medical health industry principle, that one should pro-actively contribute towards, and work on a healthy lifestyle, whilst having critical resources available should the need arise.

A consistently healthy lifestyle with regular monitoring is a vital aspect of the health process, if crises are to be averted, and health sustained.

The achievement of the client’s corporate goals and vision is largely dependent on a dealer network that is healthy - in strategy; profit; process; people; customers - and which sees itself as a viable, return driven entity to its owners.

The Sewells Group engagement model requires an in-market capability to enable the application and execution of the elements within the model. Sewells Group appoints dedicated resources to manage and implement the model on behalf of the client. The outsource team lives the brand and its culture.

Sewells Group also offers an outsourced service for components of the model, examples are the Training and Development Management function and the Business Management function.

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Sewells Group has been privileged to experience and work among top performing dealers and OEM’s throughout the world resulting in an understanding of how they achieve great results on a sustainable basis.

The common thread in these dealers is their ability to develop superior capabilities in three critical dimensions of their business:

Process capabilityAll key business processes have been identified and customer orientated processes and procedures have been developed and implemented, these are continuously reviewed and “best practices” introduced. Management are responsible for these, and staff are trained to the required level of competence on the processes and procedures and are vocal advocates of their processes and procedures.

People capabilityStaff are recruited with their development potential in mind, are trained and managed to maximise their capabilities and motivated to perform through leadership and remuneration structures.

Management capabilityThe dealership applies a business management model which is orientated towards results, avoids distractions and focusses on the key performance areas of the business. Management and staff are trained on the business management model, and have the knowledge and experience to implement in their key performance areas.

whAt sets us APArtSewells Group Integrated Dealer Performance Management Model

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MANAgeMeNtCAPAbility

PeoPleCAPAbility

ProCessCAPAbility

best PrACtiCedeAlers

Best practice dealers develop creative measures of their performance in each of the dimensions and continuously evaluate their performance, planning and implementing corrective actions.

The three dimensions are integrated in the dealership environment and are managed in a holistic manner.


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Sewells Group understands the importance of managing and developing these three dimensions in an integrative manner therefore the Sewells Group’s model focuses on the performance development of franchised automotive dealers using a holistic approach of measurement, analysis, education and development in line with the three dimensions of retail performance.

Proven Management Model

The consistent application of a business management model, which focuses efforts on the critical areas of performance which contribute to the achievement of above average results

Demonstrated Competence

The development of staff to a point where they can demonstrate competence and the retention of staff by creating an environment conducive to self-motivation.

Process Efficacy

The application of efficient and measurable processes that drive behaviour, are oriented towards sales and service growth and the development of customer loyalty.


ProCess effiCACydeMoNstrAted CoMPeteNCe


sustAiNAble deAler heAlth

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The first component of a dealer performance model is the consistent application of a business management model, which focuses efforts on the critical areas of performance which contribute to the achievement of above average results.

Sewells Group supports the achievement of this by providing a business management model based on the proven MRA™ concept, underpinned by the eSOS financial reporting system, driven through performance groups and consulting interventions.


Dealer accounting consultingDealers require meaningful financial information in order to make informed strategic decisions in their businesses, and to better achieve the BM model. The accounting practice followed will determine if that information is accurate and relevant.

Sewells Group accounting guide serves as a reference source for best practices and principles which should be applied to record motor dealer transactions and the analysis and interpretation of dealer financial performance. Users can access know how and obtain an understanding of a number of accounting and financial management responsibilities.

Sewells Group has a pool of highly experienced dealer accountants and financial managers who can assist with any aspect of dealership accounting.

eSOS reporting systemThe fundamental benefit of business intelligence is the support it provides for a better decision making process in the area of dealer and network performance management.

eSOS is a fully integrated, secure web based data collection, data sanitising and analysis management tool designed exclusively for the retail automotive market and has proven its capability and capacity. As a portal for total performance reporting, eSOS extends beyond just the financial area.

eSOS was developed to meet both the enterprise/risk management requirements of an OEM, as well as the developmental needs of the dealer network. Fully integrated into eSOS is the proprietary Sewells Group MRA™ model, which ensures reporting and actionable data on the key ratios and KPI’s a dealer should be focusing on to ensure the health of their business.

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MRA analytical modelOur core belief is that successful dealers consistently apply a proven management model.

Sewells Group MRA™ model is a high level financial and performance analysis model which is used to analyse automotive retail performance and to guide strategic decision making. By promoting improved retail management through the “Mix”, the “Retained” and the “Activity”, we are more accurately able to define the processes and competencies which require improvement and offer support to address these gaps.

Dealer business consultingManaging a dealership can sometimes be a frustrating exercise with so many distractions which lead to uncertainty as to the way forward. Sewells Group offer a consulting service which matches the expertise and competence of a Sewells consultant with a client’s specific needs.

Sewells Group structured offer, the Dealer Health Check process is designed to provide a professional insight into the dealerships current and potential performance. Reports are compiled by leading industry consultants and highlight clear performance issues and areas of opportunity.

Sewells Group also supports the development and implementation of the actions needed to remedy the performance issues and take advantage of the identified opportunities.

Performance and development groupsAt the core of Sewells Group dealer focused philosophy are world class performance groups. Essentially these are peer-group forums where dealers are able to identify the financial drivers, processes and practices which lead to superior business results.

Facilitated by a senior Sewells Group consultant, leading practices are identified through the use of industry benchmarks, dealership processes are assessed and analysed in an action-learning environment in order to understand high levels of workplace performance. Sessions are designed to be engaging and interactive through the discussion of real life problems and opportunities. Participants are encouraged to openly exchange and articulate ideas, which will assist in enhancing performance and identifying untapped sources of additional profit. Structured to meet three to four times annually performance groups embrace the concept of continuous improvement.

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The success of a dealership relies on the development of staff to a point where they can demonstrate competence, and the retention of staff by creating an environment conducive to self-motivation.

Sewells Group provides learning interventions supported by an interactive learning management system which enables learners to develop and demonstrate the required competencies and gives recognition for their achievements.

Training needs analysisThe key to meaningful training and development interventions is the effective identification of training and development needs. One needs to establish “What individuals need to be able to do”, the knowledge, skills and attitudes which are essential to performance.

Sewells Group recognises the importance of this step in the developmental process and has a structured training needs analysis process which is customisable to a client’s situation and needs.

Curriculum developmentDeveloping integrated learning pathways enables learners to understand the road to competence and to plan their development requirements appropriately.

Sewells Group experience in designing career pathways and the associated curriculums plus our own uniquely designed pathways for motor retail can save clients many hours of redevelopment.

Training and developmentThere is much debate about the cost of training and developing people instead of considering the cost of NOT training and developing people. Nothing in your business escapes the impact of well-trained staff, from your customers to your creditors. All motor dealers face the challenge of retaining and developing effective management and staff to allow them and the business to grow.

Sewells Group provides needs based training, with proven competency based outcomes, through which individuals can grow and deliver in a way which suits the dealership and the individual. Sewells Group training philosophy is one where learners leave their training experience not only motivated, but with the skills and practical experience to be able to apply their new knowledge in the workplace.

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Learning administration and managementThe management of the learning process is an admin intensive task. Keeping track of numbers of learners all at different stages in their development plans is a complex process.

Sewells Group recognises the importance of accurate and meaningful training and development data and can support clients with our admin support teams and our online learning management system.

The Sewells Group LMS contains the following elements:• An online training management system to co-ordinate all training and maintain

learner records.• An online learning portal where learners and their managers can track their

progress, access courses, materials and information.• An online testing facility to conduct training needs analysis and for testing

competence.

Product and other strategic interventionsTraining and development must support the OEM’s and dealers operational plans by preparing individuals for the introduction of new products and systems.

Sewells Group has developed an approach to new product launches which equips the sales teams to effectively represent the new product from the start. This crucial period of product introduction requires competent sales people you are able to present the unique selling points to prospects with enthusiasm, knowledge and professionalism. The launch of new systems also requires staff to be prepared for the introduction, through meaningful training interventions using the most appropriate methodology.

Reward and recognitionEffort in developing staff without recognition and/or reward diminishes the motivational effects of the new knowledge and skills gained. It is human nature to appreciate one’s achievements being recognised.

Sewells Group works with clients to implement appropriate recognition and reward systems which are sustainable and become focal points for new entrants to achieve. The Sewells Group recommended approach is to integrate development with actual performance in reward and recognition programs.

Leadership programsManaging an enterprise with five distinct ‘lines of business’ is a challenge in itself. Throw in the three dimensional components of customer interest versus OEM interest versus shareholder interest and we emerge with a rather complex and intriguing business model called the modern car dealership. Now take these complexities and weigh up the investment in the business (capital employed) against the investment in the manpower charged with producing a return on this capital and we emerge with one of the most intriguing conundrums in the industry. Sewells Group leadership programs are designed to develop individuals to meet these challenges.

deMoNstrAted CoMPeteNCe CoNt.

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deMoNstrAted CoMPeteNCe CoNt.

Departmental leadership programThe departmental leadership programme is designed to equip participants with the knowhow and strategic tools to enable them to effectively drive departmental performance. This includes examining a balanced approach to leading and directing automotive retail operations in a way which accommodates the three dimensional requirement of achieving optimum market penetration, providing exceptional levels of service and generating superior returns for the business.

Advanced dealer management programThe Automotive Dealer Management Programme is designed to equip delegates with the knowhow and strategic tools to enable future dealership managers to successfully achieve a balanced approach to leading and directing automotive retail operations in a way which accommodates the three dimensional requirement of achieving optimum market penetration, providing exceptional levels of service and generating superior returns for the business.

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ProCess effiCACyThe final component of the Sewells Group Management Model is the application of efficient and measurable processes, which drive behaviour and are oriented towards sales and service growth and the development of customer loyalty.

The absence of stable, non-variable processes in a dealership has a significant impact on the ability to develop and integrate competence into the business, as well as the ability to effectively manage a department. Sewells Group provides sales and aftersales processes and guides, which can be customised to client’s needs, are underpinned by the iManage process management system and driven by consulting and coaching support.

Process designAnalyse any successful business and you will find in the core, processes which have been thoughtfully developed and continually refined. Providing quality and consistency to the customer’s experience of the contact points with the dealership will contribute positively to customer satisfaction.

Sewells Group assists clients to design the processes which will best serve their customers’ needs based on the businesses environment. Sewells Group own generic sales and aftersales processes have been robustly tested and with relatively minor changes, can work for most dealerships.

Process implementationEffectively designing processes is only the start. The challenge is to be able to implement and apply them consistently and effortlessly.

Sewells Group process implementation guidelines ensure that all staff are involved in being part of the implementation, by contributing their own ideas to improve the processes. Process training is not a once off, staff are placed into teams to regularly review the process steps, identify areas which need improvement and are provided with the tools to improve the processes.

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Coaching supportAn external coach can assist in identifying dysfunctional performance or weaknesses in the process steps. Sewells Group provides coaching support to a dealer implementing new processes or wishing to improve their performance with the current processes.

The coach can conduct in-house training on specific aspects of service delivery or help with the re-engineering of processes to improve performance. The coach can also be used to implement Sewells Group process implementation guidelines, understanding potential pitfalls he can make the introduction of processes more effective by reducing the time required to achieve competency.

iManage process management systemTracking process activities is an essential step in sustaining and evolving process efficacy.

The Sewells Group iManage process management system enables the sales and service teams to track, monitor and benchmark their performance.

Compliance auditsEnsuring that your processes are compliant with the standards you have set is a key part of process efficacy.

Experienced Sewells Group consultants can perform this role through a structured audit process. Feedback will clearly indicate where there are process breakdowns and the remedial action required.

ProCess effiCACy CoNt.

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Sewells Group is committed to developing a collaborative relationship by forming communities with our staff and with our valued clients.

The purpose of these communities is to encourage two way dialogue where we can share information of interest and best practices with our market and harness and share the intellectual capacity of our staff.

These forums will also facilitate feedback from our staff and clients on issues that concern them and opportunities for Sewells Group to improve their products and services.

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disclaimer: the information in this brochure is correct at the time of production. sewells group reserves the right to make changes at its sole discretion.

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Sewells Group Prospectus

Automotive

Transcript of Sewells Group Prospectus