Automotive

After-Sales Potential Analysis

Starting point

  • The profit share in after-sales for automobile manufacturers is over 50%. Therefore, the potential in the after-sales area should be better utilised
  • The repair history data of vehicles is not being used for marketing-relevant information
  • Accurate information about upcoming maintenance work on vehicles is lacking to drive revenue growth in retail
  • Customer churn from older vehicles to independent workshops

Procedure

  • Determine the repair history of individual vehicles
  • Forecasting upcoming repairs based on various models using IBM SPSS
  • Automated, ETL-based data provisioning of the data warehouse with data from central and decentralised data sources, including all available invoicing data from the markets
  • Preparing the data for potential analysis in the form of a target customer list

Features/Project outcome

  • Transparent, up-to-date data provisioning of the system
  • Verifiable data quality
  • Analytical calculation of potential customers in the market (Predictive Analytics)
  • Reporting to visualise potentials at the vehicle and dealer level
  • Interface to marketing systems (e.g. for email campaigns)

Customer benefits

  • Current repair history on a vehicle basis
  • Unlocking potential directly at the dealer
  • Retaining or regaining the loyalty of customers with older vehicles
  • Basic marketing tool with high potential for further market analysis
Erich Holzinger | Senior Manager / Authorised Officer
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