How carsales is spreading the word about its leading edge data resources to its sales teams across the country
It’s often said that knowledge is power – and a more up-to-date version of a classic line could well be ‘with great data comes great potential’.
After a lot of hard work by many people across the carsales business, the latest Dealer Insights data suites are being rolled out to our teams right around Australia, spearheaded by a roadshow lead by the GM of Dealer Sales and Operations Craig Fraser, the General Manager – Automotive Matt Heggie and the Head Of Executive Business Ren Blanning.
carsales Insights caught up with Matt and Ren at the Sydney leg of the roadshow.
“The Insights report is a suite of reports that so many stakeholders within our business have spent time developing, from our data engineers, data scientists, product assistance, our wonderful insights team, our state managers across auto and our lifestyle, leisure and industry verticals. And we’ve basically put together all of the data points, the metrics that matter if you like, um, that help dealers around Australia operate their businesses.
“The roadshow is us really travelling around to each state; Craig Fraser, Matt Heggie and I, training our teams and introducing some of our newer team members to all of the metrics and showing them how they can best use them in the field.” – Ren
“This is about really taking great insights to our dealers about how they can improve their performance in-market, utilising our tools, but equally understanding how their business sits within the broader market itself.” – Matt
“It has been so nice to see all of his hard work come together and be received with such open arms. All of the field teams, all of our account management teams are just looking forward to getting this data out to their clients, to really help them understand how they can operate their business better in 2022.” – Ren
“We started at Queensland a few weeks ago and then Melbourne last week. And it’s great to see the differences of questions you get from each market and the way where they’re sort of drilling down to certain key points. And it’s been great to see the really fantastic engagement understanding and real-time feedback too, which is always critical to improvement.” – Matt
“We showcased some of these data points at AADA back in June, and the response from that was excellent. So we were just been rubbing our hands together and couldn’t wait to get it out to the team. So I think for our field team to really go out and consult with a dealer on their operations and digital operations is just such a powerful thing.” – Ren
“It’s really about sharing with our dealer partners and, and big partners these reporting tools and we literally get them behind the, behind the scenes, beyond the usual nice PowerPoint presentations we all do. We literally take them into the workbooks themselves and do it live, which can be a bit dangerous, I’ll be honest with you! But they get a real sense of looking behind the curtain, if you will, and seeing how things are actually working.” – Matt
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“I think it’s really been the fact that it’s a combination of leading and lagging indicators. And with the leading indicators, that’s a really a first for us, providing the teams with a tool that they can go into their dealers and speak to them about their operation mid-month. Are they on track or off track? Is there something they can do or change so that they don’t get to that end of the month and say, ‘well, hang on a sec. What happened?’ That’s been the most exciting part of the report.” – Ren
“Many of the dealers have been surprised by how much we can actually show them about what we know about the business, and that’s been a really good step forward. Pleasingly, much of what we presented to them has lined up with the way they believe their business is performing, too. And that’s really important, which is good validation.” – Matt
Explore our suite of products across the journey to vehicle sale HERE
