November 3, 2017
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Increasing sales using Lean Thinking
What was the Problem?
- Sales were not meeting target; although conversion rate seemed to be OK
- Identified need to improve ‘Opportunities to do Business’
- Management experienced effectiveness of visual management in After-Sales
Countermeasures:
- Visual charts for all salesmen to complete daily for Enquiries, Test Drives, Sales
- Daily meeting with sales manager to discuss gaps vs target
Salesmen completing his daily charts
Outcomes:
- Salesmen engaged in ‘their problem / gap’
- Activity adjusted daily – not at end of month
- First month: Enquiries +20%; Sales +17% vs previous year
- Second month: Enquiries +36%; Sales +47% vs vs previous year
Contributed to £190,000 uplift in profit for the financial year vs previous year
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