COACHING MODULES
An integral part within the ŠKODA education concept
6 MAIN TOPIC CLUSTERS
Plus extra remote approach.
MODULES
BENEFITS AND EVOLUTION
BENEFITS
• Improved financial and operational performance.
• Higher sales, improved loyalty and retention.
• Reduction of weak points and higher utilization of market potential.
• More effective and productive workforce, improved workflow.
• Better synergies between sales and aftersales.
• Attraction of new and existing customers.
EVOLUTION
• 2011 – 2013: ŠKODA Service Coaching (26 markets, 880 dealers, 8 modules)
• 2014: ŠKODA Coaching: Holistic Sales + After Sales
• 2016: Field Force + CI Coaching
• 2017: Managing People Performance, Dealer Principal Programme
• 2020: ŠKODA Business Excellence (3 pilot countries)
OVERALL CONCEPT
1. ADAPTATION
Market adaptation
Network analysis
Dealer selection
2. ANALYSIS
KPIs and processes
Benchmarking
Identify potentials
3. COACHING
Onsite coaching
Measures
Action plan
4. FOLLOW-UP
Review
Sustainability
Ongoing support
PROCESS STEPS
• Serves as guidance for on-site analysis.
• Identifies readily observable strengths and weaknesses.
• First impression of dealership performance and presence.
• Detailed analysis of dealership performance status before visit.
• In-person analysis of dealership.
• Observation of showroom and personnel engagements.
• Interviews with employees and management.
• Aggregate results of off-site and on-site analysis.
• Accurate identification of strengths and areas for improvement.
• Selection of appropriate coaching modules to improve performance.
• Tailor-made selection for a dealer.
• Covering all selected business areas.
• Supported by automotive professionals.
• Definition of working steps towards performance improvement.
• Serves as guideline for improvement process.
• For each focus area defines: action needed, responsibility, due date, KPIs, and fulfillment criteria.
• Off-site check and in-person visit to dealership.
• Check of performance against action plan.
• Amendment of actions to be taken if necessary.
STAFF & KNOW-HOW
STAFF
Development team
Roll-out team
Master coaches
KNOW-HOW
Network & dealer analysis tools
Customizable coaching content
Implementation proces
STAFF
Designated ŠC project manager
Qualified national ŠČ coaches
KNOW-HOW
Market specifics
Localization needs
Individual potential analyzed
Coaching based on specific potential conducted