Engagement overview
Operating in the competitive asset finance market required the client to plan initiatives utilising used car dealers in support of sustainable market growth. This necessitated a market trend scan, ideation workshop, financial assessment model and a deeper understanding of stakeholder needs through in-depth customer (ethnographic) research. A key aspect was the identification of new go-to-market initiatives aligned to the business strategy, able to provide sustainable market share growth.
BSG conducted a research exercise to identify leading trends and competitive factors in the used car market. This included analysis of ethnographic dealer needs through primary interviews and high-level behavioural data analysis.
Together with this needs matching exercise, an ideation workshop was used to identify key initiatives. High-level designs were created for each initiative, including a view of each initiative’s five-year revenue potential.
BSG proposed a build / measure / learn approach for the design of the flexible five-year financial benefit projection tool, incorporating sustainable measurement.
Making a difference
Through a collaborative ideation workshop, BSG supported the identification of key go-to-market initiatives. The initiatives were prioritised based on in-depth customer and dealer interviews, market scan trends and data driven insights. The resulting output provided clarity on initiatives such as the design of an execution roadmap and the financial value case, to drive sustainable action.
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