Programmes

Browse through these solutions, decide which area of your business we might make
the most difference in and then challenge us to prove our confidence is well founded.
If you are looking to sell more parts, sell more hours, sell more used cars, sell more
new cars or even sell more vans, there is something here for you.

TelephoneSuccess™
40% of sales prospects telephone first and nearly all of them go on to buy. Can you
imagine a more important prospect?
Despite your prospects intentions though, most telephone customers are thwarted in
their efforts to buy because most salespeople are not skilled in this part of their role
and most are not motivated to improve.
More
“Pick up that phone!!!”
Someone wants to buy…

What’s it cost?
Here is the cost of doing nothing. The bottom line comparison for two salespeople,
Adam Average and Mike Martec follows: They both take 100 telephone enquiries and
the results speak for themselves.
Adam Mike
Calls Taken 100 100
Appointment Success 25.5 53.6
Show Ups 26 53
Sales @ 28% 7 14
Profit @ £1000/unit £7,000 £14,000

What would you do with the additional profit? How can you affect this situation?
Adopt these 3 elements into your management strategy; Focus, Accountability and
Coaching.
Focus.
Change your success expectations.

Measure your team performance and learn exactly how many prospects are calling
your business and how many “charged” and ready to purchase prospects you get.

Martec TelephoneSuccess™ Members can examine their performance against their

peers in a blink. “Where are we… against the national picture, the upper segment and
our brand average?”
Accountability.
Make your team accountable for their results. Measure the outcomes and measure the
exact number of telephone enquiries your business enjoys. When you don’t get 50%
appointments take action.

Record the calls and play the salesperson their own conversations. All of them, not
just
mystery shops.

For more than 15 years Martec has been recording salespeople talking to their
prospects and has been using these calls to help them improve. We know it works and
more importantly so do our clients.
Coaching
People come away from Martec Coaching with new habits. Martec use actual
telephone calls to actual customers to demonstrate the technique the salesperson needs
to adopt. We then use scientific learning strategies that programme change to ensure
the lesson sticks. Results are phenomenal:
“Martec help my management team achieve a 51% telephone appointment rate from
their sales teams. That’s over 400 customers in my showrooms." Howard Jessop, Audi
Brand Director, Inchcape PLC
Investment
The fees for recording all your sales calls, scoring them and publishing the results on
a dedicated website; providing comparisons with the National and Brand averages and
giving you the opportunity to listen to your salespeople talking with your prospects
within 72 hours are small.
£65 per week
The fees for providing a specifically trained and highly motivated coach to attend
your dealership and work with your team at their desks cost very little more.
£100 per salesperson
What will you do with a Showroom FULL of prospects?
For a quick video presentation click this link

SalesSuccess
Better Training and Better Coaching… Better results!
What is the value of better training?
In 1991 Martec introduced a new method of delivering better sales techniques to the
UK motor industry and that was Coaching. 80% of all our training is received by
salespeople, in their showroom or their service Reception but definitely in their place
of work. Why, because this type of training sticks.
More
Consider a Top Salesperson in 2006 & 2007 was performing well below his best and
looked like quitting with only 8 sales up for the month. Martec induced some new
habits and ideas. The result was that he had his best ever month. Not all the change
was Martec but he delivered nearly 30 cars in the same month from a start of 8 and
earned himself a bundle. He is now staying put. That’s better results from Coaching

With zero experience but a stack of enthusiasm and a rake of Martec training Marty
hits his target 16 out of 16 months so far. That’s better results from Training
Martec’s Specialist Subjects
ShowroomSuccess™ Selling Process – The ABC, XYZ of selling cars to Showroom
Customers
ServiceSuccess™ – Customer Service and Sales techniques fused specifically for
today’s modern service departments
Business2BusinessSuccess™ – Your BDM in your AOR knock, knock, knocking on
doors
Yukon Goldrush – Prospecting for sales to your database
LegendMaker™ - Creating Selling Legends out of your experienced salespeople

Heritage
Martec is focussed on being the most Effective Business Improvement Company
working within the Motor Industry. We always represent a phenomenal Return on
Training Investment by professionally and passionately delivering real world business
ideas using highly professional sales trainers who "show" not just "talk" world best
practice sales techniques.
Delivery
We hold both open and bespoke training workshops and these as you’d imagine break
the mould. There are no places to hide in a Martec session. People learn much, much
more from the course content rather than the lunch. High levels of participation are
key to ensuring this type of training delivers sustainable business improvement. It’s
no good being shy at a Martec event.
Coaching
Consider the difference between a theory lesson, say driving a car and a practical
participation, like being behind the wheel. Which lessons stick best?

People come away from Martec Coaching with new habits as well as new ideas.
Martec use scientific learning strategies that programme change. Coaching hits the
mark.

Workshops

There are times when distance from the showroom helps learning. Sometimes people
need their perspectives challenged. Martec Workshop training “comes in through the
windows” as one delegate put it rather than gently through the door. We make an
impactful case to consider a different way to behave, different ways of doing things.

During a workshop we evaluate, practice, drill and rehearse new sales strategies that
send your salespeople back to the showroom armed with new tactics. When we
change people, they stay changed.
Investment
Marty McAuley, Salesperson tells his coach “Customers are queued the whole way
down the road chanting my name and wanting to buy from me. Well it is nearly that
good. Things are going fantastic. Just closed another one this morning with another
ready to drop. I am on fire.”
Martec Training costs around £495 per session
Martec Coaching costs from £100 per salesperson

How many additional cars would it take to make this represent a phenomenal Return
on Training Investment?
For a quick video presentation click this link

RecruitmentSuccess™
What Would You Do With Better Salespeople? Most Sales Managers would replace
their lowest performing salesperson, if there was a star salesperson waiting to join
them… And those that are happy with what they have would hire a Star Salesperson
as an addition, given half a chance.
More

Knowing better Salespeople are out there and finding them are two different things. I
have for you the single most important piece of advice Martec has gained over the last
30 years:

“Don’t start with someone else’s salesperson!”

Are We Wrong?
If you do recycle a salesperson, almost without exception, they'll have unreasonable
expectations AND bad habits. In my long experience, ignore this simple rule and you
will almost always regret it. Obviously there are exceptions but most just look out of
the window and wait…

Martec’s expert recruiters have developed a solution that really works for you. Our
tried, tested and well-proved programme identifies recruits and trains new people for
the motor business. We can and do find stars.
What’s the programme outline?
We Advertise for you
We screen and filter the applicants
We profile the prospects
We Assess the candidates thoroughly
We interview with you
We train and coach
Does it work?
Consider Ryan’s Story. In April, 2006 - As a DIY store section manager, Ryan feels
stifled and unmotivated. His salary and development expectations are low. Stuck in a
rut, he wonders how he could change his career. A local press advertisement for a Car
Sales Trainee leads him to Martec.

By mid December 2006 - Ryan's started on the showroom floor and he's already
outselling his colleagues. From January through December 2007 - Ryan's sold 181
cars. His profit retention is higher than average. His sales of finance and add-ons are
outstanding. Ryan is a STAR performer for his brand.
The chain of events

We advertised and attracted several hundred outstanding candidates. Ryan was one of
90 candidates selected from nearly 1000 applicants.

We assessed Ryan's core characteristics at a Martec Recruitment Event and found him
an ideal candidate. He and 20 of his colleagues served an ‘Express Apprenticeship’
and were subjected to a comprehensive Salesperson Training Programme. As part of
his Individual Assessment and Development Programme, Ryan was assigned a Sales
Coach, as his own expert Sales Mentor, to guide him through the crucial early habit-
forming stages, of his new career. Ryan's Manager also had a Mentor and was
individually counselled and coached in the skills of developing exceptional
salespeople. Specifically trained and highly motivated Sales and Management
Mentors are a unique element in Martec’s system.
Investment
If this programme is for you, and it is not for everybody, the Investment is
remarkable.
The first STAR salesperson you employ costs £1000.

After that, the others are employed for £500.

You will be involved at every stage. You will choose your candidate. It’s your
programme!
What will you do with better salespeople? Star salespeople
For a quick video presentation click this link

Service Absorbed
The secret of Vehicle Health Check Success?
I remember, as a young mechanic, running around the car I was servicing, looking for
faults to identify and report on. I knew then, if I could get the reception to get me
authority early, I could get more work done in a day, even if I banged my thumb with
a hammer again. More work meant more bonus.

Later, as a Service Manager I recognised this efficiency concept had an even more
powerful impact on my department’s performance. Often, the ability to sell “hidden”
hours is the difference between budget and bust. Know what I mean?

The call for Service Absorption has been a constant throughout but during 2008 it has
become a business imperative with many manufacturers driving new After-Sales
programmes and initiatives through their networks. Martec has worked with most of
these and has developed the Secret to VHC Success.
More

Let’s share them. Firstly, there is more than 1. However, if you do nothing else the
first one is the most important.
Get on the bus. Adopt the strategy and ensure every, or there abouts, vehicle arriving
in your Service Department has a Vehicle Health Check carried out. 100%
Publish the Scores. Make sure you measure, compare and recognise each technician’s
performance
Sell. Make sure your Service Advisors are trying to sell the work opportunity your
team have discovered there and then, on the day
Sell Again. Where you do not succeed on the day, don’t give up. Try to sell the work
again, either later the same day or by following up
Keep it going. This is a tremendously good scheme so keep it going, keep it fresh and
keep it topical. Make your results and improvements part of every weeks team
meeting
Train. You would expect me to say that wouldn’t you but spread best practice around
your Service Selling Team. Monitor each member’s performance and get the best to
teach the worst. If you need to, bring in outside help
Secret 7?
Is there a Secret 7?
According to Lee Seward, After Sales
Manager of Tonbridge Audi there is… “When
we really started tracking Vehicle Health
Checks, I was blown away” …. “In the last 30
days we have increased the work we have
identified as being required by 73% we have
increased our Sale on the day success by 63%
and have put an additional £66,000 of
turnover through our business.”

Lee clearly believes Secret 7 is to track your VHC performance with an electronic
management system. Naturally it helps you with the other 6 steps you’ll be taking
when you set your sights on VHC Success and improved Service Absorption.
30-day Business Case Manual VHC VHC Tracker
VHC's Completed 354 340
Value of Work Found / VHC £275 £475
Total Opportunity Value £97,681 £161,638
Conversion On The Day 38% 62%
Added Value from Advisor training £22,900
Potential Business Gain £66,000

How many additional hours would it take to give you a phenomenal Return
on Investment?
For a quick video presentation click this link

Mentor.net
Does your Electronic Enquiry Management system sell you more?
Does it:
1. You gain more sales
2. Secure some Bonus
3. Give you a grip on your sales team.
Our customers see the benefits, they say…
"I am 100% behind the system, and think its GREAT..” Alan Ranger, Rangers Peugeot
"Without question the MENTOR system has enhanced the sales processes within the
dealership. Prospecting has been carried out, customer information has been formally
logged, demos and handovers are recorded in a much more professional manner. The
customers are very happy with the system and they like the fact we value their
enquiries more, purely by texting them a 'thank you for your enquiry' message etc. It
has certainly enhanced our CSI rating and improved our closure rate. I do believe that
it has given us a competitive advantage within our market place. Without question, I
would recommend this system to another dealership". Paul Higham, John Pease
Motorcycles
"lt has definitely helped us to sell more cars. The system allows us to track our
customers more effectively and know exactly what we are doing with them as part of
the sales process – and what we need to do. mentor.net is a very professional
paperless follow-up system that can be efficiently monitored by our sales manager.”
Steve Longman, Head of Business, Swindon Audi
More
Heritage
After years of development and testing we’ve honed our Electronic Enquiry
Management System, Mentor.net, to provide a platform for great sales performance.
Mentor.net captures and records your showroom and telephone traffic. It re-enforces
your sales process and monitors every one of your customers.
Proofs in the Pudding
Salespeople who use Mentor.net make more appointments; conduct more test drives
and carry out more of the actions that have been proven to increase sales. They follow
up more and achieve more conversions.
It’s All good news.
Made for YOU
“No Brainer” then… but will you be able to use it?
As the testimonials suggest dealers of all sizes and brands do. With the support of
Martec, your dedicated Account Manager and the comprehensive training we provide,
you will become a wizard with Mentor.net
Consider, with Mentor.net you will make more sales and get more of a real grip on
your sales team, now that must be an advantage.
Investment
When you invest in Mentor.net you access Increased Sales Volume; Improve your
Margin Retention; Protect your Manufacturer Business Standards Rebates in most
cases; Increase your Added Value Sales penetration whilst improving your
administration accuracy and getting a clear measure of your sales team strengths and
weaknesses.
This stack of benefits comes at a price… £60 per salesperson.
Everyone needs more and Mentor.net gives you more.
For a quick video presentation click this link