Porsche 2005 Annual Report Download - page 45

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The successful “Porsche Approved” program for used cars
was once again developed further. An efficient, professional
approach to the sale of pre-owned cars is not only a precon-
dition for profitability in this business area but also makes a
positive contribution to new car sales, with the result that its
importance is growing within the sales network. The “Porsche
Approved” program visualizes all the processes involved in
pre-owned car sales and defines uniform standards for the
sales organization. It is accompanied by training measures to
ensure that the required standards are implemented by all
dealers. Customers benefit from the opportunity to purchase
high-quality pre-owned cars at competitive prices from well-
trained staff. These offers are accompanied by appropriate
service packages, including pre-owned car warranties.
The Porsche online pre-owned search facility is proving in-
creasingly popular as an information and sales channel. The
system, which has now been introduced in 14 countries, is
being accessed with rapidly-growing frequency. A significant
percentage of enquiries lead to a sale.
Comparison with the Best: The KPI System
Porsche’s “Key Performance Indicator system” – “KPI system”
for short – integrates Porsche dealers and importers in their
role as the key pillar to sales success even more closely in the
continuous improvement of all processes. The KPI system
offers a comprehensive dealership performance analysis that
extends beyond key operating data such as net profit, turnover
and net equity. It provides additional information from other
important sources and is regularly updated and augmented.
Moreover, it permits performance comparisons and establishes
the company’s position in relation to competitors. Positive results
with the KPI system have already been achieved by subsidiaries
and dealerships in Germany, Great Britain, France, Italy, Aus-
tralia, Japan and Spain. In Germany, the system was given a
top ranking in a dealer satisfaction analysis conducted by the
Bamberg Automotive Trade Institute. Porsche Middle East will
be the next region to adopt this important tool.
Flexible Information Management
The “Porsche Partner Network” (PPN) allows Porsche dealers
and workshops across the world to conduct their business pro-
cesses electronically and to enjoy online access to transaction
systems, training sessions and other information. In the review
year, all markets were for the first time offered these services
via a secure Internet platform. Combining all the systems re-
duces complexity for employees and creates synergy potential.
At the moment, the PPN is being extended by a “content mana-
gement system”, which allows for the integration of all publi-
cation processes in Porsche’s sales organization on the PPN
platform. The objective is the prompt supply of information.
The “Porsche Vehicle Sales Assistant (PVA)”, a multimedia IT
sales support system, was also installed by further dealers in
the international organization during the review year. PVA allows
vendors to incorporate all steps – from advice on the range of
financial services through to the conclusion of a sales agree-
ment – in an integrated system. This significantly enhances the
sales process and the quality of the advice supplied.
The “Fitting Lounge” is a version of the “Porsche Vehicle Sales
Assistant” providing a separate zone in the dealership for
highly individual customer advice work. The “Lounge” enables
customers to design their fully individualized Porsche. The
numerous design options for the exterior and interior of their
Porsche are displayed on a Car Configurator. Since the PVA
system has already proved its worth in Germany, Great Britain,
Japan and individual markets in Latin America and the Asia-
Pacific region, it was installed during the review year in France,
in other markets in Asia-Pacific and the Middle East.
Vehicle Customization more Popular than ever
With its Exclusive program featuring Custom Tailoring and
Tequipment, Porsche offers its customers the opportunity to
customize their cars in a highly individual, exclusive manner,
either ex-works or by retrofitting. These business areas up-
hold Porsche’s classic brand values: innovation, sportiness,
design and individuality. They bear out the company’s compe-
tence as a supplier of sports vehicles that are distinguished
by an unsurpassed degree of individual character.