PCG Research’s report about dealers who leveraged strategy promoted by The Next Up indicated 85 percent of stores that changed from an open sales floor process (OSFP) to a managed retail sales process (MRSP) sold more vehicles.

Through surveys with more than 100 automotive professionals using The Next Up, the PCG Research report titled, Transforming Automotive Retail Sales Process Management, highlighted three other findings, including:

— Sixty percent of respondents interviewed saw between a 20 percent to 85 percent lift in logged showroom visits. (Some dealerships interviewed saw a 100-percent lift.)

— Seventy percent of sales associates surveyed indicated they had more time to work their CRM tasks after implementing a MRSP.

— Eighty-two percent of respondents indicated they would recommend an MRSP platform to their colleagues.

“The data in this report truly shows how The Next Up and their managed retail sales process is transforming automotive dealership operations on and off the showroom floor,” said Brian Pasch, chief executive officer of PCG Consulting and founder of PCG Research.

“Dealerships with open sales floors should gain insight from this report on how switching to a managed retail sales process can create new opportunities for their team, their business, and create an all-around better experience for their customers,” Pasch continued.

One of the notable stories in the report comes from Mick Austin, general manager of Mercedes-Benz of Hoffman Estates. After implementing The Next Up at his store in Hoffman Estates, Ill., and moving to a MRSP system, PCG indicated the Mercedes-Benz rooftop posted a 40-percent increase in logged showroom visits, effectively going from 400 logged showroom visits per month to 560 per month with a MRSP.

The report noted Austin’s store is now selling 186 units per month at a higher CSI.

“The beauty of moving from an OSFP to a MRSP is for the first time, dealership management has clear visibility into their sales process, using real numbers from logged showroom visits,” said Clint Burns, founder of The Next Up. “This enables them to look at hard data and make changes where needed to really impact their bottom line sales each month.”

For the report, PCG Research surveyed more than 100 automotive professionals with a population that included dealer principals, managers and sales associates. The respondents surveyed had a wide monthly volume, with more than 60-percent of respondents selling between 150 and 250 units per month.

To download a complimentary copy of the PCG Research report, Transforming Automotive Retail Sales Process Management, go to this website. For more information about The Next Up, visit www.thenextup.com.