RESULTS MATTER
Results are not an ending. They are a beginning. Racers know that where the driver’s eyes go, the car will follow. Every part of our process, from strategy to design to implementation to measurement is focused on the desired results. Results that elevate individual performance, power team success and drive change. The following case studies highlight a few of our recent results-driven programs.
FIELD TRAINING
Nissan Field Training Academy
The Field Training Academy, developed and delivered by PDI, cultivates and prepares a solid bench of field candidates and provides an 18-month certification path for those already in a field role. Expert facilitators deliver more than 300 hours of original, custom content in our dedicated facility to enhance the knowledge and credibility of Sales, Aftersales and Financial Services personnel. Through the certification process, participants become trusted business consultants who possess the skills and insights necessary to elevate the financial performance of their assigned dealerships. In the first year alone, field representatives achieving 90% to 99% of wholesale objective increased by more than 20%. Correlations between Field Training Certification status and business objectives have proven a significant return on investment every year since the launch of the program.
PRODUCT LAUNCH
Kia Stinger
The Stinger represented Kia’s first foray into the highly competitive performance sedan market. To achieve sales success, Kia Sales Consultants would have to build credibility with current BMW and Audi owners – credibility based on their ability to tell compelling stories about the Stinger’s authenticity and performance attributes. Through a coordinated strategy of videos, elearning modules, in-dealership drive sessions, classroom modules and a sustainment app, PDI provided a path for Kia Sales Consultants to establish Stinger’s product credibility and build a community of Stinger owner/advocates. The Stinger went on to win a number of prestigious awards in its debut year, including the “Car of the Year” and the CNET “Shift Award Vehicle of the Year.”
IN-DEALERSHIP TRAINING
Nissan Best (NBEST)
Through the Nissan BEST program, PDI facilitators support more than 700 Nissan dealerships with in-dealership sessions that emphasize product knowledge, presentation and sales process. Since 2008, more than 50,000 total NBEST sessions have provided Nissan sales professionals with the tools to improve their job performance, sell more cars and create lasting customer relationships. Participating NBEST dealerships show an average 9-point increase in the Nissan Sales KPI Index over non-NBEST dealerships.
TECHNOLOGY
Mercedes me connect
When Mercedes-Benz launched its all-new, extensive suite of connected vehicle services, the company partnered with PDI to train its U.S. and Canadian retailers to effectively communicate system features and benefits with new clients. PDI’s holistic strategy leveraged the benefits of live training with the advantages of today’s modern technology to mirror how retail staff learn in their everyday lives. Multiple deliverables included an electronic participant guide, a system simulator, facilitation support materials, a microsite resource center, follow-up training and more. PDI’s solution provided the tools for successful adoption and integration of this transformational technology, resulting in a remarkable 79% customer activation rate for the system.
ELEARNING
Kawasaki Dealer Training
Since 2011, PDI has provided new model sales training to more than 1,500 Kawasaki dealerships through the creation of a robust catalog of dynamic eLearning programs. Vehicle walkarounds are combined with product expert demonstrations, analysis and rider interviews to maximize learner engagement and retention. eLearning allows for both cost-effective and expeditious training delivery—two critical factors in the quick-paced and highly competitive motorsports market. From Sales to Service to Parts and Accessories, PDI’s eLearning solutions are being leveraged across the enterprise. Kawasaki has found that the eLearning's accessibility and effectiveness is key in supporting dealership sales and service personnel while driving sales growth.
EXPERIENTIAL MARKETING
Audi e-tron Pilot
PDI recently provided potential customers a chance to experience the new Audi e-tron in its natural environment. For many of those drivers, their initial experience was positive, with 29% of participants asking to be contacted by an Audi Brand Specialist. PDI consumer activations focus on reaching the right customers and providing them with meaningful engagements that drive retail opportunity.
