International manufacturer captive seeks to understand finance offerings

SITUATION

An international manufacturer captive wanted to understand the low take-up of by dealers of one its finance offerings. The customer survey feedback they had did not seem to justify the poor penetration of their finance product.

SOLUTION

The Alta Group, working with the client, approached a sample of the client’s own dealers across 6 countries and an additional sample of competitor dealers. Detailed interviews were undertaken based on a pre-prepared framework, by experienced leasing professionals who speak the local language of the dealers and know therefore when to probe and dig deeper, ensuring the answers were complete and coherent.

Once the interviews had been analyzed, these were reported out to the client’s sales teams locally for feedback and consolidated into a global analysis, that allowed the client to re-focus its product set and target features that met better with dealer needs. The client’s business line is now refocused and profitable.