F&I Management & Training

Mazda is rolling out its Business Development Programme launched earlier this year to 20 more franchise dealers.

The scheme, initially involving 19 dealers, has generated 200 company car orders from sub-50 fleets since launch.

Mazda is forecasting that in the year to April 2011 the scheme will generate orders for 820 company cars from small businesses.

The new scheme sees franchise dealers working with an outsourced specialist sales team Magma Services.

While Mazda’s own corporate sales team focuses on fleets running 100 plus vehicles, Magma Services is driving fleet sales to smaller companies.

Phase one of the scheme focused on the big dealer groups and phase two is looking at smaller groups with multiple outlets and individual franchise dealers located in major towns or cities.

The four Magma-recruited business development managers spend half their time working with dealers, prospecting, marketing and making joint visits.

They spend the remainder of their time on direct sales.

DATED: 03.11.10

FEED: MT