Toyota Fleet Management increases referrals, quotes, contracts, and amount financed.

Client: Toyota Fleet Management
Industry: Automotive, Finance
Services: Insight Selling, RAIN Selling, RAIN Sales Prospecting, 9 Habits of Extreme Productivity, Reinforcement
 

Challenge

With over 25 years of financial services expertise, Toyota Fleet Management (TFM) has, until recently, been the only fleet leasing business in the Toyota world and the second largest in the Australian market. The company is responsible for supporting the Distributor (TMCA), Toyota Dealer Network, and Toyota customers.

In addition, TMCA runs a Fleet Specialist Dealer program (FSD), the mission of which is to recognize and deliver specialist training to those dealerships committed to Fleet Sales. TFM saw a great opportunity to better support the dealers by offering more support and adding more value to the FSD program.

 

Solution

Toyota Fleet Management partnered with RAIN Group to design a program that supported this capability to the dealer network. Over three years, RAIN Group:

Results

The program has had a major impact on TFM's success and reputation. Results include:

  • Online finance quotes completed by dealers increased 1,091%
  • The number of contracts written online improved 68%
  • Actual amount financed increased 103%
  • Corporate referrals increased 40%
"RAIN Group was passionate about helping us and knew exactly what the opportunity was. They made it very easy for the dealers to be successful. There was a lot we had to do to increase the capability of our own team and then gain respect in the Toyota world. RAIN Group has been a big part of that. We’ve gone from being just a financer to a trusted fleet partner to our stakeholders. We continue to work closely with TMCA to add value to their FSD program and we are continuously working with the dealers to deliver capability to support the sale of vehicles."

- Gavin Jackson, Head of Sales Toyota Fleet Management

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