Checking discount violations during car sale process at dealerships

The Scope –

  • Our client, a major car manufacturer, had an understanding that their dealers all over India were giving additional discounts over and above what the company was already offering. This resulted in a disparity in the market.
  • This tracking study was undertaken to identify such dealerships so that suitable action can be taken.
  • The study was conducted through a mystery shopping exercise, covering around ten dealerships every month all over the country.

The Methodology –

  • The study was conducted for three different car segments Hatchbacks, Sedans, and SUVs
  • The methodology used was telephonic interviews, followed by store visits.
  • A total of 180 store visits were done across India.

The Outcome –

  • Dealerships offering the violations on the discount offered in various segments of cars were identified.
  • Documentary proof, along with audio/video recordings, was provided to authenticate the findings.
  • This not only helped the client in curbing the mal-practice among the dealers but also for setting an example for other dealerships.
  • Apart from this, insights on the sales process were also provided in terms of explanation of variant features, test drive offered, follow up calls, etc.