Toyota Fleet Management

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:

• Delivered a customized Insight Selling workshop that was rolled out to FSDs nationwide
• Delivered a hybrid workshop of RAIN Selling and RAIN Sales Prospecting, and created a suite of custom prospecting tools
• Delivered a customized 9 Habits of Extreme Productivity workshop, followed by a deeper dive into RAIN Sales Prospecting
• Reinforced in-person training with online sales training, RAIN Mail, and RAIN Sales Coaching
   

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%