Around one in five customers settle for a preconfigured stock or demonstration vehicle whenpurchasing a new car. In other words, the customer didn’t put a Volkswagen together that meets his own preferences. For Sales and Marketing, this involves a challenge. It has to satisfy expectations of vehicles to the best possible extent to ensure that they are not left unsold at the dealership. The Pricing division, which works under Finances, has now launched a software program together with Sales and Marketing which allows customer preferences to be forecast considerably better than before. The upshot is that these stock and demonstration vehicles configured with the aid of what’s known as options analysis are easier to sell.
However, options analysis can do even more than this. It not only counts the actual number of equipment features, but also the combinations in which they have been ordered. This provides an overview of what stock vehicles should look like in order to better appeal to customer preferences.