VISION DEVELOPMENT

Challenge

I have been working in the agricultural sector for 22 years. I have worked in many years of service and  marketing now I am also working in sales. Now I'm trying to manage 12 dealers in a geographically  difficult region.

I like to make NEW DISCOUNTS and change the field of confort.   12 men in front of the average employee for 20 years in the past, although the motivation is high, now in  the shrinking market, lost their motivation in part is a mass of questioned.    the fact that I didn't have an extroverted region when I went to this region made me think that I should  develop vision first.

Selection

all dealers decided to do a preliminary test while thinking about how I would follow a way to develop  vision.  I wanted to learn the size of their imagination with this test.  The test consisted of 3 questions.

  How would you like to be a hero if you were a superhero?

  why is that?

  How does this superhero want to shop from a dealer?

Application

The pre-test result enabled me to understand that dealers could not dream. because no one was able to  construct a superhero in his imagination.

As a result of the tests I decided to do the workshop. ;To understand the current conditions of sales and  service dealers, their approach to the brand, their customer experiences, their perceptions about brand  and service, satisfaction and dissatisfaction points; is to reveal the areas where the firm is ahead and can  develop according to the competitors. The business plans that will present the threats and potential  development areas for the brand and guide the brand and carry the brand up from where it is will be  determined by the participation of the dealers.

I've included the super hero game in the workshop.

In this section, participants will be asked to create an ideal New Holland product, sales and service dealer  for the superhero with infinite skill and authority (divided into groups of 6-8). Then the difference  between the results and the current conditions will be determined and what will be done to achieve this  ideal experience will be determined. At the end of this exercise, suspension planning will be started.

In addition, in order to include the dealers into the operation, the designated 3 people will be the sales  person, the service manager and the dealer manager at the dealer.

After this activity, the areas where the brand and its dealers are at the forefront and the areas where  development should be shown will be taken.

Insight & Approach

As a result of the workshop;

Determining the areas where the brand is at the forefront within the day, how to turn these into  advantages in sales and service.

Examination of the areas that are determined during the day and which threaten the brand and action  plans related to them

For 2014, we now have a road map where the dealers feel themselves in a safer area.

Best regards,

