Training is the Best Selling Tool Available to the OEM and Dealer Channel
OCP has developed a proven training method that continues to deliver results for clients. Alongside our partners, we have seen over 50,000 individuals participate in our programs. From developing dealership sales professionals to delivering product specific training to their employees and customers, OCP helps OEMs recapture and grow the OEM aftermarket parts business to become the product and/or service specialist in their industry. The results are astounding. A more educated OEM/dealer parts and service team will exponentially increase your parts and service business.
Over the years, OCP has developed and delivered 1000s of dealer-specific training programs. These programs range from basic management knowledge to DMS based training. Management training is one of the many modules OCP offers to help OEM dealerships better manage IT and software systems. OCP also offers training programs that support inventory management.
Using consultative selling techniques, OCP empowers the client team with both product selling and solution selling. This approach focuses on layering in dialogue to increased customer engagement, build trust and paves a path for solution selling. Through this practical approach, OCP has developed a time-tested strategy to jump-start sales personnel with OEM basic knowledge, real-world sales training, confidence, and the skills that will enable them to set themselves apart from the competition.
As a frontline approach to the customer, OCP understands the need to have a knowledgeable team of employees. Understanding the needs of each OEM and how to help the dealer body increase market share through its voice to the customer, OCP has developed many allotments to grow the employees level of knowledge. These begin with systems and products and expand into solution based selling. Through building confidence in the product and/or service the client channel provides, OCP inc
Customer / End-User Training
By training the customers with technical and product knowledge, we at OCP leverage this approach to help the customer make the best decisions for their business. Instead of selling products we educate the customer as to why the OEM product is the only choice.
A Focused Marketing Approach
There’s no better way to regain OEM aftermarket parts and service business than by establishing and delivering upon the OEM’s capabilities and capacities to differentiate them in the Non-OEM aftermarket. Non-OEM aftermarket competitors increase their efforts after the equipment or vehicle goes out of warranty; this is where OCP thrives. By establishing the OEM dealership as the brand of choice and marketing their breadth and depth of inventory, knowledge and delivery, OCP methods provide continued growth.
- Depth of Inventory 100%
- Product Knowledge 100%
- Strong Relationships 100%
- Measurable Results 100%
OCP’s professional support allows OEMs to react to competition quickly by remaining focused on developing new parts and programs. It also means that OEMs and their dealers can become ﬁerce market competitors, driving business to the OE dealer even when independent suppliers become more price competitive. Your outsourced team can advise on the performance and pricing of each part range with suppliers which offers the OEM a competitive advantage – with no opportunity cost to their business.
Enlist a Dedicated OEM Program Team
Dedicating the appropriate amount of time and focus to developing a considered growth strategy, coupling sales education and training at the dealer and end-user level with pricing intelligence from the ﬁeld, the size, and appetite of the market is an opportunity for you to grow your OEM parts business with a well-implemented and hugely proﬁtable parts program.
When OCP holds focused product training classes on any product line, the OEM and their dealers began to see significant growth in that product line and customers begin to once again look at the OEM dealer as the expert. Not only is this a growth opportunity for aftermarket parts, but it increases the opportunities for fixed operations as well.
Contracting with OCP for focused product line growth offers metrics that are quantifiable and irrefutable relative to an increase in sales and profits directly attributable to OCP strategies.
For many OEMs, outsourcing outside sales and training dynamics to grow part sales may be a new and untried approach, however, OCP has been accomplishing this successfully for many years.
“I attended an OCP dealer training event in 2011 and we talked about the area that my dealership has been underperforming for years. After that meeting I was excited and I wanted to start that business.”Tommy T.
“I believe OCP has the best marketing plan and support system for me to sell a lot of parts and give a lot of confidence in my customer to come back and utilize my services even more.”Mike D.
Value Selling Strategies
Fierce aftermarket pricing competition from independent suppliers is a concern for many OEMs. If unaddressed, this can impact the OEM and dealer parts margins and contribute to the low proﬁt-margin cycle of the aftermarket parts industry.
At the heart of our methodology is selling the value of our clients. Understanding the competition is vital to growing the OEM aftermarket business and this can only be accomplished by exploiting the OEM’s advantages in the industry. Working with clients to develop Value Selling strategies that focus on superior products and service, instead of price. With Value Selling the OEM gains more business while retaining optimal profits. This transitional selling style builds upon the strengths of the OEM while magnifying their commitment to their customer
Results Drive Sales
Experiencing too much inventory and not enough sales? OCP will assist you with identifying and selecting components inside your company that offer the best opportunities for long-term growth when utilizing the benefits of outsourcing.
Let us access and return a custom solution that identifies any problems and new opportunities to grow your aftermarket sales. Designed specifically for OEM sales growth, OCP will help you grow your aftermarket parts and sales service. Our team will develop sales strategies supported by training programs that focus on re-launching stagnant and/or underperforming products and service lines. This will, in turn, help you gain control of your business growth for OEM quality products and services with expertise and maximum efficiency,
The OCP team works directly with your personnel to increase management, sales and service skills. Our in-house training events bring OEM dealership training on leadership skills, product knowledge, information technology, aftermarket competition, marketing tactics and selling skills. Our plan will set you apart from your competitors with increased customers, quality service, end sales and brand advocacy.
The Best Way to Predict Your Future is to Create It
A study on the automotive aftermarket published in Harvard Business Review found that despite the promise of immense profitability offered by a well-implemented OEM parts growth program, most OEMs miss their potential to gain major market share. This is because many OEMs fail to recognize the real potential to compete against a large and thriving aftermarket.
But this doesn’t have to be the case!
In fact, refocusing on the sales of old parts can be ‘found money’ for manufacturers because the foundations have already been laid for success when OCP launches a new go-to-market program.
If your organization has slow-selling parts or maybe a once high-selling OEM component that is now dated. We can help. Or, if your business’ focus has shifted to newer, higher performing parts, OCP can assist with bringing new life (and profitability) into your old or underselling OEM inventory.
“We were growing our customer base faster than we could hire technicians.”
Domestic dealers had thrived on warranty work from the manufacturer for decades. I started in this business in 1974 and ran very profitable operations through the 90’s. Then the product began to change for the better. Manufacturers made a concerted effort to produce superior products. Warranty claims began to fall drastically. I was left looking for answers, wondering how to maintain profitability and keep all those who had worked so hard gainfully employed. I decided to dip my toes in the world of business fleets, hoping there was a demand for quality repairs and parts to keep these vehicles on the road.
That is where Outsource Corporate Partners came in. My OCP representative dove in head first and provided us not only with direction but unlimited resources needed to get our foot in the door. My hopes of gaining a few customers to sustain our business model quickly morphed into growing our business. He kept coming up with new angles, new opportunities, and we were growing our customer base faster than we could hire technicians. I want to thank Outsource Corporate Partners for all that they have done for me personally, our business, and especially our employees and families. You have made an impact far greater than you realize. Dave D., Texas, Dealer Operations Manager
Ready to Enlist the Dedicated Team at Outsource Corporate Partners?