CASES - Build capability

Automotive Buying & Pricing capability

A global automotive distributor wanted better top- and bottom-line performance in used cars through stronger buying, sourcing and inventory decisions.

ScopeGlobal distributor

WorkData and decision capability

FocusUsed-car profitability

What we did

01 · Expose profitability drivers

Built insight into the economics of used-car profitability and surfaced assumptions that had limited decision quality.

02 · Work with local teams

Engaged key stakeholders to identify the most valuable analytics use cases and understand how decisions were actually made.

03 · Specify a repeatable capability

Defined harmonised functional requirements for buying, sourcing and inventory tools, and assessed the vendor market.

Outcome

A clearer view of used-car profitability drivers.
Prioritised analytics use cases rooted in local commercial work.
A harmonised set of functional requirements for in-house technology teams.
A market scan to inform the build-versus-buy decision.

Commercial tools work when data, decision logic and the everyday judgement of the people using them are designed together.

What next

Is there a result your organisation needs to achieve?

We help leadership teams decide where to go, build the capabilities required to get there, and focus on business impact.