Full Insight into Vehicle Sales with Hypergene Decision Support

”This has entailed completely different and better possibilities for us at VGS to monitor how things are going for our dealers”.

Malin Jansson, Business Management and Dealer Risk Management

In 2016, VGS decided to expand its use of Hypergene – specifically the part of the system it calls Reporting by Make of Vehicle. In other words, how many vehicles of a certain make an individual dealer sells.

Since important KPIs were anonymised and not readily available, it was extremely difficult to gauge how sales were actually going. But with Hypergene’s help, VGS now has full insight into the work being done by its dealers.

Challenge

VGS is the company that imports and sells Volkswagen Group’s vehicles in Sweden. VGS sells the vehicles to around 50 dealers throughout the country, which then report back on sales to end customers.

In the past, this reporting was anonymised and was not categorised in a relevant manner, which meant that VGS was unable to generate financial results per vehicle brand and dealer. Thanks to Hypergene, that problem has now been resolved.

”We needed to achieve a common platform for the monitoring of dealer sales by make of vehicle, and we found that Hypergene could provide the support we required,” says Malin Jansson, who is responsible for business management and dealer risk management within Reporting by Make of Vehicle at VGS.

Solution

An important factor in VGS’s decision to invest in system support from Hypergene was that there was already a well-functioning integration in place with the Bitsdata system that dealers used in sales and delivery processes.

”In addition, we think that Hypergene has a very good system, and the Hypergene team we work with really go the extra mile to achieve the best possible results,” Jansson adds.

The Hypergene solution gives VGS a detailed picture of how sales are going for the various dealers, providing completely new possibilities to streamline the work within the accounting function and manage the desired reporting and analysis, both in Sweden and to the parent company in Germany.

Results

The improved overview enables VGS to benchmark and compare dealers. The dealers themselves are also able to compare their performance with a national average and “top 10” statistics, although they do not have access to each other’s results other than in anonymised form.

The system also makes it possible for dealers to share improvement suggestions, experiences and helpful hints, for example about how best to resolve situations affecting everyday work. 

”This has entailed completely different and better possibilities for us at VGS to monitor how things are going for our dealers,” Jansson says.

What should companies think about when investing in a decision support solution?

”You have to start with the overall goal," Jansson says. "What is the purpose of this system; what do we want it to achieve? Personally, I would also like to emphasise the importance of having a good and close collaboration with the working group from the system provider, because it is really a matter of collaboration, and the process requires you to meet often – perhaps as often as once a week, as we did with Hypergene during the construction phase. That turned out really well!”

Volkswagen Group is one of the world’s largest vehicle manufacturers, with more than 627,000 employees, offices in over 150 countries and annual turnover in the region of EUR 220 billion. VGS also includes the car rental company Europcar, which is also a Hypergene customer.