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Honda
The Challenge
Honda had a well established, traditional dealer network with more than 1,000 employees. This had expanded in recent years but was not showing the expected returns. Sales were flat, margins were being squeezed, borrowing was increasing.
UK dealers needed to double new car sales in five years to absorb some of the output, but they were financially secure and had a “why should I bother – I don’t need the hassle” attitude.
Sewells Action
Sewells devised a tailored leadership programme specifically for Honda. We facilitated the delivery of this aptly named HELP - Honda Effective Leadership Programme - which concentrated on how to change mindsets and attitudes. HELP also showed people how to become self motivated and how to motivate others.
All Dealer Principals went through initial HELP Workshops and continue to go through further elements of the HELP Programme.
What Sewells Achieved for Honda
In a ‘flat’ new car market, Honda increased its new car sales by 100% (30,000 to 60,000) in four years. The company also had a record year for sales and profits following the initial implementation of the HELP programme.
Overall borrowing was reduced by over £2m, sales were up over 40% and profitability increased in the dealer network by 64%.
More than £1m-worth of costs were also stripped out of the retail business annually, not one-off costs. Honda became the top Customer Satisfaction Index performer in all franchises held.
Customer satisfaction also increased by 32% and staff turnover fell from 41% to 19%.
Honda has set some pretty tough objectives for its people. We had to make sure people could achieve them and the sales figures show that with the Sewells programme, Honda has achieved one of the highest growths in the British car market.
BJ, Training Manager, Honda UK
Trying to change the way dealers do business without first changing the way they think, we found out, was as costly as it was futile. Once the Sewells team moved in and ‘weaved their magic’, sales through the network increased by 100% in four years, despite the overall market remaining stagnant.It was one of the top five initiatives within our overall strategy to succeed. It worked a treat and our objective was achieved with over a year to spare. Fantastic!
KK, Managing Director - Honda (UK) & Senior Vice President - Honda Motor Europe
When exceeding sales, profitability and customer loyalty targets is a top priority, you need a development partner that has consistently delivered industry leading sales improvements for organisations like yours. 
When your executives, managers and supervisors become inspirational leaders, confidently applying the Sewells World-class methods, they channel and direct your people’s energy.