WHERE LOYALTY MEETS PROFITABILITY

Transcription

1 WHERE LOYALTY MEETS PROFITABILITY

2 When they lease, you lead. At Kia Motors Finance, we look for ways to support the long-term success of your business. We believe offering a lease product delivers great benefits to your customers and, with the right processes in place, an unparalleled opportunity for repeat and new business at your dealership. That is why we ve established a library of reference materials that provide a 360-degree view of leasing, including best practices, step-by-step guides, and much more. Together we can drive your business forward. Below is a complete listing of the available lease subjects, arranged according to the life-cycle of one leased vehicle, from initial sale to vehicle remarketing, as well as customer retention at lease maturity. DEALER BENEFITS OF LEASING LEASING 101 HOW TO SELL A LEASE LEASE CONTRACT REVIEW AND DOCUMENTATION MANAGING LEASE-END LEASE-END PROCESS OVERVIEW BENEFITS OF CPO OFF-LEASE VEHICLE GROUNDING AND PURCHASING ONLINE AUCTION USING DEALER DIRECT Please contact your business development manager should you have any questions or to arrange for in-store lease training.

3 DEALER BENEFITS OF LEASING Building loyalty to your dealership and the Kia brand is just one reason leasing should be on your radar. Offering a lease product also opens the door to revenue for all your dealership s profit centers, including your service drive and used vehicle lot. Lease customers are loyal 61% of Kia lessees return to lease another Kia. That s more than a 12 percentage point loyalty lift over traditional finance customers.* Lease customers return to market for a new vehicle more often Kia lease customers return to market an average of every 22 months.* This not only provides an opportunity for you to get returning lease customers into a new Kia, it allows you to introduce high-quality, off-lease vehicles to your used inventory. Returning lease customers are a source of low-mileage, high-quality used vehicles Often times, returned lease vehicles can qualify for the certified pre-owned (CPO) program, which not only generates higher profit margins than non-certified used vehicles, it provides a revenue stream at your service drive. CPO vehicles also help keep Kia residual values high, plus buyers of CPO vehicles are more likely to buy a new model of the same brand. The illustration below demonstrates the additional sales opportunities generated when customers lease versus purchase a vehicle. Delivery Year 3 Year 6 50% Customer Retention** 50% Customer Retention** Lease Returning Customer New Lease Opp Returning Customer New Lease Opp Lease Return Opportunity to Sell as CPO Lease Return Opportunity to Sell as CPO Delivery Year 6 Purchase Less than 40% Customer Retention** NO Opportunity to Sell as CPO *IHS Automotive, Kia Lease Loyalty (KMF Lease) Rolling 12 Months June 2015 **IHS Automotive, Kia Dealer Loyalty (KMF Lease and Blended Retail) Rolling 12 Months through June 2015

4 LEASING AND LOYALTY The KMF Dealer Loyalty Scorecard To further understand the positive impact leasing can have on your business, KMF has developed the Dealer Loyalty Scorecard. The Dealer Loyalty Scorecard is a detailed report that gives you valuable insight into how using Kia Motors Finance to support your customer sales and other consumer vehicle finance types impacts customer loyalty and return-tomarket timing at your dealership. In addition, this report can show you customer loyalty trends in your geographic district and region. Contact your KMF business development manager to learn more about this informative tool. Understanding Your Scorecard

5 1. KMF Value to Your Dealership: See the loyalty advantage and future opportunity for your dealership when you choose KMF. Lease demonstrates the greatest overall advantage. 2. Return-to-Market & Dealer Loyalty Metrics by Dealership, District, and Region: Find specifics on return-to-market timing, dealer loyalty, and other key performance indicators at your dealership, within your district, and regionally. 3. Dealer Loyalty Trends: View loyalty trends across finance types by quarter over a rolling 12-month period. 4. Dealer Defections by Brand/Finance Type: Find out how Kia is measuring up against competitors. 5. Dealer Loyalty by Model/Finance Type: Specific vehicles may trend towards greater loyalty. See how those vehicles perform for your dealership based on finance type.

6 Complete financial solutions dedicated to Kia dealers. DRIVE YOUR BUSINESS FORWARD Issue Date: 9/18/15