Finding a Customer in Key2Key for a Used Car


In this module we will show you how to find customers for a used car that you have in stock.


For the purpose of this exercise, let’s suppose we have a 2014, 1.2 litre Volkswagen Polo Hatchback, Match edition, 5dr, manual in stock. We want to find a customer for this vehicle, which has done 28,000 miles and is retailing at £9,995.


First of all we need to filter to our customers driving used vehicles, so from the dashboard, click on the ‘Used’ option above the main Dashboard Grid, so the word is highlighted and then click on ‘All Data’:

blob1478191768873.png

You can also filter to your used car customers in the list page by selecting ‘Used’ in the Data-Filter:

blob1478191805106.png

On the list page that appears, open the Search tab, by clicking on the right-hand blue arrow:

blob1478191832099.png

Firstly we need to filter our list of used-car customers to find those who are currently driving the same model, or who may wish to move into our target-vehicle. Using the ‘Range’ select the range or ranges you want to search for. In this case ‘Polo’ and ‘Up’ has been selected from the drop-down menu. Once the required models are selected, click the Go button to apply this search:

blob1478191887563.png

Next we need to filter our list down to those driving an older car than our target-vehicle, and who are far enough through their agreement to be in a likely position to change. In the ‘Advanced Search’ section, select ‘18 payments made’ from the drop-down. and from the ‘Registered Before’ list, select a registration three plates back from the target-vehicle, in this case we want to find 62 plate, and older, so we selected ‘Feb 2013’. 

blob1478191935463.png

Finally we need to remove those customers who would not be suitable for our target vehicle.  In the ‘Exclude’ box, enter the keywords you wish to be excluded from the search.  In this example we are excluding “Auto” and “DSG” so we end up with a list of manual gearbox vehicles which are appropriate for our target-vehicle. Make sure, ‘OR’ is highlighted next to the appropriate box so the search excludes records including Auto or DSG:

blob1478192000925.png

Once you are happy with all the search criteria, click the ‘Go’ button at the top of the tile.

This will bring up a list page, in parity order, of all the customers that fit the search parameters you have entered. In this example we have 433 customer who match those criteria.

blob1478192030758.png

From here you have two options: You can either filter buy Buying Power, and select those customers who are capable of handling the cost of your target-vehicle, or you can build a finance package using the Global Calculator, and view customers’ Parity scores against a proposed agreement.


To use Buying Power, hover over the ‘Sort’ option and select ‘buying power’ from the drop-down list:

blob1478192075143.png

This will bring up your customers in order of their Buying power, which is a Key2Key calculated indicator, based on the customer’s current finances, which can be used to project the customer’s potential finance capability. 

blob1478192115133.png

Scroll through your list to select a customer who looks like a likely home for your target-vehicle, and who has a buying power close to the selling price. In this example we have selected a customer driving a 2012 1.2 litre Polo S.

blob1478192151501.png

Open the Calculator enter a value to set the selling price, term, Guaranteed Future Value, and interest rate for your target vehicle.

blob1478192189705.png

The customer’s Parity score and Monthly Payment will automatically adjust to suit your calculations.  Be certain that you check the Support tab below the Calculator to be sure that you’re aware what finances are being applied additionally to the deal.  In this example there is a Trading Contribution of £175, which is 50% of the difference between CAP Average and Clean, and comes from the Dealership, and a Customer Payment Contribution of £173, which is one payment in advance due from the customer.

Once a suitable proposal is found, it can be saved in the Renewal Centre, by clicking on the tick in an empty slot.

blob1478192277147.png

Once the Proposal is saved, change the customers’ status to Selected for contact, and save any comments necessary for the Lead.

blob1478192311704.png


blob1478192330114.png

The customer is now ready to be contacted and appointed. Once appointed, update the status accordingly and fully prepare for the appointment.


Alternatively you may wish to build a list of potential customers, based on proposed financials of your target vehicle.  To do this, from your filtered list open the calculator and enter the financial elements to build your proposal.  In this example we have used a 36 month term, which can be adjusted for each customer, at a later date, should a more appropriate term be required.

blob1478192367690.png

Once applied this will restructure your list, and the customers’ Parity figures will adjust to match the proposal you have built.

blob1478192382020.png

In this example we have 433 customers, of which 13 are in positive equity, of which 6 are in a positive Parity position, which gives you a quick list of around 10 customers suitable for investigation and contact in reference to your target vehicle.

blob1478192394433.png

From this list you can filter further, or else generate them into a campaign for contact options.

We hope this has helped you understand how to use key2Key to find a home for your used stock.  These techniques may also be used to help find a home for over-age stock, or to pre-sell part-exchange vehicle.  For more information on our other features and functionalities please see our other training modules and materials.