Automotive Corporate Training Solutions (Sales & Service)

AUTOMOTIVE

TRAINING SALES & SERVICE

WAGONS TRAINING Wagons is a global leader in blended learning solutions. For nearly a decade, our automotive experts have designed, delivered and managed tailored learning solutions across thousands of locations, all over India.

To date, we have delivered thousands of hours of training — including product launch training for multiple automotive introductions — to the world’s most successful organizations. The end result, time and again? Shortterm sales, long-term customer loyalty and dealership profitability. In other words: Everything you need to shift your business into the next gear.

Wagons works with you to analyze, implement and track learning solutions aligned perfectly with your business needs. From product launches to parts and service training to sales and after-sales training, we leverage the most advanced learning technologies to engage employees and inspire customers to be passionate about your brand. That’s excellent news for your bottom line.

Product Launch Training Wagons takes a phased approach to new product training that builds and sustains excitement to ensure successful product launches. Our programs are based on a thorough understanding of your business objectives, and backed by creativity and best practices that effectively support your sales and service teams.

Service Training Wagons creates, delivers and administers both technical and non-technical automotive retail training programs.

With learning solutions enabled by highly sophisticated vehicle technology — including dynamic 3D animated simulations we enable technicians across the globe to diagnose complex technical vehicle components.

Sales and After-Sales Training Leveraging years of expertise, Wagons helps automotive leaders reinvent the way they deliver sales and after-sales training across their enterprise. Through a sales process map; research and assessment; curriculum and gap analysis; and sales management training, our learning solutions maximize your sales potential.

CERTAIN ABOUT BEING ASSOCIATED WITH THE MOST INFALLIBLE BRAND?

WAGONS TRAINING Training is an important thread in the transformation and performance management strategy of all companies. It however has remained under emphasized area till recently. Organizations are exploring and experimenting to figure out the right approach for retail training. Wagons, a pioneer in the field has successfully implemented many of its proprietary frameworks & tools for effective and sustainable people development. Our domain expertise and technical knowledge give us a clear edge over the providers of generic training companies Technical and Non technical training for dealership personnel in the areas of sales, after sales, parts, used cars, accessory business etc.

Training courses for OEM channel management and field operations teams.

Certification methodologies developed in line with global best practices in automotive retail Proprietary assessment and profiling tools.

Training Need Assessment and Competency Mapping.

Content Development and Knowledge Management Solutions.

TRAINING MODULES Vehicles Covered : 2W, 3W, Cars, Commercial, Tractors, Construction Equipment

Automobile Basics (All Aggregates) Technical Training Vehicle Commercial Selling Skills, Sales Process & FAB Auto Finance With Balance Sheet Analysis Motor Insurance The art of selling & Business Development Soft Skills And Personality Development Attitudinal Training Corporate Etiquettes Personal Productivity & Process Competency Development ( Using Cutting Edge Technologies Like Six Sigma, NLP & Other Advanced Behavioral Skills) Supervisory Skills Micro Monitoring & Business Tracking Vehicle Feature Based Selling & The Professional Selling Process Effective Presentation Skills & Maintaining Customer Satisfaction Sales Manager's Role In The Dealership Financial Institutions & Their Requirements Sales & Dealership Profitability Stock Ageing & Model Wise Focus Understanding Reports And Reporting on systems Basic Computer Knowledge Planning & Implementation Cash Handling Bank & NBFC Relationship Building Vehicle Servicing Dealership Accounting

AUTOMOTIVE – LEARNING SOLUTIONS (OEM & DEALERSHIPS) Unlike the world markets, Automobile segment in India is witnessing healthy growth. New products are being introduced in almost all the automobile categories across commercial and non commercial segments. With the growth of automobile companies the ancillary and allied companies too are witnessing growth.

Managing growth necessitates skilled manpower. Wagons Learning partners almost all the key automobile, ancillary and allied companies to fulfill the manpower development needs of the segment. From product training to interpersonal skills, from training dealer sales force to companies direct sales force, from grooming leaders to team building, from sales training to customer retention training Wagons Learning has offered these and many other training solutions to the Automobile companies and the ancillary units, to fuel their growth.

OUR PRODUCTS AND SERVICES INCLUDE: Training Need Analysis (TNA) Training content development & design Classroom material development (ILT) and e-learning (WBT, Mobile, Virtual Classroom or Video on Demand) Training delivery (workshops & drive activities) Learning management systems Training administration Training evaluation Train the Trainer (TTT) capabilities

With a wide geographical presence, Wagons Learning has undertaken interventions and performance enhancement in the following functions :

1.

Sales Product launches Mystery shopping Manpower profiling at dealerships Dipsticks Adopting 'model' dealerships Interventions for Company personnel On the job training Special Project Interventions Implementation of processes Business simulations Skill contests Technical Product Trainings SOP/ SSI Implementation

2.

Service After Sales service process implementation CRM based interventions Tele calling projects with assessments Interventions for service advisors and service managers SOP/ CSI implementation On-the-job' facilitation projects

3.

Spare Parts Field distributors Implementation of Norms

4.

Organizational Engagement Induction for all new joinees Regular interventions for each employee Creation of a training path with integration with the employees role Experiential Training Identification with the organization brand and culture

Wagons Learning's solutions for the auto and ancillary industry include : Profiling for Sales and Service Personnel Product Training Post Training Facilitation Sales Management Processes Customer Service Skills Customized Solutions for the Dealer Owners - Business Enterprise Management CD based and Web based solutions to reinforce the classroom sessions Process Improvement through Benchmarking Vision and Strategy Deployment

Wagons service the following segments within the auto industry : 2 wheelers Passenger car vehicles 3 wheelers Tractor Industry Tyre Industry Auto ancillaries Commercial Vehicles Construction equipments Lubricants Oil & Gas Auto Finance & insurance

KNOWLEDGE, SKILL & ATTITUDE A)

Knowledge Based Programs : 1. Product Trainings 2. Process Trainings 3. Functional Trainings 4. Company Induction 5. Domain Training 6. System Training

B)

Skill Based Programs Customer Service Selling Skills Presentation Skills Communication Skills Interviewing Skills Public Speaking

LEARN

Telephone Etiquettes Business Etiquettes Time Management Negotiation Skills Key Account Management Channel Management Supervisory Skills

IDEA

Business English & Business Writing skills Business Communication Performance Management Analytical Thinking Creative Thinking Strategic Business Planning Train the Trainer Problem Solving Decision Making Coaching & Mentoring

EDUCATION

C) Behavioral / Attitudinal Based Programs Leadership Effectiveness Personal Effectiveness Managerial Effectiveness Team Effectiveness Stress Management Work Life Balance Women Empowerment Change Management Personality Development Supervisory skills

Outbound Training The success of outbound training can be attributed to the fact that it uses adult learning principles. Outbound training companies focus on And ragogy (adult learning) which emphasizes the value of the process of learning. It uses approaches to learning that are interactive, problem-based and collaborative rather than moralistic. It also accentuates more equivalence between the trainer and the participants.

Burma Bridge Flying Fox Mowgli Walk Beam Balancing Rope Balancing River Crossing Rock Climbing Rappelling Nature Treks Bird Watching Commando Crawling & more‌

Dealership Audits : Wagons is the leading dealership audit provider for the automotive sector.

We deliver monthly quarterly & annual audits.

We provide several different dealership audit services : Dealership compliance audits Facility Standards Audits Car showroom Audits New Dealership applicants Service centre applicants Demonstrator Audits Mystery shopping

Assessment Centre and Development Centre (ACDC) AC is an integrated standardized process in which a series of exercises are used to assess people on pre-defined parameters. These pre-defined parameters define job success in a given organizational context. Most of the exercises are simulation of job activities/work challenges that the candidate is expected to perform in the next level role/job.

An Assessment Centre is best used as a process to discover talent, select new employees or identify promotion-ready candidates amongst current employees.

A Development Centre looks to transform your talent, identifying potential and establishing individual objectives relating to development needs.

Assessment centre criteria : Job Analysis Predefined competencies Behavioral classification Assessment techniques Simulations Observations Observers Recording Behavior Reports Data Integration

Technology based learning solutions Technology is changing all the time in both the automotive and learning technologies industries. While you focus on making your vehicles the best they can be, Wagons will take care of getting the learning right. Whether this is product knowledge training, induction training for new dealership employees or complex technical training our dedicated automotive team will be able to help you drive learning transformation for real business results.

Wagons works with all areas of the automotive sector to improve technical understanding, customer service and leadership skills. We have the breadth and depth of knowledge to identify the right learning approach and technology based on your organisation's unique requirements for automotive training. We will work closely with your L&D team to craft a learning architecture which will boost learner engagement, which will ultimately result in an improved customer experience.

MOBILE LEARNING Using tablet devices during the sales process improves the customer experience. WAGONS creates fully branded, highly engaging mobile tools for use with customers, helping them get to know your products better than ever before.

We can design support tools, vehicle presentation apps and event apps to work as just-in-time performance support to enhance the overall customer experience across your global dealerships.

SIMULATIONS WAGONS can create sophisticated simulations to give your technical staff the in-depth knowledge they need of system interactions and faults. Hard-todemonstrate concepts are simplified with 3D models, animations and augmented reality for the most comprehensive technical training. We are also able to create complex business simulations to give your managers and sales staff a feel for running a dealership and provide practice and repetition of new skills in a risk-free environment.

E-LEARNING Multi-device e-learning is a fantastic way to deliver large volumes of content quickly and cost-effectively. It's a speedy way to deliver learning about everything from the technical aspects of your vehicles to customer service training and brand awareness. WAGONS's innovative approach to automotive e-learning means we can create courses for tablets, smartphones and PCs, making the most of new and existing technologies for the maximum impact.

CORPORATE TRAINING SALES TRAINING PROGRAMS 1.

New Dealership formation & Induction Program Monitoring the dealer infrastructure work in progress Completing the setup as per Company/OEM requirements Forming the Manpower/team for each department like Sales, Counter sales, Reception, HR, Accounts, Technicians, Service advisors, Spare part managers, Works Managers, AGM, GM & other office staff.

Hierarchy/organization structure formation Induction training on product, process, people development for Sales & Service team Sales improvement techniques & generating profit Customer Service, spare part sales & revenue generation Implementation of systems & process CRM DMS training & implementation Supporting & managing inauguration of dealers Monthly training & evaluation for improvement Hand holding all the departments for effective implementation for a span of one year

2.

Existing Dealership - New Sales Executive/Manager Induction Training Program Basic auto knowledge & Auto aggregate knowledge Product knowledge & Technical comparison Product sales pitch : importance & usefulness of each product attribute relevant to the pitch and Categories of customers Counter competition pitch Objection handling techniques Sales talk (delivery), soft skills ( body language/etiquettes), selling skills, tele - skills etc Standard vehicle demonstration talk EMI calculation Finance documentation and Leveraging NBFC, Banks & Rural Banks Enquiry generation (ways) Promotional activities – how to do. Do's n don'ts in promotional activity Application based sales pitch and approach Operating economics and sensitivity analysis Understanding customer needs, Right customer finding, market segmentation, application, class of customer, buying power, decision makers‌etc.

Penetration Tips : - Developing Relationship with opinion makers, influencers, agents & rural etc.

RTO registration process and documentation Interpersonal skills, self belief , professionalism Sales process Training & implementation Case closing techniques to improve conversion factor Sales Kit and its importance Leadership skills , Managing people Target orientation , team building , negotiation skills Customer engagement & delight Reporting & tracking Delivery process and importance, showroom sales Influencing people , becoming successful and career guidance Knowledge Sharing - experience and learning to enhance sales

CORPORATE TRAINING

3.

DEALER SALES MANAGER PROGRAM Leadership skills, Managing people Effective implementation of OEM systems & process and monitoring knowledge Sharing - experience and learning to lead Reporting & tracking Influencing people , becoming successful Effective Presentation Skills Sales & dealership profitability Stock ageing & model wise focus

4.

Auto Finance- Sales Manager/Executive Program Loan Concept, Need & Scope for Auto financing.

Vehicle – Product lines, Categories, Demand & analysis.

Competitor market study Approved Borrower's Profile Credit approval process & role of credit bureau Interest rates, NPV & IRR concepts.

Balance sheet analysis & general norms for funding Used Vehicles Understanding Equated Monthly Installments : Basics & in detail study Disbursement process & documentation Cross sell penetration & tips Sales strategy – through various events, bank branches, open market channels Auto Dealer relationship management for lead generation Customer reference lead generation Positive Attitude Conditioning, Context Reframing, Stimulus & Response, Kinesiology Concept, Opinion, Belief & Conviction, Life Lead: Class, Credibility & Mega Credibility, Traits of Good sales Person, Sales Call Preparation Pre call prep. & Post Sales Analysis, Handshakes & Types, Time Mgt.- Fundamental Steps in managing time, Territory Planning, Pareto Principle, corporate etiquettes, sales call preparation Stress management, Negotiation Skills How to become successful sales person How to influence people Meeting skills, Listening skills & Questioning skills

CORPORATE TRAINING

SERVICE TRAINING PROGRAMS 1.

Advanced technique of vehicle repair (for Technicians & Works Managers) Function Working principles Identification of parts Aggregate dismantling and assembly Minor and major repair adjustments of all aggregates Maintenance of aggregates Minor and major repair on compressed natural gas (CNG ) Vehicle repair as per repair time schedule Complaint diagnosing and action plan Measurement technique of precision instruments Electrical & Electronics functions, complaint diagnosing & Repair Air condition function, working principles and repair

2.

Multi Skilled Assembler (for manufacturing plant assembly team) Function Working principles Identification of parts Measurement of precision instrument Minor and major adjustments of all aggregates Maintenance

CORPORATE TRAINING 3.

Effective communication skill for CSI improvement (for dealer service team) Team work Interpersonal skill Corporate etiquette Stress management Time management Objection handling Effective complaint handling Effective meeting skills Employee motivation Presentation skills Conflict management

4.

Launching of New dealer service centre/workshops 1. Make available Trained man power –mechanics , service advisors ,assistant workshop managers and workshop managers 2. Infrastructure of workshop – Errection of service centre with minimum cost i.

washing pit

ii.

No of working bay's, by the study of vehicle population of area

iii.

Special tool room & warranty room

iv.

Lubrication store

v.

Spare parts ware house ,counter sales

vi.

Aggregate over haul / Engine over haul

3. Systems process & Documentation of work shop I.

Reception

II.

Job card opening

III.

Spare part challan

IV.

Lubricant challan

V.

Closing of job card

VI.

Billing / invoice

VII. Effective implementation of data base management system 4. Training manpower for petrol, CNG and diesel operating vehicles \ i.

Running repair

ii.

Minor repair

iii.

Major repair

iv.

Aggregate over haul

v.

Engine over hauling

vi.

Vehicle testing after repair

vii.

Accident repair , paint shop

viii. Annual maintenance contract ix.

Importance of float units to minimize the down time

5. Vehicle PDI: Better Advance Technique of repair to minimize warranty cost 6. Training and implementation of 5S & Kaizen process 7. Arranging service Campaigns at various locations for sales & service promotions i.

Service marketing techniques to improve in flow of vehicles

ii.

Onsite service facility

iii.

Mobile service van

TEAM Mr. Neeraj Kumar (B.E) : Head - Behavioral Training (Ex Asia Pacific Coach – 3M India Limited) Trained & Certified Six Sigma Black Belt from USA & a former Lean Six Sigma Coach for Asia Pacific Region for 3M handling training & implementation of Lean Six Sigma in DMAIC & DFSS methodologies. One year of training in QFD (Quality Function Deployment) by Dr. John Tereninko, one of the pioneers of this methodology in the world.

Certified Master Practitioner of NLP from the National Federation of NeuroLinguistic Psychology USA, and a Certified Trainer from Silva Mind Control.

Mr. K. Vasant Pai (B.E) : Head Training – Automotive Technical Ex Head Training – Service Training Centre – Tata Motors An Engineer with over 35 years of experience in the auto industry, Mr. Pai has served the likes of BEML & TATA MOTORS at various functions like service, R & D & Technical training. He has headed the team of Tata Motors Service Training Centre (STC) for more than a decade. Mr. Pai has not only trained people across India but in various other countries too. He holds the distinction of training thousands of candidates for effective repair & maintenance.

Michael Rodrigues : Head Content & Delivery (Ex Vice President – Training Kotak Mahindra Bank)

Michael has over 20 years of work experience in Sales, Leadership, L&D and Service Quality. He has a passionate belief that people are key to success in any organisation.

Academically he is a BA graduate with Post Graduation Diplomas in Marketing and Human Resource. He is also a Certified PRISM (Brain Mapping) Practitioner & Belbin Team Roles Accredited. His last corporate role was with Kotak Mahindra Bank, where he joined them as Head Training – Retail Asset and after a stint of 6 yrs he left the organization as Vice President – L & D. During that period he was also Head - Service Quality for a year managing Customer Service, Training & Quality for Customer Contact Center of Kotak Mahindra Bank.

Kalyan Sen : Head - Learning & Development (Ex VP – Head Training ING Vysya)

Kalyan Sen has over 20 years of experience in training and organisational development working with people of all levels in varied organisations from front line to the top management. With India as his base Kalyan has extensive multicultural experience. Originally from Eureka Forbes Sales background and grounding in quality and Sales & Marketing, leading performance enhancement programmes that have used challenge courses and experiential learning as the backbone for supporting the business required change through training and development.

Chandrasekar Pandyan :

Kunal Chakrabarti Head – Skill Training Ex Vice President - Aegon Religare An IIM MBA graduate with vast experience in training, business development, marketing & branding.

He worked in various companies like Aviva, Aegon, Standard Chartered, Eureka Forbes & Tata Printing in different portfolios aimed to expand distribution, acquisition of new distribution partners, acquire Banks, Brokers and large Corporate Agents.

He is a skill training expert one who help individuals discover their unique and innate potential in order to empower their career towards success.

Head - Knowledge Mgt & Assessment (Ex Director – Global Learning Intel Corporation)

He is a Management Consultant – KM, Innovation & Biz Evangelist, who led the Enterprise Innovation & Knowledge Management Strategic Programs for Fidelity, Intel & Virtusa Corporation across US and India. His role span cuts across Technology Services, Business Services, Business Analytics & Research influencing the Learning Organization promoting the Competency - Talent - Knowledge - Innovation Continuum. He had successfully championed `Balanced Scorecard' - BSC based Strategic Corporate Change Management Initiatives involving Systems, Processes and Infrastructure to roll out Knowledge Creation, Capture, Organization, Access, Reuse and Ideation Programs.

AUTOMOTIVE CONSULTING Wagons Automotive sales & service Practice serves clients around the world with engagements spanning almost every major vehicle system, assembly, channel partners and component group. Industry areas served include automobiles, cars, bikes, construction equipment, trucks and buses, automotive distribution and retail, automotive suppliers, machinery, mechanical and electrical components, plant construction, and other related businesses. We’ve worked with major automobile and commercial-vehicle manufacturer, and companies focused on downstream sales and distribution.

Our people combine hands-on experience in automotive, engineering, and related disciplines, Financial services & Banking with broad training in business management. We have deep functional expertise in nearly every aspect of the value chain—product development, manufacturing, purchasing, and supply, as well as branding, distribution, and retailing.

Wagons Management Consulting helps both auto & finance businesses achieve high performance. Drawing on our groundbreaking research and hands-on experience with high-performance businesses, Wagons delivers insights and puts them into action. Wagons does turnkey services to make the business start its first step.

Delivering this kind of value requires a broad range of talent and capabilities – across human capital, strategy & operations and technology – and importantly, aligned to the unique needs of specific sector, business and organization.

Our clients look to us for the ability to implement the ideas we present. They expect excellent performance that draws upon our breadth of industry and service experience. Simply put, we provide our clients with world-class insights that generate tangible and measurable impact.

CONSULTING SERVICES v Analytics v Business

Turnkey

v Business

Process Management

v Change

Management

v Customer v Channel v Finance

Relationship Management

Building & management and Performance Management

v International

Development

v Manufacturing v Mergers, v Mobility

Acquisitions and Alliances Services

v Operations v Process

and Innovation Performance

v Risk Management v Smart

Grid

v StrategySupply

Chain Management

v Sustainability v Talent

and Organization Performance

OUR EXPERTISE

PERFECT

DECISION WITH

HEALTHY BUSINESS Automotive OEMs (Original Equipment Manufacturers) We work with OEMs across all sectors of the automotive industry, from passenger-car and light-truck manufacturers, to heavy-truck manufacturers, to agricultural and construction equipment companies. Our consulting staff consists of individuals who combine professional experience in automotive, engineering, and related disciplines with broad training in business management. Our work with OEMs covers strategy, organization, M&A, brand management, product launch and project management, lean manufacturing and production, supplier management, and value-chain cost reduction.

Automotive Suppliers We work with companies across the automotive supply chain—mechanical-, electrical-, and electronic-parts and components suppliers, materials suppliers, and equipment suppliers. Our service to these clients includes corporate and business unit strategy, technology strategies, new business opportunities, mergers & acquisitions, cost reduction, and supply-chain management.

Machinery Industry We have a strong track record serving assembly specialists and tool manufacturers, by leveraging the professional experience of our consultants in automotive and engineering disciplines to help build institutional skills, create growth strategies, and identify and implement cost reductions. As in all Wagons work, our goal is to help clients make positive, lasting, substantial improvements in their performance.

WAGONS LEARNING PVT. LTD. Corporate Office : A8, 4th Floor, Srushti Apts, Opp. Corporation Bank, Baner, Pune - 411 007.

E-mail : contact@wagonslearning.com Website : www.wagonslearning.com