Pala Group shares positive influence of INDICATA

Written by Autorola in category 
April 22, 2021
Speaking at a recent Fleet Europe event Jan Peter Oving, CEO of Pala Group BV explained how used car market data is now driving its business decisions.

Improved used car performance
Jan highlighted how the business implemented the use of data to ensure it improved its used car sales performance – a major part of which involved change management across the business.

“We had been very traditional, but the market is changing, and we had to change as well – change management is vital because if the culture is not right it can eat your strategy for breakfast,” said Jan.

Appointing a data intelligence employee
The first step in the business transformation saw the business appoint a data intelligence employee who was dedicated to overseeing the new and used car market data.

The next step was the implementation of a remarketing platform.

The third element was to introduce a central management.

Helping provide data and insights in our used car management
Jan said a “very important” step within the transformation process was introducing Indicata from Autorola – a platform he suggested “really helped us in providing insights and data in used car management.”

Pala Group BV implemented the programme across its nine sites, which offered occasion/sales managers the opportunity to rely on market data instead of gut feeling.

“We wanted to see the right pricing for the market,” said Jan.

Dynamic pricing
He continued, “It’s all about dynamic pricing – marketability – something we couldn’t do before. Real time data allowed us to compare insights to the market, increase stock turn and reduce obsolete stock.”

Indicata provides the individual dealerships with key performance indicators (KPIs) via an online dashboard and at group level allows the business to see each dealerships statistics, as well as an overall business analysis.

Being more efficient with our capital
Jan explained: “Using market data we have been able to increase our margins and we have been more efficient with our capital.”

Pala Group BV is a family owned nine-site BMW dealer network based in mid/south east Netherlands. The business represents over 14% market share within the BMW dealer network and has an annual turnover of €260m.

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