Sewells Group Prospectus

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sewellsgroup.com
info@sewellsgroup.com
Australia & New Zealand
275 Canterbury Road,
Canterbury VIC 3126 Australia
South Africa
Block A – 1st Floor
La Rocca
321 Main Road, Cnr Pertunia
Bryanston 2021 South Africa
Thailand
209 K Tower, 10th Fl.,
Sukhumvit 21 (Asoke),
Klongtoey Nue, Wattana,
Bangkok 10110 Thailand
INDONESIA
Suite 703, Pondok Indah Office
Tower 2
Jl. Sultan Iskandar Muda Kav. V-TA,
Pondok Indah
Jakarta 12310, Indonesia
India
123, BUILDING 2-A3, SECTOR 1,
Millennium Business Park,
MIDC Mahape,
Navi Mumbai, 400 701 India
china
west zone, building 14,
city of elite
NO. 1000 jinhai road,
Pudong area shanghai
201206 china
sewells group brochure

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sewellsgroup.com
South Africa
La Rocca
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INDONESIA
Tower 2
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India
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201206 china
about us
vision & values
value added
outsourcing
what sets us apart
Proven Management Model
Demonstrated competence
Process Efficacy
social media
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index
V2/2012

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Sewells Group is a Dealer Development Agency, specialising in enhancing the
performance of Franchised Motor Dealers. Our approach to adding value is through
sincere partnerships, be it with Dealers, Dealer Groups or Manufacturers/Distributors. By
committing to the goals of our clients, and by taking a genuine interest in their growth,
we form long and mutually beneficial relationships with them. Integrity and Business
Intelligence are our watchwords.
While we are first and foremost a Retail Consultancy, we also partner major
manufacturers in an effort to align wholesale understanding with retail operations.
Our scope of work includes Business Management, Consulting, Training, Outsourced
Network Development, Financial & Performance Benchmarking, Performance Groups,
Assessment Services, Product Launches, Customer Satisfaction & Loyalty Interventions,
Profit Improvement Projects and Field Staff Development.
Established in June 1982, Sewells Group has gradually grown in stature to the point
where, in one way or another, we now provide Dealer Development services to dealers
throughout Australia, New Zealand, South Africa, Thailand, Asia Pacific region and the
Middle East.
“Nothing can be more powerful than a team with one single plan.”
Our very reason for being in business is to improve the performance of
individuals and organisations in the automotive industry in measurable
ways.
about us
3

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
With our unique consultative approach and our universal experience, we will excel in our
endeavours in the automotive industry because we listen and are sensitive to the needs
of our precious clients, responding with creative solutions that can be measured for the
difference these solutions make in enhancing the performance of the car Dealers we service.
Towards this end, we will attract, excite and retain high quality personnel whose creativity
and general delivery of our services in the market place, are exceptional and widely
acknowledged as being elegant and inspiring. Winning as we see it will be represented by
a combination of healthy returns for our shareholders and approving acknowledgements
from our clients who see an ongoing relationship with us as paramount to their plans for
the future.
Through its commitment, skills base and strategic insight into the automotive
industry, Sewells Group has formed long term and meaningful relationships
with manufacturers and Dealers around the globe.
This is in line with the Sewells Group philosophy of supporting its clients with
a “can do” business partner frame of reference, rather than a “supply and
move-on” mentality.
vision & values
“If you cannot see how the best are performing, how do you know how
good you really are? How do you ever drive your staff to produce more?”
4

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sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Integrity
What we think, what we say and what we do are in harmony.
Continuous Improvement
We demonstrate a restless drive to be better in everything we do adapting constantly
to changes needed to stay abreast of the very best in our field.
Measurement
Our willingness to measure the impact of our performance sets us apart in a very strong
sense. As such we eagerly seek means to monitor every possible initiative to prove our
worth.
Commitment
We retain undistracted levels of devotion to our plans, to our clients and to our projects.
Partnerships
Our relations with our clients will be acted out as though we were a part of their being.
They will have a deep sense of our belonging and sensitivity to their cause.
Innovation
We encourage creativity in our people with our preference for developing our own
solutions to the challenges of our esteemed clients. We constantly develop and refresh
our products and services.
our shared values
• Global base of data
• International experience
• Holistic and integrated programmes, forming long term strategy for development
• Effectively changing culture
• Customised programmes to suit your needs
• Applied business education and training
• Measured growth
• Dedicated specialisation in the motor industry for over 25 years
• World class technology
• Learning applications on your floor or in the classroom
• Educational, strategic and tactical interventions
• Integration of wholesale and retail objectives
value added
5

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Sewells Group provides an outsourced agency service for clients, that
addresses the challenges of managing a motor retail network, and ensures
continuity and the provision of professional expertise.
The outsourced service integrates at a strategy/management/operations and
execution level, and under a single banner, then provides a range of dealer
performance enhancement products and services so as to ensure that intense focus
is given to business health as a ‘way of life’ for all nominated dealers in a network
structure.
Dealer networks are encouraged to actively pursue a state of wellbeing and
heightened learning as a means to improving performance and value in their
businesses, as well as customer value-add.
Sewells Group continuously enhances and improves the constituent elements of
the development model to ensure that Dealer networks are being developed in line
with market conditions and contemporary development thinking.
outsourcing
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in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
The desired goal is:
• Sustainable dealer performance, growth and upliftment.
• Enhanced value of the client’s brand.
• Improved customer satisfaction.
• Improved productivity in the dealership.
• Improved profitability in the dealership.
• Achievement of the client’s strategic objectives.
Key Principles embodied in the approach are:
• Dealer acceptance of responsibility for ‘own’ wellbeing and development.
• All activities must contribute to dealer health (integration of the effort).
• The use of process and performance data to drive improvement actions and
decision making.
• Use of one umbrella brand as the resource for attaining dealer health.
• Three way partnership between the client, the dealer organization and
Sewells Group.
• Empowerment of field-staff through the development of true retail
understanding.
outsourcing cont.
The concept is based on the medical health industry principle, that one
should pro-actively contribute towards, and work on a healthy lifestyle,
whilst having critical resources available should the need arise.
A consistently healthy lifestyle with regular monitoring is a vital aspect of the
health process, if crises are to be averted, and health sustained.
The achievement of the client’s corporate goals and vision is largely dependent
on a dealer network that is healthy - in strategy; profit; process; people;
customers - and which sees itself as a viable, return driven entity to its owners.
The Sewells Group engagement model requires an in-market capability to
enable the application and execution of the elements within the model. Sewells
Group appoints dedicated resources to manage and implement the model on
behalf of the client. The outsource team lives the brand and its culture.
Sewells Group also offers an outsourced service for components of the model,
examples are the Training and Development Management function and the
Business Management function.
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in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Sewells Group has been privileged to experience and work among top
performing dealers and OEM’s throughout the world resulting in an
understanding of how they achieve great results on a sustainable basis.
The common thread in these dealers is their ability to develop superior capabilities
in three critical dimensions of their business:
Process capability
All key business processes have been identified and customer orientated processes
and procedures have been developed and implemented, these are continuously
reviewed and “best practices” introduced. Management are responsible for these,
and staff are trained to the required level of competence on the processes and
procedures and are vocal advocates of their processes and procedures.
People capability
Staff are recruited with their development potential in mind, are trained and
managed to maximise their capabilities and motivated to perform through
leadership and remuneration structures.
Management capability
The dealership applies a business management model which is orientated towards
results, avoids distractions and focusses on the key performance areas of the
business. Management and staff are trained on the business management model,
and have the knowledge and experience to implement in their key performance
areas.
what sets us apart
Sewells Group Integrated Dealer Performance Management Model
8

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
management
capability
people
capability
process
capability
best
practice
dealers
Best practice dealers develop creative measures of their performance in each
of the dimensions and continuously evaluate their performance, planning and
implementing corrective actions.
The three dimensions are integrated in the dealership environment and are
managed in a holistic manner.
what sets us apart
9

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Sewells Group understands the importance of managing and developing these
three dimensions in an integrative manner therefore the Sewells Group’s model
focuses on the performance development of franchised automotive dealers using
a holistic approach of measurement, analysis, education and development in line
with the three dimensions of retail performance.
Proven Management Model
The consistent application of a business management model, which focuses efforts on the
critical areas of performance which contribute to the achievement of above average results
Demonstrated Competence
The development of staff to a point where they can demonstrate competence and the
retention of staff by creating an environment conducive to self-motivation.
Process Efficacy
The application of efficient and measurable processes that drive behaviour, are oriented
towards sales and service growth and the development of customer loyalty.
what sets us apart
process efficacydemonstrated competence
proven management model
sustainable
dealer
health
10

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
The first component of a dealer performance model is the consistent
application of a business management model, which focuses efforts on the
critical areas of performance which contribute to the achievement of above
average results.
Sewells Group supports the achievement of this by providing a business
management model based on the proven MRA™ concept, underpinned by the eSOS
financial reporting system, driven through performance groups and consulting
interventions.
proven management model
Dealer accounting consulting
Dealers require meaningful financial information in order to make informed
strategic decisions in their businesses, and to better achieve the BM model. The
accounting practice followed will determine if that information is accurate and
relevant.
Sewells Group accounting guide serves as a reference source for best practices
and principles which should be applied to record motor dealer transactions and
the analysis and interpretation of dealer financial performance. Users can access
know how and obtain an understanding of a number of accounting and financial
management responsibilities.
Sewells Group has a pool of highly experienced dealer accountants and financial
managers who can assist with any aspect of dealership accounting.
eSOS reporting system
The fundamental benefit of business intelligence is the support it provides for a
better decision making process in the area of dealer and network performance
management.
eSOS is a fully integrated, secure web based data collection, data sanitising and
analysis management tool designed exclusively for the retail automotive market
and has proven its capability and capacity. As a portal for total performance
reporting, eSOS extends beyond just the financial area.
eSOS was developed to meet both the enterprise/risk management requirements of
an OEM, as well as the developmental needs of the dealer network. Fully integrated
into eSOS is the proprietary Sewells Group MRA™ model, which ensures reporting
and actionable data on the key ratios and KPI’s a dealer should be focusing on to
ensure the health of their business.
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in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
MRA analytical model
Our core belief is that successful dealers consistently apply a proven management
model.
Sewells Group MRA™ model is a high level financial and performance analysis
model which is used to analyse automotive retail performance and to guide
strategic decision making. By promoting improved retail management through the
“Mix”, the “Retained” and the “Activity”, we are more accurately able to define
the processes and competencies which require improvement and offer support to
address these gaps.

Dealer business consulting
Managing a dealership can sometimes be a frustrating exercise with so many
distractions which lead to uncertainty as to the way forward. Sewells Group offer
a consulting service which matches the expertise and competence of a Sewells
consultant with a client’s specific needs.
Sewells Group structured offer, the Dealer Health Check process is designed
to provide a professional insight into the dealerships current and potential
performance. Reports are compiled by leading industry consultants and highlight
clear performance issues and areas of opportunity.
Sewells Group also supports the development and implementation of the actions
needed to remedy the performance issues and take advantage of the identified
opportunities.
Performance and development groups
At the core of Sewells Group dealer focused philosophy are world class performance
groups. Essentially these are peer-group forums where dealers are able to identify
the financial drivers, processes and practices which lead to superior business results.
Facilitated by a senior Sewells Group consultant, leading practices are identified
through the use of industry benchmarks, dealership processes are assessed and
analysed in an action-learning environment in order to understand high levels of
workplace performance. Sessions are designed to be engaging and interactive
through the discussion of real life problems and opportunities. Participants are
encouraged to openly exchange and articulate ideas, which will assist in enhancing
performance and identifying untapped sources of additional profit. Structured to
meet three to four times annually performance groups embrace the concept of
continuous improvement.

12

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
demonstrated competence
The success of a dealership relies on the development of staff to a point where
they can demonstrate competence, and the retention of staff by creating an
environment conducive to self-motivation.
Sewells Group provides learning interventions supported by an interactive learning
management system which enables learners to develop and demonstrate the
required competencies and gives recognition for their achievements.
Training needs analysis
The key to meaningful training and development interventions is the effective
identification of training and development needs. One needs to establish “What
individuals need to be able to do”, the knowledge, skills and attitudes which are
essential to performance.
Sewells Group recognises the importance of this step in the developmental process
and has a structured training needs analysis process which is customisable to a
client’s situation and needs.
Curriculum development
Developing integrated learning pathways enables learners to understand the road
to competence and to plan their development requirements appropriately.
Sewells Group experience in designing career pathways and the associated
curriculums plus our own uniquely designed pathways for motor retail can save
clients many hours of redevelopment.
Training and development
There is much debate about the cost of training and developing people instead
of considering the cost of NOT training and developing people. Nothing in your
business escapes the impact of well-trained staff, from your customers to your
creditors. All motor dealers face the challenge of retaining and developing effective
management and staff to allow them and the business to grow.
Sewells Group provides needs based training, with proven competency based
outcomes, through which individuals can grow and deliver in a way which suits
the dealership and the individual. Sewells Group training philosophy is one where
learners leave their training experience not only motivated, but with the skills and
practical experience to be able to apply their new knowledge in the workplace.
13

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Learning administration and management
The management of the learning process is an admin intensive task. Keeping
track of numbers of learners all at different stages in their development plans is a
complex process.
Sewells Group recognises the importance of accurate and meaningful training and
development data and can support clients with our admin support teams and our
online learning management system.
The Sewells Group LMS contains the following elements:
• An online training management system to co-ordinate all training and maintain
learner records.
• An online learning portal where learners and their managers can track their
progress, access courses, materials and information.
• An online testing facility to conduct training needs analysis and for testing
competence.
Product and other strategic interventions
Training and development must support the OEM’s and dealers operational plans
by preparing individuals for the introduction of new products and systems.
Sewells Group has developed an approach to new product launches which equips
the sales teams to effectively represent the new product from the start. This crucial
period of product introduction requires competent sales people you are able to
present the unique selling points to prospects with enthusiasm, knowledge and
professionalism. The launch of new systems also requires staff to be prepared
for the introduction, through meaningful training interventions using the most
appropriate methodology.
Reward and recognition
Effort in developing staff without recognition and/or reward diminishes the
motivational effects of the new knowledge and skills gained. It is human nature to
appreciate one’s achievements being recognised.
Sewells Group works with clients to implement appropriate recognition and
reward systems which are sustainable and become focal points for new entrants to
achieve. The Sewells Group recommended approach is to integrate development
with actual performance in reward and recognition programs.
Leadership programs
Managing an enterprise with five distinct ‘lines of business’ is a challenge in
itself. Throw in the three dimensional components of customer interest versus
OEM interest versus shareholder interest and we emerge with a rather complex
and intriguing business model called the modern car dealership. Now take these
complexities and weigh up the investment in the business (capital employed)
against the investment in the manpower charged with producing a return on
this capital and we emerge with one of the most intriguing conundrums in the
industry. Sewells Group leadership programs are designed to develop individuals
to meet these challenges.

demonstrated competence cont.
14

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INDONESIA
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MIDC Mahape,
china
city of elite
201206 china
demonstrated competence cont.
Departmental leadership program
The departmental leadership programme is designed to equip participants with
the knowhow and strategic tools to enable them to effectively drive departmental
performance. This includes examining a balanced approach to leading and directing
automotive retail operations in a way which accommodates the three dimensional
requirement of achieving optimum market penetration, providing exceptional
levels of service and generating superior returns for the business.
Advanced dealer management program
The Automotive Dealer Management Programme is designed to equip delegates
with the knowhow and strategic tools to enable future dealership managers to
successfully achieve a balanced approach to leading and directing automotive
retail operations in a way which accommodates the three dimensional requirement
of achieving optimum market penetration, providing exceptional levels of service
and generating superior returns for the business.
15

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
process efficacy
The final component of the Sewells Group Management Model is the
application of efficient and measurable processes, which drive behaviour
and are oriented towards sales and service growth and the development of
customer loyalty.
The absence of stable, non-variable processes in a dealership has a significant
impact on the ability to develop and integrate competence into the business, as
well as the ability to effectively manage a department. Sewells Group provides
sales and aftersales processes and guides, which can be customised to client’s
needs, are underpinned by the iManage process management system and driven
by consulting and coaching support.
Process design
Analyse any successful business and you will find in the core, processes which
have been thoughtfully developed and continually refined. Providing quality and
consistency to the customer’s experience of the contact points with the dealership
will contribute positively to customer satisfaction.
Sewells Group assists clients to design the processes which will best serve their
customers’ needs based on the businesses environment. Sewells Group own
generic sales and aftersales processes have been robustly tested and with relatively
minor changes, can work for most dealerships.
Process implementation
Effectively designing processes is only the start. The challenge is to be able to
implement and apply them consistently and effortlessly.
Sewells Group process implementation guidelines ensure that all staff are involved
in being part of the implementation, by contributing their own ideas to improve
the processes. Process training is not a once off, staff are placed into teams to
regularly review the process steps, identify areas which need improvement and are
provided with the tools to improve the processes.
16

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
Coaching support
An external coach can assist in identifying dysfunctional performance or
weaknesses in the process steps. Sewells Group provides coaching support to a
dealer implementing new processes or wishing to improve their performance with
the current processes.
The coach can conduct in-house training on specific aspects of service delivery
or help with the re-engineering of processes to improve performance. The coach
can also be used to implement Sewells Group process implementation guidelines,
understanding potential pitfalls he can make the introduction of processes more
effective by reducing the time required to achieve competency.
iManage process management system
Tracking process activities is an essential step in sustaining and evolving process
efficacy.
The Sewells Group iManage process management system enables the sales and
service teams to track, monitor and benchmark their performance.
Compliance audits
Ensuring that your processes are compliant with the standards you have set is a key
part of process efficacy.
Experienced Sewells Group consultants can perform this role through a structured
audit process. Feedback will clearly indicate where there are process breakdowns
and the remedial action required.
process efficacy CONT.
17

in
sewellsgroup.com
South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
MIDC Mahape,
china
city of elite
201206 china
sewellsgroup.com
Sewells group Social Media
Sewells Group is committed to developing a collaborative relationship by
forming communities with our staff and with our valued clients.
The purpose of these communities is to encourage two way dialogue where we
can share information of interest and best practices with our market and harness
and share the intellectual capacity of our staff.
These forums will also facilitate feedback from our staff and clients on issues that
concern them and opportunities for Sewells Group to improve their products and
services.
18
inhttp://www.linkedin.com/company/sewells-group
http://twitter.com/sewellsgroup
http://www.facebook.com/SewellsGroup

in
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South Africa
La Rocca
Thailand
INDONESIA
Tower 2
Pondok Indah
India
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china
city of elite
201206 china
sewellsgroup.com
Disclaimer: The information in this brochure is correct at the time of production. Sewells Group reserves the right to make changes at its sole discretion.
© 2012 Sewells Group
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Sewells Group Prospectus

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