Marcus Hohmann is a Director of Finance & Administration based in McKinsey’s Düsseldorf office. In his consulting work he focuses on clients in the automotive and chemicals industries.
Full Throttle: Fast-Tracking Automotive Digital Innovation
A new breed of digital, connectivity-focused competitors is becoming increasingly common on the automotive arena. Playing by a different set of product development rules and upsetting long-established industry conventions, these competitors represent a serious threat to automotive incumbents that don’t have access to the new digital accelerator playbook.
Innovating Automotive Retail
Automotive retail is changing fast around the world as disruptive new technologies enter the fray and customer expectations rise. McKinsey's 2013 Retail Innovation Consumer Survey describes the forces driving these changes and offers advice to OEMs and dealers alike for coping in a more turbulent future.
McKinsey Report: Advanced Marketing and Sales for Advanced Industries
Marketing and sales (M&S) can be an invaluable source of competitive advantage within the Advanced Industries sector. However, the power of M&S is often underestimated, playing second fiddle to "technical" functions in terms of CEO priorities. McKinsey & Company's new brochure covering 10 vital M&S topics reveals how taking a step forward in terms of sophistication and mastery in M&S can quickly pay off.
Sold! Boosting Car Dealer Performance
Given the critical role that a dealer network plays in any automaker's ultimate success, finding proven ways to enhance retail frontline performance should be an imperative. For dealers, dealer groups, and automakers seeking pragmatic, proven ways to improve the retail network's performance, the dealer retail performance improvement process described here can be a good place to start.
Pricing: The Value-Creation Lever that's Now Even More Powerful!
Value-based pricing can be a very powerful tool for improving pricing levels. It can also boost the sales force's capability to sell based more upon customer value, and less upon price and technological features. Learn about the four-step approach to value-based pricing that, experience shows, can generate a substantial bottom-line impact.
European Automotive Retail 2010: Revolution or Evolution?
Europe's car dealers face a rough stretch of recession-caused driving that threatens the survival of many of the smaller, single-brand operations. Pursuing a multi-brand format can provide the extra customer traffic dealers need to survive and potentially out-pace the OEMs themselves in terms of return on capital.
What Matters Now in B2C Sales
With the potential to "unfreeze" an organization that typically results in a severe economic downturn, top managers now have the chance to re-assess their sales models and introduce new approaches that can provide the basis for a lasting competitive advantage. Based upon its survey of sales managers, McKinsey & Company has developed five recommendations for how to improve consumer sales in hard times.
Boosting Top-Line Revenue through Lean: Driving Value in Automotive Retail
Lean methodology has become a standard tool for optimization of production processes – but can lean thinking also help move top-line revenue? Learn how lean methodology can be applied in automotive retail and how it plays out in a number of business situations.
Designing a Sales Transformation – from Diagnostics to Program Design
Can car companies elevate their retail performance "game" to the levels routinely seen further upstream in their product development or manufacturing operations? McKinsey & Company has developed a sales transformation approach that holistically addresses the challenges that both OEMs and retailers face in this critical area. Learn more about the four questions that drive a sales transformation and how answering them can unleash retail sales success.