Success factors of the process connected with young used cars sales within the Austrian BMW

Berger, Bernd

This Diploma Thesis examines the success factors of the YUC process. The main objective of this paper is to identify success factors within the YUC process, in order to propose optimization approaches for improving performance of less successful dealers. This is achieved by a quantitative, hypothesis testing approach: Possible success factors are investigated by a method combination of a questionnaire and a standardized observation, which are subsequently tested with the help of bivariate analysis methods for a possible correlation to the YUC success. The results of the research on the factors of success showed, that the process steps sales & trade in as well as the purchase have the strongest influence onto the YUC success. Closely spaced by the marketing, stock management & pricing and HR management. In contrast to them, the process steps presentation and CRM turned out not to be relevant for success. However within all 7 process-steps strongly success-influencing factors could be identified, which formed the base for the aimed recommendations.

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