Optimising the Sales Model of a Luxury Car Manufacturer

Implementing critical insights and innovative methodologies to add value at every stage


The automotive industry is under intense cost pressure, a function of razor thin margins being generated by new energy vehicles (NEVs) and expensive legacy operations and processes. To address future profitability challenges being posed by an increasing portfolio of EV vehicles, automakers are reviewing opportunities to reduce costs across the operational landscape, and notably the sales process.

 

The dealership model has been in place for over 100 years, however it is designed in a way that disadvantageous for both the car buyer and the OEM. This is because it is characterised by a lack of vehicle price transparency, a low trust relationship between buyers and dealers, and a process no longer representative of the digital service landscape that consumers have become accustomed to.

 

Catalysed by new market entrants such as Tesla, the bricks and mortar sales model was ripe for disruption, something which was recognised by a German automotive manufacturer who sought out Daniel Fitzsimmons, expert in Change Management and the Automotive Industry at Cambridge Management Consulting, to optimise their sales agency model.

Download the Full Case Study


Contact Form - Technology Practice

The

Ask


A German automotive manufacturer, recognising the need to digitise the sales process and begin its journey to a more customer-centric sales model, and secure the subsequent financial benefits, engaged our Automotive partner to support its digital transformation and change management requirements.


Spanning a complex stakeholder map involving 7 legal entities, 4 user journeys, 3 critical functions and 1000s of employees, Daniel Fitzsimmons was engaged to provide clarity and structure across the entire digital transformation process.

DOWNLOAD CASE STUDY

Solutions


Functioning as a coordinating mechanism across a fragmented vendor landscape, Daniel Fitzsimmons provided leadership, facilitating:


  • E2E Customer Journey Mapping
  • Dealer Journey Mapping
  • Digital Touchpoint Mapping
  • Customer-Centric Messaging
  • Stakeholder Mapping and Engagement
  • Data-driven Sales Mapping
  • Change Management and Communication

 

Daniel provided critical insights and enabling methodologies to support the OEM begin its journey to the direct-to-consumer sales model, and the definition and calculation of digital sales logic streams.

Team


Daniel Fitzsimmons, as partner of our Change Management function, was able to engage stakeholders in identification and communication of a change imperative that created unity in the delivery of the programme. 


His experience in delivering best in industry digital journey solutions helped empower the OEM to achieve its stated objectives within budget and in advance of target deadlines.

Outcomes & Results


01

Model Redesign

Provided experience and leadership to the project delivery organisation, allowing senior OEM executives to give guidance, rather than being hands-on in the management of the initiative.

02

Optimised Communication

Engaged the organisation in the project as well as clarifying their communication strategy.

03

Efficiency

All of this was delivered on budget and on time, with an NPS of 96.

Get in touch with Our Consultants today


We are a highly collaborative team of senior level executive professionals able to adapt to any business challenge. We deliver the expected strategic outcomes on time and on budget.

+44 (0)1223 750335

info@cambridgemc.com

Contact Form - Technology Practice

Just some of our clients


Amazon

Amazon

Audi

Audi

BT
Post Office

Post Office

BA

BA

BP

BP

Amazon

A little bit about Cambridge MC

Cambridge Management Consulting is a specialist consultancy drawing on an extensive network of global talent. We are your growth catalyst.


Our mission is to help our clients make a better impact on the world.

ABOUT CAMBRIDGE MC

Industry insights


Pembroke College lawn bathed in sunlight
by Tim Passingham 12 March 2026
CAMBRIDGE | See how Cambridge MC and Pembroke College are creating mutual value through a unique corporate partnership spanning student opportunities, academic collaboration and industry events | READ FULL CASE STUDY
Neon sharks made out of code.
by Simon Crimp 9 March 2026
Cyber Security | Ransomware in 2026 is a board-level resilience issue. Learn the key risks, weak spots and practical questions boards should ask to improve readiness, recovery and response.
The Top 21.2026 at the awards event in Cambridge, UK.
6 March 2026
The #21toWatch Top21.2026 winners have been announced at an awards ceremony at The Glasshouse innovation hub in Cambridge.
Asian business woman near a long window and looking at a tablet.
by Arianna Mortali 6 March 2026
BLOG | A student’s perspective on why women shouldn’t have to ‘play masculine’ to succeed at work – and how valuing empathy, confidence and inclusive leadership can help close gender gaps and build healthier organisations.
Abstract squiggle of circles
by Simon Crimp 19 February 2026
Where should leaders start with AI in 2026? A practical guide to moving beyond pilots, clarifying risk appetite, strengthening governance, improving data readiness, and delivering measurable enterprise value from AI at scale | READ FULL ARTICLE
Close up of a data centre stack with ports and wires visible
12 February 2026
We were approached by one of the fastest growing data centre providers in Europe. With over 20 data centres throughout the continent, they are consistently meeting the need for scalable, high-performance infrastructure. Despite this, a key data centre in Scandinavia had become reliant on a single, non-redundant 1 Gbps internet service from a local provider, posing significant risks to operational continuity. To enhance the reliability of its network and resolve these risks, our client needed to establish additional connectivity paths to ensure the redundancy of its infrastructure. The Ask Cambridge Management Consulting was engaged to address these connectivity challenges by identifying and evaluating potential vendors and infrastructure options to create second and third connectivity paths. This involved exploring various types of connectivity, including internet access, point-to-point capacity, wavelengths, and dark fibre. Additionally, Cambridge MC was asked to provide recommendations for building a local fibre network around the data centre to control and maintain diverse paths. This would allow the data centre to connect directly to nearby points of presence (PoPs) and reduce dependency on external providers, thereby enhancing network resilience and operational control. The goal of this project was to ensure that the Nordic data centre could maintain continuous operations even in the event of a failure in the primary connection. Approach & Skills Cambridge MC approached the project with a focus on ensuring operational continuity and resilience for the data centre. By identifying multiple connectivity paths, we aimed to mitigate the risk of network failures and ensure that the data centre could maintain continuous operations even in the event of a failure in the primary connection. This approach allowed Cambridge MC to provide a comprehensive solution to address both immediate and long-term connectivity needs. We employed a combination of Agile and Waterfall methodologies to manage the project. The initial investigative phase allowed a Waterfall approach, in which our team conducted thorough research and analysis to identify potential vendors and connectivity options. This phase involved detailed interviews with various telecommunications providers and an assessment of publicly available information. Once the initial analysis was complete, the workflow transitioned to an Agile approach for the implementation phase. This allowed Cambridge MC to adapt to new information and feedback from stakeholders, ensuring that the final solution was both flexible and robust. Challenges Lack of information: One of the primary obstacles we faced was the lack of detailed network maps and information from some of the potential vendors. To overcome this, the team conducted extensive interviews with contacts at these companies and leveraged its existing network of industry contacts to gather as much information as possible. Remote location: Another challenge was the remote location of the data centre, which limited the availability of local infrastructure and required us to explore creative solutions for connectivity. Cambridge MC addressed this by proposing the construction of a local fibre network around the data centre, which would allow for greater control and flexibility in connecting to nearby PoPs. Fragmented factors: Additionally, coordinating with multiple vendors and ensuring that their services could be integrated seamlessly posed a logistical challenge. We mitigated this by recommending a phased approach to implementation, starting with the most critical connectivity paths and gradually expanding to include additional options. Outcomes & Results Increased Connectivity: Cambridge MC successfully identified and evaluated multiple connectivity paths for the data centre. By exploring various types of connectivity, including internet access, point-to-point capacity, wavelengths, and dark fibre, we provided a comprehensive solution that significantly enhanced network resilience and reliability. Greater Control & Flexibility: Our recommendations for building a local fibre network around the data centre allowed for greater control and flexibility in connecting to nearby points of presence, ensuring continuous operations even in the event of a failure in the primary connection. New Vendors: The team’s extensive network of industry contacts and deep understanding of the regional telecommunications landscape allowed for a thorough and nuanced evaluation of potential vendors and connectivity options. Scope for Future Work: Cambridge MC identified several future developments with the potential to further enhance international connectivity and provide additional redundancy for the data centre. We also proposed further assistance, including a site visit for a more in-depth analysis of options, issuing RFI/RFP to vendors for capacity and fibre, and conducting similar connectivity studies for other candidate sites in the region.
Neon discs fading from blue to green to purple, cascading diagnolly across the screen.
by Cambridge Management Consulting 28 January 2026
Thames Freeport this week revealed the eight companies selected to participate in the Freeport’s Connectivity Lab, an initiative focused on validating commercially proven technologies in live port and logistics environments.
Aerial view of a data centre warehouse in the English countryside
by Duncan Clubb 13 January 2026
Author
by Matt Lawson 2 January 2026
Emerging as a hub for innovation, Thames Freeport is a unique initiative designed to stimulate trade and transform the lives of people in its region. Leveraging global connectivity and occupying a strategic position with intermodal capabilities across river, rail, and road, Thames Freeport has recognised its opportunity to drive economic regeneration for the local area. Thames Freeport engaged Cambridge Management Consulting to design a clear strategy for innovation over the next three to five years. Key considerations for this innovation strategy included objectives and KPIs, the future of the business ecosystem in the region, physical clusters and assets such as innovation hubs, and opportunities and challenges on the way. The Solution Working with our innovation partner, L Marks, Cambridge MC conducted an innovation strategy project which involved the following: Engaging with a range of stakeholders and partners from local authorities to corporate partners across the Thames Freeport area, leveraging interviews with key individuals to build a common picture of innovation aspirations, opportunities, and challenges. Conducting a series of workshops for the Thames Freeport team to consider visions and objectives, themes and focus areas, physical hubs and overall programme structure, and a three-year roadmap plan. Building a comprehensive innovation strategy which internalised all of the above questions. This was then presented to their board and formed the basis of the public tenders for innovation programmes that were then made public. 
SHOW MORE