Experian helps Skoda to improve its market share in Belgium

Client

The story begins in 1895, when 2 men, Laurin & Klement, joined to manufacture
bicycles. In 1905, the ancestor of the car was born, called the "Voiturette". After its fusion with Skoda in 1925, the company enormously progresses.
In 1991, Skoda becomes part of the Volkswagen Group and than, in 1992 D'Ieteren becomes importer for Skoda in Belgium.

In 2003, Skoda's market share in Belgium was very low (1,36 %).The average sales volume per dealer was lower than 100 vehicles. There were 58 Skoda partners and more than 40% of the sales volume came from dealers who didn't satisfy to the new directives anymore.
Skoda's goal was to rebuilt a network with partners who were able to follow all the new standards and to
gain market share.

Mission

Increase the market share of Skoda in Belgium

Solution

Simulation model to estimate the sale results of the Skoda distributors for each network hypothese

Benefits

• Tools for better business management
• Simulation model offering a neutral definition of sales objectives allowing best negotiation with dealers and adapted target volumes
• Extranet D'Ieteren "My Business" offering easy consulting of sales volume and market share in details to adapt commercial actions
• Neutral business indicators to select the best Skoda Partner
• Best SKODA Importer of the year in 2006
• Important sales and market share improvement these last years