Case: Autowelt Schmidt – Lead Assistant

The following case studies provide an insight into real use cases from car dealerships and show how typical challenges in sales are addressed in practice.

Autowelt Schmidt

90% fewer unsuitable inquiries for B2B vehicles

BMW · MINI

Lead Assistant

90% fewer unsuitable inquiries for B2B vehicles

The BMW & MINI dealerships Erwin Schmidt are part of Autowelt Schmidt in North Rhine-Westphalia, which includes brands such as Volkswagen, Audi, VW Commercial Vehicles and Škoda in addition to BMW and MINI. The team sells around 4,500 vehicles a year at four locations and is therefore part of a larger dealership organization with a total of around 10,000 vehicles sold per year.

Lead Assistant

Many requests.
Barely suitable.

Lead Assistant

As lead volumes increased, it became increasingly time-consuming to efficiently evaluate incoming inquiries and identify relevant contacts. A growing proportion required manual checking without resulting in directly usable contacts.

As lead volumes increased, the sales team spent more and more time reviewing incoming inquiries and differentiating between serious interest and less relevant contacts. It is easy for customers to send an inquiry – but there is not always a concrete interest in buying behind it.
At the same time, the data quality of many leads was inadequate. Follow-up questions from salespeople, which would have been necessary for classification, often went unanswered.
The problem was particularly evident with vehicle offers aimed exclusively at tradespeople. Inquiries were regularly received from private individuals who were generally not eligible for these offers. These leads could not be processed in a meaningful way and had to be consistently sorted out manually.
The result: a significant proportion of the inquiries tied up sales capacity without any realistic sales opportunities – a time-consuming process that caused additional work in day-to-day business and was increasingly frustrating for the team.

up to9 out of 10

Inquiries without real buying interest

A clear process instead of manual selection.

Lead Assistant

Within a short space of time, a structured pre-qualification process was set up that automatically classifies incoming inquiries, adds missing information in a targeted manner and only transfers relevant contacts to sales.

The Lead Assistant was up and running within two weeks and the first lead sources were integrated into the pre-qualification process. The aim was to structure incoming inquiries at an early stage and noticeably reduce the workload of the sales department.
The communication is automated via email and is individually formulated by AI – in the language style of the dealership and appropriate to the respective vehicle inquiry.
At the same time, specific information was requested in order to improve data quality – especially for trade-ins, where interested parties had to complete their vehicle data.
The pre-qualified leads were transferred to RSP+ in a structured manner and flagged during interaction so that salespeople could quickly identify and prioritize relevant inquiries.
A separate process was defined for vehicles intended exclusively for tradespeople: without appropriate verification, they are not passed on to the sales department. This made it possible to fully automate the manual selection of unsuitable requests.

> 80 %

VIN rate for qualified leads

Less checking.
More selling.

Lead Assistant

Many car dealerships face the challenge of processing a high number of unqualified leads and identifying relevant inquiries in day-to-day business.
Automated lead qualification enables unsuitable inquiries to be identified at an early stage and no longer processed manually in sales.

The majority of previously manually checked inquiries are completely eliminated. Instead of investing time in evaluating incoming leads, the sales team works with pre-qualified contacts and clearly structured information.
Inquiries without authorization could be filtered out automatically, especially in the B2B vehicle business. This means that only relevant leads that can actually be processed are available to the sales team.
The result is a significantly more efficient sales process at the dealership: less manual effort in lead processing, better data quality and more focus on inquiries with genuine buying interest.

"Today, we only receive suitable inquiries."

Andrej Graff · Head of Used Car Sales
about B2B lead qualification

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