Castle Hill Toyota
Stephen Heather - Dealer Principal
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My career story
• I started out by completing a trade through TAFE outside
of the motor industry and moved into New Car Sales as a
trainee.
• I worked my way towards New Car Sales Manager and
then General Manager.
• I am now a Dealer Principal and Equity Partner at Castle
Hill Toyota.
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Castle Hill Toyota are in the retail sales and
service business within the motor industry
• Castle Hill Toyota is a private, family business, operating as a
franchise of Toyota Australia, and employing approximately 95
staff, most of them from the local area.
• Our business has three departments involved in retail sales New and Used Car Sales departments and our Parts and
Accessories department.
• Castle Hill Toyota is also a service business, providing the
opportunity to our customers to care for their vehicle through
regular servicing and repair at our on-site Service Department.
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How are the 4 main functions organised within the
business? Who is responsible for each?
• Marketing/Sales – conducted individually by our New Cars, Used
Cars and Parts Depts in conjunction with the Dealer Principal.
Toyota Australia govern some campaigns such as End of Financial
Year offers but all other marketing decisions such as advertising
and direct mail-outs are made solely within each department then
approved by the Dealer Principal.
• Operations/Logistics – ordering of stock and parts supply are
conducted by the department head via a computerised connection
to the manufacturer (Toyota Australia). This is done on a daily basis
for parts and a monthly basis for new cars. Day to day operations
are performed by the department head with authority from the
Dealer Principal.
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How are the 4 main functions organised within the
business? Who is responsible for each? (cont…)
• Finance – the Financial Controller reports to the Dealer Principal
regarding all financial matters and regular monthly meetings are
held regarding the company’s ongoing financial position. A balance
sheet review is carried out on a weekly basis. We are required to
report all profit and loss figures to Toyota Australia at specified
reporting dates after month end.
• Human Resources – staff are managed onsite by our Administration
department. As for training, mechanical qualifications can be
obtained through apprenticeships at TAFE. Toyota Australia offer all
aspects of training regarding sales and service at several training
facilities in Sydney and Melbourne by qualified training staff. Online
training modules are also available to all staff. Occasionally Castle
Hill Toyota organise third party sales skills and motivational training
for sales staff. Our New Car Sales team is currently undertaking a
sales Certificate III qualification with a privately run company called
the Australian Sales Masters.
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Focusing on Marketing
• The Toyota name has earned a reputation for quality, reliability and
integrity. Our goal is to uphold the corporate image and reputation
at all times.
• Marketing Objectives/Strategies – Toyota Australia use sponsorship
as a form of marketing to promote Toyota’s brand and image. eg:
NRL Toyota Cup and various sporting teams. Castle Hill Toyota use a
similar strategy in local sponsorship of schools and at local
community events such as the Castle Hill Show.
• As time has progressed, Toyota’s view of the “car” has changed. It
is now not only regarded as a mode of transport, but a lifestyle
asset that can enhance your recreational time. Here is a sample.
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Toyota Ad
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Focusing on Marketing (cont…)
• Products - Toyota offer 19 model lines ranging from small
passenger car to large 4WD’s, commercial vans, buses and utes.
Our hybrid synergy drive vehicle started with Prius. A Camry hybrid
range was introduced in early 2010, which is manufactured locally.
More hybrid variants are to follow in the near future.
• Price – Recommended Retail Prices are set by the factory. Toyota
has some of the most competitive prices in the market starting
from $14,990, ranging to models over $100,000.
• Promotion – each dealership uses various strategies which would
include local and metro newspaper advertising, radio, internet and
direct mail. TV commercials are far more costly than they used to
be and are therefore used mainly by the manufacturer rather than
individual dealerships.
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Focusing on Marketing (cont…)
• Distribution (place) - Toyota dealerships are located all over
Australia. In the NSW metro area alone there are 24 dealerships.
Corporate Headquarters are located in Victoria and NSW.
• The competition - Toyota’s major competitors are Holden, Ford,
Mazda and Hyundai. In June 2010, www.caradvice.com.au reported
that in Australia, Toyota had a market share of 20%, followed by
Holden with 12.8% and Ford with 10.1%.
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Focusing on Marketing (cont…)
• Market research – this is predominantly carried out by the
manufacturer and information passed on monthly to each
dealership with a comprehensive report on market share and the
dealership’s earn share activity. The factory’s representative and
Dealer Manager would then discuss counter measures and strategy
to improve any areas of opportunity.
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Who is the target market?
How do you reach them?
• Toyota have a wide range of vehicles suiting customers aged from
16 to 80!
• Passenger vehicles – couples and singles are major purchasers of
these vehicles. They are also commonly purchased as fleet cars by
major businesses.
• SUV’s – due to their size and seating capacity, these vehicles appeal
to families. They are very popular among “off-roaders” who use
them for recreational purposes.
• Commercial – Buses, vans and utility vehicles appeal to tradespeople,
business owners and charity organisations.
• Marketing mediums of almost every kind are used by Toyota - TV ads,
web and newspaper advertising, sponsorship, magazines, billboards
and now social media is starting to play a big role.
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What have been the keys to the
business’s success?
• A strong business plan – firm commitment to our Mission
Statement and Company Values
• Staff stability and longevity – we have 49 staff (about 50%) who
have been employed for a minimum of 5 years or more
• Ensuring Management teams follow our ideal that great leaders
“train, motivate and reward”
• Making sure all staff members are aware of the dealership’s
business plan and the department’s goals
• Keeping expenses down to make running the business economical
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Question Time
Please feel free to ask any questions
about today’s presentation
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