Stealth Auto Recovery

The Challenge: Reaching Potential Clients in a New Service Area.

The company is equipped with the latest “State of the Art” Recovery Management Software, which includes GPS, and license plate scanning technology which operates 24/7 to provide prime customer service while keeping the client informed of the recovery progress in real time.

In recent years, the auto loan default rate reached its highest peak. According to the Federal Reserve, “the delinquency rate is the highest since 2012”. Industry analysts acknowledge that the rise in the delinquency rate is due to various social and economic factors such as the rising cost of automobiles, recreational vehicles, inconsistent wages, fluctuating personal income and the proliferation of subprime loans (Coppola, 2019).

In 2017, Stealth Auto Recovery opened a satellite facility and expanded recovery services to Dayton, Ohio, which is 70 miles from the corporate office in Columbus Ohio. Stealth was challenged to make connections and reach potential clients in Dayton. Using area codes and zip codes in the Dayton area, Stealth compiled a comprehensive list of leads which mirrored or were analogous to established clients in the Columbus area.

The Solution: Expediting Telephone Outreach Strategy for Connecting Potential Clients in the Dayton Ohio Area. 

Dustin Keller, MBA, Owner/CEO of Excite Unlimited Motor Sports and Director of Operations for Stealth Auto Recovery was acquainted with Adele Busch, Owner, President of ASB Business Services LLC through a mutual networking group.  Dustin consulted with Adele about the best way to reach and engage leads in Dayton. ASB Business Services LLC accepted the telephone project. and organized the Stealth’s lead list according to business type and business category. The lead list was uploaded into Stealth’s proprietary CRM. The CRM was used by ASB Business Services, LLC to manage the leads, contacts and call notes during the duration of the project. It also provided interoperability in real time between the Operations Manager and Stealth’s staff for timely follow-up and response to requests for information or for recovery services.

Financial institutions, consumer loan offices and automotive dealerships from Columbus with locations in the Dayton were targeted and segmented first. This helped establish mutual rapport with the Dayton offices. Moreover, the Dayton branches expressed interest in having a business relationship with the same reputable recovery service their counterparts in Columbus were partnered with. Independent automobile dealerships were excited about having a new, affordable “high-tech” recovery service to work with, especially for automobiles that were difficult to locate. Stealth was well represented by ASB Business Services LLC on the phone as the “expert” in recovery matters, establishing trust and value in their services. Some prospects with immediate needs, requested Stealth’s recovery services on the first call.

The Results: Phone Calls Created Opportunities for New Business.

From April 2017 to October 2017 ASB Business Services LLC placed approximately 80-90 outgoing personal telephone calls per month for Stealth Auto Recovery. Per Dustin Keller, Operations Manager, the outcomes of the calls converted to 10-15% increase in new business for Stealth in and around the Dayton area for their first year of operations. Additional perks, Stealth also earned additional new business and business connections in the Columbus market from the telephone outreach project.

Telephone calls were instrumental in growing several new lucrative business opportunities for Stealth Auto Recovery and empowered their market expansion. Through an investment in business to business telephone outreach, Stealth Auto Recovery’s footprint continues to grow in both the Dayton area and Columbus Ohio area.

REFERENCES

Coppola, G. (2019, February 12). Auto-loan delinquencies are the highest since 2012. Bloomberg. Retrieved from https://www.bloomberg.com