Ford's DTC Sales Transformation
See how we helped Ford with its direct-to-consumer transformation.
The challenge
Ford Netherlands, part of the global Ford Motor Company, faced a fundamental change to its business model. After decades of operating as a wholesaler, Ford decided to move to a retail model with direct sales to end customers, including e-commerce. This transition called for new skills and expertise that were not present in Ford's traditional automotive environment.
The approach
SalesQuarters was brought in to support Ford in this far-reaching transformation, with a specific focus on:
- Identifying the competencies needed for the new direct-to-consumer model
- Recruiting specialists with e-commerce and online sales expertise
- Attracting professionals with a retail mindset rather than a traditional automotive background
Rather than looking for candidates who only fitted the existing profile, SalesQuarters used a Development Driven Search® approach. We looked for candidates who:
- Brought relevant expertise from other sectors
- Had the potential to make a difference at Ford
- Were driven to keep developing in this new challenge
"SalesQuarters helped us very well in finding the right people in e-commerce and online sales. We have already achieved very good results in the first year."
Ford Netherlands management
The result
The collaboration resulted in:
- Successful recruitment of specialists with an e-commerce background
- New perspectives and a retail mindset within the Ford team
- Expertise that helped Ford "make the difference in e-commerce"
- Demonstrable positive results within the first year of the transformation
"SalesQuarters actually landed me a new job at Ford. They ask just a little more. They hold up a kind of mirror: where are you now in your career? Which steps do you want to take? And is it also a good fit with the client?"
E-commerce specialist at Ford Netherlands
The SalesQuarters added value
This case shows how SalesQuarters supports companies through fundamental transformations, well beyond recruiting candidates. We do that by:
- Identifying the people who can contribute to new strategic directions
- Looking across sector boundaries for talent with relevant expertise
- A considered matchmaking approach in which the interests of both client and candidate come first
This approach helped Ford move successfully from a traditional wholesaler to a modern direct-to-consumer business with strong e-commerce capabilities.
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Approach your sales leadership decisions as investment decisions and get the most out of them with SalesQuarters. Contact SalesQuarters: info@salesquarters.nl or +31 20 226 90 00.
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