Shahid Aziz

Overview: MERCEDES-BENZ Saudi Arabia

MERCEDES-BENZ Saudi Arabia is the largest distributor geographically, with four branches across the Kingdom. At the request of the MBCME (MERCEDES-BENZ Cars Middle East) regional office, I took on the challenge of reshaping the business by introducing processes and procedures, stock control, stock over-age management, trainings, and discipline. Today, we are recognized as the best MERCEDES-BENZ Pre-owned distributor in the region and have recently been awarded Benchmark Dealer for presentation and preparation.

• Managing Growth and Improvements: Overseeing the growth and continuous improvements of the division.
• Financial Responsibility: Full P&L and BS responsibility for all four branches.
• Trade-in Process Management: Managing the Trade-in Process for both New and Pre-owned divisions.
• Conference Cars Support: Full responsibility for supporting all Conference Cars of 250+ units per year and their disposal.
• Maximizing Sales: Obtaining the maximum price for bulk and trade sales.
• Sales Tools and Reporting: Preparing sales tools and reporting requirements for SAP.
• Stock Management: Over-aged stock significantly reduced from an average of 251 days to under 100 days.
• Sales Growth: Achieved 10-15% year-on-year sales growth from 2014 to date.
• Awards and Recognition:Nominated for the Best Used Car Dealer by Mercedes-Benz in 2015 and 2016.
  Awarded Benchmark Dealer by MBCME (Mercedes-Benz Cars Middle East).
• Standard Operating Procedures: Introducing SOPs to streamline operations.

Overview:

This start-up operation was ranked as the standard-setter in used car retailing for Daimler in the Middle East and Levant. It enjoys the 2nd largest used retail vehicle throughput per site across the region, retailing in excess of 600 prestige cars annually, while consistently achieving all financial and resource management objectives.

• Trade-in Process Management: Handling the Trade-in Process for both New and Used Cars.
• Financial Responsibility: Full P&L responsibility.
• Branch Expansion: Opening of an additional branch.
• Sales Training and Recruitment: Conducting sales training and recruitment.
• Maximizing Trade Sales: Increasing trade sales and conquest trade-ins.
• Industry Recognition:Ranked as the standard-setter in used car retailing for Daimler in the Middle East and Levant.
  Awarded Benchmark Used Car Dealer by Mercedes-Benz Germany for the DCCA Region.
• Sales Performance:Achieved the 2nd largest used retail vehicle throughput per site across the region, retailing over 600 prestige cars annually.
  All KPIs were at 120% of budget in 2013.
• Stock Management:Best stock-turn in the region.
  Maintained the lowest over-age stock in the DCCA Region.
• Certifications:C-Certified Mercedes-Benz Manager awarded in 2013.
• Start-up Success: Successfully started the business from scratch.

Overview: Saad and Alfa Romeo.

This turn-around challenge revitalized the new and used car sales operations for two ‘Cinderella’ franchises – marginal to the group’s ambitions – located at an unloved location which had never before made a consistent profit. The profit and volume objectives were met in two years.

• New Car Targets: Achieved New Car targets for both Saad and Alfa Romeo.
• Certified Used Car Program: Set up a certified Used Car program for Gargash Motors.
• Financial Responsibility: Full P&L and BS responsibility.
• Trade-in Process and Training: Managed the Trade-in Process and provided training for all staff.
• Processes and Procedures: Implemented uniformed processes and procedures for both branches.
• Sales Growth: Increased New Car Sales by 300% in the 1st financial year.
• Used Cars Operation: Set up the Used Cars operation using Company and Demo Cars and the in-house Rent a Car division.
• Financial Performance: Overachieved GP and NP for both 2004 and 2005.
• Best Practices: Implemented Sales Process and SOP to achieve best practice.

Overview: Vehicle Brokerage Partner

Our start-up business delivered an outsourced buying service to intermediate-sized dealer groups that had limited in-house auction buying resources or experience. Our service was to buy cars on a commission basis and manage all the logistics to ensure adequate stock was available at all client sites.

• Support Function: Provided support for all main dealers.
• Supply Chain Management: Managed the supply chain for franchise dealers.
• Maximizing Trade Sales: Focused on maximizing trade sales.
• Stock Management: Managed stock turn effectively.
• Financial Responsibility: Full P&L and BS responsibility.
• Client Relationships: Maintained strong relationships with key accounts.
• New Opportunities: Explored new opportunities through leasing and rental companies.
• Profitability: Maximized profitability through specialist cars.
• Reputation: Created a reputation for purchasing high-value vehicles.

Overview:

My first assignment with the group was as a Group Used Car Disposal Manager, ensuring maximum value was achieved for all group vehicles sold through auction or trade. All of Harwell Motor contract vehicles were at my disposal to achieve maximum return through British Car Auctions and trade sales.

• Financial Responsibility: Full P&L and BS responsibility.
• Implementation of SOPs: Established standard operating procedures.
• Maximizing Returns: Focused on maximizing the group’s return on both wholesale and retail sales.
• Stock Management: Created a system to receive a constant supply of approved stock.
• Regional Allocation: Allocated vehicles to appropriate auction houses regionally.
• Residual Values: Set stretched but achievable residual values.
• Stock Distribution: Distributed stock lists to the trade with a manual bidding system.
• Smart Repair: Introduced smart repair techniques.
• Seasonal Cars: Actively searched for seasonal cars.
• Retail Performance: Successfully retailed 150 used cars per month from one site.
• Bulk Stock Purchasing: Bought bulk stock from group dealer stock.
• Support Function: Provided support to all franchise dealers within the group.
• Certified Scheme: Introduced an approved certified scheme for the used car program.