Scoring built for showroom retail: model and variant chosen, test drive taken, exchange vehicle evaluated, finance route discussed, and whether a booking amount has been paid.
Quick answer
By memory and by register order. A consultant remembers the family who spent an hour with them on Sunday, works down the walk-in book, and calls portal enquiries when the manager asks about them. The customer who took a test drive on Saturday and left their old car for valuation is somewhere in that pile, indistinguishable from a browser who asked the price of a top variant and left.
A drive taken is worth more than everything the customer said before it. It requires time, documents and a decision to sit in the vehicle, and in most showrooms it is the clearest dividing line between a prospect and a buyer.
A customer who brings their existing vehicle for evaluation has decided to replace it. A customer who shares income documents for a loan has decided how they will pay. Neither is a small step, and both happen long before anyone says yes out loud.
Variant and colour availability decide whether you can serve the customer at all, and willingness to accept a waiting period tells you how attached they are to your brand rather than to a delivery date. Above all of it sits the booking amount, which turns an enquiry into an order.
Enquiry attributes set the opening position. Milestones such as drive taken, exchange valued, documents shared and token paid step it up. Quiet enquiries decay. The list reorders through the day, and every score opens to show the signals behind it.
| Signal on the enquiry | Why it predicts here | Effect on score |
|---|---|---|
| Booking amount paid | Enquiry has become an order | Strong lift |
| Test drive taken | Sat in the vehicle, decided | Strong lift |
| Exchange vehicle evaluated | Replacement already agreed | Strong lift |
| Finance documents shared | Funding route settled | Moderate lift |
| Second visit with family | Household decision made | Moderate lift |
| Variant in stock or allocated | You can deliver soon | Moderate lift |
| Price asked, no model chosen | Comparing brands | Neutral |
| No contact for three weeks | Bought elsewhere | Decay |
Log walk-ins as enquiries rather than as footfall. Make model, variant, exchange and finance route structured fields. Track test drives as completed events with a date and a consultant. Record booking amounts against the enquiry, and capture lost reasons in categories your floor team would recognise, because everything marked as price makes the score worthless.
Scoring orders follow-up. It does not approve finance, value a vehicle, or know your allocation position next month. It sees only recorded activity, which in a busy showroom means it is only as good as the discipline on the floor. It needs a few months of retail history before it is worth reading, and a consultant who knows a customer personally will beat it regularly. That is expected, and the override is there for exactly that reason.
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Walk-ins are logged in a register, portal leads land in an email, and the consultant calls whoever they remember from Sunday.
Every channel lands in one scored list. A customer who took a test drive and left an exchange vehicle for evaluation is called before a two-week-old portal enquiry.Unified enquiry list
Test drives happen and the follow-up depends entirely on which consultant conducted them.
Drives are tracked as completed events that lift the score and generate a same-day follow-up task, so the conversation continues while the vehicle is still fresh in the customer's mind.Test drive tracking
Exchange valuations are done on paper, and nobody connects them back to the enquiry that triggered them.
Exchange details and valuation status sit on the enquiry and weight the score, because a customer who has had their vehicle valued has effectively announced a purchase decision.Exchange tracking
Consultants are on the floor all day and update the system after closing, by which time detail is lost.
The mobile app carries the same scored list, so drives, valuations and next steps are logged on the floor and the manager sees an accurate pipeline through the day.Mobile logging
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