12Setting Up Households
Setting Up Households
This chapter provides information about standard Siebel Automotive functionality for household management. It consists of the following topics:
About Households
Households are entities comprising individual consumers or contacts that are economically affiliated and who share common purchasing or service interests. The Households screen provides information on households and the relationships that contacts have with households.
Households are optional and are not required to effectively use Siebel Automotive; however, if your company plans to target marketing and sales campaigns to a demographic group of potential customers, then household information may be valuable to marketing, sales, and service managers.
Through the association of contacts with households, Siebel Automotive allows marketing and service managers to see vehicles, opportunities, and service requests associated with household members. Managers can also use Oracle Business Intelligence to segment household data to target households that meet various demographic and purchasing trend criteria.
Scenario for Working with Households
This topic provides a scenario for business-to-consumer selling. The order in which the procedures are performed may vary based on your company’s business practices.
A sales representative at an auto dealership sold a vehicle to a customer who is a stockbroker with a high income and net worth. The sales representative entered the customer as a contact, qualified the opportunity, and then associated activities with the sales opportunity. The representative also created a household and associated it with the customer as the primary contact.
The representative learned that the customer’s wife and college-aged daughters own and drive a total of three vehicles. The daughters now share a vehicle, but because they are going to different colleges, the household needs to add a vehicle. The sales representative enters the information into Siebel Automotive and sends product literature with a letter inviting the customer and his family to come test drive a new vehicle.
Process of Working with Households
End users, primarily sales and service representatives, work with households in Siebel Automotive. How an end user proceeds depends on whether he is working with an existing household or setting up a new one. If the household exists, the end user can associate it with a contact from the Household screen, but all other associations must be made from the Contacts screen.
To work with households, end users perform the following tasks:
Viewing Vehicles Associated with a Household
Use this procedure to view vehicles associated with a contact, which may belong to a household. Vehicle information can provide household trends about make, model, and other vehicle features within a household.
This task is a step in Process of Working with Households.
To view vehicles associated with a household
Navigate to the Households screen, then the List view.
Drill down on the Name field link for a selected household record.
Click the Vehicles view tab.
Related Topic
Associating Team Members with a Household
Use this procedure to associate sales and service team members with a household in order to add and qualify opportunities and perform followup sales, marketing, and service procedures.
This task is a step in Process of Working with Households.
To associate team members with a household
Navigate to the Households screen, then the List view.
Select a household record.
In the Team field, add one or more team members.