Your DMS: Convert to Another or Accept
What You Have
Take the inertia and fear out of the equation when deciding
whether or not to switch DMS providers. Sandi's step-by-step
process and checklist.
With
Sandi Jerome
Moderated By
Sandi Jerome consults and lectures on automotive business management, expense control, profit retention, and computer utilization for CPA firms, state associations, AICPA, 20 groups, manufacturers, and DMS providers and has been a top 10% rated workshop speaker at NADA. She has helped hundreds of dealerships select DMS systems and then survive during and after the conversion process. She is a CPA with a degree
in accounting, but also has the unusual combination of 3 years in F&I and another 2 years as an assistant general manager. She has developed numerous technologies and publications for the industry including a new DMS system, DealerStar, that is being used by seven dealerships and will be released nationally in 2012-2013.
Sandi Jerome
www.DealerStar.com www.superconsultinggroup.com www.sandijerome.com sandi@sandijerome.com
Direct line: 360-504-5601
Voicemail - cell phone notification 360-406-5062 Ext. 706 Fax 503-715-5600
A step-by-step process for taking all the angst out of a
DMS conversion or accepting the DMS you already own
by Sandi Jerome
Sandi Jerome Computer Consulting
sandi@sandijerome.com
“If only they were like a monkey”
“ If you teach a monkey to
press the Ctrl key, he’ll
happily press it all day for a
treat. Teach a human and
they’ll say, “but on my old
system I used the shift key”
Law of Employee inertia – employees will continue in
their current state unless they are encouraged to act
Acceptance
Technology committee
IT director
Controller
Parts Manager
Internet Manager
General Manager/Dealer
Mission Statement: The Technology Committee is the forum for reviewing, evaluating, and recommending
strategies, plans, and policies for
dealership information technology. The specific elements of the committee's charge include:
Identify strategic directions,
capabilities, and objectives IT support, including learning technologies
Identify opportunities where IT can help achieve the dealership’s goals and
recommend priorities
Ensure a coordinated
implementation of the dealership’s IT projects and initiatives
Training made easy
"I hear and I forget. I
see and I remember.
I do and I
understand."
What is the best way to train
your employee to use the DMS
better?
Training methods
Manuals, Knowledge-base, FAQ
Live instruction
One-on-one
Result-based
Level 1 – Data Entry
Level 2 – Search, Report
Level 3 - Results
Result-Based Training
List your needs and results
List of used vehicles over
60 days old
Customer’s service
history
Expenses over $500
Where did they come
from?
When was the last time
they had their tires
checked?
Which ones have
increased over the past
year?
Why are DMS systems so difficult
for humans?
Integration with factory
Reduced innovation
Getting better with Star Standards
30 years of limited choices
Uses want it to be the same
Keyboard/form-based systems
Integration with “modules
How do you determine if you need
to change DMS providers?
Cost, cost, cost – need 30% savings
CRM needs
Integrated vs. Interfaced
Access to the data
Contract is up
New contract is too long or costly
Contract is too complicated
Can you change systems?
Take this Quiz
1.
Stable workforce
2.
Controller /Parts manager “on board”
3.
IT director/manager to help
4.
Cost savings – 30%
5.
Your data can be converted – not archived or held
captive
How do you select?
Budget range
Technology needs – what can’t you live without? –
Case Study;
Multi-company
CRM interface/integration
What is Multi-Company?
Payroll - distribution
Payables – Checks, one per vendor
Stock transfers, “views”
Parts
Vehicles
Combined reporting
What is a Report Writer?
Access to your main database files and transactions
with security
Ability to select fields, criteria
Export to csv, XML, Excel
What is CRM?
The Big 3
1.
Prospect and Lead Management
2.
Data Mining of your sold customer
database for service/sales
3.
Contact management of actions, letters,
Creating your own Tier 1, 2, 3
providers
Tier 1
ADP, DealerStar, R+R (ERA and Power)
Tier 2
DealerTrack/Arkona, ACS, Auto/Mate, MPK,
DealerBuilt,, PBS, Quorum
Tier 3
AutoSoft, System 2000, DPC, DDS
Example: Based on CRM/Multi-Company/Report Writer
Other Items
Parts scanners
Driver’s license scanners
Labor time guides
Service pricing guides
Internet site - inventory
Internet leads
Titling
Audit – CPA firms
Sales tax reporting
Credit Bureau
•
Service Scheduling
•
Appointment Scheduling
•
F&I Menus
•
Desking
•
Contract submission
•
Rental vehicles
•
Data warehousing
•
Automated parts picking
•
Parts locaters
•
Parts catalogs
•
Service Scheduling
•
Appointment Scheduling
•
F&I Menus
•
Desking
•
Contract submission
•
Rental vehicles
•
Data warehousing
•
Automated parts picking
•
Parts locaters
Value matrix method
Item Your
Value- A ADP Drive –my rate B ADP score A*B Arkona - D Arkona Score A*D
True ASP – ease of upgrades 10 5 50 8 80
Integration with Ford 6 9
Training required vs training
proposed 4 8
Less training required 7 3
Setups and conversion required 7 2
Future price increases 2 9
Proposed CRM 5 9 6
Total Scores
Manufacturer integration
What do you really use?
