Paul Gillrie. October 18 th -20 th, 2015 The Bellagio Hotel, Las Vegas

Transcription

1 October 18 th -20 th, 2015 The Bellagio Hotel, Las Vegas Gillrie Institute Dealer Insights: Choosing Technology to Drive Revenue in Every Department Paul Gillrie

2 IT Spending Priority #1 in 2015* Investment - Where to spend more: Expected Return - Increase in sales from: IT 61% Used Veh 86% Showroom 36% Service 79% Service 33% F&I 78% Bodyshop 28% New Veh 76% * Baker Tilly International / Blum Shapiro 2015 Dealer Survey

3 Technology to Drive Sales Integrate Phones KPI s CRM Data Cleanse Document scan & archiving New F&I Menu Parts Scanning Accessories Vehicle Inventory Used Vehicle Mgmt KPI = Key Performance Indicators Payment Inspection Walkaround Service App. Data Mining

4 Focus on the right KPIs * CDK WebComposite Improve decision-making: Multi-rooftop reporting Automate and schedule reports Benchmark financial performance CDK WebComposite R&R Advanced Reporting 2.0 NCM Axcessa DDE Executive Eye Crowe Horwath Navigator

5 Work (More) Customer-Centric * Free CRM Streamline relationship mgmt.: Manage cross-media lead flow (showroom, Internet, phone) Track road-to-sales and daily work Front-end business suites (CRM / ILM, Desking, websites, SEM, ) VinSolutions DealerSocket Elead1One,

6 Improve Data Quality * DQ Global Accurate customer data: Do Not Call/Contact compliance Change Of Address (NCOA) Telephone and append services Customer vehicle ownership Customer de-duplication CDK DataFresh Pro / Acxiom R&R Name File Services Authenticom,

7 Sell More F&I Menus * R&R CoinData DocuPad Traditional F&I Menus lack: 1) Interactive Menu Presentation 2) Document Processing System 3) Compliance R&R CoinData DocuPad: User interface empowers customers Ensures accuracy & compliance ADP/CDK Digital Contracting: Build & archive digital deal Jackets F&I LaserStation and scanners

8 Expand Accessories Offering * R&R AddOnAuto AOA Accessories: $40bn market Dealers represent <5% 92% of Drivers buy accessories 60% spend more than $1,500 AddOnAuto AOA (R&R): Interactive tool Digital Supplier Network Real time catalog pricing Add. $475 in veh. accessory gross

9 Move Used Inventory Faster Inventory analytics: Appraisal Stocking/Provisioning Pricing Merchandising/Syndication Vauto (Autotrader.com) RedBumper (ADP/CDK partner) Dealertrack Inventory+ (Ecarlist/AAX) FirstLook / MaxAd

10 Create More Sales Opportunities Utilize equity mining: Identify customers that can upgrade, trade in, approach lease end, , text, letter communication ADP/CDK Global Equity / Veh Exch R&R Equity Calculator/Naked Lime AutoAlert DealerSocket Revenue Radar Dominion DealActivator,

11 Load the Service Lane * Xtime Scheduling 7 Streamline service scheduling: Load shop & control resources ADP/CDK Global ServiceEdge App. R&R Service Portal / Res Manager Xtime Scheduling7 TimeHighway AutoPoint WelcomePoint MOC1 Schedule Some CRMs (DealerSocket),

12 Push the Service Sell-up * Xtime Check-In 7 More recommended repairs: Advisor walk-around/inspection Integrated MPI (report card) ADP/CDK Global ServiceEdge Lane R&R Service Sales Kit (SSK) ASR Pro/Service Pro (Dealertrack) Xtime Check-in 7 wiadvisor AutoPoint WelcomePoint, MOC1 Write

13 Streamline the Inspection Improve productivity: Facilitate communication between advisors, techs, parts, customers Electronic multi-point inspection tool ADP/CDK Global ServiceEdge Inspect AutoPoint Vehicle Inspection MOC1 Inspect

14 Streamline the Payment EMV= Europay, MasterCard, Visa New Payment Standard: EMV: 10/1/2015 liability shift affects purchases w/in-store credit/debit cards Unexpected Risk Exposure for Dealers Accept online, mobile, alternative pay like Apple Pay, or Google Wallet R&R ReyPay (OpenEdge) CDK epayment (CenPos) Dealertrack (Element)

15 Track Inventory Vehicle management: Radio Frequency Identification Track vehicle positions Identify customers when they arrive in the service drive Track inventory and notify sales MyDealerLot R&R RFID for Service BrightLot, * BrightLot

16 Stay on Top of Parts Electronic bar coding systems: Complete physical and cyclical inventories with scanner & printer Improve accuracy and eliminate manual data-entry errors Cut receiving and inventory time ADP/CDK Global R&R ScanSolutions

17 Go Paperless Store and retrieve documents: Documents: safe, secure, accessible Car deals, F&I credit app s & bureau reports, APs, Payroll, FS, deposits, ADP/CDK Global DSDA R&R Kodata / IDM (former EDM) Scan123 OneView Etfile

18 Nurture Missed Call Leads * ADP / CDK Global VoIP Phone Communication: 45% /all calls from new customers 20% /all calls unanswered Streamline greetings & follow-ups Report leads & track 800# ADP/CDK Global Cisco and Polycom with CTI and Call Tracking R&R RITS Cisco RDA and MyRITS BridgeSpeak and Shoretel

19 October 18 th -20 th, 2015 The Bellagio Hotel, Las Vegas Thank You! Paul Gillrie Please take a moment to rate my presentation in the DSES mobile app!