How to Swim Safely with the DMS Sharks

Transcription

1 How to Swim Safely with the DMS Sharks With Paul Gillrie of the Paul Gillrie Institute Moderated by Mike Bowers, Executive Editor at DealersEdge 1

2 Paul Gillrie of The Gillrie Institute Acclaimed as an auto dealer advocate and seminar speaker, Paul Gillrie is a perennial favorite at local and national conferences. He has long served a diverse client base of dealers, CPA firms and attorneys throughout the United States and Canada, who use his negotiating strategies and enjoy his newsletter, the "Journal of Dealership Computing". His unbiased reviews of the latest products from computer vendors and astute commentary have made Paul the authority on dealer technology and cost reduction. He founded the Paul Gillrie Institute in 1992 and this scrupulously independent research "think tank" provides dealers and their advisors with current, accurate analysis and consumer reports on the technology issues facing them daily. He knows what works and what doesn't! Mr. Gillrie distinguishes himself by maintaining his position as the only consultant in his industry that does not have a business or financial relationship with any computer vendor. By completely eliminating any conflict of interest, he concentrates only on the needs of his dealer clients and guarantees them the best discounts and terms from the vendors. The Gillrie Institute Team: "We operate from a deep understanding of our clients' goals. Our business and technological expertise, ensures that the dealers who employ our services will not waste valuable resources on unnecessary technology or pay too much for the technology they actually do require." Paul Gillrie leads a diverse and powerful interdisciplinary team that includes highly experienced auto dealers, general managers, consulting industry business professionals and financial analysts who review every aspect of any computer proposal. Each client's needs are assessed at our regular "round table" meetings. The result is a unified, efficient strategy for effective negotiation with the computer vendors. 2

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4 2013 Swimming With the Sharks 4

5 Any Time Is Question Time 5

6 Type your questions in Chat 6

7 DealersEdge? 1. Which DMS s are competing for your business. 2. DMS negotiation tactics. 3. Evaluating and analyzing competing DMS proposals. 4. Identifying the "red flags. 5. Overcoming the sticking points in the negotiation process. 7

8 Who Wants You? ADP UCS/R&R UCS/DCS Arkona Autosoft Automate Carman Debuque Karmak ACS Proceed DMS DSL PBS Quorum Serti Microsoft DealerBuilt Advent?? 8

9 DealersEdge? 1. Which DMS s are competing for your business. 2. DMS negotiation tactics. 3. Evaluating and analyzing competing DMS proposals. 4. Identifying the "red flags. 5. Overcoming the sticking points in the negotiation process. 9

10 Ignore the Dealer 10

11 Wear you Out 11

12 Baffling Proposals 12

13 Fear Tactics 13

14 Avoid Contracts till day of signing 14

15 DealersEdge? 1. Which DMS s are competing for your business. 2. DMS negotiation tactics. 3. Evaluating and analyzing competing DMS proposals. 4. Identifying the red flags. 5. Overcoming the sticking points in the negotiation process. 15

16 Looking 16

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18 6 Elements 18

19 6 Elements 19

20 6 Elements 20

21 Apples to Apples 21

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23 DealersEdge? 1. Which DMS s are competing for your business. 2. DMS negotiation tactics. 3. Evaluating and analyzing competing DMS proposals. 4. Identifying the "red flags. 5. Overcoming the sticking points in the negotiation process. 23

24 Red Flags 24

25 Red Flags 25

26 DealersEdge? 1. Which DMS s are competing for your business. 2. DMS negotiation tactics. 3. Evaluating and analyzing competing DMS proposals. 4. Identifying the "red flags. 5. Overcoming the sticking points in the negotiation process. 26

27 Leverage 27

28 Leverage 28

29 Gillrie s First Law 29

30 Gillrie s Second Law 30

31 Gillrie s Third Law 31

32 Gillrie s Fourth Law 32

33 The END 33